Episode Transcript
Speaker 0 00:00:01 Hey everyone. And welcome to the more to life real estate investing podcast. I'm your host. And my name is Adrian Penoza. I'm a former police detective of 21 years turned real estate entrepreneur. Each episode we bring to you an incredible guest. Who's got undeniable experience in the real estate investing world to help you get more to life through the power of real estate investing. So if you enjoy listening to our podcast and our show, please, please don't forget to subscribe, rate and review our podcast. As it helped small podcasts like ours, continue to provide our audience with some incredible value and knowledge. So now let's get right into our next episode. Hey everyone, it's Adrian. Penoza here with the mortal to life real estate investing podcast, where we help you get more life. So you can start living your dreams through the power of real estate investing.
Speaker 0 00:01:10 So anyways, we're on episode number 40 everyone. Super, super excited today here, before I introduced this person, I actually saw, um, our guest, uh, live at the multifamily conference, uh, a few months ago and I was really, really impressed with everything to do with him. So I, I begged him to come on our show and, uh, he finally accepted. So I'm super grateful, but uh, never the last, let me introduce this gentleman. Our guest today is David Greenspan. David has been in the real estate space for over 15 years, helping realtors with their marketing needs. He is the co-founder and VP of kits. Keep in touch systems, a powerful marketing system for the real estate industry. This has provided him with the opportunity over tens of thousands of conversations to listen and learn about the various issues and challenges. Realtors are faced every day. And this is how Mindshare 1 0 1 was created as founder and CEO of Mindshare 1 0 1. David focuses his days on providing true value to the real estate industry, helping realtors bridge the gap between their online and their offline marketing to achieve a higher ROI on every marketing dollar spec David's mission is to help realtors build mind share, which is creating a top of mind, intuitive instinctive reaction. So when people think real estate, they think of your name, putting you in the right place at the right time. David, my honor, and priv privilege. Welcome to our show,
Speaker 1 00:03:02 Adrian. Thank you. I appreciate, uh, you reaching out and inviting me to be here and it's, uh, it's a pleasure.
Speaker 0 00:03:07 Cheers, man. I I'm excited. Like I said, uh, I, I saw you live on stage there a few months back and, uh, you are an awesome speaker, uh, obviously a very successful, um, entrepreneur to boot, but I thought this is the guy people need to listen to. So
Speaker 1 00:03:25 Well, I thank you for that. Appreciate the, uh, the kind words for sure.
Speaker 0 00:03:29 Yeah. So David, um, for those of us who are not super familiar with you, um, tell us about the start of your journey and I guess the hurdles and experiences along the way, sort of speak starting through, I guess, education, I guess, way back at Seneca college on and on and on.
Speaker 1 00:03:48 Wow. You know, I, I don't know if I'm aging myself at this point now when we go way back and I'd like to believe that that was almost like just, you know, yesterday that we were there, but, uh, as I do look at, it's probably about 20 years removed now. Yeah. Uh, and over the time we we've, uh, we've certainly had a lot of fun, um, some great successes and, uh, you know, the grind continues on a daily basis. And I think that that's probably a misconception that many people have is that there's gonna be a moment where business is just gonna start to roll and it's just gonna start to happen. Um, and I, I, I do believe that those moments happen much the same though, if we're not putting in the effort, the results don't happen. Um, so here we are today, you know, probably about 20 years removed from, uh, from going to school and the education around marketing.
Speaker 1 00:04:29 Um, and, and we are fortunate to have two very successful companies. Now, all that said, if we do rewind in time, grew up in a, uh, real estate world. Father was a broker owner for the first 20 years of my life. Uh, he transitioned at some point, he got into the marketing advertising space, um, natural progression, kind of following what dad's doing and sort of looking at what he's up to. There was a good interest in these topics. Um, you know, in the time through college, I was actually building custom houses. Uh, so we were building some, some beautiful homes, uh, just an amazing to, you know, be a big kid in a, in a, in a big sandbox with real toy trucks and, you know, all the excavators and the machines, but in that same moment though, going to school and studying marketing, um, fast forwarding through that and spending all sorts of time of learning about marketing, it was, you know, getting out of that and the natural progression through the idea of real estate took us into opening up a marketing company that really serves the real estate industry.
