SPEAKER_01 0:00

I don't know about you, Grant, but I'm a curious son of a gun.

SPEAKER_00 0:02

I've been self-employed my whole life. A hundred thousand person lists in a year through affiliate partnerships. Everybody wants this, like, well, give me the secret, give me the thing. Thinking, what can I give to this day instead of what can I take from it? What can I give to people instead of what can I take from them?

SPEAKER_01 0:17

We really don't sell anything. We solve people's problems. You can create opportunity out of thin air.

SPEAKER_00 0:23

If you open up your mind, I think you would be blown away to how many opportunities there are out there like that.

SPEAKER_01 0:29

That's the winning recipe there. I mean, if you mess any of those up, I don't know what to do.

SPEAKER_00 0:34

What's up, everybody? Grant Wise here. Welcome back to the Partner Profit Podcast, the show where we teach you how to turn your relationships into revenue. And I've got just the man to teach us how to do that today with Mr. Haas Pratt. Haas, what's up, man? How's it going?

SPEAKER_01 0:48

What's up, Grant? It's great to be here, man. Thanks for having me.

SPEAKER_00 0:51

Yeah, I am pumped to have you. I'm traveling today, so if everybody's watching this, yes, I'm not in the same location. My lighting's terrible, but I know the conversation's gonna be fire, so I'm not too worried about it. Uh, Haas, you've been in the business a long time, and you've been crushing it a long time. And I know relationships are a big part of that. Before we dive into all that, for anybody that's listening to this that maybe doesn't know who you are, give us a little bit of the backstory. How'd you get to where you are today?

SPEAKER_01 1:13

Yeah, man, my name's Haas Pratt. I am a real estate coach and trainer. Uh, been in the industry for over 20 years. Uh, started off as a real estate agent. Um, I was in my early 20s, uh, did really well early on in a market I didn't know anybody. And so people wanted to know how I was doing it, you know, how I was taking so many listings. And, you know, I started doing, you know, local events and trainings and seminars, going to different brokerage offices, and that ended up, you know, turning into a career to where almost you know, 20 years later, you know, I've I've been uh traveling the country, training and coaching real estate agents how to dominate their markets, you know, focusing on mindset models and taking max massive action and uh been passionate about it, man. Like real estate agents out there, you know, they they need a model to follow. And so what I do is I help guide them, equip them with the model that they need to follow so they have uh, you know, a chance of of dominating their markets and doing it as fast as possible. And uh I've been privileged to work with hundreds of thousands of real estate agents in my career. And um, that's what I do, Grant. Uh same thing you do, man. Like we've been doing what we do a long time. You know, we we we help agents and you know, likewise, dude, you're one of the smartest people I've ever met in in the industry. So, you know, people are lucky to be following you and lucky to be here, man. You're you're uh you're a wealth of information.

SPEAKER_00 2:34

Yes, I appreciate that very, very, very, very much. Um, so how do how do we do it? How do we take our relationships and turn them into revenue?

SPEAKER_01 2:44

So let's take a real estate agent on a foundational level, right? So let's say a real estate agent is listening and they're like, Yeah, where do I start? What do I do? You know, a challenge that a lot of agents have, it's the same challenge I had when I got into the business. I didn't know anybody, like you know, let alone relationships. So I I I I couldn't wait for people to come to me. I had to go to them, right? So, so there's two types of agents. There's the agent with the database of people that like them, love them, trust them, know them. Then there's the agent that doesn't have a database that is like, where do I start? So the there's the Met database and the Habit Met database. The Mets are obviously your sphere of influence, past clients and such partners. The the Habit Met market is people like you know, expireds and cancels and FISBOs and REO and probate and divorcees and downsizers, right? So um that agent that doesn't know where to start needs to go after data. So don't think in terms of leads, think in terms of acquiring data, right? Like, you know, there's providers out there that could give you a list of every person that hit your MLS today that expired and all the cancels. Like that's where you go after. And then over the over the course of a few years, Grant, what happens is is those habit mets turn into Mets. And you know, their database builds, right? So I think it's important to get it right. You know, if you don't have a database, the biggest mistake you can make is waiting for a database because relationships and it takes a minute to cultivate and develop strong relationships.

