WEBVTT 00:00:17.289 --> 00:00:20.989 Welcome to Networking Unleashed, Building Profitable 00:00:20.989 --> 00:00:24.050 Connections. I'm your host, Michael Foreman, 00:00:24.109 --> 00:00:27.149 and today we're pulling back the curtain on one 00:00:27.149 --> 00:00:30.750 of the most overlooked truths in business. People 00:00:30.750 --> 00:00:34.869 don't just buy what you sell, they buy why they 00:00:34.869 --> 00:00:39.909 should buy it from you. My guest knows that sales 00:00:39.909 --> 00:00:43.250 training isn't about fancy scripts or closing 00:00:43.250 --> 00:00:46.969 tricks. It's about understanding people, building 00:00:46.969 --> 00:00:50.570 trust, and creating lasting connections that 00:00:50.570 --> 00:00:53.929 drive real growth. We're also digging into the 00:00:53.929 --> 00:00:57.229 power of the pivot, why shifting your strategy 00:00:57.229 --> 00:01:00.490 at the right time can be the difference between 00:01:00.490 --> 00:01:03.929 thriving and just surviving. This is going to 00:01:03.929 --> 00:01:07.030 be a conversation packed with clarity, strategy, 00:01:07.189 --> 00:01:11.030 and action. So let's dive in. I'd like to welcome 00:01:11.030 --> 00:01:14.870 to the podcast today, Stephen Davies. I would 00:01:14.870 --> 00:01:18.170 really like to explain what he does, but I'm 00:01:18.170 --> 00:01:20.549 going to let him explain it because he'll do 00:01:20.549 --> 00:01:23.290 such a much better job than I will. Stephen, 00:01:23.370 --> 00:01:26.109 welcome to the podcast. And why don't you give 00:01:26.109 --> 00:01:28.310 us a little bit about your background? Thank 00:01:28.310 --> 00:01:29.790 you, Michael. It's an absolute pleasure to be 00:01:29.790 --> 00:01:32.769 here. And congratulations on your 100th podcast. 00:01:32.969 --> 00:01:35.709 That is absolutely fantastic. Well done. Thank 00:01:35.709 --> 00:01:38.870 you. Sales Geek. Sales Geek is a franchise network 00:01:38.870 --> 00:01:41.810 of, what's the best way of describing it, ex 00:01:41.810 --> 00:01:44.930 -VPs of sales, ex -sales directors, entrepreneurs, 00:01:45.469 --> 00:01:48.790 everybody that's lived a big corporate life. 00:01:49.250 --> 00:01:53.069 And now we work with smaller businesses and help 00:01:53.069 --> 00:01:56.409 them with their sales training. We mentor people. 00:01:56.689 --> 00:01:59.290 We work as fractional sales directors. We go 00:01:59.290 --> 00:02:01.790 into businesses and instead of them having to 00:02:01.790 --> 00:02:03.730 employ very expensive sales directors, we do 00:02:03.730 --> 00:02:07.329 it on a fractional basis. I've been myself an 00:02:07.329 --> 00:02:10.750 ex -VP of sales for a while now. I worked in 00:02:10.750 --> 00:02:15.590 corporate sales in technology, in logistics. 00:02:16.330 --> 00:02:18.969 I've run my own telecoms company, so I'm well 00:02:18.969 --> 00:02:24.229 -versed in all aspects of sales. Okay, that's 00:02:24.229 --> 00:02:26.550 great. Do you want to tell me a little bit about 00:02:26.550 --> 00:02:31.629 how you got here from wherever you were in corporate? 00:02:31.830 --> 00:02:36.569 What made that decision for you? Great question. 00:02:37.430 --> 00:02:40.969 Corporate sales is a lot of fun. The strategizing 00:02:40.969 --> 00:02:43.849 behind it is a lot of fun. But once you reach 00:02:43.849 --> 00:02:45.689 a certain level in corporate sales, you spend 00:02:45.689 --> 00:02:48.490 a lot of time managing upwards, which means you 00:02:48.490 --> 00:02:51.710 step away from actually being with a sales team. 00:02:52.849 --> 00:02:55.650 And I've always helped out my friends and my 00:02:55.650 --> 00:02:58.409 neighbors with their smaller businesses, but 00:02:58.409 --> 00:03:02.469 always on an unofficial basis. And at some point, 00:03:02.490 --> 00:03:05.030 especially when I moved over here, I figured, 00:03:05.050 --> 00:03:08.110 you know what, corporate sales was fun. It was 00:03:08.110 --> 00:03:10.770 fun where I lived in Europe, spent a lot of time 00:03:10.770 --> 00:03:14.629 in Washington and New York. But maybe my talents 00:03:14.629 --> 00:03:18.090 lie elsewhere now. Maybe I can really drill down 00:03:18.090 --> 00:03:21.069 into helping the smaller businesses using the 00:03:21.069 --> 00:03:23.330 experience I've got to actually push out and 00:03:23.330 --> 00:03:27.250 expand themselves. Okay. All right. So that gives 00:03:27.250 --> 00:03:29.530 us a little better of an understanding about 00:03:29.530 --> 00:03:32.129 where you came from. But let's go right into 00:03:32.129 --> 00:03:35.360 the questions. I'm going to ask you a little 00:03:35.360 --> 00:03:39.060 about understanding the buyer's mentality. Why 00:03:39.060 --> 00:03:42.759 is it so important for businesses to truly understand 00:03:42.759 --> 00:03:46.259 why people buy from them and how does it connect 00:03:46.259 --> 00:03:51.060 to building stronger networks? Okay, so I'm going 00:03:51.060 --> 00:03:54.599 to bring up the Cracker Barrel example because 00:03:54.599 --> 00:04:00.780 that's my favorite. Cracker Barrel knew who was 00:04:00.780 --> 00:04:03.610 buying from them. They knew where. people were 00:04:03.610 --> 00:04:06.949 buying from them they knew when they had all 00:04:06.949 --> 00:04:10.710 of this data what they didn't recognize was why 00:04:10.710 --> 00:04:13.530 people were buying from them and because they 00:04:13.530 --> 00:04:16.589 didn't recognize that when they made the changes 00:04:16.589 --> 00:04:19.990 that they did it all went wrong now there are 00:04:19.990 --> 00:04:22.410 other issues behind that but the fact remains 00:04:22.410 --> 00:04:25.529 they had no idea why the vast majority of people 00:04:25.529 --> 00:04:27.949 that are going to crack a barrel were actually 00:04:27.949 --> 00:04:31.720 going there And you can pull that back to every 00:04:31.720 --> 00:04:34.000 single business. If they don't understand why 00:04:34.000 --> 00:04:36.519 their customers are buying from them, it's very 00:04:36.519 --> 00:04:39.180 easy for them to head off in the wrong direction, 00:04:39.240 --> 00:04:43.259 to advertise in the wrong place, to push the 00:04:43.259 --> 00:04:45.680 wrong buttons, if you like, for their customers. 