Yo…Freedom Fighters! Welcome back for another episode, where I interview sales legend John Martinez. Few have done as much to help real estate investors build more profitable businesses than John. Today we talk about the future of real estate investing, as it pertains to lead generation and conversion of leads. You know…the stuff that actually makes you money! It’s powerful stuff, and if you do a single thing today to improve your business….it should be to WATCH THIS EPISODE! Get your notebook ready!

Highlights of this show

  • Meet John Martinez, industry leading sales trainer.
  • Learn why “more leads” isn’t the answer to your business.
  • Join our conversation in the importance of “lead conversion”, and tips for you to improve.
  • Learn why the future of real estate investing centers around long term relationship building.

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Listen to the Audio Version of this Episode

FlipNerd Show Transcript:

Mike: Welcome to “Real Estate Investing Secrets.” We are all looking for freedom and the opportunity to live better and more fulfilling lives. But most of us were trained our entire lives to work for someone else and chase their dreams. How can we use real estate investing as a vehicle to achieve financial freedom? My life is dedicated to answering your real estate investing questions, and helping you build an investing business that allows you to change your life and the world around you, and to enable you to turn your dreams of financial freedom into a reality. My name is Mike Hambright from FlipNerd.com and your questions get answered here on the “Real Estate Investing Secrets” show.
What’s up, freedom fighters. Hey, welcome back for another episode. This is actually episode number 462, and we’re with the legendary John Martinez today. John is a good buddy of mine. He’s a member of our Investor Fuel Mastermind, one of our founding members, actually. And John and I have built up a pretty good relationship. We have a lot of . . . I think, I have a lot of respect for John and I hope he has some respect . . . I don’t know if I have to request that you have a lot of respect for me. But hopefully, there’s some level of respect there.
But, you know, there’s a few people in this industry that are really leaders and have helped to move the industry forward, and John is one of those guys. So I’m really excited to have him on the show today. John, how are you doing, buddy?
John: Man, I’m good. I think life could not be better.
Mike: Good. Good. And at the time we are recording this, just to kind of be transparent here, by the time this gets released, we’ll be back from Investor Fuel, but you and I are going to be leaving here in just a few days to go out to Salt Lake City for our next meeting. And I’m pretty excited about it. We’re honestly going to have about 130, 140 people out there next week, so looking forward to that.
So one of the things that we were talking about today, John and I were catching up a little bit before the show here. And John has spent a lot of effort, and we have at FlipNerd too, really what we call kind of info-marketing, marketing information, sharing content online. Obviously, this show is proof of the kind of content we’ve been creating, and we’ve been doing this for five years. And so, we’ve kind of had this discussion about how online marketers are probably generally a couple of years ahead of real estate investor marketers. And that’s what we are going to talk about today is really kind of where your marketing should go as a real estate investor, and some things you need to think about that you maybe haven’t been thinking about up until now. And so we’re going to dive into that. Sound to you, John?
John: Man, I love that stuff. Yeah, absolutely.
Mike: Yeah. Yeah. Well, I think people are going to get some real value. So if you’re listening to this show right now, and you’re like, “Hey, I’ve got to go into a doctor’s appointment,” you may want to reschedule that doctor’s appointment. This is going to be good. Unless it’s a serious situation now. Kind of joking there. But it’s going to be good. You want to listen up.
So, John, we were talking beforehand . . . why don’t you go ahead and maybe introduce yourself for those that . . . if there’s anybody listening to this, if somebody doesn’t know who you are, go ahead and tell them who you are.
John: Yeah. So I’m almost two decades now basically in sales just climbed the corporate ladder for many of those years. About five or so years ago, maybe coming up on six now, I made the leap into opening my own business, and just doing the one thing about all the sales stuff that I had done in my past that I really enjoyed, which was sales training. So for the last five years, I’ve been strictly sales training. Before that, built two group sales teams, working in corporate America. And for about the last four years, real estate investment just kind of swallowed up my business. There was a need there, I love the industry, so all I’ve been doing is training investors and their teams for about four years on how to, you know, turn more of their leads into deals, really.
