WEBVTT 00:00:16.460 --> 00:00:20.719 Hello, and welcome to Networking Unleashed, Building 00:00:20.719 --> 00:00:23.800 Profitable Connections. Welcome to the show, 00:00:23.800 --> 00:00:26.760 folks. I'm your host, Michael Foreman, and you're 00:00:26.760 --> 00:00:29.339 listening to the podcast where networking is 00:00:29.339 --> 00:00:32.299 more than just an awkward handshake and bad coffee. 00:00:32.899 --> 00:00:36.380 It's an art and a talent. But here's the twist. 00:00:36.579 --> 00:00:39.960 It's an art and talent you can actually learn. 00:00:40.359 --> 00:00:43.020 Yes, even if you're the person hiding in the 00:00:43.020 --> 00:00:46.450 corner at every event. pretending to check emails. 00:00:47.890 --> 00:00:51.070 Networking isn't just a nice skill to have. It's 00:00:51.070 --> 00:00:54.469 a game changer. When you get good at it, you'll 00:00:54.469 --> 00:00:57.810 wonder why you didn't start sooner. More connections, 00:00:58.149 --> 00:01:02.270 more opportunities, more profits. It's like unlocking 00:01:02.270 --> 00:01:05.890 a cheat code for life. So whether you're the 00:01:05.890 --> 00:01:08.810 life of the party or the just let me just stay 00:01:08.810 --> 00:01:11.530 home and text type, we've got something for you. 00:01:11.590 --> 00:01:14.659 So stick around. Let's turn those awkward small 00:01:14.659 --> 00:01:20.019 talk moments into big wins. Now I've got an amazing 00:01:20.019 --> 00:01:24.459 guest for you today. His name is Anders and he 00:01:24.459 --> 00:01:28.340 is, well, he's a speaker and author and a magician 00:01:28.340 --> 00:01:33.310 and a founder of. Gageified, if I say that correctly. 00:01:34.209 --> 00:01:37.409 I'm going to butcher the rest of it. So what 00:01:37.409 --> 00:01:40.829 I'm going to do is I'm going to allow Anders 00:01:40.829 --> 00:01:44.829 to give you his background, his bio, and we'll 00:01:44.829 --> 00:01:46.989 move on from there. Welcome to the show, Anders. 00:01:47.489 --> 00:01:49.629 Oh, thanks for having me, Michael. When you said 00:01:49.629 --> 00:01:51.730 butcher, usually it's my last name that gets 00:01:51.730 --> 00:01:55.450 butchered, which is French is boulanger. It's 00:01:55.450 --> 00:01:58.030 French for baker, but it looks like boulanger. 00:01:58.560 --> 00:02:01.560 Right. That's right. So, and I have a Swedish 00:02:01.560 --> 00:02:04.620 first name and a French last name. So one of 00:02:04.620 --> 00:02:06.480 them usually gets messed up. So you nailed the 00:02:06.480 --> 00:02:08.639 first name. So that's great. So yeah, Michael, 00:02:08.699 --> 00:02:12.120 you're right. I'm a magician originally. That's 00:02:12.120 --> 00:02:13.699 how I got started. I get when I was five years 00:02:13.699 --> 00:02:15.979 old, I got a little Fisher price magic set for 00:02:15.979 --> 00:02:18.819 Christmas and started doing magic at show and 00:02:18.819 --> 00:02:22.020 tell and at school and got to be 12 years old, 00:02:22.039 --> 00:02:24.659 started doing birthday parties. Then I ended 00:02:24.659 --> 00:02:28.169 up doing, you know, fairs and festivals as i 00:02:28.169 --> 00:02:30.789 grew older paid my way through university i got 00:02:30.789 --> 00:02:33.210 a four -year degree in physics and then never 00:02:33.210 --> 00:02:35.729 really used that degree i just kept on with the 00:02:35.729 --> 00:02:38.509 magic doing conferences and corporate events 00:02:38.509 --> 00:02:41.189 i put a suit on that kind of thing so that the 00:02:41.189 --> 00:02:44.330 same you know my magic evolved and then i got 00:02:44.330 --> 00:02:48.430 uh back in 2007 now i got trained by a man named 00:02:48.430 --> 00:02:50.789 joel bauer who was you know kind of the best 00:02:50.789 --> 00:02:53.689 who ever lived at trade show infotaining meaning 00:02:53.689 --> 00:02:58.139 you're performing as an entertainer in a trade 00:02:58.139 --> 00:03:00.780 show booth but the whole time you're actually 00:03:00.780 --> 00:03:03.840 communicating a message about the company to 00:03:03.840 --> 00:03:09.020 entice visitors to stop to listen and hopefully 00:03:09.020 --> 00:03:11.840 take action and go on a deeper booth journey 00:03:11.840 --> 00:03:15.939 you know at that particular particular client's 00:03:15.939 --> 00:03:18.520 booth right so i started doing that more and 00:03:18.520 --> 00:03:21.580 more and built up our business so we were not 00:03:21.580 --> 00:03:24.219 just me but other certified infotainers that 00:03:24.219 --> 00:03:26.860 work for engageify are working for companies 00:03:26.860 --> 00:03:30.960 like microsoft siemens avb fortinet you know 00:03:30.960 --> 00:03:33.400 billion dollar technology companies that we work 00:03:33.400 --> 00:03:36.800 for and then there's something that came out 00:03:36.800 --> 00:03:39.580 of this where we noticed there were some people 00:03:39.580 --> 00:03:42.039 maybe not as comfortable connecting with people 00:03:42.039 --> 00:03:44.319 maybe not as comfortable working a trade show 00:03:44.319 --> 00:03:47.460 booth and there's so many parallels michael of 00:03:47.460 --> 00:03:49.500 you know being at a trade show and networking 00:03:49.500 --> 00:03:51.219 right like in a lot of ways they're the same 00:03:51.219 --> 00:03:55.319 one in the same And so what we found is we needed 00:03:55.319 --> 00:03:58.719 a training to make sure that the booth staff 00:03:58.719 --> 00:04:02.219 were taking full advantage of the crowds that 00:04:02.219 --> 00:04:04.180 we were attracting to the booth, right? Sometimes 00:04:04.180 --> 00:04:06.419 we'd get a big crowd of people and we'd turn 00:04:06.419 --> 00:04:08.960 them over to the booth staff and they'd go, any 00:04:08.960 --> 00:04:11.520 questions? And they would just walk away. They 00:04:11.520 --> 00:04:15.060 wouldn't engage. So we started creating different 00:04:15.060 --> 00:04:17.480 trainings, whether it's for the... the engineer 00:04:17.480 --> 00:04:19.860 doing the demos whether it's for the subject 00:04:19.860 --> 00:04:22.060 matter experts doing the presentations whether 00:04:22.060 --> 00:04:25.259 it's just you know general booth staff how to 00:04:25.259 --> 00:04:27.839 work a booth and how to stop people in the aisles 00:04:27.839 --> 00:04:32.100 talk with them and and qualify them and and then 00:04:32.100 --> 00:04:34.120 even during the pandemic there was a shift too 00:04:34.120 --> 00:04:37.100 because of course there were no events so we 00:04:37.100 --> 00:04:40.560 were teaching virtual engagement meaning how 00:04:40.560 --> 00:04:43.019 do we attract someone's attention and keep their 00:04:43.019 --> 00:04:46.589 focus on you through a virtual meeting, whether 00:04:46.589 --> 00:04:50.009 you're selling, whether you are just meeting, 00:04:50.230 --> 00:04:53.310 maybe it's engaging your team, that sort of thing. 