1 00:00:00,000 --> 00:00:20,280 And welcome to Networking Unleashed, Building Profitable Connections. 2 00:00:20,280 --> 00:00:21,680 Welcome to the show, folks. 3 00:00:21,680 --> 00:00:27,680 I'm your host, Michael Foreman, and you're listening to the podcast where networking 4 00:00:27,680 --> 00:00:32,160 is more than just awkward handshakes and bad coffee. 5 00:00:32,160 --> 00:00:34,640 It's an art and a talent. 6 00:00:34,640 --> 00:00:36,080 But here's the twist. 7 00:00:36,080 --> 00:00:39,760 It's an art and talent you can actually learn. 8 00:00:39,760 --> 00:00:46,960 Yes, even if you're the person hiding in the corner at every event pretending to pick 9 00:00:46,960 --> 00:00:49,880 emails, this is for you. 10 00:00:49,880 --> 00:00:53,800 Networking isn't just a nice skill to have. 11 00:00:53,800 --> 00:00:55,560 It's a game changer. 12 00:00:55,560 --> 00:01:00,160 And when you get good at it, you'll wonder why you didn't start sooner. 13 00:01:00,160 --> 00:01:06,320 More connections, more opportunities, more profits, it's like unlocking a cheat code 14 00:01:06,320 --> 00:01:08,000 for life. 15 00:01:08,000 --> 00:01:13,680 So whether you're the life of the party or the let me just stay in the corner and text 16 00:01:13,680 --> 00:01:17,000 type, we've got something for you. 17 00:01:17,000 --> 00:01:18,000 Stick around. 18 00:01:18,000 --> 00:01:23,360 Let's turn those awkward small talk moments into big wins. 19 00:01:23,360 --> 00:01:28,800 Now I've got a guest today, and his name is Dr. Richard Kay. 20 00:01:28,800 --> 00:01:34,160 He's got an extraordinary background, a load of experience. 21 00:01:34,160 --> 00:01:39,600 He's best known for working with entrepreneurs that help them accelerate the growth of their 22 00:01:39,600 --> 00:01:41,320 businesses. 23 00:01:41,320 --> 00:01:47,400 And for nearly 24 years, he's assisted people to improve their bottom line. 24 00:01:47,400 --> 00:01:53,480 Now there's a whole lot more to this, but let him introduce himself. 25 00:01:53,480 --> 00:01:56,280 Richard, should I call you Richard or Dr. Ken? 26 00:01:56,280 --> 00:01:57,280 Please do. 27 00:01:57,280 --> 00:01:58,800 Richard works great. 28 00:01:58,800 --> 00:02:01,520 Had my patients call me Richard, you can call me Richard. 29 00:02:01,520 --> 00:02:02,520 Okay, Richard. 30 00:02:02,520 --> 00:02:04,960 Tell us a little bit about yourself. 31 00:02:04,960 --> 00:02:06,960 Well, let's see. 32 00:02:06,960 --> 00:02:13,120 I started out as an electronics engineer, decided that that wasn't my life path. 33 00:02:13,120 --> 00:02:21,400 I got a BS degree in business management from New York University, Long Island campus. 34 00:02:21,400 --> 00:02:22,400 And that's just what that is. 35 00:02:22,400 --> 00:02:23,400 That was just BS. 36 00:02:23,400 --> 00:02:28,240 And then I got a doctorate degree from the Columbia Institute of Chiropractic. 37 00:02:28,240 --> 00:02:32,480 And I practiced chiropractic in San Diego for 30 years, Michael. 38 00:02:32,480 --> 00:02:37,720 And because we're talking about networking, ladies and gentlemen, I'll give you a foundation 39 00:02:37,720 --> 00:02:41,080 on growing your business with networking. 40 00:02:41,080 --> 00:02:44,040 I shut my practice 20 years ago. 41 00:02:44,040 --> 00:02:49,480 I was meditating quite frankly and heard, shut your practice and work with entrepreneurs. 42 00:02:49,480 --> 00:02:53,440 And I looked around, there was no one there but me. 43 00:02:53,440 --> 00:02:55,440 So I now live in Towson, New Mexico. 44 00:02:55,440 --> 00:02:57,640 I already had 80 acres out here. 45 00:02:57,640 --> 00:03:02,880 I left San Diego and 20 years ago, so I don't serve entrepreneurs. 46 00:03:02,880 --> 00:03:04,880 So that's a quick background, Michael. 47 00:03:04,880 --> 00:03:09,360 What do you do on the 80 acres? 48 00:03:09,360 --> 00:03:10,360 Sold it. 49 00:03:10,360 --> 00:03:11,360 Okay. 50 00:03:11,360 --> 00:03:17,440 Yeah, my then wife and I were going to move out, be off grid, and I got a job as the assistant 51 00:03:17,440 --> 00:03:18,440 district attorney. 52 00:03:18,440 --> 00:03:19,440 She's obviously an attorney. 53 00:03:19,440 --> 00:03:21,960 They said, be here in two weeks. 54 00:03:21,960 --> 00:03:26,880 So we just moved out, bought a house, lasted two years than the divorce and now married 55 00:03:26,880 --> 00:03:28,360 to the right woman. 56 00:03:28,360 --> 00:03:31,760 So that's what I did on 80 acres. 57 00:03:31,760 --> 00:03:35,400 Sometimes it takes to find the right person. 58 00:03:35,400 --> 00:03:39,240 I found the right person 37 years ago. 59 00:03:39,240 --> 00:03:40,720 And you're awesome. 60 00:03:40,720 --> 00:03:42,600 I've been happy ever since. 61 00:03:42,600 --> 00:03:44,440 Well, good for you. 62 00:03:44,440 --> 00:03:49,280 Let's bring this into the networking world a little bit. 63 00:03:49,280 --> 00:03:58,240 How do you approach building genuine connections in a world that's increasingly digital? 