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Sales Training + Inbound Marketing + HubSpot

From Broke, Homeless & Sick To Real Estate Riches (J. Massey)

Posted by Wes Schaeffer | Apr 30, 2014 10:33:25 AM

About J Massey

Since sharing the stage with Robert Kiyosaki, Mr. J Massey, the creator of Cashflow Diary and Investing Made Easier, continues to practice what he teaches as an full-time real estate entrepreneur, investor, developer, coach and problem-solver. A member of the National Sales Network and Toastmaster’s International (CC), J. has won more than 12 awards for public speaking, including 2nd Place in the 2008 Founders District International Speech Contest, 1st place in the 2009 Founders District Table Topics, and 2nd place in the 2010 Founders District International Speech and Table Topics contests.

Greatest Sales Success

  • Where there is chaos there is cash flow.
    • J. Massey is not a college graduate and he wasn’t looking to become a real estate investor. He was looking to eat!
    • Between 10 PM to 2 or 3 AM he’d print up flyers and walk streets while listening to audio books.
    • Calls would start coming in early in the morning.
    • By learning in-person, low cost strategies to get business including referral strategies, he built a business that has enabled him to grow in any market, in any economy, anywhere in the world.
  • He was helping people for free and someone asked him to “teach him everything he knew.”
    • “If I charge them money they’ll leave me alone.” WRONG!
    • He came up with a big number to get the guy to say “no” and the guy said “yes.” Then he enjoyed teaching and helping people. Then he got full with private coaching so he created group coaching at a more affordable price. Then he had more fun in the group. Becomes “Youstress” not “Distress.” (Tim Ferriss)

Rubber-Meets-The-Road Tip

  • The prospect has the answers so a good salesperson has to ask good questions.
  • You have to be willing to let people walk.
  • Most challenges people face are personal development related.
  • Scan the headlines of any newspaper and find the chaos.
    • A contra-indication is the Baby Boomers. Find a way to serve them with real estate.
    • They are aging so they may want to live internationally or travel or move to an assisted-living facility.
    • Is there construction happening? Is it residential? Is commercial going up, too?
    • Look for places where companies are laying of employees. Newspapers still provide this info for free.
  • “Strive to be the dumbest person in the room.”
  • “You need a one-to-many strategy.” Webinars. Auto-responders.
  • He focused on over-delivering to keep his first client happy.
  • The FAR strategy. Fire. Aim. Ready. Implement. Move at the speed of instruction.
  • The prospect has the answers so a good salesperson has to ask good questions.

Links Mentioned

If you liked this episode, please let J. Massey and me know on Twitter.

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Topics: Real Estate Investing, The Sales Podcast, Entrepreneur

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.


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