Article Title:		Gee, I Wish I Said That! Why Typical Creative Real Estate Investors do NOT go to the bank!
	Author:		Claude Diamond
	Website:		None
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You guys know I love creative real estate and that I think it is one of the best ways to have financial freedom while
working from home. There are a few problems however: many investors that I meet are working way too hard, do
too much unprofitable running around and eventually quit out of frustration. There are plenty of books, tapes and
seminars out there on real estate strategies, but nobody is spending any time on the Sales Skills necessary to make it
in this business. No one except us, that is.
The following is a tasty sample of The GUTS TM Sales System.

Do you give good phone?
Investors make crazy offers on the phone without qualification which either
aggravate the prospect, create an adversarial relationship or are downright embarrassing.
Prospect : What is your offer?
Typical Investor: I am looking for a home that I can buy with little or nothing down. Would you do owner
financing, carry back your equity, refinance the property and split the cash with me? Would you put the property
into a trust, sign over the deed to me, move out and let me put tenants in it with little or nothing down?
GUTS TM Investor: Mr. Seller, I don't know what I want to offer you, but would you mind if I ask you a few
questions so we can determine whether or not we can do a deal together? What do you want? What are you
looking for, how do you make decisions of this important nature? What is your time frame?
Rule : Ask questions, act like a professional, not like a person who just came from a weekend get rich seminar.

Do you suffer from the agony of Premature Presentation?
Most real estate investors give free information without getting any information or commitment from the prospect in return.
Prospect : How would you market my home?
Typical Investor : Mr. Seller we would take out ads, put up signs, hand out brochures, Yada-Yada-Yada; until
the prospect falls asleep ZZZZZzzzzzzzzzzzzzzz and becomes comatose from boredom.
GUTS TM Investor : That's a great question, Mr. Prospect. Why is the marketing of your home so important to
you? You must have asked me that question for a reason.
Prospect : The last investor I worked with did conventional marketing, the home stood empty and he gave it back
to me. What can you do differently?
Note : Our GUTS salesman does not give out information/presentations, but turns the question into a question and
gets into the head of our prospect to learn what her hot button is. A smart investor gets enough information first.

I would rather do it myself!
Prospect : Why do I need you when I can do this myself?
Typical Investor : I doubt it, sir, otherwise you would have done it already. We are highly trained professionals.
GUTS TM Investor: Sir, I was thinking the exact same thing. You strike me as a hands on person who is more
than capable of marketing his own home. Why bring in a 3rd party investor and diminish your profits when you
can keep it all? Suppose I told you that we have a consulting program where we provide you with the contracts, a
marketing and sales plan and 30 days of unlimited consulting. You would recoup the reasonable consulting fee
we charge and still make an upfront profit. Is that something we should discuss or are we done?
Rule : The GUTS investor turns an objection into a solution & makes money upfront re-marketing his knowledge.

Come on down, I'm Lonely!
The seller/owner invariably wants you to come by the home without making, any upfront commitment. Most of the time the investor doesn't get enough information or upfront commitment. It's all a waste of gas and time unless you show some guts and learn that "No" is OK if you hear it in the beginning.
Seller : Sounds great. Come on by the home and let's talk.
Investor : I will come by today at 1:00 PM, thank you.
GUTS TM Investor : I would love to come by your home sir, but before I do that could you tell me what we need to
do in order to make a deal happen today? If I do come by, can you tell me either yes or no and not, I'll think about
it? Are you the only person on the deed? If not, will the other person, spouse, investor be there?
Rule : Work Smart and determine upfront that you are going to the home to pick up a check or a contract.

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