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Radio show date 12-12-2020

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Shawn: Hey guys, it's Sean's in the connection machine, aka the insurance doctor. This is live, I believe, 98 on this year, and I do these to help you, yes, you grow, help you, with your business. Help with lead generation, networking, non-negotiables, things that are going to take your business to the next level. And it's important that you understand that we do this, we take some time out of our busy day. Yes, we all have busy days. But we have time for this. Some people say oh, I don't have time to do these podcasts or shows or what have you. It's important that you start, and I ask many people to just get on board and just start sharing value. Don't talk about what you do constantly help others first. So those that I am going to bring on today, I'm going to bring them on right now. They're all backstage, I have john Morley, I'm going to have Boris Peyzner. And I have Chris Conway. And I want you guys, we're going to be here for about 30 minutes. Definitely take some notes, have some of your water, coffee, protein drinks, whatever you have, and sit back. And we want you to actually implement. So if you implement things, take action, that's what we want to know. So definitely get back to us later on. On that is what works for you. If you haven't already subscribe to my YouTube channel. If you haven't checked out webtalk another platform to check out. But I want you all to sit back, relax, and enjoy. Let me bring on our guests. Here is john, we have Boris and Chris what's going on guys?


John C. Morley: Hey, good morning. How's everybody doing this morning.


Shawn: Thanks for taking some time out. Guys, this is going to be a phenomenal time. I like to again provide value for everyone that's watching. So they learn about things from us. And we're not going to just Yes, we all have something that we are working in. We all have a business. But we also want to help others. And that's the goal of what we're doing today. So I brought you guys here to get, specifically today. And we have never I want to make a point. We have never met in person, right?


Altogether: No, we have never met


Shawn: Ever. Right? It was just through social media and networking, through groups, through me just reaching out, guys, I think we have some value, let's drop it out into our communities. And that's how powerful this is. Everyone I want to make sure everyone, we've never met, we never met, we just, you know found each other and on social media. And we're bringing some major information to you guys today. So I want to start and have each of them introduce themselves. We're going to start with john, then we'll go to Boris and then Chris. And then we'll get after with a number of different value ads for today. So john, please share who you are and what you do.


John C. Morley: So I'm a serial entrepreneur, going to be 30 years this year that I own a technology company We make it easy for small businesses all the way up to Wall Street. And then about 7 or 10 years ago, I got tired of paying companies that didn't know how to get the word out about us. So I fired them. And I didn't really know what I was doing in the marketing industry, I knew nothing. And about a few years after that, I decided that I was going to go really cold turkey and invest 150 grand in my first print production machine. About a year ago, I built my first print production and digital center. So now we create everything online and in mail that we do. But the nice thing is, is that if I want something which a lot of times want something, I can have it designed in the mailboxes within 24 hours, which is pretty powerful. But it's all to me about giving the right message to the client. And just being truthful with people. I think that's what it is at the end of the day. It's just, it's over prom. It's basically under promising and over delivering.


Shawn: You got that right for sure. So I appreciate you spending some time today. 


John C. Morley: My pleasure. 


Shawn: Fantastic man. Boris.


Boris Peyzner: Good morning. Good morning. Good morning. So I am a litigator with Mandelbaum Salzburg. I started practicing law in 2008, which is probably the worst time to start practicing law, the economy tanked. 2011 happened, I saved up some money. I did what I thought every normal person would do. I went and started to looking for a house to buy for myself, plant some roots. And my realtor who happened to be my friend starts talking to me about how he has, I don't know maybe 40 or 50 single family homes, no mortgages, passive cash flow coming in. So I said you know I'm not going to buy my own house. I started looking into real estate investing. Nine years later, I own a small lot of portfolio of multifamily homes. Now I buy small multi families, I fix them up, hold them I started growing outwards. I started buying lots of land, building single family homes, buying homes, knocking them down, building homes, and I do all that on the sidewall, full time I litigate, try to help other people that might have issues going on legally speaking.


Shawn: Awesome man, helping others. This is something you're going to hear constantly today is important to give that value. So thanks so much Boris for joining us today. And Chris.


