The Dealer Playbook
The Dealer Playbook

Episode · 6 years ago

Jordan Harbinger: How to Grow and Monetize Your Network


Boom!!! Back just like that is session 56 of the “The Dealer Playbook” Podcast and this is a killer session! 

The art of building a strong and large network is an invaluable skill that will not only sell you more cars more often, it will open doors to so many amazing opportunities. 

The biggest issue is a lot of people just do not know how to network properly. It is not networking swinging into your local “Rotary Meeting” handing out business cards. 

There is so much more to it and todays guest Jordan Harbinger dives into the do’s and don’ts of “Personal Networking”. 

Jordan Harbinger is an American lawyer turned Social Dynamics expert and Entrepreneur.

He’s the owner and co-founder of The Art of Charm, which is a dating and relationships coaching company – as well as a top 50 podcast on iTunes – which he’s been hosting for over 8 years now.

Jordan has spent several years abroad in Europe and the developing world, including South America, Eastern Europe and the Middle East, and speaks several languages. He has also worked for various governments and NGOs overseas, traveled through war-zones and been kidnapped -twice. He’ll tell you; the only reason he’s still alive and kicking is because of his ability to talk his way into (and out of), just about any type of situation.

Here is a quick preview of what Jordan discusses in this session:

- The true potential of your Personal Network

- The biggest mistakes made in Personal Networking

- How to grow and monetize your network

That is just a small dose of what Jordan Harbinger discusses in this session. 

Make sure to connect with Jordan Harbinger and for sure check out his Podcast

Jordan Harbinger's Twitter

Art Of Charm Podcast

Jordan's Website

 You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ;)

Connect With Team DPB

Connect with The Dealer Playbook on Twitter here.

Check out Michael Cirillo's blog here.

Check out Robert Wiesman's blog here.

Connect with Michael Cirillo on Twitter here.

Connect with Robert Wiesman on Twitter here.


Hey there, Michael Serrillo here andbefore we dive into this episode of the dealer playbook, I just want tolet you know how extremely excited I am to let you know that my bookdon't wait, dominate has officially launched and is available on Amazon in Ebook andhard copy format. I want you to go check it out, because it'sgoing to help you rise above the clutter and dominate your market. Go andcheck it out. Will link you up in the show notes. Now ontothe show. Hey, this is Jordan harbinger from the art of John Podcastand you're listening to the dealer playbook podcast. You're dialed into the dealer playbook podcast, where it's all about winning auto dealer strategies that deliver proven results.And now your hosts, Robert Weissman and Michael Cirillo. Hey there, whatis going on? This is session fifty six of the dealer playbook podcast,where every week we are bringing you conversations with power players, like elite superstarsin and out of the automotive industry, and today is no exception. Myname is Michael Serrillo, joined by Mr Robert Wiseman. WAS GOING ON?Hey Man, what's up? Not Much I mean super exciting week. Youknow, got the book launch happening. Will link you up in the shownotes. Super excited to get that project under way and you know, thereviews have been really cool. But you know, I want to intro ourguest today because this is a topic that we've never really had on the showand so I think it's kind of one of those breath of fresh air topics. A lot of Aha moments for me as we were sitting down with ourguest. His name is Jordan Harbinger. He's the cofounder of the art ofcharm, which is a crazy podcast you need to you need to get dialedinto. Will link you up in the show notes. It's one of themost popular podcasts in the world. That's it's got over a million downloads everysingle month, which I I mean boggles my mind. The Art of charmsalso been covered by Forbes, MPR,...

