How Real Estate Investors Build and Utilize Networks

[00:00:00] Welcome to the Canadian Real Estate Investor, where host Daniel Foch and Nick Hill navigate the market and provide the tools and insights to build your real estate portfolio. Welcome back, new and old listeners happy to have everyone here for another great episode

[00:00:20] of the Canadian Real Estate Investor podcast. I wanted to start things off today by remembering something great that I did. Dan, sounds like something you would do. Now, do you remember when I came up with that not only powerful but completely original quote?

[00:00:37] Which one there's so many of them? Why thank you and you are not joking or exaggerating. There are many, but the one I'm referencing today is your network is your network.

[00:00:49] Oh, yeah, much different than the one that I came up with which is that your network is your network. That I read that in Crayed Didry, that inversely actually. Well, hey, listen, both work, both are fantastic and I'm only quoting ourselves at the top of

[00:01:04] the show today because today's episode is all about networking. You know, we, I think we did one other episode way back about networking, gave some tips and tricks and points and went back and referenced this one and I'd happy to say that this networking episode is totally different.

[00:01:22] So we are happy to be here and shed some light on how we think these events and how you can conduct yourself at set events should go. Yeah, so we're going to go over the who, the what, the when, the where, the why, who, at

[00:01:36] when, where, why that's in the killer. It's obviously a lot of networking and give some insights on how you should conduct yourself at the next event that you attend which really should be one of our meetups,

[00:01:48] which are on the second Tuesday of every month in 15 cities across Canada. We're trying to get that to 30 cities across Canada by the end of the year, by the way. So if you want to host a meetup sponsor meetup, we're actually working on really cool

[00:01:58] pay maybe potential, we're pitching some cool stuff right now. Yeah. But if you want to sponsor host one, you know, real estate professional mortgage professional, whatever we have some really good programs that we built out for. I mean, I'm a real estate professional next morning with professional.

[00:02:11] We're literally doing this stuff down a day to day basis. So we obviously encourage you to do it and we would love to help you do that, help you build out your own meetups by becoming a host of our meetups.

[00:02:23] And after listening to this episode, it'll be very clear why you should do it. Who you should do it with when, where and all the other good stuff. And we're looking at networking and and by the way, it's kind of networking season here in

[00:02:38] Canada because it's cold and no one's out doing deals. Everyone wants to get out and meet one another. And we're looking at this is a crucial part of the real estate business because no matter

[00:02:48] what role you play or goals you want to achieve, real estate is a people business. Yeah, absolutely. It's almost like that popular adage or neckhiller original, which is it's not who you know, it's what you know, no. It's not what you know, it's who you know.

[00:03:07] Not to be confused with the high school version, which is it's what you know about who you know, wow drama buddy wouldn't want to go to high school with you. Like it's important in professional environments where the right connections can make all the

[00:03:23] difference and I think this is an industry that no matter how advanced it gets, it will always rely on those really, really archaic almost roots of being a very people driven network oriented business. You know, I had a really, really large property manager in the business,

[00:03:41] reached out to us from the show, sent me a message, we're chatting on linked about prop tech and stuff like that and just how slow things are to advance. And it's quite remarkable honestly. And so I think networking skills are important in any industry but especially for entrepreneurs

[00:04:00] and especially people in the real estate industry. Yeah, couldn't agree more. Okay, so let's start things off. First and foremost we're going to look at who should be going to these networking events. Well, I'm going to make this one quick. It's you.

[00:04:16] Yes, you should be how we all should be that's how we're going to meet each other. Get to know one another and get some deals done. Okay, that one is short and sweet. Now let's look at what networking is and what a network is. It's a network.

[00:04:35] So you did there. Yeah, I mean, you likely have a few of them. You're from your personal network to your business or professional network. Maybe you play sports or involved in community and some capacity. These can all be networks.

[00:04:46] It's a group of people that you know and they know you. And your personal network is a group of caring dedicated people who are committed to maintaining a relationship with a person in order to support them. Maybe your friends. That's something familiar.

[00:05:00] Whereas a business network is more about sharing information ideas and services between people, companies or groups and making new connections. Obviously with the pursuit of business transactions in mind. Yeah, exactly. So no matter what type of network it is, it's all about building and maintaining relationships

[00:05:19] with other people. So now let's get to the when isn't the when just every Tuesday, second Tuesday at a month? Never miss an opportunity. I love it. Yes, that is one of the when. I'm hard selling. That's what you do at networking events.

[00:05:34] That's that's the rule number one of networking and hard selling. Everybody take your business card to your forehead. Get a shirt with your business card. I want it in a QR code and just skirt scan in yourself.

[00:05:45] Just go walk up into conversations and don't even speak to people until they've scanned the QR code to I just have to phone. Save some of the good stuff, all right? So so when and there's two prongs to the when answer here.

[00:05:57] When is the right time for an individual to go and do this? Like, for instance, like, are you thinking am I ready to go one of these? You know, I don't have much to offer. I'm too green or maybe it's the opposite. Maybe I've been to them.

[00:06:11] And I've built my portfolio and I'm too big and successful to go to these things now. Yeah, that's why you feel like all the time. That's I mean, that's just me inherently, right? And then the other portion is more specifically way and exactly are these events outside of

[00:06:27] the second to do it every month. Yeah, yeah, I think the one is arbitrary because you know, it is always a good time to buy and sell real estate. No, it's always a good time to network whether you're literally just starting out.

