Tag: Rehab (16 articles found)

MORE SCAMS: ALERT!

by  Janet Behm  on  Monday, July 16, 2018



"Don't let the same dog bite you twice." - Chuck Berry


The most common forms of scams targeting taxpayers occur before April 15th (or the 18th, as it was this year), but as tax planning and correspondence continues year-round, so do the fraudsters.

It seems that once they get a taste of that sweet, sweet stolen money, they keep inventing more ways to engage you and your money.

So here are some newer ones for which to be on guard, as well as a reminder about some of the regular variety...

Real bank accounts sent fraudulent money
This is a new twist to a common problem: fake returns filed. But in this instance, the criminal sends funds to YOUR bank account ... and then comes to you, claiming that there has been some sort of error. They do this to prevent the IRS from raising an alarm for funds being deposited into unrelated accounts.

The scammers then contact you, either posing as an IRS representative calling about a refund error or as an agent of private collection agency going after tax debts. As fake agents, they tell you to send the funds back to the Treasury -- except it's really going into their hands. As collection agent impersonators, they instruct you to forward the money to their little fake collection agency.

Fake charities come calling
Every time a natural disaster strikes, these outfits pop up like moles to be squashed. They advertise and spread via social media and typically don't appreciate it when you ask difficult questions. That's why if you have any questions about a charity and the group seeking your contribution won't answer them...don't give. Legitimate  nonprofits are happy to prove that they are really doing the good work they advertise.

The IRS has set up an online tool to verify charitable organizations called "Select Check" that can help you navigate the murky waters of this area. In general, a good rule of thumb is to give to established charities, or those endorsed by trusted friends.

Fake withholding verification
In this doozy, the crooks will mail (or fax, if you can believe it) a letter to their scam targets, most often those who are international taxpayers or non-resident aliens. The letter tells them that although they are exempt from withholding and reporting income tax, they need to authenticate their information by entering personal and tax info on the enclosed, phony version of Form W-8BEN and faxing it to the crooks.

The first problem is that these forms are only supposed to be sent to a "withholding agent", and they often reference fictitious forms. Don't fall for this one -- run these sorts of things through us before complying.

Fake IRS agents calling you
This one has been a common tax scam as of late. The IRS estimates that 2 million taxpayers have been called over the past year. And lest you think we're getting collectively wise, they also estimate that they have already gathered over $60 million in fraudulent funds. And they are still going at it. Watch out.

There are more out there like this, so if you suspect you're being targeted, here's what you should do... 

  • Contact the Treasury Inspector General for Tax Administration. Use TIGTA's "IRS Scam Reporting" web page to report the incident.
  • You can also report it to the Federal Trade Commission. Use the "FTC Complaint Assistant" on FTC.gov. 
  • Send any phishing emails you think you've received to: phishing@irs.gov 

If you think you may owe taxes, but are leery of the source telling you: 

  • Ask for a call back number and an employee badge number.
  • Call the IRS at 800-829-1040. IRS employees can help you.
  • Or, if you would rather not land in phone-tree oblivion with the IRS, you can give us (Utah Real Estate Accountants) a call: (801) 278-2700
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First, NOW is the time to act…Did I say NOW?!?!

You may have established an estate plan in the past, or you may not have gotten around to it, but it is critical that you ALWAYS have an up-to-date plan. 

Most people are smart enough to keep their car in good working order -- it requires oil changes, an annual physical check-up, etc. But I'm always surprised by the common misconception about how often they should have their estate plan reviewed.

You see, most people see estate planning as something you "do once" and never have to think about again. That's just flat incorrect. 

Just like your health can take a dramatic turn (for the better or worse) in a year, your estate planning decisions can change dramatically in a short period. Sometimes, something simple happens, such as an out-of-state move by the people you've identified to serve as the guardians for your minor children. That's just one of many good reasons to revisit your estate planning decisions.

