113. Taking Massive Imperfect Action with Jay Lee

Connect with the host:
LinkedIn: https://www.linkedin.com/in/brandon-e-jenkins/
Website: https://www.birchprosper.com/
Schedule a call with me.
--

About the guest:
Meet Jay, known in the industry as the Sales Ninja. Hailing from Toronto, Canada, Jay's journey is a testament to transformation and mastery. Starting as an introverted banker, he played a pivotal role in launching one of the most successful Visa Platinum Reward cards, impacting thousands. After a decade as a pastor, where he trained over 2,500 leaders and witnessed 10,000 professions of faith, Jay pivoted to high-ticket sales. His remarkable ability to sell and coach has led to massive growth for companies, scaling them from zero to multi-millions in record time. Jay's expertise has generated over $25M in client revenue within just three years. Discover his impact and client success stories at www.gosalesninja.com.

Connect with Jay Lee:
LinkedIn: https://www.linkedin.com/in/jayleecanada/
Email: jay@radicalbusinessgrowth.com
Email: jay@salesninja.ai
Website: https://group.gosalesninja.com/

Episode Highlights:
✔️ Sales and business growth strategies
✔️ Leveraging AI to boost sales
✔️ Financial benefits of selling licenses
✔️ Building a strong brand and increasing visibility
✔️ How to maximize results through massive, imperfect action

--
💡 Interested in learning more about opportunities to partner in deals as a passive investor? 
★ Join Our Investor Club ★   https://forms.gle/AEpWgPg7krd8YzPU8

Transcript

SPEAKER_02 0:00

What we teach people is how to take massive imperfect action. And the first thing is the mindset, because the mindset matters. And the growth mindset is the belief that failure is not a permanent condition. That failure is not a permanent condition. And growth comes when you fall and you fail forward.

SPEAKER_00 0:21

How successful would you be if you had the blueprint for building wealth as a real estate investor or as someone who acquires small businesses?

SPEAKER_01 0:29

If you want to move the needle financially in your life, then you need to understand one thing: the capital static. I'm your host, Brandon Jenkins, and this is where your journey to financial freedom begins. Hello everyone, what's up, and welcome back to the Capital Stack. I'm your host, Brandon Jenkins, and I have some shocking news for you. So, regardless of what you do on a daily basis, you are in sales. You know, I don't care if you are an active investor, a passive investor, whether you're an entrepreneur, whether you're a W-2 employee, a stay-at-home dad, okay, you're in sales. Anytime you need to convey an idea in a persuasive manner with the goal of motivating someone to act, then you're in sales. You know, and this is a concept that I wish I understood years and years ago, because I would have benefited greatly from it, both professionally and otherwise. Um, and I'm honored today to introduce someone who is a master of sales, a master of making a connection with someone, discovering their pain points, and offering a solution to help them solve their problems. Our guest for today is Jay, the sales ninja lee. So, hey Jay, how are you doing today, sir?

SPEAKER_02 1:35

I am doing phenomenal. Thank you so much for inviting me, Brandon. Glad to be here today.

SPEAKER_01 1:39

Absolutely, man. Thanks for being here. Um, so Jay is a former introvert like myself and uh and pastor um who went on to become a seven-figure sell uh seven-figure closer, excuse me, for high-ticket coaches and entrepreneurs. He's also a sales coach himself, and he uses the glass selling method, G-L-A-S-S selling method to generate over$25 million in client revenue. So we'll dig into that. And he works to empower his clients to sell more and give more, which I love. I love that mention. Um, some of his accolades include having an exceptional close rate of 81% in one of his campaigns with a cash collection uh collect cash collected rate of 96% in the campaign. Um, he's also helped his clients scale from zero to two and a half million in 24 months. So some really great uh case studies here. And he's launched a program to help his clients achieve some of the same success that he has achieved in his own business. So, with that, Jay, I'm really, really happy to have you uh here. And why don't you kind of share a little bit about your background and your journey uh with us here today?

SPEAKER_02 2:38

Awesome. Well, thank you for having me, Brandon, and thank you for all the listeners here who really want to sell more so they can give more. So my background started off as an immigrant Korean Canadian. You know, uh my parents worked, you know, two or three jobs because even though my dad was a dairy scientist and was in a full scholarship in uh Denmark, uh and my mom was a nurse, and they were both practicing their professions. When they moved to Toronto or immigrated, they had no friends, they had no family, and they didn't know the language. So they had to go back to school. And while they were doing that, they were working in factory jobs or variety stores, you know, two, three jobs at a time and trying to get re-educated, recertified in their nursing and in the sciences. Uh, and in that time, you know, we grew up very poor. We grew up, you know, at the no-frills or the uh the bargain hunter, you know, the the clothes that, you know, that that were the you just had that you just knew that they were the low, low frill, the no-frills brand. And it was just a just a lot of um, I don't know, pain and embarrassment through that childhood. Um, and it's not, it wasn't my parents' fault. They they wanted to provide a better future for us. Um, so I grew up with a pretty much like a poverty mindset, and uh that zero to hero mentality was very strong because the need to survive, not even thrive, was very important. And my parents were very hard on us because they wanted us to succeed because they had no backup plan. So when we got like a 92% on our math exam, they were like, where's the eight percent? Right. So life was not easy and uh there was no gold on a platter, if you will. So grew up with uh a very, very tough upbring, but that's what gave us the work ethic, me and my two older brothers to really have that um competitive nature, to really want to succeed in, you know, every area and arena of our lives, which is music, um, spirituality, academics, um, you know, and and so on and so forth.

