WEBVTT 00:00:14.759 --> 00:00:18.620 Welcome to Networking Unleashed, Building Profitable 00:00:18.620 --> 00:00:22.219 Connections, the show where conversations stop 00:00:22.219 --> 00:00:26.000 being small and start opening doors. I'm your 00:00:26.000 --> 00:00:28.500 host, Michael Foreman, and today we're cutting 00:00:28.500 --> 00:00:31.179 through one of the biggest sources of confusion 00:00:31.179 --> 00:00:35.219 in business, the difference between PR, marketing, 00:00:35.380 --> 00:00:39.399 and sales, what networking actually has to do 00:00:39.399 --> 00:00:43.740 with all of it. My guest... brings clarity, where 00:00:43.740 --> 00:00:46.679 most people bring noise. We're talking about 00:00:46.679 --> 00:00:50.299 what a salesperson truly is, how relationships 00:00:50.299 --> 00:00:54.320 really drive results, and the way you show up 00:00:54.320 --> 00:00:57.659 in conversations impacts your business, your 00:00:57.659 --> 00:01:01.119 reputation, and your life. This is not theory. 00:01:01.280 --> 00:01:04.760 This is how connections turn into trust and turn. 00:01:05.400 --> 00:01:09.319 and trust turns into opportunity. So buckle up, 00:01:09.340 --> 00:01:11.180 buttercup. We're going to have a great show. 00:01:11.480 --> 00:01:14.299 And I would love to welcome to the podcast today, 00:01:14.480 --> 00:01:18.200 Gal Ezra. I'm not going to even attempt to go 00:01:18.200 --> 00:01:20.900 into your background. Just please introduce yourself 00:01:20.900 --> 00:01:24.459 and tell me how you got here today. Sorry, I 00:01:24.459 --> 00:01:26.079 missed just the last sentence. What was your 00:01:26.079 --> 00:01:30.420 last sentence? You can introduce yourself and 00:01:30.420 --> 00:01:33.299 just tell me how you got here today. Give me 00:01:33.299 --> 00:01:35.670 the cliff notes. Absolutely. First of all, thank 00:01:35.670 --> 00:01:38.549 you for having me here. And I'll tell you that 00:01:38.549 --> 00:01:43.469 actually how I got here today is partially, but 00:01:43.469 --> 00:01:45.689 in a large way, through networking, which it 00:01:45.689 --> 00:01:49.790 is relevant. But my view on networking is that, 00:01:49.810 --> 00:01:54.209 yes, it's key. It's key. But there's a lot to 00:01:54.209 --> 00:01:58.099 learn to make that networking work. How do I 00:01:58.099 --> 00:01:59.939 know? Because if I can take a homeless person 00:01:59.939 --> 00:02:02.400 and I can get him to network with the president 00:02:02.400 --> 00:02:04.500 of the United States or the president of any 00:02:04.500 --> 00:02:08.020 country, will he become a millionaire? No, because 00:02:08.020 --> 00:02:10.680 he doesn't know everything around what to even 00:02:10.680 --> 00:02:13.879 do with the network. I can take a failing businessman 00:02:13.879 --> 00:02:17.400 and get him to network with other entrepreneurs. 00:02:17.580 --> 00:02:19.680 And the fact that he had some dinners with them 00:02:19.680 --> 00:02:21.960 and sat around the table with them is not going 00:02:21.960 --> 00:02:25.740 to immediately make him a success. But if he 00:02:25.740 --> 00:02:28.360 has many tools or you take a person that's learned 00:02:28.360 --> 00:02:31.139 a lot, probably what you teach, and they've learned 00:02:31.139 --> 00:02:35.800 everything around networking and how to build 00:02:35.800 --> 00:02:38.080 a business around them and how to sell and how 00:02:38.080 --> 00:02:40.340 to market and how to have PR and all those things. 00:02:41.079 --> 00:02:43.599 Then, of course, when they go and network, they'll 00:02:43.599 --> 00:02:45.719 know what to do with the business card. They'll 00:02:45.719 --> 00:02:47.099 know what to do with the dinner. They'll know 00:02:47.099 --> 00:02:50.759 how to build relationships. So for me, just to 00:02:50.759 --> 00:02:54.199 get to how I got here today, I've explained it 00:02:54.199 --> 00:02:56.919 before on different platforms. And so maybe for 00:02:56.919 --> 00:03:00.520 this one, I won't get into the full story. But 00:03:00.520 --> 00:03:03.120 I'll tell you that at 19 years old, I started 00:03:03.120 --> 00:03:05.780 from zero in a country that I knew practically 00:03:05.780 --> 00:03:10.120 no one. And I ended up basically in, by the time 00:03:10.120 --> 00:03:13.300 I was 23, starting a business that would become 00:03:13.300 --> 00:03:16.039 a million dollar business. I ended up selling 00:03:16.039 --> 00:03:20.879 four companies by the time I was 32. I'm a CEO 00:03:20.879 --> 00:03:24.860 today of a company that I co -founded, which 00:03:24.860 --> 00:03:29.060 is a finance business that manages multi, multi 00:03:29.060 --> 00:03:33.509 -million dollars. I own hotels. I help other 00:03:33.509 --> 00:03:36.610 people make lots of money. My mission is to create 00:03:36.610 --> 00:03:40.509 10 ,000 ethical millionaires. That's my mission, 00:03:40.569 --> 00:03:43.250 to create 10 ,000 ethical millionaires. But how 00:03:43.250 --> 00:03:48.030 did I start from 19 to having a massive business? 00:03:48.710 --> 00:03:53.150 I had one law, which is very relevant to your 00:03:53.150 --> 00:03:57.370 podcast. And that law that I knew is communication 00:03:57.370 --> 00:04:04.469 out equals... Communication in. Communication 00:04:04.469 --> 00:04:11.870 out equals income. If I wanted to make more friends, 00:04:11.990 --> 00:04:14.789 which is an income, it doesn't have to be just 00:04:14.789 --> 00:04:16.949 money. Income can be more friends. Income can 00:04:16.949 --> 00:04:20.269 be love from your wife. Income can be appreciation 00:04:20.269 --> 00:04:22.769 from your staff. It can be good reviews. All 00:04:22.769 --> 00:04:26.389 those are income. So I knew that if I want income, 00:04:26.449 --> 00:04:30.230 a friendship, people inviting me to things, etc., 00:04:30.569 --> 00:04:32.709 It's not going to come from me waiting. It's 00:04:32.709 --> 00:04:36.029 going to come from me communicating out. Even 00:04:36.029 --> 00:04:38.610 today in my businesses, if we don't have enough 00:04:38.610 --> 00:04:41.689 leads, I know we just haven't communicated out 00:04:41.689 --> 00:04:47.610 enough. So communication out brings communication 00:04:47.610 --> 00:04:51.569 in. And I ended up building a business that ran, 00:04:51.689 --> 00:04:53.629 I built a business that was music festivals, 00:04:53.850 --> 00:04:57.970 massive music festivals. And they started from 00:04:57.970 --> 00:05:02.129 getting... 10 people together, 15 people together, 00:05:02.389 --> 00:05:07.329 20 people together around my grandma's pool for 00:05:07.329 --> 00:05:09.230 a barbecue on the weekend, not for a ticket, 00:05:09.329 --> 00:05:12.230 not as a formal thing, just bringing people together 00:05:12.230 --> 00:05:14.689 because I knew that I need to communicate out 00:05:14.689 --> 00:05:19.550 and the income will come. And it did. Very good. 00:05:19.709 --> 00:05:22.790 I was sitting, I was so intently listening to 00:05:22.790 --> 00:05:25.610 your story that I forgot completely we're on 00:05:25.610 --> 00:05:28.329 a podcast. I was so interested in your story. 00:05:28.920 --> 00:05:31.920 Thank you. Okay. So here, let's start with a 00:05:31.920 --> 00:05:36.240 few questions. Most people mix up PR, marketing, 00:05:36.259 --> 00:05:39.620 and sales. When it comes to networking, where 00:05:39.620 --> 00:05:42.740 do you see the biggest misunderstanding and what 00:05:42.740 --> 00:05:46.100 does the misunderstanding cost people? Yeah. 00:05:46.120 --> 00:05:47.959 First of all, let's understand PR, marketing, 00:05:47.980 --> 00:05:52.939 and sales. Okay. So what is a salesperson? Let 00:05:52.939 --> 00:05:55.759 me ask you first. What is sales? And you can 00:05:55.759 --> 00:05:58.439 answer on behalf of what you think your listeners 00:05:58.439 --> 00:06:03.680 would say. Selling what my wares. I sell widgets. 00:06:04.500 --> 00:06:06.500 But what does it mean, sell, to sell? Meaning 00:06:06.500 --> 00:06:10.819 what? I'm going to trade what I have for what 00:06:10.819 --> 00:06:14.680 you have, money or other compensation. Okay, 00:06:14.699 --> 00:06:17.839 good. Excellent. That's fine, yes. I go a little 00:06:17.839 --> 00:06:20.819 deeper, okay? And I say this. I say, look, selling 00:06:20.819 --> 00:06:26.860 is very different. to just convincing someone 00:06:26.860 --> 00:06:30.379 to buy, which many people say, or getting paid 00:06:30.379 --> 00:06:33.399 for something or whatever. It goes deeper. For 00:06:33.399 --> 00:06:38.420 example, if you can sell ice to the Eskimo, you 00:06:38.420 --> 00:06:41.879 are not a salesperson in my view. You're a cheater 00:06:41.879 --> 00:06:49.319 because the Eskimo doesn't need ice. So what 00:06:49.319 --> 00:06:53.220 is sales? Sales is defined as helping the prospect 00:06:53.959 --> 00:06:57.839 to help themselves with your product or service. 