...the Today Show, esquire magazine,even like Saturday night live and MSNBC. So it's a really big show.Jordan is is one of the hosts of that show and and he's covering atopic today that that I think you know, those of you listening and will findreally valuable Robert, what do you have to say before we jump intothis show? I mean, I've been listening to Jordan's podcast before I evereven started podcasting, and awesome, awesome guests, great topics, the guysto you know, professional broadcast or by far, and there's so much tolearn from him. So make sure you go and download that. You're goingto thank us for that. You'll owe us for that long. You knowyou'll get that. Lets you really dive into this session now. But Jordan'sthe man. I know a lot of you, you know listening in,have have checked out as podcast. I've talked to some of you about it, but it this is a good session, man. I had fun and itwas it was a it was it was awesome that he took the timeto jump on here. All right, so let's do this jumping in withJordan Harbinger. Here we go. Hey, Jordan, thanks for joining us onthe show today. Yeah, thanks for having me. I appreciate theopportunity. Yeah, for sure. You know, we were, we werejust talking, super excited to have you on. We know, especially peopleon our network and those of you listening in are already somewhat up to speedwith the art of charm. We know some of you are already listening anddialing into your show, so it's great to have you on the show.We wanted to dive right in because there's there's a variety of topics that youcould talk about that you have some expertise in, but we wanted to focusin on one that we haven't really talked about on the show yet, andthat's just ways that, you know, those listening in can leverage their communitiesand leverage the networker and opportunities that they...

...have to build their book of business. And so I want to turn it over to you and say, youknow, first off, when it comes to networking, what what are someof the challenges that people face? What are some of the mistakes that theymake? And then, I guess the second part to that question is wheredo you see there's an opportunity to change the way people network and grow kindof grow a network that they can monetize? Sure, yeah, so those arehuge question and so there's will be able to touch on a little bithere, but obviously luckily there's four hundred and fifty hours of me talking aboutthat with other people on our show as well. The Art Charm podcast.But the common mistakes that I see are people waiting to network, like they'llgo, well, you know, I need to launch my website first orI need to make sure that I have this thing set up, and partof that is sort of legitimately misplaced concern like, Oh, if I networkand this relationship takes off, then he sends me a bunch of people andmy website's not ready, I'm going to look dumb and it shows sort ofan underestimation of how networking actually works. The other reason, and I thinkthe real reason that most people do it, is because they go, oh,going to this event or meet, reaching out to this person involves potentialrejection. This could go south, they could not reply, I might feelbad about myself. Now I'm going to work on my t shirt design,I'm going to work on my business card design, I'm going to work onmy social media profile instead or whatever. And that's a huge mistake, becausenot only are you then avoiding something that's crucially important, but the principle herethat we go by at AOC is dig your well before you're thirsty, andthere are even books that are titled This, and what that means is if youare looking for your network because you need it desperately in the moment,you are screwed. If you're looking for a job because you just got firedand now you're going, hey, I'd really looked to meet up and havecoffee because I, you know, broke...

...and unemployed. You're lazy. Yeah, it's way too late. You're not going to get that sense of urgency, because what that says is, Oh, you're going to ask me for ajob. I don't know you, I don't want to go meet youfor lunch and then you ask me for a job and I have to sortof weasel my way around that because I don't know you. However, if, let's say right now, somebody are of charm magically disappeared got forbid,I could go to hundreds of different people and get jobs at corporations, companies, in startups, entrepreneurs that I already know and that would take a meetingor a call with me in a second, because I would say hey, listen, I'm sure you heard that the art of charm vaporized this morning.It's a real big bummer. I'm looking for something and I've you know,I've got all these different skill sets. You know I've got all those differentlevels of expertise. You know I've got these different levels of experience. Idon't have to sell you on me. We've been friends for four years.To you when you're whatever, and those opportunities are constantly falling in our lapand a lot of people kind of go man, Jordan, you're such alucky sob, because I'll get an ad deal, I'll get a speaking GIG, I'll end up trying something before it comes out to the public, orI'll end up getting some kind of weird article somewhere like Time magazine, whicheven surprises even me. The reason that that happens isn't because I'm like met, got to get an article in time, time to hustle. Those opportunities flowmy way because the network that I've built there for for just general purpose, has provided that. I didn't join up or create those opportunities consciously oron purpose to get that article, to get that specific result. It happenedas a result of me consciously creating that network on purpose for multiple reasons,and it's about the other mistake that people do is they they don't give enoughwhen they network. They do something that's essentially, we should have a cleverterm for and don't, which is they basically rely on on taking. Youknow, I call you and I say...

