Episode #20, OG Ep: The Power of Relationships

[00:00:00] In order to cultivate that relationship over time and to help not only that person potentially but there are 256 people

[00:00:08] You have to look at it like I need to offer things out, you know, it's value valuable content in your newsletter

[00:00:15] It's you know, it's grabbing that cup of coffee for them when you meet and spending an extra five bucks and that means something to a lot of people

[00:00:23] Would you agree with that?

[00:00:24] Yeah, if you're in 10 starts with wanting to help people

[00:00:30] Yep, long term you're you're going to win.

[00:00:32] Grease right up short-term play.

[00:00:35] What can I get out of this?

[00:00:38] It's it's gonna go nowhere.

[00:00:45] Welcome to the podcast dedicated to real estate insurance and everything in between

[00:00:51] Join us as we take you along our own brokerage building journeys with additional wisdom from our network of business experts

[00:01:00] Welcome to bricks and risk everyone welcome to another edition of bricks and risk

[00:01:11] I'm Tim Gardy, I'm Sean Mooney and today we're gonna talk about a topic that's very near and dear to my heart as well as Sean's heart

[00:01:19] It's relationships

[00:01:21] And it's relationships in business.

[00:01:23] I know we've known each other for a long time.

[00:01:25] Yeah, yeah, but

[00:01:27] Let's start with this Sean so you start your business from scratch and you're a firm believer in

[00:01:33] Relationships and building your business that way. Tell me tell me first why you had that mindset when you started the insurance brokers

[00:01:41] Relationships nothing in the world will take the place of relationships

[00:01:47] It's the foundation. It's the foundation of my business. It's the what the reason I started my business kind of

[00:01:54] building my agency

[00:01:57] using relationships. I think for a couple of reasons is

[00:02:03] Number one, that's

[00:02:05] What I feel is the best business. You know, it's it's the what we call the stickiest business so it's

[00:02:15] In our case, it's gonna be the business that

[00:02:19] hangs around the longest and

[00:02:22] in addition to that

[00:02:25] Relationships good relationships building rapport with clients with vendors centers of influence

[00:02:33] You're also going to be able to build

[00:02:38] Relationships because those people are gonna bring their network into your network

[00:02:43] So I've always felt that you find the right business the best business and that just breeds

[00:02:49] Better business. No, I agree. I've actually I've heard a statistic before and

[00:02:55] a statistic goes like this that

[00:02:58] Each person on average knows

[00:03:00] 256 people meaning each person has about

[00:03:04] 256 people on average within their network

[00:03:06] So when you're thinking about relationships like here's how I've always looked at X. I agree with everything

[00:03:10] You're saying this is how I built copper hill real estate as well

[00:03:14] You don't need to send an email out to 10,000 people because I'm not saying you can't do that and it's not effective

[00:03:20] But it's not necessary because trying to think of it

[00:03:24] The way I look at it. It's quality over quantity and this is also the approach to relationships

[00:03:30] Let's say I have

[00:03:32] Hundred relationships. I just have a hundred people that I know from growing up from high school from college from past jobs

[00:03:38] Old neighbors, you know, just people I know like people I've come across in life

[00:03:42] We stay in touch we hang out professional or personal. It doesn't matter and I know a hundred people and each one of those people

[00:03:48] Those 256 people

[00:03:50] So by just knowing a hundred people and

[00:03:53] focusing on that relationship with those hundred continuing that throughout with your marketing

[00:03:59] Whether it's email or mail or video whatever it is you're doing that's 25,000 people you're reaching

[00:04:06] And this is also where I kind of agree with you. It's like you're thinking more long-term

[00:04:11] You're not thinking hand-need 5,000 followers on Instagram not that that hurts

[00:04:16] But that's more in my opinion for branding like you're just trying to get exposure

[00:04:21] Your asses. Yeah, and maybe maybe you've got 5,000 followers on social media and you meet two new people and

[00:04:29] And you gel and then when that happens guess what now you have a hundred and two

[00:04:33] contacts and and each one of those new people

[00:04:37] knows 256 people themselves so I've always find that statistic

[00:04:42] Interesting because it gets you to think a little bit differently about

[00:04:46] You know what's a good email list or how many contacts you have to have in your phone in order to build your business