Plus, though there's been a lot of talk in recent years about the higher estate tax threshold, there are many ways in which out-of-date plans can be "burned", by not complying with new laws.

Your estate plan is a "living and breathing" plan (at least when done right) and therefore has to be maintained to reflect your life as it is today. 

Second, PLEASE ensure you have chosen the proper executor. 

Whether you're dealing with significant sums, or with a more modest estate, choosing the person to handle these transactions is a critical decision for EVERY Salt Lake County family.

It's always a great idea to get professional advice in making these selections. But, if you choose to "go it alone" for some reason, here's what you need to keep in mind as you consider who will be your executor:

An executor must:  

 * Obtain certified copies of your death certificate
 * Locate Will beneficiaries
 * Examine and inventory your safe deposit boxes
 * Collect your mail
 * Cancel credit cards and subscriptions
 * Notify the SSA and other benefit plan administrators of your death
 * Learn about your property, which may involve examining bank statements, deeds, insurance policies, tax returns and other records
 * Get bank accounts covered by the Will released
 * Place notices in newspapers so creditors can make claims
 * Hire a probate attorney


Either the executor or the probate attorney must:  

 * File court papers to start the probate process and obtain legal authority to act as your executor
 * Manage your assets during the probate process, which usually takes six months to a year
 * Handle court-supervised probate matters, including transfer of property to your beneficiaries and making sure your final debts and taxes are paid
 * Have final income tax forms prepared, and, if necessary, have estate tax returns for your estate prepared and filed

Of course, the open probate process is something you will absolutely want to minimize and even avoid. A sound plan does this.

But this right here (the choice of executor), is where it starts.
In the future, I'll have more to say about an executor and why that choice is so important.

Warmly, Janet Behm, EA

Utah Real Estate Accountants

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How Money Can Buy You Happiness

by  Janet Behm  on  Tuesday, July 03, 2018
 How Money Can Buy You Happiness

By Janet Behm, Utah Real Estate Accountants

Despite assertions to the contrary, science tells us that money can buy happiness. To a point. From a recent study (my emphasis):

We report an analysis of more than 450,000 responses to the Gallup-Healthways Well-Being Index, a daily survey of 1,000 US residents conducted by the Gallup Organization. […] When plotted against income, life evaluation rises steadily. Emotional well-being also rises with log income, but there is no further progress beyond an annual income of ~$75,000. For reference, the federal poverty level for a family of four is currently $25,100. Once you reach a little over 3 times the poverty level in income, you've achieved peak happiness, as least far as money alone can reasonably get you.

This is something I've seen echoed in a number of studies. Once you have "enough" money to satisfy the basic items at the foot of the Maslow's Hierarchy of Needs pyramid – that is, you no longer must worry about food, shelter, security, and perhaps having a bit of extra discretionary money for the unknown – stacking even more money up doesn't do much, if anything, to help you scale the top of the pyramid.

But even if you're fortunate enough to have a good income, how you spend your money has a strong influence on how happy – or unhappy – it will make you. And, again, there's science behind this. The relevant research is summarized in a recent study in Journal of Consumer Psychology by a quartet of Harvard researchers: If money doesn't make you happy, then you probably aren't spending it right:

Most people don't know the basic scientific facts about happiness — about what brings it and what sustains it — and so they don't know how to use their money to get it. It is not surprising when wealthy people who know nothing about wine end up with cellars that aren't much better stocked than their neighbors', and it shouldn’t be surprising when wealthy people who know nothing about happiness end up with lives that aren't that much happier than anyone else's. Money is a chance for happiness, but it is an opportunity that people routinely squander because the things they think will make them happy often don't.

What is, then, the science of happiness? I'll summarize the basic six points as best I can…

  1. Buy experiences instead of things

Things get old. Things become ordinary. But experiences are totally unique; they shine like diamonds in your memory, often more brightly every year, and they can be shared forever. Whenever possible, spend money on experiences such as taking your family to Disney World, rather than things like a new television.

