Dear Friend,

This is a great week to be tuning in because we’re going to talk about some killer ideas that you can use right now to start attracting real estate investors.  Now if you missed last week check it out in the archives because we talked about how while a lot of the country is scared if crazy market and how quickly it changed and continues to change, investors are literally having a field day and if you know how to attract them and to help them it can be very profitable for you.

Luckily I happen to be friends with a gentleman who’s written the best selling real estate investment book in the country right now, it’s called Be a Real Estate Millionaire – Secret Strategies for Lifetime Wealth Today, and if you own a television you’ve probably seen him on TV, he’s been on TV every week since 1999, he’s on almost every day now all over the country, his name is Dean Graziosi and I asked him to join us today to share some ideas on how we can attract investors and I think you’re really going to get a lot out of this so enjoy the interview.

Dean Jackson: Hey Dean, thanks for joining me.

Dean Graziosi: It’s great to be here Dean.

DJ: Where in the world has Dean Graziosi today?

DG: Tempe Arizona.

DJ: I’m talking a little bit here about your book, your new book Be a Real Estate Millionaire – Secret Strategies for Lifetime Wealth Today and I appreciate you joining me here and what I want to really talk about is how we can have our listeners be able to use the knowledge that they’ll get from your book here to help them as a real estate professional maybe open up a new opportunity of serving investors.  So what would you say would be the number one capability or tool that you could provide a realtor or an agent to increase their income or their sales or [this or that]*2.14.

DG: Well that’ll probably lead down the line of channels Dean but you know I’ll stick to a couple and I might digress everybody and I may talk a little fast but at the end of the day I feel fortunate to be here, I appreciate the invite and I hope to share some incredible wisdom with you guys but you know doesn’t talk below you, not above you just, just wisdom that you can apply in today’s crazy market because I know it’s crazy and I know that a lot of people are struggling to find a way when things have changed so quick. But you know I think the number one thing Dean is that what it does is, and I’m not going to, everybody hates talking about themselves, I know I do, but the book fortunately right now is the number one real estate book in America it’s selling thousands of copies on a weekly basis when real estate is just crazy, every headline that you see is you know real estate <* inaudible> foreclosures are going through the roof, you know a lot of the other programs are going down well mine’s going up and I think it’s because or I know it’s because, in a real simple style and a simple format, and I know Dean you had a chance to read it, I teach people how to understand the market they’re in through 10 real easy determining factors.  You know I guess the question would be or I guess I’d like to say that you know I still do real estate on a non-stop basis. I have 20 years worth real estate investing experience, I have 137 condos, one project going but I still buy $50,000 foreclosures if I can and I’m always dealing with realty.

DJ: I loved reading about that in the book because you tell about the stories like yeah I was on my way home from the grocery store I saw this lady putting up a sign, yatta, yatta, yatta, end up buying the house.  It’s like you, it’s almost like a kid that just can’t help himself.

DG: No I really can’t, can I tell you fortunately things are going well and my book is selling great, it’s a best seller and I have lots of real estate.  I can’t turn anything.  Literally in my last neighbourhood I bought 5 houses within a 3 iron from my house because I’d see the neighbours, I’d be out you know getting the mail and the neighbour going, we’re thinking of going to Florida and getting on the other coast. I’m like, really!  And the next thing I know I’m buying another house you know.

DJ: That’s funny.

DG: So the thing is you know I get to work with, you know I love working with realtors I really do and I’m not saying that because I’m on this line but I love working with realtors and especially the ones I get comfortable with I stick with forever but of course there’s always a new buyer or seller as any general realtor that I get to learn with, you learn from.  And I do ask probing questions on purpose just to see how people feel.  You know for a novice, I mean this is what you teach Dean and I commend everybody on the line today for opening your mind enough to learn and want to learn from somebody who can take your experience to the next level you know because that’s a very rare trait but I’ll ask a realtor that I just meet or an agent that I just meet and say what do you think about the market and they’ll say oh well we’re about 2 months away from things going right back to where they were.  It’s like where did you get that information you know.

DJ: Is that right.

