Realty411 Magazine Featuring Lori Greymont | Page 38

P
By Mark Hanf, Pacific Private Money
eople are always asking
me how I was able to
build my private lend-
ing business so quickly.
How did I attract several
hundred investors in just a few short
years? Well, the simple truth is that I
discovered how to network effec-
tively. Networking, as I define it, is
how I went from zero borrowers and
zero investors to writing nearly 1,000
loans and attracting over 400 investors
during the past five years was a result
of daily conversations and a series of
mini-explosions in growth, all from
forming new relationships.
Now when it comes to networking and
talking with people, here’s an important
EFFECTIVE NETWORKING
for Your Business Success
PacificPrivateMoney.co
few questions to find
When I attend an event, my
goal is not a certain number
of connections but at least
ONE KEY connection.
the act of building your
business one relation-
ship at a time.
Effective networking
is based on the premise
that “how we show up”
in the world is key to
attracting success.
My view of Effective
Networking is based on
three premises:
• Our lives succeed or fail gradually,
one conversation at a time.
• People don’t like being talked to.
They want to be talked with.
• The simple truth is, people do busi-
ness with people they like.

out who they are and
what
they’re doing,
Loans@PacificPriv
and whatever they
say, I find a way to be
agreeable and compli-
Pacific Private Money Inc. • CA Dept
mentary about it.
So, for example, I’ll
find out where in the
area they’re from, and I
might say “oh, yeah, that’s a really nice
area”; or if they tell me they’re doing
fix & flips I might say “yeah, I have
several friends who are doing really
well with that. How’s it going for you?”
As I probe about them, whatever I find
out, I’m agreeable and complimentary
about it.
So the initial interaction with some-
one is not so much “how are you” but
“who are you”. People love to talk about
themselves, so I always make the initial
interaction revolve around them first.
And the most important component I
bring to each conversation is authen-
ticity. People need to perceive you as
authentic. They need to perceive your
compliments and agreements as genuine
and not forced.
concept: When you meet people, try to
speak and listen as if this is the most im-
portant conversation you will ever have
with this person. Because, quite frankly,
it is. First impressions are always the
most important – we all know this. So
make sure that your first impression is
an attractive one.
One of the methods I employ is
a strategy best described by expert
networker Scott Ginsburg, who wrote
The Power of Approachability, and
here’s how he puts it: “Make people
fall in love with you by helping them
fall in love with themselves first. You
do that by giving them a front row seat
to their own brilliance”. The way I try
and do that whenever I meet someone
is to immediately engage them with a
A key point to keep in mind is that,
while no single conversation is guar-
anteed to change your life, any single
conversation CAN. The conversa-
tion IS the relationship.
As I network, I’m ever mindful
of a quote from real estate expert
Robert Helms, who said we are all
just one relationship away from an
explosion in our business!
I know this to be true, because
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