WEBVTT 00:00:14.800 --> 00:00:18.179 Welcome back to Networking Unleashed, Building 00:00:18.179 --> 00:00:21.260 Profitable Connections, where we don't just talk 00:00:21.260 --> 00:00:24.399 about networking, we rewire the way it's done. 00:00:25.000 --> 00:00:27.940 Today's episode is for anyone who's ever walked 00:00:27.940 --> 00:00:30.940 into a room full of name tags and fake smiles 00:00:30.940 --> 00:00:36.170 and thought, there has to be a better way. My 00:00:36.170 --> 00:00:39.189 guest is on a mission to replace performative 00:00:39.189 --> 00:00:42.350 handshakes and shallow chit -chat with something 00:00:42.350 --> 00:00:46.770 far more powerful, human -first networking. We're 00:00:46.770 --> 00:00:49.590 diving into what it means to build real relationships, 00:00:50.030 --> 00:00:54.310 why honesty and transparency aren't soft skills, 00:00:54.590 --> 00:01:00.450 they're smart strategies, and how niche networks 00:01:00.450 --> 00:01:04.959 might be the shortcut to exponential growth. 00:01:05.540 --> 00:01:08.819 If you've ever been collecting contacts, or we're 00:01:08.819 --> 00:01:11.739 not making connections, or you're tired of networking 00:01:11.739 --> 00:01:14.640 that feels like speed dating other than real 00:01:14.640 --> 00:01:17.579 conversation, this episode will help you reset 00:01:17.579 --> 00:01:20.939 the way you show up. Let's get into it. I apologize 00:01:20.939 --> 00:01:23.579 for me going in and out like that. But I have 00:01:23.579 --> 00:01:25.760 to tell you one thing, Brandon, before I introduce 00:01:25.760 --> 00:01:31.739 you, this is exactly what I talk about. This 00:01:31.739 --> 00:01:34.980 is exactly what I do when I go on stages, when 00:01:34.980 --> 00:01:38.540 I do conferences, or when I do workshops. What 00:01:38.540 --> 00:01:41.000 you're talking about is exactly what I'm talking 00:01:41.000 --> 00:01:44.920 about. So I'd like to introduce Brandon Sherwood 00:01:44.920 --> 00:01:48.519 to the podcast. And I hope all my listeners are 00:01:48.519 --> 00:01:51.420 keeping their ears on because I think that this 00:01:51.420 --> 00:01:54.579 episode is really going to teach him a few things. 00:01:55.120 --> 00:01:57.900 Brandon, how are you? And welcome to the podcast. 00:01:58.679 --> 00:02:01.019 Thank you. Thank you, Michael. I'm doing well. 00:02:01.200 --> 00:02:04.200 Doing well. It's a balmy day in the summer in 00:02:04.200 --> 00:02:07.659 Utah. Okay. How about if you give us a little 00:02:07.659 --> 00:02:11.400 bit about your background? Yeah, so I have basically 00:02:11.400 --> 00:02:15.060 done two things in my life. I have sold RVs and 00:02:15.060 --> 00:02:18.280 I've bought teeth, which may sound really strange, 00:02:18.500 --> 00:02:22.120 not the RV part. So I run a company that buys 00:02:22.120 --> 00:02:24.960 dental scrap, old crowns and bridges from dentists. 00:02:24.960 --> 00:02:28.080 And I've done that for a long time. And we have 00:02:28.080 --> 00:02:30.219 about 38 reps around the country that I manage. 00:02:30.439 --> 00:02:34.259 And on top of that, we've also just started a 00:02:34.259 --> 00:02:36.639 really cool company called Gladly Network that 00:02:36.639 --> 00:02:40.360 helps to build upon our mission. to bless lives. 00:02:40.699 --> 00:02:44.960 And with that, we've created an employee perk 00:02:44.960 --> 00:02:49.500 program that will help connect individuals from 00:02:49.500 --> 00:02:53.060 offices, employees, and really cool, innovative, 00:02:53.099 --> 00:02:56.319 and most importantly, impactful companies around 00:02:56.319 --> 00:03:00.599 the country. Okay, that sounds great. That really 00:03:00.599 --> 00:03:03.240 does. That sounds great. Okay, so I put together 00:03:03.240 --> 00:03:06.500 a few questions for you, and hopefully they were 00:03:06.500 --> 00:03:09.039 right in line with what you wanted to talk about. 00:03:09.259 --> 00:03:14.659 But you talk about human -first networking. What 00:03:14.659 --> 00:03:18.120 does that mean in practice, and how does it challenge 00:03:18.120 --> 00:03:20.539 the way most people approach networking events 00:03:20.539 --> 00:03:25.979 today? I actually hate networking events. I don't 00:03:25.979 --> 00:03:28.419 know if it's a little social anxiety or what 00:03:28.419 --> 00:03:30.699 it is, but if I walk into a room full of people, 00:03:30.819 --> 00:03:33.259 I'll stand in the corner and watch everybody 00:03:33.259 --> 00:03:36.060 until somebody comes up to me. I have a little 00:03:36.060 --> 00:03:39.259 anxiety about that. And so to me, Human First 00:03:39.259 --> 00:03:43.180 takes those networking events with loads of people 00:03:43.180 --> 00:03:45.139 and trying to decide who's the most important 00:03:45.139 --> 00:03:48.979 person to talk to or how you can mutually help 00:03:48.979 --> 00:03:53.819 each other to... lunches and personal meetings 00:03:53.819 --> 00:03:58.259 and calls and whatever it is that creates more 00:03:58.259 --> 00:04:01.020 humanity than a room full of people that are 00:04:01.020 --> 00:04:05.000 awkwardly trying to determine who can help them 00:04:05.000 --> 00:04:08.800 the most. Okay. I understand where you're coming 00:04:08.800 --> 00:04:11.819 from with networking events. And I agree that's 00:04:11.819 --> 00:04:16.009 part of a social anxiety, so to speak. But if 00:04:16.009 --> 00:04:20.470 you what I try to teach my clients and the places 00:04:20.470 --> 00:04:23.629 where I go is that if you go in with a plan, 00:04:23.769 --> 00:04:26.449 you don't just go in thinking like, oh, there's 00:04:26.449 --> 00:04:30.189 300 people here. Which way do I go first? If 00:04:30.189 --> 00:04:33.509 you go in thinking who you want to talk to or 00:04:33.509 --> 00:04:37.470 better yet, you pick out those people and you 00:04:37.470 --> 00:04:41.209 don't go and expect to take 300 business cards. 00:04:41.720 --> 00:04:45.579 Right. You go in, expect to take 15, maybe 20 00:04:45.579 --> 00:04:48.639 business cards. But that means that you've created 00:04:48.639 --> 00:04:51.699 a relationship with those people and you can 00:04:51.699 --> 00:04:55.319 do a proper follow up. And follow up, I believe, 00:04:55.379 --> 00:04:58.209 is more important than meeting the people. Yeah, 00:04:58.250 --> 00:05:01.250 I think there's some planning and strategy involved, 00:05:01.350 --> 00:05:03.470 too. I think just saying, hey, I'm going to go 00:05:03.470 --> 00:05:06.529 to any old networking event and I'm going to 00:05:06.529 --> 00:05:08.329 get something out of this, certainly that can 00:05:08.329 --> 00:05:12.149 happen. But I know for me, in Utah, we have a 00:05:12.149 --> 00:05:15.230 really big entrepreneurial network around here. 00:05:15.329 --> 00:05:17.649 It's called the Silicon Slopes for a reason. 