Welcome to Networking Unleashed, Building Profitable
Connections, the show where we turn handshakes
into opportunities, conversations into clients,
and your network into net worth. I'm your host,
Michael Foreman, and today we're diving into
something that's often overlooked in the networking
world, consistency. Because let's face it, one
flashy event won't build your business, but intentional,
repeated action. Will. Joining me is Alan Lazarus,
an expert in habit formation, consistency, and
the power of the compound effect. He helps professionals
stay accountable to the small actions that lead
to massive results. And today, we're talking
about how those same principles apply to building
and sustaining powerful professional relationships.
From daily networking habits to tracking progress
to breaking the cycle of random reach -outs,
this episode will give you the tools to make
connection a habit, not a hustle. So if you're
ready to stop networking at bursts and start
building a consistent, profitable system, you're
in the right place. Alan, I welcome you to the
podcast. I'm so thankful to have you here, and
hopefully we're going to have a good time doing
it. Thank you for having me. And thank you for
that great intro. I actually just created something
called the next level sales system. And it's
very much about how to build meaningful relationships
with people on the internet. So it's very good
timing as well. And I didn't actually plan on
that. It just happens to be something I now have
a four day streak of doing this every single
day. So we can get into that as well. But thank
you so much for having me. I appreciate it. No
problem. No problem. So listen, let's just start
right out with with a few questions that focus
the habits and compound effect. You teach people
how to leverage consistency for long term success.
How does that apply specifically to building
a powerful network? Yeah, so if you I have this
pinned on my Facebook, it's my favorite post
that I've ever done. And it talks about the power
of the compound effect. So If you go to a financial
calculator, I know you have a lot of finance
minds listening. $1 growing at 0 .1 % per day.
That's one -tenth of 1 % per day. For 365 days,
at the end of the year, you have $1 .44. So you
only grew by 44%. Still a big deal. At the end
of 10 years, if you stay consistent, for 3 ,650
days, you have $38 .4. 20 years, you have $1
,475. 30 years, you have $56 ,643. This is where
it starts to get wild. This is why older people
have a lot more success statistically than younger
people. It's this. $1 growing at 0 .1 % per day,
one -tenth of 1 % for 40 years is 14 ,600 days.
is 2 .17 million. This is the biggest number
and this is what I have written on my whiteboard.
This is what I remind myself of. 0 .1 % per day,
$1. You start out with $1 and you grow it by
1 10th of 1 % per day for 50 years and you have
$84 million. That is the power of the compound
effect. And I'm a math guy. I'm an engineer.
I'm a computer engineer. And I've always been
a big math guy. I was the obnoxious kid at high
school who got all the math and science awards.
I just think in numbers. That's one of the four
modalities of thinking. And for me, building
relationships is the same thing. You have to
water the plants consistently if they're going
to grow and if they're going to bear fruit. Some
of them will and some of them won't. But you
can't. You have to treat and value people. and
lead people as if that might bear fruit one day
and i always say this focus on the sale the relationship
will go focus on adding value and the relationship
will come so you can attract and if the goal
is to add value first and then to invite someone
second i think that's a big deal you're absolutely
right and i found that as of the pandemic people
really lost their minds. They lost the feeling
of networking, communication and everything else.
So the art of building a client really is past.
The art of building a relationship is present.
And that's really what you're talking about.
You build a relationship first, the sale will
come afterwards. 100%. So it's a very good point
you made. Thank you. In your experience. What
daily or weekly networking habits make the biggest
difference over time? So the next level sales
system that I created, it's five things a day,
five times a day. It's five posts. So an Instagram
post, a Facebook post, a LinkedIn post, a story
post, anything I call outbound compelling value.
So five posts, five likes, meaning, and these
need to be authentic, by the way. You don't just
go through Instagram and start liking stuff.
You have to like things that are actually things
that you resonate with because it's common core
values. I think relationships are a byproduct
of a common core value or a common goal. So right
now you and I have a common core value of personal
development. We have a common core value of networking.