SPEAKER_00 4:24

Yeah. So you walk into the industry and and and some people know a lot of people, and they're they're probably gonna do do well, but some people just don't know very many people. So you need names, email addresses, phone numbers, addresses of people that are likely to buy or sell a house, and you you can go out and buy that information. But I think a question that I have is how do you start a relationship with somebody that maybe doesn't want to talk to you? That's a good question.

SPEAKER_01 4:49

Well, you you first off have to understand what we do. So think about in real estate, what is it we sell, right? So people be like, well, we sell houses. You see, I I don't think we sell houses, I think houses sell themselves, you know, right? And people say, Well, we sell ourselves. I'm like, no, you're a product. No, you're not, you know, you're I mean, you're not a product, you're not you know, you're here, you know. So it's important to understand what we do in real estate is we really don't sell anything, we solve people's problems. And so if you can understand that you're a professional problem solver and you go into every conversation, every appointment with with the mindset and the identity of being a problem solver, what you're gonna do is you're gonna ask different questions. You you're gonna seek different things, right? So think about yourself as a doctor, you know. Like I tell agents, if you're a doctor, you know, let's say you go to the see a doctor, the doctor comes in. You know, number one, who's in control? Who's the authority? You are the doctor. You know, the doctor is in control, the doctor is the authority. And what's the doctor start doing? They start asking you questions to find their the pain. And as they identify the pain, they whip out their old prescription pad and they write you a prescription, which is the solution to the problem. So the way you get anybody to take action in real estate is you you are a problem solver. You ask questions to seek the problem, and you provide solutions to that problem. And if you approach every relationship, bro, they can't, they they can't help it. It'll make it virtually impossible for people to tell you no. It'll make it impossible for them to hang up on you to reject you.

SPEAKER_00 6:32

Yeah. I I've I've talked to uh quite a few people on the show because you know the entire the entire premise of the show is you know, how do we partner with people? How do we get into a relationship with people? And so many people say the same thing is you just got to go into a relationship and think, what can I give to this person instead of what can I take from this person? And yes, using the philosophy you said, like, how can I identify their problems? And so I I guess maybe some of the listeners like, okay, how do I how do I do that? How do I identify their problems? Do I just ask a preset list of questions, or do I how how do I get to discover what what their problems even are?

SPEAKER_01 7:08

It's funny that you asked that because I got this book set right next to me.

SPEAKER_00 7:13

You know this book.

SPEAKER_01 7:15

Yep. Yeah, so this is a good book. This is go read this book, okay, would be my advice. Because you know, we are in the people business, but what we really do is we are in the business of changing the way people feel. You know, in this book, Dale says people forget what you say, they will never forget how you made them feel. And that is a lesson that you can never forget. That your job is to change the way the other person feels. And how you get them to change the way they feel is you start asking them questions, you get them in dialogue. You another obvious lesson is building rapport. And it's like, well, how do you build rapport? You find common ground, you know. So get really good at finding common ground with people, would be my advice. Get so good at working with people that you can change the way they feel. Get so good at changing the way people feel that you can identify a problem and prescribe a solution. Like that to me is real estate sales in a couple sentences.

SPEAKER_00 8:23

And it doesn't sound like something that you're just an expert at the first day you do it either.

SPEAKER_01 8:28

Well, you have to have the heart to do it.

SPEAKER_00 8:30

Everybody wants this, like, well, give me the secret, give me the thing. And I think it like what you're saying is like you gotta, you gotta, you gotta practice this, you gotta do it. You gotta learn the framework, and then you gotta rinse and repeat over and over and over again. So when you say you gotta have the heart to do, what do you mean?

SPEAKER_01 8:43

You gotta have the heart to serve, you gotta have a heart to help people, you gotta heart have a heart to and and you have to have a heart of curiosity. So being curious is one of the most important uh traits that any successful agent could have. I don't know about you, Grant, but I'm a curious son of a gun, dude. Like I'm sitting here with you, I'm like, can we get this interview over so I can just talk to you and pick your brain? Like, I I just want to know more. I want to know what you know, dude. I want to know how you're doing. How's life in Arkansas? Like, I just want to know. And like that curiosity is something that the great salespeople, the greatest agents, the greatest partners have is they have a burning desire to want to know more and they're curious. And I think anytime you miss that and you're not curious, it it it's uh it puts you in the wrong direction to build a relationship. You know, people care about themselves, their time and their money. And it's your job is to find them to find out what you can do to save them time and money.

