WEBVTT 00:00:16.460 --> 00:00:20.739 Hello, and welcome to Networking Unleashed, building 00:00:20.739 --> 00:00:24.019 profitable connections. Welcome back to the show, 00:00:24.039 --> 00:00:27.079 folks. I'm your host, Michael Foreman, and you're 00:00:27.079 --> 00:00:29.839 listening to the podcast where networking is 00:00:29.839 --> 00:00:32.740 more than just awkward handshakes and bad coffee. 00:00:33.179 --> 00:00:36.719 It's an art and a talent. But here's the twist. 00:00:36.960 --> 00:00:40.200 It's an art and talent you can actually learn. 00:00:40.439 --> 00:00:43.560 Yes, even if you're the person hiding in the 00:00:43.560 --> 00:00:47.310 corner at every event. pretending to check emails. 00:00:48.229 --> 00:00:51.630 Networking isn't just a nice skill to have. It's 00:00:51.630 --> 00:00:55.009 a game changer. When you get good at it, you'll 00:00:55.009 --> 00:00:58.030 wonder why you didn't start sooner. More connections, 00:00:58.350 --> 00:01:02.270 more opportunities, more profits. It's like unlocking 00:01:02.270 --> 00:01:05.409 a cheat code for life. So whether you're the 00:01:05.409 --> 00:01:08.129 life of the party or the just let me stay at 00:01:08.129 --> 00:01:10.689 home and text type, we've got something for you. 00:01:10.829 --> 00:01:13.730 So stick around and let's turn those awkward 00:01:13.730 --> 00:01:18.900 small talk moments. into big wins. Now, I have 00:01:18.900 --> 00:01:24.180 a wonderful guest. Her name is Chava Grant, and 00:01:24.180 --> 00:01:27.719 she's got really an extensive background. I'm 00:01:27.719 --> 00:01:30.280 just going to delve a little bit into it before 00:01:30.280 --> 00:01:35.120 I let her finish. So, Chava's career spans multiple 00:01:35.120 --> 00:01:38.379 industries, from running an award -winning event 00:01:38.989 --> 00:01:42.170 an events firm that hosted celebrity events, 00:01:42.469 --> 00:01:46.250 weddings, conferences, and concerts for over 00:01:46.250 --> 00:01:50.510 10 years. Now, there's a whole lot more, but 00:01:50.510 --> 00:01:54.689 I am going to let Kava say it all to you. So 00:01:54.689 --> 00:01:57.010 welcome to the show. Thank you, thank you, thank 00:01:57.010 --> 00:02:01.109 you. Yeah, my career has been eclectic. Eclectic 00:02:01.109 --> 00:02:04.209 is definitely the best way to describe it, but 00:02:04.209 --> 00:02:07.579 it has been amazing. Definitely all stemmed from 00:02:07.579 --> 00:02:10.819 being able to network well, which I completely 00:02:10.819 --> 00:02:13.539 agree with you is a skill, but it is something 00:02:13.539 --> 00:02:16.240 that can be developed and you are constantly 00:02:16.240 --> 00:02:19.000 learning how to develop the skill and be better 00:02:19.000 --> 00:02:22.960 at it. So I'm happy to be here. Wonderful. I'm 00:02:22.960 --> 00:02:26.740 so glad. So I have a bunch of things to ask you, 00:02:26.759 --> 00:02:29.060 but we're going to figure out where the conversation 00:02:29.060 --> 00:02:32.520 is going to take us because heaven only knows 00:02:32.520 --> 00:02:39.240 where. Okay. So how can business owners use cutting 00:02:39.240 --> 00:02:43.000 edge systems to strengthen their networking efforts 00:02:43.000 --> 00:02:47.840 and to building high value relationships? Yeah, 00:02:47.879 --> 00:02:50.379 that's a great question. So what I have learned 00:02:50.379 --> 00:02:53.500 over the last couple of years, which I leverage 00:02:53.500 --> 00:02:55.900 every time I do any sort of networking event, 00:02:55.939 --> 00:02:58.719 and I will tell you, I'm a conference. I go to 00:02:58.719 --> 00:03:03.210 on average 12 conferences a year. I live in Las 00:03:03.210 --> 00:03:06.789 Vegas now, and that is a recent move simply because 00:03:06.789 --> 00:03:11.069 the best networking happens here. Everyone from 00:03:11.069 --> 00:03:13.669 any industry does not matter what industry you 00:03:13.669 --> 00:03:17.849 are in. They come to Vegas some point throughout 00:03:17.849 --> 00:03:21.389 the year because of conferences, i .e. networking 00:03:21.389 --> 00:03:23.930 events, right? And these conferences are interesting 00:03:23.930 --> 00:03:26.610 because they have shifted. Before, it was really 00:03:26.610 --> 00:03:29.300 all about the education. in whatever niche you 00:03:29.300 --> 00:03:31.939 were in. But now conferences have really shifted 00:03:31.939 --> 00:03:36.120 into places that you heavily network and expand 00:03:36.120 --> 00:03:39.580 your network because people understand that that 00:03:39.580 --> 00:03:43.400 is where the power is. The education you can 00:03:43.400 --> 00:03:45.400 get from almost anywhere now. You don't have 00:03:45.400 --> 00:03:48.520 to go to a conference to learn things, but the 00:03:48.520 --> 00:03:51.000 networking is where the power really comes. So 00:03:51.000 --> 00:03:52.639 that's why I ended up moving to Vegas. So that's 00:03:52.639 --> 00:03:55.409 just a little background there. Going back to 00:03:55.409 --> 00:04:00.389 your actual actual question. Oh, my gosh. Give 00:04:00.389 --> 00:04:02.069 me your actual question again. I started going 00:04:02.069 --> 00:04:03.870 on that tangent. Now I need to go back to the 00:04:03.870 --> 00:04:07.129 basics. OK, let me just say, how can business 00:04:07.129 --> 00:04:11.409 owners use cutting edge systems to strengthen 00:04:11.409 --> 00:04:14.509 their networking efforts and build high value 00:04:14.509 --> 00:04:17.870 relationships? OK, so here's a couple of tips 00:04:17.870 --> 00:04:20.709 or things that I do now. Three things I go into 00:04:20.709 --> 00:04:25.600 every any. networking event or networking situation 00:04:25.600 --> 00:04:27.620 with three things. One, something that I know 00:04:27.620 --> 00:04:31.060 is going to wow them. Technology is amazing now. 00:04:31.439 --> 00:04:34.839 And there are so many easy things that you can 00:04:34.839 --> 00:04:37.000 implement and put into place to be able to give 00:04:37.000 --> 00:04:39.639 yourself a little bit of leverage. It's really 00:04:39.639 --> 00:04:41.459 important when you're networking to come off 00:04:41.459 --> 00:04:44.180 naturally, but to be able to show whatever your 00:04:44.180 --> 00:04:46.519 niche is or whatever industry you're in, be able 00:04:46.519 --> 00:04:48.819 to show that you are a leader or a thought leader 00:04:48.819 --> 00:04:51.860 or a head, neck and shoulders above your competitors. 00:04:52.780 --> 00:04:55.639 instantly. Like that is very important. So I 00:04:55.639 --> 00:04:59.019 am in the tech industry now. And so I always, 00:04:59.139 --> 00:05:02.240 every time I go, I leverage something that is 00:05:02.240 --> 00:05:04.819 new or interesting in tech that can be displayed 00:05:04.819 --> 00:05:08.000 easily, quickly, and that people will seek me 00:05:08.000 --> 00:05:10.139 out for. So there's a couple of things. I always 00:05:10.139 --> 00:05:11.839 try to at least do one of those things, right? 