Welcome back to Networking Unleashed, Building
Profitable Connections. I'm your host, Michael
Foreman, and today we're diving into the power
of networking through a very unique lens. My
guest has built success in two very different
industries, launching his own fitness company
and later stepping into the world of life insurance.
Both ties, excuse me, what ties both journeys
together? The ability to build meaningful relationships,
turn conversations into opportunities, and grow
businesses through the art of networking. Today,
we'll explore how he used networking to get his
first clients, how those same skills translate
across industries, and the lessons he's learned
about building authentic connections that lead
to real results. So if you ever wondered how
to take your networking beyond just handshakes
and LinkedIn requests and actually turn it into
profit, you're going to love this conversation.
I'd like to welcome to the podcast Marvin Booker.
Marvin, listen, I've known Marvin for really
a short amount of time, but we've become friendly.
We know each other through networking events,
and I'm a real proponent of what he has to offer.
Marvin? Why don't you say hello and give us a
little bit about your background? Yeah, Michael,
thanks for the great introduction. It's been
a pleasure interacting with you throughout various
networking events and hearing your wisdom and
how you share to other people and how people
actually gravitate to it. They take the pointers
that you give out and they apply it and then
they see results. So I think that's great, first
and foremost. But yeah, you gave a great background
on me. I appreciate it. Marvin Booker, born and
raised in New Jersey, born in East Orange, New
Jersey, went to high school in Piscataway, New
Jersey, went off to play college football at
Rutgers University, as well as graduating there
with my degree in labor relations and employment
and minor in Africana studies. Just to fast forward,
I had on and off the field, I had some different
things going on, a lot of different life experiences
that taught me how to maintain my health, my
body, right? Playing football, you have to train
all the time every day, right? Growing my body,
manipulating my body to get the best out of it,
to perform at a high level. And also when football
was, when I was transitioning out of football,
I always saw that fitness was always a part of
my life. transitioning out of football, growing
up, throughout my childhood, everything, throughout
my whole life, fitness has been a huge part and
component to me because it keeps me centered.
And then there are different life experiences
that have come about to say, hey, maybe you need
to learn this, how to deal with your finances
better. Maybe you need to learn this, so on and
so forth. So I would find different jobs that
would help me refine those skills. And in finding
those jobs, it was really about networking. It
was really about shaking hands, meeting people,
not necessarily asking them for anything up front,
but just building genuine connections with people
to see if our energy even aligns at any type
of situation. Once that would happen, then I
will also do the giver's game, right? I will
make sure that if I hear something or... know
a connection that somebody can benefit from.
I'll connect those people or give some wisdom
from my experiences. And people really appreciate
that. And then when it was time for me to ask
for something or if I shared my experiences or
what I was looking to do, they would do the same
for me, whether it be in that moment or sometime
down the line. So these were certain skills that
led me to start my fitness business, right? Down
the line, I started my insurance company, Ace
Advisors LLC. And that was... All through, I
was able to build those two components strictly
through networking and meeting people and just
really slowing down and having genuine conversations
with people and letting people know what I do.
So networking is a huge component of my lifestyle,
even outside of business when I've lived in different
cities. Going out and being comfortable talking
to people, shaking hands with people, listening,
actively listening to people has been very important
and allowed me to keep my boots on the ground
in any environment that I was in to build those
relationships to just feel comfortable and adapting
to the new environments that I've been in. So
networking across the board is amazing and I'm
happy to be a part of this podcast so we can
share best practices and help other people be
successful too. That's great, Marvin. What it
sounds like is that, first of all, even through
football and everything else, you have structure.
You have a sense of this goes this way. And by
you adding value to every relationship that you've
had, it means a lot. Because it tells me that
you are a true networker when you're looking
for giver's gain, when you're looking to see
what you can do for somebody, even before whatever
they can do for you. Because you know as well
as I do, that if you do that, what goes around
comes around. And you will absolutely get it.
Yeah, that's a great point, Michael. And the
funny thing is, I've been doing it since I was
young. I didn't know about giver's gain. I didn't
know about, before we talked about the book,
Go -Giver, right? I didn't know about that stuff.
That's all within the past five years I learned
that stuff. But these are things from being young.
And now when you get older and you get in these
real life situations and that there's benefit
to what your natural ability is, then it's empowered.
It's a blessing. Yeah. Now you can actually put
something behind. When you were five years old,
you didn't know about giver's gain. You know
about that, but as an adult, you do know about
it. It puts a little credibility behind what
you were doing when you were younger. So everything
all works together, but you've been doing this
for such a long time. It's ingrained in your
system. It's in your DNA just to be a nice person.
So by being that nice person, by always looking
to give, you will get and receive 10 times. Over.
