WEBVTT 00:00:16.940 --> 00:00:21.239 Hello, and welcome to Networking Unleashed, Building 00:00:21.239 --> 00:00:24.500 Profitable Connections. Welcome back to the show, 00:00:24.519 --> 00:00:27.739 folks. I'm your host, Michael Foreman, and you're 00:00:27.739 --> 00:00:30.440 listening to the podcast where networking is 00:00:30.440 --> 00:00:33.560 more than just an awkward handshake at Bad Coffee. 00:00:34.060 --> 00:00:37.659 It's an art and a talent. But here's the twist. 00:00:37.840 --> 00:00:41.060 It's an art and talent you can actually learn. 00:00:41.659 --> 00:00:44.100 Yes, even if you're the person hiding in the 00:00:44.100 --> 00:00:47.299 corner at every event pretending to check emails. 00:00:48.359 --> 00:00:51.600 Networking isn't just a nice skill to have, it's 00:00:51.600 --> 00:00:54.359 a game changer. And when you get good at it, 00:00:54.380 --> 00:00:57.579 you'll wonder why you didn't start sooner. More 00:00:57.579 --> 00:01:00.880 connections, more opportunities, more profits. 00:01:01.159 --> 00:01:05.219 It's like unlocking a cheat code for life. So 00:01:05.219 --> 00:01:06.900 whether you're the life of the party or just 00:01:06.900 --> 00:01:10.200 let me stay at home and text type, we've got... 00:01:10.439 --> 00:01:14.260 Something for you. So stick around and let's 00:01:14.260 --> 00:01:17.459 turn those awkward small talk moments into big 00:01:17.459 --> 00:01:21.959 wins. Now, I've got a wonderful guest today. 00:01:22.099 --> 00:01:27.079 His name is Dr. Kyle Elliott. And he is, let 00:01:27.079 --> 00:01:31.340 me read you his bio. Dr. Elliott is the founder 00:01:31.340 --> 00:01:35.599 and career coach behind caffeinatedkyle .com. 00:01:36.159 --> 00:01:40.040 His expertise is Silicon Valley and high -tech. 00:01:40.359 --> 00:01:43.739 As a result of working with Dr. Elliott, senior 00:01:43.739 --> 00:01:47.599 managers and executives have landed jobs at Meta, 00:01:47.620 --> 00:01:52.000 Amazon, Google, and nearly every other tech giant 00:01:52.000 --> 00:01:56.700 you can imagine. Without further ado, I'd like 00:01:56.700 --> 00:01:59.959 to introduce you to Kyle, and I'll let him tell 00:01:59.959 --> 00:02:01.939 you a little bit more about his background. How 00:02:01.939 --> 00:02:04.959 are you doing, Kyle? I am doing so great. Thank 00:02:04.959 --> 00:02:07.420 you for having me. I'm so excited to be speaking 00:02:07.420 --> 00:02:09.780 about this important topic today. As you said, 00:02:09.900 --> 00:02:12.159 it can be awkward for people to network, and 00:02:12.159 --> 00:02:14.319 I'm excited for us to talk about that, especially 00:02:14.319 --> 00:02:16.759 for introverts, where it can be such a drain 00:02:16.759 --> 00:02:21.360 on their energy. Yes, yes. And listen, I go across 00:02:21.360 --> 00:02:25.060 the country talking about networking and how 00:02:25.060 --> 00:02:28.560 important it is face -to -face, through Zoom, 00:02:28.639 --> 00:02:31.740 through the cell phone. It's why even bother? 00:02:32.120 --> 00:02:34.580 You have to feel the vibe of the person, feel 00:02:34.580 --> 00:02:37.199 the vibe of the room. And extroverts, it's real 00:02:37.199 --> 00:02:40.159 easy. But introverts, this is your specialty. 00:02:40.439 --> 00:02:44.719 What are some common misconceptions introverts 00:02:44.719 --> 00:02:48.699 have about networking and how can they reframe 00:02:48.699 --> 00:02:53.289 their mindset? I find for introverts, they often 00:02:53.289 --> 00:02:55.229 think they have to be super talkative, they have 00:02:55.229 --> 00:02:57.449 to be outgoing, and they have to change themselves. 00:02:57.810 --> 00:03:00.289 When people see me, they assume I'm an extrovert 00:03:00.289 --> 00:03:02.569 oftentimes, unless you're a fellow introvert 00:03:02.569 --> 00:03:04.669 who really knows what introversion is. People 00:03:04.669 --> 00:03:07.090 assume you have to be talkative, you have to 00:03:07.090 --> 00:03:09.710 be outgoing. I find instead, I would lean into 00:03:09.710 --> 00:03:11.370 your strengths. If you're someone who's more 00:03:11.370 --> 00:03:13.490 introverted, you're more contemplative, you're 00:03:13.490 --> 00:03:16.009 more thoughtful. I would lean into that. For 00:03:16.009 --> 00:03:18.710 me, it's asking questions. Unless I'm on a podcast 00:03:18.710 --> 00:03:21.650 or doing a speaking engagement, it's asking a 00:03:21.650 --> 00:03:24.169 lot of thoughtful questions. It's having those 00:03:24.169 --> 00:03:26.490 one -on -one conversations. So instead of feeling 00:03:26.490 --> 00:03:28.710 like you have to step way outside your comfort 00:03:28.710 --> 00:03:31.370 zone, yes, there's benefits of stepping outside 00:03:31.370 --> 00:03:33.449 your comfort zone. But can you lean into that 00:03:33.449 --> 00:03:36.449 instead, those strengths that you have? Ask thoughtful 00:03:36.449 --> 00:03:38.990 questions. Have one -on -one conversations. Instead 00:03:38.990 --> 00:03:40.569 of feeling like you have to be the life of the 00:03:40.569 --> 00:03:43.800 party. and going up and sparking tons of conversations, 00:03:44.020 --> 00:03:46.860 focus on that one -on -one and it can be a game 00:03:46.860 --> 00:03:50.599 changer. That's great. And one thing that I always 00:03:50.599 --> 00:03:53.939 keep in mind when, especially I'm an extrovert, 00:03:54.000 --> 00:03:57.159 obviously, but even for introverts, when you're 00:03:57.159 --> 00:04:00.419 speaking with somebody, you remember the word 00:04:00.419 --> 00:04:06.599 form, F -O -R -M. Family, occupation, recreation, 00:04:06.840 --> 00:04:10.550 and a message. So you can start talking about 00:04:10.550 --> 00:04:13.270 family, their husband, their wife, their sister, 00:04:13.349 --> 00:04:16.990 brother, son, daughter, whatever, and have them 00:04:16.990 --> 00:04:20.550 talk because people love to speak and talk about 00:04:20.550 --> 00:04:23.889 themselves. So they can talk and talk. But you 00:04:23.889 --> 00:04:27.329 can move the conversation to occupation, to recreation. 