WEBVTT 00:00:16.679 --> 00:00:19.359 Welcome back to another episode of Networking 00:00:19.359 --> 00:00:22.960 Unleashed, the podcast where we turn conversations 00:00:22.960 --> 00:00:26.899 into connections and connections into profits. 00:00:27.219 --> 00:00:30.079 I'm your host, Michael Foreman, and today we're 00:00:30.079 --> 00:00:33.020 diving into the future of networking, where strategy 00:00:33.020 --> 00:00:36.859 meets technology. My guest today is a powerhouse 00:00:36.859 --> 00:00:40.759 in client acquisition, known for helping businesses 00:00:40.759 --> 00:00:44.759 create systems that bring in sales on autopilot. 00:00:45.450 --> 00:00:48.869 We're taking AI automation and how to build real 00:00:48.869 --> 00:00:52.570 lasting relationships in a digital world that's 00:00:52.570 --> 00:00:55.670 changing by the second. If you've ever wondered 00:00:55.670 --> 00:00:58.649 how to blend authentic networking with the power 00:00:58.649 --> 00:01:05.189 of AI or how to make your client pipeline run 00:01:05.189 --> 00:01:09.549 while you sleep, this episode is for you. Let's 00:01:09.549 --> 00:01:12.709 unleash some next level strategies. Come on, 00:01:12.730 --> 00:01:15.590 let's get into it. Hello, Chris. How are you 00:01:15.590 --> 00:01:19.469 doing? I have Chris here today, and he helps 00:01:19.469 --> 00:01:23.489 solopreneurs and small businesses save time, 00:01:23.670 --> 00:01:27.189 nurture leads, and scale through smart marketing 00:01:27.189 --> 00:01:30.310 and efficient automation. How's that, Chris? 00:01:30.510 --> 00:01:33.650 How's that for beginning of a podcast? Michael, 00:01:33.670 --> 00:01:35.510 you absolutely nailed it. Probably the best intro 00:01:35.510 --> 00:01:37.629 I've ever had before. I'm stealing that if that's 00:01:37.629 --> 00:01:41.859 okay with you. No problem. Go right ahead. So 00:01:41.859 --> 00:01:43.920 excited to be on here. And I love both your intro 00:01:43.920 --> 00:01:46.519 for the podcast, what it's about, because really 00:01:46.519 --> 00:01:48.560 life and business is all about networking. It's 00:01:48.560 --> 00:01:50.560 about making conversations into those connections 00:01:50.560 --> 00:01:53.219 and how do we utilize those connections. So this 00:01:53.219 --> 00:01:56.099 was my experience just from 11 years ago, starting 00:01:56.099 --> 00:01:58.920 a wedding DJ business, being a solopreneur. Eventually 00:01:58.920 --> 00:02:01.459 I grew and scaled a team. We became an award 00:02:01.459 --> 00:02:04.480 winning wedding DJ service. And suddenly this 00:02:04.480 --> 00:02:06.459 became my full -time income. I could quit my 00:02:06.459 --> 00:02:09.099 job and just focus on that. During COVID is when 00:02:09.099 --> 00:02:11.599 I... was finishing my degree in marketing. And 00:02:11.599 --> 00:02:13.719 as we know, the world shut down, so we couldn't 00:02:13.719 --> 00:02:15.659 DJ a lot of weddings. So that's when I shifted 00:02:15.659 --> 00:02:17.759 and transitioned into starting the Automation 00:02:17.759 --> 00:02:20.960 AI Technology Marketing Agency. It feels weird 00:02:20.960 --> 00:02:23.500 to try to put it into a box because I always 00:02:23.500 --> 00:02:25.000 feel like we're just helping our clients with 00:02:25.000 --> 00:02:27.259 solving different types of problems all the time. 00:02:27.300 --> 00:02:29.319 So we're just getting creative. But through that 00:02:29.319 --> 00:02:31.400 experience, it's been incredible. I love nurturing 00:02:31.400 --> 00:02:34.060 relationships, marketing, just business in general. 00:02:34.120 --> 00:02:36.319 So I'm excited to nerd out about all that fun 00:02:36.319 --> 00:02:39.349 stuff with you today. That's great. I love when 00:02:39.349 --> 00:02:41.650 you have to nerd out of everything. Really, the 00:02:41.650 --> 00:02:44.509 problems that you deal with, I think more of 00:02:44.509 --> 00:02:47.610 the problems are outside the box. Nobody has 00:02:47.610 --> 00:02:50.189 the same problem. There's always a little twist 00:02:50.189 --> 00:02:53.750 on it. But let's kick things off. How has AI 00:02:53.750 --> 00:02:57.009 changed the way professionals network and build 00:02:57.009 --> 00:03:00.860 relationships today? Absolutely. So AI has been 00:03:00.860 --> 00:03:03.400 an incredible tool. It's existed for quite a 00:03:03.400 --> 00:03:06.219 few years, 10, 20 years in different forms. This 00:03:06.219 --> 00:03:09.219 was more like computer machine learning and algorithms. 00:03:09.379 --> 00:03:11.599 But just recently, we saw the introduction of 00:03:11.599 --> 00:03:14.620 OpenAI's ChatGPT, and then many others followed 00:03:14.620 --> 00:03:16.479 suit of these large language models where you 00:03:16.479 --> 00:03:19.780 could basically ask. anything you wanted and 00:03:19.780 --> 00:03:22.219 see what kind of result you could get. So first 00:03:22.219 --> 00:03:24.039 it started creating copy, making conversation. 00:03:24.360 --> 00:03:26.659 Then it was able to create websites and become 00:03:26.659 --> 00:03:29.240 a programmer for you. And just recently OpenAI 00:03:29.240 --> 00:03:32.210 released their updated. image generation model. 