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Quote
of the Week
“When
we honestly ask ourselves which person in
our lives means the most to us, we often
find that it is those who, instead of giving
advice, solutions, or cures, have chosen
rather to share our pain and touch our
wounds with a warm and tender hand.”
― Henri Nouwen
 President's
Corner
I wrote about this before and
the middle of Spring is a great
time to go over it again.
There is a great quote that
says, "Every no gets you closer
to a yes." In reality,
oftentimes, life is just a
series of no's. In order
to succeed in the note business
you must be prepared to grow
through the no's you are bound
to encounter.
Let me suggest a great training
manual to prepare you for the
no's you are sure to meet on
your way to success: Green
Eggs and Ham, by Dr. Seuss.
I have read that book hundreds
of times to my daughters when
they were little, and it is the
greatest salesperson preparation
you can have for a career as a
note broker.
First of all, Sam I Am is not
fazed by the constant series of
no's he receives. He
simply offers the same item in a
different package: with a boat,
with a goat, with a box, with a
fox, etc. A top
salesperson never hears no.
She listens to the tone of voice
and notices the mannerisms.
Then she makes a different
presentation with the same item.
She is focused on selling, not
on not selling.
Equally interesting is the
second character in the book who
represents the customer (note
holder). He is determined
not to taste the green eggs and
ham. He consistently says
no, even though he has never
tasted them before. He is
determined not to have a new
experience. Sam I Am wins
the "sale" because of his
persistence (follow up).
The customer finally decides to
test the product just to get rid
of the salesman. In the
end they both win. Sam I
Am gets the sale and the
customer loves the product - a
double example of not getting
stuck on no. The way to
yes is to be open-minded,
because it leaves room for yes
to enter. Yes is always
win-win.
Remember, Success Demands Action! Keep
on marketing, it’s going to work! TWITA! |
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Feature Article
Direct Mail Do's and Don'ts
Direct mail has two major
drawbacks. It is expensive and
difficult to do correctly.
However, if it is done
correctly, it is very
lucrative. To assist you in
avoiding the mistakes that I
made early on this article will
cover some of the things I have
learned about direct mail. Like
every other approach in the note
business, you must have a very
creative and professional
approach to direct mail. Your
letters should be well written
and edited. Your material should
look very professional. You
should be able to deal
professionally with the response
to your mail campaign...
Read More
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Question of
the Week
Q
- Hi Jeff,
Are
there classes or courses where I can learn how to analyze second mortgages? Does
Armstrong Capital include this in any of their products?
~ Mike
A -
Hi Mike!
Thanks for the email! The short answer is no. Our investment criteria are such
that we do not take the risk of a second position note or any other junior
liens. That is about all we say about it in our resources is that it is a MUCH
larger risk. However, there is a guy by the name of Gordon Moss who may have the
info you are looking for. You can find him here:
http://realestateandnoteinvesting.com
Hope this helps!
~ Jeff
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