WEBVTT 00:00:16.649 --> 00:00:20.289 Hello, and welcome back to Networking Unleashed, 00:00:20.329 --> 00:00:23.250 Building Profitable Connections. Welcome back 00:00:23.250 --> 00:00:26.129 to the show, folks. I'm your host, Michael Foreman, 00:00:26.210 --> 00:00:29.010 and you're listening to the podcast where networking 00:00:29.010 --> 00:00:31.890 is more than just awkward handshakes and bad 00:00:31.890 --> 00:00:35.509 coffee. It's an art and a talent. But here's 00:00:35.509 --> 00:00:38.710 the twist. It's an art and talent you can actually 00:00:38.710 --> 00:00:41.880 learn. Yes, even if you're the person hiding 00:00:41.880 --> 00:00:44.659 in the corner at every event, pretending to check 00:00:44.659 --> 00:00:48.240 emails. Networking isn't just a nice skill to 00:00:48.240 --> 00:00:51.340 have. It's a game changer. And when you get good 00:00:51.340 --> 00:00:53.780 at it, you'll wonder why you didn't start sooner. 00:00:54.259 --> 00:00:58.079 More connections, more opportunities, more profits. 00:00:58.280 --> 00:01:01.840 It's like unlocking a cheat code for life. So 00:01:01.840 --> 00:01:04.000 whether you're the life of the party or the just 00:01:04.000 --> 00:01:06.540 let me stay at home and text type, we've got 00:01:06.540 --> 00:01:09.719 something for you. So stick around. Let's turn 00:01:09.719 --> 00:01:13.159 those awkward small talk moments into big wins. 00:01:14.000 --> 00:01:17.319 Now, I have a guest. Well, I actually have a 00:01:17.319 --> 00:01:20.060 pair of guests today. They are a husband -wife 00:01:20.060 --> 00:01:23.680 team. They are small business coaches, Sharon 00:01:23.680 --> 00:01:28.019 and Hank Ulof. They're authors of eight best 00:01:28.019 --> 00:01:31.239 -selling books, whole small business breakthrough 00:01:31.239 --> 00:01:35.030 boot camps. several times a year, and have hosted 00:01:35.030 --> 00:01:38.790 almost 400 episodes of their podcast, the Marketing 00:01:38.790 --> 00:01:42.109 Checklist Viewcast. They focus on marketing, 00:01:42.290 --> 00:01:45.730 sales, public speaking, and human resources, 00:01:45.950 --> 00:01:49.409 the four areas where most business owners say 00:01:49.409 --> 00:01:53.170 they struggle. And this is near and dear to my 00:01:53.170 --> 00:01:57.810 heart, because this is what I talk about. Sorry, 00:01:58.049 --> 00:02:02.670 excuse me. I go on stages for, and I really like 00:02:02.670 --> 00:02:05.969 to talk about. So Sharon, Hank, why don't you 00:02:05.969 --> 00:02:11.270 just give us a quick backup of what you do? Our 00:02:11.270 --> 00:02:14.449 clients, they call us their easy button. When 00:02:14.449 --> 00:02:17.289 they have a challenge, yeah, the best $7 .99 00:02:17.289 --> 00:02:19.710 ever spent at Staples. When they have a question 00:02:19.710 --> 00:02:23.050 about sales or marketing, or I'm going to a networking 00:02:23.050 --> 00:02:26.300 meeting and what do I do? They press the easy 00:02:26.300 --> 00:02:29.919 button and we walk them through it in advance 00:02:29.919 --> 00:02:33.080 so they know what they're going to. Our background, 00:02:33.319 --> 00:02:36.979 our business started like most family businesses 00:02:36.979 --> 00:02:40.580 do over Thanksgiving. We were one of those families 00:02:40.580 --> 00:02:42.699 that went around the room and talked about how, 00:02:42.780 --> 00:02:46.719 what are you thankful for? And I was, it was 00:02:46.719 --> 00:02:50.319 my turn. Mom, everything's great. Sharon, me, 00:02:50.500 --> 00:02:53.039 married, and I'm passing it on to my sister. 00:02:53.879 --> 00:02:56.979 And my mom said, gee, Henry, oh, God, which is 00:02:56.979 --> 00:03:00.300 the formal name, how's work? And I got to tell 00:03:00.300 --> 00:03:04.259 her how work was going. And her comment was, 00:03:04.300 --> 00:03:05.960 what would it take instead of being a manager 00:03:05.960 --> 00:03:08.259 for this other company? What would it take to 00:03:08.259 --> 00:03:13.280 start your own? And I gave her a very flip answer 00:03:13.280 --> 00:03:16.900 that I would need to buy a new fax machine because 00:03:16.900 --> 00:03:19.860 it's, you know, because the one I own. had belonged 00:03:19.860 --> 00:03:22.219 to the company. Your audience does know what 00:03:22.219 --> 00:03:25.159 fact machines are. And she looked at my dad and 00:03:25.159 --> 00:03:28.159 said, write him a check. So two weeks later, 00:03:28.240 --> 00:03:36.139 the business was started. And fast forward 13 00:03:36.139 --> 00:03:40.199 years and ish and Sharon came on board. Yeah. 00:03:40.280 --> 00:03:43.000 He had a client that needed his marketing and 00:03:43.000 --> 00:03:45.020 sales background, but also needed the HR and 00:03:45.020 --> 00:03:48.090 office systems background that I had. So we agreed 00:03:48.090 --> 00:03:50.789 to team up and we really haven't looked back 00:03:50.789 --> 00:03:53.830 since. So it's good. So you two create a wonderful 00:03:53.830 --> 00:03:57.449 synergy between your two backgrounds, which is 00:03:57.449 --> 00:04:00.930 great for starting a business. Okay, so I'm going 00:04:00.930 --> 00:04:04.969 to move right into my questions. How has networking 00:04:04.969 --> 00:04:08.650 influenced your career in marketing, sales, and 00:04:08.650 --> 00:04:15.930 public speaking? You know, I'll be real blunt. 00:04:16.829 --> 00:04:21.389 Networking built my business. I joined a couple 00:04:21.389 --> 00:04:24.110 of different chambers of commerce. I joined a 00:04:24.110 --> 00:04:29.569 hard networking group. And it's really, that 00:04:29.569 --> 00:04:32.310 was the bedrock of it. Some folks might not know 00:04:32.310 --> 00:04:34.209 what a hard networking group is, right? It's 00:04:34.209 --> 00:04:37.790 like a BNI or a TIP. I say chamber of commerce 00:04:37.790 --> 00:04:39.730 is a soft, right? There could be multiples of 00:04:39.730 --> 00:04:42.089 you in there. But a hard networking, there's 00:04:42.089 --> 00:04:46.529 one business per category. One. one marketing 00:04:46.529 --> 00:04:50.850 firm, one banking, one, it's not one lawyer because 00:04:50.850 --> 00:04:53.449 there are different brands of lawyers, different 00:04:53.449 --> 00:04:56.189 specialties, but there'll be one for each specialty. 