[00:06:40] It probably is especially important when you're just starting out, but also especially important when you're a seasoned veteran who is going to get the value of new connections. I mean, seasoned veteran showing up to an networking event is going to get a lot of value because

[00:06:51] people come to them to seek answers, advice, things like that. And so that's one of my favorites is when, you know, a seasoned, seasoned vet and a brand new person start talking, we see that happen a lot at our meeting. Yeah, it really is.

[00:07:04] I mean, that that flow of information in that Osmosis is really fascinating. And I think like most people who are who are seasoned veterans who are going to things like this, they're nice people. They want to share value, they want to teach people.

[00:07:17] And a lot of guys that I know folks that I know, sorry, that are in the industry that have a lot of information, they like being approached with those brand new questions

[00:07:29] because it kind of gives you like the beginner's mind, but it also helps you to like distill things down to like their most core parts. Like okay, like somebody asked me, I don't know, like what do water fall join venture structures?

[00:07:39] I'm trying to think of like a, you know, pretty sophisticated component. It's like how do you describe that to the guy who's at the meetup who's brand new? Yeah, I love that. Yeah. And again for speaking of those people that are brand new, if you're starting out early

[00:07:52] on in your journey, maybe you don't even own property yet. Right. I mean, I remember what they were. I didn't know any property and I would go to these meetups as well. You feel a little bit almost out of place because you're like, oh, everyone here,

[00:08:04] you know, that guy owns two dueplexes. Like I owns a hundred, but at one point they were just like you and you can use those events to explore obviously today and you know, every Tuesday.

[00:08:15] In fact, we here here are talking about real estate, but you can use whatever event you're going to for whatever perspective industry and you can use that to explore that industry and see if

[00:08:24] you even like it, right? Attend and discover what the industry and the people involved and it have to offer and you know, it's a good spot to even decide whether or not it's for you.

[00:08:35] And then, you know, if that's for the brand new people and for those in their growth phase, perfect time to go. Right? This is where you should be going and building and learning and trying to

[00:08:45] provide as much value and get as much value from these things as possible. Yeah. And for the seasons veterans, you know, it's going higher. Find a mentee, go and find a new GP LP partner and investors,

[00:08:59] go and find somebody to buy or take over your portfolio. So we've done the who, the what, the when, the where, no, the when, the what? Not the where. Where. So so the question is where

[00:09:13] Nick, where? Well, here's a hint in case you haven't heard me say this yet. We host them across Canada. We have 15 cities and growing and the goal is to have them everywhere across the country.

[00:09:24] And you can find yours and tons of other small smaller ones on websites like meet up event bright or even Facebook. There's tons of great Facebook group online network and group. There's tons of Zoom groups for investor masterminds. Yeah, is there slack at this corner? There's slack discord.

[00:09:41] Obviously, there's a lot of stuff right? There's endless stuff out there. And, and I mean, that's for, I guess, like, I don't want to, like, that's for maybe let's say the more casual,

[00:09:51] small, made to cap type of stuff. You know, there's also a ton of larger conferences that are maybe slightly more kind of corporate or professional in nature. And they exist again in every industry within real estate, right? So there's residential and commercial real estate get together and

[00:10:09] and summits. There's mortgages and banking ones, prop tech construction, literally you name it and there is someone hosting an event or a large company hosting an event or many large companies hosting events in every facet of the industry. So if you're interested, just literally go figure

[00:10:28] out how to attend one of those things. Now let's look at a very important piece here. Why? Why should you go to networking events? Well, it's in the name networking event network. You go there

[00:10:44] with the intention of growing your network. But there's a lot of other reasons as well. Now working contributes to your overall social well-being. It helps you exchange different ideas with different people. It helps you meet different people from all levels of, you know, inside your

[00:11:06] profession and out. There's some cases that the networking event where you would have never been exposed to those type of people until you both found yourself in that same room. It also will boost your professional confidence and, of course, expands your visibility to different aspects of the industry.

[00:11:25] Yeah. So let's look at some ways to conduct yourself at these networking events. Some tips and tricks to make them most out of them you might say. This might maybe be interpreted as the

[00:11:37] how portion of today's evening. So the first is refining your message, right? It's thinking about what you're telling people and if you're telling people something about yourself as it resonating

[00:11:50] with them and is it true to who you are? I mean not being true to oneself is kind of like just regardless of whether or not it's a bad thing. It's just hard, right? Like to not, you know what?

[00:12:04] I mean it's really easy to do if you're doing it. Yeah, the easiest thing to do is just show up and just do what you do. And so if you can do that that's great. And if you find yourself almost like

[00:12:14] embellishing or whatever, like it's maybe a sign that you got to accomplish more things and you know, thinking to make it easy until you start getting all of your time. You still gotta make it

[00:12:23] part of stuff. Yeah, if you just fake it, it becomes obvious after a little while. Yeah, for sure. Yeah. Unless you run upon Z-Skeam or something then it comes obviously a very long while later perhaps.

[00:12:35] But don't do that. Like just Ponzi's games. Yeah, generally. Do you need to refine your personal elevator pitch? Do you even know what an elevator pitch is? It's an elevator pitch.

