If You Don't Read This, You'll Be Sorry!!

One of the great articles by Lee Honish - Re-printed here with permission from the man himself...

HELOC PAYOFF | HELOC SettlementShort Pay, Debt Settlement, HELOC KILLING!

CALLER: “Hi, Lee what do you know about fractional banking and the flow of the source of money?”

“Everything, but what does that have to do with your loan?”

CALLER: “Well, can I prove that my loan was made without any physical consideration, since money isn’t real?”

“No.”

CALLER: “Can I use quiet title to get my house back?”

“Yes, but not for free or pennies on the dollar as some have ‘claimed’, it’s more of a strategic move to get the banks to budge on a payoff figure that makes sense… However, it is a lot of work and requires people who know what they’re doing and VERY few have actually done it successfully.”

“What do you want exactly?”

CALLER: “I want to kill my second position HELOC, stay in my home and I am current on the loan…”

“So you have been researching methodologies on the web and these are their strategies for debt settlement?”

CALLER: “Yes, what do you think?”

“I think you want to kill your second, I think it’s a case of strategic default and it’s JUST a short pay off at the end of the day.”

CALLER: “Would you be willing to do it?”

“Sure!”

HELOC PAYOFF | HELOC Settlement

The reality of over 60% of loan modifications failing is based on a very simple reason…

A homeowner wakes up one day, with his newly recast loan and comes to a shocking conclusion: I am making payments of $300,000 worth of loans when in fact the home is only worth $150,000. It will literally take years before the value of $300,000 will be restored and it makes sense to make payments on a $300,000 loan.

QUESTION: Why won’t the banks just do an equity reduction, or adjust the principal and or find some way of figure out some way to solve this?

Simple, the loan was made at ‘X’ amount even if the value is at ‘Y’ amount, they still have it on the BANK books at ‘X’ amount!

It has to do with settlement, write offs, loss, value, future values, investors, the government, FRANNIE, Designations, Trainers, The National Association of Realtors®, agents, investors, homeowners, the economy, etc, etc, etc!

It is not a simple answer.

There is a simple solution for those that are current, want to stay in their homes, get twice the home at half the value or just kill extemporaneous loans…

The short pay off!

Of course it can be done!

HELOC PAYOFF | HELOC Settlement

VIVA debt settlement and SHORT PAY OFF!

visit www.defaultadvocate.org for additional information on becoming an advocate

Lee Honish

858-663-2537

lee.honish@yahoo.com

HELOC PAYOFF | HELOC Settlement

Make Your Own Market! - Mike Rigley Teaches Short Sale Lead Gen Today at 2pm!!

Well... today is the day!  It'll be packed today in the bar at Nu Generation Lanes!  Packed with forward thinking, learning based real estate professionals.  All of the there to learn how Mike Rigley listed and closed 40 short sale sides in 2011.

Mike will be there from 2pm to 4pm and he'll be sharing the exact market pieces, delivery methods, follow-up systems, scripts and dialogues that generated the leads, that converted the leads to listings, that got the bank approvals, that closed the deals, that SAVED 40 HOMEOWNERS FROM THE NIGHTMARE OF FORECLOSURE!

If you want to list and sell more property in 2012, you'll be there.  Here is the registration link: http://shortsalepro-repro.eventbrite.com.

Personal responsibility - at first it's bitter... But if you chew on it long enough, it's yummy!

People use the same lame excuses for mediocrity in fitness, relationships, and business. It's easy to think of plausible reasons why you "can't" because these reasons make you a victim of circumstance rather than a victim of your own lack of action or initiative. Your excuses move everything out of the realm of your own control and personal accountability, and therefore the inadequacy of your current situation is not your fault.


Successful people fail just like the rest of us. The difference is that, when they fail, they realize it's their own fault. Then they analyze the failure, figure out the reason they failed, get up, dust themselves off, and try again with a new strategy. In order to do this, you must first accept responsibility for the failure.


Personal responsibility - at first it's bitter... But if you chew on it long enough, it's yummy!

Get With the Program! - B2B Referrals Mean Big Business!

We all seen the stickers. Maybe we've even used them ourselves... "We Love Referrals", "... Referral Only...", etc.  All that is great.  And if you read our previous blog on "Current Client Referrals", you'll see how powerful it is to actually go from a passive referral remainder-type campaign to a purposeful system for asking for and getting referrals.  But even after all that, there is a HUGE source of referrals that are even easier to get that most Realtors leave completely untapped -- "The Business to Business Reciprocal Referral".

My team got 10 Short Sale Listings in 8 months just from one relationship with a CPA.  How many times have you said to a client, "... please check with a CPA about the consequences of this transaction and how it may or may not affect your tax picture..." or something like that?  Now imagine being the trusted advisor in the relationship with that client.  The dialogue changes to something like, "... so John & Jane, while my team is preparing the package for submission to your bank, I want you to have a talk with Paul.  He's a world-class CPA and he deals with the intricacies of Short Sale situations all the time.  He'll call you guys in the next 48 hours to go over the details."  Sound good?

The key here is that, if you do it right, if YOU are the one who calls your referral partner with the contact information for the lead, if YOU get the leads permission for your referral partner to call, then YOU are the connector.  YOU are the one bringing the value.  It's not some unseemly quid pro quo relationship where you each keep track of how many referrals you get from one another.  But it absolutely results in TONS of business from your referral partner.  They WANT to send the business to you because they see the value in it.

