In that email, he suggested the reason for knocking on a seller's door was "to help," and I thought that was the worst suggestion possible.
Your office accuses me of fooling people in foreclosure into thinking I’m there to help them when in actuality, I’m there for one reason only – to get paid.
I admit it (the getting paid part, that is).
And no seller who’s transacted with me believed otherwise.
practice what I preach
I don’t pretend to offer anything other than a “for pay” service, and to suggest sellers think I’m knocking on their door out of the kindness of my heart is nonsense.
I’ve been preaching this to my students for years, telling them how ridiculous it is to do the “sorry to hear about your problem” and the “I’m here to help you” stuff.
And, you obviously confirmed this when your spy, Chris “the mole” Johnson, participated in my recent Blue Pen Flip online training program and heard me tell students that right out of the gate, our job as investors is to “Investor Up.”
It’s me saying to the seller . . .
“Mr. Johnson, I’m an investor . . . which means I can’t buy your property unless I’m confident I can turn around and sell it at a significant profit within 30 days.”— Joe Kaiser, from The Blue Pen Flip™
Does that sound to you like I’m trying to pull the wool over his eyes or trick him into thinking I’m offering free help?
Wasn’t Chris paying attention to the training?
In reality, I do the exact opposite of what you claim, taking it to the extreme so there can be no confusion about my intentions.
Yet what do you accuse me of doing?
Pretending my services are free.
That’s so BULLSHIT.
guru in the house
I was on some foreclosure guru’s mailing list and he sent me an email about how to work the foreclosure business. It was obvious to me he had no idea what he was talking about.
In that email, he suggested the reason for knocking on a seller’s door was “to help,” and I thought that was the worst suggestion possible.
Here’s the email I sent to my list of subscribers in response.
2 am and can’t sleep, again.
Turns out I’m bothered about an email I just got from
some foreclosure guru (seems to be happening a lot
Let’s talk about it by me posing this question:
What’s the one word you absolutely must not say
when talking to someone in foreclosure about saving
I don’t blame you because I see foreclosure gurus
offering advice about how to approach people in
foreclosure and between you and me, they’re getting
it all wrong.
Today’s email quote from the guru who shall remain
nameless . . .
“Remember, you’re there to help.”
Ugh, no, pal.
“Help,” is a bozo no-no word if there ever was one.
I mentioned this last year and since at least one guy
missed it, I’ve decided today is a good time to address
Remember . . .
YOU’RE NOT THERE TO “HELP,” YOU’RE THERE TO
Any notion of an agenda other than “to get paid” is
dumb on so many levels I don’t know where to begin,
but let me pick a few reasons why “to help” is such a
#1 Help smacks of altruism
Altruism is a bogus concept and this, my friend, is a
business not to be confused with altruism. We work
and sometimes, work hard to provide solutions to
people with major, life impacting problems.
When we’re successful, we earn a tremendous profit
(“earn” being the key word there). Altruism, it ain’t.
#2 Help is disingenuous
Admit it, you’re not knocking on doors or cold calling
because you care about Bill and Sally’s predicament,
you’re doing that stuff because you care about getting
Hey, that, too, is a good thing.
You make a few bucks and keep someone from losing
everything, and that’s cool. Yours is a fantastic service
you don’t need to be masquerading as anything other
than exactly what it is, a “for pay” service.
#3 Help makes you appear suspect
Do you seriously think anyone in foreclosure actually
believes you’re there to help? Trust me here . . . they
They know exactly why you’re knocking: to steal their
Yes, I know that’s not your intention, but that’s exactly
what they’re thinking. Now, what do you suppose works
in this scenario?
You, pitching your silly “I’m here to help” BS, or you as
a foreclosure pro offering a “for pay” service designed to
solve their problem?
Forget about help.
Help is such a bad word it should be banned from your
vocabulary. Get it out of your thoughts and for goodness
sake, don’t allow your clients to go there either.
Because you don’t offer help!
Instead, you simply demonstrate, straight up, you’re
not pretending to do or be anything other than what
is on the table, get paid to solve their problem.
Trust me, that’s reassuring to someone concerned
with whom they should place their trust (and their
Ban it from your speech.
You’re a highly-paid professional who offers a highly
desirable (and not at all cheap) service that will save
That’s precisely what someone in foreclosure wants
to hear, by the way . . . reality, straight up.
Trust me, they can handle reality and will appreciate
Straight up, is cool.
Candor is cool.
wool is not my style
I’m an investor, I’m there to get paid, and I’m not about to apologize for it. There’s nothing untoward about it.
It’s my job (and the only honest way to do this business).
I am determined to be completely clear with everyone so there can be no confusion about what I do or what I offer. I’m 100% up front about all of it, and profit is not something I need to hide or tap dance around.
I provide a service and am not about to pretend it’s a free service, and I don’t.
Yet, in spite of all of this, your office says I’m a wolf in sheep’s clothing, taking advantage of unsophisticated owners in foreclosure by pretending to offer them help out of the kindness of my heart.
Never happened, Rob.
And I call BULLSHIT.