So let me go into my questions. Okay. You've
built a fitness company and now work in life
insurance. Two industries where trust and relationships
are everything. What role did networking play
in opening doors for you early on? When it was
time for me to... There was a point in time where
I was a general manager with L .A. Fitness and
I still had my business. My business has been
with me since 2012. But that point where I want
to jump off the cliff and try to fly with 100
percent solo, it was hard to find when that point
would be. So when I was working with L .A. Fitness
as a general manager, I was still training people
on the side away from the facility. I just kept
on telling people, Marvin, you need to talk about
what you're doing, how you can help people, and
how your experiences from playing pro football
and getting to that level can help these people
that you're working with or that you're introducing
your business to. Because there was a point in
time where I think transitioning to civilian
life and being a pro player. That's how I put
it. I know we talked about that before. This
is a different mindset, right? I didn't want
to throw the fact that I was an ex -pro player
out there, right? I'm still pursuing the game
at one point in time. And then another point
in time, I didn't want to throw it in people's
faces. I just wanted to just gradually reveal
myself. But when you're talking about that business,
people want to know where your credibility is
going to come from. Yeah, they see my structure.
They see my body. But that doesn't mean I know
how to articulate my wisdom to somebody else
for them to take advantage of it. So it was just
me really putting myself out there, creating
marketing, business cards, Instagram to create
a digital footprint, reaching out to people on
Instagram, going to different networking meetings,
introducing myself, creating my elevator speech,
handing my business card to them and just letting
them know, hey, if this is something that you're
interested in, I want to offer you something
of giver's gain once again, a free fitness consultation.
And we can put that on the schedule and we can
see how we can help you out. And that's just
how I really went. Just being on tour. That's
how I met you. Being on tour, putting at least
three networking events on my calendar per week
and being adamant about showing up and being
consistent about promoting my business. That's
really how I got Booker Fitness really started.
And I have one or two true clients. I still my
clients today after two years plus. And they
referred me business as well. So both sides,
building those relationships, allow people to
feel comfortable to. giving me access to their
network as well. That's the best way. Referrals
are golden. Referrals is your best mode to see
what clients you can receive. But one thing you
had to figure out was, which you probably didn't
like doing, you had to talk about yourself. You
had to talk about what you can do, what you did,
everything like that, because people want to
know. They have to say, okay, look. I see him.
Listen, he's got a good physique, but I don't
know who he is. Networking is know you, like
you, trust you. They'll do business with you.
Know you, absolutely they know you because they'd
see your face. Like you, you're not going to
get along with everybody that you come in contact
with. So know you, like you, but if they don't
trust you, they'll never do business with you.
So that's what you're doing. And the givers gain,
giving value to the relationship. That's all
part of it. That's all building the trust up.
But once you build that trust up, that's okay.
And then you build something called social capital.
We'll get into that later on. I think the social
capital and the trust kind of went hand in hand
because if people see me first and then they
see other things, the reviews, the visuals. It
makes people say it takes the edge off. It's
not 100 % trust, but it takes the edge off. It
eases them into the situation for sure. Yes,
it does. Yes, it does. And you build your social
capital. You don't want to start out just flat
because the first time that you do something
incorrectly, I'll put that nicely, you do it
incorrectly. That means you're in the negatives
and you have to build it back up to zero to go
ahead. So the social capital is very important.
From your perspective, what's the biggest misconception
people have about networking and how do you approach
it differently? That's from the jump. There's
a point in time, like in college, when I was
going to different networking events that they
host for the student athletes and stuff like
that, things were very transactional. And I think...
That's just how networking is perceived. I'm
going here to get something. Right. Or I'm going
here to sell something or and that's OK for each
his own. But I think networking, the misconception
about networking is that's so transactional.
And some people go in there with that type of
mindset. I think you should go in there authentically
you. Absolutely. Go in there with Marvin Booker
first or Michael Foreman first and just have
conversations with people. knowing that this
is the room where people are coming to have conversations,
period. So all that standing on the wall, all
that other nonsense, get off the wall, right?
Go shake a hand, go say hi, because people are
looking for you to say something to them or to
talk to other people. That's number one. Number
two, I think that people should, like I said,
people should really be genuine and authentic.
Now, some people aren't genuine and authentic
as it is, forget networking or whatever the case
may be. So that's a whole nother story. But we're
going to go there. Yeah, we ain't going to go
there right now. We ain't got enough time, right?
So to step in the situation, be authentic, ask
questions, be comfortable about speaking about
yourself. I think that's another misconception.
People think that, and I had it myself, right?
It's okay to talk about yourself because people
want to learn who you are in those rooms. And
then if there's some, of course, you're going
to get to the point where you talk about what
you do and how you help people. And if there's
some synergy there, hey. Let's see if we can
connect again outside of this event. Right. And
try to see where we can help each other. Or if
you hear something that person needs, hey, I
have a referral. Let's connect. I can shoot it
to you, whatever the case may be. So I think
the big misconception is that networking events
need to be transactional. Networking events need
to be. genuine and authentic and just building
that rapport with that person. And then the business
comes in line to say, hey, is there somewhere
where we have some overlap? Is there some synergy?
