WEBVTT 00:00:14.800 --> 00:00:18.460 Welcome to Networking Unleashed, Building Profitable 00:00:18.460 --> 00:00:21.780 Connections, the podcast where we dive deep into 00:00:21.780 --> 00:00:25.660 the art of building lasting, impactful relationships 00:00:25.660 --> 00:00:29.899 that drive success. I'm your host, Michael Foreman, 00:00:29.980 --> 00:00:32.579 and today we're joined by a remarkable guest 00:00:32.579 --> 00:00:35.840 who has turned networking into an essential tool 00:00:35.840 --> 00:00:40.000 for reinventing her business, not once, but twice 00:00:40.000 --> 00:00:44.130 on two different continents. Our guest believes 00:00:44.130 --> 00:00:46.570 that the most powerful long -term relationships 00:00:46.570 --> 00:00:50.109 are forged not through the typical pitch, but 00:00:50.109 --> 00:00:53.090 by paying attention to the small, often overlooked 00:00:53.090 --> 00:00:57.210 clues that others miss. She's a master at transforming 00:00:57.210 --> 00:01:00.090 cold leads into life -changing partnerships, 00:01:00.329 --> 00:01:04.290 and her story proves that true networking isn't 00:01:04.290 --> 00:01:06.890 just about growing your business, it's about 00:01:06.890 --> 00:01:09.489 growing your connections, no matter where in 00:01:09.489 --> 00:01:11.269 the world you are. So whether you're a seasoned 00:01:11.269 --> 00:01:14.299 entrepreneur, or just starting out, get ready 00:01:14.299 --> 00:01:17.680 for an inspiring conversation on how to network 00:01:17.680 --> 00:01:21.000 in unexpected ways, build meaningful relationships, 00:01:21.260 --> 00:01:24.319 and create the partnerships that will transform 00:01:24.319 --> 00:01:27.459 your business. I would like to bring on to the 00:01:27.459 --> 00:01:31.340 podcast today, Micah, Mikey, Micah, Micah, I 00:01:31.340 --> 00:01:33.920 think that's it. And I'm not going to attempt 00:01:33.920 --> 00:01:35.840 her last name, I'll let her introduce herself. 00:01:36.120 --> 00:01:38.659 And I want Micah to give us a little bit about 00:01:38.659 --> 00:01:41.819 your background. Thank you very much for your 00:01:41.819 --> 00:01:44.299 kind introduction, Michael, and having me on 00:01:44.299 --> 00:01:47.879 your great podcast with an amazing topic, which 00:01:47.879 --> 00:01:51.079 is very close to my heart. Yeah, I'm Michael 00:01:51.079 --> 00:01:54.459 Bettscheider, a German by birth, have lived, 00:01:54.500 --> 00:01:58.219 worked and studied all over the world. And I'm 00:01:58.219 --> 00:02:01.799 living now in Athens, Greece, which I very much 00:02:01.799 --> 00:02:05.680 appreciate and like to be here. I'm an executive 00:02:05.680 --> 00:02:11.319 coach and I help people teams organizations leaders 00:02:11.319 --> 00:02:17.180 to face crisis and not to survive them but really 00:02:17.180 --> 00:02:21.699 strive through them and yeah i'm a big fan of 00:02:21.699 --> 00:02:26.219 real relationships because that's what gets us 00:02:26.219 --> 00:02:29.500 into a sustainable and deep connected future 00:02:29.500 --> 00:02:34.639 which we nowadays from my perspective need It's 00:02:34.639 --> 00:02:39.020 so true on so many levels. And I, too, am very 00:02:39.020 --> 00:02:42.099 passionate about talking about networking communication. 00:02:42.300 --> 00:02:47.520 So this ought to be a fun podcast. OK, so let's 00:02:47.520 --> 00:02:50.080 start delve right into the questions. You've 00:02:50.080 --> 00:02:53.219 mentioned that powerful relationships are built. 00:02:53.629 --> 00:02:57.210 by being of service, not by pitching. Can you 00:02:57.210 --> 00:03:00.530 share a specific example where this approach 00:03:00.530 --> 00:03:02.830 made a difference in you building a meaningful 00:03:02.830 --> 00:03:07.330 connection? Absolutely, Michael. I've always 00:03:07.330 --> 00:03:10.610 found that when you come from a place of service, 00:03:10.830 --> 00:03:15.409 a real authentic service, people feel it and 00:03:15.409 --> 00:03:19.509 they remember it as well. Because when I personally 00:03:19.509 --> 00:03:22.310 moved countries and had to start over and over 00:03:22.310 --> 00:03:26.819 again, I didn't lead with my pitch, my professional 00:03:26.819 --> 00:03:31.060 pitch or what I want. I asked, what