00:05:12.100 --> 00:05:14.740 This last year, what has been interesting is 00:05:14.740 --> 00:05:17.910 I have placed a little NFC chip in my nail. Very 00:05:17.910 --> 00:05:20.269 simple, very inexpensive, but it is my business 00:05:20.269 --> 00:05:22.310 card. So when I swipe on someone, I can literally 00:05:22.310 --> 00:05:25.089 walk by if they want my contact information from, 00:05:25.149 --> 00:05:27.350 oh, we should just connect. I'll swipe and all 00:05:27.350 --> 00:05:30.110 of my information goes. It's not, it's the same 00:05:30.110 --> 00:05:32.350 technologies like QR codes or anything like that, 00:05:32.389 --> 00:05:35.129 but it is just a little interesting because people 00:05:35.129 --> 00:05:37.089 haven't seen it yet. So that's one thing that 00:05:37.089 --> 00:05:39.550 I do. Another thing is I normally have a flower 00:05:39.550 --> 00:05:43.000 or something interesting on me so that. when 00:05:43.000 --> 00:05:45.180 I go back to people, because you always want 00:05:45.180 --> 00:05:47.540 to have those follow -up conversations, I can 00:05:47.540 --> 00:05:49.139 say, remember the girl with the flower or the 00:05:49.139 --> 00:05:51.420 whatever, so that they can instantly remember. 00:05:51.639 --> 00:05:53.680 I know a lot of people like to take photos and 00:05:53.680 --> 00:05:56.199 that works as well, but I like to do something 00:05:56.199 --> 00:05:59.899 where they remember me. So the NFC chip is definitely 00:05:59.899 --> 00:06:03.120 interesting because it's something that they 00:06:03.120 --> 00:06:06.639 haven't seen before. And I can send, I can change 00:06:06.639 --> 00:06:09.620 that. So it can be, I've done this also where 00:06:09.620 --> 00:06:13.829 I have had the schedule to the conference because 00:06:13.829 --> 00:06:16.230 everyone is looking at their schedule right so 00:06:16.230 --> 00:06:19.250 I'll have the schedule on in this on this in 00:06:19.250 --> 00:06:21.389 a chip here and then I'll have my business card 00:06:21.389 --> 00:06:23.610 here so when you have those people that are like 00:06:23.610 --> 00:06:25.329 oh what's the next thing or what are what's the 00:06:25.329 --> 00:06:27.949 asking questions because everyone is always confused 00:06:27.949 --> 00:06:29.750 at those things I can go oh there you go here 00:06:29.750 --> 00:06:31.709 you go and then walk off and then they're like 00:06:31.709 --> 00:06:35.430 how did how so things like that adding value 00:06:36.319 --> 00:06:39.120 without any, like making people's lives easier 00:06:39.120 --> 00:06:41.160 without anything in return. Like that is always 00:06:41.160 --> 00:06:43.540 a winner for people. So anyways, I will stop 00:06:43.540 --> 00:06:44.959 there, but those are a couple of little tips. 00:06:45.079 --> 00:06:47.339 That's right. Because there are so many things 00:06:47.339 --> 00:06:49.779 with what you said that I don't know where to 00:06:49.779 --> 00:06:52.920 begin. I have to start with the NFC chips. Yeah. 00:06:52.980 --> 00:06:57.459 So, so is that fairly inexpensive to do? It's 00:06:57.459 --> 00:07:02.060 $2 a chip. wow you can put it in a ring because 00:07:02.060 --> 00:07:03.939 they're very small you can put it in a ring you 00:07:03.939 --> 00:07:06.259 can put it mine is really just underneath my 00:07:06.259 --> 00:07:09.240 fingernail polish they're slim you can put it 00:07:09.240 --> 00:07:13.100 on anything so if you were if you had a business 00:07:13.100 --> 00:07:14.819 card you just wanted to tap it or whatever they 00:07:14.819 --> 00:07:18.160 have those cards out there but placement is actually 00:07:18.160 --> 00:07:20.860 key there because people have so interesting 00:07:20.860 --> 00:07:26.139 it's so different Yes, yes. And that is the point 00:07:26.139 --> 00:07:28.399 for it to be different because that's what stands 00:07:28.399 --> 00:07:30.240 out. Doing what other people have done is you 00:07:30.240 --> 00:07:32.560 got to make it. It's not a huge change, right? 00:07:32.620 --> 00:07:34.899 Because everyone has the ability to have the 00:07:34.899 --> 00:07:37.579 QR code or a little chip on a card or whatever. 00:07:37.699 --> 00:07:40.100 But this is different. And so it stands out in 00:07:40.100 --> 00:07:41.439 people's head, even though it's just a minor 00:07:41.439 --> 00:07:45.019 tweak. Now, you said you go to conferences and 00:07:45.019 --> 00:07:48.360 you love that interaction between people. And 00:07:48.360 --> 00:07:52.129 that's really what I'm all about. I'm all about 00:07:52.129 --> 00:07:54.670 that personal touch, all about that going to 00:07:54.670 --> 00:07:57.370 conferences and business summits and things like 00:07:57.370 --> 00:08:01.550 that. I feel that ever since the pandemic, people 00:08:01.550 --> 00:08:04.430 lost their minds. They forgot how to communicate. 00:08:04.709 --> 00:08:08.629 They forgot how to talk. And by that way that 00:08:08.629 --> 00:08:12.209 they forgot how to network or they never learned 00:08:12.209 --> 00:08:15.389 how to network. If you're 20 something or 30 00:08:15.389 --> 00:08:18.449 something, you're just getting into the market 00:08:18.449 --> 00:08:21.959 and you don't know how. So that's one of the 00:08:21.959 --> 00:08:25.300 things that's the reason for this podcast and 00:08:25.300 --> 00:08:28.420 the reason why I'm a public speaker and I go 00:08:28.420 --> 00:08:30.800 on to stages and everything and I tell everybody 00:08:30.800 --> 00:08:36.019 about this type of networking. Okay, what role 00:08:36.019 --> 00:08:39.159 does innovation play in streamlining communication 00:08:39.159 --> 00:08:46.389 and making networking more effective? Great question. 00:08:46.570 --> 00:08:48.789 Yeah. And like I said, I'm in the tech space. 00:08:48.950 --> 00:08:52.230 There are so many new tools and so many, so many 00:08:52.230 --> 00:08:55.370 fun things that you can integrate into your toolbox 00:08:55.370 --> 00:08:58.529 when it comes to tech. That's probably my favorite 00:08:58.529 --> 00:09:02.250 one because that is one that it combines tech, 00:09:02.350 --> 00:09:05.750 but also real life interaction. So that's probably 00:09:05.750 --> 00:09:08.629 my favorite one. There's also, there are also 00:09:08.629 --> 00:09:11.730 a bunch of different platforms that are popping 00:09:11.730 --> 00:09:15.649 up that really help. cultivate and develop different 00:09:15.649 --> 00:09:19.990 ways of networking which is great i there when 00:09:19.990 --> 00:09:23.190 the pandemic happened that's when we thought 00:09:23.190 --> 00:09:39.620 the big boom when the meta above a zoom You're 00:09:39.620 --> 00:09:42.059 able to network before conferences and things 00:09:42.059 --> 00:09:44.960 like that. So you can find your power, your collaborative 00:09:44.960 --> 00:09:46.860 network that you can go into these conferences 00:09:46.860 --> 00:09:49.679 with. And I feel like that, which is actually 00:09:49.679 --> 00:09:51.000 interesting that we're talking about this because 00:09:51.000 --> 00:09:53.240 I was telling one of my good friends the other 00:09:53.240 --> 00:09:56.679 day that I'm going to start having networking 00:09:56.679 --> 00:10:00.639 events virtually right before big conferences 00:10:00.639 --> 00:10:03.419 for women. Because sometimes when a woman walks 00:10:03.419 --> 00:10:05.600 into a room, it can be a little bit overwhelming, 00:10:05.919 --> 00:10:07.500 right? Because you're, especially when you have 00:10:07.500 --> 00:10:09.799 to go by yourself. So I'm going to start these 00:10:09.799 --> 00:10:12.679 virtual networking events where you're comfortable, 00:10:12.919 --> 00:10:15.480 you're in your own environment, but you're still 00:10:15.480 --> 00:10:17.460 able to network with people before you go to 00:10:17.460 --> 00:10:20.980 the event. So you have those players along with 00:10:20.980 --> 00:10:22.759 you or teammates where you feel like you have 00:10:22.759 --> 00:10:25.120 teammates that are going in with you. So networking 00:10:25.120 --> 00:10:28.620 is a little less scary because even I'm a talker. 