There’s no way around it – sometimes it’s difficult to get the conversation going with a suspicious customer who would greatly benefit from your knowledge related to income property investing. The preconceptions about doing property deals are too heavy. Thoughts like the following collide inside their head:
1. I don’t have enough money to invest in real estate.
2. I don’t know how to invest in real estate.
3. Isn’t the real estate market in a slump?
Here are the short answers. “Yes, you do,” “I’ll teach you; it’s simple,” and “You don’t know what you’re talking about.” Just kidding about that last one. Might ought to keep that opinion to yourself for a while. Try this. Dial back the sales pitch and simply talk to them. Sit in your office with a cold beverage and talk to them about cold, hard facts.