Confidence is key to selling. If you lack confidence and are meek, it doesn’t matter if you have the best product and it’s at a great price. If you leave any doubt or confusion in the buyer’s mind, you’ll lose them to more confident competitors.
When you lack confidence in your own product, people will find reasons (real or made up) as to why it’s not a good purchase.
Know your product inside and out. Know the competition’s product. Understand the market in general. Be positive, talk clearly and concisely, and be energetic (but not annoyingly so). Dress according to what is expected of the product you’re selling and the people you’re selling to. When in doubt, slightly overdress as opposed to being underdressed for the occasion.
Are you doing something because it actually makes sense – because you want to do it or because it is providing some value to you or serving a purpose? Or are you doing it because you’ve already “invested” so much time, money, or energy doing it and you think about everything that would have been wasted if you quit now?
In reality, you can’t get back the time, money, or energy you’ve already spent. You can’t recoup that. So the question becomes, are you willing to waste more time, money, and energy now just to see the project through? Are you willing to “throw good money after bad?”
Take a step back and ask yourself this question… “If I didn’t have ANYTHING invested in this and I have all of the information that I have today, would I still invest in doing this task?” If the answer is no, then it’s probably best to let it go.
We only have a finite amount of these resources. When we say “yes” to making suboptimal choices, we are inherently saying “no” to making better choices. We can’t be in two places at once. Most people have to make either/or decisions when it comes to buying things because we don’t have unlimited money. And our energy waxes and wanes, but if we keep beating our heads against a wall and doing things that don’t serve us or energize us, we will feel depleted of energy long before we need to. Don’t continue to do something that doesn’t work just because you have a sunken cost – it will only cost you more time, money, and energy in the long run.
Everyone has their own definition of success. Even if they don’t have it written down (most don’t, including myself) or it’s not the same definition every time they think of it, when they hear the word success or successful, they have an idea of what it looks like to them at that moment. And it’s different for everyone because we all have different goals in life. For example, if somebody doesn’t want to have children, being a great mother or father would not be a picture of success for them. Some people don’t want to work long hours (or any hours for that matter), so working their way up the corporate ladder would not be there idea of success. Nobody is right or wrong in the situation, it just depends on how you define success.
My current “definition” is that to be truly successful, you need to be able to succeed in many different types of environments. I want to accomplish great things like spending quality time with my family and friends, working towards good physical, mental, and financial health, building a career I can be proud of, taking time for hobbies and games that excite me, etc. I don’t want to be so lopsided that my success in one aspect of life gets in the way of my success in any of the other areas. I want to be complete, well-rounded, and above average in everything I do. Naturally, I will fall short in some areas at some time periods of my life, but if I can get up every time I fall down and keep going, I’ll be satisfied.
“To make progress, you must be FOCUSED, NOT BALANCED.” ⁃ Robert Kiyosaki
You can make a little progress while loving a balanced life, but to make the biggest gains, you have to focus an inordinate amount of attention on one specific goal or task. When you focus on one thing, you’ll be amazed at the strides you can make.
There is no such thing as a perfectly balanced life. Our lives are more like waves in the ocean, going back and forth. Sometimes we have a big project with a deadline to meet, so we have to put our energy in that, while other times we have the ability to focus more on our family, our health, etc.
We can try to be perfectly balanced, but will most likely frustrate you as you aim for the impossible. Instead, spend time in great focus on one aspect of life while maintaining other aspects, then ebb and flow to the next major category.
There are four sectors of the Cashflow Quadrant – E (employee), S (self-employed), B (business-owner), I (investor)
The Cashflow Quadrant describes four ways of making money – as an employee, a self-employed individual, a business-owner, or an investor. You are not limited to earning income in only one category at a time.
The most common way to make money (and what most people are trained for in school) is to be an employee. As an employee, you’re working for a company or organization and trading your time for money. You generally have the most “security” but the least amount of freedom as an employee (think W-2). You work the hours your employers set, follow their rules/handbook, and as a result, get paid a set wage (usually based on an hourly rate, but sometimes as a salary). Examples of this are everywhere – the cashier at the store you go to, the secretary at your office, a warehouse stocker, a janitor, teacher, office administrator, etc.
The second way to make money is as a self-employed individual (think 1099). Here, you don’t have a “boss,” but instead you are your own boss. It sounds great, but essentially you own your job here. You still trade time for money, but now you trade off some of the safety/stability of working for someone else and having a guaranteed paycheck for having to earn new business everyday. If you don’t sell something, you don’t get paid. Examples of this include lawyers, real estate agents, the owner of a landscaping company where the owner is doing a fair amount of revenue-generating/business-sustaining work, etc.
After that, you can move to the right side of the quadrant and start leveraging other people’s time or money to make you money.
