WEBVTT 00:00:16.620 --> 00:00:20.839 Hello, and welcome to Networking Unleashed, Building 00:00:20.839 --> 00:00:24.039 Profitable Connections. Welcome back to the show, 00:00:24.059 --> 00:00:26.940 folks. I'm your host, Michael Foreman, and you're 00:00:26.940 --> 00:00:29.480 listening to the podcast where networking is 00:00:29.480 --> 00:00:32.439 more than just awkward handshakes and bad coffee. 00:00:32.960 --> 00:00:36.219 It's an art and a talent. But here's the twist. 00:00:36.439 --> 00:00:39.299 It's an art and talent you can actually learn. 00:00:39.579 --> 00:00:42.380 Yes, even if you're the person hiding in the 00:00:42.380 --> 00:00:45.579 corner at every event, pretending to check emails. 00:00:46.689 --> 00:00:49.429 Networking isn't just a nice skill to have, it's 00:00:49.429 --> 00:00:51.890 a game changer. And when you get good at it, 00:00:51.909 --> 00:00:54.869 you'll wonder why you didn't start sooner. More 00:00:54.869 --> 00:00:58.070 connections, more opportunities, more profits. 00:00:58.350 --> 00:01:01.929 It's like unlocking a cheat code for life. So 00:01:01.929 --> 00:01:04.170 whether you're the life of the party or the just 00:01:04.170 --> 00:01:06.989 let me stay home and text type, we've got something 00:01:06.989 --> 00:01:09.870 for you. So stick around and let's turn those 00:01:09.870 --> 00:01:14.269 awkward small talk moments into big wins. I've 00:01:14.269 --> 00:01:17.609 got a guest today. He's a very interesting guest. 00:01:17.629 --> 00:01:21.129 His name is Serge Walker, and he's an author 00:01:21.129 --> 00:01:25.109 of Book Sales Mastery Guide, Business Growth 00:01:25.109 --> 00:01:29.370 Strategist, and Servant Leader. So before I go 00:01:29.370 --> 00:01:32.969 any further into his background, Serge, why don't 00:01:32.969 --> 00:01:35.730 you introduce yourself and tell us a little bit 00:01:35.730 --> 00:01:39.000 about yourself? Hello, Michael. Thanks so much 00:01:39.000 --> 00:01:41.579 for having me here. First of all, I would like 00:01:41.579 --> 00:01:44.219 to, wow, the intro is really good. It's really 00:01:44.219 --> 00:01:47.799 good about networking. So just a few words about 00:01:47.799 --> 00:01:50.760 myself. I like to define myself as I'm still 00:01:50.760 --> 00:01:54.200 a child into my head. I'm a dreamer, a really 00:01:54.200 --> 00:01:57.540 dreamer since the moment I'm born. And until 00:01:57.540 --> 00:02:00.400 now, I'm still a dreamer. But again, yes, I'm 00:02:00.400 --> 00:02:04.819 an author just because I decide a bit. to change 00:02:04.819 --> 00:02:07.280 or to bring something into this life when it 00:02:07.280 --> 00:02:11.139 comes to selling because of some past experience, 00:02:11.280 --> 00:02:13.780 not good experience sometimes. Sometimes we remember 00:02:13.780 --> 00:02:17.099 stuff when they are not working properly. So 00:02:17.099 --> 00:02:19.759 I decided to do something about it. This is why 00:02:19.759 --> 00:02:24.199 I wrote that book, Sales Mastery Guy. But yes, 00:02:24.240 --> 00:02:28.479 I started as a normal person, young guy born 00:02:28.479 --> 00:02:32.400 in Cameroon in Africa, Central Africa. Where 00:02:32.400 --> 00:02:35.699 I had some challenge at the beginning to work 00:02:35.699 --> 00:02:39.280 because in every part of the world, I think people, 00:02:39.340 --> 00:02:42.340 they start working at one year old or maybe two 00:02:42.340 --> 00:02:46.319 maximum. But it took me four years to be able 00:02:46.319 --> 00:02:49.400 to even just stand up and start doing stuff. 00:02:49.840 --> 00:02:53.919 Start also playing with my siblings because I'm 00:02:53.919 --> 00:02:58.120 the fourth born of a family of five, right? Looking 00:02:58.120 --> 00:03:00.060 at the playing and all those stuff, it wasn't 00:03:00.060 --> 00:03:03.639 that easy. Then I've been successful to start 00:03:03.639 --> 00:03:07.719 working, going to school. Then my parents judged 00:03:07.719 --> 00:03:11.300 at a certain stage that it was good for me to 00:03:11.300 --> 00:03:14.139 go abroad to study. So I went to Italy where 00:03:14.139 --> 00:03:19.439 I took a diploma there. And I started working 00:03:19.439 --> 00:03:22.740 in a bank environment, then as a salesperson. 