Mike: Yep, yep. Awesome. And that’s what we’re going to talk about today, right? Is I think historically, and, you know, I mean, you know, sales guys, I’m kind of using some air quotes here. Sales guys as much as any, like the average sales person thinks that the answer to everything is more leads, right?
John: Yeah
Mike: Historically. And we know that that, you know, more leads is not a bad thing. But that’s not necessarily . . . if you’re a real estate investor and you’re listening to this, you know how hard it is to generate good leads. And so the question is, how do you squeeze more juice out of that fruit you already have, right? So what we’re really kind of talking about today is what we refer to as lead conversion, improving your lead conversion. And I think that, you know, John has been teaching for years at his boot camps about how to use your sales skills to convert more people, to help more people, right? And we’ll talk about that a little bit today.
But really what we’re going to talk about is some things you can do in your content and how you talk to people that are not necessarily sales tactics, they’re more marketing tactics really, of how to build trust and build relationships with people. So, John, you want to share your thoughts a little bit on kind of high level. Don’t steal my thunder for the rest of the show, but just maybe kind of high level what conversion kind of means to you.
John: Yeah, I mean conversion is just, you know, marketing is finding someone who’s interested maybe in what you got. And conversion is converting them to a client of some sort. So, you know, my core business is the sales training part, which is a part of the conversion process, right? Like, the lead comes in and you’re actually talking to a seller over the phone or face-to-face, like we really focus on that conversation. Like, once we’re talking to them, can we convert them into a deal? But the truth of the matter is is there’s all kinds of stuff you can do before that conversation. And there’s all kinds of stuff you can do after that conversation that should increase the conversion rates overall.
Mike: Yep. Yep. And we talked about, you know, you and I both know let’s be honest, I say this to our students all the time is a lot of people that we end up buying houses from they should have called us many years ago, sometimes a few decades ago, right? Like the issue that they’re having, not always, but the issue that they are having sometimes, fairly often in this industry, has been going on for a long, long time. Like, they just got to the realization. And so there’s this idea of whether the person even knows that they have a problem and that we’re a potential solution for their problem.
And sometimes it’s like, you know, I was joking with you, John, before you’ve given this joke about your wife, Amanda, and how you had to . . . how it took her a while to say “Yes,” to you, right? And so it’s the same thing for sellers, right? Sometimes they don’t really know that they want you or need you. But if you’re around them, and you’re adding value, and you just seem to be there whenever the time is right, then you’re more likely to be the one that they pick, right?
John: Right. Right.
Mike: Yeah.
John: You know, it’s like . . . one of my favorite shows is “Shark Tank.” I think probably everyone who watches your show probably also watches that show because it’s an entrepreneurial type of discussion and culture. So one thing I always hear them say is they get kind of scared when they’re talking to some type of business owner and they go, “Oh, shoot, that’s going to be a tough one because we’ve got to educate the public first.”
But I think that’s the missing piece in real estate is the investors are kind of jumping into the whole conversion process and the lead generation process so late in the game where the home sellers already educated themselves. And I think that the future of lead gen in this space is the investors who figure out, “How do I get . . . how do I educate? How do I get on the front end of this thing, and find sellers that,” like you said, “don’t even know, you know, that they have a major problem yet, what the problem can lead to, what the solutions are, or what the options are?”
I think the investors who get on the front end of that, you know, like you said, a year, or 5 years, or 10 years before they are used to come to us, I think that’s like the Holy Grail of the next five years of real estate investing.
Mike: Yeah, absolutely. Yeah, it’s kind of this what we call these two things are like problem aware and solution aware, right? So once they are aware of the problem, they’re more likely to be aware of who the solution is. But if you can catch them before they’re aware they have a problem and they’re like, “Well, if I have that problem, I know who I would go to. That person that has added some value to me, I know they’re there, right?”
But marketers, us as real estate investors, we’re not usually advertising to the people that aren’t even aware they have a problem yet or kind of early on in the cycle. But you’re right, once they know, man, I’m going to have to do something about this house. Or when mom dies, I’m going to have to do something. Like, once they know, they start seeking out solutions. And the problem is is then you’re heavily competing with everybody else that’s after them, right?
