Welcome to Networking Unleashed, Building Profitable
Connections, the show where conversations stop
being small and start opening doors. I'm your
host, Michael Foreman, and today we're cutting
through one of the biggest sources of confusion
in business, the difference between PR, marketing,
and sales, what networking actually has to do
with all of it. My guest... brings clarity, where
most people bring noise. We're talking about
what a salesperson truly is, how relationships
really drive results, and the way you show up
in conversations impacts your business, your
reputation, and your life. This is not theory.
This is how connections turn into trust and turn.
and trust turns into opportunity. So buckle up,
buttercup. We're going to have a great show.
And I would love to welcome to the podcast today,
Gal Ezra. I'm not going to even attempt to go
into your background. Just please introduce yourself
and tell me how you got here today. Sorry, I
missed just the last sentence. What was your
last sentence? You can introduce yourself and
just tell me how you got here today. Give me
the cliff notes. Absolutely. First of all, thank
you for having me here. And I'll tell you that
actually how I got here today is partially, but
in a large way, through networking, which it
is relevant. But my view on networking is that,
yes, it's key. It's key. But there's a lot to
learn to make that networking work. How do I
know? Because if I can take a homeless person
and I can get him to network with the president
of the United States or the president of any
country, will he become a millionaire? No, because
he doesn't know everything around what to even
do with the network. I can take a failing businessman
and get him to network with other entrepreneurs.
And the fact that he had some dinners with them
and sat around the table with them is not going
to immediately make him a success. But if he
has many tools or you take a person that's learned
a lot, probably what you teach, and they've learned
everything around networking and how to build
a business around them and how to sell and how
to market and how to have PR and all those things.
Then, of course, when they go and network, they'll
know what to do with the business card. They'll
know what to do with the dinner. They'll know
how to build relationships. So for me, just to
get to how I got here today, I've explained it
before on different platforms. And so maybe for
this one, I won't get into the full story. But
I'll tell you that at 19 years old, I started
from zero in a country that I knew practically
no one. And I ended up basically in, by the time
I was 23, starting a business that would become
a million dollar business. I ended up selling
four companies by the time I was 32. I'm a CEO
today of a company that I co -founded, which
is a finance business that manages multi, multi
-million dollars. I own hotels. I help other
people make lots of money. My mission is to create
10 ,000 ethical millionaires. That's my mission,
to create 10 ,000 ethical millionaires. But how
did I start from 19 to having a massive business?
I had one law, which is very relevant to your
podcast. And that law that I knew is communication
out equals... Communication in. Communication
out equals income. If I wanted to make more friends,
which is an income, it doesn't have to be just
money. Income can be more friends. Income can
be love from your wife. Income can be appreciation
from your staff. It can be good reviews. All
those are income. So I knew that if I want income,
a friendship, people inviting me to things, etc.,
It's not going to come from me waiting. It's
going to come from me communicating out. Even
today in my businesses, if we don't have enough
leads, I know we just haven't communicated out
enough. So communication out brings communication
in. And I ended up building a business that ran,
I built a business that was music festivals,
massive music festivals. And they started from
getting... 10 people together, 15 people together,
20 people together around my grandma's pool for
a barbecue on the weekend, not for a ticket,
not as a formal thing, just bringing people together
because I knew that I need to communicate out
and the income will come. And it did. Very good.
I was sitting, I was so intently listening to
your story that I forgot completely we're on
a podcast. I was so interested in your story.
Thank you. Okay. So here, let's start with a
few questions. Most people mix up PR, marketing,
and sales. When it comes to networking, where
do you see the biggest misunderstanding and what
does the misunderstanding cost people? Yeah.
First of all, let's understand PR, marketing,
and sales. Okay. So what is a salesperson? Let
me ask you first. What is sales? And you can
answer on behalf of what you think your listeners
would say. Selling what my wares. I sell widgets.
But what does it mean, sell, to sell? Meaning
what? I'm going to trade what I have for what
you have, money or other compensation. Okay,
good. Excellent. That's fine, yes. I go a little
deeper, okay? And I say this. I say, look, selling
is very different. to just convincing someone
to buy, which many people say, or getting paid
for something or whatever. It goes deeper. For
example, if you can sell ice to the Eskimo, you
are not a salesperson in my view. You're a cheater
because the Eskimo doesn't need ice. So what
is sales? Sales is defined as helping the prospect
to help themselves with your product or service.
