Not Worth Your Time? Build Relationships That Pay. | Episode 123

The hunter versus the farmer. The hunter is eating what they kill. There's not, you gotta hunt every day. If you don't hunt every day, you're not gonna eat. The farmer's more picking the right soil, planting the correct seeds, you know, making sure it's fertilized, watering it. If you don't get enough sun, you might have to wait a little longer. Like the farmer is long-term thinking for their food. The hunter is short-term thinking for their food. So if someone came to me and said, hey, I'm new in real estate, I'd want to understand what kind of mindset they have. Are you a little bit more the hunter mindset or are you a little bit more the farmer mindset? Welcome to the podcast dedicated to real estate, insurance, and building your business. Join us as we take you along our own business building journeys with additional wisdom from our network of local and national experts. Welcome to Bricks and Risk.

This episode is brought to you by Property Management Redefined. PMR is not just managing properties, we're creating partnerships that build long-term success for property owners. John and his team can be reached at manage at goPMR.com or by phone 267-753-6005. Tim. Yes, Sean. Who's a good client for PMR?

Property management redefined is looking for property owners who value three things accountability, reliability, and a results-driven approach. I want to maximize returns, but still provide client and tenant satisfaction. There's a lot of property managers out there. What does PMR do really well? Biggest thing is they're seamless and they're worry-free. So with that approach in mind, it allows the property owner to put their trust in PMR and know that the results will be there. The other thing I think a property owner is really going to value because they do it so well is that they have a local expert team, boots on the ground, managing your properties and your tenants' expectations every day so that you feel good about your investments.

We have millions of listeners out there. Tens of millions. If they want more information, how do they find PMR?

Right here, guys, reach out to John Sachs and his team at Property Management Redefine. We'll take good care of you. I'm Timothy M G.

And I'm Tim's co-host, Sean Mooney. Otherwise, O-O-N-E-E.

Otherwise known as Munstradamus. Correct. Correct. For you had a Munstradamus recently. I can't remember exactly what it was. Do you remember what it was that we were talking about? Munstradamas is what we call Mr. When he predicts things. Yeah, what was it? It was Apple Going Video.

That was what it was. Yeah, talk about that. So I said how long ago?

This was at least a year ago. This was a while ago. I mean, now that I think about it.

Um not only did I say that Apple was going to go video, which it has already started, I also in kind predicted that Buzz Sprout, which is our hosting platform where we submit and then get the RSS feed out to all of our shout out to Buzz Sprout. I said that they were going to go video as well. It was going to be forced because of the the way that podcasts are going in my eyes, away from audio into a video first um medium. So I thought that Apple would be forced to do it, BuzzSprout by way of all, you know, they would just need to do it. And by the looks of it, from what I've seen on different uh chat boards, Reddit boards, and such, that's where it's going.

It's kind of like how we've always looked at our podcasts. We've always looked at our podcasts we want to create a show. We want it to be weekly, we want it to be entertaining, we want it to be informative, we want ourselves to be well dressed.

I don't wear these shirts for an audio podcast. That's just not what I do.

Yeah, if we were only audio, this would be useless, these outfits. Yeah. So that's the point.

All right, man. What are we talking about today? Before we get started, I gotta give a major shout out to one of the most loyal listeners out there. His name's Dennis. He's from Glenside. All right. Shout out to Dennis.

I'm pretty sure I know who that is.

He sent me uh a birthday present recently.

Did you bring it?

I did.

Please pull it out.

It's cold, bro. Yo, dude! Den. Den. That is we'll get on the screen, bro. There you go. Den, you totally outdid yourself. That is phenomenal. Are you are you gonna get it all gonna get all wheeled up? Get some racks on there?

I think I I think if I did that, I'd have to get another one. This is gonna go like above my bed in my master bedroom.

And if you don't know, Den O'Donnell, good friend of ours. We've Mooney's known him way longer than me, but uh, great guy. Gotten a skateboarding a couple years ago. How's the latest skateboarding going?

Listen, everybody needs to go to YouTube. They need to go to DOD323. Check them out. Give him a follow. He's he's uh he's getting there. He's he I follow it very um It's unbelievable. What a great gift. Yeah, thanks, Den. Appreciate it, man. Um yeah, so shout out to him. Thank you, Den. We appreciate all of the support.

We do, my man. Thank you.

