Real Estate Investing: Sales and Negotiation Skills are Critical

Do you want to build wealth through real estate? You need expertise in two critical areas: specific investment strategies and sales and negotiation skills. But if knowing how to identify good deals is what's really important about investing in real estate, why do investors need to worry about their sales and negotiation skills?

"Knowing how to identify good deals is certainly a critical part of real estate investing, but it's not the only part," says Russ Whitney, internationally recognized real estate expert and bestselling author of Millionaire Real Estate Mentor (Dearborn Trade Publishing). "Your investment may be an inanimate object, but in the process of making that investment, you have to deal with people. If you take a look at anyone who has made a lot of money-regardless of the circumstances or the vehicle they used-you'll find they have at least one trait in common: They have top-notch selling skills."

Peter Conti and David Finkel agree. In their book, Making Big Money Investing in Real Estate, they say, "The single most important skill you have as an investor is your ability to connect emotionally with people." With an emotional connection, you can work through the mechanics of any deal.

The first step in developing strong sales and negotiation skills is to get rid of any preconceived notions you may have about what being a salesperson is all about, says Russ Whitney. "It's not about making a slick, fast-talking presentation or tricking someone into buying something they don't want, won't use, and can't afford," he says. "Selling is about solving problems. It's about creating win-win situations. It's about honesty, integrity, knowledge, and building relationships that serve everyone."

Second, Whitney says, understand that you can use sales skills in just about every aspect of your business and personal life. "Think about it: buying a house for no money down, getting a loan at a bank, convincing your spouse to support your dreams, even persuading your toddler to eat his vegetables--it's all selling," he says. "Once you realize this and work on developing your sales skills, you'll find it much easier to reach your financial goals--and in fact, you'll find just about everything in your life is easier."

Third, commit yourself to win-win results. "Too many people think that in any negotiation, you must have a winner and a loser. That's just not true," says Whitney. "You want people to come away from a deal with you feeling good, and that's why you work on reaching a win-win resolution. Communicate clearly enough and consider all your options so you can come up with a plan that benefits everyone involved. That's successful selling."

Fourth, learn the techniques. "The techniques of positive communications--which is what selling basically is--are techniques anyone can learn and develop," says Whitney. "There is no such thing as a 'born salesperson.' Learning the techniques may be easier for some than others, but everyone can learn them."

Fifth, get rid of your self-imposed limits and believe you can negotiate profitable deals. In his book Secrets of the Millionaire Mind, T. Harv Eker writes, "One of the principles we teach in our programs is 'If you shoot for the stars, you'll at least hit the moon.' Poor people don't even shoot for the ceiling in their house, and then they wonder why they're not successful. Well, they just found out. You get what you truly intend to get."

Whitney suggests taking courses, reading books, and studying successful people to learn effective sales and negotiation techniques. But, he says, the most important thing for someone to know about developing selling skills is this: "Always operate with truth, honesty, and integrity. Your reputation is the most valuable asset you'll ever have; guard it well."

Jordan Taylor is the editor of Millionaire Mentor? Newsletter, which is published by Whitney Education Group, Inc.? To sign up for a free subscription, visit http://russwhitney.com

In The News:

