Do Real Estate Investors Need Good Sales Skills with Matt Cavanaugh- Episode #401
Dec 15, 2022
Do Real Estate Investors Need Good Sales Skills with Matt Cavanaugh- Episode #401
You might be wondering, “Do real estate investors need good sales skills” to succeed in this business? Personally, I believe that a good sales foundation helps most investors when it comes to negotiation. I also believe it’s not a skill most of us aren’t naturally good at.
Let’s face it; we are always negotiating with someone. Negotiation doesn’t only happen when we are making offers. We negotiate with contractors, tenants, and/or property managers, and for other goods and services. I believe that sales skills are actually people skills. They involve the ability to hear and be heard. It would stand to reason that it’s a good idea for real estate investors to have sales skills.
My guest today is Matt Cavanaugh, and he is going to dive into sales skills, understanding human psychology around sales, and how this helps him run a large-scale wholesaling business.
Matt is a visionary, strategist, a real estate investor, and he is the co-host of the Freedom Chaser’s Podcast. He has a passion for helping people achieve freedom and live the lives they were meant to live. Matt is licensed and active as a retail realtor in 10 states selling hundreds of units per year. He is a partner in a large-scale wholesale operation currently operational in 10 markets.
Key Highlights:
[00:01 – 07:17] Opening Segment
How Matt ended up in the real estate industry
How to become a good salesman without having to convince anyone
People have to pressure people in sales because they don't know how to sell
07:18 – 14:39] How to Be a Better Salesperson
Stop trying to describe what your product is and start describing what it does for your client
When selling, you should focus on understanding what your client values and how they speak
Confidence is key in any sales situation
You need to communicate a message that this product is worth it
[14:40 – 21:43] Recognizing the Magic Moment in Sales
Salespeople should focus on building relationships before selling
Creating a level of comfort so the prospect is willing to be as transparent as possible
Why salespeople should focus more on understanding human behavior
Giving customers what they want
[21:44 – 28:45] Use Psychology to Grow Your Real Estate Business
You want to know what the buyers want and how they want to get it
Why partnerships are better than employees
You should pick your partners carefully to protect both of you
[28:46 – 36:09] Closing Segment
How partnerships can be beneficial for both parties
It's important to do a deep dive into what you're passionate about
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