We have a common core value of podcasting. We
have a common goal of reaching more people and
impacting more people. So this relationship we're
building right now is a byproduct of common core
values and core goals. So the next level sales
system is five things. Five posts, five likes,
five comments, five DMs, and five invites. If
you don't do the first four well, you don't get
to do the fifth. That's very good. That's very
good. I would like to add something to that,
but you said it so eloquently that I don't have
to. Okay. So let's talk about the compound effect.
How does it show up in relationships and professional
connections? It's one of my favorite books ever
written. And a lot of people say, was it because
Darren Hardy? It's not because the author is
so great. I don't, I do like Darren, but the
compound effect is just, I think the principle
is so powerful. And the compound effect is what
I articulated in the beginning, which is small,
seemingly insignificant choices compound over
time. 10 years ago, I was out of shape. 10 years
ago, I started my business and it was crickets.
You and I joked about that offline. I always
say in the beginning, It's people are very certainty
driven and in the beginning when you first start
a company No one knows you and you don't have
credibility yet because you don't have consistency
yet And I always say coca -cola and Sam's Cola
everyone's gonna buy a coca -cola because no
one knows who Sam is and That's okay in the beginning.
No one knows you so you can't charge a ton You
have to learn how to build the compound effect
over time. I started mentoring ten years ago
coaching eight years ago which basically means
I started getting paid and I started for free
and then I got paid a little bit and then I got
paid a little bit more and then I got paid a
little bit more. Now I have 18 people that I
coach. One of them is four times a week, which
is insane. But in the beginning, it was coaching
for free. And then I built my practice and eventually
you get referrals, you get really good at what
you do, you stay focused, then it does, it compounds.
So the compound effect is the little things you're
doing each day that stack up and add up. and
compound just like what we talked about with
the math in the beginning you can mathematically
if you work on something for 50 years and you
are consistent every single day you can get 84
million times better and that's how apple was
built apple started in a garage and now it's
50 years old and it's 84 million times better
for sure i was a systems engineer with apple
computer I was around the time when they had
the Mac Lisa, the SE30, SE80. Okay. So I remember
those changes within Apple, what they were going
through, the trials and tribulations. So I know
exactly what you're talking about. But that's
a conversation for another time. Sounds good.
Because I'm sure we can talk about it forever.
Okay. Many people network in short, intense bursts.
Why is that approach less effective than small,
consistent actions? It's unsustainable. Yeah,
that's the main thing is it's not sustainable.
So my beautiful girlfriend and I, future wife,
March 1st of 2022, we started, I came to her
and I said, I want to beat my old best. She said,
what do you mean? I said, I, the longest I've
ever consistently exercised is three and a half
months. And I want to go for four months. I want
to beat my old best. We did it. She said I'll
do it with you. And here's the key. This is the
key. It was a half an hour a day jogging counts
walking counts weight training counts soccer
counts basketball we set a timer for a half an
hour a day and All we have to move our body for
a half an hour a day. That's it sustainable sustainable
sustainable We crossed the four -month mark and
I go I did it. That's awesome. She said okay
Let's see if we can do a year we get past a year
and we pull into the garage after a workout i
said now what and she said let's do this for
the rest of our life and i had a mini panic attack
i said sweetheart i can't commit to this unless
you're really serious are we actually going to
do this that was 1168 days ago march 1st of 2022
We decided to exercise once per day for a half
an hour. We bumped it to 35, then 40, then 45.
We've been at 45 now this year in 2025. And we
are 1 ,168 days in a row of consistent exercise.
Sometimes it's a walk with our dog. Sometimes
it's an intense weight training session that
is beyond. beyond painful. But we never miss.
And the key to that, and I point to that, is
not to talk about us. It's to talk about the
power of the small things over time that compound.
Because, and this is what I say in my speeches,
I say, I was a fitness coach for a long time,
fitness model, fitness competitor, last piece
here. If we all go to the gym tomorrow, I was
at a live event doing this, for nine hours, that's
not going to change your life. But if we... take
that nine hours and split it into half hour increments
and we do 18 days in a row together, we might
build a habit and that can change everything.
So to me, that's the best answer I've got, which
is if it's not sustainable, you might as well
not even start. They say that you have to do
something 10 ,000 times before it becomes a habit.