00:04:53.430 --> 00:04:57.189 So everything we do, it really, really does revolve 00:04:57.189 --> 00:05:00.430 around engagement. And that's what Engageify 00:05:00.430 --> 00:05:03.350 does. Engageify does, that's right. It's a good 00:05:03.350 --> 00:05:07.970 name for it. Okay, so how can businesses maximize 00:05:07.970 --> 00:05:12.569 their networking potential at trade shows and 00:05:12.569 --> 00:05:17.949 industry events? Well, I think for one, a lot 00:05:17.949 --> 00:05:20.850 of people need to, and even including myself, 00:05:21.009 --> 00:05:24.149 need to give yourself permission to be more of 00:05:24.149 --> 00:05:28.550 yourself at a show like that. And for some, it's 00:05:28.550 --> 00:05:31.050 easier than others, right? How people are wired, 00:05:31.189 --> 00:05:34.389 what people are comfortable in doing. But I find 00:05:34.389 --> 00:05:37.189 myself, you know, I kind of flick a switch where 00:05:37.189 --> 00:05:40.110 I know this is what is required in this environment. 00:05:40.189 --> 00:05:42.529 And it does require a great amount of energy. 00:05:42.649 --> 00:05:44.699 So I think there's something about... you know 00:05:44.699 --> 00:05:48.160 finding we call it an engaging personality but 00:05:48.160 --> 00:05:51.639 finding that sweet spot of yourself even if you 00:05:51.639 --> 00:05:55.019 are you know the the classic joke about engineers 00:05:55.019 --> 00:05:57.259 is how do you tell an extroverted engineer from 00:05:57.259 --> 00:05:59.759 an introverted engineer well the extroverted 00:05:59.759 --> 00:06:02.959 engineer will actually look at your feet as they 00:06:02.959 --> 00:06:05.660 speak to you instead of their own of course right 00:06:05.660 --> 00:06:08.399 so but is there a way we can just get a little 00:06:08.399 --> 00:06:10.920 bit more out of you right to be able to make 00:06:10.920 --> 00:06:12.680 these connections because sometimes we have to 00:06:12.680 --> 00:06:15.439 take some chances we have to you know one of 00:06:15.439 --> 00:06:18.819 the the things that we see in trade shows as 00:06:18.819 --> 00:06:22.120 people are walking by just trying to stop someone 00:06:22.120 --> 00:06:25.819 you're dealing with rejection on multiple times 00:06:25.819 --> 00:06:29.019 in a minute potentially right like if you tried 00:06:29.019 --> 00:06:32.759 to actually stop someone walking by and you know 00:06:32.759 --> 00:06:35.139 if we take that personally that's people will 00:06:35.139 --> 00:06:38.610 just like go hide in the closet of the the trade 00:06:38.610 --> 00:06:40.889 show booth right we we kind of can't do that 00:06:40.889 --> 00:06:44.189 so it's that idea of what is this you know kind 00:06:44.189 --> 00:06:46.490 of part of you that you can bring to the show 00:06:46.490 --> 00:06:50.129 that is a little bit bigger than you normally 00:06:50.129 --> 00:06:53.689 are and because of that it's not really you right 00:06:53.689 --> 00:06:55.689 we can kind of almost protect herself and so 00:06:55.689 --> 00:06:58.889 like hey some will some won't so what who's next 00:06:58.889 --> 00:07:03.029 right like just embrace that sort of motto so 00:07:03.029 --> 00:07:06.040 that because there's so many people to meet, 00:07:06.120 --> 00:07:09.519 right? We can't take it personally. So that's 00:07:09.519 --> 00:07:11.000 one of the things that I like to see is just 00:07:11.000 --> 00:07:13.759 people kind of bringing it and bringing that 00:07:13.759 --> 00:07:16.259 bigger version of themselves. Do you consider 00:07:16.259 --> 00:07:20.040 yourself an introvert or an extrovert? I'm definitely 00:07:20.040 --> 00:07:23.639 extroverted in a way. Like I have two kids, one 00:07:23.639 --> 00:07:25.579 takes after my wife, one takes after me. And 00:07:25.579 --> 00:07:28.459 it's very apparent, you know, that seeing the 00:07:28.459 --> 00:07:30.980 difference. I've always wanted to be on stage 00:07:30.980 --> 00:07:33.839 and perform. So I would... pretty much say i'm 00:07:33.839 --> 00:07:37.339 an extrovert in that way so in some ways i feel 00:07:37.339 --> 00:07:41.439 like you know i'm i don't know what it's like 00:07:41.439 --> 00:07:44.600 for an introvert so i always have to remind myself 00:07:44.600 --> 00:07:47.560 that you know it's not as easy you know for people 00:07:47.560 --> 00:07:49.519 who aren't wired that way or don't prefer to 00:07:49.519 --> 00:07:54.189 engage that way okay you know You're talking 00:07:54.189 --> 00:07:57.170 about the booths and attracting attention and 00:07:57.170 --> 00:08:00.930 getting the engaged, the customers or clients, 00:08:01.129 --> 00:08:04.990 potential clients. And there's a plethora of 00:08:04.990 --> 00:08:09.910 booths and there's so many to choose from. What 00:08:09.910 --> 00:08:15.069 do you have that you really have that that extra 00:08:15.069 --> 00:08:19.709 little thing to get their attention? Well, one 00:08:19.709 --> 00:08:22.470 of the things that. you know dopamine is one 00:08:22.470 --> 00:08:24.329 of these neurotransmitters you know what what 00:08:24.329 --> 00:08:28.329 captures our attention is is norepinephrine and 00:08:28.329 --> 00:08:31.250 dopamine so nor norepinephrine is the stress 00:08:31.250 --> 00:08:33.590 neurotransmitter right like this idea that we're 00:08:33.590 --> 00:08:36.370 we're we don't want to put our potential clients 00:08:36.370 --> 00:08:39.210 under stress even though you know if there was 00:08:39.210 --> 00:08:41.830 danger it would take our full attention right 00:08:41.830 --> 00:08:43.909 like that's how that works from a biological 00:08:43.909 --> 00:08:46.990 evolutionary point of view typically we don't 00:08:46.990 --> 00:08:50.690 want to do that right so the other side is what's 00:08:50.690 --> 00:08:54.230 in it for me what is that what is that you know 00:08:54.230 --> 00:08:59.090 the the you focused benefits are there uh things 00:08:59.090 --> 00:09:01.309 that we want to eat right the things that you 00:09:01.309 --> 00:09:03.090 know that idea going back again evolutionary 00:09:03.090 --> 00:09:08.490 so dopamine spikes are typically rewards so this 00:09:08.490 --> 00:09:11.190 is where you go back to the the giveaways at 00:09:11.190 --> 00:09:12.909 