In the business owner quadrant, you move yourself out of operations. You are no longer physically doing much of the work. Instead, you have employees doing the work on your behalf. You have scaled to the point where not everything hinges on you. If you decide to leave for a few weeks (or months), the business will still make money because of the people you have working for you, and the systems/processes you have in place. Think of Jeff Bezos, Steve Jobs, and Bill Gates as examples of this, but it can be on a much smaller scale too. Do you think any of them are out selling their products on an individual level, making the product, or packaging the product? Can they leave for vacation (or pass away) and have the company still survive (or thrive)? They leverage other people’s time so they can accomplish more.
Lastly, we have the investor quadrant. Anybody can be in the investor quadrant as long as they are investing in an asset that produces returns positive returns. The ultimate goal in the investor quadrant though should be to have your investments produce enough passive income to cover all of your expenses. once you get to that point, you won’t have to work another day in your life. You can choose to work, trillion time for money or being a business owner and working on your business, but you do not have to work. There are many ways to invest in assets, whether that is through index funds, mutual funds, cryptocurrency, and my personal favorite – real estate. Here, you leverage either your own money or, preferably, other people’s money to work and earn more money. The idea is that your money is working for you even when you’re sleeping.
Where I’ve been
As I write this, I’m now 31 years old. I’ve been working in some capacity for over half of my life now. I started working part-time jobs in high school on an alpaca farm, at a pizza shop, and landscaping. I took the first quarter off from work in college, but other than that I worked a minimum of 25 hours per week throughout the school year (and 40+ hours per week in the summer) at an office, as a personal trainer, and landscaping. After graduating, I began working 55-60 hour weeks at a food packaging plant, as a personal trainer and CrossFit coach, a gym manager, and a salesperson/project manager. I understand what it means to be an employee – trading time for money. I decided that this wasn’t the best path for me, even though I see how it makes sense to many people. The problem I had with it was two-fold. First, no matter how productive I was, my income was always capped. I could help the company make record profits, but it didn’t necessarily translate to an equal payday for me. But don’t hear what I’m not saying – I didn’t necessarily need to be paid in equal proportions to what I earned for the company. The business owners were the ones who took the risk to build the business and who spent the time, money, and energy in developing systems for me to succeed. It’s just that I knew my income and my family’s future would be capped if I stayed there. The second limiting factor for me as an employee is that I love learning and trying to implement new ideas. But as an employee, I had to stick to the rules and keep following what was working. I felt my innovative side was being stifled and I wanted to make my own rules. This led to my career change last year…
Where I am
As of June 2020, I became a licensed Realtor in the state of Ohio. The primary locations I focus on are Medina, Cuyahoga, Summit, Lorain, and Wayne counties. I generally work with people looking for a primary residence, and it ranges from first-time homebuyers, people looking to upsize, or people looking to downsize. That being said, my wife and I invest in rental properties and we work with other investors ranging from single family rentals/house flips, small multi-family, or commercial properties (such as apartments).
I’m now on a great team (The Casey Team) and working with an amazing brokerage (Russell Real Estate Services).
But even though I’m on a team, it’s still a 1099 (self-employed) profession. If I don’t sell houses, I don’t make money. I can cold call, door knock, show houses, and write offers, but if I don’t perform and close deals, I don’t get paid. It’s a 100% commission career and it can be stressful at times. But here, the harder I work, the more money I should make. My income isn’t capped.
As I mentioned, my wife and I do invest in real estate, but we also invest in the stock market with our IRA plans and her 403b. We also have the kids set up with UTMAs (Uniform Transfers to Minors Act) so they will be off to a good start once they become of age. We do not touch any of the cashflow from the rentals, dividends, or increases in equity that we receive from these investments and rather re-invest them so they can grow larger for us. This is similar to the example used for “make thy gold multiply” told in The Richest Man in Babylon.
Where I’m going (my plans)
My goal is to be able to retire by age 50. I don’t ever see a time when I want to stop working – I enjoy work, learning, and improving myself everyday. But I don’t want to have to work. If my family and I want to go on a long vacation, I want to be able to pick up and go.
With that being the end goal, I need to change a couple of things. First, I need my investments to produce a greater return. My goal is to do that through buying one new rental property every other year for the next 5 years, then hopefully increase to one per year (or more) for the following 15 years. We would hire a property manager so we are not handling the day-to-day items and it becomes a much more passive system.
I also want to move from the S (self-employed) quadrant to the B (business-owner) quadrant. While I don’t have any plans to open a brokerage, mortgage company, or title company, I would like to eventually be a partner on the current team I’m on and to get more Realtors on our team. Then we can have them out making deals while we help provide the support for them (with leads, office administrators, inside sales agents, stagers, photographers, etc). This will take time to build, and we will have to write up processes (and tweak them as we go). But this would eventually free me from the trading time for money conundrum that so many of us face.
If you have any tips or suggestions, feel free to leave them in the comments or to message me directly.
