WEBVTT 00:00:16.809 --> 00:00:19.969 Welcome back to Networking Unleashed, Building 00:00:19.969 --> 00:00:23.210 Profitable Connections. I'm your host, Michael 00:00:23.210 --> 00:00:26.089 Foreman, and today we're talking about a game 00:00:26.089 --> 00:00:28.989 changer in the world of business and networking 00:00:28.989 --> 00:00:33.170 communication. Listen, that's right in my wheelhouse. 00:00:33.549 --> 00:00:36.770 So listen, you've probably heard how you say 00:00:36.770 --> 00:00:39.750 something is just as important as what you say. 00:00:40.229 --> 00:00:43.450 And what if I told you that in today's competitive 00:00:43.450 --> 00:00:47.539 environment, Superior communication isn't optional. 00:00:47.759 --> 00:00:52.000 It's your differentiator. My guest today is a 00:00:52.000 --> 00:00:55.399 master of helping people deliver messages that 00:00:55.399 --> 00:00:59.179 land with power, purpose, and profit. He believes 00:00:59.179 --> 00:01:03.219 that inferior doesn't win. And in this episode, 00:01:03.320 --> 00:01:07.079 you're going to find out exactly what that means 00:01:07.079 --> 00:01:10.739 for your next pitch, presentation, or conversation. 00:01:11.830 --> 00:01:14.930 Whether you're networking in a room full of strangers 00:01:14.930 --> 00:01:18.450 or speaking on a stage with high stakes, this 00:01:18.450 --> 00:01:21.709 conversation will help you out, speak up, and 00:01:21.709 --> 00:01:25.510 secure real results. Let's dive in. Now, before 00:01:25.510 --> 00:01:29.370 I introduce George, I just want to say that this 00:01:29.370 --> 00:01:33.510 is exactly what I talk about. This is exactly 00:01:33.510 --> 00:01:37.049 what I do, what I'm so passionate about when 00:01:37.049 --> 00:01:40.209 I go on stages, when I go into companies. He's 00:01:40.209 --> 00:01:43.459 the real deal. So I would like to introduce George 00:01:43.459 --> 00:01:47.739 Torok, and he has such a vast background. I'm 00:01:47.739 --> 00:01:50.340 going to let him introduce himself, but George, 00:01:50.519 --> 00:01:53.340 why don't you take it away? Thank you, Michael. 00:01:53.439 --> 00:01:56.180 Delighted to be talking with you and your listeners 00:01:56.180 --> 00:02:00.239 here on Networking Unleashed. And everyone starts 00:02:00.239 --> 00:02:04.260 somewhere, Michael, and I started out as a shy 00:02:04.260 --> 00:02:08.840 and introverted student. Now, those are two separate 00:02:08.840 --> 00:02:11.699 aspects. Some people confuse them, but shyness 00:02:11.699 --> 00:02:14.699 is a learned behavior, which means it can be 00:02:14.699 --> 00:02:18.659 unlearned. So introversion versus extroversion, 00:02:18.780 --> 00:02:21.560 I define as where you get your energy. I'm still 00:02:21.560 --> 00:02:24.620 an introvert. I know what to do. I can go to 00:02:24.620 --> 00:02:27.599 the networking events. And when it's time, I 00:02:27.599 --> 00:02:29.699 can stand up on a stage and speak to people. 00:02:29.819 --> 00:02:34.240 And I enjoy that. And I'm drained after. Totally 00:02:34.240 --> 00:02:38.500 wears me out. So that's where I started. And 00:02:38.500 --> 00:02:42.020 it actually started to change when I was in high 00:02:42.020 --> 00:02:46.539 school because I wanted to become popular. But 00:02:46.539 --> 00:02:49.340 I was afraid to stand out. So I pushed myself 00:02:49.340 --> 00:02:53.060 to be bold, to stand up, to answer questions 00:02:53.060 --> 00:02:56.500 in class, to ask the teacher questions, to walk 00:02:56.500 --> 00:03:00.300 up to that girl and talk to her. Oh, she's going 00:03:00.300 --> 00:03:01.979 to hurt me. No, she's not going to make fun of 00:03:01.979 --> 00:03:05.439 me. And I got over that. But it was a struggle. 00:03:05.460 --> 00:03:09.240 And later in my career, I learned to communicate 00:03:09.240 --> 00:03:13.120 more effectively. I'll tell you what the big 00:03:13.120 --> 00:03:17.360 change was. I attended a two -day workshop on 00:03:17.360 --> 00:03:22.319 presentation skills. And I went to that workshop 00:03:22.319 --> 00:03:25.500 thinking, in fact, my boss said, you don't need 00:03:25.500 --> 00:03:27.400 this. You're already good enough. And I thought, 00:03:27.479 --> 00:03:29.979 yeah, I'm good enough. And I went to the workshop 00:03:29.979 --> 00:03:34.759 and I came away with two big ahas. One, I wasn't 00:03:34.759 --> 00:03:37.479 as good as I thought I was. And I had to discover 00:03:37.479 --> 00:03:40.099 that myself. No one could tell me that. And two, 00:03:40.400 --> 00:03:44.439 I learned that effective communication is a skill 00:03:44.439 --> 00:03:49.379 set. And it's techniques that are based on principles. 00:03:49.780 --> 00:03:52.419 And the techniques can be learned, adapted to 00:03:52.419 --> 00:03:55.680 your style. But it's all skill. It's not natural 00:03:55.680 --> 00:03:59.439 talent. And anyone can learn to become a better 00:03:59.439 --> 00:04:02.199 communicator. And if you don't, you're going 00:04:02.199 --> 00:04:07.379 to be left behind. Absolutely. I can't, you made 00:04:07.379 --> 00:04:10.699 so many great points, but the most important 00:04:10.699 --> 00:04:15.139 thing is that networking communication is a skill 00:04:15.139 --> 00:04:19.019 and a talent. Okay. So you have to, and what 00:04:19.019 --> 00:04:22.220 do you do when you have to, what do you have 00:04:22.220 --> 00:04:25.480 to do to get better at a skill? What do you have 00:04:25.480 --> 00:04:28.879 to do with a talent? You have to practice, practice 00:04:28.879 --> 00:04:31.339 and practice. And then when you're finished with 00:04:31.339 --> 00:04:35.360 that, you have to practice again. Okay, so I've 00:04:35.360 --> 00:04:37.959 developed about 10 questions that I'd like to 00:04:37.959 --> 00:04:42.079 ask you, but I'm really interested in your answers 00:04:42.079 --> 00:04:45.220 because each one is something that I talk about. 