10 ,000. My goodness. 10 ,000. That's a lot.
That's from 20 or 30 years ago when... Every
time that I was being coached, that's what they
would tell you. When honestly, it's a mindset.
If you make your mind up like you did with your
girlfriend slash fiance, and you say, okay, I
just want to do this for a half an hour each
day. And you think it's, what's that going to
do? It's so small. But if you do it consistently.
it will pay off let me ask you a question now
you do that monday to friday or monday through
sunday oh always always every day okay yeah we
haven't missed yeah yeah we haven't missed the
day in 1168 days i have it downstairs on the
whiteboard i track it first thing in the morning
every single day yeah good good i'm glad i i
can't say that i do it every day but i'm good
for three or four days out of the week nice where
I do some sort, and I do it for an hour. So some
sort of physical activity for an hour, three
or four times a week. And I'm saying this being
almost 63, so I can tell you that it helps me
definitely. I feel better, stay better, mentally
I'm better, and everything is better through
that consistent workout training program. The
way I see it is what's the one decision you can
make now that solves a thousand future problems?
Absolutely. And to me, exercise, it's one of
the most, it's a pillar. It's a pillar. And so
why not just make that decision? Keep the streak.
Once you get a streak going, you want to keep
the streak. And I don't know if 10 ,000 hours
is necessarily what you need to be able to have
it. I think it's 67 days is the latest research.
But I do know 10 ,000 hours is... famous by malcolm
gladwell of the 10 000 hour rule and i just surpassed
my coaching training and podcasting 10 000 hours
of coaching training and podcasting like i said
i was an engineer so everything's metrics and
numbers for me and so i track everything and
honestly the only way to stay on track in my
opinion is to track That's a very good way to
do things. And I try to do that most of the time,
but I fall short. I'll tell you right now, I
fall short. I do uncertain things too, no stress.
There's a couple of things I've tracked consistently
over the years and certain things that have fallen
off. Okay. Okay. What are three micro habits
somebody can build right now to start creating
more meaningful and profitable connections? The
first one is tracking metrics. Okay. I figured
that. yeah that's by far the most important in
my opinion when you track and you get a streak
going you're it's such a powerful thing such
a powerful thing number two would be tracking
habits so there's a lot of habit tracking apps
i use google sheets one means you did it zero
means you didn't 0 .5 means you did it i call
it green yellow red green means yes yellow means
sort of red means no all my clients all my team
we all track metrics and habits everybody big
numbers guy And then ChatGPT can analyze where
you're putting your time, all this kind of stuff.
The third micro habit would be probably exercise.
Yeah, because if you're not exercising, and I
didn't in the past. Ten years ago, I got in a
tough car accident, and it was my wake -up call.
And I started exercising consistently. I quit
drinking, all that. Exercise will keep your physical
state in a positive place. and it helps your
mindset i have one client actually and team member
his name is brandon he just started coaching
me he's done a mile a day every day for more
than a thousand days and he calls it miles for
mindset and he used to be a football player but
it keeps his head right keeps his head right
i'm talking in the middle of the winter he's
big on grit and if you're not exercising consistently
you will feel the negative detriments over time
The science is there. Your brain health is predicated
on great sleep and great exercise. I agree wholeheartedly.
I went through a health scare myself when I was
50 years old. It paralyzed half my body. And
it took me three months to get back in shape.
And that was my wake -up call. I was never really
a heavy drinker. I never smoked. playing sports.
I did everything right. And I still got this
problem. I found out what the problem was. I
got through it and it changed me. And this was
right after my wife had just been through a cancer
scare. So between the two of us, it's like, okay,
it's time for us to get right. And we changed.