00:03:32.330 --> 00:03:34.349 So I'm sure you've seen a bunch of people creating 00:03:34.349 --> 00:03:37.270 fun little action figures of themselves, or maybe 00:03:37.270 --> 00:03:39.449 a corporate professional headshot that takes 00:03:39.449 --> 00:03:42.050 a regular picture and tosses a professional business 00:03:42.050 --> 00:03:44.590 attire onto you. So it's been an incredible game 00:03:44.590 --> 00:03:46.389 changer. And the way that we've seen this evolving 00:03:46.389 --> 00:03:50.870 is now we can use AI to both engage in conversation 00:03:50.870 --> 00:03:54.210 and personalized conversation. So now just as 00:03:54.210 --> 00:03:56.490 an example, maybe you have a list of leads you've 00:03:56.490 --> 00:03:58.389 been hoping to follow up on. Maybe your process 00:03:58.389 --> 00:04:01.210 is that. You reach out to 10 people each week 00:04:01.210 --> 00:04:03.020 and you probably go checked out. their LinkedIn 00:04:03.020 --> 00:04:05.259 profile. Maybe you've scraped some data on them 00:04:05.259 --> 00:04:07.139 so you can make them more personalized. What's 00:04:07.139 --> 00:04:09.780 cool is that AI can now do this. So either through 00:04:09.780 --> 00:04:12.379 a simple prompt or ChatGPT, you can do this manually, 00:04:12.500 --> 00:04:15.240 or you can set up an automation system that is 00:04:15.240 --> 00:04:18.720 now incorporating AI agents, LLM models to craft 00:04:18.720 --> 00:04:21.279 the perfect opening sentence for your next email 00:04:21.279 --> 00:04:23.660 and maybe even a personalized subject line. So 00:04:23.660 --> 00:04:25.680 this is personalization at scale, which is really 00:04:25.680 --> 00:04:28.319 cool. Something we haven't seen before. Of course, 00:04:28.339 --> 00:04:31.240 we've had automation tools, MailChimp, CRMs that 00:04:31.240 --> 00:04:33.240 would... allow us to scale, but nothing that 00:04:33.240 --> 00:04:35.620 could really personalize this to this degree. 00:04:35.839 --> 00:04:38.259 So it's an incredible way for people to now outreach, 00:04:38.379 --> 00:04:40.600 connect with people, create meaningful conversations. 00:04:40.839 --> 00:04:42.819 But I always recommend having that human touch 00:04:42.819 --> 00:04:45.339 point follow up after. You generally don't want 00:04:45.339 --> 00:04:48.259 the conversation to all be run by AI. Certain 00:04:48.259 --> 00:04:50.360 instances it can, but if you're creating genuine 00:04:50.360 --> 00:04:52.939 human relationships, there's a place for AI and 00:04:52.939 --> 00:04:54.660 a place for the humans to take over as well. 00:04:55.360 --> 00:04:59.029 Yeah, I know that there's... place in my heart, 00:04:59.189 --> 00:05:02.589 of course, but where AI meets networking. And 00:05:02.589 --> 00:05:05.370 you have to put that personal touch on it, that 00:05:05.370 --> 00:05:08.189 relationship. If we were just client building, 00:05:08.430 --> 00:05:11.569 AI could just hit it and let's go. But you have 00:05:11.569 --> 00:05:13.709 to change it and do it. So you really have to 00:05:13.709 --> 00:05:17.500 pay attention. But it's a good mix of both. You 00:05:17.500 --> 00:05:21.220 specialize in client acquisition systems. How 00:05:21.220 --> 00:05:24.180 important is networking in creating a lead generation 00:05:24.180 --> 00:05:28.620 engine that runs on autopilot? Absolutely. As 00:05:28.620 --> 00:05:31.439 a whole, lead nurturing is that middle of funnel. 00:05:31.620 --> 00:05:34.180 This is how we get leads into the system after 00:05:34.180 --> 00:05:36.740 that type of funnel strategy, right? So networking, 00:05:36.959 --> 00:05:39.649 you're out there doing the groundwork, we need 00:05:39.649 --> 00:05:41.769 you to be collecting those leads and then entering 00:05:41.769 --> 00:05:44.170 them into the system. So that way the automation, 00:05:44.250 --> 00:05:46.350 the AI can then take over to help you with those 00:05:46.350 --> 00:05:48.509 touch points and follow up and nurturing them. 00:05:48.610 --> 00:05:52.050 So we don't recommend people getting rid of traditional 00:05:52.050 --> 00:05:54.129 networking. In fact, we want you to introduce 00:05:54.129 --> 00:05:56.610 those leads into the automation and client acquisition 00:05:56.610 --> 00:05:59.610 system. Just as a whole, it's a way for a business 00:05:59.610 --> 00:06:01.889 owner to take a step back and really look at 00:06:01.889 --> 00:06:04.569 how they nurture and bring value to their prospects, 00:06:04.730 --> 00:06:07.089 leads, and clients. So we find a lot of businesses 00:06:07.089 --> 00:06:09.029 are, unfortunately, their follow -ups sound like, 00:06:09.129 --> 00:06:11.069 hey, are you still interested in buying or why 00:06:11.069 --> 00:06:13.509 haven't you bought yet? As opposed to, I created 00:06:13.509 --> 00:06:16.029 this blog post just for you because your story 00:06:16.029 --> 00:06:18.649 reminded me of something or similar entrepreneurs 00:06:18.649 --> 00:06:21.050 have this struggle. So it's just a clever way 00:06:21.050 --> 00:06:23.529 where we can provide value. build and nurture 00:06:23.529 --> 00:06:26.329 those relationships. And we use AI and automation 00:06:26.329 --> 00:06:29.329 within this, but not to replace that human connection 00:06:29.329 --> 00:06:31.269 and networking. We always recommend that as a 00:06:31.269 --> 00:06:34.889 top funnel strategy as well. Outstanding. I couldn't 00:06:34.889 --> 00:06:37.329 agree more with everything you just said. So 00:06:37.329 --> 00:06:39.370 I really don't have anything else to say. When 00:06:39.370 --> 00:06:41.709 someone is starting to automate their client 00:06:41.709 --> 00:06:45.470 acquisition, what networking strategies should 00:06:45.470 --> 00:06:49.879 they not forget to include in the process? Absolutely. 00:06:49.980 --> 00:06:51.600 When we think of top of funnel strategies and 00:06:51.600 --> 00:06:53.800 most people think of marketing, we think of advertising, 00:06:54.100 --> 00:06:56.420 right? Paid ad placements, maybe Google putting 00:06:56.420 --> 00:06:58.519 something up on Facebook. Those can be great 00:06:58.519 --> 00:07:01.399 when you have a systematized process and really 00:07:01.399 --> 00:07:03.540 dialed in on your audience, your offer and your 00:07:03.540 --> 00:07:06.420 messaging. but that's a scaling that's a scaling 00:07:06.420 --> 00:07:09.279 problem that you want to hit before you reach 00:07:09.279 --> 00:07:12.379 that you really need a manual process that is 00:07:12.379 --> 00:07:15.459 replicable already so you need to have some clients 00:07:15.459 --> 00:07:17.040 in your system already you need to understand 00:07:17.040 --> 00:07:19.000 what they're going through what their pain points 00:07:19.000 --> 00:07:21.879 