00:05:17.730 --> 00:05:19.649 There's a ton of tech companies. There's a lot 00:05:19.649 --> 00:05:21.149 of people who have done really well for themselves. 00:05:21.649 --> 00:05:24.430 And so when I see a networking event, the thing 00:05:24.430 --> 00:05:26.730 that I'm looking for is who's likely to be there. 00:05:27.079 --> 00:05:30.000 Right. Who and then I can go in and I can make 00:05:30.000 --> 00:05:32.500 it more personal. I can find out that Todd's 00:05:32.500 --> 00:05:35.220 going to be there. Todd works for X company and 00:05:35.220 --> 00:05:38.519 I'd really like to meet Todd. And so. I'm going 00:05:38.519 --> 00:05:40.319 to either send him a note ahead of time. Hey, 00:05:40.360 --> 00:05:42.720 we're both going to this event. Let's link up. 00:05:42.860 --> 00:05:45.360 Or I'm going to at least find out something about 00:05:45.360 --> 00:05:48.079 him and set a goal to talk to him. And maybe 00:05:48.079 --> 00:05:50.860 I do that with 10 or 15 or 20 people that I think 00:05:50.860 --> 00:05:53.019 are going to be there or from companies that 00:05:53.019 --> 00:05:56.139 I'm interested in networking with. And so that 00:05:56.139 --> 00:05:59.920 preparation is really important as well. It helps 00:05:59.920 --> 00:06:04.160 you to really focus on what the purpose of the 00:06:04.160 --> 00:06:07.350 event is. And then. Again, it allows you to hit 00:06:07.350 --> 00:06:10.310 them ahead of time, potentially, and get your 00:06:10.310 --> 00:06:12.629 name out there. And then when you do introduce 00:06:12.629 --> 00:06:14.810 yourself, it's not completely cold, which is 00:06:14.810 --> 00:06:18.490 usually the awkward part. Absolutely. Absolutely. 00:06:18.569 --> 00:06:22.110 And you're right on the mark when you say you're 00:06:22.110 --> 00:06:25.410 going with a plan or going with thinking of who 00:06:25.410 --> 00:06:31.170 you want to attack first. Let's move on. What's 00:06:31.170 --> 00:06:34.329 the biggest myth about networking that's still 00:06:34.329 --> 00:06:38.180 being taught? And why is it keeping people broke 00:06:38.180 --> 00:06:44.860 or disconnected? I think that the biggest myth 00:06:44.860 --> 00:06:51.660 is that you have to be a social person or you 00:06:51.660 --> 00:06:54.980 have to be this introvert to be able to network. 00:06:55.160 --> 00:06:57.579 And I think it keeps a lot of people from being 00:06:57.579 --> 00:07:00.589 able to go out and... What networking is, creating 00:07:00.589 --> 00:07:03.529 that network, creating those relationships. I 00:07:03.529 --> 00:07:05.670 found, and I've managed a ton of salespeople 00:07:05.670 --> 00:07:07.610 over my life, and I found that some of the best 00:07:07.610 --> 00:07:09.850 salespeople I've ever managed have been introverts. 00:07:10.230 --> 00:07:12.629 They don't get their jollies from talking to 00:07:12.629 --> 00:07:14.610 people. They talk to people because that's how 00:07:14.610 --> 00:07:16.769 they make a living. And so they've learned the 00:07:16.769 --> 00:07:19.850 skills to be able to do that. And so if you're 00:07:19.850 --> 00:07:22.230 an introvert, if you're a person that doesn't 00:07:22.230 --> 00:07:24.029 like to be in big crowds, if you're a person 00:07:24.029 --> 00:07:26.250 that doesn't like to put themselves out there 00:07:26.250 --> 00:07:28.560 and go talk to people, That doesn't necessarily 00:07:28.560 --> 00:07:31.300 mean that you can't network. We can do lots of 00:07:31.300 --> 00:07:33.360 different things. Again, with that preparation 00:07:33.360 --> 00:07:35.759 and that planning, you can decide ahead of time, 00:07:35.879 --> 00:07:37.620 hey, I'm going to go talk to this person. This 00:07:37.620 --> 00:07:39.959 is the purpose. And even though this may drain 00:07:39.959 --> 00:07:43.259 me a little bit, I can still do this. And again, 00:07:43.720 --> 00:07:45.399 I think that there's lots of people out there 00:07:45.399 --> 00:07:48.399 who avoid networking events or avoid networking 00:07:48.399 --> 00:07:50.259 at all. And anything that might say networking 00:07:50.259 --> 00:07:53.259 scares them to death because they think that's 00:07:53.259 --> 00:07:55.959 for those social butterflies. And that's not 00:07:55.959 --> 00:07:59.639 necessarily the case. That's absolutely true. 00:07:59.860 --> 00:08:04.180 I found that one of the biggest myths of networking 00:08:04.180 --> 00:08:07.639 is talking. But when you go up and you just start 00:08:07.639 --> 00:08:09.759 blah, blah, blah, blah, blah, blah, diary of 00:08:09.759 --> 00:08:11.980 the mouth, and people are looking around like, 00:08:12.040 --> 00:08:17.660 why? I just, I'm a firm believer in that when 00:08:17.660 --> 00:08:20.360 you walk up to a table or something else that 00:08:20.360 --> 00:08:22.699 you don't talk, you never talk. You wait for 00:08:22.699 --> 00:08:24.920 the conversation to come around to you. If it's 00:08:24.920 --> 00:08:27.779 a good fit for you. Then you either move on or 00:08:27.779 --> 00:08:30.959 you become part of the conversation. But that's 00:08:30.959 --> 00:08:33.840 just me and part of my teaching. You've mentioned 00:08:33.840 --> 00:08:37.059 the awkwardness of traditional cocktail party 00:08:37.059 --> 00:08:40.759 networking. What should someone do differently 00:08:40.759 --> 00:08:44.179 the next time they walk into a room full of strangers? 00:08:45.320 --> 00:08:48.220 You know, I think your recommendation to maybe 00:08:48.220 --> 00:08:50.840 keep your mouth a little tighter is probably 00:08:50.840 --> 00:08:54.000 really helpful. When you walk in and essentially 00:08:54.000 --> 00:08:57.340 announce yourself, yeah, that creates some awkwardness. 