Private Money Partnering

Presenting The Deal

Chapter K. (continued)

What You Say Makes A Difference
Words To The Wise

Forms:
Flip chart Presentation
Flip chart Presentation With Script

If You’re Somewhat Inexperienced In Real Estate:

♦ Have a brochure or something in writing about yourself
♦ Have a bibliography of courses studied, seminars attended, books read

During The Presentation

1. Assume consent. Assume that they will say “Yes”. Take the attitude they will want to partner with you as soon as they understand
2. Don't prejudge what other people want. You need to ask and find out.
3. Build rapport by asking good questions and listening for the answer. To sell someone on your idea, your job is not to tell, but to listen more and speak less.
4. If you ask a question, wait for the answer. Don't fill up the air space and show your anxiety. Combine your questions with active listening skills so that you can be appropriately reactive.
5. Match your speech pattern to match the prospect’s speech pattern, regarding pace and level of formality.
6. Gear your presentation to what you have discovered is the need or the hot button of that Money Momma/Money Man, which you may have discovered in an earlier conversation. And those hot buttons and needs differ. Do they want a fast deal, or do they want security, or perhaps even adventure? And some of them do. I have one partner who just wants to roll the dice and share in a certain percentage of the profits and does not want any kind of specified return. Instead, she wants to roll the dice for the opportunity of maybe a higher yield than a specified rate of return, based on a percentage of the split. And other people want the security of some kind of guarantee, or minimum return. What you’re trying to do is find their hot buttons, what a person would do, have, or be even if money were not an object.
7. Establish rapport for five or 10 minutes, and only after that present the nature of your business.
8. Have a goal and a timetable when you talk to your prospect.
9. Be direct, not wishy-washy. Directness is powerful and it works.
10. Find out what they need, and what kind of a risk – taker they are.
11. Watch your attitude. It should be firm and strong because you are dealing with your future. Check your attitude with the question, “Is your prospect getting a good deal?”, and know that the answer is yes.
12. Understand your weaknesses and strengths in both your product and the market.
13. Be sensitive to the needs of the partner and how to meet them.
14. Know yourself and be willing to work day and night to make it work.
15. Know what they want and need.
16. Look like you've got a secret, which you do.

Presenting The Deal - Chapter K (continued)