WEBVTT 00:00:14.830 --> 00:00:18.769 Welcome to Networking Unleashed, Building Profitable 00:00:18.769 --> 00:00:22.969 Connections, the show that takes the guesswork 00:00:22.969 --> 00:00:26.109 out of building relationships that move the needle. 00:00:26.410 --> 00:00:29.489 I'm your host, Michael Foreman, and today we're 00:00:29.489 --> 00:00:32.950 stepping into the world of note investing, where 00:00:32.950 --> 00:00:35.070 the right connections can mean the difference 00:00:35.070 --> 00:00:38.390 between a dead deal and a career -defining win. 00:00:39.210 --> 00:00:42.210 But today's conversation isn't just about real 00:00:42.210 --> 00:00:46.229 estate paper and portfolios. It's about how to 00:00:46.229 --> 00:00:49.630 network when you're really not naturally outgoing. 00:00:50.009 --> 00:00:53.350 What do you do when you walk into a room full 00:00:53.350 --> 00:00:58.149 of people and don't know a soul? How do you create 00:00:58.149 --> 00:01:01.909 real relationships that drive results without 00:01:01.909 --> 00:01:06.849 being salesy or loud? My guest today has a built 00:01:06.849 --> 00:01:11.750 -in name. in the note investing space, not by 00:01:11.750 --> 00:01:15.250 chasing every handshake, by mastering the power 00:01:15.250 --> 00:01:19.170 of intentional, authentic networking. If you've 00:01:19.170 --> 00:01:24.670 ever felt overwhelmed by networking events, unsure 00:01:24.670 --> 00:01:27.730 of what to say, or just want to sharpen your 00:01:27.730 --> 00:01:32.079 strategy, this episode is for you. I'd like to 00:01:32.079 --> 00:01:36.420 welcome to the podcast, Nathan Turner, and he's 00:01:36.420 --> 00:01:39.140 an expert in his field. And I don't want to say 00:01:39.140 --> 00:01:41.159 more than that because I don't want to mess anything 00:01:41.159 --> 00:01:45.340 up. Welcome to the podcast and just give us a 00:01:45.340 --> 00:01:47.379 little bit about your background. Yeah. Thank 00:01:47.379 --> 00:01:49.260 you so much for having me. This is great. And 00:01:49.260 --> 00:01:52.459 as you're doing your intro there, I just think 00:01:52.459 --> 00:01:54.420 back in my mind of all the different conferences. 00:01:55.340 --> 00:01:58.040 We'll get into that. But anyway, we'll get into 00:01:58.040 --> 00:02:00.519 that. So I've been a note investor for the last 00:02:00.519 --> 00:02:03.060 15 years. And probably most people listening 00:02:03.060 --> 00:02:05.180 to this have never heard of that. And that's 00:02:05.180 --> 00:02:07.959 fine. I hadn't either. It's a relatively small 00:02:07.959 --> 00:02:12.080 niche. What it means is I buy residential mortgages. 00:02:12.819 --> 00:02:16.800 So I'm in the real estate world -ish. All of 00:02:16.800 --> 00:02:18.659 the mortgages, of course, are backed by the real 00:02:18.659 --> 00:02:21.520 estate. But I'm not actually buying the real 00:02:21.520 --> 00:02:24.060 estate. I'm buying the loan attached to the real 00:02:24.060 --> 00:02:27.860 estate. So I am in a way I'm concerned with the 00:02:27.860 --> 00:02:30.180 real estate itself, but ultimately I'm just buying 00:02:30.180 --> 00:02:33.259 the loan and I step into the role as the bank. 00:02:34.099 --> 00:02:37.099 That's great. All right. And coming from, I have 00:02:37.099 --> 00:02:41.460 a mortgage background, so I really, I know what 00:02:41.460 --> 00:02:43.699 you're talking about and I can feel your pain, 00:02:43.759 --> 00:02:46.080 but let's see if we get into that during these 00:02:46.080 --> 00:02:49.719 questions. So let me start out by saying in the 00:02:49.719 --> 00:02:53.259 world of note investing. What role has networking 00:02:53.259 --> 00:02:56.699 played in getting deals, building partnerships, 00:02:56.900 --> 00:03:03.759 or expanding your reputation? That is key. It's 00:03:03.759 --> 00:03:06.840 hard to overstate how important that is. Because 00:03:06.840 --> 00:03:10.300 it's such a small niche, it really, more than 00:03:10.300 --> 00:03:12.539 any business that I've ever encountered, it is 00:03:12.539 --> 00:03:15.520 so much about relationships. So it really matters, 00:03:15.719 --> 00:03:19.620 A, who you know, and then B, who knows you. And 00:03:19.620 --> 00:03:22.180 so that just makes such a huge difference. I've 00:03:22.180 --> 00:03:25.939 been able to have deals come to me simply because 00:03:25.939 --> 00:03:28.719 of the relationship where literally the person 00:03:28.719 --> 00:03:30.680 on the phone says, hey, I'm giving you a call. 00:03:31.020 --> 00:03:32.979 I know that this is something that you typically 00:03:32.979 --> 00:03:35.819 look for. This is what you're looking at. These 00:03:35.819 --> 00:03:38.020 are the last few in this portfolio that I'm trying 00:03:38.020 --> 00:03:40.780 to clean out. I called you first because I know 00:03:40.780 --> 00:03:43.550 that you're the guy that can get it done. And 00:03:43.550 --> 00:03:46.710 we've done deals before in the past. So are you 00:03:46.710 --> 00:03:48.789 interested in this? And I get really great pricing 00:03:48.789 --> 00:03:51.069 and all these different things simply because 00:03:51.069 --> 00:03:53.949 of the relationship, not because of anything 00:03:53.949 --> 00:03:58.530 else, but relationship number one. Absolutely. 00:03:58.550 --> 00:04:02.830 And today's day, listen, I base everything on 00:04:02.830 --> 00:04:06.310 networking and the relationships that I've built. 