Welcome to the Real Estate Investment Mastery podcast. My guest is Dan Doran, The Marketing Man. I owe a lot of my success to Dan.
I got many of the catchphrases I use in talking to you and my coaching clients from Dan and his former partner, Richard Roop. Like this one: “We’re not in the real estate business; we’re in the marketing business.”
Dan started as a sales trainer in the ‘80s, so he’s been sharing his skills with the rest of us for a long time. Then in the ‘90s he got into marketing, which isn’t too much of a leap.
Dan got into real estate in 2001, wanting to train and coach real estate entrepreneurs. He did a lot of training all over the country and was successful at it. His most popular course was called Sales Mastery.
Just this morning, I was on my group coaching call and thought back to Dan’s way of handling objections. The first rule is to call the person by name, agree with them and ask them a question.
Saying the person’s name gets their attention for a second and calms everything else in their mind. And asking a question leaves you in control of the situation. If you push back, the person objecting will push back harder.
Dan did an infomercial about real estate in 2010 and that was fun. It was tricky, though, because he couldn’t use real estate in the script. He knew if he did, people would quit listening simply because of prevailing attitudes on the subject.
Dan’s ultimate strategy was finding houses that were free and clear and approaching a seller with an offer that included owner financing. If a seller is motivated, he’ll listen to your ideas about terms.
Dan has offered to share a few tips with you for free by phone. It’s a $500 value for free. He guarantees his tips will lead you to a breakthrough. The number is listed below.
Listen and learn:
- Implementation is the most important thing… run with your training, don’t sit on it.
- Learn a 2-minute drill meant to get you focused AND focused on the right things.
- Dan encourages people to work from a cap-critical action plan.
- Efficiency isn’t always about how to do something, but who can do it for you.
Mentioned in this episode:
- Joe’s podcasts: Real Estate Investing Mastery Podcast
- Dan’s email: email@example.com
- Dan’s phone number: 360.631.1075
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