WEBVTT 00:00:06.059 --> 00:00:10.400 Hello, and welcome to Networking Unleashed, building 00:00:10.400 --> 00:00:13.619 profitable connections. Welcome back to the show, 00:00:13.619 --> 00:00:16.699 folks. I'm your host, Michael Foreman, and you're 00:00:16.699 --> 00:00:19.379 listening to the podcast where networking is 00:00:19.379 --> 00:00:22.239 more than just awkward handshakes and bad coffee. 00:00:22.480 --> 00:00:26.079 It's an art and a talent. But here's the twist. 00:00:26.280 --> 00:00:29.399 It's an art and talent you can actually learn. 00:00:29.929 --> 00:00:32.609 Yes, even if you're the person hiding in the 00:00:32.609 --> 00:00:35.649 corner at every event pretending to check your 00:00:35.649 --> 00:00:39.189 emails. Networking isn't just a nice skill to 00:00:39.189 --> 00:00:42.590 have, it's a game changer. When you get good 00:00:42.590 --> 00:00:45.030 at it, you'll wonder why you didn't start sooner. 00:00:45.549 --> 00:00:49.229 More connections, more opportunities, more profits. 00:00:49.450 --> 00:00:53.090 It's like unlocking a cheat code for life. So 00:00:53.090 --> 00:00:55.609 whether you're the life of the party or the just 00:00:55.609 --> 00:00:58.509 let me stay at home and text type. We've got 00:00:58.509 --> 00:01:01.570 something for you. So stick around. Let's turn 00:01:01.570 --> 00:01:04.709 those awkward small talk moments into big wins. 00:01:05.549 --> 00:01:10.250 I have an amazing guest today. She has done so 00:01:10.250 --> 00:01:15.250 much for the consulting field. But let me introduce 00:01:15.250 --> 00:01:19.450 Dr. Lachelle Wehme. Did I get that correct? You 00:01:19.450 --> 00:01:22.049 did. All right. That's not bad. Starting out 00:01:22.049 --> 00:01:25.700 on the right foot. Dr. Wehme is... passionate 00:01:25.700 --> 00:01:28.840 about helping people unlock their full potential. 00:01:29.120 --> 00:01:32.459 For over 15 years, she has been connecting with 00:01:32.459 --> 00:01:35.799 audiences and a motivational speaker. And for 00:01:35.799 --> 00:01:38.480 the past six years, she has also been guiding 00:01:38.480 --> 00:01:41.739 individuals and organizations through her coaching 00:01:41.739 --> 00:01:45.920 business and consulting practice. And before 00:01:45.920 --> 00:01:49.959 I butcher it even more, let me turn it over to 00:01:49.959 --> 00:01:54.319 Dr. Weemey. And let me just introduce her because... 00:01:54.680 --> 00:01:57.200 You'll get so much out of it. Doctor, will you 00:01:57.200 --> 00:02:00.459 please take me off this and help me stop rambling 00:02:00.459 --> 00:02:03.099 on? You're doing such a great job. I just got 00:02:03.099 --> 00:02:06.120 to say, I'm so excited to be here. I feel like 00:02:06.120 --> 00:02:08.879 when we are able to find better ways to connect, 00:02:09.060 --> 00:02:11.360 we can create this beautiful life of abundance. 00:02:11.460 --> 00:02:14.199 And let's just be real, Michael, money comes 00:02:14.199 --> 00:02:19.120 from people. And if we're not connecting with 00:02:19.120 --> 00:02:20.840 people, then how are we ever going to have the 00:02:20.840 --> 00:02:22.939 impact and the abundance and the ways to give 00:02:22.939 --> 00:02:26.539 back if we don't make ourselves learn the skill 00:02:26.539 --> 00:02:29.259 of relating to and communicating with other people? 00:02:29.419 --> 00:02:31.280 And so I'm going to give you guys a little bit 00:02:31.280 --> 00:02:33.659 of background because never in a million years, 00:02:33.800 --> 00:02:35.740 20 years ago, would I have ever thought that 00:02:35.740 --> 00:02:38.219 I'd be sitting having these conversations because 00:02:38.219 --> 00:02:43.719 I was 1000 % the awkward girl in the corner comparing 00:02:43.719 --> 00:02:46.340 myself to everybody else. I hated to show up 00:02:46.340 --> 00:02:48.280 at that kind of... of stuff. And here I am putting 00:02:48.280 --> 00:02:50.719 myself out there because I believe so much in 00:02:50.719 --> 00:02:53.300 what it is that I do. And so a little background 00:02:53.300 --> 00:02:55.620 about me. I actually have my formal education 00:02:55.620 --> 00:02:58.340 in anesthesia. I went to college for nursing. 00:02:58.479 --> 00:03:00.900 Then I went on to get my nurse anesthesia degree 00:03:00.900 --> 00:03:04.479 and then onto my doctorate and was literally 00:03:04.479 --> 00:03:07.080 doing all the things that I thought I was supposed 00:03:07.080 --> 00:03:09.539 to do. We shit on ourselves every once in a while, 00:03:09.659 --> 00:03:12.120 right? And I was doing all the things, chasing 00:03:12.120 --> 00:03:14.759 the degrees, chasing all of the titles, became 00:03:14.759 --> 00:03:17.900 a professor. doing all this stuff in order to 00:03:17.900 --> 00:03:21.400 really honestly, if I had to get vulnerable with 00:03:21.400 --> 00:03:25.439 you, prove my worth to myself because I was the 00:03:25.439 --> 00:03:29.580 shy kid. I was the one who was trying to. eventually 00:03:29.580 --> 00:03:32.840 try to make myself good enough. And I felt like 00:03:32.840 --> 00:03:35.479 the more that I did in the professional world, 00:03:35.560 --> 00:03:37.879 the more I was going to get there. And what happened 00:03:37.879 --> 00:03:41.280 to me was honestly divine intervention. I was 00:03:41.280 --> 00:03:43.159 introduced to an opportunity that I could start 00:03:43.159 --> 00:03:46.879 my own online business in 2016. It was something 00:03:46.879 --> 00:03:49.520 that I wasn't even on my radar. And I leaned 00:03:49.520 --> 00:03:52.319 in with curiosity. It completely changed my life 00:03:52.319 --> 00:03:54.000 because I started to recognize that there was 00:03:54.000 --> 00:03:56.560 something out there that I could do that allowed 00:03:56.560 --> 00:03:58.360 me to be challenged and fulfilled and make a 00:03:58.439 --> 00:04:00.979 difference and be the more present mom and wife. 00:04:01.099 --> 00:04:03.400 And in that space, as you guys know, anytime 00:04:03.400 --> 00:04:06.060 you put yourself into sales or entrepreneurship, 00:04:06.319 --> 00:04:09.419 you have to recognize that it's literally a personal 00:04:09.419 --> 00:04:12.759 development with a paycheck, right? And so I 00:04:12.759 --> 00:04:15.219 had to start looking inward, which is how I discovered 00:04:15.219 --> 00:04:18.319 that whole. degree chasing situation was really 00:04:18.319 --> 00:04:21.699 just me trying to be good enough. And I started 00:04:21.699 --> 00:04:24.860 to really hone in on ways that I could get better 00:04:24.860 --> 00:04:27.680 so that I could serve people so I could serve 00:04:27.680 --> 00:04:30.540 my family and love helping other people do the 00:04:30.540 --> 00:04:32.180 same. And I know that when we were chatting before 00:04:32.180 --> 00:04:33.759 we started to interview, you told me a little 00:04:33.759 --> 00:04:35.540 bit about these amazing people that you serve. 00:04:35.800 --> 00:04:37.800 And I'm guessing that a lot of the people that 00:04:37.800 --> 00:04:39.560 are listening, the realtors out there, the mortgage 00:04:39.560 --> 00:04:41.620 people that are out there, this might be a second 00:04:41.620 --> 00:04:44.009 career for you. You might have started out as 00:04:44.009 --> 00:04:45.649 a teacher, like a lot of people, and you're like, 00:04:45.750 --> 00:04:48.050 this isn't for me. I need to do something different. 