“To conquer fear is the beginning of wisdom.”
~Bertrand Russell
Hello Moguls, Andrew "the Maestro" Massaro here, with a blog post that I think many of you will relate with.
Recently, a student asked me a question that I thought would make a great Mogul lesson – it has to do with fear. See if it rings true for you: My student says he literally freezes at just the thought of talking with sellers. He says he’s not the kind of guy to get spooked or feel serious anxiety, and he can’t figure out why this is happening. He asked me if I have any ice-breaker tips to get the conversation started smoothly.
My first thought is this: Don’t let guilt plague you over this. Fear is normal and common. Everyone – especially, I should say, every investor – has felt fear as they move forward in these new areas. You’re in very good company.
Now there are fears that don’t especially affect our everyday lives. For instance, I have a fear of heights. But since I’m not planning to stand on the edge of a cliff somewhere, nor do I plan to jump out of a plane any time soon, that fear does not affect my life from day to day. I don’t feel I have to confront it; I just live with it.
But then there are other fears that DO affect my daily life. If a fear is stopping me or slowing me down from accomplishing my goals – that’s a fear I must confront and deal with. It must be conquered.
Pinpoint the Fear
Let’s back up just a minute and pinpoint this specific fear about seller calls.
If you have this same fear, you’re fearful because you want to perform well on these calls. You want to be an adept negotiator. You want to do deals and make money.
But, you’re afraid you might make a mistake and flub everything up.
So, you conquer this fear by changing your perspective. I encourage you to adopt the there-are-no-mistakes motto. I did this a while back and it has done wonders for my performance.
It’s a bold statement: There are no mistakes in life.
"I’ve come to believe that all my past failure and frustration were actually laying the foundation for the understandings that have created the new level of living I now enjoy."
~Tony Robbins
No Mistakes
Here’s the upshot...
No matter what happens – no matter what you missed, overlooked or botched – you did not make a mistake. So what did you do? You were giving yourself the opportunity to grow, expand and increase.
With your new perspective, you’ll now say: “It was not a mistake, it was a learning experience.”
Guess what will happen? Rather than fearing any so-called mistakes, you will be thankful and appreciative of the learning opportunity. That’s the first step in conquering your fear…
The second step is to realize that you are the expert in this situation. This seller needs your expertise and your services. You, on the other hand, do not need the seller. This is your business. You are in control. You dictate what happens.
"Everything you want is on the other side of fear."
~Jack Canfield
Ask Questions
What we have just covered are the mental aspects of conquering the fear. Now let’s move on to the verbal aspect.
One of the very best ways to break the ice is to get that seller talking – and do it quickly. I’ve found the best way to do that is to ask the seller 1 question:
“Why do you need to sell your house?”
Once you get them talking and you are listening, the pressure that you thought would be on your shoulders, has disappeared. This could take a few minutes, depending on the seriousness of their situation. That’s a good thing. Let them ramble on, because the more they talk, the more you learn, and the more you relax. Soon it will feel like you’re talking to a friend, not a prospect.
"Don't let fear of what could happen make nothing happen."
~Unknown
Walk Away with These
Now let’s sum up what we’ve covered.
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You will never fear making mistakes, because they simply do not exist.
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You are the expert; you are in control.
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You kick off the conversation by asking a question and opening the floor for the seller to talk.
When you take action on these, you’ll find the anxiety draining away! I know you can do it.
…And Your Reaction?
How has fear affected your business and how did you handle it? Let us know by leaving your comments below. What you say may be exactly what another investor needs at that moment.
Change your perspective regarding the fear of making mistakes – there are no mistakes
Remember that you are the expert; you are in control; the seller needs you
Ask questions; let the seller talk; you listen
Andrew Massaro
, also known as "The Maestro", is the founder of Wholesale Coaching, Inc. and is one of the most sought-after wholesale and REO coaches in the U.S. A University of Florida graduate, Andrewís house flipping career started in 2005, during one of the most dramatic and awe-inspiring real estate booms in recent memory.
After many years of success flipping houses in Tampa Bay, Andrew began also pursuing his passion and purpose: hands on, one-on-one coaching and mentoring other investors. Through Wholesale Coaching, students interact with and are coached by Andrew, personally. He has the unique ability to teach and guide his fellow investors to the results they desire. The one-on-one interaction and partnership is the key and what really sets him apart from others who offer coaching.
Andrew is also a loving husband, father to a beautiful little girl, Charlie Lynn, and an active board member of Current of Tampa Bay, a non-profit focusing on humanitarian efforts and showing love to underprivileged individuals.