Life is sales. Relationships are sales. Real estate is sales. If you know how to sell yourself and your ideas, you will win. If you are uncomfortable, afraid, or not very good at articulating your message, you will lose. Sales is hard to teach but it’s the most important skill of all in business. No sales? Then you don’t have a business. To me, a lot of it relies on extremely clear communication and charisma. You learn it through repetition and practice. It all comes down to picking up the phone over and over again and not being afraid of rejection, (because you'll get a lot of it.) I've been hung up on more times than I can count when cold calling self-storage facilities to source deals. I've been laughed at on calls with potential investors. I've had folks tell me we'll never make money and that we should find something else to do. Now we have 62 properties and 1.86M sqft and several other fast growing businesses. The lesson: I didn’t quit and I wasn’t afraid to sell. I put myself out there and I made it happen. A lot of my success in sales has come from simply doing thousands of reps.