Chris Conway: Yes. Hi, guys, how are you? My name is Chris Conway, I'm the director of the Goldstein group. We're a premise-based retail brokerage firm, been around, you know, nearly 40 years, specialize in retail shopping centers, investment properties, as well as mixed use projects. Prior to this, I was actually in, listening to Boris’s story is kind of funny, I was in the financial industry. The day I got my series seven, the Dow actually dropped 777 points. I kind of looked at it, like, you know, hey, if it was a slot machine, I'd be pretty happy right now. So maybe there's a good message that can come from it. Since I Started you know, I like the profession, I realized, you know, at that time, actually, real estate was kind of the best investment from looking at, you know, our clients’ portfolios, and that included, you know, municipal bond holdings that were pledged to leverage real estate at a more favorable, you know, rate as far as financing goes. I made, you know, a healthy income, you know, built a nice nest egg as a Currency Trader. Started with one, you know, as far as a personal portfolio goes, I started one two family home in Union City, New Jersey. Now, I'm up to 870 rental apartments in New York in New Jersey, 400 or so multifamily homes, and I flipped, actually just completed my 288th flip last week. So you know, I also, you know, develop for commercial tenants, credit worthy commercial tenants, you know, your CBS's, quick checks of the world. So, you know, we're able to create, you know, value add on a triple net basis by identifying piece of property where we know tenants want to be and then go from there. So, now, we, as of three, four years ago, I realized now the thing on any development deal in the northeast is always just the entitlement process. And the fact you know, you have the buyer write contractually add to these agreements. Because, generally, you know, the difference on a development deal between making money and not making money is usually where the and the purchase price come in. And you just have to be very, very well capitalized to kind of enter this world now. 


Shawn: That's awesome Chris, thanks so much for sharing. Thanks so much for being with us today. And for those that are, your networks, and your community, my name is Sean Xin the connection machine, aka the insurance doctor, I'm the unique insurance broker, I am one that's always anyone can do insurance, I always say, but I can help you grow your business. And that's why we're together today to help you grow your business, take ideas and tips and tricks and strategies from our guests today, and actually implement and take action. So I’ve been doing this for many years, been doing insurance since 2006. I do residential, I do commercial, I'm in all, the entire country now, I was focused in New Jersey, I can do anywhere in the country. And I make sure that I'm helping people first. That's why we're having this conversation today. So the more value that I can bring, the more that we're going to do business, they're going to think about us. Because we're not just talking insurance or litigation or you know, IT stuff, we're not talking about rentals. We're really going, dive in deeper for some things today, as far as non-negotiables, lead generation, and networking online. Because a lot of people can't do that in person today. So we're doing things differently. So I want to start off with nonnegotiable, what is one nonnegotiable that you have to have that will make your day successful? And we'll start with Boris and then we'll go to Chris and then john.


Boris Peyzner: Good question. You know, I'm a full believer of setting proper expectations, whether it's proper expectations, for your clients, proper expectations for the person you are trying to buy real estate deal from. Whatever it is, I mean if you set the proper expectations, your life will be easier. At the same time, it'll be easier to work with the other person. Don't over promise and under deliver, you know, whatever you do, in my world, I always try to tell you how it is, what I think the result will be and then that person can make the proper decision for them based on the information that I provide to them.


Shawn: No, that's awesome. Thank you very much for sharing Boris, Chris.


Chris Conway: I think kind to a little bit of a continuation on what Boris said, you know, we have a saying in the real estate world, especially the commercial world that time kills deals. And it's, you know, it you know, the deal process, the deal cycle is extremely long in the commercial world. You know, whether it's on an acquisition or on a lease, especially dealing with the larger national tenants, what I would say is my nonnegotiable is I will never be the person during the day that delays an already long cycle. So in other words, you know, when you say like, you know, the timing would kill a deal. Yeah, but you can't allow it to happen on your side. So if you're moving forward, the other side, really does not have an excuse for, you know, dragging their feet or, you know, move along expeditiously. So that's my non-negotiable. And I find that, you know, as with trading or buying, you know, I only look at it, you know, always hedging and to say, I'm going to buy a property and the worst-case scenario, I'm not going to lose, it's going to bring me back this income based on what's there. And if I get it approved, I can do this. You know, I think that's ultimately, the way that you know, the reciprocal effect of moving things forward every day is you're making progress in the deal in some way. Even if you don't see it on paper at the end of the day, and that is the only thing that you can do. 