00:04:45.500 --> 00:04:48.800 So I'm very interested to hear. You talk about 00:04:48.800 --> 00:04:52.819 communication being a differentiator. How can 00:04:52.819 --> 00:04:56.519 professionals use this edge to stand out when 00:04:56.519 --> 00:05:01.230 networking in crowded industries? People will 00:05:01.230 --> 00:05:04.629 remember you based on how they felt when they 00:05:04.629 --> 00:05:08.069 met you and when you had a conversation with 00:05:08.069 --> 00:05:11.009 them. And that will be determined by how you 00:05:11.009 --> 00:05:14.870 communicated with them. And I'll give you an 00:05:14.870 --> 00:05:18.629 example of a recent conversation at a networking 00:05:18.629 --> 00:05:23.089 event I attended. The person said to me, he thought 00:05:23.089 --> 00:05:24.750 he was being, perhaps he thought he was being 00:05:24.750 --> 00:05:27.889 clever. So his opening statement was, what brings 00:05:27.889 --> 00:05:31.970 you here today? And I could have said my car 00:05:31.970 --> 00:05:34.949 or it could have been funny and said my steed. 00:05:34.949 --> 00:05:39.509 But instead, I said curiosity, curiosity in the 00:05:39.509 --> 00:05:43.649 search for a positive conversation. And he looked 00:05:43.649 --> 00:05:47.129 at me and he didn't know what to say. He had 00:05:47.129 --> 00:05:49.389 no follow up. So he started the conversation, 00:05:49.629 --> 00:05:51.790 what he thought was a clever question, but he 00:05:51.790 --> 00:05:54.339 didn't know how to continue it. And so it. We 00:05:54.339 --> 00:05:56.399 picked up the conversation at some point, but 00:05:56.399 --> 00:05:59.560 it went through this flat part. So be prepared 00:05:59.560 --> 00:06:03.500 to listen to people. And he could have responded 00:06:03.500 --> 00:06:07.259 with, oh, that's different. What makes you curious, 00:06:07.439 --> 00:06:11.680 George? So pick up on what people say and engage 00:06:11.680 --> 00:06:15.079 them, and they'll remember you. And I don't remember 00:06:15.079 --> 00:06:18.439 the guy's name. And if I see him again, I'm probably 00:06:18.439 --> 00:06:21.139 not going to go walk over to him because he left 00:06:21.139 --> 00:06:25.339 me with a yucky feeling. Right. That's right. 00:06:25.480 --> 00:06:29.379 And the important thing that you said was that 00:06:29.379 --> 00:06:32.879 you had to have active listening. Active listening 00:06:32.879 --> 00:06:36.740 is so important because you have to respond to 00:06:36.740 --> 00:06:40.000 what the person is asking you, not the next thing 00:06:40.000 --> 00:06:42.519 that you want to say. So when he got confused, 00:06:42.600 --> 00:06:45.819 because he tried to come out of his little bag 00:06:45.819 --> 00:06:49.060 of tricks of what to say, and you just hit him 00:06:49.060 --> 00:06:51.560 right back. So that's very good. And I'll have 00:06:51.560 --> 00:06:55.600 to remember that. Okay, so what are the most 00:06:55.600 --> 00:06:58.879 common mistakes people make when presenting themselves 00:06:58.879 --> 00:07:02.620 at networking events and how can they avoid them? 00:07:03.959 --> 00:07:07.680 One of the most common mistakes is that they 00:07:07.680 --> 00:07:09.920 think it's all about them. that they're there 00:07:09.920 --> 00:07:14.220 to give their 30 second or two minute or pitch 00:07:14.220 --> 00:07:16.480 about, here's what I do. Here's what I sell. 00:07:16.579 --> 00:07:19.060 Give me your card. I'll get lost. Get out of 00:07:19.060 --> 00:07:20.920 my face. This is the feeling that I have when 00:07:20.920 --> 00:07:23.079 that happens. And here's another, I remember 00:07:23.079 --> 00:07:26.079 a person approached me and they start talking 00:07:26.079 --> 00:07:29.090 to me, but while they're talking to me. their 00:07:29.090 --> 00:07:31.930 eyes are looking up. They're going up like this. 00:07:32.050 --> 00:07:34.810 And I realized that what they were doing is they 00:07:34.810 --> 00:07:36.550 weren't talking to me. They were reading the 00:07:36.550 --> 00:07:39.009 script that they had memorized in their head. 00:07:39.129 --> 00:07:40.930 So that's all they were there for. And then when 00:07:40.930 --> 00:07:42.889 they're done, I just looked at them and said, 00:07:42.949 --> 00:07:47.589 well, that's interesting. So the first thing 00:07:47.589 --> 00:07:52.230 is, it's not about you. It's about making connections. 00:07:52.870 --> 00:07:55.949 And connections means building a relationship. 00:07:56.490 --> 00:08:00.410 And another mistake is to write people off because 00:08:00.410 --> 00:08:02.529 you think, oh, this person is an incline for 00:08:02.529 --> 00:08:03.930 me. I'm not going to talk to them. I'm not going 00:08:03.930 --> 00:08:05.629 to waste my time with them. Guess what? That 00:08:05.629 --> 00:08:08.949 person might introduce you to someone else or 00:08:08.949 --> 00:08:12.329 they might simply give you energy when you arrive 00:08:12.329 --> 00:08:14.769 the next time because you already have a connection. 00:08:15.250 --> 00:08:18.250 So those are a couple of the mistakes. And the 00:08:18.250 --> 00:08:22.009 third mistake is. Not following up because it's 00:08:22.009 --> 00:08:24.470 about a relationship. And can you imagine if 00:08:24.470 --> 00:08:27.870 you can you imagine getting married and the first 00:08:27.870 --> 00:08:30.290 year you the year later after the marriage, you 00:08:30.290 --> 00:08:33.110 have a first anniversary and you give your spouse 00:08:33.110 --> 00:08:35.629 flowers and a card and all that. And you think, 00:08:35.710 --> 00:08:37.750 OK, that's done. I don't have to do that anymore. 