SPEAKER_01 4:34

Yeah, I really, really appreciate you you sharing kind of that in in detail there. And it's, you know, and and you're right, it it's it's interesting how some of the things that we experience and we go through um uh during our upbringing really plays directly into kind of the things that we develop um into later on. And you know, similarly, I mean, I was, you know, in in my upbringing, we we didn't really have much, and so a lot of the emphasis was on education, on making sure that you go the conventional route to sort of break free of uh the cycle, which I think is one thing that's amazing about your mission is to help people break from that kind of generational cycle, build wealth, um, you know, and and really leverage some of their own skills, and maybe they didn't know they had to do so. And I want to make a quick point too. Um, you know, so for the listeners, you you know that this show, we typically talk about uh multifamily syndications, we also talk about alternative investing, we also talk about entrepreneurship, talk about power uh personal development, growth. And um, I want to highlight though that part of the reason why why you know I asked uh Jay to be on the show is because he is a master of making sure that you connect with whoever it is you're trying to serve. And so if we then make that comparison to uh the syndication space, we are very much trying to connect with and serve investors, okay? And so um it's vital to understand how to package your message and how to target whoever it is that you think you can most um uh directly serve and help. And so um, so just kind of I wanted to make make sure I tie that in. But Jay, like I said, your your background uh it's very similar to mine in that in that you know, when you kind of see it firsthand and you really want to find out how can I crack the code to make sure this never happens, but also to make sure that um I can make an impact on other people as well, right? And so I just love that about um about your journey. So so help us make kind of that connection, right? So you had kind of a a challenging um uh uh childhood, but you then turned that into um really making some pretty uh significant impacts on people around you and your you your your faith is very strong, which is something that I also admire and uh share. So um, yeah, just wanted to let that you kind of keep sharing your story there.

