WEBVTT 00:00:00.000 --> 00:00:03.459 You know, everybody knows of the sales cycle, 00:00:03.819 --> 00:00:08.220 right? From the janitor to the CEO, everybody 00:00:08.220 --> 00:00:13.960 has to know the sales cycle. So your employer, 00:00:14.800 --> 00:00:18.000 or if you're a solopreneur, just you, you have 00:00:18.000 --> 00:00:20.460 to learn your product. You learn your product 00:00:20.460 --> 00:00:23.820 so well that you can talk about it at any pace. 00:00:24.800 --> 00:00:28.000 But what don't they teach you? They don't teach 00:00:28.000 --> 00:00:32.179 you to network. to network properly. Because 00:00:32.179 --> 00:00:35.679 you can go to a networking event, or meet with 00:00:35.679 --> 00:00:40.140 somebody one on one, and what happens? You have 00:00:40.140 --> 00:00:42.740 a great meeting, you have a great contact, but 00:00:42.740 --> 00:00:45.759 nothing ever really comes out of it. It's not 00:00:45.759 --> 00:00:49.179 because of what you sell, it's the way that you 00:00:49.179 --> 00:00:52.799 sell it, and the way that you follow up. And 00:00:52.799 --> 00:00:57.179 I feel that the follow up is 100 % more important 00:00:57.179 --> 00:01:00.920 than actually meeting the person. So that's what 00:01:00.920 --> 00:01:04.000 I'm going to teach you a little bit lateral because 00:01:04.000 --> 00:01:10.120 we have people here a little bit louder Okay, 00:01:10.120 --> 00:01:15.079 why does everyone network what's the main purpose 00:01:15.079 --> 00:01:18.760 Make money right you have you want to sell a 00:01:18.760 --> 00:01:21.359 product to what to make money whether your salary 00:01:21.359 --> 00:01:23.939 or or commission It doesn't make a difference, 00:01:24.319 --> 00:01:28.129 but that is your ultimate Goal and that is to 00:01:28.129 --> 00:01:31.750 make money and I am here to tell you that without 00:01:31.750 --> 00:01:37.569 networking You won't make it All right. So First 00:01:37.569 --> 00:01:40.170 thing is you have to whatever you're you're meeting 00:01:40.170 --> 00:01:42.769 up with somebody whether you're meeting with 00:01:42.769 --> 00:01:46.569 just a an individual person or a networking event 00:01:46.569 --> 00:01:50.209 I'm going to use a networking event Really as 00:01:50.209 --> 00:01:53.709 my base because that's where your main will you 00:01:53.709 --> 00:01:57.230 mean you go out and you? Network to communicate 00:01:57.230 --> 00:02:00.530 your what you're selling and what you're selling 00:02:00.530 --> 00:02:07.109 is what who you are so now You you have their 00:02:07.109 --> 00:02:11.050 problem right in front of you and your job to 00:02:11.050 --> 00:02:13.969 find out what the solution is Is that the end 00:02:13.969 --> 00:02:18.090 of it? No, okay. You have a problem. I have your 00:02:18.090 --> 00:02:21.650 solution I figured out your solution and okay 00:02:21.650 --> 00:02:24.650 wham -bam. Thank you ma 'am. We're done wrong 00:02:25.390 --> 00:02:29.150 Here is the solution. Here is where your customer 00:02:29.150 --> 00:02:33.569 is going. That's where you want to go. You want 00:02:33.569 --> 00:02:36.449 to be able to meet them where they're going because 00:02:36.449 --> 00:02:38.750 otherwise, you know, they're done with you. They 00:02:38.750 --> 00:02:41.150 don't need you anymore. And that's not true, 00:02:41.469 --> 00:02:49.750 right? So I'm going to give you this screen. 00:02:50.629 --> 00:02:53.189 Take every opportunity to meet new people. Focus 00:02:53.189 --> 00:02:56.400 on how you can help. Go alone. Strictly for extroverts, 00:02:56.419 --> 00:02:58.479 I'll get to that in a minute. Don't forget your 00:02:58.479 --> 00:03:01.060 business cards and the follow up. This is what 00:03:01.060 --> 00:03:04.800 I'm going to teach you today. Right? So these 00:03:04.800 --> 00:03:08.659 are the main points. And when I say extrovert 00:03:08.659 --> 00:03:12.080 versus introvert, there's not that much of a 00:03:12.080 --> 00:03:15.860 difference, believe it or not. There's not that 00:03:15.860 --> 00:03:18.360 much of a difference. And I'll go into that. 00:03:18.460 --> 00:03:22.419 So I want you to think, think about this line. 00:03:24.580 --> 00:03:28.740 people love to buy, but they hate to be sold 00:03:28.740 --> 00:03:32.960 to. Right? How many times have you walked into 00:03:32.960 --> 00:03:35.439 a car dealership, and the guy said, hey man, 00:03:35.479 --> 00:03:38.139 I'm Alex. Oh, this model, this model's great. 