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The drunken pilot’s million dollar real estate lesson

Let me tell you a story. A kinda freaky story that can dramatically improve your chances of making real estate deals…

A couple years ago I was on a small jet leaving Idaho after a backpacking trip.

Suddenly we did a complete turn and were heading back to Idaho Falls.

The pilot came on the loud speaker and said that the flaps computer had malfunctioned.

The flaps were therefore stuck and couldn’t be retracted.

He calmly said that this wasn’t a problem to land the plane, as the flaps were in the right position for that, however we couldn’t make it all the way to Denver with the flaps stuck down, so we needed to turn around and get it fixed.

He told us that technically it was an emergency landing, so don’t be surprised if the emergency crews and fire trucks met us on the runway.

Okay.

No big deal.

We landed fine and went inside the terminal.

We all commented how professional the pilot was because of how well he explained exactly what was going to happen and what we should expect.

That level of detail took everyone’s fear away.

There was simply nothing to worry about.

About an hour went by and then they let us re-board the plane.

Once we were buckled in and taxying to the runway the captain came back on the loudspeaker.

“Well folks, we’re just going to give it another try. Uh, we couldn’t actually figure out what was wrong, so we just reboot the flaps computer and, hey, it seems to be working now, so let’s give it a shot and see how it goes.”

You could feel the sudden tension amongst the passengers.

This wasn’t exactly as calming of an announcement as we had earlier.

In sounded rather off-the-cuff.

Random.

Unsettling.

Like he was drunk.

(Perhaps he downed a few drinks while we waited for the repair?)

In a flash, all the confidence the pilot had instilled in everyone just vanished.

Now, there was nothing to worry about, and I’m sure that was the proper protocol to follow,

But it just didn’t sound nice the way he said it.

Surely the solution could be better described than by simply telling us he used the same fix we all do when Microsoft Windows crashes?

It destroyed all the confidence and trust that he had built up with his demeanor previously.

Then I started thinking about how many times the same thing happens when you are trying to negotiate a real estate deal.

You have good rapport with the seller.

You’re asking the right questions.

You’re getting the right answers.

And then suddenly they stop responding to you.

They clam up.

The negotiation stalls.

And you can’t come to any agreement.

(Or they simply disappear and don’t return your calls.)

Why does this happen?

What’s the cause?

Was it something you said?

Yes.

Probably.

And not just *what* you said, but *HOW* you said it.

You see, motivated sellers can be fickle.

They have a lot of things going on in their lives.

Stress.

Debt.

Fear.

Confusion.

And the list goes on…

So they need you to help them see the solution to their problems.

And they need to feel like you actually understand and care about them and their problems.

And this takes a certain way of talking to them to achieve.

Once you do, then they will choose to do business with you.

You’ll get the deal.

And leave your competition in the dust.

So remember that how you choose to frame things makes a major difference when negotiating.

You want to be the confident pilot for them, not the random yahoo who’s just winging it.

Therefore negotiation is a must-learn skill for you as a real estate investor as it builds strong rapport with your sellers.

You’ll get good at it when you understand both the art and the science of it, and practice frequently.

I train all my real estate mentoring students how to negotiate effectively.

It makes the difference between getting the deal, or losing it.

My mentoring program ain’t cheap, captain.

And I won’t say it’s for everyone.

But if you want “in”, go to:
http://TractionRealEstateMentors.com/strategy

Tom Zeeb
Traction Real Estate Mentors

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