00:08:57.460 --> 00:08:59.940 Part of the kind of the people first approach 00:08:59.940 --> 00:09:02.799 that I take to networking is looking at every 00:09:02.799 --> 00:09:05.340 interaction through the lens of the person that 00:09:05.340 --> 00:09:08.340 you're communicating with. It's not just me. 00:09:09.259 --> 00:09:12.539 trying to get my message across or get some benefit 00:09:12.539 --> 00:09:14.960 out of this relationship, if I can take a step 00:09:14.960 --> 00:09:18.580 back and look and see how each person in that 00:09:18.580 --> 00:09:21.519 room, that cocktail party or whatever it is, 00:09:21.659 --> 00:09:24.580 if I can take that a step back and say, okay, 00:09:24.679 --> 00:09:28.759 this person, how can I help them, right? What 00:09:28.759 --> 00:09:32.539 can I do for them? Then the network just happens, 00:09:32.759 --> 00:09:35.860 right? It becomes mutually beneficial because 00:09:35.860 --> 00:09:39.340 you had this mentality of, I want to help this 00:09:39.340 --> 00:09:41.200 person. And it goes back to the lens that we 00:09:41.200 --> 00:09:43.639 look through, through Gladly and through other 00:09:43.639 --> 00:09:46.600 opportunities that we have, which is how do I 00:09:46.600 --> 00:09:48.899 bless this person's life, right? How do I make 00:09:48.899 --> 00:09:53.000 this person's life better? And it hasn't failed 00:09:53.000 --> 00:09:57.340 me yet that when I take that approach, it amplifies 00:09:57.340 --> 00:10:00.940 everything that I'm doing as well. I agree a 00:10:00.940 --> 00:10:03.759 thousand percent. It's called having a servant's 00:10:03.759 --> 00:10:07.240 heart. When you go into networking, What can 00:10:07.240 --> 00:10:10.179 you do for them and not look for something that 00:10:10.179 --> 00:10:13.120 they can do for you? Yeah. So if you're doing 00:10:13.120 --> 00:10:15.039 that and have to get into a conversation with 00:10:15.039 --> 00:10:18.000 them and without you even saying what you do, 00:10:18.179 --> 00:10:20.740 you come across with the same thing as like, 00:10:20.820 --> 00:10:26.039 how can I make you more successful? How can I 00:10:26.039 --> 00:10:29.299 be a good referral source for you? And, you know, 00:10:29.320 --> 00:10:32.159 when you do that, it just takes all the pressure 00:10:32.159 --> 00:10:35.139 off you. It takes all the pressure off. You begin 00:10:35.139 --> 00:10:37.769 to enjoy yourself. which is the other half of 00:10:37.769 --> 00:10:40.610 this. And you start doing it and you start connecting 00:10:40.610 --> 00:10:43.470 people. Say, oh, you know what? You needed that. 00:10:43.690 --> 00:10:46.669 Oh, this person is in need of that. I'm going 00:10:46.669 --> 00:10:50.149 to put you two together. And, you know, I make 00:10:50.149 --> 00:10:53.309 it a practice every week. I do that with two 00:10:53.309 --> 00:10:55.929 people. I put them together and I back away. 00:10:56.090 --> 00:10:59.110 I don't expect anything in return, but I'm just 00:10:59.110 --> 00:11:01.789 connecting those two people. Yeah. And because 00:11:01.789 --> 00:11:03.830 of that, you become the person, you become a 00:11:03.830 --> 00:11:06.759 person that people want. to be networked with, 00:11:06.879 --> 00:11:09.080 that people want to be connected with. I had 00:11:09.080 --> 00:11:11.179 a meeting with a guy that somebody, one of my 00:11:11.179 --> 00:11:13.980 mutual friends had connected us and we were talking 00:11:13.980 --> 00:11:16.139 about this friend and that's the way this guy 00:11:16.139 --> 00:11:19.000 is. He's the type of guy that connects everyone 00:11:19.000 --> 00:11:21.679 around him and he has a huge network. And the 00:11:21.679 --> 00:11:23.659 guy I was meeting with said, I could just tell 00:11:23.659 --> 00:11:25.559 from the instant that I met him that this was 00:11:25.559 --> 00:11:28.299 a guy I needed to keep up with. Right. This was 00:11:28.299 --> 00:11:30.500 a guy that was going to introduce me to a lot 00:11:30.500 --> 00:11:32.279 of different people. It was going to be a positive 00:11:32.279 --> 00:11:35.000 experience and he was going to help me as much 00:11:35.000 --> 00:11:37.360 as he could possibly help me. And that's the 00:11:37.360 --> 00:11:39.080 people we all want to connect to. We don't want 00:11:39.080 --> 00:11:43.080 to connect people that it's ask. It's hey, I 00:11:43.080 --> 00:11:46.179 know this guy. I know this lady. They're doing 00:11:46.179 --> 00:11:48.620 something similar or maybe they could be of use 00:11:48.620 --> 00:11:51.159 to you or even sometimes just I think you really 00:11:51.159 --> 00:11:54.889 need to get to know this person. And. Yeah, keeping 00:11:54.889 --> 00:11:57.490 everything within your network, all those connections 00:11:57.490 --> 00:12:00.929 moving together is definitely the way to continue 00:12:00.929 --> 00:12:03.690 to build. Yeah, because what goes around does 00:12:03.690 --> 00:12:06.269 come around. Absolutely. Because pretty soon 00:12:06.269 --> 00:12:07.470 that they're going to say, well, you know what? 00:12:07.789 --> 00:12:10.470 Michael introduced me to him. I think I should 00:12:10.470 --> 00:12:13.450 introduce Michael to X, Y, Z, somebody else. 00:12:13.610 --> 00:12:17.669 So it does come around. Okay, you champion niche 00:12:17.669 --> 00:12:22.309 networks. How does narrowing your circle strategically 00:12:22.309 --> 00:12:25.409 lead to broader and more profitable opportunities? 00:12:27.750 --> 00:12:31.429 It's really easy in life to look at, and especially 00:12:31.429 --> 00:12:33.409 when you're starting a business or when you're 00:12:33.409 --> 00:12:35.950 starting this whole networking approach, it's 00:12:35.950 --> 00:12:38.009 really easy to look at the total addressable 00:12:38.009 --> 00:12:40.990 market, right? You hear, you watch Shark Tank 00:12:40.990 --> 00:12:43.269 and you hear, this is a billion dollar market. 00:12:43.389 --> 00:12:46.259 And what that means is, There's this opportunity 00:12:46.259 --> 00:12:50.700 for all this stuff. But in reality, when we look 00:12:50.700 --> 00:12:53.779 at networking especially, yeah, I can go into 00:12:53.779 --> 00:12:55.759 this big room and I can have an idea. I'm going 00:12:55.759 --> 00:12:58.720 to talk to everyone, right? And everyone is a 00:12:58.720 --> 00:13:02.820 customer, which may be true, right? But what 00:13:02.820 --> 00:13:08.240 if I say, okay, in my case, I've worked in dental 00:13:08.240 --> 00:13:11.330 sales for a long time. I know that market. I 00:13:11.330 --> 00:13:13.909 know that industry. When I hear somebody say 00:13:13.909 --> 00:13:17.289 DDS or talk about dentistry, it perks me up a 00:13:17.289 --> 00:13:20.710 little bit because I know that. And so if I can 00:13:20.710 --> 00:13:22.549 go in and say, hey, I'm going to find anybody 00:13:22.549 --> 00:13:24.990 that might have anything to do with dentistry. 