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Rethink Networking: The New Blueprint for Building Authentic Relationships in a Tech-Driven World
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- [00:00]
A
Hello, my friend. Let me tell you a story about Mitch. Mitch is a loan officer in our My Agent Classes community who just had a major win worth celebrating. Mitch hosted a networking event for real estate agents. But this wasn't just another meet and greet. Mitch took an intentional targeted approach, inviting only top producers. And what was the topic and the conversation all about? Well, Mitch shared strategies and ideas and resources to help the agents with lead conversion. Even talked a little bit about DSCR loans and even tips for optimizing the agent's Google business profiles. And here's the key. Mitch didn't need to be an expert on any of the topics because he's a member of my agent classes in our community where we equip loan officers like Mitch with the tools and resources and training to help him host networking events just like this and even more. He used ChatGPT to help conduct Google audits for agents. And that value first approach led to four booked meetings, six Google business profile audits, a listing video invite from an agent who said, come be in my listing video. Mitch. And Mitch was also invited to a broker's open where he was introduced to two new agents Mitch had never met before. And he scheduled two appointments with each of those agents as well. All of this from one strategic networking event. Why does this matter? Because this is what real networking looks like today. It's not about shaking hands and handing out business cards. It's about showing up intentionally, offering real value and building authentic relationships that move your business forward. And if you want to scale your agent awareness, engagement and referrals the way Mitch has done, without cold calling, chasing or paying for leads, this is exactly what we help loan officers do. Inside my agent classes. Want to learn more? Check the link in the show notes to watch a quick video and book a time to talk with me or just head on over to go my agent classes. Com. You're listening to Mortgage Marketing Radio where we help loan originators who want to grow their business, save time and make more money. I'm Jeff Zimfer, your host and today we're talking about Rethink everything you know about networking. A brand new book. And I'm joined by Lindsay Meyer, Jen Peachman and Philip Mancuso, three of the 25 contributing authors behind this new book. Rethink everything you know about networking. This book is not just another collect business cards and hope for referrals. It's a fresh, modern framework for building meaningful, long lasting connections that align with your values and your goals. So whether you're a mortgage pro or Real estate agent, you're a business owner or a leader. This book will help you connect with purpose, lead with generosity, and grow your network the right way. So you're going to hear from three of the contributing offers today, but this book is packed with wisdom from 25 different authors across mortgage, real estate and business. If you're ready to leave old school networking behind and create real momentum in your business through relationships, this episode is for you. Hey, and don't forget, check the show notes for a link to grab the book on Amazon today. Pick up a copy for yourself and maybe even a few extra copies to share with your referral partners. Enjoy the episode. Let's get into this week's show. Lindsay and Jen, welcome to the show.
- [03:08]
B
Hey, we're excited to be here.
- [03:10]
C
Thanks for having us.
- [03:11]
A
My pleasure. Let's take care of some housekeeping first. People want to know who's who. Attach the identity with the voice. So Lindsay, what do you want to share with the listeners or viewers about who you are and what you do?
- [03:23]
C
Hey y', all, thanks for tuning in. And Jeff, thanks so much for having both Jen and I on. We have a week until we're launching our book, Rethink everything you know about networking. And that will be the foundation of our conversation today. Jeff, I loved speaking and catching up with you a few weeks ago and I know you have a lot to say. So I'm currently outside Chicago, born and raised at EPM Wholesale, and I love it there. I've been there for a little over seven months as SVP AbyssDev and then my passion project, rethink everything you know about networking, which we have nicknamed raycan. And it's been such an adventure. Now we're just launching and hope to help all of you and feel free to reach out to any of us anytime to learn a little bit more after our conversation.
- [04:12]
A
Absolutely. Okay. Lindsay, thank you for that. Jen, you know what the game is now. What do you want to share?
- [04:17]
B
Well, I'm Jen Peachman. I am VP and Director of Strategic Lending at GVC Mortgage. I'm sitting in our headquarters today, which quite honestly doesn't happen all that often. I do work remotely. I'm based out of Cleveland, but our IMB is based out of Indianapolis. So I'm here welcoming a new branch to join us and I'm excited to start off the first of a series of podcasts that I'll be joining this month to talk all about our book. Rethink everything you know about networking and talking about how you can create real long lasting Human connection along the way. So excited to get started.
- [04:48]
A
I love that you said that. Real long lasting human connection along the way. I think that's relevant based on the flow and volume that's coming at us all with tech and AI, particularly automate everything, outsource this, outsource that don't have to talk to people, push button, get result like is tell me, tell me where's that landing for you guys in the whole premise of what was the motivation to write this book? Which by the way, it's more than a book, it's a movement. So who wants to take that first?
