I have been lurking for a while on this site and have learned alot. Thanks for letting me eavesdrop on your experiences!
Admittedly, I am a newbie, but I must comment on the most recent book I purchased, How to Buy Houses without Cash or Credit!. The tactics outlined in this book gave me much pause. Throughout the book, the authors encourage you to act like you’re stupid and make dumb facial expressions (“scrunched up face” has to account for about 25% of the wordcount), to use wordplay to trick a seller into lowering their selling price and/or accepting somewhat subpar terms, and even went as far as suggesting you shake your head as if you’ve spaced out and other disturbing things.
I am not totally knocking the authors of this book. I’m sure there are many people who have found unbelieveable success scrunching up your face and playing the dumb role, and that’s great. But as a woman who spent half her life working alongside the ol’ boys (who fully expected me to be the dumb goofy gal), that is not how I want to conduct business. The women I’ve worked with and around were long since left in the dust when they opted to act that way.
The good news is, I’ve purchased a few other books/courses (REI Jobber Course, Find & Assign, Loss Mitigation) that offer more by way of resources and information, and are helping me shape my business model.
I too am new to this site and game but I have been feasting on the free real estate articles and books available on the net. I have read alot of Richard Allen and Robert Allen stuff which is available free. That’s not an endorsement only a start. Try not to pay for anything unless you are sure it contains something of value(how do you know unless you buy it? good question)
As your other reply said, I too am uncomfortable when someone tells me to be something I am not.
Thanks all for the replies. Keith, I too was insulted upon reading these “techniques.” If ineptitude were the key to wealth, I’d be LOADED by now ;D just kidding, sorta.
Anyway, I am going to spend more time at the library because that is a terrific suggestion. I’m a margin-scribbler, so I’ll just have to make the transition to a note-taker. And I’ll continue to take advantage of all the free materials that are available. Had I read more of the free articles written by the authors of my latest purchase, I would have seen their M.O. and saved myself the $13 bucks or so. That could have put a few drops of gas in my Illinois tank!
Hey,
I am reading the book by Conti/Finkel Buying Real Estate w/o Cash or Credit. I did not get the same idea from my reading that you did. This is a telephone technique that is used to convey a tone or attitude. Much like smiling when you are talking on the phone does translate as a smiling face to whomever you are talking to. Having read close to 20 books and bunches of articles I have found the book helpful thus far, 70 pages in. The website they give you access to seems to have lots of helpful items. They do promote their other cash cows but they do have a business afterall. I agree that there is plenty of free info available from this site and always promote newbies to save their money and learn from the forums here. I am always a sucker for another book. Besides, when we go to the mall, she shops and I buy an rei book to read while “we” shop. Again, as far as rei books go, this is one of the better ones. Best recommendation: The Million Dollar Real Estate Investor.
Peace,
Richard
ps: still waiting to read reo’s book
This is a negotiating ploy. They are talking about giving the illusion that the seller is about to lose the deal. It depends on your style. He is comfortable in the acting stupid style. You can also use the smart guy style. He is trying to make the guy think he is going to lose the deal because I are too stupid to understand, thus they have to recalculate the deal. But you can act like you are too smart to not buy what they are cooking (what I usually use). Either way you impart the same emotion to the seller, that he will lose the deal unless he sweetens it for you. Under no circumstances should you act outside of your character. It will not last more than 2 sentences before it falls apart. The crafty old farmer act or the smart CPA that sees through your plans use the one that works for you.
Hey,
One must always be true to who you are. That being said we all wear masks in different situations. The context in the book was overcoming or preempting objections based on the seller’s prejudice, bias or ignorance. There is no lying or other false pretenses, as I see it, involved. You are helping the buyer to see you as someone who can and will help him with a win-win situation. Noble sentiment aside, we all do the same in our day to day lives as some point. Does the end justify the means? Is it really that black and white? Are you sure?
Peace,
Richard
The idea that the authors are encouraging people to play dumb is not just an emotion of mine nor is it just something I took from it. They actually address it directly a couple of times, particularly by one no-nonsense “student” character who after having so many reservations about “playing dumb” (a quote used a few times in the book) finally gives in to it, then of course realizes so much more success. Then in one of the coaching demonstrations the mentor pretends that she spaced out/didn’t hear what the seller said, of course resulting in a big deal being put together.
I’m told by my mentor that I’ll probably be one of the dumb-it-down, ham-it-up, anything-to-close-the-deal converts after the business has me jaded. Maybe. But I was taught that in all phases of life we are to treat people as we want to be treated. I would want a person, especially one involved in something so important and serious, to be real with me and not wear a mask, especially a dumb mask. So for now, this little book will go on the shelf, and someone else will get my seminar money.
Hey,
Lesson learned: read the book all the way through before commenting. Sorry. Yet, we do all wear masks and genuiness is hard to do 24/7. At the end of the day we have to be able to sleep well knowing that this day I did my best by my fellow man. There are still gray areas and they occur inside those places within where we are not comfortable. If you feel you need the deal you will be tempted to cross the line, shade the truth, “play dumb”, lie. My everyday gray areas come when a patient asks me “how am I doing,” or his family asks and I say “well, kinda rough right now,” and I know he is going to die. I gradually, over time (whether long or short) ease them past their fears, prejudices, etc. to a realization of the truth. In rei, our clients often have fears and prejudices, as well. If your deal has integrity on its own easing the client past their self-wrought obstructions may very well be in their best interest. I am not saying lie to them. Again, I’ve not finished the book, but “playing dumb”, not answering the question, is not dishonesty. We are rattling around here in the age old question of relativity versus absolutes. In my younger days, I was a strong proponent of absolutes. As I grow older, my moral stances often become as gray as my beard. In the end, we must be able to look within our hearts and see if there is light and goodness. Thankfully, our God is a God of grace and the giver of light that, ultimately, banishes all darkness, including the grayness.
Peace,
Richard