00:04:07.439 --> 00:04:10.039 you have to turn it around a little bit because 00:04:10.039 --> 00:04:12.180 you don't, you can't not trying to establish 00:04:12.180 --> 00:04:15.479 your network, trying to establish whose network 00:04:15.479 --> 00:04:19.279 you are in. Well, that's if you look, yeah. If 00:04:19.279 --> 00:04:21.019 you look at it from that point of view, because 00:04:21.019 --> 00:04:25.019 anybody could expand their network, but you can, 00:04:25.040 --> 00:04:27.160 you have to look at it and say, okay, whose network 00:04:27.160 --> 00:04:29.920 am I a part of? And that's a whole different 00:04:29.920 --> 00:04:34.220 way of looking at it. Yeah. Yeah. When you walk 00:04:34.220 --> 00:04:37.629 into a room full of people, what's your personal 00:04:37.629 --> 00:04:40.649 strategy and what's going through your mind? 00:04:41.750 --> 00:04:44.790 It is shifted a little bit over time, recognizing 00:04:44.790 --> 00:04:47.129 that this business is all about relationships. 00:04:47.389 --> 00:04:50.470 I remember the first note conference I went to, 00:04:50.610 --> 00:04:54.050 I totally overwhelmed. I don't know a soul. I 00:04:54.050 --> 00:04:57.850 don't know anybody in the room, but I went in 00:04:57.850 --> 00:05:00.750 with the goal of, I want to hand out 20 business 00:05:00.750 --> 00:05:04.129 cards. And that was it. That was like the number. 00:05:04.389 --> 00:05:06.829 I didn't want anything else. That was it. I want 00:05:06.829 --> 00:05:08.629 to hand out 20 business cards. And for me, that's 00:05:08.629 --> 00:05:11.250 a big deal. I'd rather, most people, we would 00:05:11.250 --> 00:05:13.350 rather just not talk to anybody and stay in our 00:05:13.350 --> 00:05:16.069 little corner. But that was me is I want to meet 00:05:16.069 --> 00:05:18.189 people. I know that's a big part of this business. 00:05:18.430 --> 00:05:21.490 So I'm going to hand out 20 business cards. Today, 00:05:21.550 --> 00:05:25.410 that's shifted a little bit because now I have 00:05:25.410 --> 00:05:27.850 become known in the industry. And so people often 00:05:27.850 --> 00:05:31.089 will come up to me and talk. So now I'm looking 00:05:31.089 --> 00:05:34.129 before I ever even go to the conference, almost 00:05:34.129 --> 00:05:37.490 always. In fact, I will look at, see who's attending. 00:05:37.970 --> 00:05:41.230 Is there somebody there that either I know that 00:05:41.230 --> 00:05:44.529 I need to talk to, to be able to further whatever 00:05:44.529 --> 00:05:47.889 business prospect or anything like that? Or B, 00:05:48.029 --> 00:05:49.610 is it somebody that I don't know that I would 00:05:49.610 --> 00:05:51.310 really like to know? Because I think that we 00:05:51.310 --> 00:05:53.870 can do something as far as working together in 00:05:53.870 --> 00:05:56.829 the future. So it shifted a little bit. Now I'm 00:05:56.829 --> 00:05:58.449 much more strategic about it in the beginning. 00:05:59.259 --> 00:06:01.079 Just anybody I just want to introduce myself. 00:06:01.839 --> 00:06:04.959 That's actually a very good way of thinking about 00:06:04.959 --> 00:06:08.220 it. So when you go to these networking events 00:06:08.220 --> 00:06:11.680 and you look at who is going to be there, do 00:06:11.680 --> 00:06:14.720 you touch them on, let's say, social media? Do 00:06:14.720 --> 00:06:17.980 you reach out and say, hi, how you doing? I see 00:06:17.980 --> 00:06:22.180 you're going to XYZ conference. So am I. I'd 00:06:22.180 --> 00:06:25.170 love to meet up with you. Yeah, for sure. Either 00:06:25.170 --> 00:06:28.050 on social media or the oftentimes the conference 00:06:28.050 --> 00:06:30.470 will have whatever app they're using. So there's 00:06:30.470 --> 00:06:31.790 a way that you can start those conversations 00:06:31.790 --> 00:06:34.209 before. I highly recommend doing that because 00:06:34.209 --> 00:06:36.509 that you can start that relationship before you 00:06:36.509 --> 00:06:38.730 even set foot in the door. Yeah, absolutely. 00:06:39.050 --> 00:06:43.230 And I ever since the pandemic. I feel that networking 00:06:43.230 --> 00:06:46.910 is more relationships instead of transactional. 00:06:46.990 --> 00:06:49.750 And with beforehand, I have three widgets. I 00:06:49.750 --> 00:06:51.930 want to sell them for $2 and you want to buy 00:06:51.930 --> 00:06:54.449 them. It's very transactional. And the more, 00:06:54.470 --> 00:06:56.910 the merrier you're building a customer list. 00:06:57.509 --> 00:07:01.990 Now you are building a relationship list and 00:07:01.990 --> 00:07:05.189 that list is much smaller, but much more powerful, 00:07:05.329 --> 00:07:10.029 much more. Totally agree. Yep. As someone who 00:07:10.029 --> 00:07:14.680 identifies. as more introverted? And what are 00:07:14.680 --> 00:07:18.060 your go -to moves to make strong connections 00:07:18.060 --> 00:07:24.259 without burning out? Yeah. Like I say, I would 00:07:24.259 --> 00:07:26.240 much rather just stay at home and watch a movie. 