7 Tips for Nailing the Negotiation Process

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By Sharon Vornholt

If they were to be honest, most investors would tell you they don’t really like negotiating. They would also tell you they aren’t terribly confident when it comes to the whole negotiation process (especially in the beginning). However, this is one of the most important skills needed to be successful as an investor.

Why Is It So Uncomfortable?

When the subject of negotiation comes up, there are inevitably some people that will tell you negotiation comes easily for them and I’m sure that is true. However for most people, that just simply isn’t the case. We aren’t born to be good negotiators; it’s a skill we develop. Whether it is easy or not, the negotiation process is something that everyone can learn with a little practice.

My First Time

My first time might be called a “failure to launch”. When I bought my first property I wasn’t even able to negotiate the deal. I was terrified. The person selling the house was a member of my REIA group; a man known to be a very intimidating “in your face” investor. I was at least smart enough to know I didn’t stand a chance against him. So I did what a lot of newbies would do, I had someone else do my dirty work. A realtor friend from that same investor’s group negotiated the deal for me.

When the seller (who was also an investor) wanted to talk to me personally because he didn’t like the way the negotiations were going with the Realtor, I was so scared I refused to talk to him. I was pretty sure it wouldn’t end well for me. After a little “back and forth” on the price, my realtor friend AKA the negotiator refused to back down, and I got my first deal at the price I wanted to pay. Watching her in action was when I learned how to stand my ground with this type of investor. I never had to have someone else do the negotiating for me after that first time.

There is No Substitute for Practice

Things are different now. I don’t have any problem negotiating deals today, but it was a learning process that a lot of new investors will need to work through. Do I like negotiating? Not really.

An investor friend told me something a long time ago that I have always remembered. We were talking about negotiation and he said, “If you are not embarrassed or at least uncomfortable by your (low) offer, then you have just offered too much for the property”. That was a lesson I have never forgotten.

So What Exactly is Negotiation?

Simply put, negotiation is when two or more people try to reach an agreement about something. When you are a real estate investor this will almost always involve the sale of a property. Negotiation is not only about money. It might be about “terms” or something else the seller needs. Regardless, at the end of every negotiation, both parties should feel like they won. When everyone leaves the table feeling good you have just completed a successful negotiation.

Sometimes You Just Can’t Agree

There are times however when you just can’t make a deal come together. I have learned over the years that when this happens it’s usually for the best. When you are dealing with someone that has a large list of objections, can’t make a decision, or you just can’t seem to reach an agreement with them, this is almost always a red flag. This is the same person that will either have buyers’ remorse after signing the contract or you will hear from a hundred times after the closing.

Here Are 7 Tips for Nailing the Negotiation Process

No matter how you feel about negotiation, I have some tips that will make the whole process a little bit easier.

  1. Always do your homework. Whether you are buying or selling a property, know what the comps are for the area.
  2. Know your numbers. How much will the repairs cost? (no guessing here) What is a realistic ARV (after repaired value) for the property? Having all of this information will be invaluable as you try to negotiate the deal.
  3. Know your desired outcome. Knowing what you must have from the negotiations is essential. What’s more important to you; the price or terms (or a combination of both)?
  4. What is your exit strategy? You need to know what this is the day you buy the property. Your exit strategy will affect how much you can pay for the property.
  5. Find out what the seller really needs or their true motivation. Be prepared to really listen to the other person. In addition to the cash, is there something else that they really need? Closing Costs? Moving Expenses? Maybe they just can’t face cleaning out “mom’s” house. There are many times the seller will take less money for the property if you can solve another problem for them.
  6. Don’t beat up the other person to get your way. There is a give and take in any negotiation. At the end of the day, both parties need to feel like they won in any negotiation. Remember that getting top dollar may not be what they really need to feel like they “won”.
  7. Realize that there will be times that you will just need to walk away. In fact, sometimes that is the only solution.

Remember that most great deals are created, not found. The money is in the follow up. Sometimes negotiation takes a while, so follow up with all those sellers that say no. In many cases no just means, “not now”.

Know When to Fold’em

This brings me to my next point. Know when to walk away!

As Kenny Rogers says in his song The Gambler: “You have to know when to hold’em. Know when to fold’em.” I’d say that is pretty good advice when it comes to real estate.

Author: Sharon Vornholt

Sharon Vornholt is the owner of Innovative Property Solutions in Louisville, KY. She has been investing in real estate for over 15 years. Sharon is the creator of the Louisville Gals Real Estate Blog, and the popular podcast “Let’s Talk Real Estate Investing” which you can find on iTunes. She is also a mentor and coach who loves teaching others how to succeed in this business.

