Follow me as I share my knowledge learned investing in Michigan real estate since 2006, tips, tricks, insights and thoughts. The Borland Group. Metro Detroit Real Estate Investor .
Visit The Borland Group on the web at www.TheBorlandGroupLLC.com
I learned long ago when I was first starting my sales career why 75% of the population did not like me and that was because I was being myself completely unaware there are 3 other categories of people who found how I walked , talked completely “repulsive” as my old sales coach used to say. See I was not apart of their tribe, I was an outsider I didn't talk like them, I didnt think like them, my mannerisms where not like them and being an outsider I must be “dangerous”
See this goes back to our primitive programming where survival was necessary, outsiders typically spelled trouble, they may come into town and kill and plunder everything in it . It served us very well for a long time and allowed our species to grow and expand and survive . However we are still facing this type of primitive programming today and without you knowing it you are automatically labeling people outsiders and hence “dangerous” .
Instead seek to understand that we are no longer in this type of survival world , furthermore seek to understand that there are in fact 4 different personality styles which Ill describe below and each one has its own district set of characteristics.
When you understand the four different personality styles life gets a lot more interesting and a lot more fun, resistance to other people and resistance people have against you dissipates. See when you are aware of the personality styles and identify it within someone you can “Get into their tribe” and people start to say this “Dylan is just like me” they relax and begin to open up . But when you are not aware of it and just go into a random “tribe” and start acting as yourself there is a lot of resistance and often times you’ll get “slaughtered”
In sales when you become aware of this you can close 75% of the people who do not like you by “becoming” like them where before you were only closing 25% of the people who were just like you and connected with you.
If you want better relationships with say your boss , co workers, family, friends, better sales, to raise capital more effortlessly, convince a motivated seller to accept your offer , the sky 's the limit seek to figure out what personality style they are and then mirror and match it so that this person accepts you into their “tribe” you can exponentially sky rocket your results .
Before I get into the personality styles here are some more thoughts
Any easy way to “get into someones tribe” on the phone is to mirror and match their rate of speech, voice inflections and tonality. For example if the person talks fast you talk fast, if the person talks slow you talk slow, if they have an accent you have a accent if they say “man all investors are sharks “ you say “ man I know all investors are sharks” use the words they use, You get the point. Let me give you a further example. If you are on the phone with someone and say the seller is a slow talker and you are a fast talker, most sellers will say man why is this guy talking so fast he must be trying to swindle me! You are not apart of their tribe to them fast talkers are scary! These things are happening subconsciously without most people knowing.
If you are in person with someone you can get into their tribe by mirror and matching their body posture, body language. If you are sitting across from someone and they cross their legs, wait 15-30 seconds then you cross your legs. If they put their hands up on the table you wait 15-30 seconds and put your hands on the table.
These are easy things to help quickly get into someones tribe
What are the 4 personality styles
Drivers: Who tend to be quick decision makers and low on emotions. For example if I were presenting an offer to a driver i wouldn't bog them down with facts, figures and data it will make them throw up. I would say say “mr or mrs seller I know you already know so let me cut right to the point” . If you present to a driver emotions, or data overload they will quickly check out. Get right to the point and be blunt. Drivers do not want to waste time.
Analytical: This is my favorite category as I am a high analytical. Analyticals are low emotions but slow decision makers. When presenting an offer to a analytical you are not going to close them on the spot and do not push them to do so. They have to collect all the data for themselves and make a decision themselves . Give them the time and space they need to collect the data. You may present to them all the sales comps, your reasoning behind your offer , all the facts etc and say I'll follow up with you in a day or two once you review to see if you think it makes sense.
Expressives: Are the ones I find repulsive JK!!! Expressives are the people who love to hear themselves talk, you usually cannot get a word in and always have to be right. You can tell someone is typically expressive as they generally have all the best clothes, and accessories on , never shut up and you cant tell them anything. So with expressives you let them talk, you may say something like “Joe I don't have to tell you , your a smart guy and you already know” they love that, expressives are really into themselves, play into that. The are very high on emotions but also quick decision makers but typically do not make logical decisions they make them emotionally so sell to them in a way they feel they are right and play to their emotions
Amiables: Are typically the “Sweet old lady “ type of personally or the mother type . They are nurturing, caring and very “feeling” you can typically spot a amiable as they generally are very caring about others and always want to help others. These are the type of people that when you walk into a house ask “ can I get you a cup of tea or something to eat” They are generally soft spoken and speak slower as well. The calmest most steady of the group. Amiables are high on emotions and slow decisions makers. If you push them at all they will get scared and often feel vulnerable. With Ambiales you have to move very slow and nurture them so they feel safe and secure. This requires a lot of relationship building and trust.
If you are interested in learning more about mastering the personality styles consider getting involved in the ultimate real estate investing course and weekly coaching where we dive deep into mastering this skill set and selling to the 4 styles so that you leave a jedi master.