Once mom dies and files probate, then they get hit with 100 letters on the same day, right? But if you could brand yourself in a way to where you know, you know, who knows when you start marketing when, “Well, we saw that mom was sick or whatever.” But further in the cycle, they can say, “Boy, when mom dies, I’m going to contact that guy or that girl because I know they’re the right fit for us.”
John: Yeah, you know what’s like? It’s like every town I’ve ever been to has like one or two lawyers that like everybody knows. Like, it may be a criminal defense lawyer or a malpractice lawyer. But like, we’ve got two here and every town I’ve ever been to like they’re always, “That’s the guy or the girl,” right? They’re always running commercials. And like, “Hey, if I ever had that problem, that’s who I’m going to.” That’s what’s it’s like, right?
Mike: Yeah.
John: It’s like I know the two lawyers in my town and I don’t think twice about them. But I know in the back of my head, “Hey, if I ever have a medical malpractice thing or I need criminal defense like I already know those are the guys I’m going to.” The same thing with real estate, like how do you become that person?
Mike: Right. Right. Yep. So we kind of call that nurturing, right? Like you start to build the relationship on and nurture it. And when you talk to people, like talk a little bit about the marketing piece, because you’re not saying, “Have a house sell?” You’re just like, maybe you’re doing more like case studies about something happened or kind of talk about how you talk to that potential future seller differently early on in the cycle versus . . . as real estate investors, you know, most of us have been taught to just beat them over the head. Need to sell fast? Need cash? Need this? Like we can do it today. But it’s like that’s not the message, right?
John: No, no, that’s not the message. Let me try to think about this for a second. So yeah. So let’s think about how marketing goes typically today in real estate. So typically, you’re pulling a list of people who are likely to already be distressed, right? It’s usually what kicks off everything. and who’s likely to be . . . whether those PPC or mailers or whatever . . .
Mike: They’re already problem aware. There are aware they have a problem.
John: Or cold call them. Yeah. So what you got to do is take a step back and go, “How did they get to that point? Like, what was the progression of things that that led them there?” And that’s where you want to start the conversation, right, if we want to start building the audience. So, you know if I was spit balling and I wanted to start, you know, marketing is nothing but a bunch of, you know, educated guesses, and you keep testing and then the data tells you where to go.
So if I was going to make an educated guess to go, where am I going to start? It would be around probably something like simple home repair, right? Or aging family members stuff like that. And I just start putting out some content about, “Hey, this is going to happen to all of us. If you’ve got a leaky faucet, let me give you some, you know, a couple people who I recommend in the area to fix it. Also here is a fix for yourself. Occasionally, you know, you want to get on top of these things because over time, if you don’t take care of them, they can get out of control.” And you’re already starting to build that foundation for if they ever do get to the point of out of control, I also have another solution for you, right? So you’re building that list on the front end. And I think that’s really where you want to get ahead of it
Mike: Sure. Sure. And there’s a lot of buzz, you know, over the past really the past maybe couple years but certainly it’s heating up right now, with how to use social media marketing for home sellers, right? But it’s really hard to target people because you can’t, you know . . . , and if you search in Google like “sell my house now” like Google knows you want to sell your house now and show the sell your house now ad guys, right? Facebook you can’t say . . . you can target people over a certain age, but you can’t say, “Show me the people that are distressed. Show me the guy . . . I want to show this ad to people with cancer,” right? So what’s really working well, if anything, is retargeting, right? People will consume your content and then you can pixel them and you kind of follow them around, right? So talk a little bit about kind of retargeting on Facebook and social media.
John: Well, that’s exactly it, man. I think that’s a huge piece people miss is it’s really, really . . . you know, I’ve had the luxury now of working with some of the best marketers, I think, in the world. And I’ve learned a lot about marketing. And two of the biggest lessons is . . . I guess the biggest lesson is like, we don’t know. We just test a bunch of stuff and the data tells us what’s important and who wants this.
And I think when it come . . . what you’re saying is, you can’t guess like, “Okay, it’s going to be Susie, she’s going to be 45 years old. She lives in Cincinnati.” Like, you can’t target like that. What you have to do is you have to let people opt-in to your marketing themselves, you have to let them self-select. So like what we do is we put out a bunch of videos helpful, value videos, but we’re not asking for a thing. And the reason why we do that is because we just we get the data of who’s interested in it.
