January 24

He Was Old and Clueless…and I Took Advantage of That

He was old and clueless…and I took advantage of that.

I have a 65 year old student who came to me with absolutely zero experience in real estate.
Have you heard the term “wet behind the ears”?

This guy wasn’t just wet, he was drenching wet.

Most people think this is a problem. To be fair, it can be a problem if you’re not willing or able to use it to your advantage. I know it sounds like backward logic. But bear with me here, because he has three things going for him and I’m going to help him use them to his advantage.

First, he is all-in and super excited about getting his first deal. A lot of investors fail because they don’t have their head right. Negative thinking and a scaricty mindset will destroy any chance of success.

This guy has an abundance mindset and has his head in the right place. That’s step one, and it gives him a huge advantage over just about everyone – even investors with experience.

Second, he is a natural conversationalist. He loves talking to people and finding out what their problems are.

A few younger people naturally have this skill, but I’ve found that it is a tool that needs to be learned and comes with experience. At 65, this guy is a conversational pro and it’s gonna help him out a ton in probate.

What sellers really wants is a solution to a problem. Creating a trusting relationship and asking the right questions is what ends up closing the deal 80% of the time.

Third, and most importantly, he knows he is “wet behind the ears” and is ready and willing to learn.

Setting ego aside can be a hard thing to do, especially at an older age. But this guy is ready and willing to learn. He is like a sponge.

I wish more people had this attitude.

It doesn’t matter how many conventional real estate deals you’ve done. People going through probate have different problems and motivations. If you’re not willing to learn, you’re most likely going to fail at probate.

But if you are ready to become a sponge and soak up the knowledge, the rewards are huge.
And not just financial. A huge payday is great, but you can’t put a price on the feeling you get when you help someone finally get everything they deserve after being hopelessly tangled up in probate.

Committed to your success,
Ernie “Teacher of the Willing” Vargas | The Probate Fox


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