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Do Real Estate Investors Need Good Sales Skills with Matt Cavanaugh
Let's Talk Real Estate Investing with Sharon Vornholt
English - December 15, 2022 10:00 - 36 minutes - 33.1 MB - ★★★★★ - 101 ratingsInvesting Business Entrepreneurship realestateinvesting blog investing marketing probate probateinvesting realestate Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
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.
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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 situationYou 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 sellingCreating a level of comfort so the prospect is willing to be as transparent as possible
Why salespeople should focus more on understanding human behaviorGiving 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 employeesYou 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 aboutWant to connect with Matt? Follow him on Facebook, and make sure to check out The Freedom Chasers Podcast!
You can also find Matt's other social media links at his Link Tree.
Key Quotes:
“Anybody who doesn't feel naturally gifted, don't let that stop you because sales is definitely a skill worth learning.” - Matt Cavanaugh
“It's not just about closing the deal, it's about making people feel comfortable. And once they're comfortable, they'll tell you what's important to them.” - Matt Cavanaugh
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