And once someone watches it, then we retarget. You know, “Hey, you watched 10 seconds on my video. So I don’t know anything about your demographics. But something says, you know, to me that you’re interested.” Or, “You watched 25%, or 75% or 100% of my video.” So now I start to know, and I’m building my audience off of that.
So instead of me trying to go, “Let’s pull a list, I’m going to create my own audience and shown them the content,” we do the opposite way and you show the content first, and we let people who are interested, say, “Hey, I’m interested.” And then we know who to continue to market to. It’s extremely cheap, it’s easy, and there’s no guesswork. The market tells you who’s interested.
Mike: Yeah, yeah. And you can do . . . and I don’t know if you do this, we do this. I learned a little tip early on. This is like a . . . this sounds like I’m an egomaniac when I say, “I’m about to drop a gold nugget on you.” But and you might be doing this, John. We pixel people. So you guys know, we have coaching, we have other programs, we have our masterminds. We do online marketing because we have products that we use to attract people. And John does, too.
And it’s kind of funny when we’re talking to real estate investors it’s like, “Hey, we’re marketing to you because we want you to be our customers. Of course, if we didn’t think we could add a lot of value to you, we wouldn’t be marketing to you.”
But one thing that we do, this is a little nugget for real estate investors, and again, this is kind of what info-marketers are doing now that a lot of real estate people aren’t is when you retarget people, the default is somebody hits your page, and you retarget them and you start following them around, you can actually . . . you’ll have to Google it, but you can find a delayed pixel. So we don’t pixel people until they’ve been on our page for 20 to 30 seconds, because a lot of people that are clicking around the internet, they click on something, I don’t know what this is, they bounce right out. They basically bounce within seconds. So they never made that connection with me. They won’t remember me when I’m retargeting them because they didn’t consume my content.
But what we tend to do is like it cuts our marketing budget by like half or more by not retargeting the people that never engaged with us. So if they come to our site, they read a few things, they see our brand, they see something there, and they engage with us at least a little bit, even if it’s 20 or 30 seconds, then we retarget them, because we’re not targeting . . . you know, it’s not really retargeting if the people never engaged to you. That’s still just what we can kind of call it really cold traffic, right?
John: Yeah. Yeah. And I think that’s smart. You know, it’s about there’s two sides to that coin. You know, it’s I need to market to the people who I can actually help who we might, you know, have some type of relationship in the future. But the other side of that, which I think you just brought up, a lot of people don’t talk about is how do I make sure I’m not marketing to the wrong people? Because that’s just tons of lost money, lost revenue. You know, just it’s pure expense because you’re never going to get anything out of it.
Mike: Yeah, yeah. Yeah, that little thing I just mentioned there is really kind of what’s happening in direct mail, people are stacking their list and they’re like, “I’m not going to mail to the . . . ” They came up on they have equity or they’re an absentee owner. They came up on some of these broad lists that I mentioned. But when you stack list and like, “Well, do they also have delinquent taxes? Did they recently get divorced? Is there a death in the family?” Like you start to stack all these lists and next thing you know, you’re not mailing to the majority of your data that you have because you have to decide what this means for you. But they don’t have enough pain, right?
John: That’s right.
Mike: Like if you think of each list—probate, tax delinquent, recent divorce, have equity, absentee owner—all those things, every one of those is a motivational flag and you’re like, “If I put all my data together, I want to see the people with four and five flags not one.” And that’s really what I just mentioned on online marketing is kind of the same. They didn’t engage with me. They weren’t that interested. So why would I spend any more money marketing to them?
So I think that truthfully, and I know you’re agree with this is that’s where real estate investors are starting to get smart now, right? We used to just say, “Man, I’m making 20 grand a deal. I don’t care if I spend five.” But when it starts to creep up from five, six, seven, eight to get a deal, you’re like, “Whoa, this is starting to get a little tight here. How can I get smarter about my ad spend,” right?
John: Yeah. But you still got to like the proof is in the data, right? Like, there is such a thing as being . . . when you’re online marketer, there’s such a thing as being too targeted. Because the more targeted you get, what happens is lead cost goes through the roof, because now you’re bidding your budget trying to get your information from a very small group of people. That makes it really expensive. So then you got to walk the line. Like, we want to target, but we don’t want it too wide. Where’s the medium?