[00:12:44] And I guess the idea is that it's designed to elevate you very quick. It's also just be in the time of an elevator ride. Yeah. So like it's like if you take the elevator in my building which is

[00:12:55] horribly slow you've not anymore my living in the ground three and a half hours. Yeah, you've got a while. But in your state, in front of a packed room full of people. But yeah, no, I mean and you

[00:13:05] know, an elevator pitch everyone knows what that is and associate with a business or a product or a service. Yeah. But what about you? You are a lot of people in real estate like it's the power

[00:13:15] of your own personal brand, right? And I think that's where this refining of the message comes in. Like when people ask you what you do, do you have a good answer for it?

[00:13:27] Yeah, it's a great question. It's a great question. I even have, I just say real estate. Well, so yeah, I mean and you know for guys like Gassen fortunately we do a lot of different

[00:13:36] things. So real estate is kind of that all-in-composting answer but when I'm talking to certain people I can manipulate that a little bit to resonate with them, right? Like so I'm talking to someone who

[00:13:48] is looking to do an MLSL-like project. Well then I would say something more like, oh yeah, we help finance construction projects across the country. I wouldn't just say real estate or

[00:13:57] if I'm looking at someone saying, how do I buy my first home? Okay, well the first thing you do is get a pre-approval and if I'm looking at some, you know, you have set answers for each one of

[00:14:05] those things. And I think it's important also remember to be specific when again, right? When someone asks you so instead of just saying real estate or I invest in real estate you'd say something like

[00:14:17] I own apartment buildings and secondary markets and you can even get more granular than that. Yeah, well I mean you're going to get more value the more granular or honest you are. I should try that maybe not rather than just saying real estate.

[00:14:29] Everyone knows what you do anyway. But you know like if you were to say oh we buy buildings and cornwall on the person's like oh like well I've heard of I know a guy who's trying to sell

[00:14:37] up portfolio or whatever right? So that might be like it's kind of the specificity I think will create more opportunity for the networking to be a value for you. So again it's be honest with

[00:14:49] people and be specific. And why are you telling people these things? Like are they relevant to the conversation and it's actually funny then like I've been to a lot of these things and like

[00:14:59] I try and make myself available to take calls with like almost anyone but it's just funny when like you know you're booking networking call with somebody and they basically just like talk

[00:15:09] for a half hour straight and I'm kind of just there like do another work and like listening but like it's kind of just like oh yeah I read your LinkedIn when you asked me or whatever and so

[00:15:20] I know what you do like and I mean again it's like that I would love to have a conversation with that individual but there wasn't you know you and so and then I stop them all the time so don't

[00:15:30] be that guy like it's like are you just sitting there bragging or do you have a message that resonates with people and is it becoming a conversation? Are you creating a conversation environment for a conversation because that's where the collaboration happens if it's just sitting there explaining something

[00:15:43] to some people in the entire space and start a podcast because that's what the world needs is more podcasts especially the real estate don't worry New York yeah there's not enough real estate

[00:15:52] podcasts so yeah we need like at least a thousand more so just just hang up the episode and don't go to a networking thing and just start podcasts that's it no but actually I don't know

[00:16:04] I mean I mean I love networking events but it's like it is very clear when there's like the certain folks that just like you you know haven't really figured out how it works well

[00:16:15] yeah and a lot of that again comes down to the way that you present yourself right and I really and that's why this was the first one because you're there with intention you're there to present

[00:16:27] yourself again as a personal brand which is what most people in real estate are so make sure that message is refined the next one the next piece of advice years is to get involved in your market so

[00:16:40] again a lot of real estate investors focus on you know the official or kind of unofficial networking events but don't forget to vote don't forget to get involved outside of just those organized networking events you know go and pound the pavement getting involved in the community

[00:16:56] it'll expand your client base but it'll also help strengthen your knowledge of that specific neighborhood or geographic area where you are interested in where you're trying to build a power team where you're trying to find that next investment property the deeper you know the

[00:17:13] wider and deeper you can get into that community the better you can do that by doing a bunch of different stuff right like getting involved in a charity start attending you know maybe a junior

[00:17:22] hockey league games or something like that make friends with local business owners you know maybe go and offer some services or something like that to a local educational institution and that's a good way to broaden that network and your networking ability by not just going the traditional route

[00:17:41] yeah I think when we think about this and the idea of refining your message I see social media very much as like this it like it is networking right I guess it was originally it was like there was a period

[00:17:55] of time actually where it was like social media was one of the names and social networking was another wasn't it it was so true right like the social network that was the great great move yes I mean those

[00:18:05] are networks right digital and so you I think you got to treat those things the same way and a lot of people don't think about their content the way that we're describing networking yeah it's like

[00:18:13] when you're thinking about refining your messages are you doing something that's just trying to to pitch or are you doing something that is creating value for the audience same way with being

[00:18:24] involved in your market or being hyper local I mean we have a very national podcast and to be honest with you it's like one of those things where it creates difficulty for us to actually serve

[00:18:34] individually serving audience it's so large and that's why we used geographically and that's why we relied on on power teams in certain areas right building those relationships through in person or online networking so that we can go and answer people in different communities across

[00:18:50] the country yeah and so the question becomes like is the content that you're putting out also niche enough on your specific market and that can be a geographical niche like you could specialize in Cornwall or Albert or somebody Calgary probably would be a more refined version like as

[00:19:05] example like the cash in guys who are just very specific on that stuff and they can't work in that market or is it is it too and like I'm very guilty of this my content is so broad right but my

[00:19:16] my then the market that I'm trying to create is Canada and Canadian real estate professionals and Canadian real estate investors and maybe that's a mistake it probably is because I can't

[00:19:25] I can't serve I can't I can't do my job like which is really why a lot of people network is I'm trying find customers right try and find clients I can't represent people all over the