a trade show why are there giveaways because 00:09:12.909 --> 00:09:16.710 getting things free makes us for me right special 00:09:16.710 --> 00:09:21.730 we feel good and so typically giving something 00:09:21.730 --> 00:09:25.350 whether that is an experience maybe you know 00:09:25.350 --> 00:09:28.129 some booths you got the classic massage you know 00:09:28.129 --> 00:09:31.190 thing happening of course different giveaway 00:09:31.190 --> 00:09:34.190 items or gifts i i never like to call them like 00:09:34.190 --> 00:09:37.149 you know i like to call them a gift as opposed 00:09:37.149 --> 00:09:39.830 to sometimes people call them you know trinkets 00:09:39.830 --> 00:09:42.429 and trash like let's not diminish their value 00:09:42.429 --> 00:09:45.610 let's let's support their value right these days 00:09:45.610 --> 00:09:48.309 they call them call them swag a lot right as 00:09:48.309 --> 00:09:50.980 the gifts so that's one of the things that's 00:09:50.980 --> 00:09:54.559 going to possibly capture that attention but 00:09:54.559 --> 00:09:57.860 unless you upsell their time and attention into 00:09:57.860 --> 00:10:01.179 a deeper richer booth experience you know they're 00:10:01.179 --> 00:10:03.240 just going to go hey thanks i'm out of here right 00:10:03.240 --> 00:10:07.500 so how you use your interpersonal skills you 00:10:07.500 --> 00:10:10.899 know when you meet that person and connect with 00:10:10.899 --> 00:10:13.259 those people you know if you're able to start 00:10:13.259 --> 00:10:16.759 a conversation and find out maybe where they're 00:10:16.759 --> 00:10:19.159 from, find some commonalities, find some things 00:10:19.159 --> 00:10:23.159 that can unite the two of you, that person is 00:10:23.159 --> 00:10:26.039 probably just going to take it and run. So that's 00:10:26.039 --> 00:10:30.580 where our trainings come in, where we're bringing 00:10:30.580 --> 00:10:34.200 this attention to these skills that come naturally 00:10:34.200 --> 00:10:36.919 to some and some not so much, right? But the 00:10:36.919 --> 00:10:40.220 more we're able to raise the bar in the booth 00:10:40.220 --> 00:10:43.950 to create meaningful interactions. the better 00:10:43.950 --> 00:10:46.549 the chance we're going to have booth visitors 00:10:46.549 --> 00:10:50.409 listen to what it is differentiates the company 00:10:50.409 --> 00:10:52.429 it's going to you know find out why they should 00:10:52.429 --> 00:10:55.049 they should buy what's what is that that marketing 00:10:55.049 --> 00:10:59.149 message um so that's really you know a big part 00:10:59.149 --> 00:11:02.389 of is the dopamine i do have a another kind of 00:11:02.389 --> 00:11:06.330 framework if you like michael about how to make 00:11:06.330 --> 00:11:09.289 what you talk about more engaging would that 00:11:09.289 --> 00:11:13.570 be okay to share absolutely okay so we we use 00:11:13.570 --> 00:11:16.909 it as it's a it's an acronym save you so the 00:11:16.909 --> 00:11:20.470 word save and then just the letter u and save 00:11:20.470 --> 00:11:23.909 you is helpful because if you ever find yourself 00:11:23.909 --> 00:11:26.529 losing the attention of an audience or a group 00:11:26.529 --> 00:11:29.710 of people or one person even this will save you 00:11:29.710 --> 00:11:31.970 okay so i'm going to walk through each of the 00:11:31.970 --> 00:11:36.049 letters so the first s is simple now you got 00:11:36.049 --> 00:11:38.690 to make things simple and easy in terms of the 00:11:38.690 --> 00:11:43.710 language terms of your vocabulary in terms of 00:11:43.710 --> 00:11:48.990 making things. My original acronym was much longer. 00:11:49.409 --> 00:11:51.789 And I was like, okay, I got to like listen to 00:11:51.789 --> 00:11:53.730 my own advice here. So like, you know, this is 00:11:53.730 --> 00:11:55.830 only five letters. So, you know, it's better 00:11:55.830 --> 00:11:59.769 than it was before, right? So how can we simplify 00:11:59.769 --> 00:12:03.570 using, again, acronyms, alliterations, rhymes, 00:12:03.950 --> 00:12:08.519 you know, making your messaging pithy. and and 00:12:08.519 --> 00:12:11.379 interesting right so that's that's one thing 00:12:11.379 --> 00:12:14.820 all too often we're working in an industry where 00:12:14.820 --> 00:12:17.840 we have the curse of knowledge and we tend to 00:12:17.840 --> 00:12:20.379 lose people because we assume everyone knows 00:12:20.379 --> 00:12:23.679 what we know right that's right and so that's 00:12:23.679 --> 00:12:26.360 that's a dangerous place so making sure everything's 00:12:26.360 --> 00:12:31.000 simple the a is for authority and that authority 00:12:31.000 --> 00:12:35.240 is Not just like I'm important, but the idea 00:12:35.240 --> 00:12:37.980 that this information is coming from a place 00:12:37.980 --> 00:12:41.519 that maybe you're an expert. Perhaps it's how 00:12:41.519 --> 00:12:44.159 you talk about this information. And I'll give 00:12:44.159 --> 00:12:47.679 you a quick example, Michael. If I was talking 00:12:47.679 --> 00:12:51.000 about what I'm talking about now, Michael, and 00:12:51.000 --> 00:12:53.500 I was going up in my intonation all the time, 00:12:53.980 --> 00:12:57.279 I wouldn't sound very credible, would I? It would 00:12:57.279 --> 00:13:00.500 sound like, are you asking me a question or are 00:13:00.500 --> 00:13:03.559 you telling me, Anders? I'm not sure. right so 00:13:03.559 --> 00:13:08.039 how you carry yourself how you're dressed lends 00:13:08.039 --> 00:13:11.059 to that authority right we it's it's like we 00:13:11.059 --> 00:13:13.740 a doctor who's not wearing a white coat who's 00:13:13.740 --> 00:13:15.919 wearing doctor is wearing a t -shirt and sweatpants 00:13:15.919 --> 00:13:17.980 we're going to go ugh right like we're not going 00:13:17.980 --> 00:13:21.000 to want to listen to them right so that authority 00:13:21.000 --> 00:13:24.980 piece is you know setting yourself up for success 00:13:24.980 --> 00:13:30.519 in that way okay so so the simple so simple a 00:13:30.519 --> 00:13:34.220 is the authority V is for varying the senses 00:13:34.220 --> 00:13:38.799 or visual auditory kinesthetic. Michael, I know 00:13:38.799 --> 00:13:41.759 you've probably seen all kinds of personality 00:13:41.759 --> 00:13:44.820 assessments and ways of slicing and dicing how 00:13:44.820 --> 00:13:47.659 people operate. One of the ways the learning 00:13:47.659 --> 00:13:51.059 styles is the visual, seeing, auditory, hearing, 00:13:51.179 --> 00:13:54.600 kinesthetic feeling. And so when we actually, 00:13:54.720 --> 00:13:57.960 when we talk about something, talk about something, 00:13:58.019 --> 00:14:01.059 that's an auditory term, right? one might be 00:14:01.059 --> 00:14:04.000 able to see the differences in how others speak. 