Speaker 1 00:05:22 And so this is where kits was born. Keep in touch systems, uh, with a mission to help realtors go out there and build mind, share with their most important audience to go out and BR, uh, build their brands up to go out and build up what they've got in terms of who they are and why people should work with them. And, and, you know, really answering the big question of like, why you, and I think that that's a big thing that most people need to think about, especially the entrepreneurs turned into this right now, your business and whatever you are doing, how do people see you? What kind of perception is out there about you, why you versus somebody else. And so through the kit system, what we were able to do was put together a, a sort of multifaceted approach, a number of different tools that we were able to get, you know, help realtors get out and leverage to, again, mark themselves, build out their brand and have people understand who they are, but also answer that question of why you now, you fast forward through that. And that is a, you know, kids is a business that still runs today. Uh, we are very, very fortunate and grateful to have had thousands subscribers to that program. Um, and within that, you know, we get to have a lot of conversations and we get to learn a lot. Mm-hmm <affirmative> and that's what progressed into building mind share and, you know, building up the next level of our business, uh, businesses and opening up our next company called Mindshare 1 0 1.
Speaker 0 00:06:40 Amazing. And how long ago did you start kits? Maybe you mentioned it, but I missed it.
Speaker 1 00:06:45 Yeah. Back in, uh, back in 2006. And it was right about the time where there was this guy, if you've ever heard his name, uh, mark Zuckerberg, sort of this little thing called Facebook. Uh, so we were in business for, uh, for a year and then, uh, oh seven ish, uh, Zuck came out with Facebook and I mean, you know, you go from traditional ways of marketing and getting out there and building brands, um, and all of a sudden you're faced with this brand new platform, this brand new way of communicating this, this, this thing, this bright, shiny object, and nobody really fully understands just yet. And now there's a battle as a company, as a brand of our own to try to build up and continue to do some of these, you know, these different ways that we know work for marketing. Now we've got the bright, shiny object that we're dealing with.
Speaker 1 00:07:26 Um, so I mean, you, you talk about opening up a company and getting into business and finding, you know, what is that bump in the road? What is that road block? What is that thing you gotta get through? Um, for us, it wasn't just building a company for us. It was now battling brand new technology. And, uh, you know, that that's something that we're gonna face forever in any business that we have. There's always gonna be evolution. There's always gonna be new technology. There's always gonna be bright, shiny objects, really coming through and understanding why we're gonna use certain platforms and how they're gonna integrate that's the real goal.
Speaker 0 00:07:55 Right, right. Awesome. So how did kids, I guess, fast forward, how did kids, the, the, the inception of it get to where you are today help you get to where you are today
Speaker 1 00:08:12 When you own your own business, and you're an entrepreneur, you wear a lot of different hats. And one of the many hats that I was wearing was I was my salesperson and, you know, having a very big vested interest in growing my business. Um, I was a hardcore salesperson. I would go out and sell, sell, sell. And I mean, there was times, uh, Adrian, where you'd get together and you'd do presentations and you'd have, you know, 40, 50 people signing up at a time. Yeah. Um, in that time, you start to understand, as you're doing more of them, what are the challenges that your audience is facing and how can you help satisfy or help them deal with that, you know, satisfy that need. Right. And so figuring out the challenges and coming up with solutions started to lend to a lot more education and the education component of it began, well, I've gotta get Adrian to understand why he's gonna be doing these things and what the reason is and what the outcomes can be before I can even sell 'em because he's got all these different objections.
Speaker 1 00:09:06 And quite frankly, from the, the education he took to get into this business, he actually doesn't have a ton of knowledge around marketing, right? So it's kind of following the Joneses, trying to keep up with the Joneses. Well, if we wanna help people be successful, let's help them understand how, why, what, and from there, all of these hardcore sales pitches turned into very educational sessions, which then turned into, you know, be it group sessions, be it live presentations, be it one-to-one conversations, helping people understand the what and why of marketing, rather than just trying to say, Hey, buy what we have to offer. And I mean, that's something else to take away from this right now. Is that anything that you're trying to build? Any business that you've got, anything you're trying to sell the biggest, the best way, the most effective way to get in front of people and make people actually understand how it fits in for them is to dig for their needs.