00:03:38.340 --> 00:03:40.099 It's got this point, this point, this point, 00:03:40.340 --> 00:03:42.520 it's got this guy, great line, and tells you 00:03:42.520 --> 00:03:44.099 all about it and everything, and you're standing 00:03:44.099 --> 00:03:46.819 there going, I just came to look, man, just leave 00:03:46.819 --> 00:03:51.949 me alone. Or, walk up to somebody. Or you have 00:03:51.949 --> 00:03:54.789 walked up to buy a salesman and say, hey, I'm 00:03:54.789 --> 00:03:57.250 Malcolm. If you need me, I'm right over there. 00:03:58.449 --> 00:04:00.889 And you look at it at your own pace. And if you 00:04:00.889 --> 00:04:04.110 have a question, which 99 % of the time you do, 00:04:04.189 --> 00:04:08.789 you're going to ask them. Right? So that's a 00:04:08.789 --> 00:04:13.110 different in the sales technique. Now, here. 00:04:14.129 --> 00:04:18.870 Smile. OK. Smile. That's the first thing that 00:04:18.870 --> 00:04:22.189 everybody looks at. Right? if you're going to 00:04:22.189 --> 00:04:28.389 smile, right? Celia, our queen of non -profits, 00:04:29.250 --> 00:04:31.889 right? What does she always do when she walks 00:04:31.889 --> 00:04:36.170 into her room? Smiles. It's the most important 00:04:36.170 --> 00:04:38.769 thing. If you walk in with a frown, nobody's 00:04:38.769 --> 00:04:41.829 going to want to talk to you, right? So, you 00:04:41.829 --> 00:04:44.649 have to look the person in the eye. Nobody likes 00:04:44.649 --> 00:04:47.189 to talk to somebody as they're talking to somebody 00:04:47.189 --> 00:04:49.949 and looking like this, right? You don't want 00:04:49.949 --> 00:04:52.370 to do that. You also want to make them feel like 00:04:52.370 --> 00:04:54.589 they're the most important person in the room. 00:04:55.290 --> 00:04:58.750 Now, when you're talking to somebody, you'll 00:04:58.750 --> 00:05:01.810 see somebody walking behind them that you really 00:05:01.810 --> 00:05:09.449 want to talk to. What do you do? You finish your 00:05:09.449 --> 00:05:13.189 conversation with that person. You remain with 00:05:13.189 --> 00:05:16.730 eye contact. Now you know, instinctively, where 00:05:16.730 --> 00:05:18.449 that other person is walking and who they're 00:05:18.449 --> 00:05:22.540 talking to. But you finish your conversation 00:05:22.540 --> 00:05:25.459 you have eye contact because that is the most 00:05:25.459 --> 00:05:27.920 important thing and they are the most important 00:05:27.920 --> 00:05:33.180 person in the room Okay, that's your eye contact 00:05:33.180 --> 00:05:36.100 I have a story from New York versus Georgia. 00:05:36.120 --> 00:05:38.959 I come from New York. You can't tell my accent 00:05:38.959 --> 00:05:40.740 See, I don't think I have an accent. I think 00:05:40.740 --> 00:05:46.279 you will There's a distinct difference between 00:05:46.279 --> 00:05:50.300 a New York person and a Georgia person And I 00:05:50.300 --> 00:05:52.319 don't have time to go into that, so I'm up here. 00:05:53.459 --> 00:05:57.040 Be polite. Be polite. You have to treat the janitor 00:05:57.040 --> 00:05:59.920 as well as the CEO. I have another story for 00:05:59.920 --> 00:06:03.639 that, right? Where I actually walked into a building 00:06:03.639 --> 00:06:07.540 and I met the janitor. One story short, I was 00:06:07.540 --> 00:06:10.720 sitting down with the CEO of the company and 00:06:10.720 --> 00:06:13.459 I said, how you doing? And he said, oh, hey, 00:06:13.600 --> 00:06:17.199 Jeff. And I turned around and it was the janitor. 