Sales is helping the prospect. I'm helping you
to help yourself with what I'm offering. If it
doesn't help you, I don't sell it to you. I don't
call my salespeople salespeople. I call them
help people. And if we don't have enough income,
I say, we don't go sell more, go help more. Help
and the money will come. So if I'm a real estate
agent and I'm showing you a property and I realize,
that you told me you're in the market for a three
bedroom, but I realize you need a four bedroom.
It's my duty to help you, to help yourself by
getting a four bedroom, because that's really
what you need. And if you ask for a three bedroom,
and I realize that actually you only need a two
bedroom, three bedroom will be too much house.
It's my duty as a salesperson to help you to
realize that you should only get a two bedroom.
That's what... being a salesperson is it's helping
now what does a salesperson actually need to
do he needs to let the prospect talk you need
to see how can you help the person so the prospect
needs to be the one doing most of the talking
many people many salespeople do it wrong and
they do a lot of the talking no the prospect
needs to tell you what's going on so you can
discover how to help them So that's sales, first
of all. And again, this is, I could do, I don't,
not that I can do, we do five day seminars just
on sales. Okay. And so I'm giving you the beginning.
There's a lot more. Yeah. So that's sales. Now,
what is marketing? What would your listeners
say is marketing? You have to, you market your,
you're telling everybody or showing everybody
what you have. And the price point. Okay, excellent.
So there's many businesses that say, look, marketing
is exposure. Marketing is brand awareness. Marketing
is people knowing about me. It's not because
I know many businesses that had a lot of exposure
and went bankrupt. And what I know is that. The
problem was marketing. Why? Because marketing
brings money. Marketing is what brings money.
And if your marketing is good enough, what you'll
find is that you don't even need salespeople.
If your marketing is good enough, you don't need
salespeople. You just need people will come in
ready to buy. So what you need the salespeople
there for is to upsell you, to help you more.
So for example, Apple. Doesn't need a salespeople.
You walk into the Apple store ready to buy and
they are there to say, and would you like Apple
care? And would you like AirPods? And they upsell
you. But Apple's marketing is so good that you
go on the site or into the store ready to buy.
So what's marketing? Marketing is defined as
making yourself known, wanted, and ultimately
selling something. If your marketing doesn't
make you known, then it's bad marketing. If your
marketing doesn't make you wanted, wow, I want
that, then it's not marketing. But if your marketing
makes you known, makes you wanted, but it doesn't
sell something, it doesn't end up in a sale,
it's also bad marketing. So just being known
and wanted is not enough for marketing. It has
to sell. Imagine everybody knew and wanted an
iPhone, but nobody bought it. then apple would
go bankrupt people have to buy it so marketing
if it doesn't sell is not marketing so with marketing
what we do is we tell people about ourselves
okay that's what we do okay now what's pr pr
is public relations okay now public relations
is actually a technology a whole system of controlling
people's emotions and reactions about what we
offer or about who we are or about a purpose.
So for example, through, and by the way, PR is
extremely powerful. If PR, you can do amazing
things or terrible things. For example, I'm Jewish,
so I can give you a great example, is the Holocaust.
Hitler, through PR, convinced an entire sane
nation, the Germans are incredibly sane, incredibly
smart, incredibly detailed, engineers, and the
best minds in the world, he managed to convince
them through PR to manipulate their emotions
and reactions in a bad way, that it's a good
idea to do what they did. Okay? That was through
PR. That's PR. He controlled emotions and reactions.
Or through PR, you can convince a group of people
to go do amazing things. For example, through
PR, you can convince people to go and rally against
gender -based violence or against the fact that
the community should be, the environment should
be cleaner. Go do community service. You can
convince a whole group of people to go and vote
through PR. So PR is the technology of managing
human emotions and reactions. And every business
has emotion or a reaction that it creates. For
example, every listener can think right now of
a business or not a business, a restaurant. Think
of a restaurant that you hated. You just, it
was, no. Okay, so you can give me an example
of a restaurant that you hated. Just give me
the first letter of it so we don't put them.