are so you can build this into a system now what's 00:07:21.879 --> 00:07:24.819 cool is that at any time you can adjust and make 00:07:24.819 --> 00:07:27.079 changes to your system as we do with many of 00:07:27.079 --> 00:07:29.540 our automation email campaigns. Or I think this 00:07:29.540 --> 00:07:31.360 process I feel like our clients are getting stuck 00:07:31.360 --> 00:07:32.639 here. So I'm going to make this a little bit 00:07:32.639 --> 00:07:35.139 easier. So we definitely recommend using these 00:07:35.139 --> 00:07:37.459 automation tools, the CRMs, putting them all 00:07:37.459 --> 00:07:39.970 together. But that type of funnel strategy It's 00:07:39.970 --> 00:07:41.709 either getting found or get in front of the right 00:07:41.709 --> 00:07:44.750 people. So getting found, you can either utilize 00:07:44.750 --> 00:07:47.550 YouTube channels, social media, and search engine 00:07:47.550 --> 00:07:49.829 optimization. So that way you're showing up for 00:07:49.829 --> 00:07:51.810 the right keywords. People are researching solutions 00:07:51.810 --> 00:07:54.129 to their problem. And if you happen to show up 00:07:54.129 --> 00:07:56.149 and present yourself well with the solution, 00:07:56.329 --> 00:07:59.120 now there are. they are pre -warmed and ready 00:07:59.120 --> 00:08:01.459 potentially for that next step for you. But getting 00:08:01.459 --> 00:08:03.100 in front of the right people can include networking. 00:08:03.379 --> 00:08:06.579 It can include cold to warm direct messages with 00:08:06.579 --> 00:08:08.600 a lot of individuals and businesses. Again, I 00:08:08.600 --> 00:08:10.939 feel like if you focus on serving over selling, 00:08:11.139 --> 00:08:14.360 you can easily find ways to provide value and 00:08:14.360 --> 00:08:16.279 then nurture that relationship naturally. And 00:08:16.279 --> 00:08:18.420 a lot of that can be done with AI, which is super 00:08:18.420 --> 00:08:21.949 cool. Yeah, I always talk. Listen, I'm a public 00:08:21.949 --> 00:08:24.949 speaker and I go coast to coast and I talk about 00:08:24.949 --> 00:08:28.529 networking communication. But I always say, go 00:08:28.529 --> 00:08:32.789 in with a servant's heart. Go in and say, what 00:08:32.789 --> 00:08:36.830 can I do for you? How can I make you more successful? 00:08:37.340 --> 00:08:40.899 And without even telling them what I do, that's 00:08:40.899 --> 00:08:44.019 what I want to do. So that should be the beginning 00:08:44.019 --> 00:08:46.860 of everything. You can use AI afterwards, but 00:08:46.860 --> 00:08:49.159 after you get the feeling for the people, for 00:08:49.159 --> 00:08:52.519 the person, then introduce AI. So it's a good 00:08:52.519 --> 00:08:56.559 mix. It's a good mix. How can business owners 00:08:56.559 --> 00:08:59.519 strike a balance between human connection automation 00:08:59.519 --> 00:09:03.860 in today's AI -driven world? We just talked about 00:09:03.860 --> 00:09:06.500 that a little bit. Absolutely. And it's something 00:09:06.500 --> 00:09:08.480 important that we dive a bit deeper into because 00:09:08.480 --> 00:09:11.340 I feel like today in 2025, we're almost bombarded 00:09:11.340 --> 00:09:14.700 with AI. AI is now creating songs. AI is creating 00:09:14.700 --> 00:09:17.799 images. It's taking a lot of the creative outlets 00:09:17.799 --> 00:09:20.820 that we wanted. Originally, we wanted AI and 00:09:20.820 --> 00:09:22.899 robots to do the laundry, maybe the dishes for 00:09:22.899 --> 00:09:24.460 us. But instead, it's like writing songs and 00:09:24.460 --> 00:09:26.379 poetry, the things that we wanted to do on our 00:09:26.379 --> 00:09:28.440 free time instead. But again, trying to find 00:09:28.440 --> 00:09:30.539 and strike this balance here. What's interesting 00:09:30.539 --> 00:09:33.559 is I never imagined seeing AI. where it first 00:09:33.559 --> 00:09:36.059 started and where it is today. I don't know if 00:09:36.059 --> 00:09:39.120 you remember one of the first original AI videos 00:09:39.120 --> 00:09:41.559 created, which was Will Smith eating spaghetti. 00:09:41.860 --> 00:09:45.460 And it's probably the worst AI video you've ever 00:09:45.460 --> 00:09:48.519 seen. Just very choppy. It's like they were copying 00:09:48.519 --> 00:09:51.139 and pasting pictures of spaghetti into it, and 00:09:51.139 --> 00:09:53.539 it just did not look natural. Fast forward two 00:09:53.539 --> 00:09:56.879 to three years later, and this video is absolutely 00:09:56.879 --> 00:10:00.200 incredible. So to see the evolution take place 00:10:00.200 --> 00:10:02.139 over the years, but people need to be careful. 00:10:02.620 --> 00:10:04.679 There are instances, like we mentioned before, 00:10:04.799 --> 00:10:07.299 using human touchpoints that you can't really 00:10:07.299 --> 00:10:09.940 replicate with AI just yet, or it needs that 00:10:09.940 --> 00:10:12.669 human touchpoint that... ai just can't provide 00:10:12.669 --> 00:10:15.250 yet but what's cool is that ai is more contextual 00:10:15.250 --> 00:10:18.730 it's more flexible than previous automation or 00:10:18.730 --> 00:10:20.929 reply follow -up systems before they would just 00:10:20.929 --> 00:10:23.309 look for a generic keyword and maybe post in 00:10:23.309 --> 00:10:26.990 a copy paste reply but today now it can have 00:10:26.990 --> 00:10:29.690 natural more engaging conversations based on 00:10:29.690 --> 00:10:31.909 previous conversations for example if you take 00:10:31.909 --> 00:10:34.230 like you have an intake maybe you have a meeting 00:10:34.230 --> 00:10:36.549 with a client just type their information into 00:10:36.549 --> 00:10:39.269 a form here and now that ai when it provides 00:10:39.269 --> 00:10:41.470 the follow -up three to seven days after, it 00:10:41.470 --> 00:10:44.169 can use that previous chat as context to follow 00:10:44.169 --> 00:10:46.429 up and say, oh, hey, you told me about this new 00:10:46.429 --> 00:10:48.029 project you were working on. How is everything 00:10:48.029 --> 00:10:50.169 going with that? So it's a great way to marry 00:10:50.169 --> 00:10:52.250 those two elements together, but don't forget 00:10:52.250 --> 00:10:54.629 that human connection element that needs to exist. 