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 and before we dive into this episode of the dealer playbook, I just want to let you know how extremely excited I am to let you know that my book don't wait, dominate has officially launched and is available on Amazon in Ebook and hard copy format. I want you to go check it out, because it's going to help you rise above the clutter and dominate your market. Go and check it out. Will link you up in the show notes. Now onto the show. Hey, this is Jordan harbinger from the art of John Podcast and 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, what is 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 superstars in and out of the automotive industry, and today is no exception. My name is Michael Serrillo, joined by Mr Robert Wiseman. WAS GOING ON? Hey Man, what's up? Not Much I mean super exciting week. You know, got the book launch happening. Will link you up in the show notes. Super excited to get that project under way and you know, the reviews have been really cool. But you know, I want to intro our guest today because this is a topic that we've never really had on the show and 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 our guest. His name is Jordan Harbinger. He's the cofounder of the art of charm, which is a crazy podcast you need to you need to get dialed into. Will link you up in the show notes. It's one of the most popular podcasts in the world. That's it's got over a million downloads every single month, which I I mean boggles my mind. The Art of charms also 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 a topic today that that I think you know, those of you listening and will find really valuable Robert, what do you have to say before we jump into this show? I mean, I've been listening to Jordan's podcast before I ever even started podcasting, and awesome, awesome guests, great topics, the guys to you know, professional broadcast or by far, and there's so much to learn from him. So make sure you go and download that. You're going to thank us for that. You'll owe us for that long. You know you'll get that. Lets you really dive into this session now. But Jordan's the 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 it was it was a it was it was awesome that he took the time to jump on here. All right, so let's do this jumping in with Jordan Harbinger. Here we go. Hey, Jordan, thanks for joining us on the show today. Yeah, thanks for having me. I appreciate the opportunity. Yeah, for sure. You know, we were, we were just talking, super excited to have you on. We know, especially people on our network and those of you listening in are already somewhat up to speed with the art of charm. We know some of you are already listening and dialing 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 you could talk about that you have some expertise in, but we wanted to focus in on one that we haven't really talked about on the show yet, and that's just ways that, you know, those listening in can leverage their communities and 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, you know, first off, when it comes to networking, what what are some of the challenges that people face? What are some of the mistakes that they make? And then, I guess the second part to that question is where do you see there's an opportunity to change the way people network and grow kind of grow a network that they can monetize? Sure, yeah, so those are huge question and so there's will be able to touch on a little bit here, but obviously luckily there's four hundred and fifty hours of me talking about that 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'll go, well, you know, I need to launch my website first or I need to make sure that I have this thing set up, and part of that is sort of legitimately misplaced concern like, Oh, if I network and this relationship takes off, then he sends me a bunch of people and my website's not ready, I'm going to look dumb and it shows sort of an underestimation of how networking actually works. The other reason, and I think the real reason that most people do it, is because they go, oh, going to this event or meet, reaching out to this person involves potential rejection. This could go south, they could not reply, I might feel bad 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 on my social media profile instead or whatever. And that's a huge mistake, because not only are you then avoiding something that's crucially important, but the principle here that we go by at AOC is dig your well before you're thirsty, and there are even books that are titled This, and what that means is if you are 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 fired and now you're going, hey, I'd really looked to meet up and have coffee 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 a job. I don't know you, I don't want to go meet you for lunch and then you ask me for a job and I have to sort of 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 meeting or 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 different levels of expertise. You know I've got these different levels of experience. I don'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 lap and a lot of people kind of go man, Jordan, you're such a lucky 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, or I'll end up getting some kind of weird article somewhere like Time magazine, which even 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 flow my 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 or on purpose to get that article, to get that specific result. It happened as 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 enough when they network. They do something that's essentially, we should have a clever term for and don't, which is they basically rely on on taking. You know, 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 thinking about 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 use that one. It's desperation selling. I mean, do you want to buy a car from the person who says hey, you know, I sell cars for Ford now, so if you need a new car, here's my card. I'm like, well, okay, I don't know you Adam. Thanks man. 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 car because he had that little accident whereas car was parked and it got run over by a steam roller. I do sell cars. However, I'm not I don't need to sell him anything. If he has questions on how to get the best dal on a new car, I'm happy to give him some insight on how dealers price things, what he should be looking for, which types of vehicles have the best resale value. If you want, you can introduce them to me now. Of course, if that conversation happens, who am I going to buy the car from? The Guy who just gave me a ton of free advice and didn't try to sell me the car, or the guy 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 right now. I feel like these this goes both ways. When it's actually even and in person facetoface at as even to like an any kind of online digital engagement. Correct. It is. Yeah, this is both online and in 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 do this and in sort of our online circle, as we do the double opt in intro which is dory will say,...