P. P? B. B. So restaurant B. If I say to you,
let's go eat at restaurant B tonight, your emotion
and reaction is no, no, no, no, no. Because that's
their PR for you. Or if you think of a restaurant
that you love. Loved, like, wow. And let's call
it restaurant X. And I say, should we go eat
at restaurant X? And you say, wow, of course,
anytime. The PR there is good. Your emotion and
reaction is good. And you can change the view
on someone's PR, on your emotion and reaction
through the technology of PR. For example, you
can take a celebrity that at one point was hated
and all of a sudden they become very loved. Okay,
or maybe just you didn't like them. Let's say
at the beginning, Justin Bieber only appealed
to 14 -year -old girls. And through PR, they
changed it that even adults love Justin Bieber.
He became much wider. That change in their emotion
was done through PR. So in summary, the difference
between sales, marketing, and PR is this. With
marketing, Marketing is what we say about ourselves.
Okay, what I say about myself. That's marketing,
what I say about myself. PR is what others say
about me. Sales is what the prospect says about
himself. Okay. And that's the simplicity of it.
Now, every one of those has... Data and knowledge
and technology, and you need to learn it. But
once you know it, you become a magician, an income
generating machine. Yeah, and people spend their
whole life in trying to learn it. Yeah, I've
employed marketing graduates that couldn't define
the word marketing for me. You're right. They
don't know it. Yeah, yeah. Okay. If networking
were treated less like promotion and more like
reputation, what would people need to stop doing
immediately? Stop being interesting and become
interested. Okay. Okay. So what most people do
is they go around being interesting. Look how
interesting I am. They make a big thing out of
themselves. They're interesting. Now, you know
what is very interesting? The only interesting
thing in the world is the physical world around
you, objects. This phone is interesting. You
can look at it. This phone was never interested
in anyone. The phone never asked me, how is my
day? So objects are interesting. Human beings
can be interested. But if you become interesting,
and you are important, and you need everybody
to look at you, and you are interesting, but
the minute that you become interested in others,
where I actually care, genuinely, I care to help
you, I care to learn about you, I actually want
to find out what's going on and where I can add
value. The minute I can do that, now it's real.
Is that your wife and daughter? Yeah, I was just
saying hi. Yeah. With networking, if you go in
with what's called a servant's heart, if you
go in looking to give rather than receive, it
takes all the pressure off your shoulders. And
you're seeing how my biggest line when I sit
down, I'm speaking with somebody. It's like,
God, I like you. I like the way you do business.
How can I make you more successful? Can I be
a good referral source for you? Exactly. And
they say, Mike, I don't know what the hell you
do yet. And you're already trying to make me
more successful? Yes. And so one side to that
really opens up a whole new world. That's exactly
right. You're interested. You actually want to
add value. It's amazing. I like that. In your
experience. What separates someone who meets
people from someone who consistently gets calls,
referrals, and introductions without asking?
The magic is that person that gets all the amazing
income has learned how to control. Okay. So if
you want income, calls, referrals, et cetera,
without asking, that's income. The only thing
that brings income is control. Now, what's control?
People think control is a bad thing. Oh, I'm
going to control you. There's a bad connotation
to control. But control is actually important
because when you drive, if you don't control,
you have an accident. In my business, if I don't
control my expenses, I'll go bankrupt. If I don't
control my health, I'll become obese. So control
is important. You need to control. But what does
control mean? Control is defined as the ability
to start, change, and stop. If I can start the
car, change the car, stop the car, I control
the car. But if I can only start the car and
run into a wall, I didn't control it. If I can
start a thought, change a thought, stop a thought,
I control my mind. But many people have thoughts
that they cannot stop. They can't control that
area. If I can start a sales cycle, change the
sales cycle, close the client, I've controlled
the sale. I get income. Anything that you want.
positive to come in as income you must have control
there you must be able to start change stop and
in business if you want the income of referrals
and calls and being that type of networker you
must control control what the business around
you and you think okay what's the relevance to
controlling the business around me to my networking
abilities It's all the difference. If you don't
know how to sell, which is part of controlling
the business around you, you won't have results
with networking. If you don't have a good follow
-up system and you don't control the business
around you, you won't have good networking. If
you are terrible with managing your finances,
you won't have good networking. If you're unorganized
in life in general, you won't have good networking.
