Hello, and welcome to Networking Unleashed, Building
Profitable Connections. Welcome back to the show,
folks. I'm your host, Michael Forman, and you're
listening to the podcast where networking is
more than just awkward handshakes and bad coffee.
It's an art and a talent. But here's the twist.
It's an art and talent you can actually learn.
Yes, even if you're the person hiding in the
corner at every event pretending to check emails.
Networking isn't just a nice skill to have, it's
a game changer. When you get good at it, you'll
wonder why you didn't start sooner. More connections,
more opportunities, more profits. It's like unlocking
a cheat code for life. I have a guest who is
all about networking. She has her own podcast.
So let me just start by saying... that she is,
besides being a dynamic podcast host, she's an
entrepreneur and an advocate for resilience in
business. Now, before I butcher the rest of her
background, let me introduce Sana and let her
take it away. Sana, how are you? Good morning,
Michael. It's so good to be here. Thanks for
having me on your podcast. I'm doing well. I'm
up in Colorado right now. That's good. So you
want to tell us a little bit about your background
at all or? I'll be glad to do that. I come from
a background of business and honestly worked
in a cubicle for about 15 years. And once I got
out of that cubicle and realized that you could
go and meet people and shake hands and network,
I really took hold of that. And for the last
10 years, I've been running a business. We took
it quite rapidly, but steady growth to we're
right at about a million now. And so that was
a big achievement from about 15 ,000 annually,
10 years ago. And through that, I've done that
through networking, being good to people. That
sounds like a great start and a great way to
continue with all of your networking. But let's
start with your story. What was your first aha
moment when you realized the true power of networking?
I went to a chamber meeting. And sitting in the
chamber meeting, it felt like people were in
their same spots, same crowd. They were with
the same four people. I could just tell this
being in the room. And someone came up to me
and said, Ron, how are you? And it was just so
personable. So it changed everything for me.
And then at that point, she introduced me to
B &I, which is a networking group internationally
known. And from there, I really worked on getting
my crowd and then those people being able to
refer and it just helping your business because
you're the person that knows who to go to. So
people start valuing you for more than what I
normally do, which is install physical security.
People would start coming up to me for, hey,
do you know somebody that works on gutters? Do
you have a pressure washer? So I saw the value
in that. That's very good. And being that person,
that referral source, they're not afraid to talk
to you. They're saying, oh, she'll just introduce
me to somebody who will be able to help me. And
being that person is always the most important
piece of the puzzle. In your journey, what has
been the most meaningful connection you've made
and what made it stand out? Just recently got
back from Oklahoma where I did a entrepreneurial
documentary series that airs on Amazon Prime.
That was for it was all about networking. And
I would say that's life changing when you compete
about 60 ,000 people applied and about 100 got
selected. So to go into an incubator type environment
where you're competing and working with people
and realizing that these people are actually
my team and my friends and then you're networking.
You're networking across the world across the
United States. Definitely. So I would say that's
probably been my most meaningful, although every
interaction you have. is meaningful. That's because
you never know who you're talking to. And you
never know who their network is. So you might
be talking to somebody on a local level, but
he may know somebody who he will want to introduce
you to and get you on a national stage. So you
never know. So it's very good. How would you
differentiate between transactional networking
and building genuine, long lasting relationships?
Well, I'm more about building relationships because
when I come into someone's home to or their business
to look at security, I'm thinking about them
on a personal level and I'm thinking about their
safety. So it's much more meaningful to me than
than just a transaction. I would say I was at
my business partners life coach. We went to a
dinner there one night. This was recently. And
the person's talking about has no idea really
what we do so much. We're just talking. We're
just getting to know one another. And this person
was late to the party and quick conversation.
And the next thing I know, within the month,
we're installing quite a extensive gate system
at their house. So I would say, and I care about
that. It's not, oh, I want to meet this person
because I'm going to install a gate at their
property. He was complaining in the conversation
of The bane of my existence is that gate that
runs on solar power at my front entrance. And
I was like, I can solve that problem for you.
And so that felt great. And it felt more like
every time someone comes to us with. a problem
that we can provide a solution for. I feel like
in our work, we have an entire storyline for
them and we get to know them and we want to be
the call that they make if something is aggravating
to them or they need to increase their security.
