I
s this your last the century comes along at least I understood the emotions behind
opportunity to create once a week. But you have to be that, and exercised the golden
greatness? operating in that red zone to get rule. I asked a few simple
it. You have to be looking for the questions about what was most
great seller, the private lender important to them, and then
For all we know, it might be. who will bring you the deal of the showed them they could trust me
That’s certainly how I live my century. You have to be willing to to respect the house.
life. But as the holidays come fight to the end to get it.
I found that deal by operating in
up, I see more people getting
into the slowdown mindset. You also have to deliver value. the red zone, and I secured it by
Thinking they won’t be able to On our first Rehabs2Riches boot delivering value to the seller. And
do anything between camp, the hotel practically had to it wasn’t really about real estate
Thanksgiving and new years, kick us all out at the end. I was — it was about building a
they stop trying. There are no delivering highquality content so relationship, because as I always
good deals to be had this time of impactful that the attendees didn’t say, we’re in the people business.
year, right? want to leave. They were scared they’d miss out on the golden And if we’re in the people
This mentality is absolutely nugget that was gonna put them business, why wouldn’t you be
wrong. I believe that every over the top. They stayed until operating in the red zone this
opportunity might be the last to the last minute, the last second time of year? Holiday events,
create greatness. Life is short of day three, because I delivered family gettogethers, and
and uncertain. We’re always value. business cocktail parties —
they’re all opportunities to build
existing in one of three zones —
green, yellow, or red. When I believe that price is only an relationships and find the deal
you’re green, you’re kicked issue in the absence of value. that will put you over the top.
back. In yellow, you’re about People don’t care how much you You’re surrounded by people who
normal. But in red, you’re know until they know how much you should build relationships
working hard every minute, you care. I’ve had people sell with, even if they can’t do
constantly on the move, looking their home to me over other business with you right now.
for the next angle and the next buyers not because I offered They might refer you to someone
opportunity. I’m always in the more money — I didn’t — but else down the line. But you can’t
red zone, and I hate to see because I created a value for be dawdling along in the green
people slack off to green this them. The home had been their zone and expect to find it.
time of year. mother’s, and in the family for over 50 years. They needed to The deal of the century is
Never get a good deal this time know that it was going to be happening this week. Stay in the
of year? I believe that the deal of treated with respect. red zone and go get it.
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