Can I help you? Can you help me? I think that's
a second or third conversation. That's not an
initial conversation. Absolutely. And I find
that really, I use the pandemic as a roadblock.
Before the pandemic, networking was very transactional.
I have three widgets. You have a dollar. Give
me, we'll change it. Okay, great. You're on my
customer list. And that's it. But after the pandemic,
when everybody first went to Zoom and they lost
the sight of seeing people face -to -face, it
became more relational. And now it's where the
giver's gain began and everything else. But when
you walk into a networking event, I used to be
in the mortgage industry and I used to go to
these network events and come home with a shoebox
filled with business cards and say, look how
good I did. But I really didn't, right? So now
if I go to a three or four hour event, I come
back with 15 or 20 business cards because I know
that I created a relationship with those people.
And I do my follow -up sequence. It's my secret
sauce. And I have 15 or 20 people, but that all
goes into the relationship. So that's very, very
true. Okay. When you started your fitness company,
how did you use networking to get those first
clients and build a loyal base? Yeah, I think
being adamant about talking about what I do.
Right. So outside of working out and going to
the gym and doing my own personal workouts to
stay in shape and people see that that was one
way. Right. But if I'm in my casual clothes,
I'm going out and I'm having a conversation with
somebody. Don't be scared to put your business
card on the tables and introduce yourself with
your business card. Hey, what's your name? You're
Jack. Jack Spade. OK, I'm Marvin Booker. Introduce
yourself with your business card. Talk. Have
that conversation. Offer that person. that free
consultation and i think just to like i said
i think i really know the science behind i'm
just being myself and then i come in contact
with people like you and you're pointing out
different things that i'm doing that you teach
people how to do so it's like when i get that
the biggest thing i think here's the best way
to answer the question when i had one client
and i was jumping 100 into my business I was
thinking, damn, how can I get all these people
to come and invest in a package so I can help
them? And I was running myself crazy trying to
figure out how to do it and try to speed up the
process. Even going to the networking events
and even not having a casual conversation with
somebody and giving them that free consultation
doesn't mean that they're going to take advantage
of it. Right. I can't force that person to take
advantage of it and be consistent if they decide
to show up. So what I did was I refined myself
and I just gave 100 percent energy to the person
I was working with. And what I what that did
was it became a word of mouth situation when
they feel good, when they get the energy, when
we had deeper conversations that were talking
about different aspects of their life. And then
we're doing three sets of 12. You're on that
10th rep. It's burning. It's hurting. And I'm
pushing to go through. When we're on that rest
break, I'm talking to you about how that burn
that you just pushed through is equivalent to
what you talked to me about in your relationship,
your work, your X, Y, Z. We're relating it to
that lifestyle event that you're struggling with.
Then when they come back and they tell me two
weeks, a month later, they tell me that lifestyle
event, they pushed through it. And the toughness
that they're building in this workout is helping
to push through it. How do you think they're
going to feel when they leave me? They're going
to tell their daughter. They're going to tell
their friend. They're going to tell their pastor.
They're going to tell this. And then that's when
the referrals start rolling in. And that's when
I realized it's not about going wide. It's about
going deep with each person. And that's going
to open up the door. So once I got that first
foundation of clients, maybe about five to eight
clients. That allowed me to take the pressure
off of myself when I do go to these networking
events and have people have conversations with
them and offer that free consultation. Now it's
not looking like that free consultation is trying
to fish for business and I need it right now.
I've got that sales anxiety, right? No, it's
coming from, hey, this is what I really do. And
it's your loss. The energy behind it is your
loss if you don't take advantage of it. I can
speak from that space. Yep. Absolutely. Absolutely.
And I want to just, all of that was actually
great, but I want to bring you back to the first
part of our, of this segment of this question.
When you talked about giving the business card,
it's not you giving your business card. It's
them giving you their business card. And there's
a certain way about it that I use personally.
And when I'm in a networking event or something
else like that, and they're talking, they're
speaking, I haven't given my business card. I
haven't explained what I do, but they're talking.
They're telling me everything. And afterwards,
I listen, active listening, just like you said.
And I listen and I repeat something back to them
to show them that I was listening. And I say,
you know something, I like you. I like the way
you do business. How can I make you more successful?
How can I be a good referral source for you?
And nine times out of 10, they say, Mike, I don't
even know what you do yet. I don't even have
your business card. I said, I know, I know. But
how can I help you? And that is the biggest push.
And that goes right into what you were saying.
Now. When you get their business card, there's
a few things you write on the back. We'll go
into that later. But you need to establish that
for you to go through and have your mindset exactly
what you were talking about. Exactly what you
were talking about. And the 100 % that you put
into your clients, they feel that. They're going
to feel that, right? So they said, oh, my God,
Marvin is like a great. Instructor, trainer,
whatever. I'm going back. Wait, it's Monday?
When can I go back? Wednesday? Okay, when can
I go back? Friday? Because I have to get more.