do you need 00:03:31.060 --> 00:03:35.539 to my counterpart? And one specific moment stand 00:03:35.539 --> 00:03:40.360 out when I offered help to someone who was, I 00:03:40.360 --> 00:03:42.759 had the feeling struggling to articulate their 00:03:42.759 --> 00:03:46.219 business story. They didn't talk about what I 00:03:46.219 --> 00:03:49.800 do. I just helped that person to find her own 00:03:49.800 --> 00:03:54.389 clarity. And that conversation turned into a 00:03:54.389 --> 00:03:57.770 collaboration, then into a long -term client 00:03:57.770 --> 00:04:03.629 and even referrals. So my takeaway is really 00:04:03.629 --> 00:04:07.830 that people trust generosity over self -promotion. 00:04:07.870 --> 00:04:10.810 Of course, it has to be authentic. Absolutely. 00:04:10.830 --> 00:04:14.710 In the networking circles, I'll call it circles, 00:04:14.949 --> 00:04:18.910 that's... true networking, and that's going at 00:04:18.910 --> 00:04:21.970 it with a servant's heart. And it's looking to 00:04:21.970 --> 00:04:25.790 give before you receive. Because as many people 00:04:25.790 --> 00:04:28.850 know, that if you give, it should, what goes 00:04:28.850 --> 00:04:31.970 around comes around. And once you go with the 00:04:31.970 --> 00:04:36.209 mindset of giving, you will receive much more. 00:04:36.790 --> 00:04:39.589 So I truly believe what you said. Networking 00:04:39.589 --> 00:04:42.829 often involves paying attention to small cues 00:04:42.829 --> 00:04:47.759 that others miss. What are some subtle cues that 00:04:47.759 --> 00:04:51.439 helped you identify potential long -term partnerships? 00:04:52.920 --> 00:04:55.639 That's a great question. And that also brings 00:04:55.639 --> 00:04:58.360 it back to authenticity and long -term relationship 00:04:58.360 --> 00:05:03.459 to really, yeah. get into a conversation with 00:05:03.459 --> 00:05:06.199 someone, to form a relationship and network. 00:05:06.480 --> 00:05:11.120 And this is where my face reading of psychophysiognomy 00:05:11.120 --> 00:05:14.699 is the scientific term method I use in coaching 00:05:14.699 --> 00:05:19.079 plays a big role in how I personally connect. 00:05:19.319 --> 00:05:22.779 Because most people focus on... what's being 00:05:22.779 --> 00:05:26.839 said or they have their own pitch in their mind 00:05:26.839 --> 00:05:30.939 but our faces hold years of information and i 00:05:30.939 --> 00:05:34.379 don't mean mimics or gestures really the qualities 00:05:34.379 --> 00:05:39.040 in our faces we were born with and i often notice 00:05:39.040 --> 00:05:43.579 signs of natural creativity or emotional resilience 00:05:43.579 --> 00:05:52.120 or even expressing one's voice and these specific 00:05:52.120 --> 00:05:56.920 states of time they're deeply rooted in personality 00:05:56.920 --> 00:06:02.220 structures or traits and when i see for example 00:06:02.220 --> 00:06:05.800 someone with the strong analytical zones which 00:06:05.800 --> 00:06:09.519 i can see in the forehead and an underdeveloped 00:06:09.519 --> 00:06:12.839 jawline i personally know immediately i need 00:06:12.839 --> 00:06:16.720 to invite them gently into an ownership and action 00:06:17.800 --> 00:06:21.959 And those subtle physical cues have helped me 00:06:21.959 --> 00:06:26.519 tremendously connect with people in a way that 00:06:26.519 --> 00:06:30.439 builds real resonance from the start. It's something 00:06:30.439 --> 00:06:34.579 different. Yeah, it's different. But listen, 00:06:34.819 --> 00:06:37.980 this works for you because you've trained either 00:06:37.980 --> 00:06:41.240 yourself or by going to courses or whatever have 00:06:41.240 --> 00:06:45.579 you, this going into it. reading the faces of 00:06:45.579 --> 00:06:48.759 the people, because people can't hide the face 00:06:48.759 --> 00:06:52.040 unless they're trained in that, but they can't 00:06:52.040 --> 00:06:54.720 hide it. So they can say what they want to say, 00:06:54.860 --> 00:06:57.819 but you'll see exactly what they want to do. 00:06:57.939 --> 00:07:00.439 So yes, that's very good. And not many people 00:07:00.439 --> 00:07:03.279 have that talent. So, you know, that's probably 00:07:03.279 --> 00:07:07.620 very good for you. You've successfully restarted 00:07:07.620 --> 00:07:10.959 your business twice on two different continents. 