If you’d like to find out more about Sharon’s real estate coaching and mentoring programs, you can reach her at [email protected] 

For your FREE REPORT “Probates and Absentee Owners: Your Fast Track to Real Estate Riches”, stop by her blog at: http://LouisvilleGalsRealEstateBlog.com.

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From Rehabbing Single Family Homes to Renovating a Hotel

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Featuring Stacee Nelson

 Interview by Linda Pliagas

Throughout the years, I have met many people at our live events throughout the country. After a while, you begin to know some on a personal level and begin to follow their progress as an investor. When I met Stacee Nelson years ago, she was busy rehabbing a single family residence in Santa Barbara. The project was a major rehab and the property was stripped down to the bare bones. Nelson is not one to shy away from complicated deals. She takes on projects with certainty and confidence. It’s been interesting to follow Nelson through her progression from rehabbing single-family homes to her risk-taking efforts in purchasing water-front properties and an REO tape, and now even a hotel. We recently caught up with Nelson to discuss her entry into the hospitality market with her recent hotel acquisition in Texas.

How long have you been investing in real estate, in general?

I purchased my first condo when I was 22 and then didn’t invest in anything for a long time. When I was living in Germany I started going to real estate auctions at the courthouse. My friend was buying properties to renovate and hold. I tagged along. In 2011, living in Santa Barbara, I began my formal education in real estate investing and purchased my first flip house in May of 2012.

I know you started flipping properties and I even saw one of your projects in Santa Barbara a couple of years ago. What attracted you to the hotel niche?

The idea of renovating an empty building into a small boutique hotel was initially the idea of my business partner. At the time we were looking for alternative passive income opportunities as well as ways to create a positive impact on communities. An opportunity presented itself in the form of an empty 15,000 square foot building directly on the town square in Gonzales, Texas. The town was keen to redevelop their downtown which made for a win-win opportunity.

Was it easier to take on the challenge and expense of a hotel rehab after doing many single-family home deals?

Initially we thought it would be a comparable project, just larger in scope. What we learned was that renovating an empty building into a hotel with individual plumbing, HVAC, cable, etc. was far more complicated and costly than anticipated. Certainly having a background in single-family home renovations was crucial in the planning and budgeting, but we were surprised by the sheer volume of issues that arose during the construction phase. The next one will go much more smoothly as a result of the number of…lessons we learned!

Tell us about the hotel. Where and how did you find it?

My business partner has a long-time family friend living and investing in the town. He made the initial introductions to the town’s economic development council who were very interested in supporting business growth in the area. Their support was a critical factor in the decision to purchase in Gonzales, Texas. We toured numerous vacant buildings in the area until we found one large enough and with a perfect location directly on the town square.

How long did the rehab take? Did the entire property have to be worked on or only a section?

The rehab took over a year to complete. There was a number of delays in the project when our initial contractor was removed from the project. Critical in the process, and one of our important lessons from this project, was to have a project manager on site during the construction phase. The volume of issues was simply magnified by 100 versus a single family renovation. Our hands-on project manager made the difference in our ultimate success and project completion.

To provide an idea of the complexity of a project like this: the smoke and fire alarm systems had to be coordinated with the installation of electricity and plumbing (water sprinklers), the HVAC system required coordination in timing with the electrician, drywall installer (ceiling vents) and the roofer (where the systems are housed), the water coming into the building had to be separated between the hotel and the restaurant located on the ground floor, and the elevator turned into a complicated project all by itself.

What was the biggest lesson you’ve learned from this transaction?

Rather than give one, I’m going to provide a few lessons we learned from this project:

  • For large projects, invest in a project manager who is on-site and regularly reporting on progress
  • Have the contractor regularly send pictures and review before progress payments are made
  • Necessity of a detailed project plan and budget agreed, in writing, by the contractor. We thought we had sufficient detail in our initial project summary based on our housing rehab experience. What we learned is you can’t be too detailed oriented in the budget and planning phase. The more detailed the budget and contractor commitments are, the better. Include a split between labor and materials so it is very clear for both sides, especially when you choose materials. Have the contractor sign the agreements
  • Budget sufficiently for contingencies. The larger and more complex the project is, the greater the likelihood for additional unplanned expenses
  • Have an agreed process for change orders that includes approving changes and costs before the work is completed

How is the hotel performing now? What are your goals with the property?

The hotel looks fantastic. The reviews of the guests who have stayed there are overwhelmingly positive. While we positioned the boutique hotel to provide executive style accommodations for the local oil industry, the majority of our guests thus far are visiting Gonzales, Texas for the regional rodeo events, the hot here the first shot of the Texas Revolution was fired.