[00:19:35] country right yeah no one just comes to try but I did and I want to buy real estate in Canada yeah you found you found your guy yeah yeah so yeah I think the next one is go after the quiet ones

[00:19:46] one of the best and most effective strategies to identify the people that nobody else is talking doing crowded room so the strategy here says to watch for the wallflowers and those standing near the wall surprisingly these individuals often proved to be the organization's leaders or even the

[00:20:00] person who wrote the check for the event it is this one's interesting because like I find the person who's comfortable standing there staring at a room you know and if room full people

[00:20:12] is often like they have there are somebody who has a sub-since in character and power right so it's it is an excellent point and and a lot of people would would shy away from going to talk to

[00:20:23] that that person that's maybe standing off by by themselves because they're thinking okay this person either has nothing offer or maybe they're boring or they're they're not doing what you're supposed to do but you don't know that person you don't know what they're what they've done

[00:20:37] or you know what they're capable of so definitely you know get out your comfort zone it and goes to strike up a conversation with that person and that's a good segue into the next one

[00:20:48] here which is if you are too nervous to go to these things if you're too nervous to maybe go alone bring a friend bring some reinforcement right like someone else in your professional or personal or semi-professional networks. Really have something to tell you about me?

[00:21:10] We'll have a will have some sort of interest level to go to an event especially a more casual on the kid you want to go to a bar and get a drink oh there's just that there just happens to be

[00:21:19] a great real estate event on there if it sucks we can just go do our own thing. For instance my girlfriend who lovingly comes and supports me at every event that we do she'll bring a friend

[00:21:29] every single time and it's great because it kind of boosts the numbers it makes her feel more comfortable that friend who's interested in real estate is probably more minimal than a lot of

[00:21:39] other people there still gets value out of it so you know make it make it a thing don't look it as I got to get out and get to another one of these networking events that don't want to do like

[00:21:48] go and take your your friend your best friend your business partner and and make it a thing like make it fun. Yeah if you don't want to go like if you if you have that perspective that you just

[00:21:57] describe like I don't want to go to and just don't go yeah then just don't go and we'll get to why be fair you're out of tune for exactly exactly yeah so yes an excellent would be do some research

[00:22:07] who's going to be there who are the key people like if you could create a list of people that you'd love to talk to right or even any like it would be broad right it's like what do I need in my

[00:22:15] life right now right yeah okay I'm going to go into a contract so like boom I'm going to go to the event I'm going to find a fine contractor like to make creates some goals right and do

[00:22:23] some research based on like the potential people that are going to be there and and don't make a silly mistake and like you had a story that came up recently with something like that yeah I mean

[00:22:33] it was just that the individual had gone to one of our meetups and was called DMGME asking me for a call and stuff like that and which is again great good great yeah and eventually

[00:22:44] I always have to take your calls with DMGME good people so all the right stuff but the one mistake in there was I just had no idea that I had the podcast yeah because the person was at

[00:22:54] Adam meetup and then what told you he's like yeah I was at this great meetup and I know it was ours yeah so that was interesting but anyway yes I don't do that and yeah I mean I think I think

[00:23:05] the remainder of it is a lot of it is like the online offline and creating a little bit of noise in your industry which is I mentioned that a little bit like niching down geographically do you say niche

[00:23:16] or do you say niche like some people definitely niche yeah okay yeah I'm here to freaks me yeah there's a little bit like what's that all not a fan of that one reminds me of Nietzsche or like itch

[00:23:26] yeah yeah yeah yeah so going back to that then right like again creating noise in your industry that can be by being you know that guy or that girl for something right so finding that niche

[00:23:39] and owning it right so like when people are coming oh you're the Airbnb guy you're the medium-term rental girl or you know you're the person that puts on these events or you know in your case

[00:23:49] you're the guy that does TikTok dance that's me maybe not that last one but the better way to find a better way to stand out you know and that can be in a ton of different ways right I mean

[00:24:02] everyone those are the as their own person everyone's got their own personal brand lean into yours and and if you don't have one yet try a few different ones out everyone's so

[00:24:12] scared to and this is a good segue into the next one which is online offline but everyone's so scared to put out content or try things online because what if it sucks what if I put something

[00:24:22] out and the information's incorrect or you know my hair is how to play so I sound stupid and it gets you know 25 views or 50 likes guess what that only means that 25 people saw you look

[00:24:34] like an idiot so who cares yeah just go back and do it again until you find something that starts to work and starts to stick and stuff that works and sticks takes a long time to to figure

[00:24:45] out so dude people cares so much about like content being good quality it's like we are fortunate enough to have to make it really so you talk and it's like we have the we're fortunate enough to have

[00:25:00] candidates number one real estate podcast and I can tell you we do not have candidates number one real estate podcast videos we have the worst we might have candidates number or the last place

[00:25:11] whatever that is I don't even know because we're we just created a thousand more real estate podcasts in this episode I think but you know like it doesn't have to be perfect I'm very big believer in this

[00:25:23] and I've read a lot of like startup philosophy and stuff like that and there's a quote that is in Silicon Valley a lot that's uh perfect is the enemy of good right or done is better than

[00:25:34] perfect right and I really feel that way honestly I could be wrong but like that's just the way I am and uh and it really shows in our in our real content on Instagram stuff like that okay fine yeah and