00:10:55.610 --> 00:10:59.490 Absolutely. Yeah. You need that initial. natural 00:10:59.490 --> 00:11:03.429 element just to say hello. AI can't introduce 00:11:03.429 --> 00:11:05.490 you. On the computer, they can introduce you. 00:11:05.570 --> 00:11:08.710 But you can't feel the vibe. Chris and I can't 00:11:08.710 --> 00:11:11.769 go to a meeting and I can't feel the vibe of 00:11:11.769 --> 00:11:15.450 Chris or the room and have that unique feeling. 00:11:15.809 --> 00:11:18.389 And you pick up a lot of things from that. And 00:11:18.389 --> 00:11:21.009 I can say, you know what, Chris, this is working 00:11:21.009 --> 00:11:23.269 out. I'm going to go to another table and go 00:11:23.269 --> 00:11:26.429 to another table. But in essence, it's really 00:11:26.429 --> 00:11:31.080 that. natural feeling that AI, as of right now, 00:11:31.259 --> 00:11:37.059 can't introduce. Totally agree. Absolutely. Can 00:11:37.059 --> 00:11:39.620 you walk us through how a strong personal network 00:11:39.620 --> 00:11:45.070 fuels or enhances automated sales pipeline? Absolutely. 00:11:45.210 --> 00:11:46.789 Once you're trying to put yourself out there 00:11:46.789 --> 00:11:48.669 and get your name out there, you start to create 00:11:48.669 --> 00:11:51.149 these instances and examples of, okay, this is 00:11:51.149 --> 00:11:53.070 my new process. This is who I'm helping. This 00:11:53.070 --> 00:11:55.450 is how I help them. And these are the main pain 00:11:55.450 --> 00:11:57.490 points they have. So it's kind of as you expand 00:11:57.490 --> 00:11:59.129 your network and you start to learn a bit more, 00:11:59.230 --> 00:12:01.850 you become more in tune with some of the problems 00:12:01.850 --> 00:12:04.490 that they're experiencing, where they go to research 00:12:04.490 --> 00:12:06.870 solutions to their problems. Where do these people 00:12:06.870 --> 00:12:09.909 hang out? and have these conversations. So it's 00:12:09.909 --> 00:12:11.690 just bringing this all together. So that way 00:12:11.690 --> 00:12:13.529 you can, that way you can grow and scale your 00:12:13.529 --> 00:12:15.370 business through, through that top of funnel 00:12:15.370 --> 00:12:18.110 strategy. The more people you have knowing about 00:12:18.110 --> 00:12:20.370 you and liking you, suddenly you can create some 00:12:20.370 --> 00:12:22.690 brand promoters. These people are basically advertising 00:12:22.690 --> 00:12:25.870 you for free and probably the best, best pre 00:12:25.870 --> 00:12:28.350 -warmed lead other than search engine optimization 00:12:28.350 --> 00:12:30.970 is going to be a personal referral, right? There's 00:12:30.970 --> 00:12:33.759 less selling involved. People have already been 00:12:33.759 --> 00:12:35.980 hyped up about who you are and how you help them. 00:12:36.080 --> 00:12:38.440 So there's less barriers. It's less of a cold 00:12:38.440 --> 00:12:40.980 introduction and it's way more warm. So now it's 00:12:40.980 --> 00:12:43.220 much easier to build that relationship. But then 00:12:43.220 --> 00:12:45.419 using that information, you can feed that into 00:12:45.419 --> 00:12:48.960 your AI, into your LLM, into your CRM. So that 00:12:48.960 --> 00:12:52.500 way it can. adjust itself based on maybe your 00:12:52.500 --> 00:12:54.940 selling style, maybe your conversational style. 00:12:55.080 --> 00:12:57.840 The best way to get a better output is to provide 00:12:57.840 --> 00:13:01.379 examples to your LLM. So if you can provide past 00:13:01.379 --> 00:13:03.460 blog posts that you've made, it can create a 00:13:03.460 --> 00:13:05.620 better blog post. If you provide conversations 00:13:05.620 --> 00:13:07.840 that you've had directly with clients, it can 00:13:07.840 --> 00:13:10.440 better imitate and replicate your personal conversation 00:13:10.440 --> 00:13:12.820 style. So this is a great way that we can use 00:13:12.820 --> 00:13:14.779 kind of these top of funnel, mix them through 00:13:14.779 --> 00:13:17.440 the community and just networking events, and 00:13:17.440 --> 00:13:20.820 then build our better business. In the networking 00:13:20.820 --> 00:13:24.840 world, there's a mantra. If they know you, if 00:13:24.840 --> 00:13:27.259 they like you, if they trust you, they'll do 00:13:27.259 --> 00:13:30.879 business with you. Right? So know you. Listen, 00:13:31.080 --> 00:13:34.960 I know you. And we can know each other by Zoom. 00:13:35.419 --> 00:13:39.120 But like us? No, that narrows the scope down 00:13:39.120 --> 00:13:42.039 just a little bit. All right? And now trust, 00:13:42.259 --> 00:13:46.720 that's the unlimiting factor. element of trust, 00:13:46.960 --> 00:13:49.399 you can't get through Zoom. You can't get through 00:13:49.399 --> 00:13:51.340 something else. You have to go there in person. 00:13:51.500 --> 00:13:54.580 So know you like you, trust you, and then they 00:13:54.580 --> 00:13:56.860 will begin to do business with you. Because you 00:13:56.860 --> 00:13:58.659 know what? Nobody's going to do business with 00:13:58.659 --> 00:14:02.580 you if they don't trust you. Okay? So now tell 00:14:02.580 --> 00:14:05.740 me, Chris, now, before I finish with a few more 00:14:05.740 --> 00:14:10.740 of my questions, you were successful. You were 00:14:10.740 --> 00:14:14.159 successful as a DJ and successful now with AI. 00:14:15.230 --> 00:14:18.570 Give me an idea. Give me what mistake you made 00:14:18.570 --> 00:14:22.529 and how you overcame it. Absolutely. So throughout 00:14:22.529 --> 00:14:25.169 business, plenty of mistakes, but through those 00:14:25.169 --> 00:14:27.610 mistakes, those are all lessons that we can learn. 