WEBVTT 00:00:17.039 --> 00:00:20.879 Hello, and welcome to Networking Unleashed, Building 00:00:20.879 --> 00:00:23.699 Profitable Connections. Welcome back to the show, 00:00:23.980 --> 00:00:26.800 folks. I'm your host, Michael Forman, and you're 00:00:26.800 --> 00:00:29.399 listening to the podcast where networking is 00:00:29.399 --> 00:00:32.359 more than just awkward handshakes and bad coffee. 00:00:32.759 --> 00:00:35.740 It's an art and a talent. But here's the twist. 00:00:36.060 --> 00:00:39.119 It's an art and talent you can actually learn. 00:00:39.740 --> 00:00:42.119 Yes, even if you're the person hiding in the 00:00:42.119 --> 00:00:45.240 corner at every event pretending to check emails. 00:00:45.960 --> 00:00:49.179 Networking isn't just a nice skill to have, it's 00:00:49.179 --> 00:00:52.200 a game changer. When you get good at it, you'll 00:00:52.200 --> 00:00:55.159 wonder why you didn't start sooner. More connections, 00:00:55.479 --> 00:00:59.259 more opportunities, more profits. It's like unlocking 00:00:59.259 --> 00:01:03.359 a cheat code for life. I have a guest who is 00:01:03.359 --> 00:01:06.560 all about networking. She has her own podcast. 00:01:06.959 --> 00:01:10.019 So let me just start by saying... that she is, 00:01:10.159 --> 00:01:13.579 besides being a dynamic podcast host, she's an 00:01:13.579 --> 00:01:16.599 entrepreneur and an advocate for resilience in 00:01:16.599 --> 00:01:19.780 business. Now, before I butcher the rest of her 00:01:19.780 --> 00:01:23.159 background, let me introduce Sana and let her 00:01:23.159 --> 00:01:26.900 take it away. Sana, how are you? Good morning, 00:01:26.939 --> 00:01:28.939 Michael. It's so good to be here. Thanks for 00:01:28.939 --> 00:01:31.739 having me on your podcast. I'm doing well. I'm 00:01:31.739 --> 00:01:35.709 up in Colorado right now. That's good. So you 00:01:35.709 --> 00:01:37.790 want to tell us a little bit about your background 00:01:37.790 --> 00:01:41.730 at all or? I'll be glad to do that. I come from 00:01:41.730 --> 00:01:45.109 a background of business and honestly worked 00:01:45.109 --> 00:01:48.189 in a cubicle for about 15 years. And once I got 00:01:48.189 --> 00:01:50.170 out of that cubicle and realized that you could 00:01:50.170 --> 00:01:53.890 go and meet people and shake hands and network, 00:01:54.390 --> 00:01:58.269 I really took hold of that. And for the last 00:01:58.269 --> 00:02:01.409 10 years, I've been running a business. We took 00:02:01.409 --> 00:02:05.370 it quite rapidly, but steady growth to we're 00:02:05.370 --> 00:02:07.209 right at about a million now. And so that was 00:02:07.209 --> 00:02:10.330 a big achievement from about 15 ,000 annually, 00:02:10.409 --> 00:02:13.849 10 years ago. And through that, I've done that 00:02:13.849 --> 00:02:16.949 through networking, being good to people. That 00:02:16.949 --> 00:02:19.389 sounds like a great start and a great way to 00:02:19.389 --> 00:02:22.490 continue with all of your networking. But let's 00:02:22.490 --> 00:02:25.810 start with your story. What was your first aha 00:02:25.810 --> 00:02:29.550 moment when you realized the true power of networking? 