Speaker 1 00:09:55 It's to understand their motivations, to understand their goals and try to satisfy whatever it is that they're looking for. And once they, you know, you fully understand what they're going through, you present the solution, they may or may not buy, but at least now they fully understand why, how, what, and they can make an informed decision. So a lot of this was let's inform people properly, right? Let's teach them and through the teaching, that's what took us to building Mindshow 1 0 1, Inc, uh, is because we found that obviously through, you know, a lot of the time that we're spending on education and teaching the sales aspect is continuing to grow much the same. We're spending a lot of time educating and, you know, educating people was built out. The next level of our business
Speaker 0 00:10:41 Makes complete sense. Yeah, absolutely. Amazing. Um, in 2005, David, you took your diploma of education marketing administration and got involved in, uh, we talked about kits. I'm, I'm want to get into Mindshare 1 0 1. So how does that align with your mission and values this, this company?
Speaker 1 00:11:05 Yeah, I mean, uh, again, you know, the, the big goal is to help people, period, like four letter word, let's just help people. Um, and in helping people again, understanding that there is a, a big misconception around how to get out there and build a business. If we can educate people around that and really make them understand, you know, systems, processes, um, you know, to me, when you're helping others, it is, it is, you know, we look, we've all heard the term power of reciprocity. We've all heard the term, you know, given you shall receive, but I truly believe and what we really know, you can't give and expect to receive. You just have to genuinely give. And the more you give, Hey, when you do it truly passionately at a giving, that's when you, you receive. But if I give to you to hoping that I'll receive something back, I'm not gonna get what I, what I, as much as maybe I want.
Speaker 1 00:12:00 So when we talk about the values, a big part of what we're doing now is we're just trying to help people understand what to do and how to grow their business. And for me, I mean, again, right off the top of the show, you know, you mentioned about meeting each other at that, at that, uh, that conference. And, and seeing me on stage, you can tell when I'm up there, I have a good time and I have, I really have a good time. I enjoy it to me though. It's not about my feelings of being on the stage as to why I do it. It's not about the nice words that people will speak after the fact to say, Hey, that was great. I enjoyed it. It's about the six months later, when you take what you've learned, you implement it and then maybe, hopefully you come back and you go, Hey, so I get that thing.
Speaker 1 00:12:41 I did those stuff that, you know, the stuff you were talking about, mm-hmm, <affirmative>, it actually worked. And I just wanna say, thank you. And whether it's the word, thank you. Or not. The point is what we're looking for is did you actually take what we taught you and apply it? And when that happens, Adrian, that is powerful stuff. I mean, talk about where do you get the energy to go up there and do that? Where do you get the motivation to do it? It's, it's watching the success stories from so many people that we've been able to work with. So the motivation now is continue to help people. And well, we're gonna be happier. And with happiness comes a whole bunch of other things that, you know, that make you, you know, feel successful and, and enjoy your days. Right? So again, that mission in life, that, that, that motivation there is very much about just making sure that other people are, are growing their successes.
Speaker 0 00:13:23 Amazing. I've heard it so many times, and it's true if you give and you don't expect anything back and you're genuine about it, it, it definitely is ultimate rewarding, for sure. For
Speaker 1 00:13:35 Sure. Sure. And, and, and, you know, there's a lot of people that'll tune into something like this and go, no, no, no, no. I got bills to pay. Okay, cool. I got you. Go and slug go in and hustle. And if you work hard, you're gonna make some money. Mm-hmm <affirmative>. If you focus on the fact that maybe other people have bills to pay, and you're gonna try to help other people do that, depending on what the line of work that you're in is your bills will get paid. So it's, it's, it's a big paradigm shift there that people really need to take in. And, and I mean, that's, you know, that's the bigger part of feeding your brain every single day to understand. I mean, just like everybody who's tuned into this podcast right now, I congratulate every single one of you to tuning in this is food for the brain, right? You find that one little nugget that you can take away today that you can, you can think about a little bit, that you can implement into your world, that you can, you know, that'll help you make a decision on something else. Hey, uh, Adrian and myself are winning. You are winning, everybody's winning
Speaker 0 00:14:23 Bingo. That one nugget could definitely change potentially the next year in the direction you go in, or a typical step of the success in your business. I, I couldn't agree more. Um, and I, and I attributed to those, like, um, obviously my business coach, um, uh, that's helped me tremendously with my business. You know, some people say, is it really worth it? Like you're spending all this money on a coach, first of all, or even like yourself, David it's tax deductible. But even put that aside, if that one nugget can make you or save you 15, 20, $50,000. And it can, because it's, it's happened to me, I'm living proof, you know, one little thing sometimes that my coach has told me, and I, it's kind of a simple thing, but I didn't think of it. I got three deals from it. And there was
Speaker 1 00:15:21 That's the way it goes though. Right? I mean, you think about it, the best athletes in the world, LeBron James, Tom Brady, Connor, McDavid. They all have a coach.
