As a real estate investor, a mortgage broker, or anyone else in this field, you need to keep in mind that it is all a numbers game. For example, I have to tell myself to stay motivated so that I can continue to work my way to the top. There are some questions you can ask yourself to help push yourself in the right direction.



One of the first things to ask is, "Do I want to be successful as an investor in real estate?" Then, "Do I want to have the level of money that will positively change my lifestyle into what I want or even what I cannot imagine? Of course the answer to these things is yes. If so, you have to work the numbers.

While you may hope that every time you talk to a real estate lead you are getting a closed deal handed to you. This is not the type of real world situation, though. More leads will be failures in your grand scheme than those that are going to take you places. You have to find the good in the bad. You need to see the profitable deals that may be hiding in the pile. The more seller discussions you have, the higher the money you will make as an investor.

It does not even matter what your expertise level is. You still have a ration of deals to contracts. Do not focus on your lack of income or on the number of deals. Instead, realize that this is a numbers game. Those that want more contracts need to talk to more sellers. For someone with a low ratio, for example 30 to 1, it may take you 30 talks with sellers prior to getting that one deal. This is simple and anyone that is a marketer knows this. Of course, that does not mean it is easy.

If you want to walk away with two deals this month, talk with 60 sellers. Those that want 4 deals need to talk with 120 sellers. You just need to increase the number of sellers who you speak with. For example, I know a particular invest who spends $50,000 each month for marketing alone.

From here, you need to track your results to notice opportunities. Make a note of each of the sellers you speak with throughout the course of the month. Make note of what happens in that conversation. At the end of the month, if you did not meet your goals, your tracking will give you an idea as to why this happened. For example, you may have called five people several times, following up or trying to work out a deal. While you may have made 30 calls; you simply only talked with 5 people. Do not spend all of your time working the same few leads you have and then hope to make them work. Increase the number of leads you have instead.

You also want to work to improve your ratio. If you are standing at 30 to 1, work to get that number down to 20 to 1 and so on. Be sure you are talking with motivated sellers.

It is just as important to realize that you are in a business and looking to turn a profit (you aren't a charity). You may feel that it is harsh to look at your business as just numbers, but the fact is, this is what all businesses must do. Sellers are either motivated or they are not. Do not try to make them something they are not. When they are not motivated, move on. Be sure to value your time. Do not waste your time. You may not be able to get them to drop the price by $50,000 no matter what you are offering them.

To improve your ratio, you need to increase the number of strategies you have to solve the problems that sellers present. Solve their problem and then purchase their real estate. If you only know one technique, then you will pass over a variety of opportunities looking for the right seller to apply that technique to. Work towards improving and educating yourself to continuously find that next big deal. When your abilities expand, you will see your ratio improve. What would it mean if you were able to move to 15 to 1? This means that your profits are double what they were.

It is definitely worth the time to track your results. It will give you the precise information you need to know on how to improve your results. Be sure to increase the number of contacts you make and improve the quality of the callers. Look for those motivated sellers. Keep growing by always pushing your knowledge to the next level. Doing this is going to help you to profit more. Success is in the numbers.