00:03:23.180 --> 00:03:26.159 And currently I'm consulting also several telecom 00:03:26.159 --> 00:03:29.610 companies, helping them. for topic related to 00:03:29.610 --> 00:03:33.050 strategies, sustainability, and all those things. 00:03:33.210 --> 00:03:37.490 Yeah, so this is where I am today. And yes. Very 00:03:37.490 --> 00:03:39.629 nice, Serge. Welcome. Welcome to the podcast. 00:03:40.189 --> 00:03:43.210 Okay, so let's jump right into it. Your book, 00:03:43.349 --> 00:03:46.889 Sales Mastery Guide, dives deep into the sales 00:03:46.889 --> 00:03:50.509 process. How do you see networking as a key factor 00:03:50.509 --> 00:03:57.629 in mastering sales? I would like even to say, 00:03:58.080 --> 00:04:01.419 that networking will be the number one priority 00:04:01.419 --> 00:04:07.659 in sales. Now, AI, people are saying AI is the 00:04:07.659 --> 00:04:10.479 net electricity, right? When we started internet 00:04:10.479 --> 00:04:14.099 a long time ago, 2020, 2000, or maybe a little 00:04:14.099 --> 00:04:18.759 bit before, everyone was jumping in and it changed 00:04:18.759 --> 00:04:23.579 the game completely. Now, AI is doing the same. 00:04:24.000 --> 00:04:25.459 pretty much we are still at the beginning but 00:04:25.459 --> 00:04:27.939 we never know where we are going to go how far 00:04:27.939 --> 00:04:32.040 we will go with this networking become essential 00:04:32.040 --> 00:04:37.620 people sell to people it's always a human connection 00:04:37.620 --> 00:04:43.220 first because yes you need to trust people to 00:04:43.220 --> 00:04:46.800 be able to do business with them people need 00:04:46.800 --> 00:04:50.019 to see you Before they start doing business with 00:04:50.019 --> 00:04:52.740 you, people sometimes will need to hear from 00:04:52.740 --> 00:04:55.079 you because before they start doing business 00:04:55.079 --> 00:04:59.220 with you, it becomes extremely important to really 00:04:59.220 --> 00:05:02.740 master it. You hit the nail right on the head 00:05:02.740 --> 00:05:06.079 with networking. Networking has a mantra. If 00:05:06.079 --> 00:05:08.439 they know you, if they like you, if they trust 00:05:08.439 --> 00:05:12.680 you, then they'll do business with you. And you 00:05:12.680 --> 00:05:16.639 just hit the nail right on the head. What are 00:05:16.639 --> 00:05:20.120 the top three networking strategies that have 00:05:20.120 --> 00:05:22.459 directly contributed to your business growth? 00:05:24.240 --> 00:05:27.920 I will say the first one, the most important 00:05:27.920 --> 00:05:31.779 one, is the capability, because it's something 00:05:31.779 --> 00:05:35.040 also that can be learned, the capability of someone 00:05:35.040 --> 00:05:39.660 to listen first. Because when you approach someone, 00:05:39.899 --> 00:05:42.579 even if you are good in asking questions, talking 00:05:42.579 --> 00:05:46.300 about yourself, You need also to be able to listen 00:05:46.300 --> 00:05:48.660 to that person. Listening. People sometimes, 00:05:48.939 --> 00:05:51.819 I like to quote, when I was into the bank industry, 00:05:52.079 --> 00:05:55.420 we love to say people look but they don't see. 00:05:55.800 --> 00:06:00.060 They hear but they don't listen. Right? You need 00:06:00.060 --> 00:06:02.759 to listen. Listening is extremely important. 00:06:03.120 --> 00:06:05.459 Then when you listen to someone, it's normal, 00:06:05.579 --> 00:06:09.819 empathy, all those type of quality are also extremely 00:06:09.819 --> 00:06:13.970 important. But being also able to ask genuine 00:06:13.970 --> 00:06:19.189 questions to people, right? A lot of people like 00:06:19.189 --> 00:06:20.670 to say, people like to talk about themselves, 00:06:20.829 --> 00:06:23.250 but sometimes not, because maybe you can be in 00:06:23.250 --> 00:06:26.769 front of an introvert person, but they have a 00:06:26.769 --> 00:06:31.470 lot to share. How do you make sure that person 00:06:31.470 --> 00:06:35.009 can really network with you, can connect with 00:06:35.009 --> 00:06:39.269 you, can, yes, it's extremely important also. 00:06:40.160 --> 00:06:43.439 to know how to ask your question to know how 00:06:43.439 --> 00:06:46.740 to connect with people in that angle also and 00:06:46.740 --> 00:06:50.360 again attending also to event right let's say 00:06:50.360 --> 00:06:54.240 in some events in industry or this type of things 00:06:54.240 --> 00:06:58.699 can really help to be able to network with people. 