00:14:04.139 --> 00:14:08.100 See the differences, visual. Others speak, auditory 00:14:08.100 --> 00:14:11.820 again, right? And then so the feeling that someone's 00:14:11.820 --> 00:14:14.340 words give, again, feeling, kiss, text. So mixing 00:14:14.340 --> 00:14:19.480 those up allows you to almost shotgun blast being 00:14:19.480 --> 00:14:23.220 relatable to more of your audience. If we talked 00:14:23.220 --> 00:14:25.820 for a while, Michael, and you were on my podcast, 00:14:25.899 --> 00:14:29.820 we'd be able to pick up on each other's... typically 00:14:29.820 --> 00:14:33.279 with their preferred modality, which is a highfalutin 00:14:33.279 --> 00:14:36.000 way of saying, what is your preferred sense, 00:14:36.200 --> 00:14:40.559 right? And you're watching me, we're on this 00:14:40.559 --> 00:14:43.519 virtual call, you see my hands moving all over 00:14:43.519 --> 00:14:46.120 the place and I talk pretty fast. That is a hint 00:14:46.120 --> 00:14:49.379 that I'm a visual person. So you would probably 00:14:49.379 --> 00:14:52.419 talk about things being crystal clear or how 00:14:52.419 --> 00:14:55.759 does this look to you to engage me? But because 00:14:55.759 --> 00:14:57.860 we're at a trade show and we're talking to so 00:14:57.860 --> 00:15:01.679 many people, If you use multiple senses in your 00:15:01.679 --> 00:15:05.500 language, you're going to engage everyone, basically. 00:15:05.559 --> 00:15:07.620 We're kind of getting everyone on board. So it 00:15:07.620 --> 00:15:12.460 makes it more engageable, if you will. That's 00:15:12.460 --> 00:15:14.019 not a real word, but I'm going to use it in this 00:15:14.019 --> 00:15:17.820 case. That's right. So that's the S, the A, the 00:15:17.820 --> 00:15:24.159 V. The E is emotional in save you. And emotional 00:15:24.159 --> 00:15:26.200 meaning not we're trying to make people cry, 00:15:26.320 --> 00:15:30.779 but we want to. involve their emotions so that 00:15:30.779 --> 00:15:37.159 they remember the moment right yeah yeah so and 00:15:37.159 --> 00:15:40.379 and we can do that by the way that we are with 00:15:40.379 --> 00:15:42.820 the rapport that we have with that person right 00:15:42.820 --> 00:15:46.399 if someone's in tune with you they're gonna feel 00:15:46.399 --> 00:15:49.879 your feelings as well right so perfect example 00:15:49.879 --> 00:15:52.779 is one of the things i do in my trade show presentation 00:15:52.779 --> 00:15:55.139 i'll have a picture of a frustrated man pulling 00:15:55.139 --> 00:15:57.019 like pulling his hair out kind of idea right 00:15:57.019 --> 00:16:00.600 and i'll say how many people feel like this in 00:16:00.600 --> 00:16:03.179 your current role right and then people raise 00:16:03.179 --> 00:16:04.879 their hands and we haven't even talked about 00:16:04.879 --> 00:16:07.980 why but he's got this problem he's got a problem 00:16:07.980 --> 00:16:11.179 b problem and c problem how many of you saying 00:16:11.179 --> 00:16:13.340 people can relate yeah and i'm seeing all these 00:16:13.340 --> 00:16:17.320 nods of heads i'm saying it like oh what a pain 00:16:17.320 --> 00:16:20.539 right here's this frustrated guy you got this 00:16:20.539 --> 00:16:23.620 happen and everyone's going yeah so they're they're 00:16:23.620 --> 00:16:26.559 with me and i'm meeting them where they're at 00:16:26.559 --> 00:16:31.100 right so or kind of we're feeling the pain together. 00:16:31.639 --> 00:16:35.820 And then as the presentation progresses, then 00:16:35.820 --> 00:16:38.139 it becomes this, but what if there was a way 00:16:38.139 --> 00:16:43.259 that we could X, Y, and Z? How would that change 00:16:43.259 --> 00:16:46.659 how you operate your company, right? And now 00:16:46.659 --> 00:16:48.860 we're getting into a little bit more of an optimistic 00:16:48.860 --> 00:16:52.480 or this asking this question or getting into 00:16:52.480 --> 00:16:54.259 this place in their minds that they're thinking 00:16:54.259 --> 00:16:56.059 about what would it be like if they didn't have 00:16:56.059 --> 00:16:58.360 these problems. and now we're able to kind of 00:16:58.360 --> 00:17:01.139 take them on this emotional journey to like now 00:17:01.139 --> 00:17:04.079 we've got this happening this happening you're 00:17:04.079 --> 00:17:06.279 going to be able to see it all on one single 00:17:06.279 --> 00:17:08.859 pane of glass on the dashboard you're going to 00:17:08.859 --> 00:17:10.599 be able to measure all this and now i can kind 00:17:10.599 --> 00:17:13.140 of ramp up and get excited about it and they 00:17:13.140 --> 00:17:16.140 can get excited with me so when i say emotions 00:17:16.140 --> 00:17:18.980 it's like let people feel things and in business 00:17:18.980 --> 00:17:24.579 we're so you know hesitant to get emotional about 00:17:24.579 --> 00:17:28.279 it everything's all clear -cut data right? And 00:17:28.279 --> 00:17:30.880 so getting emotional with people, you can sweep 00:17:30.880 --> 00:17:33.279 people away with your energy, Michael, right? 00:17:33.400 --> 00:17:37.039 Like in a personal interaction, people like, 00:17:37.220 --> 00:17:40.240 you know, people who are enthusiastic about something, 00:17:40.380 --> 00:17:42.920 right? Enthusiasm is contagious. And I think 00:17:42.920 --> 00:17:46.460 there's something magical about that. Okay. So 00:17:46.460 --> 00:17:49.859 that's what the emotion is about. And then the 00:17:49.859 --> 00:17:52.660 last one, the U, just the letter U is for you 00:17:52.660 --> 00:17:54.700 focused. And we kind of covered that a little 00:17:54.700 --> 00:17:57.920 bit. talking about what's in it for them everybody's 00:17:57.920 --> 00:18:00.200 favorite radio station that's the classic cliche 00:18:00.200 --> 00:18:04.019 right wiifm what's in it for me and so making 00:18:04.019 --> 00:18:07.079 sure that it is focused on their outcomes right 00:18:07.079 --> 00:18:09.779 and so everyone's goes through life wondering 00:18:09.779 --> 00:18:13.240 you know what can i you know what can i eat what 00:18:13.240 --> 00:18:16.640 can i you know like evolutionary You want to 00:18:16.640 --> 00:18:18.359 mate with something, you want to eat something, 00:18:18.480 --> 00:18:20.619 and you want to avoid being eaten yourself and 00:18:20.619 --> 00:18:22.119 being killed, right? So we're always getting 00:18:22.119 --> 00:18:24.700 away from the danger and going towards what we 00:18:24.700 --> 00:18:27.619 want. And so that's the other piece is making 00:18:27.619 --> 00:18:31.539 sure whatever topic content you have, make it 00:18:31.539 --> 00:18:34.039 about what they want or make it about what they 00:18:34.039 --> 00:18:37.279 don't want to happen to them too. Like avoiding 00:18:37.279 --> 00:18:39.920 these pitfalls, right? That'll get their attention 00:18:39.920 --> 00:18:43.240 as well. And so that's our little save you acronym. 