00:04:48.110 --> 00:04:50.490 A lot of my realtor clients were previous professionals 00:04:50.490 --> 00:04:53.209 and other things before. And I think that when 00:04:53.209 --> 00:04:55.730 we get ourselves into these spaces, it's what 00:04:55.730 --> 00:04:59.529 the heck am I doing here? And how am I supposed 00:04:59.529 --> 00:05:01.490 to introduce myself? And how am I supposed to 00:05:01.490 --> 00:05:03.189 make these connections? And how is this supposed 00:05:03.189 --> 00:05:06.560 to work? I think that the reason that I'm so 00:05:06.560 --> 00:05:09.600 passionate about what I am doing and how I do 00:05:09.600 --> 00:05:12.240 it is because I've been there and I had to figure 00:05:12.240 --> 00:05:15.000 it out myself. And really, my passion is to help 00:05:15.000 --> 00:05:18.759 people, solopreneurs, service -based people, 00:05:18.920 --> 00:05:21.600 really manifest consistent five -figure months 00:05:21.600 --> 00:05:23.720 without overthinking and without burning out. 00:05:24.000 --> 00:05:26.420 And I got to tell you, Michael, that the communication 00:05:26.420 --> 00:05:28.540 and the meeting the people, the who, not how, 00:05:28.699 --> 00:05:33.459 is a huge part of making that happen. And what 00:05:33.459 --> 00:05:37.230 I love to do is I like to find ways that we are 00:05:37.230 --> 00:05:40.389 creating resistance to that flow that can help 00:05:40.389 --> 00:05:42.610 us get there. The butts, I call them. We all 00:05:42.610 --> 00:05:45.170 have big butts and I cannot lie, right? It's 00:05:45.170 --> 00:05:47.230 the things that we create these excuses around 00:05:47.230 --> 00:05:49.550 ourselves of why we can't make that happen or 00:05:49.550 --> 00:05:52.250 what we have going on inside of ourselves that 00:05:52.250 --> 00:05:54.470 are creating this resistance and these roadblocks 00:05:54.470 --> 00:05:56.870 and these butts and help you to recognize them 00:05:56.870 --> 00:05:59.230 and be able to bust through them so that you 00:05:59.230 --> 00:06:02.189 can get to where you want to go faster. It's 00:06:02.189 --> 00:06:04.750 amazing because I can literally feel your passion 00:06:04.750 --> 00:06:08.129 come right through the camera. You're so passionate 00:06:08.129 --> 00:06:10.930 about what you do. And that's great because I 00:06:10.930 --> 00:06:14.290 too am passionate about networking and communication 00:06:14.290 --> 00:06:18.209 itself. So I feel your passion and that's a wonderful 00:06:18.209 --> 00:06:22.089 thing. How did you first discover the power of 00:06:22.089 --> 00:06:26.329 networking in your career? Yeah, so I think that 00:06:26.329 --> 00:06:28.810 I literally was just really coachable. So when 00:06:28.810 --> 00:06:31.959 I started my... journey as an entrepreneur, all 00:06:31.959 --> 00:06:34.019 of this was so different. You guys, I have to 00:06:34.019 --> 00:06:37.680 remind you that I had a career in anesthesia. 00:06:37.800 --> 00:06:40.560 If you've ever had any experience in surgery, 00:06:40.720 --> 00:06:43.420 you know that anesthesia is like paying no attention 00:06:43.420 --> 00:06:45.680 to the man behind the drape. There's like the 00:06:45.680 --> 00:06:47.779 surgery and then there's a surgical drape and 00:06:47.779 --> 00:06:49.540 then anesthesia is in the background, like paying 00:06:49.540 --> 00:06:52.100 attention to all of the monitors and stuff. And 00:06:52.100 --> 00:06:54.319 so I literally could spend an entire eight hour 00:06:54.319 --> 00:06:58.430 shift not talking to anybody. And I was not used 00:06:58.430 --> 00:07:00.290 to this stuff. So I remember going to my very 00:07:00.290 --> 00:07:04.370 first networking event that was told about to 00:07:04.370 --> 00:07:06.550 me by my financial advisor. He's, hey, Lachelle, 00:07:06.629 --> 00:07:08.529 I'm doing this. This might actually help your 00:07:08.529 --> 00:07:10.310 side business. If you want to join me, you're 00:07:10.310 --> 00:07:14.220 welcome to. And I was just. I was introduced 00:07:14.220 --> 00:07:16.939 and I was exposed and I was like, this is interesting. 00:07:17.000 --> 00:07:20.579 These people really have some experience in business. 00:07:20.639 --> 00:07:22.980 I could really learn something from people. But 00:07:22.980 --> 00:07:26.339 gosh, Michael, like I didn't have the confidence 00:07:26.339 --> 00:07:28.560 myself. I didn't know how to introduce myself 00:07:28.560 --> 00:07:31.240 and do my elevator speech. I didn't know if I 00:07:31.240 --> 00:07:33.459 even belonged at that table. I felt awkward. 00:07:33.540 --> 00:07:35.639 Here I was. This was just my side hustle at the 00:07:35.639 --> 00:07:38.319 time. And I felt, gosh, what am I doing here? 00:07:38.720 --> 00:07:41.420 But I made myself show up anyway. And I remember 00:07:41.420 --> 00:07:45.079 just learning by listening and having people 00:07:45.079 --> 00:07:49.139 model for me and signing up for my showcase and 00:07:49.139 --> 00:07:51.939 introducing myself and being so nervous that 00:07:51.939 --> 00:07:54.399 I had memorized the entire thing a couple of 00:07:54.399 --> 00:07:55.660 days before because I didn't want to mess it 00:07:55.660 --> 00:07:58.519 up. And now I can just, yesterday I got home 00:07:58.519 --> 00:08:02.350 and I had to do an impromptu. to talk to somebody 00:08:02.350 --> 00:08:04.990 in California on quantum physics. And I just 00:08:04.990 --> 00:08:07.569 winged it because it's just what I do now. But 00:08:07.569 --> 00:08:10.509 at the time that was so terrifying to me, but 00:08:10.509 --> 00:08:13.310 I started to recognize like how powerful referrals 00:08:13.310 --> 00:08:16.350 are, how powerful just learning from people who 00:08:16.350 --> 00:08:18.470 are already successful in business and what they're 00:08:18.470 --> 00:08:21.350 doing and how they could help me just by watching 00:08:21.350 --> 00:08:24.110 them and asking them questions. And it was a 00:08:24.110 --> 00:08:27.350 game changer for me, honestly. That's fantastic. 00:08:27.550 --> 00:08:32.110 And you learned. practice. Networking is a skill. 00:08:32.389 --> 00:08:35.690 And as every other skill, you have to practice. 00:08:35.889 --> 00:08:39.110 And it's so important. And you get better and 00:08:39.110 --> 00:08:42.330 more comfortable. And you think that, okay, that's 00:08:42.330 --> 00:08:45.029 all right. I've learned enough. And you're like, 00:08:45.129 --> 00:08:48.110 no, you have to practice more. You have to get 00:08:48.110 --> 00:08:50.929 more comfortable so you can expand what you talk 00:08:50.929 --> 00:08:54.929 about. Yes. That's very good. Very point. What's 00:08:54.929 --> 00:08:58.190 the most common misconception people have about 00:08:58.190 --> 00:09:01.970 networking? Oh my gosh. Okay. So I believe that 00:09:01.970 --> 00:09:04.470 is that they think that there are them. And then 00:09:04.470 --> 00:09:06.929 there's me. There are the people, we all know 00:09:06.929 --> 00:09:08.970 them, the gregarious life of the party. They 00:09:08.970 --> 00:09:11.409 show up and everybody's listening and they just 00:09:11.409 --> 00:09:12.990 seem like they have all their stuff together. 00:09:12.990 --> 00:09:15.509 And they seem like all their words come out perfectly. 00:09:15.669 --> 00:09:17.750 And then there's ourselves who we think we are 00:09:17.750 --> 00:09:19.429 in our mind. They're like, oh my gosh, that's 00:09:19.429 --> 00:09:23.250 not me. Right. I am a self -proclaimed introvert. 