00:04:56.750 --> 00:05:00.810 Yeah, I believe that networking is the base of 00:05:00.810 --> 00:05:03.550 all businesses because no matter what business 00:05:03.550 --> 00:05:06.569 you're in, you have to network. And whether you 00:05:06.569 --> 00:05:09.250 do it through Zoom, through your cell phone or 00:05:09.250 --> 00:05:13.170 in person, I believe the in -person is the most 00:05:13.170 --> 00:05:15.639 important. because you pick up on all the vibe 00:05:15.639 --> 00:05:17.459 of the people, the room, and everything else. 00:05:17.660 --> 00:05:22.279 But that's neither here nor there. Tell me, what's 00:05:22.279 --> 00:05:25.439 your most successful networking strategy for 00:05:25.439 --> 00:05:33.660 HR professionals? Watch this, Sharon. It's not 00:05:33.660 --> 00:05:35.819 much different for HR than it is for anyone else. 00:05:35.860 --> 00:05:38.399 Who's your ideal client, customer, referral partner? 00:05:39.220 --> 00:05:42.779 Where are they hanging out? Go hang out. where 00:05:42.779 --> 00:05:45.519 they're hanging out so it depends on what you're 00:05:45.519 --> 00:05:47.560 right are you looking to network with other hr 00:05:47.560 --> 00:05:49.899 professionals are you looking because you're 00:05:49.899 --> 00:05:53.000 hiring and you need that next whatever that best 00:05:53.000 --> 00:05:55.620 employee is right it depends on what's the goal 00:05:55.620 --> 00:05:58.240 of that networking opportunity that's a but that's 00:05:58.240 --> 00:06:00.259 pretty standard no matter what right what's the 00:06:00.259 --> 00:06:02.819 goal Yeah, that's true. You always have to look 00:06:02.819 --> 00:06:06.079 at the end to see where you want to begin, because 00:06:06.079 --> 00:06:08.779 when people start to network, they say, OK, look, 00:06:08.920 --> 00:06:12.459 I'm in mortgages and where do I go for mortgages? 00:06:12.480 --> 00:06:15.759 But you have to look at where your customer really 00:06:15.759 --> 00:06:18.579 is networking and you go on from there. That 00:06:18.579 --> 00:06:21.439 was very good. Can you share a memorable connection 00:06:21.439 --> 00:06:26.120 that significantly impacted your career? Oh. 00:06:26.810 --> 00:06:30.009 Easily. There's actually several. I'll give you 00:06:30.009 --> 00:06:33.569 one that I share all the time. I was on the board 00:06:33.569 --> 00:06:37.810 of the Encino Chamber in Los Angeles, and it 00:06:37.810 --> 00:06:42.870 was a mixer. And being on the board, I felt it 00:06:42.870 --> 00:06:47.730 was my obligation, or in networking terms, it 00:06:47.730 --> 00:06:52.029 was a great excuse to walk up to any new person 00:06:52.029 --> 00:06:55.370 that came in and introduce myself, talk about 00:06:55.370 --> 00:06:58.759 the chamber. Not by myself, but welcome to the 00:06:58.759 --> 00:07:03.040 chamber. Let me get you involved. Who can I introduce 00:07:03.040 --> 00:07:07.220 you to? One particular mixer, woman walks in. 00:07:07.439 --> 00:07:12.540 Now, demographically, she fell into one of my 00:07:12.540 --> 00:07:17.519 target audiences. So, okay, age, you know, got 00:07:17.519 --> 00:07:22.060 it. And it turns out, occupationally, in that 00:07:22.060 --> 00:07:24.199 demographic that you go to a meeting, I want 00:07:24.199 --> 00:07:29.560 to meet this person. There she was. And turns 00:07:29.560 --> 00:07:32.860 out we ended up having a hour and a half conversation. 00:07:33.680 --> 00:07:35.939 Didn't talk to anyone else at the mixer that 00:07:35.939 --> 00:07:39.759 night, but I had been on her boss's TV show because 00:07:39.759 --> 00:07:42.420 she was working for Time Warner's table. And 00:07:42.420 --> 00:07:47.720 she was his, she ran the office, which in the 00:07:47.720 --> 00:07:50.300 promo business, this was like the perfect buyer. 00:07:50.819 --> 00:07:55.620 So we became very friendly. We rooted for different 00:07:55.620 --> 00:07:59.500 baseball teams. We got past that. Now, let's 00:07:59.500 --> 00:08:03.560 fast forward several years. She's been a client 00:08:03.560 --> 00:08:11.079 and a friend. But because of her job, she was 00:08:11.079 --> 00:08:13.779 in the San Fernando Valley in front of a lot 00:08:13.779 --> 00:08:17.660 of audiences, a lot of business audiences. The 00:08:17.660 --> 00:08:20.079 mayor of Los Angeles came to the Valley for a 00:08:20.079 --> 00:08:22.579 particular event. She was the emcee, et cetera. 00:08:24.139 --> 00:08:30.519 And quite often her story, as it turns out, I 00:08:30.519 --> 00:08:33.320 was the very first business person she met after 00:08:33.320 --> 00:08:35.419 she got her job when she walked into the mixer. 00:08:35.879 --> 00:08:38.639 And she will see me in an audience and she will 00:08:38.639 --> 00:08:43.399 see that guy right there. Thank you, Law. And 00:08:43.399 --> 00:08:49.620 she would edify my company and then talk about 00:08:49.620 --> 00:08:53.320 the importance of... being a business community. 00:08:53.620 --> 00:08:58.440 But it was that third -party validation that 00:08:58.440 --> 00:09:02.460 started being the very first person to be welcoming 00:09:02.460 --> 00:09:06.600 a new person into the chamber. At first, there's 00:09:06.600 --> 00:09:10.000 a feeling within networking that when you go 00:09:10.000 --> 00:09:13.279 to an event or anything such like an event, you 00:09:13.279 --> 00:09:17.590 look to give, not receive. Absolutely. So, you 00:09:17.590 --> 00:09:20.169 know, if you look to give, then you'll always 00:09:20.169 --> 00:09:22.909 get back because what goes around does come around. 