00:06:59.480 --> 00:07:02.240 Sales is helping the prospect. I'm helping you 00:07:02.240 --> 00:07:05.319 to help yourself with what I'm offering. If it 00:07:05.319 --> 00:07:09.620 doesn't help you, I don't sell it to you. I don't 00:07:09.620 --> 00:07:11.459 call my salespeople salespeople. I call them 00:07:11.459 --> 00:07:13.759 help people. And if we don't have enough income, 00:07:13.839 --> 00:07:16.579 I say, we don't go sell more, go help more. Help 00:07:16.579 --> 00:07:19.899 and the money will come. So if I'm a real estate 00:07:19.899 --> 00:07:23.240 agent and I'm showing you a property and I realize, 00:07:23.850 --> 00:07:25.490 that you told me you're in the market for a three 00:07:25.490 --> 00:07:27.529 bedroom, but I realize you need a four bedroom. 00:07:28.170 --> 00:07:32.470 It's my duty to help you, to help yourself by 00:07:32.470 --> 00:07:34.290 getting a four bedroom, because that's really 00:07:34.290 --> 00:07:37.129 what you need. And if you ask for a three bedroom, 00:07:37.250 --> 00:07:39.769 and I realize that actually you only need a two 00:07:39.769 --> 00:07:42.209 bedroom, three bedroom will be too much house. 00:07:42.709 --> 00:07:46.850 It's my duty as a salesperson to help you to 00:07:46.850 --> 00:07:48.670 realize that you should only get a two bedroom. 00:07:50.589 --> 00:07:54.120 That's what... being a salesperson is it's helping 00:07:54.120 --> 00:07:57.459 now what does a salesperson actually need to 00:07:57.459 --> 00:08:02.839 do he needs to let the prospect talk you need 00:08:02.839 --> 00:08:05.839 to see how can you help the person so the prospect 00:08:05.839 --> 00:08:08.040 needs to be the one doing most of the talking 00:08:08.040 --> 00:08:10.620 many people many salespeople do it wrong and 00:08:10.620 --> 00:08:12.839 they do a lot of the talking no the prospect 00:08:12.839 --> 00:08:16.120 needs to tell you what's going on so you can 00:08:16.120 --> 00:08:20.370 discover how to help them So that's sales, first 00:08:20.370 --> 00:08:22.470 of all. And again, this is, I could do, I don't, 00:08:22.470 --> 00:08:25.550 not that I can do, we do five day seminars just 00:08:25.550 --> 00:08:29.310 on sales. Okay. And so I'm giving you the beginning. 00:08:29.709 --> 00:08:34.750 There's a lot more. Yeah. So that's sales. Now, 00:08:34.809 --> 00:08:36.830 what is marketing? What would your listeners 00:08:36.830 --> 00:08:43.110 say is marketing? You have to, you market your, 00:08:43.190 --> 00:08:46.590 you're telling everybody or showing everybody 00:08:46.590 --> 00:08:51.450 what you have. And the price point. Okay, excellent. 00:08:51.570 --> 00:08:54.850 So there's many businesses that say, look, marketing 00:08:54.850 --> 00:09:01.750 is exposure. Marketing is brand awareness. Marketing 00:09:01.750 --> 00:09:05.850 is people knowing about me. It's not because 00:09:05.850 --> 00:09:09.029 I know many businesses that had a lot of exposure 00:09:09.029 --> 00:09:15.200 and went bankrupt. And what I know is that. The 00:09:15.200 --> 00:09:17.320 problem was marketing. Why? Because marketing 00:09:17.320 --> 00:09:21.519 brings money. Marketing is what brings money. 00:09:21.980 --> 00:09:25.720 And if your marketing is good enough, what you'll 00:09:25.720 --> 00:09:27.700 find is that you don't even need salespeople. 00:09:28.460 --> 00:09:30.419 If your marketing is good enough, you don't need 00:09:30.419 --> 00:09:33.879 salespeople. You just need people will come in 00:09:33.879 --> 00:09:35.840 ready to buy. So what you need the salespeople 00:09:35.840 --> 00:09:39.879 there for is to upsell you, to help you more. 00:09:40.059 --> 00:09:43.559 So for example, Apple. Doesn't need a salespeople. 00:09:43.740 --> 00:09:46.360 You walk into the Apple store ready to buy and 00:09:46.360 --> 00:09:49.200 they are there to say, and would you like Apple 00:09:49.200 --> 00:09:52.940 care? And would you like AirPods? And they upsell 00:09:52.940 --> 00:09:56.320 you. But Apple's marketing is so good that you 00:09:56.320 --> 00:09:59.019 go on the site or into the store ready to buy. 00:09:59.179 --> 00:10:02.940 So what's marketing? Marketing is defined as 00:10:02.940 --> 00:10:08.960 making yourself known, wanted, and ultimately 00:10:08.960 --> 00:10:13.200 selling something. If your marketing doesn't 00:10:13.200 --> 00:10:16.679 make you known, then it's bad marketing. If your 00:10:16.679 --> 00:10:18.799 marketing doesn't make you wanted, wow, I want 00:10:18.799 --> 00:10:23.019 that, then it's not marketing. But if your marketing 00:10:23.019 --> 00:10:26.539 makes you known, makes you wanted, but it doesn't 00:10:26.539 --> 00:10:29.360 sell something, it doesn't end up in a sale, 00:10:29.460 --> 00:10:32.500 it's also bad marketing. So just being known 00:10:32.500 --> 00:10:34.960 and wanted is not enough for marketing. It has 00:10:34.960 --> 00:10:38.440 to sell. Imagine everybody knew and wanted an 00:10:38.440 --> 00:10:40.350 iPhone, but nobody bought it. then apple would 00:10:40.350 --> 00:10:44.370 go bankrupt people have to buy it so marketing 00:10:44.370 --> 00:10:50.429 if it doesn't sell is not marketing so with marketing 00:10:50.429 --> 00:10:53.210 what we do is we tell people about ourselves 00:10:53.210 --> 00:10:59.169 okay that's what we do okay now what's pr pr 00:10:59.169 --> 00:11:03.350 is public relations okay now public relations 00:11:03.350 --> 00:11:09.210 is actually a technology a whole system of controlling 00:11:09.210 --> 00:11:13.929 people's emotions and reactions about what we 00:11:13.929 --> 00:11:18.570 offer or about who we are or about a purpose. 00:11:19.190 --> 00:11:23.789 So for example, through, and by the way, PR is 00:11:23.789 --> 00:11:27.909 extremely powerful. If PR, you can do amazing 00:11:27.909 --> 00:11:32.210 things or terrible things. For example, I'm Jewish, 00:11:32.250 --> 00:11:35.210 so I can give you a great example, is the Holocaust. 00:11:35.669 --> 00:11:40.559 Hitler, through PR, convinced an entire sane 00:11:40.559 --> 00:11:44.639 nation, the Germans are incredibly sane, incredibly 00:11:44.639 --> 00:11:48.559 smart, incredibly detailed, engineers, and the 00:11:48.559 --> 00:11:51.519 best minds in the world, he managed to convince 00:11:51.519 --> 00:11:55.919 them through PR to manipulate their emotions 00:11:55.919 --> 00:11:59.080 and reactions in a bad way, that it's a good 00:11:59.080 --> 00:12:02.200 idea to do what they did. Okay? That was through 00:12:02.200 --> 00:12:05.659 PR. That's PR. He controlled emotions and reactions. 00:12:05.860 --> 00:12:09.580 Or through PR, you can convince a group of people 00:12:09.580 --> 00:12:12.519 to go do amazing things. For example, through 00:12:12.519 --> 00:12:16.700 PR, you can convince people to go and rally against 00:12:16.700 --> 00:12:20.700 gender -based violence or against the fact that 00:12:20.700 --> 00:12:23.460 the community should be, the environment should 00:12:23.460 --> 00:12:25.759 be cleaner. Go do community service. You can 00:12:25.759 --> 00:12:28.080 convince a whole group of people to go and vote 00:12:28.080 --> 00:12:32.399 through PR. So PR is the technology of managing 00:12:32.399 --> 00:12:36.200 human emotions and reactions. And every business 00:12:36.200 --> 00:12:41.320 has emotion or a reaction that it creates. For 00:12:41.320 --> 00:12:44.460 example, every listener can think right now of 00:12:44.460 --> 00:12:49.200 a business or not a business, a restaurant. Think 00:12:49.200 --> 00:12:54.200 of a restaurant that you hated. You just, it 00:12:54.200 --> 00:12:57.759 was, no. Okay, so you can give me an example 00:12:57.759 --> 00:12:59.320 of a restaurant that you hated. Just give me 00:12:59.320 --> 00:13:01.240 the first letter of it so we don't put them. 00:13:01.340 --> 00:13:06.299 P. P? B. B. So restaurant B. If I say to you, 00:13:06.320 --> 00:13:09.159 let's go eat at restaurant B tonight, your emotion 00:13:09.159 --> 00:13:13.899 and reaction is no, no, no, no, no. Because that's 00:13:13.899 --> 00:13:17.820 their PR for you. Or if you think of a restaurant 00:13:17.820 --> 00:13:20.870 that you love. Loved, like, wow. And let's call 00:13:20.870 --> 00:13:23.370 it restaurant X. And I say, should we go eat 00:13:23.370 --> 00:13:26.250 at restaurant X? And you say, wow, of course, 00:13:26.330 --> 00:13:30.789 anytime. The PR there is good. Your emotion and 00:13:30.789 --> 00:13:33.830 reaction is good. And you can change the view 00:13:33.830 --> 00:13:37.590 on someone's PR, on your emotion and reaction 00:13:37.590 --> 00:13:40.370 through the technology of PR. For example, you 00:13:40.370 --> 00:13:43.730 can take a celebrity that at one point was hated 00:13:43.730 --> 00:13:48.220 and all of a sudden they become very loved. Okay, 00:13:48.340 --> 00:13:50.559 or maybe just you didn't like them. Let's say 00:13:50.559 --> 00:13:52.480 at the beginning, Justin Bieber only appealed 00:13:52.480 --> 00:13:55.940 to 14 -year -old girls. And through PR, they 00:13:55.940 --> 00:13:59.399 changed it that even adults love Justin Bieber. 