00:14:27.710 --> 00:14:29.730 One of the biggest mistakes that I've made is 00:14:29.730 --> 00:14:33.669 waiting too long, procrastinating with the idea 00:14:33.669 --> 00:14:36.009 that I need to make it perfect before I launch, 00:14:36.070 --> 00:14:37.929 or I really need some more insight, or I need 00:14:37.929 --> 00:14:40.009 to watch one more video. I need to read one more 00:14:40.009 --> 00:14:42.649 book from the bookshelf to really dial in what 00:14:42.649 --> 00:14:44.820 I need to do. No, although that needs to get 00:14:44.820 --> 00:14:47.559 thrown out the window, action is what is going 00:14:47.559 --> 00:14:50.340 to create the end result for you. So without 00:14:50.340 --> 00:14:52.759 the action, it's just an idea. People have plenty 00:14:52.759 --> 00:14:54.919 of ideas and dreams that they want to implement 00:14:54.919 --> 00:14:57.620 into business. Oftentimes, it's the execution 00:14:57.620 --> 00:15:00.360 that is lacking. Now, I would rather see imperfect 00:15:00.360 --> 00:15:04.179 action instead of not doing anything at all, 00:15:04.200 --> 00:15:06.379 waiting for something to be absolutely perfect. 00:15:06.440 --> 00:15:08.740 Because these things you learn through these 00:15:08.740 --> 00:15:11.620 hands -on experience, you can't learn that. by 00:15:11.620 --> 00:15:14.240 not acting on it yet. You can always update and 00:15:14.240 --> 00:15:16.179 change things as you go along. So I definitely 00:15:16.179 --> 00:15:19.399 promote people take action. Don't wait. This 00:15:19.399 --> 00:15:21.399 was a mistake I made. The further you can hit 00:15:21.399 --> 00:15:23.480 the ground running, the more hands -on experience 00:15:23.480 --> 00:15:25.259 you'll get. And you can always adjust as you 00:15:25.259 --> 00:15:28.279 go along. It doesn't have to be perfect. And 00:15:28.279 --> 00:15:31.679 that's so right. When I tell people who are really 00:15:31.679 --> 00:15:33.700 afraid to go out there and start networking, 00:15:34.039 --> 00:15:36.779 the first thing I say is, just do it. Just go 00:15:36.779 --> 00:15:39.159 out there and network. And listen, between you 00:15:39.159 --> 00:15:40.919 and I, don't worry, because I know you're going 00:15:40.919 --> 00:15:43.440 to suck. It's going to be horrible. You're going 00:15:43.440 --> 00:15:46.539 to fall flat on your face. But the next time, 00:15:46.600 --> 00:15:50.159 you're going to make a few less mistakes. And 00:15:50.159 --> 00:15:51.799 then the third time, you can be a little bit 00:15:51.799 --> 00:15:54.200 better. And a fourth time, you know what? Hey, 00:15:54.279 --> 00:15:56.139 this is fun. I'm going to go out and try it. 00:15:57.049 --> 00:15:58.710 You have to go through the first three times 00:15:58.710 --> 00:16:02.169 before you get to that little bit of enjoyment. 00:16:02.490 --> 00:16:05.129 I agree. But I think it takes the pressure off 00:16:05.129 --> 00:16:06.990 them, too, when you just say, go get it. Don't 00:16:06.990 --> 00:16:08.590 worry about it. You're going to fail. Hey, you 00:16:08.590 --> 00:16:10.629 know what? Later down the road, it'll get better 00:16:10.629 --> 00:16:14.070 and you'll improve. Look, you will fail. You're 00:16:14.070 --> 00:16:16.470 going to suck. It's going to be horrible. Get 00:16:16.470 --> 00:16:18.970 over it. And that's one thing you have to do 00:16:18.970 --> 00:16:21.570 about getting over yourself. And another thing 00:16:21.570 --> 00:16:24.549 is that will help build your confidence. So, 00:16:24.610 --> 00:16:26.649 you know, the more confident you are, the better 00:16:26.649 --> 00:16:29.269 you're going to be. Surprisingly motivational. 00:16:29.789 --> 00:16:33.250 That's excellent. You're going to fail and it's 00:16:33.250 --> 00:16:35.309 going to be great. I feel good about that. That's 00:16:35.309 --> 00:16:37.309 right. You feel really good about that. What 00:16:37.309 --> 00:16:41.370 role does trust and credibility play when you're 00:16:41.370 --> 00:16:45.070 leveraging AI tools in networking or client acquisition 00:16:45.070 --> 00:16:49.330 strategy? It's a great question. Trust and credibility 00:16:49.330 --> 00:16:52.409 factor is huge. I'll be honest, most people don't 00:16:52.409 --> 00:16:54.830 trust AI. Many people don't even know what AI 00:16:54.830 --> 00:16:57.190 is or what it's capable of. So we can't trust 00:16:57.190 --> 00:16:59.149 what we don't know. And if people are having 00:16:59.149 --> 00:17:02.309 a... difficult time understanding or grasping 00:17:02.309 --> 00:17:05.589 how impactful or positive it can be, or if we're 00:17:05.589 --> 00:17:07.670 only looking at just the negatives. It's kind 00:17:07.670 --> 00:17:09.549 of like, would I be afraid to ever fly a plane 00:17:09.549 --> 00:17:12.569 if all I knew was plane crashes? But if you look 00:17:12.569 --> 00:17:15.190 at statistics, say, okay, wow, probably the safest 00:17:15.190 --> 00:17:17.369 form of travel. It's going to get me there quicker. 00:17:17.589 --> 00:17:19.890 So I feel like AI is kind of like the plane of 00:17:19.890 --> 00:17:22.869 modern technology now. So it's just another tool 00:17:22.869 --> 00:17:25.470 in our toolbox that we can use to go a bit further, 00:17:25.630 --> 00:17:28.190 a bit faster. But the trust and credibility factor, 00:17:28.329 --> 00:17:31.750 you really, I don't know how AI and technology 00:17:31.750 --> 00:17:34.109 incorporate specifically to that because the 00:17:34.109 --> 00:17:36.049 trust and credibility, this is how you present 00:17:36.049 --> 00:17:38.130 yourself. The words that you say, if you're just 00:17:38.130 --> 00:17:40.069 a good natural person, I feel like people will 00:17:40.069 --> 00:17:42.069 connect and resonate with that. And there's no 00:17:42.069 --> 00:17:44.690 way that AI could really, AI can't make you a 00:17:44.690 --> 00:17:46.970 good person. So it can make you a better copywriter. 