00:04:46.480 --> 00:04:50.240 So I think in terms of bringing it back to networking, 00:04:50.560 --> 00:04:53.379 when you're standing up there and talking about 00:04:53.379 --> 00:04:56.680 your business to all of these people who you 00:04:56.680 --> 00:04:59.899 would hope will refer their customers and their 00:04:59.899 --> 00:05:02.300 friends to you. If you don't know why people 00:05:02.300 --> 00:05:04.819 are buying from you, that's never going to work. 00:05:06.220 --> 00:05:08.959 That's true. That's true. And would you say that 00:05:08.959 --> 00:05:13.259 Cracker Barrel falls into the category of, if 00:05:13.259 --> 00:05:17.560 it's not broken, don't fix it? No, because it 00:05:17.560 --> 00:05:20.540 was broken. If you go back and look at their 00:05:20.540 --> 00:05:22.639 share price and you look at their sales were 00:05:22.639 --> 00:05:27.009 dropping off, they had to do something. I think 00:05:27.009 --> 00:05:31.069 with Cracker Barrel Safe, I have the mantra of 00:05:31.069 --> 00:05:34.730 evolution, not revolution, when it comes to sales 00:05:34.730 --> 00:05:37.029 and when it comes to marketing. It's the same 00:05:37.029 --> 00:05:39.470 with car companies. You never see very many car 00:05:39.470 --> 00:05:42.529 companies going from one design straight to something 00:05:42.529 --> 00:05:44.509 that's completely different. It puts customers 00:05:44.509 --> 00:05:47.170 off. If they're used to one thing, you can change 00:05:47.170 --> 00:05:49.750 it slowly over time. And if you look at cars, 00:05:49.850 --> 00:05:53.670 you can see the evolution. But with Cracker Barrel, 00:05:53.689 --> 00:05:56.259 that's not what they did. They went... From here 00:05:56.259 --> 00:05:59.680 to here, and everybody went, whoa, hold on, this 00:05:59.680 --> 00:06:02.879 is too fast. Most people don't like change. And 00:06:02.879 --> 00:06:04.959 if you change things that, especially if they 00:06:04.959 --> 00:06:07.860 go in there for comfort, that's never going to 00:06:07.860 --> 00:06:11.600 work. You're right on, right on. Okay, let's 00:06:11.600 --> 00:06:14.540 go a little bit beyond the close then. You've 00:06:14.540 --> 00:06:17.579 said sales training isn't just about closing 00:06:17.579 --> 00:06:21.540 deals. How should professionals shift their focus 00:06:21.540 --> 00:06:24.790 when it comes to building relationships? that 00:06:24.790 --> 00:06:30.689 lead to sales? I love that question. And I love 00:06:30.689 --> 00:06:33.470 that question because I have a bugbear and my 00:06:33.470 --> 00:06:39.189 bugbear is AI. I think what's happening, people 00:06:39.189 --> 00:06:43.829 buy authenticity. People buy, it's a cliche, 00:06:43.949 --> 00:06:47.790 but people do buy from people. And more and more, 00:06:47.990 --> 00:06:51.860 there's a massive disconnect between how people 00:06:51.860 --> 00:06:54.220 are presenting themselves online in networking 00:06:54.220 --> 00:06:58.339 events, and who they actually are. Because they're 00:06:58.339 --> 00:07:00.680 asking AI to write their scripts, they write 00:07:00.680 --> 00:07:05.300 their elevator pitches, and that's not you. And 00:07:05.300 --> 00:07:07.000 what's happening is that everybody is starting 00:07:07.000 --> 00:07:10.839 to sound the same. If you can't get away from 00:07:10.839 --> 00:07:13.879 that, then who's buying who? What are you buying? 00:07:13.980 --> 00:07:16.540 Who are you buying? Because you always buy a 00:07:16.540 --> 00:07:21.220 person, not necessarily a product. You've seen 00:07:21.220 --> 00:07:23.959 me in networking events, networking meetings, 00:07:24.160 --> 00:07:29.819 and I truly, I'm behind you 100%. Authenticity 00:07:29.819 --> 00:07:33.740 is what makes us different. Now, I use AI to 00:07:33.740 --> 00:07:36.139 write articles and things like that, but for 00:07:36.139 --> 00:07:40.600 networking events, it's all me. And listen, if 00:07:40.600 --> 00:07:43.769 you don't like me, then I can't help that. Because 00:07:43.769 --> 00:07:47.389 there's a mantra, know you, like you, trust you, 00:07:47.470 --> 00:07:50.370 do business with you. Now, everybody knows you. 00:07:50.470 --> 00:07:53.850 Hey, look, you're a great guy. Like you, that 00:07:53.850 --> 00:07:56.629 now is the field down just a little bit because 00:07:56.629 --> 00:07:59.750 not everybody's going to like you. But trust 00:07:59.750 --> 00:08:03.069 you, that's a deciding factor because, like I 00:08:03.069 --> 00:08:06.550 said, nobody will buy from you unless they trust 00:08:06.550 --> 00:08:09.930 you and they won't trust you unless you're authentic. 00:08:10.829 --> 00:08:14.810 Absolutely. Okay, so let's go into the sales 00:08:14.810 --> 00:08:18.129 training a little bit. How can networking itself 00:08:18.129 --> 00:08:21.370 be one of the most powerful sales training tools 00:08:21.370 --> 00:08:27.329 a business has? How can networking be a sales 00:08:27.329 --> 00:08:31.069 training tool? I love that question. Pushing 00:08:31.069 --> 00:08:34.490 out. Yeah. When you go to a networking event, 00:08:34.629 --> 00:08:40.870 you are forced to present yourself in a certain 00:08:40.870 --> 00:08:44.639 way. You have to know your business. You have 00:08:44.639 --> 00:08:48.179 to understand how to communicate the value points 00:08:48.179 --> 00:08:50.899 of your business, not just to the people in the 00:08:50.899 --> 00:08:54.000 room, but you're selling through them. So you 00:08:54.000 --> 00:08:57.360 have to be really spot on in, okay, this is why 00:08:57.360 --> 00:09:00.440 people buy from me. This is who I am. This is 00:09:00.440 --> 00:09:02.799 what I do. This is why I do what I do. You have 00:09:02.799 --> 00:09:07.460 to build that authenticity and that trust. From 