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 bit more introspective on how you’re thinking and what you’re thinking about, why you’re thinking about it but also listening back and again I encourage you in being honest with yourself.
If you’re the type of person, like I am, that you are great with faces but terrible with names, make sure you write some of that stuff down. Make sure you grab a business card, write where you met them, write down the context. Hey, I met this guy at a real estate conference. He was into single family lease option deals. Right up my alley. He was a great person maybe for going for private investing. He’s a great person to partner with or maybe I can find a deal from him or give him a deal, whatever the case might be of how you can probably provide the best value for that person.
With that, just went a little bit more into being honest with yourself, listening 70% of the time, talking 30% of the time and with that, this is John signing off. Make sure you’re following us on Facebook, REI Wealth Academy and at reiwealthacademy.com. Check out the blog. If you wanna skip to the ninth and tenth secret, we got those on there. Go ahead and download the ten secrets that we’re going through already and get the deeper level that Keith Boley is putting on. Also, if you’re a part of Roanoke Valley, make sure you’re checking out the Roanoke Real Estate Education Group, they’re on Facebook.
This is John signing off. I’ll see you in the next video for some tips, some more tactical type stuff with active listening.
That’s John signing off.
I’ll see you guys.