And that's what you're after. And I think that's
what you're achieving. So anyway. All right.
So fitness and life insurance are very different
spaces. Have you found the principles of networking
to be the same in both industries? Or do you
adapt and approach? Depending on the field. That's
a really good question. Ask that last part again.
That's a really good question. Okay. I'm going
to repeat the whole thing. All right, cool. Fitness
and life insurance are very different spaces.
Okay. Have you found the principles of networking
to be the same in both industries or do you adapt
your approach depending on the field? It's a
very good question. When I walk into a room,
let's say I'm walking into a networking event.
When people see me, they already know. Did he
just come from the gym or is he about to go to
the gym or what did he used to do? So my physique
speaks for itself. I'm a walking billboard for
my business, right? So sometimes people are already
anticipating that. I'm in that line of work somehow,
some way. And when it is my turn to speak on
what I do, they're like, oh yeah, I could tell.
And they're adamant. They're more open to learning
from me when it comes to the fitness side. Then
when I throw in my experience and give them more
credibility, then they want to, they magnetize
to me a little bit more. When it comes to the
insurance side, it's a little bit more delicate.
I think my presence, like I said, same thing
from the fitness and the physique, that people,
it commands a certain type of attention in the
conversation. But then when we're talking about
networking with insurance, it's a little bit
different because when you're actively listening,
you want to listen for certain boxes that are
being checked off to introduce the insurance
to the person. if that makes sense. And sometimes
in those initial conversations, people aren't
comfortable enough to reveal those boxes that
need to be checked off in order for me to reveal
the insurance side of things, right? So most
of the time when I'm doing the insurance side
of things, I'm still actively listening on both
sides, but I'm a little bit more patient to offer
a meeting or an appointment for insurance, unless
I feel like that person is very comfortable in
talking to me about certain things. If they're
not, then I will introduce it and say, hey, I
also do this. I'm also licensed in life and property
and casualty. I help people accumulate wealth,
protect their assets, and start looking at retirement
planning. If you're interested in this, this
is something that we can help you with. We do
these services through life insurance products.
Is that something that you'd be interested in?
Do you have things set up for yourself already?
We can take a peek at what that looks like so
we can go over and see if you're in the best
position, so on and so forth. So there's certain
things that I would say an exit with, and then
I'll just follow up. The follow -up game is really
where it's at when it comes to the insurance
side. Same thing with the fitness side, but people
are more magnetized to me on the fitness side
than they are on the insurance side at this point
in time. And that's so true. And I don't want
to go into the follow -up because we can do an
entire hour just for the follow -up. Okay. But
I'm thinking about you with your two lives, right?
If you go to a chamber of commerce and I go every
Wednesday, I belong to the Johns Creek chamber
and there are four insurance people in there
at any given time. And each one. does pretty
much the same thing, but they're different in
the way that they tell everybody. It's different.
Now, there are different levels of trust. Now,
my insurance guy happens to be in there also.
He's a big guy and a boisterous voice and everything
else. And he says it one way. And there's another
guy who's a little more timid that says it his
own way. Then there's two females and they talk
about it very hesitantly. So who are you going
to trust? So when you walk in for your athletic,
for your training, they see your build and they
say, okay, he knows what he's doing. All right.
There's two different ways to see them, but you
should definitely join a chamber or something
like that. And because that's an every week thing
and there's more things involved. But what I'm
trying to say is that you're different. Right.
You're different from, let's say, those four
people, because you can explain what you do very
eloquently. Yet you have that training, the athletic
training. When I first saw you, I said, holy
crap, who's that? OK. And then I was like, all
right. But once I got to talk to you, you were
just like a normal guy. And so that's one thing
that I had to get over myself. But enough of
that. Let me go into another question. A lot
of people meet contacts but struggle to convert
them into paying clients. What's one practical
strategy you've used to move from very nice to
meet you to real business? That's always an ongoing
challenge as an entrepreneur. Because you definitely
know your worth, you know how you can help that
person. And sometimes it's about not necessarily
convincing, but getting on the same page with
that person so they can feel what you know, if
that's the best way to put it. So I think the
follow up game is really where it's at. You can.
It's interesting. It's interesting when you're
in a networking environment. No matter where
your business is at, whether it's struggling,
whether it's up and down, whether it's consistent,
whether it's skyrocketing and soaring, right?