SPEAKER_00 9:41

100%. I've always said that I felt like people sell from their pocketbook. Like, you know, a lot of people in real estate don't have money, and so they're constantly selling from a place of insecurity, from lack, from scarcity. And it's it's very difficult. I empathize with those people. It's very difficult to flip the switch and all of a sudden communicate from a place of abundance, from a place of you know, genuine care and interest because you got bills to pay. But I don't I don't also think it's that complicated. One of my the question I ask everybody I talk to is how's business? It is a universal question that applies to every single person I talk to. And everybody says one of two things it could be better, or it's amazing. And so my follow-up questions are what's making it so good? Or what do you think could make it better? Yeah, it's that splits off into two completely different conversations, typically, but that's how simple it is. I mean, and I know it's a little bit different when you're cold calling people, and I'm not an expert by any means, I know you are, but I I would agree that in a world where you know people get people don't like answering the phone anymore, like you you cannot pick up the phone and just start selling people stuff. You've got to be insanely curious. You said that a part of your success, you know, you started doing events and some of those other things. What are some other strategies that you use to build relationships with people? Is events one of them or or are there other things?

SPEAKER_01 11:05

I used to be on the road 200 days a year. So like I was a road warrior, you know, I was gone Monday through Friday doing three seminars a day. Uh I did that for years, and I've you know done thousands of seminars in almost all 50 states just on the road. And what I discovered was I could take my same presentation that I did on the road, and I could do a webinar. I could do a Zoom, I could do uh an online presentation. And and so I was an early adapter into that grant, where I was doing webinars before most people. And so what happened to me in relationships was my webinars became the most promoted webinars in the industry. So I built my business on strategic partnerships with other people promoting me, you know, and obviously gave them something to do that, but like, you know, they everybody got value. And so um, you know, when we talk about strategic partnerships, I'm a colossal fan of that because that's how I built my business. In fact, I built a hundred thousand-person email list in less than a year through affiliate marketing. Um, and and like so that list of a hundred thousand people, for example, was every single person was was in I was endorsed and promoted by somebody they trusted. Right. Right. So that list still feeds me and serves me today. I mean, over 10 years, you know, 10, 12, 13 years later.

SPEAKER_00 12:41

Now, uh, I want to pause for a second. A hundred thousand person list in a year through affiliate partnerships. I want to unpack that for a second because I I've got my my notebook out now. How do you do that?

SPEAKER_01 12:54

Uh you promote, promote, promote. Every week, multiple affiliate promotions, finding partners. You know, every partner can promote you every month or every 60 days. So, you know, I've found my my my core partners, the people with the biggest audience in real estate. Um, and and that's what I did. I also did media buys where I would go to a media company like Inman News. I've done media buys with like, let's say an Inman or an Active Rain, where I would you know pay them a little money to send three emails. Remember that? I remember that active rain.

SPEAKER_00 13:32

Yes, I do remember that.

SPEAKER_01 13:33

Yeah, like like they have a huge audience, and so you know, different different platforms out there, you know, you can do media buys, and like you know, that was a big part of my growth is between affiliate marketing and media buys, I could always find the audience. And um, and you know, even today though, man, like I have partners that promote me today that have promoted me for you know well over a decade. And and like that's what I'm talking about when it comes to relationships, people that yeah constantly promote you. You know, you're you're in business for over 10 years, and it's been a fruitful, uh, impactful uh relationship.

SPEAKER_00 14:11

Well, you need to let me know what to send, and I'll send an email for you.

SPEAKER_01 14:14

Yeah, for my audience.

SPEAKER_00 14:15

Uh percent.

SPEAKER_01 14:16

I'll do a media buy, affiliate marketing, whatever we want to do.