00:17:47.009 --> 00:17:48.930 It can make you a better programmer. It can teach 00:17:48.930 --> 00:17:51.509 you a lot of things, but for you at the foundational 00:17:51.509 --> 00:17:55.000 level, it really can't. change who you are, right? 00:17:55.099 --> 00:17:57.019 That trust factor, that credibility. If you're 00:17:57.019 --> 00:17:58.839 not trustworthy, if you don't follow through 00:17:58.839 --> 00:18:01.000 on your promises and your word, people aren't 00:18:01.000 --> 00:18:03.019 going to trust you going forward. But what's 00:18:03.019 --> 00:18:05.319 cool is that the AI automation piece can help 00:18:05.319 --> 00:18:07.400 you become more trustworthy in the way that... 00:18:07.660 --> 00:18:09.839 If you're able to systematize your follow -up 00:18:09.839 --> 00:18:12.259 process, now you have more time to be able to 00:18:12.259 --> 00:18:14.720 follow up with your clients, to dive in deeper 00:18:14.720 --> 00:18:17.440 into specific questions, to give them more attention 00:18:17.440 --> 00:18:20.099 to detail as opposed to not having it at all. 00:18:20.180 --> 00:18:21.819 So I feel like that's a great way they can help 00:18:21.819 --> 00:18:24.140 build the trust and credibility aspect. But again, 00:18:24.240 --> 00:18:26.380 you as a person, you need to put yourself out 00:18:26.380 --> 00:18:29.539 there to build that trust. And you said so many 00:18:29.539 --> 00:18:32.220 things that were good points that I didn't know 00:18:32.220 --> 00:18:35.759 where to start, but where to comment. AI is a 00:18:35.759 --> 00:18:38.680 tool. It's a tool in your belt and take it out 00:18:38.680 --> 00:18:40.900 when you need it. And I personally have found 00:18:40.900 --> 00:18:44.380 AI to be great. It'll free up some of my time 00:18:44.380 --> 00:18:48.200 so I can delve a little bit further into my clients 00:18:48.200 --> 00:18:50.480 and I can help them just that much more because 00:18:50.480 --> 00:18:53.720 I have more time to do that. I love that. How 00:18:53.720 --> 00:18:57.180 do you recommend using AI to stay top of mind 00:18:57.180 --> 00:19:00.319 with connections without coming off as robotic 00:19:00.319 --> 00:19:04.779 or salesy? Absolutely. So that natural relationship 00:19:04.779 --> 00:19:06.759 building, I think, again, goes back to what we 00:19:06.759 --> 00:19:08.859 discussed a little bit earlier is just the serving 00:19:08.859 --> 00:19:11.819 over selling. When we focus on serving, this 00:19:11.819 --> 00:19:14.559 becomes a value add. It becomes conversational. 00:19:14.640 --> 00:19:17.240 When we're focused on selling, it comes off as 00:19:17.240 --> 00:19:19.519 desperation. It's like, I have nothing of value 00:19:19.519 --> 00:19:21.539 to bring to you, but I just wanted to check in. 00:19:21.660 --> 00:19:23.819 So there's a couple of ways you can now use AI 00:19:23.819 --> 00:19:25.940 for this. The systems that we create with AI 00:19:25.940 --> 00:19:28.500 agents, they replicate what a person on your 00:19:28.500 --> 00:19:30.559 sales team might do or a person in your customer 00:19:30.559 --> 00:19:33.779 service department might do. you can preset specific 00:19:33.779 --> 00:19:36.339 follow -up dates. I want you to follow up twice 00:19:36.339 --> 00:19:38.940 in the first week. I want you to follow up once 00:19:38.940 --> 00:19:41.119 in the next two weeks and then maybe a final 00:19:41.119 --> 00:19:44.180 check -in at this point. During those points, 00:19:44.359 --> 00:19:47.319 you can feed your AI LLM different blog posts 00:19:47.319 --> 00:19:50.460 and content that you have that bring value to 00:19:50.460 --> 00:19:53.339 their journey that help nurture them. And so 00:19:53.339 --> 00:19:55.619 we can now create these AI agents that follow 00:19:55.619 --> 00:19:58.819 up with more natural conversation specific to 00:19:58.819 --> 00:20:01.519 that client based on the contextual conversations 00:20:01.519 --> 00:20:05.140 that you've had, as opposed to pre -written automated 00:20:05.140 --> 00:20:07.680 email that is written for everybody, right? I 00:20:07.680 --> 00:20:10.160 find myself doing this with my automated email 00:20:10.160 --> 00:20:12.480 follow -ups is it sounds like it's for everybody, 00:20:12.680 --> 00:20:15.220 right? So you can find different ways to marry 00:20:15.220 --> 00:20:18.670 that together. Take your regular template, put 00:20:18.670 --> 00:20:21.329 that at the bottom. You have words that the phrasing 00:20:21.329 --> 00:20:23.309 and how it's put that you don't want to change. 00:20:23.470 --> 00:20:26.390 What I change is have AI craft the first two 00:20:26.390 --> 00:20:28.750 sentences of your email and possibly the subject. 00:20:28.950 --> 00:20:31.410 So once you have that little bit of opener, that's 00:20:31.410 --> 00:20:33.309 how you make it sound more personalized. This 00:20:33.309 --> 00:20:35.190 was written for me. And then the rest of the 00:20:35.190 --> 00:20:37.589 email can then continue on into the rest of your 00:20:37.589 --> 00:20:40.450 lead nurturing strategy. So I feel like combining 00:20:40.450 --> 00:20:42.829 those two methods is a great way to not come 00:20:42.829 --> 00:20:45.869 off too salesy, but be more conversational with 00:20:45.869 --> 00:20:50.150 people. It's almost exactly how I use AI in my 00:20:50.150 --> 00:20:54.849 emails. You're using it. I don't believe it. 00:20:54.890 --> 00:20:58.809 You're telling them exactly what I do. I didn't 00:20:58.809 --> 00:21:00.869 mean to give away the secrets here, but how has 00:21:00.869 --> 00:21:02.589 it been for you? How have you seen that change 00:21:02.589 --> 00:21:05.710 with your typical pre -templated email versus 00:21:05.710 --> 00:21:08.990 the more contextual follow -up? The emails, it 00:21:08.990 --> 00:21:13.170 has been crafted because it sounds like me. Okay, 00:21:13.230 --> 00:21:16.170 so it sounds like I'm responding to their email, 00:21:16.210 --> 00:21:19.750 but my follow -up, my secret sauce, I'll say, 00:21:19.869 --> 00:21:24.730 is a little bit more in -depth than what you 00:21:24.730 --> 00:21:28.329 just described and a little bit more often. But 00:21:28.329 --> 00:21:33.109 I actually can change your follow -up to get 00:21:33.109 --> 00:21:38.559 it from a 2 % response rate to about a 75%. Holy 00:21:38.559 --> 00:21:42.119 cow. Yeah, it's incredible. But the response 00:21:42.119 --> 00:21:44.319 rate, when I say response rate, it's just to 00:21:44.319 --> 00:21:48.660 have them give you a feedback. Positive or negative, 00:21:48.900 --> 00:21:51.700 that's feedback. But that's all that I'm asking. 