Networking and the ability to build relationships is the difference between little to no success, and incredible success. Too many would be real estate success stories end where the person assumes that a bootcamp or book will make them successful…which simply never happens. In this FlipNerd.com interview, Nathan Jurewicz shares 7 key components that are required to achieve great success. This episode is packed with great information…check it out!
Mike: Welcome to the FlipNerd.com podcast. This is your host Mike Hambright. And on this show, I introduce you to expert real estate investors, awesome entrepreneurs, and super cool vendors that serve our industry. We publish new shows each week and have hundreds of previous shows and tip videos available to you, all of which you can access by visiting us at FlipNerd.com or visiting us in the iTunes store.
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Hey, it’s Mike Hambright of FlipNerd.com. Welcome back for another exciting VIP interview, where I interview some of the most successful real estate investing experts and other entrepreneurs in our industry to help you learn and grow.
Today I am joined by Nathan Jurewicz. Nathan has a lot of experience with real estate investing, but he is not actually a real estate investor anymore. But what he discovered during the time is of his calling to teach other people how to be successful with networking which is the core skill to be successful as a real estate investor.
Today is going to be an awesome show. Nathan is going to share some tips on networking which again is something that will clearly differentiate you from success, or not. Before we get started though, let’s take a moment to recognize our future sponsors.
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Mike: Hey Nathan, welcome to the show.
Nathan: Thanks for having me, Mike.
Mike: Glad you are here. We have lot of common friends, although this is the first time we have ever met before. And I know you have a lot of experience in investing in the past and it’s interesting because the lot of the guests that I have on the show are still active investors, one way or another.
And you are little bit of different in the fact that you left the industry. Why don’t you maybe tell us a little bit about that and then tell us little more about you as well, just want to get it out there because a lot of people know you from the investing space?
Nathan: Yeah, yeah, sure. I mean, it’s not really a hugely exciting story but I kind a…
Mike: You can ad-lib a little bit and make some exciting words.
Nathan: Let’s just make up some stuff…so I grew up, I was home schooled, never went to college and started to get to stuff like sales, inside-sales at first and outside-sales. Got into real estate when I turned 24, and started specializing in short-sales and it was difficult back then because the market was booming so there weren’t a lot of them so I was doing short-sales before anyone really knew what the short-sale was.
So then when the market crashed in late 2006, and early 2007, everyone…short-sales like you could walk out of our door and basically trip over a short-sale. So I started really figuring out and diving in onto, how to getting it done, signed up for high-end coaching programs by courses and program and attending seminars, same type of thing. There weren’t any like, free Podcast back then like, at least it wasn’t as popular as it is now, the people listening to this are lucky.
But…and then kind of what I realized was that, short-sales were pain in the butt to get done, so I figured out a way to a get them done without actually doing any work, without talking to a seller, without talking a buyer, without talking to a bank, without looking at a house. So I systematize that and end up closing a 150 deals, and then people started asking me, “How are you doing this, how are you closing this?”
So I started partnering with investors and realtors locally and teaching it at like REIA meetings locally. And then I met this guy by the name of Charles McLaughlin [SP], who knew a thing or two about Internet marketing and real estate. He was a real estate broker, owned a Keller Williams office with over 400 agents.
Mike: Yes, Chris has actually been on the show before. I have had him on it.
Nathan: All right, cool. And we started shortsalesriches.com, back in late 2008, and in 2009, we were just selling information with our core product being the short sales Riches system. We ended up doing $5 million our first year, selling and teaching people how to really do it.
And I didn’t know anything about marketing really at the time. It was just kind of luck. I was just kind of got in with the right people and it was like the right place and right time. And today since then I’ve sold $10 million with the products in the Internet…10 million plus on the Internet, selling different type of programs in different areas and niches of real estate and then areas and niches of real estate that I wasn’t expert on, I were partner with people that were an expert on it, tell them those programs.
But, what kind of really bothered me and “what kind of,” lead me to where I am. To where I am and where I am working on now, is the fact that you going from doing it, to teaching it and what end up happening was, you kind of look at, “Okay, we sold the hundreds of these programs,” and only one person did anything with it.
So what is the difference between the one person that does something and the 99 that do nothing and they are onto the next shiny object, they are buying the next software, they are buying next coaching program, they are buying next course, they are listening to the next podcast. And I am not saying that those things aren’t good, they are pretty much the necessity and you have to do them.
