Real Money Talks

Real estate is one of the fastest paths to becoming a millionaire. My friend and mentor Ron LeGrand is here today to talk about how to get started investing in real estate and why it is such a great investment. Ron also shares his outlook on the market. It’s possible to mitigate risk and even make money on a downturn. There will always be people who want to buy houses and people who want to sell houses. Ron has been a successful real estate investor for 36 years, and he teaches other people to do the same. You can find Ron here: Ask Loral Ron's Website Ron on YouTube Ron on Twitter Ron on Facebook [bctt tweet="‘I'm a firm believer in multiple income streams. Real estate is just one vehicle for creating income.’ -Ron LeGrand" username="liveoutloud"] Show Notes [01:39] Ron started out with nothing and knowing nothing. All of a sudden, things clicked. He was a mechanic at a service station and decided he didn't want to do that anymore. [01:58] He started looking for an alternative, and what he found was real estate. [02:24] Ron is a firm believer in multiple income streams. Real estate is just one vehicle to create income. [02:31] Ron has multiple businesses and has learned how to get out of the way and let people do what they do best. [02:47] Real estate today is more systematized and automated than it ever has been. We have built step-by-step systems for people. We even have a whole team of virtual assistance. [03:12] We have virtual assistance that call sellers and do all the things that entrepreneurs don't want to do, so that we can sit back and do what we are supposed to do and that is make decisions. [03:16] Ron buys three or four houses a month and it hardly takes any of his time. [03:40] Real estate has been very good to Ron, but like any other business, you have to learn how to do it correctly. [04:16] Ron shares his outlook on today's real estate market. He has seen five real estate cycles of ups and downs in the last 36 years. [04:40] There has never been a year when you couldn't buy and sell houses. [04:55] There will be a correction, because there always is one. We just don't know when it will happen. [05:16] Guaranteeing debt is the number one biggest mistake that you can make. [05:31] The worst that can happen in a downturn is you lose assets that you got for free anyway. [06:43] Real estate is just a mutual fund with a house on it. Too many people are in a hurry to sell the property, which is really the golden goose that is bringing them money. [07:28] You can free up capital by letting real estate generate money. [08:36] The five steps to business. Locate prospects. Prescreen those prospects. Construct and present offers. Follow-up and get it in writing. Get it into cash quickly. [10:09] The entire process is now automated. All I have to do is decide who I want to buy from and then agree upon the terms. [10:41] The Gold Club can help you find prospects. [13:08] The ugly house side is about price. The pretty house side is about terms. [14:19] Look for people who will give you great terms like nothing down and a low monthly payment. [15:30] IRA money as a source of funding. You can use IRA money to pay cash for houses that you get at a deep discount. You can then flip them right away or after a rehab. Your profit goes back into the IRA tax-free. [17:14] There is no limit with how much profit your IRA can make. [17:33] You don't need money to buy a house with nothing down. [18:37] You can also borrow money from a private lender. A lot of this money comes from people's IRAs. [20:12] It's hard for some people to stop doing everything and let other team members help them. But it really is the way to be successful with a real estate system. Links and Resources: Loral’s Real Money Talks

Customers are the backbone of almost any business. On this podcast, we focus on making money, keeping money, investing money, and having an integrated ninja team to help along the way. My guest today, is Zackary Babcock from the Underdog Empowerment Podcast. Zachary’s ninja skill is understanding and focusing on the customer. Today, we talk about how to focusing on your customer. We talk about finding out what your customers wants and needs and offering solutions to their problems. Zackary shares tips on how to create a customer avatar, even if you don’t have existing customers. He also shares his inspiring story of picking himself up when he had hit rock bottom. You can find Zackary here: Ask Loral Underdog Empowerment Podcast Show Notes [01:54] Zachary spent over five years in prison stemming from drug charges. When he came home it was difficult to find a job. He started working at a bar and grill. Then he was hired at a clothing store, had tremendous sales, got promoted, and then fired for being a felon [03:06] He ended up going back to prison and missed the birth of his children because of it. [03:23] When he got out of prison, he became involved with a network marketing opportunity. He knew this wasn't his true calling, and eventually made the jump into coaching. [03:58] Zackary didn't really have success until he started studying his audience and asking what are their core values and their core needs. [04:58] He got crystal clear on the types of problems that his audience was having. [05:05] If you don't have clients, you can still create