All right, what we got today? Today we're gonna be talking about how we're dicing our time up um with our professional life, and you know, two ways to go about it, two personality types, in which you have some people that are like, hey, I'm willing to share my time, have at it within within bounds. But uh, and then other people that have this mindset that is, this is my time. I'm only gonna do this if I get paid for it or if I'm getting something directly out of it. Yep. Which has kind of um come up in a couple different instances for you and I with the show uh within our businesses. Businesses for sure. So we just wanted to kind of dissect it and talk about the two different versions or dude, two different approaches that people may have, um you know, when this stuff comes comes up.

I'm going to quote this specifically as I have heard it many times in my life. That's not worth my time. And why I personally feel like saying that's not worth my time is is a mistake in most instances. In some instances, it is true because you do have to value your time. I've said on other episodes, actually, I think it was on a guest episode I did that that time is your most valuable asset. So if time is your most valuable asset, we're all human beings, we all look at the same clocks, we all have the same calendar, you know, it's we're all functioning the same way. We all function off of time.

This is a great topic because it's like part of us is saying you have to be able to share, but then there's part of us that is like, no, like you have to protect your calendar and your clock, and you have to sparingly give it out. So it's interesting to kind of go down this road because you have two different approaches, but kind of overlapping too.

I think something uh that you were saying in the beginning is um is is very relevant here. I don't want to spend my time on that because I'm unsure or I don't know what I'm going to get out of it. And let's let's keep this business focused because this is a business show. So it's kind of like when to spend the time and when to not spend the time. Now, my personal belief is that most things, the high majority of things, are worth my time because I can really field that request up front. I'll give you an example someone reaches out to me and says, Hey, I have this property, I don't know what to do with it. There's two different ways I can hit that as me as a business person. One, if it's a fix or upper, there's the opportunity for us to buy the property, fix it up, and flip it. And then two, there's also the opportunity for me to go meet someone, advise them properly what's best for you, not for me, and say it doesn't make sense to sell it to me for a flip because that is X. If you put on the open market, you're gonna get much higher of a price, which is why, although there's commissions and things tied to there's fees, you're still going to make more money after fees if you list it on the open market. So that's a great example of me personally. Some reason I have property to sell. There's always like a couple different ways to look at it, especially if it needs some work. And there's constantly people looking out for me and our development team to say, hey, uh, I know this person, they have a grandma special, they, you know, it's a fixer upper, they inherited a property, it's their neighbor. I know they know their neighbor, and their neighbor needs to sell it because they need to move on the downsize, move in Florida, like they just whatever, move into an apartment. And and I will always take the time to at least have the conversation, feel it out, and it's like a 90% chance I want to meet this uh this person in person.

So is it that you're able to um respond and then size it up and then advise? Like that's your approach?

I think there's a difference between only using your head to justify what's worth your time or not, but then also utilizing your gut to justify what's worth your time or not. And honestly, I'm a I'm a gut guy. I I always go with my gut. I go with my initial reaction to things. So I'm thinking less logically when most people come to me and say, I need this, I need that. Can you look at my property? Can you introduce me to Bill or Sally? Uh, can you just give me a sense of what my place would rent for? I have no idea whether or not they even want to work with me. But I can use my gut to judge these things, it's usually through phone, uh, email, text. And then once I use my gut, I'm gonna say like 90% of the time, I'm going to meet this person in person to help them get to where they're going. And so that's how I look at my time.

And then what's the flip side of that? So if if your approach with most people is hey, I'll I'm willing to talk, I'm willing to meet, see if it's a right fit or not. What if we're talking in the vein of not worth my time, what's the what's the 180 degrees approach to that?

What I've heard a lot in real estate, because I have a team, I also mentor agents that are not on my team, not on my team. Here's something I hear all the time. Whether you're brand new, you've been doing this for a year, you've been doing this for like 15 years. So many agents say, I don't do rentals. I don't do them. I don't list them. I don't run with tenants. It's not worth my time.

Yeah.