00:09:23.429 --> 00:09:26.700 And if you were to be more. It's probably I'm 00:09:26.700 --> 00:09:28.740 an extroverted introvert because people are very 00:09:28.740 --> 00:09:31.039 surprised that I'm an introvert because I come 00:09:31.039 --> 00:09:34.139 across as somebody that's very easily articulating 00:09:34.139 --> 00:09:36.659 what I have to say and all the things. But the 00:09:36.659 --> 00:09:40.440 reality is that I had to learn that skill. It's 00:09:40.440 --> 00:09:42.559 possible to learn it. And I had to acknowledge 00:09:42.559 --> 00:09:44.899 the fact that there is not just a them and a 00:09:44.899 --> 00:09:48.120 me. There is a me who gets to start from where 00:09:48.120 --> 00:09:51.580 I am with what I have. And I get to learn those 00:09:51.580 --> 00:09:53.480 skills and that comes through practice, just 00:09:53.480 --> 00:09:55.840 like you said, right? And so oftentimes people 00:09:55.840 --> 00:09:58.480 say, Lachelle, I'm just not that good with people. 00:09:58.539 --> 00:10:00.960 I'm not that good with words. And I tell you 00:10:00.960 --> 00:10:04.000 that if you are an introvert, you actually have 00:10:04.000 --> 00:10:06.840 a leg up. And can I tell you why, Michael? Why 00:10:06.840 --> 00:10:09.200 that's such an important thing? Absolutely. As 00:10:09.200 --> 00:10:11.919 an introvert, you guys, we are not the life of 00:10:11.919 --> 00:10:14.860 the party, but we are really freaking good listeners. 00:10:15.950 --> 00:10:18.850 And when I was able to show up and I just came 00:10:18.850 --> 00:10:22.129 with some very basic questions and then I just 00:10:22.129 --> 00:10:24.570 shut up and listened and I allowed the other 00:10:24.570 --> 00:10:27.529 person to tell me about them. And guess what? 00:10:28.330 --> 00:10:31.470 They felt heard. They felt seen. They felt a 00:10:31.470 --> 00:10:35.149 connection with me because they felt like somebody 00:10:35.149 --> 00:10:37.690 was actually paying attention to them and giving 00:10:37.690 --> 00:10:42.000 them their 100 undivided attention. And they 00:10:42.000 --> 00:10:43.799 made a connection with me that made them want 00:10:43.799 --> 00:10:46.000 to continue to get to know me. I didn't have 00:10:46.000 --> 00:10:48.059 to come with all the fancy words. I didn't have 00:10:48.059 --> 00:10:50.299 to come with all of the expertise. I had to come 00:10:50.299 --> 00:10:53.840 with a few questions and just really good listening 00:10:53.840 --> 00:10:56.519 and making sure that whenever I'm in front of 00:10:56.519 --> 00:11:00.200 somebody, I am giving them my 100 % undivided 00:11:00.200 --> 00:11:04.200 attention so that they feel seen and heard. And 00:11:04.200 --> 00:11:07.740 Brent, when you are somebody who thinks that 00:11:08.250 --> 00:11:10.129 If you're not extroverted, then you don't have 00:11:10.129 --> 00:11:12.129 the leg up. I'm just going to tell you that oftentimes 00:11:12.129 --> 00:11:15.490 extroverted people actually don't realize that 00:11:15.490 --> 00:11:17.009 they're hurting themselves because they don't 00:11:17.009 --> 00:11:20.470 stop talking. They are the ones who have to tell 00:11:20.470 --> 00:11:22.450 everybody everything. They're the ones who find 00:11:22.450 --> 00:11:24.649 themselves interrupting because it's just part 00:11:24.649 --> 00:11:27.769 of habit. And the introverts are the ones that 00:11:27.769 --> 00:11:29.389 are sitting back and they're taking it in and 00:11:29.389 --> 00:11:31.970 they're being thoughtful. So I hear you're saying 00:11:31.970 --> 00:11:34.769 this. And I got to tell you guys, you're going 00:11:34.769 --> 00:11:37.549 to get further on these one -on -one conversations 00:11:37.549 --> 00:11:40.529 because you're listening and you're genuinely 00:11:40.529 --> 00:11:43.370 interested and people are going to start to notice 00:11:43.370 --> 00:11:45.990 that. So stop thinking that you're not cut out 00:11:45.990 --> 00:11:48.330 for it because you are, you actually have a superpower. 00:11:49.210 --> 00:11:53.789 You hit on so many points of basic networking 00:11:53.789 --> 00:11:57.929 skills that I can't even go over it. But what 00:11:57.929 --> 00:12:02.759 you're saying is so... It's so good and so correct 00:12:02.759 --> 00:12:05.840 that because listening is so much more powerful 00:12:05.840 --> 00:12:08.259 than talking. OK, that's first and foremost. 00:12:08.620 --> 00:12:12.200 But you my next question, you pretty much answered 00:12:12.200 --> 00:12:15.679 it just now. OK, so I'm going to ask you anyway. 00:12:15.919 --> 00:12:20.879 Can you give me three tips for effective networking 00:12:20.879 --> 00:12:25.240 at events or conferences? Yeah. So I will tell 00:12:25.240 --> 00:12:28.320 you that my secret sauce, everything that I do 00:12:28.320 --> 00:12:31.840 in my company is this intersection between quantum 00:12:31.840 --> 00:12:34.000 physics, brain science, and scripture. And I 00:12:34.000 --> 00:12:35.960 do that in order to get people fast results. 00:12:36.120 --> 00:12:40.340 That is more ease and flow. Okay. Part of the 00:12:40.340 --> 00:12:43.000 intersection of brain science and quantum physics 00:12:43.000 --> 00:12:46.419 is this law of assumption. It's the acting as 00:12:46.419 --> 00:12:50.120 if it's already here, even before you see evidence 00:12:50.120 --> 00:12:52.620 of it. And so what this means is when you're 00:12:52.620 --> 00:12:55.539 going into this networking event, we've already 00:12:55.539 --> 00:12:57.539 talked about one of my tips, which is just being 00:12:57.539 --> 00:12:59.919 a really active listener. You would let the other 00:12:59.919 --> 00:13:01.840 person feel like they're the most important person 00:13:01.840 --> 00:13:05.139 in the world and they will 100 % not forget you, 00:13:05.179 --> 00:13:08.850 okay? With that aside, what I want you guys to 00:13:08.850 --> 00:13:11.169 do is I want you to show up and I want you to 00:13:11.169 --> 00:13:14.570 act as if you were already the person that is 00:13:14.570 --> 00:13:17.230 five years down the road that has already accomplished 00:13:17.230 --> 00:13:20.570 everything that you set out to do. It is not 00:13:20.570 --> 00:13:23.629 what we do, friend. It is who we are while we 00:13:23.629 --> 00:13:26.889 do it. It's the posture in which we show up. 00:13:27.419 --> 00:13:30.620 So even before I knew what the hell I was doing, 00:13:30.720 --> 00:13:34.419 I had to pretend in my mind that I did. And I 00:13:34.419 --> 00:13:36.100 know that we say fake it till you make it and 00:13:36.100 --> 00:13:38.019 blah, blah, blah. We can make all of these like 00:13:38.019 --> 00:13:41.399 cliches. But in the world of quantum physics 00:13:41.399 --> 00:13:46.059 and brain science, you get to step into this 00:13:46.059 --> 00:13:47.980 person, this future version of yourself. And 00:13:47.980 --> 00:13:49.720 you carry yourself in that way. You articulate 00:13:49.720 --> 00:13:51.940 yourself in that way. And you might get to the 00:13:51.940 --> 00:13:54.429 car and you're like, holy crap. I hope that went 00:13:54.429 --> 00:13:56.250 okay. Or you might be giving yourself a little 00:13:56.250 --> 00:13:58.090 pep talk with affirmations before you walk in 00:13:58.090 --> 00:14:01.330 the door. Nobody needs to know that you're paddling 00:14:01.330 --> 00:14:03.690 like heck underneath the water. But when you 00:14:03.690 --> 00:14:05.830 show up, I want you to say to yourself, I am 00:14:05.830 --> 00:14:10.590 supposed to be here. I belong here. People need 00:14:10.590 --> 00:14:14.360 what I have to give. And I can't wait to serve 00:14:14.360 --> 00:14:16.860 people because I'm here and I am showing up. 00:14:17.139 --> 00:14:19.779 And when you can allow yourself to step into 00:14:19.779 --> 00:14:23.100 that person, when you can allow yourself to pretend 00:14:23.100 --> 00:14:26.419 like you are the confidence person. You will 00:14:26.419 --> 00:14:29.779 start to show up energetically that way, and 00:14:29.779 --> 00:14:31.980 you will start to speak that way, and you will 00:14:31.980 --> 00:14:34.440 start to believe it eventually because our brain 00:14:34.440 --> 00:14:37.980 has things called mirror neurons. And our mirror 00:14:37.980 --> 00:14:40.120 neurons cannot tell the difference between what 00:14:40.120 --> 00:14:42.620 is real and what is imagined. That's why if I 00:14:42.620 --> 00:14:45.039 imagine that I'm jumping out of a plane right 00:14:45.039 --> 00:14:47.019 now, my heart's going to beat a little bit faster 00:14:47.019 --> 00:14:48.620 and my palms are going to get sweaty, right? 00:14:48.799 --> 00:14:52.019 My brain cannot tell the difference between what 00:14:52.019 --> 00:14:54.259 is actually happening and what's going on in 00:14:54.259 --> 00:14:58.429 my imagination. So if you can imagine that you 00:14:58.429 --> 00:15:02.490 are already that person and you can imagine as 00:15:02.490 --> 00:15:06.710 if you are an actor in a play and you get to 00:15:06.710 --> 00:15:08.929 think about what would she say? How would she 00:15:08.929 --> 00:15:10.870 carry herself? How would she introduce herself? 00:15:11.470 --> 00:15:13.909 And you imagine that you were stepping on this 00:15:13.909 --> 00:15:18.409 stage for this event and you are going to play 00:15:18.409 --> 00:15:22.470 the role of a lifetime. How would that be? And 00:15:22.470 --> 00:15:25.389 then this is the thing, your brain. will over 00:15:25.389 --> 00:15:27.669 time with practice, start to associate yourself 00:15:27.669 --> 00:15:30.110 with that person. Now, here's the cool part, 00:15:30.169 --> 00:15:33.509 Michael, is that this can go way beyond you interacting 00:15:33.509 --> 00:15:35.029 with people in networking events, because when 00:15:35.029 --> 00:15:37.610 you start to show up in this way, you're going 00:15:37.610 --> 00:15:39.750 to start to show up in that way for everything. 00:15:40.009 --> 00:15:41.929 You're going to be that person in the morning 00:15:41.929 --> 00:15:43.490 where your alarm goes off. Instead of hitting 00:15:43.490 --> 00:15:45.309 snooze like you have for the last five years, 00:15:45.470 --> 00:15:46.850 you're going to get up and you're going to do 00:15:46.850 --> 00:15:48.710 your affirmations and you're going to do your 00:15:48.710 --> 00:15:52.049 meditation. You're going to pick up the sales 00:15:52.049 --> 00:15:54.929 call and you're going to be confident instead 00:15:54.929 --> 00:15:56.509 of saying, oh, I'm going to call them tomorrow. 00:15:56.649 --> 00:15:58.529 Like that person's on my chicken list. Like I'm 00:15:58.529 --> 00:16:00.289 not going to do it. You're going to start to 00:16:00.289 --> 00:16:03.789 behave like her or him even before you're ready. 00:16:03.850 --> 00:16:05.549 And guess what's going to happen? Those behaviors 00:16:05.549 --> 00:16:08.169 are going to create the results that are going 00:16:08.169 --> 00:16:11.649 to align with that life. And if it means that 00:16:11.649 --> 00:16:13.649 networking and it means communication, it means 00:16:13.649 --> 00:16:15.309 getting in front of people is going to be the 00:16:15.309 --> 00:16:18.159 catalyst. to help you put into action some of 00:16:18.159 --> 00:16:19.559 the things that we're talking about today. Let 00:16:19.559 --> 00:16:22.259 that be. The catalyst is going to change your 00:16:22.259 --> 00:16:24.480 life because all of a sudden you're going to 00:16:24.480 --> 00:16:27.179 start to act as if you were already her or him 00:16:27.179 --> 00:16:29.379 and things are going to start to fall into place. 00:16:30.620 --> 00:16:35.480 That's absolutely great. And for that in -person 00:16:35.480 --> 00:16:37.899 feeling, because you have to pick up the vibe 00:16:37.899 --> 00:16:40.480 of the person and the vibe of the room and everything, 00:16:40.580 --> 00:16:43.659 but you're doing that one -on -one. And that's 00:16:43.659 --> 00:16:48.929 great. But how has... Social media affected the 00:16:48.929 --> 00:16:52.509 way people do networking. I think that it's made 00:16:52.509 --> 00:16:56.330 people two things. I think that people will hide 00:16:56.330 --> 00:16:59.690 behind screens more than we used to. And I would 00:16:59.690 --> 00:17:01.610 admit to that. It's a lot easier to sit in my 00:17:01.610 --> 00:17:03.649 yoga pants than it is for me to get all dressed 00:17:03.649 --> 00:17:06.470 up and go into town, right? But what I've also 00:17:06.470 --> 00:17:09.049 recognized, Michael, is that people are starved 00:17:09.049 --> 00:17:12.650 for real relationships. I actually recently started 00:17:12.650 --> 00:17:16.329 a network. event in my community just in the 00:17:16.329 --> 00:17:19.910 last couple of months here. And people are just 00:17:19.910 --> 00:17:24.470 craving real communication. Even though I offer 00:17:24.470 --> 00:17:29.230 networking events over Zoom, they gravitate towards 00:17:29.230 --> 00:17:31.470 the in -person ones because I feel like we are 00:17:31.470 --> 00:17:35.369 missing out on that stuff. And so it's two parts. 00:17:35.450 --> 00:17:38.369 Sometimes the social media and Zooms and all 00:17:38.369 --> 00:17:40.549 those things can feed our insecurities and keep 00:17:40.549 --> 00:17:44.259 us feel safe. But I also think that we have to 00:17:44.259 --> 00:17:46.819 recognize that there's at some point a way for 00:17:46.819 --> 00:17:49.339 us to step outside of that. As a global business 00:17:49.339 --> 00:17:51.059 coach, I have clients from all over the world, 00:17:51.160 --> 00:17:54.240 right? And that's amazing. And social media is 00:17:54.240 --> 00:17:56.180 a way for me to make that happen. My podcast 00:17:56.180 --> 00:17:57.940 is a way for that to happen. My YouTube channel, 00:17:58.039 --> 00:18:00.420 whatever the case may be, right? That's awesome. 00:18:00.960 --> 00:18:03.180 But I've also recognized that when I do these 00:18:03.180 --> 00:18:06.099 high level luxury in -person retreats around 00:18:06.099 --> 00:18:09.019 the world, I looked in the room and I'm like, 00:18:09.059 --> 00:18:11.160 holy crap, like most of these people are local. 00:18:12.299 --> 00:18:14.599 They're not somebody who just saw me on Instagram. 00:18:14.759 --> 00:18:17.579 They're somebody who's seen me out and about 00:18:17.579 --> 00:18:20.759 or has gotten to know me. And so when you realize 00:18:20.759 --> 00:18:23.839 that the power of your circle in your close proximity 00:18:23.839 --> 00:18:27.900 cannot be diminished. And so get out of your 00:18:27.900 --> 00:18:32.359 stinking house. Don't rely. Yes, I've grown a 00:18:32.359 --> 00:18:35.240 huge business online. That's amazing. But the 00:18:35.240 --> 00:18:38.119 higher ticket people or the long -term clients 00:18:38.119 --> 00:18:42.440 that don't go anywhere are local people. There's 00:18:42.440 --> 00:18:45.900 a mantra for networking. Know you, like you, 00:18:45.940 --> 00:18:48.420 trust you. They'll do business with you. Those 00:18:48.420 --> 00:18:51.319 local people, you've already gained their trust. 