[00:04:51] I mean what what do your thoughts on that

[00:04:53] So I guess

[00:04:55] To kind of dive a little bit more into that is isn't how isn't that how social media the algorithms really work

[00:05:04] So like if you're posting out and you have something on social media

[00:05:09] You're not just posting to your network. Your followers

[00:05:15] It's more going to that

[00:05:17] additional degree of

[00:05:20] Your followers followers. Yep. I would agree with that right so

[00:05:24] You know the Kevin Bacon six degrees, right? Yeah, so you're you're posting out and by way of being connected to

[00:05:33] this particular person you're kind of now have an entry point into

[00:05:40] That person's friends or family yep, and so

[00:05:45] The connection can be made that way. Yeah, agreed

[00:05:49] Here's another example I'll give

[00:05:52] So I do a lot of mentoring and training at my brokerage copper hill and

[00:05:56] And

[00:05:58] One thing I've heard from new agents so like let's say someone gets license they're gonna come work with copper hill

[00:06:05] and I'm interviewing them to see if they're a good fit because again

[00:06:08] It's it's about quality of her quantity that's how we look at our brokerage as well

[00:06:12] We want people who believe in what we're doing and also look at building their business the same way that we do

[00:06:17] So let's say this person comes in and we're talking and

[00:06:21] one thing I've heard before is

[00:06:23] That person will say

[00:06:25] I'm kind of mad at it and get my license sooner and I would say well, why is that?

[00:06:31] And the person I'm thinking of said

[00:06:35] Because all my friends just bought houses and I wasn't able to help them and I said no I understand that that's that's valid

[00:06:43] Try not to think as of your five or ten or twenty friends buying houses as the way

[00:06:49] You're going to do well in real estate because here's my example to that

[00:06:54] You didn't sell them their houses, but you're gonna stay on top of them with email marketing or or letter or or drop off or a client event like

[00:07:02] This is why relationships are important you're just keeping the relationship gone because what will happen is those

[00:07:08] five ten twenty people

[00:07:10] They'll recommend their neighbor or their cousin or their co-worker or they'll go to a barbecue

[00:07:16] I always use this example. They go to a barbecue and and they're sitting there drinking a beer and someone comes up

[00:07:21] Like you just bought a house right and yeah, I did

[00:07:25] Okay, who'd you use? I used I used Tim Garry he was great

[00:07:30] You think I guess name a number like we're looking where's Tim work and

[00:07:34] Like let's say it's even in a different area

[00:07:36] But if the relationship is strong that person will say just talk to Tim Tim knows great of Philadelphia

[00:07:42] And he'll be able to help you with the Indian if he can't he'll get you in the right direction

[00:07:46] So and then that's really the power of relationships when I use that example to new licensees and like trying to think about it

[00:07:51] Is that that was your business to be had because they were your friend?

[00:07:55] Yes, it is a relationship but trying to think about

[00:07:59] Cultivating that relationship now that their homeowners

[00:08:02] You want to stay in front of their 250 six people and if you can do that in a way where you're always top of mine

[00:08:09] There's value and

[00:08:11] They like getting whatever it is. They get from me whether it's again social media content on video or a letter or an email

[00:08:18] There's lots of different ways to market

[00:08:20] But they'll look at that and be like Tim's a valuable person to know in real estate and I'll always have that on my mind

[00:08:28] Because you're gonna go out and people are gonna ask for referrals people ask me this all the time

[00:08:32] Whether I'm in real estate or not they'll ask me all sorts of questions and I'm sure you get this as well

[00:08:37] It's you become more than the real estate agent right?

[00:08:42] It's you become the

[00:08:44] trusted advisor you become the

[00:08:47] You know

[00:08:49] It's like they like the center point. Yeah, you're like the connector yeah like but it's weird because they're like

[00:08:57] I need a plumber like why are you coming to me asking me?

