September 12

Jonathan Armoyan Shares 5 Tactics To Become A Better Salesperson


Jonathan Armoyan has been involved in the real estate industry for generations. Between Halifax and Eastern Canada, Jonathon has seen the building blocks of ultimate success in the Real Estate industry.

However, spurred by the advice from his family that only travel will inspire the mind to build bigger and better, Jonathan understood he needed to leave Canada to gain a crucial change of perspective. Jonathan pursued a Business Finance Degree from Florida Atlantic University. While refining his business acumen in Florida, Jonathan also thrived in professional MMA gyms like American Top Team. Once his time came to finish in Florida, Jonathan returned to Halifax, Nova Scotia and completed his degree in Finance from Saint Mary’s University. After his studies, Jonathon took on the task of working as a Project Coordinator with Armco – under the strict scrutiny of his uncle, CEO and founder of Armco Capital, George Armoyan.

Under this time, Jonathan tested his financial education and his affinity for elite performance taught in his time training mixed martial arts, while learning the ins and outs of the real estate trade from Armco Capital. Off the momentum of approval from Armco Capital, Jonathan understood it was time to show that it was his first name, not his last name, that was going to drive him to success. So, Jonathan channeled his desire and intuitive interests of real estate, finance, performance, and competition and decided to enter the world of realty.

Since joining the fleet of realtors with Royal LePage Atlantic, Jonathan has already been awarded three awards for his high performance in the Halifax Market: Diamond, President’s Gold, and Rookie of the Year. He continues to thrive and remain very hungry for the next best deal, the next best buy, and the ultimate satisfaction of all parties in a deal well done.

Contact Jonathan:

[Podcast Transcript Using Artificial Intelligence]

Umar Hameed 0:01
Are you ready to become awesomer? Hello everyone! My name is Umar Hameed, I'm your host on The No Limits Selling Podcast, where industry leaders share their tips, strategies and advice on how you can become better, stronger, faster. Just before we get started, I've got a question for you, do you have a negative voice inside your head? We all do, right? I'm gonna help you remove that voice and under 30 days guaranteed, not only remove it, but transform it. So instead of the voice that sabotages you, there's one that propels you to much higher levels of performance and success. There's a link in the show notes, click on it to find out more. All right! Let's get started.

Umar Hameed 0:41
Hello, everyone! Welcome to another episode of The No Limits Selling Podcast. Today, we've got Jonathan Armoyan with us today. He's a realtor. He's got Tony Montana behind him. Welcome to the program.

Jonathan Armoyan 0:54
Thank you, sir. Thank you. Thanks for having me.

Umar Hameed 0:57
What's interesting is like Tony Montana had became such an icon even for like the rapper community.

Jonathan Armoyan 1:05
Oh, yeah.

Umar Hameed 1:06
It was a gunslingers from like, what drugs meet citizens. He's a hero, but lots of negatives, but also postures, right? That's one of the lessons in life is you don't have to just look to Mother Teresa to find positive attributes. Sometimes people that are on the other spectrum, have attributes that are really important to us, right?

Jonathan Armoyan 1:28
Exactly. You just take the positive things out, you know, can don't drive like drugs or any type of things like that. But you take the positive things out. And you see like Tony Montana, like, one of the biggest things I hear in business is like your word is everything, right?

Umar Hameed 1:45

Jonathan Armoyan 1:45
That that came. I was like, I don't know if it came from that movie but it was a big scene in the movie, right? so...

Umar Hameed 1:52
But he's also got another quote in the movie, if I remember.

Jonathan Armoyan 1:55

Umar Hameed 1:57
"I tell the truth, even when I lie," is it's a quote that he says, which maybe isn't quite spot on.

Jonathan Armoyan 2:03

Umar Hameed 2:04
Which quote, are you thinking of?

Jonathan Armoyan 2:05
I definitely like the word is word is everything or when, when he was coming up, and then so so the big boss.

Umar Hameed 2:13

Jonathan Armoyan 2:14
And he's like, "Are you spy, like your partner?" whatever. And you got mad at him. And he was, he was a small guy at the time, but you got mad at the big boss. And he's like, "Look, don't call me a liar, you know, like, my word is everything." So just things like that would resonate from inserting quotes, he would say or like, certain like certain things you would do like gestures and stuff like that I would, I would see in in a lot of like business, big businessmen, successful businessman. And I just been like some I remember when I was younger, and I first saw them be like, are these businessmen trying to act like Scarface or anything like that. So I do a lot of stuff. And there's like a lot of older movies that that have those get close and they really resonate with you, right?