00:18:51.420 --> 00:18:54.740 They know you already. So that part has already 00:18:54.740 --> 00:18:57.400 been taken care of. So that will just open them 00:18:57.400 --> 00:19:00.700 up even more to you and you can take care of 00:19:00.700 --> 00:19:04.140 business. So that's very good. But just bringing 00:19:04.140 --> 00:19:08.269 this back a little bit to introverts, okay? Because 00:19:08.269 --> 00:19:13.670 they have a social anxiety about it. And how 00:19:13.670 --> 00:19:17.269 would you advise introverts with those social 00:19:17.269 --> 00:19:21.410 anxieties, their approach to networking? No, 00:19:21.430 --> 00:19:23.970 totally. So again, I'm going to say, again, I'm 00:19:23.970 --> 00:19:26.789 an introvert, guys. So I get you. Every time, 00:19:26.829 --> 00:19:30.119 I'm way better one -on -one. that I am walking 00:19:30.119 --> 00:19:32.140 into a room and I'm just going to be a super 00:19:32.140 --> 00:19:34.019 vulnerable here with you, Michael. Okay. So I'm 00:19:34.019 --> 00:19:36.480 still the person, even though I'm speak on stages 00:19:36.480 --> 00:19:38.740 in front of hundreds of people and thousands 00:19:38.740 --> 00:19:41.700 of people, I still am nervous when I walk into 00:19:41.700 --> 00:19:45.480 a room of 20 people, of five people, of 50 people. 00:19:46.059 --> 00:19:49.019 Because in my mind, the old part of my habits 00:19:49.019 --> 00:19:51.079 come back in and say, gosh, like what if nobody 00:19:51.079 --> 00:19:53.579 talks to me? What if they all know each other 00:19:53.579 --> 00:19:56.119 and whatever? What if I say something stupid? 00:19:56.539 --> 00:19:58.420 And then it's, Lachelle, how many times have 00:19:58.420 --> 00:20:01.700 you done this? It's been fine. And so what I 00:20:01.700 --> 00:20:05.099 wanted to say is that remember that as an introvert 00:20:05.099 --> 00:20:09.309 friend, you have a superpower. You have a superpower 00:20:09.309 --> 00:20:12.569 because you are so good at listening and you're 00:20:12.569 --> 00:20:15.569 so good at making people feel seen and heard. 00:20:15.769 --> 00:20:18.950 So knowing that you have the advantage should 00:20:18.950 --> 00:20:20.589 hopefully give you a little bit of a confidence 00:20:20.589 --> 00:20:23.390 boost, right? Now, I'm not above saying that 00:20:23.390 --> 00:20:26.210 it feels a lot nicer when I can ask a business 00:20:26.210 --> 00:20:27.950 bestie of mine to say, hey, you want to go to 00:20:27.950 --> 00:20:29.970 this thing with me? It's nice to know that I'm 00:20:29.970 --> 00:20:32.829 not walking in alone. So who do you know that's 00:20:32.829 --> 00:20:35.390 also going? Just walk in alone or so that you're 00:20:35.390 --> 00:20:38.170 not walking in alone. But then perhaps you force 00:20:38.170 --> 00:20:42.490 yourself to sit at different tables. Because 00:20:42.490 --> 00:20:44.730 sometimes as introverts, what we do is we handicap 00:20:44.730 --> 00:20:47.690 ourselves and we say, okay, good. I know all 00:20:47.690 --> 00:20:49.269 of these people, I'm going to go sit here. But 00:20:49.269 --> 00:20:50.950 guess what? Those people aren't going to be the 00:20:50.950 --> 00:20:52.950 ones that are going to grow your business. The 00:20:52.950 --> 00:20:54.809 five people over here that you've never met before 00:20:54.809 --> 00:20:57.670 are going to. And so I'm going to ask you, do 00:20:57.670 --> 00:21:00.400 what you need to do to get in the door. And then 00:21:00.400 --> 00:21:02.759 I want you to give yourself a little bit of pep 00:21:02.759 --> 00:21:05.319 talk saying, okay, who do I get to meet today 00:21:05.319 --> 00:21:09.500 that is going to change my business? And I think 00:21:09.500 --> 00:21:12.140 that going back to my goal, networking and doing 00:21:12.140 --> 00:21:14.599 things as an introvert is really no different 00:21:14.599 --> 00:21:17.440 than any of us at any stage in time that need 00:21:17.440 --> 00:21:19.619 to do something or want to do something that 00:21:19.619 --> 00:21:22.269 we just can't get ourselves to do it. And it 00:21:22.269 --> 00:21:25.029 comes back to a couple of things that is universal 00:21:25.029 --> 00:21:27.630 throughout anything. It might be a client of 00:21:27.630 --> 00:21:29.589 mine saying, I just can't post on social media, 00:21:29.609 --> 00:21:32.890 or I can't possibly go live, or, oh, I've been 00:21:32.890 --> 00:21:34.849 wanting to start a podcast, but I can't, I'm 00:21:34.849 --> 00:21:38.210 too scared. None of those things are really that 00:21:38.210 --> 00:21:40.990 different because they require us to have to 00:21:40.990 --> 00:21:42.990 step into something, right? So I would say there's 00:21:42.990 --> 00:21:44.750 a couple of things that can help. Number one 00:21:44.750 --> 00:21:46.829 is I want you to think about why the heck are 00:21:46.829 --> 00:21:49.269 you doing this in the first place? Because if 00:21:49.269 --> 00:21:51.490 you can make it more about something outside 00:21:51.490 --> 00:21:54.769 of you than yourself, if you can make the reward 00:21:54.769 --> 00:21:58.009 bigger than the pain of having to go and do something 00:21:58.009 --> 00:22:00.950 scary, it's going to get you over that hump, 00:22:01.069 --> 00:22:03.250 right? Mel Robbins has this great book, Five 00:22:03.250 --> 00:22:05.569 Second Rule. Five, four, three, two, one, just 00:22:05.569 --> 00:22:08.130 do something brave real quick, right? And so 00:22:08.130 --> 00:22:11.829 there are reasons why I have in my coaching process, 00:22:12.130 --> 00:22:15.049 I take people through the seven reasons that 00:22:15.049 --> 00:22:19.869 we sabotage our success. And you guys aren't 00:22:19.869 --> 00:22:22.109 alone in this space, okay? The other thing that 00:22:22.109 --> 00:22:24.390 I would say is I borrowed this from Tony Robbins. 00:22:24.529 --> 00:22:26.269 There is something called the triad of emotional 00:22:26.269 --> 00:22:29.569 state. So whenever you are feeling like, oh my 00:22:29.569 --> 00:22:31.410 gosh, I can't do something or I don't want to 00:22:31.410 --> 00:22:35.789 do something, try this. There is a triad of three 00:22:35.789 --> 00:22:38.329 things that are going to help you get into action. 00:22:38.390 --> 00:22:41.809 Because remember that if we allow our emotions 00:22:41.809 --> 00:22:44.630 to run the show, oftentimes we're going to choose 00:22:44.630 --> 00:22:46.569 not to do the things that we want to do, right? 00:22:49.520 --> 00:22:53.579 Motion precedes emotion. Motion precedes emotion. 00:22:53.859 --> 00:22:55.460 So what I want you to do is I want you to move 00:22:55.460 --> 00:22:58.160 your body. Physiology is the first thing. So 00:22:58.160 --> 00:23:00.740 maybe that means that instead of sitting there, 00:23:00.839 --> 00:23:02.799 maybe you just take a little walk, take a little 00:23:02.799 --> 00:23:05.289 lap. I've done this all the time when I get up 00:23:05.289 --> 00:23:07.250 on stage, little thing, if you've ever been, 00:23:07.410 --> 00:23:08.829 you know, in a conference where I'm speaking, 00:23:09.029 --> 00:23:11.230 you'll find me in the bathroom a couple minutes 00:23:11.230 --> 00:23:13.670 before literally running in place because I have 00:23:13.670 --> 00:23:16.829 to just get that excess energy out of me and 00:23:16.829 --> 00:23:19.089 it moves my body and shifts my energy state. 