Speaker 0 00:15:35 Yeah.
Speaker 1 00:15:37 The best musicians, artists, you name it. They all have a coach. So when you look at that, you think why I remember having, uh, John Montgomery, do you remember John Montgomery? Yeah.
Speaker 1 00:15:51 John Montgomery was, uh, 2010 Olympics won the, uh, the skeleton walked through the Whistler village with the pint of beer or the, the pitcher of beer. Um, long story short here, we had met on stage one day at an event. We were doing a number of years back and we became friends. Um, and we still keep in touch to this day. And, and I mean, he's the host of amazing race Canada, or was the host of the museum, race Canada, uh, one, you know, gold medals. I had 'em on my show one day and I asked him straight, John, do you still have a coach? I said, you've won gold medals. You've you're on TV. Do you still get a coach? Yeah, absolutely. I get a coach. Why? And just as you said, Adrian, because if I can find that one thing that can make me better, I'm winning, right?
Speaker 1 00:16:32 Same way you asked me off the top before we got on air. Right. Did you take any past education around what you do? Yeah, absolutely. I've even had PE. I remember having one person we were going through when we were doing these, these test runs of stuff. And again, you you're supposed to get like raw feedback from the audience. And the audience is a whole bunch of other speakers and only a dozen of us here down, down in the states of the course and this one girl at the end of it, awesome person. But she says to me, at the end, she goes, why are you here? And I looked at her what? She goes, why are you here? I said, uh, I wanna learn, what do you mean? She says, you don't need to, like, you're amazing at what you do. And again, a very cool thing to hear from people.
Speaker 1 00:17:09 And this is not about me being good at what I do. This is about the fact that regardless of whether you hear from people, whether you know, whether you feel it or not, if you can continue to make yourself better, why wouldn't you? And that's what a coach is gonna bring to the table. They're gonna see something that you don't see. They work with a variety of people. I mean, we talk to people all day long. Yeah. That have hired us to help them. They're going through similar issues. As you may be going through a coach, starts to have this, this, uh, depository of thoughts in their mind and solutions for challenges that they've heard of from other people. Well, if we can help you with that solution, you look and go, you know what? And just like you said it, you know what? Yeah. Oh my God. I never thought of it that way. Bang,
Speaker 0 00:17:50 Bingo,
Speaker 1 00:17:51 Right? Like that. There it is right there. It's all worth it. And I sort of the fact that it's tax deductible and everything else, we've gotta also think to ourselves, this is an investment into you. This is an investment into who you are and who you want to be. And your time spent coaching that time that you invest in it. The learning, the talking, the brainstorming, the action steps, the, the effort, the work you put in the background, all of that needs to have a long term effect. It's not just the time that you're spending with that coach. Be it a month, a call six months, whatever. It's the long term of the rest of your life. And a good coach will help you do that.
Speaker 0 00:18:27 I couldn't agree more. My friend couldn't agree more. I wanna segue into, um, you made the term mind share into a powerful idea that encompasses your business and also your lifestyle. Explain to us what Mindshare means to you and everyone else. What does Mindshare mean to you?
Speaker 1 00:18:52 Can I ask you a question back? Yeah. Okay. And, and you were, you were in the audience with us. So you, you, you might have already been exposed to this, but we're gonna do this for your show here. If I said running shoes, what's the first brand you think of
Speaker 0 00:19:04 Nike?
Speaker 1 00:19:05 What if I said fast food,
Speaker 0 00:19:08 Chinese.