00:08:40.809 --> 00:08:44.289 Don't work that way. That's a good analogy. I 00:08:44.289 --> 00:08:46.830 haven't thought about it that way. Follow up. 00:08:47.159 --> 00:08:50.320 is so important. It's more important, I think, 00:08:50.320 --> 00:08:52.019 than actually meeting the person, by the way. 00:08:52.279 --> 00:08:55.720 But the follow -up and the way you do it and 00:08:55.720 --> 00:08:59.320 what you do is so very important. And you brought 00:08:59.320 --> 00:09:02.240 it out. That's a great analogy. If you don't 00:09:02.240 --> 00:09:03.980 mind, I'm going to have to steal that, okay? 00:09:04.080 --> 00:09:07.820 All yours. It's free. It's a gift. Okay. Okay. 00:09:08.000 --> 00:09:13.419 So you say inferior doesn't win. What are the 00:09:13.419 --> 00:09:16.460 signs that someone is delivering in an inferior 00:09:16.460 --> 00:09:20.320 presentation or pitch? And how do they level 00:09:20.320 --> 00:09:27.299 up fast? A sure sign is when it's when they're 00:09:27.299 --> 00:09:30.080 talking about it's all about themselves. And 00:09:30.080 --> 00:09:33.179 I get another example. I attended a webinar the 00:09:33.179 --> 00:09:38.200 other day and 10 minutes in. The speakers are 00:09:38.200 --> 00:09:42.279 still introducing each other. And I used to show 00:09:42.279 --> 00:09:44.700 up early for those type of webinars, but now 00:09:44.700 --> 00:09:46.799 I know to show up at least a couple minutes in 00:09:46.799 --> 00:09:49.840 so I can skip that nonsense. But 10 minutes in, 00:09:49.919 --> 00:09:52.120 they're still introducing each other. They're 00:09:52.120 --> 00:09:54.559 talking about themselves. I don't care. That's 00:09:54.559 --> 00:09:57.519 not why I showed up. So stop talking about yourself 00:09:57.519 --> 00:10:00.460 and make it about the audience real quick. Engage 00:10:00.460 --> 00:10:03.879 the other person quickly and make it about them. 00:10:04.039 --> 00:10:09.029 And here's a tip to make. your presentation more 00:10:09.029 --> 00:10:12.389 about your listener, your audience. Use the word 00:10:12.389 --> 00:10:16.490 you. So here's what this means to you. Here's 00:10:16.490 --> 00:10:19.610 how you can benefit. Here's what you can do. 00:10:19.669 --> 00:10:22.769 Or has this ever happened to you? So speak to 00:10:22.769 --> 00:10:24.629 them as if you're speaking. So if you're speaking 00:10:24.629 --> 00:10:26.850 to an audience, speak to them as if you're speaking 00:10:26.850 --> 00:10:30.649 to one person. And use the same, if you're speaking 00:10:30.649 --> 00:10:32.090 to one person, you're speaking to one person, 00:10:32.110 --> 00:10:34.629 but use the word you and stop using the word. 00:10:35.129 --> 00:10:41.389 If the speaker is using the word I a lot, they're 00:10:41.389 --> 00:10:45.470 into themselves. That's very good. And I would 00:10:45.470 --> 00:10:49.190 say that in my presentations, I use the word 00:10:49.190 --> 00:10:52.730 you because I always believe that I'm talking 00:10:52.730 --> 00:10:56.950 to one person. I may be talking to 10, 20, 50, 00:10:57.049 --> 00:11:01.820 100, 200, 300. I always use the word you. So 00:11:01.820 --> 00:11:04.940 that's very good. I hope everybody that's listening 00:11:04.940 --> 00:11:08.100 is listening to George because he knows what 00:11:08.100 --> 00:11:10.779 he's talking about. Listen to what he's saying 00:11:10.779 --> 00:11:14.980 and use you in your presentations. And Michael, 00:11:15.019 --> 00:11:19.720 I'll add one point to that. Don't say you guys. 00:11:20.360 --> 00:11:24.580 Yuck. That's so gang talk. That's gang talk, 00:11:24.639 --> 00:11:27.139 street talk. You don't talk to people, you guys. 00:11:27.969 --> 00:11:30.509 Well, especially when you're trying to be inclusive, 00:11:30.690 --> 00:11:34.110 right? Inclusive, meaning men and women. So if 00:11:34.110 --> 00:11:36.450 you say you guys, most of the women will say, 00:11:36.549 --> 00:11:38.169 all right, I understand he's saying it to the 00:11:38.169 --> 00:11:40.830 masses, but some of them may say, what about 00:11:40.830 --> 00:11:45.509 me? So absolutely, you're 100 % correct. In your 00:11:45.509 --> 00:11:48.610 experience, how does a powerful presentation 00:11:48.610 --> 00:11:53.850 translate into profitable connections? And can 00:11:53.850 --> 00:12:00.080 you share a specific story? Ah, an effective 00:12:00.080 --> 00:12:04.919 presentation leaves people knowing what to do 00:12:04.919 --> 00:12:10.159 next. And I'll give you an example of actually 00:12:10.159 --> 00:12:13.320 a client that I helped. This client was pitching 00:12:13.320 --> 00:12:18.279 for a $10 million contract. And they had been 00:12:18.279 --> 00:12:21.299 failing in their presentations recently. So I 00:12:21.299 --> 00:12:24.460 coached him on this. And we spent... three days 00:12:24.460 --> 00:12:27.580 together working on this presentation. And initially, 00:12:27.700 --> 00:12:31.700 he had a 60 -minute presentation because they 00:12:31.700 --> 00:12:34.120 said, you've got 60 minutes. Guess what? You 00:12:34.120 --> 00:12:36.980 don't need to fill it. When we recreated his 00:12:36.980 --> 00:12:41.919 presentation, it was 12 minutes long. He's got 00:12:41.919 --> 00:12:45.259 60 minutes, and 12 minutes wasn't a magic number. 00:12:45.360 --> 00:12:47.799 It's just that when we were recreating the presentation, 00:12:48.139 --> 00:12:50.440 we got to that point, and I realized that was 00:12:50.440 --> 00:12:55.600 all he needed to say. And this is what many people 00:12:55.600 --> 00:13:00.019 don't realize. Say less. Say the minimum that 00:13:00.019 --> 00:13:03.299 you need to say to get the results that you want. 00:13:03.500 --> 00:13:06.399 And in this case, he delivered his 12 minutes. 00:13:06.659 --> 00:13:09.240 Now, can you imagine the committee listening 00:13:09.240 --> 00:13:12.059 to him and going, wow, the man's done in 12. 00:13:12.139 --> 00:13:14.659 This is fabulous. I like this guy already. And 00:13:14.659 --> 00:13:18.340 they spent the rest of the time asking him questions. 