DG: Is your optimism so strong that that’s what you hope or did your boss tell you that or did you and your partners are hoping so much you know.  So it’s so funny because across the board you get so many variable traits when indeed the real estate market is unlike the stock market that could crash over night.  The real estate market has trends and if you follow real simple trends you can accurately judge where you are and where the real estate market is going.  And so what I did is just took 20 years of experience and I came up with 10 determining factors that literally especially the people you have on the phone right now compared to most of the world could figure out these 10 determining factors in minutes especially with the information they have at their finger tips and get a real snap shot of where the market is and it funnels down so much Dean that it could funnel down to specific pockets.  So you know, well I know where I’m at in Tempe right now the market is definitely going sideways where I’m at going down in most of the Phoenix areas though I’m kind of sideways where I’m at.  But you know there’s an area just 7 miles from here where the university is put in a big place and Intel’s put in a big place and those little pockets are still going crazy because of the demand.  So there’s these little, there’s these 10 determining factors that can allow you with a snap shot look to know exactly where the market’s at.  And I think the benefit of sharing that with your clients allows, you know again I’ll digress all over Dean so please don’t forget to bring me back.

DJ: No problem.

DG: But I know that when you’re dealing with somebody and to convince somebody that their house isn’t worth what it was a year and a half ago is not an easy task for someone for an agent or a realtor I’m sure, correct?

DJ: Right.

DG: You know someone comes to you now and says well my friend sold their house across the street for $500,000 a year and a half ago I want 5.  And you have to try to convince them what their house is worth and share with them what’s going on and give them some comps.  Well my thoughts are what this book does and why I think its selling and we’re getting such incredible reviews is because in a snap shot you can tell exactly where you are in that market in that local area and picture it as a roller coaster.  If you shared with your potential client or client a picture of a roller coaster where the next peak is always higher than the last peak and you can show them, and I have a quick market analysis test so once you, before you get a third of the way through the book you take this really simple test with these 10 questions and by the time you’re done you could take a pen on that roller coaster and pin point exactly where you’re at and where you’re going.  Does that make sense?

DJ: Yeah that’s what I found fascinating going through the book is looking at it, because you’ve broken it down 5 national factors and 5 local factors.

DG: And what that does as you’re doing those factors, I did them as the broadest one first all the way down to, if you look at it as a signal it kind of a, the last you know thing that you’re judging the last determining factor will let you know exactly where you’re at in that area.  So my thoughts are how great would it be when you talk to somebody you can educate them and say listen this is a snap shot I’ve done.  I mean for me and for the people listening on the phone, tear my book apart, you know.  You get my book, steal my quick market analysis test, it’s not, you know I never went past high school but I was a broke kid lived in a trailer park when I was a kid I had no money but fortunately I know real estate and I was a millionaire in my twenties and a multi-millionaire in my thirties from real estate not from selling books.  So I really understand it but I also think really simple I don’t think I’m smart enough to think super complicated. So you literally could steal the information out of my book, create these snap shots for the different areas that you’re working in and when someone comes in, in their area and you had those done say hey I’d love to share with you and let you know where we think this market is.  Instead of giving false hope or telling somebody things are going to change tomorrow you can give them a realistic perspective of where they, where they’re going to be in a year from now and give that experience and all of a sudden they look at you because your capabilities are so hot, you’ve explained to them in black and white in such a simple way of where they are and again if I’m talking below anybody who does this already I apologise but I feel like I have to talk to the masses.  In minutes you could educate them enough to know where they are and if you pick out different areas that you cover, if they’re looking for a different kind of return, or they’re looking for an investment property or looking to sell or buy you can show them the different examples of the areas that you’ve covered by using this quick analysis guide.

DJ: What kind of things would be in that quick analysis?

DG: As far as the 10 determining factors?

DJ: Right.

DG: Well the 10 determining factors start wide from something as simple and as obvious as interest rates and wave of development and infrastructure and I teach people to check with economic development committees and all the things to understand on a big scale.  You know passive development and migration.  You know migration is a big one, you know the Phoenix area had when things went crazy in California of course everybody sold out in California and either made money and wanted to move to Phoenix or sold made money and wanted to invest in Phoenix.  So there was a time it think 37% of every home that was bought in Phoenix was purchased from someone from California. So to be able to study a trend like that, and that’s just one of them, but to study a trend like that that you see that you have such a path or a wave of outside investments coming in, with just a little analysis you can know when that started and when it’s going to dry out if you just take the time to research it a little bit. So we pin point, those 10 determining factors go from as wide as migration and interest rates all the way down to your local niche or local pocket and what’s happening in that pocket.