00:10:28.639 --> 00:10:32.039 I don't know if you can tell. I don't know if 00:10:32.039 --> 00:10:34.600 you got that vibe. But I do not mind talking 00:10:34.600 --> 00:10:37.220 to anybody about anything. I will talk to a child. 00:10:37.320 --> 00:10:39.399 I will talk to, you know, an 85 year old man 00:10:39.399 --> 00:10:41.799 and have the same, you know, fluid conversation. 00:10:41.919 --> 00:10:44.600 But it's not like that for everybody. And so 00:10:44.600 --> 00:10:49.759 having these kind of pre -conference. spaces 00:10:49.759 --> 00:10:51.559 where people are in their own environment and 00:10:51.559 --> 00:10:53.460 they feel comfortable and they can start to find 00:10:53.460 --> 00:10:56.419 other people that feel very similarly and have 00:10:56.419 --> 00:10:59.039 that same battle and then go into these conferences 00:10:59.039 --> 00:11:01.279 and these networking spaces with someone that 00:11:01.279 --> 00:11:04.820 understands and maybe they have a safe word or 00:11:04.820 --> 00:11:07.820 a look that says, I need help me in this. Those 00:11:07.820 --> 00:11:10.399 type of things are going to help people develop 00:11:10.399 --> 00:11:13.179 more of those skills to be able to go into the 00:11:13.179 --> 00:11:17.820 battlefield of networking. you know, in a better 00:11:17.820 --> 00:11:20.200 position. Does that make sense? It makes a lot 00:11:20.200 --> 00:11:23.279 of sense. The way that I usually explain it is 00:11:23.279 --> 00:11:27.440 introverts versus extroverts. And you and I happen 00:11:27.440 --> 00:11:30.000 to be extroverts. We can go into a room, talk 00:11:30.000 --> 00:11:33.899 to anybody about anything and start the conversation. 00:11:34.139 --> 00:11:36.740 But an introvert really, you know, as soon as 00:11:36.740 --> 00:11:39.419 they walk through the door, male or female, they 00:11:39.419 --> 00:11:42.279 look at all those people and they go, oh my gosh, 00:11:42.379 --> 00:11:47.179 what did I do? So what I do, and you said it, 00:11:47.259 --> 00:11:51.519 I was in the Air Force, so I call it having a 00:11:51.519 --> 00:11:55.000 wingman. And that's just somebody coming with 00:11:55.000 --> 00:11:57.659 you that knows you, knows all about you and what 00:11:57.659 --> 00:12:00.860 you do, and can really be a conversation starter. 00:12:01.259 --> 00:12:04.259 Because you know as well as I do that once the 00:12:04.259 --> 00:12:07.240 conversation starts, it becomes a little bit 00:12:07.240 --> 00:12:10.679 easier for that person to talk. And there's a 00:12:10.679 --> 00:12:12.919 whole series of what I do when you walk up to 00:12:12.919 --> 00:12:15.340 a table, how you address the person and everything 00:12:15.340 --> 00:12:18.679 else. But that's for another day. This is all 00:12:18.679 --> 00:12:25.179 about you. OK, so here's a big one for you. What 00:12:25.179 --> 00:12:28.039 are some of the biggest mistakes professionals 00:12:28.039 --> 00:12:31.779 make when trying to build a network that supports 00:12:31.779 --> 00:12:38.860 long term business growth? talking going to a 00:12:38.860 --> 00:12:42.480 conversation talking about themselves the entire 00:12:42.480 --> 00:12:48.080 time oh my goodness yeah the best thing that 00:12:48.080 --> 00:12:51.059 you can do which and i learned this from a tony 00:12:51.059 --> 00:12:56.139 robbins conference long a long time ago you the 00:12:56.139 --> 00:12:59.000 best way to form a relationship with anybody 00:12:59.000 --> 00:13:02.980 is to ask about that person and be intrigued 00:13:02.980 --> 00:13:05.919 by that person And the easiest way, and this 00:13:05.919 --> 00:13:07.940 is a great for introverts, right? Because they 00:13:07.940 --> 00:13:10.639 barely want to talk anyways, or maybe it's just, 00:13:10.659 --> 00:13:13.940 it's difficult. So having a list of questions 00:13:13.940 --> 00:13:17.179 that are easy, that kind of flow easily, where 00:13:17.179 --> 00:13:19.519 you can just let the person tell you about themselves. 00:13:20.200 --> 00:13:24.059 It's funny how quickly people say, and he even, 00:13:24.100 --> 00:13:25.940 he explains this whole thing, but it's, it is 00:13:25.940 --> 00:13:28.019 really funny how that person will walk away going, 00:13:28.139 --> 00:13:30.679 man, that guy's really smart. And it's like, 00:13:30.720 --> 00:13:36.320 all I did was ask you questions. There's a mantra. 00:13:36.519 --> 00:13:39.860 There's a mantra for networking. If they know 00:13:39.860 --> 00:13:42.740 you, if they like you, if they trust you, they'll 00:13:42.740 --> 00:13:45.940 do business with you. Now, know you and like 00:13:45.940 --> 00:13:49.039 you, that's easy. Because know you, everybody 00:13:49.039 --> 00:13:52.120 knows you. Like you, that narrows the field down 00:13:52.120 --> 00:13:56.659 a little bit. The trust factor is so crucial. 00:13:57.120 --> 00:14:00.279 So that you have 30 seconds, you have five minutes, 00:14:00.360 --> 00:14:03.580 10 minutes, a half an hour. Okay, so when you 00:14:03.580 --> 00:14:08.659 approach your client or person or anybody you're 00:14:08.659 --> 00:14:12.720 speaking with, try to remember the word FORM, 00:14:12.720 --> 00:14:18.659 F -O -R -M, family, occupation, recreation, and 00:14:18.659 --> 00:14:21.559 a message. Nice. And if you remember the form, 00:14:21.620 --> 00:14:24.820 so when that person is speaking, you can say 00:14:24.820 --> 00:14:28.059 about their husband, wife, sister, brother, son, 00:14:28.240 --> 00:14:31.000 daughter, youth sports, little league, anything 00:14:31.000 --> 00:14:34.480 like that. Or you can move into occupation. What 00:14:34.480 --> 00:14:38.399 does he do? He's in mortgages or he's in insurance 00:14:38.399 --> 00:14:43.340 or he's the IT guy for all of these fields. You're 00:14:43.340 --> 00:14:47.120 letting them talk about themselves. Yeah. If 00:14:47.120 --> 00:14:51.039 he really he or she does not really is not really 00:14:51.039 --> 00:14:53.960 opening up, then you go fall down to recreation. 00:14:54.500 --> 00:14:57.519 So what do you do? You go skiing, you go jet 00:14:57.519 --> 00:15:00.080 skiing, water skiing, anything like that. And 00:15:00.080 --> 00:15:03.820 it helps build it up. So the more that he can 00:15:03.820 --> 00:15:07.100 talk or she can talk about themselves, the better 00:15:07.100 --> 00:15:10.080 you are. Absolutely. Absolutely. That's great. 