00:13:18.539 --> 00:13:22.799 So it became more of a conversation than a pitch. 00:13:24.460 --> 00:13:27.059 Very good. And if you keep it conversational, 00:13:27.279 --> 00:13:30.279 then that will also keep the attention of the 00:13:30.279 --> 00:13:36.100 people involved. Okay, so give me your top strategies 00:13:36.100 --> 00:13:39.879 for making a lasting first impression, whether 00:13:39.879 --> 00:13:45.620 in person, on stage, or even in Zoom. Different 00:13:45.620 --> 00:13:49.980 environments, but there are some similar techniques. 00:13:50.340 --> 00:13:56.659 First of all, connect with people. And so, for 00:13:56.659 --> 00:13:59.700 example, when you're on stage, make eye contact 00:13:59.700 --> 00:14:02.580 with people. Now, what if you got 100, 500 people 00:14:02.580 --> 00:14:04.539 in a room, 1 ,000 people? You might, I can't 00:14:04.539 --> 00:14:07.500 look at everybody. Yes, but it's not who you 00:14:07.500 --> 00:14:10.179 looked at. It's who believed you looked at them. 00:14:10.419 --> 00:14:13.980 So if you look off to the one side here, you're 00:14:13.980 --> 00:14:16.200 looking at that person over there, that five 00:14:16.200 --> 00:14:19.379 or six or maybe 10 people around them believe 00:14:19.379 --> 00:14:22.539 you looked at them. So talk to them for a sentence. 00:14:23.120 --> 00:14:25.620 or two and then move your eyes over here to another 00:14:25.620 --> 00:14:27.879 part of the room so by the end of the presentation 00:14:27.879 --> 00:14:32.340 everyone feels that you looked at them and therefore 00:14:32.340 --> 00:14:34.840 we're talking directly to them now when you're 00:14:34.840 --> 00:14:36.679 in zoom of course you need to spend the time 00:14:36.679 --> 00:14:41.340 looking into the camera not the screen because 00:14:41.340 --> 00:14:43.279 you think i'm looking at them no you're not it 00:14:43.279 --> 00:14:44.899 doesn't look that way you got to look at the 00:14:44.899 --> 00:14:47.820 camera which is hard to do it's a training but 00:14:47.820 --> 00:14:50.100 the audience needs to believe that you looked 00:14:50.100 --> 00:14:53.269 at them another technique is to engage people 00:14:53.269 --> 00:14:57.230 throughout. Our attention span is so short today 00:14:57.230 --> 00:15:02.190 that you need to engage people every, it depends 00:15:02.190 --> 00:15:05.309 how many seconds or minutes you need to engage 00:15:05.309 --> 00:15:09.990 them. And there's two main ways you engage people. 00:15:10.230 --> 00:15:14.889 One is changes in your delivery, and two is by 00:15:14.889 --> 00:15:18.070 involving them. And one of the best techniques 00:15:18.070 --> 00:15:21.720 that actually uses Both of those methods is to 00:15:21.720 --> 00:15:26.059 tell stories that involve them, that they can 00:15:26.059 --> 00:15:29.679 see themselves involved in. So there are a few 00:15:29.679 --> 00:15:33.279 of the ideas to connect with people. And of course, 00:15:33.419 --> 00:15:37.679 start on time. And even if you didn't start on 00:15:37.679 --> 00:15:41.080 time because the emcee was late, you finish on 00:15:41.080 --> 00:15:44.700 time and maybe a little bit early. I watched 00:15:44.700 --> 00:15:47.700 a speaker at an event. They had five minutes 00:15:47.700 --> 00:15:51.490 to speak. They spoke for 15. And they said at 00:15:51.490 --> 00:15:54.850 the end, oh, oops, we went a little over time. 00:15:55.309 --> 00:15:59.309 No, you didn't. You went three times over. And 00:15:59.309 --> 00:16:02.669 why would you think it was little? And so finish 00:16:02.669 --> 00:16:04.570 on time or a little bit early. And people go, 00:16:04.649 --> 00:16:09.070 whoa, that wasn't so bad. That's right. That's 00:16:09.070 --> 00:16:11.769 right. And when you try to engage your audience, 00:16:11.950 --> 00:16:15.250 I always have them ask them a question, have 00:16:15.250 --> 00:16:17.590 them raise their hand. you know, or something 00:16:17.590 --> 00:16:21.429 else like that. And I always try to engage. I 00:16:21.429 --> 00:16:24.429 think my audience, the bigger audience last year 00:16:24.429 --> 00:16:27.029 was about 300 people. And I broke it up into 00:16:27.029 --> 00:16:30.509 four segments, sections. And I just crossed my 00:16:30.509 --> 00:16:34.250 eyes and I stared right at the people and everybody 00:16:34.250 --> 00:16:36.990 thought I was looking at them, but I didn't see 00:16:36.990 --> 00:16:41.169 anybody, but that was just me. Okay. How does 00:16:41.169 --> 00:16:45.490 one balance authenticity with professionalism? 00:16:45.759 --> 00:16:49.580 in high stakes networking or speaking situations. 00:16:50.700 --> 00:16:55.379 Ah, and that's a terrific question to ask because 00:16:55.379 --> 00:16:59.600 some people say they, some people, for example, 00:16:59.600 --> 00:17:01.860 say, oh, I don't rehearse because I want to be 00:17:01.860 --> 00:17:05.960 natural. Guess what? Anyone who's good at what 00:17:05.960 --> 00:17:09.839 they do in any kind of performance, whether it's 00:17:09.839 --> 00:17:13.859 music, dance. The sporting world, you think those 00:17:13.859 --> 00:17:15.900 people who are out there playing those sports, 00:17:16.059 --> 00:17:18.859 those multi -million dollar athletes don't rehearse, 00:17:18.920 --> 00:17:22.480 don't practice. You think that the great pianists 00:17:22.480 --> 00:17:25.420 of the world don't play scales to rehearse to 00:17:25.420 --> 00:17:27.460 get their fingers working. Of course they do. 00:17:27.519 --> 00:17:30.099 That's how they come across natural. But see, 00:17:30.200 --> 00:17:32.839 too many people stop rehearsing too early. So 00:17:32.839 --> 00:17:36.079 first of all is to remember to rehearse. And 00:17:36.079 --> 00:17:41.380 then, ah, but. Stay real. Be in the moment. Just 00:17:41.380 --> 00:17:45.440 because you are the performer, you're on stage, 00:17:45.799 --> 00:17:52.180 stop thinking of yourself as a star because the 00:17:52.180 --> 00:17:55.140 audience will feel it. And I watched a presentation 00:17:55.140 --> 00:18:00.400 last week where one person told his story. One 00:18:00.400 --> 00:18:02.559 of the speakers just told his story of how he 00:18:02.559 --> 00:18:04.759 built his business and the challenges they had 00:18:04.759 --> 00:18:09.470 and the problems. Was he dynamic? No. However, 00:18:09.769 --> 00:18:13.150 he was real. And when he was telling his story 00:18:13.150 --> 00:18:15.569 of struggle, and then this happened, and that 00:18:15.569 --> 00:18:18.789 went wrong, and we're thinking, holy crap, how 00:18:18.789 --> 00:18:21.369 does he keep going? How does he have the perseverance? 