00:13:25.070 --> 00:13:27.710 Let's target it to that because we can have a 00:13:27.710 --> 00:13:29.070 conversation. We're going to know some of the 00:13:29.070 --> 00:13:31.629 same people. We're going to speak the same language. 00:13:31.669 --> 00:13:34.750 Right. And in doing that, instead of getting 00:13:34.750 --> 00:13:39.179 all this periphery. that is really just distracting 00:13:39.179 --> 00:13:42.139 a lot of the times. We can hone in and target 00:13:42.139 --> 00:13:45.080 the network that we're really interested in and 00:13:45.080 --> 00:13:47.759 the people that can really help us, but also 00:13:47.759 --> 00:13:51.379 the people that we can really help. Yes, that's 00:13:51.379 --> 00:13:55.139 exactly right. And you hit upon so many different 00:13:55.139 --> 00:13:58.700 little things that I agree with so much that 00:13:58.700 --> 00:14:02.919 I can't even, I don't have time to hit them, 00:14:03.019 --> 00:14:07.409 but you're 100 % correct. Okay. In a space that's 00:14:07.409 --> 00:14:10.870 often filled with inflated egos and polished 00:14:10.870 --> 00:14:21.110 personas, why does honesty and transparency actually 00:14:21.110 --> 00:14:25.470 attract better connections and clients? Boy, 00:14:25.470 --> 00:14:28.190 that was rough to get out. It seems like there's 00:14:28.190 --> 00:14:32.850 a lot of alliteration in there, right? Hung twisters. 00:14:33.169 --> 00:14:38.039 Yes, yes. Yeah, I'm a guy that I feel like honesty 00:14:38.039 --> 00:14:40.159 and transparency is the best. Honesty is the 00:14:40.159 --> 00:14:42.200 best policy or whatever, but it really is what 00:14:42.200 --> 00:14:45.279 attracts people. And maybe this is just personal 00:14:45.279 --> 00:14:46.919 preference. I know that there's a lot of people 00:14:46.919 --> 00:14:50.019 who like the fluff and the fanboying over somebody 00:14:50.019 --> 00:14:53.259 that has all this polish. That's not me. I'd 00:14:53.259 --> 00:14:57.259 rather somebody walk up to me and say, hey, I 00:14:57.259 --> 00:15:00.080 just am here because my boss told me I needed 00:15:00.080 --> 00:15:03.320 to be here and it was a free lunch. Great. Let's 00:15:03.320 --> 00:15:05.539 talk. That's the guy I want to talk to because 00:15:05.539 --> 00:15:08.299 he's at least honest and transparent. And chances 00:15:08.299 --> 00:15:11.220 are, because of that, we're going to find something 00:15:11.220 --> 00:15:13.940 at least interesting to talk about. And if not 00:15:13.940 --> 00:15:17.279 interesting, beneficial, right? Something we're 00:15:17.279 --> 00:15:20.200 being straightforward with each. And so that's, 00:15:20.200 --> 00:15:23.100 I feel like that attracts a lot of people. It's 00:15:23.100 --> 00:15:26.340 not the norm and most of these, these situations. 00:15:26.679 --> 00:15:29.379 And so you really stand out as, man, that guy's 00:15:29.379 --> 00:15:32.360 just. He's correct and bold. And what's he got 00:15:32.360 --> 00:15:34.240 to say? Because whatever he's saying, I know 00:15:34.240 --> 00:15:38.360 is at least honest. It's truthful. And he's not 00:15:38.360 --> 00:15:42.279 blowing any smoke. You're right. But you're leaving 00:15:42.279 --> 00:15:48.759 out one third of that persona. That's authenticity. 00:15:49.909 --> 00:15:54.250 So if that person is honest, his integrity is 00:15:54.250 --> 00:15:56.730 there, but he's authentic, he's authentic to 00:15:56.730 --> 00:15:59.590 himself and to the job. You know what? That's 00:15:59.590 --> 00:16:02.169 the person that I want to go connect with because 00:16:02.169 --> 00:16:04.669 you're right. Because even if you have nothing 00:16:04.669 --> 00:16:07.809 in common, you'll find something. Right. And 00:16:07.809 --> 00:16:09.990 you'll enjoy yourself that much more. But that 00:16:09.990 --> 00:16:12.629 is a very distinct part of what that question 00:16:12.629 --> 00:16:17.809 was all about. Yeah. Okay. So here, let me. I 00:16:17.809 --> 00:16:19.769 don't want to get into that problem again. Can 00:16:19.769 --> 00:16:24.250 you recall a moment when being real, second, 00:16:24.529 --> 00:16:27.669 when being real rather than impressive completely 00:16:27.669 --> 00:16:30.590 changed the outcome of a business relationship 00:16:30.590 --> 00:16:36.610 for you? I don't know that I'm ever that impressive. 00:16:37.259 --> 00:16:41.559 So all I've got to go on is real. I was telling 00:16:41.559 --> 00:16:44.299 a friend earlier this morning that I don't think 00:16:44.299 --> 00:16:46.240 I've ever had the problem of being the best at 00:16:46.240 --> 00:16:49.940 something and not having to try. So yeah, being 00:16:49.940 --> 00:16:52.899 real, I've been in sales for a long time. And 00:16:52.899 --> 00:16:54.960 this may be a story more related to that and 00:16:54.960 --> 00:16:56.700 networking, but I think it's all the same. I 00:16:56.700 --> 00:16:59.600 think sales is relationship building. Networking 00:16:59.600 --> 00:17:03.379 is relationship building. And so I walked into 00:17:03.379 --> 00:17:06.890 30 or 40. sometimes more dental offices every 00:17:06.890 --> 00:17:12.710 day for five or six years of my life. And they 00:17:12.710 --> 00:17:15.390 were the same offices every six months. So I'd 00:17:15.390 --> 00:17:18.769 run and see 3 ,000 offices in six months, go 00:17:18.769 --> 00:17:21.630 back and see the same 3 ,000 offices. So I pretty 00:17:21.630 --> 00:17:23.990 well knew the offices that were going to be cold 00:17:23.990 --> 00:17:26.130 and the offices that were going to be warm, the 00:17:26.130 --> 00:17:27.730 offices that were going to like me and the offices 00:17:27.730 --> 00:17:31.730 that weren't. And I had several instances where 00:17:31.730 --> 00:17:35.079 the... Instead of walking in with this positive, 00:17:35.220 --> 00:17:38.259 salesy, pitchy attitude, I knew that they didn't 00:17:38.259 --> 00:17:41.359 want me there. And I'd walk in, hands in the 00:17:41.359 --> 00:17:44.799 air. Sorry, guys. It's my job. I'm back again. 