If I have to listen to one more real estate speaker’s sales pitch. . .

If I have to listen to one more real estate speaker’s sales pitch. . .

Coordinating the speaking schedule for the REIA can be a tough business. In each chair within a crowded meeting room sits an individual with a very different background, skill-set, knowledge base, and set of experiences from the person sitting next to him.

In one chair sits Nancy Newbie, who’s never done a deal but finds real estate investing fascinating, and is looking for the knowledge, techniques, and, most importantly; the confidence to inspire her to do her first deal.

Next to Nancy sits Bobby Beginner. Bobby’s done a few deals, screwed them up to some extent, and is looking to learn to refine his techniques, increase his knowledge, and move forward at a faster pace.

Not far from Bobby, in the front row, sits Harry Homebuyer. Harry is a full time investor, and makes his living completely from real estate investing. Harry is here because he knows that one single technique, learned and properly applied, could be the difference between him getting or losing a deal in the next year. One bit of information, put into effect in the right way and at the right time, could cause him to structure his next transaction to build in an additional $5000 in profit for the exact same amount of work, all other things being equal. One small tidbit could allow Harry to change his marketing and increase response rate by 25%, thereby either increasing his income by 25% or cutting his marketing budget by the same amount.

I’ve been a member of my local REIA since I first strapped on my seatbelt and boarded this incredible vehicle called Quick-Turn Real Estate in 2004. Since then, I’ve filled the shoes of Nancy Newbie, Bobby Beginner, and now Harry Homebuyer. In all 3 situations, I’ve gotten something of value from every single speaker that I’ve ever listened to, from local to national speakers.

Local speakers give us a perspective on what’s going on in our own backyard, as well as the confidence to know that the methods and techniques we’re studying do indeed work where we live. Local speakers are also better able to present information in a straightforward, nonbiased way, as they have no motive of self interest in delivering information (no course to sell you).

National speakers are a very important component of any REIA’s lineup. A large portion of the proceeds from their sales of materials and seminars goes directly back into the REIA, to cover hard costs and to provide funds to allow for strong member benefits. They tend to be better, more polished speakers, and better able to move us emotionally and motivate us to action. They expose us to new ideas, fresh concepts, and a different way of doing things. That some portion of their presentation contains a pitch to sell their products is a necessary evil at worst and a strong benefit at best. These fine individuals are unlikely to travel the country at their own expense and use their valuable time to speak to organizations of strangers without some motive of self interest. The benefit is that many of our members want, need, and are very willing to pay for this information, the quality and nature of which would be unknown to them without the ability to hear the speaker’s detailed presentation.

I think a REIA without either of the two on their schedule would be a sad animal indeed, and more unbalanced than a 3-legged camel. There are only so many local speakers with valuable knowledge and a willingness to share their knowledge in front of a room full of people. Not only would we grow tired of seeing the same people speak month after month, but we would eventually begin to suffer from what marketing genius Dan Kennedy calls “Intellectual Incest”. When we are not exposed to fresh and new concepts from different areas around the country, our intellectual growth is naturally “stunted”.

On the other hand, a REIA with only national speakers giving presentations would be equally lacking, and would begin to give the unsuspecting investor the sinking feeling that while these concepts may look great on a PowerPoint, they probably don’t work here in the local area.

I remember driving from western Michigan to Chicago to attend a 3 day “Sell-a-thon”. You know the kind, where 30 speakers each get an hour or 2 to speak, thereby forcing the inevitable sales pitch to take up a large percentage of their available time. The “pitch” takes about 20-30 minutes, whether the speaker has all day on a Saturday, or 60 minutes total. One of the speakers was Mike Butler, covering the topic of land lording. Mike didn’t get much time to speak, but one thing that he said will always stay with me, and has shaped and molded a large part of my property management philosophy.

To paraphrase Mike (it’s been 3 years, I sure can’t quote him), he said that 99% of all the emotional knots that uneducated landlords tie themselves in, almost all of the stress and anguish that landlords put themselves through, is self-inflicted and very easy to cure. When you’re flying by the seat of your pants with no firm set of policies, and a tenant calls and says the rent will be late because (terrorists broke into my house and seized my refrigerator, I lost my car, works been slow, . . . ), you have a decision to make. The thought process behind that decision is the root of almost all the stress most landlords face. When you have a firm set of policies that you never deviate from (rent is due on the 1st, late on the 2nd, eviction notice goes in the mail on the 2nd), you free up a huge amount of focus and emotional energy, and also “train” your tenants to pay on time.

Folks, my very first tenant kicked my butt emotionally. The rent was never there on the first, there was always some stupid excuse, and I’d always have to make multiple trips to the house to pick it up myself. Time after time I put this lady in the passenger seat of my car and drove her to the liquor store. Just to get a money order so she could pay me in funds that could be documented. That was before I listened to Mike Butler’s “Pitch”. Since then, I’ve probably had around 20 different tenants or tenant/buyers. The other 20 combined have caused me less stress than the first one, because I followed Mike Butler’s advice to the letter.



I didn’t buy Mike Butler’s course. I didn’t pay a nickel to see him speak. But how much was it worth to me in terms of peace of mind, restful nights, smooth property management, and literally thousands of dollars in enforced late fees collected over the last 3 years, to see his “pitch”? This is but one of many, many examples.

So in closing, if I have to listen to one more real estate speaker’s sales pitch. . .

I’ll almost certainly get one or more solid ideas that I can use to propel my business forward. We tend to find what we search for, and if you’re searching for value, you can’t possibly find more of it than you will with the Metrolina REIA’s speaker lineup.

Lou Gimbutis, Education Director,
Metrolina Real Estate Investors Association,
Charlotte NC
www.123EscapeForeclosure.com
www.MetrolinaREIA.org