64 00:03:58,240 --> 00:03:59,800 Be authentic. 65 00:03:59,800 --> 00:04:05,280 The best way to build great relationship is be authentic. 66 00:04:05,280 --> 00:04:10,440 I said, I'm going to tie the networking and that kind of authenticity into how I built 67 00:04:10,440 --> 00:04:12,000 a practice. 68 00:04:12,000 --> 00:04:18,480 When I moved to San Diego from New York, Michael, there were 300 chiropractors in town. 69 00:04:18,480 --> 00:04:22,640 Ladies and gentlemen, how do you start or grow any business in a crowded field? 70 00:04:22,640 --> 00:04:27,280 And no matter what we do, we are all in crowded fields. 71 00:04:27,280 --> 00:04:33,560 Well, I networked, I met people, I went out, I schmoozed, I played around with people and 72 00:04:33,560 --> 00:04:35,040 connected. 73 00:04:35,040 --> 00:04:40,480 And I submitted an article which was published in the San Diego Tribune. 74 00:04:40,480 --> 00:04:46,160 Then I found a connection to the Los Angeles Times and I got an article submitted. 75 00:04:46,160 --> 00:04:50,360 All because of networking and the people I knew. 76 00:04:50,360 --> 00:04:52,760 And I'm going to make that a distinction. 77 00:04:52,760 --> 00:04:55,560 It's not who you know. 78 00:04:55,560 --> 00:04:56,560 Michael, you've heard of it. 79 00:04:56,560 --> 00:04:57,960 It's not what you know, it's who you know. 80 00:04:57,960 --> 00:04:58,960 You know that expression, right? 81 00:04:58,960 --> 00:04:59,960 Of course. 82 00:04:59,960 --> 00:05:01,960 I'm going to take it to a higher level. 83 00:05:01,960 --> 00:05:03,720 It's who knows you. 84 00:05:03,720 --> 00:05:05,960 That's what networking is about. 85 00:05:05,960 --> 00:05:12,200 One day I get a phone call and she says she's the producer of the ABC News in San Diego. 86 00:05:12,200 --> 00:05:13,200 And she said, who are you? 87 00:05:13,200 --> 00:05:14,200 We're seeing your name. 88 00:05:14,200 --> 00:05:15,600 We're hearing your name. 89 00:05:15,600 --> 00:05:20,440 We didn't know one another personally, but through the network she had seen and heard 90 00:05:20,440 --> 00:05:21,440 of me. 91 00:05:21,440 --> 00:05:24,280 Well, now I got a 630 News segment. 92 00:05:24,280 --> 00:05:27,960 Then I got a similar phone call from PBS. 93 00:05:27,960 --> 00:05:29,080 Similar kind of question. 94 00:05:29,080 --> 00:05:30,320 Who are you? 95 00:05:30,320 --> 00:05:34,280 She had known about me when I got a PBS segment. 96 00:05:34,280 --> 00:05:36,640 And that's what we do in our business now. 97 00:05:36,640 --> 00:05:37,880 Make the connections. 98 00:05:37,880 --> 00:05:43,680 Do the networking that you may not have that we have with our connections to get you outstanding 99 00:05:43,680 --> 00:05:45,040 publicity. 100 00:05:45,040 --> 00:05:48,960 The power of networking is so remarkable. 101 00:05:48,960 --> 00:05:49,960 It is. 102 00:05:49,960 --> 00:05:50,960 It's great. 103 00:05:50,960 --> 00:05:54,320 And really what you're talking about is branding. 104 00:05:54,320 --> 00:05:59,560 You're branding yourself because the more your name gets out there, the more people 105 00:05:59,560 --> 00:06:00,640 see you. 106 00:06:00,640 --> 00:06:06,480 The more people see you, the better chance you have of getting noticed. 107 00:06:06,480 --> 00:06:09,800 So that's absolutely great. 108 00:06:09,800 --> 00:06:10,800 It's true. 109 00:06:10,800 --> 00:06:15,320 And I have my whole career in speaking. 110 00:06:15,320 --> 00:06:24,280 I try to tell everybody the authenticity is so important for you to be yourself is so 111 00:06:24,280 --> 00:06:25,280 important. 112 00:06:25,280 --> 00:06:33,320 You know, during one of my speeches, I say, inject a little humor and do a little story. 113 00:06:33,320 --> 00:06:36,680 But if you're not a funny person, don't do it. 114 00:06:36,680 --> 00:06:37,680 Be authentic. 115 00:06:37,680 --> 00:06:38,680 Be yourself. 116 00:06:38,680 --> 00:06:41,760 And it goes on such a long way. 117 00:06:41,760 --> 00:06:42,760 Okay. 118 00:06:42,760 --> 00:06:51,960 So can you share a specific example of how strategic networking significantly, significantly 119 00:06:51,960 --> 00:06:55,680 impacted your business? 120 00:06:55,680 --> 00:07:00,960 I'm laughing because I thought you were going to ask how it impacted my life. 121 00:07:00,960 --> 00:07:02,160 And I'll answer that. 122 00:07:02,160 --> 00:07:06,600 And then we'll get to the business because they're so intertwined, Michael. 123 00:07:06,600 --> 00:07:11,520 I was facilitating a breakout room in a networking event. 124 00:07:11,520 --> 00:07:14,480 A young lady is on that call. 125 00:07:14,480 --> 00:07:21,360 I found out she's living in the Cotswolds and the UK United Kingdom. 126 00:07:21,360 --> 00:07:22,360 So just networking. 