We changed completely after that happened. So
I know exactly what you're saying. Sometimes
you need that wake -up call to make that decision
for you or put you in a position where you make
that decision. I think it's the humble pie we
need. It's the humble pie we need sometimes to
commit. And my car accident was humble pie for
me. And it changed my whole life. And I just
decided to... spend my whole life trying to reach
my potential and help others do the same and
that's actually why i'm here now just trying
to help people reach their potential it sounds
like you're well on your way to doing that thank
you how can professionals stay accountable to
their networking goals especially when results
aren't immediate the first ones get a streak
going i know i keep saying that i sound like
a broken record here i have a four -day streak
of my next level sales system i just created
this i actually created it for a client and then
i was like wait I need this. That's how coaching
works. And I'm four days in a row. And once I
get a streak going, I'll do anything to keep
it. And that's just a human mindset thing. There's
a lot of studies on that. And so I would say
try to create some sort of a system that is sustainable.
Mine is pretty hefty. Five times a day, five
posts, five likes, five comments, five DMs, and
five invites. That's hard to do, especially if
you're new. It's challenging to sustain that.
Kevin and I, my business partner and I are both
doing that. But I would say get a streak going
and create it into something that becomes a part
of your identity. Because at the end of the day,
we're trying to help people. We're trying to
have an impact. And your company can't help people
if no one knows about you. That's right. And
you do your best to spreading the word, such
as this podcast. If you do your work well. and
you are truly authentic and you believe in yourself,
that belief that goes out to your clients and
your clients believe in you and your clients
then begin to multiply. I have my clients that
are through all the stages of networking. I have
the beginning stages of the people, which I don't
even know where to begin with them, but I'm starting.
The people who know what they're doing. but need
a push. And I have the mid -level to senior leaders
who are teaching their juniors how to do what
to do and everything else. So I have all the
different levels. And you treat each of them
differently, of course, but I'm authentic. I'm
myself. I tell them right off, I said, look,
I'll make mistakes because you don't want perfection.
You want somebody who's real. And we make mistakes
together. We solve them together. But I always
say, if you have a problem in management or not
management, if you have a problem with somebody
in your company or else, and you want to bring
the problem to their eyes, you better bring a
solution with it. Don't just complain. Don't
be a complainer. Go there with a solution with
the complaint. And then you'll be heard a lot.
better but that i digress okay so you work with
people on tracking progress what does a simple
system for tracking relationship building look
like yeah so a prospect list okay there's a lot
of people in my space so the personal development
industry i don't so i came from a sales background
i was a sales engineer for a company called cognex
you might know cognex they sell industrial automation
equipment machine vision The eyes of robotics.
I managed a territory of Vermont, Connecticut,
and Western Massachusetts. So I came from business
to business sales engineering. And then I came
into the personal development space after my
car accident and I realized, oh, I'm not good
at selling to consumers because I think like
an engineer. I'm going from selling to engineers
and automation engineers and continuous improvement
managers, similar to at places like Apple. And
actually, in some cases, Apple. And then I went
into the consumer space. The mindset's completely
different. It's not ever yeah completely different.
Whoa, I Realized I actually suck at business
to consumer sales because I'm an engineer and
I have to learn how to do this So prospect what
I realized is no one has a prospect list and
no one has a system I'm a big systems guy. I'm
a systems thinker systems engineer computer engineer.
I Have a system for everything and I don't think
a lot of people in this space necessarily do
I think in your space maybe they do but You need
to have a prospect list. So I have 15 departments.
And when someone comments on our YouTube channel
asking a question, they go on a prospect list.
And we add them on social media and we connect.
And it can be Instagram, Facebook, LinkedIn,
TikTok, whatever, right? But I realized that
not a lot of people have a system and not a lot
of people have a prospect list. So I keep it
simple, green, yellow, red. We have cold leads.
They don't know you like you or trust you yet.
Warm leads is they know you like you and trust
you a bit. Sorry, by the way, if the audio is
my landscapers are outside. Can you hear it?
Yeah, I can hear a little bit. I'm sorry about
that. Yeah. So listeners, I apologize. I'm very
grateful for the landscapers because I get to
be here while they're doing that. But OK, so
cold leads, people don't know you, don't like
you, don't trust you. Warm leads are they do.
And then hot leads are people who trust you a
lot. And then there's dead leads, which are people
who are never going to work with you and who
you never want to work with. But you have to
have a prospect list. There has to be categories.