Shawn: Excellent. Thank you, Chris. And john.


John C. Morley: So I have to chime in agree with the point of accountability. That was when the first comments I made about, you know, basically, to, you know, to under promise and over deliver. But another real Biggie for me that I want to just add to the table is the commitment. And this goes not just once the relationship has been built, but in the very beginning. So what do I mean? You figure that if we're in a virtual world, there can't be commitment, well, that's wrong. We use an automated calendaring system. We're all busy, right? So anybody that says they're busy, those are the people you want to connect with, 15 Minutes with us is what people want. I mean, we're a catch, okay, let's face it, we want other people like that, right? If people have two, three hours, well, they're not going to be able to probably do anything with us. So my big thing is commitment. If you say on the calendar, your meeting me 10.30. Okay. And obviously, emergencies come up, I get that. I don't let anybody break an appointment, unless it's 24 hours, some emergency pending. So if they break an appointment with me, they can send another point with me. But the second time they send an appointment, John C. Morley:, by the way, you know, you missed the first appointment, just want to let you know, here's a second one. If you miss the second appointment, which you absolutely can do, you won't be able to book another point with me for 30 days. I think our time is valuable. We need to set the standard of that. Because when people understand that, Oh, wait, I can't, Yeah, you're just going to wait and your projects going to wait too. Oh, yes. Start realizing that if you are on time, you're late. A very good limo company taught me this many years ago. Because you know, we've all had limo drivers and they don't pick you up on time. [Boris Peyzner: are you there? Are you there? If you're on time, you're late. So I'm like yeah, he's like I'm always early. You tell me to be here 05.30, I’ll be here at 5.00. So you never have to worry. And I think that's something we just have to bring to our A game is that we have to set the standard of what we want the client, we have to train them and if they don't want to play ball with us, well, then they shouldn't be in our ballpark. I'm sorry.


Shawn: Excellent answers guys. Excellent answers. And for those that are watching if you're on you know Facebook, if you're in the group, if you're on YouTube, please hashtag live if you're watching live, hashtag replay on the replay. If you have questions for us, if you have any comments, please don't hesitate, drop a comment. We will get back to after the live for sure. I believe my nonnegotiable is consistency. No matter what you do. If you're going to put yourself out there with using video, if you're going to do different things as far as networking, if you're going to get into exercising, being consistent is a huge player in everything you do. I believe cold calling is key. Oh, I don't cold call. I don't cold call, I call it connection call. Because every call that I make, it's going to go one way or the other because I'm going to find out what your pain points are. And maybe I'm calling you just to have a conversation. I do insurance. But maybe you need someone to do a refinance. I have a guy. Maybe you need somebody that needs an attorney, I got a guy. This is how every connection call is going to be successful. Because that's how my mindset is going into it. It's not something I'm going to sell somebody on this phone call, because nobody gets sold on the first call anyway. It takes five to seven you know contacts before that happens because you're building a relationship. So consistency in my book is so huge And I love it. Yeah, being on time you're late, for sure, you have to make sure you are on time. But you're early. That's so key. So I appreciate, you know, all these awesome value nuggets that we're dropping, if you're not writing some stuff down while you're listening, I don't know, you might have to hit the replay button number down later. So I want to go into lead generation, because a lot of people in the world that I have, as far as my community are real estate agents, financial advisors, accountants, some insurance brokers. And they all think they have to buy leads, or they have to, in the real estate world, go and spend money with Zillow, there's other opportunities and I love to hear what others are doing to lead generate to make those phones ring for you and your team and your business. So we'll start with Chris, then we'll go to John and Boris.