00:18:21.450 --> 00:18:24.529 I don't know if I could do it. So we felt him, 00:18:24.609 --> 00:18:29.069 his story. Another speaker spoke and gave us 00:18:29.069 --> 00:18:34.829 wonderful insights, yet he had an attitude. He 00:18:34.829 --> 00:18:39.529 had an attitude that just, he's not someone that 00:18:39.529 --> 00:18:41.549 I would want to sit and have coffee with because 00:18:41.549 --> 00:18:43.869 he would spend the whole time talking about himself. 00:18:45.410 --> 00:18:48.849 So connect with the audience. You are not the 00:18:48.849 --> 00:18:54.450 star. Your audience is the star. Absolutely. 00:18:54.589 --> 00:18:57.250 And I was just going to say that I always make 00:18:57.250 --> 00:19:00.950 the audience the star, right? But I go into networking 00:19:00.950 --> 00:19:03.609 communication with what's called a servant's 00:19:03.609 --> 00:19:07.109 heart. Right. I'm always looking to give and 00:19:07.109 --> 00:19:10.509 not to receive. Now, people say you go to a networking 00:19:10.509 --> 00:19:13.390 event and you're looking to sell either your 00:19:13.390 --> 00:19:16.210 widgets or whatever the case may be. Take that 00:19:16.210 --> 00:19:19.029 completely out of your mind. The people that 00:19:19.029 --> 00:19:23.170 I coach, I tell them all the same thing. Go in 00:19:23.170 --> 00:19:26.369 there looking to give to be that source for somebody 00:19:26.369 --> 00:19:28.430 that's going to be the referral source for two 00:19:28.430 --> 00:19:31.549 people. And you'll get so much more out of it 00:19:31.549 --> 00:19:34.960 when you're looking to give. not receive. So 00:19:34.960 --> 00:19:37.960 that's my main story. And that's powerful advice. 00:19:38.119 --> 00:19:41.519 And more people need to understand that the grease, 00:19:41.900 --> 00:19:45.180 if you assume that networking is a machine, the 00:19:45.180 --> 00:19:47.299 lubrication, the grease that keeps it working 00:19:47.299 --> 00:19:51.660 is helping other people. Absolutely. Absolutely. 00:19:52.099 --> 00:19:56.519 Okay. Let's talk about energy and delivery. What 00:19:56.519 --> 00:20:00.559 should networkers know about tone, pace, and 00:20:00.559 --> 00:20:07.349 presence? when they communicate. Your voice says 00:20:07.349 --> 00:20:13.190 a lot about how you feel. It says whether you 00:20:13.190 --> 00:20:16.750 are excited. It says whether you are being positive 00:20:16.750 --> 00:20:22.009 or whether you are maybe being deceptive or even 00:20:22.009 --> 00:20:24.170 feeling not confident about what you're saying. 00:20:24.289 --> 00:20:30.240 So your tone, your pace. So for example, And 00:20:30.240 --> 00:20:32.940 it's not necessarily how you feel. It's how the 00:20:32.940 --> 00:20:36.839 audience perceives the message. So, for example, 00:20:37.000 --> 00:20:42.519 if you are chattering away at me a mile a minute 00:20:42.519 --> 00:20:45.660 and I barely have a time to listening to what 00:20:45.660 --> 00:20:47.299 you're saying, I'm trying to digest what you're 00:20:47.299 --> 00:20:49.480 saying, but you're going so fast that I can't 00:20:49.480 --> 00:20:54.160 even decipher. That's annoying. And it strikes 00:20:54.160 --> 00:20:58.450 me. It comes across as you are obviously nervous 00:20:58.450 --> 00:21:02.450 talking about this topic, especially if you just 00:21:02.450 --> 00:21:06.130 keep talking without pausing. So, for example, 00:21:06.369 --> 00:21:09.769 some people believe that they can't have any 00:21:09.769 --> 00:21:12.230 blank spaces, can't have any pauses in there. 00:21:12.349 --> 00:21:16.730 But the reality is the pauses give you a chance 00:21:16.730 --> 00:21:20.769 to breathe. And it gives the audience a chance 00:21:20.769 --> 00:21:24.710 to digest what you just said. And if you can 00:21:24.710 --> 00:21:27.349 demonstrate that you can stop talking for two 00:21:27.349 --> 00:21:32.230 or three seconds, the audience feels more comfortable 00:21:32.230 --> 00:21:34.650 because it's not like you're trying to ram something 00:21:34.650 --> 00:21:38.849 down our throat. Absolutely. And what I've used 00:21:38.849 --> 00:21:42.750 is a good rule of thumb. Comedians. Comedians 00:21:42.750 --> 00:21:45.670 have a great presence. They pause at the right 00:21:45.670 --> 00:21:48.450 time. They actually wait. for something back 00:21:48.450 --> 00:21:52.430 from the audience. And I follow a lot of comedians. 00:21:52.549 --> 00:21:55.269 And when they're on stage and something doesn't 00:21:55.269 --> 00:21:56.670 work, they look at it and they say, okay, that 00:21:56.670 --> 00:21:58.269 didn't work. So I'm going to write that down. 00:21:58.349 --> 00:22:02.150 And they move on. So if you make a mistake, it's 00:22:02.150 --> 00:22:04.029 not the end of the world. You made a mistake. 