00:09:23.210 --> 00:09:27.230 But it puts you in such a better place if you 00:09:27.230 --> 00:09:29.909 look to give. And so it looks like you hit that 00:09:29.909 --> 00:09:32.649 nail right on the head. You probably teach this. 00:09:32.710 --> 00:09:37.450 Look, if there's a new person and you say, so 00:09:37.450 --> 00:09:39.490 you're here at this meeting, who would you like 00:09:39.490 --> 00:09:43.730 to meet? If you can connect them. What's the 00:09:43.730 --> 00:09:45.889 first thing they have in common is you. They're 00:09:45.889 --> 00:09:48.190 going to talk about you a little bit, but you've 00:09:48.190 --> 00:09:51.590 now you've banked some karma points or business 00:09:51.590 --> 00:09:55.149 points. Even if you get no business from either 00:09:55.149 --> 00:09:58.350 of them, you've done a good thing. And in business, 00:09:58.429 --> 00:10:01.470 our businesses are built on continuously doing 00:10:01.470 --> 00:10:04.289 good things and being of service. And that's 00:10:04.289 --> 00:10:08.340 vital in networking. Yeah, and that's exactly 00:10:08.340 --> 00:10:11.200 what I teach to my students and when I go on 00:10:11.200 --> 00:10:14.960 stages and everything else, because I say it 00:10:14.960 --> 00:10:17.559 in such a way that because I bring everything 00:10:17.559 --> 00:10:21.039 down to a chamber event, a chamber of commerce 00:10:21.039 --> 00:10:24.860 event. If you see somebody new coming in, you 00:10:24.860 --> 00:10:26.659 say, who are you? What do you do? And everything 00:10:26.659 --> 00:10:30.440 else. I think, look, that table over there has 00:10:30.440 --> 00:10:33.340 a table full of marketers. I think you would. 00:10:33.629 --> 00:10:36.470 fit in very well. Let me go over, introduce you. 00:10:36.730 --> 00:10:39.889 You go over, introduce, and then you step away, 00:10:40.090 --> 00:10:44.509 but you've built yourself up in their eyes. Can 00:10:44.509 --> 00:10:48.269 I take that one step further? Sure. All right, 00:10:48.289 --> 00:10:51.409 folks, let's say you're going to introduce that 00:10:51.409 --> 00:10:53.450 person to one person. What I've done is I've 00:10:53.450 --> 00:10:55.649 said, you know what? You two have a conversation 00:10:55.649 --> 00:10:57.669 and I'll tell the new person, tell you what, 00:10:57.750 --> 00:11:00.610 when you two are done, come find me and I'll 00:11:00.610 --> 00:11:04.379 introduce you to somebody else. It's even better. 00:11:04.899 --> 00:11:07.700 That's even better. So that's very good. And 00:11:07.700 --> 00:11:10.000 I'm going to have to steal that. He's now going 00:11:10.000 --> 00:11:11.940 to steal. Yeah. Okay. So the first time, give 00:11:11.940 --> 00:11:14.259 me attribution. After that, it's all yours. Okay. 00:11:14.320 --> 00:11:19.000 You got it. You got it. Okay. So how do you balance 00:11:19.000 --> 00:11:23.279 online and in -person networking in today's digital 00:11:23.279 --> 00:11:30.320 age? I think of trying in whatever it is, trying 00:11:30.320 --> 00:11:36.379 to find balance. It's a fleeting attempt. It's 00:11:36.379 --> 00:11:39.659 not, it doesn't happen. It's not the same as 00:11:39.659 --> 00:11:42.980 balance. It's what do you need today, right? 00:11:43.059 --> 00:11:46.580 Today you might be out of balance in the in -person, 00:11:46.679 --> 00:11:48.419 right? Oh my goodness, we have three events we 00:11:48.419 --> 00:11:51.480 have to go to today or we get to go to today, 00:11:51.679 --> 00:11:54.940 right? So today we're out of balance because 00:11:54.940 --> 00:11:57.919 we're not doing anything online or tomorrow we 00:11:57.919 --> 00:12:01.590 might be doing. a webinar and a podcast and something 00:12:01.590 --> 00:12:04.710 else. And it's all, Oh, today we get to be online. 00:12:04.889 --> 00:12:07.129 We actually can be jeans and a t -shirt or whatever, 00:12:07.250 --> 00:12:09.830 right? That day is out of balance in the other 00:12:09.830 --> 00:12:14.529 way. Overall, the balance will even out in whatever 00:12:14.529 --> 00:12:18.840 way is brings you the fastest path to cash. No, 00:12:18.899 --> 00:12:21.580 that's true. That's true. But keeping that in 00:12:21.580 --> 00:12:25.399 balance, as you said, is really, it's very important 00:12:25.399 --> 00:12:28.460 because you can't have the scale go all one way 00:12:28.460 --> 00:12:30.879 or all the other. In today's business, you need 00:12:30.879 --> 00:12:34.700 both. And you said it perfectly because one day 00:12:34.700 --> 00:12:36.919 you might be doing everything online. And the 00:12:36.919 --> 00:12:39.460 second day you might be doing everything in person. 00:12:39.860 --> 00:12:42.460 And also you're very fortunate. You have two 00:12:42.460 --> 00:12:45.840 people. So you can actually. do both at the same 00:12:45.840 --> 00:12:48.320 time. We, this is just our personal, this is 00:12:48.320 --> 00:12:50.740 our brand. We tend to do most things together. 00:12:51.360 --> 00:12:54.379 Occasionally we do have to be in two places at 00:12:54.379 --> 00:12:56.440 once. Yes, we're fortunate there's two of us 00:12:56.440 --> 00:12:59.460 we can split, but we do try to do everything 00:12:59.460 --> 00:13:02.279 together because that's our brand, right? If 00:13:02.279 --> 00:13:04.679 you're going to hire a coach and you only see 00:13:04.679 --> 00:13:07.159 me out and we resonate and you're interested 00:13:07.159 --> 00:13:09.399 in hiring us, but you haven't met Hank or vice 00:13:09.399 --> 00:13:12.940 versa, right? It's hard to make that buying decision 00:13:12.940 --> 00:13:15.419 because there's a piece of the puzzle missing. 00:13:15.679 --> 00:13:18.399 So we try to do those things together. But yes, 00:13:18.460 --> 00:13:20.860 occasionally, especially if it's some, if we're 00:13:20.860 --> 00:13:22.259 meeting with folks we've already met before, 00:13:22.320 --> 00:13:24.159 if there's two different chamber events, those 00:13:24.159 --> 00:13:26.000 people already know us. They know we're a team. 00:13:26.340 --> 00:13:28.240 If they're going to make a buying decision, they 00:13:28.240 --> 00:13:29.440 already know what they're getting. It's totally 00:13:29.440 --> 00:13:31.460 fine. But if we're going someplace new, we're 00:13:31.460 --> 00:13:33.919 always going to go together. Yeah. Although if 00:13:33.919 --> 00:13:36.419 we spill it up, we almost have to wear a badge. 