You'll lose your business cards in the back of
your trunk and then you'll take out your groceries
and it'll fall out and good luck with getting
calls. You must become organized. The organization
is actually being in control of what's going
on around you. Networking is vital, but it's
one part. Just like I could be a great salesman,
but it's one part. Imagine I'm a good salesman,
but my admin is a mess. And I forget to follow
up for payment. I don't follow up people for
payment. Good luck to all my sales skill. I'll
go bankrupt still. So you need to learn that
there's many parts to the business. That's what
I do. I have a program called Success Engineering
where we find what areas are missing and I engineer
the results. I engineer a plan for you so you
will bring about success in any area you want.
You need that holistic thing and there's areas
that are missing for people and that's what needs
to be filled in. That was great. That was a great
explanation. Thank you. Kudos to you. Thank you.
What is a salesperson really being hired to do?
And how does that truth change the way professionals
should approach networking conversations? Okay,
so a salesperson is being hired to create income
greater than outgo. Okay. That's what you hire
a salesperson for. If you're a salesperson that
you don't realize that your result is income
greater than outgo, you don't know that, then
I will sell at a discount, too much of a discount,
or I will sell things that the company can't
really deliver, or I'll do all kinds of things
that are not right. What you're hiring me for
is to bring lots of income, more than we spend.
That's what a salesperson does. And if you hire
the salesperson and it ends up costing you money,
then why did I bring a salesperson on? So that's
the first part. How does it affect networking?
Because if you care about helping, you genuinely
care, your networking will improve dramatically
because you'll always be looking at helping.
And helping is what sales really comes down to.
Many people say A, B, C. Always be closing. I
don't know if you've heard that. Of course, what
I say is no. ABC, always be caring. When you
care, you'll have the close. When you care, you'll
find out how you can help. When you care, by
the way, you'll usually sell even more because
you'll see really what does that person need.
And it might be beyond the scope of what you
even do. And then you'll find other ways to help
them. And you'll go above and beyond for them.
And maybe that will generate new income because
you'll realize I can refer this person because
they really need this because I cared so much.
He told me I bring that. And then I make money
from and you expand that way. So that's the connection.
Do you find I drew a line in the sand? I said
the year of the pandemic right before the pandemic,
people were more transactional. When they were
networking, they were just like mind -numbing,
just, okay, I have $3, you have a widget, I'll
trade you. And after the pandemic, when people
were shut in, networking became more relationship
-oriented. And then they started to come out
of it. But what happened was that people forgot.
They forgot about caring. They forgot about the
other person. We're so many miles, not really
that many miles apart right now. I'm in Georgia.
You're in Florida. Okay. But we are two people.
On the other side of my camera is you. And you
are a person. So I still have to give you the
same caring, the same feeling that I would have
if I had you here in person. And I feel that
if... I don't have that type of connection, I
won't have the sale. So networking is know you,
like you, trust you, they'll do business with
you. Know you, everybody knows you, likes you,
all that narrows the scope down a little bit.
But trust, that's a huge factor. And that relationship,
the way that you come together changes everything.
It really does. Yeah, it really does. Relationships
are the key. They're the key for everything,
actually. There was a major study done. It was
a big TED talk about the largest study ever done
in the history of the world, basically, this
giant study that spanned like over 100 years.
And basically, they found that the common denominator
to happiness, health, actually living longer,
and wealth is the quality. of your relationships,
quality and quantity of relationships is the
direct connection. And it's key. It's really
key. Okay. Okay. What role does trust play across
PR, marketing, sales, and networking? And how
do people unknowingly destroy it in the first
five minutes? Okay. So the first way it gets
destroyed is by being interesting. And by being
dishonest. Absolutely. Okay. Now, how does it
play across? Because what happens is trust is
just actually, it's usually a PR connected thing
when there's a distance. Okay. If I don't personally
know you, but I heard of you, it's a PR thing.
I didn't meet the executives of American Express,
but I trust the company. Okay. Because their
PR is. Good. My emotion and reaction is they're
powerful, trustworthy, longstanding, reliable.