00:07:12.000 --> 00:07:15.420 What are some key networking strategies that 00:07:15.420 --> 00:07:18.779 helped you turn cold leads into valuable relationships 00:07:18.779 --> 00:07:25.079 over such a challenging context? Yeah, rebuilding 00:07:25.079 --> 00:07:30.600 networks from scratch twice or even more was 00:07:30.600 --> 00:07:33.920 definitely humbling. And it is humbling, which 00:07:33.920 --> 00:07:37.339 is always good, I believe, for all of us. But 00:07:37.339 --> 00:07:43.339 it also taught me personally. and presence speak 00:07:43.339 --> 00:07:47.699 definitely louder than at least my experience. 00:07:48.100 --> 00:07:51.899 I always focused on listening first and active 00:07:51.899 --> 00:07:56.319 listening, contributing to conversations and 00:07:56.319 --> 00:08:01.240 being reliable, also a big one. And one of the 00:08:01.240 --> 00:08:05.379 things that helped me personally most recently 00:08:05.379 --> 00:08:09.540 was designing something for the community instead 00:08:09.540 --> 00:08:14.259 of to the community. What I mean is that it's 00:08:14.259 --> 00:08:18.759 how my immersive retreats, which I'm offering 00:08:18.759 --> 00:08:22.800 to startups and organizations, was born. And 00:08:22.800 --> 00:08:27.120 I offer that to US, Canadian and UK startup teams 00:08:27.120 --> 00:08:31.639 or organizations who are craving realignment 00:08:31.639 --> 00:08:36.200 and fresh thinking and very inspiring and off 00:08:36.200 --> 00:08:39.019 -grid setting in Greece and beautiful islands. 00:08:41.470 --> 00:08:45.330 came a powerful entry point for a new relationship 00:08:45.330 --> 00:08:49.049 because it's all about an invitation and not 00:08:49.049 --> 00:08:53.610 a sales tactic. Absolutely. And you hit on so 00:08:53.610 --> 00:08:57.730 many points that I would talk about an hour with 00:08:57.730 --> 00:09:01.350 you about. But let me just take just a few pieces. 00:09:01.429 --> 00:09:05.909 The first one is active listening. And that term 00:09:05.909 --> 00:09:09.149 is used, but I don't think anybody truly believes 00:09:09.149 --> 00:09:13.570 it. So if you are listening to the person whom 00:09:13.570 --> 00:09:16.490 you're speaking with, and you don't want to think 00:09:16.490 --> 00:09:18.830 about the next thing that you want to say, you 00:09:18.830 --> 00:09:21.409 want to think about what they are saying, and 00:09:21.409 --> 00:09:24.889 you respond to what they're saying by repeating 00:09:24.889 --> 00:09:29.370 part of it and giving an answer. So it doesn't 00:09:29.370 --> 00:09:32.409 seem like it's all premeditated or conjured up. 00:09:32.470 --> 00:09:36.669 So you're actively listening to them. And that 00:09:36.669 --> 00:09:40.169 is a big part of networking, especially when 00:09:40.169 --> 00:09:44.370 you're looking to volunteer your services. You're 00:09:44.370 --> 00:09:48.850 looking to give everything that they want. And 00:09:48.850 --> 00:09:51.940 it goes a long way. So I just wanted to bring 00:09:51.940 --> 00:09:55.399 that out, that active listening was a substantial 00:09:55.399 --> 00:09:58.879 part of the networking itself. Thank you, Mike, 00:09:58.960 --> 00:10:03.559 for pointing that out. Totally agree. Okay, because 00:10:03.559 --> 00:10:06.879 it's so true. It's so true. And such as yourself, 00:10:07.159 --> 00:10:11.360 if you are a true networker, if you are truly 00:10:11.360 --> 00:10:14.320 out there to network, you're not just out there 00:10:14.320 --> 00:10:18.019 to fill your pockets, but you're out there trying 00:10:18.019 --> 00:10:22.460 to help somebody. And if you, that's why I always 00:10:22.460 --> 00:10:24.740 say that if you're looking to network and you're 00:10:24.740 --> 00:10:28.100 really not sure where, look to volunteer, right? 00:10:28.200 --> 00:10:30.820 Because when you volunteer, you're doing something 00:10:30.820 --> 00:10:34.639 for somebody. Don't go into it saying, oh, this 00:10:34.639 --> 00:10:38.200 is what I do. That will come up eventually. But 00:10:38.200 --> 00:10:40.879 if you're there just to help out and give, that's 00:10:40.879 --> 00:10:43.679 a big part of networking itself. Yeah, I agree. 