And here's what I always say to them, because I I do, I still do a fair amount of rentals. Now, most of them are only for my preferred clients who have investments, who need them rented from time to time. That's the high majority. So I've earned that over a period of 16 years. But the agents I feel like who say, like, that's not worth my time, what are they looking at? They're saying, okay, I got to get a sign up, I got to get a lockbox up for listing, uh, I got to post it up on the MLS. Then I have to field all of these tenant requests who want to see this property. There might be 20 in the first day, there might be a hundred in the first day. And therefore, they're almost looking at just from like a financial standpoint. If I spend all this time and I only make$500, you know, a thousand, fifteen hundred dollars, I don't want to do that. If I do a sale, if someone buys or sells through me, I'm gonna make 10 times that. Yeah. So I'm gonna focus all my time on sales. And the reason why I'm not like that is because I look at it as like, I'm in the relationship business, I'm in the customer service business. I'm thinking long term. Like if someone's got an investment and they need to rent it, I'm an investor. So, one, I want to see them get what they need out of the property, get as much rent as you can in the shortest amount of time with a good qualified tenant. That's what I offer. Also, eventually, they'll either want to sell that property or maybe they want to buy another rental, or this happens all the time, they're just gonna drop my name to their friends, their family, their co-workers, their neighbors, everyone they know, and say, call Tim for anything real estate related. Buying, selling, renting, investing, whatever. That's that is like the flip side. Is someone says, not worth my time, thinking with your head, it's not enough money, it's too much work, versus thinking a little bit more with your gut. Well, let me just feel this out. Maybe it's a crappy rental and they want too much money, then that'll be the 10% of the time. I'm not the right agent for this. You want to list this for too much, we're not gonna get that. There's no sense in me listing it if I don't really agree with where you're going.

That was going to be my next question is where is Tim's line?

Yeah.

It's it has to make sense from a market standpoint. Like you have to be realistic with what you're trying to accomplish. And usually an investor, let's say with a rental or a seller, does not know anywhere nearly as much as I know because I've just this is what I do for a living. This is what I do all day, all night. Like I invest, I develop, I've owned lots of real estate. So if I can't be of service to you, meaning my job is if you want to rent something, my job is to rent it. Not to not just sit there and wait for six months for you to get frustrated and say, Tim, you're not doing what I hired you to do.

But if a cold call came in to be a tenant to go find an apartment, would that be an automatic no?

Not an automatic no. It it usually has to come through word of mouth. So I have to understand it's like who who is the person? Why are they coming to me? If I have a rental listing, lots of people are gonna reach out that I don't know. That's different. Yeah. But like let's say you know someone that says, Hey, I want to go rent a three-bedroom row home in the city of Philadelphia. Tim, can you talk to Bill? Can you talk to Sally? And I say, Of course I of course I will spend that time. And I'll talk to them and try and figure out what they need, you know, advise them properly, whether it's through me or someone else.

It reminds me of our interview when we were talking in Nick Gigante. And Nick spent his time developing leads, like I think at the time, was either looking uh and and searching out like developers or door knocking, like door-to-door.

Shout out to Nick Gigante, by the way, Ben Swanger.

Yeah. So I think if he had the approach of like that's not worth my time, the downside of it is he's not building like this awesome Rolodex of people that are in this market and are going to be buying, going to be selling, going to be rent. Like the downside of not worth my time, obviously, there there's a positive to that in terms of like knowing is this worth it? The downside or the unknown is like, man, what did these 100 conversations organically give me? And that's the unknown, but the value in that could be tremendous.

Do you have uh do you have an example? Maybe let's say uh someone else in insurance, another business owner, even like one of your employees, like where someone has kind of approached you with this, is like, uh, I really don't want to do that, is basically what they're saying. Uh that that doesn't make sense to me. Is there anything without naming names, is there anything that comes to mind for you where a scenario has come up in insurance where you're like, that's totally worth your time?

Um so for us, it's uh I mean we've talked about this at nauseum. Besides the deadbolt. But you know, we have a real good way of feeling people out when they come to us, yeah. In terms of where they're coming from and what they're looking for, and knowing if we're going to be a right fit or not.

Yeah.

So our intake allows us to get great background information on this particular prospect and and if it's going to be worth I don't want to say worth our time, but if it's gonna be more of a fit for all.

Can we help? Yeah. It's almost like, can we help? If you're unrealistic, I probably can't help you because you're just gonna want this and I'm gonna tell you it's that. We're gonna disagree. And then there's what what what use is it to work together if we disagree, like at the first conversation?

