How sharp is the blade of your persuasiveness?

[Scott W. Cook]

Hello Bigger Pockets!

My name is Scott Cook and this is my first post.I’m brand new here and I am really looking forward to becoming a part of this community – continuing my connections with other investors that I already know, building new connections and hopefully adding something of real value.

So for my first foray, I thought I’d talk about what I believe is one of the most important skills that any real estate investor can have – regardless of what type of investing you do.

As an investor and as a copywriter who specializes in working with other real estate investors, I think I’ve had a great opportunity to look at things from a unique perspective.I stand on both sides of the street, as it were – an investor and someone who can work with others to help them achieve their goals.

So enough blah, blah, blah… here’s a little something to ponder…

Are you persuading at your maximum level?

Whether we like it or not, real estate investors are sales people.I know, I know – a lot of people feel like “sales” can be a dirty word… yet think about it – we’re selling all the time.By selling, I’m talking about persuasion.We persuade people to buy, to sell, to rent, to invest and to partner, right?

Persuasion is an art form and a science.We use it when talking to somebody one on one or if we’re sending out a direct mail letter to potential sellers.Knowing how to convince others to do what you want is a vital skill and one worth honing or adding to your team.

So let me get a bit more specific and offer up a specific tip.I know that there are probably quite a few of you who already know this, yet I think it’s worth repeating:

It’s all about the other guy… gal… person!

If you can really internalize this one simple concept, then your powers of persuasion will increase dramatically.Dale Carnegie, in his well-known book, “how to Win Friends and Influence People” talks a lot about this concept.Napoleon Hill, author of “Think and Grow Rich” and other books talks about this idea as well.

Essentially, if you want anybody to do anything for you… you have to give them a good reason to do it.Not really a big revelation, is it?

In real estate, we ask folks to join a syndicate and contribute money in exchange for shares of cash flow, a piece of equity and a chunk of the final sale.We ask tenants to give us money each month in exchange for a nice place to live.We offer owners of distressed properties hard cash to get out of their headache quickly and easily.

Yet it goes so far beyond those simple examples.When you approach anyone with their needs, wants and pain in mind, you more easily and effectively build an emotional connection that will support your logical request.

Was this a bit long winded?Well, I’m a writer, sort of an occupational hazard!

What do you folks think?Thoughts, comments, anecdotes?

Regards!