00:10:44.519 --> 00:10:47.779 Can you recall a time when a relationship you 00:10:47.779 --> 00:10:51.799 built came from an unexpected moment? And how 00:10:51.799 --> 00:10:54.039 did that connection evolve to something more 00:10:54.039 --> 00:10:58.480 significant? Yes, I do. I love the unexpected 00:10:58.480 --> 00:11:01.659 moments because this is when it comes to being 00:11:01.659 --> 00:11:04.779 on service and being just curious about people. 00:11:04.899 --> 00:11:07.240 So then active listening and all these things 00:11:07.240 --> 00:11:11.720 are coming just mutually to one. And there was 00:11:11.720 --> 00:11:16.259 one specific encounter I made when I was just 00:11:16.259 --> 00:11:19.019 walking on a Greek island to do some scouting 00:11:19.019 --> 00:11:23.139 for a future upcoming retreat. and it was just 00:11:23.139 --> 00:11:27.620 a small walking trail and i met a woman we chatted 00:11:27.620 --> 00:11:30.360 casually then we shared a meal she came from 00:11:30.360 --> 00:11:33.379 the us where i also lived before so i said we 00:11:33.379 --> 00:11:37.179 just chatted and i didn't think much of it actually 00:11:37.179 --> 00:11:41.340 and a year later she reached out just recently 00:11:41.340 --> 00:11:45.240 because she had remembered that were her words 00:11:45.240 --> 00:11:49.139 how grounded she felt in that conversation and 00:11:49.139 --> 00:11:51.879 now she ended up sending her leadership team 00:11:51.879 --> 00:11:56.480 to one of my retreats and that chance meeting 00:11:56.480 --> 00:12:00.559 turned really into a real related partnership 00:12:00.559 --> 00:12:05.860 and it reminded me how important it is to just 00:12:05.860 --> 00:12:10.399 be open and curious because you never know what 00:12:10.399 --> 00:12:14.860 what Yes, seed your planting, right? That's true. 00:12:15.000 --> 00:12:19.120 And authenticity is almost everybody uses it. 00:12:19.139 --> 00:12:22.600 You have to be your authentic self. But if you 00:12:22.600 --> 00:12:25.980 are yourself, when you have that chance meeting 00:12:25.980 --> 00:12:29.480 with somebody. Just be yourself, be inquisitive. 00:12:29.659 --> 00:12:33.000 And you don't talk business. You can say what 00:12:33.000 --> 00:12:35.700 you do because they'll probably ask, but you 00:12:35.700 --> 00:12:38.379 don't push that. And you're more inquisitive 00:12:38.379 --> 00:12:41.240 about the other person. And that leads into a 00:12:41.240 --> 00:12:43.620 bigger conversation. And then you leave very 00:12:43.620 --> 00:12:46.679 nicely. You're just leaving. Okay, listen, I'll 00:12:46.679 --> 00:12:49.039 see you around. And you never know. And a year 00:12:49.039 --> 00:12:53.220 later, when she called you, it was probably on 00:12:53.220 --> 00:12:58.360 her mind. before then, but you just, you being 00:12:58.360 --> 00:13:01.519 yourself, you just gave, just give and give, 00:13:01.580 --> 00:13:03.940 and eventually it will come back. And this is 00:13:03.940 --> 00:13:07.899 a perfect situation where it came back. And it's 00:13:07.899 --> 00:13:11.580 very good. I have a very good feeling about that. 00:13:12.059 --> 00:13:16.600 Having worked on two continents, how does networking 00:13:16.600 --> 00:13:20.460 differ across cultures? And how do you adjust 00:13:20.460 --> 00:13:23.940 your approach in different environments? I actually 00:13:23.940 --> 00:13:26.620 love that because that comes back to being on 00:13:26.620 --> 00:13:32.659 service, to be curious. And it's very real. There 00:13:32.659 --> 00:13:37.000 are differences and one has to be aware of that. 00:13:37.240 --> 00:13:41.360 When I just recall two differences, even it's 00:13:41.360 --> 00:13:44.019 in Europe, but totally different is in Switzerland 00:13:44.019 --> 00:13:47.919 and Germany. Structure, timing and credibility 00:13:47.919 --> 00:13:52.200 are key. For example, people want to see the 00:13:52.200 --> 00:13:56.019 plan. In Greece, on the other hand, relationships 00:13:56.019 --> 00:14:01.039 move more fluidly. It's about energy and presence. 00:14:02.360 --> 00:14:07.000 That builds through shared time, actually. I 00:14:07.000 --> 00:14:10.720 have to be more patient, definitely to adjust 00:14:10.720 --> 00:14:14.740 my rhythm. In some places, I show the proof first. 