00:23:19.329 --> 00:23:22.130 So move, okay? The second thing in the triad 00:23:22.130 --> 00:23:26.410 is focus. What are you focusing on? Are you focusing 00:23:26.410 --> 00:23:28.769 more on the fact that, oh my gosh, I hate being 00:23:28.769 --> 00:23:31.490 here? Are you focusing more on the fact that 00:23:31.490 --> 00:23:33.250 I don't know anybody? Are you focusing more on 00:23:33.250 --> 00:23:35.930 the fact that I don't know who to talk to or 00:23:35.930 --> 00:23:38.849 what to say? Or are you focusing on the fact 00:23:38.849 --> 00:23:41.109 that this is an opportunity for me to meet the 00:23:41.109 --> 00:23:42.569 next person I'm supposed to change their life? 00:23:43.890 --> 00:23:46.569 What are you focusing on? And use your brain 00:23:46.569 --> 00:23:48.490 to shift this. And then the third part of the 00:23:48.490 --> 00:23:51.269 triad is language. How are you speaking to yourself? 00:23:51.769 --> 00:23:54.390 I joke around that I have two voices in my head 00:23:54.390 --> 00:23:57.779 and I'm not mentally ill, I promise. The one 00:23:57.779 --> 00:24:00.039 voice is, I call her Sharon because she's always 00:24:00.039 --> 00:24:01.880 sharing her opinion with me, whether I want it 00:24:01.880 --> 00:24:03.720 or not. So she's the one who's saying like, why 00:24:03.720 --> 00:24:05.819 are you even here? Nobody wants what you have. 00:24:05.859 --> 00:24:08.539 You're awkward anyway, just go home. And then 00:24:08.539 --> 00:24:10.500 the other person's, I call her Katie because 00:24:10.500 --> 00:24:12.079 she's just a cheerleader, right? So she's like, 00:24:12.119 --> 00:24:14.640 you got this girl, just stand a little taller 00:24:14.640 --> 00:24:16.700 and you got your favorite outfit on that makes 00:24:16.700 --> 00:24:18.740 you feel confident. You got this, go do this. 00:24:18.880 --> 00:24:21.380 So you get to decide the language that's going 00:24:21.380 --> 00:24:22.920 on in your head and what you're telling yourself, 00:24:23.099 --> 00:24:24.799 but more importantly, what are you listening 00:24:24.799 --> 00:24:27.799 to? This is a little. whoa, that was deep. But 00:24:27.799 --> 00:24:31.380 I hear Sharon and Katie, but who's hearing them? 00:24:32.460 --> 00:24:34.559 I am not my thoughts. I am the thinker of my 00:24:34.559 --> 00:24:37.900 thoughts. I'm the observer of my thoughts. And 00:24:37.900 --> 00:24:40.960 therefore I get to control that narrative that's 00:24:40.960 --> 00:24:43.099 going on in there. You are not a victim to that. 00:24:43.140 --> 00:24:45.180 You are in control of that. So I'm going to ask 00:24:45.180 --> 00:24:48.710 you, how are you speaking to yourself? And if 00:24:48.710 --> 00:24:50.470 you can combine those three things, it's going 00:24:50.470 --> 00:24:53.329 to force you into action, which is going to be 00:24:53.329 --> 00:24:56.289 the biggest part of the moment and that you need. 00:24:57.309 --> 00:24:59.569 That's great. That's great. I was listening so 00:24:59.569 --> 00:25:03.750 intently because I know of Tony Robbins and the 00:25:03.750 --> 00:25:07.890 pyramid and the triad. So I'm listening to you 00:25:07.890 --> 00:25:10.670 and I'm listening and I'm envisioning him when 00:25:10.670 --> 00:25:13.569 he was talking about it. So it's really crazy. 00:25:13.809 --> 00:25:18.019 You told me so much about. You're networking 00:25:18.019 --> 00:25:22.400 and how you are an introvert, but really an extroverted 00:25:22.400 --> 00:25:26.319 introvert. And you make all these contacts. Yeah. 00:25:26.400 --> 00:25:28.920 How do you structure those contacts? How do you 00:25:28.920 --> 00:25:31.359 follow up with those contacts? Because I've always 00:25:31.359 --> 00:25:34.380 felt that the follow up is probably more important 00:25:34.380 --> 00:25:37.359 than actually meeting the person. So how do you 00:25:37.359 --> 00:25:41.000 follow up with everybody? Yeah. So I do have 00:25:41.000 --> 00:25:44.420 a system. I have a CRM, a client relations manager 00:25:44.420 --> 00:25:47.220 that I put things in and put notes in. I would 00:25:47.220 --> 00:25:49.220 say just find a system that works for you. Some 00:25:49.220 --> 00:25:51.920 people do really well with just having a book 00:25:51.920 --> 00:25:54.220 of business cards. Some people do really well 00:25:54.220 --> 00:25:56.000 with just a simple spreadsheet. Some people do 00:25:56.000 --> 00:25:59.039 really well with a formal CRM. Whatever the case 00:25:59.039 --> 00:26:02.940 may be, let it be a system. I also feel like, 00:26:02.960 --> 00:26:06.839 Michael, I love to connect people. That is one 00:26:06.839 --> 00:26:10.140 of my absolute favorite things to do. And if 00:26:10.140 --> 00:26:15.920 I can, as much as possible, find out what people 00:26:15.920 --> 00:26:18.259 are needing and who I can connect them with, 00:26:18.420 --> 00:26:22.599 that speaks volumes to the kind of person that 00:26:22.599 --> 00:26:25.099 I am and then how I can become a person that 00:26:25.099 --> 00:26:27.099 somebody else wants in their sphere of influence. 00:26:27.279 --> 00:26:29.859 Because clients will either be a client or they'll 00:26:29.859 --> 00:26:32.569 be a connector. And so I love to show them that 00:26:32.569 --> 00:26:35.190 I'm a connector. So if I have some reason that 00:26:35.190 --> 00:26:37.569 I think they would be of value to somebody else, 00:26:37.589 --> 00:26:41.730 I leave a little note. And then when I meet somebody 00:26:41.730 --> 00:26:44.210 one -on -one, a lot of times what I'll do is 00:26:44.210 --> 00:26:46.329 at the end of our conversation, I'll ask them, 00:26:46.369 --> 00:26:47.930 what is the biggest problem you're trying to 00:26:47.930 --> 00:26:51.849 solve right now? And I'm doing it with the intent 00:26:51.849 --> 00:26:56.549 that maybe I know someone that has... the ability 00:26:56.549 --> 00:26:58.630 to help them maybe it's a free resource maybe 00:26:58.630 --> 00:27:00.869 it's a recommendation or referral but i love 00:27:00.869 --> 00:27:04.190 to find a ways to help people and when you do 00:27:04.190 --> 00:27:07.329 that and when you can follow up with people and 00:27:07.329 --> 00:27:09.670 provide some type of a service like that that 00:27:09.670 --> 00:27:11.549 speaks volumes so that's what i would say about 00:27:11.549 --> 00:27:14.269 the follow -ups is that let it let yourself take 00:27:14.269 --> 00:27:17.769 a step further with that right i also feel michael 00:27:17.769 --> 00:27:23.450 that i have to Be mindful that, how can I put 00:27:23.450 --> 00:27:26.029 this? I think that a lot of people in the entrepreneurial 00:27:26.029 --> 00:27:28.890 space can get caught up in the scarcity mindset 00:27:28.890 --> 00:27:33.910 that they need to find more clients and they 00:27:33.910 --> 00:27:36.069 need to make sure that they're talking to everybody. 00:27:37.210 --> 00:27:39.970 And I want you guys to recognize that sometimes 00:27:39.970 --> 00:27:42.529 when we try to do all of that, we do none of 00:27:42.529 --> 00:27:45.950 it well. And so I want you to value yourself 00:27:45.950 --> 00:27:49.289 enough to say, who is worth my time and energy 00:27:49.289 --> 00:27:55.990 also? Because we don't have the luxury of having 00:27:55.990 --> 00:27:59.029 an infinite number of hours in our day, right? 