  1. Help others instead of yourself

Anything we can do with money to create deeper connections with others tends to tighten our social connections and reinforce positive feelings about ourselves and others. Imagine ways you can spend some part of your money to help others – even in a very small way – and integrate that into your regular spending habits.

  1. Smaller purchases are more satisfying

Because we adapt so readily to change, the most effective use of your money is to bring frequent change. Break up large purchases, when possible, into smaller ones over time so that you can savor the entire experience. When it comes to happiness, frequency is more important than intensity. Discover how many small, pleasurable purchases are more effective than a single giant one.

  1. Pay now and consume later

Immediate gratification can lead you to make purchases you can't afford or may not even truly want. Impulse buying also deprives you of the distance necessary to make reasoned decisions. It eliminates any sense of anticipation, which is a strong source of happiness. For maximum happiness, savor (maybe even prolong!) the uncertainty of deciding whether to buy, what to buy, and the time waiting for the object of your desire to arrive.

  1. Think about what you're not thinking about

We tend to gloss over details when considering future purchases, but research shows that our happiness (or unhappiness) largely lies in exactly those tiny details we aren't thinking about. Before making a major purchase, consider the mechanics and logistics of owning this thing, and where your actual time will be spent once you own it. Try to imagine a typical day in your life, in some detail, hour by hour: how will it be affected by this purchase?

  1. Beware of comparison shopping

Comparison shopping focuses us on attributes of products that arbitrarily distinguish one product from another but have nothing to do with how much we'll enjoy the purchase. They emphasize things we care about while shopping, but not necessarily what we'll care about when actually using what we just bought. In other words, getting a great deal on cheap chocolate for $2 may not matter if it's not fun to eat.

Happiness is a lot harder to come by than money. So, when you do spend money, keep these lessons in mind to maximize what happiness it can buy for you. And remember: it's science!

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NEW MAREIA Member Benefits Just Announced

by  Larry Adler  on  Wednesday, June 27, 2018

 

Below you will find the new MAREIA Member Benefits that were just unveiled at the annual National REIA Mid-Year Leadership Conference* in Provo Utah. In addition to the New Benefits many of the existing benefits received some major upgrades. These discounts are only available to members.

The Home Depot

Our friends at the Home Depot keep providing us with newer and better opportunities. This year it includes:

2% Semi Annual Rebate*

20% savings on paint stains and primers

Volume pricing on large orders

Dedicated national support team

Bulk pricing discounts on thousands of items

Exclusive online appliance program with free delivery and haul off

Hampton Bay kitchen and bath cabinet discount program up to 20% off

Arcana Insurance

Arcana insurance has been around for a long time and now has four unique programs designed for the real estate investor and property manager.

Residential Property Insurance Program

Tenant Discrimination Program

Landlord Supplemental Protection

Renters Contents and Liability Insurance Program

 

Office Depot Office Max

Office Depot / Office Max member’s only discounts. Free Shipping for orders of $50 or more

10% Branded toner and ink

20% Office Max brand toner and ink

20% to 50% Cleaning and Break Room Items

10% Average technology core items

Black and white copies $0.025 each

Color Copies $0.22 each

 

Rent Perfect

Rent Perfect is the solution rental property owners and managers have been crying out for. All you need is a onetime registration fee of $0.95 and you are almost done. Send an e-mail link to your tenant and they pay the rest. They request the report and agree to let Rent Perfect share it with you. Rent Perfect’s NATION-WIDE search will get you the applicant’s Criminal Record, Past Evictions, Credit History, Government Watchlist and let you know if they are a registered sex offender. This is so user friendly you can do it all from a smart phone.

 

Crimshield

New service from RentPerfect Company
Background checks
Can be used to check contractors and borrowers$59 per report

 

Buildzoom

Buidlzoom helps connect you with the best contractors in the country. Their platform uses your data to objectively match your project with at least three contractors and assists you throughout the process with a project consultant.