00:04:27.689 --> 00:04:30.889 What do you do? Do you ski? You know, go boating, 00:04:30.990 --> 00:04:36.790 whatever you have. But the whole idea is to because. 00:04:37.290 --> 00:04:40.730 There's a mantra in networking. Know you, like 00:04:40.730 --> 00:04:43.589 you, trust you, then they'll do business with 00:04:43.589 --> 00:04:47.949 you. And that trust factor is so crucial that, 00:04:48.029 --> 00:04:50.610 look, know you and like you. Look, everybody 00:04:50.610 --> 00:04:53.290 knows you. Everybody likes you. Not everybody 00:04:53.290 --> 00:04:55.449 will like you, but it's narrowing the field down 00:04:55.449 --> 00:04:58.509 a little bit. But trust is such a crucial factor. 00:04:58.629 --> 00:05:02.949 And you have 30 seconds, a minute. Five minutes, 00:05:03.069 --> 00:05:05.990 10 minutes to build that trust factor and have 00:05:05.990 --> 00:05:08.790 their wall come down. But instead of me doing 00:05:08.790 --> 00:05:10.470 all the talking, let me ask you another question. 00:05:11.389 --> 00:05:14.589 What's one simple strategy an introvert can use 00:05:14.589 --> 00:05:18.509 to feel more comfortable walking into a networking 00:05:18.509 --> 00:05:22.970 event? I would have some questions ready, have 00:05:22.970 --> 00:05:25.209 some talking points. I find often going into 00:05:25.209 --> 00:05:27.389 a networking event, people feel, oh gosh, I'm 00:05:27.389 --> 00:05:29.110 going to be on the spot. So I encourage people 00:05:29.110 --> 00:05:32.230 to develop some talking points, some questions. 00:05:32.310 --> 00:05:35.029 It doesn't have to be super lengthy. But having 00:05:35.029 --> 00:05:37.209 some go -to talking points. I love your form. 00:05:37.310 --> 00:05:40.230 I've never heard that before. But have some talking 00:05:40.230 --> 00:05:42.569 points. Are you going to ask people, how did 00:05:42.569 --> 00:05:44.209 you hear about this conference or networking 00:05:44.209 --> 00:05:46.889 event? Or are you going to ask people, how's 00:05:46.889 --> 00:05:49.170 your day going? Whatever those questions or talking 00:05:49.170 --> 00:05:52.509 points are, having some ready can be super powerful. 00:05:52.610 --> 00:05:55.709 So then if you get stuck. you can then have something 00:05:55.709 --> 00:05:57.629 you can turn to. It's like media training. You 00:05:57.629 --> 00:05:59.529 just have your talking points that you keep coming 00:05:59.529 --> 00:06:03.569 back to, and that can help alleviate those feelings 00:06:03.569 --> 00:06:08.230 of doubt or nervousness. That's great. Great 00:06:08.230 --> 00:06:12.149 advice also. What I try to tell people, especially 00:06:12.149 --> 00:06:15.410 introverts, but this goes for both extroverts 00:06:15.410 --> 00:06:18.389 and introverts, do a little preparation work. 00:06:18.730 --> 00:06:21.490 Before you go to that networking event, there's 00:06:21.490 --> 00:06:25.839 always that networking. meeting first with 300 00:06:25.839 --> 00:06:28.759 people and it's like, oh my God, what do I do? 00:06:29.199 --> 00:06:31.699 But there's always like tables set up and things 00:06:31.699 --> 00:06:35.100 like that. They usually give out a flyer or something 00:06:35.100 --> 00:06:38.480 about the networking event. Look at that flyer. 00:06:38.560 --> 00:06:41.399 See the people that you want to go to, circle 00:06:41.399 --> 00:06:43.980 them, do what you have to do, but you have a 00:06:43.980 --> 00:06:46.920 plan. If you have a plan that gives you a little 00:06:46.920 --> 00:06:50.660 confidence and you know as well as I do, confidence 00:06:50.660 --> 00:06:54.899 is key. You feel confident with yourself. You 00:06:54.899 --> 00:06:59.120 can take down mountains. Okay. How can introverts 00:06:59.120 --> 00:07:02.399 leverage their natural strengths to build meaningful 00:07:02.399 --> 00:07:06.199 connections? I would focus on that one -on -one. 00:07:06.220 --> 00:07:08.540 I remember I was at a conference recently and 00:07:08.540 --> 00:07:11.160 I saw some people standing alone. And I'm like, 00:07:11.199 --> 00:07:13.500 hey, is this the introvert area? So going and 00:07:13.500 --> 00:07:17.480 having those one -on -one conversations. Asking 00:07:17.480 --> 00:07:20.180 those thoughtful questions and saying, OK, here 00:07:20.180 --> 00:07:22.300 are my personally one of my strengths is asking 00:07:22.300 --> 00:07:24.779 questions. So I'm going to lean into that. Or 00:07:24.779 --> 00:07:27.819 maybe you like silence. Don't feel like you have 00:07:27.819 --> 00:07:31.720 to fill up every sentence or every kind of silent 00:07:31.720 --> 00:07:34.660 moment. But lean into that instead can be really 00:07:34.660 --> 00:07:37.699 powerful. I also love that research ahead of 00:07:37.699 --> 00:07:40.439 time. If you know there's going to be some certain 00:07:40.439 --> 00:07:42.939 people at the conference or they give out often 00:07:42.939 --> 00:07:44.939 an attendee list or directory, you can reach 00:07:44.939 --> 00:07:46.920 out to people ahead of time. say, hey, I'd love 00:07:46.920 --> 00:07:49.399 to set up a coffee. Don't feel like you have 00:07:49.399 --> 00:07:51.959 to go to every single mingling event. But instead, 00:07:52.180 --> 00:07:55.040 I was at a conference recently. Some people reached 00:07:55.040 --> 00:07:56.620 out to me and I reached out to them and said, 00:07:56.699 --> 00:07:58.620 hey, let's set up some coffee and have conversations. 