SPEAKER_00 14:20

Yeah. I think that um a lot of people listen to this, and I've experienced it myself, is you know, you go out and you find all of these partners, and everybody says yes. But what's the secret to the follow-through on your end? Because there's a lot of people that say yes, but and everybody's got the best of intentions. We always get busy. But how do you get people to follow through on the email send, uh, etc., to uh to really maximize the opportunity? Because if you're getting 100,000 leads in a in a year through partnerships, I mean that's just an everyday we're grinding, we're we're sending them new deals, we're sending them new launches, we're sending them new things.

SPEAKER_01 14:54

Two things. Number one is you have to do everything for them. So, like you have to do everything. I'm talking about write every email, send every, you know, tell them when to send it with the links. You have to make it really easy. Two is they have to get something out of it. Like, you know, in the in the affiliate marketing world, like if you fail at one promotion and it bombs, you'll never be promoted again. Right? Like, the one thing affiliates in in what we in what we do and what I do, the one thing an affiliate cares about is it translates to revenue. And if it doesn't, if it doesn't, it's no, I mean no hard feelings, dude. Like, but it costs me money. Like, if I were to promote you to my list and you took up this week's promotion and you bombed and you know, only made us made me a thousand bucks, dude. I mean, that cost me like you know over nine G's because I could have promoted myself or somebody else. So it that's how it works, is you have to deliver and you have to do everything for them. And so for me, that I have always been somebody, dude, that has always delivered, you know, I've always delivered results, I've always made it easy for them to promote me, and um that's the winning recipe there. I mean, if you mess any of those up, I I don't know what to do.

SPEAKER_00 16:14

How do you get a how do you get the biggest the bigger players to take the call? I I think that that's something that some people struggle with. Like, yeah, I know who the biggest person in my community is as an example, but they're busy and they're getting these calls every day. How do you stand out in in those types of situations?

SPEAKER_01 16:32

Well, number one, they're not getting those calls every day. Like, I'll give you an example. Like, I have one of the biggest uh lists in real estate, and it's it's one of the best, you know. And and so I think about myself. I'm like, how often does somebody call me and say, Hey Hoss, I have an offer, I want to do a partnership. Will you promote this webinar or promote this event? And like, you know, here's what you'll get, bro. I haven't had a phone call like that in years, years. So there's your first hint is pick up the damn phone and and and and and put the offer out there, right? Yeah, maybe maybe you're not like me. Maybe your phone rings off the hook with these people in these offers, but mine doesn't for whatever reason. And and so I find this, Grant, that the world is very small in what I'm talking about. There's very in real estate, for example, there's very few people that have a big, healthy audience that they have influence over, that they can you know promote you. Like I'm not talking about thousands of people here, I'm talking about 10, 20, maybe 30 people in the industry. So if you can if you can get in with one and you can help that one person win, you can get in with all of them because it's just math. The only thing they care about is math, and uh, don't create a bunch of ticked-off people, you know, make my people happy. Right, yeah. And Von racists.

SPEAKER_00 18:05

What do you what do you think is the secret to maintaining a relationship with a hundred thousand people for 10 years? Because that's not easy either.

SPEAKER_01 18:13

The answer is consistency. So what one thing my list knows is every week of the year, they're gonna get at least three emails from me promoting something of value to them, you know, whether it be a live training, whether it be a you know, an offer to download something, but like all I ever focus on is bringing value to that hundred thousand. Like, what can I do to help solve their problems this week? And and but here's the answer to that. I've never missed a week in over ten years, um, more than that, but I I've never missed a week. And that consistency is is what the you know establishes the relationship. So the answer is to send three to four emails to your list every week of value. And don't miss. And don't miss.

SPEAKER_00 19:10

It seems it's it's the central theme, it seems like, in in a lot of what we're talking about with relationships and partnerships, is you know, giving from the beginning and then never stopping, giving, giving value, solving problems, making people's lives better. And I think for a lot of people, you know, they struggle with this because they're thinking about what this is what I need today. And they're not thinking about, well, this is what I can give today. And that mental switch, uh it'll change everything for you if you're if you're willing to make the adjustment. It'll it'll it'll really open you up to building a large community of people that uh support you and support the people you put in front of them. And if you if you can do what Haas is talking about, it's not hard. It's uh well, I say I say that I think a lot of people struggle with consistency. It's it's simple. It may be hard for you. Everybody says, Well, granted I'm not consistent. So I think you are consistent. You're just consistently doing the wrong things. It's everybody's consistent. You're consistent at all. So that usually messes people up because they're like, oh, I didn't think of it like that. It's like, yeah.