In addition to hotels and single-family homes, your company also invests in Marina and resort properties around the world. That sounds very exciting!

Yes! We looked at a variety of different passive income and commercial real estate opportunities and decided that marina and resort properties were an ideal opportunity: It is a relatively untapped market segment with a few big players and the rest mostly individual marina owners which means opportunity to add value to struggling owners; it combines real estate with business; it provides regular passive income; and marinas and resorts tend to be a happy place for people, thus our motto: Invest in something fun!

Stacee, I’ve personally seen your growth as an investor the past five years that we’ve known each other, and let me just say how proud I am of you! I know you left the corporate world years ago to become a full-time real estate investor. You made it happen! Can you share some inside tips for others who want to leave their corporate job and be their own boss through real estate?

The process of becoming an entrepreneur has been wonderful as well as challenging, and even scary at times. There are a number of factors which have been critical in getting me this far:

  • Have a clear vision of what you want to do and achieve and then give it your all. Be tenacious in your pursuit, have faith in yourself and your vision, and do not give up! It will be difficult at times, and it will all be worth it in the end.

  • Have a source of income and / or savings to get you through at least a year of living before you leave your job. In my experience, everything takes longer than expected in real estate. Plan for that.

  • Surround yourself with the people you want to be like. For me that was successful entrepreneurs, business leaders and real estate investors from whom I could learn and to whom I could add value.

  • Partner with other investors who have a similar outlook on how you want to do business. I rarely do a deal alone. Sharing the project profits is well worth it to have partners with whom to share ideas, issues, opportunities and to raise capital.

  • Get educated before jumping in. I went to countless seminars and trainings to understand not only various real estate investing strategies but also marketing, asset protection, running a business and personal development.

  • Have a mindset of helping others achieve their goals, and understand that helping others first invariably leads to you getting what it is you desire.

  • Consider that 50% of something is better than 100% of nothing. I work with a lot of private investors. Sometimes the cost of capital is very high for a particular project. If it’s the difference between doing a deal and not, I take the higher cost of capital with graciousness and gratitude and get the deal done. The next one will be easier.

  • Work with honor, fairness and gratitude. BE the person people want to do business with.

  • And perhaps my biggest lesson so far is to simply ask each day ‘what do I desire to have or be or contribute today?’ or ‘What do I want to create today?’, and then be ready and open to receiving it. Once I understood the critical part in the process was asking without answering the question and being open to receiving what I asked for, my business expanded in incredible ways.

  • Have fun!

What’s next for Stacee Nelson and her numerous realty companies?

Going forward I’m focused on three areas in real estate: acquiring marina and resort properties, purchasing REOs in bulk nationwide to fix and flip, and contributing to the development and expansion of the Cashflow Divas, an organization dedicated to helping women achieve their financial freedom goals through passive (and active) income investing and financial literacy.

Stacee Nelson

Stacee Nelson is a Fund Manager for Purple Rooster Holdings, LLC, a private equity fund that purchases distressed residential properties and notes. As a real estate investor, she has purchased and turned around multiple single family residences, residential and commercial notes, and hotels. She owns investment properties in several states and has successfully raised millions of dollars in private capital over the last few years.

​In her current activities in real estate, Stacee advises and collaborates with other entrepreneurs and investors in optimizing cash flow, deal structuring, raising capital, and having multiple streams of income to support financial independence.

VERDICT: GUILTY!

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By Kathy Kennebrook (The Marketing Magic Lady)

“If you were arrested for being a real estate investor would there be enough evidence to convict you?” I was once asked! I wholeheartedly responded with a resounding, “YES!” You must be able to do that which makes you stand out from your competition. As you begin your campaigns as part of your overall marketing strategy and goal, continue to diligently test and track results as you go. You MUST be able to determine what marketing tools work best for you in your market place in order to draw the highest number of motivated sellers to your real estate investing business.

People often ask me, “What is the best way to find motivated sellers and buyers?” My response is to do that which your competition will not and do a lot of it. Dare to be different in your approach to locating motivated sellers. Analyze, discover and continue to rediscover the best combination of marketing methods that will generate the highest number of motivated sellers for your business. Develop three to five marketing techniques that give the very best lead-generating leverage possible and devote your resources to those marketing techniques which net the very best results. As simple as it may sound—don’t spend time on something that is not productive.

Constantly test and track new marketing techniques since your market and your business will continue to change over time. In most cases, change IS good, especially if YOU plan that change. Spend time listening or reading about those who have come before you and developed marketing strategies that draw high numbers of motivated sellers to you. Spend your time and energy constantly seeking new knowledge about new combinations of marketing methods to create even more leads. Pursue innovative marketing methods in your business to bring you the highest number of motivated sellers. Be innovative. You’ll get “status quo” results if you stick to the status quo!