00:13:59.879 --> 00:14:03.360 He became much wider. That change in their emotion 00:14:03.360 --> 00:14:09.940 was done through PR. So in summary, the difference 00:14:09.940 --> 00:14:14.679 between sales, marketing, and PR is this. With 00:14:14.679 --> 00:14:19.779 marketing, Marketing is what we say about ourselves. 00:14:21.580 --> 00:14:24.259 Okay, what I say about myself. That's marketing, 00:14:24.360 --> 00:14:30.659 what I say about myself. PR is what others say 00:14:30.659 --> 00:14:36.700 about me. Sales is what the prospect says about 00:14:36.700 --> 00:14:40.539 himself. Okay. And that's the simplicity of it. 00:14:40.600 --> 00:14:44.360 Now, every one of those has... Data and knowledge 00:14:44.360 --> 00:14:46.460 and technology, and you need to learn it. But 00:14:46.460 --> 00:14:50.720 once you know it, you become a magician, an income 00:14:50.720 --> 00:14:55.740 generating machine. Yeah, and people spend their 00:14:55.740 --> 00:14:58.820 whole life in trying to learn it. Yeah, I've 00:14:58.820 --> 00:15:02.580 employed marketing graduates that couldn't define 00:15:02.580 --> 00:15:06.000 the word marketing for me. You're right. They 00:15:06.000 --> 00:15:10.509 don't know it. Yeah, yeah. Okay. If networking 00:15:10.509 --> 00:15:14.070 were treated less like promotion and more like 00:15:14.070 --> 00:15:20.009 reputation, what would people need to stop doing 00:15:20.009 --> 00:15:25.669 immediately? Stop being interesting and become 00:15:25.669 --> 00:15:33.070 interested. Okay. Okay. So what most people do 00:15:33.070 --> 00:15:37.470 is they go around being interesting. Look how 00:15:37.470 --> 00:15:39.590 interesting I am. They make a big thing out of 00:15:39.590 --> 00:15:42.309 themselves. They're interesting. Now, you know 00:15:42.309 --> 00:15:44.409 what is very interesting? The only interesting 00:15:44.409 --> 00:15:47.370 thing in the world is the physical world around 00:15:47.370 --> 00:15:50.529 you, objects. This phone is interesting. You 00:15:50.529 --> 00:15:52.330 can look at it. This phone was never interested 00:15:52.330 --> 00:15:55.669 in anyone. The phone never asked me, how is my 00:15:55.669 --> 00:16:02.730 day? So objects are interesting. Human beings 00:16:02.730 --> 00:16:05.850 can be interested. But if you become interesting, 00:16:06.539 --> 00:16:10.460 and you are important, and you need everybody 00:16:10.460 --> 00:16:13.500 to look at you, and you are interesting, but 00:16:13.500 --> 00:16:16.200 the minute that you become interested in others, 00:16:16.440 --> 00:16:20.620 where I actually care, genuinely, I care to help 00:16:20.620 --> 00:16:24.139 you, I care to learn about you, I actually want 00:16:24.139 --> 00:16:27.840 to find out what's going on and where I can add 00:16:27.840 --> 00:16:34.200 value. The minute I can do that, now it's real. 00:16:35.440 --> 00:16:37.759 Is that your wife and daughter? Yeah, I was just 00:16:37.759 --> 00:16:43.240 saying hi. Yeah. With networking, if you go in 00:16:43.240 --> 00:16:45.860 with what's called a servant's heart, if you 00:16:45.860 --> 00:16:50.340 go in looking to give rather than receive, it 00:16:50.340 --> 00:16:53.080 takes all the pressure off your shoulders. And 00:16:53.080 --> 00:16:57.100 you're seeing how my biggest line when I sit 00:16:57.100 --> 00:16:59.480 down, I'm speaking with somebody. It's like, 00:16:59.500 --> 00:17:02.279 God, I like you. I like the way you do business. 00:17:02.970 --> 00:17:06.730 How can I make you more successful? Can I be 00:17:06.730 --> 00:17:11.049 a good referral source for you? Exactly. And 00:17:11.049 --> 00:17:12.750 they say, Mike, I don't know what the hell you 00:17:12.750 --> 00:17:15.049 do yet. And you're already trying to make me 00:17:15.049 --> 00:17:19.250 more successful? Yes. And so one side to that 00:17:19.250 --> 00:17:22.490 really opens up a whole new world. That's exactly 00:17:22.490 --> 00:17:24.990 right. You're interested. You actually want to 00:17:24.990 --> 00:17:29.910 add value. It's amazing. I like that. In your 00:17:29.910 --> 00:17:33.269 experience. What separates someone who meets 00:17:33.269 --> 00:17:37.029 people from someone who consistently gets calls, 00:17:37.250 --> 00:17:40.569 referrals, and introductions without asking? 00:17:41.529 --> 00:17:47.069 The magic is that person that gets all the amazing 00:17:47.069 --> 00:17:54.329 income has learned how to control. Okay. So if 00:17:54.329 --> 00:17:57.490 you want income, calls, referrals, et cetera, 00:17:57.490 --> 00:18:00.430 without asking, that's income. The only thing 00:18:00.430 --> 00:18:06.250 that brings income is control. Now, what's control? 00:18:06.450 --> 00:18:09.390 People think control is a bad thing. Oh, I'm 00:18:09.390 --> 00:18:12.730 going to control you. There's a bad connotation 00:18:12.730 --> 00:18:15.869 to control. But control is actually important 00:18:15.869 --> 00:18:18.390 because when you drive, if you don't control, 00:18:18.589 --> 00:18:22.369 you have an accident. In my business, if I don't 00:18:22.369 --> 00:18:27.240 control my expenses, I'll go bankrupt. If I don't 00:18:27.240 --> 00:18:35.140 control my health, I'll become obese. So control 00:18:35.140 --> 00:18:37.079 is important. You need to control. But what does 00:18:37.079 --> 00:18:41.440 control mean? Control is defined as the ability 00:18:41.440 --> 00:18:49.160 to start, change, and stop. If I can start the 00:18:49.160 --> 00:18:52.539 car, change the car, stop the car, I control 00:18:52.539 --> 00:18:55.259 the car. But if I can only start the car and 00:18:55.259 --> 00:18:57.880 run into a wall, I didn't control it. If I can 00:18:57.880 --> 00:19:01.720 start a thought, change a thought, stop a thought, 00:19:01.920 --> 00:19:05.000 I control my mind. But many people have thoughts 00:19:05.000 --> 00:19:07.440 that they cannot stop. They can't control that 00:19:07.440 --> 00:19:11.880 area. If I can start a sales cycle, change the 00:19:11.880 --> 00:19:15.720 sales cycle, close the client, I've controlled 00:19:15.720 --> 00:19:20.880 the sale. I get income. Anything that you want. 00:19:21.630 --> 00:19:26.230 positive to come in as income you must have control 00:19:26.230 --> 00:19:30.049 there you must be able to start change stop and 00:19:30.049 --> 00:19:34.369 in business if you want the income of referrals 00:19:34.369 --> 00:19:38.230 and calls and being that type of networker you 00:19:38.230 --> 00:19:42.529 must control control what the business around 00:19:42.529 --> 00:19:45.130 you and you think okay what's the relevance to 00:19:45.130 --> 00:19:47.430 controlling the business around me to my networking 00:19:47.430 --> 00:19:50.359 abilities It's all the difference. If you don't 00:19:50.359 --> 00:19:52.059 know how to sell, which is part of controlling 00:19:52.059 --> 00:19:54.140 the business around you, you won't have results 00:19:54.140 --> 00:19:56.079 with networking. If you don't have a good follow 00:19:56.079 --> 00:19:58.220 -up system and you don't control the business 00:19:58.220 --> 00:20:00.500 around you, you won't have good networking. If 00:20:00.500 --> 00:20:02.599 you are terrible with managing your finances, 00:20:02.839 --> 00:20:05.640 you won't have good networking. If you're unorganized 00:20:05.640 --> 00:20:09.000 in life in general, you won't have good networking. 