00:09:07.460 --> 00:09:11.000 a sales perspective, that is... probably the 00:09:11.000 --> 00:09:13.299 best sales training you could come up with for 00:09:13.299 --> 00:09:16.799 a lot of people. Most people are put off from 00:09:16.799 --> 00:09:18.840 sales training because they see the clips online 00:09:18.840 --> 00:09:23.059 of 200 people in a room, and you've got somebody 00:09:23.059 --> 00:09:26.919 standing at the front, and they're big, and they're 00:09:26.919 --> 00:09:29.240 bold, and you've got to close this, and you've 00:09:29.240 --> 00:09:30.720 got to close this, and I want to see 100 deals 00:09:30.720 --> 00:09:33.759 in the pipeline by this point. That's not relevant 00:09:33.759 --> 00:09:36.820 to most people. They're never going to be in 00:09:36.820 --> 00:09:38.659 that position where they're needing to push a 00:09:38.659 --> 00:09:40.860 hard sale, especially small business owners and 00:09:40.860 --> 00:09:43.259 networking events. What they're looking for is, 00:09:43.279 --> 00:09:48.879 how do I present my business well? Now, listen, 00:09:49.080 --> 00:09:53.179 I'm a firm believer. I use the pandemic as a 00:09:53.179 --> 00:09:57.220 mark in time. Before the pandemic, things were 00:09:57.220 --> 00:10:01.350 very transactional. networking was very transactional. 00:10:01.429 --> 00:10:04.990 I've got a widget to sell. Oh, I've got $3. I'll 00:10:04.990 --> 00:10:07.970 trade you and you build up a customer list. But 00:10:07.970 --> 00:10:11.029 after the pandemic, for about five years now, 00:10:11.230 --> 00:10:15.049 networking is more relational, relationship. 00:10:15.789 --> 00:10:21.750 And it's because I feel that networking is the 00:10:21.750 --> 00:10:26.539 base of all businesses. And as you said, you 00:10:26.539 --> 00:10:28.779 have to really know your stuff. You have to be 00:10:28.779 --> 00:10:31.220 authentic. And you have to sell what you were 00:10:31.220 --> 00:10:34.460 saying through the person. Because you're not 00:10:34.460 --> 00:10:38.559 just selling to those people. You're selling 00:10:38.559 --> 00:10:42.000 to their network of people. So you really better 00:10:42.000 --> 00:10:44.980 be spot on to what you're selling and what you're 00:10:44.980 --> 00:10:48.440 saying if you want that to happen. Yeah, you're 00:10:48.440 --> 00:10:50.740 dead right there, Michael. The big thing about 00:10:50.740 --> 00:10:53.190 going to a networking event, especially... things 00:10:53.190 --> 00:10:55.169 like the Chamber of Commerce or other closed 00:10:55.169 --> 00:10:58.710 networking events, you've got maybe 30 or 40 00:10:58.710 --> 00:11:02.029 people in the room. So if you go with the mindset 00:11:02.029 --> 00:11:05.250 of, I'm going to sell to you, I want you to be 00:11:05.250 --> 00:11:09.409 my customers, you might get maybe 10, depending 00:11:09.409 --> 00:11:11.909 on the service or product you're selling. But 00:11:11.909 --> 00:11:16.190 if you go with the mindset of, I want to educate 00:11:16.190 --> 00:11:18.409 these people so they can then go out and sell 00:11:18.409 --> 00:11:23.120 my product on my behalf. then you've got a massive 00:11:23.120 --> 00:11:26.700 network that you can sell to. Absolutely, absolutely. 00:11:26.860 --> 00:11:30.519 And I can't emphasize this enough because when 00:11:30.519 --> 00:11:32.399 you're in, let's say, a chamber meeting, because 00:11:32.399 --> 00:11:37.360 that's where we met, you're not selling to those 00:11:37.360 --> 00:11:41.659 people exactly. You're selling to their network 00:11:41.659 --> 00:11:45.080 of people. So you always have to keep that in 00:11:45.080 --> 00:11:47.500 mind. And I'll get into the follow -up and everything 00:11:47.500 --> 00:11:52.659 later on. It is so important for you to keep 00:11:52.659 --> 00:11:55.580 that in mind that, oh, I just don't want to sell 00:11:55.580 --> 00:11:58.679 to Stephen. I want to sell to Stephen's network. 00:11:59.340 --> 00:12:01.879 And that network isn't just their customers. 00:12:01.940 --> 00:12:05.399 That network is their family and friends. It's 00:12:05.399 --> 00:12:08.659 every relationship they've got. Absolutely. Listen, 00:12:08.899 --> 00:12:12.100 I'm the networking guy, right? And I always say 00:12:12.100 --> 00:12:14.940 you network wherever you go. If you're online 00:12:14.940 --> 00:12:18.200 at the grocery store or if you're online in a 00:12:18.200 --> 00:12:21.059 department store and somebody's talking about 00:12:21.059 --> 00:12:25.100 something in your field or not, you can turn 00:12:25.100 --> 00:12:28.539 around, give your two cents as long as it's intelligent. 00:12:28.980 --> 00:12:31.360 You can give your two cents and turn back around. 00:12:31.539 --> 00:12:34.220 And if you did your job correctly, they're going 00:12:34.220 --> 00:12:36.419 to tap you on the shoulder and say, what do you 00:12:36.419 --> 00:12:39.070 mean by that? Or. That's right. But what about 00:12:39.070 --> 00:12:42.409 this? And that starts the conversation. All you 00:12:42.409 --> 00:12:45.470 have to do is start the conversation. And if 00:12:45.470 --> 00:12:49.210 you're worth your salt, then it will go far. 00:12:49.789 --> 00:12:51.789 Here's a great example of how the networking 00:12:51.789 --> 00:12:54.690 works or how well it can work. So I had lunch 00:12:54.690 --> 00:12:58.470 with a chiropractor in my network yesterday. 00:12:59.470 --> 00:13:02.610 And I had my hair cut today. And the lady cutting 00:13:02.610 --> 00:13:05.350 my hair was talking about the fact that she just 00:13:05.350 --> 00:13:07.809 had a car accident. and she needed to go and 00:13:07.809 --> 00:13:11.370 see a chiropractor. And she was talking about 00:13:11.370 --> 00:13:13.690 some issues she had previously with a chiropractor. 00:13:13.730 --> 00:13:15.970 And I mentioned something that the chiropractor 00:13:15.970 --> 00:13:20.470 I met yesterday said. And she went, oh, is that? 00:13:20.710 --> 00:13:24.450 And I went, yes, it is. And she said, the third 00:13:24.450 --> 00:13:26.330 person has mentioned that chiropractor. I'm going 00:13:26.330 --> 00:13:32.019 to go see them. It's that word of mouth. Absolutely. 