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Real estate options: Where should you invest in 2019?  Moneycontrol.comFrom warehousing, co-working to co-living, there are a plethora of options that offer healthy returns.
Slowdown in housing market continued in January: B.C. Real Estate Association  Global NewsTotal sales volume was $2.36 billion, a 38.4 per cent decline from the same month last year, according to the Association.
Tribunal to check real estate fraud  The New Indian ExpressTo protect people from falling prey to real estate fraud, Odisha Government has established an appellate Tribunal - Odisha Real Estate Appellate Tribunal.
Real estate transfers from Feb. 16, 2019 | Local News  Sharonheraldreal estate transfers. These real estate transfers were recorded recently in Mercer County: • Devayani M. Wintrode to Brandon D. Bines. Property in Grove City; ...
Real-estate developers relieved over 2-year tax exemption on notional rent on unsold homes  The New Indian ExpressDevelopers and consultants feel that the proposal would benefit developers of 7-8 major cities especially Delhi and Mumbai.
2019 would be a great year for real estate sector: Irfan Razack, Prestige Estates  Economic TimesWe will reach the Rs 3500-4000 crore guidance for 2019 and maybe exceed it, says Razack.
We want to change the way real estate wealth is managed: Shivam Sinha, founder Indiassetz  Economic Times"Indiassetz Infra Services is a “Family Office for Real Estate Wealth Management”. We manage real estate wealth of high net worth families and NRIs," Sinha ...
Florida is drowning. Condos are still being built. Can't humans see the writing on the wall?  The GuardianPeople tend to respond to immediate threats and financial consequences – and Florida's coastal real estate may be on the cusp of delivering that harsh wake-up ...
Top D-FW commercial real estate transactions for week of Feb. 15 include Greystone, Greysteel, JLL  Dallas NewsChicago-based investor Pearlmark has purchased Pleasant Creek, a 159-unit apartment property located on Pleasant Run Road in Lancaster. The apartment ...
Top 5 least affordable cities for real estate  World FinanceJust as property markets reached a peak around 2009, a global recession hit. This was followed by years of quantitative easing and artificially low interest rates.
Booby-trapped house stuns Philadelphia real estate investor — VIDEO  Las Vegas Review-JournalA Philadelphia real estate investor says a home he was scoping out came with an unadvertised surprise — a stairway booby-trapped with a swinging knife.
Share market update: Realty shares slip; Indiabulls Real Estate falls over 5%  Economic TimesThe Nifty Realty index was trading 0.67 per cent down at 222.45 around 12:00 pm.
Market transparency key to stable real estate development #AsiaNewsNetwork  Eleven Myanmar(Viet Nam News/ANN) - Experts have said improving the transparency of the real estate market is critical to prevent inflated prices and ensure stable ...
Budget 2019: Sops for farmers, middle class, real estate  Economic TimesFinance Minister Piyush Goyal showered tax sops for the middle class and announced an annual income support of Rs 6000 for small farmers as he presented a ...
Commercial real estate transactions from The Oklahoman for Saturday, Feb. 16, 2019  NewsOK.comPrice Edwards & Co. reports these real estate transactions: • El Rancho Niejo, LLC paid $267500 to Miles Thomas Millwork Inc. for 3.33 acre at 11035 NE 23, ...
Ask hard questions early to detect fraud in real estate  The StandardThis is one rule phony real estate 'investment' companies have mastered in their journey of conning unsuspecting Kenyans.
How LTCG tax is charged on real estate and equity investments  LivemintAny gains that you make from the transfer of these capital assets are known as capital gains and attract income taxThe tax liability depends on the assets and the ...
NBCC asked to provide estimate, amount required to complete delayed realty projects: Sources  Moneycontrol.comThe National Housing Bank and some PSU banks may come forward to provide last mile funding to complete the unfinished projects.
Real estate exhibition Fairpro 2019 set to attract over 25000 visitors  The New Indian ExpressThe expo is the annual flagship property and real-estate exhibition of Chennai Chapter of Confederation of Real Estate Developers' Associations of India.
Rochester real estate market has calmed, but remains tight  PostBulletin.comReal estate in Southern Minnesota took a wild ride in 2018, with a hot start followed by some cooling by year's end.
ICRA maintains negative outlook for residential real estate, stable outlook for commercial realty  Moneycontrol.comElections in 2019 may keep *fresh* project launches in check considering the uncertainties developers may face relating to timeliness of regulatory approvals for ...
What Amazon's Abandoned HQ2 Plan Means for NYC Real Estate  BloombergAmazon.com Inc. said it's pulling out of a plan to build a headquarters in New York City, after a backlash from some residents and politicians. Bloomberg's ...
Who will pay the MOST for your commercial real estate?  OCRegisterGenerally, as a seller of commercial real estate, you have three motivations — transact as quickly as possible at the highest price with the fewest conditions.

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