00:07:26.339 --> 00:07:28.459 That's my idea of a good time most of the time. 00:07:28.579 --> 00:07:31.720 But really for me, it comes down to just the 00:07:31.720 --> 00:07:34.000 realization, this is how the business is done. 00:07:34.160 --> 00:07:36.920 You have to get to know people. And I know that's 00:07:36.920 --> 00:07:40.680 uncomfortable in there. But so when I go into 00:07:40.680 --> 00:07:43.189 the room, For example, I'll walk in and it's 00:07:43.189 --> 00:07:45.069 breakfast and they're serving something out there. 00:07:45.829 --> 00:07:48.610 Oh, I would like nothing more than just to take 00:07:48.610 --> 00:07:51.550 my pastry and then just retreat into some unknown 00:07:51.550 --> 00:07:55.529 corner in the darkened room somewhere else. But 00:07:55.529 --> 00:07:58.689 I purposely go up to either one other individual 00:07:58.689 --> 00:08:01.730 or two or three even. And I force myself to just 00:08:01.730 --> 00:08:04.649 be like, no, this is how it's done. You can do 00:08:04.649 --> 00:08:07.129 this. 20 seconds of courage. Go. And I go up 00:08:07.129 --> 00:08:10.290 and, hi, how are you guys doing? And the reality 00:08:10.290 --> 00:08:13.040 is. I don't know that I've ever had it where 00:08:13.040 --> 00:08:15.740 people say, ah, you're not welcome here. You 00:08:15.740 --> 00:08:17.699 know what I mean? That doesn't actually happen. 00:08:17.819 --> 00:08:19.579 People are more than happy to chat with you. 00:08:20.420 --> 00:08:24.459 Yes, they are. And do you have a few icebreakers 00:08:24.459 --> 00:08:26.879 that you can share with my audience? Like when 00:08:26.879 --> 00:08:29.220 you walk up to the people, what do you say to 00:08:29.220 --> 00:08:32.769 them? Generally, I'll walk up and I'll just say, 00:08:32.850 --> 00:08:35.909 hey, simple stuff. Is this your first time here? 00:08:36.269 --> 00:08:38.370 How do you know the organizer? What do you do 00:08:38.370 --> 00:08:40.990 for work? Oftentimes, it's asking them about 00:08:40.990 --> 00:08:43.850 themselves. That tends to, everybody likes to 00:08:43.850 --> 00:08:46.309 give some kind of an introduction. If they don't, 00:08:46.309 --> 00:08:48.129 maybe you don't want to talk to them anyway. 00:08:48.669 --> 00:08:51.789 But any kind of just, you know, gosh, you can 00:08:51.789 --> 00:08:53.470 even talk about the weather if you need to. And 00:08:53.470 --> 00:08:55.909 be like, man, it's sure hot out there. Even that. 00:08:56.389 --> 00:08:58.899 Anything to crack the ice. Except in Canada, 00:08:58.980 --> 00:09:01.419 it doesn't get that hot. I always say, whenever 00:09:01.419 --> 00:09:03.639 I go to a networking event, there's always somebody 00:09:03.639 --> 00:09:07.559 staying next to the wall or staying apart from 00:09:07.559 --> 00:09:11.139 everybody. And I always try to be the person 00:09:11.139 --> 00:09:15.179 that walks up to them and breaks the ice. And 00:09:15.179 --> 00:09:17.039 you don't start talking business. That's the 00:09:17.039 --> 00:09:19.559 world's worst thing you can do. So when you walk 00:09:19.559 --> 00:09:22.580 up to them, comment on their blazer. on their 00:09:22.580 --> 00:09:25.840 shoes. I say, wow, that's a neat place. Or where'd 00:09:25.840 --> 00:09:28.259 you get that from? Or those? Wow, I like those 00:09:28.259 --> 00:09:31.220 shoes. Yeah, something to get them to start talking. 00:09:31.360 --> 00:09:34.139 And when they start talking, obviously, the walls 00:09:34.139 --> 00:09:38.080 come down. And yeah, where are you from? Yeah, 00:09:38.679 --> 00:09:41.419 you know, anything just to keep them talking. 00:09:41.500 --> 00:09:43.879 And then after a while that they're having a 00:09:43.879 --> 00:09:48.289 good time. Now, I'm an extrovert. So it's easier 00:09:48.289 --> 00:09:51.970 for me to do that than you or somebody else, 00:09:52.049 --> 00:09:56.090 like an introvert. But that's always a good philosophy. 00:09:56.710 --> 00:10:01.789 Okay, so can you share a time when a single connection 00:10:01.789 --> 00:10:05.950 opened a major door for you in your note investing 00:10:05.950 --> 00:10:11.009 career? Oh, absolutely. Gosh, if all else fails, 00:10:11.070 --> 00:10:12.389 if you're going to a conference, there's going 00:10:12.389 --> 00:10:14.970 to be vendors out there. Vendors literally paid. 00:10:15.480 --> 00:10:17.740 to be there to talk to people. So at the very 00:10:17.740 --> 00:10:20.120 least you can talk to them. I can't tell you 00:10:20.120 --> 00:10:22.639 how many times, and I make sure I make a point 00:10:22.639 --> 00:10:25.039 to talk to every vendor every time I go to anywhere, 00:10:25.200 --> 00:10:27.279 because you never know. I can't tell you how 00:10:27.279 --> 00:10:29.960 many times I've started a conversation. Oh, you 00:10:29.960 --> 00:10:32.820 do what? Is that the service provider? Oh, interesting. 00:10:33.019 --> 00:10:35.879 And that is literally something that I have been 00:10:35.879 --> 00:10:38.590 looking for, something that I need. Anything 00:10:38.590 --> 00:10:40.990 from somebody who's got deals for sale, somebody 00:10:40.990 --> 00:10:42.870 who's got money that they're looking to place, 00:10:42.970 --> 00:10:45.389 anything like that over and over again. It's 00:10:45.389 --> 00:10:47.690 hard to even pick one specific one. Let me pick 00:10:47.690 --> 00:10:51.309 one. So I met a gentleman, this was years ago, 00:10:51.350 --> 00:10:55.490 and met him as we were going off to lunch. And 00:10:55.490 --> 00:10:58.710 same kind of thing, just randomly. I just started 00:10:58.710 --> 00:11:00.889 a conversation. Hey, where are you from? He had 00:11:00.889 --> 00:11:03.149 an accent. So I asked him about that. He's Austrian. 