SPEAKER_02 6:44

Yeah, let me hyperlapse uh the events uh and try to make them as brief and amazing as possible for the viewers. So cracking the code to break myself generational poverty was kind of like my you know lifelong passion and pursuit because of the struggles that we had. Shortly after the conversation I was uh sharing with you with regards to the uphill battle and the difficult upbringing. Um, you know, there was um a lot of racial discrimination in the areas that we were growing, and we were a minority and there were a bunch of gangs that were forming. Our car ended up getting torched, uh nearly blew up our house. Um my parents were just about to renovate the backyard because we had this tiny little, you know, um, you know, house with three bedrooms, and there were six people in the house because it was three boys, my parents, and my grandmother. And it was not big enough. Uh, we were sharing rooms, and once the car got torched and the house nearly blew. I nearly I remember going the next day, I think it was like eight or nine. Um, and I remember smelling that char charcoal like burn smell. Uh and I never seen a car, at least rather except the movies. Um my own family car like burned to a crisp, right? And uh the seats, the steering wheel, like the out the exterior, everything was charcoal black. It was and the smell, I could just smell even even right now. And the memory of like, why would people do this? And the police said there was some racial profiling happening and discrimination happening. So instead of extending the property or renovating it, we uh my dad made a decision to move uh to a further place. And this is sometimes what happens um both in um your lives and in business. Pivots need to happen when the right moves need to make um sense, even if it has a cost or sacrifice. And uh, you know, growing from that, I ended up going to um, you know, university studying science and business at one of the top schools here in uh Canada, ended up uh going and doing a post-diploma in marketing and sales management, uh, ended up going and working for the largest bank here in Canada. And uh the whole um idea of scaling came from my first banking job where I was uh tasked to process or help uh create 2,500 process flows uh with um Microsoft Visio. And I had to map all the processes for the entire Visa Card Center. Um we were doing a whole platform and a whole new card launch because we were not contenders in this space because uh another bank was basically killing the competition. We launched the product in 18 months. I became the subject matter expert, helping uh train over 70,000 employees, 1300 branches, and traveling across three card centers to basically take these process flows, put them into a training manual, and then train the card center uh staff on the phones, on the computers. And so I was able to see the end in mind and reverse backwards. And that was what gave me my systems and reverse engineering blueprint of just you know, high, high, high repetition of thousands and thousands of process maps. Um, ended up going from the bank and getting called into full-time pastoral ministry, did my master of divinity in leadership, uh, ended up pastoring for 10 years. Clearly, that was not for the money. And my parents were very, very upset at first because you know, their dreams of, you know, bending over backwards and you know, providing a life and an education so that we finally made it. You know, I finally made it in the corporate space. I was getting a good job, I was getting great pay, I was getting promoted as a national sales manager for the entire uh visa card services for that bank. And um, when I broke the news to my parents that I was going to seminary because I felt called to serve people, um, it was like a Korean drama. It was like, you know, you can hear the music, you could hear the slow motion. And uh, I was in my mom's brand new Volvo. She had made it after you know 20 plus years of you know, just doing job after job, ended up becoming a nurse again. My dad ended up having a successful business, but they they worked, you know, six days a week, you know, 78 hours um a week. They had a big home. My dad had a Mercedes, my uh mom bought a new Volvo. We were going to the graveyard site where my grandmother, remember, we were living with six, now there's five, uh, because my grandmother had passed away. And as we were coming into the cemetery in her brand new black Volvo, I broke the news to my mom that uh I felt God was calling me out of the bank into pastoral ministry and I needed to attend seminary uh to get educated. And uh she was really disappointed and basically said, you know, that's not why we came to Canada. We wanted you to have a better life. And so I guess the whole idea of serving God is not a better life, maybe because there's a vow to poverty again, maybe it's going backwards and undoing the last 20 years. And I can understand now being a parent of three kids what she was thinking. Um, but at the time I didn't understand. And I said, I love you and I want to honor you. And this is not meant to dishonor you because it's honor and shame is a huge thing in uh Asian culture, um, honor and shame theology. And uh my parents disagreed with me and did not really support me in the beginning. Um, and it wasn't until five years later when I was in my five of ten years of pastoral ministry that uh, you know, I was I became a reluctant evangelist from introvert to extrovert was uh coming from the the third person of God, which is the Holy Spirit, zapped me, made me an extrovert instantaneously and a reluctant evangelist. And uh people were coming to faith like in the literal thousands, um, hundreds and thousands. Anyway, so because of that, my parents, uh, my dad took me to the kitchen and I thought I was getting in trouble. I reminded me of my childhood years, and he called me to the kitchen table and he's like, I need to talk to you. I'm like, Okay, I'm in trouble now. And I'm like in my mid-20s, early 30s. And he's like, you know, when we told you that we didn't want to support you in your pastoral ministry and your um your calling to go to seminary, we made a big mistake, and we see the way that you're impacting people's lives and you're sharing the gospel, and people are coming to Christ every single uh day, if not week. Um, we're so proud of you, and we want to say that we were trying to protect you and we made a big mistake. And you have a big heart that we don't have, even beyond us, we want to say that we're sorry and that we want uh to know that you know we support you 100%. And it was from that point on, is like God allowed that forgiveness and that reconciliation in my family. You know, Joshua 24, 15 P says, as for me and my household, we shall serve the Lord together. Yeah, something in the spiritual just exploded. And the anointing, I know for people who don't understand these things, it's not a woo-woo thing, but it's really um God in his uh infinite grace and mercy decided to gift me and anoint me with some sort of special superpower in sales and evangelism. And from that point, you know, 10 churches were started. From that point, 40,000 conversations and over 10,000 people professed uh, you know, faith in Christ. And then I pivoted to high-ticket sales because I ran out of missionary support. You know, it's down to a thousand dollars a month, cannot survive here in Toronto, Canada, when the average household uh home to purchase a home is a million and three, 1.3 million. So I pivoted to high-ticket sales and I started closing out literally$100,000 or more a month. Um, and then it got better and better, and it was closing out$200,000,$350,000 a month, a million in 12 weeks. And then I pivoted to high-ticket sales and business growth coaching because I've seen businesses go from zero to sixteen million in 29 months, um, zero to it's actually three million, not 2.5, 0 to 3 million in 12, uh 24 months, and that's the$1 million Facebook group award behind me. And$100,000 months to million dollar months plus. So I started my sales coaching business 24 months ago with imposter syndrome and poverty mindset, and did a zero to$64,000 launch in 30 days and accidentally did$100,000 in 100 days.

SPEAKER_01 14:46

Wow, that that is just incredibly, incredibly powerful. And there's a lot to to kind of dig through um in that. And one point that I'd like to make is, you know, um it it is you know, when when our when our parents kind of instill values in us, um, and it usually it's the same. You mentioned that um, you know, you can see with that where they were coming from now with children. It's the same with me. Like for me, there are things that I you know say to my children that um for all I know at some point they might look back and say that was probably the wrong uh direction and I'm gonna take a different one. I don't know. Um, but it usually is out of, hey, how can I best protect um them? And so yeah, and so and so it I I I like that um things came full circle um there. And um, but that's that's just very, you know, and what's interesting, I mean, you clearly found your calling, right? I mean, so you clearly through your journey and your path, uh, you have landed on, hey, or it was given to you, really, right? And and that, hey, this is this is what I want you to do. And so you are now making those connections with people. You're also you're making an impact on people so that they can then make an impact. Um and and there's something that you know that you that you you say that I really think is powerful that I want people to hear. Um, it's when you say that you take massive, imperfect action, right? And so I love that you phrase it that way, um, because there's a sort of uh fearlessness to doing this, knowing that, hey, you know, again, you you you send up a prayer, you focus, you you uh do your devotion, and you say, look, this is what I want to do. Please bless the works of my hands. Um tell us about that. What does it mean to take massive imperfect action in your life and your business?

