Dear Friend,

This week we are going to have part two of an interview that I did with my friend Dean Graziosi who happens to be the author of the best selling real estate investment book in the country right now called Be a Real Estate Millionaire.  And if you listened to last week’s interview we were talking about some incredible ideas for how to use the information in Dean’s book to attract investors and we got going and I realised wow there’s so much good content here that we could use as realtors to take advantage of the benefits and the advantage really that we have of being real estate agents or mortgage brokers to become investors ourselves.  If you noticed a couple of weeks ago the survey question that we asked on Marketing Monday was about how many people are investing in real estate and less than half of the people who responded are actually investing in real estate and right now if you realise what’s going on in the market and you have the specialised knowledge to take advantage of what’s actually happening in the market right now there’s never been a better time to become a real estate investor.  So that’s our goal this week and I think you’re really going to like this part two of the interview with Dean.  He’s going to share lots of great ways that we can use the information in his book to actually become investors ourselves.  So here we go, here’s part two.

Dean, how are you?

Dean Graziosi: I’m great.

Dean Jackson: Thank you for agreeing to come back.  If you guys were listening last week we talked with Dean Graziosi and he was really insightful on some great ways that we can serve investors.  And as we got through the interview I started thinking man this would be a great opportunity to start talking about how realtors can take advantage of the advantages they have of being a realtor to become investors themselves.  And sharing with you Dean we did a little survey, as we do every week on Marketing Monday, and I found that less than half of the people who answered the survey were actually investing in real estate and I know that you’ve got hundreds of thousands of students that you’ve worked with over all these years, what do you think the number one reason is that people don’t invest?

Dean Graziosi: Before we get into the actual real estate strategies about it, I really believe it is fear and lacking the capabilities to give them the confidence to not be afraid.  And I say that only because people listening right now, and again thank you for having me back I’m excited to be here, I really believe again the people listening right now, how many times have you seen a deal that you know is good, you know in your heart of hearts, you know in your gut that this is a money maker and the only thing you’re doing is bringing people there and making appointments and showing up when you know this should be your property.  And if you really think back was it because you didn’t have the money, was it because you didn’t understand real estate, which I doubt, was it that you didn’t think you could market it and sell it, was it because you don’t think you can find people to clean the property up or you couldn’t find a bank or a friend to finance it?  I would bet anything that 90% of the time if you really dig down deep you didn’t pull the trigger because you were afraid.  And the only reason I can say that is because of having hundreds of thousands of people come through our program and I realise that fear is just such an important, I should say such a determining factor on people making a decision.  You know if I buy this property will the market turn and change my life, will I not be able to sell it and not pay the mortgage, could this bankrupt me?  And I just think I was foolish to learn real estate through trial and error; I didn’t have a mentor, I didn’t buy books, I didn’t work with someone like Dean, I was foolish enough to be a renegade and just think I could do it all myself and knock on wood I feel blessed that I did extremely well and was fortunate enough to be a millionaire in my twenties, starting off as a broke kid.

When I look back I realise god if I just would have read some more books that other investors had had trial and error; if I would have got a mentor my god the sleepless nights would have been gone.  So what I can share is whether it is my book Be a Real Estate Millionaire or capabilities you learn from Dean or other people’s trainings or mentor or someone you know that’s a real estate investor who is doing well and you can send them an incredible gift and take them out to dinner and try to absorb their wisdom.  Learn enough capabilities to get rid of the fear because when we eliminate the fear believe me a whole new world opens up because listen the last thing you want to do is let those incredible deals that you find, you scout out, you use the strategies that Dean helps you work with that you sift, sort and screen and you find deals that no one else found.  What do you do you, list them and hope to make a commission when someone is going to make a great deal of money.  Now you can’t take everyone of them but if you fill your toolbox up with enough tools and enough capabilities and that gives you the confidence to pull the trigger on the right deal that’s the place that I would love to hopefully share today some wisdom and hopefully my book can or a mentor or any wisdom you can grab a hold onto to boost your confidence to pull the trigger, ideal.

Dean Jackson: What did you see as some of the advantages that an agent or a realtor or a mortgage broker has over the average person?

Dean Graziosi: I can say this probably better than anybody because I’m not sure there’s many people who have hundreds of thousands of people that are either students or clients that 90% of them don’t have anything, they’re not agents, they’re not realtors, they’re just people sick of their jobs and want to make a transition, find something else that works.  So I have to create capabilities for people that have no experience in real estate and anybody listening to this call right now is not only a real estate agent or a broker or a mortgage broker, there’s someone who appreciates learning and who appreciates gaining wisdom and more than appreciates it, really respects it because they wouldn’t be spending the time listening to this call right now.

