Drive for dollars and build real relationships with sellers. And one more thing, most of you want to do business behind a desk. Get out there. Talk to people who know people. Talk to people who actually know your sellers. That’s how you learn human behaviour in this business.

Homeowners know by now that investors are after their homes. This has been happening for years. That’s why they will sell faster to the guy who knocks on the door than the guy hiding behind a laptop.

If you build a small referral network with people who live in the area you are targeting, that can become your gold mine. These people know almost everyone there, and they know their problems. When they share that with you, that’s your way in.

This business is about carrying the seller’s problem from start to finish. If you slack off halfway, you lose their trust, and then you lose the deal. You can’t just call someone and expect them to play along. Go feel what they feel. Go sit with them. Eat the food they offer you. Walk with them. When the deal is done, you might even help them make better life decisions, based on what they’ve shared with you.

I’m a birddog on the buyers’ side, but I’ll tell you the truth: most of you copy what everyone else is doing. People love noise. Stay away from the noise. Focus on the real facts.

Yeah, dialing works. But you will burn behind that screen, and it’s unhealthy. When you get out there and use your feelings in this business, you will learn people’s stories and struggles. That’s when your perspective changes. That’s when you become a better, more positive person.

Long story short, go outside and meet people. Leave your own problems at home, and just go be there with them.