So I would say honestly, I'm not interested in
transactional type business at all. I'm more
in the relationship business. Well, firstly,
one thing you said is that you are a problem
solver. Okay. That's the number one goal to be
a good networker. I also have found that as of,
since the pandemic, before the pandemic, people
were very transactional. They were very like
building up their customer list. But afterwards
with the advent of zoom coming into its own.
thing and everybody talking on their cell phones
is people forgot how to speak with one another.
They forgot how to communicate. And after the
pandemic, they forgot how to do all this. So
now we're into the realm of building relationships,
not just customers. So that's a huge difference.
And that's what I go all around talking about.
But it's not transactional anymore. It's what
you feel. and that relationship that you're building.
It's always paying attention to everything that's
going on around you when you're talking to that
person. And even if I go and install, we work
in a lot of HOAs with our security business.
And even if I go install an access panel in a
pool room, when I leave that pool room, it's
going to be neater and cleaner. I wasn't there
just to do that. I was there to make that a better
place. And when I work with someone, I want to
make them better as well. Absolutely. And by
that, you said it so perfectly. You listen to
everything because you have to listen to the
people and not hear them. And it's very difficult
to say, but if you listen to them and here's
the kicker, you pause after they are talking
because that little pause tells them that you
were listening to them. tells them that you were
paying attention and you respond to whatever
they said and that you don't come up with the
next thing that you have to say. You're responding
to what they said. So it's very important. What
are some key habits or daily practices you follow
to keep your network warm and active and even
when you're not networking? reach out to people
as they come across my mind. So people will often
tell me in networking meetings, sometimes people
will read something that I sent to them because
it was on a day where they didn't feel inspired
and they might have received a text. And it's
warm, it's genuine, it's honestly what's on my
heart. So I feel like anyone that is in my reach
is very important and they're in my reach for
a reason. So I'm constantly thinking about them,
wishing them well in my daily practice of life.
And if they come across my mind in a specific
way of you should tell them this, I make sure
to do that. Because that that that's her inner
voice saying, you know what, I should really
reach out to the person because you don't know
what they're all about, what they're doing. But
I have found more times than not when I get.
the inkling to call somebody or text somebody
or email somebody that I haven't thought of for
a while, it always comes back to me and says,
oh, you know what? I'm glad you called me or
I'm glad you texted me because I have this problem.
So it all works out. So it's very good to go
with your gut, so to speak, and just network
that way. Can you share a time when a connection
you invested in paid off years later in an unexpected
way? I would say that's definitely through B
and I, I was in B and I, and then when I took
a break from B and I wasn't as active, my business,
your business just gets so busy that sometimes
you have to take a step back and B and I was
very understanding about that. But the people
of my chapter would call and check on me at least
yearly. And then I thought, oh, I'm sure they're
just wanting me to get active again. But however,
It was a time I knew it was a time I was so busy
growing my business. So then when I did. Come
back to the group to help grow the group. The
connections there were foundational and it was.
I'm a cheerleader at heart, so it was if you
were building the biggest stock and you're already
on top and you don't know how you got there with
that group of people and that is from years of.
That group of people investing in me and then
I constantly the people that are in your reach
You're constantly giving business to because
you know them you trust them. So of course you're
going to refer that person and I believe that
Foundation through all of those years Definitely
came around when I got active with that group
again, and it's been very meaningful and profound
to my business The people that you meet in B
&I I've been friendly with the people and I met
in B &I four or five six years ago and even though
I stopped with B &I I'm still friendly with most
of those people and Now a lot of them are in
my chamber. Okay, so I see them constantly but
I always refer to them and if I know somebody
that needs their help, I'll of course I'll reach
out to them and put them together. So those are
very good relationships that you've kindled and
that you flame, that you fan the flames, and
that you make them into true relationships. So
B &I is great that way. What role has vulnerability
and authenticity played in the way that you build
professional relationships? I wouldn't do anything
without vulnerability. I would say probably,
although professionally, try to keep my heart
leading in everything. And I feel that is being
true to who I am, which is authenticity. Believe
that in the industry where I am in security and
biometrics and then doing a podcast, everything
is about being creative, finding a solution and
often thinking outside the box. And if you're
not true to who you are and You can't do that.
So I feel like it's not just a formula. It's
often you're creating that formula yourself.