So you are so far ahead of the average guy and think about it, you have access to everybody that’s in the real estate world, not only can you run comps in two minutes and know if a property is good or bad or if it’s in the right price range where an average person can’t; not only do you typically have access to mortgage brokers who can help you work creative deals around your financial situation; I’m sure that you know and have recommended great handymen, I’m sure you’ve come across deals before anybody else has that you know are a good deal.  I mean the cards are so stacked in your favour it’s unbelievable by what’s right in front of you.  If you change nothing you do you have 50 or 75% more going for you than the average guy who just gets my book and he was working at IBM before he got my book and just sick of working there.  And literally I knock on wood we have countless and hundreds of students who went from not knowing a lick about real estate to doing extremely well because they increased their capabilities, learned the wisdom and went out there and pulled the trigger and took action.

Dean Jackson: When you’re talking about that and I’m just listening and thinking to myself that the number one thing that an average person, the number one advantage they can have is a really great relationship with a realtor who’s a really good realtor who understands all of these things and has… <inaudible>

Dean Graziosi: I promote that in my book and in my monthly column, I always say find yourself a good realtor or agent that can help you and guide you.  It’s like you guys have that already, you don’t have to find anybody, just look in the mirror.

Dean Jackson: I was just going to say, hopefully everybody wakes up every morning and looks in the mirror and seeks the ideal realtor for them.

Dean Graziosi: That’s right exactly, let’s hope right.

Dean Jackson: I hope they’re not looking for one themselves.  Oh that’s so funny.  So when you talk about creating these capabilities for yourself and really kind of… it’s almost like getting out of that mindset that I’m a realtor and I get paid by commission for selling houses and helping people buy houses and really just kind of adding that new identify to themselves and I look for great opportunities that I can invest in myself.

Dean Graziosi: And talking about one more advantage; I just thought of that when you said that, one more advantage if you positioned yourself in the thinking of I’m a realtor and I have only good or great things that can happen when I find a deal.  If it’s a good deal and I’m not that excited about it I’ll do my best to put it in the hands of somebody else who thinks it’s great.  If it’s a great deal I’m going to use everything in my tool chest to make it my deal.  There’s no downside, the average person who buys the property makes money or not; you get to make money if you don’t decide to do it yourself, you get to make your commission.  If you do decide to do it yourself you keep… so it’s really such a great thing and again if it’s not my book if it’s not Be a Real Estate Millionaire, find a mentor, find someone who is investing, find someone who’s doing it big and great and grandiose and buy them dinner, just find a way to spend time with them.

The one thing Dean and again I try to share the things that have helped me in my life not just the techniques in real estate but the one thing that I ask all of you to do is just watch who you surround yourself with and watch the advice you give.  Everybody will give you advice about investing and what you should do and how many people… we talked last week and hopefully a lot of people heard last week talking about really understanding the market and where it is and where it’s going.  In my book you can pin point exactly where the market is in your area and where it is going.  But how many times have you guys on the phone right now sat around with people in your family, could be loved ones, it could be spouse, could be parents and brought up the market and they say oh the market is in the toilet, it is going to be like that for another year or someone else says its going to be like that for two years and somebody else says it’s the president’s fault.  Just watch who you listen to because you’ll get ten thousand different inputs when really there’s only one truth and the truth is if you follow a method you can figure out where you are and where it’s going and use the right strategy for the market you’re in.  So just watch the advice you get.  I always share Dean, my parents have been married four times each and they’re both divorced, they’re the last people I would ever go to for marriage advice.  But we all do that, we all tend to go to the people we care about and love and say what do you think, should I stick at being a realtor mum or should I stick being an agent, the market has changed.  They’re going to say the things to protect you and love you not the things that put cash in your pocket.

Dean Jackson: Right exactly, that’s funny.  One of the other advantages that struck me and I know when we’ve been together before we’ve been talking about using these automated systems for finding new prospects and when you’re taking about using this same kind of idea of using recorded messages and using direct response advertising, I know that you’ve got a system that’s kind of similar to what we teach for finding hot foreclosure deals, so how does that work?

Dean Graziosi: I love talking about this because I’ve been working on this literally for months.  I saw this wave of foreclosures happening and I just wanted to make a program where, it’s funny because you and I got to talk a little bit and you already teach your students this so they already know the concept of it, of using direct response like you said, pre-recorded messages kind of sift, sort and screen out the good and the bad and what I’ve done is just taken that to the next level in the foreclosure world and we worked on this program literally for months and I’ll just share exactly what it is.  Not trying to sell you a program, I want to give you the wisdom of it because your clients and your students already know this.