 

REI Pro

Customer Relationships Management (CRM) for investors
Marketing automation, lead and offer tracking, etc.

 

 

JC Penney

Card for 30-60% discounts
Can be used as benefit for tenants

 

Member Benefits Summary

There are over 30 vendors providing multiple member benefit programs and discounts. Just join MAREIA and check out our member’s only area to start using them.  Member Benefits

Good Luck and Good Investing

Larry Adler

Office Manager

*The National REIA Mid Year Leadership Conference is hosted in a different city each year. It brings together REIA leaders from all over the country to provide annual training which allows those industry leaders to bring their members the best experience possible. They can be contacted at www.nationalreia.org for more information

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Utah REIA Diamond Sponsor Announced...

by  Rebecca Dearing  on  Monday, June 11, 2018

          

The Utah REIA is excited to announce Reeder Asset Management as this year's Diamond sponsor. In learning about the founder, Cody Reeder, and the services provided by Reeder Asset Management, we found their experience, management philosophy, and empowering nature to be exemplary.

Below are a few paragraphs to help you become familiar with Cody Reeder and Reeder Asset Management:

Investor
Cody Reeder, a native of Logan, UT is the owner of Reeder Asset Management. His career in the Real Estate industry was fueled by the downsizing of his former life in the print-media market in the late 90's, and a late-night infomercial, from a restless night of trying to figure out ‘now what?’.

With the purchase of a duplex next to USU, the spark was lit. Since that first purchase nearly 20 years ago, he has built a personal portfolio of close to 200 units (utilizing the very concepts taught at the Utah each month) that include several commercial office buildings, two apartment complexes and numerous single-family homes, duplexes, triplexes etc. from Cache Valley to Salt Lake City.

He refers to himself as the blue-collar investor, as he comes from humble beginnings and his approach to his investments has been ‘do the math, take the plunge, and then roll up your sleeves and make it work’.

Manager
With a growing reputation of sound property management, investors across Northern Utah began reaching out to hire him to manage their properties. He earned his real estate sales license, his broker license and his Certified Property Management designation from the Institute of Real Estate Management, and in 2013, he made his management services available to the public.

With nearly 1000 units under management from Preston, ID to Lehi, UT and four offices, his passion for property management and his experience as an owner is the secret to the management's completely organic growth. He thinks as YOU (the owner) think – not as an agent-for-hire thinks.

The motto of Reeder Asset Management is 'the owner is NEVER BURDENED but ALWAYS INFORMED' goes to their Core Value of ABSOLUTE TRANSPARENCY.

Personal Fun Fact

In his free time, if you spend any time in the mountains you will see him running the beautiful trails of Cache Valley, Ogden and Salt Lake. He’s completed many ultra marathons including Six 100-milers, four full-Ironman triathlons and the 7 mile Bear-lake Monster Swim across Bear Lake.

To learn more about Reeder Asset Management, visit them at:https://www.reederproperties.com/

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But I Want Full Price For My House...

by  Jason Roberts  on  Monday, April 02, 2018

Hi Everyone!

Hope you are staying warm out there, it is a cold one!

So what do you do when you talk to a potential seller and they ask for full price? Do you try to convince them to give you a discount? Do you follow up with them later to see if they change their mind? Do you simply walk away from the deal?

What if you had another option? A way for you to not only make money, but also give them full price for their house? How is that possible?

I am talking about Lease Options.  Lease Options are a way to offer sellers full price for their house while at the same time making money for yourself!  It is a win win situation for all! And let's be honest there are tons of leads wanting full price for their house!

