WEBVTT 00:00:15.210 --> 00:00:18.350 Welcome to Networking Unleashed, Building Profitable 00:00:18.350 --> 00:00:22.010 Connections, the show where conversations stop 00:00:22.010 --> 00:00:25.030 being polite and start creating opportunity. 00:00:25.769 --> 00:00:28.489 I'm Michael Foreman, and today we're tackling 00:00:28.489 --> 00:00:31.609 one of the biggest reasons people leave business 00:00:31.609 --> 00:00:34.909 on the table. They have a network, but they're 00:00:34.909 --> 00:00:39.049 not using it well. My guest today helps professionals 00:00:39.049 --> 00:00:43.229 make small changes in how they communicate that 00:00:43.229 --> 00:00:46.079 lead to more referrals, stronger partnerships, 00:00:46.359 --> 00:00:49.780 and better opportunities without working harder 00:00:49.780 --> 00:00:54.299 or talking louder. We're diving into how to explain 00:00:54.299 --> 00:00:59.100 what to do so people actually remember it, how 00:00:59.100 --> 00:01:02.359 modern networking really works, and how relationships 00:01:02.359 --> 00:01:05.900 turn into long -term growth when you approach 00:01:05.900 --> 00:01:09.840 them with clarity and intention. If you've ever 00:01:09.840 --> 00:01:13.290 said, I know great people, I just don't know 00:01:13.290 --> 00:01:17.030 how to get enough for my network. This episode 00:01:17.030 --> 00:01:20.590 is for you. So let's jump in. I would like to 00:01:20.590 --> 00:01:24.349 introduce to all my listeners, Dana. Dana is 00:01:24.349 --> 00:01:28.189 a great networker from North Carolina, I believe, 00:01:28.409 --> 00:01:32.010 and she has her own group out there, but I don't 00:01:32.010 --> 00:01:35.370 want to really bastardize her background. So 00:01:35.370 --> 00:01:38.530 I'm going to give you over to Dana. Dana, welcome 00:01:38.530 --> 00:01:41.010 to the podcast and tell us a little bit about 00:01:41.010 --> 00:01:45.480 yourself. Thank you so much, Michael, for having 00:01:45.480 --> 00:01:49.219 me on the show. I'm really excited to be here. 00:01:49.400 --> 00:01:54.239 So a little bit about myself. I founded the group 00:01:54.239 --> 00:01:59.280 Charlotte Networking Knowledge in 2024. We're 00:01:59.280 --> 00:02:03.260 a local group for business owners here in the 00:02:03.260 --> 00:02:09.180 Charlotte area. I also am a networking and client 00:02:09.180 --> 00:02:13.500 visibility and acquisition expert for businesses. 00:02:13.560 --> 00:02:17.560 So I help you gain more referrals and double 00:02:17.560 --> 00:02:19.860 your sphere of influence and get more clients 00:02:19.860 --> 00:02:23.919 through networking. And my strategy is not just 00:02:23.919 --> 00:02:28.080 networking. It's leveraging your current network, 00:02:28.319 --> 00:02:33.259 finding those strategic partnerships, and also 00:02:33.849 --> 00:02:36.710 posting organically on social media and connecting 00:02:36.710 --> 00:02:41.069 with your network that way, in addition to hosting 00:02:41.069 --> 00:02:45.509 your own events and speaking engagements. That 00:02:45.509 --> 00:02:48.810 sounds great. That sounds great. It sounds right 00:02:48.810 --> 00:02:51.830 along the lines of what I do for a living. So 00:02:51.830 --> 00:02:54.569 that's why I couldn't wait to get this podcast 00:02:54.569 --> 00:02:57.509 started. Okay. I have a series of questions that 00:02:57.509 --> 00:03:00.370 I'm going to ask you and just give me your answers 00:03:00.370 --> 00:03:04.169 and just let's see where it takes us. Most people 00:03:04.169 --> 00:03:07.370 have a network. They just don't use it well. 00:03:07.650 --> 00:03:10.949 Where do you see professionals leaving the biggest 00:03:10.949 --> 00:03:18.189 opportunities on the table? So I think a lot 00:03:18.189 --> 00:03:24.090 of people aren't asking their network for support, 00:03:24.310 --> 00:03:29.930 advice or help. And I think. This is important 00:03:29.930 --> 00:03:35.150 because you want to have a network where people 00:03:35.150 --> 00:03:39.129 support you. I believe in having a network where 00:03:39.129 --> 00:03:43.110 people will actually help you. Now, not saying 00:03:43.110 --> 00:03:45.990 that someone you meet at a networking event for 00:03:45.990 --> 00:03:48.469 the first time, they don't owe you anything. 00:03:48.590 --> 00:03:52.169 But if you have a professional relationship with 00:03:52.169 --> 00:03:54.810 someone, you've been going to the same events 00:03:54.810 --> 00:04:00.039 for years. but you've never reached out for advice 00:04:00.039 --> 00:04:04.319 or help, how can they help you if they don't 00:04:04.319 --> 00:04:09.139 know what you need? Also, another mistake is 00:04:09.139 --> 00:04:13.000 not having a one -to -one with folks in your 00:04:13.000 --> 00:04:16.740 network because you might consistently see them 00:04:16.740 --> 00:04:21.360 at a networking event, but it can be busy and 00:04:21.360 --> 00:04:25.750 distracting and you might not be able to... remember 00:04:25.750 --> 00:04:28.329 exactly what they do and they probably don't 00:04:28.329 --> 00:04:32.449 remember exactly what you do so it's really key 00:04:32.449 --> 00:04:34.970 to have a one -to -one with everyone in your 00:04:34.970 --> 00:04:39.689 network at least once a year even more often 00:04:39.689 --> 00:04:42.910 if possible so you stay relevant to them and 00:04:42.910 --> 00:04:46.029 they know exactly what you need and you'll be 00:04:46.029 --> 00:04:48.709 top of mind for referrals they can't refer you 00:04:48.709 --> 00:04:54.399 if they don't understand what you do Who you're 00:04:54.399 --> 00:04:59.139 looking for and who you help. That's great advice. 