Speaker 1 00:19:10 What's, what's the biggest brand you think of
Speaker 0 00:19:13 McDonald's
Speaker 1 00:19:14 What if I said, soda, pop
Speaker 0 00:19:17 Coke,
Speaker 1 00:19:17 Perfect. Nike Coke. And McDonald's, those are the brands that most 99% of people think of when they hear those products. Why? Because those brands have and continue to build Mindshare. So Mindshare is a top of mind, intuitive instinctive reaction to a product or service. Mindshare is the epi of me, of branding, of communication of you getting out there to prove your value. And ultimately, when somebody thinks of a keynote speaker, I want them to think of David Greenspan. When somebody thinks of a coach, especially in the real estate of mortgage space, I want them to think of David Greenspan. When somebody thinks of marketing, I want you to think of kids, keep in touch systems, see that's what we want. And so now I'm gonna turn that back to everybody that's tuned in and ask you, what is your business? What do you do? Do you sell, do you have something where you want people to come and use your service or buy your product? What is it? And back to the same question, I asked everybody off the top today, why you now, it's a matter of what are you doing to get your message out there? How are you translating your information to get it in front of people across a variety of different channels that they think about you when they think of what it is that you do?
Speaker 1 00:20:41 I think run shoes. I think Nike, how do we get people to think of us? Well, that's the process and the concept around building mind share.
Speaker 0 00:20:50 Amazing. Yeah. You're absolutely right. So, um, this is may maybe a very long answer to a, a, a question. So maybe we can sum it up, but, um, what can businesses, what can business people do today to gain and work on? And maybe this is a coaching session, obviously in itself to gain market share. Like, obviously I think I introduced myself or we did discuss before we went on air, the business that I do. And we joined venture at a very, very high level. Um, obviously creating a very large, uh, portfolio of investment properties. So let's take me for example. And you know, and I know where I have a limited amount of time here. If I were to say to you, David, or just in general terms, what could I do? How do I, how do I capitalize market share in the joint venture multifamily space? And it could be any business, like you said, running shoes to McDonald's to real estate. Is this a quick answer? Or is this a
Speaker 1 00:22:00 Whole, no, this is this <laugh>, this is full on coaching training. This goes here. I'm gonna give you a high level. And something that you can think about is something that everybody tuned in can think about first, really understand what your own offering is. Okay. And, and, and look outside of our brains. The most powerful tool that I believe we all have is this guy right here, a pen don't care, what color your pen is, but I want you to take a pen and put it on paper and write down, write down what it is that you do. Write down what it is that you offer. Write down what that service of that product is. That's the first thing, determine what that is. Offer it. The next thing we're gonna figure, or we're we need to understand is that you've only got two audiences. And again, Adrian, if you've looked over mind, share, you've seen some of this, but I it's important for people to understand you got two audience, you got the people, you know, and you got the people you don't know.
Speaker 1 00:22:58 So we've gotta understand who is our, and we've heard this term before, who is your niche audience? Who is your target market, right? Who is your avatar? These are all, you know, terminologies that we've used to figure out who is the audience. The point is though, figure out who do you deal with now? Who are those people that normally come to you? Uh, you can look at both demographics. Can you look at psychographics? One thing we need to understand though, there's gonna be a group of people that we know. And it's important with that group of people we know to build a contact list. Sounds very simple. And most of us might have when in our phones, but that's not good enough. We've gotta have complete information about every single person that we know and the way I look at it. And it doesn't matter.
Speaker 1 00:23:39 I guess what your business is be, you know, be it service products, whatever. If you're trying to sell something or trying to get people to buy something, whatnot, I'll put it straight. If it would piss you off, if they would've worked with somebody else like a competitor, and didn't go with you and they're not on your list, then that's your fault. Cause the flip side is, if it would piss you off that they would do that, then get them on your list. So now what you're doing is you're building this database of people and you're building an audience of people that are already, you've already broken the ice with know you like you trust you. You have this opportunity to have conversations. You have an opportunity to communicate. You have an opportunity to send the marketing material. You have an opportunity to educate them. They know you like you trust you.
Speaker 1 00:24:20 They're already open to you. The second group, they're total strangers. We don't know who they are. Mm-hmm <affirmative> now it's easy to be able to say, you know, and if we, we talk Canada right now, 36 million people as a population, yes. I would like to deal with all 36 million people. I'd like to take everybody's money if they wanted to give it to me a hundred percent. But is it reality? No. So now let's break it down again. We've already understood from group number one, that psychographic demographics, which is gonna be a little bit more all over the place because they're people that we broken the ice with. But when we get to group number two, the idea with that group is to look and say, well, let's leverage what we know about our psychographics demographics about those people. And let's go after and try to find those people in group.