00:02:31.990 --> 00:02:35.199 I went to a chamber meeting. And sitting in the 00:02:35.199 --> 00:02:37.919 chamber meeting, it felt like people were in 00:02:37.919 --> 00:02:41.500 their same spots, same crowd. They were with 00:02:41.500 --> 00:02:43.180 the same four people. I could just tell this 00:02:43.180 --> 00:02:46.020 being in the room. And someone came up to me 00:02:46.020 --> 00:02:49.300 and said, Ron, how are you? And it was just so 00:02:49.300 --> 00:02:51.840 personable. So it changed everything for me. 00:02:51.960 --> 00:02:54.520 And then at that point, she introduced me to 00:02:54.520 --> 00:02:57.879 B &I, which is a networking group internationally 00:02:57.879 --> 00:03:02.099 known. And from there, I really worked on getting 00:03:02.099 --> 00:03:06.180 my crowd and then those people being able to 00:03:06.180 --> 00:03:09.219 refer and it just helping your business because 00:03:09.219 --> 00:03:12.840 you're the person that knows who to go to. So 00:03:12.840 --> 00:03:16.599 people start valuing you for more than what I 00:03:16.599 --> 00:03:19.280 normally do, which is install physical security. 00:03:19.379 --> 00:03:22.000 People would start coming up to me for, hey, 00:03:22.080 --> 00:03:23.699 do you know somebody that works on gutters? Do 00:03:23.699 --> 00:03:26.639 you have a pressure washer? So I saw the value 00:03:26.639 --> 00:03:30.870 in that. That's very good. And being that person, 00:03:31.189 --> 00:03:35.050 that referral source, they're not afraid to talk 00:03:35.050 --> 00:03:37.669 to you. They're saying, oh, she'll just introduce 00:03:37.669 --> 00:03:41.250 me to somebody who will be able to help me. And 00:03:41.250 --> 00:03:44.530 being that person is always the most important 00:03:44.530 --> 00:03:48.069 piece of the puzzle. In your journey, what has 00:03:48.069 --> 00:03:50.590 been the most meaningful connection you've made 00:03:50.590 --> 00:03:57.490 and what made it stand out? Just recently got 00:03:57.490 --> 00:04:01.569 back from Oklahoma where I did a entrepreneurial 00:04:01.569 --> 00:04:05.150 documentary series that airs on Amazon Prime. 00:04:05.610 --> 00:04:09.419 That was for it was all about networking. And 00:04:09.419 --> 00:04:12.419 I would say that's life changing when you compete 00:04:12.419 --> 00:04:16.100 about 60 ,000 people applied and about 100 got 00:04:16.100 --> 00:04:20.300 selected. So to go into an incubator type environment 00:04:20.300 --> 00:04:23.220 where you're competing and working with people 00:04:23.220 --> 00:04:25.399 and realizing that these people are actually 00:04:25.399 --> 00:04:28.439 my team and my friends and then you're networking. 00:04:28.860 --> 00:04:31.040 You're networking across the world across the 00:04:31.040 --> 00:04:34.000 United States. Definitely. So I would say that's 00:04:34.000 --> 00:04:37.079 probably been my most meaningful, although every 00:04:37.079 --> 00:04:40.959 interaction you have. is meaningful. That's because 00:04:40.959 --> 00:04:43.360 you never know who you're talking to. And you 00:04:43.360 --> 00:04:47.040 never know who their network is. So you might 00:04:47.040 --> 00:04:49.639 be talking to somebody on a local level, but 00:04:49.639 --> 00:04:53.279 he may know somebody who he will want to introduce 00:04:53.279 --> 00:04:56.620 you to and get you on a national stage. So you 00:04:56.620 --> 00:04:59.420 never know. So it's very good. How would you 00:04:59.420 --> 00:05:02.939 differentiate between transactional networking 00:05:02.939 --> 00:05:07.019 and building genuine, long lasting relationships? 