00:06:17.560 --> 00:06:19.879 I said, oh. You know him? Because that's my brother 00:06:19.879 --> 00:06:25.819 -in -law. So if I didn't, listen, I made nights, 00:06:26.300 --> 00:06:28.779 I spoke to him, I said, how are you doing? Can 00:06:28.779 --> 00:06:30.600 I help you with anything? Anything like that. 00:06:30.639 --> 00:06:33.399 And then I walked up to the CEO's office. If 00:06:33.399 --> 00:06:36.100 I didn't do that, what would the CEO would have 00:06:36.100 --> 00:06:40.199 thought of me? Right? All right. So, and here 00:06:40.199 --> 00:06:43.899 to respect the CEO, like the janitor. Okay, now, 00:06:44.139 --> 00:06:47.839 confidence. When you're talking to somebody, 00:06:48.910 --> 00:06:53.209 Square your body up with them. Don't say, hey, 00:06:53.250 --> 00:06:54.810 I ain't doing it, because what does that mean? 00:06:55.170 --> 00:06:58.649 You're looking over here, right? You're looking 00:06:58.649 --> 00:07:00.990 over here. You have to speak with the person, 00:07:01.029 --> 00:07:04.529 speak with the person directly, shoulders square. 00:07:05.050 --> 00:07:08.110 Okay, friendly facial expression, hands in plain 00:07:08.110 --> 00:07:14.350 sight. Listen, if you're talking like this, or 00:07:14.350 --> 00:07:16.569 if you talk with your hands in your pocket, you 00:07:16.569 --> 00:07:21.319 lost, right? I'm Jewish, I married an Italian 00:07:21.319 --> 00:07:26.060 girl, and she talks with her hands. Right? If 00:07:26.060 --> 00:07:29.980 you realize that every time you speak with somebody, 00:07:30.959 --> 00:07:33.920 your hands are moving. You're trying to accentuate 00:07:33.920 --> 00:07:37.560 what you're saying with your hands. Don't stop 00:07:37.560 --> 00:07:41.959 that. I don't mean like, hey, crazy Eddie. That 00:07:41.959 --> 00:07:46.579 commercial from a long time ago. Okay, so just, 00:07:46.620 --> 00:07:48.500 you know, talk with your hands. That's really 00:07:48.500 --> 00:07:53.199 easy. Now, this is simple. Middle steeple. I 00:07:53.199 --> 00:07:55.720 love saying this. This is a roof max commercial. 00:07:57.120 --> 00:07:58.959 And the guys out there are talking like this. 00:07:59.639 --> 00:08:01.699 And you should always talk about, use roof max 00:08:01.699 --> 00:08:03.920 and everything. This is called a middle steeple. 00:08:04.019 --> 00:08:06.060 This is a lower steeple. This is a higher steeple. 00:08:06.279 --> 00:08:08.459 This is a middle steeple. First thing you think 00:08:08.459 --> 00:08:12.100 about when you do middle steeple. Don't do it. 00:08:13.740 --> 00:08:17.240 Don't do it. Keep your hands free. Right? Because 00:08:17.240 --> 00:08:20.459 all of this is part of your body language. Your 00:08:20.459 --> 00:08:24.180 body language will absolutely help you in your 00:08:24.180 --> 00:08:28.420 sales process. Now, enunciate. This is going 00:08:28.420 --> 00:08:30.160 to be a little bit of a problem with somebody 00:08:30.160 --> 00:08:33.700 from a different country or something else. You 00:08:33.700 --> 00:08:37.279 have to learn how to enunciate. If you don't 00:08:37.279 --> 00:08:41.590 enunciate, you're lost. Because They'll sit there, 00:08:41.590 --> 00:08:45.450 yessing you to death. And what's going to happen? 00:08:45.490 --> 00:08:46.730 They're going to walk away and go, I don't know 00:08:46.730 --> 00:08:50.889 how they're going to find me. Right? OK. So that's 00:08:50.889 --> 00:08:57.269 key. So now, listen and pause. When you're talking 00:08:57.269 --> 00:09:01.929 with somebody, speaking with anybody, and you're 00:09:01.929 --> 00:09:05.730 listening to them, turn your cell phone off. 00:09:06.389 --> 00:09:09.470 Put it away. Somebody walking past, don't bother 00:09:09.470 --> 00:09:12.289 with them. Look at them in the eye and listen 00:09:12.289 --> 00:09:17.850 to what they say. When they finish, pause. That 00:09:17.850 --> 00:09:20.389 pause is probably the most important thing you'll 00:09:20.389 --> 00:09:24.230 ever do. Because it will, when you return the 00:09:24.230 --> 00:09:26.929 conversation, you're going to repeat something 00:09:26.929 --> 00:09:30.809 that he said. Okay? So that, what does that tell 00:09:30.809 --> 00:09:34.350 the person? It tells the person, he was listening 00:09:34.350 --> 00:09:38.529 to me. Oh my goodness! And you respond in kind. 00:09:39.330 --> 00:09:44.009 Right it's a very very important piece all right 00:09:44.009 --> 00:09:47.909 What should you do all right? Let's say you're 00:09:47.909 --> 00:09:50.789 walking into a networking event. This is for 00:09:50.789 --> 00:09:56.090 extroverts not introverts I keep saying that 00:09:56.090 --> 00:10:06.009 but To me okay, so when you walk up to a table 00:10:06.009 --> 00:10:07.669 there are plenty of things you have to do when 00:10:07.669 --> 00:10:10.549 you go to a networking event Right? They usually 00:10:10.549 --> 00:10:13.649 have a piece of paper, you pick it up and you 00:10:13.649 --> 00:10:15.590 see where the tables are, you see all the networking. 