Umar Hameed 3:02
Absolutely. I think what's kind of interesting is, you know, certain we have the luminaries of the world, like the Lincoln's and the Laura C Cortes of the world, we kind of quote them, but movies and provide such meaningful quotes because they're in a modern context, and then more accessible to the masses saying, oh, in, you know, Darth Vader said this, or in this movie that was said, and it just quotes gives you the ability to think about a situation and see it from a different filter, which I think allow us to be better human beings.

Jonathan Armoyan 3:34
100%, 100% agree. No, I'm big on that. I love business movie, like Wall Street, the original Wolf On Wall Street, but like the original...

Umar Hameed 3:34

Jonathan Armoyan 3:39
...was love that movie. Like, it's just, it gives you an idea of what kind of personality it takes to be a businessman. And they're not that some of them are obviously over exaggerated, right? But you got to watch it with a grain of salt, and then take it for what it is and just take the parts out of it that you think would be useful, right?

Umar Hameed 4:02
Yeah. So this old adage, you know, "You eat the meat, and you leave the bones." And what that means is, you know, in whatever philosophy that you're looking at, no one philosophy is going to be absolutely perfect for you.

Jonathan Armoyan 4:15

Umar Hameed 4:15
But you are going to see some elements say, "Oh, that's really useful to me." And I think that's why not many people know this, by the way. That's why we have almost 8 billion people in the world is not to crowd out the world is to learn from other human beings. Because when you look at somebody, somebody asks you a question, Jonathan, who is somebody in the world that you admire?

Jonathan Armoyan 4:37
You're talking like, an idol or you thought?

Umar Hameed 4:40
It could be it could be a grandparent, a coach, a friend.

Jonathan Armoyan 4:44
My grandmother.

Umar Hameed 4:45
What's her name? What's your grandmother's name?

Jonathan Armoyan 4:46
Honor Hadar Moya, and she is an abso..., she's 84 years old, and she's an absolute hustler. Like she is still trying to crack the open to business and unless she's okay, you know, she's is my dad and my uncle I've done well, so [garbled]

Umar Hameed 5:03
So so take a look at her, is this other nephews that she, I mean grandchildren that she has.

Jonathan Armoyan 5:09

Umar Hameed 5:09
And if they were to describe that she possesses, it might be different than the one, the hustle may not be the one that speaks to them. And when we see other human beings and we admire attributes, it tells you more about yourself than the other person, that person highlights it for you. Does that make sense?

Jonathan Armoyan 5:29
Yeah. 100% agree, 100% agree. And some people you just, it's innate, like they're almost born with this trade. Some people, you know, you can also develop it over time. But like she was born very poor, right? to the point where like, she would like hide over a loaf of bread. Like, I think she grew up in old Armenian and moved to Lebanon because of the genocide. So she grew up in a hard time and her father died very young. And she had literally survive, literally. So in the fact that to feel healthy, and she's so active, like, I've never seen a lady, that old and I'm not just saying she's my grandmother, but I've never seen a lady that old, so confident and like smart. Because...

Umar Hameed 6:11

Jonathan Armoyan 6:11
...she's just not doing she's doing things that that she likes, and she's not losing her memory or anything. Because once you take them out of their routine, they lose their memory. But like, she's still trying to rent out like, you know, I have a unit severed house I built close to hers, and I have a unit on bottom floor. And she's like, I think we can already rent that out for like, 2500 or something like this. And I'm just like, I'm like, "Why do you need [garbled]"

Umar Hameed 6:35
Go granny go, Yeah. Can you give you a piece of advice, don't get into a knife fight with her. [Garbled] On her not you.

Jonathan Armoyan 6:43
[Garbled] doing a project, you know, I don't have time. But I'm like, she's, and she goes to work the project manager and she built space out. And I was just like, I feel like, like, like, we don't want to take our privacy. Like we don't need, we didn't need to rent it out, we can do business outside. But she just took initiative and did it. You know what I mean?