SPEAKER_01 20:17

Yeah, let me talk to about this for I've been self-employed my whole life. Okay, so I started my first business as a teenager. I was making six figures as a teenager from cold calling the white pages of the phone book, you know. I've never had a formal job in my life. Um, I had to even to this day, like I I don't eat unless I go kill. Like I in and whether it be in commission sales or you know, um, you know, what we're talking about. So I think that the mindset of of being fear-based is get is separating yourself from what where you are now, getting out of that, and getting into a mindset of look, let the chips fall where they may. Like you don't know what's gonna happen in four weeks. You don't know, like, let's take a real estate agent. If I were to ask you as a real estate agent, write down the five addresses of the next five closings you're gonna have. Okay, like what are the five properties that you're going to sell that will be your next five transactions? Bro, they couldn't give us one address because they don't know. And so if you know that that that you don't know where your next transaction is gonna come from, what you gotta do is you gotta condense instead of thinking month after month or year after year, or you know, every two weeks, like you're thinking about the next two weeks. You it uh and this is an entrepreneurial mindset, you gotta condense it down to day by day where you don't know where the next transactions are gonna come from, you don't know what you're gonna get paid this week, but by My God, today, I'm gonna do what I gotta do in order to drive the result. And let the chips fall where they may. Let tomorrow take care of themselves. I mean, it's biblical. You know, in the Bible, God says, you know, He doesn't say I give you your weekly bread, right? He says, What? I give you your daily bread. And he says, tomorrow's gonna have its own problems. So don't worry about tomorrow. But today you don't gotta worry about not eating. I got you. And I've always taken my entrepreneurial journey and my results day by day. Like, bro, I don't know what I'm gonna be doing tomorrow, but I know what I'm doing today. I'm here with Grant Wise on this podcast, hopefully bringing value. Like, you know, and and and so I've done that for I've been self-employed for 30 years, and that mindset has always saved my sanity. And like, and and I've never and it's allowed me to operate stress-free. Like, I just don't care, dude. I don't care about next week, I don't care about this month, I care about today. And that took years of being in the trenches to develop that, you know, and so my advice is is to condense your your your thoughts, condense your time down to the day. Don't even think about tomorrow, don't think about next week. And like that will allow you to show up to every opportunity, um, you know, with you know max effort, you know, like to every conversation that you have.

SPEAKER_00 23:34

It's such a good word. Uh it's everything that you've said, it's it's just spot on. And obviously, you've got an amazing track record to back it up. Um, and I can relate to it a lot. I mean, I've I've fed my family on my own ideas since the beginning. I've never had I've had one real job and I thought it was pointless. I quit after a month. Yeah, it couldn't justify, couldn't justify it. Um, I've had to get up and hunt every day, and uh I I would agree, you know, taking it day by day, thinking, what can I give to this day instead of what can I take from it? What can I give to people instead of what can I take from them? And I think you just wake up with that attitude and you try to help as many people in a day as you possibly can. Things are gonna work out.

SPEAKER_01 24:15

Yeah, and the other thing too, Grant, I think what has made both of us successful in this industry is our ability to create things and our ability to create opportunity. I know for me, I know both of us, we've had to create every opportunity that we stepped into. And and that's a mindset too, is understanding that you can create opportunity out of thin air. Like, I don't know what I'm gonna be selling in six months, I don't know what I'm where I'm gonna be selling in a year, but I never have. I just know that I at the time I will create the next opportunity for me and my people. And and and and I know for me and what I do, I I have to constantly be creating that opportunity and instead of waiting for the opportunity to come to me. And I think that that's where a lot of people get wrong is they wait for opportunity to come to them instead of creating the opportunity. Kind of like, why is my phone not rang with somebody asking me, hey Haas, will you promote it?