Yeah, and it's it's more like we get it often is to like they get to us after talking to three people, and they're at the end of their deadline, and they're like, right, we need this insurance in place in two days. And I'm like, I'm not gonna be able to help you. Like, I just I know what what we're what what's going on in the agency, I know what you need, and it's it's just not going to be something that that we'll be able to, you know, provide.

Yeah, I mean, one thing that you and I we talk about this all the time, it's one of the foundational principles of the show are relationships and really understanding like relationships in the form of like building future connections. So we've made this example before of like, hey, uh someone reaches out to me, uh, friend of a friend, let's say, and calls me and says, Hey, Tim, uh I have this uh I have this office building and there's 1,500 square feet that's vacant. I'm looking for a tenant. Can you help me? And my gut, my gut reaction to that is no. And the reason it's no is because I don't really do commercial leasing. That's a very specific thing in real estate because people say real estate is like a very broad term. It's like there's residential, there's residential sales, residential rentals, commercial, commercial sales, commercial leasing. Like there's lots of caveats to real estate. Someone says I need help with commercial leasing. My reaction is I don't do that. But this is where the butt comes in. Tell me a little bit more about what you're looking to accomplish, and then maybe I can point you in the right direction. This is where the building future connections comes in, which also plays into that's not worth my time. Like someone would, if they're only thinking with their head, they'll hear commercial leasing if you're in residential real estate and say, eh, it's black or white. It's not doing it. It's not me. I can't do it. Can't do it. Yeah, call someone else. Thank you for thinking of me, though, but go ahead and call someone else. Just leaving it like it goes nowhere. You're not probably never gonna speak to the person again. Yeah. And then there's also the theory or the perspective of saying, tell me about what you need. Let me spend five, 10, 50 minutes talking to someone that I don't know, as you wince, and tell me about what you're trying to accomplish, and then I can like educate you. Hey everyone, this is Tim, your favorite bricks and risk co-host. But don't tell Sean. I hope you're enjoying this episode, and I'll get right back to it in a moment. Our audience grows through word of mouth, so if you would please take a moment of your time and give us a review on the platform you're on, that would be fantastic. Please also help spread the BR word by sharing your favorite episode with a friend. We greatly appreciate your time and trust. Now, back to the show. Oh, if it was like a good commercial agent and they charged X, which is what they charge, would you would you want me to recommend someone? And they would say, I would love to. The reason I came to you is because Bill gave me your name and said, Talk to Tim. If it's real estate related, talk to Tim. So what Bill also knows, too, is I'm a resource, I'm a reliable resource for anyone in his network, no matter how big or small or how important he or she is to like his life, let's say. You know, if it's someone he knows loosely or it's Like a relative. So he knows he can drop my name because he knows I will help that person get to the next stage in the process. It's either me trying to help them out or myself, or it's me trying to find them the right person that can help them out in the right way. What are your thoughts on that?

I just think that besides when I said 50 minutes. A 50. Yeah, you I would recommend coming down to 30 as a cap on that. Um, but I will say that there's something to be said for the people that say, nope, don't want it, don't want to talk about it. It's not in my wheelhouse. Yep. I am staying in my lane. And if it's not in my lane, go go find someone. Like I don't know. It's just it's this is not my personality, but I feel like those people are so programmed in a way that it becomes so easy, right? Like they know if it fits, if it doesn't fit, yeah.

It's like thinking with your head is really just like you're zeroed in on like what you do and also what you don't do. Right. Which is a little bit less the relationship model, in my opinion. That's a little bit more of like the sales I'm I'm growing transactional. I'm I want to grow as fast as I can in as little amount of time as possible. So therefore, if I waste five minutes on a client or a potential client that I know I can't help, that's five minutes I could be spending giving myself more trajectory in this way. So that's a little bit more like I call it like, let's call it the head, the head versus the heart. We'll keep it real simple. You know, if you're thinking with your heart, you're thinking a little bit more gut, where to come from, like there's more to it. Yeah. You think with your head, it's like commercial leasing and do residential real estate. You're like, nope, sorry, not much. Don't do that. Thank you so much for thinking of me. Sorry, I can't help you, and have a great day. And you can be polite about it, but that's it. No more conversation.