...hey, guys, you know,when you need somebody, use a financial manager, give me a call.That's how most people network, and that's bad news, because all I'm thinkingabout is what I want from you. No, I mean that's basically selling, or a poor, poor attempt at selling. Or sell exactly what?Desperation selling? It's desperation. So that's a great term. Maybe I'll usethat one. It's desperation selling. I mean, do you want to buya car from the person who says hey, you know, I sell cars forFord now, so if you need a new car, here's my card. I'm like, well, okay, I don't know you Adam. Thanksman. Or do you buy a car from somebody who says hey, listen, I know that you said your brother was on the market for a carbecause he had that little accident whereas car was parked and it got run overby a steam roller. I do sell cars. However, I'm not Idon't need to sell him anything. If he has questions on how to getthe best dal on a new car, I'm happy to give him some insighton how dealers price things, what he should be looking for, which typesof vehicles have the best resale value. If you want, you can introducethem to me now. Of course, if that conversation happens, who amI going to buy the car from? The Guy who just gave me aton of free advice and didn't try to sell me the car, or theguy who handed me his business card a month ago because he said, Hey, one day you might need a car. Call me and that guy any rightnow. I feel like these this goes both ways. When it's actuallyeven and in person facetoface at as even to like an any kind of onlinedigital engagement. Correct. It is. Yeah, this is both online andin person. I can't tell you how many introductions I've made without being asked, from one person to another. Dory Clark, who you guys mentioned earlier, she introduces me to people all the time and the way that we dothis and in sort of our online circle, as we do the double opt inintro which is dory will say,...

Hey, I'm an author and Ihang out with authors all the time. There's this other author. His nameis Joe Blow. Would you be interested in having him on your show?I haven't spoken to him about it yet, but I will if you want.And I say Whoa Joe Blow. He just released like three best sellingbooks over the last five years. I'm totally down for that. She goescool, standby, let me see what's up. She calls him and says, Hey, I just spoke with Jordan Harbinger. He runs this show.It's got this kind of traction. He sells books really well. Would yoube interested in it's have time in going on the show? He's already saidhe's up for it either way. And Joe Blow says yeah, thanks fordoing all the leg work there for me. I would love to be on ashow with that kind of traction. It only cost me an hour ofmy time and I'll probably make a ton of book sales from it. Howcould how can I go wrong? Then she makes the introduction, so atany point I can say I've already had joe blow on. Thanks though,or he can say, Oh God, I can't do another podcast, I'llstab my eyeballs out with chopsticks of and then she comes back to me andsays, actually, he's really slammed right now he's working on a lot ofprojects. Let's circle back in a year. And I say good, no problem. You still get credit for trying and she gets the credit for inmaking that an introduction. We both we both owe her one. Yeah,yeah, so, so now if she needs something she can say hey,Jordan, I'm writing a new book. Can I come back on your show? and I already loved door, so it's a no brainer. However,even if I was like sure, I owe her one. I make introductionsto her all the time, and now Joe Blow owes her one as well. So this is a win. It's one of those three way wins.Nobody's spending any social capital. It's actually multiplying on its own, and that'swhat most people don't really get. They're either looking at networking as a zerosum game where somebody wouldn't something or give something and the other person takes orthey're looking at it like, okay, I need to know these people sothat they want to help me do stuff, and they don't think about the otherhalf of a quate, of the equation. And if you're not thinkingabout the process of giving and asking for...