But the one missing thing that I found and having this like, unfair bird’s eye view of looking out how things are marketed and sold to people and looking at people that actually do stuff was the fact that, life is essentially a good ole boys’ club and this applies to really any business, it also applies in the personal room as well which would not talk too much about.
But in the business realm, real estate specifically, life is essentially a good ole boys’ club, and there is what I called this good ole boys’ club conspiracy. And what I mean by that is, is the people that buy the software, they got a hundred on a real estate exam, if they are trying to get a real estate license but they are sign up for the most expensive coaching program. They are not the ones that do the most deals.
The deals that do the most deals are the ones who successfully infiltrate the “good ole boys” club in the niche that they are trying to conquer. So the people like get in with the real estate agents, private lenders, hedge fund managers and whole sellers, and partner with them, and find the contractors and find people that can finance their business. They’re the ones that make all the money.
So it is the “good ole boys” club, it’s not fair and the sooner you realize this and shift your mind to infiltrating the “good ole boys” club, and so you can start thinking strategically like, “Okay, what kind of deals do I want to do? Who are the ones that can make this happen? Okay, how do we infiltrate this?” The sooner you are going to not be just closing one deal here or one deal there. But the sooner you are going to be too able to closing and have consistent closings with checks, week after week.
And I kind of lost my passion for real estate and realized that I had the same success and the same reason was Internet marketing. So, like in Internet marketing, it’s not that people that know all the tax stuff, it’s the people like, get in with the other people and get them to endorse them. Partner with other people and get them to provide content for their courses, find the guy that is an expert at traffic and get him to run all your traffic for you. Those are the ones who make all the money.
If you want to get a high paying job, it’s a same thing. The person that goes and gets a four-year B.S. degree at college probably is not going to get the high paying job. It’s the person whose daddy plays golf with the owner of the company, he is the one who gets the job.
You want to be an actor, the best actors are not the most successful actors, the most successful actors are the ones that get in with the casting directors, the producers and the directors. Hollywood was one giant “good ole boys” club and if you look that anything you are trying to do, becoming aware of this is very, very important.
Mike: How much of that is kind of who you know versus you mindset to go, “No more people,” to go figure out how to find those people?
Nathan: No, I wouldn’t. I am not putting percentage on it but it’s probably 50, 50… realizing that and then going out and getting to know people. And then the others are seven different things that…I kind of realize from looking back because I realize, okay so…
An example when we are selling the, when I was educating people on how to go on flip short-sales, I would say, “Okay, got out and find real estate agents and give this elevator speech to get them on board with working on you.” Nine out of ten would come back and say,” Well, I tried that and it didn’t work, like I tried building relationship with them and going over this little elevator pitch but it didn’t work.”
And they were like, “Oh, it must be different in Florida where you are at.” The rules must be different. They say, “What I was doing was illegal,” or they say this or say this and I am just thinking, “What is wrong with these people.” And I realize that there were things I was doing, that didn’t realize I was doing that were influencing and putting myself in a different position of power to be able to infiltrate and influence people to get into their “good ole boys” club.
Mike: So said another way, there are these “good ole boys” club, that you know somebody, who knows somebody and they can get you in the door. Most people don’t have that, you and I probably didn’t have that but what we had was a mindset of success to say, “I can go figure that out and separate myself from the others.” Is that right?
Nathan: That’s exactly right, that’s exactly right. So I kind of break it down because I can’t just come here and say, like I am kind of shifting everything and what I do to make money these days is I do consulting for companies. But the next niche…I am writing a book, is going to teach this type of stuff, is kind of like the personal development arena.
But even in the personal development space it’s like, “Okay,” that you’ll hear people say things like, “You’re the average of the five people of what you most hang out with,” or “Your network is your net worth” or do people…in order to get what you want, you have to give everyone else what they want but what is that really mean. That just sounds to me like a bunch of like motivational B.S. People like take that with a grand assault, they’re like, “Okay, we get it. That’s fantastic, great. Okay, I need to hang around cool people.”
But what is it specifically that really get you into “good ole boys” club and I realize that there are seven different things that you have to be aware of that or either keeping you in the “good ole boys club” or going to push you out, or prevent you from ever getting in. And I’ll name of these seven things, right now.