DJ: Yeah I remember as I was reading thinking to myself that really you could put together a very specific report for your exact neighbourhood to show what the factors are for your particular target market and it really would be a great tool.

DG: Yeah well you know it’s funny because after we chatted and you’re nice enough to invite me onto in call today and I appreciate it and I told you I would love to I’ll talk fast and I’ll digress a little but I’ll share some great wisdom.  What I thought about last night was if you, like I said just rip apart my book, take the easiest parts take that national factor, the local market analysis test and you put it on your computer as just a blank template and you’re a realtor, an agent is going after it, you know especially in a market like today, I mean we need to look at those pockets where nobody else is looking, you know I’m going to get off track for a minute, but I think the worst thing you could do is let everybody around you tell you how bad things are and get stuck in that you know poor us because the market was great and we’re all doing good and now us and the mortgage brokers we’re all not doing good and I know the people on this phone call right now aren’t that type because you wouldn’t be listening to me, you wouldn’t be listening to me right now, you wouldn’t be a part of the program and working with Dean.  So, but I’m sure the people around you when you’re having coffee talk or go to lunch with other realtors or agents are talking so down and how bad things are and its like really this is the time that there’s opportunity because no one else see it.  They’re looking for you know there used to be the square pegs fit in a square hole and now the hole just turned round and so many people will continue to try to fit that round peg in that hole.

DJ: It’s so funny you know because and it’s absolutely true what you’re saying because I’ve hung out with you twice in the last 30 days and you know I’ve heard you saying that this may be the best market ever and yet you know most people don’t see it that way.  So what is it about this market that makes you feel like that, like this is the best market ever?

DG: Well first of all it’s because everybody’s running away from the market so your opportunity is huge.  You know supply and demand.  You know there’s a lot more supply than there is demand.  There’s a lot more opportunity for creative financing, there’s a lot of opportunity for foreclosures that people you know typically stay away from but you know banks are anxious to make additional deals that they wouldn’t have done in prior years.  So you know it just, for me I mean I literally and I said this on TV in an interview I did recently, I will literally make more in the next two years in real estate than I’ve made in the last 20 years and I’ve made millions of dollars.  But it’s because, again, the opportunity and everybody’s so negative about it that while their all talking about it I’m kind of going under the radar cleaning up, you know.

DJ: Right.

DG: And here’s my thoughts, if I gave advice, if I had a very good friend sitting in front of me right now that was in the industry that you share and you give credible techniques and wisdom to, if I had a friend sitting in front of me what I would say is carve out a niche in this crazy market.  You know what I would do, and again I hope I’m not talking below everybody’s calibre here, but what I would do is consider creating packages for investors that you go, because you’re not a realtor and I hope I’m using those terms correct is agent and realtor is correct.

DJ: Ah ha yeah.

DG: I hope I’m staying it right.  Go above and beyond that.  When you’re don’t talking to them they realise that you know what you’re talking about and you literally you could do that with just a few pages in my book so think if you’re going to go after an investor because smart investors right now are spending money, hands down the guys that I know my top students are buying like crazy right now.  I mean I have literally about, I mean I have thousands of students we have hundreds and hundreds of success stories, knock on wood, but I have a top couple hundred students that are just doing phenomenal you know went from nothing to millionaires a lot of, just doing amazing.  And they’re the ones that a emailing me saying oh god I found this deal the other day it’s so great, where the majority of the people are talking about Dean can we really make money in this market my top guys are just cleaning up.  So there are investors looking to spend money right now and spend a lot of money for the right deals. So I would carve out a niche for this market, I would create a, you know get one of those little folders at Office Max and I would create a package that was the investor package on how you’re going to attract investors. And if someone came to me and I’m an investors and I know someone went to my top students and said hi you know I’m DG I’m a realtor and I’m an agent and I’d love your business on right now this being the best time in the world for agents, they’re investors to make money in real estate.  If they don’t know why you tell them why, I spell all that out in my book, but and give them a package and shows here are the 5 areas that I represent and here’s the market analysis that I’ve done on these 5 areas and I think 3 of the 5 are in a down market, they’re not going to be down for ever and there’s great opportunity for buy and rent for positive cash flow.  But there’s two areas that secure, 9th and 10th determining factor realising that there’s a factory going in here or there’s a, you know we just had a rail system go through the middle of Phoenix and everything around the rail system is just selling like crazy even though a mile away from it is dead.  So those little determining factors you could say these are the five areas, this is what I think, this is where that’s going and in those 5 areas because what’s really great, and I’m sorry I keep referring back to my book but I can’t share the whole book in a half hour interview.