It reminds me when we were talking into the marathon boys, Rory and Mike. Um shout out to Rory and Mike at Marathon Mortgage. Happy Hour Podcast. Go check them out. Marathon Mortgage Happy Hour Podcast. Marathon Mortgage. You said Marathon Mortgage, so I just went happy hour podcast. Okay. There we go. Um, and remember I was saying, oh, I wish there was I I have dreams of having a nine to five going on vacation. Your vacation.

The moonie, the mooney, the mooney staycation, having a nine to five, working 48 hours a week for two weeks. Yep. Where you clock in at nine, you leave at five, you probably had a lunch, you know, and then you're on your drive home, you're listening to your favorite podcast or your favorite song, your favorite album, your favorite audiobook. You have this nice leisurely drive home because you know there's nothing more to do when you get home besides maybe spend time with your family, or spend time by yourself, or spend time with your dog or your cat. Like you're just like, ah, I'm fed. What am I having for dinner?

You're which where I have my eyes closed. I'm just thinking that in my head.

Yeah.

So it's pretty funny. So it's it's kind of like that is I I that's not me. I'm not wired to do that. That's you know, just not the way that I could operate. But uh similarly, I wish there was part of me that would just be like, nope, go somewhere else.

Can't do it. Very black and white. Like I already have the answer. Okay.

Always trying to, you know, like like you said, it's building relations, just fostering relationships, trying to help people. And again, if someone was referred to us, it's not only helping this person, but you're you're helping out a friend of a friend that you know is looking for for that.

So I'm gonna drag something out of you right now. I'm going, I'm going to uh extract out of Mr. Mooney something. So we've talked many times on the show, more in like a joking manner, about the infamous Mooney Insurance Brokers Deadbolt.

Right. You you draw the shades, yes, you lock the door. It's funny too, because our entry in the rear of the building. So like the And you still do it. Yeah.

You do the back too. Yeah. All right. So if I were running a storefront, I I'd probably have balloons. Yeah. I mean, all the windows were wagon. I I have like a I have a storm door with the screen in May and say, yo, come on in. Hey, you want a cup of coffee before we even talk? So, like you and I are kind of like different on that. Talk about the deadbolt. Also, another thing that you do that plays into this is your your form, like how you disqualify. Yes. Talk about those two things because that kind of is it's a little bit more not worth my time.

Yeah.

But talk about it from your perspective because you don't necessarily see everything that way.

Here's what I'll say is our time in our agency is very limited. On a daily basis, we are doing a lot of servicing for a lot of clients. So the the emphasis for us is we need to be at a heightened awareness of how our time is spent. Like an effit efficiency. Yeah. And so we've worked towards getting to a point where, you know, and it's a balancing act because the way that we look at it is we don't want our time spent on intaking the information.

Right.

We want to spend our time with a prospect or a client getting to know their specific needs and getting them the coverage that they need with a carrier that's best for them. So when you, you know, let's just say you have one hour with the client. I don't want to spend 30 minutes on intake and 30 minutes on consultation. Uh-huh. I want to spend 10 minutes on intake and 50 minutes on consultation.

Yeah, you want to save the bulk of your time to talk to them, to ask the right questions, to get to know them, to figure out if you can help them or not.

So we've built our system. We've designed it specifically for that, right? If you come to our office around the back, get in or try to get in because you won't get in, because deadbolts, you got to knock on the door. We may or may not answer the door, depending on what we have going on that day.

If you're locked in with your headset, you might not answer the door.

That's that's partly by design. But in training, you know, if someone reaches out to us, the first thing we do is getting them a link to get their current insurance so that we then a ball goes in their court, they fill it out, they send it back, but we're not doing it. We're not touching it. Right. It's automated. Yep. So that we get it in and then it goes into our queue to be, you know, worked. We run the background information, we kind of get it into our systems, kind of fine-tune some things once it's in there. And then it's the the call back to schedule time. Hey, when can we hop on a call to review to see what you have going on? Oh, you have you have you have youthful drivers. Oh, there are ones in college, ones in high school. Okay. You know, working through all of those additional items that we kind of work through. Um and that's where we want to spend our time.

Well, this is so what's interesting, the reason I wanted to bring that up is because you and I are both more relation relationship-minded relationship philosophy. That's how we grow our businesses through relationships, taking care of people, referrals, compounded clients, as I've called it before. Yep. But I think what's interesting is while you're more deadbolt-minded, yeah, and I'm more storm door with the screen minded. Literally, if you come to my office, like I sit in the front.