00:22:04.369 --> 00:22:08.549 But when you are active listening and you respond 00:22:08.549 --> 00:22:13.049 to what they said, pause. And I read an entire 00:22:13.049 --> 00:22:17.380 book about the pause after you listen. because 00:22:17.380 --> 00:22:21.839 it is so very important. It does, A, give them 00:22:21.839 --> 00:22:26.259 time to digest what you have said, and also gives 00:22:26.259 --> 00:22:31.180 you time to respond to what they said. It serves 00:22:31.180 --> 00:22:34.640 multiple purposes, but the pause is so very important 00:22:34.640 --> 00:22:37.839 with the pace and your tone. Always, you raise 00:22:37.839 --> 00:22:39.619 your voice, you lower your voice, you raise your 00:22:39.619 --> 00:22:41.579 voice, you lower your voice, but you have to 00:22:41.579 --> 00:22:44.640 do it in such a way. But yes, very good, very 00:22:44.640 --> 00:22:49.569 good. Okay, so here's a good one. What role does 00:22:49.569 --> 00:22:52.589 storytelling play in effective communication, 00:22:52.990 --> 00:22:56.809 especially when trying to build meaningful business 00:22:56.809 --> 00:23:03.549 relationships? Stories make the difference between 00:23:03.549 --> 00:23:06.890 success and failure. No question. Stories engage 00:23:06.890 --> 00:23:11.750 us. Stories stimulate our imagination. Stories 00:23:11.750 --> 00:23:18.309 build trust. The best stories are ones that create 00:23:18.309 --> 00:23:23.569 a visual in the mind of your listener and trigger 00:23:23.569 --> 00:23:28.250 an emotion. At the least... at least one of those, 00:23:28.349 --> 00:23:30.890 either an emotion or a visual, but those are 00:23:30.890 --> 00:23:32.990 the best stories and people need to see themselves 00:23:32.990 --> 00:23:35.630 in your stories. And I'll give you a quick example. 00:23:35.789 --> 00:23:39.349 I was speaking to a group of entrepreneurs and 00:23:39.349 --> 00:23:42.990 this was actually some years ago. And I told 00:23:42.990 --> 00:23:46.509 a story about my teenagers, about the challenge 00:23:46.509 --> 00:23:49.450 of the teenagers. Now, the interesting fact, 00:23:49.509 --> 00:23:52.250 the reason that I told the teenager story is 00:23:52.250 --> 00:23:55.700 because I, at the time, I looked young for my 00:23:55.700 --> 00:23:58.019 age and I wanted the audience to know that I 00:23:58.019 --> 00:24:00.319 was old enough to have teenagers. So I worked 00:24:00.319 --> 00:24:02.119 in the story about teenagers and the frustration 00:24:02.119 --> 00:24:05.880 and communication. And I know I connected because 00:24:05.880 --> 00:24:09.599 after my presentation, people came up to me and 00:24:09.599 --> 00:24:16.799 started telling me about their teenagers. That's 00:24:16.799 --> 00:24:19.019 how you should. Yep. That's how you know you're 00:24:19.019 --> 00:24:21.220 connected with them. That's very good because 00:24:21.220 --> 00:24:24.119 you had a connection with the people you were 00:24:24.119 --> 00:24:26.680 speaking to. And that, of course, is the ultimate 00:24:26.680 --> 00:24:30.259 goal. But I feel that the storytelling, it can't 00:24:30.259 --> 00:24:32.640 be too long. The story can't take up a half an 00:24:32.640 --> 00:24:36.019 hour. But if you have that quick story and if 00:24:36.019 --> 00:24:41.099 you have a few stories, I use slides when I present. 00:24:42.220 --> 00:24:45.019 But I have a few stories that I keep in my back 00:24:45.019 --> 00:24:48.940 pocket. for those audiences that it's appropriate 00:24:48.940 --> 00:24:52.519 for. But I feel that storytelling is a very important 00:24:52.519 --> 00:24:55.759 part of presentation, networking, and everything 00:24:55.759 --> 00:25:00.920 else. Not as much with networking, because networking, 00:25:01.019 --> 00:25:04.319 you don't have that time, unless it's a one -on 00:25:04.319 --> 00:25:06.940 -one, something like that. But yes, that's very 00:25:06.940 --> 00:25:10.859 good. Okay. What do you recommend to someone 00:25:10.859 --> 00:25:15.069 who struggles with speaking confidently? in front 00:25:15.069 --> 00:25:18.329 of others, especially when trying to make a connection 00:25:18.329 --> 00:25:25.309 that counts. First of all, realize that feeling 00:25:25.309 --> 00:25:30.009 anxious or nervous when speaking to other people, 00:25:30.089 --> 00:25:33.809 whether it's one person, a half dozen, or a few 00:25:33.809 --> 00:25:37.970 hundred, feeling anxious is normal. So if you 00:25:37.970 --> 00:25:41.950 have experienced any form of anxiety, nervousness, 00:25:42.029 --> 00:25:44.380 you're normal, okay? You're normal. Get over 00:25:44.380 --> 00:25:46.400 it. You're not the only person in the world. 00:25:46.480 --> 00:25:52.799 Now, here's something to keep in mind. And here's 00:25:52.799 --> 00:25:56.160 a question to think about. Is it more important 00:25:56.160 --> 00:26:04.019 to feel confident or to appear confident? And 00:26:04.019 --> 00:26:06.559 people sometimes ask this question of some of 00:26:06.559 --> 00:26:09.460 my audiences and people say they want both. That's 00:26:09.460 --> 00:26:12.279 nice, but you can't always have both. And there 00:26:12.279 --> 00:26:15.500 will be those moments when you have those pangs 00:26:15.500 --> 00:26:20.099 of anxiety. The audience, the listeners don't 00:26:20.099 --> 00:26:24.700 need to know. They don't need to know. And so 00:26:24.700 --> 00:26:26.900 what if you stumble, you make a mistake? Big 00:26:26.900 --> 00:26:30.940 deal. We'll actually like you more when you appear 00:26:30.940 --> 00:26:35.400 imperfect. Like us. When you appear human, stop 00:26:35.400 --> 00:26:38.619 trying to be super person. You're not super person. 00:26:39.299 --> 00:26:42.559 And even Superman had kryptonite. It's okay to 00:26:42.559 --> 00:26:45.539 be imperfect. It's okay to be nervous. And if 00:26:45.539 --> 00:26:49.019 you stumble, you trip on a word, don't worry 00:26:49.019 --> 00:26:52.359 about it. Just smile. So here's the secret. When 00:26:52.359 --> 00:26:57.859 you're feeling nervous, smile. Now, you won't 00:26:57.859 --> 00:27:00.680 feel like smiling. You won't. But make a small 00:27:00.680 --> 00:27:05.289 smile. And guess what? When you smile, and especially 00:27:05.289 --> 00:27:07.890 if you smile just after you stumble, people look 00:27:07.890 --> 00:27:10.509 at you and go, oh, the speaker's got it under 00:27:10.509 --> 00:27:12.809 control. There's no problem. Look, he's smiling. 