Real Estate Client
I have a client that I have been talking to over Skype once every couple of months. When she first contacted me she said she had a problem with closing.
She was a real estate agent. She did a perfect job explaining all the benefits of the house. She did a perfect job answering all of their questions. She knew everything she could about the neighborhood about the schools about the crime rates everything about interest rates and mortgages in different types of mortgages.
Her problem was when it came time to close, she suddenly lost her nerve. She thought that she needed to become more confident. She thought that she needed to become more assertive. She thought that she needed to become more aggressive.
Bubbles Everywhere
There’s been a lot of real estate bubbles recently. In the states, in Canada and Australia. There was a huge real estate bubble in Japan back in the 80s and 90s. If you study bubbles it’s kind of a curious thing. They seem to pop up and nobody seems to know about them until it’s too late.
There’s been a lot of research done over all of the bubbles in history and they all have one thing in common. Without this one thing in common they won’t turn into a bubble. A lot of times we’ll learn things when we are very young and we’ll continue to do those behaviors into adulthood even though those same behaviors don’t make a lot of sense.
Unless we examine why we do our behaviors, unless we examine our deep beliefs, we won’t understand how those behaviors might be keeping us from getting what we want. This doesn’t just happen to individuals this can happen to entire societies.
Japanese Houses
For example, in modern Japan, most of the residential houses they build are not built very strongly. They’re built very very quickly. It’s not uncommon to see a vacant lot in a residential neighborhood and then see a full-blown house there two weeks later. The houses they build are not really built to last several decades.
You won’t find many residential houses in Japan that have been around for 100 years. Not like you’ll find them in Europe and in the United States.
Once upon a time there was this hermit that lived in a very tiny shack in a Midwestern state. It was a state where if you owned the land you also own all of the mineral rights so the government or any other investors wouldn’t come poking around asking about the potential oil or other minerals that might be hidden beneath the surface.
Crazy Lonely Hermit
Because of this they kind of left of this old hermit alone. But because he never came out of his tiny shack and because his shack was so tiny people wondered how he survived. People had all kinds of rumors about him they thought that maybe he was somebody kind of like the una-bomber who lived in a tiny shack in the woods and looked very crazy whenever he came out.
Eventually this guy died. Of course they didn’t know he died for a while because he didn’t, nobody knew him and he didn’t have any next of kin but eventually they did find out that he died. They sent in some government agents to get his body.
They found this huge deep multilevel basement under his tiny shack. They found these 10 floors. Each floor was about the size of a football field. On these 10 floors was all this very advanced scientific equipment.
What Is This Stuff?
It was so advanced they didn’t understand any of it. They didn’t know what it did. They didn’t know who built it, certainly not this old man. They were certain that this old man bought this shack in that specific location specifically because of all the equipment that was somehow buried under the earth. They only found out one of the pieces of equipment.
It took them a long time. It seemed to be a reverse energy matter transfer device. Most people are aware of how a nuclear reaction works. If you take the nucleus of an atom and you split it in half the resultant mass will not add up to the original mass. The difference, the mass that vanishes during a nuclear reaction, that mass is converted directly into energy.
What this machine does is it converts energy back into mass. It was connected to a gigantic computer with a huge database of all these different chemical compounds and was calibrated so you could program and the type of matter you wanted to create and would direct these energy beams to create this matter was very much like one of those food creation devices on Star Trek.
Man This Is Cool!
The scientists were overwhelmed with excitement when they figured out how this worked because this meant they could use this thing to create any kind of matter they wanted to. This is probably how this guy survived for so long. But there’s so many other pieces of equipment down beneath that they don’t know about. There are so many pieces of equipment down beneath that they can’t even understand.
It’s going to take them a very long time to explore all of the levels beneath the surface. Because they are sure that beneath the surface lies incredible treasure that can help society for many generations to come.
They don’t know who put all the stuff down below the surface, but they know that they can use the stuff beneath the surface for incredible growth and prosperity.
Lots of Damage
Way back in the day before Japan joined the modern world they were mainly a lot of fishing communities. Their entire economy was based on fishing. They all the had a lot of these communities are very close to the ocean, but what would happen frequently was fishermen would go out for a couple of days and they would come back in the entire village would be gone.
Because in Japan there a lot of earthquakes and tsunamis and they learned that if your house has a high likelihood of getting destroyed by a tsunami or an earthquake then it doesn’t make a lot of sense to spend a lot of money and effort to build a very expensive house. If the waves are going to come in and just knock it out.
They learned a long time ago to build their houses very quickly and very cheaply, knowing that they might get destroyed. Of course today they know all about earthquake prediction and tsunami warnings and building tsunami walls and so theoretically they could start building very expensive houses.
What Worked Before…
Because this strategy worked for them in the past they maintain this strategy today.
The one thing in common that all bubbles have as a sudden influx of new money going all the way back to the tulip bulb mania to the South Sea bubble where Isaac Newton lost his fortune. All of these bubbles have said that one thing in common of a sudden influx of money into the society.
Once the society gets a sudden influx of money it creates massive bubbles and that’s exactly what happened with the Internet bubble in the 90s and the real estate bubble in the 2000’s and the second real estate bubble in the 2010’s in Australian Canada and the United States.
New Money Creates Bubbles
It was because of massive money printing campaign by the central banks.
Once my real estate client learned the secret to asking the right questions she never had to close again. That was the trick that made her very very happy and made her very very rich.
It turned out she didn’t really need to be more confident. It turned out she didn’t really need to be more assertive. It turned out she didn’t really need to be more aggressive. All she needed to do was to ask the right questions to build up the desire of the customers.
Find Hidden Treasure
If you ask the right questions and if you build up the desire in your customers they will eventually have so much desire that they will beg you to sell to them. This is exactly what happened her.
Once she learned how to ask the right questions in the right order, when she learned how to build up their desire, she found that eventually every single client would beg her to sell them a house.
No matter what you sell, if you ask the right questions in the right order this will happen.
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