00:07:58.899 --> 00:08:01.319 You don't always have to go in and just feel 00:08:01.319 --> 00:08:03.259 like you have to go around the room talking to 00:08:03.259 --> 00:08:06.540 every single person. Sometimes two or three really 00:08:06.540 --> 00:08:08.879 deep conversations can be better than just a 00:08:08.879 --> 00:08:13.290 bunch of 20, 30 second meet and greets. That's 00:08:13.290 --> 00:08:15.610 true. I love what you said when you say, hey, 00:08:15.649 --> 00:08:17.930 is this the introvert's corner? That's a great 00:08:17.930 --> 00:08:21.170 icebreaker. And usually you'll get a laugh out 00:08:21.170 --> 00:08:24.410 of it and that will start you on your way. One 00:08:24.410 --> 00:08:27.930 thing that I say about people walking to a networking 00:08:27.930 --> 00:08:31.829 event and walking up to a table, the first thing 00:08:31.829 --> 00:08:36.250 that they do is listen. You don't talk. You just 00:08:36.250 --> 00:08:40.289 wait. Listen for the conversation because that 00:08:40.289 --> 00:08:44.350 conversation. may not be suitable for you so 00:08:44.350 --> 00:08:47.590 you haven't said anything yet you quietly bow 00:08:47.590 --> 00:08:50.330 out and you go to the next table because you 00:08:50.330 --> 00:08:54.409 don't have to speak let's say it is a conversation 00:08:54.409 --> 00:08:57.389 you want to be a part of let the conversation 00:08:57.389 --> 00:09:00.690 come around to you because remember you are the 00:09:00.690 --> 00:09:04.169 expert in your field so when the conversation 00:09:04.169 --> 00:09:07.580 comes around to you say one or two sentences, 00:09:07.740 --> 00:09:11.500 hopefully it's intelligent, and you'll spark 00:09:11.500 --> 00:09:14.779 a reaction from two or three of the people, and 00:09:14.779 --> 00:09:20.039 then you'll start your way. Okay, so what are 00:09:20.039 --> 00:09:24.279 some practical ways to start and carry a conversation 00:09:24.279 --> 00:09:28.629 without feeling awkward? I love the questions. 00:09:28.710 --> 00:09:30.990 I love what you just said, listening there. I 00:09:30.990 --> 00:09:33.289 just attended a sales training recently and someone 00:09:33.289 --> 00:09:36.909 had the acronym WAIT. Why am I talking? And as 00:09:36.909 --> 00:09:38.870 you're talking, I'm thinking, I think this could 00:09:38.870 --> 00:09:41.570 be good for networking situations. I think sometimes 00:09:41.570 --> 00:09:44.149 people are nervous and they keep talking. And 00:09:44.149 --> 00:09:46.210 actually just listening can be really powerful 00:09:46.210 --> 00:09:49.629 or asking a great question. Or if you know someone 00:09:49.629 --> 00:09:51.730 in that environment, can you say, oh, this person 00:09:51.730 --> 00:09:54.490 and actually call someone else out and point 00:09:54.490 --> 00:09:56.750 to them? Oh, I just heard this person speak here. 00:09:57.129 --> 00:09:59.710 So actually carrying the conversation instead 00:09:59.710 --> 00:10:01.830 of feeling like you have to add a bunch of value, 00:10:01.870 --> 00:10:04.669 that one or two sentences can be powerful instead 00:10:04.669 --> 00:10:08.389 of dominating the conversation. I'm in a lot 00:10:08.389 --> 00:10:11.429 of workshops or meetings, and I notice the people 00:10:11.429 --> 00:10:13.789 who are really memorable sometimes only say a 00:10:13.789 --> 00:10:16.509 line or two, but it's really powerful instead 00:10:16.509 --> 00:10:18.429 of feeling like you have to fill all this empty 00:10:18.429 --> 00:10:22.600 space. Yeah, no, that's true. Listening is such 00:10:22.600 --> 00:10:26.860 an important skill because you have to learn 00:10:26.860 --> 00:10:32.299 it as well. But let's take a scenario when you're 00:10:32.299 --> 00:10:35.860 sitting down at a table with somebody else and 00:10:35.860 --> 00:10:39.899 you're having the other person speak, talk, and 00:10:39.899 --> 00:10:43.120 you're listening to them. Don't think about the 00:10:43.120 --> 00:10:46.059 next thing that you want to say. Think about 00:10:46.059 --> 00:10:49.370 what they are saying. and respond to them. And 00:10:49.370 --> 00:10:52.669 when they're talking, there's a pause at the 00:10:52.669 --> 00:10:57.149 end. That pause is so very important because 00:10:57.149 --> 00:10:59.990 what does that tell them? You were listening. 00:11:00.470 --> 00:11:04.169 Half of what's going on today, it's just listening. 00:11:04.409 --> 00:11:07.289 So you're listening and you're responding to 00:11:07.289 --> 00:11:11.429 what he had said. And whenever you go to these 00:11:11.429 --> 00:11:13.190 events, I'm going to throw this in, it's out 00:11:13.190 --> 00:11:17.779 of left field, but you always look to give. not 00:11:17.779 --> 00:11:21.580 to receive. Always look to be that referral source. 00:11:21.879 --> 00:11:27.320 And one thing that I coach my students is I tell 00:11:27.320 --> 00:11:30.759 them at the end of their conversation, before 00:11:30.759 --> 00:11:35.759 you say what you do, tell them, say to them, 00:11:35.879 --> 00:11:38.980 say, you know something, I like you. I like what 00:11:38.980 --> 00:11:42.179 you do. I like how you're doing it. How can I 00:11:42.179 --> 00:11:47.049 make you more successful? How can I be a good 00:11:47.049 --> 00:11:51.870 referral source for you? It usually blows them 00:11:51.870 --> 00:11:56.090 away. Yeah. And then you exchange business cards. 