It's a true story. We're gonna have to send them an image. I know. Sorry, we'll get you there. But literally, I have dark blind. I know one, two, three, like four windows that sit right on Butler right there. Always never open. You don't want anyone to see. Not that I don't even want to see. I'm I'm a light guy, so like I want it dark, just as a working uh office, like how I work best is just in a dark space. Dark, control the light with a dimmer switch from 1937. So that's part of it. We we don't open, we don't open the front door though. So like if someone knocks, yeah, they're not getting, I'm not coming to the door. And then if they go around back, you is a 50% chance we'll we'll answer that.

Well, let's do this. So, as we've been getting better at at every episode, is trying to give some actionable steps on the topic that we're discussing. So if the topic is that's not worth my time, what's like an actionable step that you can give to someone, whether they're like you and I, relationship minor, or whether they're uh transaction-minded, like what would you say to someone as advice for someone brought up that's not worth my time? Or what questions would you ask, I would say?

Um I mean, it depends. It depends on what what type of person you are. So I I guess if you uh let's keep it to insurance.

Right. So you're talking about the Deadbolt, you're talking about the form. Yeah. And another another guy or girl down the street's running a brokerage and said, Well, I'm not gonna do that. It's not worth my time. And then you kind of like disagree with that for whatever reason. What advice would you give to him or her to say, you might want to look at it this way?

Yeah, so I would um I would tell them to look at their, you know, revenue per account or household, however they want to do it. Yep. And then look at the time and really like do a digestible look at how much revenue are you making off of this, and really looking at where your time is spent with that client. And what I would say is kind of what I just said a couple minutes ago was really where is your time most, you know, where should you be spending your time if you're allocating one hour per client?

Yep.

And where do you think that the client, does the client want to sit on the phone and say, okay, you're at this address, and you know, how many people are in the household? And what's your liability limit? And oh, do you have this covered? Oh, do you have any um jewelry that you needed? Yeah, they don't want that. Right. I would just make the assumption that a client or prospect doesn't want to do that. Right. Are there agencies out there that are doing that?

Absolutely.

Absolutely. So, what I would say is number one, I would say pull your clients. You know, after you write the account, hey, this is the way we did it. Did you did you like that? Did you did you find value in that? And and see what uh your clients' feedback is. Yeah. Because they're like, nah, you know, like it seemed like a lot of time to just get some basic information, right? And then you can start to customize how you want to direct your intake.

That's great. So great advice.

That's what I would say is, you know, just like we we ask our clients, hey, do you like text? Do you like email? Do you like phone calls? And and polling them to see what their preferred line of communication is.

Yep.

I would say poll your clients, see what they like, see what they don't like about the intake. Oh, you know, we use a specific intake form. It's it's very um, it's very automated. Um the feedback that we get from most people is wow, that was like so quick and so easy. And now you have everything you need. So that's the feedback that we get. And we kind of have doubled down on on utilizing it to the point where it's like literally on our website, and we just like two days ago, it's we had two people just submit. Right.

Never called, never emailed. Nope. They read enough or learned enough about you'd be like, oh, this uh I'll I'll take you know a couple minutes of my time. Yeah, fill this thing out because they seem like good people.

That's what I that's what I think that people are doing. If I were doing it, I would look online, see who's like near me or see who's as you know, handles this type of insurance that we need.

Uh-huh.

Maybe go to some, you know, Google reviews online to see, okay, this is what they do. They seem pretty good. Go to the website. Oh, this is what they're this is their recommended process on how to do this to make it as quick as possible, as as efficient as possible. And okay, that seems good. Yeah. So you're kind of building the funnel and and showing people that this is this is the best way to do it. So I would that's what I would say is look at your time, look at what you're spending your time doing, and build it around that process to to make it more efficient and is best for the client, for a client experience that they're going to want.

Okay.

That's what I would say. You? Like what's your yeah. If we're talking and flipping the coin to real estate, what would you recommend? You know, new agent in terms of, hey, I hear people saying it. It's it's it's not, it shouldn't, I shouldn't do this because it's not worth my time. What like what would your general response be? And you could take it as like a newer agent as an example that's trying to kind of find their way in in setting themselves up.