00:17:45.259 --> 00:17:47.779 Let's be real here. Do you have anything or not? 00:17:47.859 --> 00:17:51.819 Right. And the reaction, because you just turn 00:17:51.819 --> 00:17:55.220 the table so much. People just aren't, the word 00:17:55.220 --> 00:17:58.650 you used, authentic. They're not real. And so 00:17:58.650 --> 00:18:00.890 when you're slapped in the face with that authenticity, 00:18:01.650 --> 00:18:04.250 when you're slapped in the face with that real 00:18:04.250 --> 00:18:08.950 persona, it's not, it almost makes you stagger 00:18:08.950 --> 00:18:11.549 back, right? And all of those walls that you've 00:18:11.549 --> 00:18:13.769 put up, whether it's a networking event or a 00:18:13.769 --> 00:18:16.390 sales meeting or whatever the case is, all the 00:18:16.390 --> 00:18:19.150 walls that get put up, they start to crumble 00:18:19.150 --> 00:18:23.089 because it's not what you're expecting. And so 00:18:23.089 --> 00:18:27.950 being real, I think is as much. It does as much 00:18:27.950 --> 00:18:32.230 to disarm someone and to put them in a vulnerable 00:18:32.230 --> 00:18:35.529 and authentic state themselves as anything that 00:18:35.529 --> 00:18:39.130 you could possibly do. There's a mantra. When 00:18:39.130 --> 00:18:42.069 you're networking, if they know you, if they 00:18:42.069 --> 00:18:44.849 like you and they trust you, they'll do business 00:18:44.849 --> 00:18:47.890 with you. Now, you don't have that problem with 00:18:47.890 --> 00:18:50.069 everybody knowing you. You're in and out of 6 00:18:50.069 --> 00:18:53.650 ,000 offices, right? They knew you. Now, if they 00:18:53.650 --> 00:18:57.009 like you. narrows the field down just a little 00:18:57.009 --> 00:19:00.009 bit, you know, not by much, but a little bit. 00:19:00.130 --> 00:19:02.589 So they know you, they like you, and they have 00:19:02.589 --> 00:19:05.589 to trust you in order to do business with you. 00:19:05.730 --> 00:19:09.849 And that comes in that authentic part of that's 00:19:09.849 --> 00:19:12.230 where the wall starts to come down. That trust 00:19:12.230 --> 00:19:16.710 factor begins to increase. And once the trust 00:19:16.710 --> 00:19:19.910 factor increases further than the wall coming 00:19:19.910 --> 00:19:23.509 down, you have a shot. Yeah. Okay. Before then. 00:19:24.000 --> 00:19:26.799 You don't have any shop, right? Would you do 00:19:26.799 --> 00:19:29.240 business with somebody you didn't trust? No. 00:19:29.579 --> 00:19:33.319 Not likely. Yeah, no, not likely. So, you know, 00:19:33.319 --> 00:19:36.660 that's what you need to really work on, that 00:19:36.660 --> 00:19:39.599 trust factor. And I think it would really be 00:19:39.599 --> 00:19:43.279 handy. I think you have already. All right, let's 00:19:43.279 --> 00:19:48.259 talk ROI. How does human -first networking directly 00:19:48.259 --> 00:19:52.319 translate to revenue referrals? or reputation 00:19:52.319 --> 00:19:57.440 over time? Again, I've managed a lot of different 00:19:57.440 --> 00:20:00.420 salespeople and there's, I feel like a handful 00:20:00.420 --> 00:20:03.579 of different personalities and skillset within 00:20:03.579 --> 00:20:05.740 sales. And sorry if I'm talking about sales when 00:20:05.740 --> 00:20:07.400 I should be talking about networking, but again, 00:20:07.519 --> 00:20:10.619 I feel like it's a lot the same. And so one of 00:20:10.619 --> 00:20:14.200 the most successful salespeople that I ever had 00:20:14.200 --> 00:20:16.720 was what I'd call a hammer. He could take any 00:20:16.720 --> 00:20:19.640 nail and he could pound it into a board. Now, 00:20:20.319 --> 00:20:23.579 Later on, that nail would be really upset. But 00:20:23.579 --> 00:20:25.859 they were in the board. I've never been that 00:20:25.859 --> 00:20:29.200 guy. I've always been, again, the guy that tries 00:20:29.200 --> 00:20:32.460 to look at everything through the lens of somebody 00:20:32.460 --> 00:20:36.400 else, what they're seeing. And so my goal has 00:20:36.400 --> 00:20:40.019 always been to take their view. How are they 00:20:40.019 --> 00:20:42.460 feeling about this? How can I turn this around 00:20:42.460 --> 00:20:45.599 and make their life better? And in doing that, 00:20:45.700 --> 00:20:49.960 again, that human first interaction. People, 00:20:50.000 --> 00:20:52.299 you're more likely to create a long -term relationship. 00:20:52.980 --> 00:20:55.359 I've had competitors come in behind me that have 00:20:55.359 --> 00:20:57.819 taken business away. And it usually doesn't happen 00:20:57.819 --> 00:21:00.619 for more than one interaction because people 00:21:00.619 --> 00:21:03.440 realize that's, yeah, that was forced. That's 00:21:03.440 --> 00:21:06.619 not what I wanted. Yes, most people can be talked 00:21:06.619 --> 00:21:09.140 into doing things they don't want to do. But 00:21:09.140 --> 00:21:14.519 when you have that human first, again, people 00:21:14.519 --> 00:21:17.640 first, putting them, putting yourself in their 00:21:17.640 --> 00:21:21.180 shoes. When you have that mentality, you're going 00:21:21.180 --> 00:21:23.099 to create more relationships. You're going to 00:21:23.099 --> 00:21:24.700 create the referrals because that's how people 00:21:24.700 --> 00:21:27.160 want to be treated. You're going to create revenue 00:21:27.160 --> 00:21:29.980 and it's all going to come naturally instead 00:21:29.980 --> 00:21:33.819 of through some sales process that you learn 00:21:33.819 --> 00:21:38.200 knocking doors to sell pest control. No, I agree. 