00:20:09.140 --> 00:20:11.279 You'll lose your business cards in the back of 00:20:11.279 --> 00:20:12.859 your trunk and then you'll take out your groceries 00:20:12.859 --> 00:20:14.920 and it'll fall out and good luck with getting 00:20:14.920 --> 00:20:20.700 calls. You must become organized. The organization 00:20:20.700 --> 00:20:23.480 is actually being in control of what's going 00:20:23.480 --> 00:20:26.500 on around you. Networking is vital, but it's 00:20:26.500 --> 00:20:29.839 one part. Just like I could be a great salesman, 00:20:29.900 --> 00:20:32.920 but it's one part. Imagine I'm a good salesman, 00:20:32.940 --> 00:20:36.920 but my admin is a mess. And I forget to follow 00:20:36.920 --> 00:20:39.420 up for payment. I don't follow up people for 00:20:39.420 --> 00:20:43.140 payment. Good luck to all my sales skill. I'll 00:20:43.140 --> 00:20:46.420 go bankrupt still. So you need to learn that 00:20:46.420 --> 00:20:48.519 there's many parts to the business. That's what 00:20:48.519 --> 00:20:50.400 I do. I have a program called Success Engineering 00:20:50.400 --> 00:20:55.279 where we find what areas are missing and I engineer 00:20:55.279 --> 00:21:00.019 the results. I engineer a plan for you so you 00:21:00.019 --> 00:21:02.720 will bring about success in any area you want. 00:21:03.660 --> 00:21:06.420 You need that holistic thing and there's areas 00:21:06.420 --> 00:21:08.380 that are missing for people and that's what needs 00:21:08.380 --> 00:21:12.519 to be filled in. That was great. That was a great 00:21:12.519 --> 00:21:16.440 explanation. Thank you. Kudos to you. Thank you. 00:21:16.440 --> 00:21:20.420 What is a salesperson really being hired to do? 00:21:20.740 --> 00:21:24.339 And how does that truth change the way professionals 00:21:24.339 --> 00:21:28.859 should approach networking conversations? Okay, 00:21:28.920 --> 00:21:33.019 so a salesperson is being hired to create income 00:21:33.019 --> 00:21:39.240 greater than outgo. Okay. That's what you hire 00:21:39.240 --> 00:21:42.119 a salesperson for. If you're a salesperson that 00:21:42.119 --> 00:21:45.119 you don't realize that your result is income 00:21:45.119 --> 00:21:48.539 greater than outgo, you don't know that, then 00:21:48.539 --> 00:21:51.440 I will sell at a discount, too much of a discount, 00:21:51.660 --> 00:21:54.539 or I will sell things that the company can't 00:21:54.539 --> 00:21:57.720 really deliver, or I'll do all kinds of things 00:21:57.720 --> 00:22:02.299 that are not right. What you're hiring me for 00:22:02.299 --> 00:22:04.779 is to bring lots of income, more than we spend. 00:22:05.450 --> 00:22:08.309 That's what a salesperson does. And if you hire 00:22:08.309 --> 00:22:10.269 the salesperson and it ends up costing you money, 00:22:10.410 --> 00:22:14.170 then why did I bring a salesperson on? So that's 00:22:14.170 --> 00:22:16.670 the first part. How does it affect networking? 00:22:16.890 --> 00:22:21.990 Because if you care about helping, you genuinely 00:22:21.990 --> 00:22:26.069 care, your networking will improve dramatically 00:22:26.069 --> 00:22:27.849 because you'll always be looking at helping. 00:22:28.109 --> 00:22:30.789 And helping is what sales really comes down to. 00:22:30.869 --> 00:22:34.890 Many people say A, B, C. Always be closing. I 00:22:34.890 --> 00:22:36.990 don't know if you've heard that. Of course, what 00:22:36.990 --> 00:22:43.230 I say is no. ABC, always be caring. When you 00:22:43.230 --> 00:22:49.309 care, you'll have the close. When you care, you'll 00:22:49.309 --> 00:22:52.009 find out how you can help. When you care, by 00:22:52.009 --> 00:22:54.529 the way, you'll usually sell even more because 00:22:54.529 --> 00:22:56.890 you'll see really what does that person need. 00:22:57.049 --> 00:22:59.869 And it might be beyond the scope of what you 00:22:59.869 --> 00:23:02.049 even do. And then you'll find other ways to help 00:23:02.049 --> 00:23:04.839 them. And you'll go above and beyond for them. 00:23:04.880 --> 00:23:07.480 And maybe that will generate new income because 00:23:07.480 --> 00:23:09.799 you'll realize I can refer this person because 00:23:09.799 --> 00:23:11.480 they really need this because I cared so much. 00:23:11.539 --> 00:23:13.700 He told me I bring that. And then I make money 00:23:13.700 --> 00:23:17.940 from and you expand that way. So that's the connection. 00:23:19.400 --> 00:23:24.720 Do you find I drew a line in the sand? I said 00:23:24.720 --> 00:23:28.500 the year of the pandemic right before the pandemic, 00:23:28.660 --> 00:23:31.890 people were more transactional. When they were 00:23:31.890 --> 00:23:35.630 networking, they were just like mind -numbing, 00:23:35.710 --> 00:23:38.609 just, okay, I have $3, you have a widget, I'll 00:23:38.609 --> 00:23:41.450 trade you. And after the pandemic, when people 00:23:41.450 --> 00:23:45.650 were shut in, networking became more relationship 00:23:45.650 --> 00:23:49.910 -oriented. And then they started to come out 00:23:49.910 --> 00:23:53.269 of it. But what happened was that people forgot. 00:23:54.000 --> 00:23:57.440 They forgot about caring. They forgot about the 00:23:57.440 --> 00:24:00.240 other person. We're so many miles, not really 00:24:00.240 --> 00:24:02.799 that many miles apart right now. I'm in Georgia. 00:24:02.920 --> 00:24:06.259 You're in Florida. Okay. But we are two people. 00:24:06.299 --> 00:24:10.579 On the other side of my camera is you. And you 00:24:10.579 --> 00:24:14.059 are a person. So I still have to give you the 00:24:14.059 --> 00:24:17.619 same caring, the same feeling that I would have 00:24:17.619 --> 00:24:20.880 if I had you here in person. And I feel that 00:24:20.880 --> 00:24:24.099 if... I don't have that type of connection, I 00:24:24.099 --> 00:24:27.359 won't have the sale. So networking is know you, 00:24:27.400 --> 00:24:29.980 like you, trust you, they'll do business with 00:24:29.980 --> 00:24:34.099 you. Know you, everybody knows you, likes you, 00:24:34.200 --> 00:24:36.259 all that narrows the scope down a little bit. 00:24:36.380 --> 00:24:40.819 But trust, that's a huge factor. And that relationship, 00:24:41.319 --> 00:24:45.119 the way that you come together changes everything. 00:24:45.480 --> 00:24:49.259 It really does. Yeah, it really does. Relationships 00:24:49.259 --> 00:24:52.099 are the key. They're the key for everything, 00:24:52.259 --> 00:24:55.339 actually. There was a major study done. It was 00:24:55.339 --> 00:24:58.000 a big TED talk about the largest study ever done 00:24:58.000 --> 00:25:00.900 in the history of the world, basically, this 00:25:00.900 --> 00:25:02.839 giant study that spanned like over 100 years. 00:25:03.180 --> 00:25:05.660 And basically, they found that the common denominator 00:25:05.660 --> 00:25:10.059 to happiness, health, actually living longer, 00:25:10.140 --> 00:25:15.299 and wealth is the quality. of your relationships, 00:25:15.420 --> 00:25:18.359 quality and quantity of relationships is the 00:25:18.359 --> 00:25:22.019 direct connection. And it's key. It's really 00:25:22.019 --> 00:25:27.880 key. Okay. Okay. What role does trust play across 00:25:27.880 --> 00:25:32.380 PR, marketing, sales, and networking? And how 00:25:32.380 --> 00:25:35.599 do people unknowingly destroy it in the first 00:25:35.599 --> 00:25:39.460 five minutes? Okay. So the first way it gets 00:25:39.460 --> 00:25:44.039 destroyed is by being interesting. And by being 00:25:44.039 --> 00:25:48.220 dishonest. Absolutely. Okay. Now, how does it 00:25:48.220 --> 00:25:52.420 play across? Because what happens is trust is 00:25:52.420 --> 00:25:56.220 just actually, it's usually a PR connected thing 00:25:56.220 --> 00:25:59.240 when there's a distance. Okay. If I don't personally 00:25:59.240 --> 00:26:02.119 know you, but I heard of you, it's a PR thing. 00:26:02.220 --> 00:26:05.960 I didn't meet the executives of American Express, 00:26:06.079 --> 00:26:10.019 but I trust the company. Okay. Because their 00:26:10.019 --> 00:26:14.410 PR is. Good. My emotion and reaction is they're 00:26:14.410 --> 00:26:18.529 powerful, trustworthy, longstanding, reliable. 