[00:25:46] actually as we're recording this we're trying out something new because 160 something else so they can be really geniuses over here realize that we both have iPhones that have continuity camera on them and I'm already paying for a Riverside subscription so here we go see if this works trying

[00:26:04] something new maybe you'll see us with hundreds of thousands of subscribers on the Graham that means because we finally realize that perfect is the enemy of good actually I couldn't agree more

[00:26:17] and and again final piece of advice on that one is if you are thinking about creating content and we have been in the works and in discussing a full episode on content in the real estate space

[00:26:28] from from a mortgage standpoint investing standpoint real estate agent standpoint there's certain ways to conduct yourself but he doesn't none of that matters if you're only producing one perfect video every couple months because no everyone's gonna forget who you are by the time

[00:26:44] you come up with that next perfect concept or like or whatever it's like when people use like really good quality photography on there on their listings in real estate this is a good example this is a

[00:26:53] great analogy I'm feeling really kind of like when people use like those amazing photography on a listing and they're super wide angle and then I'll go show up with a buyer client and they're like

[00:27:05] they're like so mad like they're so pissed off that the house did not look like their expectations from the photos what if that what if high quality content is the same what if somebody sees this

[00:27:18] like 4k long lens lights everywhere whatever you know YouTube little lights in the background everything's like interrupted the feed looks amazing great hook okay he set a great first impression and it's just all downhill from there yeah and then you know and then the person's like often

[00:27:38] the knot and you only like you don't have people's attention for a long well this is the Canadian real estate investor podcast or the Canadian real estate investor content creation podcast apparently

[00:27:47] but by now but like you only have that person's thing for their attention for like a couple seconds you really got to hit it right so and I my contents garbage like I literally make

[00:27:56] it in my car I make it like wherever I am if I just have an idea and like I have a really bad memory so if I don't want to forget and I'm probably even forget to write it down so I just

[00:28:05] do it make it and then and it's like so bad like probably I would rank myself in the bottom 10th percentile of content where it comes to like production quality bottom top super for self aware

[00:28:16] of this I understand it's garbage but the point is I try my best to compensate for that by making the actual deliverable good and you know what subject matter at the end of that at the end

[00:28:26] of somebody watching like a 10 second freaking video that I made it's like did they learn something for me did they remember did they hit the follow button or like they're not gonna remember

[00:28:34] that the video was good I don't like I couldn't tell you whose video quality video quality is really good on social media right now everyone except for me pretty much but like that's not what's

[00:28:44] memorable and what's going to get the so that's that's my thing is like lead with value rather than like production quality if you if it's all production quality it's like it's the smoke

[00:28:51] and mirrors that's literally what it is it's like you know it's so true I don't know that's just my thought and it's the same thing with networking like you know substance is really going to

[00:28:59] be what's there like some of the people that I know that have showed up to these things like one of the biggest real estate investors that I know drives no beat up pick-up truck shows up

[00:29:07] to these events like you know from go it's guys just an idiot self manager stuff like all the time and whatever and shows up to these things and people are like how is this guy right now stand up

[00:29:16] in the corner not doing anything I can weird yeah and but and that but then you know like you so also like those are the sleepers but but a lot of people just like they they focus more on

[00:29:26] the fact that they could tell you make it then the make it part let me get tell you make it yeah Dan Fosher is that actually my be one that's good this is a perfect continuation of what

[00:29:38] at the next point which is you know that online and offline presence right like do they match up yeah yeah I guess that's it right like it's yeah it is funny because I like I've hired a lot of

[00:29:52] people over the years to help me with content like a scene out great example right and he would he would come out with me this he's still a good buddy when he's in Canada right now actually he's

[00:30:00] wants to pop out the studio but he he would be like you got to be like way more hype man like he I don't and I'm like oh man I just can't I'm sorry I like I just can't do it like that's just

[00:30:08] not so that's not my character and so now I just like be boring like he joins great go text to be like the other day like was a little while ago but he was like you literally like pioneered like

[00:30:18] boring Instagram videos like and I was like that's the nicest thing anyone's ever said to me but like and and I'm really I'm really happy about that because like it's just you know I used to just

[00:30:30] do these like long form like IGTV remember IGTV yeah I used to do those I was like what it was and it was just like me sitting there being unexcited about the the market like and this stuff

[00:30:40] does really excite me but I just can't hear it in my voice anyway if I met you at an event so so the point is here that the way I'm talking here I might actually be more fired up than I would

[00:30:49] be in person but it's not like disingenuous because I'm just excited about this but it matches right and had I been like raw raw like pumping up my listings or whatever in those moments which I

[00:31:00] tried to do it would be very surprised when they met me in person to be like oh like you're not like cheering me on you know and and you know like if you meet somebody in an event and they're

[00:31:11] super accomplished you know it's the same way like they add you on Facebook or Instagram or even LinkedIn you're posting like you know extreme political stuff or you know cracking a couple

[00:31:21] cold ones at the boy you know you're not gonna be wrong like there's a time and place for all that kind of stuff but maybe the follow up for a network event isn't the time and place for all

[00:31:31] that stuff exactly I mean again the the takeaway from that one is one if you're thinking about to the content just do it well we'll we'll do a whole episode on content because I think

[00:31:41] it's going to be very important and I think a lot of people have the ambition and the skill level to do it but are just confused as to what to do and not that we know the answers to that

[00:31:52] overall but we're gonna spitball it and do an episode anyways the other takeaway is that we live in a digital world and more and more business is done online so act accordingly right you