00:13:37.159 --> 00:13:42.360 Sharon is not, yeah. Sharon's doing this or Hank's 00:13:42.360 --> 00:13:44.179 not here because he's doing, because that's the 00:13:44.179 --> 00:13:46.940 question. Where's Hank? Where's Sharon? That's 00:13:46.940 --> 00:13:49.879 good. Because if you go to places predominantly 00:13:49.879 --> 00:13:52.299 together, then they're always going to ask where 00:13:52.299 --> 00:13:55.360 the other one is. Always. So it's good. So listen, 00:13:55.500 --> 00:13:58.320 you've told me how successful you've become, 00:13:58.399 --> 00:14:02.519 but I'm sure you've made a plethora of mistakes. 00:14:02.899 --> 00:14:07.080 Give me the biggest mistake and how you avoided 00:14:07.080 --> 00:14:11.159 it. I would say my biggest mistake is I am an 00:14:11.159 --> 00:14:14.500 introvert. Why is that a mistake? I'm a shy introvert, 00:14:14.559 --> 00:14:19.620 right? So for me to go out in public to network, 00:14:20.000 --> 00:14:26.720 I have to channel my inner Hank. So left on my 00:14:26.720 --> 00:14:31.820 own, I would do it online. I'm just really, you 00:14:31.820 --> 00:14:34.340 want me to go out there? Like COVID for me was 00:14:34.340 --> 00:14:40.850 awesome. We can't go out. Oh, that's just too 00:14:40.850 --> 00:14:44.710 bad. So, right. But in the business world, that 00:14:44.710 --> 00:14:49.629 is a mistake. So to lean on those initial, I 00:14:49.629 --> 00:14:52.929 don't want to, that's the mistake. The learning 00:14:52.929 --> 00:14:55.870 process was, well, how badly do you want it? 00:14:55.889 --> 00:14:58.629 Right. I want our business to succeed more than 00:14:58.629 --> 00:15:02.129 I want to embrace being a shy introvert. So I'm 00:15:02.129 --> 00:15:04.529 going to channel my inner Hank and go out there. 00:15:05.179 --> 00:15:08.120 I'm not as good as Hank is out there, but I can. 00:15:09.980 --> 00:15:13.940 She has her steps. She does wonderful. They always 00:15:13.940 --> 00:15:16.399 say the introverts always, or the second half 00:15:16.399 --> 00:15:19.159 of the team always say, I'm really not good at 00:15:19.159 --> 00:15:21.559 this. I'm not. And you're still saying, wait 00:15:21.559 --> 00:15:24.139 a minute. You are very good at this. You are 00:15:24.139 --> 00:15:27.059 sensational at this, but you don't realize it. 00:15:27.340 --> 00:15:30.820 The secret weapon in our couple. Yeah. Ever since 00:15:30.820 --> 00:15:33.840 the pandemic, when people were staying inside. 00:15:34.440 --> 00:15:37.500 People now, one other thing that I speak about 00:15:37.500 --> 00:15:41.779 is when I go to high schools and colleges, I 00:15:41.779 --> 00:15:44.860 speak about how people don't know how to communicate 00:15:44.860 --> 00:15:49.899 with one another. They lost the feeling of all 00:15:49.899 --> 00:15:52.480 they're doing is Zoom or through texting. They 00:15:52.480 --> 00:15:55.600 lost the one -on -one feeling. And as well as 00:15:55.600 --> 00:15:58.639 I do, when you meet somebody, you're feeling 00:15:58.639 --> 00:16:01.440 the vibe of the person. You're feeling the vibe 00:16:01.440 --> 00:16:04.730 of the room. Whether or not you're going to do 00:16:04.730 --> 00:16:07.850 business with that person. So can I turn your 00:16:07.850 --> 00:16:09.909 podcast around for a second and ask you a question? 00:16:10.370 --> 00:16:13.490 Sure. All right. Okay, go ahead. Welcome back. 00:16:13.490 --> 00:16:15.909 This is Aaron and Hank. Thank you. Okay. We have 00:16:15.909 --> 00:16:17.909 our guest, Michael Foreman. He's an expert at 00:16:17.909 --> 00:16:22.269 networking. Michael, you speak to a lot of Gen 00:16:22.269 --> 00:16:26.649 X, Gen Y, a younger generation. This is a topic 00:16:26.649 --> 00:16:29.909 that's important to me. Have you noticed a difference 00:16:29.909 --> 00:16:33.029 in how they network compared to... millennial 00:16:33.029 --> 00:16:38.429 and moving toward baby boomers sure it's huge 00:16:38.429 --> 00:16:43.509 it's huge because the younger adults as i said 00:16:43.509 --> 00:16:47.929 before they never were taught how to communicate 00:16:47.929 --> 00:16:50.269 they were just because they don't know about 00:16:50.269 --> 00:16:54.850 it so that was that's what my job is when I go 00:16:54.850 --> 00:16:57.190 into high school, I have to tell them, look, 00:16:57.370 --> 00:16:59.750 you may think everything's on Zoom, or you may 00:16:59.750 --> 00:17:02.549 think everything by text, but you must do it 00:17:02.549 --> 00:17:05.230 in person. When you go to meet with somebody, 00:17:05.490 --> 00:17:08.470 when you go to meet them in a company or corporation, 00:17:09.490 --> 00:17:12.549 you're not going to do it through Zoom. And you 00:17:12.549 --> 00:17:15.130 have to learn etiquette. You have to learn, be 00:17:15.130 --> 00:17:18.750 confident. You have to learn eye contact, handshakes. 00:17:18.789 --> 00:17:21.910 You have to learn politeness, respectfulness, 00:17:21.910 --> 00:17:25.410 and all of that is gone and they don't know how 00:17:25.410 --> 00:17:27.730 to do it. So yes, the answer to your question 00:17:27.730 --> 00:17:30.930 is yes, there's a big difference. And that's 00:17:30.930 --> 00:17:33.470 one of the reasons why I go out and try to tell 00:17:33.470 --> 00:17:38.130 everybody. Awesome. I've noticed when it comes 00:17:38.130 --> 00:17:42.769 to things like all of the service groups, chambers, 00:17:43.170 --> 00:17:46.829 et cetera, the silent generation did a marvelous 00:17:46.829 --> 00:17:51.220 job bringing baby boomers along. And baby boomers, 00:17:51.259 --> 00:17:54.140 we did not do as good a job bringing millennials 00:17:54.140 --> 00:17:57.579 and teaching them the same thing. So your public 00:17:57.579 --> 00:18:01.039 service is important and please continue doing 00:18:01.039 --> 00:18:05.880 it. Thank you. I agree wholeheartedly because 00:18:05.880 --> 00:18:10.660 I do feel that is a missing link. And I think 00:18:10.660 --> 00:18:15.799 that the businesses of today, without that, they're 00:18:15.799 --> 00:18:18.920 going to lose out on a lot. So that's why I do 00:18:18.920 --> 00:18:23.490 it. But going back to introverts, how can introverts 00:18:23.490 --> 00:18:29.150 excel at networking in sales and marketing? Sharon. 