00:06:58.879 --> 00:07:01.839 It can be either into your industry or into different 00:07:01.839 --> 00:07:04.839 industries as soon as it can bring you some kind 00:07:04.839 --> 00:07:08.220 of value or you want to bring something to that 00:07:08.220 --> 00:07:12.720 environment. So, yes. Again, you hit the nail 00:07:12.720 --> 00:07:15.319 right on the head. I can probably talk to you 00:07:15.319 --> 00:07:17.959 for three hours about networking, but what you're 00:07:17.959 --> 00:07:22.439 talking about is active listening. And if you 00:07:22.439 --> 00:07:25.750 listen to the person you're talking with, They 00:07:25.750 --> 00:07:28.769 truly believe that you are paying attention to 00:07:28.769 --> 00:07:32.230 them and not to something else. So if you listen 00:07:32.230 --> 00:07:36.290 to them and then pause after you listen, that 00:07:36.290 --> 00:07:39.850 pause becomes so significant because you're actually 00:07:39.850 --> 00:07:43.689 listening to them and you respond to what they 00:07:43.689 --> 00:07:46.490 were saying, not the next thing that you wanted 00:07:46.490 --> 00:07:49.649 to say, but to what they were saying. So it goes 00:07:49.649 --> 00:07:52.930 a very long way. Many professionals struggle 00:07:52.930 --> 00:07:56.410 with follow -ups. What's your advice on turning 00:07:56.410 --> 00:08:00.329 a networking conversation into a long -term business 00:08:00.329 --> 00:08:04.870 relationship? Talking about follow -up first 00:08:04.870 --> 00:08:08.750 would be like, it's a bit like, I don't know, 00:08:08.790 --> 00:08:11.689 I like to use parallel stories. So let me use 00:08:11.689 --> 00:08:14.829 one related to a relationship, for example, between 00:08:14.829 --> 00:08:18.529 people. Or maybe that a young guy wants to date 00:08:18.529 --> 00:08:21.269 another young lady. The lady is cute, really 00:08:21.269 --> 00:08:26.129 cute. The lady gave him the chance to approach, 00:08:26.290 --> 00:08:30.389 right? To approach her. And he start, yes, he 00:08:30.389 --> 00:08:34.370 do his stuff well. Extremely well. So the lady 00:08:34.370 --> 00:08:37.490 want to see him again. Or probably there is an 00:08:37.490 --> 00:08:40.610 exchange of Instagram, WhatsApp, or those young 00:08:40.610 --> 00:08:42.629 guys use TikTok, or I don't know, something, 00:08:42.909 --> 00:08:47.529 a contact, a details. Then at a certain stage, 00:08:47.850 --> 00:08:53.059 the guy do not follow. What can happen after 00:08:53.059 --> 00:08:57.279 that? Nothing will happen, right? Because if 00:08:57.279 --> 00:08:59.899 you don't follow up on something, on an opportunity 00:08:59.899 --> 00:09:04.860 that has been on your table one week ago, two 00:09:04.860 --> 00:09:09.240 weeks ago, one hour ago, your chance reduce, 00:09:09.539 --> 00:09:12.440 right? To be able to achieve something. Follow 00:09:12.440 --> 00:09:16.059 -up are extremely important. Now, talking about 00:09:16.059 --> 00:09:24.330 networking in that sense. And following up within 00:09:24.330 --> 00:09:28.250 the networking, let me put it also in another 00:09:28.250 --> 00:09:31.070 angle. For example, in a networking environment. 00:09:32.090 --> 00:09:34.129 I don't know if it makes sense what I'm currently 00:09:34.129 --> 00:09:35.870 saying. In any case, you are going to cut some 00:09:35.870 --> 00:09:38.669 pages and add, no? You're going to mount, right? 00:09:39.809 --> 00:09:41.289 You're going to edit it. It makes perfect sense. 