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Tell me about your vision.

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My vision is for me to help other professionals, entrepreneurs, people just in middle management

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and below, how to communicate with one another.

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And you know, after you network and communicate more effectively and efficiently, it's going

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to increase your profits dramatically.

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So and my goal is to help everyone succeed.

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What is effective communication for you?

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Effective communication is really just what I said.

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It's that one to one communication.

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It's knowing how to put the other person on a pedestal, you know, let them think that

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they have 100% of your attention, respond to them, what they're talking about.

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A lot of people try to get in what they want to say, and they don't let the other person

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communicate to them.

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And you respond to them what should be responded to.

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Okay, so it's really different.

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And once you start doing it, once it becomes part of the way that you network, it's it's

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old hat.

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How did you get started with this?

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I know the pandemic was where it came from.

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But then how did you get into coaching about it?

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Well, I started networking way back 100 years ago, when I was in the Air Force.

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You know, I was a young guy with I had a high rank, and I was trying to tell people what

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to do, people that were older than I was, and telling them what to do.

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And I figured out how to do that without pissing them off.

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Okay, so from there, I went into my own business.

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I went into a graphic design studio.

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I had a pizzeria, restaurants, you know, all that was self proprietorship.

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But then after that, I got out of that went into mortgages.

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And everything that I went through from the Air Force to the mortgages to the businesses

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in the team, I learned to network differently.

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Okay, when I was an owner, I had to talk to my employees differently, and have my employees

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to the customers differently.

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I had to speak to them on some sort of a level where, listen, I have to respect my employees,

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because a happy employee will mean your customers will be happy.

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If you're nasty to your employees, your customers aren't going to get happiness from your employees.

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Okay, so there's a little bit of a train there.

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So what really did it was when I went through the pandemic, I saw the need for this.

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Because I go to a Chamber of Commerce meeting, I go to after hours meetings, I go to networking

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meetings all the time.

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And you see people at first, rather rigid.

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And then when they start to talk to you, they're not listening to you.

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They're just talking to you.

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Some of it is nerves, some of it's not.

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But there's a way to go about it.

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And after you meet with the person, and you okay, your interests align, what do you do

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from that point on?

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Now, that's, there's a lot of questions I think I have in my mind about what you just

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said.

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So the journey from you starting and introducing a program and talking about speaking, how

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did that come about?

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I know you saw the need.

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What did you do to get started on that path?

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Well, when I was working full time, I did it part time.

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After I jumped into speaking full time, I started small, my home area, think of concentric

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circles and going out and out and out.

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But I just look, I started speaking about this for free.

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I started to go to meetings and talk about this for free.

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And I had to build up to where I'm charging, of course.

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But it's so much better.

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Because when you walk in somewhere, and people understand, and they expect you to help guide

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them.

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Look, nobody has 100% surefire way of networking, communicating and everything else.

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This is what's worked best for me and the people that I teach.

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That's amazing.

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Now I want to get to the meat and potatoes of your vision.

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What tips do you have for leaders or entrepreneurs when it comes to effectively communicating

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in their space?

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Again, it's pretty simple.

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You have to first go out and try to meet new people.

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You always have to expand the people that you're talking to.

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Now you can do it by advertising, by social media, by whatever else.

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But you have to go out there and meet the people.

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Then after you meet the people, there's a certain way you have to handle that.

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And you have to understand where they're coming from.

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You have to understand that first, if you go out and look for business like, oh, you're

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going to buy three widgets from me, and that's it.

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You're missing the point.

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You have to understand your clients or future clients.

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You have to let them speak, let them talk about anything and everything.

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And most importantly, you have to listen.

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Listen to them.

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OK, but that response you give them should be what they're talking about and not the

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next thing that you want to talk about.

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Right?

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So then here's a very important concept.

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Whenever you go to a networking event or anything like that, always look to give, not receive.

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What I mean by that, you're looking to help everybody else build their business.

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You're not looking for customers, clients, things like that.