00:18:31.289 --> 00:18:37.289 In networking, here's my secret sauce. When you 00:18:37.289 --> 00:18:40.809 walk into a room of networkers, you're not the 00:18:40.809 --> 00:18:43.470 only shy one there. I promise you, you're not. 00:18:44.130 --> 00:18:46.789 Look around. There are other people hanging out. 00:18:47.230 --> 00:18:50.750 At the wall. Like your high school dances. Okay. 00:18:51.849 --> 00:18:54.710 Go introduce yourself to one of those that are 00:18:54.710 --> 00:18:57.609 saying, hey, I see you're here by yourself. That's 00:18:57.609 --> 00:19:00.930 my inclination too. My name is Sharon. Just be 00:19:00.930 --> 00:19:05.910 willing to be first. With our clients, when we 00:19:05.910 --> 00:19:10.509 are sending them out to a networking group, they 00:19:10.509 --> 00:19:13.809 all know, I'm not going to tell them I'm going 00:19:13.809 --> 00:19:15.190 to a networking group because I'm going to get 00:19:15.190 --> 00:19:18.640 the assignment. And the assignment is, all right, 00:19:18.680 --> 00:19:21.740 is it one, two, or three? And they have to pick 00:19:21.740 --> 00:19:24.019 a number. Are you going to meet one, two, or 00:19:24.019 --> 00:19:26.799 three brand new people and come back to the coaching 00:19:26.799 --> 00:19:32.339 call and give us your book report? Show the card. 00:19:33.140 --> 00:19:35.880 Yep. You have to put them on the spot. You have 00:19:35.880 --> 00:19:40.099 to make them accountable. For their own good. 00:19:42.279 --> 00:19:45.180 That's what I try to do. Yeah, that's what I 00:19:45.180 --> 00:19:47.920 try to do with all my coaching students. I make 00:19:47.920 --> 00:19:49.799 them accountable. If I'm sitting there just preaching 00:19:49.799 --> 00:19:51.960 to them, they're not going to get anything out 00:19:51.960 --> 00:19:54.940 of it. If I make them accountable, then they 00:19:54.940 --> 00:19:57.440 really will pay attention and do a little bit 00:19:57.440 --> 00:19:59.859 more and get their money's worth, so to speak. 00:20:00.859 --> 00:20:04.220 What role does public speaking play in effective 00:20:04.220 --> 00:20:09.220 networking? Tremendous. Yeah, you can meet one 00:20:09.220 --> 00:20:13.980 -on -one, but you could also meet one. To many. 00:20:15.500 --> 00:20:19.099 And the other thing I tend to stress a lot is 00:20:19.099 --> 00:20:21.660 you're not just looking for your next client 00:20:21.660 --> 00:20:24.799 or customer. Like if you're only working on client, 00:20:24.880 --> 00:20:26.940 customer, you're missing out the referral partners. 00:20:27.660 --> 00:20:29.940 Don't forget about those referral partners. Sometimes 00:20:29.940 --> 00:20:32.079 you're not going to meet your next client or 00:20:32.079 --> 00:20:34.220 customer. But what you might meet is someone 00:20:34.220 --> 00:20:36.990 who has a tribe of people. that also want to 00:20:36.990 --> 00:20:38.970 meet you that they could introduce you to. If 00:20:38.970 --> 00:20:40.690 you ignore the referral partners because you're 00:20:40.690 --> 00:20:42.630 so focused on the next client or customer, you're 00:20:42.630 --> 00:20:46.349 missing out. I always say that referrals are 00:20:46.349 --> 00:20:50.250 gold. That's golden, right? Because you're not 00:20:50.250 --> 00:20:54.089 speaking to that audience, but you're speaking 00:20:54.089 --> 00:20:57.549 to the network of that audience. So you're not 00:20:57.549 --> 00:21:01.460 speaking to... 50, 100, 200 people. You're speaking 00:21:01.460 --> 00:21:04.980 to a thousand people because if you're good enough 00:21:04.980 --> 00:21:07.660 and you resonate with them enough, they're going 00:21:07.660 --> 00:21:10.519 to say, oh, you know what? I saw this guy speak. 00:21:10.779 --> 00:21:13.980 You have to hear him. And so on and so forth. 00:21:14.140 --> 00:21:16.500 So yeah, I think it's very important. How do 00:21:16.500 --> 00:21:18.960 you maintain and nurture professional relationships 00:21:18.960 --> 00:21:26.920 long -term? We have several tools. Okay. You 00:21:26.920 --> 00:21:32.700 mentioned our books. We've given away way more 00:21:32.700 --> 00:21:36.960 books than we've sold, but that's the tool. We 00:21:36.960 --> 00:21:40.859 are huge believers in direct mail. We have an 00:21:40.859 --> 00:21:43.039 entire greeting card system that we use that 00:21:43.039 --> 00:21:46.640 puts things into their mailbox. We don't believe 00:21:46.640 --> 00:21:50.900 in using our email to sell without delivering 00:21:50.900 --> 00:21:58.369 knowledge. Our social media is part of it. remembering 00:21:58.369 --> 00:22:01.789 little birthdays on social media. There are a 00:22:01.789 --> 00:22:05.089 lot of different parts of the puzzle. What did 00:22:05.089 --> 00:22:07.730 I miss? It really comes down to follow up. If 00:22:07.730 --> 00:22:10.009 you just met someone and then that's it, you're 00:22:10.009 --> 00:22:12.869 just leaving it to them, hoping that they're 00:22:12.869 --> 00:22:15.190 going to reach out. Hope is not a marketing plan, 00:22:15.289 --> 00:22:18.769 right? Yeah, but it's a short one. So follow 00:22:18.769 --> 00:22:21.710 up, whether it's greeting cards or social media 00:22:21.710 --> 00:22:25.430 or texting or sending an email. Heck, we had 00:22:25.430 --> 00:22:27.930 a one -to -one call. We give away 30 -minute 00:22:27.930 --> 00:22:30.609 calls, strategy sessions for business owners 00:22:30.609 --> 00:22:33.569 that are stuck. We had a call with two women 00:22:33.569 --> 00:22:35.789 that they were in entertainment. It doesn't matter, 00:22:35.869 --> 00:22:39.410 but they were part of the, in the LA fires that 00:22:39.410 --> 00:22:42.710 happened. So we sent an email. It wasn't, hey, 00:22:42.789 --> 00:22:44.730 let's continue the conversation about coaching. 00:22:44.970 --> 00:22:47.890 It was, hey, we just heard about this. We know 00:22:47.890 --> 00:22:50.869 that you're in that area. Are you okay? Like 00:22:50.869 --> 00:22:54.509 be a person. Well, that's true. But what you 00:22:54.509 --> 00:22:59.230 said was key is the follow -up to your whatever, 00:22:59.470 --> 00:23:02.470 right? Now, I personally feel that the follow 00:23:02.470 --> 00:23:05.490 -up is almost more important than the actual 00:23:05.490 --> 00:23:07.630 meeting of the person themselves. That's right. 