[00:32:04] can't have these split personalities between hey I'm a you know clean polish person that that meeting out in a real state of Antony and my online presence is easy to not exist in their

[00:32:14] garbage or whatever it is so that is again another segue wow it's like someone wrote this and teed it up in a nice fashion once you have gone and made that good impression online and offline

[00:32:27] and in person you really have to master the art of the follow-up with networking events I mean making connections is great going into out of five ten twenty people is is again a great

[00:32:41] use your time but never following up with any of them is a complete waste of your time and follow-ups can be different they can be an email a text they can be a good little fashion slide into a DM

[00:32:53] and each one you did exactly and each one you know you can either kind of do it boiler plate and fire everyone off a thank you great to meet you here's my contact information whatever or

[00:33:06] if you want to take at that little extra mile which I would recommend each one will likely be a little bit different because you likely made a different connection with each one of those people

[00:33:14] because I guess what people are different so depending on who that connection is with and what that relationship potential is all about tailor that follow-up to that person and at the end

[00:33:28] at the end of the day all that really matters is that you do follow up and it's interesting in the context of the one before the online offline concurrency because I think like the if

[00:33:40] if you meet somebody at a networking event and then they go to your LinkedIn or whatever an ad you like that that piece of concurrency is like the first piece of part of your funnel right

[00:33:49] exact and if they you lose them at the first part of your funnel where you know like they aren't examining your profile even because there like has been up there this is how like crazy

[00:33:58] yeah or like or because of like the you know crazy political views or you know like whatever yeah that's like an opportunity to lose somebody in your funnel which is you know I mean

[00:34:08] the whole thing here is like literally just the art of the funnel I lose people in my funnel all this time probably the worst funneler and that was truly new to diversity as well

[00:34:18] different kind of funnel back then but and don't be scared of the big players I think is another key component here from this uh list of advice remember that people are just people you know

[00:34:28] uh strip all guy posted like on Twitter the other day about how you know if like your favorite actor actress like was sitting at the table beside you what what do you think he's like what do you

[00:34:38] think that they want you to do right get up and ask for an autograph and how exactly me yeah take pictures call as a scene yeah so many many of these the bigger players at uh advanced

[00:34:51] obviously they're there to meet and they they have no problem sharing wisdom etc but like you don't have to get all wild about yeah and just treat these people like human beings right like again

[00:35:02] I think that the famous person in analogies interesting because it's just like they're just like another guest at the restaurant so you know treat them as another guest at the restaurant and the networking thing it's another guest at this networking event so treat them like another

[00:35:14] guest at the networking event they're there probably with the same intentions as you meet people in their industry they have good conversations in their industry try and have something to offer these people like social currency information some sort of connection maybe a deal that you're

[00:35:28] shopping that you're trying to get you know financing for whatever or you know rather than even pitching just like one of the things I often do is just like ask people questions like you know if

[00:35:37] I had a deal let me ask you for a piece of advice like people love it when you just stood like you know it's a really great compliment when you're trying at like you know trusting someone's advice

[00:35:46] if you add this deal or if I you know it was looking at this deal yeah that's way easier than and that's a real thing right you know just hey how do I start investing in a real estate or

[00:35:57] you know how do I find capital right yeah don't not lonely the question super open and that's a good no to also like remember to respect their time you're probably not the only person at this event

[00:36:08] and wants to talk to you know whoever this this big player is right so respect their time and and what do you think how how should that cadence be between someone that's wanting to speak to you

[00:36:22] know one of the quote unquote bigger players and like how would how would you go up and advise someone to in well don't ask 10 questions at a time like I do

[00:36:31] true yeah yeah I mean my my thought would be like I think you have to really be genuinely interested in like what they're doing and getting their advice and have like really pointed questions and I think

[00:36:43] you just like I will often do this and this might surprise you because I talk a lot on this podcast sometimes like I don't even remember what I was ranting about like a couple minutes ago when

[00:36:53] I was going off about content but that was that was a lot that was enough yeah but I think you know if you're not if you're not incredibly interested like then like don't don't just talk or ask

[00:37:08] what trying to create a conversation with the sake of creating a conversation just be like yeah I am gonna go like walk around the room whatever nobody's gonna be offended by that right and if they

[00:37:17] are that's their problem like I think I I just basically ask somebody a question and just like let them be like fully exhaustive and like let them finish their thought yeah and then I kind of try and

[00:37:27] listen really actively and then ask another question about that or I like just keep asking questions that like I'm selfish in this way like what do I want to learn from this person right

[00:37:36] what kind of piece of information am I missing here yeah and certain people I can just you know hopefully your questions aren't intriguing and good and you're not asking five at a time like

[00:37:45] I like honestly it's so weird man my brain breaks when I'm on the show and we have a gas size get so excited as like good 15 questions for you now remember them all and yeah it's

[00:37:54] them all in order please I agree I mean I I think you're right like like point and this goes to a couple of the other points right do some research on that big player if you know that person

[00:38:06] is gonna be there and and have questions in a in a pointed but easy to understand man or that that you can go and ask them and and you should be doing that in well you know you don't

[00:38:19] want to go up and praise them too much am a huge fan this that and the other thing and you don't want to go up and act all naive and beyond so curious about all this kind of stuff it's

[00:38:27] got to be a fine balance between the two of those things right there's like I really find line between praise and appreciation like we get it a lot like when we do our events and people come

