Posted by JuJuan Buford @JSBUFORD
(Unfettered, transparent thoughts off the top, absent veneer or grammatical sifting)
1. Take Imperfect, Informed Action.
It's easy to get caught up simply consuming information, just for the sake of consuming information.
Let me preface this, by stating I respect entrepreneurship, meaning I've learned that just because you've enjoyed success in one venture, it doesn't automatically translate into success in another. One of the biggest faux pas I've observed - specifically among the well educated or entrepreneurs who've never experienced a recession - is the willful ignorance people will display when starting a new business venture.
Entrepreneurship is skilled trade, regardless of industry. Past performance never guarantees future results in business. Trust, if the industry is producing people who are earning six to seven figures with any regularity, there is a system at work. And no matter how intelligent, talented, or gifted you believe you are (at a certain level, all elite performers are talented and gifted), just like in sports, music, or medicine. Those who take shortcuts and don't respect the game they're playing, don't last long. The common denominator of success will always be practice and an unapologetic, fanatical work ethic. Think Allen Iverson vs. Michael Jordan.
That being said, if you're consuming information and not applying it, it's not training. It's just listening indefinitely. A confused, and fatigued mind does nothing. Learn, do, seek mentorship, review, rinse & repeat. The being is in the doing. Don't become preoccupied by perfection. You cannot learn a new skill and not look a little awkward in the beginning. Don't be afraid of the dirt.
2. Embrace the Process
I average 100 dials a week... conservatively speaking. This is a part-time endeavor for me. Most people don't answer the phone, and I keep calling anyway. But I do not fall in love with a prospect. I spend 1/3 of my time following up, and another 2/3 contacting new people. I get hung up on a lot. I hear I'm not interested a lot. I hear I'm good, a lot.
I'm good? Personally, that is the most annoying response to a question that I can think of. Who wakes up saying to themselves, I just want to be good, ok, I'm getting by? Don't you want to be great! Apologies for the deviation.
I know that I'm searching for 1-2% of the entire real estate market. People who are highly motivated to sell their homes, due to a divorce, unwanted inheritance (crazy right?), financial distress, new job in another state, emotional detachment, tired of the maintenance, renting property not as exciting as anticipated, bad investment decision, etc., etc., etc., I'm looking for the person that is indirectly articulating, I'm ready to part with this right now, or very, very soon.
I've met with five potential sellers. One of them in particular, didn't really own the home. Can imagine doing Tiger Woods fist pumps in the air, and then realize they don't own the home? It was demoralizing for 15 seconds. It was a great reminder to not count the money until it's deposited. The others, were interested, not motivated. But it was great practice. Next week, I have a couple motivated people on deck. It's exciting.
Oh, people lie. And potential buyers, are often on some BS.com. Get connected with a mentor. 50% is better than 0%
3. Seek Out the Tour Guides, not the Travel Agents. & Be Honest About Your Intentions
People read a book, flip a couple houses, watch some YouTube videos, and now they're experts. Ok? Bird dog for others. Call up someone who has been buying and selling homes, and has experience in the wholesaling industry. The old brooms know the corners. And find out what they need assistance with or how you can save them time. Or simply by the them lunch. When you're grinding, you forget to eat often.
People know when you're simply looking at them as a transaction. They also know when you're genuinely interested in helping them find a solution to their challenges. Take the time to learn what their desired end result is. Why they truly desire that result? Be transparent about whether you can help them or not, and if you can't suggest a solution, or someone else they should talk to. Universal law is universal law in business, and in life.
4. Work Like Someone is Trying to Take Everything from You in the Windows of Time You Have Available
Because gravity is coming for you. People don't rehearse funerals or car accidents. They happen. Others, who lack competency are out here muddying the waters. You need to have audience with people, before the bs.com people engage them. And people who are very well financed are competing against you, or people who have more time, or who've lost a job, in jeopardy of losing their own homes, cars, and families. This ain't your granddaddy's economy. Job security is an oxymoron. And while unemployment numbers are down, underemployment numbers are skyrocketing, and wages have not changed in over 20 years. A lot of people are about to be displaced (a polite way of saying layed off or fired because of automation).
What does that mean. Yes, gravity - life events and more competition - is coming for you. If you only have 30 minutes a day, treat each minute like it's worth $200 a minute.
Listen to the tour guides' podcasts, videos, sound cloud recordings, constantly. You're swimming upstream. Listening to success stories, gaining insights about how you can improve your approach, and the impact of simply keeping your business top of mind, or being plugged in raises your awareness. The mind likes instruction and priming. And the universe has a way of rewarding vibrant movement and intense focus. The more active you are in your business, the luckier you'll become. I just randomly (but is it really random when you're calling 100 plus contacts a week) scheduled an appointment with two owners of apartment complexes.
The next 90 days are going to be fire.
JuJuan Buford is a Detroit native, entrepreneur, Founder & CEO of JSB Business Solutions Group, business development professional, and writer dedicated to helping families, entrepreneurs, and business owners establish thriving enterprises, achieve financial independence, and build lives of satisfaction.
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