00:11:56.190 --> 00:11:59.669 You say then what you do. And here's a little 00:11:59.669 --> 00:12:03.490 extra tip. When you get that his business card, 00:12:03.649 --> 00:12:07.450 write down the date, the name of the function, 00:12:07.590 --> 00:12:11.330 and something you spoke about. Because during 00:12:11.330 --> 00:12:14.870 your follow -up, which is probably more important 00:12:14.870 --> 00:12:18.169 than meeting the person, the follow -up, it will 00:12:18.169 --> 00:12:22.049 come in very handy for that. I love that. It's 00:12:22.049 --> 00:12:24.669 that being helpful. I call it serving. How can 00:12:24.669 --> 00:12:27.289 I serve this person? How can I help them in that 00:12:27.289 --> 00:12:29.190 moment? I think of it like planting seeds. How 00:12:29.190 --> 00:12:32.070 am I planting seeds here and not expecting it 00:12:32.070 --> 00:12:33.750 to grow right away, but instead I'm going to 00:12:33.750 --> 00:12:36.909 cultivate it, water it. I love that. There's 00:12:36.909 --> 00:12:40.809 farmers and there's hunters. Hunters is really 00:12:40.809 --> 00:12:43.070 the way it used to be. You go out there and get, 00:12:43.129 --> 00:12:45.509 how much can I do? How much business can I do? 00:12:45.870 --> 00:12:48.330 But formers is you go out and you plant the seeds. 00:12:48.830 --> 00:12:51.730 You say, how can I make you more successful? 00:12:52.009 --> 00:12:54.750 How can I be a good referral source for you? 00:12:54.850 --> 00:12:56.750 It changes the whole thing around a little bit, 00:12:56.809 --> 00:13:01.870 but that's good. Love it. Okay. So how can introverts 00:13:01.870 --> 00:13:06.049 follow up with new connections in a way that 00:13:07.980 --> 00:13:10.620 in a way that feels authentic and not forced. 00:13:11.220 --> 00:13:13.340 I think you just mentioned that that follow -up 00:13:13.340 --> 00:13:15.840 is key. I think oftentimes you meet so many people 00:13:15.840 --> 00:13:18.500 at a conference and then people forget to follow 00:13:18.500 --> 00:13:20.419 up. And I think doing it in a way that feels 00:13:20.419 --> 00:13:23.460 natural. I love writing, so it could be a message 00:13:23.460 --> 00:13:26.519 and a thoughtful, customized message. I've been 00:13:26.519 --> 00:13:28.840 to conferences and either before the conference 00:13:28.840 --> 00:13:31.320 or after, both people send a mass message to 00:13:31.320 --> 00:13:34.320 a bunch of people, either you're BCC'd. Or they 00:13:34.320 --> 00:13:36.320 send an individual message, but it's clearly 00:13:36.320 --> 00:13:39.919 just a template. I think it's powerful to be 00:13:39.919 --> 00:13:42.740 thoughtful. I love setting a timer and saying, 00:13:42.759 --> 00:13:44.600 for each person, I'm going to spend 10 minutes 00:13:44.600 --> 00:13:47.500 thinking, what did we talk about? If you took 00:13:47.500 --> 00:13:49.700 notes, that's great. Putting it on their business 00:13:49.700 --> 00:13:51.740 card. Or I keep my phone and say, what did we 00:13:51.740 --> 00:13:54.480 talk about? And I genuinely care. It's not just 00:13:54.480 --> 00:13:56.480 so I can send you a message, but I really want 00:13:56.480 --> 00:13:58.799 to be able to connect. And writing something 00:13:58.799 --> 00:14:01.360 custom to that person and being thoughtful and 00:14:01.360 --> 00:14:05.289 reflective can be powerful. I often find people 00:14:05.289 --> 00:14:08.070 assume it has to be a follow -up call, but sending 00:14:08.070 --> 00:14:10.769 a thoughtful email or a message can be powerful. 00:14:11.330 --> 00:14:13.649 Or if you use LinkedIn or different platforms, 00:14:13.789 --> 00:14:15.629 it can also be a voice memo. You can record a 00:14:15.629 --> 00:14:18.149 voice memo and send something to say, hey, it 00:14:18.149 --> 00:14:20.669 was great talking. Personally, I love snail mail 00:14:20.669 --> 00:14:22.690 too. I love sending people a thank you card. 00:14:22.750 --> 00:14:24.730 If you have their address, sending a message. 00:14:25.389 --> 00:14:27.629 I love coffee, so I have a coaster. I send people 00:14:27.629 --> 00:14:29.590 saying, hey, it was great connecting. Here was 00:14:29.590 --> 00:14:33.480 something that we talked about as well. That's 00:14:33.480 --> 00:14:36.659 great. Now, as a coach, that's one thing that 00:14:36.659 --> 00:14:40.620 I profess. I always say, look, when you come 00:14:40.620 --> 00:14:43.580 back from the event, send them a quick email, 00:14:43.620 --> 00:14:46.200 just thanking them for their time. But the next 00:14:46.200 --> 00:14:49.379 morning, you're ready for this. You write a handwritten 00:14:49.379 --> 00:14:54.019 thank you note. And you just, hey, Dr. Kyle, 00:14:54.240 --> 00:14:56.500 listen, I want to thank you for your time. It 00:14:56.500 --> 00:14:58.559 was great spending time with you. Hope everything 00:14:58.559 --> 00:15:02.009 is well, Michael. That's it. No business, no 00:15:02.009 --> 00:15:05.529 anything. And send it. Because what I tell, again, 00:15:05.710 --> 00:15:09.269 all of my students is imagine being the person 00:15:09.269 --> 00:15:13.250 receiving the thank you note. And who does that 00:15:13.250 --> 00:15:16.009 anymore? Except for my students, of course. And 00:15:16.009 --> 00:15:19.509 it really puts you on top of mind and gives them 00:15:19.509 --> 00:15:22.429 another reason to email or send you a card as 00:15:22.429 --> 00:15:25.210 well. So it's very good. Yeah, it's watering. 00:15:25.350 --> 00:15:27.370 You just keep watering all those seeds and people 00:15:27.370 --> 00:15:31.039 don't water enough. See what sprouts. Yeah. What 00:15:31.039 --> 00:15:35.679 comes up? It can really be fun when you're doing 00:15:35.679 --> 00:15:38.860 it. When you do it right, it's fun. It becomes 00:15:38.860 --> 00:15:41.059 like, oh, this is great. I want to do this again. 00:15:41.340 --> 00:15:43.799 Because you meet so many people and do so many 00:15:43.799 --> 00:15:47.600 things. But in a three or four hour event, I 00:15:47.600 --> 00:15:50.759 used to come home with a shoebox full of business 00:15:50.759 --> 00:15:55.320 cards and say, look how great I did. No, I didn't. 00:15:56.059 --> 00:16:00.100 A three or four hour event. I feel that you should 00:16:00.100 --> 00:16:03.299 come back with about 15 or 20 business cards 00:16:03.299 --> 00:16:06.659 because those are the relationships that you 00:16:06.659 --> 00:16:10.259 started, not a customer, but a relationship. 