Don’t be afraid to use unusual types of marketing products such as florescent orange or pink business cards, post cards or signage to attract sellers. Use t-shirts in your business and wear them all the time. We even had a t-shirt made for our German Shepard dog. When we would take him for a walk people knew what we do for a living. “Wrap” your vehicle in signage and be sure to include a web site address. Implement several different ways to attract sellers since you will need to reach your market in a variety of ways.

Direct mail is another essential tool to use to attract lots of motivated sellers. This is a method most of your competition is not using in their business. Implement mailings on a residual basis so you are in constant contact with these sellers. When their circumstances dictate that they do so, they will want to sell to you first, even if they have been contacted by someone else in the meantime, since you have taken the time to build credibility with these sellers. Use lumpy mail pieces in your envelopes to entice your reader to open the envelope and read your message. Design your direct mail piece so different that it demands people’s attention, so it gets opened and read.

Don’t be worried about people who make negative comments about you or your marketing methods. You will be the one who will get “the last laugh” all the way to the bank with the profits from your real estate deals. Throw your business cards out into the bleachers when your children’s team scores a point. Give business cards to everyone you deal with on a daily basis. Write an article on real estate and submit it to your local newspaper. Offer to do a free talk on real estate for your local radio station or your local library.

Become a local expert in the real estate field and sellers will seek you out first when they need to sell.

A marketing genius once said, “Perception is more important than reality.” People are more comfortable dealing with someone they perceive to be an expert in their field.

Most importantly, absolutely KNOW what your competition is doing. Literally track their every technique. Research and find out all that your competition is doing. Knowing about your competition gives you the ultimate edge over them. The more you know about your competition, the better idea you will have about your market. One of the best ways to find out what your competition is doing is to join local associations or clubs where you are likely interact with them.

There are lots of great ways for you to stand out in your business. Don’t be afraid to be different. Although you will still use some tried and proven marketing techniques, those who are willing to take a little risk are the ones who are the most successful.

Believe me when I tell you, some of these lessons come from difficulties, pain, and even a couple of failures along the way. But once you make a mistake, never make that same mistake again! Different gets attention and that’s what you want, to get the attention of sellers who need your services.

Very simply, if you don’t let people know that you buy and sell houses, you won’t! Dare to be different in your approach to finding motivated sellers and buyers.

So when someone asks you, “If you were arrested for being a real estate investor, would there be enough evidence to convict you?”

Your VERDICT must be: GUILTY!

Kathy Kennebrook

Contact Info:

Kathy Kennebrook
Dagger LLC
P.O. Box 14343
Bradenton Fl 34280

941-792-5390
941-795-6887 (fax)
[email protected]

Kathy Kennebrook is the ultimate success story. She spent several years in the banking industry before discovering the world of real estate. After attending some real estate seminars this 4 foot 11 mother of two got really excited and before you know it she’d bought and sold hundreds of properties using none of her own money or credit.

Kathy holds a degree in accounting and has co-authored the books- The Venus Approach to Real Estate Investing, Walking With the Wise Real Estate Investor, and Walking With the Wise Entrepreneur which also includes real estate experts Donald Trump, Suze Orman, Robert Kiyosaki, and Dr. Wayne Dyer. She is the nation’s leading expert at finding highly qualified, motivated sellers, buyers and lenders using many types of direct mail marketing. She is known throughout the United States and Canada as the Marketing Magic Lady. She has put together a simple step-by-step system that anyone can follow to duplicate her success.

Kathy has been speaking throughout the country and across Canada for over 14 years and has shared the stage with Ron LeGrand, Donald Trump, Dr. Phil., Dan Kennedy, Mark Victor Hansen, Ted Thomas and Suze Orman to name a few.

Kathy is going to share with you how she generates a seven figure income by mailing a handful of letters throughout the year to highly selected targets by knowing exactly what to send them, who to send them to and exactly how to deliver her message. She will teach you the secrets of pre-screening and automating your marketing and follow up systems to put your entire Real Estate business on auto-pilot.

CRUNCH THE NUMBERS – Strategies With Sensei

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Interview by Tim Houghten

The Metrics That Really Make a Champion Real Estate Investment Portfolio

Winning in real estate is all about the numbers. Far too many real estate investors are sabotaging their results by focusing on the wrong metrics.

Some of the most obvious blunders today may be blindly focusing on:

  • Number of hours worked

  • Number of Facebook followers

  • Re-Tweet counts

  • Deal volume

  • Number of employees

So as long as investors focus on gross revenue and great-looking properties, which an agent promises will go up in value the most they’ll be fine, right? No.