00:05:09.230 --> 00:05:12.209 Well, I'm more about building relationships because 00:05:12.209 --> 00:05:15.389 when I come into someone's home to or their business 00:05:15.389 --> 00:05:18.810 to look at security, I'm thinking about them 00:05:18.810 --> 00:05:21.069 on a personal level and I'm thinking about their 00:05:21.069 --> 00:05:24.430 safety. So it's much more meaningful to me than 00:05:24.430 --> 00:05:29.250 than just a transaction. I would say I was at 00:05:29.250 --> 00:05:32.589 my business partners life coach. We went to a 00:05:32.589 --> 00:05:35.129 dinner there one night. This was recently. And 00:05:35.129 --> 00:05:37.430 the person's talking about has no idea really 00:05:37.430 --> 00:05:39.949 what we do so much. We're just talking. We're 00:05:39.949 --> 00:05:41.970 just getting to know one another. And this person 00:05:41.970 --> 00:05:45.709 was late to the party and quick conversation. 00:05:45.970 --> 00:05:48.889 And the next thing I know, within the month, 00:05:48.970 --> 00:05:52.209 we're installing quite a extensive gate system 00:05:52.209 --> 00:05:55.810 at their house. So I would say, and I care about 00:05:55.810 --> 00:05:58.310 that. It's not, oh, I want to meet this person 00:05:58.310 --> 00:06:00.509 because I'm going to install a gate at their 00:06:00.509 --> 00:06:03.089 property. He was complaining in the conversation 00:06:03.089 --> 00:06:07.339 of The bane of my existence is that gate that 00:06:07.339 --> 00:06:10.819 runs on solar power at my front entrance. And 00:06:10.819 --> 00:06:13.819 I was like, I can solve that problem for you. 00:06:14.000 --> 00:06:17.420 And so that felt great. And it felt more like 00:06:17.420 --> 00:06:21.870 every time someone comes to us with. a problem 00:06:21.870 --> 00:06:24.829 that we can provide a solution for. I feel like 00:06:24.829 --> 00:06:29.029 in our work, we have an entire storyline for 00:06:29.029 --> 00:06:31.709 them and we get to know them and we want to be 00:06:31.709 --> 00:06:34.490 the call that they make if something is aggravating 00:06:34.490 --> 00:06:37.910 to them or they need to increase their security. 00:06:38.250 --> 00:06:41.269 So I would say honestly, I'm not interested in 00:06:41.269 --> 00:06:44.069 transactional type business at all. I'm more 00:06:44.069 --> 00:06:47.029 in the relationship business. Well, firstly, 00:06:47.290 --> 00:06:49.430 one thing you said is that you are a problem 00:06:49.430 --> 00:06:53.129 solver. Okay. That's the number one goal to be 00:06:53.129 --> 00:06:58.490 a good networker. I also have found that as of, 00:06:58.709 --> 00:07:01.930 since the pandemic, before the pandemic, people 00:07:01.930 --> 00:07:04.889 were very transactional. They were very like 00:07:04.889 --> 00:07:08.470 building up their customer list. But afterwards 00:07:08.470 --> 00:07:12.769 with the advent of zoom coming into its own. 00:07:12.939 --> 00:07:15.660 thing and everybody talking on their cell phones 00:07:15.660 --> 00:07:20.120 is people forgot how to speak with one another. 00:07:20.480 --> 00:07:24.079 They forgot how to communicate. And after the 00:07:24.079 --> 00:07:27.360 pandemic, they forgot how to do all this. So 00:07:27.360 --> 00:07:31.420 now we're into the realm of building relationships, 00:07:31.800 --> 00:07:35.459 not just customers. So that's a huge difference. 00:07:35.699 --> 00:07:37.819 And that's what I go all around talking about. 00:07:38.139 --> 00:07:41.459 But it's not transactional anymore. It's what 00:07:41.459 --> 00:07:44.699 you feel. and that relationship that you're building. 00:07:45.819 --> 00:07:47.759 It's always paying attention to everything that's 00:07:47.759 --> 00:07:49.740 going on around you when you're talking to that 00:07:49.740 --> 00:07:52.699 person. And even if I go and install, we work 00:07:52.699 --> 00:07:55.240 in a lot of HOAs with our security business. 