Chris Conway: Absolutely. And you know, in real estate you have either the tenant or you know, the tenant or the buyer or you have you know, the landlord or the asset. Goldstein for, through years built a reputation on being mainly a landlord, you know, landlord representation firm, we do have, you know, a lot of now key national tenant accounts. Where these leads come in, I like going through actual centers of influences. So Real Estate Attorneys, people have focus on commercial real estate, you know, commercial real estate insurance, CPAs that have, you know, folks of business of, 250 plus high net worth individuals, mainly, in the commercial real estate field. There's a reason why certain people use certain attorneys, use certain CPAs. It's all like a network that kind of spins off, we do the same thing on the tenant side. Culturally, we like to, you know, develop ins with certain types of culture by knowing and respecting the way that they do business. Most of you know, a lot of the franchisees we work with in the QSR world are of Indian descent. Now, second generation, they're becoming larger and larger by accumulating, you know, more stores, some of them are now you know, up to 250 Plus, there's a reason why these individuals all know each other and know each other before they went into business. There's a lot that happens with these things behind the scenes. And I think, too, you know, when you're kind of an outsider looking into a culture, if you, you know, know, and respect the people that you're talking about, by taking the time to learn about them, that goes a very, very long way. So do I go after individual properties? Yes, because a lot of times, you'll find, you know, things are trust. And you know, you can be referred to another owner. But mostly, I like going after, you know, the professionals that have huge books of business. And I always say, the greatest compliment I’ve ever got was getting a call from a client on a property that I wasn't even working with this individual on, and he was just asking my input and what he thought he should do long term on it. And that's how you know, you're always going to be in the mix of professionals that they use. 


Shawn: Because you're a resource, a resource to your clients, or prospects is huge. So that I definitely agree for sure. So thanks so much, Chris, John.