Umar Hameed 7:01

Jonathan Armoyan 7:01
And I'm just shocked, like, I don't think she'll ever stop. You know what I mean? And, and she was my original inspiration, she was my 9garbled]. I when I first became a realtor, she even got me my first lead, which turned into a sale. So she's someone I have [garbled].

Umar Hameed 7:17
Bravo for her.

Jonathan Armoyan 7:18
[Garbled] for her.

Umar Hameed 7:20
So tell us about your real estate career. When did you start in real estate?

Jonathan Armoyan 7:24
November 2019. But I've been in like, that's as an agent. I've been in actual, like construction, real estate, things like this much before that. And then I, I've always been in sales in one way or the other. Right? Actually, how I got into sales was I was selling it. So I was working for Armco Land Development Company, and they had a building with three kitchens in it, right? And essentially, they're like, can you sell like these kitchen stuff, even though I had no idea. And then they had another building where they had a spa they had foreclosed on. So they seized all of these assets and there was crazy, like a reverse osmosis machine in there, which turns salt water into fresh water, like stuff, I had no idea what the price was right. And then they had one last building that they're gonna plan on tearing down because they got a development agreement to build 25 stories there and the current building was mine. And they're, like, sell like salvage all the office furniture in there. So it was nine floors of office furniture and stuff. So I just ran auctions and had a timeline, right? Because those buildings were being sold. So they're like, "Yeah, the closing date is here. And it was like a month out. You gotta get it all done," and I'm like, "Oh, my God, this is this is so much," right? and I did. So I hosted auctions for all three of those buildings. And essentially they, they went well, and we salvaged what we could, but like, I just want I was selling so much. I didn't even realize like what Armco didn't want me to sell. And I ended up selling like their company barbecue and stuff like this. And they're like, their whole office was scurrying around on Canada Day like looking for this company barbecue and then and then someone's like, "Have you seen this? This used to be in that building we saw," I was like, "Yeah, I sold that I got a good deal on it." And then after that, after that, I was like, "You gotta go through real estate is like, it's like, you gotta go, you gotta do this."

Umar Hameed 9:33
So tell us about a deal in real estate that wasn't going well and that you saved.

Jonathan Armoyan 9:38
There's a lot. There's...

Umar Hameed 9:39
That's every deal. But tell us about one of them.

Jonathan Armoyan 9:41
Okay, so one of them. So I sell a lot of new construction, right? and essentially one of them. There was lit entries out and the suburban area of like a more suburban area of Halifax about an hour away from the city, and it was a newcomer struction build, but it had more than that. And I was like, oh my god, like this is unacceptable, but it wasn't even more, it was mildew. So it was just the fact that it was in an airtight space and they didn't put a human dehumidifier in there. And I was double landing it too, right? So I was on both the buy and sell side. And you have to please both parties at that time. And, you know, the first time homebuyer like this, and that. And essentially, I would just play around with conditions .So like, I would write an amendment and I'd be like, If mold is not like after property inspection of mold is not wretched rooted, like full page like this amount is owed, or this, or we would do like, you know, or the, or the seller has to take on that expense. And then, and then essentially like to just fix it himself, and then we inspect it again. And it got to the point where it was closing day, and they're still fighting about this, and like, "Oh my God, this thing isn't gonna close," right? And they, I would just, I would tell them, I'm like, let's do a letter of undertaking. So essentially, we closed this house, because they needed a place to move, like, they had no choice, they're gonna be homeless. And like, it's, it's kind of hard taking on the pressure of, you know what I mean? Like a new homebuyer and like, you know.

Umar Hameed 11:22

Jonathan Armoyan 11:23
They're gonna be homeless, if they don't have this thing, and you feel bad, right? I'm like, not gonna, like change this deal in any way without manipulating the price. But at the same time, by doing a letter of undertaking by getting everyone what they want. So making the seller, so I had to make the seller happy, I can make the buyer happy. And then I had to also not change anything as far as price or the land closing or something like that. So there's quite a bit of new construction deals. And then the other hardest time I'd say is one, there was almost nothing on the market. And there was an $850,000 house. And then essentially, wet like, we I found that offer, we got our offer accepted, but there was like 25 offers or something like that on this thing. And we our offer was the exact same as three other offers the exact same price. But the reason the or the seller took us was because I had put will submit a $50,000 deposit within the first day. And we have five days to meet conditions, and then we'll do your ideal closing, right? So essentially $50,000 like was...