...generosity, your only work in halfthe bar. Does that make sense? Hmmm, it's the law of reciprocity. There's that, yes, like I but it's less of that than itis about not keeping score, because I what I don't want people to dois go, Oh, cool, I'm going to make a million introductions toall these people and then one I need something, they have to help mebecause they'll owe me one. I guarantee you dory does not think if Imake this intros that's genuine, it's Gentlee, it's genuine, and that you haveto not keep score, because there will be a time that somebody willsay, Hey, Jordan, I made those twenty five introductions to your showand all of them turned out to be your most popular guests. You're welcome. By the way, I'm selling used motor oil and I want you tosell it on your show. Can you do that? Because you know,for all those intry Oh me, yeah, and I say wow, no,I don't want to do that, and you're putting me in a weirdposition. That now makes me not want to work with you on anything,because you know this isn't a good fit and you're trying to cram it downmy throat because I supposedly owe you something now. It makes all of thethings you've done for me in the past seem solely aimed at getting something fromme later. And I will tell you what, the more influential the pertrying to reach, the more times they've seen that. And it's just itis crypt night for your relationship and social capital, because this second somebody seesthat coming, they will never want to deal with you ever again on anything. So exams, and I mean sorry to cut you off, I meanwe know people like this. You know, I think those of you listening inhave all met somebody like this. And and it's kind of making mequiver because I've had experiences in my career where somebody it's just like you said, it's it's you know, they caress and finesse you and then when whenthings kind of hit the fan, you...

...realize, oh, they did allof those things up to now just to just to do that, just tocaress and finesse and not and they weren't really concert like was all just theywere aiming at getting me to do stuff for them for for free. Andit makes makes you feel like crap and it makes you never trust that personexactly. It erodes the trust. In addition to making you feel like crappy, it roads the trust because what that says is that, Oh, youknow, for example, I if I need an instro from Dory now andI know she knows someone, I can ask her for that and I willfeel no qualms doing so. However, if if I knew that she wasjust helping me to get something because I'd had one of those weird, youknow, experiences that we just discussed, I would never reach out, whichlimits her ability to actually plug into the network right, because now I'm notreaching out and asking for generosity, which means she's isolated, and I hitusing her as an example of this, because she's great and does not dothis at all, but just given the fact that we have a known,sure character. The other thing is it erodes the trust in that I knowthat the next time you try to do something for me, even if it'slike, Oh man, I would really I would love to be on thefront page of the Detroit Free Breass. Oh wait a second, know,because you're only doing this because the day it publishes you're going to go hey, so well, can I get you know, borrow, you can Iblah blah blah, do this thing or get this discount on this thing thatyou sell. When, then, make sure you write every single week formy personal blog as a guess blogger, because I got you want to coverit? Yeah, are like, Hey, you know how much that PR opportunitywas worth. Yeah, I need a new car. Can you giveme a five thousand dollar discount, because you know I got you that sickpiece of PR yesterday? Yep, and you're like, damn it, everytime you try to help me, it's actually me helping you, except Iwasn't aware of the contract that was going to be in place, but youwere. That's from Nie. Yeah, right, and but people think they'regetting away with it. That's the thing, and that's why it has to bea set of habits, in a...

...way of being that you help otherpeople get what they want without thinking about yourself, because the second you startgoing all right, well, you know, if I help Brian do this andthen I help him do that, then I can ask him for thislater, because if you do it, you feel bad because you feel likeyou know, you were forced into it, even if I'm trying to finesse it, like we talked about. And if you don't do it, thenwhat happens? You kind of feel bad about it because you feel like youdid owe me one, but then you're wondering if I'd planned it all along. And I'm actually mad at you because my secret contract that you weren't awareof was if I help you, you'll help me with this. So ifyou say no, I'm now mift it you for no reason other than I'ma kid and I didn't get my way, so I'm going to whine about it, even though I didn't disclose the terms of what was actually in exchangethat you thought was actually a charitable act. And people do this in dating,right. You ever have a buddy who like, picks the girl upfrom the airport fifty times and then is like, she duds these jerks allthe time, and then he tries to make a move on her because she'sdrunk, and she's like, what are you doing? We're friends, andhe's like put I preach you from the airport and she can't talk to himanymore. You've all, we all have one friend that pulled some crap likethat during the friend zone. Yeah, yeah, yeah, and that's whatthat's the same thing. It's a covert contract. If you're helping people withthe expectation of them helping you in return it and you're keeping score, youhave covert contracts and those are toxic to nobody wants some. That's hence whythe reason, like any time I've ever moved, I never asked anybody tohelp me move, because then I set myself up for me to have tohelp them move, and I don't want to help them move. Right,you know, I don't want to help myself move. You don't even wantto move. Yeah, you know, you don't even want to move.You don't want to help your friend move and they don't want to help youmove. Just hire remover. Exactly. If you're desperate, ask a friendto help you move, but you just have to be ready for them togo hey, buddy, I need your help moving, you know. Andthe guy who doesn't do the reciprocity thing...