00:11:03.269 --> 00:11:06.019 We started chatting about this and that. Over 00:11:06.019 --> 00:11:07.860 the course of getting to know each other and 00:11:07.860 --> 00:11:10.600 everything else, he ended up investing a significant 00:11:10.600 --> 00:11:13.399 amount of money with me. And we've been business 00:11:13.399 --> 00:11:16.440 partners for many years since then. Very simple. 00:11:16.500 --> 00:11:18.860 We started going to lunch and then all of a sudden 00:11:18.860 --> 00:11:21.120 it turns into a whole lot of money that we're 00:11:21.120 --> 00:11:24.399 both making now. It doesn't take a whole lot 00:11:24.399 --> 00:11:27.860 for you to be nice, be nice, be open. Listen, 00:11:28.000 --> 00:11:29.940 if you're getting a bad vibe, I do everything 00:11:29.940 --> 00:11:32.820 with vibes. If you're getting a bad vibe, you 00:11:32.820 --> 00:11:35.539 can cut that conversation short and go your separate 00:11:35.539 --> 00:11:38.899 way. But more times than not, when you're speaking 00:11:38.899 --> 00:11:41.759 with him and you say, look, I'm going to, you 00:11:41.759 --> 00:11:44.850 want to join me? And that starts a whole conversation. 00:11:45.070 --> 00:11:47.990 And you're right. You never know where it's going 00:11:47.990 --> 00:11:50.929 to take you. You happen to be fortunate where 00:11:50.929 --> 00:11:53.110 you've built a relationship with this guy and 00:11:53.110 --> 00:11:57.269 you've made money. But even if it's just a friend 00:11:57.269 --> 00:11:59.389 or somebody else you could talk to or something 00:11:59.389 --> 00:12:02.990 else, it's always good to extend that hand or 00:12:02.990 --> 00:12:05.909 extend that olive branch to go. Definitely. Yeah. 00:12:06.590 --> 00:12:09.389 What would you tell someone who walks into a 00:12:09.389 --> 00:12:15.879 room thinking? I don't belong here. I've certainly 00:12:15.879 --> 00:12:18.919 done that. And recently, in fact, so last year 00:12:18.919 --> 00:12:21.440 I was at a conference where they were talking 00:12:21.440 --> 00:12:23.840 about it as a different kind of loan. It's called 00:12:23.840 --> 00:12:27.379 a DSCR loan based on income of a property. And 00:12:27.379 --> 00:12:30.179 it's not in my wheelhouse. It's not something 00:12:30.179 --> 00:12:33.320 I typically do. I was actually asked to be a 00:12:33.320 --> 00:12:35.879 moderator of one of the panels there. This is 00:12:35.879 --> 00:12:38.860 not my world. So I definitely felt like a fish 00:12:38.860 --> 00:12:41.379 out of water. But you know what? It's still, 00:12:41.440 --> 00:12:44.980 it's related enough. And at the base level, we're 00:12:44.980 --> 00:12:47.279 all humans. We're all people. We're all just 00:12:47.279 --> 00:12:50.039 trying to make our way in the world. Base level. 00:12:50.120 --> 00:12:52.399 We can talk about family. We can talk about kids. 00:12:52.519 --> 00:12:54.980 We can talk about issues we're having with our 00:12:54.980 --> 00:12:57.059 kids at school. Whatever it is, there's all kinds 00:12:57.059 --> 00:12:59.460 of things that you can relate upon, no matter 00:12:59.460 --> 00:13:02.480 what. So I understand feeling like you're the 00:13:02.480 --> 00:13:04.039 fish out of water and you're way out of your 00:13:04.039 --> 00:13:06.360 league or over your head or anything like that. 00:13:07.120 --> 00:13:09.220 At the end of the day, they're just people just 00:13:09.220 --> 00:13:12.200 like you. So at the very least, you can just 00:13:12.200 --> 00:13:16.679 talk about people things. Absolutely. And I remember 00:13:16.679 --> 00:13:21.879 something called F -O -R -M, family, occupation, 00:13:22.440 --> 00:13:26.120 recreation, and a certain message that you can 00:13:26.120 --> 00:13:29.019 get onto the same level as him because people 00:13:29.019 --> 00:13:32.360 love to talk about themselves, about their family. 00:13:32.460 --> 00:13:35.620 And I used to coach. baseball, 16 years, I was 00:13:35.620 --> 00:13:38.740 three years as an umpire. So if I get them onto 00:13:38.740 --> 00:13:42.519 that youth sports level, then I'm golden. And 00:13:42.519 --> 00:13:45.559 they love to talk about their kids. And so they're 00:13:45.559 --> 00:13:48.019 talking, talking, talking, talking. And so what's 00:13:48.019 --> 00:13:51.639 happening is that that wall is coming down, that 00:13:51.639 --> 00:13:54.720 trust level is going up. And then that opens 00:13:54.720 --> 00:13:58.500 up a whole bunch of other things. But one thing 00:13:58.500 --> 00:14:02.679 I always do is after I've built up that trust 00:14:02.679 --> 00:14:08.110 value, And I turn it into their occupation because 00:14:08.110 --> 00:14:12.110 I have to know what you do. I say, you know what? 00:14:12.350 --> 00:14:15.129 I like you and I like the way you do business. 