Kevin Harrington's 3-Step Plan to Presenting and Winning Real Estate Deals

The opinions expressed by entrepreneurs contributors are their own.

Despite a housing market currently reeling from falling prices and record high interest rates, one fact remains clear: Americans are obsessed with homes. We only have to scroll through the plethora of RE-focused media to see that as a society, our homes are both our safe havens and one of our favorite forms of investment and wealth. /p>

Along with our thirst for homes, there is a rapid thirst for competition-type television fueled by shows like Shark Tank, Billion Dollar Buyer and The Profit< /em>.

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A new show, Funding Faceoff, feeds both appetites by giving beginners and professionals alike the chance to pitch their ideas to experienced investors. In its first season, original shark Kevin Harrington joins the panel of experts who will react to RE-themed offers.

The show is the brainchild of RE investment pro Lori Greymont in conjunction with master trainer and coach Adam Leffler. So what can you learn from an RE investing pitch contest? In a pre-show interview, Harrington shared his top deal-making clues that viewers will observe in person, both from the show and from his own best and worst experiences from his past as an entrepreneur, as follows :

When it comes to doing business, it's not about you.

“Too many people are so caught up in the passion of their deal, that they get caught up in their own head, thinking ‘anyone is going to make this deal. It's the best deal ever,'" Harrington said. "Investors like me hear pitches all day when checking in, then when we go to eat, we get pitched during dinner; I was even pitched in the cab on the way to the airport." Instead, he advises, think about the recipient, who is busy, who hears hundreds of arguments, and develop a strategy. Harrington's favorite is to tease, please, then grab.

1. First you tease.

"Team the deal up front in a way that grabs your viewer's attention," Harringon says. “So Billy Mays, he sells Oxy Clean,” Harrington says. "In six seconds, he's eating a meatball sandwich and it's dripping down his shirt. 'Oh oh. Has that ever happened to you?' So he has your attention."

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In the real estate industry, Harrington suggests provocation goes something like this: "Instead of showing me how you're going to buy something, magically turn it around, and sell it for an incredible profit, show me 'before and after of the projects you've done in the past. If you want attention and credibility, show me things you've done before.'

2, then you please.

"Show me the details of how you bought a home for $250,000, put up $80,000, sold it for $800,000 and it looks like it's worth $1 million," said Harrington said. "That's where you have to please. For example, one of the guys who pitched us, he just offered us interest. Interest? I'm not like the bank. I don't want interest; I want multiples of my investment "I'll pay you 5% interest?" Just getting a loan today would cost more than that, so you have to be prepared to make an irresistible offer."

3. Now you type.

This trick, in my opinion, is Harrington's best. For each audience, you do your homework, pair them with the person(s) you are presenting, and customize your presentation to successfully “grab”. So you Google and the investors you're suggesting, examine their personalities and preferences and previous deals they've made that they've liked, and use the information to determine who you should pitch to.

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"Everyone should be able to find out who their 'judges' are. Look them up. Presenters can Google 'Rotty' (Ryan 'Rotty' Garcilazo), Google my name, find out what interests me." (Les Additional pundits from the new show will also include Mike Hambright, Travis Johnson, Joe Marqu...