[00:38:37] up to us and they in they'll say nobody's really like I'm such a big fan or whatever because like we're not at that point there's no point like reason to pretend that that is like who we are I

[00:38:47] don't really have any interest in being famous but I think a lot of people come up and express appreciation it's one of the things that I really really like is that you know they'll say like I really

[00:38:58] appreciate the contribution that you've had today in this year like I really appreciate the hard work that you put into the podcast it's like thanks thank you I honestly am waiting for somebody to tell

[00:39:08] me that like it's stuff like that I think is big and so if you can just frame it in that way gratitude appreciation like we're getting to woo woo about it but like you know Gary V talks about

[00:39:18] this stuff it's like just lead with gratitude in a lot of these situations like 100% rather than being like because I think when you're praising somebody it's almost like you're trying to

[00:39:27] make them like fond of you or like like you and have this like sent you know I mean this like sense of like like I don't know you're trying to win them over I guess a little bit whereas like

[00:39:35] just expressing appreciation is really just like to making them aware that like sell more more genuine than just the the praise and and the other thing to think about when when talking

[00:39:44] to someone like this is think about why that person would want to speak to you or what would want to connect with you as much as you want to connect with them so maintain that level of

[00:39:54] confidence but but again you know respect their time and no one it's the right time to walk away and there's a good the next two points of time perfectly with this so the next one here is

[00:40:04] don't shy away from your success away whether you're talking to this person you know that quote unquote big player the veteran in the room or the person that's literally just starting out you want to be able to tell people about yourself and your accomplishments share your goals and

[00:40:20] ambitions because though people in the room are likely hopefully going to end up helping you achieve those you know you want to make sure that your goals and ambitions aren't ridiculous that they are

[00:40:30] attainable like you know something like I want to buy you know a couple of houses this year or I want to buy four doplexes years is reasonable whereas I want to buy some smart goals yeah

[00:40:38] some smart goals exactly or as I want to buy a hundred doors this year I mean yes possible but if you haven't done one deal very hard to do and you gotta make sure that when you're telling

[00:40:48] people about your success again this goes back to point number one which is refining your message that you're doing it in a way that comes across as confident not as arrogant right Dan and I

[00:41:00] when we started this no we promise each other no no no no no matter what happened we'd remain humble through the whole thing and being humble is so key people that aren't don't have humility

[00:41:10] are lost on a lot of people because people just don't like that attitude and so being humble is key but you also want people to understand and know what you've done what you are doing and what you

[00:41:22] plan to do again so that you can eventually bring them in to help in some fashion right maybe they are missing link on your power team maybe they know the missing link on your power team and if they

[00:41:33] like you they're going to help you whereas if you come across as arrogant and that they're likely not yeah I did mention smart goals in there so I'm just gonna clarify what that is smart goals

[00:41:44] and we talked about this a lot in the course specific measurable achievable relevant and time bound you don't need to buy the course to to learn that to attach that to that was the only

[00:41:54] valuable base of information we had to just google it because it honestly like there's a lot of value to doing proper goal setting total this business and being able and that'll really help you be able to communicate where your goals are if you communicate your goals people

[00:42:07] they can decide whether or not they want to help you achieve those goals very easily and that's that's good and the conversation move on this is like that's what my face is super power man

[00:42:15] one of my favorites such as the power so good at it too yeah yeah what what's your line got a jump I guess what that's why we just actually are really have to go to bathroom and just

[00:42:24] you yeah I don't like this is a high room for me in like the not in the networking setting so maybe shed some light on this one for me I know you wrote this as a segment for me to read but

[00:42:36] yeah it's not me man yeah okay I mean look I struggle with this one too who doesn't it's hard but think about it this way you're going to a networking event you're going there with intention

[00:42:47] you're ready to go you only have a few hours right that usually the first one or two until and after that people start trickling out you need time management right that's the tea and smart

[00:42:57] goals again very important you don't want to be rude about it whether the conversation is good bad or block kind of of whatever conversation you should be able to tell if that conversation has

[00:43:08] run its course and at that point there is no harm in saying something like well it's been really great speaking with you I hope you know my I'm going to go and and talk to some other people

[00:43:18] and he was at me and I say no no no come on what did I say something it wasn't something I said you know for me I want I've had to kind of do that as an necessity because as you said

[00:43:29] damn when we're at networking events a lot of people want to talk to us and I always feel bad if I spent too long with one person even if again even if the conversation is great

[00:43:37] this is where the art of the follow-up comes in right I would love to pick this back up over a coffee over a DM give me a call next week let's take this on email the important thing to remember here is

[00:43:48] that you're likely doing the other person of favor as well because that other person has self-awareness they probably realize the conversation has run its course as well and I see so many people standing beside each other that have had you know a great 510 15 30 40 minute conversation

[00:44:04] and they're kind of standing beside each other with their backs towards each other kind of looking around you want to talk so yeah so come here often or how about them jazer what you're the

[00:44:12] least whatever it is right so you're all that side you're likely having there's always you know you get the weather in the three sports teams to talk about but there's always a reason to

[00:44:22] finish up that conversation and that's to go and to go and network and if you are the one that has the ability to do that in a polite respectful professional manner and exit that conversation

[00:44:34] super power man well still having that value exchange and still being able to follow up like come on that is that is what you guys need to be working on because going to a networking event

[00:44:44] talking to two people and eventually having your back towards one side of him until the next other person until I had the podcast and people were coming to me that's want to speak to me

