“When people feel out of control, they stop…buying, investing…they stop taking action.” – Gregg Fous

You can get an investment real estate prospects to (at least communicate with you) by inviting them to join you in doing something (not just giving money) where they FEEL they are in control (typically tangible and not in their business). It is part of the process of getting folks to “say yes” to W…so it is easier to get them to “say yes” to X, Y, and Z.

It does help if the “something” touches their heart:

1. Driving handicapped veterans to their physical therapy;
2. Collecting and delivering supplies to school children; or,
3. Saving the whales by collecting trash on the beach. 

REBUILD, REPURPOSE, REALIGN

“It’s natural to look at massive upheaval and wonder ‘what’s next?’  but there is also a time to stop wondering and start building.” – Karin Hurt.

It is long past time to “start it up again” by rebuilding where there has been destruction (e.g., physical, emotional, financial). Don’t go it alone; joint venture with those most directly impacted and most in need…and best positioned to benefit from success.

It may be time to repurpose what you already own. Maybe it is a realignment of the property use to better reflect the direction the neighborhood is now heading.  Holding on to an approach because the use once worked, is a sure recipe for disaster!

TOMORROW IS ALREADY HERE TODAY

When will the USA become a minority-majority country?

“The most recent census indicated that, for youth for under 18 – the post-millennial population – minorities outnumber whites” – William H Frey, author of DIVERSITY EXPLOSION: How New Racial Demographics Are Remaking America. How are you reflecting that reality in how you market what you own?

We in the senior population will become dependent on the contributions of the young (now primarily minorities), as they will be carrying the burden of funding shortfalls in Medicare and Social Security. Maybe we DO NEED TO CARE about investing now in the young, to help them become productive members of society.

The younger population has historically provided the spending which drives the success of our tenants, whether retail or office or industrial. And as they age, they become the tenants in our apartments.  

While we wanted a house to establish roots, and build a financial foundation, the world of the young may be more nomadic.  What be required in the workforce will morph and move geographically (along with more work from home – which may allow living anywhere in the country – and in a career as a “gig” employee, providing services to multiple firms). 

BOTTOM LINE

“You’ve got to stand for something, or you’ll fall for anything” – Aaron Tippin.

Select a “something” which is tangible and work where you will make a difference. Position the prospect where they gain a sense of being useful and in control. As they start acting on the “something”, they may become more ready to discuss the real estate challenges which need attention.

You will find that standing for something will help you stand out above the noise