customer profiles by targeting the type of people you would like to work for. [06:00] The offer has to be relevant to the customer's core values and needs. Your message also has to resonate with the customer. [08:26] Instead of a traditional funnel, Zackary likes to use a relationship funnel. He skips the introductory offer and goes straight to the core offer. [10:12] You can still down sale to people who don't purchase the offer. [10:42] The main problem that Zackary solves is helping people get started. They need grit and tenacity, not every single resource. [12:20] Zackary likes to use Clickfunnels, content from Russell Brunson, TubeBuddy, Dropbox, Photoshop, and more. [13:55] Zackary hires copywriters to help attract organic traffic. People buy for emotion not features. [15:42] Video quality production makes a difference, but you don't have to make it too complicated. The most important thing is having good content and attracting the right people. [16:54] Don't compare your chapter 1 to someone else's chapter 26. Don't compare yourself to anyone but yourself from yesterday. [18:09] Get clear on who you are serving and the problem that you solving. Links and Resources: Loral’s Real Money Talks Clickfunnels TubeBuddy

Cryptocurrency is going to change the way we do banking. If we don’t keep up with this technology, it will take off without us. Matthew Herrick is the co-founder and CEO of Ledger Leap an enterprise blockchain solution. This is an exciting episode where Matthew clears up misconceptions about what bitcoin, blockchain, ICOs, and ethereum actually are. He talks about smart contracts and how he and his partner used the blockchain platform to create a real estate platform that gets buyers reduced commissions of 1%. This platform also simplifies and speeds up the real estate process and saves brokers time, money, and acquisition costs. He then used his existing infrastructure to launch a business to help others use blockchain technology to create token based businesses. You can find Scott here: Ask LoralLedger LeapDeed Coin LaunchDeed Coin Show Notes [01:36] Ledger Leap came about by accident after Matthew and his co-founder created a real estate platform powered by blockchain. [02:08] They created the largest real estate brokerage referral network. They had to build all of the tools to make things work. [02:45] After creating the real estate product, they had the team in place to create more products. [03:53] OpenTable saw his work and wanted some advice. His team was in place, so they just built the platform. This led to the business of Ledger Leap. [04:28] Blockchain is a technology that solves problems. It was secretly created by Satoshi Nakamoto. It was released upon the world in the form of bitcoin. [05:27] Bitcoin allowed people to transfer currency all over the world with no central control and almost no fees. [05:47] The cost was just the amount of power to do the computer transaction. [05:51] Bitcoin threw the world for a loop. Once bitcoin gained notoriety, people discovered that blockchain can make other things work. [06:07] This thing that makes bitcoin work can be used for other things. Then we saw the evolution of the smart contract which is Ethereum. Ethereum is not a cryptocurrency. [06:12] Etherium is a program for building platforms on blockchain. [06:21] The coin ethereum is used as gas to push the smart contracts built by ethereum out of the nest. [06:39] There are also equities that have been turned into digital currencies. [07:22] How blockchain is used for Matthew's real estate platform. They tokenize real estate commissions. [08:16] Consumers have pushed back against 6% real estate fees. Each percentage point is broken up into 10 tokens. Brokers need to make some money so they set a stop at 10%. [09:42] Sellers can pay 1% instead of 10%. People didn't think brokers would get on board, but they did because client acquisition is hard. [10:05] Each broker within a 50 mile radius is in charge of the coin holders in that area. [10:29] The real estate platform is called Deed Coin and it works similar to Trello. Administrative backed work can be done on the platform. This speeds up the process with all of the different vendors required. [12:25] Redfin doubled in 6 months because they brought commissions down to 4%. [13:29] An ICO is an initial coin offering. Which is similar to an initial public offering or IPO. This makes people think that it is an investment. [15:01] You shouldn't get to ask for money unless you have a project, build a thing, and have a platform. [15:19] At Ledger Leap they only look at token sales. If it doesn't exist, stay the heck away from it. [15:49] Ledger fund helps you build and takes a percentage of the token fund. But it has to be a business that has been running for at least a year. [16:46] The product or platform has to at least have users or a very convincing pitch. [17:06] At Ledger Leap we get to be the change that we want to see. [17:35] Bitcoin is a great hedge against regular currency. It's a digital value that can't be taken away. [20:04] If you can feel it, hold it, or touch it then it doesn't need to be on blockchain. [22:16] If you don't understand how a token operates, don't invest in it. [22:40] If you don't understand how the technology works, stay away from ICO's and invest in existing technologies like bitcoin. [23:22] Blockchain is excellent for shipping companies and supply chain and logistics. There would be no such thing as accounting errors with blockchain. It's perfect for storing information like titles and deeds. [24:45] Blockchain is the best bookkeeper in the world. Links and Resources: Loral’s Real Money Talks OpenTable Redfin