00:07:55.279 --> 00:07:58.459 And even if I go install an access panel in a 00:07:58.459 --> 00:08:01.019 pool room, when I leave that pool room, it's 00:08:01.019 --> 00:08:03.500 going to be neater and cleaner. I wasn't there 00:08:03.500 --> 00:08:06.019 just to do that. I was there to make that a better 00:08:06.019 --> 00:08:08.759 place. And when I work with someone, I want to 00:08:08.759 --> 00:08:12.060 make them better as well. Absolutely. And by 00:08:12.060 --> 00:08:16.560 that, you said it so perfectly. You listen to 00:08:16.560 --> 00:08:19.399 everything because you have to listen to the 00:08:19.399 --> 00:08:23.040 people and not hear them. And it's very difficult 00:08:23.040 --> 00:08:26.220 to say, but if you listen to them and here's 00:08:26.220 --> 00:08:30.540 the kicker, you pause after they are talking 00:08:30.540 --> 00:08:34.379 because that little pause tells them that you 00:08:34.379 --> 00:08:37.059 were listening to them. tells them that you were 00:08:37.059 --> 00:08:39.899 paying attention and you respond to whatever 00:08:39.899 --> 00:08:43.519 they said and that you don't come up with the 00:08:43.519 --> 00:08:45.899 next thing that you have to say. You're responding 00:08:45.899 --> 00:08:49.179 to what they said. So it's very important. What 00:08:49.179 --> 00:08:53.759 are some key habits or daily practices you follow 00:08:53.759 --> 00:08:57.700 to keep your network warm and active and even 00:08:57.700 --> 00:09:06.450 when you're not networking? reach out to people 00:09:06.450 --> 00:09:10.250 as they come across my mind. So people will often 00:09:10.250 --> 00:09:13.470 tell me in networking meetings, sometimes people 00:09:13.470 --> 00:09:16.029 will read something that I sent to them because 00:09:16.029 --> 00:09:19.350 it was on a day where they didn't feel inspired 00:09:19.350 --> 00:09:21.529 and they might have received a text. And it's 00:09:21.529 --> 00:09:24.070 warm, it's genuine, it's honestly what's on my 00:09:24.070 --> 00:09:28.450 heart. So I feel like anyone that is in my reach 00:09:28.450 --> 00:09:31.490 is very important and they're in my reach for 00:09:31.490 --> 00:09:34.990 a reason. So I'm constantly thinking about them, 00:09:35.090 --> 00:09:37.789 wishing them well in my daily practice of life. 00:09:38.210 --> 00:09:41.230 And if they come across my mind in a specific 00:09:41.230 --> 00:09:43.950 way of you should tell them this, I make sure 00:09:43.950 --> 00:09:47.190 to do that. Because that that that's her inner 00:09:47.190 --> 00:09:49.429 voice saying, you know what, I should really 00:09:49.429 --> 00:09:51.429 reach out to the person because you don't know 00:09:51.429 --> 00:09:54.009 what they're all about, what they're doing. But 00:09:54.009 --> 00:09:56.789 I have found more times than not when I get. 00:09:57.000 --> 00:10:00.799 the inkling to call somebody or text somebody 00:10:00.799 --> 00:10:03.639 or email somebody that I haven't thought of for 00:10:03.639 --> 00:10:06.000 a while, it always comes back to me and says, 00:10:06.059 --> 00:10:08.299 oh, you know what? I'm glad you called me or 00:10:08.299 --> 00:10:11.059 I'm glad you texted me because I have this problem. 