00:14:15.000 --> 00:14:18.779 In others, I share my story and just let the 00:14:18.779 --> 00:14:24.139 relationship grow more organically. Yes. And, 00:14:24.259 --> 00:14:26.600 you know, the difference, well, I come from New 00:14:26.600 --> 00:14:29.639 York, okay, living in Georgia. And the difference 00:14:29.639 --> 00:14:32.980 is just between New York and Georgia is a world 00:14:32.980 --> 00:14:36.500 apart. Because in New York, it's business. How 00:14:36.500 --> 00:14:38.600 can I help you? Okay, great. You have 15 minutes. 00:14:38.720 --> 00:14:42.559 Go. And in Georgia, in an hour and a half, you're 00:14:42.559 --> 00:14:45.120 finally getting around to doing business. So 00:14:45.120 --> 00:14:47.500 it's very different. Plus the speed in which 00:14:47.500 --> 00:14:50.350 you do it. It's very different. That's something 00:14:50.350 --> 00:14:55.370 that I had to adjust to because when I came down 00:14:55.370 --> 00:14:58.950 here and I go to do business, I turned off a 00:14:58.950 --> 00:15:02.429 lot of people. And I just said, okay, so let 00:15:02.429 --> 00:15:05.149 me readjust. Let me do what I have to do. You 00:15:05.149 --> 00:15:08.210 do it. But I was very interested to hear the 00:15:08.210 --> 00:15:10.769 difference within Europe, just within Europe 00:15:10.769 --> 00:15:13.509 itself, that you would have those differences. 00:15:14.850 --> 00:15:20.620 Absolutely. In your experience, what are essential 00:15:20.620 --> 00:15:24.360 elements that make a business relationship not 00:15:24.360 --> 00:15:30.200 only thrive, but last for years? I think that's 00:15:30.200 --> 00:15:34.200 very important to think about and be aware of. 00:15:34.240 --> 00:15:36.720 From my perspective, from my experience, it's 00:15:36.720 --> 00:15:42.399 clearly consistency, integrity, and also shared 00:15:42.399 --> 00:15:47.419 growth. What I mean with that is the most sustainable 00:15:47.419 --> 00:15:51.960 long -term relationships I've had in business 00:15:51.960 --> 00:15:56.480 are with people who evolve and who allow me to 00:15:56.480 --> 00:16:00.139 evolve too. Because we don't hold each other 00:16:00.139 --> 00:16:04.740 to past roles, but we furthermore stay in sync 00:16:04.740 --> 00:16:09.480 through open and honest communication. And it 00:16:09.480 --> 00:16:12.600 also helps to celebrate the wins together and 00:16:12.600 --> 00:16:17.240 hold space when one of us is navigating something 00:16:17.240 --> 00:16:21.600 tough. And I'm still evolving together with great 00:16:21.600 --> 00:16:24.860 relationships from my time at Chicago Booth or 00:16:24.860 --> 00:16:28.620 INSEAD in France as well with clients all over 00:16:28.620 --> 00:16:34.940 the continent. So that's my experience. I would 00:16:34.940 --> 00:16:40.919 love to hear yours. It's really the same way. 00:16:41.039 --> 00:16:44.559 It's those relationships that you're building. 00:16:44.580 --> 00:16:49.139 Now, I don't just build relationships. Ever since 00:16:49.139 --> 00:16:52.600 the pandemic, okay, the days of building your 00:16:52.600 --> 00:16:56.519 customer base really is gone. It's building the 00:16:56.519 --> 00:16:59.120 relationships. Now, I used to be in a mortgage 00:16:59.120 --> 00:17:02.000 industry. I used to go to those networking events 00:17:02.000 --> 00:17:04.960 and come home with a shoebox filled with business 00:17:04.960 --> 00:17:08.369 cards and say, look how good I did. When, and 00:17:08.369 --> 00:17:11.609 honestly, I didn't do well at all. What I teach 00:17:11.609 --> 00:17:15.089 the people that I coach, I say, look, if you 00:17:15.089 --> 00:17:17.769 go to a three or four hour event, come back with 00:17:17.769 --> 00:17:21.349 about 15 or 20 business cards, because I know 00:17:21.349 --> 00:17:25.170 that you've had the talk, the relationship building 00:17:25.170 --> 00:17:27.710 to everything else, and then the follow -up, 00:17:27.710 --> 00:17:33.690 right? So that follow -up will say how long you're 00:17:33.690 --> 00:17:36.430 going to keep that relationship. And how well 00:17:36.430 --> 00:17:39.250 you do it. And that's a whole different conversation. 