You have to walk into a networking event with
a certain demeanor in a sense. You have to meet
people where they're at, right? I think getting
people on page with signing up or coming, it's
really just a follow -up game because they don't
need to know where your business is at. And sometimes
where your business is at will reflect in your
urgency on trying to get a close, if that makes
sense. So I feel like when you're talking to
people, you have to be patient with them. You
have to let them know. But you also have to have
a sense of urgency and letting them know this
is something that you need to look into. This
is something that you need to invest into. Please
come to this fitness consultation or come to
this. Let's schedule this meeting to go over
your portfolio, see if you're in the right position
financially or you have the right products in
place. So I think that urgency comes from being
consistent and showing up to the meetings when
you can and the follow up game. One day after
following up three days, seven days, 10 days,
14 days, 21 days, whatever. You have to have
a follow up program. That is consistently in
front of people so they can remember how you
guys connected and remember how important the
services that you offer are to their lifestyle
and their well -being. Absolutely. And you have
to realize that you're going in as a problem
solver because they have to have a problem in
order to utilize your services, whether they
don't have life insurance or whether they're
out of shape or whatever the case may be. You're
the problem solver. So you're not going to go
in there and start selling, but you have to have
a certain selling cycle, if that means anything,
right? So there's several books called The Art
of the Close. You have to learn how to close
the sale, close the deal. Now, you first are
going to give value to the other person because
you need to build up. That trust factor. They
have to trust you. Before you can close any deal,
they have to trust you. So you have to add value,
give value, and you have to build that up. But
then you have to come up with that very sensitive
time of urgency to close or just letting them
go. It's a very fine line. It is. You tightrope
walk. every time you deal with somebody. But
you have to see. No, I'm sorry to cut you off.
Go ahead. I'm sorry. I was just saying, you have
to see the difference. Yeah, I think the rapport
part of it helps you, makes that tightrope a
little bit thicker for you. If I can build that
rapport and we can have a good conversation,
we can go back and forth or we can have some
banter and it's not so professionally strict.
Just that rapport between me and you just feels
like light. That's why I say being authentic,
being genuine is important, right? If you come
in there strategic all the time, I'm not knocking
anybody that comes in there strategic. You got
to have a certain type of plan. You want to attack,
hey, I want to shake. five hands. I want to get
10 business cards, so on and so forth. I get
that part. But if you could build genuine rapport
with somebody and it feels like that wiggle room
to press somebody to come to that meeting, whatever
your service is going to be a little bit wider
than it is if you're trying to be so strict and
then you don't want to rub somebody the wrong
way when you're trying to be pushing them to
come to the situation. You see what I'm saying?
Absolutely. And that's why you never talk business.
First out of the gate. You never talk business.
And I use something called F -O -R -M, family,
occupation, recreation, and message. Because
I'll pick any one of the above, right? Have them
talk about their family, their son, daughter,
sister, brother, mother, father, whatever. And
I'll start talking to them about that. The recreation,
if they have children in youth sports, I told
you before, I've been a baseball coach for 16
years. I was an umpire for three years. I can
talk to them about any sport, baseball, football,
basketball, not soccer because I don't consider
that a sport. Even still. You better be careful.
You're going to be in Atlanta when the World
Cup comes, so you better be careful. I know,
I know. I'll bite my tongue. But I can talk to
them on just about any one of those levels. So
I listen for them to speak just slightly on one
of those levels, and then I stay with it. So
the first 10 minutes, we talked about everything
but business. And that's the way you started
out. Okay, so we've all had a networking moment
that flopped. Can you share one of yours and
what it taught you about building authentic connections?
now flopped in what way when i'm walking in the
room i'm having conversations with people or
flop like it dropped the ball on the follow -up
side more so that okay because listen you're
not perfect i don't want to be the one to tell
you but you're not perfect you had to have one
time where oh you know what i should have followed
up with this guy i didn't or i shouldn't have
said that to this guy i did what's one time that
happened follow -up game is crazy The follow
-up game is crazy. Literally, you think I'm playing
around. I wish I could twist this camera around.
One stack, right? Two stacks, right? Let me show
you. Three stacks. This is all from, and I got
four more stacks like that right here. I'm not
going to waste somebody's time, right? But this
is from the four months of being on tour networking.
Do you think I followed up with everybody there?
I did not. I did not. Did you put them on the
other side of your computer? That's funny. That's
funny. That's funny. So, if people don't... People
that are going to watch this, me and Mike had
a conversation and I told him about the business
cards on my desk. So, I told him when I get home
at the end of the day, I make sure I follow up
with him and then I move him to the other side
of the computer to know that these are people
that I followed up with. Just as... something
to keep the fire up under me, right? If I'm sitting
down, I'm relaxing. I got 30 minutes. I say,
you know what? There's some cards on this right
side of this computer. Let's go over there and
at least shoot two, three emails over there and
then put it on the side. That's what he was talking
about. But yeah, dropping the ball on some follow
-ups, dropping the ball on when I had a genuine
connection. And in that conversation, I'm like,
you know what? This popped off, this popped off.
Hey, I know Jody. Hey, I know Kyle that can help
you with what you're doing. Let me connect you
guys. I might have dropped the ball and not did
it right when I said I was going to do it, or
I might did it a month later. That has happened
because my mind gets so busy. So I definitely
have done that before. But I think that when
you do send that referral, when you do make that
connection, it feels good, number one, because
you did what you said you was going to do. Whether
the referral works out or not, You did what you
say you're going to do. And I think people appreciate
that because when you do speak to them and they
don't know you from a can of paint, when you
do speak to them, they know, okay, at least Marvin's
going to do what he say he's going to do. And
I'd rather have that stick with me overall than
really getting a service. I want people to feel
that way about me. But yeah, I mean, that's probably
one of the biggest way I may be consistently
dropping the ball, but I can always do better.