This week I want to bring you a simple yet effective core philosophy that has been the backbone to my business and has served me very well over the years. That philosophy is “Never do a deal you are not fully, 100% prepared to close on yourself” let that be your guide. There has never been a deal yet that I do or put out that I am not prepared to close on 100% myself whether someone takes the deal, invest in the deal alongside us or not. And key here is to be prepared for just that as it happens.
In fact, as I write this post now there are 3 deals people did not jump on when I offered them and all three we closed on ourselves and are under contract to close with buyers. A flip netting us $28k , another flip netting us $23k and a commercial asset many investors said no that we just placed under contract to resell landing $2.5M in net income in 15 months! It happens. It happens for several reasons 1) every investor just like you and me has their own set of criteria good deal or not if it doesn't fall within it they don't invest, good investors are disciplined and should never go outside what they know, most don't 2) the person you presented it to wasn't comfortable with you or 3) the person you presented it to thought different about your numbers i.e. renovation, resale cost etc. This happens often, its ok, every single individual looks at things differently and you are not here to educate them , you are here to simply present an opportunity if they like it and it makes sense great if not thats ok to.
By adopting this mindset over time people began to realize that you are committed to this and it builds character and most importantly trust. for example, people begin to realize that “when Dylan sends a deal out it's going to make money or he wouldn't be sending it out” Where does this become important 1) if you are a wholesaler trying to sell other investors properties or 2) if you are raising capital for anything.
Some benefits of adopting this mindset
You slow down and underwrite more conservatively, if you have to take it down yourself you want to make sure you are accurate.
Supports long term business, trust, and character
When people realize this philosophy in you, deals and investments move exponentially faster. I've had investors not even look at what I've sent, the pure fact I've sent it they take it as they know Dylan wouldn't put something out he wouldn't do
People see you have skin in the game and feel more comfortable
It allows you to detach from the outcome, which allows you to make better decisions about the deal.
When you DONT adapt this mindset :
When you don't have skin in the game or don't have this mindset you tend to not take the time to underwrite the deal as thoroughly as you should. When you don't have skin in the game you a detached from whether someone makes money on the deal or not. That is not good for anyone and you certainly won't be in the business for a long time.
Don't be the person who goes out and throws shit at the wall to see what sticks, there are a lot of people in this business that do that and you don't want that as your reputation. It's not about quantity as it is quality in this regards. Development instead the reputation of , when ________________ sends a deal out I can feel confident _____________ knows what they are doing and has taken the time. This creates far less resistance in your business and far fewer problems, deals happen fast and effortlessly and with good people.
What happens if you have this mindset but dont have the means to close? That's ok too, do everything in your power to figure it out and if in the end, you cannot find the means to close, take the hit, likely a lost emd and move on and try again, this time learning and adjusting and preparing better.
If you want to learn how to build a business and reputation that lasts in this space and ideals that will lead to flow vs resistance making life far more enjoyable than schedule a free 1 on 1 call with me and see if The Ultimate Real estate investing course is a good fit for you at www.Theuric Com you can get a free investor case study at vsl.theuric.com learning how to get your first investment property in 90 days or less.
If you take the time to look into the core building blocks of any successful business you will likely find less than a half a dozen disciplines that lead to consistent long term success. Any business or individual that succeeded at a a high level is radical about following a strong daily schedule and this alone contributes a to a big portion of their success, adapting this principle in my own business was the difference between being stuck at 4 deals per year then shooting to 75 a year in 12 months. Its powerful
Really it comes down to either you are running the day or you are allowing the day to run you. Most people are allowing the day to run them. It's time to take control , this is your show, your dreams, your passion. If you do not gain control you will never be able to focus. Success requires uninterrupted periods of focus .
When you work from a strong daily schedule you
Solve almost every productivity issue
You are in control of your day and time vs someone else. Operate from your agenda not theirs
You can accomplish in a fraction of the time what might take people months or years to accomplish
You 10x the time it is going to take to hit your goals
You begin to eliminate the feeling of overwhelm, stress, “there isn't enough time in the day”
You have to right now drop the excuse that “there isn't enough time in the day” there isn't enough time in the day because you are blowing in the wind! Stop that , stop allowing the wind to take you wherever it may go. You have the exact same amount of time as the billionaires and millionaires of the world, Jeff Bezos hasn't invented a time machine that can slow time down and he gets 30 hours out of each day. The sole difference between you and the billionaire is the billionaire is laser focused and they are laser focused because they refuse under any circumstance to let anyone or anything run their day. They operate from a disciplined daily schedule, period.