00:23:07.710 --> 00:23:11.349 And I went to a networking event and I just, 00:23:11.430 --> 00:23:13.849 I asked, I was talking with somebody and I said, 00:23:13.910 --> 00:23:17.210 hey, how do you follow up with all of the people 00:23:17.210 --> 00:23:19.230 that you meet? He goes, I'll send them an email. 00:23:20.119 --> 00:23:22.819 And I'll thank them and I'll send them an email 00:23:22.819 --> 00:23:24.980 next week and I'll follow up with them again. 00:23:25.059 --> 00:23:27.539 And probably the week after that, I said, OK, 00:23:27.720 --> 00:23:30.640 thank you very much. And I'm thinking, OK, if 00:23:30.640 --> 00:23:35.160 I go up against him, he lost because I have a 00:23:35.160 --> 00:23:39.279 secret sauce. It involves writing a handwritten 00:23:39.279 --> 00:23:43.319 thank you note, you know, to that person. So 00:23:43.319 --> 00:23:47.799 I follow up in such a way. It's about six times 00:23:47.799 --> 00:23:51.490 in two weeks. So you think, oh, no, that's an 00:23:51.490 --> 00:23:54.130 overkill. No, you'll find that it takes between 00:23:54.130 --> 00:23:57.970 eight and 12 touches before a person will respond. 00:23:58.849 --> 00:24:02.329 And I can guarantee you that with the way that 00:24:02.329 --> 00:24:07.390 I follow up is you go from about a 3 % chance 00:24:07.390 --> 00:24:11.650 to about a 70 % chance. And both of you work 00:24:11.650 --> 00:24:14.490 corporate America. And if you were told somebody. 00:24:15.000 --> 00:24:18.839 That, okay, I have a 70 % chance of my emails, 00:24:18.980 --> 00:24:22.359 somebody responding to my email, that's gold, 00:24:22.519 --> 00:24:26.119 right? But then you'll know, positive or negative 00:24:26.119 --> 00:24:29.940 response, if they respond to you, where to place 00:24:29.940 --> 00:24:32.940 them. Either in the no -go file or the follow 00:24:32.940 --> 00:24:35.420 -up again file or something else, but you have 00:24:35.420 --> 00:24:39.200 what to do with them. So follow -up is the key. 00:24:39.559 --> 00:24:42.720 In our greeting card system, we use several different 00:24:42.720 --> 00:24:46.750 greeting cards. And we do have them by list. 00:24:47.470 --> 00:24:51.529 Clients get a card every month, past clients 00:24:51.529 --> 00:24:55.890 get a card. We have prospect, which is a very 00:24:55.890 --> 00:25:00.930 broad category. But yeah, and we change the message 00:25:00.930 --> 00:25:04.549 to make sure that they understand, look, you 00:25:04.549 --> 00:25:07.630 may never, ever need coaching, but here's just 00:25:07.630 --> 00:25:11.549 a little positivity for the month. You don't 00:25:11.549 --> 00:25:14.420 know who they know. You have that message, that 00:25:14.420 --> 00:25:19.299 positivity message. And as long as you are uplifting 00:25:19.299 --> 00:25:23.380 and positive and everything, then everybody would 00:25:23.380 --> 00:25:26.200 just love to either open it or just say, oh, 00:25:26.259 --> 00:25:29.319 that's right. That was Hank and Sharon. And that's 00:25:29.319 --> 00:25:32.099 it. Look, we send those, since we're talking 00:25:32.099 --> 00:25:33.619 about greeting cards, we send the greeting cards 00:25:33.619 --> 00:25:37.059 out to our chamber of commerce. And quite often 00:25:37.059 --> 00:25:39.799 it'll be, we'll meet them at a mixer. Oh, you're 00:25:39.799 --> 00:25:43.200 the ones that send those cards every month. Yes, 00:25:43.200 --> 00:25:46.099 we are. Yes, that's us. We've already met them. 00:25:46.339 --> 00:25:48.380 So we've already met them, Michael. Now we're 00:25:48.380 --> 00:25:50.519 just continuing the conversation at the mixer. 00:25:51.000 --> 00:25:54.220 And it's a lot nicer when it happens that way. 00:25:54.319 --> 00:25:57.140 So you don't have that cold, what do you do? 00:25:57.319 --> 00:26:01.220 It takes all of that out of the mix. All right. 00:26:01.240 --> 00:26:04.279 Can you share tips for turning casual connections 00:26:04.279 --> 00:26:10.480 into a profitable business relationship? Sure. 00:26:10.599 --> 00:26:12.380 Tell you what, I'm going to use your audience. 00:26:12.619 --> 00:26:15.279 All right, audience, careful. You're about to 00:26:15.279 --> 00:26:21.000 get sold here. We have several books. One of 00:26:21.000 --> 00:26:23.480 them is called The Marketing Checklist, Your 00:26:23.480 --> 00:26:25.539 Guide for Overwhelmed and Overthinking Entrepreneurs. 00:26:25.559 --> 00:26:27.559 If you would like this book, all you have to 00:26:27.559 --> 00:26:32.359 do is send us an email. But wait, would you like 00:26:32.359 --> 00:26:34.380 The Marketing Checklist for sale? Here's where 00:26:34.380 --> 00:26:37.440 it gets fun. You have to listen to another episode 00:26:37.440 --> 00:26:41.259 of Networking Unleashed. and give us like a two 00:26:41.259 --> 00:26:43.220 -sentence book report on what you learned from 00:26:43.220 --> 00:26:46.700 Michael. A pod report. Yes. If you'd like the 00:26:46.700 --> 00:26:50.920 marketing checklist too, listen to another episode 00:26:50.920 --> 00:26:54.259 and tell us what Michael taught you. If you want 00:26:54.259 --> 00:26:58.000 our human resources book, yep, one more podcast 00:26:58.000 --> 00:27:00.680 of Networking Unleashed. Tell us what Michael 00:27:00.680 --> 00:27:03.799 taught you, and you can have each of those books. 00:27:04.380 --> 00:27:07.500 So what we're doing is we're getting somebody 00:27:07.500 --> 00:27:11.289 to get some free stuff. and we're building a 00:27:11.289 --> 00:27:12.869 relationship with you because we want them to 00:27:12.869 --> 00:27:15.869 listen to more of you, and maybe that you'll 00:27:15.869 --> 00:27:17.470 get some coaching out of it because they listen 00:27:17.470 --> 00:27:20.509 to more networking unleashed, you might meet 00:27:20.509 --> 00:27:22.029 somebody that needs coaching that doesn't do 00:27:22.029 --> 00:27:24.369 what you do, and then we refer. So it's not a 00:27:24.369 --> 00:27:27.910 fastest path to cash, but it's doing enough things 00:27:27.910 --> 00:27:32.569 in your business that spinning all those plates, 00:27:32.650 --> 00:27:34.710 they start to come back to you. It's layering. 