Umar Hameed 12:34
That one the day?

Jonathan Armoyan 12:35
Sorry? Yeah, that one, that one it just because of the conditions, but it was mostly because of the $50,000 deposit but at the end of the day, the buyer was gonna pay that anyways. It just looks better on paper, but it's the same damn thing.

Umar Hameed 12:48
All right. So a lot of realtors don't consider themselves salespeople.

Jonathan Armoyan 12:56

Umar Hameed 12:57
But real estate is selling. So talk to me about that, that disconnect. Like sometimes sales is seen as a dirty word, it's not nothing gets. That movie behind you. Scarface got sold to someone to make that movie. Al Pacino got sold to be in the movie, so selling is important. Your thoughts and selling in real estate?

Jonathan Armoyan 13:17
Mark Cuban says it best all businesses and then sales. There's not a business that doesn't end in sales. So if you can't sell, you can't run a business, right? Like it whether you're selling a service or selling a product. Every business has sales.

Umar Hameed 13:32
The purpose of the business is to make a profit. And you can't make a profit unless you sell something.

Jonathan Armoyan 13:38
Exactly. And in sales, it seems like it's a rare thing to come across like a good an actual good salesman, right? and it's hard to come in. What comes with sales is you have to be very persistent. You know, you're not the smartest guy, but maybe you're the most persistent and you'll just drive people nuts [garbled].

Umar Hameed 14:00
There's a fine line between there. So we've got somebody booked the appointment between you and I.

Jonathan Armoyan 14:04

Umar Hameed 14:05
And somebody else that was booked on an appointment. So you know, "How was AJ booking this appointment?" They said, "She was persistent.'

Jonathan Armoyan 14:14

Umar Hameed 14:14
'but not pushy." So initially, I said no but she convinced me to say yes, in a way that I felt good about myself. And she did a brilliant job. And I think that's what selling is about. People have this illusion of what salespeople are like, it's like, "Hey, John, who the hell are you? [Garbled]," that's not selling. My first, my first experience in selling was I worked in this family business and the guy from Hitachi, Canada, their sales manager came to sell to us VCRs TVs, that kind of stuff.

Jonathan Armoyan 14:46

Umar Hameed 14:46
He's the most mild mannered person you ever met. He was the number one salesperson and he our time in an appliance store. And he was their number one salesperson, even though other people worked full time and it was the first person I went, "Wait a minute, being a salesperson is not about being pushy, it's about being helpful."

Jonathan Armoyan 15:02
No, pushy is like the absolute wrong tactics to take in sales. It's the number one wrong tactic, or sending an email that's like, not genuine or calling someone and doesn't seem genuine, you have to build genuine relationships. And when you build genuine relationships, you get clients who trust you who become repeat buyers and that's how the business grows, right? Repeat buyers are my best clients. Like, you know, I've few clients that I've, when I've started, my first year, I didn't, I don't have repeat buyers that much in your first year. So when I reevaluated myself going into my second year, I was like, I gotta focus on these repeat buyers, and I gotta, I gotta essentially give them all the attention they need. And then obviously, still focus on other buyers but these guys come first, because they're doing 10 transactions a year with me, so I got to make sure they're getting the best deals, and I gotta make sure that they're happy with me and I got to, you know, call them up every once in a while and follow up with them, right? So like, my repeat buyers, and my people, like, who I enjoy working with, well, I enjoy sales overall, you got to enjoy it, right? You can't force yourself like to sell you know, and I mean, like, either either you like it or you don't and like there's a lot of new realtors that are joining now. But, you know, they gotta, they gotta really love sales, you know, and I mean, like, it's, it's not something you can have, you just won't survive, right? Like, another, another realtors told when I was a, realtor is like 1% or 5% of the realtors make 95% of the money, right?

Umar Hameed 16:39

Jonathan Armoyan 16:39
And like, that's just the truth,right? That's the truth.

Umar Hameed 16:43
So when the skill sets hard for people to do, but it's essential in life, and especially sales is the art of listening.