00:21:51.779 --> 00:21:54.700 It's a positive or negative. And it's about 75%. 00:21:54.700 --> 00:21:57.900 So about 75 % of the time, you're getting feedback, 00:21:58.140 --> 00:22:01.839 which is really good. And that I teach all of 00:22:01.839 --> 00:22:05.819 my clients. That, when I do a workshop or something 00:22:05.819 --> 00:22:08.500 else, this is what I'm teaching them. I've gotten 00:22:08.500 --> 00:22:11.519 so many emails back saying, oh my God, Michael, 00:22:11.740 --> 00:22:15.259 this is fantastic. Why haven't I done this before? 00:22:15.539 --> 00:22:18.240 I said, because you didn't know me before. So 00:22:18.240 --> 00:22:21.180 let me finish out these two. Tell us about a 00:22:21.180 --> 00:22:24.759 time when networking opened the door to a major 00:22:24.759 --> 00:22:28.500 opportunity and how you use tech to scale that 00:22:28.500 --> 00:22:31.829 relationship. Absolutely. So a couple examples 00:22:31.829 --> 00:22:34.329 here. One was just in -person networking. I joined 00:22:34.329 --> 00:22:36.809 a local networking group. So this was just hang 00:22:36.809 --> 00:22:39.470 out, have a cigar, maybe some drinks, your classic 00:22:39.470 --> 00:22:42.789 networking group. From that, I was able to get 00:22:42.789 --> 00:22:44.829 these new relationships that people were now 00:22:44.829 --> 00:22:47.529 promoting my services. I was able to get one 00:22:47.529 --> 00:22:49.670 client and one referral just from this networking 00:22:49.670 --> 00:22:53.279 group. Now, it did take over a year. for this 00:22:53.279 --> 00:22:55.400 relationship to form. But I think most of us 00:22:55.400 --> 00:22:57.440 know in the B2B world, it can take eight to 15 00:22:57.440 --> 00:23:00.380 months plus for someone to finally make a purchase 00:23:00.380 --> 00:23:02.980 decision for your product or your service. But 00:23:02.980 --> 00:23:05.140 this is a great example of just in -person networking. 00:23:05.609 --> 00:23:07.730 put a proposal out there, let people know who 00:23:07.730 --> 00:23:09.690 you're about. And when the time is ready, when 00:23:09.690 --> 00:23:11.849 they feel like it's right, they can come around 00:23:11.849 --> 00:23:14.450 back to you to sign up for your services. And 00:23:14.450 --> 00:23:17.670 that has then led me into becoming a subcommittee 00:23:17.670 --> 00:23:20.029 for a board member on a nonprofit that helps 00:23:20.029 --> 00:23:22.369 with mental health. So that's been a great way 00:23:22.369 --> 00:23:25.309 for me to feel like I'm doing marketing for something 00:23:25.309 --> 00:23:28.049 good and to show how impactful that could be. 00:23:28.109 --> 00:23:30.809 That gave me the confidence to then make a post 00:23:30.809 --> 00:23:33.119 in a Facebook group about. being available as 00:23:33.119 --> 00:23:36.539 a guest for podcasts. Suddenly a doctor from 00:23:36.539 --> 00:23:40.019 a nonprofit summit reached out and said, you 00:23:40.019 --> 00:23:41.960 sound like a great guest. You can provide a lot 00:23:41.960 --> 00:23:43.680 of value. Would you be interested in speaking 00:23:43.680 --> 00:23:45.940 at a virtual summit coming up in April? It's 00:23:45.940 --> 00:23:48.539 actually this week here in April 25. So I was 00:23:48.539 --> 00:23:51.200 like, wow, that's incredible. So this one little 00:23:51.200 --> 00:23:53.799 opportunity that led me into some sort of interest 00:23:53.799 --> 00:23:57.059 for continuing nonprofit work. turned into a 00:23:57.059 --> 00:23:59.599 Facebook post that turned into a relationship 00:23:59.599 --> 00:24:02.119 that now we're following up. So now we swap podcasts. 00:24:02.400 --> 00:24:04.880 We're helping build and nurture each other with 00:24:04.880 --> 00:24:08.460 our systems and relationships. So now I'm using 00:24:08.460 --> 00:24:10.900 that as a template. How do I follow up naturally 00:24:10.900 --> 00:24:13.880 after I meet someone in person? I created a form 00:24:13.880 --> 00:24:16.099 and a button that gives me that context that 00:24:16.099 --> 00:24:18.640 provides that nurturing relationship follow -up. 00:24:18.700 --> 00:24:20.500 And then once I have more examples of working 00:24:20.500 --> 00:24:22.819 with the nonprofits directly, I can then create 00:24:22.819 --> 00:24:25.299 a system and template for that. So that way I 00:24:25.299 --> 00:24:26.940 don't have to manually be doing it, but I need 00:24:26.940 --> 00:24:29.019 that personal conversation first to know how 00:24:29.019 --> 00:24:31.920 the conversation might go until I hand it off 00:24:31.920 --> 00:24:35.859 to an employee or an AI. And I think you need 00:24:35.859 --> 00:24:38.819 not the one person, but two or three. So you 00:24:38.819 --> 00:24:41.579 get a better idea of it and then you can hand 00:24:41.579 --> 00:24:43.940 it off and everything else. But yeah, but AI 00:24:43.940 --> 00:24:47.319 is a tool that you're using. And that was a great 00:24:47.319 --> 00:24:49.819 idea with Facebook, by the way, to get that. 00:24:50.569 --> 00:24:53.069 I may have to use that. Please do. Please do. 00:24:53.869 --> 00:24:56.529 Knowledge is power. We share it. That's right. 