Check out the upcoming FREE class at Nu Generation Lanes called "Double Your Business on 30 Days with Reciprocal Referrals" taught by Don Yoakum.  Click here for free registration: http://www.eventbrite.com/event/2830599399/REProResource

See ya there!

Current Client Referrals - If you're not getting them, you're missing the boat!

You work hard for your clients.  On your listings, you worry about them more than the Seller does.  For your buyers, you run around and tour property, set up tours, research comps and more.  You spend tons of time on your buyers.

Did you know that a Seller or Buyer is most likely to encounter someone who is buying or selling real estate DURING rather than after their experience with you? That's right!  Do you know why that is?  It's a psychological concept called the reticular activator.  Follow the link for a detailed explanation.  For our purposes it just means that your client is more tuned in to real estate in general during the time that they are working with you.

But few of you ask for referrals and many of those who do are ineffective in the way that they ask.

Your clients want to refer you but there are two issues that need to be addressed before they will:

1. They don't know how. - In The Tipping Point, Malcom Gladwell suggests that you need to find the "connectors".  I call these your "Advocates".  They are the people who will go out of their way to make sure everyone knows that it is foolish to do business with anyone else but you. But even these people do not know how to effectively refer you.  You MUST teach them.  Handing our your business cards won't cut it (see "Two Big Reasons Never to Hand Out Your Business Card" by yours truly).
2. They don't want to share you. - Even when you blow them away with your service, they will wait until after their experience with you is complete to refer you because they mistakenly believe that their business needs your full 24/7 attention.  So they will not refer you until after the deal.  But the benefit of the reticular activator is over by then.  So the likelihood that they will even notice when they encounter someone who needs your service is virtually non-existent.

So you need to implement two things in your business right now.  Not next week, not tomorrow, not when you have time... right now.  Think about it...  What better way to grow your business than to get two deals for every one you're doing right now?!?!?  You need a script that communicates both why it's in their best interest to refer you right now and how to refer you so that you get the referred prospect's contact information.

Kick your business up a notch.  Use our super-special, super-secret (shhhhhh, don't tell anyone), special sauce -- "The CCR (current client referral) Dialogue"!  Download the Google doc here for free.

BTW... Just like Clark Kent, with just a few tweaks this CCR dialogue becomes... wait for it.... "The PCR Dialogue" (past client referral dialogue).  AND it's a great reason to call through your database!

Happy hunting!

We Attack at Dawn! - or - Why Morning Lead Generation Wins Every Time

So, Tina and I were making our ritual morning feast and talking about our workout this morning when she forcefully blurted out, "We attack at dawn!"  By forcefully, I mean her words came from the diaphragm with all the resolve of a military leader committing her troops to battle.

When we first began our regular P90X routine we quickly noticed a trend.  When we planned our workouts for the morning, we consistently completed them.  The rest of our day was full of the energy we created in the successful completion of the workout.  But, when we planned our workouts for evenings after a day at the office, not only was the likelihood of completion much lower, but we seemed to lack that extra spark of energy throughout the day.  Which got me thinking even before my second cup of coffee (no small feat).  [Ok... those of you who know me and coach with me can probably stop reading here and finish this blog yourself.  The rest should read on.]

"WE ATTACK AT DAWN!!"  - That should be your lead generation mantra.  In the morning when you're putting on your makeup or shaving, look yourself in the eyes and say it.  Yell at yourself if you have to.  "WE ATTACK AT DAWN!!"  Get yourself psyched.

Owning your own business is a high-stakes game.  It's yours to win or lose.  If you win the prize is financial security and the means to achieve your BIG WHY!  If you lose you go broke.  There is no second place, no, "thanks for playin'", no wonderful parting gifts.  Business is war.  Everyday is a new battle.  In "The Art of War" Sun Tsu said, "...though we have heard of stupid haste in war, cleverness has never been seen associated with long delays."  Once you have a winning plan, implement it... ATTACK!

• Get up in time to get your workout and breakfast done and be at work by 7:30am at the latest.
• Clear and return email and voice mail from 7:30am to 7:55am.  Then follow your battle plan and...
• ATTACK!!!! - Hit the freakin' phones at 8am.  Make those calls!  Schedule with scarcity. Set those appointments with prospects, referral partners, and the people-connectors in your sphere.  Make those apology calls to the people in your database who haven't heard from you in a while.  Make those calls to your current clients and ask them who they know right now that should be talking to you about buying or selling.  Set your sights on how many times you need to hear "No" to get the right number of "yes's" (see ...No Goals).

The final benefit is this, When you "Attack at Dawn" you create fierce momentum that carries you through your day.  Your phone rings with call-backs after lunch from your morning lead generation activities.   Combine this with effective time blocking, hold this lead generation time sacred, and your strategy is unstoppable, your army invincible, your victory assured.  I don't know about you, but I have no remorse in the savagery of conflict.  Win!  Prevail!  Survive!...

WE ATTACK AT DAWN!!

Coaching?

Why should you consider business coaching? George Bernard Shaw said,

"No question is so difficult to answer as that to which the answer is obvious."

In our busy day-to-day lives, we often fail to see the solution to an issue when it's right in front of us. An experienced business coach can be the extra set of eyes, the separate mind that can bring the clarity and focus that leads to a solution and ultimate success.

Get a coach!