Mark Paulson, the strength coach at the University of New Mexico talks about the Genesis Pure Sports (GPS) line of products. Wonderful explanation of the key differences that make these products great!

To learn more, please follow this link.

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I have been ignoring this site for a while. There are a variety of reasons, but mostly life took more of my time. I had to work on some things and resolve some issues. Since I have made some progress, I can put more energy here. I am sure you know how that goes.

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Negotiating as the more reluctant party is a powerful strategy for getting what you want.

As real estate investors, it is easy to be chasing the other party.  They are reluctant and this puts us to a disadvantage.

I talk to a lot of people who want to sell their houses.  Some of them are motivated to sell and some are curious about what they can get.  I only have so much time and money available, so I need to focus my efforts on those that are truly motivated.

I realize now that putting myself in the reluctant position is way to filter out the simply curious.  If I take a moment in our conversation to explain a bit about my business model and then ask the seller how their house will fit in that model, then the sellers filter themselves.  The motivated will work with me to make it work.  The curious will not play.

In my case, I buy houses to rehab/flip or rent.  I explain to the seller that I can’t buy at retail prices – I need to fix the house and then sell it and still make money.  I also tell them that if I have to give them cash up front, then my costs are higher and I will not be able to pay them as much.  I can pay more if I get to make payments over time – either seller financing or delayed payment.  Then I ask them how they can adjust to make this work for both of us.

They need to convince me.  The simply curious do not care about any of this.  They just want their price or they want me to just make an offer.  The motivated understand that solving their problem is going to require them to work with me to come up with a solution.

Have you had a similar experience?

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Just wanted to let you know that the active properties page over at RealEstateForFunAndProfit.com got updated. There are some great deals there!

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• GREAT Amazon Deals for Today! :: Wild for Wags

Have you seen the show Pawn Stars on the History Channel?  I have watched several episodes because I have enjoyed watching the negotiations.

Some of what I do is wholesale real estate – this means that I contact a seller, negotiate a price, and get the property under contract.  Then I sell the same piece of real estate property to somebody else before I close on the first part of the transaction.  In some cases, I assign my position to the new buyer.  In other cases, I setup the closings to be on the same day (or within a couple of days).

If you watch the show, this is the same thing that the pawn shop owner is doing.  He is buying something for a wholesale price and then selling it to somebody else for a retail price.   People bring in their ‘treasure’ and often have a price in mind.  Rick, the pawn shop owner, asks them a series of questions that both determines the details about the treasure and establishes rapport.  He asks them what it is worth and then what they want for it.  He is very up front with them that he needs to make a profit and pay for his overhead.  He can’t pay the retail price for something or he won’t make money.  It turns out that about 75% of the time, they can’t come to an agreement on price.

This is a lot like dealing with a seller of real estate.  Almost every seller I have encountered has an idea of the value of their property.  Sometimes it is based on what they paid (originally or the amount of money they have spent on maintenance / upgrades / rehabs), sometime it is based on what their neighbors got when they sold (or what the neighbors said they got).  None of that matters to me – I have to look at what I can sell it for and back out what costs I will have and what profit I must have to keep my business going.  And, often, the seller and I will not come to an agreement.

That means that, as a wholesaler, I will need to talk to a lot of sellers and make a lot of offers to find those that can meet my price.

Negotiating happens all around us.  Are you watching for it so that you can pick out ways to improve your own negotiating skills?  Please comment if you have an example!

I am trying to get more done in less time.  Who isn’t?

I believe in Pareto’s Law - 20% of what I work on produces 80% of the results.  So I am trying to focus my time on that 20% and do more of that.

For me, as a real estate investor, that 20% is involved in the following:

• Finding motivated sellers
• Finding qualified buyers
• Finding funding – from any source with money!

For all of these, once I find it, I must close!  Get a contract for a property or a commitment for funds.  The focus is on making offers!   Offers to buy, offers to sell and offers to borrow money.

On what are you focused?

We had a thunderstorm roll through the area on Monday night. It was quite loud with lots of long rumbling thunder. I captured a few minutes of it, but the light was very low and the camera is not optimized for these conditions. Enjoy!

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I just learned about a new tool from Microsoft – Live Mesh.  It looks like it is an extension of their ‘offline sync’ technology – which let you sync files from your laptop to your server.  This tool looks like it extends the sync’ing across the internet to any devices you want.  Check out the article here

Just wanted to let you know about my new video!

I plan to improve production quality on future videos!  Let me know what you think. You can also see it on YouTube, Yahoo, MySpace, Metacafe, Google, DailyMotion and Veoh.