And I know that's an area of improvement for
myself. You're only as good as your work. Right.
That's it. In this, my mother used to always
say, you can take anything away from me, but
you can't take me. You can't take my word. If
I say something, I have to do it. And people
remember if you don't do it, listen, you can
do it a hundred times. You can do what you say
you do, but the one time you don't do it, that's
the time that they're going to remember. Yeah.
So you have to come through and you have to do
what you say. Now, when I had networking groups
and people had referrals back and forth, they
said, oh, when do you follow up? I follow up
within 24 hours and I'm really good about it.
And I said, that's good. Now change that to four,
right? Follow up within four hours because if
you leave it to the next day, And you'll forget
about it. Something else will come up. An emergency
will happen. And you won't do it. So follow it
up before you go to sleep. Yeah. That's tough,
too. That's tough. That is tough. And if that
was a big criteria, I'd definitely drop the ball
on that. You're working all day. You get home
from the networking event. The networking event
ended at 7 .30, 8 o 'clock. You end up talking
to somebody until 9, 9 .30. You get home at 10
o 'clock. You still got to eat. And then you
send an email at one o 'clock, you're like, ah,
I want to go to sleep now. So sometimes you do
want to carry that energy from the conversation
and follow up right away. But then sometimes
you do drop the ball and you don't get into it
until two or three days later. So it's important
to have different systems in play. But also don't
let that, for people that's watching, don't let
that deter you from being adamant about starting
the process. Lean into it, start the process,
go to networking events, get the cards, build
the relationships. Start following up. You drop
the ball, okay. At least you know where you got
to get better at as you're growing in this networking
process. And that's the biggest thing about it.
That's the smartest thing about it. Absolutely.
Absolutely. Okay. Let's go a little bit more
into the networking and ROI. For someone listening
who wants proof that networking drives profits,
what's an example of a deal, partnership, or
opportunity that came directly from your network?
I mean, from the fitness business, the referrals
for sure. I mean, the first person I had, I was
still, I met that person in LA Fitness and it
was just a casual conversation. I saw that she
was, I was actually my turn during my lunch break
to work out. And I've seen her a couple of times,
but we never spoke. I was on the mat. I was stretching.
I was doing some engagement stuff and some stretching
stuff. And she looked at me, she said, what's
that? What are you doing? I've never seen that
before. So we had a conversation. I showed her
some pointers. And I seen like her eyes just
pop open, right? And then she couldn't let me
out of sight. Every time I come in there, she'll
talk to me. She said, oh, how'd you learn this?
And I told her I run a business. I do this and
that, blah, blah, blah. And she was like, can
you train me? And at that point in time, I didn't
want to be a conflict of interest with the company.
Right? Sure. I said, no, I can't do that. I told
her why. And she was upset. And then she asked
me again, like a week later. Then she asked me
again a month later. And I told her no three
times. So something rang off in my head, like
in cells. I'm going to push for three no's. Once
I get three no's, I'm going to ease out. I'm
going to just. reconvene another time. I don't
want to turn you off to me as a person. And I
don't want you to feel like you're forced to
do anything. So when I told her no three times,
I'm like, this woman's pretty adamant. I say,
if she asks me again, I'm going to figure out
a way how to help her. If she asks me again,
I'm not going to say anything, but if she asks
me again, I'm going to figure out a way to help
her. A month goes by, she asks me again. She
comes sit down at my desk at the place. Hey,
and I was already thinking about leaving and
going and doing my own thing. I said, you know
what? Meet me here at this park at this time,
this day. I'll help you. All right. We started
doing that. And that person, I just had her as
a client yesterday. That was two years ago, two
and a half years ago. That was a real life example
of going deep with one person, giving them what
they need. And she opened up her network. And
little did I know, I didn't know who she was.
I didn't know what she did. I didn't know what
her background was. This woman is a very, she's
a pillar in her community. People really confide
in her. They ask her for advice. They ask her
for references. So when she opened up her network
to me, that's what really gave my business the
opportunity to thrive because it was all of her
clients for the first 10 months. And that was
a real life example of how Booker Fitness and
Performance got up and running the way it did.
That says a lot for you. That's an adamant to
you because to have somebody to stick with you.
that long, especially your first client. That
says so much about the way that you run your
business, right? So that's kudos for you. That's
my family from now. That's my family. Outside
of her referring business, we just have that
connection where we go out to lunch, we talk,
she invites me to places, I invite her to places.
That's like my family at this point. I have a
lot of respect for her. So I appreciate that.
Good, good. How important has personal branding
been in your networking success? And what advice
would you give listeners who don't feel confident
about how they show up? I'll answer the back
half first. I was always taught that your brand
is what people say about you when you leave the
room. That's what I was taught. From a... If
we're not even talking about religion, let's
just talk about from a spiritual standpoint.