So I trust them. But if there was a big scandal
that the American Express company was losing
people's money and the PR would be destroyed
and the trust would go down with it. That's something
that needs to be there, right? That trust has
to be there. And when the trust is there or when
any good PR is there. When you have good PR,
it opens the door for marketing to go through,
okay? Or for sales to go through. But imagine
that I was marketing to you restaurant B's, which
we talked about earlier, restaurant B's new special,
and I was marketing it to you. And it's amazing,
and it's so good, and it's the best price, and
it's the most delicious. It would be very hard
for that marketing to actually penetrate and
arrive to you because the PR blocked it. They
don't like that place. But if I could change
the PR or enough marketing or enough sales happen,
I could get you maybe to look at it. But it's
much harder. Good PR, if you love restaurant
X, good PR. somebody says to you, should we go
eat there? They're the salesperson. It's your
husband or your wife. And they come to you and
they say, hey, at that exact moment, you're like,
I'm sold. Let's go because you love it. Or you
see their new marketing and you say, yes, I want.
Being a former restaurant owner, I know exactly
what you're talking about. Because we had an
old saying that serve one bad meal, they're going
to tell 10 people. But if you serve one good
meal, they won't tell anybody. So you have to,
once you get that bad review or bad meal by a
person, you have to really go above and beyond,
take care of it, pay attention to it, and just
explain to them what happened, whatever it was,
or it was just bad food. But you just have to
counter it 10 times to one. Yeah, 100%. It's
unfortunate, but that's the way that restaurants
itself works. Yeah, and side note to that, by
the way, I've worked with a couple of restaurants
and there is a common thing that people that
are satisfied don't go and refer or you don't
have any real connection to who sits at your
table. They come, they go. I work with restaurants
and I handle that. There is a way to get them
to refer. There is a way to get them. to remain
connected to you. And that's a side note, but
any business can get happy customers to refer
that actually should be the purpose. Just some
people don't know how to do it. That's just a
side note. Yeah, no, I've taken. You've seen
relationships drive outcomes in business and
life. What behaviors quietly build long -term
goodwill even when no deal is on the table? What
behaviors quietly build – can you say that again?
Sorry. What behaviors quietly build long -term
goodwill even when no deal is on the table? What
happens is this. Your next deal, the goodwill
that you establish, is actually defined by the
previous deals you've done. Okay. Imagine that
we go, there are four levels of exchange. Okay.
Exchange is I give you something, you give me
something. Okay. That's exchange. I pay you for
something, you pay me back. Okay. Now there's
four levels of that. The lowest level is this.
I go to a store and I give them $1 for a chocolate.
They take the $1 and run. I got nothing. It was
criminal exchange. Rip -off exchange. They stole
from me and I got nothing. The level above that
is I go to the store, I give them $1 for the
chocolate. They give me the chocolate, but it's
ripped open with a little bite taken out of it.
I got something. It's not what I asked for. Partial.
It's partial exchange. I go to a restaurant,
I order a steak, medium rare. I expect it to
be warm. It comes to the table, well done and
cold. I still got a steak, but it wasn't what
I ordered. It was partial. The level above that
is fair exchange. Fair exchange is I go to the
store, I give them $1 for the chocolate, and
they give me a chocolate. That I want perfect.
Or I go to the restaurant, I order a steak medium
rare, I expect it warm, and I get a steak medium
rare and warm. Beautiful. Okay. Everything up
until this point, three, two, and one level,
all those three, long term, I'll be destroyed.
Including fair exchange. Including the fair exchange.
Why? Because nothing stays the same. Things either
go up or they go down. Nothing stays the same.
If it's the same, it means down. The same means
down. So what do you do? You do the fourth level
of exchange. The fourth level of exchange is
exchange in abundance. Abundance means more or
generous exchange or what I like to think of
it as exchange with a wow. So I go to the store.
I give them $1 for the chocolate. They give me
the chocolate, but they also see that I have
my puppy with me and they give him a little treat.
And I go, oh, that's nice. Wow. something more
than I expected. It's not two for one. It's not
something that I wanted. It's not something extravagant.
It's something I didn't ask for, but that's wow.
I go to the restaurant. I order the steak medium
rare. I get the steak medium rare, hot, et cetera.
But the chef comes out and the chef says, hey,
I've been making this little thing in the back.
Do you want a little taster on the house? And
everybody at the table goes, wow, wow, yes, of
course. Wow, amazing. And then what happens?
If you're sane, if you're a logical person, You
will leave and you will feel the obligation to
give them more than they expected. So you will
leave and you'll bring your friends again. And
then you come back and the chef sees you again.