00:18:43.849 --> 00:18:48.950 And that's wonderful. I'm trying to place everything 00:18:48.950 --> 00:18:51.569 that you just said with the SAVE YOU acronym 00:18:51.569 --> 00:18:56.670 within the networking world. And it's so close. 00:18:57.029 --> 00:19:00.750 You be authentic, you be present, you listen 00:19:00.750 --> 00:19:03.190 to the other person, you see their reactions. 00:19:03.769 --> 00:19:09.009 Everything is parallel to somebody networking 00:19:09.009 --> 00:19:14.190 in an event. when a trade show is an event. So 00:19:14.190 --> 00:19:18.509 it's just, it's remarkable how you have different 00:19:18.509 --> 00:19:21.450 fields, different career fields here, but you're 00:19:21.450 --> 00:19:25.529 doing the same things because it works. It actually 00:19:25.529 --> 00:19:30.750 works. So that's why I was very intent on listening 00:19:30.750 --> 00:19:33.390 to each one of these letters and what they meant. 00:19:33.509 --> 00:19:38.009 And every time you said another letter, it... 00:19:38.480 --> 00:19:41.119 correlates to something regarding networking 00:19:41.119 --> 00:19:43.680 so it's it's all it's all great it's all wonderful 00:19:43.680 --> 00:19:47.019 and you did an outstanding job you know explaining 00:19:47.019 --> 00:19:52.339 all that um one thing after okay so you've told 00:19:52.339 --> 00:19:55.819 us about the engagement you told us about how 00:19:55.819 --> 00:19:57.819 you get them in at the tables and everything 00:19:57.819 --> 00:20:01.819 what about prior to the event what about prior 00:20:01.819 --> 00:20:07.140 to the the the trade show how would you advise 00:20:07.140 --> 00:20:12.660 your client how to network properly to get the 00:20:12.660 --> 00:20:17.000 most out of the trade show? Well, you know, trade 00:20:17.000 --> 00:20:20.220 show marketing typically is split up into before, 00:20:20.339 --> 00:20:24.640 during, and after the show, right? So you're 00:20:24.640 --> 00:20:26.819 trying to make these connections, find these 00:20:26.819 --> 00:20:29.700 people who would be qualified leads. You know, 00:20:29.720 --> 00:20:32.259 and one thing before I go further, Michael, one 00:20:32.259 --> 00:20:34.640 of the... delineations i made in my mind when 00:20:34.640 --> 00:20:36.259 we were talking about the world of networking 00:20:36.259 --> 00:20:39.619 in a world of trade shows i think in trade shows 00:20:39.619 --> 00:20:43.660 it's a little bit more sales forward meaning 00:20:43.660 --> 00:20:46.960 we know why we're here let's cut to the chase 00:20:46.960 --> 00:20:50.420 let's see if there's a fit right where in networking 00:20:50.420 --> 00:20:53.680 you don't even know who if whether you might 00:20:53.680 --> 00:20:55.339 do business with them or you might be able to 00:20:55.339 --> 00:20:57.019 connect them with someone else and it's a little 00:20:57.019 --> 00:21:01.599 bit more i feel like relationship first And trade 00:21:01.599 --> 00:21:03.960 shows sometimes has a little bit more of a pointed 00:21:03.960 --> 00:21:06.940 focus. I have to tell you, when you network, 00:21:07.220 --> 00:21:10.779 you're always looking to give, not receive. Yes. 00:21:10.940 --> 00:21:15.720 Okay. So with that thought of giving, you're 00:21:15.720 --> 00:21:17.839 constantly giving at a networking event. But 00:21:17.839 --> 00:21:22.460 at the trade show, aren't you giving also and 00:21:22.460 --> 00:21:26.960 not really receiving? Not receiving until afterwards 00:21:26.960 --> 00:21:30.130 when you get them in. then you're getting a little 00:21:30.130 --> 00:21:36.150 interaction. But you're looking to connect with 00:21:36.150 --> 00:21:38.690 them, to give them something, to make them aware 00:21:38.690 --> 00:21:42.329 so they can have that relationship with you. 00:21:42.490 --> 00:21:45.789 Yeah. The reason is we are always working for 00:21:45.789 --> 00:21:49.470 companies at the show who want more leads, right? 00:21:49.569 --> 00:21:51.970 They want more leads. So when I think about giving 00:21:51.970 --> 00:21:54.509 first, well... Maybe they're giving a giveaway, 00:21:54.650 --> 00:21:56.690 but then they're taking a scan, right? They're 00:21:56.690 --> 00:21:59.009 getting that person's information. So that's 00:21:59.009 --> 00:22:01.309 where I mean, it's a little bit more transactional 00:22:01.309 --> 00:22:04.769 at a trade show. It is. But, you know, it's still 00:22:04.769 --> 00:22:07.910 important. Like, I mean, if you want to establish 00:22:07.910 --> 00:22:10.690 long term clients or customers, I think, you 00:22:10.690 --> 00:22:13.289 know, relationship is it needs to be formed. 00:22:14.220 --> 00:22:16.920 really think that comes out of giving first you're 00:22:16.920 --> 00:22:20.279 right as far as the the kind of the before what 00:22:20.279 --> 00:22:21.940 i was going to say is before the event during 00:22:21.940 --> 00:22:24.279 the event after the event you know before the 00:22:24.279 --> 00:22:27.700 event there can be there's email marketing there's 00:22:27.700 --> 00:22:30.559 people you know trying to invite people to special 00:22:30.559 --> 00:22:33.400 events these might be off sites these might be 00:22:33.400 --> 00:22:37.380 places where you can get people in a place where 00:22:37.380 --> 00:22:40.880 their guard is down a little bit more And so 00:22:40.880 --> 00:22:43.759 we see this too where there's more and more of 00:22:43.759 --> 00:22:46.140 these kind of executive roundtables happening 00:22:46.140 --> 00:22:49.319 because if you're selling to the C -suite, you 00:22:49.319 --> 00:22:52.700 get them in a room with a bunch of other executives 00:22:52.700 --> 00:22:57.940 and they feel safe in that environment because 00:22:57.940 --> 00:23:00.420 they're with their peers. And they also feel 00:23:00.420 --> 00:23:03.559 more safe sharing because they're with their 00:23:03.559 --> 00:23:07.569 peers. You have that higher level of trust. That 00:23:07.569 --> 00:23:11.910 trust factor is so important. Know you like you 00:23:11.910 --> 00:23:14.710 trust you, they'll do business with you. At the 00:23:14.710 --> 00:23:18.650 C -suite level, they already have that trust 00:23:18.650 --> 00:23:22.769 level built. And so you don't have to really 00:23:22.769 --> 00:23:26.069 think about that. You can go on to the next level. 