Want to achieve more then we need develop this discipline as well. Here are some tips for developing and operating from a strong daily schedule. You can also watch my video on how I achieve insane productivity each day here : https://youtu.be/TELq3v0xPbI
The 80/20 rule if you is key if you really want to start getting results. See most people are spending 80% of their day in income servicing activities, activities that make you feel like you are being productive, “my day was crazy i can't tell you how much I had to do or got done” however what most people don't realize is that they are spending 80% of their day running figure eights. Think about your day today what specifically did you do to produce income? How much time did you spend prospecting new business vs working on “things” . You need to structure your day around 80% income producing and 20% income servicing.
Let me give you an example , you go on an appointment , come back and start evaluating the numbers and prepare to make an offer. Is this income producing or income servicing? If you guessed servicing you are correct. The income producing time of this activity was prospecting and going on the appointment. As real estate investors to succeed at a high level 80% of our day , the highest and best use of our time is income producing activities which are
Strong lead follow up (closing the deals)
Going on appointments
That's it! If it doesn't fall into those categories its income servicing and you should only be spending 20% of your time daily on it, have more income servicing then you know what to do with? Hire an assistant then! Your pay to them will allow you to produce more income. If your time is worth $200 per hour and you pay an assistant $20 per hour you are netting $180 per hour. Do not be doing the $20 per hour work! Below I'll give you an example of a strong daily schedule to illustrate this.
Begin by asking yourself for each task you are doing. Is this income producing or income servicing and put it in the appropriate bin for the day.
Identify your top 3 activities each day
Each day you need to sit down and identify what top 3 things on my list today are the most important to moving my business forward. This will likely change each day for you. Then sit down and knock them out in 60-90 min jam sessions each. Want to see how I do this watch my youtube video here https://youtu.be/TELq3v0xPbI (skip towards the end) If you this each day you will move towards your goals much faster
Utilize technology (Google, Siri etc) Schedule everything
For it to happen you have to schedule it, both business and pleasure. Begin to adapt the habit of scheduling everything! This also takes the stress away and feeling of overwhelm. By having a spot for everything you can simply place what you need to do in that spot and forget about it until that spot occurs. See most of us keep a running to do list in our memory and hold onto it forever it never ends, this is exhausting mentally, it's like a computer cache, if you leave a computer on for months on end and do not restart it , the cache , memory fills up cannot hold any more and begins to slow down and freeze, we are alot like that, Dump your cache by scheduling everything you have to do then forget it . Want to see how I do this watch it here https://youtu.be/TELq3v0xPbI . I love working off Google Calendar i also use Apple Siri alot for example “Hey siri set a reminder for ____________,” or “hey siri schedule appointment for ______________” or “ hey siri set time for 90 minutes “
Work in Jam sessions
I learned working in Jam sessions from Darren Hardy insane productivity course and never looked back . You can see how I work in jam sessions here https://youtu.be/TELq3v0xPbI See in a 8 hour day we really can only do about 2-3 hours of truly focused productive work. I take my top 3 activities each day and set 60-90 minute jam sessions either with a countdown kitchen timer or use Apple Siri “hey siri set time for _________-” I then focus uninterrupted and don't even have to watch the time, I just jam out. This is how I operate each day, even right now while i'm writing this article! I have 29 min left on my jam!
Go into Airplane mode
Another lesson i learned from Darren Hardy is to go into airplane mode while I do my jam sessions. That means take away the options, allow no distractions. Put yourself in a room, environment whatever you need to do so you do not get distracted for me thats
Sign on office for DND in a jam session
Cell phone in a drawer on airplane mode literally
Email closed out
Social Media sites closed out
Sometimes I listen to focus music on youtube
Sometimes, actually often I leave the office entirely and go somewhere where no one can find or get ahold of me. Take away the options remember success requires laser focus
Example of a strong schedule.
Here is an example of a success schedule for real estate investors the same one my coaching clients use the same one I used . Break your days up to 3 categories, 1) Morning Routine 2) Afternoon Routine 3) evening routine
Morning Routine: (8am-12pm)
8:00 - 8:30 am Role play , scripts objections
8:30 - 10:30 , Two solid hours of prospecting and lead gen
10:30-11:30 Strong lead follow up
Take 10 minute breaks after each jam session
Afternoon routine ( your 20% admin)
12-2 All admin you need to work on
Tip: knock out all your most important admin in this window. If you cannot get it all done when the time is up stop , put it down and pick back up tomorrow. Develop this discipline.
Evening routine: (3-6 pm)
Time to go on your appointments and walkthroughs
If no appointments or walkthroughs than do more income producing, lead follow up and prospecting
For those who are interested in deeper information on this join me in the ultimate real estate investing course where I go much deeper into this at www.Theuric.com and give you in depth training.
If you are ready to take control of your day then join me and thousands of other students taking massive action in the ultimate real estate investing course schedule your free one on one strategy call with me today, where I will dive into your current business, where you want to go and how we can get you there .