00:09:41.649 --> 00:09:45.250 You're making perfect sense. Okay. In networking 00:09:45.250 --> 00:09:49.509 environment, for example. How do people need 00:09:49.509 --> 00:09:51.990 to follow up or what will be? Oh, please repeat 00:09:51.990 --> 00:09:54.269 the question again. So I make sure that I'm really 00:09:54.269 --> 00:09:57.009 answering to what many professionals struggle 00:09:57.009 --> 00:09:59.330 with follow ups. And now I personally believe 00:09:59.330 --> 00:10:02.210 that the follow up is almost more important than 00:10:02.210 --> 00:10:06.009 actually making contact. But many professionals 00:10:06.009 --> 00:10:08.370 struggle with follow ups. What's your advice 00:10:08.370 --> 00:10:12.110 on turning a networking conversation into a long 00:10:12.110 --> 00:10:16.029 term business relationship? Okay, perfect. I 00:10:16.029 --> 00:10:19.129 can give some value to people based on my experience, 00:10:19.269 --> 00:10:22.909 especially into sales, especially into how you 00:10:22.909 --> 00:10:25.929 connect with people first. You use networking 00:10:25.929 --> 00:10:30.169 to follow up, but most importantly, why it's 00:10:30.169 --> 00:10:36.190 so important. In different environments, let 00:10:36.190 --> 00:10:38.309 me use an example for an international sales, 00:10:38.490 --> 00:10:42.029 for example. Someone, for example, living in 00:10:42.029 --> 00:10:47.500 Paris. doing business with someone in UK or maybe 00:10:47.500 --> 00:10:49.840 in Canada or in Germany, this type of example. 00:10:51.700 --> 00:10:58.720 Being able not only to make sure the person with 00:10:58.720 --> 00:11:02.879 whom you are talking can trust you, being able 00:11:02.879 --> 00:11:08.860 also to make sure that, again, following up on 00:11:08.860 --> 00:11:13.450 what you started. I helped to grow the business. 00:11:13.929 --> 00:11:18.169 I helped also to understand how stuff currently 00:11:18.169 --> 00:11:21.470 are. The type of services you were offering, 00:11:21.509 --> 00:11:23.429 for example, in the sales environment, the type 00:11:23.429 --> 00:11:27.529 of services I was offering. The follow -up is 00:11:27.529 --> 00:11:31.350 extremely important. How do customers feel about 00:11:31.350 --> 00:11:34.529 it? What type of feedback do I get from it? If 00:11:34.529 --> 00:11:37.009 it's a product, it's still the same. If it's 00:11:37.009 --> 00:11:40.860 just like a consultative selling, I'm your partner. 00:11:41.000 --> 00:11:44.080 I'm your advisor for this type of service or 00:11:44.080 --> 00:11:46.240 for what you're trying to do, for the type of 00:11:46.240 --> 00:11:50.019 strategy you're trying to put together. How's 00:11:50.019 --> 00:11:54.200 it going? What are your next step? Where do you 00:11:54.200 --> 00:11:57.740 still want to go? Again, you build confidence, 00:11:57.980 --> 00:12:01.840 you build trust, and for a long period of time, 00:12:02.059 --> 00:12:06.419 your customer, that prospect, become, let's say, 00:12:06.440 --> 00:12:08.559 the customer for your life. I like to call it, 00:12:08.559 --> 00:12:11.440 it's like, You serve people when you're doing 00:12:11.440 --> 00:12:13.860 that way. You help them. You nurture something 00:12:13.860 --> 00:12:18.720 that is going to last forever. You're always 00:12:18.720 --> 00:12:22.940 looking to give rather than receive. And if you 00:12:22.940 --> 00:12:25.980 go with that thought in mind, then you'll never 00:12:25.980 --> 00:12:29.620 fail. You'll never fail. But you've been successful 00:12:29.620 --> 00:12:35.120 to this point. What a networking mistake. that 00:12:35.120 --> 00:12:39.179 you see sales professionals make, and how can 00:12:39.179 --> 00:12:47.159 they fix it? The first one I will say is, the 00:12:47.159 --> 00:12:52.399 first one definitely, mistake that I, probably 00:12:52.399 --> 00:12:58.539 it cost me a lot of deals, is always linked to 00:12:58.539 --> 00:13:03.659 the fact that you don't listen. I was not listening. 