Hey, what’s going on? This is John. We’re talking this week in the third installment about how to tell people what it is that you do in real estate investing. The first thing that we talked about was simply who you are. Talked a little bit about positive self-talk, making sure that you’re convinced and you’re excited about the investor that you are, that you’re becoming to meet the goals to hit your big why for real estate investing.

The second thing that we had started talking about was the value proposition, the elevator pitch, whatever that you’re trying to convey as far as value goes to the person you’re talking and knowing the audience with that person that you’re talking to. So, I went ahead and wrote down one thing to get into this, and the last thing that I’ll say for this third installment, and what we’re going to talk about is don’t be afraid to ask. It could be for money. It could be for a house. It could be for a connection. Whatever it is that you’re looking for, and once you’ve identified the person that you’re talking to and where they’re coming from as far as an audience perspective goes, you will know what to ask them, but you can also ask other qualified questions if you’re not really sure.

So, as you get into the conversation, and they ask, “Hey, what are you doing these days?” “Well, I work full time, but I’m also doing real estate investing on the side.” “Wow, real estate investing. Really? That’s interesting. What do you do?” Well, then you can go into your pitch, and so I’ve written one down here. “I buy two to four unit properties in Layton, Utah to help people earn a better return than their current retirement account.”

So, you’re telling people who it is, what you’re doing, and you’re also saying, “Hey, this is the benefit to people.” Now, is the person that you’re talking to a person that could benefit from that? Potentially, and you can ask, “Hey, are you looking to get a better return on your retirement account? Do you have a retirement account?” Or say, “Well, do you know anybody … Do you have anybody in mind that you think I should talk to?” Takes the pressure off of you, actually having asked them about whether it is something they want or not ’cause obviously some people don’t want to be sold on something, but oftentimes, people are willing to buy. They’re always looking to buy, not necessarily be sold, so keep that in the back of your mind which is why you can just simply ask the questions: “Why do you ask?” “You seem really interested in that. Why do you ask about that?” And they could say, “Well, I’m actually looking to get a better return on my retirement account. I’ve been thinking for a few months now on what I should do. It’s very fortuitous that we are actually meeting now.” So, it can open up a wide world of cool opportunities that are out there if you’re asking.

Some other questions you can have. Again, “Do you have someone in mind that I should talk to?” One thing that Keith really talks about quite a bit is how to ask particular questions, and this is even when you’re on the phone with a seller, or you’re on the phone with a buyer, whatever it might be, is to simply qualify some of your questions by adding the first kind of preface to your question, that’s saying, “If you don’t mind me asking.” So it just takes the pressure off, and that’s okay.

Now, as you’re getting started, again, it’s okay to be a little bit forward. It’s okay to make mistakes. It might be too much for some people. It might be not enough, but just gauge yourself and quiz yourself with somebody else,