00:13:32.039 --> 00:13:35.480 The power of networking is how you do it. And 00:13:35.480 --> 00:13:38.240 you're not pushing yourself on the person. You're 00:13:38.240 --> 00:13:40.759 not pushing whoever you're trying to refer on 00:13:40.759 --> 00:13:44.159 the person. But you're just saying a few facts, 00:13:44.299 --> 00:13:48.779 a few good logical facts, and let it go where 00:13:48.779 --> 00:13:52.240 it goes. So that's the perfect way. And listen, 00:13:52.440 --> 00:13:56.559 I am known throughout the area as being a connector. 00:13:57.059 --> 00:14:00.100 I like to connect to people just like you just 00:14:00.100 --> 00:14:03.480 did. I like to connect two people together. This 00:14:03.480 --> 00:14:07.419 person does. This person is in need of it. And 00:14:07.419 --> 00:14:09.740 I'm away. I pushed away. I said, okay, look, 00:14:09.879 --> 00:14:12.360 I put you two together. Go have it. Go have at 00:14:12.360 --> 00:14:15.220 it. And you know what? It's a really good feeling. 00:14:15.360 --> 00:14:18.580 It's a really good feeling. Yeah. Okay. And then 00:14:18.580 --> 00:14:21.559 you get back into the reciprocal side of that 00:14:21.559 --> 00:14:24.620 in that you give and people will give back to 00:14:24.620 --> 00:14:28.080 you. Absolutely. When you network, you have what's 00:14:28.080 --> 00:14:30.690 called a servant's heart. You're givers gain. 00:14:31.070 --> 00:14:33.929 So when you go to a networking event, you look 00:14:33.929 --> 00:14:38.250 to help everybody else. And by you referring 00:14:38.250 --> 00:14:41.809 somebody else, and again, this falls into the 00:14:41.809 --> 00:14:46.289 follow -up and everything else, but it takes 00:14:46.289 --> 00:14:49.250 all the pressure off of you. You enjoy yourself. 00:14:49.529 --> 00:14:51.789 And you say, look, I put these two people together. 00:14:51.929 --> 00:14:54.370 Okay, that's great. And eventually they're going 00:14:54.370 --> 00:15:00.370 to refer you. Okay. In your experience, how does 00:15:00.370 --> 00:15:03.250 knowing when to pivot your strategy or tactics 00:15:03.250 --> 00:15:07.129 directly impact the quality of your network and 00:15:07.129 --> 00:15:13.129 business success? Pivoting someone's business 00:15:13.129 --> 00:15:16.490 or pivoting your own business is something that 00:15:16.490 --> 00:15:19.990 is very scary for a lot of people to do. They've 00:15:19.990 --> 00:15:24.190 gone into their business with an idea of, this 00:15:24.190 --> 00:15:26.529 is what I'm going to do. This is how I'm going 00:15:26.529 --> 00:15:31.210 to do it. This is why I'm doing it. And there's 00:15:31.210 --> 00:15:36.269 a lot of people have an ethos of I'm going to 00:15:36.269 --> 00:15:40.370 stick by my principles, which is fine. But in 00:15:40.370 --> 00:15:43.230 business, you have to recognize when something 00:15:43.230 --> 00:15:46.450 either isn't working or not necessarily isn't 00:15:46.450 --> 00:15:50.850 working, but is something better going to work 00:15:50.850 --> 00:15:54.629 faster for me? Am I putting my efforts into the 00:15:54.629 --> 00:15:57.740 wrong channel? That's a great example. The difference 00:15:57.740 --> 00:16:00.860 between working through a channel, which is networking, 00:16:01.059 --> 00:16:04.559 when you think about it, channel sales, you're 00:16:04.559 --> 00:16:06.259 asking other people to sell your business for 00:16:06.259 --> 00:16:09.179 you, albeit they get a financial reward for it. 00:16:09.220 --> 00:16:11.299 But it's still the same thing. You have to get 00:16:11.299 --> 00:16:15.159 somebody else to sell your business or whether 00:16:15.159 --> 00:16:17.299 direct sales is best or whether internet sales 00:16:17.299 --> 00:16:20.519 is best. Is it better to, do you have a business 00:16:20.519 --> 00:16:23.779 where picking up the phone and talking to people 00:16:23.779 --> 00:16:27.960 is the right way to sell your business? You have 00:16:27.960 --> 00:16:31.740 to, as a business owner or as a sales team manager, 00:16:31.879 --> 00:16:36.000 be able to look at your business and go, I'm 00:16:36.000 --> 00:16:38.580 going to make the change. I can make the change. 00:16:39.320 --> 00:16:41.360 And if I can't make the change, but I want to 00:16:41.360 --> 00:16:43.759 make the change, who do I bring in to help me 00:16:43.759 --> 00:16:46.019 make the change? Who do I ask? How do I ask for 00:16:46.019 --> 00:16:52.820 help? That, of course, involves a mentor or somebody 00:16:52.820 --> 00:16:55.259 else that can coach you or something. Listen, 00:16:55.419 --> 00:17:01.370 I mentor. certain people already, but I am always 00:17:01.370 --> 00:17:04.230 being mentored. I'm always being coached by somebody 00:17:04.230 --> 00:17:07.890 else. So I'm being coached by somebody else yet. 00:17:08.009 --> 00:17:10.930 I am mentoring. I think it's six people right 00:17:10.930 --> 00:17:14.789 now. I'm coaching six people. So you know what? 00:17:14.829 --> 00:17:17.390 You never stop learning. You never stop changing. 00:17:17.670 --> 00:17:20.710 You never stop trying to do it better because 00:17:20.710 --> 00:17:23.369 there's always a better way. There's always a 00:17:23.369 --> 00:17:26.480 better way. Every day is a school day. Every 00:17:26.480 --> 00:17:28.779 day is a school day. I try to learn something 00:17:28.779 --> 00:17:32.180 every single day. Every day that I don't, I feel 00:17:32.180 --> 00:17:35.279 like, oh, I didn't learn anything today. It was 00:17:35.279 --> 00:17:38.019 almost like a wasted day because I feel that 00:17:38.019 --> 00:17:43.099 people tend to call me a networking expert. And 00:17:43.099 --> 00:17:45.920 I hate that term, expert, because that means 00:17:45.920 --> 00:17:49.279 that you've learned everything. And I haven't. 00:17:49.789 --> 00:17:53.609 And I'm always learning. So, yeah, I've been 00:17:53.609 --> 00:17:56.230 known as a networking guru, how to make sales 00:17:56.230 --> 00:17:59.950 stronger, everything else. But I am always learning, 00:18:00.049 --> 00:18:05.009 always picking up something new. Okay. What role 00:18:05.009 --> 00:18:08.490 does trust play in both networking and sales? 