00:13:04.799 --> 00:13:07.539 It's extremely important. So that one is the 00:13:07.539 --> 00:13:12.320 number one mistake. If you don't listen to the 00:13:12.320 --> 00:13:14.879 people close to you, in front of you, or the 00:13:14.879 --> 00:13:19.039 person you're calling partner today, or probably, 00:13:19.200 --> 00:13:21.539 I don't know, your customer, whoever, if you 00:13:21.539 --> 00:13:24.460 don't listen, it's the beginning of the end. 00:13:25.019 --> 00:13:29.460 Because you will go nowhere with that. Really 00:13:29.460 --> 00:13:33.200 nowhere. So folks, it's extremely important to 00:13:33.200 --> 00:13:37.629 listen. Listen, ask genuine questions, rephrase, 00:13:37.809 --> 00:13:41.090 do whatever you can so that people can understand 00:13:41.090 --> 00:13:43.330 that you care. You care about what they're telling 00:13:43.330 --> 00:13:46.409 you. You care about what they are asking you. 00:13:46.549 --> 00:13:49.289 And always provide value, right? Help provide 00:13:49.289 --> 00:13:51.690 value. It's extremely important. That one is 00:13:51.690 --> 00:13:54.590 the number one mistake that people need to avoid. 00:13:55.250 --> 00:13:58.149 And that one was my mistake. I was just pushing. 00:13:58.490 --> 00:14:02.730 In my earlier days, that was my number one mistake. 00:14:03.309 --> 00:14:07.509 I didn't listen. I heard them, but I wasn't listening 00:14:07.509 --> 00:14:09.870 to what they said. I was thinking about the next 00:14:09.870 --> 00:14:12.789 thing that I had to say and try to get my points 00:14:12.789 --> 00:14:15.590 across rather than listening to them. So that's 00:14:15.590 --> 00:14:18.990 very good. Can you share a personal story where 00:14:18.990 --> 00:14:22.370 a single networking connection impacted your 00:14:22.370 --> 00:14:28.549 career? Oh, yes. Back in 10 years ago, coming 00:14:28.549 --> 00:14:32.870 from, let's say, a finance environment. to another 00:14:32.870 --> 00:14:37.029 type of industry was like, Sergio, are you going 00:14:37.029 --> 00:14:40.610 to succeed to do that? What will be the challenge? 00:14:40.669 --> 00:14:41.950 What are the challenges that you are going to 00:14:41.950 --> 00:14:44.250 face? Are you sure? Are you certain that you 00:14:44.250 --> 00:14:45.950 are going to overcome this type of challenge? 00:14:46.450 --> 00:14:48.470 So I remember, I still remember extremely well, 00:14:48.490 --> 00:14:52.990 it was in Italy. We went to see, let's say, a 00:14:52.990 --> 00:14:59.879 top three of a company there. Let's say that 00:14:59.879 --> 00:15:03.799 meeting, that simple presentation, or during 00:15:03.799 --> 00:15:07.559 just the way the verbal, the non -verbal communication, 00:15:07.820 --> 00:15:11.519 everything happening into that room, I secure 00:15:11.519 --> 00:15:16.600 my seat into the company I was working for, let's 00:15:16.600 --> 00:15:21.960 say, a couple more years. How? We are talking 00:15:21.960 --> 00:15:24.240 about networking. We are talking about understanding 00:15:24.240 --> 00:15:27.580 the culture of people, understanding the way 00:15:27.580 --> 00:15:29.559 they behave, because it's extremely important. 00:15:29.940 --> 00:15:32.279 How you need to show respect, how you need to 00:15:32.279 --> 00:15:36.059 structure sometimes your argumentation, how you 00:15:36.059 --> 00:15:38.080 need to listen. Yet we all say it's extremely 00:15:38.080 --> 00:15:40.419 important to listen. How do we listen, right? 00:15:40.759 --> 00:15:44.580 How do we make sure? Because in France, in Germany, 00:15:44.679 --> 00:15:48.240 in Canada, in UK, and I don't know, in Africa, 00:15:48.320 --> 00:15:52.240 it's not the same. It's not the same way. That 00:15:52.240 --> 00:15:55.759 day, just because I understood a bit of culture, 00:15:56.000 --> 00:16:00.759 just because I was able to also communicate in 00:16:00.759 --> 00:16:04.620 a particular way, it changed my career forever. 00:16:05.559 --> 00:16:10.519 Because the person said, the CEO said of that 00:16:10.519 --> 00:16:16.580 company that day, finally, after 12 years, there 00:16:16.580 --> 00:16:21.149 is someone listening. There is someone who cares. 00:16:22.850 --> 00:16:25.169 I was just sitting on the table like that. Good 00:16:25.169 --> 00:16:30.610 job. It changed everything for me from that moment. 00:16:30.970 --> 00:16:35.049 Everything I'm still doing as of today, it's 00:16:35.049 --> 00:16:39.529 linked to that event. That's beautiful. That's 00:16:39.529 --> 00:16:42.629 a beautiful thing. And what a nice story. For 00:16:42.629 --> 00:16:46.669 somebody new to networking, how can they approach? 00:16:47.340 --> 00:16:51.779 high level decision makers without feeling intimidated. 