How many of you have ever wanted to become a millionaire? Grow a successful business? Have a nice portfolio, and know that you don’t have to work for ever and ever for the rest of your life? Would you like to build generational wealth? Money doesn’t stop, you need to know how to grow and protect it. If you would like to know the answer to these questions, take a seat at the big table and choose to become a millionaire? Today’s podcast is from a Big Table webinar presented by Loral about becoming a millionaire and starting with a money makeover. She is also joined by Scott Arden of Controllers, Ltd. to talk about taxes and entities. You can find Scott here: Ask Loral Controllers, Ltd. Show Notes [01:40] Today we learn how to become a millionaire. [01:41] Money starts the day you walk onto the planet and stops the day you walk off. The problem is many of us aren't taught about money. [03:25] So what? Now what? Most people don't talk about money. [03:51] Wealthy people have very open conversations about money and share information and team members. [04:06] Today's podcast is a recording of a webinar that actually does a money makeover. [04:30] Loral grew up in Nebraska and earned a finance business degree. She tried working in a bank and then got a Masters degree in exercise physiology. [05:00] She then became a health consultant. [05:09] Being hired by Chevron was one of her aha moments, and Loral wrote a book about it. At Chevron, she helped build fitness centers on offshore oil rigs. [05:58] She then worked at the corporate headquarters in San Francisco. She traveled all over the world building corporate fitness centers. [06:09] In 1996, she dropped everything to promote Robert Kiyosaki's cashflow game. [06:53] After Rich Dad Poor Dad, Loral started her first company Live Out Loud. [06:57] She has been Shark Tanking businesses since 1999. [07:37] Being part of a community and being able to talk to anybody you want about money is so important. [07:56] Loral has had real estate companies, gas and oil companies, and she's currently heavy into the cannabis world. [08:35] In 1933, the banking system was formed. Seven of the wealthiest families in the world collaborated on how to build an economy. [09:07] Loral is a huge fan of getting off of Wall Street. [10:54] The system is designed so the rich get richer and the poor get poorer. [11:13] We have to deal with money anyway, why not learn to do it right? [12:11] Teaching people to get jobs creates a lot of employees. [13:07] As you get wealthier, we teach you how to save on taxes and only pay yourself what you need. [14:21] Relying on others to pay you is risky. Debt is a way to leverage your money to become a millionaire. [18:44] When you have a business, there are so many ways to write things off. Living your life inside corporate life. [20:35] You need to understand how to live this lifestyle and how to teach your kids to live it. [21:22] Debt is just the cost of money. [22:03] You have to get out of sole proprietor land and get committed. [22:24] Scott Arden with Controllers, Ltd. is here to talk about entities. [22:33] Scott is an entity and tax and compliance expert. [23:39] Scott has been in the asset planning and protection industry for 22 years. [23:55] He worked for one of the top asset protection firms and now has his own company. [24:03] There is a huge breakdown between people's entities and their tax side. [24:25] Scott and his partner bridge that gap. [25:25] LLCs are the most widely used entity. They can be taxed with four different methods. It is the most flexible method. [26:50] S Corp is an election to allow profit and losses to pass through. [27:19] Limited partnerships are great for estate planning and asset protections. [27:44] Trusts like revocable trusts are great for passing assets. Irrevocable trust grants assets to beneficiaries. [30:00] The tax code is now written more for corporate owners. [31:03] Using a C Corp structure, you can have a flat tax rate of 21% regardless of how much you make. [32:19] The biggest deduction is qualified business income. We are allowed to take a 20% deduction right off the top. [33:12] Service based individuals are not afforded this deduction, so there are different strategies that need to be deployed. [33:59] There are no more meal and entertainment deductions. Trusts have changed. [36:13] Have a team support you to live your life like a business. [37:29] We can look at your tax information and generate a custom report that is specific to you. It will outline your deductions, and it is all backed up by the IRS publications. [40:27] Discover what you want and how you want to get there. This information is in my book The Millionaire Maker. [43:05] Loral shares the Money Makeover and asks when is your Freedom Day? [44:45] A gap analysis looks at where you are versus where you want and puts a plan together. [45:17] The Big Table is a mastermind for you and your family for the rest of your life. Links and Resources: Loral’s Real Money Talks Robert Kiyosaki Sharon Lechter Books by Loral Langemeier The Millionaire Maker's Guide to Wealth Cycle Investing: Build Your Assets Into a Lifetime of Financial Freedom