Hey, I'm an author and I hang out with authors all the time. There's this other author. His name is 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 selling books over the last five years. I'm totally down for that. She goes cool, 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 you be interested in it's have time in going on the show? He's already said he's up for it either way. And Joe Blow says yeah, thanks for doing all the leg work there for me. I would love to be on a show with that kind of traction. It only cost me an hour of my time and I'll probably make a ton of book sales from it. How could how can I go wrong? Then she makes the introduction, so at any 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'll stab my eyeballs out with chopsticks of and then she comes back to me and says, actually, he's really slammed right now he's working on a lot of projects. 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 in making 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 introductions to 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's what most people don't really get. They're either looking at networking as a zero sum game where somebody wouldn't something or give something and the other person takes or they're looking at it like, okay, I need to know these people so that they want to help me do stuff, and they don't think about the other half of a quate, of the equation. And if you're not thinking about the process of giving and asking for...

...generosity, your only work in half the 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 it is about not keeping score, because I what I don't want people to do is go, Oh, cool, I'm going to make a million introductions to all these people and then one I need something, they have to help me because they'll owe me one. I guarantee you dory does not think if I make this intros that's genuine, it's Gentlee, it's genuine, and that you have to not keep score, because there will be a time that somebody will say, Hey, Jordan, I made those twenty five introductions to your show and 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 to sell 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 weird position. 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 down my throat because I supposedly owe you something now. It makes all of the things you've done for me in the past seem solely aimed at getting something from me later. And I will tell you what, the more influential the per trying to reach, the more times they've seen that. And it's just it is crypt night for your relationship and social capital, because this second somebody sees that coming, they will never want to deal with you ever again on anything. So exams, and I mean sorry to cut you off, I mean we know people like this. You know, I think those of you listening in have all met somebody like this. And and it's kind of making me quiver 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 when things kind of hit the fan, you...

...realize, oh, they did all of those things up to now just to just to do that, just to caress and finesse and not and they weren't really concert like was all just they were aiming at getting me to do stuff for them for for free. And it makes makes you feel like crap and it makes you never trust that person exactly. It erodes the trust. In addition to making you feel like crappy, it roads the trust because what that says is that, Oh, you know, for example, I if I need an instro from Dory now and I know she knows someone, I can ask her for that and I will feel no qualms doing so. However, if if I knew that she was just helping me to get something because I'd had one of those weird, you know, experiences that we just discussed, I would never reach out, which limits her ability to actually plug into the network right, because now I'm not reaching out and asking for generosity, which means she's isolated, and I hit using her as an example of this, because she's great and does not do this 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 know that the next time you try to do something for me, even if it's like, Oh man, I would really I would love to be on the front 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 I blah blah blah, do this thing or get this discount on this thing that you sell. When, then, make sure you write every single week for my personal blog as a guess blogger, because I got you want to cover it? Yeah, are like, Hey, you know how much that PR opportunity was worth. Yeah, I need a new car. Can you give me a five thousand dollar discount, because you know I got you that sick piece of PR yesterday? Yep, and you're like, damn it, every time you try to help me, it's actually me helping you, except I wasn't aware of the contract that was going to be in place, but you were. That's from Nie. Yeah, right, and but people think they're getting away with it. That's the thing, and that's why it has to be a set of habits, in a...