00:15:10.159 --> 00:15:11.799 I love that. I'm going to put that in my little 00:15:11.799 --> 00:15:15.539 toolbox. Thank you. Absolutely. That's what all 00:15:15.539 --> 00:15:19.600 this is for. Because I'm a coach also. And when 00:15:19.600 --> 00:15:23.980 I coach my people, that's the first thing that 00:15:23.980 --> 00:15:25.919 I tell them when they walk into a networking 00:15:25.919 --> 00:15:29.580 event. But it's also good when you're talking 00:15:29.580 --> 00:15:32.840 with somebody one -on -one. Yes, absolutely. 00:15:33.659 --> 00:15:36.460 Do a quick scan of the office. What does he have 00:15:36.460 --> 00:15:41.120 on the desk? Pictures? Wife? Husband, son, youth 00:15:41.120 --> 00:15:44.159 sports, or how about a big music symbol on the 00:15:44.159 --> 00:15:46.759 wall? Oh, what kind of music do you listen to? 00:15:46.840 --> 00:15:49.840 And just talk. Let them talk. Let them speak. 00:15:50.059 --> 00:15:52.840 Because the more that they speak, the more that 00:15:52.840 --> 00:15:56.820 trust factor is increasing and that wall is lowering. 00:15:57.320 --> 00:16:03.649 Absolutely. Okay. So. How can businesses implement 00:16:03.649 --> 00:16:07.730 technology -driven strategies to maintain authentic 00:16:07.730 --> 00:16:13.149 relationships at scale? I think this is an age 00:16:13.149 --> 00:16:16.190 -old technique, but still is relevant. You can 00:16:16.190 --> 00:16:18.409 just use technology to be able to house it. But 00:16:18.409 --> 00:16:23.340 I think keeping a really good tab. or memory 00:16:23.340 --> 00:16:26.000 bank on all of the conversations that you had, 00:16:26.100 --> 00:16:28.460 especially if you're using that technique, that 00:16:28.460 --> 00:16:30.799 form technique, where you're gathering all this 00:16:30.799 --> 00:16:33.740 information about a person, having all of that 00:16:33.740 --> 00:16:37.240 so that you are able to respond or send a little 00:16:37.240 --> 00:16:41.379 note or a gift or an article or anything that 00:16:41.379 --> 00:16:43.919 is valuable to them based on whatever it is that 00:16:43.919 --> 00:16:46.419 they, whatever their interests are or whatever 00:16:46.419 --> 00:16:49.379 you guys have communicated about. That is who, 00:16:49.519 --> 00:16:52.539 and I know who did this. who was the person that 00:16:52.539 --> 00:16:57.059 died 150 years ago that they saw he was a millionaire 00:16:57.059 --> 00:17:01.100 or billionaire and they saw his book of contacts 00:17:01.100 --> 00:17:04.160 and it had all this information about their i 00:17:04.160 --> 00:17:06.500 need to find that i need to find that but it 00:17:06.500 --> 00:17:09.880 basically it was like 150 years ago but the his 00:17:09.880 --> 00:17:12.740 his the way that he built his wealth was through 00:17:12.740 --> 00:17:15.500 relationships but he had this book that they 00:17:15.500 --> 00:17:17.980 found after he passed away that had the most 00:17:17.980 --> 00:17:20.559 intricate details about their conversations. 00:17:20.740 --> 00:17:22.559 And he was able to always go back and everyone 00:17:22.559 --> 00:17:24.720 felt like he was their best friend because he 00:17:24.720 --> 00:17:27.160 could go back and do that. And technology has 00:17:27.160 --> 00:17:29.859 allowed us to be able, we can quickly put things 00:17:29.859 --> 00:17:32.299 in notes. We can, we can record conversations 00:17:32.299 --> 00:17:34.680 so that we can go back to them. But I think a 00:17:34.680 --> 00:17:36.880 step beyond that obviously is being able to have 00:17:36.880 --> 00:17:40.519 meaningful follow -up referencing those things 00:17:40.519 --> 00:17:42.740 so that they do feel like you are a friend or 00:17:42.740 --> 00:17:45.579 that you listened or you. understand or it just 00:17:45.579 --> 00:17:47.539 it is very impactful when someone comes back 00:17:47.539 --> 00:17:49.839 and says oh my god how was your son's t -ball 00:17:49.839 --> 00:17:52.359 thing versus hey just following up with you to 00:17:52.359 --> 00:17:53.779 you know check in to see if you're interested 00:17:53.779 --> 00:17:56.519 in buying solar like it just it definitely makes 00:17:56.519 --> 00:17:59.839 a difference in your conversation that's part 00:17:59.839 --> 00:18:04.960 of my follow -up system okay the follow -up is 00:18:04.960 --> 00:18:06.859 so much more important than actually meeting 00:18:06.859 --> 00:18:10.700 the person absolutely okay but when you're at 00:18:10.700 --> 00:18:13.670 the networking table And you're speaking with 00:18:13.670 --> 00:18:16.890 the person. And you're having the whole conversation. 00:18:17.190 --> 00:18:20.890 And he gives you his card. On the back of his 00:18:20.890 --> 00:18:25.250 business card, you write the date, the name of 00:18:25.250 --> 00:18:28.109 the function, and something you spoke about. 00:18:28.710 --> 00:18:31.849 And pretty soon, you're going to have 15 or 20. 00:18:31.950 --> 00:18:35.470 That's all I recommend is 15 or 20 cards. And 00:18:35.470 --> 00:18:39.309 you can follow up with that person using all 00:18:39.309 --> 00:18:43.160 of this. Now, I have a... secret sauce, so to 00:18:43.160 --> 00:18:46.440 speak, a system for following up. And I'll tell 00:18:46.440 --> 00:18:49.220 you about that afterwards, but your follow -up 00:18:49.220 --> 00:18:54.480 is so very important. And the way that you remember 00:18:54.480 --> 00:18:57.619 that person by keeping that something on your 00:18:57.619 --> 00:19:00.460 body or the flower or whatever the case may be, 00:19:00.559 --> 00:19:04.079 that all comes into play. And I'll go with you. 00:19:04.099 --> 00:19:08.759 I'll go, I'll go into it with you later on, but 00:19:09.309 --> 00:19:11.970 The follow -up is so very important. And what 00:19:11.970 --> 00:19:16.450 you said was so important and so key to the follow 00:19:16.450 --> 00:19:20.049 -up. And it all has to do with the same stuff. 00:19:20.170 --> 00:19:22.789 So I'm going to tell you that afterwards. Okay. 00:19:24.230 --> 00:19:31.170 What habits separate successful legacy builders 00:19:31.170 --> 00:19:35.490 from those who struggle to make an impact? Oh, 00:19:35.490 --> 00:19:39.359 man. I think generally speaking, consistency. 00:19:41.359 --> 00:19:45.940 Big one. Consistency and systems. Those two things 00:19:45.940 --> 00:19:49.500 for me personally have been the things that have 00:19:49.500 --> 00:19:53.019 catapulted me ahead of people that were light 00:19:53.019 --> 00:19:55.579 years ahead of me five years ago. So I think 00:19:55.579 --> 00:19:57.440 those two things, because those are things that 00:19:57.440 --> 00:20:00.599 you can implement in every single aspect of your 00:20:00.599 --> 00:20:03.700 business, your life, your networking. So I swear 00:20:03.700 --> 00:20:09.089 by that consistency and systems. Use a CRM. That's 00:20:09.089 --> 00:20:12.890 the smallest point that you can use. Now there 00:20:12.890 --> 00:20:15.710 are free CRMs. There are some that just cost 00:20:15.710 --> 00:20:20.069 a little bit. My suggestion always is to, that's 00:20:20.069 --> 00:20:22.529 one thing that you want to invest in because 00:20:22.529 --> 00:20:25.369 you can do things by rote. You can just set it 00:20:25.369 --> 00:20:28.750 up and send out emails and what have you. But 00:20:28.750 --> 00:20:30.930 that's so very important because you need a place 00:20:30.930 --> 00:20:33.910 to put all that information that you wrote down 00:20:33.910 --> 00:20:36.619 on the back of the business cards. Yep. Absolutely. 