00:16:54.519 --> 00:16:57.179 It's normal to feel intimidated. This is the 00:16:57.179 --> 00:16:58.700 first thing. And this is the first good news 00:16:58.700 --> 00:17:01.379 also, because the more you are going to be intimidated, 00:17:01.639 --> 00:17:07.259 probably you will think twice or you may want 00:17:07.259 --> 00:17:10.019 to get prepared first before doing anything. 00:17:10.140 --> 00:17:13.299 Because preparation is key in everything we do. 00:17:13.339 --> 00:17:16.980 It's extremely good to be well prepared. To give 00:17:16.980 --> 00:17:19.200 your best. Again, we are talking about giving 00:17:19.200 --> 00:17:23.119 your best also. To be able to approach that person 00:17:23.119 --> 00:17:27.779 and to make sure you can serve, you can give 00:17:27.779 --> 00:17:30.799 to that person one of the best that you have. 00:17:31.240 --> 00:17:35.480 Now, I still remember when I was young, in high 00:17:35.480 --> 00:17:38.059 school, there is always, you don't play basketball, 00:17:38.240 --> 00:17:40.019 you don't play football, you're an introvert, 00:17:40.140 --> 00:17:43.299 you're always on your side. And there is always 00:17:43.299 --> 00:17:45.200 that beautiful lady into the high school that, 00:17:45.400 --> 00:17:48.160 You would like also to date, right? To take to 00:17:48.160 --> 00:17:55.819 the promo. And you're like, no, why me? How can 00:17:55.819 --> 00:18:00.240 I do? She will be looking maybe for someone playing 00:18:00.240 --> 00:18:02.900 football or for someone at the highest level. 00:18:03.000 --> 00:18:08.819 How do I do it? Then you decide to do it and 00:18:08.819 --> 00:18:14.069 to be yourself, to be authentic. And you found 00:18:14.069 --> 00:18:19.069 out that she said yes. Again, that CEO, that 00:18:19.069 --> 00:18:23.710 top level, those C people, they are all human 00:18:23.710 --> 00:18:26.890 as we are. They have the same fear as we do have. 00:18:28.470 --> 00:18:32.470 It's just a matter of saying to yourself, I can 00:18:32.470 --> 00:18:38.390 do this. I can do this. And be authentic. Be 00:18:38.390 --> 00:18:41.150 yourself. Get prepared. Make sure you serve. 00:18:41.309 --> 00:18:44.829 Make sure you give. And you will see. Confidence. 00:18:45.549 --> 00:18:49.329 Confidence is key. And once you're confident 00:18:49.329 --> 00:18:52.609 with yourself, you can then go out to others 00:18:52.609 --> 00:18:55.970 and show your confidence. So that's a number 00:18:55.970 --> 00:18:59.410 one. That's a very important factor that I go 00:18:59.410 --> 00:19:02.990 across stages and companies and say confidence 00:19:02.990 --> 00:19:07.309 begins with you and then you bring to others. 00:19:07.410 --> 00:19:13.059 So you emphasize servant leadership. How does 00:19:13.059 --> 00:19:16.940 that philosophy shape the way you build and nurture 00:19:16.940 --> 00:19:21.859 your network? Approaching people with the idea 00:19:21.859 --> 00:19:27.480 of helping them is extremely good. It's not just 00:19:27.480 --> 00:19:32.000 doing something because you're expecting something. 00:19:32.140 --> 00:19:39.200 It's really being aligned with that. It's extremely 00:19:39.200 --> 00:19:43.420 important. Our customer, our people, the people 00:19:43.420 --> 00:19:47.059 we are networking with, they feel it. They feel 00:19:47.059 --> 00:19:51.660 if you are just playing a game or you are just 00:19:51.660 --> 00:19:54.480 doing like an act of Walt Disney or whatever, 00:19:54.640 --> 00:19:59.160 they feel it. Right? Be yourself. Be authentic. 00:19:59.740 --> 00:20:05.400 Serve. Help. Give value. This is why being a 00:20:05.400 --> 00:20:08.420 servant leader to me also means a lot. And I 00:20:08.420 --> 00:20:12.369 think we... It's something we should all, you 00:20:12.369 --> 00:20:15.490 can be at the top of the company or at the lowest 00:20:15.490 --> 00:20:19.150 level. The more you are at the top, the more 00:20:19.150 --> 00:20:22.470 servant you need to become for people to grow, 00:20:22.650 --> 00:20:24.809 for your company to grow, or for people also 00:20:24.809 --> 00:20:29.069 around you to feel like we are part of this, 00:20:29.210 --> 00:20:33.109 right? So it's extremely important. You have 00:20:33.109 --> 00:20:38.470 to let others grow. If you want to be an important 00:20:38.470 --> 00:20:42.230 leader, or a leader amongst leaders, you have 00:20:42.230 --> 00:20:46.210 to let others grow to become leaders. And then 00:20:46.210 --> 00:20:49.410 you, so you're always giving, you're never receiving. 