00:23:26.349 --> 00:23:30.910 So trust is so crucial in everything that we 00:23:30.910 --> 00:23:34.880 do. But it's kind of like a known entity. Once 00:23:34.880 --> 00:23:37.400 you get involved with the C -suite executives, 00:23:37.759 --> 00:23:42.059 with the networking, with what I do, it starts 00:23:42.059 --> 00:23:43.880 with the C -suite, but then it trickles down. 00:23:44.500 --> 00:23:48.660 What you're doing is that it trickles over. It's 00:23:48.660 --> 00:23:53.319 not trickling down. So what you're doing is such 00:23:53.319 --> 00:23:59.339 a higher level than what I'm doing because it's 00:23:59.339 --> 00:24:03.319 you're getting that instantaneous reaction to 00:24:03.319 --> 00:24:06.220 the person and you're and you actually are getting 00:24:06.220 --> 00:24:09.279 something so you're covering all these different 00:24:09.279 --> 00:24:13.119 things when i'm just doing this one but i'm sorry 00:24:13.119 --> 00:24:16.140 go ahead well no i i i totally see your point 00:24:16.140 --> 00:24:18.160 and in some ways i think two trade shows just 00:24:18.160 --> 00:24:21.119 because so much money is invested in these events 00:24:21.119 --> 00:24:25.619 it's kind of like you're pushing the agenda harder 00:24:25.619 --> 00:24:29.200 than you would because we need ROI, right? And 00:24:29.200 --> 00:24:32.500 so everything is accelerated. Everything is so 00:24:32.500 --> 00:24:35.980 much higher stakes. And because of that, we just 00:24:35.980 --> 00:24:38.059 kind of get, you know, the hurry up offense happening 00:24:38.059 --> 00:24:40.720 on all these interactions and relationships, 00:24:41.079 --> 00:24:46.259 right? Right, right. Very good. Okay, so let's 00:24:46.259 --> 00:24:49.420 take you and your clients, okay? Your client 00:24:49.420 --> 00:24:54.940 being the owner of the trade show. How has technology, 00:24:55.559 --> 00:25:00.680 digital displays, social media, everything together, 00:25:00.940 --> 00:25:04.799 how has it changed the way that you connect with 00:25:04.799 --> 00:25:08.859 them at trade shows and your clients at trade 00:25:08.859 --> 00:25:12.240 shows? Yeah, well, definitely when you talk about 00:25:12.240 --> 00:25:16.279 connecting, you know, the LED screens and the 00:25:16.279 --> 00:25:19.990 eye candy that can be done. you know and you 00:25:19.990 --> 00:25:22.430 mentioned a trade show table it's like these 00:25:22.430 --> 00:25:25.009 are these are boosts that are you know 1600 square 00:25:25.009 --> 00:25:27.690 feet or they could be much bigger i've worked 00:25:27.690 --> 00:25:31.390 in many million dollar plus boosts you know built 00:25:31.390 --> 00:25:33.869 and then the whole trade show becomes like a 00:25:33.869 --> 00:25:37.029 mini city right for for three days but yeah definitely 00:25:37.029 --> 00:25:39.289 the led screens are getting cheaper and cheaper 00:25:39.289 --> 00:25:41.750 so you're seeing bigger and bigger screens and 00:25:41.750 --> 00:25:43.950 what's interesting and i've taken some pictures 00:25:43.950 --> 00:25:47.720 of this is that now the technology is almost 00:25:47.720 --> 00:25:50.440 dwarfing the people so you can have such a big 00:25:50.440 --> 00:25:54.400 screen but such a small presenter that is literally 00:25:54.400 --> 00:25:57.640 overshadowed because it's so bright they're backlit 00:25:57.640 --> 00:25:59.700 and now they look like they're in shadow that 00:25:59.700 --> 00:26:01.440 we're not connecting with the human as much so 00:26:01.440 --> 00:26:04.160 we have to be careful that we don't overpower 00:26:04.160 --> 00:26:08.000 the actual people because bottom line no matter 00:26:08.000 --> 00:26:09.900 how much you click from place to place you'll 00:26:09.900 --> 00:26:14.769 never replace face to face right so So you need 00:26:14.769 --> 00:26:16.509 to, we need to remember it's still about the 00:26:16.509 --> 00:26:18.250 humans. It's still about the people. So that's 00:26:18.250 --> 00:26:20.069 one of the things. I mean, another thing that 00:26:20.069 --> 00:26:22.309 it used to be such a pain in the butt to collect 00:26:22.309 --> 00:26:24.869 lead information. They used to have to fill out 00:26:24.869 --> 00:26:28.230 a form or whatever. And now it's just a bad scanner 00:26:28.230 --> 00:26:30.809 and it's so quick you put it on. So there's some 00:26:30.809 --> 00:26:34.670 things that have streamlined that so that you 00:26:34.670 --> 00:26:37.210 don't have to, you know, either write down the 00:26:37.210 --> 00:26:39.690 stuff for them and take yourself out of the conversation. 00:26:40.390 --> 00:26:42.950 You know, you're able to kind of, or people are 00:26:42.950 --> 00:26:47.640 doing. of voice recordings of the of either notes 00:26:47.640 --> 00:26:50.339 afterwards so after you met the person instead 00:26:50.339 --> 00:26:52.160 of you were head down in your phone trying to 00:26:52.160 --> 00:26:54.539 type notes while you were talking you were able 00:26:54.539 --> 00:26:57.380 to keep face to face eye to eye with that person 00:26:57.380 --> 00:26:59.920 as soon as they leave you hit the record button 00:26:59.920 --> 00:27:02.019 that automatically transcribes your notes and 00:27:02.019 --> 00:27:04.900 you do a data dump of everything you just remembered 00:27:04.900 --> 00:27:08.059 about this person so that they're in your notes 00:27:08.059 --> 00:27:10.680 so when the follow -up happens it can be so much 00:27:10.680 --> 00:27:14.000 more personal so much more relevant right so 00:27:14.000 --> 00:27:17.380 so that definitely you know is is unique technology 00:27:17.380 --> 00:27:21.500 there is also technology we have something that 00:27:21.500 --> 00:27:24.759 we call it crowd metrics and this is analytics 00:27:24.759 --> 00:27:29.299 on the booth so we put sensors in the booth and 00:27:29.299 --> 00:27:32.099 what ends up happening is afterwards you're able 00:27:32.099 --> 00:27:35.200 to then look at where were the best areas of 00:27:35.200 --> 00:27:38.000 the booth or what was drawing people in and being 00:27:38.000 --> 00:27:41.599 able to then optimize your booth further for 00:27:41.599 --> 