John C. Morley: So I’ve always been a networker for my entire life. But I think we can all agree, guys that networking has changed throughout the years. I mean, there was the time that everybody wanted to get on that boat, where they would have a fee for these to get a ticket to basically get in line to try to meet people in half the people were there for the food, I wasn't. And you know, we had two pockets, the left pocket, and the right pocket. And when you go there, you know, you talk to somebody, and you get their card after you talk to them. But then you always get this joker that comes up to you and tries to shove a card in your face. And I'm like, just hang on a second, no, no, just take my card. I'll take your card, but it's going to go in my left pocket. I don't care. I say on my left pocket. When I get off the boat gets thrown in the garbage. He looked at me. So you got to have a connection. And I think people don't get that. The biggest thing I'm going to tell you with resources. Yeah, I believe in that. So I give lots of value. I have a tech talk show. And I don't charge one penny to be on the JMOR tech talk show. I want to provide value. And I tell people it's not a sales show. We interview people about technology. They're not going to sell anything, and I do a pre interview with them to make sure they understand it. You're not selling your product, you're telling about the value of it. I had a gentleman the other day, he said, well we do this better. I'm like, I don't care that you do this better, I want to know what you would teach somebody coming out of college. You're not getting it, you keep going back to selling. We're not selling things, they'll turn you right off. So when we give tips out, I'm also the host of the happy neighborhood project in New Jersey, why do I do that? Because I want to help people, I want to connect people. And I know that right away, I'm not going to get something, but that's okay. It's about the connections. And they're going to remember me because of the way I connected them with somebody, the way I help somebody, or just the fact like you mentioned before that they came out back to you because you weren't even the person to deal. Either lots of times somebody says to me, hey, john, what should we do in this, in this digital marketing? I'm like, Alright, well, I’ll look at it. I'm not going to tell them what to do. But I’ll give them some advice. You know, then when they ask you to do it for you, well, that becomes, you know, another story. But I think when somebody like you said, Chris that you know, somebody actually trust you enough to want to do business with you, even though they didn't make the decision this time, like, hey, it's okay. You know, next time when you guys have a marketing campaign, give us a shot, you might be pretty happy. I mean, we reach over a million people. And we guarantee that, oh, and they just kind of like you know, they, it's more of a political thing with some of them. So I tell them, it's about value. It's no sweat, we're going to be here. We've been here for a long time. And we're going to keep being here. So you know, when you need something reach out, we're not going anywhere. So I think a lot of times, when it comes to leads, everybody says what you have to buy them. So social media is very important. We have a very active social media campaign, but none of our social media sells. It's all about something creative. Sometimes we'll say, hey, do you want one of these, but it's never a hard sell. It's like, gee, what do you think of this? What are your comments, stuff like that, as far as you know, integrating your social media to your website, also making sure that you use LinkedIn, I have probably over 4000 connections on LinkedIn. That's a whole other story. But the thing is, it's not about selling to them, about building this relationship. And when it comes to me, they all say, Gee, I want to be part of your LinkedIn. Okay, well, who are you? I like to get to know you. Well, we'll talk later. I'm like, No, no, no, I want to know what you do first, before we connect, or, hey, I saw you let's connect. Great, I'm so glad you read my profile that you took the time to get to know me. What is it that made you want to connect with me? I don't know. So why would I want to have a conversation with this person? I mean, just be genuine, be honest. And that's how I build relationships. It's just about helping them and sometimes in the darkest place, when you won't expect it, oh, I have somebody for you. And you just can't be looking for it. I can't say how many times in the chamber where I’ve connected somebody to another person like, oh, gee, that's great we did that. And the way I measure success in the chamber is, taking it from zero to over 50 members right now, I did all that. But it wasn't about bragging with the chamber. It was just like, how can I help you? When a new member joins, it’s not that they're a member a number, how can I help you? What can I do for your business? What can we do? So we give a free press exposure. So what do I do? My PR company doesn't charge a dime. And I donate all the graphics and PR for new members. Again, doesn't cost me anything, but it gives a good PR, and it gives a good feeling to people Hey, you know, he's trying to help me, I didn't make them pay me a dime. You know, so I think you have to give something, I'm not going to give your whole shirt. And we don't design a whole magazine for them. But hey, you know, if my graphic team has to spend a half hour, an hour putting an ad together, hey, well, you know, John's team did this, they did a great job. Well, they did that. Yeah, oh, we should talk about our other Products. So that's what's going to happen. You know, Chris helped us in this, or Boris helped us with that. That was great. Wow, we really should talk to him when we get ready to do this. And I think that's the bottom line is that if you're going to go buy leads, or you're going to go buy an email list, don't do that. You're going to destroy your reputation. And you're going to come off as what we call the quote unquote spammer. Send people information that is a value to you in their industry and get their feedback and have dialogues about it. That's not Spam. Spam is this odd divine when you send a mass message to a general audience, if you send a message to even a mass audience, but it has a specific approach, that's not spam. You know, like you're sending some older realtors, and I'm saying that that's not spam. I wanted to let you know about an issue that they're having with inspectors, want to get your feedback, that's not spam. But if I send that to every industry, now I'm spamming and hoping that I'm going to catch anything under the [Chris Conway:]. So just be mindful when you do stuff. Because it's going to come back and bite you. And just realize that if you know that you go to bed at night and you can't sleep, then you've done something wrong. You know, when you've done something wrong, and I’ll end with this is that a lot of times people go and buy a license from Microsoft. And they type in Microsoft license online. And I had a client and he said to me, Well, gee, how much did you pay for the license? They said, she said about $49. I said, Okay, she install it. And I said, what you have to do? I had go to like six steps. Now, when you're going through six steps to install a license, have to go to some site to convert something, I'm sorry, that's not legitimate, you know what's wrong, you know, you should be paying $100, $200. And you're wrong. And so I think we know when we're doing something wrong, we don't need a book, we don't need anybody to tell us, we have our conscience. And if we can reflect on that, that's really what other people want. They want a good moral sense and judge.


Shawn: Awesome. Well said, value, value, value. For sure john, thank you so much. And Boris.