00:18:08.630 --> 00:18:11.829 And how do you recommend people earn it instead 00:18:11.829 --> 00:18:19.380 of just asking for it? Trust is. The most important 00:18:19.380 --> 00:18:23.960 aspect of sales, unless you're selling a commodity 00:18:23.960 --> 00:18:29.019 where it is price, people are only going to buy 00:18:29.019 --> 00:18:31.599 you from you if they trust you. And people will 00:18:31.599 --> 00:18:33.900 only trust you, as you said previously, if they 00:18:33.900 --> 00:18:37.160 know you. You have to be authentic in sales. 00:18:37.259 --> 00:18:39.839 You have to put yourself out there. And in many 00:18:39.839 --> 00:18:43.220 cases, you have to step across a boundary where 00:18:43.220 --> 00:18:47.579 you feel fear, especially in networking. that 00:18:47.579 --> 00:18:50.619 in in many cases in networking you have to stand 00:18:50.619 --> 00:18:55.099 up in front of 40 50 people and say your piece 00:18:55.099 --> 00:18:56.880 and you have to be confident enough to do that 00:18:56.880 --> 00:19:00.500 so people will look at you and go yeah okay i 00:19:00.500 --> 00:19:04.160 understand that i get that but you also have 00:19:04.160 --> 00:19:08.519 to make mistakes and you have to be comfortable 00:19:08.519 --> 00:19:10.819 making those mistakes you have to be comfortable 00:19:10.819 --> 00:19:13.500 being uncomfortable as my tennis coach used to 00:19:13.500 --> 00:19:16.039 say all the time that's the authenticity of it 00:19:16.170 --> 00:19:18.230 And that's where if you're standing up there 00:19:18.230 --> 00:19:19.549 and you're reading from a sheet of paper that 00:19:19.549 --> 00:19:23.710 is clearly an AI elevator pitch, where's the 00:19:23.710 --> 00:19:26.509 authenticity? Where's that trust going to be 00:19:26.509 --> 00:19:28.890 developed? Because if you're standing there talking 00:19:28.890 --> 00:19:30.950 that way and you're not showing who you are, 00:19:31.009 --> 00:19:33.690 when it comes to your business, people are going 00:19:33.690 --> 00:19:36.470 to look at the business and go, am I seeing exactly 00:19:36.470 --> 00:19:40.170 what the business is? If I'm not seeing who the 00:19:40.170 --> 00:19:42.569 person is, what's the business? What's the product? 00:19:44.720 --> 00:19:47.819 Absolutely. And as you're talking, as you're 00:19:47.819 --> 00:19:51.079 speaking, I'm just thinking about my mentor and 00:19:51.079 --> 00:19:56.460 what she said that what make mistakes, own the 00:19:56.460 --> 00:20:00.839 mistakes, make fun of the mistakes and then move 00:20:00.839 --> 00:20:04.599 on. If you own the mistake and you move on, they 00:20:04.599 --> 00:20:06.680 can't say anything except that they know that 00:20:06.680 --> 00:20:09.579 you're human. Yeah, that's that's such an important 00:20:09.579 --> 00:20:13.140 point. We all make mistakes. We all stutter over 00:20:13.140 --> 00:20:16.640 words. We all say the wrong words. We all forget 00:20:16.640 --> 00:20:18.579 a sheet of paper every now and again. Everybody 00:20:18.579 --> 00:20:22.720 does it. If you're comfortable doing that and 00:20:22.720 --> 00:20:24.960 you just accept that everybody does it and I've 00:20:24.960 --> 00:20:28.099 done it again, that's the authenticity that people 00:20:28.099 --> 00:20:31.700 are looking for. You buy from a human. You buy 00:20:31.700 --> 00:20:35.420 from someone that's like you. Yes. Yeah, absolutely. 00:20:35.759 --> 00:20:37.619 Absolutely. I couldn't have said it better myself. 00:20:37.799 --> 00:20:41.180 I couldn't have said it better. Okay. So. How 00:20:41.180 --> 00:20:44.720 can professionals uncover the deeper motivations 00:20:44.720 --> 00:20:47.960 of their buyers through networking conversations 00:20:47.960 --> 00:20:54.839 rather than traditional sales pitches? That's 00:20:54.839 --> 00:20:59.700 asking questions. Yes. As pure and simple as 00:20:59.700 --> 00:21:06.940 that. Be curious. And if you don't treat your 00:21:06.940 --> 00:21:10.940 network the people in your very close networking 00:21:10.940 --> 00:21:16.539 group, as your customers. Treat them as peers. 00:21:16.619 --> 00:21:18.980 Treat them as people you can ask questions to. 00:21:19.420 --> 00:21:22.039 Hey, so I've got this new idea for a product. 00:21:22.299 --> 00:21:24.480 What do you think? Do you know anybody that might 00:21:24.480 --> 00:21:27.619 be interested in buying this? Why would that 00:21:27.619 --> 00:21:31.819 be? Who do you think in your network wouldn't 00:21:31.819 --> 00:21:35.500 buy this? Why do you think that would be? Ask 00:21:35.500 --> 00:21:39.980 questions, be curious, be open. Absolutely. And 00:21:39.980 --> 00:21:43.160 that was the best answer I can possibly think 00:21:43.160 --> 00:21:48.059 of, because asking questions always is the right 00:21:48.059 --> 00:21:50.759 idea. Anytime you want to get to know somebody 00:21:50.759 --> 00:21:53.599 or whatever they're trying to sell or whether 00:21:53.599 --> 00:21:58.460 they have, you are a problem solver. The only 00:21:58.460 --> 00:22:01.519 way that you can get to the root of the problem 00:22:01.519 --> 00:22:06.069 is to ask. questions about their problem once 00:22:06.069 --> 00:22:09.089 you find out what their problem is then you can 00:22:09.089 --> 00:22:12.329 solve it then you can solve it but those questions 00:22:12.329 --> 00:22:15.890 very important i like to look at it so i have 00:22:15.890 --> 00:22:19.410 a anybody that's had a sort of seven to ten year 00:22:19.410 --> 00:22:25.109 old child think when they have a problem you 00:22:25.109 --> 00:22:28.730 can't get to the root of that problem until you 00:22:28.730 --> 