00:21:38.400 --> 00:21:42.119 I feel that ever since the pandemic, because 00:21:42.599 --> 00:21:45.680 Before the pandemic, people were all out to build 00:21:45.680 --> 00:21:48.660 their customer list. I have 3 ,000 customers 00:21:48.660 --> 00:21:50.420 and, right, they don't even know their name. 00:21:50.940 --> 00:21:54.720 But after the post -pandemic, people are into 00:21:54.720 --> 00:21:59.619 creating relationships. And where in my former 00:21:59.619 --> 00:22:02.319 life, I was in the mortgage business, I would 00:22:02.319 --> 00:22:05.359 go to a show and come back with 300 cards and 00:22:05.359 --> 00:22:08.670 say, look how good I did. Did I do good? No, 00:22:08.769 --> 00:22:12.170 I didn't. I did horrible. Right now, when I go 00:22:12.170 --> 00:22:14.650 to a networking event, I come back with 15 or 00:22:14.650 --> 00:22:17.769 20 business cards because I've had conversations 00:22:17.769 --> 00:22:20.650 with them. I've had a relationship with them 00:22:20.650 --> 00:22:24.170 and I can follow up with them properly. So yeah, 00:22:24.250 --> 00:22:26.630 so what you're saying really comes through. What 00:22:26.630 --> 00:22:29.970 advice would you give to someone who's been collecting 00:22:29.970 --> 00:22:34.329 contacts but not connections? How do they reset, 00:22:34.529 --> 00:22:37.720 re -engage more meaningfully? Just go over that. 00:22:38.819 --> 00:22:42.559 Yeah, we just talked about that. And I do think 00:22:42.559 --> 00:22:45.779 that the pandemic changed a lot of things. And 00:22:45.779 --> 00:22:49.019 it did. I feel like it helped all of us understand 00:22:49.019 --> 00:22:51.940 the importance of relationships. The times when 00:22:51.940 --> 00:22:53.940 we couldn't just go into the office or go into 00:22:53.940 --> 00:22:55.859 the grocery store and talk to anybody we wanted 00:22:55.859 --> 00:22:58.839 made us realize that those interactions are important 00:22:58.839 --> 00:23:02.200 and we may not get. All of them that we expect. 00:23:02.400 --> 00:23:04.220 And so take advantage of the ones that you have. 00:23:04.299 --> 00:23:06.500 Really, really make the most of them. Yeah, collecting 00:23:06.500 --> 00:23:10.059 contacts. Honestly, I can go to ChatGPT and get 00:23:10.059 --> 00:23:12.940 it to make me a list of contacts all day long, 00:23:13.039 --> 00:23:15.579 right? I can get email addresses. Anymore, I 00:23:15.579 --> 00:23:16.960 don't even really have to pay for the stuff. 00:23:17.220 --> 00:23:20.019 I can go find it. It doesn't make a difference. 00:23:20.480 --> 00:23:24.539 But collecting connections, collecting relationships, 00:23:24.640 --> 00:23:30.519 and having that group of people that that you 00:23:30.519 --> 00:23:32.880 actually know. You know how to help them. You 00:23:32.880 --> 00:23:34.920 know how they can help you. You know who they 00:23:34.920 --> 00:23:37.500 know, what their connections are, right? And 00:23:37.500 --> 00:23:40.680 having that is far more important. I would much 00:23:40.680 --> 00:23:43.519 rather have 10 or 15 people that I'm really, 00:23:43.519 --> 00:23:46.859 really close to that I can help and they can 00:23:46.859 --> 00:23:50.640 help me than a thousand people that I know their 00:23:50.640 --> 00:23:54.880 name. Absolutely. And what you said was so real 00:23:54.880 --> 00:23:58.640 about after the pandemic, because you don't know 00:23:58.640 --> 00:24:02.039 what you don't have until it's taken away from 00:24:02.039 --> 00:24:06.359 you. So that interaction with people, it was 00:24:06.359 --> 00:24:09.099 taken away from us. And all of a sudden we realized, 00:24:09.200 --> 00:24:12.660 I miss that. I miss talking to the person online. 00:24:12.980 --> 00:24:17.220 I miss on a store line or clothing line or something 00:24:17.220 --> 00:24:20.299 else. I miss that interaction. And that's where 00:24:20.299 --> 00:24:24.630 the beauty. of the in -person networking comes 00:24:24.630 --> 00:24:28.910 in because you get to feel the vibe of the person 00:24:28.910 --> 00:24:31.470 that you're speaking to, the vibe of the room. 00:24:31.609 --> 00:24:34.789 And you get to say, you know what? I don't want 00:24:34.789 --> 00:24:37.690 to continue this conversation. Don't politely 00:24:37.690 --> 00:24:40.390 bow out. Say, look, that's nice. I'll see you 00:24:40.390 --> 00:24:42.930 around the event. I'm going to go, right? And 00:24:42.930 --> 00:24:46.049 just do that. So you're still meeting the people 00:24:46.049 --> 00:24:47.990 and everything else, but you're walking away 00:24:47.990 --> 00:24:52.990 with. 15 or 20 contacts that you can follow up 00:24:52.990 --> 00:24:57.809 with. And it goes much further. Okay, so are 00:24:57.809 --> 00:25:01.490 there any specific tools or platforms where niche 00:25:01.490 --> 00:25:05.890 networking thrives better than others? Or is 00:25:05.890 --> 00:25:08.170 it really about how you show up and not where? 00:25:08.829 --> 00:25:11.410 Again, you're talking to a guy who likes smaller 00:25:11.410 --> 00:25:14.890 events and smaller things. And yeah, there's 00:25:14.890 --> 00:25:18.009 different tools and platforms. I said in the 00:25:18.009 --> 00:25:20.470 beginning that I've sold RVs. That's something 00:25:20.470 --> 00:25:22.630 that I, my dad had a dealership when I was growing 00:25:22.630 --> 00:25:25.329 up for the largest RV dealership in the country. 00:25:25.390 --> 00:25:29.150 And I've worked for small ma and pa type dealerships. 00:25:29.670 --> 00:25:35.710 And I found that going to an RV show or going 00:25:35.710 --> 00:25:40.269 to a trade show in any capacity, to me, the easier 00:25:40.269 --> 00:25:43.470 thing to do was sit down in an RV and wait for 00:25:43.470 --> 00:25:46.150 somebody just. to show interest and i'd talk 00:25:46.150 --> 00:25:49.430 to them at that point we'd have small talk before 00:25:49.430 --> 00:25:52.230 that i'd interact with everybody but like like 00:25:52.230 --> 00:25:54.529 we talked you have a chance to step back see 00:25:54.529 --> 00:25:56.670 everybody how they're interacting and then you 00:25:56.670 --> 00:25:59.009 you can hone in on and choose the people that 00:25:59.009 --> 00:26:02.210 you want and a large trade show where you go 00:26:02.210 --> 00:26:05.789 and you come back with 300 cards that to me it 00:26:05.789 --> 00:26:08.829 could be a niche trade show right it could be 00:26:08.829 --> 00:26:14.180 really focused on dentistry but If you're not 00:26:14.180 --> 00:26:19.500 taking a niche approach and a human -first approach 00:26:19.500 --> 00:26:21.519 to interacting with people and meeting people, 00:26:21.799 --> 00:26:23.880 then again, you're walking away with business 00:26:23.880 --> 00:26:25.819 cards that are kind of empty. And yeah, maybe 00:26:25.819 --> 00:26:28.279 you can shoot an email and say, we talked, or 00:26:28.279 --> 00:26:33.799 I got your card. But it goes a lot farther to 00:26:33.799 --> 00:26:36.940 have those 10 or 15 people that you can say, 00:26:37.140 --> 00:26:40.240 how was your wife's surgery? That goes a lot 00:26:40.240 --> 00:26:44.869 farther. And it gets even more honed in, more 00:26:44.869 --> 00:26:48.569 targeted as far as your network goes. Sometimes 00:26:48.569 --> 00:26:51.829 that can be by industry. Sometimes it can be 00:26:51.829 --> 00:26:53.990 by type of person, right? Like we can look and 00:26:53.990 --> 00:26:55.970 we can go, that guy's standing over in the corner. 