...on that. Yeah, you're rightfullyable to say that person's not a good friend. However, if if theydidn't help me move and they ask you to move, you can do man. You know, I think you should hire a mover. That's really bad. I'm I'm almost for I can't be lifting incredible. Well, to kickto kick this conversation up with people that you meet wherever you are in thisyou know, these networking events, or via, you know, online,wherever? How what's the best way to kick start that conversation so you canfigure out the pains that they have that you possibly could genuinely help them with? So that's a great question because you do have to kind of have tofinesse that a little something. Right is the wrong word, because you're notact doing it. It mostly involves listening and direct offering. Now the directoffering can be a little weird because people do that with me all the timeand I haven't quite gotten used to the whole idea where they'll do this thingwith they'll hey, Jordan, was just thinking about you. What can Ido for you today? And I'm like, I'm good. Yeah, like thatdoesn't work. Yeah, really. And some people who really look upto you and have are in the same business as you and stuff like that. You know, they might just be waiting to ask you something. LikeGary Vander Chuck does this. He'll post like what can I do for youtoday? And sometimes people will it'll be like a social media s don't,or someone's like I'm out of eggs and he'll order them eggs or something.You know, there's that. But the other thing is sometimes people go well, since you're asking, I was really wondering about your strategy when it cameto x, Y and Z. that's a real favor and they might beafraid to ask you. That's a good way to tease that out, butthe better way is something like this. You ask me what you can do. You ask me what you can do for me. I think of nothing. But then a week later, you see my show is an itunes andI post something on facebook like Hey, I'm looking for itunes reviews, asevery podcast is ever, and you go,...

...oh well, I can write anitunes review, and I'm like how cool. Thanks. And then yougo and you know what, we have a facebook group. I'm going topost your show in that group and I'm going to suggest that people listen andthen review the show. That's a really simple favor that doesn't really cost youanything. You're actually helping your own network finds something that you think is useful. And then suddenly I'm like wow, not only did they review the show, which is just like a cool solid they publicized my show in their owncommunity and then when the extra step of asking people to do things that theyknow already are going to help me, I didn't have to tell you I'mlooking for that. You saw it or are you inferred it by the factthat I have a show? Like, even if I didn't ask for itunesreviews, if you guys suddenly reviewed my show and then suddenly, you know, put that out to your community, I'd be like, damn, thatwas cool, right, and I wrote that. I just wrote that down. Yeah, here, and that's how you get people to see. Yeah, yeah, but you know what, I love this because you know thatRobert asked pretty much the same question I was going to ask. Okay,how do we kick start, or how do we get started with these relationshipslike what you have with Dory and and I love what you're saying. It'sit's stop focusing on going straight in for the kill to get somebody to dosomething for you or or build this this we call them burt's like build relationships, a trust, but take small like be patient and take kind of thesmall and simple steps that go towards building a long term relationship. Well,a genuine relationship usually takes a little bit of time to build. Yeah,it, you know. So it's which is totally I mean, it's totallyapplicable for for our audience, because, I mean, that's well, Imean, how often are they just going straight in for the kill? Hey, do you know anybody that would be interested in buying a car from meas well, you know, like instead of Hey, wait a second,yeah, maybe I did just sew you a car and maybe that process tookthree or four days, but we're really only three or four days into thisrelationship and right out of the gates I'm...