Here’s an example. So for us, when we started our marketing, we were thinking like, “Hey, if they watch 100% of a piece of our content, we’re going to show a second. If they watch 100% of that video, we’re going to show them a third video. If they watch 100% of that, we’re going to make an offer like, “Hey, obviously you’re interested. You want to do some business together. Can I help you in any way?”
That was not effective. What we’ve actually dragged it down to is it’s somewhere between 10 second video views and 25 for a second video views are our sweet spot of people who actually turn into customers. So it goes against popular thinking. You know, you would think like, they’re consuming all my content, that’s going to be our customers. But for some reason, people who consume a little and hop out, and we just keep showing them more content to and they go 10 seconds to 25% of a video and bail, those are actually the people who are turning into our customers.
Mike: Yeah, that’s interesting.
John: Yeah, you just put it out there and you got to watch the data. And that’s what marketing is all about, is watching the data. [inaudible 00:18:29].
Mike: Yeah, yeah. That’s awesome. That’s awesome. Well, John, let’s talk a little bit about . . . I want to talk about follow-up and the value . . . obviously, everybody knows we’ve kind of been saying for years, “Hey, the money is in the follow-up,” right?
John: Yeah.
Mike: But specifically, I want to talk about messaging. And on this vein, what we’re talking about here is marketing, right? Building relationship, building trust. Historically, now, what’s happened over the past couple years is people have gotten more savvy in the real estate space and they have some automation, their CRM is sending out text messages and emails and maybe dropping some voice mails.
But more often than not, what’s happened is a lot of these folks are still a little bit behind. What they’re sending out is, “Need to sell your house yet? I can buy it today. Need to sell your house yet? I can buy it today.” Like, we’re just kind of hitting them over the head still and it’s like they may not be ready for that yet. So I think there’s been a movement along with what we’re talking about here is to still kind of provide value to try to build the relationships, not be so aggressive on kind of asking for the next step, is just trying to add value so that they trust you more, right? So can you talk about that a little bit?
John: Yeah, yeah. So it’s definitely a step in the right direction, right? You’re keeping that conversation going? [Moving 00:19:34] price points.
Mike: Right, right.
John: It’s all that kind of stuff. So that’s awesome. So then the next step is once we got that machine, which most people have now, which you mentioned, it’s what’s the best message to be putting in front of them? If you’re just asking, “How about now? How about now? How about now?” People are going to turn that off. And we know that, right? Because you could just think about if you were ever asked out by, you know, somebody or you were doing something with a sales person, if they just called every day and just said, “How about now?” you’d get probably pretty upset.
Mike: Yeah, like blocking the number.
John: And there’s no chance at this point. So you don’t want to do that, obviously. So what do you do? Simple. It’s easier said than done. But the rule is you just got to keep adding value, right? Your interaction can’t just be one-sided, “Are you ready to give me money yet?” Which is basically what most people do. It’s got to be, “Hey, here’s how I’m going to continue to try to help you. Whether we do business or not, and we’ll continue to try to help you and give you stuff you can actually use and benefit from. And by the way, if you ever do get around to the point where you’d like to discuss selling for cash or revisit the offer, let’s chat.” That I think is the right format for the follow-up.
Mike: Yeah, and I know a lot of people struggle with . . . I mean, you’re creating a lot of content now. We’ve been creating a lot of content for a long time at FlipNerd. And I know a lot of what you’re doing now and I’m doing more and more of and what, you know, there’s a little bit of a movement to what I call like kind of more native content, right? You’re just like you’re in your car talking about things.
And what I found is a lot of real estate investors they might see guys like you or me, and like, “Oh, it’s easy for you guys because . . . ” You know, people will think I’m in a studio here. I mean, I’m not going to show you guys my office, but I’m at a desk with a $70 webcam, and I have a nice microphone, a couple of hundred dollar microphone. And literally, I’m on a PC. Like, this isn’t like a studio. I don’t any mixing boards here. Like, we’re using Zoom that you could get for, I don’t even know, it’s not that expensive.