00:14:15.610 --> 00:14:19.909 How can I make you more successful? How can I 00:14:19.909 --> 00:14:24.169 be a good referral source for you? And you're 00:14:24.169 --> 00:14:26.370 usually blown away by that. You say, Michael, 00:14:26.470 --> 00:14:28.490 I don't even know what you do yet. And I said, 00:14:28.509 --> 00:14:30.529 that's fine. You can go through the exchanging 00:14:30.529 --> 00:14:32.590 of the business cards and the follow -up. I have 00:14:32.590 --> 00:14:34.970 a whole separate. secret sauce for follow -up. 00:14:35.029 --> 00:14:39.230 But to get you to that point, you're giving, 00:14:39.370 --> 00:14:42.009 not getting. You always go to a networking event 00:14:42.009 --> 00:14:45.309 where you think to give, what can I do for this 00:14:45.309 --> 00:14:49.269 person? Not what can they do for me? It was called 00:14:49.269 --> 00:14:54.190 the giver's game. Okay. So how do you follow 00:14:54.190 --> 00:14:57.509 up after networking events in a way that feels 00:14:57.509 --> 00:15:02.779 natural and build real relationships? It could 00:15:02.779 --> 00:15:04.279 be a number of things. If it's somebody that 00:15:04.279 --> 00:15:07.000 I really want to, something that maybe we've 00:15:07.000 --> 00:15:09.320 identified that we can work together on, I'll 00:15:09.320 --> 00:15:11.399 see if we can schedule a phone call. And a Zoom 00:15:11.399 --> 00:15:13.980 call is great. I prefer that if we can make that 00:15:13.980 --> 00:15:17.139 happen. But at the very least, it's an email. 00:15:17.360 --> 00:15:20.759 And I'm careful about this because I see this 00:15:20.759 --> 00:15:23.519 fall off so often, where you've met all these 00:15:23.519 --> 00:15:25.600 people, you've got this pile of business cards 00:15:25.600 --> 00:15:28.200 or whatever you've got, and then you never talk 00:15:28.200 --> 00:15:31.279 to them again. man, what a shame you've just 00:15:31.279 --> 00:15:33.039 made these connections and then it's just going 00:15:33.039 --> 00:15:35.759 to nothing. So at the bare minimum, they get 00:15:35.759 --> 00:15:37.279 an email just saying, Hey, it was great to meet 00:15:37.279 --> 00:15:39.399 you. Let's see if we can do something together 00:15:39.399 --> 00:15:41.259 in the future. Something related to the conversation. 00:15:41.659 --> 00:15:44.539 What I do actually is on any, I prefer business 00:15:44.539 --> 00:15:46.220 cards. I know a lot of people are going digital 00:15:46.220 --> 00:15:50.399 these days. I still prefer the card because I 00:15:50.399 --> 00:15:52.620 will take that card and then On the backside, 00:15:53.000 --> 00:15:55.399 I'll write some notes about our conversation 00:15:55.399 --> 00:15:57.240 or about who that person is or something like 00:15:57.240 --> 00:15:59.500 that so that I have something to refer to later. 00:15:59.720 --> 00:16:04.940 So when it's just like that digital beep, there's 00:16:04.940 --> 00:16:06.940 no opportunity to put any kind of notes in there. 00:16:07.019 --> 00:16:08.980 And so I definitely prefer the cards. But anyway, 00:16:09.120 --> 00:16:12.200 I'm old school. No, that is perfect. And that's 00:16:12.200 --> 00:16:15.080 one of the things that I teach is on the back 00:16:15.080 --> 00:16:17.460 of the business card, I add just a few things. 00:16:17.559 --> 00:16:21.600 I add today's date. the name of the function 00:16:21.600 --> 00:16:25.779 and something you spoke about yeah and then i 00:16:25.779 --> 00:16:28.639 have a whole series of emails from the first 00:16:28.639 --> 00:16:32.240 night to the next morning to three days later 00:16:32.240 --> 00:16:35.360 and so on so forth but the most important way 00:16:35.360 --> 00:16:38.139 i'm just going to give this to you right yeah 00:16:38.139 --> 00:16:40.860 if you meet somebody you really want to send 00:16:40.860 --> 00:16:42.960 them an email and say thank you for meeting with 00:16:42.960 --> 00:16:47.320 me the next morning send them a handwritten thank 00:16:47.320 --> 00:16:51.679 you note Go out and buy. I have 50 of them in 00:16:51.679 --> 00:16:56.080 my briefcase. A thank you card. I want to thank 00:16:56.080 --> 00:16:59.019 you for meeting with me. Had a great time. We 00:16:59.019 --> 00:17:02.779 spoke about XYZ. Nathan. And put your business 00:17:02.779 --> 00:17:06.000 card in it and send it off. Because think about 00:17:06.000 --> 00:17:10.680 what they are thinking. In three days, because 00:17:10.680 --> 00:17:12.660 that's what I figured the mail's going to take, 00:17:12.799 --> 00:17:15.420 right? In three days, they're going to receive 00:17:15.420 --> 00:17:19.609 this note card from you. as a thank you open 00:17:19.609 --> 00:17:22.430 it up and it's not a bill it's not an invoice 00:17:22.430 --> 00:17:25.589 it's not anything else it's just a thank you 00:17:25.589 --> 00:17:29.609 it's handwritten it's personalized so they it 00:17:29.609 --> 00:17:35.509 just took you from here to here yeah yeah not 00:17:35.509 --> 00:17:39.170 even trying so that's yep just put a little little 00:17:39.170 --> 00:17:43.049 notation down and if you start doing that every 00:17:43.049 --> 00:17:46.609 one of my clients Every single one of them, I 00:17:46.609 --> 00:17:48.869 have them do that in their follow -up technique. 00:17:49.190 --> 00:17:52.650 I have a stack of thank you cards because they 00:17:52.650 --> 00:17:55.789 make them all send me one. Okay. And I have a 00:17:55.789 --> 00:17:59.190 stack like this big. Yeah. And I want you to 00:17:59.190 --> 00:18:01.769 write me a thank you card the same way as you 00:18:01.769 --> 00:18:04.569 would write one of your clients. Yeah. And the 00:18:04.569 --> 00:18:07.230 next week we would discuss it. So that's a little 00:18:07.230 --> 00:18:12.250 thing. Yeah. Yep. I have a whole secret sauce 00:18:12.250 --> 00:18:17.230 on. Follow up from the very first one to the 00:18:17.230 --> 00:18:19.690 last one, giving them an out, not giving them 00:18:19.690 --> 00:18:21.170 an out and everything, but that's a whole different 00:18:21.170 --> 00:18:24.589 thing. Okay. So how do you balance networking 00:18:24.589 --> 00:18:28.430 for opportunity with networking for authenticity? 