[00:09:01] But it's because you have a proven track record with these

[00:09:06] friends clients family

[00:09:09] You name it yep and that track record is

[00:09:12] Tim's delivered for me, right? I trust him. Yep, and that's kind of

[00:09:19] Where it goes in a different direction with

[00:09:23] How valuable relationships are because you know I know whatever business you're in

[00:09:31] How important it is to build trust yep, and once you have people that trust you

[00:09:38] Yeah, well here's here's a great example. Let me use this one too

[00:09:42] So you're an insurance and I've been in an accident before yep and yeah a couple

[00:09:50] So I've been in a couple accidents right and I call you up and say hey man

[00:09:55] This is what happened yeah, and not only do I know you have my best interest in mine for being in this in this position

[00:10:02] Which again? You know whether you just bump on birds or you scrape someone or you really bang in a one like everyone's

[00:10:07] Riled up it's like they're nervous like everyone's like emotional like what do we do?

[00:10:10] This is how much money is just gonna cost them late for my appointment like whatever it is

[00:10:14] And I'll always call you and say hey this happened like what do I do?

[00:10:18] You always put me at ease and tell me hey

[00:10:20] This is what you should do because this happened to you

[00:10:23] But what I also is very valuable about that is I'll say what am I supposed to do with my car like where do I take my car and you're like

[00:10:30] You know here are like two great auto body places

[00:10:33] You would say like you know anyone first it's like maybe yes or no most people like no like I don't

[00:10:39] Yeah, I know where to get an oil change. I don't know where to fix my you know my side door

[00:10:42] Yeah, and relying on you for that is super important and then on top of that when the repairs are being made and things like that

[00:10:50] I'm like I'm supposed to get around

[00:10:51] You're like this is what you do you have to you have to figure out like a rental car and something like and this is you know another option for that

[00:10:58] And this happens in my world, too. This is like here's anything. Yeah, here's a great example

[00:11:02] I walked outside today and

[00:11:04] One of my neighbors was walking by with her dogs and she

[00:11:09] She needs a general contractor

[00:11:11] But I've been this community now. I've only been there for a little over two years and

[00:11:14] I send some marketing pieces out that I find are valuable to my neighbors that I don't really know

[00:11:20] What's happening now is the neighbors are coming out to me and say do you have a roofer or do you have a

[00:11:26] General contractor for like a bathroom remodel or do you have someone?

[00:11:30] Do you have a landscape architect? I like your landscaping like we did a rehab like I like what you did

[00:11:35] Can I talk to that person and like let's do the landscape one for example?

[00:11:39] I'll be like have a couple like what kind of job do you need is it something that's quick and easy or something that's

[00:11:46] complicated and intricate and like back to your point about trust

[00:11:50] Like as you get good at not only building your relationships through your business

[00:11:55] You start to build your vendor

[00:11:57] Relationships by doing business with them. They're just as important as your clients

[00:12:01] Because as you get good with vendors most of time you're vetting them personally. I find

[00:12:07] Even if you're not you're getting it through someone you trust and then when you have them

[00:12:11] You offer more value to your network because when they get in trouble

[00:12:15] They're gonna come to you and say you're an insurance like I need someone for this and you're gonna be able to do that

[00:12:21] And you know, would you would you agree with all that like yeah, and especially

[00:12:27] With me it's I just had a claim I haven't had a claim in 10 years. What do I do?

[00:12:32] Right and it's is a time where like it's

[00:12:36] Affinetic right your stand on the side of the road. Yeah cops behind you trying to get a report

[00:12:44] persons over here

[00:12:46] You know, so you're trying to kind of calm a situation and let them know

[00:12:52] We'll take care of it. I had two today and one was an auto claim one was a home claim

[00:12:59] home claim was

[00:13:01] There's a there's a sewer pipe leaking in my living room. Yeah, and it's like

[00:13:07] The person's like what do I do? Who do I call right and it's like

[00:13:13] The ability to like stand in and deliver for that client. Yep

[00:13:19] It just

[00:13:21] What's the value in that you can't measure it right it's it's not something that you can quantify but

[00:13:29] I

[00:13:30] Would say it's almost in value

[00:13:32] Right like so I said all right listen

[00:13:35] I'm gonna calling Shorn's company. I'm gonna get the claim set up and here. Here's the vendor you're gonna use

[00:13:41] to come out clean it dry it and fix the pipe and do whatever we need right and the relief

[00:13:48] Yeah, I mean you're talking about someone's living room. Yeah, so it's like you're you're their savior