SPEAKER_02 16:24

Great question. Uh, you know, it's really like like there's two parts to the story. Like it's the underdog story, uh, to where I am now, or the zero to hero. And for the ladies, it's the zero to shiro story. And it's really BC and um, which is bet before Christ and after Christ. So before Christ, I was the introvert. I was a shy kid who, when my parents owned a deli because they were struggling, and uh downtown Toronto, they went to Kensington Market to buy some cold-cut meat, and we were parked illegally. They brought me to tell the police officers not to give them a ticket. I was I was the the messenger to tell them uh because they couldn't afford the ticket or they couldn't afford the parking. So I was supposed to tell the cops that uh, you know, just just a minute, we'll they'll be back. And so uh, you know, when the cops did come, I did what a good you know Korean-Canadian uh Christian kid would do, and I hid in the backseat and went to a fetal position. That's how introverted I was. I was a kid that in middle school, when the guidance counselor said, at what age should you start dating? And then you know, kids were saying 10, 11, 13, 15, I said, My mom told me that I can start dating when I graduate from university, and everyone laughed at me, including the guidance counselor. And I couldn't even ask my high school uh crush to the prompt because I was too chicken. And after I came to Christ, which is my last year of high school, if God had a humor, he would say, Jay is an extrovert and evangelist from his previous condition, which is this imperfect, uh introverted, paralyzed, you know, cannot take action kind of a guy. And when people who knew me in middle school or high school and they saw me after, they're like, Who the heck are you? You were like that, that quot. We didn't even know if you were in the room. We didn't even know if you came to the prom. We didn't even know if you were at the quote unquote event or the whatever. And that was I was a guy that was, you know, lost, hidden, the best kept secret, right? I was a guy that worked very, very hard. My parents taught me how to be humble, not ever to take any compliments, to almost a dark place where it's false pretense. It's like they say, you know, oh, you're such a good piano player. I, you know, I'm a musician, right? And I played like, you know, 20 plus years. I practice three hours a day, I reached the highest level of conservatory. And I and I would be taught to say, No, I'm not, I'm not really good, you know, like you know, that that false pretense. I'm like, no, God made me good. Thank you so much. I I really appreciate that. Right. And I wasn't able to learn how to do that. So my whole half of my whole life or most of my upbringing was that I was not able to take action. I was paralyzed by fear. And then when I met God and He, you know, gave me that power, I'm like, there's no holding back anymore. You live what life only one time, and you might only get to see this person once, which is why in evangelism, I only have one opportunity to see this person and to tell them about this good news. Same with sales. This is going to be the first and maybe last person you'll ever see them in your life. So I have an opportunity to help guide them into a decision they actually want to make, which is why they're on the call. So I have a gift. If they don't take the gift, they're actually making a big mistake, in my opinion, unless they're not the right fit. So when I take say take massive imperfect action, it's one of my coaches, Akbar Sheikh. I give credit where credit due is due. That's where I got the 100K and 100 uh six-figure award. Um, and so he says take massive imperfect action all the time. And so I err on the side of taking action and massive imperfect action and apologizing later because I think leadership is like that. You look in the Bible, you know, you look at all these uh people who cut off uh Roman soldiers' ear, people who step out of the boat, people who, you know, um, you know, take action um because they're they're just taking faith and action together. And so a lot of coaches that I coach, uh they have all the knowledge, they have all the courses, they have all the strategies, they have all the tools, um, but they don't take any action because they want to cross their T's and they want to dot their I's and I think there's a big, big um problem and challenge in this space where people are too afraid. And so maybe part of what we teach people um is how to take massive imperfect action. And the first thing is the mindset, because the mindset matters. And the growth mindset is the belief that failure is not a permanent condition, that failure is not a permanent condition. And growth comes when you fall and you fail forward.

