In this article, we’re going to discuss Jordan Stanley Payne’s points on fostering healthy relationships with buyers and sellers and how to find the people you’re looking for. He’s the creator and co-founder of the online mentorship group Kingdom Real Estate. Jordan helps real estate investors get clarity and traction through various systems and strategies he’s developed through his experience. These tips are from the second episode of the Real Estate JAM. In that episode, Jordan also talks about tips for those new to real estate, how to scale your business, building the right team culture, and the value of learning. If you’re interested, you can listen to it on YouTube, Spotify, or Apple Podcasts.

The Buyer First, Then Comes the Seller 

Jordan focuses on serving both the buyer and the seller, but it has to start with the buyer. It’s simple. You build a genuine relationship with the buyer, understand their needs, then find the right seller for them. When finding the right seller though, it can’t just be anyone, but someone whose problems fit in with the buyer. It’s figuring out the perfect match between your buyers and sellers. In the episode, Jordan provides an example of how people could get hurt if you don’t begin the process with the buyer. Picture a 67-year-old lady whose husband recently passed away. She can’t make the mortgage payments and only has 45 days left to make amends, or the house gets taken away. Some wholesaler sees this unfortunate incident, comes along, gets the formula all messed up, but ends up shaking her hand, hugging her, and saying everything’s going to be okay. Because people continue to break their promises on the regular, the reputation of wholesalers and real estate investors go down in general, even if they had no ill intentions initially. But if we start by talking to buyers, knowing what they need, figuring out how much they’re willing to spend, and even getting a commitment from them, the process would be smoother and we’d probably be seen as heroes.

Finding and Keeping the Right People 

Looking for the right buyers can get stressful, especially for new investors. When you look at other real estate investors, some might already have hordes of people on their list. If we’re supposed to be the matchmakers for our buyers and sellers, how do we find them in the first place? Jordan shares his secret. There’s no need to send an email blast to 1000 mystery buyers. In his first ten months as a real estate investor, Jordan only had five high-quality buyers to work with! How did he find those gems? He got into good terms with property management and title companies then just asked for their top clients. Easy! If you can’t find the people you’re looking for, search out for those who work with them on a regular basis! But that begs the question, if we’re going to develop healthy relationships with them, how do you approach them? Why would those people trust you if they haven’t met you before? This is where the strength of your network comes through. Because you can’t just keep wandering all over the place and have coffee with everyone, have someone else help you out! Whether it’s a real estate agent, a buddy in your mastermind group, or just a trusted friend, find someone you know in the area (or at least lived there in the past) to be the bridge between you two. Adding in this person’s level of trust with your target buyer could be worth more than just reaching out to them on social media! Want to learn more? Listen to the full episode on YouTube, Spotify, or Apple Podcasts

About The Kingdom Real Estate:
Five years ago, 50 people got fed up with the Guru B.S and set out to create their own experience. They wanted community, relationship, accountability and world class training without dictatorship. They were sick of lifeless courses and jam-packed conferences so they created a co-op of people who all wanted the same thing. Freedom! 5 years later and over 5,000 students in 14 countries we arrive here today. Tens of Millions in deals done, thousands of units purchased and hundreds of free people! Come see what makes us different!

Outline of the Episode: 

[02:11] Developing a community through a habit of implementing what you learned.
[05:06] The variety of people in the Kingdom Real Estate mentorship community and the advantages you get compared to other more expensive programs available.
[08:19] A crash course on scaling in real estate. Get your pens ready!
[12:00] Make the best use of your time to let yourself have more focus on the other areas of the business! 
[13:03] Building a culture and getting your people involved in the company’s vision.
[14:47] Serving your buyers and sellers properly by getting to know the buyer first and finding the right seller for them, not the other way around!
[16:49] You don’t need a massive number of buyers. In his first ten months, Jordan could do around 15 deals a month with only five buyers!
[18:47] It’s impossible to sit down and have coffee with everyone. How can you build healthy relationships with your buyers?
[20:31] What does Jordan’s ideal team look like? Build yours based on what you need!
[24:28] Learn to do things yourself first before teaching them to others.
[26:45] Looking at the small things needed in the business and learning from the best. You can also observe people who are building right now.
[31:05] Making your team understand what you know from your perspective.

Resources Mentioned in the Episode: Jordan Stanley Payne LinkedIn, The Kingdom Real Estate, The Multifamily Mafia Podcast on Apple Podcasts, Rich Dad Poor Dad, Dropbox, Zoom, Marco Polo, Gino Wickman, Traction: Get a Grip on Your Business, Don Costa, Bill Allen, Taylor Welch, Chris Evans, Todd Fleming, Troy Fullwood, Axiom

Connect with JD, Annabel, and Melissa!