[00:13:54] But to go from that like panic mode. Yep, and and to have the ability to like all right

[00:14:01] This is the game plan this is what we're gonna do

[00:14:04] Welcome through it deliver and and and absolutely turn that

[00:14:10] panic into like a relief situation

[00:14:15] That's where these relationships grow and they foster

[00:14:20] new business new clients referrals and

[00:14:24] Relationship gold. Yep. No, I totally agree

[00:14:30] Hey everyone this is Tim your favorite bricks and risk co-host

[00:14:34] But don't tell Sean I hope you're enjoying this episode and I'll get right back to it in a moment

[00:14:40] Our audience grows through word of mouth

[00:14:42] So if you would please take a moment of your time and give us a review on the platform you're on

[00:14:48] That would be fantastic

[00:14:49] Please also help spread the be in our word by sharing your favorite episode with a friend

[00:14:55] We greatly appreciate your time and trust now back to the show

[00:15:04] I'm gonna take another step so we're talking about like why relationships are important

[00:15:08] We obviously agree both of our businesses have been built through relationships

[00:15:13] But let's take it let's take it a step further. Let me go back to that agent that said

[00:15:17] Hey, all my friends just bought homes like I'm not gonna make any money now like I feel I feel like I'm late to the game

[00:15:23] I'm trying to coach that person you're not like you're never too late to the game

[00:15:28] You know, I got into real estate when I was 30. It's like a lot of people had bought homes

[00:15:34] What are some of the things that you do?

[00:15:37] I mean we can call from like a marketing standpoint or a business building standpoint

[00:15:42] For your most trusted relationships like do you have your own tried and true methods or method of communication with them?

[00:15:50] Do you like doing multiple things like give me a couple examples as to how you keep those

[00:15:55] Relationships strong through your business. Yeah, so I guess the first thing

[00:15:58] I want to go back to what you said about that new agent you're working with yep

[00:16:04] A lot of times what you'll find is that that new person who's new to the business new to you know getting there

[00:16:11] Just getting started. They think they missed out on you know every deals yeah, and it's like

[00:16:17] I

[00:16:18] Like in it to like the micro versus the macro, you know, it like oh these three deals well those three deals

[00:16:27] What have helped I guess but I think you have

[00:16:30] Have to have the right mindset going into it that

[00:16:35] The opportunity is

[00:16:37] way greater than those three

[00:16:41] Mistyels yeah agreed you know you have to have that

[00:16:45] That willingness to come in and see it as

[00:16:52] Just massive opportunity like like your business my business is there's really no ceiling

[00:16:59] Yeah, too guys lemon yeah and so I think that's important just having the right mindset for that new employee

[00:17:08] That new sales person

[00:17:10] To kind of have that understanding that it's

[00:17:13] One person two person three person

[00:17:17] That's not gonna

[00:17:19] Make your year it's not gonna make your career right it can help but it's a long term play

[00:17:25] Great you know coming on board all right so and I agree with all that so like what do you prefer like if you're to pick one thing

[00:17:33] You do for your relationships and you do it really well. You're like hey this is like the one thing I do that I know

[00:17:39] They appreciate it works for me marketing wise with that's cost or time or whatever and I know

[00:17:45] It's given me business through my relationships. What would you say your one thing is that you're big on?

[00:17:49] It's gotta be newsletter nice email newsletter. Yep. Yeah for us it that's what it has to be

[00:17:58] Can you point to it

[00:18:01] The way they track it to sometimes is

[00:18:04] Open rates yeah, you know you can see kind of

[00:18:08] Who's opening it?

[00:18:10] How many people are opening it exactly yeah you want the analytics right how many people are sharing it?