Remember the number one rule of investing in real estate—it’s all about “location, location, location.”

WANTED: GOOD PROPERTIES, AT FAIR PRICES, IN GREAT LOCATIONS

There can be properties on which the numbers appear to work all over the United States. Journalists regularly publish various ‘top 10’ lists claiming to predict which markets may be the trendiest or see the most price appreciation over the coming months. Unfortunately, while many investors are diligently working the numbers on potential deals, are completing due diligence and inspections, and are obtaining insurances – they are missing the most important factors that can really dictate their success.

Just as the stock and retirement savings market is horrifically skewed based on tracking the wrong figures, or what the price to get in is today, many real estate promoters are advertising the wrong figures too. In fairness, this market appears to be 90% or more made up of individuals who have only gotten in since 2008. They may not know any better. Others are only focusing on filing their pockets today, with no concern for tomorrow. They are encouraging the public to follow that plan too. Some are clearly heading off a cliff within the next 10 years, or less.

SENSEI’S PHILOSOPHY

I have a little different view. Making money today is great. Real estate can deliver on that. What’s most important to me is building a sustainable business, which will provide my family a sure stream of passive income, and assets which can stand the test of time to ensure they’ll always be taken care of in my lifetime, and well beyond.

That means focusing on a slightly different data set than most. Specifically it means focusing on the numbers in the local market, not just crystal ball predictions on a particular property.

SOME SCARY DATA EXPANDING OUT THERE INCLUDES:

• Orlando, FL topping 177% on the affordability index, meaning it costs almost double the average wage to secure housing there

• Yesterday’s hot cities, like Miami, now full with over 24 months of home inventory

• The number of investors taking out 10-year balloon loans on portfolios of rentals

What I want to know is:

• How strong is the local economy?

• What direction is the local economy headed in?

• How long will it last?

• Can properties in this location continue to produce positive cash flow?

• Will I be able to sell this property for a profit in the future?

• What are my viable exit strategies?

While it is always important to pay attention to what you are buying, and to make sure the individual investment makes sense, and is profitable, the location can be far more important. There are plenty of fabulous looking properties, which have fallen into ruins because the area burned out.

There are luxury estates and condos in ‘hotspots’, which have lost millions in equity. Then there are average, bread-and-butter properties, which have delivered incredible cash flow over the long run, and have pretty consistently tip toed up in value. This last group is the one I love the most.

FAST CHECKING THE FUNDAMENTALS

Numbers to use in evaluating a destination should include:

  • Job growth

  • Employment figures

  • Population growth

  • Taxes

  • Affordability

It’s also worth evaluating the innovative DNA of a given destination. Is this a city that has proven to be able to reinvent itself and fuel growth in spite of other macro-economic changes?

Let’s take the example of the state of Ohio. For those that have been listening to the debates, Republican John Kasich states that Ohio’s economy was ranking nearly dead last, and has now been built up with over 400,000 jobs. That ranks Ohio number eight in the nation for job creation, and number one in the Midwest, according to Kasich and Politifact.com. It’s also worth noting that Cleveland in particular is home to almost 30 colleges and universities, and more than 60 hospitals.

So where can real estate investors find the data they need to make smarter investments?

Data sources may include:

  • FRED—St. Louis Fed

  • FMA Data

  • Property Shark

  • Rent Cafe

  • RemoteRehabs.com

  • U.S. Census Bureau

  • Department of Labor

  • Black Belt Investors

  • CoreLogic

KNOW & GO

To invest for success in both the short and long term, real estate investors must know their numbers. More important they must know and focus on the right numbers. That includes intimately knowing the local market and its fundamental trends. For myself and Black Belt Investors in 2016 that points to cities like Cleveland, Ohio for remote rehab investing. What does that data say to you? Where will you invest?

ABOUT SENSEI GILLILAND

Founder of Black Belt Investors, Sensei Gilliland has been featured on the cover of Real Estate Wealth magazine, hosts ‘The West’s Top Ranked Real Estate Investors’ Club’ – 12 ROUNDS, and has engineered several highly popular trademarked real estate investment systems. Sensei is the go-to source for serious investors and entrepreneurs seeking extremely effective, no-holds barred training, investment properties, and funding.