00:22:31.460 ask questions and it's not a case of asking One 00:22:31.460 --> 00:22:33.740 question and getting a straight answer. It's 00:22:33.740 --> 00:22:39.299 the, what was school like? Fine. Okay. And then 00:22:39.299 --> 00:22:41.119 you have to start drilling down. And that's a 00:22:41.119 --> 00:22:44.440 great way of looking at, how do I ask questions 00:22:44.440 --> 00:22:47.059 about my sales technique? How do I ask questions 00:22:47.059 --> 00:22:48.759 about my product? How do I ask questions about 00:22:48.759 --> 00:22:51.460 who I need to sell to, my customers? Think about 00:22:51.460 --> 00:22:53.900 it like you're asking a child and you need to 00:22:53.900 --> 00:22:57.359 pull that information from a child. That's a 00:22:57.359 --> 00:23:00.220 very good way of thinking about it. I hadn't 00:23:00.220 --> 00:23:04.059 thought about that until just now. And that is 00:23:04.059 --> 00:23:07.220 a great way to think about how to pose your questions, 00:23:07.319 --> 00:23:10.180 because the first question, you're not going 00:23:10.180 --> 00:23:12.720 to get an answer. The second question, you're 00:23:12.720 --> 00:23:14.519 not going to get an answer. You're not going 00:23:14.519 --> 00:23:17.200 to get an answer or something around the answer 00:23:17.200 --> 00:23:20.519 to the fifth, sixth or seventh question. So you're 00:23:20.519 --> 00:23:23.569 literally pulling. the information out from them. 00:23:23.670 --> 00:23:26.309 So yeah. So if you don't mind, I'm going to use 00:23:26.309 --> 00:23:29.910 that from now on. Absolutely. Go for it. Okay. 00:23:30.849 --> 00:23:34.589 What are the biggest mistakes businesses make 00:23:34.589 --> 00:23:37.329 when it comes to networking for sales growth 00:23:37.329 --> 00:23:42.710 and how can they avoid them? The biggest mistake 00:23:42.710 --> 00:23:48.109 is selling to the room. Don't sell to the person 00:23:48.109 --> 00:23:50.650 you're talking to. It's an immediate turnoff. 00:23:51.769 --> 00:23:54.009 It's like opening the door. You open the front 00:23:54.009 --> 00:23:56.250 door and there's someone standing there and they've 00:23:56.250 --> 00:23:58.630 got a little bit of, they've got a t -shirt on 00:23:58.630 --> 00:24:00.910 and it's so -and -so roofing or it's so -and 00:24:00.910 --> 00:24:03.910 -so driveways or it's pressure washing. Your 00:24:03.910 --> 00:24:09.690 heart just goes, and you immediately go on the 00:24:09.690 --> 00:24:12.869 defensive. You're not, you feel you're being 00:24:12.869 --> 00:24:19.190 sold to. And as a salesperson, it's completely 00:24:19.190 --> 00:24:23.109 the wrong way of doing it. Absolutely, these 00:24:23.109 --> 00:24:25.390 companies make money. There's no question about 00:24:25.390 --> 00:24:30.650 that. But from a sales perspective in a networking 00:24:30.650 --> 00:24:33.329 event, it's the last thing you want. What you're 00:24:33.329 --> 00:24:36.309 going to start seeing if you go straight in with 00:24:36.309 --> 00:24:39.710 that mindset of I'm going to sell to you is people 00:24:39.710 --> 00:24:42.190 looking around straight away, looking for an 00:24:42.190 --> 00:24:46.470 escape route. That's not the way to do it. Again, 00:24:46.670 --> 00:24:50.160 that's not building trust. you're immediately 00:24:50.160 --> 00:24:52.900 asking someone to put a wall up. Absolutely. 00:24:52.980 --> 00:24:55.940 And one of the things that I say in my workshops, 00:24:56.000 --> 00:25:00.740 my presentations, is people love to buy, but 00:25:00.740 --> 00:25:04.480 they hate to be sold to. And you always have 00:25:04.480 --> 00:25:07.420 to have that mentality when you talk with anybody. 00:25:07.700 --> 00:25:09.900 I tell everybody, I say, look, when you just 00:25:09.900 --> 00:25:12.200 meet somebody or you go to a networking event 00:25:12.200 --> 00:25:14.160 or meeting with somebody one -on -one, it doesn't 00:25:14.160 --> 00:25:17.440 make a difference. Never talk business the first 00:25:17.440 --> 00:25:20.740 10 minutes. Never talk about anything. I use 00:25:20.740 --> 00:25:24.559 something called F -O -R -M. Family, occupation, 00:25:25.119 --> 00:25:30.579 recreation, and a message. Pick any one of the 00:25:30.579 --> 00:25:34.119 above. Family, sister, brother, husband, wife, 00:25:34.259 --> 00:25:35.599 son, daughter. It doesn't make a difference. 00:25:36.119 --> 00:25:38.900 Youth sports, big one if they have children. 00:25:40.880 --> 00:25:43.900 Listen, I was a baseball coach for 16 years. 00:25:44.019 --> 00:25:47.420 I was an umpire for three more years. So you 00:25:47.420 --> 00:25:49.900 want to talk about youth baseball? I'll talk 00:25:49.900 --> 00:25:52.980 about till your ears fall off. But you're talking 00:25:52.980 --> 00:25:56.660 about everything but business and what's happening. 00:25:56.900 --> 00:26:00.980 Now, everybody has a wall in front of them. And 00:26:00.980 --> 00:26:04.579 that wall is slowly coming down. And that trust 00:26:04.579 --> 00:26:07.960 factor is going up. So the more they're talking, 00:26:08.079 --> 00:26:09.839 because people love to talk about themselves. 00:26:10.140 --> 00:26:11.900 They'll talk about themselves till they're blue 00:26:11.900 --> 00:26:15.099 in the face. But you're talking to them, they 00:26:15.099 --> 00:26:18.000 feel more comfortable with you when you can start 00:26:18.000 --> 00:26:22.019 to sneak in those questions, but never come out 00:26:22.019 --> 00:26:27.500 and start with it. Okay. How do you help professionals 00:26:27.500 --> 00:26:32.200 shift their mindset from viewing sales as a transaction 00:26:32.200 --> 00:26:36.349 to viewing it as a relationship? building process 00:26:36.349 --> 00:26:39.190 this goes right along with what we're talking 00:26:39.190 --> 00:26:43.109 about yeah that becomes a thing of longevity 00:26:43.109 --> 00:26:48.529 a business that is going out to sell will sell 00:26:48.529 --> 00:26:53.569 to a certain point but then what where do you 00:26:53.569 --> 00:26:56.049 go from there you've got no long -term relationships 00:26:56.049 --> 00:26:59.369 with people you're not selling through people 00:26:59.369 --> 00:27:01.430 because you're selling transactionally you're 00:27:01.430 --> 00:27:05.779 selling a commodity you're in a race to the bottom. 