00:16:11.360 --> 00:16:14.100 And the way that I explained the difference between 00:16:14.100 --> 00:16:16.840 a customer relationship, a customer, if you go 00:16:16.840 --> 00:16:19.799 to a supermarket and one of your customers, you 00:16:19.799 --> 00:16:21.759 say, hi, Kyle, how you doing? Hey, how you doing? 00:16:21.840 --> 00:16:25.980 And you're done. If it's a relationship, hey, 00:16:26.080 --> 00:16:28.539 Kyle, how you doing? How's your? Wife, husband, 00:16:28.720 --> 00:16:31.139 son, daughter, whatever. Oh, I heard he played 00:16:31.139 --> 00:16:33.279 Little League. What position? And you have a 00:16:33.279 --> 00:16:37.259 conversation. And then you move on. And that 00:16:37.259 --> 00:16:41.059 also, hey, your second half will always say, 00:16:41.139 --> 00:16:44.879 who was that? Oh, that was Michael. I met him 00:16:44.879 --> 00:16:48.039 at a conference. Oh, that was very nice of him. 00:16:48.100 --> 00:16:50.759 Whatever. And it just keeps you top of mind. 00:16:51.659 --> 00:16:54.799 So that's a cute little way that I... I love 00:16:54.799 --> 00:16:59.769 that. Yep. Okay. What are some low -pressure 00:16:59.769 --> 00:17:03.990 networking approaches introverts can use, such 00:17:03.990 --> 00:17:07.329 as online networking or small group interactions? 00:17:08.210 --> 00:17:12.049 I love LinkedIn. That's my favorite way to network 00:17:12.049 --> 00:17:14.950 because you can be brave for five or ten seconds. 00:17:15.130 --> 00:17:18.109 You can be watching Netflix or Hulu or something 00:17:18.109 --> 00:17:19.990 and then send a message to someone and say, I'm 00:17:19.990 --> 00:17:22.190 going to reach out to this executive or this 00:17:22.190 --> 00:17:25.869 ideal client and spark a relationship. Oftentimes, 00:17:25.950 --> 00:17:27.890 as I shared earlier, you don't always have to 00:17:27.890 --> 00:17:29.630 be, they're like, oh, do I have to request a 00:17:29.630 --> 00:17:32.910 phone call or Zoom? You could, but it also can 00:17:32.910 --> 00:17:35.190 just be messaging back and forth. I've had clients 00:17:35.190 --> 00:17:37.190 who develop relationships with people and they've 00:17:37.190 --> 00:17:39.970 actually never hopped on. a phone call or a Zoom. 00:17:40.089 --> 00:17:42.609 You can be messaging back and forth. So that's 00:17:42.609 --> 00:17:45.230 one of my favorite ways. A lot of my clients, 00:17:45.349 --> 00:17:47.730 they're tech executives. They're very introverted. 00:17:48.049 --> 00:17:51.130 They're also in Slack communities or Facebook 00:17:51.130 --> 00:17:54.250 groups, or there's blind online community for 00:17:54.250 --> 00:17:57.589 tech people and folks in startups. There's online 00:17:57.589 --> 00:18:00.369 spaces you can be in where you can forge those 00:18:00.369 --> 00:18:03.829 relationships as well. So yes. Going to meetups 00:18:03.829 --> 00:18:06.130 and networking events can be powerful, but there's 00:18:06.130 --> 00:18:08.250 also just online spaces and communities, either 00:18:08.250 --> 00:18:11.309 one -on -one or groups. So when you think of 00:18:11.309 --> 00:18:13.130 networking, it doesn't always have to be in person 00:18:13.130 --> 00:18:16.930 either. Okay, so let me ask you a question. What 00:18:16.930 --> 00:18:21.430 about local networking? What would you suggest 00:18:21.430 --> 00:18:26.319 for local networking? I would find one that feels 00:18:26.319 --> 00:18:28.680 comfortable. Don't feel like it has to be a huge 00:18:28.680 --> 00:18:30.940 event either. Is there a small meetup group? 00:18:31.259 --> 00:18:34.019 One of my clients is in like a tech dad's group 00:18:34.019 --> 00:18:36.059 and it's a small group and they meet up for beer 00:18:36.059 --> 00:18:38.759 every week and grab beer at the bar and it's 00:18:38.759 --> 00:18:41.140 more casual. So I think finding one that feels 00:18:41.140 --> 00:18:43.220 comfortable and then also going with a friend 00:18:43.220 --> 00:18:45.900 or a colleague, that can help break the ice as 00:18:45.900 --> 00:18:47.619 well. So you're not just walking around the room 00:18:47.619 --> 00:18:50.099 alone, but instead is there someone who you can 00:18:50.099 --> 00:18:54.140 go with can be powerful too. And I always suggest 00:18:54.140 --> 00:18:58.220 joining a chamber of commerce because they have 00:18:58.220 --> 00:19:01.299 weekly meetings and you can hone your message 00:19:01.299 --> 00:19:05.460 without really honing your message, without really 00:19:05.460 --> 00:19:08.299 saying in front of everybody. So you have it 00:19:08.299 --> 00:19:10.900 with it, like my chamber of commerce, you have 00:19:10.900 --> 00:19:15.700 45 seconds to say what you do and then you break 00:19:15.700 --> 00:19:18.240 out into breakout sessions and you have two minutes. 00:19:18.910 --> 00:19:21.670 That's not a very long time. And it's very good 00:19:21.670 --> 00:19:24.690 for you just to, you know, keep up and hone your 00:19:24.690 --> 00:19:27.529 skills. And you get into the 30 second elevator 00:19:27.529 --> 00:19:30.549 speech and whether it's five seconds, 10 seconds 00:19:30.549 --> 00:19:33.390 or 30 seconds, but it helps you hone all that. 00:19:33.490 --> 00:19:38.369 So the in -person local meetings is great. But 00:19:38.369 --> 00:19:41.829 as you said, those other groups are fantastic, 00:19:42.269 --> 00:19:45.339 especially if you're introverted. Especially. 00:19:45.660 --> 00:19:48.099 Yeah. What I like about that is there's a purpose 00:19:48.099 --> 00:19:50.660 as well. So for someone who's, oh, this is scary. 