00:27:59.490 --> 00:28:01.849 And so what I've done is I've come up with a 00:28:01.849 --> 00:28:05.369 list of 100 people. Now, this list of 100 people 00:28:05.369 --> 00:28:07.890 are the people that I think would be the most 00:28:07.890 --> 00:28:11.769 amazing clients and the most amazing connectors. 00:28:13.149 --> 00:28:16.069 And what I do is I have a goal that I can meet 00:28:16.069 --> 00:28:18.470 with these people or touch base with these people 00:28:18.470 --> 00:28:22.630 once every two months. So you think about that 00:28:22.630 --> 00:28:24.849 and you're like, okay, so I have a hundred people 00:28:24.849 --> 00:28:27.109 on my list and those people are going to be there 00:28:27.109 --> 00:28:30.240 until. they fall off for some reason. Maybe I 00:28:30.240 --> 00:28:32.119 decide that there's somebody that's a better 00:28:32.119 --> 00:28:35.660 fit or maybe we just didn't click as much as 00:28:35.660 --> 00:28:37.140 I thought we were gonna as we got to know each 00:28:37.140 --> 00:28:39.220 other, right? So if that's the case and somebody 00:28:39.220 --> 00:28:41.539 else is brought into that list of 100, but what 00:28:41.539 --> 00:28:43.839 I do is I'm really fostering that list so that 00:28:43.839 --> 00:28:45.720 I don't feel like I have to keep up with thousands 00:28:45.720 --> 00:28:48.359 of people because I have thousands of people 00:28:48.359 --> 00:28:50.440 that I'm connected with on social media. If I 00:28:50.440 --> 00:28:52.559 think about it that way, it's overwhelming. So 00:28:52.559 --> 00:28:56.559 how can I use my superpower of really good intimate 00:28:56.559 --> 00:28:58.900 one -on -one connection and do the best that 00:28:58.900 --> 00:29:01.079 I can with the right people that I've chosen 00:29:01.079 --> 00:29:03.220 that are, that's supposed to be on this list. 00:29:03.319 --> 00:29:05.579 Okay. So then you think about it. Okay. How many 00:29:05.579 --> 00:29:09.019 days a week do I want to commit to building relationships? 00:29:09.940 --> 00:29:13.220 So maybe that's five, five days a week. Okay. 00:29:13.660 --> 00:29:16.259 So if I have a hundred people, I'm on a podcast 00:29:16.259 --> 00:29:18.119 live right now, so I don't want to do the math, 00:29:18.160 --> 00:29:20.140 but if you think about this, so if you have a 00:29:20.140 --> 00:29:22.200 hundred people and you want to speak to those 00:29:22.200 --> 00:29:25.240 people about every two months. and you want to 00:29:25.240 --> 00:29:27.460 do it five days a week, you figure out how many 00:29:27.460 --> 00:29:31.539 people per day should you contact. And you go 00:29:31.539 --> 00:29:34.339 down that list. And maybe it's something like, 00:29:34.420 --> 00:29:36.779 oh my gosh, I haven't talked to you for a couple 00:29:36.779 --> 00:29:38.519 months. I just wanted to check in. How are things? 00:29:38.880 --> 00:29:41.720 Last time we chatted about this, how far along 00:29:41.720 --> 00:29:43.920 has that come? Or tell me about your progress 00:29:43.920 --> 00:29:46.640 on that. Or hey, I was just thinking about you, 00:29:46.740 --> 00:29:48.960 and I met this other person, and I think you 00:29:48.960 --> 00:29:51.420 guys should totally meet. Or, hey, we haven't 00:29:51.420 --> 00:29:53.480 met for coffee for a while. I would love to catch 00:29:53.480 --> 00:29:57.980 up in person. And so when you make an intentional 00:29:57.980 --> 00:30:05.200 process to be able to build relationships, oftentimes, 00:30:05.279 --> 00:30:07.559 again, people are so caught up in the numbers. 00:30:07.599 --> 00:30:09.819 And I've been in a situation where I felt like 00:30:09.819 --> 00:30:12.839 a number, and that feels crappy. But when I can 00:30:12.839 --> 00:30:15.339 build really solid relationships with people 00:30:15.339 --> 00:30:18.019 that are going to continue to send me people 00:30:18.019 --> 00:30:20.720 are going to continue to connect me with people 00:30:20.720 --> 00:30:23.759 or who are going to just be amazing people for 00:30:23.759 --> 00:30:25.940 me to serve. And I get to do it really well. 00:30:25.960 --> 00:30:29.720 That feels good. Does that make sense? Yeah, 00:30:29.839 --> 00:30:32.339 absolutely. One thing you have to remember when 00:30:32.339 --> 00:30:35.599 you try to when you go to network is that you 00:30:35.599 --> 00:30:39.029 are a problem solver. You are looking out for 00:30:39.029 --> 00:30:42.029 whomever you're speaking to. And one thing that 00:30:42.029 --> 00:30:44.950 I've always used when I'm at a networking table 00:30:44.950 --> 00:30:46.750 and I'm finding out the people and everything 00:30:46.750 --> 00:30:49.410 else, I say, you know what? You've done such 00:30:49.410 --> 00:30:52.829 a good job. I like the way you do business. How 00:30:52.829 --> 00:30:56.569 can I make you more successful? How can I be 00:30:56.569 --> 00:30:59.769 that great referral source for you even before 00:30:59.769 --> 00:31:03.410 they know what I do? You're always looking to 00:31:03.410 --> 00:31:05.950 give, always looking to solve that problem. And 00:31:05.950 --> 00:31:10.269 that's a great way to be, to think. And you're 00:31:10.269 --> 00:31:12.829 so much happier because of it. Yeah, absolutely. 00:31:13.029 --> 00:31:14.390 And something that you just said made me think 00:31:14.390 --> 00:31:15.730 of this. And I'm just going to point this out 00:31:15.730 --> 00:31:18.390 because I think it's powerful. So yesterday I 00:31:18.390 --> 00:31:21.109 led this networking group that I have in my local 00:31:21.109 --> 00:31:24.839 community and we had a little extra time. prompt 00:31:24.839 --> 00:31:27.599 to just said, Hey, I want you to tell us when 00:31:27.599 --> 00:31:29.640 you're introducing yourself, I want you to tell 00:31:29.640 --> 00:31:34.019 us why you got into this industry. Just tell 00:31:34.019 --> 00:31:37.180 us why, why did you become a realtor after you've 00:31:37.180 --> 00:31:40.079 been a teacher for 23 years? Why are you doing 00:31:40.079 --> 00:31:43.940 financial advising? It was unbelievably powerful. 00:31:44.619 --> 00:31:46.640 I've had the financial advisor stand up and she's, 00:31:46.640 --> 00:31:49.819 you know what? I was a single woman. And I left 00:31:49.819 --> 00:31:53.359 my financial advisor's office more confused than 00:31:53.359 --> 00:31:56.400 I was when I got there. And I have made it a 00:31:56.400 --> 00:31:58.700 commitment of mine to educate women specifically 00:31:58.700 --> 00:32:01.000 so they feel empowered to make financial decisions. 00:32:01.119 --> 00:32:04.740 That's why I do what I do. Guess what? Every 00:32:04.740 --> 00:32:06.720 single person in that room thought about the 00:32:06.720 --> 00:32:09.500 woman who's recently divorced, who needs help 00:32:09.500 --> 00:32:11.220 with their finances, who knows that they're going 00:32:11.220 --> 00:32:14.200 to be taken care of by this particular woman. 00:32:14.589 --> 00:32:16.869 So when you're going into these things, ask people, 00:32:16.950 --> 00:32:19.710 tell me, why are you doing this? How did you 00:32:19.710 --> 00:32:22.029 get started in this? And allow for their story. 00:32:22.390 --> 00:32:24.690 It's not just, hi, I'm Bob and I sell insurance. 