00:17:39.569 --> 00:17:45.250 But the relationships that you nurture and you 00:17:45.250 --> 00:17:47.869 keep, whether it's through LinkedIn or somewhere 00:17:47.869 --> 00:17:51.990 else, that's a soft touch. But when you keep 00:17:51.990 --> 00:17:53.950 those relationships, you never know where they're 00:17:53.950 --> 00:17:58.089 going to wind up. So that's also very good. Okay. 00:17:58.150 --> 00:18:05.200 So what have you been? What? Sorry, what has 00:18:05.200 --> 00:18:08.359 been the biggest challenges you faced while building 00:18:08.359 --> 00:18:12.240 relationships, especially in unfamiliar markets 00:18:12.240 --> 00:18:15.559 or industries? And how did you overcome them? 00:18:16.259 --> 00:18:21.559 Yeah, so being you in a culture or even industry 00:18:21.559 --> 00:18:25.480 can definitely feel like a wall or felt very 00:18:25.480 --> 00:18:28.799 often for me like a wall running with full motivation 00:18:28.799 --> 00:18:33.059 right into a wall. And the biggest challenge 00:18:33.059 --> 00:18:36.880 was that people didn't quite know what to make 00:18:36.880 --> 00:18:42.480 of my combination of business and intuitive methods, 00:18:42.759 --> 00:18:49.099 intercontinental background. Instead of explaining, 00:18:49.539 --> 00:18:54.460 I offered small, impactful experiences, free 00:18:54.460 --> 00:18:58.819 sessions, informal chats, shared insights, a 00:18:58.819 --> 00:19:02.819 little bit of storytelling, real stories. And 00:19:02.819 --> 00:19:09.460 letting people experience yourself came much 00:19:09.460 --> 00:19:13.680 more powerful along for me than trying to convince 00:19:13.680 --> 00:19:16.579 them. That made it. You were being yourself. 00:19:17.390 --> 00:19:21.130 You're being yourself and giving part of yourself 00:19:21.130 --> 00:19:26.309 in your stories. So that in itself is building 00:19:26.309 --> 00:19:29.190 your authenticity. And I want to get into one 00:19:29.190 --> 00:19:31.930 other factor, but that's part of the next question. 00:19:32.009 --> 00:19:36.569 So I'll wait before I bring that into it. Trust 00:19:36.569 --> 00:19:40.170 is essential with any relationship. How do you 00:19:40.170 --> 00:19:44.210 establish and nurture trust when building connections? 00:19:44.940 --> 00:19:47.279 especially in the early stages of a partnership? 00:19:48.980 --> 00:19:53.160 Yes, I think trust is essential and built in 00:19:53.160 --> 00:19:56.099 small, consistent moments. There we have the 00:19:56.099 --> 00:19:59.000 consistency again, which is very important for 00:19:59.000 --> 00:20:02.359 sustainable long -term relationships. For me 00:20:02.359 --> 00:20:05.839 personally, that means showing up when I say 00:20:05.839 --> 00:20:12.539 I will, being real about what I can do, and sometimes 00:20:12.539 --> 00:20:19.509 being willing. This isn't the right fit. It definitely 00:20:19.509 --> 00:20:23.089 deepens when there's space for both people to 00:20:23.089 --> 00:20:27.210 show up fully and not just the polished version. 00:20:28.470 --> 00:20:32.230 Back to authenticity. Back to authenticity. Be 00:20:32.230 --> 00:20:37.450 real. And it sounds easy showing up when you 00:20:37.450 --> 00:20:41.269 say you're going to show up. doing what you say 00:20:41.269 --> 00:20:43.789 you're going to do. That's really, it should 00:20:43.789 --> 00:20:47.450 be relatively easy. But the trust factor is the 00:20:47.450 --> 00:20:51.269 crucial factor. Know you, like you, trust you, 00:20:51.410 --> 00:20:54.450 then they'll do business with you. And I say 00:20:54.450 --> 00:20:56.950 this to everybody. Everybody knows you. Oh, yeah. 00:20:57.049 --> 00:21:01.130 Oh, that's Michael. Trust you. Know you, like 00:21:01.130 --> 00:21:05.029 you. Now, that may limit the amount of people, 00:21:05.150 --> 00:21:07.609 right? Because not everybody's going to like 00:21:07.609 --> 00:21:11.059 you. no matter who you are, right? So know you 00:21:11.059 --> 00:21:13.700 and like you, but trust is a crucial factor. 00:21:13.920 --> 00:21:17.099 If they don't trust you, they'll never do business 00:21:17.099 --> 00:21:21.240 with you. And all of your giving, having your 00:21:21.240 --> 00:21:24.519 servant's heart, giving before receiving, that 00:21:24.519 --> 00:21:28.099 all builds your trust factor or their trust factor. 