Oh my God, you're back. Let me do it. And then
they'll give you more than you expect. And now
there's expansion. That's how you define your
next deal. If your current deal that you just
did was with, wow, more than expected, above
and beyond, The goodwill that will be created
is gigantic and it will define the next deal.
It will spread. Now, if there's no deal on the
table whatsoever and there's nothing and you're
just building and you're just starting to network,
how do you build goodwill? By putting valuable
communication across to the other side, not pestering
communication, not just checking in, not that
type of follow -up. valuable communication, whether
it's you have a podcast, for example. So you're
constantly putting out valuable communication
to people, even that don't have a deal with you,
but they like to receive your updates. You're
putting out value. Or if you do write to somebody
as a follow -up, you say, hey, I just did this
video with Gal and I thought you'd get a lot
of value out of it because he talked about how
to have generous exchange. I thought you'd like
it. Just sending you something to listen to on
your next car ride. You're putting communication
there that adds value. That will generate goodwill.
As a thank you, whenever I have a client, whenever
I do work for a client or something, they always
get a thank you note from me. A handwritten thank
you note. And when I teach this, all the people
that I mentor or my clients, when I teach them,
listen, that's part of the follow -up. but write
them a handwritten thank you note because nobody
does it. Nobody does it. Could you imagine being
the person that receives it? Yeah, so nice. It's
no bill. It's not an invoice. It's not anything.
It's just a thank you. That's awesome. And it
goes so far. It keeps you top of mind. And it
just, it makes everybody feel so much better.
I like that. Yeah, it gives me a good feeling
because I have a stack of like about a foot high
of all the thank you notes because I always have
my clients send me a thank you note just to get
in the habit of doing it. And so it's just really
nice, a nice thing to do. And that starts the
follow up. Love it. We can go into that afterwards.
I love it. Okay. So where do professionals go?
When they try turning to a networking conversation,
I'm sorry, let me start again. Sure. Where do
professionals go when they try to turn a networking
conversation into a business opportunity too
quickly? If it's too quickly, it means you haven't
gone through a proper sales cycle. OK, if you're
trying to bring about an actual opportunity out
of your networking and you're trying to take
it into some kind of a business conversation,
what you're saying is I'm trying to sell them
on something I can offer. I'm trying to help
them with my product or service. But if you didn't
go through the sales cycle and there's five steps
plus one more that you must do. And it's something
that I don't even think we have enough time to
go through, not to the sales process, but there
is a sales process. And if you don't know right
now, I'm at step one. And by the way, the end
of step one has a very clear result that when
you see that result in your mind, you go step
one done. Now I move to step two. And then there's
a very clear result. And then that happens. You
go step two done. Step three, step four, step
five. Most people don't know where they are.
They don't know when they've reached the end
of, let's say, step two. They'll stay on step
two too long or move from step two to step three
too early. disasters you need to learn how to
sell now it's not manipulation i am against heavily
against any manipulation techniques any of that
it's just simply how do you build actually a
relationship and how do you actually discover
if you can bring value through real care okay
ethically if you do that say again authenticity
yeah you have to be authentic yeah And if you
do that, okay, there won't be too soon. There'll
be the person saying, please, they'll ask you,
so how can we work together? Immediately, please
send me a quote. I'm interested. That's how it
should be. Nobody likes the guy who walks up,
hands out his business card and say, look, I'm
Joe Schmo from whatever. And I'll talk to you
soon. Just I'll be in touch. And you look at
the business card, everybody looks at the business
card and says, you're kidding me. This went out
in the 80s. And that's just the wrong step. And
I'm just saying that because that's one of the
examples that I teach what not to do. And so
it goes a long way. So anyway, what questions
should people be asking in networking situations
that almost no one asks, but absolutely should?
I would say that it's really different to every
scenario, but the main thing is governed by,
are you interested? I don't like to tell people
specifically what questions to ask because I
make them into a robot that goes and asks these
specific questions. I don't want to create better
robots. I don't make my clients into better robots.
I don't teach them exact steps and techniques.
I never do. Because if you have exact steps and
techniques, As I said, I make you into a great
robot, but if I make you powerful and you understand
the basic principles of sales, of networking,
of communication, of relationships, you'll go
and do what you need to do. And if you think
of anyone successful, your most favorite successful
entrepreneur, they don't have a script that they
follow. They are powerful enough to do what needs
to be done to get the result. in the best, most
ethical, most valuable way. So that's my approach.