Sensei Gilliland, CEO of Black Belt Investors, is a regular editorial contributor and expo speaker. Learn about Sensei’s events and tours: http://blackbeltinvestors.com

CONTACT INFORMATION:

Black Belt Investors

951.280.1900 or

www.BlackBeltInvestors.com

Memphis Invest and Three Other Clothier Companies Honored On INC.’s 5000 List

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By Tim Houghten

Steady, Sizzling, Superior Real Estate Strategy

What’s the secret to winning in the real estate race? The tale of the tortoise and the hare used to be a staple in everyone’s education. That appears to be a part of the lesson plan that’s been torn from the pages for many today. Do you remember who won the race? What we all need to remember is the horde of hares that rushed themselves right out of the running just a few years ago. So how can real estate investors achieve steady cash flow, sizzling returns, and superior long term results, without risk of burning out?

WINNING REQUIRES WISDOM

Soccer games don’t have all the breaks of American football. In order to win it not only takes great team work, but superior stamina. It also requires that players know when to sprint into action and push, and when to act tactically. True wisdom is the meeting point of knowledge and knowing the right time to act. In real estate it takes stamina to maintain gains for the long run. It requires intelligent execution of action, knowing when to hold, and what to focus on.

Yet, in the current environment where anything but rushing in like a bull seems strange, who on earth would have the courage to moderate their growth and pace on purpose?

An exclusive interview with Partner and VP of Sales & Marketing at Memphis Invest, Chris Clothier reveals a firm that has been willing to do just that. The net effect of the approach certainly seems to be wowing a sufficient number of savvy investors. And given the number one turnkey real estate company’s status as one of the best known, and most respected brands, a blossoming WOW Club, and being crowned with Inc. 500 recognition, it seems to be working.

The 3 S’s of Memphis, Tennessee’s Most Successful Turnkey Real Estate Company

1. SOCCER

Chris Clothier says “The high-level training and licensing I received as a professional soccer coach have paid off tremendously in business by helping me to stay focused on long-term development both of myself, our clients and our team.”

2. SHARING

While others are increasingly concerned about sharing their secrets and playbooks, Chris has become very active on the online real estate forum BiggerPockets. Asked about this participation in the new sharing economy he says: “When I was 18 years old I was lucky enough to attend a Zig Ziglar event. He said something on stage that really had a profound effect on many of us attending that night. He stated that you could have anything you wanted in life, if you help enough other people get what they want in life.” That’s a philosophy the Clothiers continue to practice on a daily basis.

3. SUSTAINABILITY

On ensuring sustainable growth when others find it impossible to throttle their ambition Chris said, “Going into 2016, as leaders of our company, we began planning for moderating our growth rate, and spending the next 15 months improving upon our processes, hiring additional team members, and implementing a new, interactive training program to create even greater congruency. It is easy to grow too quickly and in a haphazard way. We feel that this is a perfect time to re-calibrate everything we do, and how we deliver our services to our clients and tenants as we prepare to begin growing more rapidly again in 2017.”

THE SCOREBOARD

What are the results of this approach to building a real estate machine? As of today, Memphis Invest’s founder says, “We now have over 1,125 clients, offices in Memphis, Dallas and Houston, with a team that is 63 members strong, and are on-pace to close 600+ transactions for our clients this year alone.” There’s nothing sluggish about those digits.

UP YOUR GAME…

Whether just starting out in real estate, or seeking to expand an already formidable real estate empire there is no question that it’s worth checking out what’s going on in Memphis. Investors can scoop their Free Passive Income Jumpstart Package, and detailed analysis of three solid rental property markets, Houston, Memphis, and Dallas, at MemphisInvest.com.

The KEYS to Unlocking ELITE Success in Real Estate

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Exclusive Interview by Tim Houghten

The Founder of Rodeo Realty, the largest single-owner firm in the nation with 12 branch offices, 1,200 REALTORS ® , and annual sales and listings exceeding $5 billion, shares how he went from operating out of his garage to listing homes for $150 million.

What does it take to achieve elite success, at the top of the ultra-luxury real estate market, in the most exclusive community in the world?

Rodeo Realty is a name not just associated with celebrity real estate, but with dominating the ultra-elite markets of Los Angeles and Beverly Hills, California. The Rodeo Realty brand has been ranked the largest single-owner firm in California, with 12 branch offices, 1,300 REALTORS ® , and annual closed sales exceeding $5 billion. What does it take to obtain, and own this level of success?

Syd Leibovitch is the president and leader of the Rodeo Realty empire, and has been championing the crème of the crop of top-end international real estate, year after year, for 30 years. No matter what you aspire to achieve in real estate, it’s clear that Syd just might have a tip or two on how to get it.

In an exclusive interview, Syd Leibovitch gives us a peak behind the glass to see what it takes to get to the top of the real estate world, and stay there. Want elite success? Where do you start?