00:10:11.600 --> 00:10:14.200 So it all works out. So it's very good to go 00:10:14.200 --> 00:10:16.960 with your gut, so to speak, and just network 00:10:16.960 --> 00:10:20.139 that way. Can you share a time when a connection 00:10:20.139 --> 00:10:24.580 you invested in paid off years later in an unexpected 00:10:24.580 --> 00:10:38.039 way? I would say that's definitely through B 00:10:38.039 --> 00:10:43.659 and I, I was in B and I, and then when I took 00:10:43.659 --> 00:10:46.899 a break from B and I wasn't as active, my business, 00:10:47.000 --> 00:10:49.840 your business just gets so busy that sometimes 00:10:49.840 --> 00:10:51.679 you have to take a step back and B and I was 00:10:51.679 --> 00:10:54.620 very understanding about that. But the people 00:10:54.620 --> 00:10:58.480 of my chapter would call and check on me at least 00:10:58.480 --> 00:11:01.000 yearly. And then I thought, oh, I'm sure they're 00:11:01.000 --> 00:11:03.980 just wanting me to get active again. But however, 00:11:04.399 --> 00:11:07.460 It was a time I knew it was a time I was so busy 00:11:07.460 --> 00:11:11.159 growing my business. So then when I did. Come 00:11:11.159 --> 00:11:15.399 back to the group to help grow the group. The 00:11:15.399 --> 00:11:20.120 connections there were foundational and it was. 00:11:20.700 --> 00:11:22.980 I'm a cheerleader at heart, so it was if you 00:11:22.980 --> 00:11:24.960 were building the biggest stock and you're already 00:11:24.960 --> 00:11:27.580 on top and you don't know how you got there with 00:11:27.580 --> 00:11:31.759 that group of people and that is from years of. 00:11:32.059 --> 00:11:35.159 That group of people investing in me and then 00:11:35.159 --> 00:11:38.419 I constantly the people that are in your reach 00:11:38.419 --> 00:11:41.200 You're constantly giving business to because 00:11:41.200 --> 00:11:44.279 you know them you trust them. So of course you're 00:11:44.279 --> 00:11:48.720 going to refer that person and I believe that 00:11:48.720 --> 00:11:51.639 Foundation through all of those years Definitely 00:11:51.639 --> 00:11:54.200 came around when I got active with that group 00:11:54.200 --> 00:11:56.720 again, and it's been very meaningful and profound 00:11:56.720 --> 00:11:59.919 to my business The people that you meet in B 00:11:59.919 --> 00:12:03.519 &I I've been friendly with the people and I met 00:12:03.519 --> 00:12:08.039 in B &I four or five six years ago and even though 00:12:08.039 --> 00:12:11.259 I stopped with B &I I'm still friendly with most 00:12:11.259 --> 00:12:14.659 of those people and Now a lot of them are in 00:12:14.659 --> 00:12:18.399 my chamber. Okay, so I see them constantly but 00:12:18.399 --> 00:12:22.139 I always refer to them and if I know somebody 00:12:22.139 --> 00:12:24.759 that needs their help, I'll of course I'll reach 00:12:24.759 --> 00:12:29.009 out to them and put them together. So those are 00:12:29.009 --> 00:12:33.070 very good relationships that you've kindled and 00:12:33.070 --> 00:12:36.149 that you flame, that you fan the flames, and 00:12:36.149 --> 00:12:40.129 that you make them into true relationships. So 00:12:40.129 --> 00:12:45.950 B &I is great that way. What role has vulnerability 00:12:45.950 --> 00:12:49.669 and authenticity played in the way that you build 00:12:49.669 --> 00:12:54.529 professional relationships? I wouldn't do anything 00:12:54.529 --> 00:12:57.220 without vulnerability. I would say probably, 00:12:57.240 --> 00:13:00.539 although professionally, try to keep my heart 00:13:00.539 --> 00:13:04.759 leading in everything. And I feel that is being 00:13:04.759 --> 00:13:08.360 true to who I am, which is authenticity. Believe 00:13:08.360 --> 00:13:12.779 that in the industry where I am in security and 00:13:12.779 --> 00:13:15.360 biometrics and then doing a podcast, everything 00:13:15.360 --> 00:13:19.720 is about being creative, finding a solution and 00:13:19.720 --> 00:13:22.159 often thinking outside the box. And if you're 00:13:22.159 --> 00:13:26.500 not true to who you are and You can't do that. 00:13:27.299 --> 00:13:30.159 So I feel like it's not just a formula. It's 00:13:30.159 --> 00:13:32.220 often you're creating that formula yourself. 