And so I have done 500 shows like this. So it maybe it feels like I have a leg up, but I don’t, really. And I think it’s so easy to create content with this, right? Just go somewhere, you want the sound quality to be good. You don’t want to be all shaky, but there’s things you can do to help with that. But my point is trying to give tips to real estate investors to say, “Just be yourself. You don’t have to be this big, shiny brand.” Like, people resonate with you as a real estate investor. Just be yourself and you can tell a story. You could be walking through a house like, “Hey, I’m at a house that we just purchased from Maria.” You know, you probably don’t want to give away anybody’s real name. And she was in a situation where her mom went to assisted living. And I just want to tell you about this. If you ever find yourself in that situation, or you know anybody in that situation, here’s how we helped her and here’s how we can help them, too.
Will kind of talk about that a little bit, John, about just kind of using really what you do in business every day as a real estate investor as your stage, your platform for showing other people how you can help them?
John: Yeah, I mean, that’s the easiest way to produce content is you just document what you’re already doing, right. If you’re out there every day buying houses and helping people, then document it, right. Like, you don’t have to tell people like, “This is what I do.” You could just show them. And you don’t have to think about scripting or anything like that. Just like you said, you just kind of document your day.
You know, maybe it’s someone who helped, maybe it’s someone you wish you would have helped, I wish I could, I don’t know what I did wrong. They’re in a bad spot and I know I could help them out. But this is sometimes where we end up or whatever it is. Or it could be the opposite. Like, “Hey, they called for my help. These are not the type . . . I can’t help with this situation. There’s actually a better way to go if you’re in this situation. This is actually the way out and don’t call me. You need to go this way. This is what’s best for you,” right? Document all that stuff, not just the victories but the losses. Just like authentically help people, and to be authentic. That’s what sells today. The bright, the shiny, the overproduced doesn’t. And I know because I’ve tried it. And we tested it.
Mike: Me too. Me too.
John: And the studio stuff that’s highly edited and it’s like people just thumbs down, don’t watch it. Then, you know, it’s the worst quality video and audio with just some random thoughts I have with some ums and uhs, but I just wanted to get it out, that gets the most traction, gets [inaudible 00:23:45].
Mike: It’s the most real, right? Fortunately, it’s the easiest to create and it’s the most real. People want to work with real people that they like and trust. And it’s funny we were clearing out our . . . we’re kind of . . . our office has gotten kind of cluttered. We have this back room where we have a bunch of stuff. And we literally have these big green screens and like black screens and white screens. And like, I haven’t used them in years, but I’m like, I’ve been kind of toting them around when we move from office to office. I was like, “Man, we just need to throw that away.” Like, it’s such a hassle to do that. Like, I’m never going to do it. I want to use my cell phone. I want to use a webcam. I want to, you know, be real. And in the process, it’s got to be easy. Otherwise, we don’t do any of it, right?
John: Yeah. And I think the biggest thing that gets in the way is ego, at least that’s how it was for me. Because it was like, I want to control . . . it’s like a social media thing, right? Like, everyone is, “Nope, nope. You know, this is common knowledge.” It’s like people have a real life and it’s like, well, what you put on social media is like your social media persona, right?
And I think people are just so focused on controlling image that they’re scared to make any content. What if it doesn’t come out right? What if my thoughts aren’t put together just how I’d like them to be put together? What if someone doesn’t like what I say and they post, “Hey, you’re a jerk.” And I think that’s the biggest thing people overthink it. And it’s that ego that keeps us from putting anything out there. Which is the funny thing is when you do have those mistakes, when you do mess up, when you do admit your failures, that again, is what bonds us with other people, because they go, “Oh, you’re not some bright, shiny object,” like this totally different type of human being. Like, “Oh, you’re just like me. Okay, I can listen to you. I can relate to you.”
So it’s funny. The things that were scared of is what actually bonds us to people the most.
Mike: Yeah. And John, I’m calling you out a little bit, but I know you’ve been pretty open about it, at least in our meetings and places where we’ve been. I don’t know if you’ve ever shared this on social media, you probably have, but you’re naturally . . . most people were kind of surprised by it, but you’re not that comfortable on camera or talking in front of people.
John:No.