BLAZE YOUR OWN TRAIL

Rodeo Realty’s founder has been breaking through barriers since he got into real estate sales during college. Starting at 23 years old Syd says, “I sold three houses in my first month. I only went into real estate as a job for winter break. I fully intended to go to law school. But when my first sale closed, and the buyer hugged me and told me how excited she was to own a home, I was hooked!”

Syd says his family, who thought becoming a doctor or lawyer was a far better career choice, were disappointed when he began pursuing real estate. Yet, by the time he was 25 years old, he was a top-selling agent in Los Angeles. In just three years he opened his own firm. Today the world’s leading doctors, lawyers, and hottest celebrities come to Leibovitch’s firm for help in selling and securing the globe’s finest estates.

HARD WORK

During his time studying economics and banking at California State University and UCLA, Syd ran for the relay team, track and cross country; he set new school records. His take away from the experience, and how it has influenced the success of Rodeo Realty – “Learning the value of hard work.”

“People can’t ask for more than your best. Shame on you if you don’t give it to them.” – Syd Leibovitch

CONSISTENCY

Last year Rodeo Realty sold at least one unit for $70M, and listed another at $150M. Yet, the surprisingly modest founder says that the majority of the firm’s transactions are in the $1M to $6M range, and that consistency is key. If you’ve ever run cross country you know you have to be able to keep up the pace, for the long haul, and often over unknown and challenging terrain. This could just as well describe navigating the real estate world. Yet, Syd says: “I did at least one deal a week for my first 15 to 17 years in the business.”

How do you create that type of consistency in results? He says, “I found something I like doing, and I do it a lot,” explaining that “if you do your best to take care of everyone you meet, the results will take care of themselves.”

DO YOUR BEST

Although he is a very hands-on business owner and accessible to his staff, today Syd has certainly handed on the baton to Rodeo Realty’s army of luxury real estate agents, and expert management team. Syd is very clear that he does not compete with his REALTORS ® for sales and credits them for the incredible sales figures posted. Asked how he manages to stay organized, and maintains efficient operations at such scale, Syd simply credits his “good people,” whom he says have become “friends,” more than employees.

Rodeo Realty surprisingly invites even new agents to come and train with the organization. So why work with Rodeo Realty, besides the prestige of joining one of the world’s most respected and envied real estate companies?

Syd’s Theory – “You’ve got to be the best, you’ve got to give the best.”

At Rodeo Realty this isn’t just evidenced by selling the best real estate on the planet, it is “being the best in ALL areas.”

THAT MEANS:

• Best Luxury Real Estate Website – ranked by Who’s Who in Luxury Real Estate

• Best Marketing – with an in-house print shop with 30 team members

• Best Internet Marketing – with an in-house team of 17 graphic artists

• Best International Marketing – reaching 200M+ buyers, in 190 countries, monthly

• Best Technology – with Cirrus Super Search for deep data, on the go

• Best Personal Service – local expertise, global presence

Syd says quite frankly and firmly that “real estate agents that want to serve their clients the best find that ability at Rodeo Realty,” and that “if you’re not on the Rodeo Realty team that’s because you’ve got other priorities, and are putting something else first, rather than serving your clients in the best possible way.”

It’s hard to argue with that.

OPEN THE DOORS TO YOUR SUCCESS IN REAL ESTATE…

To reach your full potential in real estate; blaze your own trail, work hard, be consistent, give your best, leverage good people and the best tools.

Want to see what a great real estate website looks like and view some of the most exclusive real estate eye candy in the world? Check out Syd’s site at RodeoRE.com, and download the free Rodeo mobile app.

Will “Power” Duquette – Finding Your Path & Achieving Significance

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by Tim Houghten

Choose where you want to go and figure out how to get there. Sounds easy, right?

International trainer, consultant, real estate investor and speaker Will Duquette empowers people to make as much as six figures an hour. So how did he land this prestigious gig? How does he help you unlock your income potential?

BREAKING THROUGH WITH WILL POWER

Sometimes it can be hard to differentiate the hype from the real deal out there today. There’s a lot of noise and fluff. But you won’t find that when you attend one of Will “Power” Duquette’s high-powered events or one-on-one consulting sessions. The proof is in the results.

Duquette has…

• Helped Shark Tank investor, co-founder and CEO of HSN Direct International, and author of

“Act Now: How I Turn Ideas Into Million-Dollar Products”, Kevin Harrington, to catapult his on-stage sales – with five PowerPoint slides.

• “Never lost a penny in 17 years of investing in real estate.”

• Just “bought” a property with $110,000 in instant equity last week, with no money down.

• Had real estate investing students make $70,000 in less than 30 days after training events.

• Helped the Jax REIA President crush it with a 25% closing ratio.