- [05:20]
C
Jen? Go for it, girlfriend.
- [05:22]
B
Listen, I think Lindsay asked me to participate in this book and I know Lindsay from networking on the conference circuit. I quite frankly say a lot of times that I feel like I conference for a living sometimes because I'm at so many different events throughout the year. And yes, conferencing is a word, I've made it up. But I think to your point, you know, we live in a human based industry. I'm sorry there's tech that enables us but the human connection is something that first time home buyers are craving. I think us in this post Covid world, I think the value of human interaction is super important. And I have some friends that are neuroscientists and I've asked them, you know, how does your brain treat Zooms versus in person? And they're like completely different. It's not the same. Your brain is wired for human connection. And you know, I talk a little bit about three melodies that we'll talk about here a little bit but things that I think are super important. The three top things that I find are most important in networking and I've really made my living and have the position I have at TVC because they were former clients of mine. So every job I've been offered over the years in the past, I'd say 10 years in this industry at the level that I'm at has been through connections and relationships. So I think that speaks a lot of volumes just there in itself. But you know, I'm seeing more and more, you know, really our focus on hyper localized lending in our industry. And I think, you know, being the mortgage gal or the mortgage gal or the guy in your area is more important now than ever. There's a lot of information out there, right. But folks are really looking for people that they dig, they trust and can give them helpful information and resources along the way. And yeah, we've got a great tech stack and everybody does, right? But I think the difference is the person that you are.
- [07:12]
A
Are you saying that in today's tech forward, tech heavy, noisy world that it's more important than ever to have those communication, those in person communications, those authentic human communities?
- [07:25]
B
I really think it does. I mean personally, you know, I have been on a little movement of my own this, these past three months and I've really taken a lot more time to pick up the phone and call my connections. Yeah, I can text you, yeah, I can email you, but man, when someone calls you and says, hey, I've been thinking about you and it's been a couple of weeks since we chatted and whatever, blah blah, blah, like that means more than any text message or email or auto dialed response that you're going to receive. From my perspective, there's just something about human connection that I really believe in and I feel like whether it's building your business or your brand or your connections, like that's at the heart of it all.
- [08:06]
A
Yep, I would agree. I want to take a pause for a second. Then we see that Phil has joined us. Phil, we'll come to you in a few minutes. You can do your brief intro and share what your kind of chapter is from the book in a moment. Lindsay, we're going to go over to you. Why do you think that networking and by the way, let's do this. What does that mean? Networking? Right. Are we talking about I'm going to a networking event, you know, I'm shaking hands and kissing babies. Like can we put some definition around networking and because I think you talk about intentionality. So go ahead and jump on that from there if you would.
- [08:41]
C
Yeah, networking is a really tough word. I think it has a lot of negative connotation to it and I think there's a lot of different ways to say that we're having human interaction or human and tech interaction, which is happening a lot these days. I think networking really is just getting a face to face and communicating and using your five senses and body language in order to do so. Body language makes up 55% of the communication process, which is pretty crazy. I think if you are open to talking to people, whether it's your family, your best friend, you have conversations that challenge you. I mean we were all born to connect and to communicate in different ways. So start with that. We already have the power within us to just get started and to go. And I think writing this book, we hope that it provides a go to, to help individuals looking to find their way, looking for better tips in order to master Their confidence through connection, whatever it may be. So I think it's really just get started and reach out to people to help you.
- [09:48]
A
Hmm. Okay. Hey, are you tired of cold calling realtors and feeling like you're getting nowhere? With my agent classes, you don't have to chase agents anymore. We hand you a done for you system of ready to teach presentations, plug and play marketing, and even 200 producing H agents to invite. So you can double your agent referrals in 90 days or less. Plus you'll get weekly coaching and a community of loan officers sharing exactly what's working right now. Here's a quick win from one of our members.
- [10:14]
D
I joined it because I was tired of doing business the way that regular loan officers have been doing it in my market, which is just making the the core calls every Monday and Friday, checking in with real estate agents. I had done that for years and it seemed like everybody was doing that. I needed something different and I wanted to find a way that I could work with the agents that I want to work with. I wanted to find a way that I could have a captive audience every month, every couple of weeks, where I could find agents that were like minded and that wanted to work with me as well. So it's probably brought in, I'm just guessing here, but it's probably brought on in the three years I've been back with the program, it's probably brought on, I'd probably say about $40 million in volume since then.
- [10:54]
C
Right.