00:20:36.799 --> 00:20:40.559 And then with all of the, of course, AI is the 00:20:40.559 --> 00:20:43.819 buzzword of the year and will be probably up 00:20:43.819 --> 00:20:47.880 until next year. But there are so many AI tools 00:20:47.880 --> 00:20:52.339 that make it so easy. I know when people hear 00:20:52.339 --> 00:20:54.980 CRM, some people, especially if they're like 00:20:54.980 --> 00:21:00.059 me, I have ADD. So sometimes that scares people, 00:21:00.200 --> 00:21:02.950 right? Because they hear. CRM, they think, oh, 00:21:03.029 --> 00:21:04.630 there's so much work that's going to go into 00:21:04.630 --> 00:21:06.190 that. Or I'm going to have to, that's going to 00:21:06.190 --> 00:21:08.309 be more work than what it's worth. But there 00:21:08.309 --> 00:21:11.730 are so many tools now to that, that automate 00:21:11.730 --> 00:21:15.109 some of that, those pain points. So people should, 00:21:15.150 --> 00:21:17.789 if there's anyone out there that, because I used 00:21:17.789 --> 00:21:22.220 to. run when I heard the word systems or CRMs 00:21:22.220 --> 00:21:25.000 or management or management systems or anything 00:21:25.000 --> 00:21:27.140 like that, because it sounded like so much work 00:21:27.140 --> 00:21:29.240 to me on the front end, but it definitely does. 00:21:29.400 --> 00:21:31.559 Now with AI, there are all these automated things 00:21:31.559 --> 00:21:34.240 that make it so much easier to be able to, you 00:21:34.240 --> 00:21:37.579 know, have those systems implemented. So yeah, 00:21:37.640 --> 00:21:39.539 I totally agree with you. CRMs are where it's 00:21:39.539 --> 00:21:42.759 at. If you do not have a CRM, moms should have 00:21:42.759 --> 00:21:50.819 CRMs, right? Yes. Now, let me ask you a question. 00:21:51.000 --> 00:21:53.579 Really quickly, do you want to hear my follow 00:21:53.579 --> 00:21:56.480 -up system? Yes, I would. Okay. And you should 00:21:56.480 --> 00:21:59.759 find, because you network so much and you are 00:21:59.759 --> 00:22:02.660 face -to -face with so many people, this would 00:22:02.660 --> 00:22:06.299 be a very good system for you to use. And I'm 00:22:06.299 --> 00:22:10.269 just giving you this. When you have your 15 or 00:22:10.269 --> 00:22:12.289 20 business cards at the end of the evening, 00:22:12.369 --> 00:22:14.710 I'm thinking about a three or four hour event. 00:22:15.670 --> 00:22:18.190 I was in a mortgage company, I was in a mortgage 00:22:18.190 --> 00:22:20.849 industry, and I used to come home with shoeboxes 00:22:20.849 --> 00:22:24.210 filled with business cards. I'd say, look how 00:22:24.210 --> 00:22:28.730 good I did. And I wouldn't remember who it was. 00:22:29.029 --> 00:22:32.690 So now after a three or four hour event, I have 00:22:32.690 --> 00:22:36.589 15 or 20 cards. That evening, whether I'm going 00:22:36.589 --> 00:22:39.849 back to my office or home, I write a thank you 00:22:39.849 --> 00:22:43.849 email. Chava, this is Michael. Thank you very 00:22:43.849 --> 00:22:45.769 much for your time tonight. I had a wonderful 00:22:45.769 --> 00:22:49.730 time, Michael. Done. That's it. No business or 00:22:49.730 --> 00:22:52.950 anything else. That's the evening. And you honestly, 00:22:53.029 --> 00:22:55.410 you have about a 20 % chance that you're going 00:22:55.410 --> 00:22:58.049 to return my email because it's just a thank 00:22:58.049 --> 00:23:02.009 you email. But here's the kicker. The next morning, 00:23:02.109 --> 00:23:07.269 you write a handwritten. Thank you note. And 00:23:07.269 --> 00:23:08.809 you write a handwritten thank you note. Hey, 00:23:08.829 --> 00:23:12.069 Rava, this is Michael. I saw you on such and 00:23:12.069 --> 00:23:14.609 such date at such and such an event. We spoke 00:23:14.609 --> 00:23:17.569 about your husband, wife, sister, brother, son, 00:23:17.809 --> 00:23:23.529 whatever. Hope all is well, Michael. Now, imagine 00:23:23.529 --> 00:23:27.349 being the person at your desk receiving that 00:23:27.349 --> 00:23:30.490 thank you note. You just put yourself light years 00:23:30.490 --> 00:23:34.710 ahead of everybody else. Right. So now I just 00:23:34.710 --> 00:23:37.569 raised your 20 % chance of response to about 00:23:37.569 --> 00:23:40.970 a 50 % chance. Now, people in corporate America 00:23:40.970 --> 00:23:46.230 would love a 50 % shot at somebody responding. 00:23:46.690 --> 00:23:50.730 But it gets better. Let's say now they have to 00:23:50.730 --> 00:23:52.589 give three or four days for them to receive that 00:23:52.589 --> 00:23:55.950 thank you note. You write them and you still 00:23:55.950 --> 00:24:00.059 haven't emailed me back yet. Hey, Kava, this 00:24:00.059 --> 00:24:02.240 is Michael. I saw you on such and such date, 00:24:02.279 --> 00:24:04.640 such and such event we spoke about. Now I say 00:24:04.640 --> 00:24:08.660 the same thing every time because that will keep 00:24:08.660 --> 00:24:11.839 it in their memory. We spoke about your son, 00:24:11.900 --> 00:24:14.140 daughter, sister, brother, whatever. I sent you 00:24:14.140 --> 00:24:16.599 the thank you note. I hope you got it. Listen, 00:24:16.740 --> 00:24:20.079 Tuesday and Wednesday of next week opened up, 00:24:20.079 --> 00:24:23.619 or it seems pretty clear. Would you like to meet 00:24:23.619 --> 00:24:28.970 one of those days? Michael, let it go. And now 00:24:28.970 --> 00:24:31.849 two days, three days later, because you are a 00:24:31.849 --> 00:24:34.569 horrible person and you still haven't answered 00:24:34.569 --> 00:24:37.430 my email, you come out and you say, hey, Calvin, 00:24:37.529 --> 00:24:40.009 this is Michael. I met you at such and such date, 00:24:40.089 --> 00:24:42.809 such and such an event. We spoke about your husband, 00:24:42.809 --> 00:24:45.369 wife, son, daughter, whatever, literally whatever. 00:24:45.890 --> 00:24:48.170 Listen, I told you that Tuesday and Wednesday 00:24:48.170 --> 00:24:51.289 were open. Tuesday seems to be closing up a little 00:24:51.289 --> 00:24:57.029 bit. How's Wednesday? Michael. Okay. So now. 00:24:58.089 --> 00:25:02.170 You're like, if you haven't responded to my email, 00:25:02.369 --> 00:25:07.150 you probably aren't going to. But one more email. 