[00:18:15] Yeah, you know all of that so I think from a touch point stand standpoint. I think that's the most

[00:18:22] Effective way to kind of stay in front of your of your clients and doing that how often do you do your newsletter

[00:18:30] Orally okay so only four times a year. Yeah nice. Would you say it takes you a while

[00:18:35] Did you a newsletter like a you big on like giving it the right look having a lot of valuable content

[00:18:40] You like I just wanted to be a touch point have it be a little bit more generic maybe about real estate or your home or so

[00:18:45] It's seasonal or what if it's quarterly. It's a casual touch point. Okay, it's nothing

[00:18:51] Try to stay away from like business related stuff. Yep, and just keeping it you know more of like a

[00:18:58] friendly and a driver

[00:19:00] Yeah, um

[00:19:01] What you guys with us

[00:19:04] I'm basically the same I would say I would take it a

[00:19:08] Step further so an email newsletter. I would agree is probably one of the most valuable things you can do

[00:19:14] It's one of the most efficient things you can do

[00:19:16] It's got one of the best ROI's I mean you could go to Mailchimp tomorrow and have 500 less contacts

[00:19:21] And you can do it for free like think about that yeah, like you can literally have

[00:19:25] Marketing for your business. I don't know how many times you can send it in a month these days

[00:19:28] I mean I haven't been using you know, shrimp for a little bit

[00:19:31] But Mailchimp is a great one to start with and you know we do it once a month and we

[00:19:38] I had always done it myself when I was an agent like even before copper hill real estate

[00:19:42] And then was when I had my own personal brand which was called Philly Urban Living and that was

[00:19:46] That was the brand I used to identify myself as an agent because I let people know hey

[00:19:50] I live in the city. I focus on the city. I still help people in the suburbs

[00:19:54] But that gave me kind of like a foundation for

[00:19:57] The information I wanted to provide the value I wanted to provide so my news letters are very similar to the ones

[00:20:03] We do today with copper hill where it's usually like like a news thing

[00:20:07] So it's either curated or like a blog post

[00:20:10] We'll throw a couple listings on there because again people people love that

[00:20:13] You know, it's they love looking at real estate

[00:20:16] So we do that and then we'll usually do one on lifestyle

[00:20:19] Which could be anything could be food? It could be travel

[00:20:22] It could be history, you know, which is big in Philadelphia

[00:20:26] So that's how I always look at the the one thing that I'll take beyond that to just give our audience like another idea

[00:20:35] Is really in person networking and

[00:20:38] Like people are like what am I supposed to do that like do I go to an event with like

[00:20:43] 100 people let's back up we could so as we go down this road we can talk about end of a UPN days we can

[00:20:50] That's just Sean is hard coming back to

[00:20:54] probably

[00:20:56] 67 years ago was when we

[00:20:59] Stop doing it but for five years we were in our own organic homegrown

[00:21:04] networking group that I started you were a member of it was called NWPN the Northwest Philadelphia network

[00:21:10] And I was inspired by going out to the big networking groups like BNI and Latif

[00:21:16] And I didn't like it. Yeah, I'm like this is too strict like it's too

[00:21:22] pushy and it was kind of expensive

[00:21:25] So you know if you commit to it can you get business of course you can buy looked at I was like I'm not looking to put all my eggs in this basket

[00:21:31] Like I want to do in person networking

[00:21:34] You know with with a good ROI not spending a couple grand a year and I also don't want to do it every week

[00:21:39] I want to do it maybe once a month once every two months so when we started NWPN

[00:21:44] It really started with a Craigslist that and I just said

[00:21:47] Yo, who wants to go get coffee for all of you out there to know what Craigslist is

[00:21:52] Exactly, it's even existed more not quite sure but the funny thing is I just put it out there and I said, you know

[00:22:00] Manning up for Oxboro networking group who wants to get coffee and we'll get coffee in in either of those two areas

[00:22:06] And two people showed up and I didn't know them and then we met and then the next week

[00:22:10] We said over the next month I said you know bring one person each and the next month we had six

[00:22:16] So, you know and again then three would leave and four would come in and it ended up being

[00:22:21] extra five years about 30 paying members

[00:22:24] It was about ten dollars a month. It wasn't anything crazy

[00:22:27] We did monthly meetings they were organized they had food they had

[00:22:31] Social we do we went out we did yeah, we had the holiday party charity stuff too did charity stuff and

[00:22:38] Yeah, I mean that is I mean again that's a that's definitely a way to do it

[00:22:43] But let's talk about let me take it more like the simple approach. So it's go over the new age and again looking for ideas like how am I gonna help this person over

[00:22:51] The big brokerage in center city or in the suburbs that's like do this do that

[00:22:56] And I would say you know what kind of kind of what kind of person are you so I'll use you