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D
And it's led to some massive relationships. Um, and I wouldn't be able to do those things without this program. The value of these Friday calls are so incredibly valuable for all of us. I get upset if I miss it on a Friday. The cost of this program is what is worth it. Just because of these Friday calls that we're on where we help coach each other. We're just here to help each other add value to our realtor partners.
- [11:17]
A
Are you ready to stop chasing and start attracting agent referrals on demand? Book a call at MortgageMarketing, Dot Pro or hit the link in the show notes. Now back to our show. Good. I'm going to come back to you two ladies in a moment. I want to get to you, Philip. What we're doing here is if you want to go ahead and unmute yourself, I think I can do that right here. There you go. Give us a brief backgrounder. Who are you? What do you want to tell the audience about yourself?
- [11:44]
E
Well, I'm Phil Mancuso, president and chief Investment Officer of EPM been in the business since 1988, have encompassed many roles from sort of start to finish within the mortgage industry. Started out in sales. So when you talk about networking, know a little bit about that. That's about it.
- [12:10]
A
Well, your chapter in the book, if I'm correct, is Built Different A Call to Rethink Resilience, Stop Romanticizing misery and Choose Excellence. That is a juicy title. Like what are you, what are you hoping to accomplish? What do you want? Here's the question I ask all these Rethink Everything author chapter contributors. What were you hoping to accomplish with your chapter?
- [12:35]
E
You know, I had an interesting conversation in an Uber of all places and you know, I should remember the guy's name. He had a really sort of unique name so you think it would stand out, but he was a part time Uber driver and like a part time psychoanalyst or something like that. And you know, he brought up this really interesting thought that our brains are wired for survival, not success. And you know, I don't. That wasn't a unique thought for me, but I felt like he articulated it in a really intelligent and thoughtful way. And it was, was sort of around the time that I did a keynote at our annual event. And you know, and then it sort of dovetailed into writing this chapter. And you know, when you think about it, and I've been saying this from, you know, the first sales training that I maybe ever did, you know, was, you know, the human condition is very much like Pavlov's dog. You know, the, the more you experience failure, the more you become adverse to it. And of course, course I wouldn't pick up the phone again or knock on another door if I knew it was going to be hung up on me or slammed in my face. And that's, you know, just something that we're kind of tend to be wired with unless we're not or unless we can sort of train ourselves, you know, to not be so, you know, trying to grab the collective sales force of the world and maybe shake them by the shoulders a little bit and say this isn't easy. And you know, no one wants to hear your complaints. I certainly don't. You know, and obstacles are opportunities for winners and excuses for losers. And so that's really the thought and the mindset is you're going to fail, you want to fail. The most successful people use that failure as a rallying cry, as a catalyst list. And I think that's ultimately the message that not only would I want to convey in the chapter, but, but just really, in. In the communication of what I, we us stand for.
- [14:52]
A
Okay. Yeah. I think that's a good. We always need to be reminded of that. Right. Resiliency. Especially in this business right here. What's the old saying by Les Brown? That's not if you get knocked down, fall on your back? Because if you fall on your back and get back up. Something like that. Hey, all right, Jen, back to you and your chapter. We're going to kind of go round robin here. You talk about the three traits for deep, lasting human connection. Do you want to unpack those?
- [15:20]
B
Yeah. You know, in coming up with topics, when I was working with Lindsey and Liz, I thought immediately to intentionality and networking. I feel like networking to network is one thing, but doing it intentionally is a whole nother different ballgame. I know that this word a little bit played out. I feel like authenticity. But I also feel like people can smell a fake and can sniff out BS really, really quick. Right. So if you're not who you are 100% of the time, you're not going to show up authentically. And I talk a little bit about vulnerability, too. I feel like I'm one of those people that kind of when I know you, I know you, and I'm not going to forget the details. Some of that comes along with being intentional and with the folks that I'm reaching out to, to either chasing clients or prospects or folks that I really admire in this industry, like, I will chase you down and find you because I want to know you. And I'm doing it intentionally along the way. You know, authenticity, I think, for me is one of those things that is super duper important. How you show up and how you stand out and how people remember you and is bigger than anything else out there. So, you know, I'm not shy about. I love hiking because I'm stressed out and I need to go, you know, clear my brain in nature. And I dig waterfall chasing because I like the energy that I receive from it. And I wear peach a lot because my last name is Peachman and people call me Peach or Peaches. Right. And I talk a little bit about vulnerability. Right now I'm in the process of being evaluated to give my daughter her a kidney. And it is a story that not most people didn't know until about 10 years ago when I was with a client and they wanted to see a picture. And I showed them my girls and they could see obviously that one daughter was very different than the others. Right. And at that time, I could have hit it right I've leaned into it along the way. You know, she has a disease that only 500 people in the United States are infected with, so it's ultra rare. But in telling my story, I've connected with other people in our industry that are impacted by the same disease, that don't necessarily talk about it, or folks that have given a kidney or their kids has had their second or third kidney transplant. So it's. To me, I'm just a big fan of human connection and the relationships that come along with connecting with people that, you know, you're vibing with right away. And that's what I talk about in chapter nine is just the importance of authenticity and intentionality and vulnerability. Because I think those are the three things that lead to real, long, lifetime relationships. I mean, 10 years ago, nobody knew who the heck I was, right? And now when I walk in a room, most people know who I am a little. That's branding. A lot of that's networking. And I give some tips and tell some stories along the way. And for me, you know, I've had such incredible opportunities, opportunities in this industry to tell my story, to raise money and hundreds of thousands of dollars for charity, to, you know, being offered the position that I'm sitting in now because of my networks. I'm a big believer in you are who you surround yourself with, and you have to be intentional along the way to get there.