SPEAKER_01 20:50

Yeah, I I love that. And I I I would agree with that. I think that, you know, I believe that failing or, you know, quote unquote failure, I mean, it is kind of a it's a part of success. I mean, in my opinion. You know, it's I I don't really know of anyone um firsthand who has had a high degree of success that has not at some point tried one, two, three, four, five other things that didn't turn out so well. You know, I mean, I believe that it's how you refine your philosophy, it's how you refine your approach, it's how you identify what you're good at, maybe what you're not so good at, what you need someone else to come in and fill the gaps uh for you. And so I just think that that there are all kinds of reasons why it makes sense to take that massive imperfect action. And I'm and I'm gonna make um I'll make kind of a couple uh points here. One is on the notion, because you talked about kind of the notion that, hey, keep your head down, get your work done, be humble, don't say anything to anyone about it. And um, you know, I remember when I worked as an oil and uh as a petroleum engineer, that was what I started off with as well. Was I was thinking, okay, I'll just grind it, I'll get the work done. And all of the, you know, and if and it and I'll make sure that I that the work is what will be reflected. It in you know what kind of uh any kind of acknowledgement or uh potential promotion or raises or what have you. And I had a conversation with someone who's a 20-year guy in the company and said, you know, we were talking about a project I was working on, and I mentioned that hey, I love to dig in, do the work, work in the silo, and then the the work will show for itself. And he said that I understand, but that's a bit naive, right? And and if everyone is busy, you know, everyone's kind of working hard. So they no one's gonna come over to where you are. If you're working in a silo, you're not saying anything about this, about your work product. No one's gonna come over there, acknowledge it, elevate it for you, promote it for you. It just doesn't work that way. Um and I love what you said, right? It's it's the fact is as we're out here and sharing our our gifts or whatever it is that we have, you never know when that person that you have that you're meeting, that you're engaging with, that might be the only time you ever have an opportunity to meet them. And so it is without question, it is very important to share what you do, um, because that could turn into something that's life-changing for them. And you know, and if I kind of carry that even to like to the the real estate investing space, one thing that I always do now is um when I'm having a conversation with someone, I always mention what it is I do. You know, I'm a multifamily syndicator and I'm a podcast host and I'm a coach. And so, but but I really focus on the things that what I do, how it can add value to someone. And um, and that doesn't mean I dominate the conversation with it. Yeah, but you better believe I mentioned it because I I never know how I can help them or how they can help me or how we can stay connected and just learn uh together. Um, so I I love that. I think I think that more people need to lean on that, that that that philosophy. Just don't overthink it, take massive, imperfect action, and you'll sort the rest out on the other side as opposed to being stuck in one spot with you know, analysis, paralysis, and all these kinds of things, while everyone else who is taking that imperfect, massive imperfect action, they're on the other side. You know, they can figure it out. You can't figure it out if you haven't taken a step yet.

SPEAKER_02 24:03

So you know, and and and you're right. And the people that are making the most money are the ones that are taking massive imperfect action and they're falling and failing forward. And in fact, they've probably failed hundreds of times, and they probably know a fraction or even half of what you know. Um, but the the problem, the reason why um, you know, uh, you know, when I when I get on calls to help people with clarifying their offer is um they know so much, but they don't know how to say it, or they don't know how to even begin testing the market because they're trying to get it perfect. And I said, you know, a lot of times in in this world, as you you and I know, timing is everything, right? And whether it's a product or you talk about multi-syndicate investments, alternative, like everything is to do with timing, even to the nanosecond, the millisecond, right? Traders, you know, they have supercomputers that every single you know, millisecond counts, right? Um, you know, whether you think you can or you think you can't, you're right. You know, that's Henry Ford, right? And uh one of my billion-dollar coaches says, you know, always put people first. So whether you're in syndicate, um, selling investments, alternate investment, personal development, you know, whatever you know, um, you're doing, when you put people first, you will be recession proof and you will always be making money. And uh, if you wanted to talk, we can talk about branding and visibility.

SPEAKER_01 25:19

Yeah, absolutely, because that's something I think that's super important as well. Um, the real estate space, you know, it's something that it's one of the it's a it's an age-old you know, industry, it's one that'll never go away. It's been around for a very long time. Um, and like older industries, it is one that is fairly slow to move. We're in a time where you can you can leverage some of the um the new technology, social media, these kinds of things to increase your exposure, to share more with your with your um with people who might benefit from your offer, your service. Um, but it requires some brand building, right? It requires some storytelling. There are a lot of people who believe, especially as you know, real estate investors who are who particularly the ones who focus more on the numbers, um, they think that the branding is not a part of it. That's just not true. And so I kind of wanted to get your your your take on that because I believe that branding, visibility, exposure, sharing your message, your platform targeting, those are things that are very, very important, um, regardless of what business you're in, because you're in the people business. Certainly, as a real estate investor, we are as real estate investors, we're in the people business. So I wanted to get your thought on that. How the importance of branding, how to build your brand, how to increase visibility in your business.

