Apr
24

How Does Skydiving Relate To Real Estate

Filed Under Real Estate Investing, foreclosure 


For as long as I can remember I’ve wanted to go skydiving. Why? For the same reason people climb mountains… because the opportunity is there! The thrill of freefalling from 12,000 feet at 120 MPH and then floating down to earth just has an undeniable appeal for the adventurer in me.

Today would be the day my skydiving dream came true.

When we arrived at the Skydiving Hanger in Coolidge, Arizona, there was an old Cessna 182 (a tiny plane designed to seat 4 people at the most) sitting in front of the hanger. The engine cover was off and it was undergoing some kind of mechanical repair. Obviously, that wouldn’t (couldn’t!) be our plane. We wondered aloud what type of plane we’d be jumping from today.

Our wonderful experience was scheduled for 9:00 AM, and, from what we could tell, the jump crew was in a state of recovery from a fun night before. It must have been a blast — the pilot did not arrive until 11:00 AM, and the state of the jumpmaster’s eyes told us he too had a long and interesting night.

Before we could jump, we had to watch a skydiving video. It details all the disclaimers that have to be signed. The bottom line of the disclaimers: there could be a malfunction with the plane, parachute, instructor, or act of God and you could die.

I remarked to Denny, an attorney, that their insurance must be very expensive. He nodded in agreement. And then I noticed on the title of the disclaimer that the company is “uninsured.” Huh. Interesting. Maybe I’m crazy, but none if this mattered. Why? Because if you go skydiving you’re nuts if you don’t realize that death is a possibility (even though statistics tell us driving a car is far more dangerous).

While waiting for the pilot to arrive, we filled the time. We talked about real estate investing and then Denny and I found a bench press and did a quick chest workout. Finally the pilot arrived and it was time for the first jump of the day.

I quickly volunteered to jump first. When the jumpmaster discovered I was an “Adrenaline Junkie” he asked me if I wanted to “Drive the Lamborghini” today. Sounded like fun to me! Fast cars are great! I quickly agreed without really understanding what I was agreeing to. Turns out the “Lamborghini” is a smaller, more maneuverable parachute. You come in at a (much) higher speed because there is less drag created by a small parachute.

Most people wear a jumpsuit, but it was over 100 degrees and I chose to wear my street clothes. Soon it was time to board the skydiving plane. Guess what? It was the little Cessna 182 that was now back together. In fact, much of the passenger area of the plane was now literally held together by duck tape! Great confidence-builder!

A Cessna 182PI jumped into the plane along with the pilot, cameraman, and jump instructor. After a 15-minute climb, we were ready to jump. The surrounding air temperature was a comfortable 60 degrees. The time had come. With a few butterflies in my stomach, I bravely stuck my feet out the door and onto a small metal step. A quick count of, “1-2-3,” and the jumpmaster and I were in a freefall 12,000 feet from the earth below.

We fell forward, positioned ourselves with bellies toward the ground, and were soon traveling downward at 120 MPH. Supposedly the freefall lasts about 50 seconds, but it goes by in the blink of an eye. Finally, the chute opened and I was given the steering controls to the Lamborghini-style parachute. I steered for a few hard turns left, right, and then made a pretty tight corkscrew. As the ride neared the end the jumpmaster took the controls for the landing.

Landings can be dangerous if you don’t slide correctly. You could easily break a leg or ankle. It is tricky to coordinate if you’re coming down at a high rate of speed and you need to quickly lift your legs up, then set your feet down to slide to a stop. Our approach to the ground was fast, and luckily, our landing smooth.

My first skydiving ride took only about five minutes but is an experience I’ll always remember!

So what did I think of my experience? Well, it was not what I expected. I had been looking for an adrenaline rush and instead had a very peaceful experience. An experience I enjoyed immensely and will do again and again. However, I do think I’ll get that adrenaline rush when I finally make a solo jump and have total control and responsibility for the entire skydiving experience.

But really, my biggest and most rewarding triumph of the day was finally making one of my long-held dreams come true.

I’ve had this dream for years and it was finally realized on a random Thursday when I simply decided to take action and make it happen. What did this dream cost? A grand total of $237, with $148 for the skydiving and $89 for the pictures. It’s hard to believe that I waited years before making a $237 dream come true. Lesson: Take action today to make your dreams come true.

I shared this exhilarating skydiving experience with my friends Denny and Ryu. They have my admiration because they came for the experience of venturing outside their comfort zone. (Additionally, Denny is truly terrified of small planes). Ryu had a great skydiving experience and his landing was perfect. He landed like a butterfly, or as Denny put it, “more like a princess.” Denny provided the real entertainment of the day because during his super-fast landing he “tore it up” and left a rut in his wake!

But What Does Skydiving Have to Do With Real Estate?

Everything, if you let it. Think of the possibilities. We all went skydiving and spent the extra $89 to get pictures and a DVD that we can use in our future marketing. With these pictures I’ll be able to put together an outstanding letter campaign that will generate seller leads.

Five Steps to a Successful Marketing Letter

  1. Picture - Normally at the top left and designed to get the reader’s attention. Crazy non-standard pictures are great. My skydiving picture certainly qualifies!
  2. Headline - The headline is critical to your letter. If your headline does not suck them into your letter it will likely be thrown away.
  3. Problem - State or define a problem for customer. For example, their need to sell their house.
  4. Agitate - Now describe the problem in detail to get the customer worked up and mad about their problem.
  5. Solve - You solve their problem! The solution is your product or services.

Let’s do some brainstorming. Here’s a few headlines off the top of my head that could go along with the skydiving picture in a marketing letter:

For foreclosures:

  • Doing nothing about your foreclosure is like skydiving without a parachute! Let me show you how to…
  • Warning: anybody that will jump out of a perfectly good airplane is the type of person you should have work with idiotic banks to stop your foreclosure.
  • Are you in a financial freefall? Do you need someone with a different approach?
  • Are you in a financial freefall? Tell me when to pull the chute!
  • Stop foreclosures like a skydiver without a parachute!
  • I’ll jump all over your foreclosure!
  • I’ll be on your bank like a skydiver without a chute!
  • Warning: sometimes situations call for drastic approaches. I’m coming in to stop a foreclosure.

Follow up foreclosure letter:

  • I’m looking for you, but it ain’t easy. Will you call me…

For houses:

  • Yes, I’m crazy & I want to buy your house!
  • I noticed your house and want to make you an offer!
  • I’m looking for houses to buy!

You get the idea. Your body copy under the headline and picture builds on your headline. Suddenly you have a story the seller will remember and will actually read. Isn’t this more exciting than a marketing letter or ad that simply says, “I Buy Houses?”

Along with my skydiving-themed letter I’ll create a 3-step mailing campaign and I’ll bet prospects will remember my letters and know I buy houses. That’s marketing. Also in my letter I can introduce other themes: my Marine Corps background, systematic approach to problems, never take no for an answer, no man left behind, and more.

No matter what you want to achieve in your life, it starts with action. Making progress and moving towards your objective happens only when you make up your mind that you are going to do it come hell or high water.

Author: Gerald Romine

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