00:19:50.819 --> 00:19:52.839 I'm just going in. You know what to expect. You 00:19:52.839 --> 00:19:55.500 can Google it. They have an agenda. Same with 00:19:55.500 --> 00:19:57.619 Toastmasters. You know exactly what to expect. 00:19:57.779 --> 00:19:59.720 So yes, it can be a little nerve wracking talking, 00:19:59.980 --> 00:20:02.259 but you know exactly what to expect. And that 00:20:02.259 --> 00:20:04.880 purpose can make it less intimidating as well. 00:20:04.980 --> 00:20:08.079 Exactly. And the more times you go, the easier 00:20:08.079 --> 00:20:12.920 it becomes. And what I say to people is, listen, 00:20:13.039 --> 00:20:15.309 you want to learn how to network? First of all, 00:20:15.329 --> 00:20:18.569 just go. Just go. The first time, you're going 00:20:18.569 --> 00:20:21.829 to mess up. No doubt about it. The second time, 00:20:21.890 --> 00:20:23.829 you're going to mess up just that much less. 00:20:24.390 --> 00:20:26.930 And the third time, that much less. Fourth time. 00:20:27.029 --> 00:20:30.470 And by the fifth time, it becomes old hat. And 00:20:30.470 --> 00:20:33.269 you know what to say and know what not to say. 00:20:33.670 --> 00:20:36.549 Especially about yourself, about your business, 00:20:36.650 --> 00:20:39.450 about somebody else's business. It's very easy 00:20:39.450 --> 00:20:43.869 to fall into a trap of... things not to say. 00:20:44.009 --> 00:20:46.890 And then for the rest of the night, even though 00:20:46.890 --> 00:20:49.589 that person may have forgotten about it, you'll 00:20:49.589 --> 00:20:53.150 remember it. There's no tomorrow. Okay. What 00:20:53.150 --> 00:20:56.869 about, what are some low pressure network? Did 00:20:56.869 --> 00:21:00.369 I say that already? Okay. How can introverts 00:21:00.369 --> 00:21:04.690 prepare for a networking event in advance to 00:21:04.690 --> 00:21:07.390 reduce anxiety and boost confidence? We touched 00:21:07.390 --> 00:21:11.130 on this before. Yeah, I think practice. I think 00:21:11.130 --> 00:21:13.309 practicing is really key. Having someone you 00:21:13.309 --> 00:21:15.450 trust who can practice with you is important. 00:21:15.630 --> 00:21:17.869 Going over those talking points. I encourage 00:21:17.869 --> 00:21:20.650 people not to have a script. Oftentimes people 00:21:20.650 --> 00:21:22.230 have a script and then they feel like they're 00:21:22.230 --> 00:21:24.069 going to memorize it and they skip a word. I 00:21:24.069 --> 00:21:26.450 recommend talking points instead. Having a word. 00:21:27.150 --> 00:21:29.609 or a few words that are going to guide you to 00:21:29.609 --> 00:21:31.910 go through. Something that you can't memorize, 00:21:32.069 --> 00:21:34.450 it's impossible because it's just words, can 00:21:34.450 --> 00:21:37.750 be helpful and really powerful. Especially if 00:21:37.750 --> 00:21:39.630 you're virtual, you can have those words in front 00:21:39.630 --> 00:21:42.410 of you and then get used to it. And I find that's 00:21:42.410 --> 00:21:44.750 a great way to get used to practicing. And then 00:21:44.750 --> 00:21:46.769 over time, removing the amount of words that 00:21:46.769 --> 00:21:49.710 are guiding you as well. And then videotape yourself 00:21:49.710 --> 00:21:52.759 and watch it back. Oh, that's probably going 00:21:52.759 --> 00:21:56.099 to scare a whole lot of people. Yeah, it's going 00:21:56.099 --> 00:22:00.579 to scare them. I look like that. Oh, I sound 00:22:00.579 --> 00:22:03.720 like that. Oh, no. But you're absolutely right. 00:22:03.839 --> 00:22:07.039 That's the best way for them to get better at 00:22:07.039 --> 00:22:09.140 what they do, for them to hone their skills. 00:22:09.660 --> 00:22:13.460 And talk in front of your parents, your brothers, 00:22:13.559 --> 00:22:15.799 your sisters, your friends. Just give a talk. 00:22:15.859 --> 00:22:19.630 Give a five -minute talk, 10 -minute talk. can 00:22:19.630 --> 00:22:24.269 see by the way that they respond on how you can 00:22:24.269 --> 00:22:27.849 change your talk. It's very interesting. Okay, 00:22:27.970 --> 00:22:32.309 so give me a personal networking success story 00:22:32.309 --> 00:22:37.029 that you overcame discomfort and built a great 00:22:37.029 --> 00:22:43.390 relationship. Two of my mentors who are now friends 00:22:43.390 --> 00:22:46.130 now, I found them on LinkedIn. One of them, I 00:22:46.130 --> 00:22:48.670 just reached out. They were involved in the NRWA, 00:22:48.769 --> 00:22:51.130 the National Resume Writers Association. And 00:22:51.130 --> 00:22:52.950 I was just reaching out to learn more about the 00:22:52.950 --> 00:22:55.210 conference. And it just started with a quick 00:22:55.210 --> 00:22:57.029 question. And now we're really close friends. 00:22:57.130 --> 00:22:59.710 We text every day. I've visited her in Florida. 00:23:00.480 --> 00:23:02.779 And it just started from a quick message. The 00:23:02.779 --> 00:23:04.599 same with another mentor. I was just posting 00:23:04.599 --> 00:23:07.480 on LinkedIn. We had a quick conversation. I was 00:23:07.480 --> 00:23:10.519 on a podcast. We've now met in person. And it 00:23:10.519 --> 00:23:12.519 just started from a quick message on LinkedIn 00:23:12.519 --> 00:23:15.380 and chatting and saying, let me reach out. And 00:23:15.380 --> 00:23:18.519 I think it just takes, at least as an introvert, 00:23:18.579 --> 00:23:20.180 where it can feel uncomfortable at first reaching 00:23:20.180 --> 00:23:23.079 out to a complete stranger, it just takes that 00:23:23.079 --> 00:23:25.539 five seconds of bravery to, okay, let me reach 00:23:25.539 --> 00:23:28.180 out. Let me make it past this discomfort. Okay, 00:23:28.259 --> 00:23:30.690 and then I'm done. And it just takes that. I 00:23:30.690 --> 00:23:33.190 