Mike: Let’s do it man. What are these called, the seven…?
Nathan: I called this the “GAYWNOBS” formula. Okay so, the title of my book and my formula is called “Get anything you want, nobody ask” and the acronym is G-A-Y-W-N-O-B-S, and “the W is silent.”
And the seven things are third-party endorsement, frame control, likability, your appearance, your credibility, your popularity and your ability to tell good stories. And once you breakdown, you really dive in all of seven these things you can literally manufacture all of these stuff to infiltrate the “good ole boys” club.
So I am not going to be like of those personal developmental gurus who is going to say, “Oh, you have to work on yourself.” And you have to like, “Go on this quest,” and go and sit in the cave for 40 days and then come out enlighten and then you are going to be able to get whatever you want. No, no, no, no.
There is a “good ole boys” club and there is a reason why you are not getting into this club. Part of the reason probably there are things that you’re doing that come across as “douche,” and we just have to make you aware of that so that you can better at improving the next time. And slowly and slowly you are going to infiltrate this club so you can get whatever you want.
Before we even dive into that, there is another thing we had to be aware of, other than the “good ole boys” club conspiracy. Because we know that’s real, you’ve accepted that’s real, you have accepted that you are probably not in it, okay and that you need to get into it and you know there are some stuff that’s keeping you out of it. But before you even dive into that, you have to be aware of another thing it’s called the Homer vendetta, okay so if you ever watch The Simpsons.
Mike: Oh yeah.
Nathan: Like I was in third grade, I went into a private Christian School and my third grade teacher Mrs. Lyle, she said don’t watch The Simpsons because Bart Simpson is disrespectful to his parents, and he says, “Don’t have a cow, man.” And stay away and we are like, ” Oh my gosh, we can’t watch The Simpsons.”
In third grade I am eight and now I am 33, so that’s essentially like 25 years of the same cartoon running over, over and over again. And this is because as fat, lazy, dumb Americans, we really like find similarities between us and Homer, okay. And everything that is being marketed to you… marketing messages, all the marketers are aware of this Homer vendetta, but they didn’t mean at call it Homer, they may call something else.
So let’s just look at Homer, Homer is fat, he is lazy, he is dumb. He eats donuts. He drinks bear and he goes to work and pushes a button at a power plant every day.
So if you look at everything that is marketed to you on how to make money, get fit, find that special someone or really anything is designed to market to that inner Homer in us. It’s to provide us either a magic button or a pill that we just take that will solve our problem.
So, like when I am coming up with a real estate offer, for example, this is how I can add this…I really don’t know if we are talking about because this is like behind the scenes, like pay no attention to the man behind the curtain type stuff. So I don’t know if we are doing…I don’t know you if you want to give away this information, but I am just going to go with it.
Mike: Do it man, let’s do it.
Nathan: So the Homer in the real estate niche, if you want to come up with a good real estate offer to teach people how to make money in real estate. Even though we know that the truth is, that people that make money, they have relationships with people and they work hard and they have advertising budgets and they build networks and they understand how to analyze deals. That’s the person that actually makes money.
The person that we sell to is a 40 to 60-year-old Christian Conservative 70% male, 30% female, probably leans more to the right politically. He want to make…he goes me, watches TV shows, reality shows like Flip This House. He is working a job, probably making $75 to $150,000 a year and he watches reality shows, he sees the guy in the team flip a house, and they make $30,000 on one deal. That gets him interested. He sees that late night infomercial and buys that $20 book that gets him interested, he may listen to this podcast.
But the reality is he wants to make money flipping houses in without any of his own money, without any of his own credit, without building relationships with private lenders, without really doing any work. He wants to wake up out of bed, check his e-mail inbox and have seller and buyer leads in his e-mail inbox and closings every single week with big fat checks. And he thinks that real estate gurus only make money teaching real estate and not actually doing real estate.
So your goal as a marketer is to overcome all or most of these objections presented to you into some type of magic button so that you will buy it. That doesn’t mean that you are actually going to do anything. And that doesn’t mean that there is anything unethical with it.
But in this market the ethics is certainly pushed in certain cases to where all your marketing is showing lifestyle pictures of how cool the real estate guru thinks he is and using all kind of NLP [SP], and hypnosis and Jedi mind tricks to trick you into buying it. Okay, that’s the reality.