Jonathan Armoyan 16:50

Umar Hameed 16:51
There's people reveal so much stuff. And if you're in your head thinking about what you're going to say next, you miss it. So how do you stay in the zone? How do you actually listen?

Jonathan Armoyan 16:59
You ask certain questions that bring out it's like cross examining someone and core, right? You asked certain questions that will bring out certain answers. And then you'll you'll get an idea essentially, like, I was with my buddy yesterday, and we were like, we're at one of his rentals he was looking at, he was talking to his tenants, and they hadn't paid rent for a while. And that they had this huge like, SUV. And they were and I was like, "Oh, that's a big car," like this and that. And they're like, "Yeah, it's $250 to fill it with gas." And I go to my buddy, I'm like, "Look, they're not paying their $1,400 rent, but like, every two weeks, they're filling this thing up with 250 bucks." Like there's something there's like key points you catch on to and stuff like this and, and, and like he didn't register that I'm like, "Man, you gotta pick up on this stuff. I go that cars probably like a $60,000 car too, you know and so," Things like this cues or even if I want to find out the truth about something, I'll ask three different people, and then collect what I can with bits of information, and then combine them together. And then I'll get a probably...

Umar Hameed 18:12
Better idea.

Jonathan Armoyan 18:12
Better idea, right? So I mean, it's just little things that people say like I remember, or work for a hotel, or a hotel when I was in university, like a summer, summer Coop, and the counting people, the head of accounting came into, like our meeting with all them head managers one day, and the boss was there. And she goes, she's talking about this new car she bought. And the first thing the boss says to her is, "I pay you too much." And so it's like, if you buy a new car, give it to yourself, do not tell your boss.

Umar Hameed 18:48
Even though they don't pay you too much, but it's still like, and that hurts, especially when they're not paying you too much.

Jonathan Armoyan 18:53
I know, I know.

Umar Hameed 18:54
And it's like, "Come on! What do you mean, pay me too much?"

Jonathan Armoyan 18:56
Yeah, but like, don't volunteer to say it if you don't have to, right? [Garbled]

Umar Hameed 19:02
So one of the things that great salespeople do is ask really good questions. And the nice thing about questions is this, is if you ask the right question, you can actually change the brain chemistry of the person you're talking to. It's like, "Well, tell me about the first time you moved into this house. What was that like?" And all of a sudden they light up and they go back to that memory and they experience all that stuff. That, that's what we want to do and the next house that we find you to just amp that feeling up.

Jonathan Armoyan 19:29

Umar Hameed 19:30
Basically, take care of your family in a bigger way. And just by doing that, you get to invoke emotion, and facts don't sell, emotion sell.

Jonathan Armoyan 19:39
Exactly. urgency, especially. Urgency is big. I mean, we just went through that market, right? It's like people are putting in blind offers, but it's all because of urgency has nothing to do with anything else. But like, like you said emotion so, right?

Umar Hameed 19:54
Let's say you are talking to a realtor that's been in the business for four years.

Jonathan Armoyan 20:00

Umar Hameed 20:00
Doing 10 transactions a year so like not well at all.

Jonathan Armoyan 20:04

Umar Hameed 20:04
Scheme of things, but they've got talent, though thing they're missing is sales. So what would be five pieces of advice you'd give that agent to amp up their sales ability so they actually go from the 10 transactions to 20 that year?

Jonathan Armoyan 20:19
Yeah. 10 transactions with different people?

Umar Hameed 20:22
Yeah. So let's say just a regular agent, and they just kind of like, stumble through their career and not earning a lot.

Jonathan Armoyan 20:28
First thing I would say is, you know, always go for the listing, if you're gonna do that, like the listing as the kingpin,

Umar Hameed 20:37

Jonathan Armoyan 20:37
like you know, and you get the listing and get the kingpin. So like, you gotta cold call that point. If your network is not big enough, you should be going out to networking events and meeting people face to face and explaining to them, why your, why you can, like what you can offer them, you have to sell your service, right? And sometimes you got to become the person they want you to be. No, I mean, that's another sales thing, right? So it's like, you know, businessman, like different, you know, help first time homebuyers. You need to treat different so that's the other thing I would say.