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You're not going to walk up and say, hey, I sell widgets.

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And how many do you want to buy?

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You want to see what they're about and say, you know something?

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I like what you're doing.

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I like how you're doing it.

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How can I be the best referral source for you?

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And they usually tell you, if you do your job correctly, then they'll ask you for your

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card.

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But that is the point which you have to, that's your deciding point.

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You have to get their business card.

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On the back of their business card, you write down today's date, the name of the function

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and something you spoke about.

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His son, his daughter, his wife, something that will resonate with him.

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And you're going to take that and you're going to put that away because that will come very

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handy with my follow up.

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And a follow up is key.

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The follow up is probably more important than actually meeting the person themselves.

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That's amazing.

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Tell me about the follow up.

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Follow up is simple.

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And what I found, and this is after years and years and years and years of following

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up incorrectly, wrong.

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So the way that I do it and the way that I teach it is, let's say after the event, a

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three or four hour event, you have 15 business cards, 20.

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I mean, I used to come home with a shoe box full of business cards.

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Look at all the business cards that I have.

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It's not worth anything.

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You have that business card, about 15 business cards.

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And that night you write an email.

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Thank you for your time.

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Great to meet you, Michael.

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That's it.

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Business, no time, no date, nothing.

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Just a thank you email.

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Give about a 20% chance of them responding to that email.

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Now here's the kicker.

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The next morning, take out thank you cards.

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Handwritten thank you card.

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Dear Harry, this is Mike.

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I met you on such and such dates, such and such times.

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We spoke about your wife.

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She hurt her leg.

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I'm sorry to hear that.

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I hope to meet you soon, Michael.

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That's it.

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This is a soft sell.

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No date, no time, no business.

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That's it.

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So now I just raised the probability of you getting a response from about 20% to about

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50%.

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Because imagine when you're sitting in your office, you get this thank you note, this

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thank you card.

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No bills, no anything, just happy.

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There's my business card again, that thank you note.

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Like wow, he must have really cared what we talked about.

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So wait three or four days.

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If you don't get a response, you send another email.

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Hey, Harry, this is Mike.

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I met you on such and such dates, such and such times.

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You know, I'm really happy to meet you.

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Listen, I just saw that on my calendar, free Tuesday and Wednesday of next week, would

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one of those days be good to meet with you?

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And that was it.

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So you wait two or three more days.

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Now I just upped your 50% response rate to about 65%.

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So now you still, you're a stick in the mud.

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You still haven't responded to me.

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I hate you for that, but I'm going to write you one more email.

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I'm going to write you an email.

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Hey, Harry, this is Michael.

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I met you on such and such dates, such and such times.

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Everything is, I'm saying everything again, because it's going to help you remember me.

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Okay.

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So, hey, look, I told you that Tuesday and Wednesday, my calendar was free.

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Tuesday kind of, you know, I got too busy.

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But how's Wednesday at three?

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Does that work for you?

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Now that's 65%, probably raised it to about 70%, 75%.

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And I don't think I can go above that because nobody can guarantee your returning of an

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email.

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But if you do, that's great.

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You schedule a time, a little bagel place, a little sandwich place, a little something

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for coffee that you can talk about.

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And you can go, I can go into what you talk about once you get there.

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But if you still don't get a response, that probably means they took your card and they

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really don't want to talk to you.

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Very simple.

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Take that card, their card, put the information in your CRM, put it in your drip campaign,

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and once a month, send them something just to keep you in their thoughts.

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And that way, I want to tell you, it's a very effective way to follow up.

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Thank you for being here today.

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I'm really happy that you tuned in to Vision Pros Live.

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I'm looking forward to seeing your reactions as these episodes continue to move forward.

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This is going to get more and more fun.

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We'll have more and more engagement as well.

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We'll invite people to participate in the show.

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And thank you for giving us your time and attention.

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Have an excellent time building out your vision and becoming a Vision Pro yourself.