00:04:59.339 --> 00:05:03.939 What would you say to somebody who has a huge 00:05:03.939 --> 00:05:07.720 following? Let's say I have 10 ,000 connections 00:05:07.720 --> 00:05:11.839 on LinkedIn. How many people should I keep in 00:05:11.839 --> 00:05:16.779 that close sphere of influence to have those 00:05:16.779 --> 00:05:20.000 one -on -ones or keep them in top of mind to 00:05:20.000 --> 00:05:26.550 network together? So I think there's some different 00:05:26.550 --> 00:05:30.129 levels to the type of relationship you have. 00:05:30.329 --> 00:05:36.170 But I do agree that 10 ,000 followers or 10 ,000 00:05:36.170 --> 00:05:40.029 people in your network, that's too many to realistically 00:05:40.029 --> 00:05:45.529 be close to you. Because I've had one -on -ones 00:05:45.529 --> 00:05:49.649 and they go nowhere. So it's important to really... 00:05:50.009 --> 00:05:54.430 to strategize your time. So you have one -on 00:05:54.430 --> 00:05:58.610 -ones with folks who are in a similar industry 00:05:58.610 --> 00:06:01.670 or an adjacent industry where there's synergy 00:06:01.670 --> 00:06:05.850 and their clients are similar to your clients 00:06:05.850 --> 00:06:07.889 as well. So you guys are working with the same 00:06:07.889 --> 00:06:11.709 clients. So I think it's important to narrow 00:06:11.709 --> 00:06:16.029 down how many people you're actually close with. 00:06:16.110 --> 00:06:18.730 Because followers don't mean anything. These 00:06:18.730 --> 00:06:21.980 could be like, robots online or something but 00:06:21.980 --> 00:06:24.939 or just folks you've never met in person I know 00:06:24.939 --> 00:06:27.560 a lot of people will follow me on LinkedIn or 00:06:27.560 --> 00:06:30.399 send me a request and I'm like who is this but 00:06:30.399 --> 00:06:34.120 I think it's really important to have at least 00:06:34.120 --> 00:06:37.620 10 people where you're seeing them consistently 00:06:37.620 --> 00:06:41.100 like once a quarter and in person is definitely 00:06:41.100 --> 00:06:46.160 the best way so I'd say have 10 people in your 00:06:46.160 --> 00:06:50.279 network you say you see once a quarter And kind 00:06:50.279 --> 00:06:53.040 of go from there if you want to call other people 00:06:53.040 --> 00:06:56.420 and try to add. But it's really important to 00:06:56.420 --> 00:07:00.279 nurture your current relationships because trust 00:07:00.279 --> 00:07:06.839 takes time. And you can't get a referral from 00:07:06.839 --> 00:07:10.360 someone who doesn't trust you. So it's a process. 00:07:10.439 --> 00:07:12.639 So I would say focus on your current connections. 00:07:12.680 --> 00:07:17.620 Try to nurture them. You have time for other 00:07:17.620 --> 00:07:20.199 connections, add them. But you want to make sure 00:07:20.199 --> 00:07:23.199 you're giving adequate time to each connection. 00:07:24.279 --> 00:07:28.100 There is a mantra in networking. If they know 00:07:28.100 --> 00:07:31.439 you, if they like you, if they trust you, then 00:07:31.439 --> 00:07:34.800 they'll do business with you. And to know me 00:07:34.800 --> 00:07:38.480 or to know you, that's a wide circle. Right. 00:07:38.699 --> 00:07:41.459 But to like you, that narrows it down a little 00:07:41.459 --> 00:07:44.819 bit because everybody doesn't like you. You know, 00:07:44.819 --> 00:07:47.839 you have to just face facts, but know you like 00:07:47.839 --> 00:07:51.639 you trust you. That's the important part, because 00:07:51.639 --> 00:07:54.500 if they don't trust you, they'll never do business 00:07:54.500 --> 00:07:57.120 with you. So you always have to keep that in 00:07:57.120 --> 00:08:01.300 mind. So you talk about small shifts in communication, 00:08:01.620 --> 00:08:06.079 creating big results. What's one simple change 00:08:06.079 --> 00:08:09.879 that immediately increases referrals and introductions? 00:08:11.720 --> 00:08:17.240 So I would say when you're meeting someone for 00:08:17.240 --> 00:08:21.779 the first time at a networking event, when you 00:08:21.779 --> 00:08:25.959 say, when they say, oh, what do you do? You explain 00:08:25.959 --> 00:08:29.920 it. But you want to have a catchy phrase, something 00:08:29.920 --> 00:08:32.580 like, you know, if you're a financial advisor, 00:08:32.720 --> 00:08:35.470 you don't want to just say. I'm a financial advisor 00:08:35.470 --> 00:08:40.350 because that's boring and there's a million of 00:08:40.350 --> 00:08:43.710 you. And that's not to be rude or negative, but 00:08:43.710 --> 00:08:46.210 there's billions of people in the world. So realistically, 00:08:46.669 --> 00:08:48.970 there's millions of people doing exactly what 00:08:48.970 --> 00:08:53.029 you do. So you need to make your value proposition 00:08:53.029 --> 00:08:58.129 very clear, like what separates you from your 00:08:58.129 --> 00:09:03.100 competition. Also, who you work with as well. 00:09:03.200 --> 00:09:05.759 So that's really important because like you can 00:09:05.759 --> 00:09:10.259 have a financial advisor for businesses or retirees 00:09:10.259 --> 00:09:14.360 or young families. Like what exactly do you offer? 00:09:14.519 --> 00:09:18.860 So being specific about who you work with is 00:09:18.860 --> 00:09:21.360 going to be key to getting more referrals because 00:09:21.360 --> 00:09:25.720 they might say, oh, I actually know a retiree. 00:09:25.720 --> 00:09:28.940 But if you just say. I'm a financial advisor. 00:09:29.480 --> 00:09:32.980 People will say, OK, what does that mean? Especially 00:09:32.980 --> 00:09:37.259 folks who aren't in your industry and don't understand 00:09:37.259 --> 00:09:39.980 the jargon, your industry jargon. That's very 00:09:39.980 --> 00:09:44.100 important to say who exactly you serve and make 00:09:44.100 --> 00:09:47.759 it clear for anyone to understand what exactly 00:09:47.759 --> 00:09:52.080 that is you do. Very good. Very good. And so 00:09:52.080 --> 00:09:55.879 when somebody asks me. What I do, and I do a 00:09:55.879 --> 00:09:59.360 plethora of things, I just very quickly say, 00:09:59.480 --> 00:10:03.659 I'm a networking strategist. And they say, what 00:10:03.659 --> 00:10:07.159 does that mean? I help you increase your money, 00:10:07.299 --> 00:10:13.259 increase your profit margin in less time, narrowing 00:10:13.259 --> 00:10:15.399 in what you do, what you say, and everything 00:10:15.399 --> 00:10:18.220 else. And that usually leads into other conversations, 00:10:18.480 --> 00:10:22.379 but I give them just enough so they ask me questions. 