If you believe in a higher power and you have
a talent ability that has led you to get a certain
role at a job, right? Led you to be a certain
type of person running your business, whatever
role that you play. You have to walk into a room
knowing that you are already one. Knowing that
you are the subject matter expert. Knowing that
you are... uh the leader of your own life and
that people should it might be a sound like a
little bit inner arrogance but people should
appreciate the fact that you're in the room and
that you're even talking to them about what you
do because you can benefit from it now that's
not something that you hey you should talk to
me because you could benefit i'm not gonna but
there's a mint as a mindset behind things right
there's an inner understanding about yourself
that you have to carry it's not for everybody
to know but they should feel it from you Okay.
So going on that thought, okay, when you walk
into a room, how should you be dressed? Because
that's a big part of how people perceive you.
That's a good question. And I can't say that
you should be suit and tie. Everybody should
be suit and tie, right? I can't say. Absolutely
not. You should wash your face, number one. don't
come in there with no sleep in your eye and white
in the corner of your mouth wipe your face clean
your face be presentable like your mother sent
you out the house smell good make eye contact
with people when you talk to them and you shake
their hand and just be presentable right that's
a part of being genuine and authentic if you
like to wear whatever you like to wear and it's
flashy, it's expressive, go ahead and do that
because people need to see that and feel that.
If you're just a guy who'd like to wear, you
got five jeans in your closet and you got five
shirts in your drawer, that's fine. Come presentable.
As long as you come presentable and you're representing
yourself how you want people to remember you,
it's all good. Like I said, your brand is what
people say about you when you leave the room.
So if you're making them feel good, if you're
leaving them with a scent that you have, If you're
leaving them with a certain type of impression
from the conversation or just them observing
you, your demeanor, all these things matter because
when you consistently show up or they see your
social presence that you build online, you need
it to add up and match. It needs to be an extension
of you. So going back to the first part, social
branding is important. I used to hate posting
when I first started doing it. But then I looked
at it like, I'm not posting for people. I'm literally
going on the Instagram. I'm connecting my LinkedIn,
my Facebook, and I'm posting to keep a digital
footprint of the things that I'm telling people
in person. And that mindset got me just posting.
People are like, yeah, you're posting all day.
I see you all the time. Yeah, that's good. Thank
you. I'm on the top of your mind. So next time
you're looking for insurance or you're looking
for a fitness performance consultant, you know
exactly who to call because I'm on the top of
your mind. That's what I want to do. I always
profess. Whenever I go into a networking event
or networking or meeting somebody one -on -one,
I always dress one level up from where they are,
okay? So if they're a construction company and
they're jeans and a shirt, I wear a pair of slacks
and a shirt, right? If they are one up, they
dress jeans, but they wear a sports coat, I will
dress business casual, slacks, shirt, coat. I
might even put a tie on if I go up one level.
If you know you're going to go meet somebody
else, you're going to put that tie on. If you're
just going to stay, it's always one step up and
not so much that you're putting in their face,
but you look clean and you look well adjusted
and everything, because all of that goes into
it, goes into the first time that somebody sees
you. It's so hard to take that picture out of
their minds. That's a good point. I never heard
that one -up concept. That's the first time.
I've always heard dress for the occasion or dress
for the conversation. Those two things, but I
never heard the one -up concept. That's interesting.
Always one -up because you'll never be underdressed.
It's a habit that I've gotten into, but after
I do a workshop, if I go into a company, I'm
always going to go see. one of the C -suite executives.
I'm always going to go see an executive and I
want to make sure that I'm dressed the part.
So that's what I do. Okay. Did I answer that
question fully? Yes, you did. Yes, you did. Okay.
Life insurance is all about long -term trust.
What have you learned about maintaining and nurturing
professional relationships over time? not just
in the first meeting. Don't rush. Okay. Very
important, especially down south. Don't rush.
And I'm an up north guy. I had to get used to
that. So am I. He had to tell me to slow down.
Like, you're talking too fast. Yeah. I'm talking
normal. It's very interesting because on the
sidebar, God knew when to put me in Atlanta.
Right. Because the way I was moving fast and
was natural, that was a natural pace of things.
If we're going to get something done. Yeah, let's
get it done. We don't need. But then you had
to learn the culture. Yeah, we said we're going
to get that. Oh, let's have dinner. Let's have
a coffee. Let's meet my family before we get
it done. This is a different culture, a different
pace to building business and building that relationship
with professional relationships. So I think,
yeah, don't rush. Have that silent confidence
about yourself that whatever you guys talked
about in those initial two conversations or whatever
you brainstormed about where you see some collaboration,
have the confidence, even if it's a month later,
that it's still going to go through. I'm still
able to offer this service and that person is
still able to offer this service. Sometimes in
those gaps of communication when I'm super busy
and that other person is super busy, We might
have doubt creeping. We might have worry creeping.