Well at this month's Lifeonaire REIA meeting we are bringing in the expert in Lease Options, Jim Aydelotte! Jim is going to be showing us how he has created a business where he is able to offer a seller full price for their house with No Money, No Credit and No Risk to himself.  Jim is going to show you:

  • What Lease Options are
  • WHY Lease Options are so Lucrative
  • Help us Understand Sandwich Lease Options's and Cooperative Lease Option's.
  • What you MUST do to find Sellers!
  • What do typical deals look like?
  • The absolute BEST way to qualify and find Tenant/Buyers
  • Moving properties FAST!
  • How to RETIRE EARLY - The 3-5 Year Plan!

So if you are tired or throwing that hard earned marketing money in the trash, then join us on Wednesday, April 11 for a meeting you cannot afford to miss! Meeting starts at 6pm for networking and 7pm for the meeting at Spazio's in Westport,12031 Lackland Road, St. Louis, MO 63146.

And make sure to mark down that Saturday, April 14th where Jim has agreed to teach an all day seminar teaching you his winning strategies.  Meeting will be held from 9am to 3pm at Spazio's with lunch provided. Be sure to register early as early bird pricing ($49 for members/$79 for non members expires on Monday, April 9th)!

REGISTER HERE!

For more information, visit our facebook page and RSVP on Meetup 

See you there! 

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Waste Not, Want Not

by  Jason Roberts  on  Wednesday, March 28, 2018

Hey Everyone!

How much does a typical lead cost you? It depends of course on what kind of marketing you are doing but you usually are paying for the data, for skip tracing services, supplies and of course the stamps!  Who else was super excited when stamps went down a penny earlier this year?

Lead's Cost You Money

We all know that marketing is a numbers game and when you close a deal you are paying for all the leads that you wind up having to throw away because they didn't call back, never responded or wanted more for their house than you were willing to offer.  What if I told you there was a way to get more out of your marketing dollars? What if I told you that there was an option for turning those trash leads, you know the ones where they wanted full price for their house, into a deal. What?!!! You have to be crazy!

I Am an Investor, How Do I Pay Full Price for A House?

The answer is Lease Options.  At our next Lifeonaire REIA meeting, special guest, Jim Aydelotte, is going to be showing us how he has created a business where he is able to offer a seller full price for their house with No Money, No Credit and No Risk to himself.  Jim is going to show you:

  • What Lease Options are?
  • WHY Lease Options are so Lucrative?
  • Help us Understand Sandwich Lease Options's and Cooperative Lease Option's.
  • What you MUST do to find Sellers!
  • What do typical deals look like?
  • The absolute BEST way to qualify and find Tenant/Buyers
  • Moving properties FAST!
  • How to RETIRE EARLY - The 3-5 Year Plan!

So if you are tired or throwing that hard earned marketing money in the trash, then join us on Wednesday, April 11 for a meeting you cannot afford to miss! Meeting starts at 6pm for networking and 7pm for the meeting at Spazio's in Westport, 12031 Lackland Road, St. Louis, MO 63146.

And make sure to mark down that Saturday, April 14th where Jim has agreed to teach an all day seminar teaching you his winning strategies.  Meeting will be held from 9 am to 3 pm at Spazio's with lunch provided. Be sure to register early as early bird pricing ($49 for members/$79 for non members expires on Monday, April 9th)!

REGISTER HERE!

For more information, visit our facebook page and RSVP on Meetup 

See you there! 

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How to Put Lease Options to Work for You!

by  Jason Roberts  on  Thursday, March 15, 2018

How to Put Lease Options to Work for You!

with... Jim Aydelotte

Learn everything there is to know about lease options with Jim Aydelotte

Wednesday, April 11, 2018

Spazio at Westport
12031 Lackland Road
St. Louis, MO 63146
Register Below
How to Put Lease Options to Work for You!

The market right now is hot, hot hot!!!  Properties with deep discounts are still out there but more and more buyers are wanting full price for their houses. So what do you do with those leads?

Do Not Throw Them in the Trash!

Getting the phone to ring with an interested seller is no easy endeavor. A lot of time and energy have been put into getting that person to call you back and you certainly don't want to toss them aside just because they want full price for their house.  What if there was another option?

