Hello! Hope you had a wonderful Forth of July Holiday and are keeping cool this summer.

If you are into the private mortgage note niche or are interested in it, whether you have closed transactions yet or not, I would like you to consider attending the 20^th annual NoteWorthy Convention In Las Vegas with me September 21-24^th at the Tuscany Suites Hotel and Casino. It is a tight knit group of about 200-300 of the top real estate note investors and note brokers in the nation. For more details just go to http://www.noteworthyusa.com/conventions.html. Hope to see you there!

Last month I explained the Five Step Method to you and showed how you might use it in a conversation with a prospective note holder. This month we will continue with negotiating and trying to find the need and explain for you some pacing and leading statements. These are additional methods to trying to find the motivation and/or need of the note holder.

Use the following guidelines on both the first call and when you are negotiating over the phone or in person.

Charisma

- Treat them like you’ve known them forever.

- Treat them like they are the most important call of the day.

- Use empathy – identify with them on an emotional basis.

- Use a confident handshake.

- Look into their eyes.

- Dress appropriately.

- Smile two seconds longer.

Pacing

- Matching other people’s behavior.

- Mirror physical actions.

- We have something in common, you can trust me, I understand you.

- Listen and understand before you talk.

Leading Statements

- “That’s a good idea and….” not “but…”.

- “I understand why you feel pressured and….”

- “I know how relieved you will be when you won’t have to worry about getting late payments and I’m glad you came to me to let me help you sell your note.”

Again, you will not use these items all at one time but rather test them out one by one for yourself on your next several phone calls and see which methods work best for you. Next month we’ll talk about the “No Note, No Quote” philosophy that some brokers and funding sources have.

Keep on marketing, it’s going to work!

Hope this helps!

Jeff

Armstrong Capital
800-845-3055
fax 818-865-2323
PO BOX 6517
Westlake Village, CA 91359
visit our website at www.armstrongcapital.com

For more great strategies, don't forget to check out Jeff's informative cash flow books for Scripts, Tips, Marketing ideas and more!

For a complete description of all Jeff's books just click HERE today!


Personal Cash Flow Prosperity With Tail Ends: How to Keep a Piece of the action	Every Single Profitable Note Marketing Idea In The World* (Almost)	Scripts & Tips: A Handbook for the Serious Note Broker

Purchase the "Consultant Combo" which includes "Scripts and Tips", "Every Single Profitable Note Marketing Idea In The World (almost)" and Jeff's newest release "Personal Cash Flow Prosperity"! That's all 3 cash flow books today for only $135.00!

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Jeff Armstrong is president of Armstrong Capital. He is a member of the Million-Dollar Club, a Master Broker, visiting instructor for the American Cash Flow Institute, and the author of three best selling books. He can be reached by calling 800-845-3055, faxing 818-865-2323, e-mail jeff@armstrongcapital.com, or visit http://www.armstrongcapital.com and click on "Note Brokers" for questions and information about his Master Broker services, Mentorship program how Armstrong Capital can help you succeed.

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