00:10:23.070 --> 00:10:25.350 And I think that's what your whole goal is to 00:10:25.350 --> 00:10:28.730 have the other person ask you those questions 00:10:28.730 --> 00:10:31.990 so you can delve a little bit deeper into it. 00:10:32.450 --> 00:10:37.269 Yes. And I will add to that point. I think that's 00:10:37.269 --> 00:10:42.909 really so true. And one mistake I see is when 00:10:42.909 --> 00:10:47.649 people, someone asks you, oh, what do you do? 00:10:48.350 --> 00:10:51.590 And then you respond. And then immediately after 00:10:51.590 --> 00:10:55.129 you tell them what you do, you say, what about 00:10:55.129 --> 00:10:58.710 you? They were trying to figure out what exactly 00:10:58.710 --> 00:11:01.789 you do, but now the focus is back on you and 00:11:01.789 --> 00:11:03.870 you got to think of what to say. So it's hard 00:11:03.870 --> 00:11:07.610 to have a conversation about what you do if you 00:11:07.610 --> 00:11:11.330 turn it immediately back to them. Now, I think 00:11:11.330 --> 00:11:17.000 it's important to learn about them. their business 00:11:17.000 --> 00:11:21.700 and that way you're gonna build rapport and trust 00:11:21.700 --> 00:11:26.440 and yeah get them to like you but you can't put 00:11:26.440 --> 00:11:30.259 all the focus on them the focus needs to be on 00:11:30.259 --> 00:11:33.740 you as well for a little bit and your business 00:11:33.740 --> 00:11:37.460 as well so I think some people in networking 00:11:37.460 --> 00:11:40.580 they say oh you have to make the focus all about 00:11:40.580 --> 00:11:43.500 them no that's not true I don't believe that 00:11:43.500 --> 00:11:48.100 personally it has to be about you as well. Okay. 00:11:48.679 --> 00:11:53.360 Why do so many capable people struggle to explain 00:11:53.360 --> 00:11:58.299 what they do? And how does that confusion cost 00:11:58.299 --> 00:12:06.460 them business? So I think they don't adequately 00:12:06.460 --> 00:12:11.840 explain what they do because for the most part, 00:12:11.899 --> 00:12:17.059 they're not looking at it. From a third party. 00:12:17.080 --> 00:12:20.759 So if I say I'm a networking coach, I know what 00:12:20.759 --> 00:12:23.379 that is. But someone who's like new to networking, 00:12:23.580 --> 00:12:26.039 they might think, oh, what exactly does that 00:12:26.039 --> 00:12:28.580 mean? I get it. You're your coach. But like, 00:12:28.580 --> 00:12:31.820 how exactly do you coach people? How exactly 00:12:31.820 --> 00:12:35.399 do you advise them? So it's really important 00:12:35.399 --> 00:12:40.220 to think about like how someone who's not in 00:12:40.220 --> 00:12:44.179 your industry. how they would respond and understand. 00:12:44.440 --> 00:12:48.139 So typically your referrals and your network 00:12:48.139 --> 00:12:51.019 are going to come from people not in the same 00:12:51.019 --> 00:12:55.240 industry as you, because that could be competition, 00:12:55.360 --> 00:12:58.659 but there is like collaboration, but really your 00:12:58.659 --> 00:13:01.399 referrals are going to. be from people outside 00:13:01.399 --> 00:13:04.519 your industry so it's really important when you're 00:13:04.519 --> 00:13:06.679 practicing your elevator pitch you could ask 00:13:06.679 --> 00:13:10.460 someone outside your industry to you know what 00:13:10.460 --> 00:13:14.750 they think and make sure that what you offer 00:13:14.750 --> 00:13:17.909 is crystal clear to them. Because that's why 00:13:17.909 --> 00:13:20.330 I think there's so many benefits of a networking 00:13:20.330 --> 00:13:23.049 coach. Because I have clients who are bookkeepers, 00:13:23.330 --> 00:13:27.610 financial advisors, business lenders. And it's 00:13:27.610 --> 00:13:29.750 hard because they're in there. They think, oh, 00:13:29.769 --> 00:13:31.570 I know what that is. I do it every day. I don't 00:13:31.570 --> 00:13:33.470 need to explain this. But sometimes you need 00:13:33.470 --> 00:13:37.190 to even simplify what you do. So everyone has 00:13:37.190 --> 00:13:41.059 a crystal clear understanding. That is true. 00:13:41.220 --> 00:13:44.580 And really the most important person to understand 00:13:44.580 --> 00:13:49.059 what you do is you, right? You have to, people 00:13:49.059 --> 00:13:54.320 can't exactly explain what they do in its entirety 00:13:54.320 --> 00:13:57.899 because they're like a shotgun shell. They're 00:13:57.899 --> 00:14:01.480 all over the place. When I coach my students, 00:14:01.720 --> 00:14:05.320 I always have them, first we figure out their 00:14:05.320 --> 00:14:09.600 30 second elevator pitch, right? I have them 00:14:09.600 --> 00:14:13.179 lock that down. Then I have them take the 30 00:14:13.179 --> 00:14:17.820 seconds down to 10 seconds. They say, it took 00:14:17.820 --> 00:14:20.360 me so long to do 30 seconds. You expect me to 00:14:20.360 --> 00:14:24.000 do 10? Yes, do 10. And as soon as we get that 00:14:24.000 --> 00:14:28.240 hammer down to 10 seconds, I say, okay, now throw 00:14:28.240 --> 00:14:33.379 it out. Now, what do you mean? Because now you 00:14:33.379 --> 00:14:37.580 know exactly what you're going to say. So let's 00:14:37.580 --> 00:14:40.860 work on that. And we work on that. So, you know, 00:14:40.879 --> 00:14:43.919 you don't sound robotic. You don't sound like 00:14:43.919 --> 00:14:47.559 this is a canned response. You're being yourself, 00:14:47.700 --> 00:14:50.539 authentic self. Authenticity is thrown around 00:14:50.539 --> 00:14:54.480 like a very common buzzword. But it's so true 00:14:54.480 --> 00:14:57.860 that your authentic self has to come through 00:14:57.860 --> 00:15:01.820 because if the person doesn't believe you, then 00:15:01.820 --> 00:15:07.139 nothing's going to work. Yeah, that's so true. 00:15:08.159 --> 00:15:11.779 Being authentic. I'm a big believer in being 00:15:11.779 --> 00:15:16.080 your true self at networking events. Yes. When 00:15:16.080 --> 00:15:22.240 someone says, I don't get