92 DEAN GRAZIOSI
If you’re concerned about how you’ll handle that first buyer and seller, relax. What’s going to happen if you mess it up? There’s no “ hall of shame ” for new investors who flub their first meeting with a buyer and say the wrong thing. Sure, you may not im- press them with your investing expertise, but they’re not going to call you names or hurt you. Consider it practice. You can’t get good at this part in front of a mirror. You need to talk to buyers and sellers. It’s like getting those training wheels off the bicycle when you were a kid. You know you’re going to fall but you do it and keep getting back on until you can ride that bike. It’s the same here and now. Do what I’m teaching you, and the leads will come in. Then get on the phone or in front of them and do your thing. You won’t fall more than a couple of times, and it will be smooth riding after that. I remember when I was young and was pitching a deal to a buyer. I messed it up in so many ways! I hung up the phone, and all that I could think of was, “ Holy Cow! Why did I say that? ” But guess what? I never said it again, and the next time was easier. It’s like getting lost the first time you go to a new school or job location. You can’t figure out where to go, and you might have to back up and take another run at it. But you get there, and the next time you can go straight to the right place. Let’s get right to one of the most effective strategies used by my students to locate deals and fill your deal bucket. I’ll give you a couple more in this chapter, as well.
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