A lot of our conversations with jv real estate investors is about why real estate investing is a good idea for them.
They seem to come up with a lot of reasons why “now is not the time”…
Am I right?
We learn about persuasion and influence, positive ways to re-frame the conversation…
But sometimes we need to just ask direct questions to call someone out.
I totally love what Michael Pantalon discovered as an opposite approach to people who are very resistant and if we use it to influence our jv real estate investors, you’ll be amazed at how fast the conversation changes.
The 2 Step Irrational Question to Ask ALL JV Real Estate Investors
Michael asked “On a scale of 1-10, with 1 being ‘not the least bit ready’ and 10 meaning ‘totally ready’, how ready are you to [ ] ?”
In the case of you and me, it would be: “…how ready are you to invest?”
Here’s the brilliant part:
Whatever number they answer doesn’t matter, because you’re next question is:
“Why didn’t you pick a lower number?”
I’ve been teaching influence and persuasion for many years to my coaching clients… and I’ve learned from the best.
But Michael’s simple question is GOLD.
Because it removes the prospect from defending their current position to actually explaining why, at some level, they want to change their behavior.
Can you see the power in this approach?
Most people would expect “why didn’t you pick a HIGHER number?”
You can learn more about Michael’s work and experiments in his book Instant Influence: How to Get Anyone to Do Anything–Fast
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And, you can also learn more about applying influence and persuasion to your joint venture partners inside the Real Estate Joint Venture Presentation Formula
What do you think? Is there a way you’ve discovered that works to move people away from their fears?
Let’s get a conversation going about this below…
– Joey