21 Credibility Hacks Every Real Estate I...

Okay, so where were we…

We discussed The 4 Essential Traits of a Credible Investor and The Iron Law of Credibility that we all should adhere to…

So now is when I let you in on my 21 Credibility Hacks Every Real Estate Investor Should Use when they meet with private money lenders. These hacks can make or break your credibility, so I suggest keeping this list handy so you can practice making these hacks habit.

Hack #1: Superhero Language to the Rescue

The first hack I am going to teach you is learning how to substitute superhero language in the place of victim language. Never, and I repeat, never use victim language… it’s our arch nemesis.

And what exactly is victim language again?

Victim language gives off a vibe of insecurity through the use of vulnerable verbs. If you seem doubtful in your ability, why should a private money lender invest in you?

Victim language uses phrases like:

I’m hoping to close a deal by the end of this month…

I think I know my market well…

I could see myself focusing on wholesaling as a niche…

I plan to be successful…

So how do we turn victim language into a credibility hack? In place of victim verbs, choose superhero action verbs that imply you are unstoppable.

I will be closing a deal by the end of this month…

I know my market well…

I am focusing on wholesaling as a niche…

I will be successful…

POOF! KA POW! BAM!

Hack #2: It’s Totally About Tone Tactic

The second hack I am going to teach you is learning how alter the tone in your voice for tactical reasons. You’ve probably heard it before:

It’s not what you say, but how you say it.

It’s all about the tone in your voice that reveals how you’re feeling. When you feel insecure, nervous, angry, confident, or any other emotion – it comes through in your voice.

By habit, tone also changes when we communicate using the different types of sentence structures (your sentence is either a question, statement, or a command). Tone goes up, down, or stays the same – based on sentence structure.

Let me explain…

When you ask a question, your tone naturally climbs higher toward the end of your question. When you make a statement, your tone generally stays the same throughout that statement. When you give a command, your tone becomes deeper toward the end of that command.

So how do we use tone tactic as a hack?

Let’s say you are sitting down with a seller and about to negotiate the final price of a property. You would normally ask:

So, how does $150,000 work for you (typically, your tone goes up here toward the end of this question)?

Alter your tone so it goes down toward the end of this question. In doing this, your tone gives you the persona of importance. Subconsciously, the seller is commanded to work with the price you are negotiating.

I know it sounds so subtle, but I implore you, the tone used here could make the difference whether or not you seal the deal. Although most people won’t even notice what you are doing, they are more likely to respond in your favor if you use tone tactic.

Hacks #3: The Art of Eye Contact

Okay, for this third hack I am going to start off with an excerpt from Unstoppable Confidence by Kent Sayer:

Confident people are able to look people in the eye and tell them straight how it is. By looking someone in the eye (no matter what you are saying), you will be perceived as being more sincere, genuine and honest, than if you have shifty-eyed and avoiding contact.

This is huge. Why? And how can you use eye contact as a hack?

Because no matter what you are saying, as long as you have eye contact, people believe that you “believe in” what you are saying and that you are willing to stand behind it. Even if what you’re saying is totally absurd, people believe that’s your reality.

What I am saying is:

Even if you don’t feel credible, exaggerate a bit, flat-out lie, or are being straight-up honest (no matter what)…. make eye contact. If you don’t master the art of eye contact, you will be interpreted as either fake, insecure or a liar.

Remember to hold your chin up a bit along with eye contact (because if your head is tilted down and you’re staring at them, you may come off as “Clockwork Orange” creepy). If you square your shoulders, tilt your chin up, and have solid eye contact, you have presidential confidence.

Here’s a few famous movie characters that demonstrate fantastic examples:

Colonel Jessup in A few Good Men…

You’re damn right he called a Code Red! This Code of Conduct may not be listed in the Marine Operations Manual, but Colonel Jessup believed that Code Red was a necessary command and not a crime.

Roger “Verbal” Kent in The Usual Suspects…

The Greatest trick the devil ever pulled was convincing the world he didn’t exist (and so did Kiser Soze).

Kris Kringle in Miracle on 34^th Street

Of course he’s Santa Claus… the courts even ruled in his favor based on “prima facie (at first face)” and no one could prove otherwise. Even the adults believed in him by the time it was over.

Which leads us to our next hack…

Hacks #4: Bonafide Body Language

Most people are somewhat familiar with the clues in body language (nonverbal communication through physical behavior). These behaviors can include body posture, gestures, facial expressions, and eye movements.

Well, how can this be used as a hack?

There are some physiological things you can do using your body, even subtle adjustments or tweaks, that can make a dramatic difference in how you’re perceived. Kill your nervous habits, keep straight posture standing and sitting, and use body language to convey confidence.

Learn to do this by habit, and you’ll really become more confident. Decide to control your environment, instead of letting your environment control you.

Tony Robins refers to this as “changing your state.” He says,

If you change your state, you change how you feel.

Hacks #5: Sincere Cheese, Please.

So hack five is the cliché, a genuine smile -- which is kinda hard to fake – but you need to master the habit. Why? Because friendly, confident people smile.

How’s this a hack?

Well, it’s very subtle… maybe even subliminal. But, it’s been proven to be a key in making a positive impact (especially for the first impression). When you go to your meeting, as soon as you see your contact from a distance, smile and start walking towards them. This instantly puts the lender at ease and they will feed into your contagious energy.

Cheese big, cheese genuine, and keep on cheesing until the meeting is over. The prospect will subliminally associate the positive energy into a positive business opportunity.

Hacks #6: The Handshake Makes the Man (or Woman)

Brian Tracy, an expert in sales training, once shared this story:

There was a guy that was contracted with a company for consulting. He was the company’s diamond salesman in Japan, so they moved him to America. He was at the top of the sales list and blew everyone else out of the water. They wanted this guy specifically because he was highly skilled and closed a high percentage of deals.

He started to work in the United States and the company was impressed with his ability, but his sales just weren’t there. He seemed to be doing everything right, so no one could figure out what he was doing wrong. He was hitting all the marks that make salesmen effective.

Finally, Brian Tracy figured out the problem. It was one simple thing that dramatically impacted his credibility with people – his handshake. In Japan, they don’t shake hands. It’s just not a part of the culture there.

But in America, you shake hands. He understood this, so he did it. He just didn’t have the cultural history that taught him how to do it properly and didn’t understand how the technique of a handshake directly correlated to your credibility. He didn’t understand that a handshake is the base for first impression in America.

Once he learned a proper handshake, his sales when through the rough and he beat everyone else by a longshot.

Have you ever shaken someone’s hand and it was limp, stiff as a board, too early, full of fingers, or they don’t let go and it’s just awkward?

My point and how’s this a hack?

Maybe it’s not. Just please don’t be a loser with a wimpy handshake. It’s gross. A proper handshake is firm, meat-to-meat, and non-sweaty (with eye contact and a smile).

A handshake, hear me now, is an exchange of energy. In our culture and world of business, a handshake means everything. If your handshake sucks, you’re screwed – you have no respect. Even if it’s just a slightly subpar handshake, is just icky.

--TO BE CONTINUED--

Sorry to leave you on a cliffhanger, but obviously, I have a ton of hacks (I’m sneaky like that). For now, we’re out-of-time for now and I’m out of steam.

Remember to keep a watchful eye out for the remaining 15 hacks to be revealed in this continued series, 21 Credibility Hacks Every Investor Should Use.