Speaker 1 00:25:00 Number two, again, the strangers, right? And this is where we can start to inject different marketing strategies into both. So now that we've determined our audiences, now we work into our marketing seven ways to communicate. And as long as we're loving all leveraging all seven channels. Now we're building mind share because it's a mix between our active and our passive touch points, making phone calls, going to see people, texting people. That's stuff that we have to do. You can't automate that stuff. But then we talk about sending a piece of mail, sending, sending an email, being involved on social media, leveraging our websites. That's stuff that can happen in the background. So by putting this machine together, we can go after and build mind, share with both audiences, one and two, leveraging seven different ways to communicate. And now we're building out this strategy to, again, attract more opportunities, long answer to a short question, but the answer can get a hell of a lot longer than that.
Speaker 0 00:26:01 <laugh> well, I was gonna say, and I was kind of kind of touchy whether I should ask it or not. Cuz you could probably spend, I know you can spend hours talking about it over various coaching sessions, um, with your, with your clients and whatnot. But thank you for scraping the surface on that. You mentioned the seven methods of communicating. Do you mind telling us quickly what they are?
Speaker 1 00:26:24 Right. So as we just mentioned again, exactly. So you've got, you've got your active touch points of, of in person. So getting together with somebody, you and I met at a conference, calling, picking up the phone and actually making phone calls. Yep. Texting again. When I say those are three active points, three active ones because you have to be involved. If you sent Judy to come and see me, Hey, Adrian wanted me to say hi, why didn't Adrian say hi, where's the relationship building there. So again, there's that active touch point that we need to be involved in to communicate with people. We need to be making the phone call again. I don't wanna hear from Judy. Who's going and we don't know who Judy is. I'm just making up a name here. Yeah, but we don't wanna hear from ju Adrian wanted me to call and just say hello and say how you doing?
Speaker 1 00:27:07 That's great. Tell Adrian to call me himself. Or I don't even wanna talk to you guys anymore. Click, right? There's no relationship happening much. The thing with the text message. It is not meant for mass blast. It is not meant for spamming people. In fact, a text message. If you've got my cell number, leverage that. And I mean, leverage that in the way that you don't say to me. Hi David. It's Adrian Pinto. I just wanted to say hi and check in. And I don't know if you remember. No, like you shouldn't have to go there. It should be the fact that if I, if you got my cell and I got you're like, Hey Dave, what's going on, man is Adrian. Gimme a call or Hey man, did you get that email I sent you like, or Hey, I'll be there in five. It's not meant for spam messages.
Speaker 1 00:27:44 So that's why I say you're in person, your phone call and your, your text messages. Those are your first three. Those are your active touch points. Your next four are gonna be the direct mail and I'm talking and, and you can leverage mail in a number of different ways directly indirectly add mail, unaddressed ad mail. People say why such an old school way of marketing? Well, in fact, 76% of millennials, in fact, it re uh, enjoy receiving direct mail. Cause it's a bright, shiny object to them. Think about that. Mm-hmm, <affirmative> so exposed to the digital world on these phones and the internet and the way of communicating. There's not a lot of mail that comes to them. So it's exciting much the same. We've heard terms of like, you know, old people don't read email. Well, I'll tell you outta the five hours that baby boomers are spending online in a day, 45 of those minutes are spent on email.
Speaker 1 00:28:36 So based on some of these just high level stats and facts right now, understanding your audience and leveraging multiple channels to get across to people. This is how we get out there. So you look at mail and you look at email as number four and five. Then we look at social media and again, it's like it or not. There are billions of people on social media. If you've got a business be there. And again, you're absolutely right. We can spend hours getting into these topics again, social media though, slash video incorporated. That's number six. Now, let, let's also say this. How long is it? Where could, where am I when get your phone call? Where am I gonna get your, uh, text message? When am I, when I get your email, your social media, I'm on this thing. So this is why we wanna go see people every once in a while.
