The #1 Skill for Success in Real Estate Dealmaking with Allan Langer

Passive Wealth Strategy Show - Real Estate for Busy Pros

Have you ever felt like traditional sales tactics were failing you? Or are those old tactics too pushy and aggressive?

In this episode, Allan Langer, a sales expert with over 25 years of experience, shares his best tactics for understanding and engaging with customers while advising on building solid relationships to help you succeed in real estate investing. He discusses the importance of open-ended questions, discovering what's happening beneath the surface through body language, and why ignoring traditional sales training may be your best bet. Learn how Allan hit the play button rather than the pause button during the COVID-19 pandemic by investing in relationships and staying motivated.

[00:00 - 07:14] Opening Segment

• Introducing Allan to the show
• The ability to sell helps investors do more deals, negotiate better deals, and get more done in real estate
• If you lead with helping and not selling, you will be more successful
• Open-ended questions are the best way to help someone feel heard and understood

[07:15 - 15:03] Understanding Body Language in Sales

• Ask for permission to move forward in the conversation
• Pay attention to body language and label it
• People don't want to meet with salespeople, so focus on how the brain works and what people want to feel comfortable about
• Become an "anti-salesperson" - someone that people are not expecting

[15:04 - 20:41] Relationships: Building Connections During COVID

• Salespeople are often trained poorly and feel icky about selling
• The balance of power has shifted to the customer due to the advent of the internet
• Old sales tactics such as 'Always be Closing' (ABC) and 'Follow the Submarine' don't work anymore
• Salespeople should focus on being advisors rather than salespersons

[20:42 - 26:11] Closing Segment

• Best investment: relationships
• Worst investment: Multi-level marketing
• The most important lesson learned: time management

Quotes:

"If you lead with helping and not selling, you'll be a more successful salesperson. Once they feel like you're trying to coerce them, they're going to have a harder time." - Allan Langer

"That's how the world goes round. People sell to other people, but nobody wants to meet with the salesperson." - Allan Langer

Connect with Allan!

Website: www.allanger.com

Invest passively in multiple commercial real estate assets such as apartments, self-storage, medical facilities, hotels, and more through https://www.passivewealthstrategy.com/crowdstreet/

Track your rental property's finances with Stessa. Go to www.escapingwallstreet.com.

Join our Passive Investor Club to access passive commercial real estate investment opportunities.

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