00:10:16.149 --> 00:10:19.409 You go out and you find a table that you want 00:10:19.409 --> 00:10:23.190 to walk up to. Usually four or five people. You 00:10:23.190 --> 00:10:27.009 walk up to them, what do you do? You don't speak 00:10:27.009 --> 00:10:30.889 at all. Don't talk. You walk up and you listen. 00:10:31.889 --> 00:10:35.990 You listen for the conversation. Is this a conversation 00:10:35.990 --> 00:10:41.059 that I want to be a part of? Oh, it's not they're 00:10:41.059 --> 00:10:43.639 talking about their mother's baking and I really 00:10:43.639 --> 00:10:45.480 I came in the network I don't want to talk about 00:10:45.480 --> 00:10:47.700 that. Let me go to different table politely bow 00:10:47.700 --> 00:10:49.500 out. You haven't said anything yet. That's fine. 00:10:49.759 --> 00:10:52.399 Go to the next table Let's say you walk up to 00:10:52.399 --> 00:10:55.240 the table and it is a conversation you want to 00:10:55.240 --> 00:10:58.179 be a part of wait for the conversation come around 00:10:58.179 --> 00:11:03.419 to you or break and Then you say something with 00:11:03.419 --> 00:11:11.669 intelligence Remember, you are the expert of 00:11:11.669 --> 00:11:15.870 your field. You are the expert. So what you say 00:11:15.870 --> 00:11:21.789 should mean be very important. Okay? But, all 00:11:21.789 --> 00:11:25.570 you're trying to do is get the intention of at 00:11:25.570 --> 00:11:28.750 least two people. And okay, you got the intention 00:11:28.750 --> 00:11:31.049 of the two people. You turned the conversation 00:11:31.049 --> 00:11:35.299 over to them. And I use something called FORM, 00:11:35.340 --> 00:11:40.820 F -O -R -M, family, occupation, recreation, and 00:11:40.820 --> 00:11:46.940 a message. So, after you speak to one person, 00:11:47.159 --> 00:11:49.500 have them, that's another family, their mother, 00:11:49.559 --> 00:11:51.779 father, sister, brother, son, daughter. I usually 00:11:51.779 --> 00:11:57.179 try to get them on a youth sports level. Why? 00:11:57.480 --> 00:12:00.480 I was a baseball coach for 16 years. I was an 00:12:00.480 --> 00:12:05.610 umpire of... for three years, all right? So I 00:12:05.610 --> 00:12:08.070 can talk with anybody about any youth sport, 00:12:08.330 --> 00:12:11.129 because I coach football, I coach basketball, 00:12:11.350 --> 00:12:16.429 believe it or not, basketball, right? But I got 00:12:16.429 --> 00:12:19.110 them to speak. And what do people love to do? 00:12:20.590 --> 00:12:23.529 Talk about themselves. They talk about their 00:12:23.529 --> 00:12:26.789 family, right? So once you get them to do it, 00:12:26.789 --> 00:12:28.809 then all of a sudden you kind of turn the conversation 00:12:28.809 --> 00:12:33.460 to what they do. and you talk about it, and say, 00:12:33.559 --> 00:12:37.740 you know something? I like you. I like what you 00:12:37.740 --> 00:12:42.500 do and how you do it. How can I make you more 00:12:42.500 --> 00:12:46.899 successful? How can I be a good referral source 00:12:46.899 --> 00:12:51.000 for you? And if I did my job correctly, they'll 00:12:51.000 --> 00:12:52.580 turn around and say, Mike, I'm going to tell 00:12:52.580 --> 00:12:54.960 you, do yet. And you're trying to make me more 00:12:54.960 --> 00:12:58.240 successful? Yes. You're going in with what's 00:12:58.240 --> 00:13:01.779 called a servant's heart. You're going in looking 00:13:01.779 --> 00:13:06.639 to give not to receive And you get much more 00:13:06.639 --> 00:13:09.259 you get much further ahead with