00:13:32.519 --> 00:13:34.899 And so I think that you have to really know yourself 00:13:34.899 --> 00:13:36.740 to be able to do that and do it successfully 00:13:36.740 --> 00:13:41.080 with confidence. I truly believe what you just 00:13:41.080 --> 00:13:45.440 said. And what I feel is that if you are not 00:13:45.440 --> 00:13:50.070 authentic. You are not true to yourself. And 00:13:50.070 --> 00:13:52.690 you, if you were not, if you were that way, when 00:13:52.690 --> 00:13:55.649 you go to a networking event and you go to another 00:13:55.649 --> 00:13:57.370 networking event, let's say three months and 00:13:57.370 --> 00:14:02.190 you see the same people, you can't remember what 00:14:02.190 --> 00:14:04.629 you said to them. If you weren't telling them 00:14:04.629 --> 00:14:07.350 from the heart, if you weren't authentic and 00:14:07.350 --> 00:14:09.929 they'll say, this isn't what he said three months 00:14:09.929 --> 00:14:14.330 ago. So which one do I believe? So I just believe 00:14:14.330 --> 00:14:17.820 in being yourself. being authentic. And as you 00:14:17.820 --> 00:14:21.399 say, be that good referral source because whenever 00:14:21.399 --> 00:14:24.539 they look at you, they'll say, you know what? 00:14:24.960 --> 00:14:27.539 Santa is the person who I want to call. I need 00:14:27.539 --> 00:14:30.559 a roofer, but I know she doesn't do it, but I 00:14:30.559 --> 00:14:34.379 know her and respect her enough where she's not 00:14:34.379 --> 00:14:36.919 going to lead me down the wrong path. So that's 00:14:36.919 --> 00:14:41.500 very good. In today's fast paced digital first 00:14:41.500 --> 00:14:45.000 world. How do you make networking efforts more 00:14:45.000 --> 00:14:51.779 intentional with being less overwhelming? I feel 00:14:51.779 --> 00:14:54.539 like consistency is extremely important. You 00:14:54.539 --> 00:14:57.980 got to show up and you've got to be there as 00:14:57.980 --> 00:15:02.580 well as you've got to have your technology stack 00:15:02.580 --> 00:15:05.320 for your business so that if you hand your card 00:15:05.320 --> 00:15:09.980 to someone. You they scan your QR or they look 00:15:09.980 --> 00:15:12.620 you up. You need to be looking like you're open 00:15:12.620 --> 00:15:21.779 on every platform that you have. And. What advice 00:15:21.779 --> 00:15:24.360 would you give someone who feels like they don't 00:15:24.360 --> 00:15:27.240 have a strong network or don't know where to 00:15:27.240 --> 00:15:33.480 start? To show up and smile. I get that a lot. 00:15:33.659 --> 00:15:36.539 I get the light. And what you said before. was 00:15:36.539 --> 00:15:40.220 the consistency. So when you're showing up and 00:15:40.220 --> 00:15:42.539 smiling and you're being the authentic self, 00:15:42.539 --> 00:15:46.820 of course, but that consistency factor. So whatever 00:15:46.820 --> 00:15:49.740 you're doing, whatever you're showing up, whatever, 00:15:49.960 --> 00:15:52.039 do it consistently. And I don't mean like for 00:15:52.039 --> 00:15:54.980 a week or two consistent because you really can't 00:15:54.980 --> 00:15:59.299 tell anything for at least six months. So you 00:15:59.299 --> 00:16:02.940 have to be consistent. And what more than meeting 00:16:02.940 --> 00:16:06.759 the person, of course, is the follow up. and 00:16:06.759 --> 00:16:09.519 the follow -up is much more key than even meeting 00:16:09.519 --> 00:16:14.000 them. Okay, who has been a networking mentor 00:16:14.000 --> 00:16:17.360 for you and what did they teach you that stuck? 