00:27:44.019 your next show, right? What are the lessons learned 00:27:44.019 --> 00:27:46.480 from this? You know, how many impressions do 00:27:46.480 --> 00:27:48.200 we make? How many walk -bys were there? How many 00:27:48.200 --> 00:27:51.920 engaged visitors did we have? And so from that, 00:27:51.980 --> 00:27:54.859 it's not really helping the interactions of this 00:27:54.859 --> 00:27:58.160 show, but you may be able to take those learnings 00:27:58.160 --> 00:28:00.559 in the next show. No, we need more booth staff 00:28:00.559 --> 00:28:03.460 on this edge because there were so many more 00:28:03.460 --> 00:28:05.380 people there, right? Maybe we're missing out 00:28:05.380 --> 00:28:08.920 on the people walking by. So technology continues 00:28:08.920 --> 00:28:11.299 to evolve. And of course, it gets applied to 00:28:11.299 --> 00:28:14.619 business in all areas. Yeah, that's great. I 00:28:14.619 --> 00:28:17.799 had no idea about those matrix and things like 00:28:17.799 --> 00:28:21.460 that. And I apologize for saying table. I'm well 00:28:21.460 --> 00:28:26.519 aware of booths and the small cities that they've 00:28:26.519 --> 00:28:30.240 become. But you mentioned follow up. How do you 00:28:30.240 --> 00:28:35.440 follow up with your clients? For me, follow -up, 00:28:35.460 --> 00:28:39.259 I use a lot of email and I use a lot of video. 00:28:40.140 --> 00:28:44.599 So you can see me right now. Yeah. And so I have 00:28:44.599 --> 00:28:47.460 kind of like a little studio here and I'll make 00:28:47.460 --> 00:28:51.559 one -off videos for a person. So they are personalized. 00:28:51.619 --> 00:28:54.180 So I have a little whiteboard that I hold up. 00:28:54.559 --> 00:28:57.779 And I would write, hi, Michael, you know, press 00:28:57.779 --> 00:29:00.299 play or something like that. And so they know 00:29:00.299 --> 00:29:02.660 that I made this video just for them. And because 00:29:02.660 --> 00:29:04.000 I'm always making videos. I have two clients 00:29:04.000 --> 00:29:07.279 that do that. Two clients that do that. Yep, 00:29:07.400 --> 00:29:12.220 absolutely. So that's probably how I follow up 00:29:12.220 --> 00:29:15.200 most of the time. We do have, you know, different 00:29:15.200 --> 00:29:18.420 things. We also use a service called Handwritten, 00:29:18.539 --> 00:29:21.140 which is, are you familiar with that, Michael? 00:29:21.450 --> 00:29:23.950 Handywritten, yes. I'm a big one for writing 00:29:23.950 --> 00:29:29.390 thank you notes. And if I'm in a rush, I'm not 00:29:29.390 --> 00:29:31.569 going to handwrite the thank you notes. I'll 00:29:31.569 --> 00:29:34.089 go online and use Handywritten. So yes, it's 00:29:34.089 --> 00:29:36.849 a very good website. Yeah, I really like that. 00:29:36.990 --> 00:29:40.150 And so that has that personal touch, although 00:29:40.150 --> 00:29:43.089 it is faster and more scalable. And so it's one 00:29:43.089 --> 00:29:47.529 of those things where we keep trying to scale 00:29:47.529 --> 00:29:52.740 authenticity, right? Can you really do that, 00:29:52.759 --> 00:29:55.000 right? Or is that becoming authentic if it's 00:29:55.000 --> 00:29:56.640 just going out to the masses? But this is one 00:29:56.640 --> 00:30:00.119 of those ways where it kind of walks the line 00:30:00.119 --> 00:30:03.599 of something that is convenient, easy to do, 00:30:03.660 --> 00:30:07.480 but appreciated on the other end. Okay. Well, 00:30:07.559 --> 00:30:10.200 let me ask you a question. All of this has been 00:30:10.200 --> 00:30:13.700 wonderful. It tells me how well you're doing, 00:30:13.779 --> 00:30:17.400 but I'm sure you didn't get here without making 00:30:17.400 --> 00:30:23.160 any mistakes. what what mistakes generally have 00:30:23.160 --> 00:30:27.900 you made and how could you avoid them wow okay 00:30:27.900 --> 00:30:32.339 almost i we at my company i have a a chief strategy 00:30:32.339 --> 00:30:34.740 officer who works with me all the time and we're 00:30:34.740 --> 00:30:37.240 we're always looking at learnings you know and 00:30:37.240 --> 00:30:39.240 and what what did we learn this quarter what 00:30:39.240 --> 00:30:41.039 did we learn this quarter and i kind of wish 00:30:41.039 --> 00:30:43.119 i had my learning library up right now because 00:30:43.119 --> 00:30:45.140 there'd be all kinds of things that they would 00:30:45.140 --> 00:30:48.349 come up one of the ones that that comes to mind. 00:30:48.430 --> 00:30:51.170 And this is just because we have different certified 00:30:51.170 --> 00:30:53.349 infotainers. So I work for some of the clients 00:30:53.349 --> 00:30:55.250 and some of our other infotainers work for other 00:30:55.250 --> 00:30:57.309 clients. And one of the things I do remember 00:30:57.309 --> 00:31:02.190 learning was that we want to match what people 00:31:02.190 --> 00:31:05.730 have had in the future. So if you have a pretty 00:31:05.730 --> 00:31:09.089 high energy person, whoever they get first, they 00:31:09.089 --> 00:31:11.650 like, right? And it's kind of this thing that 00:31:11.650 --> 00:31:14.549 if you need to, that person's busy and you need 00:31:14.549 --> 00:31:16.779 someone else in their place. make sure you have 00:31:16.779 --> 00:31:19.099 someone of similar quality right let's say not 00:31:19.099 --> 00:31:22.240 quality but similar energy and right and whatever 00:31:22.240 --> 00:31:25.599 yeah whatever people have first they fall in 00:31:25.599 --> 00:31:29.680 love with and so you know that may not apply 00:31:29.680 --> 00:31:32.519 to a lot of people but in in our business you 00:31:32.519 --> 00:31:34.619 know that was something and another thing that 00:31:34.619 --> 00:31:37.180 i remember now that you're jogging my memory 00:31:37.180 --> 00:31:41.359 is giving people too much choice creates that 00:31:41.359 --> 00:31:45.940 you know paralysis by analysis absolutely And 00:31:45.940 --> 00:31:50.819 I remember early on, I was selling one of, well, 00:31:50.920 --> 00:31:53.859 two of our infotainers. And I kind of said, this 00:31:53.859 --> 00:31:55.720 guy's like this and this guy's like this. Which 00:31:55.720 --> 00:31:58.599 one do you want? And they didn't have enough 00:31:58.599 --> 00:32:00.660 information to make the, and it just stretched 00:32:00.660 --> 00:32:03.099 it out. And I stopped doing that. I just said, 00:32:03.140 --> 00:32:05.299 I'm going to pick who I think's best, put them 00:32:05.299 --> 00:32:08.599 forward and go, this is your guy. And it just 00:32:08.599 --> 00:32:11.740 sped up, you