Coming back at you real estate investors with REI Wealth Academy. This is John, going for the second video for active listening. We covered a little bit about the meaning, building a connection, building a rapport with somebody. When you’re actually having that conversation it could be a little bit embarrassing for them, they may not necessarily want to tell you everything. Sometimes the truth lies behind some of the layers that you have to get so you have to have the right questions when you’re asking somebody a lot of times and we’ve gone over that in other scripts and stuff and that’s why some of the scripts that we have inside REI Wealth Academy are built the way they are, that way you know you’re asking the right questions but even with that there’s a little bit of finesse and a little bit of an art along with the science of the questions that we’re gonna be asking as well.

So make sure you get inside REI Wealth Academy and check that out. For this one, I really wanna get into the theme for this video and that is, be honest with yourself. Now what I mean by that is when you’re talking to somebody, when you’re actively listening to somebody, they’re pouring something out of themselves and it may not necessarily be the exact thing that they have an issue with. They may give you a reason for a question that you have, they might tell you something that they think you want to hear. And at the end of the day, maybe you do want to hear that but you know something about the way you ask where you have in your script some of the other questions that you would wanna ask you make sure that you’re actually diving deeper and having them give you maybe more of the truth to see how best you can help.

And that, again, we’re not trying to manipulate anybody necessarily but sometimes we have to massage some of the truth out of people in order to help them serve best. ‘Cause if we don’t really know that we’re meeting their need or not, you’re gonna be swinging at the wrong balls that are coming in, you’re gonna be aiming at targets that aren’t even the real targets for you so I don’t want you chasing ghosts when it comes to that. But I do want you to be honest with yourself and your intention of why you’re there. Now obviously you’re looking to make a profit, you’re looking to get the best deal possible and there’s nothing wrong with that, that’s what you’re there to do. The numbers have got to make sense. But you wanna make sure that your intentions going in, that you don’t try to push them in any certain way if you don’t have to.

That’s what the questions are there to do. They’re there to reveal how they can be helped and where you can help them and you can make sure that you’re answering the right questions that they have back to you in the right manner at the right time but that requires most likely that you’re going to be listening 70% of the time and maybe talking 30% of the time, if that much. Because again you really wanna get into what type of questions are you asking and what type of penetrating questions are you asking are in a certain way that allows them to be able to reveal their greatest need for the deal to be done. And at the end of the day, don’t force a deal. There’s no reason to force a deal. If you burn a bridge or if you go in there with the wrong intention, your reputation will precede you at the next deal, I promise. That’s one of the greatest predictions of failure in this business is your reputation for sure.

So make sure you’re very cognizant of that when you’re going in and talking to somebody. Be honest with yourself about why you’re talking to them. If you feel like you’re talking too much, ask a question and that which allows you to step back and be a little ...