Okay, so once you are aware of this Homer vendetta and if you want to go down the rabbit hole and take the red pill and really infiltrate the “good ole boys” club, step one is to stop being Homer. You can’t be Homer anymore, you have to stop buying into that lie because this only going to take you so far. It may take you, you may go and you may buy the button, you may buy the pill and you may close one deal, but the only way you are going to be able to consistently close multiple deals is if you’re stopped being Homer.
Mike: Talk about the different, the seven steps so, can we go over those, a little bit?
Nathan: Sure. Absolutely, I don’t know if we’re going to have time to cover all seven of them but I will give you some good juicy stuff. So the number one is third party endorsement. So the third-party endorsement is never talking about yourself, this is in the Bible, “Don’t boast about yourself.” Okay this is typical wisdom, “Don’t boast about yourself,” get other peoples to endorse you rather you’re endorsing yourself. Endorse other people and then master that what I called the humble brag.
So third party endorsement is basically like if I walk up to you and I say, “Mike, listen you have to send me all your short-sales because I am awesome and I have this great team behind me and you need to give me all short-sale leads.” And you know we close all these deals, it may work, it may not but I may come across as a douche bag because I am talking about all of my credentials.
However, let’s just say, we have a mutual friend when they actually introduced me and the reason why I am doing this interview in the first place, Jason Lucchesi, who is a previous guest in your show. If he were to say, “Mike, you really have to use Nathan because he is awesome and he is the best and he closes all of these deals and his company does this.”
He could say the exact same things as I would but because he is saying it but it’s not me, okay, it doesn’t come across as douche and that’s probably one of the reasons why you agree to interview me on this Podcast same thing because I got the third-party endorsement.
Mike: That’s absolutely right.
Nathan: See, one is strategically always get third-party endorsement. So another practical example in real estate would be…okay we all know that we need private money and we have all these different buttons that people can push to automatically get a private lender, calling us…bagging on a calling door. But let’s think about strategically, okay where did these guys hang out?
I would say, go to your investor-friendly title company, they are already doing deals with and build a relationship with that title agent and if you’re given her or him business, ask him “How many closings last month?” Oh, I did 30 closings last month, and “How many of those were private money?” “Fifteen.” Were there any one individual private lender that you saw that was consistent on the most of your deals? “Yes, this such and such guy or the such and such guy’s company.”
Okay, who is the contact of that company? Could you do me a favor? Can you send me an e-mail introduction, introducing me to that private lender? Okay, that is going to go a lot further than just going to networking events and asking people, if they’re a private lender. Because you know that they are really lending on private money.
So never talking about yourself, getting others to endorse you, figuring out who is the “good ole boy” who does he know and how can I get him to either introduce me in person or just sent us in e-mail intro. Mike, meet Jason, Jason meet Mike and in the e-mail intro, then they’ll talk about, why you are amazing, okay.
Now people when they are getting started and they have no network they ask me or they have problems, well, I don’t understand how I am going to get third-party endorsements because I don’t really know anyone. And just like in the personal development world where everyone is talking about in order to get what you want, give everyone else what they want. What does that really mean?
Here is what that actually means. It means, give as many endorsements as possible when you are starting out. Go to public foreclosure auction, get some business cards, find out what…or get their business cards. Find out what it is that they are looking for? Go to the title agent, find out what they are looking for. Meet some real estate agents, find out what kind of the deals they are looking for and just start putting people in contact with other people even when there is no financial gain for you whatsoever.
Maybe there will be in some cases, like a wholesale deal would be that perfect example of where would be because that essentially what whole selling is, it’s third-party endorsement. But if I go and I introduce it like in the Internet marketing space, I give my web guy, the guy that builds on my website and all my videos sales letters and webinar stuff. I give him referrals all the time, now he feels like he owes me, so lot of the time I get my stuff done for free.
So when you’re constantly giving third-party endorsements, like weekly, you have more influence and you have more power in what you say, goes a lot further then what if you didn’t do this. The thing is I tell people to do this a hundred times and they’ll never actually do it.
Nathan: Okay. You have to actually do it, that’s like that’s the key, then I was going to say the fourth leg of the third-party endorsement because there are going to be times where we have to talk to someone. You have to talk about yourself and there is no one available to endorse you. You have to master the humble brag. Okay.