00:16:18.919 --> 00:16:21.860 The people that have been mentoring network or 00:16:21.860 --> 00:16:24.840 networking mentors to me have been the people 00:16:24.840 --> 00:16:27.320 that are very consistent. They're gonna be there, 00:16:27.659 --> 00:16:31.710 the leaders in the groups. And I would say the 00:16:31.710 --> 00:16:34.690 people that show up to give more, they're really 00:16:34.690 --> 00:16:38.889 there to greet you and talk about your business 00:16:38.889 --> 00:16:41.990 and what's going on with you. And then they become 00:16:41.990 --> 00:16:45.230 such a pillar in a group that of course you just 00:16:45.230 --> 00:16:47.009 know that they're a financial advisor, although 00:16:47.009 --> 00:16:49.070 they've not really spoken about it that much 00:16:49.070 --> 00:16:51.629 because they're asking about what you're doing. 00:16:51.850 --> 00:16:55.429 So I feel that is always the people that I gravitate 00:16:55.429 --> 00:17:00.940 to and that I take lessons and notes on. Absolutely, 00:17:00.940 --> 00:17:05.259 because the art of networking is to give, not 00:17:05.259 --> 00:17:09.759 to receive. It's to see what they are, what you 00:17:09.759 --> 00:17:12.539 can help them with. And really, one thing that 00:17:12.539 --> 00:17:16.980 I say to a new person is, how can I make you 00:17:16.980 --> 00:17:20.220 more successful? How can I be a good referral 00:17:20.220 --> 00:17:22.799 source for you? That usually blows your mind, 00:17:22.880 --> 00:17:24.700 and they don't say, I don't even know what you 00:17:24.700 --> 00:17:27.240 do yet. And that's because I've gotten everything 00:17:27.240 --> 00:17:30.190 from them. So that's very good. And let's bring 00:17:30.190 --> 00:17:34.369 this around full circle. Looking ahead, how do 00:17:34.369 --> 00:17:38.250 you see networking evolving and what can we all 00:17:38.250 --> 00:17:43.390 do now to future future proof our connections? 00:17:44.769 --> 00:17:47.650 I think living in a forward technology world, 00:17:48.069 --> 00:17:51.490 we're already there. I feel like it's not just 00:17:51.490 --> 00:17:55.470 going to church is networking. Everything has 00:17:55.470 --> 00:17:59.769 combined and Everyone wants to be not just a 00:17:59.769 --> 00:18:02.509 business card. It's a personal story They want 00:18:02.509 --> 00:18:05.589 to know your story and I feel like that is where 00:18:05.589 --> 00:18:08.950 personal brand it's you've got to be all of it 00:18:08.950 --> 00:18:11.250 and I think that is I think that's where we are 00:18:11.250 --> 00:18:15.890 and where we're going is more just being more 00:18:15.890 --> 00:18:21.049 personable and Finding that it's not just a business 00:18:21.049 --> 00:18:23.549 that you're calling. It's your neighbor. And 00:18:23.549 --> 00:18:26.769 so I think that care is where we'll continue 00:18:26.769 --> 00:18:32.089 to go. Okay. Santa, I have to tell you that this 00:18:32.089 --> 00:18:34.990 was still very nice, very good. I could probably 00:18:34.990 --> 00:18:37.470 talk to you for another two hours, all about 00:18:37.470 --> 00:18:40.009 your business and everything else. I have a large 00:18:40.009 --> 00:18:42.210 security background, so I'm very interested in 00:18:42.210 --> 00:18:45.730 what you do, but that's not our topic for today. 