00:21:28.539 --> 00:21:31.700 And the more they trust you, the easier it is 00:21:31.700 --> 00:21:34.079 for them to talk with you, to speak with you. 00:21:34.819 --> 00:21:40.130 I totally agree. 100%. Yeah. Okay. So what do 00:21:40.130 --> 00:21:43.369 you think is the key factor in turning a cold 00:21:43.369 --> 00:21:47.230 lead into a life -changing long -term relationship? 00:21:48.029 --> 00:21:51.210 It's more about timing, sharing values or something 00:21:51.210 --> 00:21:55.349 else. It's a great question, Michael. For me, 00:21:55.369 --> 00:21:59.349 it starts with alignment, alignment of values. 00:22:00.160 --> 00:22:04.119 vision and rhythm. But the turning point is when 00:22:04.119 --> 00:22:08.380 someone feels seen and safe with you. So trust 00:22:08.380 --> 00:22:11.720 comes back in, seen, active listening, looking. 00:22:12.359 --> 00:22:16.839 That's when conversations shift from transactional, 00:22:16.859 --> 00:22:19.119 if you want to call it, to transformational. 00:22:20.009 --> 00:22:24.109 And for example, I've had startup founders attend 00:22:24.109 --> 00:22:28.029 my retreats with one goal in mind and leave with 00:22:28.029 --> 00:22:31.490 clarity on something entirely different. And 00:22:31.490 --> 00:22:35.390 because the setting, there's no noise, there's 00:22:35.390 --> 00:22:38.470 a disconnection from what they all every day 00:22:38.470 --> 00:22:42.609 have in their mind. And that's the real power, 00:22:42.750 --> 00:22:47.009 shared experience. Because that, from my perspective, 00:22:47.190 --> 00:22:51.039 deepens trust faster than... Any pitch ever could. 00:22:51.980 --> 00:22:54.740 No, it's true. It's true. You get rid of all 00:22:54.740 --> 00:22:57.700 the noise, get rid of everything else and let 00:22:57.700 --> 00:23:01.059 their initial thoughts come out because they 00:23:01.059 --> 00:23:04.380 may be different than what they went to you to 00:23:04.380 --> 00:23:06.799 talk about and say, oh, I never thought about 00:23:06.799 --> 00:23:09.579 that. Think about that because there are so many 00:23:09.579 --> 00:23:12.579 different ways that somebody can take a business, 00:23:12.680 --> 00:23:15.519 but to get them, they have to grow personally 00:23:15.519 --> 00:23:17.920 before they can grow their business or anything 00:23:17.920 --> 00:23:21.849 else. So I'm listening to you. I'm listening 00:23:21.849 --> 00:23:23.869 to everything you're telling me. I'm listening 00:23:23.869 --> 00:23:27.210 to you move from continent to continent and different 00:23:27.210 --> 00:23:33.650 countries. What was your biggest mistake and 00:23:33.650 --> 00:23:38.690 how did you overcome it? My biggest mistake was 00:23:38.690 --> 00:23:45.490 I learned through to try to pitch my ideas, try 00:23:45.490 --> 00:23:51.940 to prove myself in advance instead of what i've 00:23:51.940 --> 00:23:58.579 learned it's okay to just and feel it and listen 00:23:58.579 --> 00:24:02.700 first all the things i've told you before these 00:24:02.700 --> 00:24:07.039 were it was a learning process so i didn't do 00:24:07.039 --> 00:24:10.359 that from the gecko and so i think to really 00:24:10.359 --> 00:24:17.549 step quicker forward was definitely a mistake. 00:24:17.849 --> 00:24:21.450 So leaning back, observing, listening first, 00:24:21.750 --> 00:24:24.849 that's what I definitely learned out of it. It 00:24:24.849 --> 00:24:27.109 sounds like you went to the school of hard knocks. 00:24:27.430 --> 00:24:30.630 You learned what not to do, you had to change 00:24:30.630 --> 00:24:33.089 it, and you now do what you're supposed to do. 00:24:33.230 --> 00:24:36.049 And that's true, because I went to a graduate 00:24:36.049 --> 00:24:39.690 of the very same school. I learned what not to 00:24:39.690 --> 00:24:42.750 do, so I don't do that, and I learned what to 00:24:42.750 --> 00:24:48.589 do. I'm saying hello to a fellow graduate. Okay, 00:24:48.690 --> 00:24:52.609 so let's bring this podcast full circle. For 00:24:52.609 --> 00:24:54.970 someone starting their business and looking to 00:24:54.970 --> 00:24:59.369 leverage networking for growth, what would you 00:24:59.369 --> 00:25:02.390 say was the most important thing that they should 00:25:02.390 --> 00:25:08.569 keep in mind when forming a new connection? Clearly, 00:25:08.569 --> 00:25:13.430 especially after your last question, Clearly 00:25:13.430 --> 00:25:17.329 be a human first. That's it. Forget the pitch 00:25:17.329 --> 00:25:20.809 deck at the beginning. Lead with your curiosity. 