00:26:56.609 --> 00:26:58.509 I'm going to go talk to him. He looks like he's 00:26:58.509 --> 00:27:00.609 having a hard time. That's the guy I'm going 00:27:00.609 --> 00:27:05.670 to key in on. And so it's like we've talked about. 00:27:05.730 --> 00:27:09.799 It's about, yes, planning. And figuring out that 00:27:09.799 --> 00:27:12.019 these are the things that I'm looking for. I'm 00:27:12.019 --> 00:27:14.559 walking in here like with this, but also having 00:27:14.559 --> 00:27:17.599 the flexibility and the agility to go, okay, 00:27:17.640 --> 00:27:20.579 I've talked to three people that this is what 00:27:20.579 --> 00:27:22.500 they're looking for. I'm going to look for more 00:27:22.500 --> 00:27:24.200 people like that. I know that's not what I came 00:27:24.200 --> 00:27:27.220 in for, but I think I've got something here and 00:27:27.220 --> 00:27:30.859 I've got something that I can work with. Okay. 00:27:31.059 --> 00:27:34.839 Okay. Before I ask you the last question, I ask 00:27:34.839 --> 00:27:39.150 every guest the same question. You, most of the 00:27:39.150 --> 00:27:41.829 guests, because it didn't pertain to all of them, 00:27:41.829 --> 00:27:46.329 but it pertains to you. You are successful in 00:27:46.329 --> 00:27:49.250 what you're doing. You've had a roundabout way 00:27:49.250 --> 00:27:52.529 of getting to it. But why don't you give us all 00:27:52.529 --> 00:27:56.950 a mistake that you've made and how you came out 00:27:56.950 --> 00:27:59.440 of it? I'm not the guy who's pausing because 00:27:59.440 --> 00:28:01.700 I have to think of a mistake. I have to think 00:28:01.700 --> 00:28:04.400 of all of the mistakes and which one we're going 00:28:04.400 --> 00:28:07.599 to talk about here. That's the majority of the 00:28:07.599 --> 00:28:10.460 answers, by the way. I want to be authentic in 00:28:10.460 --> 00:28:14.339 this. So one of the roles that I have in my current 00:28:14.339 --> 00:28:18.549 position is to... to create new businesses, new 00:28:18.549 --> 00:28:21.029 ways of making money, but also new ways of supporting 00:28:21.029 --> 00:28:24.589 our current rep base and helping them to be able 00:28:24.589 --> 00:28:27.950 to make more money. And so we've tried a handful 00:28:27.950 --> 00:28:30.529 of things and failed. And I'll tell you that 00:28:30.529 --> 00:28:34.130 the biggest thing for me that I've learned is 00:28:34.130 --> 00:28:38.630 that as soon as I start chasing money and ignoring 00:28:38.630 --> 00:28:44.170 people, that's when the failure comes. Well, 00:28:44.170 --> 00:28:47.009 we're in startup mode with Gladly Network right 00:28:47.009 --> 00:28:51.049 now. And it's really easy every day to look and 00:28:51.049 --> 00:28:53.509 see all the things that we're doing wrong and 00:28:53.509 --> 00:28:55.910 not to see the things that we're doing. I'm convinced 00:28:55.910 --> 00:28:59.980 that the one thing that we're doing right. that 00:28:59.980 --> 00:29:03.640 I haven't done in the past in some cases is that 00:29:03.640 --> 00:29:06.200 I'm looking at every decision, every relationship, 00:29:06.460 --> 00:29:09.759 every connection with that mission to bless lives 00:29:09.759 --> 00:29:13.240 and mind. And so I'm convinced that if I continue 00:29:13.240 --> 00:29:16.660 to do that, then we won't be able to fail. Because 00:29:16.660 --> 00:29:21.220 to me, the perspective that you go in with, and 00:29:21.220 --> 00:29:23.819 whether it's a project or whether hiring somebody 00:29:23.819 --> 00:29:26.799 new or whatever the case is, whatever the problem 00:29:26.799 --> 00:29:30.559 is that you're approaching, If you can look at 00:29:30.559 --> 00:29:33.259 it through that lens of how can I help other 00:29:33.259 --> 00:29:36.400 people, that servant's heart, right? And in our 00:29:36.400 --> 00:29:38.759 case, the verbiage that we use is how can I bless 00:29:38.759 --> 00:29:41.339 lives? And if we can look at it through that, 00:29:41.500 --> 00:29:45.819 then it's inevitable that success will come. 00:29:46.059 --> 00:29:49.900 It's just us getting out of the way. So right. 00:29:50.059 --> 00:29:54.519 And you can build off of your failures probably 00:29:54.519 --> 00:29:57.000 a lot better than you can build off of your success. 00:29:57.660 --> 00:30:00.119 Because you learn so much more. Listen, I've 00:30:00.119 --> 00:30:03.619 been a small business owner, pizzerias, restaurants, 00:30:04.339 --> 00:30:07.480 graphic design studios for six, 12 years at a 00:30:07.480 --> 00:30:12.799 time. But I didn't learn more from my successes. 00:30:13.019 --> 00:30:16.920 I learned so much from my failures. And it made 00:30:16.920 --> 00:30:20.619 me who I am today. So I agree with that. Last 00:30:20.619 --> 00:30:24.259 question. If you had to build your network from 00:30:24.259 --> 00:30:27.460 scratch today, what are the first three things 00:30:27.460 --> 00:30:31.200 you do differently from how you started? It's 00:30:31.200 --> 00:30:34.519 a different world than when I started, for one 00:30:34.519 --> 00:30:37.900 thing. I think one of the things that all of 00:30:37.900 --> 00:30:40.140 us are guilty of is collecting the cards and 00:30:40.140 --> 00:30:43.099 not the people. And so I think that's the first 00:30:43.099 --> 00:30:46.059 thing that I would say is, how do I, what's my 00:30:46.059 --> 00:30:49.079 focus going to be so that I'm not just... Going 00:30:49.079 --> 00:30:51.940 out and finding contacts or finding this customer 00:30:51.940 --> 00:30:55.200 list, but actually finding relationships that 00:30:55.200 --> 00:30:57.960 matter and friends and real connections. I think 00:30:57.960 --> 00:31:00.799 that would be the absolute key there. I would 00:31:00.799 --> 00:31:05.119 probably take advantage more of organic networking 00:31:05.119 --> 00:31:08.900 opportunity. I feel like I've probably had more 00:31:08.900 --> 00:31:13.960 success in networking with really organic and 00:31:13.960 --> 00:31:17.660 unique. interactions than i have with say a typical 00:31:17.660 --> 00:31:21.920 networking event and so for instance i had an 00:31:21.920 --> 00:31:24.440 extra couple concert tickets and i posted them 00:31:24.440 --> 00:31:27.059 on facebook marketplace and the guy who bought 00:31:27.059 --> 00:31:30.779 them ended up being a guy that that was really 00:31:30.779 --> 00:31:33.700 great to network with he was just he knows everybody 00:31:33.700 --> 00:31:37.059 he's been around the block he had a lot of positive 00:31:37.059 --> 00:31:39.339 things to talk to me about i introduced him to 00:31:39.339 --> 00:31:42.240 some people and it wasn't at a networking event 00:31:42.240 --> 00:31:45.380 it was literally selling tickets to a con, right? 