00:27:13.109 --> 00:27:15.690 Everything's okay. But if you make a mistake 00:27:15.690 --> 00:27:19.049 and you frown and go, oh, my God. Oh, I made 00:27:19.049 --> 00:27:21.670 a mistake. They'll know. You don't want them 00:27:21.670 --> 00:27:24.210 to know. You just show them that you're just 00:27:24.210 --> 00:27:26.829 delivering your presentation and there's little 00:27:26.829 --> 00:27:29.609 stumbles in there just to make you look human. 00:27:29.650 --> 00:27:33.880 And just be human. Yeah, absolutely. And I have 00:27:33.880 --> 00:27:37.920 found that owning the mistake, and I've made, 00:27:38.039 --> 00:27:40.339 I can't tell you how many mistakes I've made, 00:27:40.460 --> 00:27:43.160 right? But I just said, oh, that one's on me. 00:27:43.259 --> 00:27:46.400 And I just moved on and went over it. And that's 00:27:46.400 --> 00:27:49.400 the best. And the audience reacts to that. They 00:27:49.400 --> 00:27:51.980 say, oh, he's got that type of thing. And there's 00:27:51.980 --> 00:27:54.039 been like a lot of things. I was on a stage one 00:27:54.039 --> 00:27:57.720 time that the floor felt, it's like a two foot 00:27:57.720 --> 00:28:01.980 floor, a false floor, and it fell through. You 00:28:01.980 --> 00:28:04.539 know, and I'm sitting there and I'm looking down 00:28:04.539 --> 00:28:06.299 and I'm looking up at them. I said, boy, I'm 00:28:06.299 --> 00:28:09.299 feeling mighty low. And I got up onto the stage 00:28:09.299 --> 00:28:12.359 and I just moved on because it happens. Things 00:28:12.359 --> 00:28:15.559 happen. But I'll give you an instance of what 00:28:15.559 --> 00:28:19.660 I heard of. This was a speaker many years ago, 00:28:19.740 --> 00:28:23.519 was on stage and they tripped and they fell down. 00:28:23.819 --> 00:28:26.160 And of course, the audience, they're worried 00:28:26.160 --> 00:28:28.740 about this person. And the person, while they're 00:28:28.740 --> 00:28:32.009 down, they said. I guess I'll now take questions 00:28:32.009 --> 00:28:37.910 from the floor. And of course, the audience burst 00:28:37.910 --> 00:28:40.130 out into laughter because they knew he was OK. 00:28:40.410 --> 00:28:43.069 And he got out, dusted himself off. He was able 00:28:43.069 --> 00:28:46.710 to carry on. That's great. That's a great line. 00:28:46.990 --> 00:28:49.269 I hope I remember something like that if it ever 00:28:49.269 --> 00:28:52.269 happens to me. And here's something to keep in 00:28:52.269 --> 00:28:56.069 mind. The more you. you speak in front of people, 00:28:56.190 --> 00:28:58.869 the more likely you're going to have things go 00:28:58.869 --> 00:29:02.150 wrong, whether it's a technical problem or a 00:29:02.150 --> 00:29:04.549 technical problem is most common, but it could 00:29:04.549 --> 00:29:06.470 be a disturbance from the next room. It could 00:29:06.470 --> 00:29:08.910 be something happening and a chair falls over. 00:29:09.029 --> 00:29:12.150 It could be a server drops a plate of food. Think 00:29:12.150 --> 00:29:16.569 of those instances ahead of time and prepare 00:29:16.569 --> 00:29:19.730 a line. And it doesn't have to be tremendously 00:29:19.730 --> 00:29:24.619 funny. It could be. And it's easy. Pick a line 00:29:24.619 --> 00:29:28.960 from a popular movie or a song or something in 00:29:28.960 --> 00:29:32.480 the news that you can use. And people will think 00:29:32.480 --> 00:29:34.240 they'll laugh. They'll think you are so clever. 00:29:34.339 --> 00:29:37.619 But you prepared this line years ago. You had 00:29:37.619 --> 00:29:40.599 it ready. You had it. Oh, beam me up, Scotty. 00:29:41.339 --> 00:29:43.519 You've been waiting to say that line for years. 00:29:44.299 --> 00:29:48.680 It's true. You have to seem as though. It's off 00:29:48.680 --> 00:29:51.900 the cuff, but you're prepared for it for years. 00:29:52.180 --> 00:29:55.059 You may never use it, but you have it in your 00:29:55.059 --> 00:29:58.180 little bank of lines. Yeah. All right. So let's 00:29:58.180 --> 00:30:01.640 bring this podcast full circle. If a listener 00:30:01.640 --> 00:30:04.579 wants to become a must -remember communicator 00:30:04.579 --> 00:30:08.480 starting today, what's the first small change 00:30:08.480 --> 00:30:11.420 they should make and how should they speak or 00:30:11.420 --> 00:30:19.119 present themselves? This is a combination. Say 00:30:19.119 --> 00:30:25.259 less, listen more. Yes. I'll give you another 00:30:25.259 --> 00:30:28.279 example of a client I was working with. He's 00:30:28.279 --> 00:30:32.680 presenting to a group the services that he provides 00:30:32.680 --> 00:30:35.180 and it's IT related and it can help them save 00:30:35.180 --> 00:30:39.500 costs. And he sent me his slide deck. And, of 00:30:39.500 --> 00:30:41.500 course, the first three, four slides were all 00:30:41.500 --> 00:30:43.660 about him and who we are in history. I said, 00:30:43.700 --> 00:30:45.519 get rid of that. Throw it out. No one wants that. 00:30:45.579 --> 00:30:48.640 They don't care. I said, instead, I said, why 00:30:48.640 --> 00:30:51.079 are you talking to this department? Well, they're 00:30:51.079 --> 00:30:54.240 the biggest department in spending, biggest budget 00:30:54.240 --> 00:30:56.940 in the organization. I said, okay. So you want 00:30:56.940 --> 00:30:59.440 to connect with them on that. So start with something 00:30:59.440 --> 00:31:01.420 that means something to them. Your first slide 00:31:01.420 --> 00:31:04.990 will have the amount of their budget. the number 