Umar Hameed 21:12
Hold that thought for a minute. I was at an event and there was a really nervous looking lieutenant, state trooper, Maryland State Trooper, he's pacing back and forth and they go, "Hey, dude, what's going on?" "I gotta get up on stage and I got to do a presentation," so we started chit chatting. And one of the things he did was he is a really good interrogator.

Jonathan Armoyan 21:32

Umar Hameed 21:33
If there's, you know, when they bring a criminal in, if they're a trucker, I go home, and I change into jeans, boots, and a plaid shirt, and I come into the interrogation room, I just start chatting with them. If it's a banker, I go home, and I get a suit and I look really, really liked the banker. So when I want to get a confession, I dress like that person, I don't force them on anything. What I do is I just build rapport with that person.

Jonathan Armoyan 21:57

Umar Hameed 21:58
And after a time, they go, "Hey, dude, this is what really happened," and they confess. So he does conversion, conversion to do that. He's basically just connecting with them as a human being.

Jonathan Armoyan 22:09
Yes, exactly. Exactly. And you have to you have, you just have to be charismatic, like, I mean, it's, you have to be able to talk with anybody, you know, you have to understand different cultures, how to be respectful to that culture, right? I have a lot of Chinese clients, and they don't like the number four, right?

Umar Hameed 22:28
Yep. And you know why they don't like the four? Here's the reason why. A homonym is where two words sound the same, but they have two different meanings.

Jonathan Armoyan 22:37

Umar Hameed 22:38
Four in Chinese is a homonym for death. This thing is a bad omen. If you ever see a car with 444 and you know, 100% no asians driving that freaking car. But if it's got three eighths, ah, lucky number for them, there's a Chinese dude in that car for sure.

Jonathan Armoyan 22:53
Yeah, I know exactly. Like even Armco, my family's company had a bunch of buildings that were building in Montreal, and they named the project EQ8, equilibrium number eight, because, like a lot of the buyers.

Umar Hameed 23:11
To attract the buyers.

Jonathan Armoyan 23:12
And they went and they promoted in China, right? So, like.

Umar Hameed 23:16
And would you like to come on the eighth floor? "Boy, yeah, what the eighth floor and the eighth department on the eighth floor that's a lucky one."

Jonathan Armoyan 23:22
In China. I don't even think they have a fourth floor. I think it just goes three to five.

Umar Hameed 23:28
In our culture sometimes don't have the 13th floor.

Jonathan Armoyan 23:31

Umar Hameed 23:32
They missed the fourth, yeah.

Jonathan Armoyan 23:33
Four, and there's, there's another number, I think it might have been 18. But like stuff, so you have to understand the cultures a lot too because it's it's big, like, it's a big deal to them, right? And yeah, you know, you don't want to be disrespectful in any type of way. Like, to the point where I had, I had, like, I think we're gonna write an offer. I mean, one of my Chinese clients for five thousand, five hundred sixt-four thousand and I like making five, six, eight, you know, I go...

Umar Hameed 23:33
Oh, yeah.

Jonathan Armoyan 23:36
...like, it's that point. That's 4000 bucks, but...

Umar Hameed 24:05
Just to get the right number, yeah. Brilliant. So Jonathan, let me ask you this. You like a lot of movies?

Jonathan Armoyan 24:10

Umar Hameed 24:11
You like a lot of characters? Who's the character that you'd like to be like?

Jonathan Armoyan 24:16
I would like to be like, I really respect that like...

Umar Hameed 24:20
Mary Poppins, like, who would that be?

Jonathan Armoyan 24:21
...[garbled], I mean, like, like, do you mean character like a fictional or non?

Umar Hameed 24:27
Yeah, I picture a fictional character.

Jonathan Armoyan 24:29
I'm trying to think of what what business movies I watched which ones? There's so many good ones. I'm not a less a more moral version of Gordon Gekko.

Umar Hameed 24:40
Yep, makes sense.

Jonathan Armoyan 24:41
You know what I mean? Like, I don't want to do like, like, he's like, I think it was insider trading in the movie and then he was doing some stuff. Oh, he was who he was, I don't know, he's gonna fire like 10s of 1000s of people or something like that so and hurt the economy. So like a more more old version of him, you know what I mean.

Umar Hameed 25:02
I'm gonna give you a movie recommendation if you've not seen it. It's called, "Other People's Money" with Danny DeVito.