Selling is one of those skills that can benefit your finances and your personal life. I have a special guest today, Ross Jeffries is a sales expert and the author of Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy Without Pushing, Pressuring Or Pitching. On today’s show, Ross shares the importance of mindset, how to be a service decision technician, and implied relationship words.   Ross learned the power of selling early on when he was dating and started learning about NLP to help persuade women to go out with him. Soon he realized that these same selling and persuasion principles could be used in the sales arena. This episode will change the way you look at sales and how to speak with prospects.   You can find Ross here: Ask Loral Show Notes [01:59] 20 years ago Ross became involved with NLP. This is neuro linguistic programming which is the study of how language structures consciousness, shapes decisions, and drives behavior.   [02:20] He learned how to communicate in a way that was charming and help them get past his peers.  [02:30] Ross realized if he could sell himself to get a date, he could sell other things to make money.  [02:37] He also learn to develop a mindset that was able to handle the word no.   [03:10] He has been training sales teams to do what he calls subtle selling.  [03:15] The art of getting your prospect to convince themselves to buy without having a pressure driven pitch.  [03:26] Ross's book is called Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy Without Pushing, Pressuring Or Pitching.  [04:05] Myths about selling. You are selling your product or service. You are never selling your product, you are selling decisions and good feelings about decisions.   [04:56] Thinking of yourself as a service decision technician relieves the pressure.  [05:35] The second method is that it's crucial to get rapport. Rapport is important, but you want people to be responsive to you.  [06:59] Capture the imagination and the emotions of your prospect and lead them to make the decision.  [08:45] It's not just a matter of getting people to trust you, it's getting people to trust that they can do it and make it in life.  [09:03] Getting people to trust themselves is much more difficult. A real coach and salesperson gets people to trust that they can do it.  [10:17] The difference between influence and manipulation. Influence is about expanding the minds of your prospects to encompass ideas.  [12:34] Mindset is at least half the game.  [13:28] The system to selling. Structure of your language in communication.  [15:09] A tool to increase your sales by 20%. Using implied relationship words. You want to create a relationship with the people you are selling to.  [15:51] Ask your prospect to promise to share their questions with you. Use words like we and together which imply a relationship. Will you promise me? We don't make promises to people who we don't trust. Buying into these words creates the unconscious mind set of already having a relationship.  [17:55] How to crush objection. First responses are not written in stone. They are usually a reflection of what they are thinking or feeling.  [18:26] People have buttons around money.  [19:26] Reframe their objections and clear things up to move forward.  [22:29] The difference between someone just plodding along and someone who has joy in being a transformational teacher.  [23:34] In Ross's book, he lays out all the fundamental principles that make the tools powerful. There are also transcripts of training sessions.  [24:41] Ross's book was a labor of love.  [25:00] The vending machine metaphor for success. You have to accept and embrace chaos. Recognize that every situation is something that you can learn from.  [27:12] See what you did right and then pick apart what you could do differently.  [27:48] How important it is to get a coach and mentor.  Links and Resources: Loral’s Real Money Talks Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy Without Pushing, Pressuring Or Pitching

A mortgage is one of the best ways to leverage you money, especially for real estate investors. Today, I have one of the most knowledgeable people I know when it comes to mortgages. Elysia Stobbe is a mortgage expert who has closed over $300 million in residential mortgages. During the real estate downturn of 2006, Elysia not only survived, but she thrived. She is an expert in VA mortgages and helping first time home buyers. She has been featured on FOX, ABC, NBC, CBS, and more. She is a national speaker and bestselling author. We talk about different types of mortgages, the importance of good credit, real estate for investors, the state of the real estate market, and the new tax laws. You can find Elysia here: Ask LoralElysia Stobbe Books Show Notes [01:17] Elysia started in sales about a quarter century ago. She started investing in real estate on the side and loved it. [01:38] She transitioned over to the mortgage industry about 15 years ago. [01:46] She's done everything from cash flow investing to notes. [02:33] We are long overdue for a market correction. If you look at the market cycle, every 