When you got out to meet somebody – they have already had some idea of what you want from them and how you are going to disappoint them.
- A REO broker expects you to walk in, hoping that he would have a list of killer deals for you, but without having any idea of what kind of foreclosure you want to buy, or bring any kind of solid proof that YES you do have money lined up already to finance the deal.
- A FHA loan specialist expects you to walk in, hoping that she would help you find a buyer for a foreclosure that you just finished renovating, but without having any decent pictures of the finished house to show or having any concrete numbers of what kind of closing cost assistance or other help you can genuinely give to her clients and still hit your target profit.
- An experienced real estate investor expects you to walk in, hoping that he would hire you to bird-dog some deals, but without any idea of what kind of houses he typically buys or how you can help him with his exit strategy (flip, rent, lease option) by either your contacts or knowledge.
I think a lot about what I am going to say when I meet people beforehand. I also try to think and prepare a lot harder on what they expect from me and then try very hard to blow their expectations out of the water.
Goal is that they should not be disappointed but delighted by the time the meeting ends.
It is not easy. But it is yet another way of making sure that you get what you came looking for from that meeting.