And then there has to be ratings that help you
identify what is cold, warm, and hot. And then
there's converted clients, which is people who
are customers and or clients. And by the way,
I don't think a lot of people, and again, maybe
some people know this. I'm sure you do. But I
made this connection I thought was fascinating.
Customers are when you buy a product. Clients
are when you have a service. And I've noticed
a lot of people never made that connection before.
So people go, oh, that's the difference between
a customer and a client. A client is a service.
A customer is a product that you buy maybe once.
And that's the only difference between a customer
and a client. It's very true. But I feel that
ever since the pandemic, as I said before, people
lost their minds. They don't know how to network.
They think that building a client list is what
they have to do when realistically, they have
to build relationships. A client list is a byproduct
of building meaningful relationships toward common
goals and dreams. Yeah. That's right. But that's
after the relationship building. Exactly. And
that's really where the switch has happened.
I think that switch happened during the pandemic
because it used to be. When I was selling, build
that client list, build it up and up and up.
But now it's more relationships. When I used
to go to a networking event, a three or four
hour networking event, I would come home with
a shoebox filled with business cards. Yeah, nice.
And thinking, I did a great job. Look at all
these cards. Well, now with a three or four hour
event, what I tell people is you should have
about 15 or 20 cards. Because those are people
that you built that relationship with. Exactly.
We have clients that we work with. We work with
106 podcasters and business owners. We have clients
that we met at events. I call it the triangle.
I went to a Brendan Burchard event. Do you know
who Brendan Burchard is? Yeah. He had something
called High Performance Habits. It's a book.
And he created something called High Performance
Academy. We went to an event and it's a triangle.
So me and the other person are both there for
growth. We're there for learning and growth.
And then we happen to meet each other. When you're
there to sell, it doesn't work as well. It's
a triangulation. So you and I are here to add
value first and to serve first and to sell second.
So the primary intention for you and I is to
connect and add value to each other and add value
to your listeners. The secondary intention is
to network and to sell. And I think that a lot
of people get that wrong. I think you're right.
I think you're 100 % correct. Have you seen a
real world example where consistent intentional
networking led to an unexpected breakthrough
or opportunity? There's a woman, her name is
Dr. Taryn. I'll keep first names only. And she
and I met at a Brendan Burchard event. We were
there for growth. We were there to learn. We
weren't there to necessarily network. Networking
was a byproduct of mutual growth and development.
She, years later, she's been working with us
for... We've been producing her podcast for Four
years now four or five years now and but when
we first met it was just a conversation about
becoming a podcaster She was in she was a dentist
and orthodontist and she wanted to start a podcast
and we had already had a podcast with 300 plus
episodes and so we were just teaching her how
to do it and the to do's and to don'ts because
we had learned the hard way on what to do and
what not to do and eventually she became a client
i coached her for a while kevin coached her for
a while and we've been producing her show for
almost probably four plus years now really great
that's really great okay let's flip it what bad
networking habits should people break if they
want to build better and more authentic connections
a bad networking habit going into things with
service second it's passion purpose and profit
in that order passion is you and i both love
podcasting and we both love networking and we
both love learning and growing that's passion
purpose is we are serving the world with those
things profit is third Profit's important. It
can't be 10th. It has to be third, but it can't
be first. If you're going in with profit first
and you're only at the event to try to get clients,
you'll repel people because they'll feel the
neediness. They'll feel the intentions aren't
pure. Whereas if I'm here to serve first and
share first, profit might come as a byproduct,
but it doesn't have to. It doesn't have to. That's
so true. I go around all over and I talk about
networking, communication, but I always tell
everybody, no matter who I talk to, you go in
with a servant's heart. Yeah, exactly. Go in
looking to give and not receive. And when you
sit down with somebody and you're talking with
them, you say, I like what you do. I like how
you're doing it. How can I make you more successful?
How can I be a good referral partner for you?
And that usually blows them away. You're not
trying to sell me something. You're not trying
to make me better. What's going on? How can I
make you more successful? I feel like people
can feel your intentions. And you can always
tell when there's another shoe about to drop.