SPEAKER_00 25:15

I was literally just thinking that I'm gonna call you as soon as you're done because I get an offer your phone's not ringing off book, I'll call you.

SPEAKER_01 25:21

I got something for you. You know, like that's creating opportunity. I'll give you an example of this. I and I'm writing a book right now, and um and in the book, I I'm telling the story of how I got started in the seminar business. And so this is back in the crash of 2008, and and I wanted to travel the country and and speak, but the problem was I didn't have a product to sell. And so if you you know, speakers don't make money off speaking fees, they make money from selling something from the stage. So what I had to do is I had to have a product, and and this was before I created listing boss and AI boss and you know all of my dozens of courses, right? But like I didn't have a product. So what I did to get started as a speaker and trainer in the industry is I found a guy that had a product, and I followed this guy for years. He's no longer with us, he passed away, but I early on I went to whitepages.com and I typed in his name and he was in Denver, and I look up all of his the you know his name in Denver, and there was like five or six of them. And I called all five or six of those people and I said, Hey, you know, this is Haas. I'm gonna be if you're the real estate trainer, like I'm gonna be traveling the country doing seminars, and I'd like to sell your product and I'll pay you 50-50. So if you're open to the opportunity, reach out to me, let me know. And like that's how I started, bro. He calls me back and goes, I'll do that deal. And I sold his product 200 days a year. I was on the road. It wasn't my own product because I didn't have it, it was his. You know, he didn't come to me and say, Hey, will you sell my product for 50-50? I had to go to him and create the opportunity, and that is what I do is I create the opportunity. I see it, I make the call, and I create it. And if he said no, I'd call you, I'd call somebody else. You know, yeah, somebody is gonna do the deal.

SPEAKER_00 27:22

A hundred percent somebody would. That's what everybody's dream is. Oh, you're gonna go out and sell my product. Yeah, yeah, yeah. I'll do that deal. There's a lot of people. I don't think you're listening to this. The essence of the message is really simple. Create your own opportunity. Yes. Um, if you open up your mind, I think you would be blown away to how many opportunities there are out there like that, especially now. Back in the day when you were doing it, there wasn't that many people doing stuff like that. But now it's everywhere. Man, this is um this has been an amazing conversation. I can't tell you how much I appreciate you spending some time with us today. I always like to ask this last question is how can we as listeners of the podcast partner with you? What's important to you right now? How can we walk alongside and support what you got going on?

SPEAKER_01 28:00

Nan, I would love to work with you. Um, if you have an audience and you have a a list and and you're looking to uh promote something, you know, I'd like for you to be like I was when I started. You know, it's funny, Grant. How many people have picked up the phone and called me and made that same phone call in 20 years? The answer is zero. Nobody, nobody, nobody. So they you know, the the opportunities are endless. And so what I would would like to do is if your listeners are somebody that you know is looking for a partner to help them bring value to their audience and their list, like I'd love to talk to them. Um, they can email me at Haas at Haas Pratt.com. We'll set up a strategy call. I'll show you what I can do to help you. If you're a real estate agent and you're you know listening to this and you're like, where do I start? You can go to haaspratt.com and download a free business plan that will walk you through um, it'll reverse engineer what your goal is and it will tell give you the steps exactly to take in order to accomplish the goal. So it's a free gift, it's uh the ultimate business plan. You can get it at haaspratt.com.

SPEAKER_00 29:03

Awesome, and we'll make sure that we link up all the ways that people can connect with you and take action on that. Highly encourage if you listen to this, connect with Haas. He is a boss, which is why all of the stuff is branded that way. And uh definitely just the results speak for himself. So definitely reach out to Haas, connect with him. And uh, man, I I can't again thank you enough for for spending some time with us today. This is awesome. Thanks, brother, man.

SPEAKER_01 29:26

And I mean what I say, you're one of the greatest in the industry. Everybody here is lucky to be in your community.

SPEAKER_00 29:31

I really genuinely, genuinely appreciate that. I really do. Thank you all. Thank you again, Haas. Thank you all for continuing to listen to the Partner and Prophet Podcast. We will see you on the next episode. Peace.