00:27:35.049 --> 00:27:38.460 Yeah. So the thing is, give of yourself. And 00:27:38.460 --> 00:27:40.180 if you haven't written a book, all right, some 00:27:40.180 --> 00:27:45.220 special report in your industry. I pride myself 00:27:45.220 --> 00:27:49.759 on being able to put two people together. And 00:27:49.759 --> 00:27:54.759 I am really known for it in my circles. If Michael 00:27:54.759 --> 00:27:58.140 doesn't do it, then he knows people who do, and 00:27:58.140 --> 00:28:01.140 he'll put them together. And I do that almost 00:28:01.140 --> 00:28:05.420 every day. And it's really, it's as much of a 00:28:05.420 --> 00:28:09.140 good feeling as... not doing it's just really 00:28:09.140 --> 00:28:12.700 a good feeling why wouldn't you do it yeah it's 00:28:12.700 --> 00:28:15.299 being a good person it's being a good person 00:28:15.299 --> 00:28:17.900 a good neighbor a good whatever isn't that what 00:28:17.900 --> 00:28:21.619 mr rogers told us taught us to do oh wait most 00:28:21.619 --> 00:28:23.779 of your audience has no idea who mr rogers is 00:28:23.779 --> 00:28:30.220 that's right that's right but they probably still 00:28:30.220 --> 00:28:34.859 don't even know who cookie monster is it's good 00:28:34.859 --> 00:28:39.559 to be nice to people Okay, last question. All 00:28:39.559 --> 00:28:42.759 right. How has networking evolved the HR industry 00:28:42.759 --> 00:28:50.880 and what trends do you foresee? I'll start with 00:28:50.880 --> 00:28:53.920 one. Go ahead. Before we worked together or as 00:28:53.920 --> 00:28:55.380 we were starting to work together, Sharon would 00:28:55.380 --> 00:29:01.539 hear me talking to clients about marketing. And 00:29:01.539 --> 00:29:05.119 she realized real fast that she was doing the 00:29:05.119 --> 00:29:08.480 same thing internally. So I used to think that 00:29:08.480 --> 00:29:09.839 he was the marketing guy. I didn't know anything 00:29:09.839 --> 00:29:12.140 about marketing. I was HR and office management. 00:29:12.319 --> 00:29:14.700 What do I know about marketing? Right. But as 00:29:14.700 --> 00:29:16.279 he said, I was overhearing the conversations 00:29:16.279 --> 00:29:18.420 he was having with his small business client. 00:29:20.160 --> 00:29:23.019 Knowing that when I was doing HR, I was only 00:29:23.019 --> 00:29:24.720 working with small business. I didn't work with 00:29:24.720 --> 00:29:26.299 large companies. It was small business owners. 00:29:26.960 --> 00:29:30.079 So the same conversations that he was having 00:29:30.079 --> 00:29:33.000 with his clients, I would have in my HR office. 00:29:34.500 --> 00:29:36.980 Right. Employees would come to me and say, I 00:29:36.980 --> 00:29:40.240 have this great idea, but my coworker or my supervisor 00:29:40.240 --> 00:29:42.660 won't listen to me. How do I get them to listen 00:29:42.660 --> 00:29:45.339 to me? It's messaging. Or the bosses would come 00:29:45.339 --> 00:29:47.519 to me and say, we have this great idea, but we 00:29:47.519 --> 00:29:50.240 want the employees to buy in so they feel like 00:29:50.240 --> 00:29:52.079 they have some ownership and it actually works. 00:29:52.839 --> 00:29:56.920 It's messaging. HR is just internal messaging. 00:29:57.099 --> 00:29:59.000 Unless I'm putting an ad out looking for a new 00:29:59.000 --> 00:30:01.160 employee, right, then it's external. But again, 00:30:01.259 --> 00:30:04.769 most of my career was. small business we didn't 00:30:04.769 --> 00:30:07.769 do that much hiring it was a small business so 00:30:07.769 --> 00:30:11.630 it's all you saw that i'm gonna use that word 00:30:11.630 --> 00:30:15.150 again synergy for what you're doing for both 00:30:15.150 --> 00:30:18.529 of you can do together and that's what makes 00:30:18.529 --> 00:30:22.349 it work that's what makes your team work because 00:30:22.349 --> 00:30:25.750 you are powerful in some areas hank is powerful 00:30:25.750 --> 00:30:29.269 in other areas and when you combine that you 00:30:29.269 --> 00:30:33.750 make such a good team and it's if Let me ask 00:30:33.750 --> 00:30:37.369 you a question. If somebody wants either your 00:30:37.369 --> 00:30:41.170 coaching or buy a book or just to see what you're 00:30:41.170 --> 00:30:44.369 all about, or even just to talk to you, how would 00:30:44.369 --> 00:30:47.109 they go about doing it? Okay. Don't go to Amazon 00:30:47.109 --> 00:30:48.789 and buy the book. Reach out to us. We'll give 00:30:48.789 --> 00:30:51.390 it to you for free. All right. That's the first 00:30:51.390 --> 00:30:55.309 part. Our calendar link is howtogettherefaster 00:30:55.309 --> 00:30:59.829 .com. Grab a 30 minutes with us. If you only 00:30:59.829 --> 00:31:02.799 want a book. Send us an email. You can track 00:31:02.799 --> 00:31:05.359 us down. Our email addresses are on our website, 00:31:05.519 --> 00:31:08.140 ulofcreative .com. But if you want some time, 00:31:08.180 --> 00:31:10.359 that's how to get there faster is the easiest 00:31:10.359 --> 00:31:12.500 way. It'll ask you a couple of questions. So 00:31:12.500 --> 00:31:14.880 we're ready for you. And here's our entire sales 00:31:14.880 --> 00:31:17.799 pitch. You ready? If you want to talk about coaching, 00:31:17.839 --> 00:31:20.380 go to companymarketingplan .com. So that's five 00:31:20.380 --> 00:31:23.920 seconds of the 30 minutes. So the other 29 minutes, 00:31:23.960 --> 00:31:27.539 53 seconds is yours. That's good. That's good. 00:31:27.599 --> 00:31:32.460 And I try to get to the person behind the business. 00:31:32.759 --> 00:31:35.119 And if you get to the person, then you really 00:31:35.119 --> 00:31:37.720 know what their business is about. And the people 00:31:37.720 --> 00:31:40.559 who give you that fake front, I don't want to 00:31:40.559 --> 00:31:46.480 deal with. We had a business coach that we were 00:31:46.480 --> 00:31:48.420 with him for two years. And I'll say this up 00:31:48.420 --> 00:31:52.220 front. Every penny we invested, totally worth 00:31:52.220 --> 00:31:58.220 it. We didn't. Because toward the end of the 00:31:58.220 --> 00:31:59.960 second year, I said, look, I've got a marketing 00:31:59.960 --> 00:32:02.799 question for us how we should do it. And his 00:32:02.799 --> 00:32:04.819 answer was, I don't know your clients well enough 00:32:04.819 --> 00:32:07.920 to answer that. And I was like, okay, wait a 00:32:07.920 --> 00:32:11.759 second. In the first, when a client starts with 00:32:11.759 --> 00:32:15.240 us, we start with a two -hour onboarding session. 