Jonathan Armoyan 25:07
Okay, and I haven't seen I got a [garbled].

Umar Hameed 25:11
He's a guy that goes into companies buys them and just splits them off and fires people. But of course, it gets hard at the end of the day. So Jonathan, what's one piece of advice you'd give realtors that would help them become better, stronger, faster?

Jonathan Armoyan 25:24
Better, stronger, faster. I would tell them, definitely get yourself out there. Like get yourself to the networking events, and just talk with people and really try and learn. You don't have to attract everybody you talk to. But if you make a mistake, and that guy didn't, like you didn't sign with you go re-evaluate it and see what you did wrong and then go back to the next networking event. And eventually, you'll just...

Umar Hameed 25:54
And do better. Absolutely.

Jonathan Armoyan 25:55
Like it's just, it's just a matter of putting in the work and being persistent in that way, right? So, I mean, like, it's inevitable if you go to enough networking events, and you talk to enough people and like, if you have the guts to do cold calls door knocking stuff like this, like you're just gonna, it's inevitable that you're just going to grow, right? So.

Umar Hameed 26:16
You can get better, that's the thing. Don't take it personally. Just learn what you can. So I had this guy come in, he was a guy that sold branded merchandise like, you know, one of these water things with a logo on it.

Jonathan Armoyan 26:27

Umar Hameed 26:28
And so he came to see me and said, "Hey, Umar, when I go to networking events, I'm a wallflower...

Jonathan Armoyan 26:33

Umar Hameed 26:35
[garbled]. If someone comes to talk to me, I'll talk with them, but I can approach new people." So I said, "Okay, tell me about a particular time you went to a networking event, and you want to go approach someone and you didn't, well, you did it badly?" He says, "Oh, yeah, I was going through this thing. And there was a guy there I really wanted to meet, but I just couldn't get there." I said, "Okay, in your mind's eye, I want you to go back to that networking event, and see what you saw the people there." He says, "I'm seeing it" "Hear what have you heard, you know, people chit chatting your inner thoughts. When you do those two things, you get to re-experience what you are feeling." And he goes, "That's weird, man, I'm feeling it now. It's an uncomfortable feeling right here." And this tool from neuroscience, you can use to link this feeling to the unconscious mind that records everything. And soon as we linked that tool, a childhood memory came up. And this was the memory, he went from rural Maryland, where there was like a school house with like, you know, 12 kids in it. To Baltimore city with a 2000 person high school.

Jonathan Armoyan 27:32

Umar Hameed 27:32
And it was his first day at school, he's overwhelmed with everything. And as he's leaving school for the day, he has to get on the school bus and they got like 25 school buses. And this guy he asked, "Which school bus should I get on?" This guy on purpose sent him to the wrong bus.

Jonathan Armoyan 27:47
Wrong bus, yeah.

Umar Hameed 27:47
And that guy ended up being his best friend later on. But he's on bus and he was on the bus. And at the end of the route, the bus driver looks up at the rearview mirror and says, "Don't worry, kid, I got you." But the feeling of being lost in the sea of people.

Jonathan Armoyan 28:00

Umar Hameed 28:00
With childhood experience that blocked him from networking. So we went in, we changed the belief around it, and got a call back from him saying, "Hey, man, I'm going to networking events, I can talk to anybody that I want," and that's the power of mindset. And that's kind of the work I do is very much figure out what in here blocks you from being freaking fantastic. And that makes every day, a joyous day for me because I get to change lives.

Jonathan Armoyan 28:22
Great, yeah. That's great. I mean, it really is all of that. I mean, a month and a half in Armenia, and like just being in the east part of the world and seeing what, how different the mindset is there. You know, some people have never left their village or their country, and they're just, you know, they're the happiest people in the world. But like, you know, they don't know what else is out there and this and that, but it's just perspective, right? I mean, like, this is a weird example, I mean, even like North Korea, like they, some people could be the happiest people in the world in there. And...

Umar Hameed 28:23
Yeah. Probably.

Jonathan Armoyan 28:36
You know, you know what I mean [garbled]?