referrals, what's usually 00:15:22.240 --> 00:15:25.500 missing from the way that they communicate with 00:15:25.500 --> 00:15:31.700 their network? So typically, there could be a 00:15:31.700 --> 00:15:36.360 few reasons why you don't get referrals. So I 00:15:36.360 --> 00:15:40.970 think the main... reason is have you been reaching 00:15:40.970 --> 00:15:45.950 out to your current clients and letting them 00:15:45.950 --> 00:15:50.370 know about I have some additional openings this 00:15:50.370 --> 00:15:53.029 quarter if you have anyone else who would want 00:15:53.029 --> 00:15:55.529 to prove your networking skills I would love 00:15:55.529 --> 00:15:59.309 to help out so just I think letting people know 00:15:59.309 --> 00:16:04.690 that you have some availability is key and also 00:16:05.769 --> 00:16:09.090 serving your current clients very well, doing 00:16:09.090 --> 00:16:13.490 such a good job that they're going to want to 00:16:14.110 --> 00:16:16.750 tell you and tell you're going to want to tell 00:16:16.750 --> 00:16:19.789 other people about your services naturally so 00:16:19.789 --> 00:16:22.009 it's really important you want to go above and 00:16:22.009 --> 00:16:24.710 beyond for your current clients because they're 00:16:24.710 --> 00:16:28.129 going to be your best referral source in my opinion 00:16:28.129 --> 00:16:30.649 because they know your work and they've experienced 00:16:30.649 --> 00:16:34.169 your work and also letting them know just asking 00:16:34.169 --> 00:16:38.570 them if they have anyone else who would be interested 00:16:38.570 --> 00:16:42.610 and it's not a pushy thing but you could there's 00:16:42.610 --> 00:16:45.830 nothing wrong with asking I think a lot of people 00:16:45.830 --> 00:16:50.289 don't ask for referrals so I'm a big believer 00:16:50.289 --> 00:16:54.509 in you don't get what you don't ask for so you 00:16:54.509 --> 00:16:57.210 need to ask for what you want if you want more 00:16:57.210 --> 00:17:01.309 referrals ask for it and also in your network 00:17:01.309 --> 00:17:06.049 are you having these one -on -ones multiple one 00:17:06.049 --> 00:17:09.849 -on -ones with the same person are you making 00:17:09.849 --> 00:17:13.069 introductions for them are you referring them 00:17:13.069 --> 00:17:16.509 business I think another way to get referrals 00:17:16.509 --> 00:17:21.630 is to refer other people business because natural 00:17:21.630 --> 00:17:24.190 and it's not supposed to be so transactional 00:17:24.190 --> 00:17:27.690 but really I do think you can't be asking your 00:17:27.690 --> 00:17:30.029 network for referrals like what are you going 00:17:30.029 --> 00:17:33.259 to do for them you need to do stuff to help them 00:17:33.259 --> 00:17:35.839 as well it needs to be a mutually beneficial 00:17:35.839 --> 00:17:39.640 relationship and it's not like tit for tat in 00:17:39.640 --> 00:17:43.960 that nature but you should be consistently going 00:17:43.960 --> 00:17:47.480 out of your way to help your network grow their 00:17:47.480 --> 00:17:51.160 business by offering introductions giving them 00:17:51.160 --> 00:17:55.019 advice or support where needed and also just 00:17:55.019 --> 00:17:59.299 asking them hey i have this new coaching program 00:18:00.160 --> 00:18:02.380 I'm rolling out this quarter. I have a few slots 00:18:02.380 --> 00:18:06.660 left. Wanted to see if you know of anyone who 00:18:06.660 --> 00:18:10.019 might be interested in joining and just go from 00:18:10.019 --> 00:18:13.039 there. I think it's really important to have 00:18:13.039 --> 00:18:16.380 those relationships and also that your network 00:18:16.380 --> 00:18:20.180 needs to understand what you do exactly and who 00:18:20.180 --> 00:18:25.099 you're looking to connect with as well. And one 00:18:25.099 --> 00:18:27.359 last thing I'll add is trying to find your strategic. 00:18:28.109 --> 00:18:32.009 referral partners so folks who work with the 00:18:32.009 --> 00:18:34.829 same type of clients it's good to partner with 00:18:34.829 --> 00:18:40.829 them so it's a natural referral source yes um 00:18:40.829 --> 00:18:44.549 in this area i'm known as a connector i'm actually 00:18:44.549 --> 00:18:47.390 referred to as a super connector because i make 00:18:47.390 --> 00:18:50.430 sure yeah i love to make sure that i put two 00:18:50.430 --> 00:18:53.369 people together one that needs each other's services 00:18:53.369 --> 00:18:57.450 and i step away I don't look for anything for 00:18:57.450 --> 00:19:00.630 myself. I put the two of them together and say, 00:19:00.690 --> 00:19:04.309 go ahead. But I know in the back of my head that 00:19:04.309 --> 00:19:06.069 each one of them said, oh, you know something? 00:19:06.750 --> 00:19:10.750 Michael referred me to this person. I better 00:19:10.750 --> 00:19:14.190 give something back to Michael. So if I think 00:19:14.190 --> 00:19:16.630 about that without even thinking anything is 00:19:16.630 --> 00:19:19.390 going to come back to me, if I just connect two 00:19:19.390 --> 00:19:21.950 people, I know it's really going to come back 00:19:21.950 --> 00:19:25.900 to me. So that's a good way of doing it. Absolutely. 00:19:26.480 --> 00:19:29.319 Yeah. And I think, yeah, it's important to get 00:19:29.319 --> 00:19:33.680 that good karma flowing in the universe. And 00:19:33.680 --> 00:19:37.160 I think eventually if you're going out of your 00:19:37.160 --> 00:19:39.920 way to help your network and make introductions, 00:19:40.180 --> 00:19:44.059 it's going to come back around one way or another. 