Some great lessons here from The Real Estate Guys:
Lesson# 1: Invest in yourself first and frequently
Think of the amount of money you put into fixing up a property in the hopes of generating a few thousand dollars of profit or cash flow.
How much MORE important are YOUR education, skills, and network over the rest of your career?
For a fraction of what you’ll spend sprucing up just a single property, you can increase your sales skills, gain more strategic clarity, expand your economic education, and grow your professional network.
Any ONE of those things can pay you back 10x or more in just a few years. Plus, investing in your education and networks sets you up for …
Lesson #2: Focus on relationships, not transactions
Sure, we understand you need to do deals … to produce profits … so you can pay the bills and keep investing. But transactions are really just a by-product of great relationships.
When you put the transaction over the relationship, you risk killing the goose that lays the golden eggs.
And remember, every person you know knows MANY more people you don’t.
So even if the person in front of you isn’t ready to do a deal today, someone they know might be.
This is where YOUR education and network come into play …
When you know things other people don’t, but need to … or when you know people other people don’t, but need to …
… YOU have something of great value to enhance a relationship or work through one contact to reach another.
Most people won’t give you a referral if they think you want to sell their referral something.
But they’ll happily connect you if they think you will HELP their referral. That's based on trust, which is based on the relationship.
It sounds so easy … and it is. But for some reason, most people focus on the small value of the transaction and miss the HUGE value of the relationship.
Lesson #3: Emphasize mission and values
The old adage says, “People don’t care how much you know, until they know how much you care.”
It’s true. But it goes further …
People do business with people and brands they trust. And when you focus on mission and values, and filter all you say and do through them …
… over time, you’ll create a trustworthy reputation.
Of course, a good, trustworthy reputation will attract more people into your life … and that means more relationships, and ultimately, more deals.
Lesson #4: Build a business and portfolio that works for YOU … and not vice-versa
We’re old enough to remember when Michael Gerber’s now classic title, The E-Myth, was the hot new business book.
But the timeless lessons are as applicable today as ever.
Too many people … employees, entrepreneurs, and investors … do the “two-step.”
They set out to do whatever they can find to make money based on the belief that if they can just make enough money, THEN they can go do what they REALLY want.
The problem is when you don’t love what you do, either you let off the gas and never really succeed
… or worse, you lose yourself in service to a business, portfolio and lifestyle you don’t really enjoy.
And then you just hold your breath until the day you can sell it or retire on your investments.
Better to ask yourself EARLY what’s really important to you ... how you want to live ... what you love to do … and then build a business and/or portfolio around THAT.
It’s a harder problem to solve, but you’ll LOVE the answer when you find it.
Lesson #5: Develop and maintain a clear vision
We all run around with pictures in our mind. How we see the world … how we see ourselves … what we’re working to accomplish.
The challenge for many is the picture is fuzzy.
It’s like driving in the fog. You have a sense of direction … but aren’t exactly sure how to get there.
You’re feeling your way … scared to go too fast and miss a turn or fall into a ditch.
Yet some people are taking bold action and moving aggressively through life.
What’s the difference?
Bold action takers can “see” exactly where they’re going, what they’re building, and WHY … and that vision inspires and emboldens them to move towards the goals with enthusiasm and confidence.
We say, “When you have clarity of vision, strategy and tactics become evident.”
So when you’re not sure what to do, focus on your vision. Just seeing the end from the beginning is often enough to tell you what to do next.
Lesson #6: Always see the downside
Really? Doesn’t focusing on the negative create paralysis?
Only for amateurs. Pros are more afraid of what they DON’T see than what they do … because you can’t avoid or manage risks you aren’t aware of.
Billionaire real estate investor Sam Zell says everyone sees the upside. That’s what they look for and what motivates them to go for it.
But Zell says his success comes from being able to see the DOWNSIDE too … and then making plans to mitigate it … even if it means walking away.
Pessimists ONLY see the downside and can’t act. Optimists only see the upside and hope for the best.
We’re pretty sure hope is not an investment strategy. Be a realist and get good at seeing and managing risk.
Lesson #7: Always pay attention to cash and cash flow
Profit and net worth are important. Cash and cash flow are essential.
A business mentor of ours once taught us that cash is like oxygen, while revenue is like water, and profit is like food.
You can survive for a long time without profit … if you have revenue and cash.
You can survive for a little while without revenue … if you have cash.
But run out of cash … and you’ll be dead very soon.
Pre-politician Donald Trump once told us it’s always good to have cash in the downtimes. We say, “Cash Flow controls and Cash Reserves preserve.”
So have some liquidity at all times. Write off the lost opportunity cost on the cash as an insurance premium.
And do NOT count on credit for liquidity. We did that once … and it didn’t end well. Lenders tend to cut off credit when you need it the most.
Bonus Lesson: Use firewalls to avoid portfolio contagion
Let’s face it. Some investments are more risky than others.
But if you don’t have firewalls, then just ONE risky investment can implode your entire portfolio.
You might have a solidly built, cash-flowing portfolio of properties, and a high net worth with good liquidity, and hedges against inflation and deflation.
But just ONE lawsuit, or personal loan guarantee on just ONE risky deal, or pulling money out of performing property or business to feed a loser …
... and EVERYTHING goes … UNLESS you use legal structures, mental discipline, and emotional control to isolate risk.
It’s a bigger topic than we have time for here, but we address it in our Introduction to Strategic Real Asset Investing webinar.
You can get the webinar as a free bonus when you order the Future of Money and Wealth video series … which is a great primer on several risks ALL investors should be paying attention to right now.
Until next time … good investing!
Robert Helms and Russell Gray
The Real Estate Guys™ Radio Show