Boris Peyzner: So I got to piggyback on what everybody said, and what's been the theme of your show, right, which is add value. I'm very big on educating people in the you know, in the legal field, we always write articles, try to educate people on the new laws that come out. A couple months ago, when COVID happened, New York quickly passed a law. There's a such a law now that prevents landlords from enforcing personal guarantees, on commercial leases, you know, so the first thing I did was I wrote some articles about it, just educate people, make them feel comfortable. I am sure somebody has that issue in the world. What are they going to do, they're going to go to Google, they're going to want to read about it, educate themselves about it. So be really good at educating people on topics, and essentially building relationships by making them comfortable, give them knowledge, educate them, answer their questions. I'm really big on educating my clients, keeping in constant contact with them. If they have a piece of litigation, if they're being sued, or if they're suing somebody, it's usually really important to them. And that might be the only time ever that they're going to have a litigation going on in their lives. So it's very big on building that level of trust with them, so that they're comfortable. And as a result, if you do a really good job, they're going to tell other people, hey, you know, my attorney is really good. He kept me abreast the whole time. I didn't get surprised bills from him. I knew what he was doing the whole way. And I think that power of education, I think that it works in every field, right? A couple years ago, maybe seven years ago, we were fixing up a house in East Orange, the house next door was abandoned, locked up abandoned, we were there for like seven months, not a single person went there. So we located the owner in Las Vegas, I call him up, I say, Hey, listen, I want to buy your house. How do we make that happen? His first words, I filed for bankruptcy. I don't own the house. Whoa, not so fast. Not so fast. So I explained to him, you know what the law is on that the fact that he still owns the house, he just might not be responsible for the debt on the house. And I explained to him how I could help him, essentially escaped that debt, and put some money in his pocket, and accomplish my goal, which was buying a house. I made him feel comfortable and frankly comfortable enough that I was able to send him certain documents to sign and he's never met me. I was a voice on the telephone that I talked to a couple of times. But I educated him on the process. And he felt comfortable enough to trust me to then sign these documents and allow me to negotiate with the bank and buy that house. So I think it's all about the power of education. And that's really what you're seeing on Facebook now, right? That's the trend. Everybody's putting educational videos out there, how to do this, walk through my flip here, read my article there. So it's just give people value, build relationships with people and frankly, just be really, really good at your job.


Well said, Thank you. I want to share with lead generation with social media. You want to use the rule of four, you want to teach, motivate, you could also do a conversation starter. And then you're going to do something a sales call to action. You're always doing sales call to actions for every frickin post you do out there, list with me, buy with me, or do you want to refinance? Call me. That's not going to get you leads. But if you consistently use the rule of four, you're teaching, you're motivating, you're doing conversation starters. So you get not just likes and loves, you're getting comments, you're getting engagement, that's where you have a better post, you have 600 likes, that's nothing in my world. If I can get 250 comments, that's monstrous and as simple hosts you can be adding value and that's where you're going to get a lot of reach. So keep that in mind guys that are watching. I want to round out our conversation today. And this is perfect for john that started off. What is one tip, we're going to end with one tip on networking online, to help those that are watching take their business to the next level and I'm telling them to start today. Oh, I'm going to start next in January. No, no start now. This is the time to start planting seeds. Networking now for next year. If you want to have a killer next year 2021, because 2020 for all of us, we want this frickin year to end. But 2021, start networking now and you'll see what happens. What is one tip you'll five John.


John C. Morley: One quick tip is, I’ve always been more pro to LinkedIn, I’ve been Facebook now, but more of my network has always been LinkedIn. I will tell you this, so many people that I talked to, don't really take the time to put in who they are in LinkedIn, they put their job down, you know, when you do something like you volunteered for kids soccer thing, or you work, Oh, sure. I'm president of a chamber, that's a job title, guys. Put that in there, show the community what you're doing, don't put an update every frickin week, okay? Maybe a couple times a year, put in like when I became happy neighborhood hosts, co-host several months ago, I put that in there. And you know, I got several people to congratulate me. The other thing I’ll tell you is, go back and stroke a few people's egos, endorse some people, maybe some people that you think based on their information and endorse them, and you're going to see, they're going to probably want to do something nice for you. But take some time. And write your LinkedIn profile correctly, check for spelling, grammar issues, and make it sound like something because you only get 8 to 10 seconds to connect with somebody. And if you do it wrong, well, you're not going to connect with that person again. And don't ever ask somebody to connect with you, if you haven't first seen if you can give them value, because that's just wrong.


Shawn: Awesome. Well said, john, Boris.