00:26:19.029 --> 00:26:22.069 So I trust them. But if there was a big scandal 00:26:22.069 --> 00:26:24.769 that the American Express company was losing 00:26:24.769 --> 00:26:26.869 people's money and the PR would be destroyed 00:26:26.869 --> 00:26:31.329 and the trust would go down with it. That's something 00:26:31.329 --> 00:26:33.529 that needs to be there, right? That trust has 00:26:33.529 --> 00:26:37.130 to be there. And when the trust is there or when 00:26:37.130 --> 00:26:40.880 any good PR is there. When you have good PR, 00:26:41.099 --> 00:26:46.200 it opens the door for marketing to go through, 00:26:46.339 --> 00:26:51.180 okay? Or for sales to go through. But imagine 00:26:51.180 --> 00:26:55.680 that I was marketing to you restaurant B's, which 00:26:55.680 --> 00:26:58.680 we talked about earlier, restaurant B's new special, 00:26:58.900 --> 00:27:01.160 and I was marketing it to you. And it's amazing, 00:27:01.259 --> 00:27:03.079 and it's so good, and it's the best price, and 00:27:03.079 --> 00:27:06.089 it's the most delicious. It would be very hard 00:27:06.089 --> 00:27:08.410 for that marketing to actually penetrate and 00:27:08.410 --> 00:27:13.049 arrive to you because the PR blocked it. They 00:27:13.049 --> 00:27:16.289 don't like that place. But if I could change 00:27:16.289 --> 00:27:18.869 the PR or enough marketing or enough sales happen, 00:27:18.950 --> 00:27:21.950 I could get you maybe to look at it. But it's 00:27:21.950 --> 00:27:25.450 much harder. Good PR, if you love restaurant 00:27:25.450 --> 00:27:30.690 X, good PR. somebody says to you, should we go 00:27:30.690 --> 00:27:33.029 eat there? They're the salesperson. It's your 00:27:33.029 --> 00:27:34.789 husband or your wife. And they come to you and 00:27:34.789 --> 00:27:37.190 they say, hey, at that exact moment, you're like, 00:27:37.250 --> 00:27:39.509 I'm sold. Let's go because you love it. Or you 00:27:39.509 --> 00:27:41.769 see their new marketing and you say, yes, I want. 00:27:43.930 --> 00:27:47.569 Being a former restaurant owner, I know exactly 00:27:47.569 --> 00:27:50.289 what you're talking about. Because we had an 00:27:50.289 --> 00:27:54.230 old saying that serve one bad meal, they're going 00:27:54.230 --> 00:27:57.099 to tell 10 people. But if you serve one good 00:27:57.099 --> 00:28:01.500 meal, they won't tell anybody. So you have to, 00:28:01.500 --> 00:28:05.200 once you get that bad review or bad meal by a 00:28:05.200 --> 00:28:07.759 person, you have to really go above and beyond, 00:28:07.980 --> 00:28:12.160 take care of it, pay attention to it, and just 00:28:12.160 --> 00:28:16.059 explain to them what happened, whatever it was, 00:28:16.079 --> 00:28:20.000 or it was just bad food. But you just have to 00:28:20.000 --> 00:28:25.059 counter it 10 times to one. Yeah, 100%. It's 00:28:25.059 --> 00:28:27.960 unfortunate, but that's the way that restaurants 00:28:27.960 --> 00:28:30.960 itself works. Yeah, and side note to that, by 00:28:30.960 --> 00:28:32.700 the way, I've worked with a couple of restaurants 00:28:32.700 --> 00:28:36.500 and there is a common thing that people that 00:28:36.500 --> 00:28:40.400 are satisfied don't go and refer or you don't 00:28:40.400 --> 00:28:43.099 have any real connection to who sits at your 00:28:43.099 --> 00:28:46.180 table. They come, they go. I work with restaurants 00:28:46.180 --> 00:28:49.559 and I handle that. There is a way to get them 00:28:49.559 --> 00:28:53.769 to refer. There is a way to get them. to remain 00:28:53.769 --> 00:28:57.150 connected to you. And that's a side note, but 00:28:57.150 --> 00:29:00.069 any business can get happy customers to refer 00:29:00.069 --> 00:29:03.349 that actually should be the purpose. Just some 00:29:03.349 --> 00:29:04.710 people don't know how to do it. That's just a 00:29:04.710 --> 00:29:08.369 side note. Yeah, no, I've taken. You've seen 00:29:08.369 --> 00:29:12.069 relationships drive outcomes in business and 00:29:12.069 --> 00:29:16.769 life. What behaviors quietly build long -term 00:29:16.769 --> 00:29:22.289 goodwill even when no deal is on the table? What 00:29:22.289 --> 00:29:25.190 behaviors quietly build – can you say that again? 00:29:25.250 --> 00:29:28.970 Sorry. What behaviors quietly build long -term 00:29:28.970 --> 00:29:34.970 goodwill even when no deal is on the table? What 00:29:34.970 --> 00:29:41.569 happens is this. Your next deal, the goodwill 00:29:41.569 --> 00:29:47.369 that you establish, is actually defined by the 00:29:47.369 --> 00:29:52.410 previous deals you've done. Okay. Imagine that 00:29:52.410 --> 00:29:58.990 we go, there are four levels of exchange. Okay. 00:29:59.589 --> 00:30:02.250 Exchange is I give you something, you give me 00:30:02.250 --> 00:30:05.789 something. Okay. That's exchange. I pay you for 00:30:05.789 --> 00:30:08.450 something, you pay me back. Okay. Now there's 00:30:08.450 --> 00:30:13.509 four levels of that. The lowest level is this. 00:30:13.589 --> 00:30:17.910 I go to a store and I give them $1 for a chocolate. 00:30:18.579 --> 00:30:23.299 They take the $1 and run. I got nothing. It was 00:30:23.299 --> 00:30:27.099 criminal exchange. Rip -off exchange. They stole 00:30:27.099 --> 00:30:30.759 from me and I got nothing. The level above that 00:30:30.759 --> 00:30:32.880 is I go to the store, I give them $1 for the 00:30:32.880 --> 00:30:35.500 chocolate. They give me the chocolate, but it's 00:30:35.500 --> 00:30:37.339 ripped open with a little bite taken out of it. 00:30:38.880 --> 00:30:43.539 I got something. It's not what I asked for. Partial. 00:30:44.009 --> 00:30:46.809 It's partial exchange. I go to a restaurant, 00:30:46.990 --> 00:30:50.210 I order a steak, medium rare. I expect it to 00:30:50.210 --> 00:30:53.630 be warm. It comes to the table, well done and 00:30:53.630 --> 00:30:57.670 cold. I still got a steak, but it wasn't what 00:30:57.670 --> 00:31:02.750 I ordered. It was partial. The level above that 00:31:02.750 --> 00:31:09.069 is fair exchange. Fair exchange is I go to the 00:31:09.069 --> 00:31:11.710 store, I give them $1 for the chocolate, and 00:31:11.710 --> 00:31:13.950 they give me a chocolate. That I want perfect. 00:31:14.630 --> 00:31:16.630 Or I go to the restaurant, I order a steak medium 00:31:16.630 --> 00:31:19.369 rare, I expect it warm, and I get a steak medium 00:31:19.369 --> 00:31:23.089 rare and warm. Beautiful. Okay. Everything up 00:31:23.089 --> 00:31:26.150 until this point, three, two, and one level, 00:31:26.230 --> 00:31:29.710 all those three, long term, I'll be destroyed. 00:31:31.349 --> 00:31:34.549 Including fair exchange. Including the fair exchange. 00:31:35.049 --> 00:31:38.329 Why? Because nothing stays the same. Things either 00:31:38.329 --> 00:31:42.660 go up or they go down. Nothing stays the same. 00:31:42.680 --> 00:31:45.180 If it's the same, it means down. The same means 00:31:45.180 --> 00:31:49.720 down. So what do you do? You do the fourth level 00:31:49.720 --> 00:31:52.200 of exchange. The fourth level of exchange is 00:31:52.200 --> 00:31:56.200 exchange in abundance. Abundance means more or 00:31:56.200 --> 00:31:58.660 generous exchange or what I like to think of 00:31:58.660 --> 00:32:02.440 it as exchange with a wow. So I go to the store. 00:32:02.519 --> 00:32:04.779 I give them $1 for the chocolate. They give me 00:32:04.779 --> 00:32:07.099 the chocolate, but they also see that I have 00:32:07.099 --> 00:32:09.240 my puppy with me and they give him a little treat. 00:32:09.319 --> 00:32:12.420 And I go, oh, that's nice. Wow. something more 00:32:12.420 --> 00:32:16.460 than I expected. It's not two for one. It's not 00:32:16.460 --> 00:32:19.200 something that I wanted. It's not something extravagant. 00:32:19.339 --> 00:32:21.519 It's something I didn't ask for, but that's wow. 00:32:21.799 --> 00:32:23.740 I go to the restaurant. I order the steak medium 00:32:23.740 --> 00:32:25.619 rare. I get the steak medium rare, hot, et cetera. 00:32:25.839 --> 00:32:28.440 But the chef comes out and the chef says, hey, 00:32:28.519 --> 00:32:30.619 I've been making this little thing in the back. 00:32:30.720 --> 00:32:32.900 Do you want a little taster on the house? And 00:32:32.900 --> 00:32:34.839 everybody at the table goes, wow, wow, yes, of 00:32:34.839 --> 00:32:36.839 course. Wow, amazing. And then what happens? 00:32:37.099 --> 00:32:40.470 If you're sane, if you're a logical person, You 00:32:40.470 --> 00:32:45.410 will leave and you will feel the obligation to 00:32:45.410 --> 00:32:48.769 give them more than they expected. So you will 00:32:48.769 --> 00:32:52.210 leave and you'll bring your friends again. And 00:32:52.210 --> 00:32:54.230 then you come back and the chef sees you again. 