I am Talking About Offering Them a Lease Option!

But what is a lease option?  How can I offer them full price for their house. I am supposed to be buying their house at a discount. I am a real estate investor. That is the nature of the business. Duh!!!!

Well this next month's Lifeonaire REIA meeting on Wednesday, April 11th, special guest, Jim Aydelotte, is going to be showing you how to put $5,000-$10,000 into your bank account in 30 days or less using lease option strategies with NO money NO credit – and NO Risk.

Jim Aydelotte
Jim is going to be going through:
  • - What are Lease Options?
  • - WHY Lease Options are so Lucrative?
  • - Understanding Sandwich Lease Options's and Cooperative Lease Option's.
  • - What you MUST do to find Sellers!
  • - What do typical deals look like?
  • - The absolute BEST way to qualify and find Tenant/Buyers
  • - Moving properties FAST!
  • - How to RETIRE EARLY - The 3-5 Year Plan!
So if you are ready to turning your trash leads into big profits, then join us for our next Lifeonaire REIA meeting on Wednesday, April 11 for a meeting you cannot afford to miss! Meeting starts at 6pm for networking and 7 pm for the meeting at Spazio's in Westport, 12031 Lackland Road, St. Louis, MO 63146.

And make sure to mark down that Saturday, April 14th where Jim has agreed to teach an all day seminar teaching you his winning strategies.  Meeting will be held from 9 am to 3 pm at Spazio's with lunch provided. Be sure to register early as early bird pricing ($49 for members/$79 for non members expires on Monday, April 9th)!

REGISTER HERE!

For more information, visit our facebook page and RSVP on Meetup 

See you there! 

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Ebb And Flow

by  Randy King  on  Tuesday, March 06, 2018

 

The Ebb and Flow

It’s an interesting phenomenon, the ebb and flow of membership at the Madison REIA.  Turns out, it tracks closely with most REIAs across the country, but it does not track at all with most professional networking associations.  I wanted to understand this curiosity a little better, so I took a closer look.

First, let’s define what this ebb and flow is all about.  Through social media, search engine queries, and referrals from individuals and organizations, people find their local REIA.  The individual referrals are the best because they are person-to-person and all about explaining value received by one person explaining it to another.  It’s like seeing a great movie – you share it with people.

But those organizational referrals can be a double-edged sword, especially if the referrer is a “fly-in guru” that has come to Madison, talked people into parting with their money for a “boot camp” or personal coaching, and then admonishes them to go “find your local REIA” on the premise that this is where you will really learn what this stuff is all about and interact with like-minded people.

While the latter points are entirely true, the problem is that it’s the guru laying claim to having discovered this awesome resource just for you and, consequently, you now deserve to “step up” to a more advanced coaching program where you’ll really get the juice.  But that juice is expensive, as you may already know.

With all these sources funneling into the REIA, a few people will look closely at the value that they might get from being a part of the association, and they sign up as members. This is the flow of membership increases.

The ebb of attrition nearly matches the flow of increases and it’s a real head-scratcher at times; hence my interest in what’s going on.  You would think that once someone got involved with the REIA, they would continually advance their relationships and grow their interests.  But this is not what happens.

It’s regrettable that the world of media has people believing that real estate investing in its many forms is a glam-job requiring only 4 hours of work each week with massive free time.  Rarely does any endeavor worth doing show up this way.  Nor should it.  When you have a passion for something, you should wake up each morning excited for the day and all the things that you will set out to do.

When people don’t see the path to untold wealth and limitless freedoms paved in a smooth, slick surface, they assume that ANY wealth or freedom is out of their reach.  Nothing could be further from the truth; the path is surely there, it’s just not paved so smoothly.