Boris Peyzner: My big thing is just ask questions. If you don't understand something, if you see somebody posting something on Facebook, and you're friends with them, and they're building a house and you have questions, ask them questions. Most people like to talk about their business. They like to talk about what they're up to. They like to educate other people, just ask questions. If you ask them questions, you'll connect with that person. And then the sky's the limit. One of my partners that I do deals with now, just somebody that connect with me on Facebook, he started asking me questions, I talked about my business. He talked to me about his and next thing, you know, we're meeting up for coffee. And then on we went, so just ask questions. That's my big thing.


Shawn: Thanks, Boris. And Chris.


Chris Conway: I mean, that, you know, as far is the key to networking, I would simplify it as much as in two parts, one, make sure that everybody around you, and that can be you you, whether it's on social media in person, driving [3John C. Morley:] your development, knows exactly what you do. And the second part is let them know that you know your trade. Because you, I find so much get lost in conversation, especially initially with people and I see this mainly in the guys that are little younger than me. And again, I'm not going to [3John C. Morley:] a lot of them are very capable, but they're like, they are kind of social media generation that did not have as much of a face to face, you can pick up in a [3Boris Peyzner:02] communication is still nonverbal. You can pick up a tremendous amount in body language, and things like that. And that can you know, that applies to tone in conversation as well versus the actual words. Yeah, you can be having a conversation, you know, say about insurance, but specifically, you know, you could be talking to foreigners, that by deciphering and listening to what they say and what their concerns are, even though they don't say directly, you can know that you know, they need you know, trust and estate planning report or partnership, buy sell agreements, something like that by listening to what they're saying. And again, applies to Facebook, LinkedIn. So you know, make sure everyone knows what you do and make sure everyone knows that you know what you're doing.


Shawn: I agree. I want to end on as far as with networking, started having more video calls, a lot of people use the phone, yes call, please call people. A lot of people use the text message and email. Call, but I have a video call. And you also get to see the mannerisms, see their body language, you actually get to know who they are. I appreciate taking some time out of your days that we're all getting to know each other today in a short 30-minute bout. If you have, think about it, people have started doing these you know have three or four of them a day. Look at the amount of volume of relationships that you can grow in a short period of time no matter where you are in the world. So it's very key today to use the technology but also see the face to face, build relationships and always ask how you can help them.


Chris Conway: I'm wearing pants for the record.


Shawn: Let's end on how you get, those that are watching you can get in contact with you guys. If you guys can give me your cell phone, If you're privy for that or an office number, an email. Let's have Chris, will then Boris and then john.


Chris Conway: I get office calls through Paramus New Jersey and office number 201-703-9700 extension 143, voicemail comes right through to cell. Email that's all one word. Let me just look up my handle here for Twitter. Twitter, I am at retail_oe, Instagram, at retail_coe, get me on any one of those and Facebook. You know, Chris Conway, I also have a Facebook page called retail real estate as well.


Shawn: Thanks, Chris.


Chris Conway: Thank you.


Boris Peyzner: You can reach me by contacting me via email. My office is in Roseland New Jersey. I work for Mandelbaum Salzburg, we have a website, I think it's And then my email is my first initial B my last name, I'm really easy to reach, you could drop me an email, and I'm happy to connect with anybody.


Shawn: Thank you, Boris, and John.


John C. Morley: So the easiest way to reach me I'm happy to give you one of my business, which is our my marketing company, just 973-291-6271 at the Auto Attendant dial 108. And when you dial me, we believe in talking to people. So 99.9% of time, you're going to get me on the phone because our system actually will try to find me. We believe in not hiding from phone calls and actually talking to our clients, which is a new concept. But if you do want to connect with me online, you can go to name, john J-O-H-N-C, M-O-R-L-E-Y-IV, and I would love to talk to you about giving you a network tip, helping you answering a question, and just making sure you understand what not to do.


Shawn: Thank you, john. If anyone that's in john, Boris, and Chris' network, you can always go to is my digital business web card, we actually created a couple months before the pandemic happened. All great contact information is there. I also answer my phone and we make sure we try to grow business together. So I appreciate everyone, you know, sharing major value today taking time out of their busy day, on this Saturday to give this information to our communities and those that are not watching. We hope you have an awesome rest of your day. And likewise, guys, I hope you guys have an awesome day yourselves. 


John C. Morley: You too, guys. Thanks so much. Take cares guys. 















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