00:19:44.240 --> 00:19:46.980 I think it's important to have a few, like at 00:19:46.980 --> 00:19:51.019 least 10 people you see consistently. And what 00:19:51.019 --> 00:19:54.559 you had said before about referrals, about asking 00:19:54.559 --> 00:19:57.920 for referrals, you're never, once in a while, 00:19:58.000 --> 00:20:00.539 somebody will feel magnanimous and they're going 00:20:00.539 --> 00:20:04.640 to refer you. But if you haven't asked for your 00:20:04.640 --> 00:20:07.720 referrals, then you're really leaving a lot of 00:20:07.720 --> 00:20:12.500 money on the table. And so I do that in my coaching 00:20:12.500 --> 00:20:16.500 class. I coach them on asking for referrals, 00:20:16.599 --> 00:20:20.450 but I too. ask for referrals. When the class 00:20:20.450 --> 00:20:23.569 is over, when I realize that that's when they're 00:20:23.569 --> 00:20:27.750 the happiest, I ask for the referrals because 00:20:27.750 --> 00:20:30.049 they're more likely to give it to you. If I wait 00:20:30.049 --> 00:20:34.349 two days a week afterwards, the peak has gone 00:20:34.349 --> 00:20:37.230 and they're not, oh yeah, that's Michael. Okay. 00:20:37.569 --> 00:20:41.670 But I always ask before it's over because that's 00:20:41.670 --> 00:20:44.019 when they're, it's like when you buy a car. You're 00:20:44.019 --> 00:20:46.359 always so happy. Oh, yeah. You start to see that 00:20:46.359 --> 00:20:49.160 same car all over the place because you're in 00:20:49.160 --> 00:20:53.039 the mind for it. So the same thing, you're going 00:20:53.039 --> 00:20:58.099 to be in the mind to hire a coach. Okay. What 00:20:58.099 --> 00:21:01.619 does it sound like when someone finally gets 00:21:01.619 --> 00:21:04.319 clear about their message and how does their 00:21:04.319 --> 00:21:10.839 network respond differently? So I would say it 00:21:10.839 --> 00:21:17.089 sounds like. You're getting people to engage 00:21:17.089 --> 00:21:20.890 with what you say for your elevator pitch. If 00:21:20.890 --> 00:21:25.329 you say, I'm a financial advisor, a lot of people 00:21:25.329 --> 00:21:28.849 aren't like engaging with that. Like it doesn't 00:21:28.849 --> 00:21:31.789 give them much to work with. So I think a good 00:21:31.789 --> 00:21:34.990 measurement is to see what kind of engagement 00:21:34.990 --> 00:21:38.970 are you getting back after you deliver your elevator 00:21:38.970 --> 00:21:42.539 pitch? Are they asking? open -ended follow -up 00:21:42.539 --> 00:21:46.259 questions about what you do. Like you mentioned, 00:21:46.319 --> 00:21:49.099 you're a networking coach and people are like, 00:21:49.200 --> 00:21:52.599 tell me more. Are people asking to the listeners? 00:21:52.700 --> 00:21:56.200 Are people asking you? Are they saying, tell 00:21:56.200 --> 00:21:58.759 me more when you deliver your elevator pitch? 00:21:58.880 --> 00:22:01.259 Are they saying, is it kind of basic things like, 00:22:01.299 --> 00:22:04.259 oh, what kind of company or what company do you 00:22:04.259 --> 00:22:06.720 work for? That's not an open ended question. 00:22:06.980 --> 00:22:09.980 That's a closed ended question. But really, if 00:22:09.980 --> 00:22:13.819 they're showing interest by asking open ended 00:22:13.819 --> 00:22:17.319 questions after you deliver your elevator pitch, 00:22:17.480 --> 00:22:21.420 I would say that's a good sign that your elevator 00:22:21.420 --> 00:22:25.539 pitch is very clear. And it's intriguing to them. 00:22:26.640 --> 00:22:29.480 It's very intriguing and it's very interesting. 00:22:29.579 --> 00:22:34.339 And when you begin to network properly, I should 00:22:34.339 --> 00:22:36.180 add, because if you don't do it properly, you're 00:22:36.180 --> 00:22:38.799 never going to enjoy it, but you're really going 00:22:38.799 --> 00:22:41.859 to have fun. You're going to enjoy networking, 00:22:41.960 --> 00:22:45.460 enjoy going out and meeting with people because 00:22:45.460 --> 00:22:50.599 you're networking properly, right? In modern 00:22:50.599 --> 00:22:54.579 networking. Attention is short and trust takes 00:22:54.579 --> 00:22:58.859 time. How do you build relationships that last 00:22:58.859 --> 00:23:04.599 beyond the first meeting? So you got to have 00:23:04.599 --> 00:23:10.039 your one -to -ones and this is so key. You need 00:23:10.039 --> 00:23:12.880 to be having your one -to -ones if they seem 00:23:12.880 --> 00:23:15.779 like a good connection for you. Now, you don't 00:23:15.779 --> 00:23:18.319 need to have a one -on -one with everyone you 00:23:18.319 --> 00:23:20.900 meet at a networking event. I think people need 00:23:20.900 --> 00:23:23.440 to use their own judgment and see who would be 00:23:23.440 --> 00:23:26.680 a beneficial connection for them. But you have 00:23:26.680 --> 00:23:29.859 to have those one -to -ones and continuously 00:23:29.859 --> 00:23:32.980 have those one -to -ones like once a quarter 00:23:32.980 --> 00:23:38.759 with solid folks in your network. It's so important 00:23:38.759 --> 00:23:44.240 to get involved in, I'd say, two networking groups. 00:23:44.839 --> 00:23:48.400 And you'll see the same people consistently over 00:23:48.400 --> 00:23:51.900 and over again. And that's a good way to build 00:23:51.900 --> 00:23:56.740 trust because by seeing them over and over again, 00:23:56.859 --> 00:23:59.019 they're going to like you more. They're going 00:23:59.019 --> 00:24:01.599 to know you more. And then naturally, they're 00:24:01.599 --> 00:24:03.740 going to trust you more. Even if you don't think 00:24:03.740 --> 00:24:05.779 you have things in common with them, you're like, 00:24:06.240 --> 00:24:11.140 Oh, hey, Joe. Hey, Dana. You'll recognize their 00:24:11.140 --> 00:24:14.180 face and there'll be a familiar face to you and 00:24:14.180 --> 00:24:18.779 naturally you'll talk to them more. Also, another 00:24:18.779 --> 00:24:23.519 modern networking strategy is to add them online 00:24:23.519 --> 00:24:27.299 as well. So you want to connect with everyone 00:24:27.299 --> 00:24:32.220 you meet. on LinkedIn and Facebook and Instagram 00:24:32.220 --> 00:24:34.940 if you have a professional Facebook and Instagram 00:24:34.940 --> 00:24:39.119 because that way they will see your posts in 00:24:39.119 --> 00:24:42.339 their feed as well and it's another way for you 00:24:42.339 --> 00:24:45.299 to stay relevant and top of mind and I think 00:24:45.299 --> 00:24:48.839 folks need to be the one you have to be the one 00:24:48.839 --> 00:24:52.720 to add them on