DJ: I understand.

DG: But the first part of the book tells you the cycle that you can figure out you’re in, the last part of the book tells you the strategy that match with the cycle you’re in.  So just think if you had this roller coaster drawing within these pages and it said area number one is exactly right here and right here we suggest you use these four strategies, you know pack sales, buying foreclosures through to assist*16.17 screen online, or newspaper campaign or whatever it is, if you could literally do this by stealing the pages from my book and attract a whole different market that you might not be working with but you’re really just finding a niche for this crazy down market.  Does that make sense?

DJ: Absolutely.  I mean it’s so funny last week on Marketing Money we were talking about you know good news up to that market and we were saying not everybody is completely unhappy.  I was sharing that you know in tennis there is that saying that every shot makes somebody happy and you know whether the shot goes in or out somebody’s happy about it.  And it’s the same thing with the real estate market not every, you know every market makes somebody happy and it’s funny how you know to hear you talk about how kind of giddy you are about all the deals you’re able find right now you know.

DG: Yeah you know and it’s funny and I know there people listening right now that are just probably like don’t be giddy you don’t understand my life changed completely and I was doing X and I’m trying to switch it up right now or you’re in a totally dead market.  But the only thing I can encourage is that wherever you are in your life you’ve gotten through amazing obstacles because if you’re alive more than 20 years of your life you’ve gotten through amazing obstacles.  And so many times in life we don’t’ realise that its not the change that affected us and I’m not trying to get too deep here but I need to share not only my techniques but how I get through certain things because of course I’ve had I think many things go wrong in my life I made a million dollars, made million dollar mistakes. But what happens is it’s not really the event that hurts us so much it’s really what people say around and how we interpret the event.  You know I shared this once in one of the few seminars I ever did Dean, I said you know you could have a car accident and two people, it’s neither person’s fault they both, you know a light goes wrong and two people run into each other.  One person gets out of the car and says hey is everybody okay, you know it’s only tin if everybody’s okay who cares about cars we have insurance it’s over. Where the other person, we’ve all seen them, get out of the car and starts screaming you idiot, whose fault is it, what’s wrong.  You know the thing is.

DJ: Who hit my brand new car yeah.

DG: Yeah it’s my brand new car, I can’t believe you did this nothing.  Now you know everything’s going to go wrong.  Now here’s the thing it was still a car accident but it was just the interpretation in that car accident that made those two people act differently. So right now the down market or this crazy market that’s you know been fuelled by irresponsible loans by banks and all these kind of things, it’s really just how you interpret it.  If you want to tell yourself what everybody else is saying, it’s the worst market in the world I can’t believe this is happening to me, I can’t believe it was the president’s fault of the bank’s fault or the economy’s fault or the realtors I work with.  So whoever’s fault you could blame it and you could sit around and complain about it for lunch or you could be upset about it or you can just have a different interpretation and say hey someone switched off the game there’s no more fast balls I got learn to hit a curve ball and carve out your own niche and be the one that everybody’s jealous because for some reason you have a glow you have a bounce in your step and you’re making more money in the down market than they made in the up market.  I mean that’s really the way, that’s what allows me to stay motivated and high energy and just plough through the mistakes or the changes or obstacles.

DJ: Now what else would you say, what else could your book provide for helping realtors increase their business in this crazy market?