- [18:32]
A
Agree with that 100%. Quick question, if you don't mind.
- [18:36]
D
I want to.
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A
I want to go pull the thread a little bit deeper on the vulnerability piece, and then Matthew will say hello to you in a moment. Did you struggle with being vulnerable? And would you have any tips to share with people or offer up to give them permission to. It's okay.
- [18:54]
B
You know, I feel like I don't know if I'm just one of those people, but you can tell when I'm holding back. And when I was younger and probably not in the same position that I'm at right now professionally, yeah, I was scared to death, man. When you're like, FMLA eligibility and taking time off and, like, punching clocks and trying to get everything done, hell no, I wasn't telling anybody right when I was given the platform, when I kind of got my face first, big girl job, I would say, in this industry, I leaned in and people were amazed. I mean, the first time I talked about it on stage, man, I got off stage and, like, fell down and was, like, crying. Like, it was all the things. Right now I can talk about her situation and surgeries and fighting medical professionals and my own journey to. To be in a place where I can make some lifestyle changes and make an impact to her. That makes, I think, for me, some people see as my shell can be a little bit hard around that, but it's also because I've been given a platform to probably let out a lot of the stuff that I'm dealing with that I probably would have held in if I wasn't vulnerable. I get it. Some people don't want to talk about health stuff. I understand. But, like, the first thing most people say when they see me is, hey, Jen, how's it going? How's your kiddos? Right? Like, how's Morgan? Right. Or how's Team Peach? Right. Like, we call ourselves Team Peach, right? So, like, people feel like they know me because they do, because I'm. I wear my heart on my sleeve. Not everybody does, but for me, it's been a platform to, you know, raise $150,000 to a foundation in her name and make connections with people that probably just would have been business associates. But now I know, yeah, you have this in your family, too. Like, you don't have to talk about it. And I'll never say your name. You know, when other people's kids are diagnosed with super rare diseases or they're like, oh, my God, can you help me? What would you do? It just shows that, you know, all this time in the trenches medically has provided me with a vehicle to support myself and my kid and support others who might be along a similar journey, if not the same. So, yeah, that's where the real connection happens, man. It does.
- [21:05]
A
Yeah. And there's purpose in the pain or the struggle, you know, because unless you have some. Some purpose or some meaning or you're able to kind of turn that into some way for you to utilize that on a bigger scale or platform or maybe impact other people, then. Then it becomes debilitating, you know?
- [21:24]
B
100. Yeah. When you hold it in, man, I can tell you, I, like, the tears will roll down my face like, if I'm holding it it in for too long. I just got an award on stage and I, I, Kim Kardashian cried, man, because I was holding it in for too long.
- [21:37]
A
Like, it was right, by the way. I don't know.
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B
It's ugly crying is what it is.
- [21:43]
A
I don't know that I've seen her cry.
- [21:45]
B
Yeah, it's. My friend tells me they're like, oh, you, Kim Kardashian cry. You. You ugly cry. But like, well, that's that's.
- [21:51]
A
I'm glad we brought that on a nice transition note into Matthew here. I don't know where we go from that or how you one up the Kim Kardashian crying, but you're talking about networking through education in your chapter, teaching and sharing knowledge as the highest form of connection. What did you hope to accomplish with your chapter?
- [22:09]
C
Matt and Jeff, you were part of the first book of Rethink. So yes, we're a family.
- [22:15]
A
We are a family. Absolutely. And so while Matt's getting his audio set up, Lindsay, I want to come back to you because I haven't asked you specifically this question about what you hoped your goal from your chapter to be about. And you talk about the universal power of the wave. I'm curious. Tell me more.
