[0:00:35] How He Got Started
Casanova explains how he got his name. Early on, he figured that adding value to others was the best way to connect with people and learn from them. He gives two examples of how he might add value. Most sales people don’t understand that their job is to figure out what problems the customer is having and then map a product’s benefits and features to solve those problems.
[0:08:07] Steps to Building Relationships
Don’t ask somebody what they do–ask them what they’re passionate about. Most people don’t like to talk about what they do. Casanova shows us how asking about someone’s passion can give you the basis for connecting, but it has to be in a face to face encounter. When using email or DMs, get straight to the point of what you’re looking to accomplish with a connection.
Casanova is originally from the south side of Chicago, raised by his mom and grandma. He was never deprived of loving support but people around him had a limited worldview. As a teenager, he underwent two years of chemo to treat Hodgkin’s lymphoma. When you live like you’re dying, you are motivated to live it up every single day. Somewhere between 10 to 15, we instill fear in kids which makes them shy away from going after their dreams. Dream Nation podcast helps people challenge themselves and dream big.
[0:20:20] Money Can Buy Happiness but…
Money can buy you happiness but it amplifies who you already were. Your perspective is shaped by the story you tell yourself and you might need someone to challenge your narrative.
[0:24:34] The Dads
Casanova has felt the pain of being neglected by his dad. He and Brad talk about their relationship with their dads. Both are determined to treat their kids differently. People who experience pain or rejection can become the kind of people who are always looking to help others. Joy wouldn’t feel so good if it wasn’t for pain.
[0:29:40] Moving to Omaha and Losing Mom
Things were going well for Casanova in Omaha but then he lost his mom, his job and house, all within the same week. When his mom died, he was forced to choose between family and work. He decided against getting another W2 job and within nine months of his mom’s death, he had done 46 deals, making over $150,000.
[0:35:00] Succeeding at Sales
To succeed in real estate, Casanova understood he had to be everywhere–chamber events, coffees, lunches, around anybody who was anybody. Though he was living in someone’s basement, he exuded enthusiasm, kept selling, and soon became “that guy.” Real estate led to speaking engagements where he talks about marketing, relationships, and motivation.
[0:38:40] The Case for Lightspeed VT
Casanova is migrating his training course from ClickFunnels to Teachable. He and Brad discuss what makes for effective training. If you want people to actually learn, you need to be able to track, measure, and monitor it. Brad highlights the LightSpeed platform. Connecting online is fine, but we build real relationships in person. People like to do business with people who are already doing business, so let the world know you’re still in business.
[0:53:58] Support Your Friends
When friends do business with you, they almost always ask to pay less but strangers will pay the asking price. Most people operate on a scarcity mindset–an abundance mindset comes with understanding sales. It would be great if sellers listed the correct price and everyone got used to paying it without negotiating. If a realtor can negotiate their commission, they will probably drop the price on your house when they take it to market.
[0:58:27] Perspective and Mindset
Everything boils down to perspective and mindset. You behave the way you behave because you believe what you believe. You can change beliefs through learning and experiencing new things. Money is a tool that only becomes valuable when it’s used to create wealth. Equity in a home should be used to make more money. Brad changed his beliefs, started doing things differently, and started getting different results.
The choices you are making determine everything that’s happening to you. Lack of clarity causes confusion and in the eyes of a buyer, if you have confusion, they won’t buy. Be clear about what you want to do because clarity helps you work backwards to determine the first steps. Most of what you’re trying to do has been done by someone else. Do your homework before you reach out for help. Wholesaling has become popular in real estate and people are looking for more information–they can take Casanova’s course.