127 00:07:22,360 --> 00:07:26,440 I'm mentoring and coaching to a whole group of people and she asked some questions and 128 00:07:26,440 --> 00:07:31,280 then she made an appointment for a 15 minute phone call. 129 00:07:31,280 --> 00:07:34,240 Probably Skype way back then. 130 00:07:34,240 --> 00:07:39,920 And that transformed not only her business and my business, but our lives. 131 00:07:39,920 --> 00:07:41,120 We wound up getting married. 132 00:07:41,120 --> 00:07:44,560 She ultimately moved here to the United States. 133 00:07:44,560 --> 00:07:49,200 It was the networking that changed our lives. 134 00:07:49,200 --> 00:07:55,920 Now to make it specific to the business, Angela writes fairy tales. 135 00:07:55,920 --> 00:07:59,480 Her mission is to help kids thrive. 136 00:07:59,480 --> 00:08:04,520 Michael, when kids fall in love with themselves and when adults fall in love with themselves, 137 00:08:04,520 --> 00:08:07,200 they don't go out and shoot up schools and shit like that. 138 00:08:07,200 --> 00:08:09,760 And they don't commit suicide. 139 00:08:09,760 --> 00:08:16,160 She had gone through a couple of different publishers and they got very few sales basically 140 00:08:16,160 --> 00:08:17,880 in her book. 141 00:08:17,880 --> 00:08:23,080 Through our company, we got her the publicity because of the networking of the people who 142 00:08:23,080 --> 00:08:25,120 know us. 143 00:08:25,120 --> 00:08:28,160 And she's now a number one best selling author. 144 00:08:28,160 --> 00:08:33,400 She has got three books that have all won about a dozen awards each. 145 00:08:33,400 --> 00:08:39,440 And in her space, it's mom's choice award is one of the top awards for kids books. 146 00:08:39,440 --> 00:08:46,720 So the networking helped her help Angela and ladies and gentlemen, if you have kids, Angela 147 00:08:46,720 --> 00:08:52,040 Lee, A-N-G-E-L-A-L-E-G-H.com. 148 00:08:52,040 --> 00:08:54,000 Go buy the books on Amazon. 149 00:08:54,000 --> 00:08:56,000 They are absolutely amazing. 150 00:08:56,000 --> 00:08:57,680 And how did we get there? 151 00:08:57,680 --> 00:09:00,520 We know people and they know us. 152 00:09:00,520 --> 00:09:01,520 And she knew me. 153 00:09:01,520 --> 00:09:02,520 So it made it easy. 154 00:09:02,520 --> 00:09:09,400 Well, you know people and when you're networking, you're not only talking with those people, 155 00:09:09,400 --> 00:09:13,040 but you're speaking with their network as well. 156 00:09:13,040 --> 00:09:14,040 Their network. 157 00:09:14,040 --> 00:09:15,040 Yes, correct. 158 00:09:15,040 --> 00:09:21,360 So they think about you and they'll say, well, you have to know them. 159 00:09:21,360 --> 00:09:24,400 Go to the website, call something like that. 160 00:09:24,400 --> 00:09:29,040 And all of a sudden, you're finding out that you're getting all these connections and you 161 00:09:29,040 --> 00:09:30,760 didn't even know them. 162 00:09:30,760 --> 00:09:33,440 So that's the importance of networking. 163 00:09:33,440 --> 00:09:35,880 Yeah, I like what you said. 164 00:09:35,880 --> 00:09:37,880 You're not just networking with one person. 165 00:09:37,880 --> 00:09:39,680 You're networking with their network. 166 00:09:39,680 --> 00:09:40,680 Exactly. 167 00:09:40,680 --> 00:09:42,080 That's very, really good. 168 00:09:42,080 --> 00:09:43,320 Thank you. 169 00:09:43,320 --> 00:09:52,400 But what are the key elements of effective communication in your professional networking? 170 00:09:52,400 --> 00:09:53,400 Be authentic. 171 00:09:53,400 --> 00:09:54,400 You mentioned it before. 172 00:09:54,400 --> 00:09:57,240 Be absolutely authentic. 173 00:09:57,240 --> 00:10:00,880 Most of you know or at least know of Tony Robbins. 174 00:10:00,880 --> 00:10:01,880 Sure. 175 00:10:01,880 --> 00:10:05,320 And he makes a very profound, well, a lot of profound things. 176 00:10:05,320 --> 00:10:11,560 He says, if I meet you in person, and we met at his place in Fiji a long, long time ago, 177 00:10:11,560 --> 00:10:15,720 he's the same person in person as he is on stage. 178 00:10:15,720 --> 00:10:16,720 And he's really clear. 179 00:10:16,720 --> 00:10:17,720 He says, why? 180 00:10:17,720 --> 00:10:22,640 Because Michael, if I become a different persona for you than everybody else, when I run back 181 00:10:22,640 --> 00:10:27,960 into you in the airport or something, I've got to remember, who was I with Michael? 182 00:10:27,960 --> 00:10:34,240 So if you are your true authentic self 100% of the time, you don't have to worry about 183 00:10:34,240 --> 00:10:37,560 someone seeing, oh, this is a different side of them. 184 00:10:37,560 --> 00:10:40,200 Hey, if you're nasty, you're going to be nasty. 185 00:10:40,200 --> 00:10:42,760 If you're nice, you're going to be nice. 186 00:10:42,760 --> 00:10:47,040 Show up in your authenticity whatever it is. 187 00:10:47,040 --> 00:10:52,320 And that's where you connect on more than a person to person level on a soul to soul 188 00:10:52,320 --> 00:10:53,320 level. 