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

About Real Estate Entrepreneur, 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 a full-time real estate entrepreneur, investor, developer, coach, and problem-solver.

A member of the National Sales Network and Toastmasters 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 the streets while listening to audiobooks.
    • 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. T
    • hen 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 off 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

Sales Growth Tools Mentioned In The Sales Podcast

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  • Apollo: Find targeted accounts and send cold email at scale to them and hit the inbox with Apollo


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