00:20:49.609 --> 00:20:53.250 And so that's very important. What are some practical 00:20:53.250 --> 00:20:57.150 ways business leaders can provide value to their 00:20:57.150 --> 00:21:00.670 network without expecting immediate returns? 00:21:00.789 --> 00:21:04.589 What we were just talking about. I can give another 00:21:04.589 --> 00:21:08.339 example, but mostly linked, let's say. to marketing, 00:21:08.480 --> 00:21:10.500 right? Because it's something that is extremely 00:21:10.500 --> 00:21:15.039 used in marketing. Leaders may be, how do I do? 00:21:15.079 --> 00:21:17.380 Let me talk about myself because I'm not a good 00:21:17.380 --> 00:21:20.619 example, but I've seen some few things have succeeded 00:21:20.619 --> 00:21:26.559 in some of the fair, I don't know, but helping 00:21:26.559 --> 00:21:30.130 people. understand or helping the team or helping 00:21:30.130 --> 00:21:33.369 people you're networking with to understand the 00:21:33.369 --> 00:21:38.470 importance of being the first into the mind of 00:21:38.470 --> 00:21:42.710 someone else when they think about you what is 00:21:42.710 --> 00:21:44.809 the first word what is the first word coming 00:21:44.809 --> 00:21:48.309 into their mind what is that word it's extremely 00:21:48.309 --> 00:21:52.750 important everyone should have a first word when 00:21:52.750 --> 00:21:55.769 it comes to who is Serge when they hear about 00:21:55.769 --> 00:22:00.259 Serge What is that one word, right? In marketing, 00:22:00.460 --> 00:22:03.759 I know a lot of companies use this type of things, 00:22:03.880 --> 00:22:10.900 but if I can give, let's say, a practical thing 00:22:10.900 --> 00:22:16.579 to people listening, what is that one word that 00:22:16.579 --> 00:22:20.259 people define you with or how you want to be 00:22:20.259 --> 00:22:25.720 seen, perceived as? Work on it first. If that 00:22:25.720 --> 00:22:30.900 one word, It's like towards people, serving, 00:22:31.079 --> 00:22:35.480 helping, giving. For sure, they will always remember 00:22:35.480 --> 00:22:39.500 you in a good way. If that one word also is on 00:22:39.500 --> 00:22:42.440 the opposite, then for sure they are going to 00:22:42.440 --> 00:22:45.619 remember you in that sense also, right? But yes, 00:22:45.799 --> 00:22:49.359 work on that one word that you want to put in 00:22:49.359 --> 00:22:51.839 the mind of the people you're networking with. 00:22:51.920 --> 00:22:55.450 It's extremely important. It is extremely important 00:22:55.450 --> 00:22:59.009 and very well said. And just to wrap this up, 00:22:59.130 --> 00:23:03.750 if you had to give one golden rule for building 00:23:03.750 --> 00:23:07.150 profitable and meaningful connections, what would 00:23:07.150 --> 00:23:13.349 it be? Serve. One word. Serve. Serve people. 00:23:13.549 --> 00:23:16.210 To the sales environment and everything we do 00:23:16.210 --> 00:23:21.039 every day. matter of selling not only into companies 00:23:21.039 --> 00:23:24.039 but also as a human being right we always sell 00:23:24.039 --> 00:23:27.319 we always try to say to someone hey i have this 00:23:27.319 --> 00:23:30.079 for you you don't need it yet probably you will 00:23:30.079 --> 00:23:35.339 need it but serve this is the most important 00:23:35.339 --> 00:23:38.380 serve people serve and then you will sell later 00:23:38.380 --> 00:23:44.119 serve us give value help serve people this will 00:23:44.119 --> 00:23:48.779 be Very well said. Serge, I can't tell you how 00:23:48.779 --> 00:23:53.119 thankful I am that you have come on to the podcast. 00:23:53.660 --> 00:23:57.200 You enlightened me and hopefully all of my listeners. 