00:31:04.990 --> 00:31:07.109 go go look it up find out the number it's the 00:31:07.109 --> 00:31:09.589 biggest so put that on and if it's a rough approximation 00:31:09.589 --> 00:31:12.450 fine so you put that up and you tell them here's 00:31:12.450 --> 00:31:15.329 how much that's been budgeted or was spent last 00:31:15.329 --> 00:31:18.970 year and then the next slide is the promise that 00:31:18.970 --> 00:31:21.130 you make how much money you're going to save 00:31:21.130 --> 00:31:28.230 them now you got them Yeah, that's true. Now 00:31:28.230 --> 00:31:31.869 I, with networking communication, we say that 00:31:31.869 --> 00:31:35.210 if you do it properly, you're going to make X 00:31:35.210 --> 00:31:39.289 dollars more than what you made last year. So 00:31:39.289 --> 00:31:41.650 that's very, cause that puts it in their head 00:31:41.650 --> 00:31:45.670 immediately that saying, okay, I better listen 00:31:45.670 --> 00:31:49.359 because either a, I'm going to save. a hundred 00:31:49.359 --> 00:31:52.519 thousand dollars or B, I'm going to make a hundred 00:31:52.519 --> 00:31:54.720 thousand dollars, whatever the case may be. But 00:31:54.720 --> 00:31:57.519 put that, I learned that if you put what you 00:31:57.519 --> 00:32:00.579 want to say really in the first slide or second 00:32:00.579 --> 00:32:04.099 slide, it grabs her attention. Okay. I'm listening 00:32:04.099 --> 00:32:06.000 to this now because I'm going to learn this. 00:32:06.200 --> 00:32:09.599 And yeah, so that's very true. Very good. Okay. 00:32:09.900 --> 00:32:13.960 So that's the last thing you want to say, George, 00:32:14.099 --> 00:32:16.829 this was. First of all, it was enlightening for 00:32:16.829 --> 00:32:20.710 me because I learned so much about presentation, 00:32:21.009 --> 00:32:24.789 about networking. And even though I'm the person 00:32:24.789 --> 00:32:27.849 that's going around and talking, I learned. So 00:32:27.849 --> 00:32:30.970 what does that tell all of my listeners? Practice. 00:32:31.170 --> 00:32:33.089 You never know where you're going to get more 00:32:33.089 --> 00:32:35.710 information. And whether I use it or not is up 00:32:35.710 --> 00:32:39.009 to me, but I'll probably use 90 % of what you 00:32:39.009 --> 00:32:43.190 said. So if anybody listening would like to get 00:32:43.190 --> 00:32:46.230 hold of you, either to be coached or whatever 00:32:46.230 --> 00:32:49.569 else for business, or even just to say hi, how 00:32:49.569 --> 00:32:51.930 can they get hold of you? Two ways, Michael. 00:32:52.029 --> 00:32:54.410 And thank you for that offer. You can find me 00:32:54.410 --> 00:32:57.109 on LinkedIn. That's where I'm most active. And 00:32:57.109 --> 00:33:00.309 it's George Torok. And you can also visit the 00:33:00.309 --> 00:33:04.269 website, speechcoachforexecutives .com. That's 00:33:04.269 --> 00:33:07.470 speechcoachforexecutives .com. You can read the 00:33:07.470 --> 00:33:10.349 blog posts. There are over 100 posts there of 00:33:10.349 --> 00:33:13.569 tips and ideas. And you can contact me directly 00:33:13.569 --> 00:33:15.789 through there as well. And we can have a chat. 00:33:15.930 --> 00:33:18.869 And if you're interested in, if you're thinking 00:33:18.869 --> 00:33:22.809 about improving your presentation, your communication, 00:33:23.049 --> 00:33:24.829 and you want to find out what coaching would 00:33:24.829 --> 00:33:27.910 look like, we can have an initial 20 -minute 00:33:27.910 --> 00:33:31.549 call, whether that's phone or on Zoom, just to 00:33:31.549 --> 00:33:34.849 explore. No obligation. Just reach out to me. 00:33:35.990 --> 00:33:39.549 Very good. George, this was outstanding. I was 00:33:39.549 --> 00:33:42.269 looking forward to this podcast for so long, 00:33:42.410 --> 00:33:47.509 and I'll talk to you real soon. My pleasure. 00:33:49.200 --> 00:33:52.359 Well, hold on, folks. Don't go anywhere. Let 00:33:52.359 --> 00:33:54.539 me just read a few of our sponsors that we have. 00:33:55.220 --> 00:33:58.140 Struggling to read success? Maybe it's time to 00:33:58.140 --> 00:34:02.319 quit. In Quit Your Way to Success by Rodney Davis. 00:34:02.599 --> 00:34:06.339 This reveals 27 steps to breaking bad habits 00:34:06.339 --> 00:34:09.619 that hold you back. 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They provide prevention training 00:34:52.329 --> 00:34:55.789 programs for children, teens, and adults. To 00:34:55.789 --> 00:34:59.730 learn more, go to revvedupkids .org. That's R 00:34:59.730 --> 00:35:07.730 -E -V -V -E -D -U -P -K -I -D -S dot org. Well, 00:35:07.889 --> 00:35:11.219 that's a wrap, folks. A huge thank you to our 00:35:11.219 --> 00:35:14.079 special guests for sharing such incredible insights 00:35:14.079 --> 00:35:17.460 today. And of course, a big shout out to you, 00:35:17.559 --> 00:35:21.159 our amazing listeners, for tuning in and spending 00:35:21.159 --> 00:35:24.760 your time with us. Remember, networking isn't 00:35:24.760 --> 00:35:27.420 about being perfect. It's about being present. 00:35:27.719 --> 00:35:30.460 So take what you've learned today, get out there 00:35:30.460 --> 00:35:33.739 and make some meaningful connections. If you 00:35:33.739 --> 00:35:36.250 enjoyed this episode. don't forget to subscribe, 00:35:36.550 --> 00:35:39.309 leave us a review, and share it with someone 00:35:39.309 --> 00:35:41.489 who could use a little networking inspiration. 00:35:42.449 --> 00:35:45.789 Let's keep the conversation going. You can find 00:35:45.789 --> 00:35:50.150 me on Apple, Spotify, YouTube, or my website, 00:35:50.409 --> 00:35:53.889 Michael. Until next time, keep practicing, keep 00:35:53.889 --> 00:35:56.449 connecting, and keep building those relationships. 00:35:57.010 --> 00:36:00.510 This is Michael signing off. Take care and happy 00:36:00.510 --> 00:36:00.909 networking.