LinkedIn and Facebook on Instagram 00:24:52.720 --> 00:24:56.380 because I'm sure as Michael a lot of people don't 00:24:56.380 --> 00:25:00.829 follow up. That's true. And half of my workshops 00:25:00.829 --> 00:25:05.289 is follow up, right? The follow up is, I would 00:25:05.289 --> 00:25:08.490 say the follow up is more important than actually 00:25:08.490 --> 00:25:11.490 meeting the person. Because it's the way that 00:25:11.490 --> 00:25:14.349 you follow up is how much business you're going 00:25:14.349 --> 00:25:16.990 to get from them. And if you don't follow up 00:25:16.990 --> 00:25:19.670 properly, then you probably won't get their business 00:25:19.670 --> 00:25:24.480 at all. You have AI. Nowadays, you have different 00:25:24.480 --> 00:25:27.579 ways that you can promote yourselves on social 00:25:27.579 --> 00:25:31.740 media. I'm different. I use a program called 00:25:31.740 --> 00:25:35.740 Opus Clips and all my podcasts and things like 00:25:35.740 --> 00:25:41.000 that. I post on LinkedIn, YouTube, Facebook, 00:25:41.059 --> 00:25:46.700 and Instagram four times a day. Wow. Four times 00:25:46.700 --> 00:25:49.000 a day. And you know how long that takes me to 00:25:49.000 --> 00:25:52.390 do it? Less than five minutes. Less than five 00:25:52.390 --> 00:25:55.950 minutes. That's what Opus Clips does, right? 00:25:56.049 --> 00:25:59.609 So it's amazing because it takes your podcast, 00:25:59.670 --> 00:26:02.289 it clips it up into different pieces, and you 00:26:02.289 --> 00:26:04.910 get to post it whenever you want. And you see 00:26:04.910 --> 00:26:07.650 what social media platforms you want to post 00:26:07.650 --> 00:26:13.130 it on. I happen to subscribe to those. Oh, I 00:26:13.130 --> 00:26:17.890 also subscribe to X, Twitter, right? So when 00:26:17.890 --> 00:26:22.240 I post one item. it automatically goes out to 00:26:22.240 --> 00:26:25.740 Twitter, YouTube, Facebook, LinkedIn, and Instagram. 00:26:27.079 --> 00:26:30.460 Right? So if I do it four times, four different 00:26:30.460 --> 00:26:33.779 clips, I could do all that in less than five 00:26:33.779 --> 00:26:39.319 minutes. So I'm using this program to do what 00:26:39.319 --> 00:26:43.420 normally would have taken me a half an hour or 00:26:43.420 --> 00:26:47.900 45 minutes. So I get to do other things. So it's 00:26:47.900 --> 00:26:51.240 just on how you structure it, but it's very important 00:26:51.240 --> 00:26:56.259 because nowadays all the networking you do can't 00:26:56.259 --> 00:26:59.539 just be face -to -face. It's in social media 00:26:59.539 --> 00:27:01.900 as well. And also because folks are busy, they 00:27:01.900 --> 00:27:04.059 don't have time to meet with you once a month. 00:27:04.240 --> 00:27:06.779 I think that's a little unrealistic, especially 00:27:06.779 --> 00:27:11.319 in like Atlanta or Charlotte traffic. Yeah. Yeah. 00:27:11.339 --> 00:27:15.660 Forget about Atlanta traffic. It's no good. Okay. 00:27:16.359 --> 00:27:22.000 What habits turn casual contacts into real partners 00:27:22.000 --> 00:27:30.200 over time? So I really think getting to know 00:27:30.200 --> 00:27:36.980 them and trying to offer value to your contacts. 00:27:37.059 --> 00:27:40.779 It's so important because no one wants to be 00:27:40.779 --> 00:27:47.029 sold. Don't sell them anything. focus on providing 00:27:47.029 --> 00:27:52.069 value and eventually they're going to provide 00:27:52.069 --> 00:27:54.930 value back in some way or a partnership but it's 00:27:54.930 --> 00:27:57.349 really important to think about what you can 00:27:57.349 --> 00:28:01.609 do for them either today or in the future keep 00:28:01.609 --> 00:28:05.890 an eye out for their ideal client and if you 00:28:05.890 --> 00:28:08.869 could refer them definitely try to refer them 00:28:08.869 --> 00:28:14.200 make introductions and really yeah Focus on providing 00:28:14.200 --> 00:28:19.000 value to them. And I think that is going to help 00:28:19.000 --> 00:28:24.160 people turn just a phone number into a real, 00:28:24.180 --> 00:28:27.480 genuine relationship. It's like a friendship. 00:28:28.519 --> 00:28:31.019 There's dating apps and also like they have Bumble 00:28:31.019 --> 00:28:34.279 BFF. I've met some women on Bumble BFF. Like 00:28:34.279 --> 00:28:37.720 I get their number. I've met up with some. But 00:28:37.720 --> 00:28:40.279 like you're not going to have a good friendship 00:28:40.279 --> 00:28:42.839 if you meet the person once. You need to see 00:28:42.839 --> 00:28:46.960 them consistently and be there for them in multiple 00:28:46.960 --> 00:28:49.640 ways. And the same thing for any type of relationship. 00:28:49.940 --> 00:28:53.480 So be there for them. Congratulate them. And 00:28:53.480 --> 00:28:57.579 reach out if you hear a post on LinkedIn where 00:28:57.579 --> 00:29:00.180 they're doing they had an achievement give them 00:29:00.180 --> 00:29:04.299 a call or text them also invite them to networking 00:29:04.299 --> 00:29:07.539 events you're attending so it's not like a one 00:29:07.539 --> 00:29:11.440 -to -one but you can still see them i learned 00:29:11.440 --> 00:29:15.480 a line which i usually say in all my workshops 00:29:15.480 --> 00:29:21.019 and my coaching and everything else people love 00:29:21.019 --> 00:29:25.960 to buy but they hate to be sold to so if you 00:29:25.960 --> 00:29:29.549 think of a car dealership Do you want that salesman 00:29:29.549 --> 00:29:32.650 to come up to you and say, hey, how do you like 00:29:32.650 --> 00:29:35.049 this? Oh, this is a Chevy Tahoe. It does this. 00:29:35.069 --> 00:29:36.890 It does that. It's great. Let me show you this. 00:29:36.910 --> 00:29:39.490 Let me show you this. Okay. And it's all over 00:29:39.490 --> 00:29:41.490 you and trying to show you and sell you and everything. 00:29:41.890 --> 00:29:44.529 Or do you want the salesman to come up to you 00:29:44.529 --> 00:29:47.049 and say, hi, I'm Michael. If you need any help, 00:29:47.130 --> 00:29:51.029 I'm right over here. It's a different mindset, 00:29:51.450 --> 00:29:55.200 but this is America. People love to buy things. 