00:24:56.690 --> 00:24:58.470 That's right. All right. So let's bring this 00:24:58.470 --> 00:25:01.809 conversation full circle. Looking ahead, where 00:25:01.809 --> 00:25:04.789 do you see the biggest opportunities for professionals 00:25:04.789 --> 00:25:08.569 who want to build strong networks and leverage 00:25:08.569 --> 00:25:11.940 technology for growth? Absolutely. So I think 00:25:11.940 --> 00:25:14.539 AI and technology right now is allowing us to 00:25:14.539 --> 00:25:16.819 produce more and go faster than we could before. 00:25:17.000 --> 00:25:19.319 So this just means you're able to do more networking 00:25:19.319 --> 00:25:22.299 events without having to be stuck in doing admin 00:25:22.299 --> 00:25:24.980 work. You're able to make more attempts to outreach. 00:25:25.180 --> 00:25:27.799 And again, like you said, improve the reply rate. 00:25:27.859 --> 00:25:30.599 I see a lot of people, they focus on, hey, book 00:25:30.599 --> 00:25:33.440 a meeting or do this next step when really we 00:25:33.440 --> 00:25:36.200 just need. conversation. One, we want to confirm 00:25:36.200 --> 00:25:38.220 that it's a real email address. Is there a real 00:25:38.220 --> 00:25:40.200 person? And like you said, the positive or negative 00:25:40.200 --> 00:25:42.940 reply, we just use that information to help build 00:25:42.940 --> 00:25:45.539 and nurture. So overall, it saved me tons of 00:25:45.539 --> 00:25:48.460 time. This has allowed me to grow a six figure 00:25:48.460 --> 00:25:51.980 plus wedding DJ business with a team of DJs and 00:25:51.980 --> 00:25:54.559 not feel like I'm constantly coming up for air, 00:25:54.640 --> 00:25:57.180 like I'm drowning. This just allowed me to create 00:25:57.180 --> 00:26:00.160 systems and templates that I use to run my business. 00:26:00.319 --> 00:26:02.980 I use that experience then to move that into 00:26:02.980 --> 00:26:05.640 the automation agency as well. So all of the 00:26:05.640 --> 00:26:07.660 efforts that I've been running for 10 years with 00:26:07.660 --> 00:26:09.940 marketing and search engine optimization and 00:26:09.940 --> 00:26:12.559 processes, I use all that experience into the 00:26:12.559 --> 00:26:15.099 agency and then therefore my clients as well. 00:26:15.240 --> 00:26:18.279 So one of our clients, a dentist, she's a B2C. 00:26:19.240 --> 00:26:21.099 her get six to eight new patients per month. 00:26:21.200 --> 00:26:23.279 So we solve different problems as they come. 00:26:23.460 --> 00:26:26.019 Once you got too many patients, then she was 00:26:26.019 --> 00:26:27.740 like, okay, maybe we need to pre -qualify them 00:26:27.740 --> 00:26:29.779 a little bit more. Or how do we follow up with 00:26:29.779 --> 00:26:32.559 them? Because maybe the show up rate is lower 00:26:32.559 --> 00:26:35.200 than other channels. So this is just about providing 00:26:35.200 --> 00:26:37.759 solutions to problems that they have. So as long 00:26:37.759 --> 00:26:39.380 as you're someone who can think outside the box, 00:26:39.519 --> 00:26:42.400 think creatively, you're able to provide value 00:26:42.400 --> 00:26:44.579 for others. So that's what I focus on. That's 00:26:44.579 --> 00:26:47.029 how I'm using AI and technology. to help me build 00:26:47.029 --> 00:26:50.710 my business better and help others as well. Chris, 00:26:50.789 --> 00:26:53.470 that's great. And I feel as though I could talk 00:26:53.470 --> 00:26:56.210 to you for two more hours. All right. Cause that's, 00:26:56.210 --> 00:26:59.390 I really feel that we have a kindred, a little 00:26:59.390 --> 00:27:03.369 kinship here. If somebody wants to get hold of 00:27:03.369 --> 00:27:06.509 you for a number of reasons, how can they get 00:27:06.509 --> 00:27:09.180 hold of you? Of course, people can Google my 00:27:09.180 --> 00:27:11.940 name, Chris Troka, T -R -O -K -A. Otherwise, 00:27:12.039 --> 00:27:14.319 people can visit my website, christroka .com 00:27:14.319 --> 00:27:18.619 or focus -biz .com. That's great. Chris, it was 00:27:18.619 --> 00:27:21.240 a pleasure speaking with you, and I'm sure we'll 00:27:21.240 --> 00:27:23.480 talk soon. Sounds great, Michael. Thanks for 00:27:23.480 --> 00:27:27.079 everything. I appreciate it. Well, hold on, folks. 00:27:27.240 --> 00:27:29.779 Don't go anywhere. Let me just read a few of 00:27:29.779 --> 00:27:32.720 our sponsors that we have. Struggling to read 00:27:32.720 --> 00:27:36.430 success? Maybe it's time to quit. 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Revved Up Kids is 00:28:20.529 --> 00:28:23.930 on a mission to protect children and teens from 00:28:23.930 --> 00:28:26.799 sexual abuse. exploitation, and trafficking. 00:28:27.039 --> 00:28:29.740 They provide prevention training programs for 00:28:29.740 --> 00:28:33.380 children, teens, and adults. To learn more, go 00:28:33.380 --> 00:28:38.259 to revvedupkids .org. That's R -E -V -V -E -D 00:28:38.259 --> 00:28:45.440 -U -P -K -I -D -S dot org. Well, that's a wrap, 00:28:45.500 --> 00:28:48.339 folks. A huge thank you to our special guest 00:28:48.339 --> 00:28:51.680 for sharing such incredible insights today. And 00:28:51.680 --> 00:28:55.079 of course, a big shout out to you, our amazing 00:28:55.079 --> 00:28:58.000 listeners, for tuning in and spending your time 00:28:58.000 --> 00:29:01.900 with us. Remember, networking isn't about being 00:29:01.900 --> 00:29:05.240 perfect. It's about being present. So take what 00:29:05.240 --> 00:29:07.819 you've learned today, get out there and make 00:29:07.819 --> 00:29:10.819 some meaningful connections. If you enjoyed this 00:29:10.819 --> 00:29:13.799 episode, don't forget to subscribe, leave us 00:29:13.799 --> 00:29:16.420 a review, and share it with someone who could 00:29:16.420 --> 00:29:19.720 use a little networking inspiration. Let's keep 00:29:19.720 --> 00:29:23.420 the conversation going. You can find me on Apple, 00:29:23.559 --> 00:29:27.900 Spotify, YouTube, or my website, Michael. Remember, 00:29:28.200 --> 00:29:31.819 until next time, keep practicing, keep connecting, 00:29:32.000 --> 00:29:35.119 and keep building those relationships. This is 00:29:35.119 --> 00:29:38.359 Michael signing off. Take care and happy networking.