And so I think that you have to really know yourself
to be able to do that and do it successfully
with confidence. I truly believe what you just
said. And what I feel is that if you are not
authentic. You are not true to yourself. And
you, if you were not, if you were that way, when
you go to a networking event and you go to another
networking event, let's say three months and
you see the same people, you can't remember what
you said to them. If you weren't telling them
from the heart, if you weren't authentic and
they'll say, this isn't what he said three months
ago. So which one do I believe? So I just believe
in being yourself. being authentic. And as you
say, be that good referral source because whenever
they look at you, they'll say, you know what?
Santa is the person who I want to call. I need
a roofer, but I know she doesn't do it, but I
know her and respect her enough where she's not
going to lead me down the wrong path. So that's
very good. In today's fast paced digital first
world. How do you make networking efforts more
intentional with being less overwhelming? I feel
like consistency is extremely important. You
got to show up and you've got to be there as
well as you've got to have your technology stack
for your business so that if you hand your card
to someone. You they scan your QR or they look
you up. You need to be looking like you're open
on every platform that you have. And. What advice
would you give someone who feels like they don't
have a strong network or don't know where to
start? To show up and smile. I get that a lot.
I get the light. And what you said before. was
the consistency. So when you're showing up and
smiling and you're being the authentic self,
of course, but that consistency factor. So whatever
you're doing, whatever you're showing up, whatever,
do it consistently. And I don't mean like for
a week or two consistent because you really can't
tell anything for at least six months. So you
have to be consistent. And what more than meeting
the person, of course, is the follow up. and
the follow -up is much more key than even meeting
them. Okay, who has been a networking mentor
for you and what did they teach you that stuck?
The people that have been mentoring network or
networking mentors to me have been the people
that are very consistent. They're gonna be there,
the leaders in the groups. And I would say the
people that show up to give more, they're really
there to greet you and talk about your business
and what's going on with you. And then they become
such a pillar in a group that of course you just
know that they're a financial advisor, although
they've not really spoken about it that much
because they're asking about what you're doing.
So I feel that is always the people that I gravitate
to and that I take lessons and notes on. Absolutely,
because the art of networking is to give, not
to receive. It's to see what they are, what you
can help them with. And really, one thing that
I say to a new person is, how can I make you
more successful? How can I be a good referral
source for you? That usually blows your mind,
and they don't say, I don't even know what you
do yet. And that's because I've gotten everything
from them. So that's very good. And let's bring
this around full circle. Looking ahead, how do
you see networking evolving and what can we all
do now to future future proof our connections?
I think living in a forward technology world,
we're already there. I feel like it's not just
going to church is networking. Everything has
combined and Everyone wants to be not just a
business card. It's a personal story They want
to know your story and I feel like that is where
personal brand it's you've got to be all of it
and I think that is I think that's where we are
and where we're going is more just being more
personable and Finding that it's not just a business
that you're calling. It's your neighbor. And
so I think that care is where we'll continue
to go. Okay. Santa, I have to tell you that this
was still very nice, very good. I could probably
talk to you for another two hours, all about
your business and everything else. I have a large
security background, so I'm very interested in
what you do, but that's not our topic for today.
Santa, how could somebody get hold of you if
they wanted to get hold of you? I am on LinkedIn
under Santa Phillips. And then I also, my business
website is blueskysystemsllc .com. And then this
season I'm doing, producing the podcast called
The McCaw Show, where it's people just like yourself,
Michael, that I find interesting, something neat
about them. And so I just sit down and interview
them and find out what goes on in their head
and what are they like at five o 'clock in the
morning, that sort of thing. So it's a very personable
podcast, but it's all centered around business.
Very good very good Santa. Thank you so much
for coming on This was I still had a great time
and hopefully I'll talk to you soon. Yeah. Thank
you Michael. It was great. You're welcome Well,
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dot org. Well, that's a wrap, folks. A huge thank
you to our special guests for sharing such incredible
insights today. And of course, a big shout out
to you, our amazing listeners, for tuning in
and spending your time with us. Remember, networking
isn't about being perfect. It's about being present.
So take what you've learned today, get out there,
and make some meaningful connections. If you
enjoyed this episode, don't forget to subscribe,
leave us a review, and share it with someone
who could use a little networking inspiration.
Let's keep the conversation going. You can find
me on Apple. Spotify, YouTube, or my website,
michaelaforman .remember. Until next time, keep
practicing, keep connecting, and keep building
those relationships. This is Michael A. Forman
signing off. Take care and happy networking.