00:32:54.269 --> 00:32:56.529 Oh my God, you're back. Let me do it. And then 00:32:56.529 --> 00:32:58.309 they'll give you more than you expect. And now 00:32:58.309 --> 00:33:03.269 there's expansion. That's how you define your 00:33:03.269 --> 00:33:05.569 next deal. If your current deal that you just 00:33:05.569 --> 00:33:08.710 did was with, wow, more than expected, above 00:33:08.710 --> 00:33:12.089 and beyond, The goodwill that will be created 00:33:12.089 --> 00:33:15.710 is gigantic and it will define the next deal. 00:33:15.809 --> 00:33:18.990 It will spread. Now, if there's no deal on the 00:33:18.990 --> 00:33:22.309 table whatsoever and there's nothing and you're 00:33:22.309 --> 00:33:24.329 just building and you're just starting to network, 00:33:24.490 --> 00:33:29.130 how do you build goodwill? By putting valuable 00:33:29.130 --> 00:33:34.250 communication across to the other side, not pestering 00:33:34.250 --> 00:33:37.730 communication, not just checking in, not that 00:33:37.730 --> 00:33:40.579 type of follow -up. valuable communication, whether 00:33:40.579 --> 00:33:43.420 it's you have a podcast, for example. So you're 00:33:43.420 --> 00:33:45.579 constantly putting out valuable communication 00:33:45.579 --> 00:33:47.380 to people, even that don't have a deal with you, 00:33:47.420 --> 00:33:49.759 but they like to receive your updates. You're 00:33:49.759 --> 00:33:52.279 putting out value. Or if you do write to somebody 00:33:52.279 --> 00:33:55.180 as a follow -up, you say, hey, I just did this 00:33:55.180 --> 00:33:57.740 video with Gal and I thought you'd get a lot 00:33:57.740 --> 00:34:00.339 of value out of it because he talked about how 00:34:00.339 --> 00:34:02.539 to have generous exchange. I thought you'd like 00:34:02.539 --> 00:34:05.039 it. Just sending you something to listen to on 00:34:05.039 --> 00:34:07.759 your next car ride. You're putting communication 00:34:07.759 --> 00:34:11.539 there that adds value. That will generate goodwill. 00:34:12.280 --> 00:34:17.559 As a thank you, whenever I have a client, whenever 00:34:17.559 --> 00:34:20.440 I do work for a client or something, they always 00:34:20.440 --> 00:34:24.699 get a thank you note from me. A handwritten thank 00:34:24.699 --> 00:34:28.679 you note. And when I teach this, all the people 00:34:28.679 --> 00:34:31.780 that I mentor or my clients, when I teach them, 00:34:32.000 --> 00:34:35.119 listen, that's part of the follow -up. but write 00:34:35.119 --> 00:34:37.440 them a handwritten thank you note because nobody 00:34:37.440 --> 00:34:40.639 does it. Nobody does it. Could you imagine being 00:34:40.639 --> 00:34:44.739 the person that receives it? Yeah, so nice. It's 00:34:44.739 --> 00:34:46.820 no bill. It's not an invoice. It's not anything. 00:34:47.019 --> 00:34:50.079 It's just a thank you. That's awesome. And it 00:34:50.079 --> 00:34:54.480 goes so far. It keeps you top of mind. And it 00:34:54.480 --> 00:34:56.460 just, it makes everybody feel so much better. 00:34:56.579 --> 00:35:00.309 I like that. Yeah, it gives me a good feeling 00:35:00.309 --> 00:35:03.869 because I have a stack of like about a foot high 00:35:03.869 --> 00:35:06.809 of all the thank you notes because I always have 00:35:06.809 --> 00:35:10.969 my clients send me a thank you note just to get 00:35:10.969 --> 00:35:15.070 in the habit of doing it. And so it's just really 00:35:15.070 --> 00:35:18.510 nice, a nice thing to do. And that starts the 00:35:18.510 --> 00:35:20.989 follow up. Love it. We can go into that afterwards. 00:35:21.309 --> 00:35:25.690 I love it. Okay. So where do professionals go? 00:35:26.269 --> 00:35:30.409 When they try turning to a networking conversation, 00:35:30.809 --> 00:35:33.829 I'm sorry, let me start again. Sure. Where do 00:35:33.829 --> 00:35:37.030 professionals go when they try to turn a networking 00:35:37.030 --> 00:35:40.650 conversation into a business opportunity too 00:35:40.650 --> 00:35:46.150 quickly? If it's too quickly, it means you haven't 00:35:46.150 --> 00:35:50.190 gone through a proper sales cycle. OK, if you're 00:35:50.190 --> 00:35:53.289 trying to bring about an actual opportunity out 00:35:53.289 --> 00:35:55.309 of your networking and you're trying to take 00:35:55.309 --> 00:35:56.789 it into some kind of a business conversation, 00:35:57.230 --> 00:35:59.030 what you're saying is I'm trying to sell them 00:35:59.030 --> 00:36:01.750 on something I can offer. I'm trying to help 00:36:01.750 --> 00:36:04.590 them with my product or service. But if you didn't 00:36:04.590 --> 00:36:07.369 go through the sales cycle and there's five steps 00:36:07.369 --> 00:36:10.989 plus one more that you must do. And it's something 00:36:10.989 --> 00:36:12.530 that I don't even think we have enough time to 00:36:12.530 --> 00:36:14.650 go through, not to the sales process, but there 00:36:14.650 --> 00:36:17.329 is a sales process. And if you don't know right 00:36:17.329 --> 00:36:20.000 now, I'm at step one. And by the way, the end 00:36:20.000 --> 00:36:22.900 of step one has a very clear result that when 00:36:22.900 --> 00:36:24.900 you see that result in your mind, you go step 00:36:24.900 --> 00:36:28.760 one done. Now I move to step two. And then there's 00:36:28.760 --> 00:36:30.940 a very clear result. And then that happens. You 00:36:30.940 --> 00:36:34.179 go step two done. Step three, step four, step 00:36:34.179 --> 00:36:36.599 five. Most people don't know where they are. 00:36:37.000 --> 00:36:39.099 They don't know when they've reached the end 00:36:39.099 --> 00:36:42.800 of, let's say, step two. They'll stay on step 00:36:42.800 --> 00:36:45.800 two too long or move from step two to step three 00:36:45.800 --> 00:36:49.119 too early. disasters you need to learn how to 00:36:49.119 --> 00:36:53.619 sell now it's not manipulation i am against heavily 00:36:53.619 --> 00:36:57.840 against any manipulation techniques any of that 00:36:57.840 --> 00:37:01.239 it's just simply how do you build actually a 00:37:01.239 --> 00:37:03.099 relationship and how do you actually discover 00:37:03.099 --> 00:37:07.239 if you can bring value through real care okay 00:37:07.239 --> 00:37:12.500 ethically if you do that say again authenticity 00:37:12.500 --> 00:37:16.969 yeah you have to be authentic yeah And if you 00:37:16.969 --> 00:37:21.570 do that, okay, there won't be too soon. There'll 00:37:21.570 --> 00:37:23.889 be the person saying, please, they'll ask you, 00:37:23.969 --> 00:37:27.829 so how can we work together? Immediately, please 00:37:27.829 --> 00:37:30.449 send me a quote. I'm interested. That's how it 00:37:30.449 --> 00:37:34.010 should be. Nobody likes the guy who walks up, 00:37:34.110 --> 00:37:37.050 hands out his business card and say, look, I'm 00:37:37.050 --> 00:37:40.269 Joe Schmo from whatever. And I'll talk to you 00:37:40.269 --> 00:37:43.039 soon. Just I'll be in touch. And you look at 00:37:43.039 --> 00:37:44.699 the business card, everybody looks at the business 00:37:44.699 --> 00:37:47.219 card and says, you're kidding me. This went out 00:37:47.219 --> 00:37:51.340 in the 80s. And that's just the wrong step. And 00:37:51.340 --> 00:37:53.400 I'm just saying that because that's one of the 00:37:53.400 --> 00:37:57.699 examples that I teach what not to do. And so 00:37:57.699 --> 00:38:02.260 it goes a long way. So anyway, what questions 00:38:02.260 --> 00:38:05.360 should people be asking in networking situations 00:38:05.360 --> 00:38:10.599 that almost no one asks, but absolutely should? 00:38:12.170 --> 00:38:15.489 I would say that it's really different to every 00:38:15.489 --> 00:38:18.550 scenario, but the main thing is governed by, 00:38:18.670 --> 00:38:22.530 are you interested? I don't like to tell people 00:38:22.530 --> 00:38:25.690 specifically what questions to ask because I 00:38:25.690 --> 00:38:28.570 make them into a robot that goes and asks these 00:38:28.570 --> 00:38:32.230 specific questions. I don't want to create better 00:38:32.230 --> 00:38:34.630 robots. I don't make my clients into better robots. 00:38:34.750 --> 00:38:37.429 I don't teach them exact steps and techniques. 00:38:37.510 --> 00:38:40.949 I never do. Because if you have exact steps and 00:38:40.949 --> 00:38:43.639 techniques, As I said, I make you into a great 00:38:43.639 --> 00:38:47.539 robot, but if I make you powerful and you understand 00:38:47.539 --> 00:38:52.219 the basic principles of sales, of networking, 00:38:52.460 --> 00:38:55.320 of communication, of relationships, you'll go 00:38:55.320 --> 00:38:57.039 and do what you need to do. And if you think 00:38:57.039 --> 00:39:00.059 of anyone successful, your most favorite successful 00:39:00.059 --> 00:39:03.599 entrepreneur, they don't have a script that they 00:39:03.599 --> 00:39:09.159 follow. They are powerful enough to do what needs 00:39:09.159 --> 00:39:12.280 to be done to get the result. in the best, most 00:39:12.280 --> 00:39:16.840 ethical, most valuable way. So that's my approach. 00:39:16.960 --> 00:39:19.699 You need to learn. There's a lot to learn. I 00:39:19.699 --> 00:39:22.440 can give you ideas of what to say, but then people 00:39:22.440 --> 00:39:26.199 go up and they say, hi, do you come here often? 00:39:26.380 --> 00:39:28.559 Or whatever. That's not the, you know what I'm 00:39:28.559 --> 00:39:31.139 saying? Yes, I know exactly what you're saying. 00:39:31.320 --> 00:39:34.059 You just have to be yourself and be relaxed. 