...asking you for referrals instead of doingsmall and simple things along the way that just really build a stronger affinity withthat customer. Yeah, it's all about long term relationships. It again goesback to keeping score right, because if you promote me on something because Iasked, and then you ask me for something right after, I'm like,that was a transactional relationship, that there's no long jet, there's no longevitythere. There's no reason for that to continue. If, however, we'reconstantly throwing each other introductions and then you offer me some advice about a carand then I offer you some advice about a show and then a year lateryou're like hey, you know, we've been talking back and forth the nextfew months. How do we get our show to the next level? NowI'm like, oh well, all right, I'll help you out with that,or sure, I'll, I'll promote that on my social media. Itbecomes a nonissue because it's bit it's the friendship thing. It's the relationship comingfirst, not the transaction coming first. And people do that, the transactionalthing all the time, and not only does it leave us our taste inpeople's mouth, for the reasons we've talked about before, but what it alsodoes is it makes you a commodity, because you're only as good as thefavor you can then offer. Yes, that's a huge problem for you ifyou're not a total baller like sure, if Richard Branson treats people like that, Oh Fagan, well, he's Richard Branson, he's got a crazy wrap, tons of connections. He can get away with it. But you know, I'll put it this way, he probably didn't get to where he isby being like that. The other thing is, if you're only as goodas your check book, then you're replaceable. You know, if I'm looking atyou from a transactional perspective, if you say well, good, Iwant to invest in your early stage startup, I go cool, how much?You say twenty grand. I say, well, I got another guy whowants less equity at this amount. So, but if I'm friends withyou and I know you'll add value in some other way, I will chooseyou because as I want to build the board more of Vout, it's morevaluable than men initial investment. You're only... good as your last check book, your last check your revenue, your social media following, whatever you canoffer, unless there's something else there. So a lot of people try tonetwork transactionally and they just chop their value way down. Well, because there'salways somebody with a bigger check book, of course. Yeah, so it'stwo gives you know, it gives you nose, a sustainability. And here'sanother thing. Right, if I have ten million dollars, I don't needyour stinking twenty five grand. If I have ten million dollars and I'm startingin audio production studio and you're an audio engineer or you know one, Ineed that much more than I need your twenty five grand, much more.You've got a guy who you can trust, that shows up, doesn't steal,knows what he's doing, has done this before and is pleasant to workwith. That is far more valuable than the cash which I can get fromanywhere, which I already have five ten million dollars in the bank. Imy watch is worth more than that. Right, and this is hypothetical,I have known I don't even have a watch, but but like, youknow what I'm saying. Right, your money becomes marginally, way less valuable. Your connections are the thing that's that's really the only thing that retains valuable, that retains value as you move up the ladder. Right, I don'tcare about any of your possessions. If I'M A billionaire, I don't careabout any of your sort of like ability to hook me up with anything,unless it's a relationship. Your network is the only thing that's unique about youat that level. It's very interesting. Wow. So, I mean justfrom a couple of questions. Look at all that information about networking. Ilove this and I feel like it's I feel like it's it's the conversation thatis so timely, no matter where it like I feel like you know whatI mean. Like I feel like there's there's so much information that we needto acquire. Absolutely and plus back to it's only being a couple questions.As Jordan's a big podcasting star, one...

...thing you can do is talk manso, like, I mean that's hosts a show on a regular basis.You can go but I mean, you know, we're so focused in theauto industry about, okay, how do we get more referrals? How dowe prospect? How do we get our websites to work better? What's thebest way to market ourselves? And and you know this is this is reallyneat because this is so foundational, I think, to having a successful career. Aside from, like, you know, the sales training and the all youknow, Robert, like all of the things we talked about on aregular basis, this networking topic is one that we've never really touched on,but you know, I can definitely see how crucial it is to a successfulcareer. And, like you said at the beginning of the show, Jordan, you know, I if art of charm just kind of vanished today becauseof your ability to network and the relationships that you've built that are long lastingand genuine. You could roll into another you could have another career or anotherjob by the end of that day. Yeah, pretty much. I haveno I mean I get offers like that here and there from companies that youuse, that you've heard of, or it's like, Hey, have youever done business development? I'm a recruiter working for insert massive company here,and you're exactly how we're looking forward. Does podcasting took up your fulltime job? And I'm like, yes, it's a kid. Knock them for takinga shot, though. You know, sometimes they make me offers aren't likehey, so those gone? Like if they yeah, if this had comein three years ago, I might have been like piece y'all and just droppingmy own out been working at, you know, some major account I wouldhave made more money taking I literally would have made more money taking some ofthose offers because they come with equity if you take them early enough. Right. Some of these companies, like you have this program on your computer well, and you use it every day. Love it. Hey, man,don't want to take too much more of your time, but we wanted tothank you for being on the show. That that information is so I lovethis show and so I just wanted it to express gratitude for you to befor being on. We're going to link...