00:29:55.440 --> 00:29:59.019 They just hate to be sold to. So if you keep 00:29:59.019 --> 00:30:01.299 that in the back of your mind, you'll go a lot 00:30:01.299 --> 00:30:07.400 further. Absolutely. Where do professionals unknowingly 00:30:07.400 --> 00:30:13.039 make networking harder than it needs to be? So 00:30:13.039 --> 00:30:17.759 folks make it harder by just thinking, oh, I 00:30:17.759 --> 00:30:20.359 got to attend all of the events, every event, 00:30:20.440 --> 00:30:24.710 happy hours, breakfast meetups. lunches afternoon 00:30:24.710 --> 00:30:29.490 events and also they're just driving everywhere 00:30:29.490 --> 00:30:33.609 across the city like for folks in major metro 00:30:33.609 --> 00:30:37.630 areas that's unrealistic to attend all the events 00:30:37.630 --> 00:30:43.089 so it's really best to get involved in one to 00:30:43.089 --> 00:30:45.869 two groups and be very active in those groups 00:30:45.869 --> 00:30:49.349 so stop trying to go to all of the events because 00:30:49.349 --> 00:30:55.440 also I think a lot of people make a mistake of 00:30:55.440 --> 00:30:58.599 just going to the free events and, oh, I'll go 00:30:58.599 --> 00:31:00.420 to the free events. I'll go to all of the free 00:31:00.420 --> 00:31:03.859 events. But that attracts folks who may not be 00:31:03.859 --> 00:31:07.480 as serious to building their professional network 00:31:07.480 --> 00:31:10.960 as those who are willing to invest their hard 00:31:10.960 --> 00:31:14.119 -earned money in a membership -based group. So 00:31:14.119 --> 00:31:17.700 free events are fine, but if you find consistently 00:31:17.700 --> 00:31:20.660 you don't see the same people. over and over 00:31:20.660 --> 00:31:23.680 again and people can be flaky, you might want 00:31:23.680 --> 00:31:27.740 to consider a paid membership group because some 00:31:27.740 --> 00:31:31.759 of my events, I've hosted free events and a lot 00:31:31.759 --> 00:31:34.759 of folks just don't come back. And it's just 00:31:34.759 --> 00:31:37.500 because they're just like doing all of these 00:31:37.500 --> 00:31:39.559 events and they don't have any buy -in or commitment. 00:31:39.759 --> 00:31:42.400 So I really think you should invest your time 00:31:42.400 --> 00:31:47.400 into groups where Other folks are just as invested 00:31:47.400 --> 00:31:50.660 with their time and their money to build their 00:31:50.660 --> 00:31:54.839 professional relationships. Absolutely. I couldn't 00:31:54.839 --> 00:31:56.819 agree with you more. I couldn't agree with you 00:31:56.819 --> 00:32:00.779 more. Think about the most successful connectors. 00:32:01.000 --> 00:32:04.680 What do they do in conversations that others 00:32:04.680 --> 00:32:08.799 don't even notice? I think in their head, they're... 00:32:09.309 --> 00:32:12.329 a matchmaker they're trying to their mind is 00:32:12.329 --> 00:32:14.970 churning you're like oh yeah I do this and I'm 00:32:14.970 --> 00:32:17.609 like oh I actually know someone like their mind 00:32:17.609 --> 00:32:20.869 is churning with people they already can connect 00:32:20.869 --> 00:32:23.509 you to even if you haven't even said who you 00:32:23.509 --> 00:32:25.450 want to connect with I'm like that I'm like a 00:32:25.450 --> 00:32:28.210 matchmaker for networking I love to connect people 00:32:28.210 --> 00:32:31.390 to other folks who might they might benefit from 00:32:31.390 --> 00:32:35.049 professionally so a key word for a super connector 00:32:35.049 --> 00:32:38.500 is let me connect you with x or I can introduce 00:32:38.500 --> 00:32:42.259 you to X or would you like me to introduce you 00:32:42.259 --> 00:32:46.279 to X? It's very important to offer an introduction. 00:32:47.680 --> 00:32:52.460 I often say, would you like me to introduce you 00:32:52.460 --> 00:32:57.140 to this person through an email? And I'll go 00:32:57.140 --> 00:33:00.460 online and I'll put everybody's email address. 00:33:00.759 --> 00:33:03.039 And I'll say, Dana, this is Michael. Michael, 00:33:03.119 --> 00:33:05.559 this is Dana. Dana, this is a networking expert. 00:33:05.960 --> 00:33:09.180 And Michael, I believe you need her expertise. 00:33:09.640 --> 00:33:13.839 You guys take over from here. And I let you converse. 00:33:14.380 --> 00:33:18.500 So I've introduced you. I've given you each other's 00:33:18.500 --> 00:33:21.559 contact information without me even trying to 00:33:21.559 --> 00:33:26.579 promote it. And I am able to step away. I'm usually 00:33:26.579 --> 00:33:32.400 about 80 % successful in having people take my 00:33:32.400 --> 00:33:35.940 lead because if I invited them, that usually 00:33:35.940 --> 00:33:38.839 means that I vetted them and they're pretty good 00:33:38.839 --> 00:33:42.900 at what they do. So that's one thing. Okay, let's 00:33:42.900 --> 00:33:46.920 bring this full circle. If someone wants their 00:33:46.920 --> 00:33:50.440 network to truly work for them this year, what 00:33:50.440 --> 00:33:56.220 belief do they need to let go of first? They 00:33:56.220 --> 00:34:01.559 need to let go of the belief that these people 00:34:01.559 --> 00:34:05.119 should be referring me clients immediately. And 00:34:05.119 --> 00:34:09.840 also adopt the belief that people you meet at 00:34:09.840 --> 00:34:12.300 networking events, they don't owe you anything. 00:34:12.460 --> 00:34:15.360 They don't owe you clients. They don't owe you. 00:34:15.420 --> 00:34:18.079 They don't need to be your client and they don't 00:34:18.079 --> 00:34:21.019 owe you any referrals. Stop like thinking of 00:34:21.019 --> 00:34:26.009 it so transactional. Think about. developing 00:34:26.009 --> 00:34:28.730 relationships instead of getting business. Because 00:34:28.730 --> 00:34:31.409 I know, and I was there too, like when I was 00:34:31.409 --> 00:34:33.550 younger, I was like, oh, I was an office leasing 00:34:33.550 --> 00:34:35.650 agent. I was like, hey, do you guys want to renew 00:34:35.650 --> 00:34:38.070 or relocate to our office? And it's, I mean, 00:34:38.090 --> 00:34:42.389 I did close deals that way, but I really got 00:34:42.389 --> 00:34:45.070 the most deals by, you know, being consistent 00:34:45.070 --> 00:34:48.170 with my follow -up and talking to the same people 00:34:48.170 --> 00:34:51.460 over and over again. So really, Focus on providing 00:34:51.460 --> 00:34:58.519 value to them and don't force anyone to a meeting. 