...way of being that you help other people get what they want without thinking about yourself, because the second you start going all right, well, you know, if I help Brian do this and then I help him do that, then I can ask him for this later, because if you do it, you feel bad because you feel like you 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, then what happens? You kind of feel bad about it because you feel like you did 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 aware of was if I help you, you'll help me with this. So if you say no, I'm now mift it you for no reason other than I'm a 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 exchange that you thought was actually a charitable act. And people do this in dating, right. You ever have a buddy who like, picks the girl up from the airport fifty times and then is like, she duds these jerks all the time, and then he tries to make a move on her because she's drunk, and she's like, what are you doing? We're friends, and he's like put I preach you from the airport and she can't talk to him anymore. You've all, we all have one friend that pulled some crap like that during the friend zone. Yeah, yeah, yeah, and that's what that's the same thing. It's a covert contract. If you're helping people with the expectation of them helping you in return it and you're keeping score, you have covert contracts and those are toxic to nobody wants some. That's hence why the reason, like any time I've ever moved, I never asked anybody to help me move, because then I set myself up for me to have to help 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 want to 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 you move. Just hire remover. Exactly. If you're desperate, ask a friend to help you move, but you just have to be ready for them to go hey, buddy, I need your help moving, you know. And the guy who doesn't do the reciprocity thing...

...on that. Yeah, you're rightfully able to say that person's not a good friend. However, if if they didn'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 kick to kick this conversation up with people that you meet wherever you are in this you know, these networking events, or via, you know, online, wherever? How what's the best way to kick start that conversation so you can figure 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 to finesse that a little something. Right is the wrong word, because you're not act doing it. It mostly involves listening and direct offering. Now the direct offering can be a little weird because people do that with me all the time and I haven't quite gotten used to the whole idea where they'll do this thing with they'll hey, Jordan, was just thinking about you. What can I do for you today? And I'm like, I'm good. Yeah, like that doesn't work. Yeah, really. And some people who really look up to 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. Like Gary Vander Chuck does this. He'll post like what can I do for you today? 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 came to x, Y and Z. that's a real favor and they might be afraid to ask you. That's a good way to tease that out, but the 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 and I post something on facebook like Hey, I'm looking for itunes reviews, as every podcast is ever, and you go,...

...oh well, I can write an itunes review, and I'm like how cool. Thanks. And then you go and you know what, we have a facebook group. I'm going to post your show in that group and I'm going to suggest that people listen and then review the show. That's a really simple favor that doesn't really cost you anything. 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 own community and then when the extra step of asking people to do things that they know already are going to help me, I didn't have to tell you I'm looking for that. You saw it or are you inferred it by the fact that I have a show? Like, even if I didn't ask for itunes reviews, if you guys suddenly reviewed my show and then suddenly, you know, put that out to your community, I'd be like, damn, that was 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 that Robert 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 relationships like what you have with Dory and and I love what you're saying. It's it's stop focusing on going straight in for the kill to get somebody to do something 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 the small 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 totally applicable for for our audience, because, I mean, that's well, I mean, 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 me as well, you know, like instead of Hey, wait a second, yeah, maybe I did just sew you a car and maybe that process took three or four days, but we're really only three or four days into this relationship and right out of the gates I'm...