SPEAKER_02 26:33

Yeah, great question. And I wanted to just touch on the numbers. Know thy numbers. Really important to know your numbers. Measure twice, you know, cut once, right? So you are accurate, you're uh a laser-focused surgeon. Um, and you can make predictable, um, not only success, predictable results, but also predictable revenue when you know your numbers. So we don't want to undervalue the importance of KPIs, key performance indicators. Uh, but without the branding, without the visibility, those numbers and the activities that follow them don't make any sense because you can have the best product or service or you know, uh ability in the world, but you're the best kept secret if you don't build your brand and you don't if you don't have visibility. So uh one of my mentors, uh, he go he went live more more than any person that I know on Facebook and Instagram. And he said, if I was to go into a time machine 10 years back and I was able to go to my younger self, um, I would slap myself three times. So he goes back in the time and he he slaps himself and he goes, Whoa, what was that for? Well, the first one was because you didn't listen to me uh uh before. And the second one is you need to stop or get all your video content onto YouTube. Um, and then the third thing, the third slap is that you remember what I said the first two times. And and the whole point, and I'm just uh kind of playing around here, but is uh is that a lot of content comes and goes, right? You know, Instagram, Facebook stories, they're all wonderful, but they only last like 24 hours. But what we can do is we have all this video that we've created, and that can be, you know, um in a vault in, for example, YouTube. You can monetize it once you have 1,000 subscribers and I think 400, you know, play hours or whatever. There's an algorithm and a framework. You can monetize your channel, you can get brand collaborations. I have a client that has four or five million um followers or uh subscribers across five platforms, and not only does he get paid out through different channels um pretty well, but more importantly, he gets brand collaborations because he has an audience, he has visibility, he has a brand. And so uh he's a chef uh in Philly, and uh there's a uh dumpling uh company called BBQ, BBQ or something like that. I eat it and I didn't even know he was sponsored by them. And he'll be like, oh, like he like, check this out, and then I'm like, what do you what are you doing with that? And then it says, you know, paid in sponsorship or collaboration. Um, so he'll have like you know, uh credit cards, he'll have RVs, uh, he'll have you know uh foods, bubble teas, uh shirts, you know, swag. And they're paying like, let's say, I don't know, 10 to 50,000 for like, you know, I don't know, five, 10 minutes of his airtime, right? And he does like several a month. So we're talking multi-six figures. Anyway, so pulling back to branding and visibility, there is uh a way that you can build a brand and create visibility so that you can the the the the other contrary or contrasting idea is you can have the best idea, shout from a mountaintop, and all you have on the mountaintop and people listening is the goats and the sheep. You say you want to buy no I don't want to buy, right? And they're falling off the mountains dying because they're dumb animals, right? And but but branding and visibility is getting in front of the right audience, even if it's one person, 10 people or a hundred thousand or a million. And so building your brand, I was taught by a 30 million dollar entrepreneur, is the idea of a superhero brand. And if you look at Superman or Wonder Woman, you know, just two quick examples. What are they for? Right? They're for uh the American justice, they're for the you know, um peace, they're P they're for um, you know, the American way, you know, all these things that promote peace and justice, all those things. What are they against? They're against crime, they're against injustice, right? They're they're against violence, right? And then uh when Superman was created, uh, he didn't have any weakness. So he was not not not only not popular, he wasn't a monetized brand because he was too perfect and nobody could relate. You know, it's obviously nice to have like a uh a goddess or a god or a superhero that is invincible, but without being able to have a weakness, then we can't relate. And this is something that's important in your brand and my brand. I did it this morning, you know. I said, you know, I did a live and I said, listen, guys, this it's a really, really cold day here in Toronto, minus 25 Celsius, like minus 13 Fahrenheit, really cold, winds cutting through. I don't like to be out here, but I'm here because my sales ninja puppies, you know, I'm taking her for a walk. And I want to just share that, you know, I'm having kind of a down day because my father-in-law has been in the emergency five times in the last three days because he had a stroke two weeks, two months ago, and his health is steadily declining. And we're we're really praying, but uh things are not looking good. And December, if I'm just gonna go on that train, uh was a slow month. It was probably one of my slowest months. And a lot of people, their businesses go down, some people go up, but most go down, and it wasn't a good month for me. And so there's days where I'm like, should I keep doing this? Should I quit? Right. And I'm just being real and vulnerable. And what that does is it says, Wow, Brandon's a real guy. You know, the sales ninja puts uh his pants one leg at a time. Like he he really has struggles too. And when Superman did that with kryptonite, he became a million-dollar brand because they're like, Man, you know, this is my kryptonite, woman on my kryptonite, cars on my kryptonite, greed is my kryptonite, you know, um, pride is my kryptonite. And and we use it as a, you know, um a common uh symbolism or metaphor for you know our weakness, a kryptonite. And if you look at uh the new newest Wonder Woman movie, um in the box office, it it bombed. And what I think that one of the reasons why it bombed was because they made her too strong and too perfect, and because she didn't have that weakness. So what are you for? What are you against, and what is your weakness? Right. And this is what Dan Henry told me. Dan Henry is a$30 million man. I give all credit to him for the superhero, the multi-million dollar brand that sells itself. And when you say what you're for, what you're against, and what your weakness is throughout and ongoing, you have a brand that sells and you have visibility that grows and people that connect and relate. And now, after taking Dan's advice, I have people coming to me that are multi-six, seven, eight, and even nine-figure coaches and entrepreneurs coming to me saying, Hey, I've got five businesses or I got 15 businesses and I'm launching another one. I need your help to take this business from five to fifty million dollars. And I know I've been watching your brand. I've been watching, you know, your content, I've been looking at your videos and I've seen your results. Um, we don't even need to talk about this, but can we make this work? So it's attractional marketing where instead of pushing, pushing, pushing, and trying to get people, it's pull marketing where it's like a magnet. When you build that brand of visibility and you grow that audience, people are coming to you without you DMing them, without you asking them. They're like saying, Hey, I heard from Brandon that you're this guy or that girl. Um, can I get in a call with you to discuss how you might be able to help us to close, you know, multi, multi-family syndications?