8 to 12 years there is a downswing. [02:54] It looks like a slow decline may have started in March. It's not a big huge crash. [04:00] Seattle, Washington is on fire they are not experiencing any type of decline. Big cities like New York are seeing less transactions closed. [04:43] The average sale price is also starting to decline. [05:33] A lot of new investors are jumping into the market. These people definitely need guidance. [06:18] From an investor standpoint, there are still great properties available that cash flow. [06:42] Stick to your system with real estate investing. [07:11] Money rules that investors frequently break. Investing without having a plan. Having money discipline and having a budget or financial freedom plan. Living above their means. [09:07] How to pick a mortgage that is right for you. Go through the options and choose the plan that is right for you. Not asking enough questions and doing enough due diligence. [11:10] Credit is critical to your interest rate and how much you can qualify for. Credit is fluid. It is critical to keep an eye on your credit. [12:13] People with great credit scores have more access to money across the board. [12:50] Don't spend more than you can afford pay your bills on time every month. [13:13] For investors, the down payment is a function of their specific plan. The great thing about real estate is that it is an amazing opportunity to leverage. [14:31] Any mortgage is a personal decision. Over all reverse mortgages depend on whatever cash is available and can help some people. [16:30] The number of mortgages you can have depends. The economy right now is ripe for investors to take advantage of leveraging. [17:28] People used to be capped at 10 mortgages, but now the cap is back up to 20. A married couple could leverage on 40 mortgages. [18:43] IRAs are a great opportunity, and people don't do enough of it. [20:24] The new tax laws do help several states benefit. The more people educate themselves, the better things will be moving forward. Links and Resources: Loral’s Real Money Talks

This episode is from a Facebook LIVE Lunch with Loral session. Today, I talk about what is going on in the world of Cannabis. This is a quick catch up with what me and my team and partners have been doing in the Cannabis industry. The Green Rush is going to be way bigger than the dot com rush. That is why I decided a year ago that I was going to get into the Cannabis industry. My partners and I now have a 23 acre facility in Cathedral City where the condos will be. This will be an area for cultivation with shared resources. We will have a manufacturing facility and a dispensary. We have doctors working on the medicinal formulation of CBD and partners in the nutraceutical industry. On this show, I also share how you can learn more about the industry and partner and invest with us. You can find Loral here: Ask Loral Show Notes [02:37] A year ago, I started a webinar on Cannabis. Then we had a Las Vegas Cannabis workshop with a tour of the cultivation and manufacturing facilities and the dispensary. [03:13] Then we bought 23 acres in Cathedral City for use in the industry. [03:36] We also have two investor groups. One will be doing private cultivation inside our condos. The other will focus on brain and Alzheimer strains created specifically for clinical trials. [04:10] The 23 acre facility will be shared and everyone can do their own private label and brand. [04:38] There will also be a dispensary at I-10 and Date Palm Drive. The gateway to the whole valley. [04:45] Each member of the condo will do their own cultivation and we will continue to sell out the space and all share the manufacturing, dispensary, and security. [05:15] The condo will be used for cultivation and combined resources will be shared to help each other. This includes security, distribution, water resources, and more. [05:20] The idea is called creative condos.If you want to know more about the project you can email StartAssetEducation@Gmail.com. [05:32] In Nevada, we have four licenses. [06:00] I have moved in my sales team, and they will be doing joint health and wellness sales. There will be CBD products and other joint ventures including nutraceuticals. This manufacturing plant is for non-THC related products. [06:54] Our crown jewel is a Columbia license with some growers. [07:08] There will be a Big Table in the Palm Springs and Cathedral City area November 5th and 6th and then the next day will be the Cannabis event. If you are not in the Big Table Mastermind, you can sign up for the day and just do the Cannabis tours. [07:50] I have been on a 3 year mission to figure out how Canadians can better invest in RRSPs or Registered Retirement Savings Plans. [08:04] We are selling a lot of our assets to go public on the Vancouver exchange, and we will be teaching you how to do the same. [08:53] On October 17th, Cannabis should be legal in Canada. We hope to have an event on that day. The amount of money moving through is incredible. [09:30] The green rush is huge. I decided to get in a year ago. My heart and soul is on the medicinal side. [10:12] There is a huge opportunities for dosing guidelines. Many businesses are popping up everywhere. [10:56] Opportunities are popping up everywhere for software,legal and other businesses. If you are not in the