00:34:59.159 --> 00:35:03.320 We talked about no one wants to get sold. Don't 00:35:03.320 --> 00:35:06.780 force a meeting. We can ask if they want to set 00:35:06.780 --> 00:35:10.000 up a meeting once, but if they don't want to, 00:35:10.139 --> 00:35:14.599 just drop it. Don't force anything. And I'd also 00:35:14.599 --> 00:35:20.179 say adopt the mindset of focus on. relationships 00:35:20.179 --> 00:35:24.860 that bring you happiness and mutual benefits. 00:35:26.500 --> 00:35:30.320 Nina, I have to tell you, this was an enlightening 00:35:30.320 --> 00:35:33.659 podcast. I love hearing about how other people 00:35:33.659 --> 00:35:36.880 network, especially someone with your background. 00:35:37.139 --> 00:35:40.559 You've created a networking environment and you're 00:35:40.559 --> 00:35:44.139 passing it on. And I love that. If one of my 00:35:44.139 --> 00:35:46.539 listeners was listening and they wanted to get 00:35:46.539 --> 00:35:50.989 a hold of you, how would they do it? Thank you. 00:35:51.030 --> 00:35:56.570 So if anyone wants to reach me, you can follow 00:35:56.570 --> 00:36:00.849 me on LinkedIn and send me a message there. Dana 00:36:00.849 --> 00:36:04.869 Alfirovic, my name is in the screen here. Also, 00:36:04.909 --> 00:36:09.429 you can send me a message on our Facebook or 00:36:09.429 --> 00:36:13.289 Instagram, which is Charlotte Networking Knowledge. 00:36:13.730 --> 00:36:18.150 And you can also visit my website, which is Networking 00:36:18.150 --> 00:36:25.469 Knowledge and That's the difference. If anyone 00:36:25.469 --> 00:36:28.250 has any follow -up questions or just wants to 00:36:28.250 --> 00:36:31.889 talk about networking or needs some support and 00:36:31.889 --> 00:36:34.409 encouragement, feel free to reach out. I'd love 00:36:34.409 --> 00:36:39.130 to talk. That's the difference clear communication 00:36:39.130 --> 00:36:43.889 makes. Not louder, not busier, just clearer. 00:36:44.510 --> 00:36:47.050 If something you heard today shifted the way 00:36:47.050 --> 00:36:50.030 you think about your network, don't wait. Use 00:36:50.030 --> 00:36:53.389 it in your very next conversation. Say what you 00:36:53.389 --> 00:36:56.769 do with confidence. Ask better questions. Watch 00:36:56.769 --> 00:37:00.809 how quickly doors start opening. If this episode 00:37:00.809 --> 00:37:03.949 gave you value, share it with someone who's building 00:37:03.949 --> 00:37:07.840 their future one relationship at a time. And 00:37:07.840 --> 00:37:10.500 make sure you follow Networking Unleashed, building 00:37:10.500 --> 00:37:13.860 profitable connections so you never miss a conversation 00:37:13.860 --> 00:37:16.900 that helps you turn connection into momentum. 00:37:17.280 --> 00:37:20.739 Michael Foreman. And remember, your network already 00:37:20.739 --> 00:37:24.260 has what you need. The only question is, are 00:37:24.260 --> 00:37:27.380 you communicating it clearly enough for it to 00:37:27.380 --> 00:37:30.300 help you? Dana, thank you again for coming on 00:37:30.300 --> 00:37:33.239 the podcast. And I will speak with you soon. 00:37:34.090 --> 00:37:36.510 Thank you so much again. And thank you, everyone, 00:37:36.590 --> 00:37:44.090 for listening. Well, hold on, folks. Don't go 00:37:44.090 --> 00:37:47.449 anywhere. Let's hear from our sponsors. David 00:37:47.449 --> 00:37:50.929 Neal, co -founder, Revved Up Kids. Revved Up 00:37:50.929 --> 00:37:53.769 Kids is on a mission to protect children and 00:37:53.769 --> 00:37:57.710 teens from sexual abuse, exploitation, and trafficking. 00:37:57.989 --> 00:38:01.190 They provide prevention training programs for 00:38:01.190 --> 00:38:04.730 children, teens, and adults. To learn more, go 00:38:04.730 --> 00:38:09.090 to revvedupkids .org. Henry Kaplan, Century 21. 00:38:09.630 --> 00:38:11.849 When it comes to making the biggest financial 00:38:11.849 --> 00:38:14.789 decision of your life, leave it in the hands 00:38:14.789 --> 00:38:18.130 of a proven professional, Henry Kaplan. Henry 00:38:18.130 --> 00:38:21.269 is a global real estate agent with Century 21, 00:38:21.489 --> 00:38:25.469 celebrating his 41st year in business. No matter 00:38:25.469 --> 00:38:28.150 where you're moving, Henry has the right connections 00:38:28.150 --> 00:38:35.150 for you. You can contact Henry at 561 -427 -4888. 00:38:35.829 --> 00:38:38.630 A huge thank you to our guests for sharing such 00:38:39.239 --> 00:38:42.519 insights today. And of course, a big shout out 00:38:42.519 --> 00:38:45.840 to you, our amazing listeners, for tuning in 00:38:45.840 --> 00:38:48.739 and spending your time with us. If you're interested 00:38:48.739 --> 00:38:52.099 in my digital courses, being coached or having 00:38:52.099 --> 00:38:55.219 me come and talk to your company, just go to 00:38:55.219 --> 00:38:58.440 Michael and fill out the request form. Remember, 00:38:58.780 --> 00:39:02.079 networking isn't about being perfect. It's about 00:39:02.079 --> 00:39:05.019 being present. So take what you've learned today, 00:39:05.199 --> 00:39:07.820 get out there and make some meaningful connections. 00:39:08.559 --> 00:39:11.480 If you've enjoyed this episode, please don't 00:39:11.480 --> 00:39:14.800 forget to subscribe. Leave us a review and share 00:39:14.800 --> 00:39:17.019 it with someone who could use a little networking 00:39:17.019 --> 00:39:20.019 inspiration. Let's keep the conversation going. 00:39:20.199 --> 00:39:24.719 You can find me on Apple, Spotify, Pandora, YouTube, 00:39:24.880 --> 00:39:29.559 or my website, foreman .com slash podcasts.