Speaker 1 00:29:23 This is why we wanna leverage paper every once in a while. Just that we're not just isolated to technology, but we've got this bigger marketing plan around how we, again, build the mind share. And then number seven is your website. And to everybody tuned in, depending on what business you're in, depends on the features that you, you require on your website. Um, one thing I will say to that, there's a big misconception around this, this terminology, especially in the sales world of like online lead generation. Um, it's important to understand as well with that, that, you know, a website doesn't generate leads. Like it doesn't do any of that. And I don't know where people got this idea that it does, but a website captures leads. It's us that generate the leads through the various marketing channels, through some of the automation that we put in place through some of the active touch points we put in place.
Speaker 1 00:30:08 That's what generates the, the noise, right? And we've, I dunno if you've heard the term ADA, attention, interest, desire, and action. We've gotta create attention. So somebody has the interest. So they've got enough desire to go over there and get whatever it is that offering is. So we can take action. Now that's all just to generate a new opportunity. We still have to convert those opportunities. And just so everybody's aware, money is in your follow up and you probably already know that, but most people hate doing follow up, cuz they think it's a waste of time. If you want business follow up. So there's your seven ways to communicate,
Speaker 0 00:30:47 Follow up, follow up, follow up, follow up.
Speaker 1 00:30:50 That's what it comes down to man.
Speaker 0 00:30:51 Big time, big time
Speaker 1 00:30:53 Show that you care.
Speaker 0 00:30:54 Yeah. And that whether you're a realtor, whether you're an investor looking to, uh, get a joint venture partner, um, an investor looking to build a brand or a business and, and attract capital so on and so forth, regardless of the business, I agree. It's it's in the follow up for sure, amongst other things, but follow up, you can never underestimate the, the value and the importance of follow up.
Speaker 1 00:31:22 That's right. And, and look to the investor part of things too. As we're speaking here on the real estate investing podcast, everybody understand this. If you're looking to grow a portfolio, if you're looking to expand your reach, if you're looking to connect with more people, maybe get more investors, think about the people you already know. And especially the people that are already working with you or have put some sort of money in or have done something where there's a level of trust that is established. Those are your lowest hanging fruit. Those are the people that will talk to other people. If you know, 10 of those people, you've now expanded your network by a hundred, you could even argue by 500. It's all dependent cuz they know people too. And if they already trust you, they'll be incredible sources to tell other people trust them. And it's one thing for me to say to you, Adrian, trust me, it's another thing for Adrian you to tell everybody your audience to trust me, right? It come, it's better coming from you about me than it is coming from me about me. Does that make sense?
Speaker 0 00:32:22 Absolutely. Right. Yeah.
Speaker 1 00:32:24 Yep. Power of referrals.
Speaker 0 00:32:27 Absolutely. Um, final few questions here. I ask every, uh, guest on our show and um, I call it kind of like the lightning round. Uh, as we, as we come to a conclusion here just over 30 minutes, you're very successful now, David, and we say that relative to how the worldviews success question is. Do you think there are still more to life for David and when David pictures more to life, what does David see
Speaker 1 00:33:03 Open road? My Harley with the handlebar in front of me, possibly my wife on the back, my kids are healthy, happy, successful flying on their own. Um, and we're, we're enjoying life while we've got some businesses running in the background. Um, you know, we, we, we, we are taught to work hard so we can play hard. I believe there's gotta come a point where if we work hard enough, we are able to flip the paradigm there and say, we're gonna play hard now while we continue to work hard. Um, I'm incredibly, incredibly grateful and uh, uh, happy with where I am. I am nowhere close to where I'm going. And a big part of that is by understanding. And this is, this is again, a big takeaway for everybody, right? We all have goals in life. We've all got things that we wanna achieve. Whether, you know, you want the bigger car, the bigger house, the, the, the cottage more vacations.
Speaker 1 00:33:55 Um, you know, you, you wanna go more for the emotional side of things about, you know, taking care of an aging family member, living a healthier life, you know, uh, helping your kids through secondary education or whatnot. The there's, there's so many things that people want. What everybody's gotta do is just compartmentalize. What is it that you want? Right? You've gotta have a destination mm-hmm <affirmative>. And if you understand what your goals are, if you understand what your goals are, you can now take those goals. You can break those goals down and start to compartmentalize and say to yourself and be realistic with yourself. Everybody tuned in right now, be realistic. Those things that you ultimately want in life, that place where I'm going, I'm not gonna get there this year. It's not gonna happen. I know that because my plan is too big. It's too big for this year. It's not too big for life. Anything is possible. We have been to the moon supposedly. Right? Mm-hmm <affirmative> so with that being said, we can do anything. You just gotta put your mind to it. So by creating goals, you're setting a destination. If you get in the car and I told you, Adrian, come on over to my place right now. Could you do it?
