Armstrong Capital Newsletter
March 2009
Jeffrey R. Armstrong
President of Armstrong Capital
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Wow, March is here already and spring is just around the corner. This month I want to talk a little about the success of humility. The greater your expertise, the more likely it is that you are going to unintentionally rub people the wrong way by coming across as arrogant and insensitive. The good news is there's an easy way to prevent this misconception.
Mention your homework. Several years ago, a couple of branding consultants approached me about enlisting their services. They did not start asking questions about me and my industry. Instead, they began explaining that, by way of preparation, they'd been chatting with some of my colleagues and customers to find out their impressions of my companies services. Then they asked if I would like to hear the word on the street. As you can imagine, that got my attention.
When you talk with potential customers or prospects (note holders in our case) you might begin by mentioning the homework you have done on the real estate market in the area of their note. You might also use the mortgage market, the economy, the employment of the area, the crime in the area, the foreclosure situation in the area, etc. Don't use all of them maybe just one or two when appropriate. It's an opportunity to let them know that you are truly interested - and a powerful way to confirm that you are knowledgeable without coming across as one who brags. Here's one that I often use; Imagine as you are talking to the note holder for the first time and you ask the question, "does the hose next door to the property have a pool?" You casually mention this as you are browsing on Google Maps the property address. Do you know what kind of an impact you have on that seller? They think, "wow, this note investor really knows his business!"
Confirm your understanding. You may be a great listener, but are you perceived as such? Being regarded as a poor listener is a surefire way to kill a deal or shorten your career as a note broker or note investor. By using a little humility, this is easy to correct. Here's the key: Simply repeat your understanding of their needs with the phrase "Let me make sure I've got this straight." If your ego were running your life, you'd never say this.
Ask permission to present. You've probably heard the expression that people don't like to be sold to, but they love to buy. That means that before you present the benefits of your product or services, remember to ask permission.
Ask permission to present with "Based upon what you've told me, I do have some thoughts. Would you like to hear a couple of options that I think would fit for you?" Once the other person agrees, they'll feel less like they are being forced, and more like they are being helped.
Use some of these ideas and methods when you are on that first phone call or when you call the note holders back to give them their prices and options. You will soon realize the success of humility.
Keep on marketing, it’s going to work! J
Jeff Armstrong
PS - Quick reminder - The Secrets of Paper 201 Workshop in LA on March 13-15 is only 10 days away and is almost full. Don't miss this workshop if you are serious about succeeding in the note business! There are only a few spots left and discounts are available; call or email for details!
Jeff's Speaking and Instructing Schedule
Location Date Event (click for info & registration)
Agoura Hills, CA March 13-15, 2009 Secrets of Paper 201
Glendale, AZ April 6-10, 2009 Nouveau Riche
Glendale, AZ July 13-17, 2009 Nouveau Riche
Glendale, AZ October 5-9, 2009 Nouveau Riche
Contact Jeff today for information about having him Speak or Teach to your group!
Note Business "Rainbow Package"
All newly redesigned and completely updated for 2008 the total "Rainbow Package" of Jeff's books including Scripts and Tips (with new industry documents disc), Every Single Profitable Note Marketing Idea In The World (almost) (with Note Holders Handbook on disc), Personal Cash Flow Prosperity (with 2 audio CD's), the Note Holders Handbook and the Glossary of Real Estate Note Terms. Purchased separately you would pay $216.22. But today you can get all 5 of Jeff's cash flow books for only $175.00!
So, you think you want to be in the note business? Then you need to learn the reality of the business step by step in the Secrets of Paper 101 - Audio Disc Set - A complete recording of the live SOP 101 beginner's workshop with workbook plus + click here for more info
Only $99 if you order it through this email (regularly $149)!
Jeff Armstrong is President of Armstrong Capital and was the Editor of the NoteWorthy Newsletter from 2006-2008. He is a member of the Million-Dollar Club, a Master Broker/Buyer, visiting instructor for the American Cash Flow Institute, Instructor for Nouveau Riche and the author of several best selling industry books. He can be reached by calling 800-845-3055, faxing 818-865-2323, e-mail jeff@armstrongcapital.com, or visit www.armstrongcapital.com and click on "Note Brokers" for answers, articles and information about his Master Broker services and how Armstrong Capital can help you succeed.
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