In this instructional video, Cody (the presenter) shares three concrete strategies for early‑career real‑estate agents and investors to build rapid credibility and rapport with investment‑focused brokers and investors. He begins by describing the common confidence gap younger agents face and frames rapport as the foundation for trustworthy deals. The first tactic is mastering the financial language of real‑estate investing—net operating income, vacancy, operating expenses, debt‑service coverage ratios, etc.—so that conversations remove uncertainty and demonstrate competence. The second tactic is asking hard, direct questions that most people avoid, such as “What do you not like about the deal?” and “Have you seen enough to make a decision?” These questions expose objections, cut through sales‑cycle smoke screens, and force a decision point. The third tactic is using a clear, concise story to illustrate the security of the deal and the presenter’s personal accountability, helping a voice‑only counterpart visualize a trustworthy path from start to finish. Cody ties the three tactics together, emphasizing that knowing the numbers, asking tough questions, and storytelling collectively fast‑track rapport, credibility, and ultimately successful transactions. The video ends with a standard YouTube call‑to‑action.
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What's up guys? This is Cody, and today is all about establishing rapport, meaning we're building massive amounts of trust with investment-focused real estate professionals. Whether it's a real estate agent with an apartment deal, fourplex, a duplex, or just another real estate investor you're trying to pull into a deal to get a good return for them and yourself in the meantime. Now the reason that I wanted to create this clip today is in the very beginning when I was first getting started as a real estate agent and investor, I was having a very difficult time getting to talk with folks and get them to take me seriously. Now, a lot of that was because I was shy. I was 19 years old at the time, and I didn't have any credibility, or I didn't think I had any credibility. Now, looking at the environment that I'm in today, I see a lot of the same thing. I'm seeing a lot of younger folks getting into the business, and regardless of your age, everyone feels uncertain when they first get started. It's hard to move quickly when you don't know the route you're going to go. So that said, I wanted to share 3 tips today that have greatly helped me, things that I've learned over the past couple years doing this, and that might be able to help fast-track you into getting your credibility with these real estate brokers. So the first thing that I would recommend looking at when you're looking at investment property or an investment opportunity is understand the numbers and understand the language. Now, when you're looking at it for the very first time, it can look like a foreign language. There's a lot of numbers and there's a lot of terms that you gotta sort through that other brokers, other real estate professionals who own investment properties representing bigger deals are gonna expect that you understand. Whether you're talking about net operating income, vacancy, occupancy rates, you gotta know the difference. Operating expenses, management, debt coverage ratios, these are the little things that As soon as you know what you know and you take all the uncertainty out of the equation, it helps have that conversation with these folks who have been doing it for much longer than you have. And number 2 has been absolutely vital for myself getting into this space with a whole bunch of folks who are a lot older than me, have a lot more years under their belt, and this is about asking hard questions. Every time that I get into a conversation with someone over the phone, in person, as long as they're a real estate broker that I'm trying to look into one of their investment opportunities, I need to ask hard questions. Show them I know what to ask and what to avoid. And one of those questions is, what do you not like about the deal? Now, that is a very simple question, but I see not a lot of people ask it. Everyone asks, well, what's the best part about this deal? What do you like about the deal? What's your favorite part about the deal? What do you like about the tenants? But not everyone takes the time to actually ask the question, what do you not like about this? And most of the time they're going to say, well, I like everything about the deal. But if you didn't like one thing, what would it be? This is something I learned from Grant Cardone, the ability to keep on pushing when people throw up smokescreens, which they're trying to pass off as objections. An example of a hard question you can ask an investor is, "Have you seen enough to make a decision?" Now, it's not so much that the question is actually hard, it's just putting a hard stop into the sales cycle because everything is a story, it's a sales cycle when you're trying to transact with somebody. So in this case, you show the idea, you show the opportunity, you show the investment, and you just ask the question to end the sale: have you seen enough to make a decision? Now the last tip that I'd like to share with you guys that you can really start implementing today is illustrate the security of the deal or of you through a story. Now this isn't just about security of, oh, it's a good deal, your money's protected. It's also about accountability. When you're talking with folks that you've never met before over the phone, they don't know you. You're just a voice. You're just a voice coming through their telephone. And at the end of the day, they want to know that whoever they're talking with, doing business with, since time is so valuable, they want to know that you can follow through. And one of the best ways that I found to portray this and illustrate to them that I can follow through, I can do what I'm saying I can do, is through a story. If you can outline from start to finish a clear, concise path and illustrate to them a picture in their head, it's going to build rapport at another level. It's a subconscious level at that point that you're going to follow through. That being said, those are 3 tips that you can start utilizing to talk with real estate brokers who are focused in the investment space or real estate investors who are trying to get into the investment space at another level. It all comes down to building rapport. Now that comes through knowing your numbers, knowing the lingo, know the language, being able to ask difficult questions that not everyone's willing to ask, put a hard stop to the conversation sometimes, and then be able to illustrate your point, your cause, what you're wanting to do through a story that's easy to follow. That being said, hope you guys have a great weekend. If you like the channel, please do subscribe. Let me know your thoughts in the comments below. If you'd like to see something in a future video, let me know and I'll make it happen. Take it easy, enjoy your weekend.