SPEAKER_01 33:48

Extremely, extremely, extremely powerful. I'm gonna tell you something too. This is a personal story here. I when I um I mean this is about Superman. I remember when I was young, and if you remember the uh the when the when the the death of Superman when that comic came out with like Doomsday and all this, and um I I remember I was real young and I showed up to the comic shop because I used to read comics all the time. Oh, and I showed I showed up and uh I mean it made the news, it was huge, right? Just I mean that's how big how big the brand became. Yeah, and so I went to the comic shop and it had five bucks, and it said, Hey, I want to buy the because it because they they had like a um a collection that had all of the individual comics about the death of Superman, they bolded into kind of a book, and that five bucks said, Hey, I want to buy the the death of Superman um book. And the guy just looks at me and laughs, and he's like, This five bucks isn't gonna cut it, and so and they'll come back with more money getting it later. But that's just how that's so much on impact. I mean, uh it it it it may be kind of in general, but I wanted to you you're right. So there's some things here that are important in this being vulnerable, being relatable, being authentic. Um that is you know, that is something that right now is the way to connect with your audience, it's the way to build a brand. I love you call pool marketing, attractional. And this it's it's interesting because one of the things that I share with my clients is um how to attract capital. So we in that we are in the business of bringing equity to a deal so that we can find uh help finance um the properties that we close on to equity and debt. We bring we and the way that I I tell my clients is you have to focus on attracting capital. What that means is being vulnerable, being relatable, being authentic, telling your story. Because then in investors who can see that um this is a person and that they have things that they care about, um, they can relate to that. And now you can kind of serve as a guide of sorts on their journey. You're helping them get to the other side, right? Real estate is a vehicle to do that, your business is a vehicle to do that. Uh um, so I just think that's such a powerful uh uh approach to it because now they're involved, right? But push marketing almost almost takes them out, and you're you're just saying, Hey, you I'm gonna keep talking and talking, talking, and eventually you'll but pool marketing is saying, What what is it that what what you know what can I do for you? What what pains do you do you experience in your business? And then really finding out if there's that fit to say, well, you know what, if you're interested, I think I have some things that might be able to help you out. So very powerful approach to branding, to visibility, to build, to growing that exposure, which I just think is super, super powerful. And I have to ask Sales Ninja, where where did that come from? Because I love that. J Sales Ninja Lee. Where did that where did that come from? You know what?

SPEAKER_02 36:19

It wasn't me. Um, and you can imagine uh when my parents asked me what I'm doing, and when I made the first hundred thousand dollars in a hundred days, uh, you know, because I replaced my six-figure SaaS software director job in three months. Um, my dad thought I was doing something either illegal or he didn't understand what I was doing because he's like, What are you doing right now? And I was like, uh, so you know, you gotta understand, like they're proper, right? Like education. I got my bachelor's of science, I got my uh post-diploma in marketing and sales, I got a master's in divinity. I was gonna do a doctorate or PhD in leadership at the seminary, and uh trying to explain to my parents that I'm a sales ninja, right? Because like, you know, they're like when they talk about their friends' kids, they're like, Oh, my friend's son is a doctor, my friend's daughter is a lawyer, my friend's uh, you know, son is a dentist, dentist, doctor, lawyer. That was what was acceptable. Yeah, and when I said I'm a sales ninja, they're like and and I said I made a hundred K in a hundred days. My dad literally said, you know, that's a really good salary for if you do that in a year or two, but uh it's like almost like it wasn't allowable or acceptable in three months. So it took like six to nine months for him to understand like that, I didn't make that in a year. I know it's a respectable salary, but I replaced my income in three months. He's like, But is that is that is that legal?

SPEAKER_03 37:45

Right?

SPEAKER_02 37:46

What do you do? What does a sales ninja do? Like it's really hard because they're going to their friends at church, they're speaking Korean, and they're talking at the coffee over coffee about how their kids are in medical school or you know their dental practice. And it's kind of embarrassing saying, you know, oh my son's, you know, a sales ninja, and his clients made 25 million dollars and he closed a million dollars in 12 weeks. That that they won't even understand that. So people in the high-ticket space, in the closure space, and coaches were all saying, Who is this guy? Man, he's a sales ninja. They gave me the name. So I'm like, I'm Korean. This is a Japanese thing. I whatever, I'll just go with it. You know, it's and sometimes the brand, it it is given to you. And and when the gods, when God gives it to you, you just faithful with little, entrusted with much. I had a one of my mentors said, you know, this brand is ridiculous, you know, it's not gonna go anywhere, you're not gonna be successful in this, right? And I'm like, I might be able to change it, but I think it's working. So I I was about to change it, and I said, let's let's see how it goes for the next 20 or next 12 months. And uh, I've been skyrocketing since.