You need to learn. There's a lot to learn. I
can give you ideas of what to say, but then people
go up and they say, hi, do you come here often?
Or whatever. That's not the, you know what I'm
saying? Yes, I know exactly what you're saying.
You just have to be yourself and be relaxed.
And it's easy for you and I to say, be relaxed,
be yourself, be authentic. But a lot of people,
when you put them into that situation, they freeze
up and they don't know what to do. They either
don't say anything at all or they say the wrong
things. That's a whole nother podcast. How does
someone's personal life and self -awareness show
up in their networking results, whether they
realize it or not? Okay, so you need to know
what is the result that you want to achieve in
your life. I'll give you an example. We were
working with a real estate agent who was really,
not that I'm against this at all, but very nerdy,
okay? I'm not against nerdy people at all. I
don't mind at all. I sometimes get called nerdy.
I really don't mind, okay? But he's a real estate
agent that had a kind of a nerdy look, just like
one mustache, and he was trying to be like a
hotshot real estate agent. He was trying to position
himself as the Harvey Specter of real estate,
if you watch Suits. So you need to realize in
your personal life, that's not going to bring
you the results to be Mr. Nerdy. Nothing against
nerdy. If you're maybe a software engineer, be
Mr. Nerdy. And if you maybe want to be Mr. Nerdy
real estate agent that knows all the facts or
whatever, be that. But if you chose to be the
Harvey Specter of real estate, then guess what?
Be the Harvey Specter of real estate. Change
how you are in order to bring about the most
optimum result. Okay? And so basically with that
specific client, he was a young guy, like 20s,
in his 20s, okay? And American guy. And he needed
to change his look. Change it, just change the,
get the suit. Get the results. Speak like that.
Be what you, be what will lead you to the result.
If I know what my result is, I need to do certain
things. And then I will be that thing. But if
I'm not being that thing, I will not do the steps
to have that result. I just won't. So, for example,
if I know that my result is a child that's a
contributing member of society. that's a loving,
contributing member of society. At the end of
the day, that's what I want my child to be. I
want them to be, that's what I want to have with
them. I want them to have love, success, and
contribute to society. So if I know that's my
result with my child, I will do certain steps
according to that target. And then as a result,
I will be a father that does X, Y, and Z. That's
who I become, that type of father. But if I don't
become that, how will I get that result? Or if
I now, let's say I worked in music festivals,
okay? Working in the music festival industry
is very different to working in the finance industry,
which I also work in the finance industry. Finance
industry, I want to close massive deals. I'm
working with people that are in the corporate
world. There's a certain culture and I want to
have the result of a growing, expanding. through
finance business, through clients that are getting
cash flow and are able to grow their lives and
their businesses through the use of funding,
okay? So to do that, I need to do certain things.
In order to do those things, I need to be a finance
guy that can present in a suit. I'm not going
to show up wearing the same clothes that I wore
when I was going to music festivals, running
music festivals. I'm just not because it's not
the right thing. Because I know what my result
is and I'm not faking it. I'm just deciding to
be someone else. Like, for example, when I go
to the gym, I'm in gym clothes. That's why I'm
being a gym goer. And later when I go to a meeting,
I'm wearing a suit and I'm a different role at
that moment. And then when I'm at home and I'm
a father and I'm just hanging around in sweatpants,
I'm just hanging around as a father. But I won't
be a father in the business meeting. At that
time, I'm a businessman. So you need to know
what is the result. If you know your result,
you'll know what to do. If you know what to do,
you'll know who to be. And that's how the personal
life will be affected. Good. Very good. Thank
you. Okay. Let's bring this podcast full circle.
If you could give listeners one guiding principle
to approach every conversation, business or personal,
what would it be and why does it work? Yeah.
I would tell them this. You need to ensure that
you actually duplicate what's said to you and
make sure that others duplicate you. Now, duplicate
is the word means to create an exact copy, okay?
To duplicate something. When people communicate,
what we are trying to do is to create a duplication.
On the receiving end. So if I'm talking to you
right now and I have an idea about what we should
do with the business and I'm speaking to you,
I have that idea in my mind of what we should
do with the business. What am I trying to do?