[00:44:52] like we're having these events like that's all what I did I literally would like find one person which is just like chat all the time which is it's tough because in you know in the last episode

[00:45:01] I went back and looked because I didn't want any overlapping points in the last networking episode and I can't remember what it's very true that is but I don't want to just do a repeat of you know

[00:45:09] 100 episodes ago right because I wouldn't got a lot of love and because we're getting tons of new listeners because it's a new year near me exactly but the one of the points in the last one was

[00:45:19] don't work the room right don't work the room like I gotta get in here and dish up business cards to everybody so you but you at the same time you do want to work the room

[00:45:29] but it's again that fine line of of being able to connect with people and then and then I just as I think is important as to disconnect with them and move on for sure yeah no it's

[00:45:43] a excellent point little stud skill will serve you well okay then you take the next one then show up in a sweatsuit is that it? No almost actually brass melts get you smell good don't smell bad

[00:45:56] try not to yeah if you don't smell good just don't smell bad that's what lucky things yeah and don't show up in a sweatsuit although like a lot of people are into that kind of like yeah

[00:46:04] like I mean I mean like the jogger so that's different than the kind of sweatsuit I'm thinking of you see I know everything yeah I mean look the title of this is look good feel better right

[00:46:14] look good feel good kind of yeah you want to dress to impress you want to maybe have something that that stands out a little bit yeah I heard this guru on the internet Nick Hill he came up with

[00:46:25] this thing called there's never a second chance to make a first impression it sounds like a smart guy man gotta be him on the pot by his course okay hit me with the next one power in numbers one event

[00:46:39] ain't going to cut it do you really think I say ain't that's great so you just ain't gonna cut it I'd deright it in one event ain't gonna cut it you need to be going to a number of events this is true

[00:46:48] and like and I love events man this is like the the like I'm an extravert and I I'm also a shut in so like I tried so hard not to leave that and so events are good because it's

[00:46:59] like centralizes the ability to meet a lot of people really like you know it gets a lot of it out of the way

[00:47:04] yeah that's the wrong word but you know it gets a lot of it done in one and so uh you got to do a lot of these things and you get you just get better at it and you start seeing people that were there and reconnect

[00:47:14] people introduce you to one another and all this stuff so ideally go to different events so you can kind of get some scope as well exactly well rounded get the most value and see where you can

[00:47:25] add the most value yeah I mean going going to one and potentially have an about experience at one shouldn't just be like well that that sucked them I'm done right like yeah go to sleep them in negative

[00:47:34] the alpervio move on yeah yeah underneath of course the next one is introduce your new connections to other connections now I get to I'm lucky enough to see this happen like lies all we do like

[00:47:49] this is a little bit like we like just broker people not like that's not like human job you're not very very different than I love connecting people it's my favorite thing

[00:48:01] is like a very uncommon for me to be able to solve somebody's problem but I'm very good at knowing the best person to solve the problem is oh you got to talk to this person yeah whatever and again

[00:48:11] that's that's the benefit of of realist.ta is having a network of people that can solve each other's problems so you know connections place such a vital role and real estate industry it's a

[00:48:25] people based industry the other thing is you know from a monetary perspective obviously everyone likes making money wouldn't be listened to the show if you didn't if you are become that introductory person some of the best commercial real estate agents I know one in particular the guy barely

[00:48:42] doesn't deal with himself he just introduces everybody to everybody else and just sits back and collects referrals off of his relationships it's truly incredible so if you are really good at connecting people and you realize that then yourself aware enough to know that's your skill and you're

[00:48:56] lacking in other skillsets that could make you money then leaning on that one and become the connector and and just start charging people referral fee when it makes sense then let's wrap up

[00:49:08] here in a good note what is the last one have fun come on that's it that's it have a good time yeah don't be too serious that's good a lot of your life yeah show up have fun show up have fun you that

[00:49:19] hockey hockey school there you go play hockey no I didn't even know I have to be the hair for I've been to look like hockey player I'm think foster math is okay yeah can we get that on the

[00:49:31] record everybody better hair look at him a guy now great girls and love who knows but everyone loves him yeah it's a very likable guy because he's made us to the playoffs several times yeah well

[00:49:42] we'll see hey what are we are we making small talk like we turned to the guy we're talking about the leaves because we are in national show leave sock act yeah we just like all hockey

[00:49:52] teams here in Kansas except the American ones go and let's you like them then yeah we they like them too yeah making players hope everyone got a ton of value out of this we really enjoy doing

[00:50:03] these episodes although they're not super real estate specific I think this is such a powerful thing for people to really hone in those skills right no matter what you do in real estate you will

[00:50:15] deal with people whether it's partners tenants lawyers you name it you're dealing with people in every aspect of the business the better you can become a communicating with those people the better you

[00:50:25] can become at starting and ending conversations with those people the better you can become at a approaching you know the big players and adding value to the newbies these are all vital things so

[00:50:36] hope everyone got a ton of value out of this episode check out all the cool stuff we got link wise in the show notes the chorus the newsletter t-shirts all that good stuff MLC is soon

[00:50:47] thanks so much for listening the Canadian real estate investor podcast is for entertainment purposes only and it is not financial advice Nick Hill is a mortgage agent with premier mortgage center and

[00:51:00] a partner in the g and h mortgage group license number one zero three one seven agent license M two one zero zero four zero three seven deno foshes a real estate broker licensed with rare real estate

[00:51:16] a member of the Canadian real estate association the Toronto real estate board and the Ontario real estate association