space, it may be time to jump in. [11:01] I am very interested in working with the Alzheimer groups and finding medicine to help people. [11:34] It's my goal to continue to lead and bring updated information to you. [12:06] We have a group of doctors working with the folks at the plant who can help you find the right combination of what to take. [12:20] Marijuana Millionaires is a brand new group that is going to be the combination of a best-selling book, a newsletter, and a magazine. [13:19] We are creating a team of doctors, formulators, and experts around the Marijuana Millionaire group. [14:30] If you want to be a shark, you need to know how these industries work. [15:08] Next week, we will have a variety of folks from the Big Table here live. Links and Resources: Loral’s Real Money Talks StartAssetEducation@gmail.com MarijuanaMillionaires.com

We are all about making money, growing money, and keeping your money. One of the best ways you can keep your money is to be smart about your tax structure. The new tax laws have passed, and 2018 has a lot of changes for small business owners and investors. My partner and guest Mike Giorgi is here to talk about all of the new changes and how to get the most out of them. We talk about the importance of a team to really help you set things up correctly. Depending on your circumstances, you may need to create a pass-through entity to take advantage of the 20% QBI deduction. Mike talks about setting up your corporate structure correctly, planning, and monthly check-ins. We also have a checklist for you and a lot of great advice for keeping the money that you have earned. You can find Mike here: Ask LoralStartAssetEducation@Gmail.com Show Notes [02:28] 2018 tax code. The changes are amazing for the rich. [02:48] There are a lot of changes that need to be made if you are investing or a service company or doing business in general. [02:59] People who are not service individuals like attorneys or realtors can get the 20% qualified income deduction. [04:30] We have found a work around to get this deduction by having a management company. [05:09] You need to have these types of conversations with your corporate compliance people. [06:13] Doctors and professionals can lower their taxes by having money flow through their practice or management company. [08:59] A 21% flat tax is an amazing thing especially for professionals. [09:13] Have a management company that performs non-professionally licensed tasks with an S election, so you can get pass through income and your QBI deduction. [09:42] Associative entertainment deductions are gone. Travel meals are limited to 50%. [10:43] If you think about it, the trade offs are worth it. [11:15] Get your tax team involved and ask about the effective tax rates of your current entities and what changes you may need to make with the new laws. [11:49] Create a plan and create a budget. You need to document everything. [12:31] Have a resolution and plan backing up that resolution. Check and recheck your plan on a monthly basis and make sure you are doing everything in that documentation. [12:59] Find a professional team, put a plan in place, and document everything. [14:08] Be sure to issue your corporate stock if you have an LLC. Make sure there is another officer in the annual minutes. [15:20] Document a special resolution for anything that is special. Track large changes. [15:48] Have cash flow in your proceedings. [16:32] Email StartAssetEducation@gmail.com [17:21] Anyone making $175,000 to $200,000 needs to talk to Mike. There is a phase out that starts at these numbers. They need to be spread out across the structure. Links and Resources: Loral’s Real Money Talks Ask Loral StartAssetEducation@Gmail.com

We have all heard the old adage that real estate is the fastest way to create wealth. My guest, is a friend and community member who was involved in the real estate industry when he saw a pain point and decided to do something about it. He had the vision and skill set to create a tool that makes it easier to market real estate across the industry from selling, renting, residential, and commercial. VirtualTourCafe is a tool that helps real estate marketers create websites, virtual tours, and flyers easier, faster, and better. Tim talks about all of the benefits of his tool from being more cost effective to the real savings of selling or renting faster. He also talks about staging, photography, his book, and virtual staging. He even shares a story where a seller was going to give up, then tried the virtual staging tool and sold the property in a week. You can find Tim here: Ask Loral VirtualTourCafe Get Your Free Report Show Notes [01:08] VirtualTourCafe is to help people involved in real estate to better market their properties. Tools, presence, and exposure. [02:02] This is a system that makes things easy for people who aren't tech savvy. Creates property websites, virtual tours, and flyers. [02:49] People can log into their own account and create tools that will help them do things fast and easy. [02:55] Tim also wrote How to Photograph and Market Houses to Sell Fast. [03:16] He wrote this book in response to people's questions about how to get the best pictures for their listings. [04:12] Tim was affected by the crash of 2008. This gave him an opportunity to rethink what he was