Getting comfortable with the uncomfortable

Here is the thing about real estate investing, it is not for everyone. I openly say that during an interview with a candidate, even ones who believe that they might be a good fit. This is not always the case, and in fact is sometimes much further from the truth than they wish to realize. Good salespeople often times do not make great real estate people. Why? Real estate investment or retail sales at its core is not selling an experience, a product, or something to just make your life better it is about creating an emotional feeling with someone. 

If I could create the perfect real estate investment person in a lab it would be someone who has an understanding that a relationship, even a basic fundamental one, has to be created first. This is vitally important on the investment side if you know going into an appointment you are going to be offering a price that is steeply discounted from the traditional retail price or market value. There has to be a massive problem that you are solving for the person and they want to know you are invested in trying to solve it and not just there to try and make a profit. 

This is where the separation in real estate investment comes in. I come to appreciate a doctor who can just outright say, "Okay tell me where it hurts" and it is a totally natural conversation. There is just something inherently uncomfortable in being invited into someones house and saying-tell me are you behind on your mortgage? or  "how much do you owe on your house? or worse yet, I can see your home is in serious need of a lot of work. 

There is not one bit of that is easy to put into motion, however it is vital and crucial to long term success in the real estate investment business to be comfortable having those discussions on a regular and daily basis. That is not to say that I suggest just spitting those questions out within the first five minutes of being in the house, and it is better to have a semi-natural flow to your conversation but do not be afraid to listen.