So an example would be, at the beginning of this interview, I kind of spouted off my credentials but I did it as humble as I possibly could. So if we were to go completely other way and I was going to be an arrogant douche bag, I would say something like, “Yup, I flipped 150 houses because I was the best at short-sales in my market and people saw how awesome I was. So then I started teaching people how to do it and I sold $5 million my first year on the Internet. Because I was such a marketing expert and to date I have sold over $10 million.”
Even though all that’s true, it’s not likable. So on contrary, it’s kind of coming off cross as douche, I didn’t do that. What I did was you want to say something, “Well, yeah so this is kind of what I fell into and I started teaching people how to do this and they ended up working out. And I met this one guy that knew a thing or two about Internet marketing and consequently we did $5 million our first year.”
“And it wasn’t because I was a marketing expert or anything like that, I really didn’t know what I was doing, it was just kind of a right place and right time kind of a thing and. And then I started slowly learning about marketing. And we had a lot of things that we tried that failed and I think that’s probably why I am doing marketing consulting now and while lot of my clients have had such a high success rate because knowing what not to do is more important or just as important as knowing what to do. And I think that’s probably why I’ve had just a success,” okay. So see the difference?
Mike: Absolutely, yes.
Nathan: It’s the humble grab. So you never want to go there if there is someone else that can already endorse you. So that when you went to networking events you want to go with what I called networking buddy. So have you ever met…you guys have interviewed Matt Andrews, right. So me and him will go to Internet seminars at different places and we are like networking buddies. I’ll talk about him and he will talk about me, and we’ll kind of like meet in the middle and that’s a lot more effective networking than just going out and being a douche bag.
Mike: What’s interesting for real estate investors is they tend to be very good at chest thumping…they tend to brag, which it may be true or not but it’s one of those things where, I don’t know if it’s because the lot of real estate investors are kind of in their bubble and don’t socialize a lot so when they got together they are like, “Well, I need to stand out,” or I don’t know what causes that, but that’s is a very common trait for real estate investors, for sure.
Nathan: Okay, so let’s talk about frame control. Frame control is the second leg of the “GAYWNOBS” formula.
Frame control is basically a contest to see who doesn’t give a crap the most, okay. It’s an adjustment that you make in your language patterns to be more persuasive and to have more power over certain situations.
So an example would be like, the President of United States Barack Obama, is the most powerful man in the world, he has the highest frame, okay and I am not particularly an Obama fan and I would guess most of you listeners probably aren’t either.
But if I was in the Oval office and Obama says, “Nathan go make me a sandwich,” I would probably still go make him a sandwich because of his eye frame, okay. So your goal in any social situation is to make it so that the opposite party would make you the sandwich and not the other way around.
Nathan: Okay. There are four different types of frames that you can use in your language patterns and these four types are setting the frame, smashing the power frame, giving the frame away, and accepting the frame. And you are going to use different ones, depending upon whatever social situation that you are in, okay.
So setting the frame would be, if I am…let’s say that I am going to be holding a webinar or have some type of marketing video that is going to cover the “good ole boys” club conspiracy, one thing I might say in one line that I really like is this webinar training, “is only for people who truly believe that they deserve to be told the truth.” So if you don’t fit to that category then it’s not probably isn’t for you.
So, like movies use this in Hollywood, if you go and you watch a movie, the little green screen that comes up before the preview, it’s always says, “The following preview has been approved for all audiences.” You’ll notice that, the word preview and all audiences is in bigger and bolder font than the rest of the sentence. So everyone watching is going crap, we’re subconsciously thinking, “Okay, we are all audiences so better we watch this.”
And then like later on the racier Rated-R films, the previous will say, “The following preview has been approved for appropriate audiences,” you will notice that no one get up and says, “Oh, my gosh, we are not appropriate so we better get up and leave!” No one gets up and leaves. Okay, everyone is looking that I am appropriate; I am mature enough for this. It doesn’t say something like, “Don’t watch this if you are under 13.” So typically you always want to set frames that people want to live up to rather than tell someone not to do something.