...asking you for referrals instead of doing small and simple things along the way that just really build a stronger affinity with that customer. Yeah, it's all about long term relationships. It again goes back to keeping score right, because if you promote me on something because I asked, 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 longevity there. There's no reason for that to continue. If, however, we're constantly throwing each other introductions and then you offer me some advice about a car and then I offer you some advice about a show and then a year later you're like hey, you know, we've been talking back and forth the next few months. How do we get our show to the next level? Now I'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. It becomes a nonissue because it's bit it's the friendship thing. It's the relationship coming first, not the transaction coming first. And people do that, the transactional thing all the time, and not only does it leave us our taste in people's mouth, for the reasons we've talked about before, but what it also does is it makes you a commodity, because you're only as good as the favor you can then offer. Yes, that's a huge problem for you if you'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 is by being like that. The other thing is, if you're only as good as your check book, then you're replaceable. You know, if I'm looking at you from a transactional perspective, if you say well, good, I want to invest in your early stage startup, I go cool, how much? You say twenty grand. I say, well, I got another guy who wants less equity at this amount. So, but if I'm friends with you and I know you'll add value in some other way, I will choose you because as I want to build the board more of Vout, it's more valuable than men initial investment. You're only... good as your last check book, your last check your revenue, your social media following, whatever you can offer, unless there's something else there. So a lot of people try to network transactionally and they just chop their value way down. Well, because there's always somebody with a bigger check book, of course. Yeah, so it's two gives you know, it gives you nose, a sustainability. And here's another thing. Right, if I have ten million dollars, I don't need your stinking twenty five grand. If I have ten million dollars and I'm starting in audio production studio and you're an audio engineer or you know one, I need 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 work with. That is far more valuable than the cash which I can get from anywhere, which I already have five ten million dollars in the bank. I my watch is worth more than that. Right, and this is hypothetical, I have known I don't even have a watch, but but like, you know 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't care about any of your possessions. If I'M A billionaire, I don't care about 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 you at that level. It's very interesting. Wow. So, I mean just from a couple of questions. Look at all that information about networking. I love this and I feel like it's I feel like it's it's the conversation that is so timely, no matter where it like I feel like you know what I mean. Like I feel like there's there's so much information that we need to 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 man so, 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 the auto industry about, okay, how do we get more referrals? How do we prospect? How do we get our websites to work better? What's the best way to market ourselves? And and you know this is this is really neat because this is so foundational, I think, to having a successful career. Aside from, like, you know, the sales training and the all you know, Robert, like all of the things we talked about on a regular 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 successful career. And, like you said at the beginning of the show, Jordan, you know, I if art of charm just kind of vanished today because of your ability to network and the relationships that you've built that are long lasting and genuine. You could roll into another you could have another career or another job by the end of that day. Yeah, pretty much. I have no I mean I get offers like that here and there from companies that you use, that you've heard of, or it's like, Hey, have you ever 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 taking a shot, though. You know, sometimes they make me offers aren't like hey, so those gone? Like if they yeah, if this had come in three years ago, I might have been like piece y'all and just dropping my own out been working at, you know, some major account I would have made more money taking I literally would have made more money taking some of those 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 to thank you for being on the show. That that information is so I love this show and so I just wanted it to express gratitude for you to be for 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're listening 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 from the past several years is mostly relationship based, networking and connecting. That's a pass incredible. It's value for anybody, especially in this in sales or edit industry. By far, Jordan. Thanks a million, Bro. Appreciate it. You guys. Yeah, anytime. And that was Mr or Jordan Harbinger from the art of charm podcast. Michael, did you enjoy that one? Dude? I think you know, like I said in the in the intro there, it's cool because networking is this topic that we don't really dive that deeply into. But you know, like I said in the show, whether it's it's prospecting or trying to get referrals or trying to brush up on your sales skills. I think really, at a foundational level, everything comes back down to your ability to network and build relationships. So I loved I loved his viewpoint, which is, you know, what we see a lot, or at least my observation, especially in the automotive industry, is is what he 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 a real simple way how to get started building that relationship. And I guess what I would add is, you know, like I said in the show, is just you got to be patient, you got to be more focused on bringing value to that individ did you a without really expecting them to do anything for you in return? Definitely, it's it's definitely the long game strategy and mindset, but it's more valuable than I...

...mean, and we're talking to guys that we make our livings, Michael, with websites and digital marketing, but this is the like nothing will make sustain your living better than building a genuine network like Jordan has, and how Jordan was, you know, talking about very resolutely. Oh, I mean without a doubt. I think, and we see this all the time, especially with social media adding that layer of transparency to everyone's lives, you can tell on social media who's good at building relationships because they're like, you know, so public's like I'm out of a job, 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 only crap, anybody hiring? I'm moving into a cardboard box. And you like see this, this like progression of how crappy their networking skills must be or just how incredibly horrible they are at just building lasting relationships. On the flip side, taking that opportunity, you know, whether it's selling a car and asking for a referral, to just go the extra mile and be patient and think, okay, how can I strengthen the relationship with these people so that it just naturally. You know that. I think that's the key. Just naturally turns into a mutually beneficial relationship. And I think the last thing that I would add is sometimes the relationship, just knowing that person is the benefit of 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 automotive examples, and we talked about this before, with a marketing like automotive marketing and people and car buyers listen that that that's the prop like that mindset has to stop, because they're all still people. You know their mentality there. You know the works the same the you...

...know their humanity. Essentially. You know what I mean human the human beings. They function in its similar ways. Yep, all right. So there you have it. That was Jordan Harbinger 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 in the show notes with a link to that, as well as a link to where you can buy my new book, don't wait, dominate, triple W dot. The dealer playbookcom forward slash fifty six. All right, the dealer playbookcom forward slash fifty six. It's been a super incredible blast doing this episode for you guys. Hope you enjoy it. Would love reviews on itunes or stitcher radio. And until next time, we'll talk to you later later,.

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