Live Your Dreams

There is a common misnomer circulating that is often quoted as “Do what you love and the money will follow.” I would say that is certainly possible but it is anything but a cause and effect relationship. In his research for his first book, Live Your Dreams: Doctor's Orders" Dr. Samuel Gerstein looked for and found over two hundred people who were living their dreams at work. They all loved what they were doing and spoke enthusiastically about the virtues of their Dream Careers.

Yet there was a very wide range of incomes among all of the people he interviewed.
It wasn't only because of the different income levels inherent in different professions.

There were disparities among people who were essentially doing the same thing. Over the few years he followed them, he witnessed people increase their income levels even though they were still in the same field by applying certain principles.

The good news is that anyone can learn these principles.

One of the main principles can be summed up in the following quote:
“To get what you want, help other people get what they want.” Zig Ziglar

Zig Ziglar is a sales expert and motivational speaker. No truer statement could be spoken about making money. If you want to earn more money, think of ways to serve more people. First you have to define a target market. A target market is a group of people who are interested in what you are selling. They need and want what you have to offer.

One marketing guru was once asked what he thought was the most important thing a restaurant owner would need to open his business. The inquirer guessed, “A good business plan? An exciting advertising campaign? A welcoming interior design?” The marketing guru just shook his head at all of these suggestions and calmly replied, “Hungry people.” A tad brusque but he makes a good point.

In real estate there are some investors who just want a good deal. However, in order to determine their exit strategy they must know their target market (eg. who they are intending to sell/rent/lease the property to) If people are hungry for vegetarian pasta dishes don't offer them corned beef sandwiches. Conversely, if they want a steak, a hot dog may not cut the mustard.

Many people freeze when it comes time to selling themselves. By focusing on a target market you no longer have to think that way. You are unique. Instead of selling someone on a product or service, think of yourself as being a matchmaker.

You are looking for the best match between your Dream - I am assuming it is real estate deals that you are offering - and what people want - your target market.

Feeding your Target Market:
After you have defined your target market and what they are hungry for, find out where they look for their deals (real estate investments).

On the other hand, when you see that what you have to offer does not match what the potential client wants or needs you will not want to offer it to them. It won't feel good and you probably won't do a great job for them. Remember your Dream Career comes from your heart. If you can't put your heart into something refer them onto to someone else who will make a better match for what they want.

They will remember your generosity and will probably return the favor when they encounter a hungry person who desires what you offer.

That is also one of the MANY wonderful things about the real estate investment world. There are so many professionals of different specialties, and so many deals that you don't have to kill your competitors for the sale (market share). You can help others by sending them referrals, and more often than not they will reciprocate. In the end ... everyone wins !!!

You don't have to sell anyone anything – just be a good matchmaker and give people what they are hungry for.

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