189 00:10:53,320 --> 00:10:54,320 Soul knows people. 190 00:10:54,320 --> 00:10:56,360 That's how my wife and I got married. 191 00:10:56,360 --> 00:11:00,720 And obviously, you're together for 30, almost 40 years. 192 00:11:00,720 --> 00:11:03,720 That's not a physical, that's a soul connection. 193 00:11:03,720 --> 00:11:04,720 Soul knows. 194 00:11:04,720 --> 00:11:07,400 So be authentic on every part of your being. 195 00:11:07,400 --> 00:11:11,720 Absolutely, I couldn't agree with you more on every level, on every level. 196 00:11:11,720 --> 00:11:13,960 I mean, it's your question. 197 00:11:13,960 --> 00:11:23,560 I'm sure you've made stakes in your networking, communication in life, but were the big mistakes 198 00:11:23,560 --> 00:11:25,800 and how did you overcome them? 199 00:11:25,800 --> 00:11:32,600 Boy, if you don't make mistakes, are you still alive? 200 00:11:32,600 --> 00:11:34,080 Making mistakes is easy. 201 00:11:34,080 --> 00:11:41,240 I mean, I was on a Zoom call with someone just a few minutes ago, and I had the wrong person 202 00:11:41,240 --> 00:11:42,240 in mind. 203 00:11:42,240 --> 00:11:46,200 And I said, well, I sent the email to this address, and she said, well, that's not me. 204 00:11:46,200 --> 00:11:47,200 Oh, shoot. 205 00:11:47,200 --> 00:11:53,880 So we laughed, and I found because her name and ladies and gentlemen, communication, her 206 00:11:53,880 --> 00:11:58,600 name on the Zoom was the name of her business. 207 00:11:58,600 --> 00:12:00,320 She didn't have her. 208 00:12:00,320 --> 00:12:01,320 Excuse me. 209 00:12:01,320 --> 00:12:04,600 She did not have her name there. 210 00:12:04,600 --> 00:12:07,200 I'm going to get some water. 211 00:12:07,200 --> 00:12:14,160 So it was easy for me to screw it up and get the wrong person. 212 00:12:14,160 --> 00:12:15,160 So what do we do? 213 00:12:15,160 --> 00:12:16,160 Own it. 214 00:12:16,160 --> 00:12:17,840 We laughed about it. 215 00:12:17,840 --> 00:12:22,080 And that's one of the best ways to make up for a screw up. 216 00:12:22,080 --> 00:12:23,800 Don't ignore it. 217 00:12:23,800 --> 00:12:24,800 Be honest. 218 00:12:24,800 --> 00:12:27,440 Say, hey, I messed up. 219 00:12:27,440 --> 00:12:31,560 Too many people won't take responsibility for their actions. 220 00:12:31,560 --> 00:12:35,720 They'll take responsibility for the good, but they don't take responsibility for the 221 00:12:35,720 --> 00:12:36,720 bad. 222 00:12:36,720 --> 00:12:39,520 Take total responsibility. 223 00:12:39,520 --> 00:12:47,960 And it's when I'm in communication with someone, and I don't understand someone, I'm 224 00:12:47,960 --> 00:12:51,680 going to use me as the metaphor here, but I'm going to turn it around. 225 00:12:51,680 --> 00:12:57,320 How many times, and I just had this communication with another person this morning, I said, 226 00:12:57,320 --> 00:13:00,800 what part of this am I missing? 227 00:13:00,800 --> 00:13:02,520 Take responsibility. 228 00:13:02,520 --> 00:13:04,680 I screwed something up. 229 00:13:04,680 --> 00:13:09,760 And instead of blaming the other person, take responsibility for it. 230 00:13:09,760 --> 00:13:13,560 As a matter of fact, it was the person who I screwed up with the name. 231 00:13:13,560 --> 00:13:14,840 She said, let's get on Zoom. 232 00:13:14,840 --> 00:13:15,840 She sent me a text. 233 00:13:15,840 --> 00:13:17,600 We got on Zoom. 234 00:13:17,600 --> 00:13:21,640 My text to her is, what am I missing here? 235 00:13:21,640 --> 00:13:25,160 So clear communication. 236 00:13:25,160 --> 00:13:28,720 Take responsibility for everything in your life, by the way. 237 00:13:28,720 --> 00:13:31,280 It ain't the other person's fault. 238 00:13:31,280 --> 00:13:37,680 If you are having an argument with someone, there's no need for arguments, own your part 239 00:13:37,680 --> 00:13:38,880 in it. 240 00:13:38,880 --> 00:13:42,200 You've got to part in it because the two of you are going at it. 241 00:13:42,200 --> 00:13:45,560 Michael, you're in a relationship for almost 40 years. 242 00:13:45,560 --> 00:13:50,880 If you're like a real human being, there are times you may have a different part of energy 243 00:13:50,880 --> 00:13:53,040 than your wife. 244 00:13:53,040 --> 00:13:58,000 And I've certainly been there and say, honey, what am I missing here? 245 00:13:58,000 --> 00:13:59,680 What didn't I hear? 246 00:13:59,680 --> 00:14:04,840 If she yells from the other room, I can say, you got to yell louder. 247 00:14:04,840 --> 00:14:06,360 That makes someone wrong. 248 00:14:06,360 --> 00:14:09,080 Honey, I can't hear you. 249 00:14:09,080 --> 00:14:10,600 It's so simple, Michael. 250 00:14:10,600 --> 00:14:14,240 And I realize I'm just going on about this. 251 00:14:14,240 --> 00:14:19,320 The bottom line is, ladies and gentlemen, take responsibility for everything. 252 00:14:19,320 --> 00:14:22,040 It doesn't mean you're wrong. 