going to do with his life, and he got into real estate. [04:43] He noticed other agents needed help photographing and marketing their properties. [04:50] He had a lightbulb moment and decided to automate the process. [05:02] It took a team of developers and programmers about six months to launch VirtualTourCafe back in 2008. [05:26] Now they have users in every state and several different countries. [05:34] What is virtual staging? How does it work? [05:47] They just launched RealEZPhotoFix. Virtual staging is taking a digital photo and adding furniture to make it looked staged. [07:35] It is okay for realtors and real estate agents to use virtually staged photos as long as they disclose the fact. [07:57] In real estate, it's all about disclosure especially if you are licensed. [08:36] Physically staging homes can cost thousands of dollars. [08:57] A digitally staged photo is $32. [09:38] Some buyers have a hard time visualizing what the room will look like. Having the perception of what it will look like can increase sales. [10:18] The real value is being able to sell the property quicker. [11:45] This techniques enables sellers to get the property on the market while it is still being prepared. [12:23] They can do 3D rendering and finish a room that is under construction. They can also be clutter a messy room. [13:17] When taking pictures, level the camera and keep it straight. [13:54] Lighting is also very important. Turn on all the lights and take photos that aren't facing the window. [15:15] Put the toilet seats down. [15:32] With furniture less is more. Get rid of as much as you can. [16:58] Take a shot of the front of the house with some blue sky. Links and Resources: Loral’s Real Money Talks How to Photograph and Market Houses to Sell Fast RealEZPhotoFix Ask Loral VirtualTourCafe Get Your Free Report

Everybody wants to make those high-end big-ticket sales, but most people are too afraid to do it. My guest today, is Wendy Stevens. She has been on the show before talking about 7 Figure LinkedIn Marketing. She is part of my team and the Big Table. Today, we talk about something that we both do, and that is actually make those big-ticket sales. Some of the things we discuss is taking a funnel and expanding it, so that 7-figures is a reachable and likely goal. We talk about the number one thing you can do to quelch your fears, not seem desperate, and avoid repelling customers. We talk about putting every variable in your favor and prospect positioning. Along with a way to double your closing rates. We also talk about the 5 questions you can ask a prospect in order to get a yes on these important sales calls and interviews. You can find Wendy here: Ask Loral Wendy's Website Wendy on LinkedIn Wendy on Twitter Wendy on Facebook Wendy's YouTube Channel Show Notes [01:47] The funnel is the very first most important thing. [02:13] You need to have more than one lead in your funnel. [02:23] You need to have multiple qualified leads and prospects. [02:35] You do not want to appear desperate when trying to sell a big ticket item. [03:00] The art of high ticket cells begins with eloquence and eye contact. Your vibration comes through the nanosecond you first encounter the prospect. [03:34] When you learn the skill of high ticket sales you can just date and then get married. [04:20] Step one is to put every variable in your favor and properly position your prospect. Use a brilliant video before you even get together. [05:02] People double their closing rates just by sending a video up front. [05:48] You can also have somebody send you their top three reasons why they want to talk to you. [06:04] Write down who, what, how, where, and when. Be genuinely curious. [09:03] One of the best things Wendy ever did was go to Loral's Big Table. [09:44] If Wendy lost everything today and had to start over, she could generate quality prospects by proper positioning, posture, and getting on the phone. [10:12] Find out the emotional impact of whether your prospect is or isn't reaching their goal. [10:39] Five questions to get to the pain point. [10:50] If you could change one thing in the world right now what would it be? [11:30] Be comfortable with silence and allow the prospect to answer. [16:13] On a scale of 1 to 10 how important is it for you to create generational wealth? [19:01] If you want something bad enough, you will figure out how to get it. [21:22] The third question is: What is your pain level? [21:48] How important is it for you to do what you are trying to do? [22:43] If they are sure it matters to them, then asked them why it matters. If they aren't ready, say that you will get back to them. [23:47] Ask yourself how many prospects you need to talk to in order to get to a yes. [26:36] We are also going to do a limited workshop on how to achieve high-ticket sales. [26:51] There is an absolute formula to this. [27:02] Make sure you're being aware of the four personality types and paying attention to everything that your prospect is doing. [27:10] Notice whether they are committed and if there's a personal impact. If there is no passion, then take it away. [27:35] Begin the commitment process by charging them immediately. [28:21] Ask powerful questions and then be quiet and just let it sit. Links and Resources: Loral’s Real Money Talks 7 Figure LinkedIn Marketing