00:32:26.750 --> 00:32:30.130 I said, I'm Bob. And you know, I got into insurance 00:32:30.130 --> 00:32:34.569 because my son got sick and I realized that nobody 00:32:34.569 --> 00:32:37.509 would insure us. And I decided that I wanted 00:32:37.509 --> 00:32:41.130 to be of service to other families who are in 00:32:41.130 --> 00:32:44.779 this situation. Guess what? Every single family 00:32:44.779 --> 00:32:46.960 that you think of that might have a sick kid, 00:32:47.079 --> 00:32:48.579 you're going to be like, hey, you need to talk 00:32:48.579 --> 00:32:52.099 to my friend Bob here. And you become less of 00:32:52.099 --> 00:32:54.980 a number and you become more of a person who 00:32:54.980 --> 00:32:57.880 has the interest of others at heart because they've 00:32:57.880 --> 00:33:00.980 gotten to know you as a person. And I promise 00:33:00.980 --> 00:33:03.180 you guys, you're going to start to see massive 00:33:03.180 --> 00:33:06.680 changes in your business, in the relationship 00:33:06.680 --> 00:33:09.079 that you have, the referral base that you have 00:33:09.079 --> 00:33:12.390 because you're real. And I mentioned posture 00:33:12.390 --> 00:33:16.630 before. It's not about becoming fake. It's about 00:33:16.630 --> 00:33:19.829 being the best version of you that you can be. 00:33:20.029 --> 00:33:22.329 There's a difference. There's a difference. And 00:33:22.329 --> 00:33:24.170 does that make sense, Michael? Or do you need 00:33:24.170 --> 00:33:26.910 me to go into that? Oh, it makes perfect sense. 00:33:27.130 --> 00:33:30.690 It makes perfect sense. And listen, I profess 00:33:30.690 --> 00:33:34.650 and I go on stages and I talk and I speak about 00:33:34.650 --> 00:33:36.990 in different workshops and keynotes and things 00:33:36.990 --> 00:33:41.650 like that. do everything that you're saying you 00:33:41.650 --> 00:33:46.369 explained it to the nth degree okay i don't go 00:33:46.369 --> 00:33:50.829 into it that much i learned so much just by listening 00:33:50.829 --> 00:33:54.529 to you and you're so well educated and so knowledgeable 00:33:54.529 --> 00:33:59.190 and you are proof that you can have all this 00:33:59.190 --> 00:34:02.170 knowledge but you never stop learning you never 00:34:02.170 --> 00:34:05.700 stop learning and finding out from people, whatever 00:34:05.700 --> 00:34:08.320 little tidbit you can pick up from a person, 00:34:08.539 --> 00:34:11.860 the better. But it sounds like you're doing a 00:34:11.860 --> 00:34:15.260 fantastic job. And I can't thank you enough. 00:34:15.579 --> 00:34:19.119 If anybody would like to get hold of you, what's 00:34:19.119 --> 00:34:21.780 the best way they get hold of you? Yeah, so I 00:34:21.780 --> 00:34:24.360 even though my name is complicated to say sometimes, 00:34:24.639 --> 00:34:28.550 so let's shall we me, I've done it. Simple way 00:34:28.550 --> 00:34:31.170 to find me is just my name. So you guys can find 00:34:31.170 --> 00:34:32.769 me at Lachelle Weemey and all the social media 00:34:32.769 --> 00:34:35.750 channels. So LinkedIn, Facebook, Instagram, you 00:34:35.750 --> 00:34:39.289 know, to my website at lachelleweemey .com. You 00:34:39.289 --> 00:34:41.550 can find me if you Google my name, my podcast 00:34:41.550 --> 00:34:43.750 will come up as well. I just want you guys to 00:34:43.750 --> 00:34:48.090 know that if there's any part of this communication 00:34:48.090 --> 00:34:51.050 part that you're like, gosh, dang it. I know 00:34:51.050 --> 00:34:53.829 this is all this stuff I know, but I can't get 00:34:53.829 --> 00:34:57.039 myself to do it. I want you to know that I believe 00:34:57.039 --> 00:35:00.800 in you. I believe in you because I was you. And 00:35:00.800 --> 00:35:03.219 I want you to know that you are meant to do amazing 00:35:03.219 --> 00:35:07.659 things, that you are in your perfectly divinely 00:35:07.659 --> 00:35:10.320 appointed place because of the passions that 00:35:10.320 --> 00:35:12.619 you have, the skills that you have, your interest, 00:35:12.840 --> 00:35:15.300 the things that you've gone through in your life 00:35:15.300 --> 00:35:18.119 and had to overcome. Your personality traits 00:35:18.119 --> 00:35:22.099 are all uniquely blended for just a time as this. 00:35:22.849 --> 00:35:25.829 And you get to show up in this space and people 00:35:25.829 --> 00:35:28.730 are literally praying for you specifically to 00:35:28.730 --> 00:35:31.170 help them. And I want you to get out of your 00:35:31.170 --> 00:35:34.329 own thinking way. And I want you to allow yourself 00:35:34.329 --> 00:35:36.789 to show up because at the end of this lifetime, 00:35:36.949 --> 00:35:38.869 I don't want any of us to think back and say, 00:35:38.929 --> 00:35:41.769 I wish I would have tried harder or I wish it 00:35:41.769 --> 00:35:45.150 would have gotten out of my own head. It's time, 00:35:45.150 --> 00:35:47.690 guys. It's time for us to step up and to do all 00:35:47.690 --> 00:35:49.849 the things that we are meant to do in this planet 00:35:49.849 --> 00:35:52.650 and to help each other get there along the way. 00:35:52.750 --> 00:35:56.989 And I know that communication is the best way 00:35:56.989 --> 00:35:59.469 to build relationships and to keep relationships. 00:35:59.769 --> 00:36:01.550 And I'm so grateful, Michael, for your podcast, 00:36:01.730 --> 00:36:03.610 the message that you have, and giving people 00:36:03.610 --> 00:36:07.670 the skills in order to get there. Thank you very 00:36:07.670 --> 00:36:10.730 much. And as I said before, you're a fantastic 00:36:10.730 --> 00:36:14.050 guest. And I look forward to speaking to you 00:36:14.050 --> 00:36:18.610 again. Thank you. Me too. Well, hold on, folks. 00:36:18.789 --> 00:36:21.349 Don't go anywhere. Let me just read a few of 00:36:21.349 --> 00:36:24.289 our sponsors that we have. 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This is something 00:37:08.530 --> 00:37:12.110 I believe in wholeheartedly. Revved Up Kids is 00:37:12.110 --> 00:37:15.530 on a mission to protect children and teens from 00:37:15.530 --> 00:37:18.389 sexual abuse, exploitation, and trafficking. 00:37:18.630 --> 00:37:21.289 They provide prevention training programs for 00:37:21.289 --> 00:37:24.949 children. teens, and adults. To learn more, go 00:37:24.949 --> 00:37:29.789 to revvedupkids .org. That's R -E -V -V -E -D 00:37:29.789 --> 00:37:36.989 -U -P -K -I -D -S .org. Well, that's a wrap, 00:37:37.070 --> 00:37:39.909 folks. A huge thank you to our special guests 00:37:39.909 --> 00:37:43.269 for sharing such incredible insights today. And 00:37:43.269 --> 00:37:46.630 of course, a big shout out to you, our amazing 00:37:46.630 --> 00:37:49.590 listeners, for tuning in and spending your time 00:37:49.590 --> 00:37:53.469 with us. Remember, networking isn't about being 00:37:53.469 --> 00:37:56.809 perfect. It's about being present. So take what 00:37:56.809 --> 00:37:59.389 you've learned today, get out there and make 00:37:59.389 --> 00:38:02.389 some meaningful connections. If you enjoyed this 00:38:02.389 --> 00:38:05.349 episode, don't forget to subscribe, leave us 00:38:05.349 --> 00:38:07.989 a review and share it with someone who could 00:38:07.989 --> 00:38:11.289 use a little networking inspiration. Let's keep 00:38:11.289 --> 00:38:14.989 the conversation going. You can find me on Apple, 00:38:15.130 --> 00:38:19.780 Spotify, YouTube or my website. Michael A. Foreman, 00:38:19.800 --> 00:38:23.739 remember, until next time, keep practicing, keep 00:38:23.739 --> 00:38:26.320 connecting, and keep building those relationships. 00:38:26.760 --> 00:38:29.900 This is Michael A. Foreman signing off. Take 00:38:29.900 --> 00:38:31.519 care and happy networking.