253 00:14:22,040 --> 00:14:24,280 Just take responsibility for it. 254 00:14:24,280 --> 00:14:32,200 Like in a relationship, do you rather be right or would you rather have the relationship? 255 00:14:32,200 --> 00:14:33,200 You're right. 256 00:14:33,200 --> 00:14:34,200 You're right. 257 00:14:34,200 --> 00:14:40,160 But that is so difficult for some people to do to own the mistake. 258 00:14:40,160 --> 00:14:46,520 And when I'm up on a stage and I usually inject humor or whatever else, and if the 259 00:14:46,520 --> 00:14:53,720 joke falls flat and it's death science, which is deadly for a speaker. 260 00:14:53,720 --> 00:14:58,720 But you know, I'm like, and what I did last time, because I've done it so many times before, 261 00:14:58,720 --> 00:15:02,720 I've taken a microscope and I've said, OK, well, that joke didn't work. 262 00:15:02,720 --> 00:15:09,560 So next time, you know, and I made itself deprecating and people laughed about that 263 00:15:09,560 --> 00:15:11,280 and we moved on. 264 00:15:11,280 --> 00:15:17,120 But the whole idea was that I took the ownership of that mistake. 265 00:15:17,120 --> 00:15:18,840 And I didn't blame anybody else. 266 00:15:18,840 --> 00:15:22,840 I didn't blame the equipment, you know, but it was all just me. 267 00:15:22,840 --> 00:15:24,240 But that's very good. 268 00:15:24,240 --> 00:15:25,240 Take ownership. 269 00:15:25,240 --> 00:15:31,280 OK, so what you said is people blame, you know, hey, it's a dumb audience. 270 00:15:31,280 --> 00:15:32,840 No, it's not. 271 00:15:32,840 --> 00:15:36,400 It's we who are the speakers who screwed up. 272 00:15:36,400 --> 00:15:39,160 We misread the audience or whatever it is. 273 00:15:39,160 --> 00:15:42,840 So I honor you for that, and then you get the audience involved. 274 00:15:42,840 --> 00:15:45,400 And as a speaker, you know that get the audience involved. 275 00:15:45,400 --> 00:15:46,400 Absolutely. 276 00:15:46,400 --> 00:15:47,800 It's that interaction. 277 00:15:47,800 --> 00:15:52,000 OK, so let's say let me ask you a question. 278 00:15:52,000 --> 00:15:58,080 What role does the follow up in follow up? 279 00:15:58,080 --> 00:16:03,840 What is the role of follow up have to do with when you meet somebody? 280 00:16:03,840 --> 00:16:09,040 And how are you following up with them? 281 00:16:09,040 --> 00:16:12,240 There's a classic expression in business. 282 00:16:12,240 --> 00:16:13,520 The business is in the follow up. 283 00:16:13,520 --> 00:16:16,280 The money's in the follow up. 284 00:16:16,280 --> 00:16:20,160 We as human beings have remarkably short attention spans. 285 00:16:20,160 --> 00:16:26,040 I'm sure you're afraid they say a goldfish has a longer attention span than a human 286 00:16:26,040 --> 00:16:28,880 being, which is about seven seconds. 287 00:16:28,880 --> 00:16:29,880 We forget things. 288 00:16:29,880 --> 00:16:30,880 We're human. 289 00:16:30,880 --> 00:16:33,080 I don't care how perfect your memory is. 290 00:16:33,080 --> 00:16:36,640 Ladies and gentlemen, you're going to forget things. 291 00:16:36,640 --> 00:16:41,320 There's a distinction between following up and being a pain in the butt, by the way. 292 00:16:41,320 --> 00:16:46,320 One of the things I teach people, they learn how to make the connection, how to get on 293 00:16:46,320 --> 00:16:54,320 radio as a guest on terrestrial radio, talk show guest, how to pitch the guest, and how 294 00:16:54,320 --> 00:16:58,720 not to be a pain, and then how to get invited back. 295 00:16:58,720 --> 00:17:03,640 A first connection is it's sometimes not even a handshake. 296 00:17:03,640 --> 00:17:04,640 It's high. 297 00:17:04,640 --> 00:17:08,400 It's, do we have anything in common? 298 00:17:08,400 --> 00:17:12,560 From a business perspective, you want to go from a suspect. 299 00:17:12,560 --> 00:17:15,360 In my world, everyone's a suspect. 300 00:17:15,360 --> 00:17:17,200 What does that mean? 301 00:17:17,200 --> 00:17:19,360 I deal with publicity. 302 00:17:19,360 --> 00:17:22,560 Our company gets people featured in big city media. 303 00:17:22,560 --> 00:17:23,800 We get them interviews. 304 00:17:23,800 --> 00:17:26,440 We get them on stages. 305 00:17:26,440 --> 00:17:28,200 Every entrepreneur needs that. 306 00:17:28,200 --> 00:17:35,120 When I meet an entrepreneur, I'm going to say, well, is this person a candidate? 307 00:17:35,120 --> 00:17:39,960 Then they become a prospect if they say, yes, I'm interested. 308 00:17:39,960 --> 00:17:42,600 Now the next part is the follow-up. 309 00:17:42,600 --> 00:17:43,600 We get on a phone. 310 00:17:43,600 --> 00:17:44,600 We get on Zoom. 311 00:17:44,600 --> 00:17:45,600 We do email. 312 00:17:45,600 --> 00:17:47,440 We do text. 313 00:17:47,440 --> 00:17:48,440 That's the follow-up. 314 00:17:48,440 --> 00:17:50,440 Otherwise, it's a nice conversation. 315 00:17:50,440 --> 00:17:51,920 I'm not saying you do this with everyone. 