SPEAKER_01 38:50

Yeah, I love it. I love it. I think it's I think it's incredible. It gives it builds that stickiness, you know, to where there it is. I love it. All right, well, well, look, um Jay, so if the uh listeners, we're getting kind of close. I'll tell you what, I'm gonna I'm gonna ask this uh the question, kind of the action um question that I normally ask. And so if there's someone who is listening to this and they are on the fences, they want they have something that they want to launch or they want to take action on, they're on the fences. What would you say to them to get them to take that imperfect massive action now on their idea?

SPEAKER_02 39:22

Yeah, you know, it's so important for them to take action and the risk because you never want to live with regrets. You know, um, before my when when when we had that really small house, I shared the same room with my grandmother. Um, and you know, I loved her dearly because you know, we had a very, very close relationship. Um, as she got older, uh I still took her to the uh hairdresser hair salon by we walked 20 minutes to the bus stop. We took an hour and a half to get to the downtown. And I love spending time with her. And at church, I was spending the basement uh talking with her and her um senior friends. They were they're trading, you know, lettuce seeds and out of these people ridiculous. Like they were there for hours. And I just enjoy being and the point that I was saying is as she got older and she was in a nursing home, I spent as much time with her, and I I basically, you know, which is the opposite of Asian kind of emotion, and even for men, I lavished her with love, emotionally, physically. I just I just kissed her, I embraced her, I hugged her because I wanted to know that I I loved her without holding back, without regret. And when she passed away and she felt she she passed away in her sleep, there was zero regret. And I know that people in my family had to this day, you know, 20 years later, have regret for not saying or doing things. Um, and same with business, like you want to serve and love people as best as you can. And if you're a scared or you're on the fence to make those decisions or make those investments or hire the coach or make that investment, you know, we we get to live this life once on this earth. On the other side, that's a different story, you know, because there's I believe in heaven, there's an eternity, but we have one chance in this life to make a difference. And I say, go for the fences, swing for the fences. Yeah, and you know, you might miss a hundred times, but that one time can literally change not only your life, but your family's life, but a legacy and impact for generations and generations. And I've literally in 24 uh 24 months seen that happen in my own life and family.

SPEAKER_01 41:22

Awful. I love that. I mean, I think, and I think that pain of regret is is one that you can never well, I can't say never live down, but it's one that it is near impossible to to live down. And so I I think I I agree, just go all in. We're not we're not here for very long. No, we're here to make an impact, not just take space, we're here for a purpose. That's right, that's right. Well, Jay, so we're um kind of at the end here. And anyone who wants to reach out to you, hear more about you, connect with you, how can they do so?

SPEAKER_02 41:51

Yeah, they can go to my uh Facebook group where there's a bunch of resources in my guide section to help you sell more and give more. And I'll give you the link. It's facebook uh.com backslash groups, backslash sales ninja community. We'll send the links. Uh, if people want an audit call where they want to find$10,000 to$100,000 that they're missing in their business, um, we can send a link to do um a one-on-one 30-minute call. Um, I'm gonna be getting rid of those because I've got way too many of them and I don't have time, and time is money. And we're gonna actually start charging them. But if they're coming from your audience, uh, we'll give them that$997 value call for free. And then as an added bonus, um, you know, we can have one complimentary guest pass to the masterclass that you're in on Thursdays, where we have an hour of power. Uh, yesterday's was three hours of power that I usually overdeliver. And so they can have access to one complimentary guest pass to the actual masterclass. So there's three things the Facebook group community, number two, a one-on-one uh limited spots for Brandon's audience and his podcast guests for a find your hidden gold call. It's a 30-minute call. And the last one is a masterclass invite for sales psychology where I teach all things sales, mindset, handling objections, you know, how to close more deals, how to overcome imposter syndrome and collect more cash, and so on and so forth. And so we'll send all those links to your audience.

SPEAKER_01 43:09

Awesome, awesome. I will include those in the show notes and have to say that those um weekly sessions on Thursdays, they are absolute gold. And every time you you offer some value that I immediately take action on and integrate into the business because it's it's just that powerful. So, very, very um important stuff there. So we'll include it in the show notes. And I wanted to give kind of a quick heads up as well that we will have um a series, kind of a follow-up to this episode. We'll start to dig into how you know how you can build thought leadership on social media, which is extremely, extremely important. And also how um virtual summits are a great way to boost exposure. So we'll have some very, very uh uh deep kind of insights on that as well. But Jay, look, always a pleasure, always a pleasure speaking with you. And uh just thank you so much for adding tons of value to the show. So thank you so much. My pleasure. Thanks for having me, Brandon. As always, thank you so much. For tuning in to the show today, brought to you by Bridge Prosper. If you enjoyed today's episode and you'd like to learn more about commercial real estate investing, please like, subscribe, and share. And we'll see you again next week. I'm Brandon Jenkins, and this is the Capital Stack, where we help you learn, apply, and prosper.