Nathan: Okay, so I am not going to tell a realtor like a female, let’s say, like the female soccer mom types of realtor that are a total pain in the ass. They find ways to kill the deal because they think everything is illegal and need eight billion disclosures and though the buyer’s agent on your deal. Okay, if you tell her, “Could you stop being a pain in the ass, so that we can just close this deal,” she is going to be a bigger pain in the ass.
But if you say, “What’s your name. Oh, yeah, yeah. Someone was just telling me about you. I heard that you really knew your stuff. Well, I am really looking forward to working with you because I can already tell that you really know your stuff.” Now you are sitting a frame to where… she pretty much can’t be a pain in the ass.
If you tell someone not to do something, they are typically want to do it even more. In the early ’80s, the anti-drug commercials that come out that say “Don’t do drugs. This is your brain on drugs. They did a study that actually when those commercials came out, more kids has started smoking pot, okay. They had the opposite effect.
In the Bible, when Jesus, healed the man, in the verb book of Mark, he healed the man’s tongue and then he told, everyone that witnessed it, He said, “Don’t tell anyone about this,” and it says the more they told not to tell anyone the more they spread…it’s Gospel… so I don’t know if He is doing that on purpose or not. Like you decide or you are a judge of that.
So that’s kind of setting the frame so you always use the words like “I only work with smart people” I can tell that you know your stuff, those are frame that you want to setup, you want to inspire people to be better. I use one more example, John F. Kennedy said, “Ask not what your country can do for you, but what you can do for your country’. He didn’t say, “Just stop being such a lazy asshole and just be glad that you live in this country.”
Nathan: Okay, both of those lines, both means the same thing but one is going to cause, rebellion and one is going to inspire you to be better.
Mike: Sure, absolutely.
Nathan: Smashing the power frame, that is the second leg of frame control. Smashing the power frame is basically when you are going up and you are negotiating with people, who are richer, better looking, more powerful, more successful then you are.
So an example would be, the example of when I got the title agent to send me an e-mail introduction to the private lender, we agree to meet for lunch. I have never done a deal before, the private lender has several million dollars in funding. Who has the power frame?
Mike: Right, they do.
Nathan: The private lender. Right, so does he show up at noon, when we agree to meet and agrees to listen to whole my entire presentation, my entire pitch. No. He shows up 20 minutes late, he says that he doesn’t-the clumsy power frame, says, “He doesn’t have time to have lunch but he has a 15 minutes to have a quick drink, so show me what you got?
The last thing you want to do is become very reactive and look like a deer in head lights and say something like, “Okay. Well, that’s no problem, let me show the prospectus, with the deal that I have, that I way need your money for.” Okay. That’s come across as needy.
Mike: Right, absolutely.
Nathan: People don’t trust needy people. So what you want to do is you want to smash that power frame and maintain frame control so you would be very nonreactive and you would say, “Oh, that’s totally cool. It’s not going to take me 15 minutes to explain to you this anyways. I only need 10 minutes of your time.” I can kind of show you on paper what a deal looks like that I run across on a weekly basis, I don’t have anything now that actually need your money for but I do typically run across deals that look like this on a weekly basis.
So I am going to show you what that box look like and you kind of tell me if those are the deals that you need to invest money in it, if not that’s totally fine, may be you kind of tell me, what you are looking for and what you need and maybe I can open up someone in my network that meets that criteria, before we do, let’s make sure we like each other first because I only do business with people I like and from all the good things I have heard about you, I am sure probably the same way. Let me go grab a cup of coffee. Miss, excuse me, I am going to get a cappuccino. Do you want anything, Mike.
I totally just smashed his power frame and took all the power frame away in a very nice way. I said “I’ve got the deals and you don’t,” and if you want access to them you’re going to have to be cool. You’re cool, right?
Mike: I am cool.
Nathan: All right, just want to make sure. There is a book that really goes in depth. The entire book is just on frame control that everyone in here should definitely pick, everyone listening to should definitely pickup. It’s called Pitch Anything by Oran Klaff.
Mike: I thought…I knew this sound familiar. I was like this is something I read recently, that’s what it is.
Nathan: You should definitely interview that guy. You should probably try to line him up if you can. But that guy literally raises like $20 million for companies and that all he does. So if you really into like raising money like this is really, it’s a really, really good book on just that aspect.
Mike: Cool man. Why don’t we go over one more? We are running out of time here but this is good stuff? Can we go over one more?