Umar Hameed 29:01
I'll leave you with this stories and old stories that allegory, it's this American business guy in Mexico, and it's a small resort town, and there's a guy goes out fishing every day. And he comes back with his catch and that says, "You know, hey, what are you doing?" He says, "I'm a fisherman, you know, I go catch fish. And that's my, how I make my income." He goes, "You know, dude, you look happy but come on, man, you got to do more, you need to actually go out for a longer period of time and catch more fish." "So what if I did that, what would that do?" "You'd make more money." "But what would you do with more money?" "You'd buy another boat and you'd have like an employee. And then if you got that, then you'd be able to get more boats and more employees and get a fishing plant and a processing plant and this is how you achieve." He says, "Then what would I do?" "Then you would retire?" "And then what would I do?" "Then you can go fishing and not have to worry about"

Jonathan Armoyan 29:48

Umar Hameed 29:48
And it's like, we don't need to just go out blindly. If you're a realtor, you need to figure out what kind of realtor you want to be and what you want to build and never lose sight of happiness. His happiness, my friends, is how you measure life.

Jonathan Armoyan 30:02
Oh, yeah.

Umar Hameed 30:03
There's no point killing yourself, building an empire, saying, "One day I'll be happy." It's like if you have happiness now, you'll be a better business.

Jonathan Armoyan 30:10

Umar Hameed 30:11
Will build faster.

Jonathan Armoyan 30:12
You won't burnout which is a serious thing in real estate, you know what I mean? Especially when the markets hot, and you're exhausted but deals are common and like you, you can't say no to do because, like, something...

Umar Hameed 30:25
Yeah. And it all depends on mindset too, because you can be the surfer on the wave.

Jonathan Armoyan 30:32

Umar Hameed 30:33
With all these transactions and still be cool, or you could be caught up in the wave and being like, half drowned and beaten by the wave. And so it's all about this, and that's the most important. That's the number one determining element on how well you do in life is mindset.

Jonathan Armoyan 30:48
Oh, yeah, easily, easily, like Ray Dalio, you runs the biggest hedge fund in the world. And he says, "My biggest contribution to success is me learning transcendental, transcendental meditation.

Umar Hameed 31:01
Meditation? Absolutely.

Jonathan Armoyan 31:03
So many famous people talk about transcendental meditation and are like successful people. And, like, you just have to clear the mind, you know, and you have.

Umar Hameed 31:12
So would you like me to give you a lesson in meditation that's super simple?

Jonathan Armoyan 31:15
For sure.

Umar Hameed 31:16
All right. So this is what you do. You just take a breath in and notice the coolness on your nostrils. So breathe through your nose. And just feel the coolness now your nostrils when it goes out. And when you breathe out through your nose, feel the warmth. That's it, do that for then minutes.

Jonathan Armoyan 31:34

Umar Hameed 31:34
When it gives you something to do, because you're noticing your nostril...

Jonathan Armoyan 31:38

Umar Hameed 31:38
...your mind doesn't wander as much and if it does, it's okay. It's like, "I need to collect renters like, okay, noted," then back to the breathing. It's as simple as that. That's the simplest meditation I know.

Jonathan Armoyan 31:48
That's a good one, like...

Umar Hameed 31:49
A good place to start.

Jonathan Armoyan 31:51
Yeah, that's a great place to start. Transactional is almost like the same idea except they don't focus that much on breathing, but they have a mantra, and you said [garbled] over again, so that every time...

Umar Hameed 31:51
And that keeps your mind [garbled], absolutely.

Jonathan Armoyan 32:05
[Garbled] there's a letter drifts, you know, and I mean, it goes and then go back.

Umar Hameed 32:10
There's many ways to achieve that. I'll leave you with one last cartoon, it's a Dalai Lama esque kind of guy. And the other monks have gotten him a gift. And they present him with the gift and the caption reads, and he opens up the box, and it's empty. In this llama guy goes, "Oh my God, thank you so much, that's what I always wanted nothing [garbled]. Jonathan, thank you so much for being on the program really enjoyed our conversation and looking forward to our next.

Jonathan Armoyan 32:37
Me too, me too. Thanks again. It's great.

Umar Hameed 32:44
If you enjoyed this episode, please go to iTunes and leave a five-star rating. And if you're looking for more tools, go to my website at nolimitsselling.com. I've got a free mind training course there, that's going to teach you some insights from the world of Neuro-Linguistic Programming and that is the fastest way to get better results.


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