Up-front contract: By end of talk, decide 1) it’s not for me or 2) take the next step. How many of you are motivated to earn more money?
The challenge is getting in front of the right prospect at the right time. Last time I moved, I had 4 close friends who are realtors, but I could only work with one of them. What does it cost you if you do not achieve that? Open to Group.
Perhaps investment properties are the solution?
By a show of hands, last year how many of you earned over 50% of your revenue selling investment properties? Over 25%? Over 10%?
Ask Group this question
Ask Group this question
Share stories to explain each one
Investors ARE buying properties and a lot of them. That is one reason for the low inventory. Let’s look at it a different way.
Before I provide you with the solution to sell more investment properties, let me share a little about myself.
Included “Why I do what I do.” I am passionate about real estate as a diversification tool that most investors are missing.
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Example of client with 72T question
Mention the Agreement in the Starter Kit and my license
Is making more money your goal?Open the floor to questions.
Penalty for not taking action. Reward for acting now.
I would like the thank the managers for inviting me to speak to you today.
80% of the money is made by 20% of the people who take action. Whichside are you on?
Lawson Wealth Solutions Presentation
Help InvestorsRealize Their Financial GoalsThrough Real Estate
How to Earn More MoneyEarn higher commission %Sell higher-priced propertiesFind more prospectsSell more to existing contacts
Small targetmarketNumber ofRealtorsTimingWhy is it so Hard?7%93%% to Move in 6MonthsMove Not Move
What is it Costing You?SALES SALES SALESGreater cash flowConsistent cash flowTime spent onmarketingPeace of mind
Market PotentialReallocate Not Reallocate% to Reallocate in 6 monthsMove Not Move% to Move in 6 months
Why are Your Contacts Not BuyingInvestment Properties from You?You are notoffering itor they do notknow you areoffering it.1
Why are Your Contacts Not BuyingInvestment Properties from You?You are not offeringitor they do not knowyou are offering it.They don’t knowwhat wealthypeople know.2
Millionaires in Real EstateIRS FactsAccording to the most recent IRS Statistics, the wealthy people (thosewith enough money to file estate tax returns) had more wealth in realestate thanstocks, bonds, funds, businesses, automobiles, collections, lifeinsurance, cash, and everything else combined.RealEstateIRS Data
You are notoffering it or theydo not know youare offering it.They don’t knowwhat wealthypeople do.They don’t know how tofollow the TRAIL towealth.Why are Your Contacts Not BuyingInvestment Properties from You?3
Trail to WealthTax AdvantagesRental IncomeAppreciationInflation ProtectionLeverage
You are not offering it orthey do not know youare offering it.They don’t know whatwealthy people do.They don’t know how tofollow the TRAIL towealth.They don’t know thisis the best time to buy.Why are Your Contacts Not BuyingInvestment Properties from You?4
Real Estate CyclesThe Key | Sell High, BuyLow2003–2005 2006–2007 2008–2010 2011–2012 2013–2014Market GainingMomentumHousing Valuesat All Time HighHousing ValuesBegin DeclineValues BounceAlong BottomExperts ProjectAppreciationOPTIMISM EUPHORIA FEAR DEPRESSION OPTIMISMPoint of maximumrisk in investmentPoint of maximumrisk in investment
You are not offering it orthey do not know you areoffering it.They don’t know whatwealthy people do.They don’t know how tofollow the TRAIL towealth.They don’t know this isthe best time to buy.They don’t know Indy isthe best place to buy.Why are Your Contacts Not BuyingInvestment Properties from You?5
Indy is the Best Market#1 10 Best Markets for Real Estate Investors; Inman News 2011#1 Most Affordable Cities to Buy a Home; CNN, Fortune and Money2010#1 Most Affordable Cities to Buy a House; CNN Fortune and Money2011#1 Most Affordable Cities to Buy a House; CNN Fortune and Money2012#1 Housing Affordability Index; National Association of Home Builders2012#3 Real Estate Investing: The Best Markets; Wall Street Journal 2010#3 Best Bang for the Buck; Forbes 2008#4 Most Affordable Cities in the U.S.; Forbes 2011#4 Ten Best Cities for Buying Investment Property; ActiveRain 2011#4 Greatest Increases in Median Rent; DSNews 2012#4 Top 10 Real Estate Investment Markets; IRA123 2011#4 Top 25 Cities for Business; Executive Outlook Magazine 2010#5 5 Cities Where Rents are Rising Most; RealtorMag 2012#7 Top 10 Metro Cities for Economic Growth Potential; BusinessFacilities Ranking Report 2010#8 Top 10 Metro Cities with the Best Cost of Living; Business Facilities
What Secret Enables Realtors toSell More Investment Properties?You sell the client on real estate asan investment.1Most realtors skip Step1.It is a two-step process:You find the right property for theclient.2That’s where we come in…
My BackgroundDegree in Finance and Accounting from IU Bloomington10 Years of case design for seniors› Securities licensed (series 6, 63, and 7)› CFP for 8 of those years (also RFC,SA, CLTC, CBA)› Worked with almost 1,000 advisorsin 43 statesAdded real estate to case design in 2002Started private real estate fund in 2004Became business consultant in 2007Re-entered real estate industry in 2011 Over 90endorsementson LinkedIn
Why do you need me?Some of you might be thinking ―I know realestate…why do I need you?‖ Tax knowledge Builds your credibility Teamwork Financial analysis Leverage your time
What is a RESO+P?Real Estate Strategies, Opportunities andPlansFour scenarios—their current plan and three with real estateToday’s Balance Sheet and Income Statement with each planFuture Balance Sheet and Income Statement with each planTakes into consideration: Goals Time frame Risk tolerance Cash flow Tax plan Estate plan Credit
How it Helps You Client understands how real estate benefitsthem Client understands how real estate fits into theirportfolio Client is excited to have real estate as part oftheir portfolio Client is motivated to move forward and acquirereal estate Client has a specific plan of action THE CLIENT IS ALWAYS YOUR CLIENT!
How it Helps YouIn addition: You weed out time wasters You are serving your clients You have something to talk about You maintain contact with yourclient Increase repeat purchases
GuaranteeMoney Back Guarantee.If the RESO+P cannot find a way toimprove your financial situation—based on objective evaluation—letus know and we will refund yourmoney.
What Could HappenYou do nothing. No effort. No reward.You try RESO+P with clients and we CANNOT helpthem.Clients get a full refundThe RESO+P benefits your clients, but they do not takeaction.This is where you are alreadyThe RESO+P benefits your clients and they moveforward. You make more money now through sales You increase referrals (by differentiatingyourself) You increase repeat buyers (retention)
You are ready to take action andwould like the Starter Kit.YESYESYou are interested and would liketo meet to learn more.Plan of Action