00:39:34.300 --> 00:39:38.360 And it's easy for you and I to say, be relaxed, 00:39:38.559 --> 00:39:42.139 be yourself, be authentic. But a lot of people, 00:39:42.179 --> 00:39:46.460 when you put them into that situation, they freeze 00:39:46.460 --> 00:39:48.980 up and they don't know what to do. They either 00:39:48.980 --> 00:39:51.699 don't say anything at all or they say the wrong 00:39:51.699 --> 00:39:55.239 things. That's a whole nother podcast. How does 00:39:55.239 --> 00:39:58.760 someone's personal life and self -awareness show 00:39:58.760 --> 00:40:01.559 up in their networking results, whether they 00:40:01.559 --> 00:40:05.380 realize it or not? Okay, so you need to know 00:40:05.380 --> 00:40:08.500 what is the result that you want to achieve in 00:40:08.500 --> 00:40:11.829 your life. I'll give you an example. We were 00:40:11.829 --> 00:40:17.010 working with a real estate agent who was really, 00:40:17.150 --> 00:40:21.309 not that I'm against this at all, but very nerdy, 00:40:21.309 --> 00:40:24.110 okay? I'm not against nerdy people at all. I 00:40:24.110 --> 00:40:26.610 don't mind at all. I sometimes get called nerdy. 00:40:26.630 --> 00:40:28.969 I really don't mind, okay? But he's a real estate 00:40:28.969 --> 00:40:31.949 agent that had a kind of a nerdy look, just like 00:40:31.949 --> 00:40:36.909 one mustache, and he was trying to be like a 00:40:36.909 --> 00:40:40.849 hotshot real estate agent. He was trying to position 00:40:40.849 --> 00:40:44.329 himself as the Harvey Specter of real estate, 00:40:44.409 --> 00:40:49.929 if you watch Suits. So you need to realize in 00:40:49.929 --> 00:40:52.489 your personal life, that's not going to bring 00:40:52.489 --> 00:40:57.239 you the results to be Mr. Nerdy. Nothing against 00:40:57.239 --> 00:40:59.280 nerdy. If you're maybe a software engineer, be 00:40:59.280 --> 00:41:02.820 Mr. Nerdy. And if you maybe want to be Mr. Nerdy 00:41:02.820 --> 00:41:04.820 real estate agent that knows all the facts or 00:41:04.820 --> 00:41:07.599 whatever, be that. But if you chose to be the 00:41:07.599 --> 00:41:11.679 Harvey Specter of real estate, then guess what? 00:41:13.039 --> 00:41:15.380 Be the Harvey Specter of real estate. Change 00:41:15.380 --> 00:41:20.320 how you are in order to bring about the most 00:41:20.320 --> 00:41:25.599 optimum result. Okay? And so basically with that 00:41:25.599 --> 00:41:30.000 specific client, he was a young guy, like 20s, 00:41:30.000 --> 00:41:33.840 in his 20s, okay? And American guy. And he needed 00:41:33.840 --> 00:41:37.840 to change his look. Change it, just change the, 00:41:37.860 --> 00:41:41.880 get the suit. Get the results. Speak like that. 00:41:42.320 --> 00:41:47.079 Be what you, be what will lead you to the result. 00:41:47.619 --> 00:41:52.159 If I know what my result is, I need to do certain 00:41:52.159 --> 00:41:57.909 things. And then I will be that thing. But if 00:41:57.909 --> 00:42:01.610 I'm not being that thing, I will not do the steps 00:42:01.610 --> 00:42:04.789 to have that result. I just won't. So, for example, 00:42:04.969 --> 00:42:09.969 if I know that my result is a child that's a 00:42:09.969 --> 00:42:15.079 contributing member of society. that's a loving, 00:42:15.219 --> 00:42:17.659 contributing member of society. At the end of 00:42:17.659 --> 00:42:19.039 the day, that's what I want my child to be. I 00:42:19.039 --> 00:42:21.559 want them to be, that's what I want to have with 00:42:21.559 --> 00:42:25.980 them. I want them to have love, success, and 00:42:25.980 --> 00:42:28.380 contribute to society. So if I know that's my 00:42:28.380 --> 00:42:31.599 result with my child, I will do certain steps 00:42:31.599 --> 00:42:36.219 according to that target. And then as a result, 00:42:36.260 --> 00:42:40.360 I will be a father that does X, Y, and Z. That's 00:42:40.360 --> 00:42:45.090 who I become, that type of father. But if I don't 00:42:45.090 --> 00:42:49.389 become that, how will I get that result? Or if 00:42:49.389 --> 00:42:51.630 I now, let's say I worked in music festivals, 00:42:51.730 --> 00:42:54.409 okay? Working in the music festival industry 00:42:54.409 --> 00:42:56.949 is very different to working in the finance industry, 00:42:57.150 --> 00:43:00.489 which I also work in the finance industry. Finance 00:43:00.489 --> 00:43:03.210 industry, I want to close massive deals. I'm 00:43:03.210 --> 00:43:04.829 working with people that are in the corporate 00:43:04.829 --> 00:43:07.650 world. There's a certain culture and I want to 00:43:07.650 --> 00:43:11.440 have the result of a growing, expanding. through 00:43:11.440 --> 00:43:14.099 finance business, through clients that are getting 00:43:14.099 --> 00:43:16.820 cash flow and are able to grow their lives and 00:43:16.820 --> 00:43:18.840 their businesses through the use of funding, 00:43:18.980 --> 00:43:21.699 okay? So to do that, I need to do certain things. 00:43:21.980 --> 00:43:25.719 In order to do those things, I need to be a finance 00:43:25.719 --> 00:43:29.099 guy that can present in a suit. I'm not going 00:43:29.099 --> 00:43:32.440 to show up wearing the same clothes that I wore 00:43:32.440 --> 00:43:34.980 when I was going to music festivals, running 00:43:34.980 --> 00:43:37.019 music festivals. I'm just not because it's not 00:43:37.019 --> 00:43:39.719 the right thing. Because I know what my result 00:43:39.719 --> 00:43:42.239 is and I'm not faking it. I'm just deciding to 00:43:42.239 --> 00:43:43.960 be someone else. Like, for example, when I go 00:43:43.960 --> 00:43:46.440 to the gym, I'm in gym clothes. That's why I'm 00:43:46.440 --> 00:43:49.320 being a gym goer. And later when I go to a meeting, 00:43:49.360 --> 00:43:52.219 I'm wearing a suit and I'm a different role at 00:43:52.219 --> 00:43:53.920 that moment. And then when I'm at home and I'm 00:43:53.920 --> 00:43:55.860 a father and I'm just hanging around in sweatpants, 00:43:56.019 --> 00:43:58.300 I'm just hanging around as a father. But I won't 00:43:58.300 --> 00:44:00.599 be a father in the business meeting. At that 00:44:00.599 --> 00:44:03.969 time, I'm a businessman. So you need to know 00:44:03.969 --> 00:44:06.250 what is the result. If you know your result, 00:44:06.389 --> 00:44:07.849 you'll know what to do. If you know what to do, 00:44:07.889 --> 00:44:10.989 you'll know who to be. And that's how the personal 00:44:10.989 --> 00:44:16.170 life will be affected. Good. Very good. Thank 00:44:16.170 --> 00:44:19.050 you. Okay. Let's bring this podcast full circle. 00:44:19.530 --> 00:44:23.090 If you could give listeners one guiding principle 00:44:23.090 --> 00:44:26.929 to approach every conversation, business or personal, 00:44:27.110 --> 00:44:31.210 what would it be and why does it work? Yeah. 00:44:31.530 --> 00:44:36.429 I would tell them this. You need to ensure that 00:44:36.429 --> 00:44:41.030 you actually duplicate what's said to you and 00:44:41.030 --> 00:44:45.389 make sure that others duplicate you. Now, duplicate 00:44:45.389 --> 00:44:50.090 is the word means to create an exact copy, okay? 00:44:50.170 --> 00:44:53.889 To duplicate something. When people communicate, 00:44:54.389 --> 00:44:59.429 what we are trying to do is to create a duplication. 00:45:00.250 --> 00:45:04.010 On the receiving end. So if I'm talking to you 00:45:04.010 --> 00:45:07.809 right now and I have an idea about what we should 00:45:07.809 --> 00:45:11.809 do with the business and I'm speaking to you, 00:45:11.809 --> 00:45:13.750 I have that idea in my mind of what we should 00:45:13.750 --> 00:45:15.570 do with the business. What am I trying to do? 00:45:15.650 --> 00:45:18.630 I want you to get it. I want you to get this 00:45:18.630 --> 00:45:20.869 idea, a copy in your mind. And you go, oh, I 00:45:20.869 --> 00:45:23.610 see what exactly you're thinking about. Or if 00:45:23.610 --> 00:45:27.110 I'm talking to you and I say to you, the fluffy 00:45:27.110 --> 00:45:31.000 dog with white spots. walked and ate some chicken. 