What do you need? - Posted by Matt B
Posted by Matt B on January 30, 2001 at 12:38:04:
As I have tried to help a few people get started in doing creative real estate deals, I have been amazed at how fast these people suddenly become “too busy” or whatever and just forget about the whole notion. Now, I know there are a nice wide range of excuses, but I think I’ve figured it out.
Just about everyone WANTS financial freedom, or a new Mercedes, or a new house, or a boat, or a whatever. But extremely few people NEED to achieve that.
I figured this out last night when discussing with someone how quickly I jumped into creative real estate and started doing it full time. I was telling about the time I lost a huge chunk of money that I couldn’t afford to lose on a bad deal that I got involved in. I was also recalling all the times I lost deals or did something wrong to ruin the deal. The thing that I remember was that I NEEDED to make it work. I had committed myself to making my business work. I had quit my safe, secure job so that I could go into business full time. I had a NEED to continue doing deals until I could make them profitable enough to live off of. And I NEEDED to do that fast! Because of this, all these setbacks did not stop me.
As I was discussing how I approach sellers over the phone, I was telling this person that it was extremely important to find out what the seller NEEDS, not what they WANT. Every seller WANTS to sell for full retail value with an all cash transaction. However, they could NEED someone to take over their payments because they are stuck making 2 payments due to a job transfer. It is that NEED that allows us to work deals.
I also recalled watching the movie Three Kings. In the movie, George Clooney’s character asks some men what the most important thing is. After they make a couple of guesses, they are told that the most important thing is NECESSITY. This means that if all the air disappeared from the room that you’re in right now, what would be the most important thing to you? The thing that you NEED-air! NECESSITY=IMPORTANCE
So many people set aside the creative ideas expressed here because they do not NEED to be successful at this. Sure, they need to make money, but heck, they have that nice safe, secure job to provide them with that. There is no need to go chasing after some crazy real estate deal to try to get money, right?
When I worked in sales, the sales trainer told me that in order to inspire myself, I should go take a picture of a car or a house that I really wanted. I was then to hang this up in my house where I could see it, and every time I saw it, I would get motivated to get out there and make more sales. Well, I really WANTED that Dodge Stealth R/T twin turbo, but that didn’t make me get any more sales, oddly enough! However, when I NEEDED gas to put in my car since I was out of money, I got my butt out there and made a sale to get my commission to pay for gas!!!
I think that it is the true NEED to be financially free and succeed at the creative real estate game that allows people to succeed at it. If there is no need, then there are just too many easy way to make excuses for not getting involved in it. It’s incredibly easy to find a seemingly very valid excuse to stay out of it. Hey, I want the magic money fairy to lay down a suitcase full of money on my front porch too, but wanting it ain’t gonna make it happen!
What do you NEED?