I want you to get it. I want you to get this
idea, a copy in your mind. And you go, oh, I
see what exactly you're thinking about. Or if
I'm talking to you and I say to you, the fluffy
dog with white spots. walked and ate some chicken.
Okay, then you got the exact picture of what
I'm thinking, or it won't be the exact, but to
that degree, it won't be duplicated. Or I can
say I love you, and I love you if you understood
exactly what I meant, what emotion I have, what
I see when I say I love you, my feelings at the
time, all the energy associated with the word
I love you, then you've actually duplicated me
when I say I love you. But most people hear I
love you and they don't get everything that the
person meant. So in communication, what are you
trying to do? Create duplication on the receiving
end. I want you to get a copy. And once you have
a copy, to understand me. To understand the copy.
Because sometimes you can have a copy and not
understand. Like some people can sing a song
in a foreign language. It's a perfect copy, but
they have no idea what they're saying because
it's a foreign language. So I want you to duplicate.
Get a copy in your mind and understand me. And
at the same time, you talk to me, I need to make
sure that I actually get a copy of what you said
in my mind and understand you. And if I don't,
there won't be real communication because we
don't really get what each other is saying. And
if there's not real communication, there won't
be understanding. And if there's no understanding,
there's no real life there. This thing is going
to die. So you need to ensure that you understand
what's said to you. Ask questions. If you're
reading, open a dictionary. If you run into a
word you don't understand, repeat if needed.
And you also need to be aware that when you speak
to someone, they actually... Have a duplication.
So don't say fancy schmancy words to sound interesting
when the other side doesn't get what the heck
you're saying. But you think it's cool to be
interesting. No, that's what I'm talking about.
No, you want them to have duplication, not for
you to be the interesting one. So that is the
key. Great. That's great. Gal, I can't be, I
can probably talk to you for another two hours
because you're so interesting and I'm so interested
in what you are saying that I'm really just listening
to every word you're saying. Listen, if any of
the listeners would like to get hold of you,
what's the best way? Yeah. So the best way is
if you want to really speak to me, just talk
to me on any of my social media platforms. I
always answer. You just go Gal, G -A -L -A -E
-Z -R -A, Gal A Ezra on any social media platform.
DM me, tell me that you saw me on the podcast
and I will answer you. And if you want to know
more about something or whatever, I always answer.
And if you want to just tap into some of the
things that we offer, my company is called Guaranteed
Prosperity. Everything we do is guaranteed. If
I work with you and I'm supposed, and we agree
that what you need to do is double your sales.
and you don't double your sales, then I don't
just refund you. I refund you plus 10 % for wasting
your time, damages. That's my guarantee. I will
bring results. So we are called Guaranteed Prosperity.
So if you want to learn more, you go to gprosperity
.com. Just go there. On the homepage, right at
the top, you'll see, it'll say, what area do
you want help with? And you'll see we help with
many areas, health, relationships, sales, marketing,
business, relationships, all kinds of areas,
spirituality, mindset. Click a box that you're
interested in and you'll get a free video sent
to you on that subject. And it's not just like
a little free video down a funnel or some annoying
thing. It's value. You'll see real value and
that's how you can tap in. Fantastic. Okay. If
today's conversation shifted the way you think
about networking, relationships, or how you show
up in business, don't let it end here. Take one
idea from this episode, put it into action in
your very next conversation and watch what changes.
If the episode gave you value, share it with
someone who needs to hear it. Real growth spreads
through real conversations. And don't forget
to follow Networking Unleashed, building profitable
connections so you never miss an episode. I'm
Michael Foreman, keeping showing up with intention,
staying curious. And remember, your next conversation
may be the one that changes everything. Gal,
thank you very much for coming on the podcast.
And I hope to speak with you soon. Likewise.
Thank you. Well, hold on folks. Don't go anywhere.
Let's hear from our sponsors. David Neal, co
-founder, Revved Up Kids. Revved Up Kids is on
a mission to protect children and teens from
sexual abuse, exploitation, and trafficking.
They provide prevention training programs for
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to revvedupkids .org. Henry Kaplan, Century 21.
When it comes to making the biggest financial
decision of your life, leave it in the hands
of a proven professional, Henry Kaplan. Henry
is a global real estate agent with Century 21,
celebrating his 41st year in business. No matter
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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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