00:25:08.309 --> 00:25:11.549 Hey, Calvin, this is Michael. I saw you on such 00:25:11.549 --> 00:25:13.470 and such date, such event. We spoke about your 00:25:13.470 --> 00:25:16.369 mother, son, sister, brother, your sons in Little 00:25:16.369 --> 00:25:18.730 League and whatever else. I said Tuesday and 00:25:18.730 --> 00:25:22.490 Wednesday were open. I got busy. Listen, if any 00:25:22.490 --> 00:25:25.910 date works for you, please let me know. That's 00:25:25.910 --> 00:25:29.829 your easy. Yeah. Yep. Toss the ball in there 00:25:29.829 --> 00:25:33.269 for it. Yep. Now, if you still haven't responded, 00:25:33.470 --> 00:25:37.170 you probably aren't going to respond. Yeah. So 00:25:37.170 --> 00:25:40.029 you don't throw that card away. You take all 00:25:40.029 --> 00:25:42.930 that information, every event that you wrote 00:25:42.930 --> 00:25:45.289 down, every email, that thank you note and everything, 00:25:45.369 --> 00:25:49.690 put it into your CRM and put them on a drip campaign 00:25:49.690 --> 00:25:53.450 once a month to say, Hey, this is Michael. I 00:25:53.450 --> 00:25:55.890 saw you on such and such date, such and such 00:25:55.890 --> 00:25:58.940 an event. Just wanting to know if I can help 00:25:58.940 --> 00:26:02.220 you out in any way and leave it and have that 00:26:02.220 --> 00:26:06.160 go every month. That's smart. I love that. Yeah. 00:26:06.819 --> 00:26:11.819 And that is the secret sauce to having them call 00:26:11.819 --> 00:26:15.819 you back. Yeah. I love that. That's great. Little 00:26:15.819 --> 00:26:19.400 piece of my business there. Okay. If someone 00:26:19.400 --> 00:26:21.880 wanted to transform their networking approach 00:26:21.880 --> 00:26:26.140 today using systems and innovation. what's the 00:26:26.140 --> 00:26:30.799 first step they should take? Ooh, transforming 00:26:30.799 --> 00:26:33.960 their network. Man, that's hard because I feel 00:26:33.960 --> 00:26:37.480 like everyone is in such different places and 00:26:37.480 --> 00:26:40.319 you really should play to your strengths. So 00:26:40.319 --> 00:26:45.140 if you are a shy person, then prepping yourself 00:26:45.140 --> 00:26:48.460 with maybe note cards or a note in your phone 00:26:48.460 --> 00:26:51.819 with just... What are these general questions? 00:26:52.000 --> 00:26:54.099 Go with your form technique, right? And just 00:26:54.099 --> 00:26:56.420 have 10 questions just jotted down so that they're 00:26:56.420 --> 00:26:58.579 in the front of your memory, your memory bank, 00:26:58.700 --> 00:27:00.180 so that when you go in there, you feel equipped 00:27:00.180 --> 00:27:02.720 and a little bit more self -assured because you 00:27:02.720 --> 00:27:04.880 just need to be, the name of the game is just 00:27:04.880 --> 00:27:07.019 confidence, right? Walking in there and being 00:27:07.019 --> 00:27:08.940 confident. But like I said, those questions, 00:27:09.039 --> 00:27:11.839 and we were talking about that earlier, asking 00:27:11.839 --> 00:27:13.619 people questions and getting that information 00:27:13.619 --> 00:27:15.160 from them, that's the most valuable thing that 00:27:15.160 --> 00:27:17.259 you could do in those situations. One, because... 00:27:17.799 --> 00:27:20.119 that you know get that no interest right but 00:27:20.119 --> 00:27:21.680 then also you're getting all this valuable information 00:27:21.680 --> 00:27:24.859 so that you can whatever it is whatever niche 00:27:24.859 --> 00:27:26.099 you're in or whatever you're trying to provide 00:27:26.099 --> 00:27:28.099 you're able to like okay these are probably some 00:27:28.099 --> 00:27:30.160 of their pain points they have a son so maybe 00:27:30.160 --> 00:27:32.180 so you're able to solve for some of those things 00:27:32.180 --> 00:27:34.990 even if It's not necessarily your business. If 00:27:34.990 --> 00:27:37.089 their kid is in little league and you're like, 00:27:37.130 --> 00:27:39.930 oh, I could send them a baseball card or a whatever, 00:27:40.089 --> 00:27:42.049 even though it's not solving necessarily a problem, 00:27:42.130 --> 00:27:46.829 it's still networking level 10 ,000. Yeah. So 00:27:46.829 --> 00:27:49.190 if you are, and that's not even if you're, you 00:27:49.190 --> 00:27:51.029 know, that's if you're anybody that those followers 00:27:51.029 --> 00:27:53.109 are important, but going back to the beginning, 00:27:53.170 --> 00:27:57.299 if you are a person that. can't walk in and organically 00:27:57.299 --> 00:27:59.319 do it, then make sure that you have equipped 00:27:59.319 --> 00:28:02.180 yourself with tools to be able to do it and walk 00:28:02.180 --> 00:28:04.859 in the room confidently. So if you're more a 00:28:04.859 --> 00:28:08.059 shire, if you're an introvert, and it is very 00:28:08.059 --> 00:28:10.079 uncomfortable for you, putting those little tools 00:28:10.079 --> 00:28:12.519 in your toolkit is what you need to do. If you're 00:28:12.519 --> 00:28:14.140 someone that's maybe a little more extroverted, 00:28:14.180 --> 00:28:16.940 then okay, let me find a couple of ways to be 00:28:16.940 --> 00:28:19.119 a little more eccentric, or maybe you do the 00:28:19.119 --> 00:28:22.240 NFC code. Or what I really love now is I don't 00:28:22.240 --> 00:28:24.000 know if you've seen these, but business card. 00:28:24.039 --> 00:28:25.940 I don't carry physical business cards anymore, 00:28:26.099 --> 00:28:28.759 but I start, I did this at two conferences and 00:28:28.759 --> 00:28:32.119 it went really well, but I find I like to set 00:28:32.119 --> 00:28:34.079 my stuff down and work the room and not have 00:28:34.079 --> 00:28:35.819 a bunch of stuff with me. So I don't like to 00:28:35.819 --> 00:28:38.240 have business cards anymore, but this business 00:28:38.240 --> 00:28:40.640 card was actually super fascinating because it 00:28:40.640 --> 00:28:43.940 is a 3d business card. So when you scan it, it's 00:28:43.940 --> 00:28:46.180 got a little QR code on it. When you scan it, 00:28:46.200 --> 00:28:48.920 it almost a whole little world in your phone. 00:28:49.000 --> 00:28:51.740 You can see all of these digital. virtual reality 00:28:51.740 --> 00:28:54.079 things pop out. So I can pop up and say, hi, 00:28:54.200 --> 00:28:56.900 here's my email address. And it is fascinating, 00:28:57.099 --> 00:28:59.799 but it's different. So I would look that up. 00:28:59.839 --> 00:29:03.059 It's called a VR or an AR business card. And 00:29:03.059 --> 00:29:05.680 that gets people's attention. Now, I only use 00:29:05.680 --> 00:29:07.819 that or the only couple of times that I've used 00:29:07.819 --> 00:29:10.640 it have been at conferences where people are 00:29:10.640 --> 00:29:13.079 very techie because you really need something 00:29:13.079 --> 00:29:16.380 that stands out for them. This NFC business card 00:29:16.380 --> 00:29:18.740 works at other conferences because people generally 00:29:18.740 --> 00:29:21.470 aren't that. extreme when it comes to tech but 00:29:21.470 --> 00:29:25.049 that will blow anyone's socks off so that is 00:29:25.049 --> 00:29:27.430 great so if you're like me where you are very 00:29:27.430 --> 00:29:31.329 you really want it you don't want to stick to 00:29:31.329 --> 00:29:33.410 you love people but you know you don't want to 00:29:33.410 --> 00:29:35.529 stick to one conversation for too long you really 00:29:35.529 --> 00:29:37.569 want to make an impact and get out of there doing 00:29:37.569 --> 00:29:40.650 things like that are super impactful so if you're 00:29:40.650 --> 00:29:43.750 a little bit Shire or the introvert side, I would 00:29:43.750 --> 00:29:45.490 have you equip yourself with some questions and 00:29:45.490 --> 00:29:47.390 things like that. So you can have maybe longer, 00:29:47.390 --> 00:29:49.670 more meaningful conversations. But if you were 00:29:49.670 --> 00:29:51.170 like me, where you just, you want to work the 00:29:51.170 --> 00:29:53.230 room and be able to get as much as possible, 00:29:53.369 --> 00:29:58.289 15 to 20 though, something that's going to like 00:29:58.289 --> 00:30:00.109 really wow someone. And then you can move on 00:30:00.109 --> 00:30:01.630 and they're still thinking about you or they 00:30:01.630 --> 00:30:03.670 want to know, Oh, how can I get. That thing. 