And I think that intentions, if your intentions
are pure, I think there's primary, secondary,
and tertiary intention. My primary intention,
96 % of me, is right here with you to add value
first. Secondary intention is I really have to
go to the bathroom. Third intention, tertiary
intention is who knows, maybe one day something
comes of this. But if it doesn't, that's okay.
I agree 100%. Let's bring this full circle. If
you could give our listeners one piece of advice
to build a networking habit that compounds over
time, what would it be? Find your people. and
you're absolutely not people. So I have two,
I have my absolutely people and my absolutely
not people. And I'll give you mine. It took me
30 freaking years to figure this out. Yeah. And
again, I know that sounds early to some people,
but to me that the amount of time and effort
I wasted on the wrong people, my goodness. So
my absolutely people have high humility, inward
humility. They have high work ethic and they
are into growth. They have a growth mindset.
They love personal development. Okay. Those are
my absolutely people and I can size them up quick.
More importantly, my absolutely not people are
the opposite. They're arrogant, they're entitled,
and they want big rewards for minimal effort.
Those are my absolutely not people. I'm someone
who came from very little, very humble beginnings.
Lost my birth father at two, stepfather left
at 14, bootstrapped my way. And I have created
where I've gotten to out of just... brute force
work ethic and i didn't realize that because
until my 30s and i realized okay this is very
different and anyone who wants big rewards with
minimal effort and has any level of laziness
we're just not going to work well together because
i'm very tenacious i guess that's what i would
say that's very true i grew up with a single
mom my whole life and i went to the school of
hard knocks I went to the school of learning
my mistakes and I've made plenty of them. But
they're not really a mistake if you've learned
from them. So I built my entire business around
that. I've been a business owner. I've owned
different businesses. I was in the military.
I learned how leadership from many different
ways. And I learned networking in many different
ways. And it was a culmination of all of that
for me to get where I am today. So I know exactly
what you're saying to a certain point. I don't
know your heartaches and things like that. But
I see what you've become. You overcame all of
that. And you are a good person that came out
of it. And so you are, you're thumbing your nose
to all the bad things that happened to you and
said, see? I can do this anyway. And you did.
And you're right on the right path. And you're
so good in this section, in this place where
you are. You're building your business. It's
all great. It's all great. It's a growth journey.
It's been a challenge, but it's also been really
meaningful. And I appreciate it. At the end of
the day, all of us have certain people that we
work really well with. and certain people that
we do not work well with and i think that it's
really important to identify who you work really
well with and who you don't that way you can
be a little bit more strategic in the way in
which you build relationships absolutely alan
this was a fantastic you're a fantastic guest
i really appreciate you coming on i really appreciate
the knowledge that you've shared with my listeners
if somebody wanted to contact you for coaching
or otherwise how would they do it yeah thank
you michael for having me i appreciate it thank
you thank you thank you If you are out there
and you are humble and have high work ethic and
a growth mindset and you really are committed
to reaching your potential, you're going to love
what we do at Next Level University. You're going
to love everything we do. We have a book club.
We do monthly meetups. So nextleveluniverse .com
has everything on there. Like I said, we have
15 departments. Next Level University is a place
where you go to learn how to reach your own unique
potential. I also have something called Podcast
Growth University. I just started something called
Business Growth University. So everything's at
nextleveluniverse .com. The podcast Next Level
University has 2 ,068 episodes as of yesterday.
Yeah, as of yesterday. As of today, actually,
as of today. We recorded two of them yesterday.
And it's 1 % improvement in your pocket from
anyone on the planet completely free. What I
opened with, the $84 million, the 0 .1 % improvement,
that's what the podcast is built around. It's
built around if you get 0 .1 % better each day,
over the long term, it is unbelievable what you
can become and what you can achieve. And that's
what our podcast is about. So if you're interested
in that, reach out. Perfect. Thank you, Alan.
Thank you for coming on to my podcast. And I
hope all of my listeners got something out of
it. Thank you, Michael. I appreciate it. Well,
hold on, folks. Don't go anywhere. Let me just
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-U -P -K -I -D -S -O -R -G. 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. Michael A. Foreman.
Remember, until next time, keep practicing, keep
connecting, and keep building those relationships.
This is Michael A. Foreman signing off. Take
care and happy networking.