00:18:46.190 --> 00:18:49.109 Santa, how could somebody get hold of you if 00:18:49.109 --> 00:18:53.180 they wanted to get hold of you? I am on LinkedIn 00:18:53.180 --> 00:18:57.799 under Santa Phillips. And then I also, my business 00:18:57.799 --> 00:19:02.500 website is blueskysystemsllc .com. And then this 00:19:02.500 --> 00:19:05.339 season I'm doing, producing the podcast called 00:19:05.339 --> 00:19:07.799 The McCaw Show, where it's people just like yourself, 00:19:07.799 --> 00:19:10.799 Michael, that I find interesting, something neat 00:19:10.799 --> 00:19:13.640 about them. And so I just sit down and interview 00:19:13.640 --> 00:19:15.880 them and find out what goes on in their head 00:19:15.880 --> 00:19:17.940 and what are they like at five o 'clock in the 00:19:17.940 --> 00:19:20.400 morning, that sort of thing. So it's a very personable 00:19:20.400 --> 00:19:22.839 podcast, but it's all centered around business. 00:19:23.470 --> 00:19:26.670 Very good very good Santa. Thank you so much 00:19:26.670 --> 00:19:29.849 for coming on This was I still had a great time 00:19:29.849 --> 00:19:32.650 and hopefully I'll talk to you soon. Yeah. Thank 00:19:32.650 --> 00:19:36.150 you Michael. It was great. You're welcome Well, 00:19:36.230 --> 00:19:39.170 hold on folks. Don't go anywhere. Let me just 00:19:39.170 --> 00:19:42.289 read a few of our sponsors that we have Struggling 00:19:42.289 --> 00:19:46.029 to reach success. Maybe it's time to quit in 00:19:46.029 --> 00:19:49.740 quit your way to success by Rodney Davis. 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Revved Up Kids is 00:20:30.509 --> 00:20:33.930 on a mission to protect children and teens from 00:20:33.930 --> 00:20:37.630 sexual abuse, exploitation and trafficking. They 00:20:37.630 --> 00:20:40.130 provide prevention training programs for children 00:20:40.299 --> 00:20:44.539 teens and adults. To learn more, go to RevUpKids 00:20:44.539 --> 00:20:51.259 .org. That's R -E -V -E -D -U -P -K -I -D -S 00:20:51.259 --> 00:20:57.140 dot org. Well, that's a wrap, folks. A huge thank 00:20:57.140 --> 00:21:00.220 you to our special guests for sharing such incredible 00:21:00.220 --> 00:21:03.420 insights today. And of course, a big shout out 00:21:03.420 --> 00:21:07.000 to you, our amazing listeners, for tuning in 00:21:07.000 --> 00:21:10.579 and spending your time with us. Remember, networking 00:21:10.579 --> 00:21:13.980 isn't about being perfect. It's about being present. 00:21:14.640 --> 00:21:17.059 So take what you've learned today, get out there, 00:21:17.319 --> 00:21:20.259 and make some meaningful connections. If you 00:21:20.259 --> 00:21:22.880 enjoyed this episode, don't forget to subscribe, 00:21:23.400 --> 00:21:25.859 leave us a review, and share it with someone 00:21:25.859 --> 00:21:28.240 who could use a little networking inspiration. 00:21:29.160 --> 00:21:32.200 Let's keep the conversation going. You can find 00:21:32.200 --> 00:21:36.900 me on Apple. Spotify, YouTube, or my website, 00:21:37.240 --> 00:21:41.039 michaelaforman .remember. Until next time, keep 00:21:41.039 --> 00:21:43.920 practicing, keep connecting, and keep building 00:21:43.920 --> 00:21:46.900 those relationships. This is Michael A. Forman 00:21:46.900 --> 00:21:50.000 signing off. Take care and happy networking.