have a client who has an emotional support pickle, 00:23:33.349 --> 00:23:36.650 this stuffed pickle, and they just hold it and 00:23:36.650 --> 00:23:37.970 they're like, okay, I'm going to do this scary 00:23:37.970 --> 00:23:40.730 thing, send, I'm done. And then they move past 00:23:40.730 --> 00:23:42.789 it. And that's what I think. I can just do this 00:23:42.789 --> 00:23:45.470 brave thing for five seconds and then it can 00:23:45.470 --> 00:23:47.650 result in this friendship or this mentor or this 00:23:47.650 --> 00:23:51.089 new client. Great. I want to tell you, that's 00:23:51.089 --> 00:23:53.910 great for building your self -confidence, but 00:23:53.910 --> 00:23:55.529 as well as you're reaching out and you're actually 00:23:55.529 --> 00:23:58.670 making friends. And with today's day and age, 00:23:58.710 --> 00:24:01.049 with LinkedIn and everything else, your friends 00:24:01.049 --> 00:24:05.089 could be anywhere. I do my podcast and I had 00:24:05.089 --> 00:24:08.029 somebody from Australia, somebody from Israel, 00:24:08.190 --> 00:24:11.309 somebody from Canada all in the same day. So 00:24:11.309 --> 00:24:14.029 where can I network and have people like that? 00:24:14.170 --> 00:24:17.329 So it's really an incredible thing. Okay. Very 00:24:17.329 --> 00:24:21.940 important. What are some key body language and 00:24:21.940 --> 00:24:25.779 nonverbal communication tips that introverts 00:24:25.779 --> 00:24:31.119 feel more at ease? I find there's this misleading 00:24:31.119 --> 00:24:33.180 advice sometimes where people always have to 00:24:33.180 --> 00:24:35.440 be making eye contact. They feel like I always 00:24:35.440 --> 00:24:37.119 have to be making eye contact. I don't agree 00:24:37.119 --> 00:24:38.680 with that. I don't think you always have to be 00:24:38.680 --> 00:24:40.940 doing that. I think part of it's cultural. It 00:24:40.940 --> 00:24:42.839 can be intimidating if you're always doing that. 00:24:42.920 --> 00:24:44.960 So I would encourage you to find what feels comfortable 00:24:44.960 --> 00:24:47.960 for you. I think watching back that video of 00:24:47.960 --> 00:24:50.420 yourself can be powerful. And I actually encourage 00:24:50.420 --> 00:24:53.480 people to do it three times. Just watch the video. 00:24:53.920 --> 00:24:57.809 See how you come across. just listen to the audio, 00:24:57.950 --> 00:24:59.809 see what it's like, and then put them together 00:24:59.809 --> 00:25:02.990 and see how you come across. If you notice someone 00:25:02.990 --> 00:25:05.490 who's a good speaker and you go watch some good 00:25:05.490 --> 00:25:08.230 speakers, whether it's a TED Talk or someone 00:25:08.230 --> 00:25:10.809 delivering a keynote, you'll notice they're actually 00:25:10.809 --> 00:25:13.269 not always giving eye contact. They're looking 00:25:13.269 --> 00:25:16.049 around. If someone's giving too much eye contact, 00:25:16.109 --> 00:25:18.150 it can be a lot. So I'd encourage you to do that 00:25:18.150 --> 00:25:21.259 and find what feels natural for you. Yes. There's 00:25:21.259 --> 00:25:23.400 power of stepping outside your comfort zone, 00:25:23.480 --> 00:25:25.099 but you also have to find what feels natural 00:25:25.099 --> 00:25:29.759 for you so you come off authentic as well. You're 00:25:29.759 --> 00:25:32.500 absolutely right. And I started out when I first 00:25:32.500 --> 00:25:35.099 started speaking, going on stages, keynotes, 00:25:35.099 --> 00:25:38.240 I would just pick two or three people in the 00:25:38.240 --> 00:25:41.119 audience. And those are the people I would concentrate 00:25:41.119 --> 00:25:44.160 on. I wouldn't see anybody else. Whether there 00:25:44.160 --> 00:25:46.299 was 10 people in the room or 100 people in the 00:25:46.299 --> 00:25:49.099 room, it wouldn't make a difference. But that's 00:25:49.099 --> 00:25:51.609 how I started. And then I... Got better, of course. 00:25:51.730 --> 00:25:55.029 But that's, again, helped me build the confidence 00:25:55.029 --> 00:25:58.869 and no fear. Give me one piece of advice you'd 00:25:58.869 --> 00:26:01.690 give an introvert who wants to grow their network 00:26:01.690 --> 00:26:05.450 but feels overwhelmed by the process. I would 00:26:05.450 --> 00:26:08.410 set realistic expectations. I feel oftentimes 00:26:08.410 --> 00:26:10.970 people set these huge lofty goals. I'm going 00:26:10.970 --> 00:26:13.829 to reach out to 100 people or something. I would 00:26:13.829 --> 00:26:16.710 set something small and achievable. Maybe I'm 00:26:16.710 --> 00:26:18.569 going to send one message a week. I think of 00:26:18.569 --> 00:26:20.450 it like planting those seeds. Okay, let's say 00:26:20.450 --> 00:26:22.269 you do one a week. That's one of my favorite 00:26:22.269 --> 00:26:24.410 goals to set, regardless of what the goal is. 00:26:24.690 --> 00:26:26.730 When I was starting my blog on my website, I'm 00:26:26.730 --> 00:26:29.190 like, I'm going to do one a week. That's 52 a 00:26:29.190 --> 00:26:31.170 year. Even if you take two weeks off, that's 00:26:31.170 --> 00:26:33.450 50 a year if you reach out to a person a week. 00:26:33.910 --> 00:26:37.089 So I would set a small, achievable goal and then 00:26:37.089 --> 00:26:38.930 find someone to help hold you accountable. Maybe 00:26:38.930 --> 00:26:42.130 it's your partner. Maybe it's a friend. Have 00:26:42.130 --> 00:26:43.950 them hold you. you accountable and say, okay, 00:26:44.009 --> 00:26:46.329 here, I've done it. And then maybe you get ahead 00:26:46.329 --> 00:26:48.569 one week, you send two or three messages and 00:26:48.569 --> 00:26:50.490 you can take the next few weeks off, but it starts 00:26:50.490 --> 00:26:53.150 adding up really quickly. And then what I always 00:26:53.150 --> 00:26:55.450 find powerful is when people respond, when you 00:26:55.450 --> 00:26:57.190 reach out to a stranger and they say, great, 00:26:57.289 --> 00:26:59.690 I'll chat with you and they'll help. I'm always 00:26:59.690 --> 00:27:02.069 amazed. I work with a lot of tech executives 00:27:02.069 --> 00:27:03.750 and I say, sure, let me go reach out to this 00:27:03.750 --> 00:27:05.869 person. And so sure, I'll talk with your client. 