DG: I think one of the things is that from being a broke kid and out of desperation or inspiration or whatever you want to call it I came up with some pretty creative ways to fund deals and throughout the entire book I give exact examples of what I did and some of the deals I’ve done and I really think that, and a lot of this feed back Dean you know, I don’t just like to hear myself talk even though I can talk for ever, but a lot of this feed back comes directly from my clients you know we have a great blog and I get so many posts and we get emails, you know hundreds of emails on a weekly basis and a lot of them just said oh my god I never thought about that. You know it wasn’t traditional and I think you know one of my programs is called Think a Little Different it’s because the only way I survived being broke and not having money and people saying no to deals or finding property that’s land locked and people would stay away from it for ever and I’d figure out ways to you know make a deal with the person around it to get a right of way and then go make the deal and all these creative things.  So I think one, you know a huge capability is going to just open people’s mind you know to make this deal work, how did he make it work oh he had a little bit carry back on the seller and he got this person to contribute here and you know all these different techniques that I’ve used to put deals together I think can only be tools in your tool box that if you have a client who is you know 90% of the way there and falls $10,000 short on money or their credit is a couple of points down or any of the things the obstacles that you’re used to hitting that may potentially blow a deal up I think you’ll find some capabilities you’re going you know what I know there’s a different and use my book kind of as a reference tool to help them through the deal.

DJ: You know what when I was reading through your book, one of the things that I really liked the most was this completely, it’s full of real life story and not just, I’m not just say real life stories I mean there’s actually sections that are called Real Life Story.  I mean in every chapter they show exactly how it all works and I’ll tell you I learned the most just from looking through those and seeing how your mind works in how to put things together when otherwise they wouldn’t really work.

DG: Yeah and you know I think people learn in different formats.  You know I tried to be very analytical in the number crunching you know in the period to figure out if you’re going to have a positive cash flow and how to teach somebody you know that they’re tax benefits will help them, if they and you know and they could be you know figure out that property if they can afford it and all those types of things.  When it came to numbers and crunching and making a smart decision so your downside risk is minimal and your upside is huge, your upside gain is huge, I really tried to be analytical but I love teaching through stories because that how I learn.  I love that you know when I first met you I loved to listen about what you do and how you do it and I’ll absorb it and keep it forever so I like to tell stories and get details in my stories but I love to do them only because within the story there’s so many valuable lessons.  If you read it and you get a little inspired and go wow he did that or one of the students did that but really you learned a whole bunch of wisdom in that story so the next time it pops up in your head go I remember that fun story but in that story this is how he got that deal financed or this is how he got them to say yes and that’s the most fun way for me to teach.

DJ: Absolutely.  Well Dean thank you so much for coming to share with us here.  I feel like we just touched the surface here.

DG: Yeah I know.

DJ: You know?  Would you be willing to come back next week and we can talk about how realtors can use their advantage of being a realtor to maybe use some of these strategies to become investors themselves if they’re not already.

DG: Oh absolutely that would be a lot of fun.

DJ: Okay because I did our survey on Marketing Monday last week was asking you know how many people are investing in real estate and it was you know less than half of the people who responded are actively investing and I just think man it seems like the big opportunity for them.

DG: Oh without a doubt.  And I’m sure there’s a lot of people listening right now that have let that deal that they’ve passed off to one of their clients and they knew they should have taken.

DJ: Now they’re kicking themselves right.

DG: They made a $19,000 or $14,000 or $4,000 commission and the person they helped get the deal made $400 or $100,000 you know so let’s try not to let those go through your finger tips any more.  Yeah I’d love to come back.

DJ: Perfect.  Okay well lets for this week, let’s wrap it up right there but I would recommend that everybody get Dean’s book Be a Real Estate Millionaire – Secret Strategies for Lifetime Wealth Today.  And Dean I was talking with him before we did this interview and he had agreed to give our listeners a special offer for getting the book so you can save some money on getting at Amazon.  Can you tell everybody where they can get the book Dean?

DG: For sure and we did we put something together really special and I won’t take up your time but you need to go check out this page because it’s something we’ve never done before including the opportunity is to spend $15,000 of my money on a deal, just a really cool page but you can get it at discount at bearealestatemillionairenow, so it’s www. bearealestatemillionairenow.com/marketingmonday.

DJ: Perfect and I’ll put a link to that at Marketing Monday so people can go and get the book and then I’ll cook up with you off line and we can figure out a time we can do next week’s interview.  I appreciate you doing that.

DG: Oh sounds great Dean and thank you.

Well there we have it.  I hope you really enjoyed that interview.  I think if you listen to it a couple of times there’s some really great information in there and I’m really excited about next week because what we’re going to talk about is how we can take advantage of our advantage as realtors to really fuel our ability to identify and get involved in investment deals of our own so.

That’s if for this week, tune in next time we’ll talk about even more ways to use your knowledge of real estate investing to take advantage of this market for yourself.