[00:23:00] It's be like what's your personality? Do you like going into a room with a hundred people you prefer to be one-on-one

[00:23:05] Like what's what's your preference on me? Yeah, I like the one-on-one. Yeah small groups and most do I find

[00:23:12] And that's good because before that networking piece

[00:23:16] If you're one-on-one think of it as again you're going quantity over or sorry you're going quality

[00:23:24] Over quantity and with that meeting you're going to what one other business-minded people that are already in your network

[00:23:32] So you know, you know someone that is in the auto body business that you do business with all the time and

[00:23:38] You could easily just be like hey, let's just go ahead and get a cup of coffee on Friday

[00:23:42] I haven't seen you for a while and you're just catching up. I mean you're literally like how's your family like house business?

[00:23:47] How's life because you like this person and you're really just trying to catch up

[00:23:53] And you know as well as I know when we catch up with more of a quality meeting

[00:23:59] Business always comes up because people are going to say you know house business for you like what are you working on and then it'll almost like go in their mind

[00:24:05] They're just like

[00:24:06] You do business in the suburbs like someone yeah, Tim you know, I know you do business in seat. Do you business in the suburbs?

[00:24:12] I'm like

[00:24:12] Almost 50% of copperals businesses in the suburbs. I didn't know that yeah, and now when they're leaving that meeting

[00:24:19] They're like okay anytime I have a suburban opportunity. I'm gonna think of Tim

[00:24:22] And I think the important part is if you're in the same room with that person who's like mind it and I'm this way

[00:24:30] I'm always thinking how can I help that person yes and

[00:24:35] If it's two of you

[00:24:38] I am constantly I'm just not rocking my brain as to like who can I get you in front of?

[00:24:45] Who's your who's your ideal client? Who can I connect with you?

[00:24:50] That would help you yeah, and if you have someone that's entrepreneurial or a business owner

[00:24:57] Or just someone looking to build their network or build relationships in business

[00:25:04] I mean that you know that connection is made a lot of times

[00:25:09] Yeah, now do you remember so when we had NWPN

[00:25:13] We actually had business cards with our logo. Yeah, that that brand did which brand also did bricks and risk

[00:25:20] It's said underneath the logo. Can we drop his

[00:25:25] Yeah, we go here for yeah, brand push design brand push design ladies in gentlemen

[00:25:30] So on the business card I believe it's a gift to get yeah, and that was that was a general philosophy

[00:25:37] That's everything you just talked about meaning

[00:25:40] When you go into a networking group with 2030 people or 100 people you don't know a big one big formal one in the city or in the suburbs

[00:25:48] Like chamber of commerce or anything like that

[00:25:51] What are you going to a 101?

[00:25:53] I agree with you. You're trying to look at is like what can I do to make your business or your life a little bit better

[00:26:02] And that's gonna come through the conversation so like when you're just catching up with that person and they're like

[00:26:08] Oh, how's the family families great? You know we're going to Disney world in like six months

[00:26:14] We're excited for it's like you know what we just went to Disney world would you like my Disney world planner?

[00:26:19] Like again, it's I know that sounds like it's it's not going to make a difference

[00:26:24] But that's if you have that philosophy in mind where it's like someone is doing something and if you know

[00:26:30] Something that you feel like they may already have that it doesn't matter

[00:26:33] But it's the thought that counts. I mean that's a legit statement with any kind of relationship

[00:26:38] And networking is no different that you're just trying to help them out

[00:26:43] And do you know what even if you get nothing?

[00:26:46] That's not what it's about it's about taking care of your relationships taking care of your people

[00:26:51] You know giving things like giving to charities or giving community service like all these things like when people do it

[00:26:58] They feel great like when someone writes a hundred or a thousand or a million dollars if you're loaded

[00:27:03] To a charity and says I want to give to this cause because I love this cause like you feel great

[00:27:09] You're just like I didn't spend it on something that was for me and my family only

[00:27:13] I spent this on a on a cause or a mission and it's the same thing

[00:27:18] It doesn't have to be monetary giving someone a good connection

[00:27:22] Can add value and lots of different ways and I think the opposite rings true as well

[00:27:27] So if you went into our end w p n group

[00:27:32] Yep

[00:27:34] And your whole mindset just like a lot of these b n eyes let tips and these other groups if you're frame of reference for these groups is

[00:27:45] I'm joining what can I get out of this?