And that frequency alone can shake up certain
relationships with people, right? Because now
you get back in the conversation thinking that
the person didn't even want to talk to you when
that person is basically just as busy as you.
So I think building that rapport every now and
then, hey, let's go get a coffee and connect.
That's what I do. I do a coffee and connect with
people. If I think that we're having a great
conversation and that... networking meeting and
there's some professional relationship that we
can build for and the conversation is really
going, I still want to network in the room and
I still want you to network in the room. But
let's make sure we put something on the calendar
right now before we break this conversation.
Let's do a coffee and connect because I'm really
into what we're talking about and I want to continue
to grow that relationship and just take it as
one step at a time. So when I do that coffee
and connect, whether it's a week out, then we
can be lighter about talking about things. And
then potentially go into the next setup. Hey,
let's go do dinner or this event happened or
my friend is doing this. Why don't you come out?
And that's how you build the rapport until something
takes off. So I just think don't rush. Be yourself.
Have some great conversations and know the reason
why you guys are connecting and talking until
other reasons and other rapport points come about
where you continue to build that relationship.
Absolutely. Absolutely. And all that goes back
into the know and trust. It goes back to you
being authentic. It goes back. That resonates.
That brings everything together as one thing
until, of course, that leads you up to what?
All your follow up. Right. So you have to have
that follow up sequence. All right. Let's bring
this podcast full circle. Okay. If you could
give one networking tip today that would make
the biggest difference. For someone listening,
whether they're in sales, fitness, or insurance,
what would it be? If I can give one big networking
tip to someone who is in sales, fitness, or insurance,
what would it be? To my fellow trainers, you
are professionals. The mindset behind training,
right? You're getting your aggression out. You're
getting your energy out. You're building your
body. I think that sometimes as a trainer, I've
seen in other trainers that they just stick to
that concept of being in the gym, always in their
workout clothes, always just train those people,
working them. working the leads that are in the
gym, so on and so forth. But you are a very important
and integral part of this world as a fitness
professional. It's okay to work in the gym, have
your gear on, you're doing your workout, you're
changing to your trainer clothes, and then go
put on some slacks, a blouse, if you're a woman,
whatever the case may be, and go to a networking
event and pitch your services to people or talk
to people about what you do. I don't really see
too many fitness professionals in the networking
space. I think I might have been the only one
that is doing that. So I think I've taken my
experience from sales, insurance, that business
acumen and have applied it to my services as
fitness. And that kind of sets me apart from
other trainers that do what they do. I think
that's a big part. So if I can give advice to
the fitness professionals in the world, don't
be scared to step out your everyday box. And
present yourself as a business to get those clients
that you want or just to be comfortable talking
about how you help people and let God work for
you. Let God bring those people into your presence
because everybody needs some type of level of
fitness instruction in their life. So I would
say that. Absolutely. And you're a fitness professional.
So remember that. But remember, you're a business
person who. does fitness. You're not a fitness
person that does business. You're a business
person that does fitness. And there's a stark
difference between the two. So if you treat this
like a business, you'll go far, you'll expand,
you'll get more people. But if you're just a
fitness person doing business, then you're just
going to onesie twosie and that's not what you're
after. Right. So you're after bigger and better
things. Marvin, I got to tell you, this was great.
I could talk to you for another hour. That hour
went by fast, man. Yeah, it really did. It really
did. If somebody wants to get hold of you either
for insurance or for fitness, I would recommend
Marvin for both. But if they wanted to get hold
of you, what's the best way? So you can find
me on Instagram, my Booker Fitness and Performance
LLC. You can find me on Instagram with at Booker
Fitness underscore. There's a link there that
connects you to my website, bookerfitness .com.
You can also DM me and schedule a fitness consultation
if you're in the Gwinnett County area. Also,
my phone number's up there, 470 -998 -6826. You
can call or text. My email is bookerfitnessandperformance56
at gmail .com. If you were looking for me on
the insurance side, It's aceadvisors underscore
on Instagram. There's also a link there that
gives you to my website where you can actually
get a free quote there. You can call that number
as well. And that will go directly to my work
line. You can also reach me at aceadvisorsinc
at gmail .com. Perfect. Marvin, this was a blast.
I can't wait to see you in person again and have
yourself a great day. You too, sir. I appreciate
your time. And it was a great opportunity to
share my experiences, to continue branding myself
and being a part of your network as well. So
I really appreciate that. And I wish you the
best of wishes on your current and next endeavors.
Thank you. Well, hold on, folks. Don't go anywhere.
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A huge thank you to our guests for sharing such
insights today. And of course, a big shout out
to you, our amazing listeners, for tuning in
and spending your time with us. If you're interested
in my digital courses, being coached or having
me come and talk to your company, just go to
Michael and fill out the request form. Remember,
networking isn't about being perfect. It's about
being present. So take what you've learned today,
get out there and make some meaningful connections.
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