00:31:45.500 --> 00:31:47.660 And it's just because we started texting and 00:31:47.660 --> 00:31:50.259 both of us were open to creating that connection. 00:31:50.559 --> 00:31:53.380 And so I think that would be another thing would 00:31:53.380 --> 00:31:56.859 just be, be open to creating connections and 00:31:56.859 --> 00:31:58.880 whatever situation that is, whether it's at your 00:31:58.880 --> 00:32:03.059 kid's soccer game or it doesn't have to be at, 00:32:03.160 --> 00:32:06.859 at a big event. And then I would, I would probably 00:32:06.859 --> 00:32:10.599 walk in a lot more authentic and real than. than 00:32:10.599 --> 00:32:14.299 I used to probably when I started. It felt like 00:32:14.299 --> 00:32:16.559 you needed to be all polished up. I felt like 00:32:16.559 --> 00:32:18.500 you needed to be this, you had to portray that 00:32:18.500 --> 00:32:21.119 you had everything together. And in reality, 00:32:21.160 --> 00:32:23.960 none of us do. And it's refreshing to see somebody 00:32:23.960 --> 00:32:27.180 that's willing to say it. And so I think with 00:32:27.180 --> 00:32:29.480 growth and maturity, I would probably step back 00:32:29.480 --> 00:32:31.720 and go, hey guys, I don't know what I'm doing 00:32:31.720 --> 00:32:34.759 here, but let's do this together. I agree with 00:32:34.759 --> 00:32:40.000 that. When I first started out in sales, aspired 00:32:40.000 --> 00:32:43.359 to be that professional, everything done correctly, 00:32:43.660 --> 00:32:46.559 nothing wrong, you know, that perfect scene, 00:32:46.660 --> 00:32:50.259 that scenario. And what I've grown to learn is 00:32:50.259 --> 00:32:53.519 that nobody wants that. You know, everybody just 00:32:53.519 --> 00:32:55.579 wants you and me. I made a mistake. All right, 00:32:55.599 --> 00:32:58.299 I'll own it. You have to own your mistakes and 00:32:58.299 --> 00:33:00.880 correct the mistakes. But the whole thing is 00:33:00.880 --> 00:33:04.680 to be authentic, be yourself. Brendan, I can't 00:33:04.680 --> 00:33:07.319 tell you how much of a pleasure it was to have 00:33:07.319 --> 00:33:11.519 you on as a guest today. It was really a great 00:33:11.519 --> 00:33:14.920 conversation. If somebody wants to get hold of 00:33:14.920 --> 00:33:17.279 you, whether it is to be coached or find out 00:33:17.279 --> 00:33:19.720 about your companies or find out about networking 00:33:19.720 --> 00:33:22.380 or whatever, what's the best way for them to 00:33:22.380 --> 00:33:25.619 get hold of you? I'm really active on LinkedIn, 00:33:25.839 --> 00:33:29.039 our digital networking that we all do. I'm super 00:33:29.039 --> 00:33:32.960 active on there. Brandon Sherwood. And then email 00:33:32.960 --> 00:33:36.539 is always easy. Brandon at gladlygood .com. And 00:33:36.539 --> 00:33:40.180 the thing around Utah, I try to make myself known 00:33:40.180 --> 00:33:42.740 and I try to make myself go to. Even though it's 00:33:42.740 --> 00:33:46.200 not my favorite thing in the world, as much as 00:33:46.200 --> 00:33:48.160 anything, I want to be there for somebody else 00:33:48.160 --> 00:33:49.859 that's having a hard time and standing in the 00:33:49.859 --> 00:33:51.940 corner. Maybe we can be wallflowers together. 00:33:53.519 --> 00:33:56.079 Well, that's great. I'm telling you, Brandon, 00:33:56.200 --> 00:33:58.640 this was great, and I look forward to speaking 00:33:58.640 --> 00:34:00.900 with you in the future. Sounds good. Thanks, 00:34:01.000 --> 00:34:07.359 Michael. Well, hold on, folks. Don't go anywhere. 00:34:07.819 --> 00:34:11.039 Let's hear from our sponsors. David Neal, co 00:34:11.039 --> 00:34:14.679 -founder, Revved Up Kids. Revved Up Kids is on 00:34:14.679 --> 00:34:17.639 a mission to protect children and teens from 00:34:17.639 --> 00:34:20.619 sexual abuse, exploitation, and trafficking. 00:34:20.900 --> 00:34:24.099 They provide prevention training programs for 00:34:24.099 --> 00:34:27.639 children, teens, and adults. To learn more, go 00:34:27.639 --> 00:34:32.000 to revvedupkids .org. Henry Kaplan, Century 21. 00:34:32.519 --> 00:34:34.760 When it comes to making the biggest financial 00:34:34.760 --> 00:34:37.699 decision of your life, leave it in the hands 00:34:37.699 --> 00:34:41.000 of a proven professional, Henry Kaplan. Henry 00:34:41.000 --> 00:34:44.199 is a global real estate agent with Century 21, 00:34:44.400 --> 00:34:48.380 celebrating his 41st year in business. No matter 00:34:48.380 --> 00:34:51.059 where you're moving, Henry has the right connections 00:34:51.059 --> 00:34:58.079 for you. You can contact Henry at 561 -427 -4888. 00:34:59.320 --> 00:35:02.679 All right, folks. A huge thank you to our guests 00:35:02.679 --> 00:35:06.000 for sharing such incredible insights today. And 00:35:06.000 --> 00:35:08.820 of course, a big shout out to you, our amazing 00:35:08.820 --> 00:35:11.840 listeners, for tuning in and spending your time 00:35:11.840 --> 00:35:14.920 with us. If you're interested in my digital courses, 00:35:15.199 --> 00:35:18.079 being coached, or having me come and talk to 00:35:18.079 --> 00:35:21.539 your company, just go to Michael and fill out 00:35:21.539 --> 00:35:25.059 the request form. Remember, networking isn't 00:35:25.059 --> 00:35:27.760 about being perfect. It's about being present. 00:35:28.219 --> 00:35:30.920 So take what you've learned today. get out there, 00:35:31.019 --> 00:35:34.059 and make some meaningful connections. If you've 00:35:34.059 --> 00:35:36.800 enjoyed this episode, please don't forget to 00:35:36.800 --> 00:35:40.000 subscribe, leave us a review, and share it with 00:35:40.000 --> 00:35:42.300 someone who could use a little networking inspiration. 00:35:43.139 --> 00:35:46.219 Let's keep the conversation going. You can find 00:35:46.219 --> 00:35:50.559 me on Apple, Spotify, Pandora, YouTube, or my 00:35:50.559 --> 00:35:54.420 website, foreman .com slash podcasts.