What we’ve done is created, this is the easiest way I can explain it but if you had a piece of paper in front of you and you wrote down four boxes alongside of each other or four circles and those four circles could go as far wide as possible where you could generate potential leads but in each circle if you just pictured the first one was classified ads, another one was mailers and another one was flyers and maybe another was Google ads; lets just use those four for example.  And Dean I’m not sure how deep you teach on this one but I’m sure you teach on a level of a pre-recorded message and why it is so much more appealing for someone to call a recorded help line rather than talk to a live person.

Dean Jackson: Absolutely yeah.

Dean Graziosi: So what we’ve done is created ads that said instead of like we buy ugly houses, those guys run ads and a lot of people run ads that say hey losing your home, we might be able to stop it, call and talk to someone.  People are in their worst frame of mind, they might be losing their home, they’re in financial trouble, the last thing they want to do is call somebody and have them talk them out of their home.

Dean Jackson: Yeah exactly.

Dean Graziosi: It’s like hey how are you doing, I can’t pay my bills, I’m in trouble, go ahead and help steal my home from me, my kids will be out in the street; that’s really what it feels like.  What we did please use this; if you know pre-recorded messages just use that concept that Dean shares with you and plug this in and just test it, test it in just the classified ads.  So instead of running an ad like hey losing your home, call… we’ve created ads that said learn the five deadly sins of letting your house go to foreclosure when you could potentially stop it, call this 24 hour help line.  Or call this 24 hour help line and learn five techniques that could potentially stop your foreclosure and save your home.  Now what that does obviously it takes away the…. <inaudible><overtalking> What’s that?

Dean Jackson: And people are going to be able to listen to those on a free recorded message, they’re not going to have to…

Dean Graziosi: Exactly and what I’ve done instead of just going to a pre-recorded message that says hey I want your house cheap so I can make money what we’ve done… it’s incredible because you get to share with people, you get to help.  We researched four great ways that could potentially stop someone in their foreclosure, we say forbearance is one of them and this is what forbearance is and if you’re going to refile it just make sure you have the funds.   So we give them four things that are really incredible in this message, we give this wisdom away and we say the fifth thing is if none of those work for you if you would like you can call me and we can chat about potentially me buying your home if there’s certain criteria met.  And what I love to see if that criteria matches, to see if we’re a match for each other is leave this information for me.  How much you owe on the house, how late you are, do you owe anything else besides the mortgage, do you owe taxes, address so you can run comps; so some strategic questions and at the end of the message it says listen if we’re not a match I wish you the best in the world and if we are I promise to give you a call within the next 48 hours.  And all of a sudden in a completely automated system, and remember you can go as wide as you want from classified ads, mailers, flyers, business cards, Google ads whatever, you’re just driving it for the same things that you guys know.  It is driving for a pre-recorded message that sifts, sorts and screens out the deals that are no good and the deals that could be potentially huge and you get those deals before they even think of calling a realtor.

Dean Jackson: Two great strategies in addition to that; we give our members a recorded message hotline so they’ve got all of that available.

Dean Graziosi: That’s awesome.

Dean Jackson: So we’ve got that, why not set up an extension like that and another thing is why not have one of these little lead generating cards; that’s a strategy that we teach people Dean is to have some little lead generating business cards available and in conversation with everybody that you run into asking them if they know anybody who is in that situation or if they ever run into anybody give them one of these cards because a referral coming from somebody who they know, like and trust is going to be even more powerful.

Dean Graziosi:
Oh it is so much deeper without a doubt.

Dean Jackson: It’s amazing isn’t it how using the technology and using that chassis, that’s what I call it, of using the lead generator, using the recorded message and then using that to sift, sort and screen the very best prospects, it’s amazing how you can adapt that kind of technology for any purpose.

Dean Graziosi: Without a doubt and the best part about it is I have to make things so, I don’t want to say idiot proof because that sounds really degrading and I don’t mean it that way; I have to make it for someone who has never thought about making money in real estate every before in their life.  So I go so much deeper, you’re dealing with professionals, taking professionals from one level to the next, and you do an amazing job, I mean there are incredible things they say about you Dean that’s why I was glad to be on this call today, from your students to your peers.  But I have to deal with people who have never even thought about real estate and bring them to a level that your students already when they came to you are far beyond.  So I have to go so deep and think about how they can start so for your students to already understand that concept and plug this in you could literally have foreclosures coming to you before anybody and again being a realtor here are your options.  You’d pick out the best deals for yourself and the ones that are okay deals you call and say I’m not personally interested but I think there’s some potential of me listing and selling your home and if there’s not you don’t need to call them back because you left the polite message.