Mike:I mean, when people come to your trainings, they’re like, “What? That’s, that’s crazy.” But I know . . . and I just want to kind of give some value to people that are listening, like if you’re uncomfortable with that, you’re like nobody wants to see me, or I’m going to say something stupid or whatever, and maybe just give people some guidance on how to be real and how you kind of got over that fear that you had, I guess.
John: Yeah, so a few different ways. I’ll just share what works for me, because I am that way. Like people who come to our boot camps and our training and stuff, like I’m out the second it ends. And like I come to your mastermind and I love your mastermind, Mike, but the second it’s over, I’m in my room.
Mike:You’re gone, man.
John:That’s how I roll. Because there’s a lot of value in the meeting so I love to go to them. But the social stuff like I’m just not comfortable with it.
So what got me over that is, you know, I kind of went through a progression. Number one is I stopped reviewing any of our content, right? I was like, you know, I might mess it up. I don’t even know what’s going on in the background. I don’t care. I’m going one-and-done, I’m going to put it out there. So that was the first thing I did. Because what I would do in the beginning is I’d record something, I’d watch it and it’s never going to be good enough. You will never like it, right? So you just do it and put it out there.
The second thing is, you just got to do a lot of it. The more you do of it, like anything else in the world, the more comfortable you get. And then my other guess big trick, if you want to call it a trick, is I always try to distract myself. It’s the same thing I did, you know, when I took a lot of our sales calls. I mean, I’ve been in sales for years. My favorite place to take a sales call was from the car, because while I was driving, I was so focused on other stuff that I could kind of be myself, not overthink things, it was just so much smoother.
So I did the same thing when we produced content. If I’m driving to go take my kids somewhere or pick them up from a practice or go to the grocery store, that’s where I’ll usually . . . I just email myself throughout the day, “Oh, I just had a great idea I’d love to share with people.” Next time I’m in the car, I’ll hold my cell phone, I’ll put it in a holder, I’ll do a Facebook Live and I’ll just I’ll do it. And I love doing the Facebook Live because that’s another thing that prevents me from reviewing. It’s like it’s live.
Mike: Right. It’s out there now. It’s done. Yeah.
John: There’s no going back and I can’t bail out in the middle. Or I can’t be like, “Oh, that wasn’t a good sentence. I’m going to turn this off and start over.” So those are the things that force . . . So I do it in the car. So I’m not thinking about it. I do Facebook Live, so it forces me to continue to one, take it. And then what I do is if there’s a lot of people really like the Facebook Live, that tells me this is good content, I’ll boost it. I’ll download it, I’ll show it to more people, I’ll put it in some of our marketing.
Mike: Yeah, that’s awesome.
John: It’s really not too difficult.
Mike: Yeah, absolutely. John, if folks want to learn more about you and what you’re working on, you have tremendous value. I know you have a Facebook group that is high value. Everybody, every chance we get, we send people, “You’ve got to be a part of this group.” Tell us the name of that group, and then tell us where they go. I know you have a few times a year you do sales boot camps, training camps, which I’ve been to, they’re, you know, high, high value. But maybe tell us a couple of these links or places we can go.
John: Yeah, so our Facebook group is the REI Sales Academy, so just search that. And then my wife will . . . after that comes in and you have to be approved, so my wife will stalk you a little bit to make sure you’re legit and not just there to sell a bunch of stuff, actually provide value and participate, then will approve you and you’re in. It’s a really cool group. And then midwestrev.com it’s our website. So our online training stuff is on there. We do boot camp two to three times a year. The information about whenever the next one is, is always going to be on there. There’s places on there to get additional training for free and stuff like that. So that’s kind of central hub to find all the stuff we’re doing is midwestrev.com.
Mike: Awesome. Awesome. We will have the links down below if you guys heard this and you couldn’t write it down, we’ll have it on flipnerd.com in the show notes. John, man, good stuff. I appreciate you spending some time with us today.
John: Yeah, I always fun, Mike.
Mike:Yeah. Hey everybody, this is episode number 462. If you haven’t already subscribed to us on iTunes, Stitcher Radio, Google Play, YouTube, anywhere where you’re watching or listening to this right now, we’d love for you to maybe show us a little love if you got some value out of today’s show, and subscribe to us even just click the Share button and share it on social media with your network.
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