00:18:29.529 --> 00:18:34.390 And are they the same in your view? Ooh, great 00:18:34.390 --> 00:18:38.650 question. I have adopted the mindset that opportunities 00:18:38.650 --> 00:18:43.039 everywhere. And so I would rather. Create a relationship 00:18:43.039 --> 00:18:46.779 first. And if an opportunity comes, great. And 00:18:46.779 --> 00:18:49.920 again, so often it comes out of somewhere I never 00:18:49.920 --> 00:18:51.720 would have thought of. So here's an example. 00:18:51.859 --> 00:18:54.480 So I met somebody, this was before I even started 00:18:54.480 --> 00:18:57.259 in real estate. We had a Curves franchise. So 00:18:57.259 --> 00:19:00.299 it was a gym for women. Met somebody who said 00:19:00.299 --> 00:19:02.640 that they had cleaning products that they could 00:19:02.640 --> 00:19:05.599 offer that we could use at our gym. I said, great, 00:19:05.680 --> 00:19:07.500 let's have a meeting. We'll set it up and we'll 00:19:07.500 --> 00:19:10.819 talk. In the course of the conversation, she 00:19:10.819 --> 00:19:13.240 was pitching me on Melaleuca. It was a multi 00:19:13.240 --> 00:19:16.900 -level marketing thing. Yeah, which is great. 00:19:17.000 --> 00:19:18.579 I didn't have any interest in that. My father 00:19:18.579 --> 00:19:19.859 -in -law already did that. So if I was going 00:19:19.859 --> 00:19:22.220 to join, it was going to be under him. But in 00:19:22.220 --> 00:19:24.319 the course of that conversation, she said something 00:19:24.319 --> 00:19:28.180 about real estate being really hot in Saskatoon, 00:19:28.299 --> 00:19:31.339 Saskatchewan. And if you don't know where that 00:19:31.339 --> 00:19:32.960 is or you don't know how to say it, that's fine. 00:19:33.119 --> 00:19:36.480 Most people don't. And I thought, really? Because 00:19:36.480 --> 00:19:39.279 my dad was born there. I'd been there. And it's 00:19:39.279 --> 00:19:42.839 a small city, barely a city. And it's in the 00:19:42.839 --> 00:19:45.519 middle of the prairies, nothing around it. Really? 00:19:46.059 --> 00:19:49.400 Saskatoon? You're sure? So actually, it intrigued 00:19:49.400 --> 00:19:52.000 me. So I locked that away. And that was it. She 00:19:52.000 --> 00:19:53.640 just had that one line. And I thought, really? 00:19:53.819 --> 00:19:56.700 Huh. And it was later that I had the thought 00:19:56.700 --> 00:19:59.200 to call a friend who lived out in Saskatoon and 00:19:59.200 --> 00:20:00.900 said, hey, so tell me about real estate. And 00:20:00.900 --> 00:20:02.539 he's like, you mean Saskaboom. And I'm like, 00:20:02.619 --> 00:20:06.519 you're kidding me. And this is back 05, 06. And 00:20:06.519 --> 00:20:09.119 sure enough, things were going nuts there. That 00:20:09.119 --> 00:20:12.079 started me on real estate. So this meeting that 00:20:12.079 --> 00:20:13.940 we're having about cleaning products that ended 00:20:13.940 --> 00:20:16.559 up being a Melaleuca pitch on something completely 00:20:16.559 --> 00:20:19.259 different that had nothing to do with real estate 00:20:19.259 --> 00:20:23.210 whatsoever. But one line. set me on a path that 00:20:23.210 --> 00:20:26.250 has now served me for the last 20 years. And 00:20:26.250 --> 00:20:28.589 all because of a conversation I was willing to 00:20:28.589 --> 00:20:30.650 have with somebody, just building a relationship, 00:20:30.849 --> 00:20:33.269 not looking for an opportunity, but ended up 00:20:33.269 --> 00:20:36.569 happening. You know, that should show you something 00:20:36.569 --> 00:20:38.910 that first of all, you never know where it's 00:20:38.910 --> 00:20:42.089 going to come from, but your mind, your mindset 00:20:42.089 --> 00:20:47.279 was open to. any and all opportunities that are 00:20:47.279 --> 00:20:50.259 out there. So if you weren't, if you didn't have 00:20:50.259 --> 00:20:53.359 that mindset, you wouldn't have picked up on 00:20:53.359 --> 00:20:55.420 that. You would have just gone ahead and said, 00:20:55.480 --> 00:20:57.279 oh, this is another Melaleuca thing. And thank 00:20:57.279 --> 00:21:00.299 you, but no, thank you. But I was a Melaleuca 00:21:00.299 --> 00:21:03.900 agent myself. Unless your mind was open to it, 00:21:03.980 --> 00:21:06.920 you would have gone right past it. But it's because 00:21:06.920 --> 00:21:10.400 you've changed and your mindset was open. You 00:21:10.400 --> 00:21:13.230 said, oh, okay, let me. Check on that. You checked 00:21:13.230 --> 00:21:16.630 on that. And of course it set your path. So it 00:21:16.630 --> 00:21:19.230 was a very good thing you listened. Yeah. Okay. 00:21:20.029 --> 00:21:23.650 What's, I love this question. What's the biggest 00:21:23.650 --> 00:21:27.470 networking mistake you've made or seen others 00:21:27.470 --> 00:21:34.930 make in this industry? Ah, interesting. No, that's 00:21:34.930 --> 00:21:37.710 a great question. I think that probably the biggest 00:21:37.710 --> 00:21:41.140 mistake I would say is that As much as we're 