00:23:57.519 --> 00:24:00.460 And where is the best way, if we wanted to get 00:24:00.460 --> 00:24:03.380 hold of you, whether they wanted you to coach 00:24:03.380 --> 00:24:06.299 or to work for them or whatever the case may 00:24:06.299 --> 00:24:10.099 be, where would they get hold of you? All the 00:24:10.099 --> 00:24:12.799 social media, especially Instagram, Strategies 00:24:12.799 --> 00:24:16.750 by Serge Wacker. I do share tips to help people 00:24:16.750 --> 00:24:19.849 succeed in business, succeed in sales from different 00:24:19.849 --> 00:24:23.130 industries. So every week I share some tips. 00:24:23.210 --> 00:24:25.869 Hey, if you're struggling to do this, just try 00:24:25.869 --> 00:24:28.450 this technique or this strategy or whatever. 00:24:28.630 --> 00:24:31.789 So in all the social media, Instagram strategies 00:24:31.789 --> 00:24:35.269 by Serge Wacker. They can find me there, definitely. 00:24:36.210 --> 00:24:40.099 Very good. Serge, thank you again. I had a great 00:24:40.099 --> 00:24:44.220 time listening to all of your insights. And just 00:24:44.220 --> 00:24:47.019 thank you again. I'll speak to you soon. Thank 00:24:47.019 --> 00:24:49.319 you. Thank you so much, Michael, for having me. 00:24:49.339 --> 00:24:51.359 Thank you for the amazing lesson. Also, I've 00:24:51.359 --> 00:24:54.519 learned talking to you with you today. Thank 00:24:54.519 --> 00:24:58.380 you. Well, hold on, folks. Don't go anywhere. 00:24:58.779 --> 00:25:01.240 Let me just read a few of our sponsors that we 00:25:01.240 --> 00:25:04.660 have. Struggling to reach success? Maybe it's 00:25:04.660 --> 00:25:08.529 time to quit. In Quit Your Way to Success. by 00:25:08.529 --> 00:25:12.529 Rodney Davis. This reveals 27 steps to breaking 00:25:12.529 --> 00:25:15.490 bad habits that hold you back. This powerful 00:25:15.490 --> 00:25:19.230 book helps you rewire your mindset, take control 00:25:19.230 --> 00:25:22.369 of your actions, and turn setbacks into stepping 00:25:22.369 --> 00:25:25.569 stones. With real -life examples, motivational 00:25:25.569 --> 00:25:29.630 quotes, and actionable lessons, especially for 00:25:29.630 --> 00:25:31.849 sales professionals, you'll gain the tools to 00:25:31.849 --> 00:25:35.150 quit what's stopping you and start winning. Transform 00:25:35.150 --> 00:25:38.430 your future today. So Quit Your Way to Success 00:25:38.430 --> 00:25:43.369 by Rodney Davis, available now on Amazon. And 00:25:43.369 --> 00:25:46.950 this is a nonprofit called Revved Up Kids. This 00:25:46.950 --> 00:25:50.210 is something I believe in wholeheartedly. Revved 00:25:50.210 --> 00:25:53.410 Up Kids is on a mission to protect children and 00:25:53.410 --> 00:25:57.250 teens from sexual abuse, exploitation, and trafficking. 00:25:57.490 --> 00:26:00.150 They provide prevention training programs for 00:26:00.150 --> 00:26:03.819 children. teens, and adults. To learn more, go 00:26:03.819 --> 00:26:08.680 to revvedupkids .org. That's R -E -V -V -E -D 00:26:08.680 --> 00:26:15.859 -U -P -K -I -D -S .org. Well, that's a wrap, 00:26:15.940 --> 00:26:18.799 folks. A huge thank you to our special guests 00:26:18.799 --> 00:26:22.140 for sharing such incredible insights today. And 00:26:22.140 --> 00:26:25.519 of course, a big shout out to you, our amazing 00:26:25.519 --> 00:26:28.460 listeners, for tuning in and spending your time 00:26:28.460 --> 00:26:32.329 with us. Remember, networking isn't about being 00:26:32.329 --> 00:26:35.670 perfect. It's about being present. So take what 00:26:35.670 --> 00:26:38.250 you've learned today, get out there and make 00:26:38.250 --> 00:26:41.250 some meaningful connections. If you enjoyed this 00:26:41.250 --> 00:26:44.230 episode, don't forget to subscribe, leave us 00:26:44.230 --> 00:26:46.849 a review and share it with someone who could 00:26:46.849 --> 00:26:50.150 use a little networking inspiration. Let's keep 00:26:50.150 --> 00:26:53.849 the conversation going. You can find me on Apple, 00:26:53.990 --> 00:26:58.640 Spotify, YouTube or my website. Michael A. Foreman, 00:26:58.660 --> 00:27:02.619 remember, until next time, keep practicing, keep 00:27:02.619 --> 00:27:05.180 connecting, and keep building those relationships. 00:27:05.619 --> 00:27:08.759 This is Michael A. Foreman signing off. Take 00:27:08.759 --> 00:27:10.400 care and happy networking.