Nathan: Sure, Sure. The credibility and popularity a lot of this stuff overlaps. It’s the hardest thing to manufacture but the more credibility that you have, the higher your frame is so the less language patterns, NLP and frame control you have to even use.
Okay, so an example of increase your credibility would be like, if you had a four-year college degree, you have more credibility. If you have your real estate license, you have more credibility and in certain situations you have law degree, you’d have more credibility but those are just credentials on paper. Okay, so it’s just like on leg of credibility and there are seven different things.
So literally the people that are going to college right now and getting a four-year degree, the only thing they are focusing on in just the degree. They forget about everything else because they have like these, college blinders on so it’s like makes it probably for 128th of all of the variables that are going to get you into the “good ole boys” club and ultimately get you the job and career that you want, okay. But there are few other ways to manufacture credibility.
So one way is something you are already doing is you start a podcast. You start a real estate podcast. Guys, just so you know, Mike makes no money from the actual podcast. The actual podcast itself from publishing the podcast and interviewing people like me and interviewing other investors, it doesn’t like do anything for him.
However, gives him lot of credibility to build the following and if I were just going to do the real estate locally and that’s all I wanted to do, I didn’t want to be some national guru. I would still start a podcast and the first thing I would do, would start to the interview people locally.
So find the guy that’s the biggest REO agent and tell him that you want to interview him for your podcast and that’s going to go on your blog. Now you are not calling like every other douche bag and asking him to that you want, first looks on all of his REOs before they hit the MLS. You’re having the reason to call him okay. You’re saying, “Hey I want to interview. See that you’re obviously mover and shaker and you are doing ROS, I want to interview you and talk to you about the whole REO game.”
Now you are feeding on his “ego” and this is the first entry door to infiltrating his “good ole boys” club. And Mike, without even realizing you probably did. I don’t know how much, to what degree, this is what the 190th episodes or how many…?
Mike: Almost, I don’t know what it is, it’s, 188, this should be episode 188.
Nathan: Should that mean before me there was a 187 other people that you’ve interviewed, that you didn’t have relationships with before or maybe you did but now they have been strengthened because you had a reason, to call them and endorse them and let them talk about how awesome they are. So who knows what that would lead to, that increases your credibility substantially.
And all of the people that go to FlipNerd.com and they go on the opt-in to get on your list, that increases your popularity, okay. So that makes your frame higher and it makes it very easy to infiltrate the “good ole boys” club.
So an example is when I start actively, really aggressively finishing my book and building my following, the first thing I am going to do is, I am going to start a podcast and I am going to start interviewing authors that has a similar following that people that want to buy my book, would buy. Okay, so talk about whatever as a way to get my foot in the door with them so that when my book launches, I have a relationship with them so that I can retail and ask them to give me a third-party endorsement on my book.
The other thing is you always want to have, what I call “credibility tunnel vision.” So whatever you are working on now, you want to ask yourself, “Is this going to give me credibility to work on whatever the next thing I am going be doing is?” I am not the same type of person that can do the same thing for 30 years.
Nathan: Okay. Most entrepreneurs aren’t. But I always knew that, okay I am going to work on flipping real estate and this will give me credibility so that when I want to teach people how to flip real estate, I can do that. And that when I start teaching people how to flip real estate, I can use that as credibility to become a marketing expert, to start giving marketing consulting to individuals that want to start a following or to companies that want to increase their sales.
And then when I do that, I can use that as credibility for different stories about how I infiltrated the corporate business consulting “good ole boys” club and use that to write my book. And once I have write my book and I launch it and I use all of these strategies to launch the book, to make it a New York Times number one best seller, I can use that as credibility to do higher and bigger consulting deals with more companies and to sit on their board and meet four times a year and get paid $250,000 a year for essentially just coming up with the ideas.
Okay, always got to be thinking one, two, or three steps ahead as to what you are going to be as your credibility for because it’s not just something you can really fake. You can kind of fake it but the credibility and popularity aspect of infiltrating the “good old boys” club, is something that happens organically over time but if you are not aware of it, you may be spinning your wheels working on something that’s not, you are not going to build the monetize late on in life.
Mike: Awesome, Nathan to clarify of the stuff is going to be in your book, that’s coming out next week, right?