00:27:06.349 --> 00:27:08.910 Or I had an executive at a company. I didn't 00:27:08.910 --> 00:27:10.970 know them. I'm like, sure, I'll take your client 00:27:10.970 --> 00:27:13.539 on a tour. I didn't know this person. They just 00:27:13.539 --> 00:27:16.000 took my client on a tour of their headquarters 00:27:16.000 --> 00:27:18.099 and then passed their resume along to hiring 00:27:18.099 --> 00:27:20.319 managers. And it was a complete stranger. So 00:27:20.319 --> 00:27:22.500 people are willing to help. You just have to 00:27:22.500 --> 00:27:26.079 ask. Yes. It sounds you've had so much success 00:27:26.079 --> 00:27:29.519 with introverts, extroverts and placing people, 00:27:29.759 --> 00:27:33.640 helping people get placed. But I want you to 00:27:33.640 --> 00:27:38.380 give me a mistake that you've made and how you 00:27:38.380 --> 00:27:42.029 overcame it. I think one of the biggest mistakes 00:27:42.029 --> 00:27:46.269 I've made is reaching out and just like being 00:27:46.269 --> 00:27:49.369 too direct sometimes. I'm a very direct person, 00:27:49.410 --> 00:27:51.910 but being like, here's exactly what I need, very 00:27:51.910 --> 00:27:54.789 forward and not customizing it and making it 00:27:54.789 --> 00:27:57.730 sound like I was messaging a bunch of people. 00:27:57.789 --> 00:27:59.589 When I was first starting out, sometimes I would 00:27:59.589 --> 00:28:01.890 just send a bunch of messages to a bunch of people 00:28:01.890 --> 00:28:04.910 and not customize it. And when I go and look 00:28:04.910 --> 00:28:07.470 back, I'm like, oh, this sounds like it was AI 00:28:07.470 --> 00:28:11.680 before AI was a thing. So now when I do it, my 00:28:11.680 --> 00:28:15.420 technique for both myself and when I coach people 00:28:15.420 --> 00:28:18.200 is make sure it doesn't sound like AI. Spend 00:28:18.200 --> 00:28:20.599 time customizing it for each person. Because 00:28:20.599 --> 00:28:22.259 when I look back, I'm like, that was not a good 00:28:22.259 --> 00:28:25.740 message. It sounds like a template. And I didn't 00:28:25.740 --> 00:28:28.660 care about this person. I was just transacting. 00:28:29.339 --> 00:28:32.480 That was very good. Very good. I'm glad you overcame 00:28:32.480 --> 00:28:35.460 it as well. That was very sound advice. Kyle, 00:28:35.660 --> 00:28:38.960 how could somebody get hold of you if they wanted 00:28:38.960 --> 00:28:42.319 your services, they wanted to reach out to you, 00:28:42.339 --> 00:28:45.200 or even be coached by you? What's the best way 00:28:45.200 --> 00:28:47.720 for them to reach out to you? Yes, my website, 00:28:48.200 --> 00:28:50.319 caffeinatedkyle .com. And then I spend a lot 00:28:50.319 --> 00:28:53.000 of time on LinkedIn, Kyle Elliott with two L's 00:28:53.000 --> 00:28:56.740 and two T's. Very good. Kyle, I will tell you, 00:28:56.799 --> 00:29:00.480 it's been an absolute pleasure. discussing everything 00:29:00.480 --> 00:29:02.940 with you today. And I'm just sorry we ran out 00:29:02.940 --> 00:29:05.319 of time because we probably would sit here for 00:29:05.319 --> 00:29:07.859 two more hours talking about the same things. 00:29:08.039 --> 00:29:10.359 So I want to thank you again for coming on the 00:29:10.359 --> 00:29:14.940 podcast. Yes, thank you for having me. Well, 00:29:15.039 --> 00:29:17.960 hold on, folks. Don't go anywhere. Let me just 00:29:17.960 --> 00:29:21.140 read a few of our sponsors that we have. Struggling 00:29:21.140 --> 00:29:24.680 to reach success? Maybe it's time to quit. 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Revved Up Kids is 00:30:09.369 --> 00:30:12.789 on a mission to protect children and teens from 00:30:12.789 --> 00:30:15.650 sexual abuse, exploitation, and trafficking. 00:30:15.890 --> 00:30:18.549 They provide prevention training programs for 00:30:18.549 --> 00:30:22.220 children. teens, and adults. To learn more, go 00:30:22.220 --> 00:30:27.079 to revvedupkids .org. That's R -E -V -V -E -D 00:30:27.079 --> 00:30:34.259 -U -P -K -I -D -S .org. Well, that's a wrap, 00:30:34.339 --> 00:30:37.200 folks. A huge thank you to our special guests 00:30:37.200 --> 00:30:40.539 for sharing such incredible insights today. And 00:30:40.539 --> 00:30:43.920 of course, a big shout out to you, our amazing 00:30:43.920 --> 00:30:46.859 listeners, for tuning in and spending your time 00:30:46.859 --> 00:30:50.730 with us. Remember, networking isn't about being 00:30:50.730 --> 00:30:54.069 perfect. It's about being present. So take what 00:30:54.069 --> 00:30:56.650 you've learned today, get out there and make 00:30:56.650 --> 00:30:59.650 some meaningful connections. If you enjoyed this 00:30:59.650 --> 00:31:02.630 episode, don't forget to subscribe, leave us 00:31:02.630 --> 00:31:05.250 a review and share it with someone who could 00:31:05.250 --> 00:31:08.549 use a little networking inspiration. Let's keep 00:31:08.549 --> 00:31:12.269 the conversation going. You can find me on Apple, 00:31:12.390 --> 00:31:17.039 Spotify, YouTube or my website. Michael A. Foreman, 00:31:17.059 --> 00:31:21.019 remember, until next time, keep practicing, keep 00:31:21.019 --> 00:31:23.579 connecting, and keep building those relationships. 00:31:24.019 --> 00:31:27.160 This is Michael A. Foreman signing off. Take 00:31:27.160 --> 00:31:28.799 care and happy networking.