00:30:03.730 --> 00:30:05.470 And then they're coming to you, right? Like, 00:30:05.470 --> 00:30:07.509 how did you do that? Because that really, that 00:30:07.509 --> 00:30:08.970 was really interesting. I would love to be able 00:30:08.970 --> 00:30:10.809 to integrate that into mine. Is that helpful? 00:30:10.990 --> 00:30:12.210 So that's what, that's the tool that I would 00:30:12.210 --> 00:30:15.609 put in that person's toolkit. That's great, by 00:30:15.609 --> 00:30:19.769 the way. But now you've told me everything that 00:30:19.769 --> 00:30:24.089 is so good and so great. And even with your eclectic 00:30:24.089 --> 00:30:30.650 background, give me a mistake or two that you've 00:30:30.650 --> 00:30:36.119 made. And how you overcame it. Ooh, a mistake 00:30:36.119 --> 00:30:40.539 I've made. I think the mistake that I used to 00:30:40.539 --> 00:30:44.420 make a lot was what I think I touched on earlier 00:30:44.420 --> 00:30:49.220 was coming in the room with a super long pitch 00:30:49.220 --> 00:30:53.539 and a response for everything and making it about 00:30:53.539 --> 00:30:58.200 myself. And that first interaction should always 00:30:58.200 --> 00:31:03.609 be all about them. And so I think this in my 00:31:03.609 --> 00:31:05.809 20s, you go into these, you really start to go 00:31:05.809 --> 00:31:07.269 to these things and you think that's what's going 00:31:07.269 --> 00:31:09.210 to wow people. I'm going to put my whole resume 00:31:09.210 --> 00:31:12.049 out and I have my 32nd. And it's good to have 00:31:12.049 --> 00:31:13.269 those, right? It's good to have those elevator 00:31:13.269 --> 00:31:16.029 pitching things in your back pocket. But going 00:31:16.029 --> 00:31:19.029 into a networking event and thinking that you 00:31:19.029 --> 00:31:21.670 have to be the star of the show for it to get 00:31:21.670 --> 00:31:24.170 anything done is the wrong approach. But definitely 00:31:24.170 --> 00:31:26.490 takes doing it wrong a couple of times before 00:31:26.490 --> 00:31:35.910 you go. Oh. Okay. Nobody cares. Like I said, 00:31:35.990 --> 00:31:39.289 this is a skill. You have to learn it. The only 00:31:39.289 --> 00:31:44.130 way to learn it is practice. And listen, I always 00:31:44.130 --> 00:31:46.569 suggest for people just starting out. I tell 00:31:46.569 --> 00:31:49.430 my students all the time that if you want to 00:31:49.430 --> 00:31:53.230 start networking, start. Just start with the 00:31:53.230 --> 00:31:55.450 chamber of commerce. Start with something to 00:31:55.450 --> 00:31:58.250 get your, so you can just practice your message 00:31:58.250 --> 00:32:01.130 and just start getting out there. Because the 00:32:01.130 --> 00:32:03.269 first time you go out, the second time you go 00:32:03.269 --> 00:32:05.630 out, even the third time you go out, you're going 00:32:05.630 --> 00:32:08.329 to suck. It's going to be horrible. All right. 00:32:08.509 --> 00:32:12.190 But the fourth, fifth, sixth time, you're going 00:32:12.190 --> 00:32:14.329 to get better and better and you'll be okay in 00:32:14.329 --> 00:32:17.130 your own skin. Absolutely. And you'll expand. 00:32:17.349 --> 00:32:21.099 About the second time. The first, second, those 00:32:21.099 --> 00:32:24.619 have to happen. So yeah. Absolutely. Absolutely. 00:32:24.839 --> 00:32:27.660 All right. Very quickly. Last one. Give me, what's 00:32:27.660 --> 00:32:32.680 your favorite marketing tactic? Marketing tactic. 00:32:32.799 --> 00:32:38.279 You know what? It changes. It changes every single 00:32:38.279 --> 00:32:42.279 year. Three years ago, I would have told you 00:32:42.279 --> 00:32:46.920 TikTok. Two years ago, I would have said we're 00:32:46.920 --> 00:32:49.279 back in the swing of things and networking like 00:32:49.279 --> 00:32:52.279 mixers and different things. I like to do adjacent 00:32:52.279 --> 00:32:54.640 things that are adjacent to me. So now I'm in 00:32:54.640 --> 00:32:58.220 the mode of not. So here's what I love to do. 00:32:59.259 --> 00:33:01.099 I'm like I said, I go to a lot of conferences, 00:33:01.200 --> 00:33:04.319 but people tend to go to conferences and networking 00:33:04.319 --> 00:33:07.500 things that are whatever their niche is centric. 00:33:08.109 --> 00:33:11.190 But you end up being in a room full of a bunch 00:33:11.190 --> 00:33:13.650 of yous, which is great for some things. But 00:33:13.650 --> 00:33:17.809 if you really want to make more impactful relationships, 00:33:18.210 --> 00:33:21.750 I like to now go to things that are adjacent 00:33:21.750 --> 00:33:24.369 to you. So if you are in real estate, instead 00:33:24.369 --> 00:33:26.210 of going to a real estate conference, maybe you 00:33:26.210 --> 00:33:30.200 are going to. wedding events where people are 00:33:30.200 --> 00:33:32.319 going to buy real estate after their wedding. 00:33:32.400 --> 00:33:34.460 So you're just meeting people that are adjacent 00:33:34.460 --> 00:33:37.500 to whatever your niche is, but are still going 00:33:37.500 --> 00:33:39.960 to need you, right? Or those people are going 00:33:39.960 --> 00:33:42.440 to refer you. So you are meeting all these people 00:33:42.440 --> 00:33:45.180 that are opening the doors to. endless referrals 00:33:45.180 --> 00:33:47.279 because they don't normally meet people that 00:33:47.279 --> 00:33:49.400 are in your niche. So I think that's the biggest 00:33:49.400 --> 00:33:52.319 when it comes to networking, that is so important, 00:33:52.420 --> 00:33:55.099 but people are so narrow -minded and they do 00:33:55.099 --> 00:33:57.680 what they've always done. But you have to, if 00:33:57.680 --> 00:33:59.980 you just take one step to the left or one step 00:33:59.980 --> 00:34:03.000 to the right, you can really blow open the gates 00:34:03.000 --> 00:34:04.759 when it comes to networking and just marketing 00:34:04.759 --> 00:34:08.280 in general. Does that make sense? It makes perfect 00:34:08.280 --> 00:34:11.340 sense. It makes perfect sense. Kava, this was 00:34:11.340 --> 00:34:15.019 absolutely fantastic because I loved listening 00:34:15.019 --> 00:34:17.659 to everything that you had to say because what 00:34:17.659 --> 00:34:23.300 you said is so prevalent in today's networking, 00:34:23.360 --> 00:34:26.480 in today's society. They think that networking 00:34:26.480 --> 00:34:29.440 tools like the AI and everything else is, oh, 00:34:29.440 --> 00:34:31.440 that's it. I can do everything through Zoom. 00:34:31.559 --> 00:34:34.800 I can do it through my cell phone and you