00:21:41.140 --> 00:21:43.559 all looking to expand, we're all looking to see 00:21:43.559 --> 00:21:47.299 what comes next and all that. I think that if 00:21:47.299 --> 00:21:50.539 it's all about, if it feels like you're after 00:21:50.539 --> 00:21:53.920 something, then it's disingenuous and it doesn't 00:21:53.920 --> 00:21:58.200 work and it repels people in a way. And so I 00:21:58.200 --> 00:22:01.539 think that's a big one is hitting so hard with 00:22:01.539 --> 00:22:04.880 trying to pursue whatever opportunity that you 00:22:04.880 --> 00:22:08.640 have in your mind. I think that can really. have 00:22:08.640 --> 00:22:11.460 people stand off and put their guard up and say, 00:22:11.500 --> 00:22:14.599 eh, not that guy. I'm not so sure. I think that's 00:22:14.599 --> 00:22:17.319 a big one. Yeah. Let's bring us back to the beginning 00:22:17.319 --> 00:22:19.599 of the podcast where we said a giver's game, 00:22:19.740 --> 00:22:23.039 where you should think to give before you get. 00:22:23.480 --> 00:22:26.559 And the biggest mistake, now I was in a mortgage 00:22:26.559 --> 00:22:29.940 for 12 years. I made all the mistakes that you 00:22:29.940 --> 00:22:32.980 had to make. I learned by the school of hard 00:22:32.980 --> 00:22:36.519 knocks. I learned what not to do because I did 00:22:36.519 --> 00:22:40.180 them. And the first thing that I did whenever 00:22:40.180 --> 00:22:42.900 I went to a networking event was I opened my 00:22:42.900 --> 00:22:46.460 mouth. I started to talk and I started to see 00:22:46.460 --> 00:22:50.140 how many people I could get in front of for me 00:22:50.140 --> 00:22:52.380 to tell what I'm doing and what I can get from 00:22:52.380 --> 00:22:57.400 them. And that is 100 % the wrong thing to do. 00:22:57.779 --> 00:23:00.380 Yeah. The first thing you do is shut up. You 00:23:00.380 --> 00:23:03.700 don't say a word. You listen and you see what 00:23:03.700 --> 00:23:07.140 you can do to give. And that takes all the pressure 00:23:07.140 --> 00:23:10.759 off your shoulders, all the pressure. And all 00:23:10.759 --> 00:23:13.319 of a sudden you realize that if you do that enough, 00:23:13.440 --> 00:23:16.640 what goes around comes around and you'll get 00:23:16.640 --> 00:23:19.660 your opportunity. Definitely. Yeah. So, you know, 00:23:19.660 --> 00:23:22.740 listen, as long as you have the right mindset, 00:23:22.880 --> 00:23:26.680 it will happen. It will definitely happen. Yeah. 00:23:26.740 --> 00:23:31.470 Okay. So. What are one to two questions you use 00:23:31.470 --> 00:23:34.849 to spark meaningful conversations quickly with 00:23:34.849 --> 00:23:39.309 someone you just met? One that I like is, so 00:23:39.309 --> 00:23:43.630 tell me about yourself. That's a very super open 00:23:43.630 --> 00:23:46.029 -ended and they can take it wherever they want. 00:23:46.150 --> 00:23:48.930 If they want to start talking about, I was born 00:23:48.930 --> 00:23:51.630 here on a stormy night, that's great. But if 00:23:51.630 --> 00:23:53.309 they want to start going into business right 00:23:53.309 --> 00:23:56.079 away, sure. But tell me about yourself. I like 00:23:56.079 --> 00:23:58.599 that one a lot because it's just really open 00:23:58.599 --> 00:24:01.160 -ended and people can take it wherever they want. 00:24:01.940 --> 00:24:05.859 You can actually see where their head is at because 00:24:05.859 --> 00:24:09.039 if they immediately start talking business, they 00:24:09.039 --> 00:24:11.200 don't have that giver's gain attitude. They don't 00:24:11.200 --> 00:24:13.420 have to see what they can do for somebody else. 00:24:13.519 --> 00:24:17.079 They're all about themselves. So that helps you 00:24:17.079 --> 00:24:19.619 take a look at them saying, okay, I don't want 00:24:19.619 --> 00:24:22.329 to do business with them. Or whatever the case 00:24:22.329 --> 00:24:24.930 may be. But that's probably a very good question 00:24:24.930 --> 00:24:28.529 just to see where they go. Yeah. So it's very 00:24:28.529 --> 00:24:32.190 good. Okay. So let's bring this podcast full 00:24:32.190 --> 00:24:36.690 circle. Yeah. For the introverts listening who 00:24:36.690 --> 00:24:39.930 feel drained by traditional networking, what's 00:24:39.930 --> 00:24:45.170 your version of doing it on your terms? On my 00:24:45.170 --> 00:24:47.809 terms? For me, it's about the goal setting and 00:24:47.809 --> 00:24:50.639 it's just get out there and meet people. And 00:24:50.639 --> 00:24:54.680 maybe try, as much as you're trying to accomplish 00:24:54.680 --> 00:24:56.880 a certain set of goals or something like that, 00:24:56.900 --> 00:24:58.660 or if you're trying to have a certain kind of 00:24:58.660 --> 00:25:02.160 conversation, I think let go of that and just 00:25:02.160 --> 00:25:06.220 relax, talk to people. And as you talk to people, 00:25:06.359 --> 00:25:09.500 you'll find the right ones and the conversations 00:25:09.500 --> 00:25:11.740 will come around to whatever it is you're trying 00:25:11.740 --> 00:25:14.160 to talk about or you'd like to talk about, but 00:25:14.160 --> 00:25:16.609 just talk to people. Don't try to talk to prospects. 