[00:27:48] How many leads will I get yeah, I mean you're you're

[00:27:53] You're gonna go nowhere right

[00:27:55] Because what's gonna happen is you're gonna get in not lending any value to any other group member

[00:28:02] They're gonna know it and

[00:28:05] Then you're just gonna be so

[00:28:08] Let down

[00:28:09] Because nobody's going to be giving you the leads that you want the referrals that you want the introductions that you want because you're only in it

[00:28:18] For your own motivation yeah, and it's funny to that point

[00:28:23] Like people have said this before like people can sense the salesperson meaning

[00:28:28] So when that's only going in there with their own intentions in mind

[00:28:31] You know I need my business cards because I need the leads and I'm gonna get there

[00:28:35] They're gonna need to contact me and again, that's not there's nothing wrong with that thought like that's what you thought have your business cards

[00:28:42] Because yes, are you networking to to help grow your business?

[00:28:46] You are but I think if you reverse

[00:28:49] Engineer it and you look at it as like I'm gonna give out my business cards

[00:28:54] So that someone can contact me if they need something

[00:28:57] Then your mindset will shift it'll feel less you'll feel less pressure by doing that because you're walking

[00:29:05] And you're just gonna be yourself. There's nothing to gain out of this except for relationships and that's what never going to is all about

[00:29:11] It's like even

[00:29:13] Even that one the one I want especially is like you already have that relationship

[00:29:17] Let's say you know there's there's a saying in business

[00:29:21] First you got to get to know someone then you got to get to like them

[00:29:26] And then you can trust them and

[00:29:29] You know when you get started in insurance you get started in real estate

[00:29:34] You know you have a lot of people that know you and a lot of people that like you but if you're new

[00:29:39] Not a lot of people want to trust you even if you have some experience because they don't

[00:29:45] They're almost looking as like I don't want to mess up the friendship

[00:29:48] Here's another great

[00:29:49] Story all I'll end with

[00:29:52] When I first got in a real estate, I kind of has some earth thought to that new agent like hey like how am I you know?

[00:29:57] I'm older you know I already own real estate like people I know already bought houses so that thought cross my mind

[00:30:03] But in the beginning I would like you

[00:30:06] I did email marketing. I did in person networking

[00:30:09] You know, I did all sorts of just general like socializing like things like that to stay in front of people and

[00:30:15] You know when I got in and I was 30 years old and doing that like

[00:30:21] There was always there's always this thought in your mind. You're like how am I going to

[00:30:28] Help people without feeling like I'm trying to sell them and it's like it's a natural thought to have that

[00:30:36] But what I will say to that is

[00:30:38] Don't worry about the selling will take care of itself because even if it's someone that you barely know

[00:30:44] You don't even know if you like each other yet or if it's someone that you already have trust

[00:30:48] Like you have to look at it's a marathon not a sprint

[00:30:51] And in order to cultivate that relationship over time and to help not only that person potentially but they're

[00:30:58] 2506 people you have to look at it like I need to offer things out, you know

[00:31:04] It's it's value valuable content in your newsletter. It's you know

[00:31:08] It's grabbing that cup of coffee for them when you meet and spending an extra five bucks

[00:31:13] And that met me and something to a lot of people would you agree with that yeah if you're in 10

[00:31:18] Starts with wanting to help people

[00:31:22] Yep long-term you're you're gonna win

[00:31:24] Great right up short-term play. What can I get out of this?

[00:31:30] It's it's gonna go nowhere

[00:31:33] I was harder to build your network. I would agree

[00:31:36] So we're gonna end off on that note everyone

[00:31:38] Thank you for tuning in to bricks and risk and we'll see on the next one

[00:31:44] Thank you for joining us on another episode of bricks and risk our goals that you walk away with one or two valuable nuggets

[00:31:52] And we greatly appreciate you sharing your time with us today

[00:31:56] You can find all B&R episodes on Spotify Apple music YouTube and anywhere else you'd get your podcast content

[00:32:04] Until next time keep learning and keep growing