00:25:20.869 --> 00:25:23.789 I think that's very important. Like children, 00:25:23.930 --> 00:25:27.130 they're curious. Listen like it matters because 00:25:27.130 --> 00:25:30.930 it really does matter. And as you earlier said, 00:25:31.009 --> 00:25:36.970 follow up with warmth. That's all I can say. 00:25:37.629 --> 00:25:40.549 That's very good. I could talk to you for another 00:25:40.549 --> 00:25:44.109 two hours because we're talking on the same level. 00:25:44.170 --> 00:25:47.150 We talk about the same things in the same way. 00:25:47.170 --> 00:25:50.309 And it's very refreshing to hear somebody else 00:25:50.309 --> 00:25:54.029 talk about all this in the way that you are talking 00:25:54.029 --> 00:25:57.589 about it. But if somebody wanted to get hold 00:25:57.589 --> 00:26:00.890 of you, either to be coached, to be anything, 00:26:01.049 --> 00:26:03.789 or just to say hi, how would they get hold of 00:26:03.789 --> 00:26:09.920 you? They can reach me via my website, www .compass 00:26:09.920 --> 00:26:15.059 -setting .com, via email, via Instagram, also 00:26:15.059 --> 00:26:19.519 about Compass Setting or LinkedIn, my name. Very 00:26:19.519 --> 00:26:22.160 good. Very good. I got to tell you, this was 00:26:22.160 --> 00:26:25.819 a lovely podcast. I'm so glad that you made it 00:26:25.819 --> 00:26:28.599 on and I hope to talk to you in the near future. 00:26:28.980 --> 00:26:31.680 Thank you so much for having me. It was such 00:26:31.680 --> 00:26:38.269 a pleasure. Thank you, Michael. Well, hold on, 00:26:38.269 --> 00:26:41.390 folks. Don't go anywhere. Let's hear from our 00:26:41.390 --> 00:26:45.130 sponsors. David Neal, co -founder Revved Up Kids. 00:26:45.609 --> 00:26:48.809 Revved Up Kids is on a mission to protect children 00:26:48.809 --> 00:26:52.769 and teens from sexual abuse, exploitation, and 00:26:52.769 --> 00:26:55.289 trafficking. They provide prevention training 00:26:55.289 --> 00:26:59.089 programs for children, teens, and adults. To 00:26:59.089 --> 00:27:03.710 learn more, go to revvedupkids .org. Henry Kaplan, 00:27:03.869 --> 00:27:06.900 Century 21. When it comes to making the biggest 00:27:06.900 --> 00:27:09.900 financial decision of your life, leave it in 00:27:09.900 --> 00:27:12.740 the hands of a proven professional, Henry Kaplan. 00:27:12.980 --> 00:27:16.240 Henry is a global real estate agent with Century 00:27:16.240 --> 00:27:20.700 21, celebrating his 41st year in business. No 00:27:20.700 --> 00:27:23.140 matter where you're moving, Henry has the right 00:27:23.140 --> 00:27:26.680 connections for you. You can contact Henry at 00:27:26.680 --> 00:27:33.279 561 -427 -4888. A huge thank you to our guests 00:27:33.279 --> 00:27:37.079 for sharing such insights today. And of course, 00:27:37.079 --> 00:27:40.019 a big shout out to you, our amazing listeners, 00:27:40.240 --> 00:27:42.940 for tuning in and spending your time with us. 00:27:43.220 --> 00:27:46.519 If you're interested in my digital courses, being 00:27:46.519 --> 00:27:49.240 coached or having me come and talk to your company, 00:27:49.480 --> 00:27:52.900 just go to Michael and fill out the request form. 00:27:53.440 --> 00:27:56.740 Remember, networking isn't about being perfect. 00:27:56.980 --> 00:28:00.000 It's about being present. So take what you've 00:28:00.000 --> 00:28:02.839 learned today, get out there and make some meaningful 00:28:02.839 --> 00:28:05.799 connections. If you've enjoyed this episode, 00:28:06.000 --> 00:28:08.940 please don't forget to subscribe. Leave us a 00:28:08.940 --> 00:28:11.539 review and share it with someone who could use 00:28:11.539 --> 00:28:14.680 a little networking inspiration. Let's keep the 00:28:14.680 --> 00:28:17.680 conversation going. You can find me on Apple, 00:28:17.819 --> 00:28:22.640 Spotify, Pandora, YouTube, or my website, foreman 00:28:22.640 --> 00:28:25.059 .com slash podcasts.