Speaker 0 00:35:01 Where do you live?
Speaker 1 00:35:03 Ah, so now you want the destination. Let's say I give you the destination. 1, 2, 3, any street. You've never been here before. What do you do?
Speaker 0 00:35:11 GPS.
Speaker 1 00:35:11 All right. So let's call your GPS a calendar. Let's call your destination goals, map out your goals. Lifetime, be realistic for yourself, with yourself, of how long it's gonna take to achieve those goals. Break it down and say, what can I get done this year? If I get that done this year, I'm that much closer to achieving what I want in life. Break your year down to your month. Break your month down to your week, break your week down to your day and your day down to an hour that hour in your schedule. That's where your GPS just told you to turn left. Mm-hmm <affirmative> and if you turn left, you're gonna get closer to my place. And when it tells you to turn right turn right, and you're gonna get closer. But if it tells you to turn right, you go left. Well, you're not going that much closer. So we've gotta understand the destination. We've gotta know how to get to the destination and then gotta keep pushing and doing more. So we can actually continue to have the success as we want. It's all about tracking. It's all about measuring. It's all about setting those goals and understanding that. So for us, again, like I said, incredibly grateful and happy for where we are. Know we're close to where we're going.
Speaker 0 00:36:15 Amazing. If you could give one parting word of advice to the people, listening to the show, one parting word of advice. What would that be?
Speaker 1 00:36:27 You just like you want one word,
Speaker 0 00:36:29 Not literally one word
Speaker 1 00:36:31 <laugh> advice. You know what? For, for everybody, I, I, I would double down on what I just told you about, you know, really understanding what you want in life. Um, I think that we overcomplicate how we get there. I think that we all wake up. We all have these grandiose dreams of, of what we picture. And when we were little kids, we all pictured, you know, growing up to be whatever and, and having whatever. Um, everybody does that. In fact, Adrian, most people do that. The problem I got is that most people never put the plan to action. So again, the parting words here would be figure out what you want in life. The work life balance is very, very real. It's very achievable, but figure out what you want in life, map it out, then put in the effort to go get it. Cuz effort produces results along the way, build a whole ton of mind share, cuz it equals a lot more market share.
Speaker 0 00:37:26 Bingo. David, it's been a pleasure, some powerful, powerful knowledge and advice coming from you. I am a genuine, sincere fan of yours for sure. And I'm gonna definitely connect myself with you after this show and, um, do some business together in one fashion that I'm thinking of. But um, for our audience that are, that is interested in, um, working with you, David, um, on your platforms, how do they get a hold of you? How do they reach you?
Speaker 1 00:38:00 Yeah. Uh, first off, Adrian, thank you again very much for, uh, for inviting me on the show today, it's been a pleasure of a conversation. I certainly hope that everybody tuned in is getting a ton of value outta this. Um, for those, uh, for those that would like to connect further, wanna learn more about what Mindshare's all about. Uh, I encourage you to do the following first off, uh, please visit Mindshare one oh one.com. Um, you can check out all this stuff that we've got available from the marketing to the videos, to the podcast that you know, the Mindshare podcast, um, to all the different things that we offer there. Uh, if you're interested in coaching group training, you know, keynote speaker, the website has everything you need from there. I also wanna encourage you let's connect on Instagram. My handle is David Greenspan 1 0 1. Uh, we post a ton of content up there, but we also have a ton of fun in our stories and it's a great way to connect with new people. So I invite you to reach out and, uh, and connect with me there as well. David Greenspan 1 0 1 on Instagram, mind share one oh one.com online.
Speaker 0 00:38:54 Awesome. Awesome, David, thanks again. All the best of luck and, and, uh, success and health and happiness to you and your family. And, um, that's it for today. Thanks again.
Speaker 1 00:39:08 Pleasure. Thank you very much.