00:27:06.240 --> 00:27:08.259 Because selling like that is always going to 00:27:08.259 --> 00:27:12.119 come down to cost. And unless that's your business, 00:27:12.299 --> 00:27:15.519 your mantra, if you like, is I'm going to be 00:27:15.519 --> 00:27:19.859 the lowest common denominator, you're going to 00:27:19.859 --> 00:27:24.279 run up against problems again and again. Explaining 00:27:24.279 --> 00:27:29.740 to a business person, okay, this is great now. 00:27:29.920 --> 00:27:33.019 Where are you going to be in three years if you 00:27:33.019 --> 00:27:35.769 stick with that model? Where's the market going 00:27:35.769 --> 00:27:39.750 to go? How big is the market? How do you expand? 00:27:40.049 --> 00:27:43.269 How do you get other people to sell what you're 00:27:43.269 --> 00:27:45.490 selling if you're at the lowest common denominator 00:27:45.490 --> 00:27:48.210 and just selling transactionally? It's about 00:27:48.210 --> 00:27:53.450 an education process of look to the future. That's 00:27:53.450 --> 00:27:56.809 absolutely right. And listen, this all goes back 00:27:56.809 --> 00:27:58.670 to what we've been talking about at the beginning, 00:27:58.829 --> 00:28:03.109 the relationship building process. It's not transactional 00:28:03.109 --> 00:28:07.359 anymore. It's relationship building. And really, 00:28:07.559 --> 00:28:10.259 the more you can do that, the better. I used 00:28:10.259 --> 00:28:13.700 to be in the mortgage industry and I used to 00:28:13.700 --> 00:28:15.819 go to networking events because mortgage people 00:28:15.819 --> 00:28:18.859 love networking events. I used to come home with 00:28:18.859 --> 00:28:21.779 a shoebox filled with business cards and say, 00:28:21.819 --> 00:28:25.319 look how good I did. When what? I didn't do well 00:28:25.319 --> 00:28:30.819 at all. I did not. So now if I get 15 or 20 business 00:28:30.819 --> 00:28:34.420 cards in a three -hour event. I'm fine because 00:28:34.420 --> 00:28:37.859 I built that relationship with each of those 00:28:37.859 --> 00:28:41.900 people. I would rather have three exceptionally 00:28:41.900 --> 00:28:45.460 good conversations in a room full of 50 people 00:28:45.460 --> 00:28:49.920 than come home with 20 business cards. Absolutely. 00:28:50.039 --> 00:28:55.380 I'm behind you 100%. 100%. Okay. Can networking 00:28:55.380 --> 00:28:59.480 itself reveal when it's time to pivot in business? 00:28:59.720 --> 00:29:07.750 And if so... How does it happen? Yes, it can. 00:29:09.509 --> 00:29:13.970 And it can because if you're listening and asking 00:29:13.970 --> 00:29:16.230 the right questions in your networking event, 00:29:16.369 --> 00:29:20.549 you're going to understand the market. Somebody 00:29:20.549 --> 00:29:25.750 will mention, oh, so yeah, you do that. I know 00:29:25.750 --> 00:29:27.430 a company that used to do that, but now they're 00:29:27.430 --> 00:29:32.660 doing this. Great example of this. pressure washing 00:29:32.660 --> 00:29:37.759 companies so pressure washing companies they 00:29:37.759 --> 00:29:39.339 go out and they pressure wash the house and they 00:29:39.339 --> 00:29:42.220 pressure wash the the driveway and they do all 00:29:42.220 --> 00:29:48.180 these things seasonally all of a sudden you've 00:29:48.180 --> 00:29:51.920 got an opportunity there because it's christmas 00:29:51.920 --> 00:29:55.029 and what have you got you've got ladders And 00:29:55.029 --> 00:29:57.049 you've got lots of ladders. And you've got crews 00:29:57.049 --> 00:29:58.589 going around. And what are people looking to 00:29:58.589 --> 00:30:00.430 do? They're looking to get up on their roof and 00:30:00.430 --> 00:30:04.670 they're looking to put their lights up. Once 00:30:04.670 --> 00:30:07.390 you see someone else talking about doing that 00:30:07.390 --> 00:30:09.869 in a networking event, if you're a pressure washing 00:30:09.869 --> 00:30:14.009 company, if you're a window cleaner, ah, okay, 00:30:14.089 --> 00:30:17.049 now I get that. I can do that. And that's a really 00:30:17.049 --> 00:30:20.430 simple pivot in a very short period of time. 00:30:21.089 --> 00:30:24.980 That's not a permanent pivot, but it's a... definite 00:30:24.980 --> 00:30:29.039 extra arrow to the bow or string to the bow absolutely 00:30:29.039 --> 00:30:31.519 and that's a very good example by the way because 00:30:31.519 --> 00:30:34.299 i can think of two pressure washing companies 00:30:34.299 --> 00:30:38.759 now that just made that pivot so you're right 00:30:38.759 --> 00:30:42.819 on target okay so let's bring this podcast full 00:30:42.819 --> 00:30:46.960 circle and kind of talk looking into the future 00:30:46.960 --> 00:30:51.500 a little bit looking ahead What skills or strategies 00:30:51.500 --> 00:30:54.880 do you believe every business leader must adopt 00:30:54.880 --> 00:30:59.940 to connect, sell, and stay profitable in a rapidly 00:30:59.940 --> 00:31:07.559 changing market? They need to understand where 00:31:07.559 --> 00:31:11.920 their market is going. Not look around and go, 00:31:12.019 --> 00:31:14.380 what's the stock market doing? Not look around 00:31:14.380 --> 00:31:16.839 and go, where's the economy going? You have to 00:31:16.839 --> 00:31:20.019 be aware of those things. But your individual 00:31:20.019 --> 00:31:22.980 market, who are you selling to? Who are your 00:31:22.980 --> 00:31:26.180 customers? Why? And it comes back to why are 00:31:26.180 --> 00:31:28.940 your customers buying from you? Are they buying? 00:31:29.079 --> 00:31:34.940 And I love using the mantra, cure. Why are they 00:31:34.940 --> 00:31:40.319 buying? C, convenience. Perhaps. U, uniqueness. 