316 00:17:51,920 --> 00:17:56,440 You do this with people who you have a connection with. 317 00:17:56,440 --> 00:18:00,240 Then your job is to turn them into a client. 318 00:18:00,240 --> 00:18:05,160 The next part, Michael, is to turn them into raving fans. 319 00:18:05,160 --> 00:18:09,080 They go out and they tell everyone about you. 320 00:18:09,080 --> 00:18:14,080 The follow-up, and today it's so invasive. 321 00:18:14,080 --> 00:18:17,480 You get off the phone with any high-tech business. 322 00:18:17,480 --> 00:18:20,800 I was just on the phone with my doctor's office. 323 00:18:20,800 --> 00:18:21,800 I get a text. 324 00:18:21,800 --> 00:18:24,560 I was to service. 325 00:18:24,560 --> 00:18:29,960 It's a pain at this point on personal interactions. 326 00:18:29,960 --> 00:18:30,960 Always follow-up. 327 00:18:30,960 --> 00:18:34,160 I'm going to be very transparent, ladies and gentlemen. 328 00:18:34,160 --> 00:18:37,000 I'm just checking to make sure I have it, Michael. 329 00:18:37,000 --> 00:18:43,440 As a guest on your program, Michael's going to get a thank you email from me for the opportunity 330 00:18:43,440 --> 00:18:44,440 to be here. 331 00:18:44,440 --> 00:18:47,040 I'm not looking for his business. 332 00:18:47,040 --> 00:18:53,480 He's giving me the opportunity to serve him and you as the followers. 333 00:18:53,480 --> 00:18:55,520 How cool is it to send a thank you? 334 00:18:55,520 --> 00:18:57,960 When was the last time you sent a thank you? 335 00:18:57,960 --> 00:19:00,320 Even a physical card? 336 00:19:00,320 --> 00:19:02,280 An email, a text? 337 00:19:02,280 --> 00:19:04,480 Acknowledge people. 338 00:19:04,480 --> 00:19:06,600 Don't do it from a business perspective. 339 00:19:06,600 --> 00:19:11,480 Don't give them your elevator pitch, which most people don't know how to do that anyway. 340 00:19:11,480 --> 00:19:14,680 Michael, you're going to look forward to it after this. 341 00:19:14,680 --> 00:19:17,000 It's just going to say thanks. 342 00:19:17,000 --> 00:19:18,000 That's follow-up. 343 00:19:18,000 --> 00:19:23,960 What you say about follow-up is what I've been doing for about 10 years. 344 00:19:23,960 --> 00:19:32,880 After I send the initial email, thank you, I have in my briefcase a stack of thank you 345 00:19:32,880 --> 00:19:34,360 notes. 346 00:19:34,360 --> 00:19:36,800 I handwrite a thank you note. 347 00:19:36,800 --> 00:19:38,240 Your name and address goes on it. 348 00:19:38,240 --> 00:19:39,720 A business card goes in it. 349 00:19:39,720 --> 00:19:43,640 All I did was thank you for your time and your effort. 350 00:19:43,640 --> 00:19:45,440 I hope to do business with you soon. 351 00:19:45,440 --> 00:19:47,920 I write a thank you. 352 00:19:47,920 --> 00:19:51,280 He writes a handwritten thank you anymore. 353 00:19:51,280 --> 00:19:52,840 It's like a lost art. 354 00:19:52,840 --> 00:19:57,040 That's one of the things that I'm trying to bring back. 355 00:19:57,040 --> 00:19:58,040 Good for you. 356 00:19:58,040 --> 00:20:00,960 Within networking, there's a mantra. 357 00:20:00,960 --> 00:20:04,000 There's a know you, like you, trust you. 358 00:20:04,000 --> 00:20:07,080 They'll do this with you. 359 00:20:07,080 --> 00:20:11,800 Trust is a crucial part of networking. 360 00:20:11,800 --> 00:20:21,600 How do you establish and maintain that level of trust with fellow professions and clients? 361 00:20:21,600 --> 00:20:23,000 You maintain a level of trust. 362 00:20:23,000 --> 00:20:25,400 I'm going to go back to what we talked about earlier. 363 00:20:25,400 --> 00:20:27,760 It's by being authentic. 364 00:20:27,760 --> 00:20:29,200 Don't exaggerate. 365 00:20:29,200 --> 00:20:30,200 Demonstrate. 366 00:20:30,200 --> 00:20:32,400 How can you demonstrate? 367 00:20:32,400 --> 00:20:33,400 Today it's easy. 368 00:20:33,400 --> 00:20:35,960 Testimonials, videos, proof. 369 00:20:35,960 --> 00:20:40,160 It's so easy to get video testimonials. 370 00:20:40,160 --> 00:20:43,040 Again, it's so pervasive. 371 00:20:43,040 --> 00:20:46,480 I got off the phone with some software company and I got a survey. 372 00:20:46,480 --> 00:20:49,280 On a scale of zero to 10. 373 00:20:49,280 --> 00:20:54,040 I want to say the service was great, but the follow-up sucks because it's automatic. 374 00:20:54,040 --> 00:20:56,000 It's not authentic. 375 00:20:56,000 --> 00:20:57,440 Be authentic with people. 376 00:20:57,440 --> 00:20:59,440 You noticed there's an underlying theme here. 377 00:20:59,440 --> 00:21:01,240 Be authentic with yourself. 378 00:21:01,240 --> 00:21:05,200 It doesn't make a difference if you're an introvert or an extrovert. 379 00:21:05,200 --> 00:21:10,120 If you're doing business, and by the way, it's the same thing in your personal life. 380 00:21:10,120 --> 00:21:12,760 Be authentic. 381 00:21:12,760 --> 00:21:15,160 And follow-up. 382 00:21:15,160 --> 00:21:16,440 Demonstrate what you can do. 383 00:21:16,440 --> 00:21:19,040 Now, in our business, we laugh. 