00:32:15.799 --> 00:32:20.819 We know about their clients like that. And during 00:32:20.819 --> 00:32:23.059 the course of our contract of a year with somebody, 00:32:23.180 --> 00:32:27.599 we really know their business. So it was an oh 00:32:27.599 --> 00:32:34.119 my goodness moment. And again, I feel fine about 00:32:34.119 --> 00:32:39.480 every penny we invested. It was worth it. But 00:32:39.480 --> 00:32:44.099 it also, that last thing taught us to create 00:32:44.099 --> 00:32:46.619 the coaching program that we wish we could have 00:32:46.619 --> 00:32:49.619 found out in the wild. But we also felt and still 00:32:49.619 --> 00:32:51.839 feel like we don't really know him. We know his 00:32:51.839 --> 00:32:55.259 persona, but we don't really know him. And we 00:32:55.259 --> 00:32:57.319 don't know how to do that. We don't want to learn 00:32:57.319 --> 00:32:59.819 how to do that. What you see here with us and 00:32:59.819 --> 00:33:01.539 talking to Michael is what you're going to hear 00:33:01.539 --> 00:33:03.799 on the phone or in our mastermind. When you meet 00:33:03.799 --> 00:33:05.500 Michael in person, you're probably going to get 00:33:05.500 --> 00:33:07.200 the exact same thing as you see here. There's 00:33:07.200 --> 00:33:11.190 no persona. That's it. I hate. people that put 00:33:11.190 --> 00:33:13.930 that front on. And that's why I really don't 00:33:13.930 --> 00:33:16.829 do business. It's hard because you know what? 00:33:16.849 --> 00:33:20.150 They don't remember what they said a month ago 00:33:20.150 --> 00:33:23.569 because it was all fake. If I can just be me, 00:33:23.690 --> 00:33:26.150 then I don't have to worry about that. You just 00:33:26.150 --> 00:33:29.650 be you. And that's why you're successful. I'm 00:33:29.650 --> 00:33:32.690 successful. And it makes the world go around 00:33:32.690 --> 00:33:36.329 that much better. So I want Hank, Sharon, I got 00:33:36.329 --> 00:33:40.490 to tell you, this was a great podcast. learned 00:33:40.490 --> 00:33:45.269 so much because I your background and my background 00:33:45.269 --> 00:33:48.430 are so much alike and we're teaching almost the 00:33:48.430 --> 00:33:51.269 same things so it was like a breath of fresh 00:33:51.269 --> 00:33:55.769 air thank you okay so yeah I have a feeling we 00:33:55.769 --> 00:33:58.609 could uh chat for another hour or so and in fact 00:33:58.609 --> 00:34:01.529 we might do that folks so y 'all have a great 00:34:01.529 --> 00:34:03.809 day Michael's gonna do the ending we're gonna 00:34:03.809 --> 00:34:06.410 chat for another hour but you're gonna wish you 00:34:06.410 --> 00:34:09.389 had heard it all But make sure you keep listening 00:34:09.389 --> 00:34:11.269 to Networking Unleashed because I have a feeling 00:34:11.269 --> 00:34:12.909 there's a whole lot more you can learn from Michael. 00:34:14.070 --> 00:34:18.590 Thank you, and I'll talk with you soon. Well, 00:34:18.650 --> 00:34:21.570 hold on, folks. Don't go anywhere. Let me just 00:34:21.570 --> 00:34:24.769 read a few of our sponsors that we have. Struggling 00:34:24.769 --> 00:34:28.289 to reach success? Maybe it's time to quit. In 00:34:28.289 --> 00:34:32.139 Quit Your Way to Success. by Rodney Davis. This 00:34:32.139 --> 00:34:35.760 reveals 27 steps to breaking bad habits that 00:34:35.760 --> 00:34:39.300 hold you back. This powerful book helps you rewire 00:34:39.300 --> 00:34:42.760 your mindset, take control of your actions, and 00:34:42.760 --> 00:34:45.880 turn setbacks into stepping stones. With real 00:34:45.880 --> 00:34:49.340 -life examples, motivational quotes, and actionable 00:34:49.340 --> 00:34:52.500 lessons, especially for sales professionals, 00:34:52.840 --> 00:34:55.099 you'll gain the tools to quit what's stopping 00:34:55.099 --> 00:34:58.000 you and start winning. Transform your future 00:34:58.000 --> 00:35:01.550 today. So Quit Your Way to Success by Rodney 00:35:01.550 --> 00:35:05.989 Davis, available now on Amazon. And this is a 00:35:05.989 --> 00:35:09.409 nonprofit called Revved Up Kids. This is something 00:35:09.409 --> 00:35:12.989 I believe in wholeheartedly. Revved Up Kids is 00:35:12.989 --> 00:35:16.409 on a mission to protect children and teens from 00:35:16.409 --> 00:35:19.269 sexual abuse, exploitation, and trafficking. 00:35:19.510 --> 00:35:22.170 They provide prevention training programs for 00:35:22.170 --> 00:35:25.829 children. teens, and adults. To learn more, go 00:35:25.829 --> 00:35:30.670 to revvedupkids .org. That's R -E -V -V -E -D 00:35:30.670 --> 00:35:37.869 -U -P -K -I -D -S .org. Well, that's a wrap, 00:35:37.949 --> 00:35:40.809 folks. A huge thank you to our special guests 00:35:40.809 --> 00:35:44.150 for sharing such incredible insights today. And 00:35:44.150 --> 00:35:47.530 of course, a big shout out to you, our amazing 00:35:47.530 --> 00:35:50.469 listeners, for tuning in and spending your time 00:35:50.469 --> 00:35:54.349 with us. Remember, networking isn't about being 00:35:54.349 --> 00:35:57.690 perfect. It's about being present. So take what 00:35:57.690 --> 00:36:00.269 you've learned today, get out there and make 00:36:00.269 --> 00:36:03.269 some meaningful connections. If you enjoyed this 00:36:03.269 --> 00:36:06.230 episode, don't forget to subscribe, leave us 00:36:06.230 --> 00:36:08.869 a review and share it with someone who could 00:36:08.869 --> 00:36:12.170 use a little networking inspiration. Let's keep 00:36:12.170 --> 00:36:15.869 the conversation going. You can find me on Apple, 00:36:16.010 --> 00:36:20.659 Spotify, YouTube or my website. Michael A. Foreman, 00:36:20.679 --> 00:36:24.619 remember, until next time, keep practicing, keep 00:36:24.619 --> 00:36:27.199 connecting, and keep building those relationships. 00:36:27.639 --> 00:36:30.780 This is Michael A. Foreman signing off. Take 00:36:30.780 --> 00:36:32.400 care and happy networking.