00:31:41.059 --> 00:31:45.319 Are they buying that? Relationships or expense 00:31:45.319 --> 00:31:48.960 or cost? If you can understand which one of those 00:31:48.960 --> 00:31:52.660 your customers are buying, the reasoning they're 00:31:52.660 --> 00:31:56.319 buying from you, then you're able to look at 00:31:56.319 --> 00:32:00.099 your market better and understand why your customers 00:32:00.099 --> 00:32:04.140 are or are not going to buy. You need to protect 00:32:04.140 --> 00:32:07.000 yourself by understanding your market and your 00:32:07.000 --> 00:32:10.220 business, not necessarily just the wider market. 00:32:12.040 --> 00:32:15.380 Absolutely. And I just had a client. He said 00:32:15.380 --> 00:32:19.759 that what he has to offer, five other people 00:32:19.759 --> 00:32:23.279 are offering the same exact thing for just about 00:32:23.279 --> 00:32:28.059 the same price. How can he be different? I said, 00:32:28.079 --> 00:32:30.480 well, the difference is very simple. It's you. 00:32:31.319 --> 00:32:34.799 You have to make yourself different. You have 00:32:34.799 --> 00:32:40.099 to make yourself more accessible. Let me go back 00:32:40.099 --> 00:32:43.700 a little bit, okay? When you're first meeting 00:32:43.700 --> 00:32:46.640 these people on LinkedIn and they immediately 00:32:46.640 --> 00:32:49.099 say, I've got this to sell and I've got this 00:32:49.099 --> 00:32:54.299 to sell. Why is that a turnoff? Because there's 00:32:54.299 --> 00:32:58.279 no relationship. So if you bring a little value 00:32:58.279 --> 00:33:02.640 to that relationship, the first time, the second 00:33:02.640 --> 00:33:05.440 time, the third time, That you made the connection 00:33:05.440 --> 00:33:09.099 and you're bringing them value. Now you've just 00:33:09.099 --> 00:33:14.099 made yourself above everybody else. So you have 00:33:14.099 --> 00:33:16.500 created that relationship. So it was very good. 00:33:17.480 --> 00:33:22.319 It's the standing up and saying, what makes you 00:33:22.319 --> 00:33:24.680 different? I value my customers. Well, I talk 00:33:24.680 --> 00:33:29.880 to my customers. That's not unique. Show me how 00:33:29.880 --> 00:33:31.799 you're going to do that. And that's where the 00:33:31.799 --> 00:33:34.259 value of networking comes in because you're able 00:33:34.259 --> 00:33:36.920 to, as you do, join people together. You bring 00:33:36.920 --> 00:33:39.660 something to the table and you give that to somebody, 00:33:39.799 --> 00:33:42.000 then someone is more likely to give something 00:33:42.000 --> 00:33:45.819 back to you. That's it. That's it in a nutshell. 00:33:46.440 --> 00:33:50.140 Spoken, you said that very well. Stephen, I have 00:33:50.140 --> 00:33:53.920 to tell you. This was a great podcast. And if 00:33:53.920 --> 00:33:57.519 they wanted to get hold of you, have Sales Geek 00:33:57.519 --> 00:34:00.680 come into their office and either have a fractional 00:34:00.680 --> 00:34:03.680 sales director or not, or just talk to you about 00:34:03.680 --> 00:34:05.660 being coached, how can they get hold of you? 00:34:06.859 --> 00:34:11.059 Very simple. My email address is steve, S -T 00:34:11.059 --> 00:34:16.699 -E -V -E, at salesgeekcsg .com. And my phone 00:34:16.699 --> 00:34:23.309 number is 404 -989 - 7189. And I'll be happy 00:34:23.309 --> 00:34:26.070 to talk to everybody about networking and sales. 00:34:27.010 --> 00:34:29.909 That's great. Steve, thank you so much for coming 00:34:29.909 --> 00:34:33.210 on the podcast. You're a great guest. Thank you, 00:34:33.230 --> 00:34:34.670 Michael. I really appreciate it. It's great fun. 00:34:35.329 --> 00:34:38.809 Hold on, folks. Don't go anywhere. Let's hear 00:34:38.809 --> 00:34:42.489 from our sponsors. David Neal, co -founder Revved 00:34:42.489 --> 00:34:46.039 Up Kids. Revved Up Kids is on a mission to protect 00:34:46.039 --> 00:34:49.840 children and teens from sexual abuse, exploitation, 00:34:50.099 --> 00:34:53.139 and trafficking. They provide prevention training 00:34:53.139 --> 00:34:56.920 programs for children, teens, and adults. To 00:34:56.920 --> 00:35:01.559 learn more, go to revvedupkids .org. Henry Kaplan, 00:35:01.719 --> 00:35:04.760 Century 21. When it comes to making the biggest 00:35:04.760 --> 00:35:07.760 financial decision of your life, leave it in 00:35:07.760 --> 00:35:10.599 the hands of a proven professional, Henry Kaplan. 00:35:10.820 --> 00:35:14.099 Henry is a global real estate agent with Century 00:35:14.099 --> 00:35:18.539 21, celebrating his 41st year in business. No 00:35:18.539 --> 00:35:21.000 matter where you're moving, Henry has the right 00:35:21.000 --> 00:35:24.539 connections for you. You can contact Henry at 00:35:24.539 --> 00:35:32.250 561 -427 -4888. All right, folks. A huge thank 00:35:32.250 --> 00:35:34.250 you to our guests for sharing such incredible 00:35:34.250 --> 00:35:37.750 insights today. And of course, a big shout out 00:35:37.750 --> 00:35:41.070 to you, our amazing listeners, for tuning in 00:35:41.070 --> 00:35:43.989 and spending your time with us. If you're interested 00:35:43.989 --> 00:35:47.329 in my digital courses, being coached or having 00:35:47.329 --> 00:35:50.469 me come and talk to your company, just go to 00:35:50.469 --> 00:35:53.690 Michael and fill out the request form. Remember, 00:35:54.050 --> 00:35:57.329 networking isn't about being perfect. It's about 00:35:57.329 --> 00:36:00.269 being present. So take what you've learned today. 00:36:00.679 --> 00:36:03.079 get out there, and make some meaningful connections. 00:36:03.619 --> 00:36:06.699 If you've enjoyed this episode, please don't 00:36:06.699 --> 00:36:10.039 forget to subscribe, leave us a review, and share 00:36:10.039 --> 00:36:12.239 it with someone who could use a little networking 00:36:12.239 --> 00:36:15.280 inspiration. Let's keep the conversation going. 00:36:15.480 --> 00:36:19.980 You can find me on Apple, Spotify, Pandora, YouTube, 00:36:20.119 --> 00:36:24.780 or my website, foreman .com slash podcasts.