Dean Jackson: Isn’t that amazing too because I’ve got a little theory, I call it triangulation theory, where you put you at the top and then you’ve got on each side you’re running a system like this, to find people who have homes that are about to go in foreclosure and then on the other end of the triangle you run another system just like this to find people who want to buy foreclosure properties.  So you’re using the automated system to find people who are interested in them, you’re using the automated system to find people who have them and you’re there in the middle just like you said deciding I’ll take this one or I’ll pass this one on to someone else.  I mean it is so amazing all the advantages that you have as a realtor to do this.

Dean Graziosi: And one additional thing, because there’s a new program I’m working on right now that I’m calling my bird dog club, I don’t really like bird dog because its so overused, but for a lot of my students who don’t have any money at all, they’re literally finding deals… this is working in a big way Dean because you know it, you share it, you teach it and you live it and you understand it.  This is working for my students so much that a lot of them don’t have the money to keep buying or don’t want to so a lot of them are just turning into, they’re finding deals before anybody else does and they’re using the other part of the triangle to find investors who want these great deals and they’re just finding the deal, locking it up on paper and getting paid a commission just to pass the deal off to another investor.

Dean Jackson: That gets exciting because this is the one segment of the market that is really a great opportunity right now.

Dean Graziosi: And again we talked about the down market Dean, it’s like perception is reality, figure in your head that right now you could carve out a niche that you could make more money in this market than any other market in the world, and the more you tell yourself and the more you actually do something.  I understand the whole manifest your future but for me manifest means you have a great idea and you take action on it not sit around and watch TV and hope that someone brings you a big cheque.  That’s just my theory, it doesn’t mean… there’s other theories out there but here’s the thing; you’ve got capable people that understand this concept, understand this whole strategy, understand the power of pre-recorded message and replicating yourself when you’re not there and you have a market that if you just change your thoughts could be the best time to make money ever.

Dean Jackson: I’m going to put you on the spot a little bit.  With all of the real estate investing books out there, why this one?  Why do you think this one is selling so fast?  Why is Be a Real Estate Millionaire so popular right now?

Dean Graziosi: You know what I think it’s because there’s a big difference in reading a book on what real estate is and reading a book on what a foreclosure is.  And I explain all that and I explain why a foreclosure happens and all that stuff but I really think when you compare it to other books, there’s a lot of what books out there and there’s a lot of books written by guys who used to make a ton of money in real estate and now they’re really just a guru.

My book teaches people how to do it and I really think there’s a big difference between the what and the how and the only reason I can say how is because I was a broke kid and didn’t have any money and out of desperation or necessity whatever you want to call it I found really unique ways to make money in real estate and I’ve never stopped.  I’m involved in probably 18 deals right as we’re talking, right now, real estate deals.  While I’m selling thousands of books on a weekly basis, it’s the number one selling real estate book in America, but I’m still investing in real estate.  So when I write or we do a monthly column or my newsletter its stuff that’s out there happening right this minute.  I know there’s other gurus out there and I don’t like dogging anybody, everybody has got their own thing and I give everybody credit, but there’s a lot of people out there that are the so called real estate experts who haven’t invested in real estate in 15 or 20 years so how can you know what’s happening right now.  And I think when people read my book they feel it and I think that’s by hands down that’s the difference.

Dean Jackson: And I would second that, having read it I think I shared last week how exciting it was to read all the real life stories, I got the most I think out of that.  So thank you again for joining us, it was very gracious to come back twice for us.

Dean Graziosi: I’m glad to be here Dean.

Dean Jackson: So again I highly recommend that you get a copy of Dean’s book Be a Real Estate Millionaire, secret strategies for life time wealth today and we mentioned last week that you had put together a special offer for people listening.  Can you share it again where we can get the book?

Dean Graziosi: For sure, www.bearealestatemillionairenow.com/marketingmonday.   I won’t take too much time to explain it but we put a really special deal together, when people go there they’re going to be floored for being able to spend $15,000 of my money and some really cool gifts, we’re doing this as a short term promotion right now while the book is launching into retail and I’m glad to share that with your clients and students because they’re going to love it.

Dean Jackson: Very exciting.  Dean thank you so much for sharing with us it has been a great two episodes for us.

Dean Graziosi: You’re welcome Dean have a great one.

Dean Jackson: Well there you go I hope you had a great insight from listening to our second part of this interview with Dean; I hope it inspired you to look into becoming a real estate investor yourself.  So that’s it for next week, tune in next time and we’ll talk about even more ways to get listings, to find buyers and convert leads.  Have a great week.

Click Here for a special offer on Dean’s book

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