00:45:32.360 --> 00:45:35.400 Okay, then you got the exact picture of what 00:45:35.400 --> 00:45:37.980 I'm thinking, or it won't be the exact, but to 00:45:37.980 --> 00:45:40.280 that degree, it won't be duplicated. Or I can 00:45:40.280 --> 00:45:44.039 say I love you, and I love you if you understood 00:45:44.039 --> 00:45:47.960 exactly what I meant, what emotion I have, what 00:45:47.960 --> 00:45:51.079 I see when I say I love you, my feelings at the 00:45:51.079 --> 00:45:53.780 time, all the energy associated with the word 00:45:53.780 --> 00:45:57.199 I love you, then you've actually duplicated me 00:45:57.199 --> 00:45:59.610 when I say I love you. But most people hear I 00:45:59.610 --> 00:46:01.289 love you and they don't get everything that the 00:46:01.289 --> 00:46:04.010 person meant. So in communication, what are you 00:46:04.010 --> 00:46:06.610 trying to do? Create duplication on the receiving 00:46:06.610 --> 00:46:10.090 end. I want you to get a copy. And once you have 00:46:10.090 --> 00:46:13.670 a copy, to understand me. To understand the copy. 00:46:13.730 --> 00:46:14.969 Because sometimes you can have a copy and not 00:46:14.969 --> 00:46:17.789 understand. Like some people can sing a song 00:46:17.789 --> 00:46:20.329 in a foreign language. It's a perfect copy, but 00:46:20.329 --> 00:46:21.329 they have no idea what they're saying because 00:46:21.329 --> 00:46:24.409 it's a foreign language. So I want you to duplicate. 00:46:24.489 --> 00:46:27.210 Get a copy in your mind and understand me. And 00:46:27.210 --> 00:46:30.349 at the same time, you talk to me, I need to make 00:46:30.349 --> 00:46:34.750 sure that I actually get a copy of what you said 00:46:34.750 --> 00:46:38.909 in my mind and understand you. And if I don't, 00:46:38.909 --> 00:46:43.909 there won't be real communication because we 00:46:43.909 --> 00:46:47.349 don't really get what each other is saying. And 00:46:47.349 --> 00:46:49.010 if there's not real communication, there won't 00:46:49.010 --> 00:46:51.389 be understanding. And if there's no understanding, 00:46:51.650 --> 00:46:55.969 there's no real life there. This thing is going 00:46:55.969 --> 00:47:05.550 to die. So you need to ensure that you understand 00:47:05.550 --> 00:47:08.269 what's said to you. Ask questions. If you're 00:47:08.269 --> 00:47:10.409 reading, open a dictionary. If you run into a 00:47:10.409 --> 00:47:13.030 word you don't understand, repeat if needed. 00:47:13.110 --> 00:47:15.769 And you also need to be aware that when you speak 00:47:15.769 --> 00:47:19.559 to someone, they actually... Have a duplication. 00:47:19.619 --> 00:47:22.920 So don't say fancy schmancy words to sound interesting 00:47:22.920 --> 00:47:24.980 when the other side doesn't get what the heck 00:47:24.980 --> 00:47:27.320 you're saying. But you think it's cool to be 00:47:27.320 --> 00:47:29.400 interesting. No, that's what I'm talking about. 00:47:29.539 --> 00:47:32.300 No, you want them to have duplication, not for 00:47:32.300 --> 00:47:36.099 you to be the interesting one. So that is the 00:47:36.099 --> 00:47:40.750 key. Great. That's great. Gal, I can't be, I 00:47:40.750 --> 00:47:42.650 can probably talk to you for another two hours 00:47:42.650 --> 00:47:45.489 because you're so interesting and I'm so interested 00:47:45.489 --> 00:47:49.190 in what you are saying that I'm really just listening 00:47:49.190 --> 00:47:52.309 to every word you're saying. Listen, if any of 00:47:52.309 --> 00:47:54.789 the listeners would like to get hold of you, 00:47:54.869 --> 00:47:58.469 what's the best way? Yeah. So the best way is 00:47:58.469 --> 00:48:01.590 if you want to really speak to me, just talk 00:48:01.590 --> 00:48:03.849 to me on any of my social media platforms. I 00:48:03.849 --> 00:48:08.869 always answer. You just go Gal, G -A -L -A -E 00:48:08.869 --> 00:48:11.909 -Z -R -A, Gal A Ezra on any social media platform. 00:48:12.309 --> 00:48:15.070 DM me, tell me that you saw me on the podcast 00:48:15.070 --> 00:48:18.309 and I will answer you. And if you want to know 00:48:18.309 --> 00:48:21.570 more about something or whatever, I always answer. 00:48:22.409 --> 00:48:24.909 And if you want to just tap into some of the 00:48:24.909 --> 00:48:27.550 things that we offer, my company is called Guaranteed 00:48:27.550 --> 00:48:30.849 Prosperity. Everything we do is guaranteed. If 00:48:30.849 --> 00:48:32.969 I work with you and I'm supposed, and we agree 00:48:32.969 --> 00:48:34.690 that what you need to do is double your sales. 00:48:35.320 --> 00:48:37.920 and you don't double your sales, then I don't 00:48:37.920 --> 00:48:41.679 just refund you. I refund you plus 10 % for wasting 00:48:41.679 --> 00:48:46.579 your time, damages. That's my guarantee. I will 00:48:46.579 --> 00:48:50.260 bring results. So we are called Guaranteed Prosperity. 00:48:50.280 --> 00:48:53.019 So if you want to learn more, you go to gprosperity 00:48:53.019 --> 00:48:56.059 .com. Just go there. On the homepage, right at 00:48:56.059 --> 00:48:58.639 the top, you'll see, it'll say, what area do 00:48:58.639 --> 00:49:00.909 you want help with? And you'll see we help with 00:49:00.909 --> 00:49:04.489 many areas, health, relationships, sales, marketing, 00:49:04.670 --> 00:49:08.190 business, relationships, all kinds of areas, 00:49:08.429 --> 00:49:12.489 spirituality, mindset. Click a box that you're 00:49:12.489 --> 00:49:14.309 interested in and you'll get a free video sent 00:49:14.309 --> 00:49:17.329 to you on that subject. And it's not just like 00:49:17.329 --> 00:49:19.550 a little free video down a funnel or some annoying 00:49:19.550 --> 00:49:23.230 thing. It's value. You'll see real value and 00:49:23.230 --> 00:49:29.070 that's how you can tap in. Fantastic. Okay. If 00:49:29.070 --> 00:49:31.769 today's conversation shifted the way you think 00:49:31.769 --> 00:49:35.070 about networking, relationships, or how you show 00:49:35.070 --> 00:49:38.769 up in business, don't let it end here. Take one 00:49:38.769 --> 00:49:42.550 idea from this episode, put it into action in 00:49:42.550 --> 00:49:45.849 your very next conversation and watch what changes. 00:49:46.599 --> 00:49:49.420 If the episode gave you value, share it with 00:49:49.420 --> 00:49:52.340 someone who needs to hear it. Real growth spreads 00:49:52.340 --> 00:49:55.199 through real conversations. And don't forget 00:49:55.199 --> 00:49:57.940 to follow Networking Unleashed, building profitable 00:49:57.940 --> 00:50:01.260 connections so you never miss an episode. I'm 00:50:01.260 --> 00:50:03.800 Michael Foreman, keeping showing up with intention, 00:50:04.219 --> 00:50:07.739 staying curious. And remember, your next conversation 00:50:07.739 --> 00:50:10.880 may be the one that changes everything. Gal, 00:50:11.019 --> 00:50:13.780 thank you very much for coming on the podcast. 00:50:14.059 --> 00:50:17.079 And I hope to speak with you soon. Likewise. 00:50:17.099 --> 00:50:24.320 Thank you. Well, hold on folks. Don't go anywhere. 00:50:24.639 --> 00:50:27.980 Let's hear from our sponsors. David Neal, co 00:50:27.980 --> 00:50:31.619 -founder, Revved Up Kids. Revved Up Kids is on 00:50:31.619 --> 00:50:34.599 a mission to protect children and teens from 00:50:34.599 --> 00:50:37.579 sexual abuse, exploitation, and trafficking. 00:50:37.860 --> 00:50:41.039 They provide prevention training programs for 00:50:41.039 --> 00:50:44.579 children, teens, and adults. To learn more, go 00:50:44.579 --> 00:50:48.980 to revvedupkids .org. Henry Kaplan, Century 21. 00:50:49.469 --> 00:50:51.710 When it comes to making the biggest financial 00:50:51.710 --> 00:50:54.670 decision of your life, leave it in the hands 00:50:54.670 --> 00:50:57.989 of a proven professional, Henry Kaplan. Henry 00:50:57.989 --> 00:51:01.150 is a global real estate agent with Century 21, 00:51:01.349 --> 00:51:05.329 celebrating his 41st year in business. No matter 00:51:05.329 --> 00:51:08.030 where you're moving, Henry has the right connections 00:51:08.030 --> 00:51:15.030 for you. You can contact Henry at 561 -427 -4888. 00:51:15.690 --> 00:51:18.489 A huge thank you to our guests for sharing such 00:51:19.070 --> 00:51:22.389 insights today. And of course, a big shout out 00:51:22.389 --> 00:51:25.690 to you, our amazing listeners, for tuning in 00:51:25.690 --> 00:51:28.610 and spending your time with us. If you're interested 00:51:28.610 --> 00:51:31.949 in my digital courses, being coached or having 00:51:31.949 --> 00:51:35.090 me come and talk to your company, just go to 00:51:35.090 --> 00:51:38.309 Michael and fill out the request form. Remember, 00:51:38.650 --> 00:51:41.949 networking isn't about being perfect. It's about 00:51:41.949 --> 00:51:44.889 being present. So take what you've learned today, 00:51:45.050 --> 00:51:47.690 get out there and make some meaningful connections. 00:51:48.409 --> 00:51:51.329 If you've enjoyed this episode, please don't 00:51:51.329 --> 00:51:54.650 forget to subscribe. Leave us a review and share 00:51:54.650 --> 00:51:56.869 it with someone who could use a little networking 00:51:56.869 --> 00:51:59.869 inspiration. Let's keep the conversation going. 00:52:00.050 --> 00:52:04.550 You can find me on Apple, Spotify, Pandora, YouTube, 00:52:04.730 --> 00:52:09.409 or my website, foreman .com slash podcasts.