384 00:21:19,040 --> 00:21:20,040 We have a problem. 385 00:21:20,040 --> 00:21:23,160 We always over, under promise. 386 00:21:23,160 --> 00:21:24,840 But then we over deliver. 387 00:21:24,840 --> 00:21:27,400 Now, why do we do that? 388 00:21:27,400 --> 00:21:29,680 It's not a business gamble. 389 00:21:29,680 --> 00:21:34,040 It's I want to make Michael, if you were to engage us, and this happened with a high 390 00:21:34,040 --> 00:21:40,080 school colleague of mine, she reached out and said, can you get an article in a newspaper? 391 00:21:40,080 --> 00:21:45,880 And conversation, of course, we signed the contract, and I promised her I'd get her in 392 00:21:45,880 --> 00:21:47,840 at least one newspaper. 393 00:21:47,840 --> 00:21:51,080 What's it like to be featured in a big city newspaper? 394 00:21:51,080 --> 00:21:52,480 That builds your leverage. 395 00:21:52,480 --> 00:21:54,760 It builds your credibility. 396 00:21:54,760 --> 00:21:59,200 I wound up pitching it and getting it into three different newspapers. 397 00:21:59,200 --> 00:22:03,880 Now, what would have happened if I promised a three and I only got one? 398 00:22:03,880 --> 00:22:10,520 So under promise and over deliver and be so real. 399 00:22:10,520 --> 00:22:12,200 That's what that's about. 400 00:22:12,200 --> 00:22:14,280 Sounds like a good rule to have. 401 00:22:14,280 --> 00:22:17,680 OK, so let's circle this back. 402 00:22:17,680 --> 00:22:19,880 Let's close this out. 403 00:22:19,880 --> 00:22:23,160 Give me your favorite marketing tactic. 404 00:22:23,160 --> 00:22:30,880 Well, I don't know if I have a favorite because I'm on networking events. 405 00:22:30,880 --> 00:22:33,040 I'm all over the place. 406 00:22:33,040 --> 00:22:34,680 I'm visible. 407 00:22:34,680 --> 00:22:37,320 And OK, here it is. 408 00:22:37,320 --> 00:22:44,640 Ladies and gentlemen, instead of pitching and selling, attract and enroll. 409 00:22:44,640 --> 00:22:48,760 I'm going to say that again instead of pitching and then begging and asking for the sale. 410 00:22:48,760 --> 00:22:51,320 And we've all had salespeople like that. 411 00:22:51,320 --> 00:22:52,400 They're in scarcity. 412 00:22:52,400 --> 00:22:54,800 I need I need to close this deal. 413 00:22:54,800 --> 00:22:58,760 They may not say those words, but you can feel that energetics. 414 00:22:58,760 --> 00:23:05,760 Just let people know what you do and then let them come to you and enroll them in your process. 415 00:23:05,760 --> 00:23:07,680 It's their decision. 416 00:23:07,680 --> 00:23:09,120 Let it be their decision. 417 00:23:09,120 --> 00:23:11,320 Don't force anything on them. 418 00:23:11,320 --> 00:23:11,960 People. 419 00:23:11,960 --> 00:23:13,120 That's my best. 420 00:23:13,120 --> 00:23:14,320 Attract and enroll. 421 00:23:14,320 --> 00:23:16,320 People love to buy. 422 00:23:16,320 --> 00:23:18,960 They hate to be sold to. 423 00:23:18,960 --> 00:23:20,600 Absolutely correct. 424 00:23:20,600 --> 00:23:21,200 So let them buy. 425 00:23:21,200 --> 00:23:23,560 You have to have that in the back of your mind. 426 00:23:23,560 --> 00:23:28,040 OK, so give me one takeaway that my audience. 427 00:23:28,040 --> 00:23:32,520 Could utilize tomorrow. 428 00:23:32,520 --> 00:23:34,920 Boy, I'm going to give you the same thing. 429 00:23:34,920 --> 00:23:36,400 I've said be authentic. 430 00:23:36,400 --> 00:23:39,120 Be whom you are. 431 00:23:39,120 --> 00:23:46,800 And if you're not who you want to be, then figure out how to be who you put on this on this planet to be enough. 432 00:23:46,800 --> 00:23:48,920 Done a soul to soul level. 433 00:23:48,920 --> 00:23:50,280 Be with people. 434 00:23:50,280 --> 00:23:51,520 Don't pitch. 435 00:23:51,520 --> 00:23:52,360 Say I'm here. 436 00:23:52,360 --> 00:23:54,280 I have nothing to sell you. 437 00:23:54,280 --> 00:23:56,120 You're not going to get. 438 00:23:56,120 --> 00:23:57,840 I hope you buy my midnight tonight. 439 00:23:57,840 --> 00:23:59,440 You're going to get a 12 and a half percent. 440 00:23:59,440 --> 00:24:02,440 No, that's not that's selling. 441 00:24:02,440 --> 00:24:07,960 What I will give your audience, Michael and ladies and gentlemen, publicity again is what we do. 442 00:24:07,960 --> 00:24:13,640 If you would like to have outstanding publicity and you want to know how to leverage it doesn't make a difference. 443 00:24:13,640 --> 00:24:19,800 What you've got Richard K.com forward slash leverage. 444 00:24:19,800 --> 00:24:25,040 You're going to get about a five or six minute video how to leverage. 445 00:24:25,040 --> 00:24:34,160 For example, this podcast for me and for Michael can be leveraged so other people say, oh, this is what these guys do. 446 00:24:34,160 --> 00:24:37,320 And there's no place on that to buy anything. 447 00:24:37,320 --> 00:24:37,920 That's right. 448 00:24:37,920 --> 00:24:38,880 That's not selling. 