00:25:16.710 --> 00:25:18.890 Don't try to talk to targets or something like 00:25:18.890 --> 00:25:21.369 that. Talk to people. And then all that comes 00:25:21.369 --> 00:25:25.430 back to you. You're absolutely right. Absolutely 00:25:25.430 --> 00:25:29.329 100 % correct. Because you always have to, like 00:25:29.329 --> 00:25:32.009 I said, take it from the other person's perspective. 00:25:33.230 --> 00:25:36.950 Listen, either their kids got sick in the morning, 00:25:37.009 --> 00:25:39.009 they had to do something at school, or their 00:25:39.009 --> 00:25:41.890 brains could be somewhere else. You don't know, 00:25:42.069 --> 00:25:45.359 but you have to ease into that. and make them, 00:25:45.420 --> 00:25:48.339 it's the same as talking on Zoom. They say, oh, 00:25:48.420 --> 00:25:50.880 Zoom, you can talk to anybody. You know what? 00:25:51.039 --> 00:25:54.900 I have to think Nathan is a person behind the 00:25:54.900 --> 00:25:58.180 camera and you have a thousand other things going 00:25:58.180 --> 00:26:02.000 on except for doing this dopey podcast, right? 00:26:02.140 --> 00:26:04.180 So you can do anything, but I have to remember 00:26:04.180 --> 00:26:07.559 that you are a person. If you're meeting a, if 00:26:07.559 --> 00:26:09.319 you're interviewing somebody or something, you 00:26:09.319 --> 00:26:12.119 have to turn that camera around and say, wait 00:26:12.119 --> 00:26:15.779 a minute. That's a person. Let me see what they're 00:26:15.779 --> 00:26:18.940 all about. Yeah. Nathan, I can probably go on 00:26:18.940 --> 00:26:21.720 for two more hours just speaking to you about 00:26:21.720 --> 00:26:24.660 all of this because we seem to be on the same 00:26:24.660 --> 00:26:27.960 page with 99 % of it. I would venture to say 00:26:27.960 --> 00:26:30.319 100 % of it, but that's going a little bit too 00:26:30.319 --> 00:26:34.319 much. If somebody wants to get hold of you, either 00:26:34.319 --> 00:26:38.200 for the note investing or just to talk to you 00:26:38.200 --> 00:26:40.579 or ask you a question, what's the best way to 00:26:40.579 --> 00:26:43.400 get hold of you? Best thing to do is go to my 00:26:43.400 --> 00:26:46.880 website, earnestinvesting .com. There's the contact 00:26:46.880 --> 00:26:49.640 me thing there. That's really the simplest way 00:26:49.640 --> 00:26:52.420 is just to get that going and then send me a 00:26:52.420 --> 00:26:54.740 message. And like you said, I'm more than happy 00:26:54.740 --> 00:26:57.299 to talk to people about business, about life, 00:26:57.339 --> 00:27:01.160 whatever. I'm not too complicated. I make a concerted 00:27:01.160 --> 00:27:03.579 effort to be simple. So if you want to just talk 00:27:03.579 --> 00:27:05.359 about simple things, great. If you just want 00:27:05.359 --> 00:27:07.680 to meet, awesome. If you want to talk more about 00:27:07.680 --> 00:27:09.680 business things, fantastic. We'll do that too. 00:27:11.079 --> 00:27:14.539 Outstanding. Nathan, this was a wonderful podcast. 00:27:14.859 --> 00:27:17.819 I thank you for coming on and I hope to talk 00:27:17.819 --> 00:27:24.559 to you soon. Hey, thank you so much. Well, hold 00:27:24.559 --> 00:27:27.819 on folks. Don't go anywhere. Let's hear from 00:27:27.819 --> 00:27:31.220 our sponsors. David Neal, co -founder Revved 00:27:31.220 --> 00:27:34.759 Up Kids. Revved Up Kids is on a mission to protect 00:27:34.759 --> 00:27:38.559 children and teens from sexual abuse, exploitation, 00:27:38.819 --> 00:27:41.880 and trafficking. They provide prevention training 00:27:41.880 --> 00:27:45.660 programs for children, teens, and adults. To 00:27:45.660 --> 00:27:50.279 learn more, go to revvedupkids .org. Henry Kaplan, 00:27:50.440 --> 00:27:53.500 Century 21. When it comes to making the biggest 00:27:53.500 --> 00:27:56.500 financial decision of your life, leave it in 00:27:56.500 --> 00:27:59.319 the hands of a proven professional, Henry Kaplan. 00:27:59.519 --> 00:28:02.839 Henry is a global real estate agent with Century 00:28:02.839 --> 00:28:07.279 21, celebrating his 41st year in business. No 00:28:07.279 --> 00:28:10.240 matter where you're moving, Henry has the right 00:28:10.240 --> 00:28:13.799 connections for you. You can contact Henry at 00:28:13.799 --> 00:28:20.430 561 -427 -4888. A huge thank you to our guests 00:28:20.430 --> 00:28:23.750 for sharing such incredible insights today. And 00:28:23.750 --> 00:28:26.569 of course, a big shout out to you, our amazing 00:28:26.569 --> 00:28:29.589 listeners, for tuning in and spending your time 00:28:29.589 --> 00:28:32.670 with us. If you're interested in my digital courses, 00:28:32.950 --> 00:28:35.829 being coached, or having me come and talk to 00:28:35.829 --> 00:28:39.289 your company, just go to Michael and fill out 00:28:39.289 --> 00:28:42.809 the request form. Remember, networking isn't 00:28:42.809 --> 00:28:45.509 about being perfect. It's about being present. 00:28:45.970 --> 00:28:48.660 So take what you've learned today. get out there, 00:28:48.759 --> 00:28:51.799 and make some meaningful connections. If you've 00:28:51.799 --> 00:28:54.559 enjoyed this episode, please don't forget to 00:28:54.559 --> 00:28:57.740 subscribe, leave us a review, and share it with 00:28:57.740 --> 00:29:00.059 someone who could use a little networking inspiration. 00:29:00.880 --> 00:29:03.960 Let's keep the conversation going. You can find 00:29:03.960 --> 00:29:08.299 me on Apple, Spotify, Pandora, YouTube, or my 00:29:08.299 --> 00:29:12.180 website, foreman .com slash podcasts.