Yeah, it would really just be an understanding what his or her business model is. Like, are you are you a little bit more transaction-minded? Like you just want this thing to grow, grow, grow, and like I'm not wasting my time with anyone, or are you a little bit more like I've always said the hunter versus the farmer. The hunter is eating what they kill. There's not, you gotta hunt every day. If you don't hunt every day, you're not gonna eat. The farmer's more picking the right soil, planting the correct seeds, you know, making sure it's fertilized, watering it. If you don't get enough sun, you might have to wait a little longer. Like the farmer is long-term thinking for their food. The hunter is short-term thinking for their food. So if someone came to me and said, Hey, I'm new in real estate, I'd want to understand what kind of mindset they have. Are you a little bit more the hunter mindset or are you a little bit more the farmer mindset? Once I have that, then I can really, you know, give a sense. Let's say they're not a farmer like me. They're a hunter, and let's say they're focused on just one geographic area, one suburban town or one suburban county or one city neighborhood, whatever. They're like, I only want to do business right here. Is first I'd be like, well, you know, is this a career move for you? Like, are you trying to be in real estate for the rest of your life? Like, let me understand that. If the answer is yes, my grandfather did it, or my my aunt does it, and I know I'm going to do this, but I'm a hunter, then I would give them hunting advice. It'd be like, look, you want a geofense, you want to market with postcards, you want to door knock, you want to do Facebook ads like in these areas, like you want to do big networking events, like only in your area, and go shake 10 or 20 hands and pass out business cards, or do hyperloc social media content. Now, if someone came to me and said, Hey, yeah, I don't know if I want to do this or not, and I'm a farmer just like you, I'm more relationship-minded. Then really I would say then you got to be thinking more like me. You got to be thinking like 90% of any conversation that comes your way is worth your time. Because then you're gonna have to rely on your gut, and then once you gut check it, you'll either be able to service that client or pass them off to someone who can service them. Oh, Tim, I don't have anyone in commercial leasing or I don't have anyone in uh insurance or the mortgage. Okay, then you need to go out and build those relationships and go meet five loan officers, go meet five commercial people and find the right people to link up with because this is what you need to do to build relationships. You need to go out and spend the time and get to know people and say that's a terrible relationship or that's gonna be a fantastic relationship and build up your support system. So that's the advice I would get for real estate.

And it's building the Rolodex, right? Yeah, you because once you become a resource, you know, you might not be the right fit right now. Yep. But who knows down the road, like like there's gonna be um something that catches in their memory to be like, oh, Tim didn't help me out, but but I remember, you know, he was very helpful. He was able to get me to the right spot. Yeah. And then when they have a need that might fit, they could potentially come back and be a client down the road. Good chance they're gonna want to talk to you again. And that's what I've said too, is a lot of times we get these referrals and we can't help, but we make sure that they're getting to the right place. Yes. And sometimes they won't wind up doing business with us immediately. But we've had those instances where they come to us, they go somewhere else, but they refer us back to people because there's this impression in their mind that was helpful, that we were able to kind of provide them an answer or a solution to their problem. So there's a long tail on those that if you can do right by people, it's going to pay dividends at some point down the road. And and that's one of the major benefits of being that networker, that resource for people that's built on relationships. Totally agree. Go ahead and shut this one down, Dan. I'm gonna give you one more here because this is Den.

Phenomenal gift. Now, see, now I'm gonna have to mail you some stickers. Yes. Without you even asking. Coming your way, man.

Mount Joy, Pennsylvania. Here he comes. Um, if people want to get a hold of us, they can email the show, bricks and risk at gmail.com. You can get us on Facebook and Instagram. All the usual suspects there at Bricks and Risk. YouTube, we're growing. We're right at the cusp of 250,000 views. Pretty cool. Thank you, everyone. Or you can find us on LinkedIn and join the community. We're like 800 plus people in our community there. And we're gonna post stuff that you're not gonna see in other places on our LinkedIn page. So uh a cool spot to land to see some some additional items.

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It's gonna be happening in June.

Yes, it will.

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That's all we have for this one, folks. Thank you for tuning in again to another episode of Bricks and Risk. See you next week. Thank you for joining us on another episode of Bricks and Risk. Our goal is that you walk away with one or two valuable nuggets, and we greatly appreciate you sharing your time with us today. You can find all BR episodes on Spotify, Apple Music, YouTube, and anywhere else you get your podcast content. Until next time, keep learning and keep growing.