449 00:24:38,880 --> 00:24:40,040 Well, stop selling. 450 00:24:40,040 --> 00:24:41,440 Richard, let me ask you a question. 451 00:24:41,440 --> 00:24:53,560 If somebody wanted to get ahold of you, what's the best way to get ahold of you where they want to buy your services or just learn about you or whatever, but they want to contact you. 452 00:24:53,560 --> 00:24:56,320 Talk about publicity.com. 453 00:24:56,320 --> 00:24:58,960 Talk about publicity.com. 454 00:24:58,960 --> 00:25:02,320 No punctuation or one word, which brings up another thing. 455 00:25:02,320 --> 00:25:05,640 Communication, Michael, make it easy. 456 00:25:05,640 --> 00:25:10,120 Make it easy for people to get in touch with you. 457 00:25:10,120 --> 00:25:17,480 If your website has a form, Michael, have you ever filled out a form on a website and then you pray to God that someone's going to get back beyond the order responder? 458 00:25:17,480 --> 00:25:18,680 Yeah. 459 00:25:18,680 --> 00:25:19,200 Absolutely. 460 00:25:19,200 --> 00:25:20,520 Yeah. 461 00:25:20,520 --> 00:25:21,320 It's a challenge. 462 00:25:21,320 --> 00:25:23,240 Put a phone number if you're OK with that. 463 00:25:23,240 --> 00:25:27,600 But at least an email address or a scheduling thing. 464 00:25:27,600 --> 00:25:30,560 Make it easy in the networking. 465 00:25:30,560 --> 00:25:39,320 Make it easy for people to connect and find and get in touch with you because, Michael, you know, we live in a one click world. 466 00:25:39,320 --> 00:25:40,040 What does that mean? 467 00:25:40,040 --> 00:25:41,360 Next. 468 00:25:41,360 --> 00:25:42,000 Next. 469 00:25:42,000 --> 00:25:53,200 And you only have a few seconds because whenever you go to a web page or something and they have everything to figure out how long somebody was looking at these web pages. 470 00:25:53,200 --> 00:26:00,320 If you don't get their attention within the first two or three seconds, they're on to the next one. 471 00:26:00,320 --> 00:26:03,120 So you have to really think about that. 472 00:26:03,120 --> 00:26:05,120 And my wife and I have kind of translated. 473 00:26:05,120 --> 00:26:08,560 We hardly watch television. 474 00:26:08,560 --> 00:26:12,920 I had a picture tube television till about six months ago. 475 00:26:12,920 --> 00:26:15,320 We finally said, OK, we'll get one. 476 00:26:15,320 --> 00:26:17,120 And we sit down and watch Netflix. 477 00:26:17,120 --> 00:26:18,320 And I got this from my son. 478 00:26:18,320 --> 00:26:23,040 Dad, if it doesn't captivate you in the first 10, 12 minutes, why? 479 00:26:23,040 --> 00:26:26,520 So we go through the listing, we'll pick something. 480 00:26:26,520 --> 00:26:31,920 And how many of us have sat through movies that are like really bad? 481 00:26:31,920 --> 00:26:34,760 So now 10, 12 minutes. 482 00:26:34,760 --> 00:26:42,560 If it's not grabbing next, and that's our whole culture, Michael, a whole society is next. 483 00:26:42,560 --> 00:26:46,960 And attention span is so freaking short these days. 484 00:26:46,960 --> 00:26:48,200 So absolutely. 485 00:26:48,200 --> 00:26:48,880 Absolutely. 486 00:26:48,880 --> 00:26:52,840 Richard, I have to tell you, it was an absolute pleasure speaking 487 00:26:52,840 --> 00:26:56,040 with you, having you on the podcast. 488 00:26:56,040 --> 00:27:00,080 And I hope to speak with you again, sir. 489 00:27:00,080 --> 00:27:06,000 Michael, it's my pleasure to serve you and ladies and gentlemen, talk about publicity.com. 490 00:27:06,000 --> 00:27:10,640 Do you want to explore how to get you so that people would say, I choose you, 491 00:27:10,640 --> 00:27:12,280 create top of mind awareness. 492 00:27:12,280 --> 00:27:12,840 Thank you, Michael. 493 00:27:12,840 --> 00:27:14,640 OK. 494 00:27:14,640 --> 00:27:17,000 Well, that's a wrap, folks. 495 00:27:17,000 --> 00:27:22,040 A huge thank you to our special guests for sharing such incredible insights today. 496 00:27:22,040 --> 00:27:29,800 And of course, a big shout out to you, our amazing listeners, for tuning in and spending your time with us. 497 00:27:29,800 --> 00:27:33,520 Remember, networking isn't about being perfect. 498 00:27:33,520 --> 00:27:35,200 It's about being present. 499 00:27:35,200 --> 00:27:40,520 So take what you've learned today, get out there and make some meaningful connections. 500 00:27:40,520 --> 00:27:49,840 If you enjoyed this episode, don't forget to subscribe, leave us a review and share it with someone who could use a little networking inspiration. 501 00:27:49,840 --> 00:27:52,280 Let's keep the conversation going. 502 00:27:52,280 --> 00:27:59,120 You can find me on Apple, Spotify, YouTube or my website, MichaelAForman.com. 503 00:27:59,120 --> 00:28:06,240 Remember, until next time, keep practicing, keep connecting and keep building those relationships. 504 00:28:06,240 --> 00:28:08,760 This is Michael A. Foreman signing off. 505 00:28:08,760 --> 00:28:21,240 Take care and happy networking.