For those that decide to roll up their sleeves, get the training, then do the work, well, those are the people that realize wealth and freedoms.  But they DO the work to achieve that goal.  These are the same people that understand the value of associating with others, resourcing colleagues, and finding a way to be accountable to someone else; a mentor or a coach.

Sure, you can GET that training at the REIA, and we think that we have darn good programs and resources to support that education.  But you can get that education in a lot of places.  What your REIA offers so much better than anything else is LOCAL access to people, services, and accountability.  You can’t get those things with online training programs or gurus from California.

That’s the story.  Many, many people are misinformed about this industry and never take advantage of the primary offerings of the REIA.  And when the rehab fairy fails to materialize and drop a distressed property in their lap, they just fade away and dispense blame.  “Do or do not – there is no try”, a wise old man once said.  Take advantage of your association for its offerings that cannot be duplicated.

 

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Why Dogs Bite

by  Randy King  on  Friday, March 02, 2018

 

I’ve had some discussions lately with coaching students about marketing.  One student was perplexed and somewhat upset, understandably, that “nothing is working”.  So, we drilled down into his work to see if we could uncover something.  I asked what he was doing for his marketing.

“Direct mail” was the answer.  Good, that’s a great way to reach out to a lot of people and get decent results; although this was clearly NOT the case for this guy.  Now, I should mention that I have seen his marketing letters and they are really great – to the point, clear, and all about helping the prospect.

So, naturally, I went to “quantity” and found that he was doing about 100 a week.  Not an avalanche by any means, but certainly enough to generate a response or two from time to time.  But, “nothing” is what he claims to be getting.  Absolutely nothing.  Makes no sense, really.

Later that same day, another student approached me with a couple of questions and remarked that he was fielding a “bunch of leads”.  “Wait a minute”, I said with this earlier conversation in mind, “where are you getting these leads?”  Oh, direct mail, talking with REALTORs, and friends.

So, the first thing you could rationally conclude is that he had multiple streams of marketing going on, but with all things being equal, he should have had little or no response from direct mail.  Not the case.  He was getting the lion’s share from direct mail response.  He was having good conversations.

The next thing that you might conclude is the target area.  After drilling down, come to find out that some of these two people’s marketing areas overlapped.  Even more bizarre, because that should mean a big fat goose-egg for both, but clearly this is not the case.

What the heck is going on?  I wish I could say that this was a unique situation, where one person is getting terrific response and the other is getting little or nothing.  Regrettably, this scenario is not that rare, and I am starting to see a pattern when I look at the situation more carefully.

There is a well-known phenomenon in dogs that is called “fear aggression” – it’s when a dog bites a human because the human is exhibiting fear.  It’s a self-preservation response that seems totally contradictory.  If the dog sensed fear in the human, you would think that it would feel some superiority in the situation and NOT bite.  But what happens is that the dog empathetically takes on the human’s  fear and bites the human to protect itself.  Weird, but true.

Dogs don’t bite me.  I always approach a dog with love and confidence and non-aggression, so they immediately feel comfortable and start wagging the tail and assuming a submissive stance.  The dog feels that I will do no harm and appreciates the loving attention.

Could the same be true human-to-human?  Why are some sales people wildly successful while others fail miserably?  If you drill down, you will see that a good salesperson is authentic, empathetic, and really looking out for the best interest of the client - and HAS THE CONFIDENCE to deliver on that.

So, there is a high probability that marketing failures are the result of fear on the side of the marketer.  But how does that get transmitted through a letter – before the marketer even talks with the prospect?  In a word, “I dunno”.  OK, that’s two words, but you see where I’m going with this.

Consider that the energy that you put into your marketing letters while writing and addressing them has a bold impact on the reader, and not so much the words.

My partner and I once sent out 40 (forty) letters because we ran out of stamps, and I saw her blessing the batch and putting a lot of love into them.  We got three (3) responses from the 40 (7%), and one of them turned into a huge rehab for us.  Luck?  Coincidence?  I don’t know, just look at it.

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