Nathan: That’s a thing, is just like writing a thing and publishing it, really isn’t going to do anything. You have to spend a good year, building the following to launch the book so that you’re getting following to endorse that on the Facebook and getting other prominent thought leaders to launch it.
Right now, my “good ole boys” network is in the real estate space. I know just about everyone but this book would be sold to people that want to do an MLM, or people that want to be a real estate investor. People that want to be online marketer, people that want to get a high-paying job, people that want to be some type of entrepreneur. People that want to raise money for a business, people that want to raise money and start a non-profit or a ministry.
It’s a much broader market and there are different pockets and there are so many other networks that I don’t have access to yet, to be able to sell 50,000 copies in a week. Because that’s going to take to get to New York Times number one. So if I going to do it, I’m not going to do it how fast, I want to do it right. And use all the same strategies in the book, to launch the book and document the entire thing online so people who actually able to tell whether I’m full of it or not.
So it’s like if anyone says, “Oh, it’s the only reason you’re New York Times best seller was because you knew this guy, this guy and this guy. You got them all to endorse your book.” And my answer is, “Yes, exactly.” That’s kind of a point, that’s what we’re teaching in the book. So the sooner you accept that and do the same thing as I’m doing, the sooner you will be able to get whatever you want.
Mike: That’s right.
Nathan: So, the once we breakdown all these seven things then, I’m sure you had to come up with your evil master plan, as I call it and basically break down and figure it out, “Okay, what is it that I want. Who are the “good ole boys”‘ that can make this happen,” and then break it down into phases…phase 1, phase 2, phase 3, phase 4 to infiltrating that club so ultimately I get what I want.
Mike: Yeah. Awesome, awesome. Unfortunately we don’t have the time to cover all seven ways, so go over them again because you said it really fast. Third-party endorsement is number one.
Nathan: Third-party endorsement to which basically not talking for yourself. Frame control is a difference in language patterns that you can use to give yourself more power. Likability and does not necessarily mean just getting everyone to like you. It’s actually getting certain people not to like you, so that the other people love you, lovability. Your appearance, what you look like, there is variables to this, depending on what “good ole boys” club you want to infiltrate. Credibility, popularity, and the ability to tell good stories and be a good story teller.
So that’s another good one, like, everything I’ve been really talking about, I’ve been telling in stories so that your audience understands what I’m talking about. The Homer vendetta, the “good ole boys” club conspiracy I have used stories to get my point across, and the better communicator that you are and the better you can get people to understand what it is you do, the more affective and more influence you have.
Mike: Right, right. Awesome. Well Nathan, thanks for your time and thanks for sharing some of the strategies, they’re great. Why don’t you to share another minute just to kind a talk about the importance of this, as you know, my community is most the real estate investors, lot of people are listening here. How the importance of applying these things is often the difference between successes or not being success, I mean very often. So just kind of may just apply that, give kind of a summary there?
Nathan: Basically there is a real estate “good ole boys”‘ club and it is absolutely real and the difference between the people that close one deal and just through luck or hard work as we call it, and closing several deals every week or every single month with very little effort is the people that have the networks, the people that are in that club, that’s it.
Once you do that and it’s not going to happen right away. You’re going to spend a good six months to a year doing this. Sometimes you may get luck and may have a right away. But once you’re in that club, then the sky is the limit. You are the guy that closes a thousand deals a year, which I know you know a lot of people like that. And you are the guy that gets to the next level writing the book, coming out with a program that teaches people how you did that.
And you may not want to do that, that’s fine, man, want to stay in the real estate, that’s okay. That’s really mastering what I’m talking about, once you aware of it then really you can go and do anything. You don’t have to just be in the real estate box, as I call, you can absolutely do anything.
Mike: Awesome, awesome. Well, Nathan, if folks want to learn more about you and some of the stuff you are working on, where would they go?
Nathan: They go to leopardpill.com.
Nathan: Leopardpill.com, that’s my blog and as stuff progresses, I’ll be updating that so you can check it out.
Mike: Awesome. We’ll add the link down below the video here, thanks so much for joining us, my friend. It is really good stuff and I hope the people stay tuned for your book, but just…there is lot of other books that talk about some of the same things and really just kind of focus on becoming a master networker ultimately, right?
Mike: Awesome. Awesome. Thanks for your time, my friend.
Nathan: All right, thanks.
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