...up to you in our show notes. So definitely to check out for those at triple w dot the dealer,playbookcom. Where do you want to catch up with you that, George?Just the art charm or yeah, the art charms fine, but also,guys, you mean you're already listening to a podcast. So just wherever you'relistening to this, search for the art of charm podcast and subscribe there,because we've got literally hundreds and hundreds of hours. The most recent stuff fromthe past several years is mostly relationship based, networking and connecting. That's a passincredible. It's value for anybody, especially in this in sales or editindustry. By far, Jordan. Thanks a million, Bro. Appreciate it. You guys. Yeah, anytime. And that was Mr or Jordan Harbingerfrom the art of charm podcast. Michael, did you enjoy that one? Dude? I think you know, like I said in the in the introthere, it's cool because networking is this topic that we don't really dive thatdeeply into. But you know, like I said in the show, whetherit's it's prospecting or trying to get referrals or trying to brush up on yoursales skills. I think really, at a foundational level, everything comes backdown to your ability to network and build relationships. So I loved I lovedhis viewpoint, which is, you know, what we see a lot, orat least my observation, especially in the automotive industry, is is whathe referred to transactional relationships, where it's like, I'll do something for you, but I'm going to expect you to do something for me in return.And so what I really liked is that he kind of broke down in areal simple way how to get started building that relationship. And I guess whatI would add is, you know, like I said in the show,is just you got to be patient, you got to be more focused onbringing value to that individ did you a without really expecting them to do anythingfor you in return? Definitely, it's it's definitely the long game strategy andmindset, but it's more valuable than I...

...mean, and we're talking to guysthat we make our livings, Michael, with websites and digital marketing, butthis is the like nothing will make sustain your living better than building a genuinenetwork like Jordan has, and how Jordan was, you know, talking aboutvery resolutely. Oh, I mean without a doubt. I think, andwe see this all the time, especially with social media adding that layer oftransparency to everyone's lives, you can tell on social media who's good at buildingrelationships because they're like, you know, so public's like I'm out of ajob, anybody hiring? And then a week later it's like, Oh man, I'm still on a word. Check out the work as a crap,checking into the motel six and then a week later it's like a freak,now I'm checking into this this hostile and then a week later it's like onlycrap, anybody hiring? I'm moving into a cardboard box. And you likesee this, this like progression of how crappy their networking skills must be orjust how incredibly horrible they are at just building lasting relationships. On the flipside, taking that opportunity, you know, whether it's selling a car and askingfor a referral, to just go the extra mile and be patient andthink, okay, how can I strengthen the relationship with these people so thatit just naturally. You know that. I think that's the key. Justnaturally turns into a mutually beneficial relationship. And I think the last thing thatI would add is sometimes the relationship, just knowing that person is the benefitof that relationship, absolutely and something just for you listening in that you know, although he didn't come in and really even give a lot of like automotiveexamples, and we talked about this before, with a marketing like automotive marketing andpeople and car buyers listen that that that's the prop like that mindset hasto stop, because they're all still people. You know their mentality there. Youknow the works the same the you...

...know their humanity. Essentially. Youknow what I mean human the human beings. They function in its similar ways.Yep, all right. So there you have it. That was JordanHarbinger on the dealer playbook podcast. He's from the art of charm podcast.Definitely go check that out and subscribe. We're going to hook you up inthe show notes with a link to that, as well as a link to whereyou can buy my new book, don't wait, dominate, triple Wdot. The dealer playbookcom forward slash fifty six. All right, the dealerplaybookcom forward slash fifty six. It's been a super incredible blast doing this episodefor you guys. Hope you enjoy it. Would love reviews on itunes or stitcherradio. And until next time, we'll talk to you later later,.

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