• Had 12 year real estate veterans raving about the value of his experience.

• Has shared the speaking stage with Donald Trump and Richard Branson.

• Is launching a YouTube challenge to 2016 Presidential candidate Donald Trump.

FROM PAUPER TO MILLIONAIRE MINDSET

Will is dogmatic in his belief and service in helping others to not only achieve their financial goals, but personal dreams and more. In fact, he says, “Anyone can receive great wealth and significance, without needing anyone else’s permission. If they’ll invest in learning, and take action.”

Duquette insists it is this combination of effective training and action that has not only unlocked the massive success potential of his clients, but his own as well. He says there are irrefutable laws like gravity, and our subconscious that run us, and differentiate our results. Through recognizing them and harnessing their power, Duquette empowers leaders to “experience life transformations that stay with you and serve you.”

THE SHIFT

Will Duquette says Donald Trump offers the classic example of how wealthy people think differently. When Trump was $900 million in debt, he didn’t hide like most would. So what did he do? Operating from that millionaire mindset, he attended a cocktail party with those creditors that he owed $900 million to. Gutsy, right. Yet, in a side room at that event, Trump surrounded himself with this mastermind group, and not only seriously discounted this sum, but leveraged their wisdom to craft a massive success plan. Trump is now worth almost $9 BILLION, and is running for U.S. president.

So if you want different results, you’ve got to take different actions.

But beyond just curating the success habits of others; Duquette has lived it himself. When he was young, he was always told that his family couldn’t afford things.

When he found out that he was going to have his own child – that’s when it changed everything, and created a new sense of urgency. He didn’t want that to be the story he had to tell his daughter. Still, he admits that it took several shifts and years for him to make his own ultimate leap. Because most of what he teaches today just wasn’t shared or known back then.

HOW WILL GOT THE POWER IN 7 QUICK STEPS:

1. Got fired from the rat race after calling in sick for having pneumonia

2. Opened his own business

3. Began investing in real estate to make bigger chunks of money

4. Discovered the power of blind faith belief

5. Accepted his ‘license to make mistakes’

6. Learned how to manage and change his own perspective on happiness

7. Decided his apex was in significance through helping others, not just making money

THE 4 KEYS TO WILL’S PERSONAL SUCCESS

When Duquette started on his adventure the close-knit group that was banking huge in speaking and sales weren’t sharing their secrets. They kept those closely guarded. Yet, he found a way. And he credits his own success to four main factors.

• Vowing to never give up

• Modeling success wherever he could find it

• Investing big in education

• Just taking action

Duquette says the really significant quantum leaps came when he forced himself to step out of his comfort zone and chose to “pay more than comfortable with” for better training. In one case that meant putting $10K on a credit card to really learn how to take his game to the next level. And today, Will might not notice if ten thousand dollars dropped out of his billfold on the way to the podium.

UNIQUE PERSPECTIVES ON REAL ESTATE

Duquette trains real estate speakers and investors, and still invests in real estate himself. While you may find him gracing the stage at events in London, Prague, and Germany, Duquette’s home base is in Jacksonville, FL. While often overlooked by others; ‘Jax’ is the largest city in the contiguous United States, and the most populous city in Florida. It has also been praised by RealtyTrac as offering the biggest profit margins for house flippers. But you don’t have to tell Duquette that. He once bought a half a million dollar home with just $10 out of pocket, and has mastered a transaction engineering skill set that allows him to invest in many properties with nothing down. Duquette says it is all about “looking for problems and finding solutions.”

While he says that world travel and international training has revealed that all people essentially have the same fears, challenges, and belief issues, he himself certainly has a unique perspective, and style, that is proving itself with dollars and changed lives. He claims to be perhaps one of the only people to not have lost a penny in 17 years of real estate investing. His high energy, experiential real estate events that include live deal making have produced profits for attendees before they are done with their homework.

And the ‘Profits in Pretty Houses’ course is reportedly one of the first and only to include a flow chart so that investors are never stuck, or wondering what comes next.

Looking forward Duquette says the market is just like it was seventeen years ago, only better. “Because all the fundamentals are right, but others are scared to take advantage of the opportunities on sale.” As well as noting that rather than hurting his business, “massive buying sprees by hedge funds have actually helped” his business, as “they have depleted inventory levels”, and make his properties more in demand.

CHOOSE WHAT YOU WANT & DUQUETTE WILL UNLOCK YOUR POWER TO ACHIEVE IT…

Will “Power” Duquette offers sales, confidence, and personal development training, real estate speaker training, speaker services, real estate investment courses, and one-on-one consulting. Find out how to get more of what you want at www.willpowerduquette.com.