know, the sales process so much 00:32:11.740 --> 00:32:15.210 because it was just. So much more clear cut so 00:32:15.210 --> 00:32:19.470 that there is that famous jar jams experiment 00:32:19.470 --> 00:32:23.269 where they had like 20 different types of jams. 00:32:23.309 --> 00:32:25.390 And how many did they sell? And then they reduced 00:32:25.390 --> 00:32:27.789 it down to like six or eight or something. And 00:32:27.789 --> 00:32:30.309 they sold way more, you know, at the same flea 00:32:30.309 --> 00:32:34.950 market. So reducing choice does improve on the, 00:32:35.049 --> 00:32:38.250 you know, commitment. So that would probably 00:32:38.250 --> 00:32:42.720 be my big one. Okay. So let's bring this. All 00:32:42.720 --> 00:32:45.339 the way around. Let's just finish with this one 00:32:45.339 --> 00:32:51.599 thing. What would you give to my listeners? One 00:32:51.599 --> 00:32:55.299 thing that one takeaway that they can take away 00:32:55.299 --> 00:32:58.099 from everything you've said they can use today 00:32:58.099 --> 00:33:03.299 or tomorrow. What would you suggest? So I wrote 00:33:03.299 --> 00:33:06.720 a book and it's called Engage First. It's not 00:33:06.720 --> 00:33:09.039 going to be out till October. So it's still a 00:33:09.039 --> 00:33:13.859 ways away. And that title. is really what we're 00:33:13.859 --> 00:33:16.819 about is that you know it's how to capture attention 00:33:16.819 --> 00:33:22.640 to tell sell and sway and so you really can't 00:33:22.640 --> 00:33:26.220 communicate or sell or do anything you want unless 00:33:26.220 --> 00:33:29.559 people are actually paying attention and so making 00:33:29.559 --> 00:33:33.160 sure that we make an effort to engage you know 00:33:33.160 --> 00:33:36.180 that we actually there's a willingness to to 00:33:36.180 --> 00:33:39.660 to try and and connect with people because so 00:33:39.660 --> 00:33:42.950 many people are living in their own world right 00:33:42.950 --> 00:33:45.009 now they're head down shut down on the phone 00:33:45.009 --> 00:33:47.789 how do we get them to get be head up and lit 00:33:47.789 --> 00:33:50.990 up right how do we you know bring our more of 00:33:50.990 --> 00:33:55.410 ourselves to the moment be present and engage 00:33:55.410 --> 00:33:58.769 with these people and kind of get back that that 00:33:58.769 --> 00:34:01.349 human connection so i just want to leave them 00:34:01.349 --> 00:34:06.109 with these two words engage first fantastic there 00:34:06.109 --> 00:34:10.230 was anders that was perfect now If somebody wanted 00:34:10.230 --> 00:34:13.570 to get hold of you, either they want your services 00:34:13.570 --> 00:34:17.170 or be coached by you or even just to contact 00:34:17.170 --> 00:34:21.050 you to say hi, how would they do it? Well, definitely 00:34:21.050 --> 00:34:23.570 you can check out our website and it's Engageify 00:34:23.570 --> 00:34:29.190 .ai. I'm going to spell that E -N -G -A -G -I 00:34:29.190 --> 00:34:33.679 -F -Y. And the AI is not artificial intelligence, 00:34:33.860 --> 00:34:35.860 by the way, Michael. It stands for authentic 00:34:35.860 --> 00:34:38.400 interactions. That's what our AI stands for, 00:34:38.460 --> 00:34:40.500 okay? So you can go on the website. You can reach 00:34:40.500 --> 00:34:43.119 out that way. On LinkedIn is probably where I 00:34:43.119 --> 00:34:45.400 hang out socially the most. So it's LinkedIn 00:34:45.400 --> 00:34:48.679 slash Anders Belanger, all one word. I'll spell 00:34:48.679 --> 00:34:52.139 it again. Spell this part too. A -N -D -E -R 00:34:52.139 --> 00:34:58.980 -S. B as in boy. O -U -L -A -N. G -E -R. It looks 00:34:58.980 --> 00:35:02.199 like Anders Buhlanger. Okay. So that's, you can 00:35:02.199 --> 00:35:04.400 reach out to me there. And of course we can DM 00:35:04.400 --> 00:35:06.519 and set something up in a call or whatever. So 00:35:06.519 --> 00:35:08.699 yeah. Thanks for having me, Michael. Appreciate 00:35:08.699 --> 00:35:11.980 it. No problem. And I'm glad to have you. And 00:35:11.980 --> 00:35:16.639 this has really been entertaining the first and 00:35:16.639 --> 00:35:19.059 foremost, but I learned so much about what you 00:35:19.059 --> 00:35:23.800 do and how you do it and the importance. of what 00:35:23.800 --> 00:35:26.659 you do. So thank you very much for coming on, 00:35:26.739 --> 00:35:31.420 and I'll speak to you soon. Thanks a lot. Well, 00:35:31.460 --> 00:35:34.400 hold on, folks. Don't go anywhere. Let me just 00:35:34.400 --> 00:35:37.599 read a few of our sponsors that we have. Struggling 00:35:37.599 --> 00:35:41.139 to reach success? Maybe it's time to quit. In 00:35:41.139 --> 00:35:44.969 Quit Your Way to Success. by Rodney Davis. 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Revved Up Kids is 00:36:25.820 --> 00:36:29.239 on a mission to protect children and teens from 00:36:29.239 --> 00:36:32.099 sexual abuse, exploitation, and trafficking. 00:36:32.340 --> 00:36:35.000 They provide prevention training programs for 00:36:35.000 --> 00:36:38.659 children. teens, and adults. To learn more, go 00:36:38.659 --> 00:36:43.500 to revvedupkids .org. That's R -E -V -V -E -D 00:36:43.500 --> 00:36:50.699 -U -P -K -I -D -S .org. Well, that's a wrap, 00:36:50.780 --> 00:36:53.639 folks. A huge thank you to our special guests 00:36:53.639 --> 00:36:56.960 for sharing such incredible insights today. And 00:36:56.960 --> 00:37:00.360 of course, a big shout out to you, our amazing 00:37:00.360 --> 00:37:03.300 listeners, for tuning in and spending your time 00:37:03.300 --> 00:37:07.179 with us. Remember, networking isn't about being 00:37:07.179 --> 00:37:10.519 perfect. It's about being present. So take what 00:37:10.519 --> 00:37:13.099 you've learned today, get out there and make 00:37:13.099 --> 00:37:16.099 some meaningful connections. If you enjoyed this 00:37:16.099 --> 00:37:19.059 episode, don't forget to subscribe, leave us 00:37:19.059 --> 00:37:21.699 a review and share it with someone who could 00:37:21.699 --> 00:37:25.000 use a little networking inspiration. Let's keep 00:37:25.000 --> 00:37:28.699 the conversation going. You can find me on Apple, 00:37:28.840 --> 00:37:33.489 Spotify, YouTube or my website. Michael A. Foreman, 00:37:33.510 --> 00:37:37.449 remember, until next time, keep practicing, keep 00:37:37.449 --> 00:37:40.030 connecting, and keep building those relationships. 00:37:40.469 --> 00:37:43.610 This is Michael A. Foreman signing off. Take 00:37:43.610 --> 00:37:45.230 care and happy networking.