- [22:33]
C
I do. Thank you. I think it just takes one small action for a large result. And I used the example in my chapter. I described my early years in college, pre Facebook and social media, where it was you just get out there and connect with people. You actually use your two legs and you're walking, like I mentioned 10, it felt like 10 miles a day on campus just to make sure that I was building myself, building my sorority, you know, social chair, who I, you know, how I represented myself. And then as an adult, I came across the Hawkeye Wave. And it's very well known. If you don't know it, there's the QR code in my chapter. You can also YouTube it. And a woman had posted on a Hawkeye group, hey, we should all turn and wave to the children at the hospital because a new suite had been designed over the field. So the first time that the press box, as they called it, was used, the moment is recorded. And you know, she thought, oh, I'm just throwing the suggestion out there. But it was such a beautiful moment because enough ears had listened to and people started turning and waving to the children. The children were prepared with their parents for signs. You can just see the motivation and how much inspiration and joy a single or multiple waves and what the impact can make for families that are struggling similar to Jen's and just want a happy moment and, you know, good energy flowing their way.
- [24:08]
A
So the Hawkeye Wave. I just googled it. Googled it. Iowa Hawkeyes athletics. When the Kinnick clock hits zero at the end of the first quarter, 70,000 fans, football fans turn and they wave at the kids in the hospital who are watching along with them battling life threatening diseases. Yeah, that's powerful. Did you go to Iowa?
- [24:30]
C
I did.
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A
The listeners who want to know where and when and how they get the book. Who wants to jump on that? Where and how and when is it? Amazon, you mentioned audio earlier. And we're going to put everything, links in the show, notes to everybody's LinkedIn profiles, but also to how they get access to the book resources. Somebody take that and tell us where the heck we can get it.
- [24:48]
C
Sure. It's going to be on Amazon October 15, which is a week from today. It will hit bookshelves, I would say maybe a quarter after that. Although we will have some local book bookstores across the nation that will have the Raycon book on their shelves and then we will have an audio coming out as well. So we're super pumped.
- [25:08]
A
Okay, so first place to get it is on Amazon October 15, which by the time this goes live is probably it's going to be available. So you're listening to this right now. Go to Amazon. And what about for people who want to continue the conversation? Maybe you've made a connection to somebody here, right? Matt, Jen, Lindsay, what would be the best way for them to do that?
- [25:25]
C
Reach out. LinkedIn is great. Don't get scared if we don't reply back. Sometimes it's just a lot of messages and you might miss one. So jump on an opportunity, ask questions, connect with our crew and those that are following. Rethink everything you know about networking. Like you said, we're creating a movement for those people who want to change their lives, change other people's lives, use education and use the power of being an individual to become multiples.
- [25:57]
A
Fantastic. And so it's been a privilege to meet with four of the authors in today's conversation from the chapters, but there's actually like 25 other chapters from a bunch of different other people. So you're going to get nuggets from over 25 people and I guarantee you there's something for you to connect and dive into there on that book. Hey everybody, I appreciate you making time for your busy days. This was really a great conversation. Thank you.
- [26:19]
C
Thank you so much, Jeff.
- [26:20]
E
The authenticity is your best friend when it comes to success. I think that if you believe in yourself and you believe in the product that you're selling, then you're really not selling. I think sales has always been more about the networking aspect, making the connections and then secondarily communicating what you perceive the benefits are of what it is that you do. And you know, to try to convince someone to make a decision versus in an educational, informative, passionate, enthusiastic way, just simply leading them to that decision. That to me is, is the, the way that you can really get the ultimate level, achieve the ultimate level of success in sales, you know, otherwise, if you're just fooling people and trying to, you know, convince people, that might work for a minute, but it certainly doesn't work in the long.
- [27:19]
A
Yeah, absolutely. Good point. All right, maybe we'll call this the the Tornado Podcast. Seek shelter wherever you're at. Okay, that's it for today's episode. Before we wrap up, I just wanted to remind you about my agent classes. Your proven system to double your agent referrals in just 90 days. Imagine never having to cold call again, instead building real lasting relationships with top producing agents who want to send you business with done for you presentations, marketing, automation, weekly coaching. It's all designed to make growing your business easier and fun. So if you're ready to take control of your agent referrals and grow your income, visit MortgageMarketing Pro or check the link in the show notes. And while you're there, don't forget to check out the success stories from other mortgage pros who've already seen incredible results. Thanks for listening and I'll see you on the next episode.
- [28:13]
C
Sam.