lose 00:34:34.800 --> 00:34:37.949 out on so much. You don't feel the vibe. of the 00:34:37.949 --> 00:34:40.650 room you don't feel the vibe of the person so 00:34:40.650 --> 00:34:43.869 that's all that's all great if somebody wanted 00:34:43.869 --> 00:34:47.449 to get hold of you either for you to coach them 00:34:47.449 --> 00:34:51.050 to get services from you just to find out all 00:34:51.050 --> 00:34:54.369 about you how can they do it sure and i don't 00:34:54.369 --> 00:34:57.070 think i even said what i do now i know i ran 00:34:57.070 --> 00:34:59.409 an events firm for years and years but i am now 00:34:59.409 --> 00:35:04.050 a business optimizer and i'm all about processes 00:35:04.050 --> 00:35:07.639 so i do the basic level. So the business architecture, 00:35:07.880 --> 00:35:10.239 which everyone knows what they know, right? They're 00:35:10.239 --> 00:35:12.159 good at their thing. They bake cakes, they're 00:35:12.159 --> 00:35:14.239 good at baking cakes, but not business. Maybe, 00:35:14.480 --> 00:35:17.260 you know, there are some pieces that they. don't 00:35:17.260 --> 00:35:19.940 have in their toolkit. So I look at their business 00:35:19.940 --> 00:35:22.280 architecture and I figure out where all the missing 00:35:22.280 --> 00:35:24.559 holes are. And then I go on the other side and 00:35:24.559 --> 00:35:26.679 say, okay, how can we, are we looking for revenue? 00:35:26.780 --> 00:35:29.400 Are we looking for funding? Are we looking for 00:35:29.400 --> 00:35:31.460 what, how are we bringing money in? So I make 00:35:31.460 --> 00:35:33.940 sure that you are set on the bottom, your infrastructure 00:35:33.940 --> 00:35:35.599 and your architecture of your business is set. 00:35:35.860 --> 00:35:37.880 And then I look at it from the top. How are we 00:35:37.880 --> 00:35:40.619 bringing money in to create thriving businesses? 00:35:40.780 --> 00:35:42.860 So I tend to work mostly with tech companies, 00:35:42.940 --> 00:35:45.670 but You everyone needs that. And a lot of people, 00:35:45.710 --> 00:35:48.269 most people don't know where the holes are. Right. 00:35:48.349 --> 00:35:49.670 We're just trucking along because we're just 00:35:49.670 --> 00:35:51.630 doing the best that we can. Because if you didn't 00:35:51.630 --> 00:35:53.869 just jump out there in entrepreneurship, then 00:35:53.869 --> 00:35:56.610 you'd never do it. If you knew all the all everything 00:35:56.610 --> 00:35:59.070 that went into it, you would never, ever do it. 00:35:59.110 --> 00:36:01.789 I know I could say I laugh about that because 00:36:01.789 --> 00:36:03.469 I'm like, if I knew that I had to do the marketing 00:36:03.469 --> 00:36:06.909 and the PR and all the things, I would have just 00:36:06.909 --> 00:36:09.039 stayed in my nine to five. But that is what I 00:36:09.039 --> 00:36:11.400 do in a nutshell now after running several businesses 00:36:11.400 --> 00:36:13.619 and being chief of staff for several tech companies 00:36:13.619 --> 00:36:15.579 and different things like that. But if you would 00:36:15.579 --> 00:36:17.260 like to get a hold of me, you can always email 00:36:17.260 --> 00:36:21.360 me or find me on all of my platforms are at underscore 00:36:21.360 --> 00:36:25.480 it's I -T -S underscore Shava, C -H -A -V -A 00:36:25.480 --> 00:36:30.179 -H. And Shava, not Shava? Yes, that is the Jewish 00:36:30.179 --> 00:36:33.500 pronunciation, but I am not Jewish. And so my 00:36:33.500 --> 00:36:37.420 parents loved. loved the Bible and they wanted 00:36:37.420 --> 00:36:41.059 a great firm Jewish name and have called me Shava 00:36:41.059 --> 00:36:43.860 my whole life. And only in my adulthood have 00:36:43.860 --> 00:36:46.219 people come in and called me Hava, which is totally 00:36:46.219 --> 00:36:48.880 fine because that is my name. But my parents 00:36:48.880 --> 00:36:53.679 have been Shava my entire life, but it's fine. 00:36:53.760 --> 00:36:56.829 Either is fine. Okay, I'm Jewish. So as soon 00:36:56.829 --> 00:36:59.949 as I saw your name, I immediately thought Chava. 00:37:00.110 --> 00:37:04.230 Right. And that is the actual pronunciation of 00:37:04.230 --> 00:37:07.190 it. So either works. Both give me the orange 00:37:07.190 --> 00:37:09.170 fuzzies that you're saying my name, so it is 00:37:09.170 --> 00:37:13.519 okay. Okay. Great. And then my email address 00:37:13.519 --> 00:37:16.659 is just Shava, C -H -A -V -A -H at itsshava .com. 00:37:16.780 --> 00:37:18.800 So it's pretty easy, but yeah. And I welcome, 00:37:18.880 --> 00:37:21.239 of course, I love people. I love networking and 00:37:21.239 --> 00:37:24.500 talking and adding value and wherever I can. 00:37:24.599 --> 00:37:27.460 So I love communication. So feel free to reach 00:37:27.460 --> 00:37:30.599 out to me in whatever way works best. You absolutely 00:37:30.599 --> 00:37:32.940 sound like you know what you're doing. So I hope 00:37:32.940 --> 00:37:35.760 that somebody reaches out to you and asks for 00:37:35.760 --> 00:37:39.000 your help. Okay. So thank you so much for coming 00:37:39.000 --> 00:37:43.940 on. This is great. Well, hold on, folks. Don't 00:37:43.940 --> 00:37:46.739 go anywhere. Let me just read a few of our sponsors 00:37:46.739 --> 00:37:50.440 that we have. Struggling to read success? 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This is something I believe in wholeheartedly. 00:38:35.880 --> 00:38:38.980 Revved Up Kids is on a mission to protect children 00:38:38.980 --> 00:38:42.880 and teens from sexual abuse, exploitation, and 00:38:42.880 --> 00:38:45.219 trafficking. They provide prevention training 00:38:45.219 --> 00:38:48.699 programs for children, teens, and adults. To 00:38:48.699 --> 00:38:52.639 learn more, go to revvedupkids .org. That's R 00:38:52.639 --> 00:39:00.659 -E -V -V -E -D -U -P -K -I -D -S dot org. Well, 00:39:00.800 --> 00:39:04.139 that's a wrap, folks. A huge thank you to our 00:39:04.139 --> 00:39:07.039 special guests for sharing such incredible insights 00:39:07.039 --> 00:39:10.380 today. And of course, a big shout out to you, 00:39:10.480 --> 00:39:14.019 our amazing listeners, for tuning in and spending 00:39:14.019 --> 00:39:17.699 your time with us. Remember, networking isn't 00:39:17.699 --> 00:39:20.320 about being perfect. It's about being present. 00:39:20.619 --> 00:39:23.380 So take what you've learned today, get out there 00:39:23.380 --> 00:39:26.650 and make some meaningful connections. If you 00:39:26.650 --> 00:39:29.130 enjoyed this episode, don't forget to subscribe, 00:39:29.409 --> 00:39:32.230 leave us a review, and share it with someone 00:39:32.230 --> 00:39:34.409 who could use a little networking inspiration. 00:39:35.349 --> 00:39:38.710 Let's keep the conversation going. You can find 00:39:38.710 --> 00:39:43.030 me on Apple, Spotify, YouTube, or my website, 00:39:43.329 --> 00:39:46.829 michaelaforman .com. Remember, until next time, 00:39:46.909 --> 00:39:50.349 keep practicing, keep connecting, and keep building 00:39:50.349 --> 00:39:53.300 those relationships. This is Michael A. Foreman 00:39:53.300 --> 00:39:56.380 signing off. Take care and happy networking.