something like 00:13:09.259 --> 00:13:13.240 this. Okay, that's form But I will go into that 00:13:13.240 --> 00:13:16.440 afterwards. Okay family occupation recreation 00:13:16.440 --> 00:13:21.019 and message. It's We could spend a whole half 00:13:21.019 --> 00:13:24.440 an hour just on that just kind of remember that 00:13:24.440 --> 00:13:27.240 and When you're walking up to a table get them 00:13:27.240 --> 00:13:33.720 to say it Okay, what do you have in common with 00:13:33.720 --> 00:13:36.960 the person? Because you want to talk about something 00:13:36.960 --> 00:13:40.200 that you're having in common with them. Is it 00:13:40.200 --> 00:13:44.840 your occupation? Do you go skiing? Boating? Do 00:13:44.840 --> 00:13:47.279 you do sports? Something, anything. Anything 00:13:47.279 --> 00:13:52.899 to get them on the same level as you. The first 00:13:52.899 --> 00:13:56.490 thing you do is ask a question. Because when 00:13:56.490 --> 00:13:59.230 you're answering a question, listen, every time 00:13:59.230 --> 00:14:01.549 you meet somebody or go into a networking event, 00:14:02.090 --> 00:14:06.929 there's a wall between you and the person. Know 00:14:06.929 --> 00:14:10.610 you, like you, trust you, they'll do business 00:14:10.610 --> 00:14:14.649 with you. If they know you, well, everybody will 00:14:14.649 --> 00:14:19.409 know you. How about like you? Well, that kind 00:14:19.409 --> 00:14:21.049 of lowers the field down a little bit because 00:14:21.049 --> 00:14:24.409 everybody's not going to like you. But trust? 00:14:25.220 --> 00:14:28.460 Nobody is going to do business with you unless 00:14:28.460 --> 00:14:32.019 they trust you. Now, when you're speaking with 00:14:32.019 --> 00:14:34.559 somebody, and about their family, about their 00:14:34.559 --> 00:14:37.240 recreation, about anything like this, what's 00:14:37.240 --> 00:14:39.460 happening? That wall between the two of you is 00:14:39.460 --> 00:14:42.679 going down, and that trust level is going up. 00:14:43.759 --> 00:14:46.539 Once you get the trust level up, then it kinda 00:14:46.539 --> 00:14:51.279 opens you up to do business. All right, just 00:14:51.279 --> 00:14:53.259 different things. When you walk into an office, 00:14:53.480 --> 00:14:56.220 right? You have a one -on -one meeting. Welcome 00:14:56.220 --> 00:14:58.379 to an office. Take a very quick, I'll give you 00:14:58.379 --> 00:15:02.340 about 30 seconds to figure out what you can talk 00:15:02.340 --> 00:15:05.980 about. Does he have a picture of his son, daughter, 00:15:06.820 --> 00:15:09.200 grandson, whatever, youth sports, always my go 00:15:09.200 --> 00:15:13.440 -to. How about a musical note, a picture of music, 00:15:13.919 --> 00:15:16.600 something of art, something on the wall, something 00:15:16.600 --> 00:15:19.659 will tell you what this person is all about. 00:15:20.259 --> 00:15:23.710 Talk about it. Even if you don't know I know 00:15:23.710 --> 00:15:27.129 nothing about music nothing. I'm telling you 00:15:27.129 --> 00:15:30.190 I know less than nothing But if I see something 00:15:30.190 --> 00:15:33.070 on the wall, I see a musical instrument or a 00:15:33.070 --> 00:15:34.889 picture or something else. I'll ask them about 00:15:34.889 --> 00:15:40.370 it Because they love to talk about themselves 00:15:40.370 --> 00:15:42.830 Anybody else with a cell phone like that, please 00:15:42.830 --> 00:15:47.389 stop except time. Okay, so sports music or you 00:15:47.389 --> 00:15:50.450 know, it's really everything that you that you 00:15:50.519 --> 00:15:54.740 Want to do there is the mantra Always remember 00:15:54.740 --> 00:15:58.799 the mantra with network if they know you if they 00:15:58.799 --> 00:16:02.539 like you if they trust you They're going to do 00:16:02.539 --> 00:16:06.080 business with you And always remember without 00:16:06.080 --> 00:16:10.759 the trust you don't have a sale All right, so 00:16:10.759 --> 00:16:14.320 now I'm getting to that point extroverts and 00:16:14.320 --> 00:16:16.820 introverts when I first said you walked into 00:16:16.820 --> 00:16:20.100 a networking event Which if you're an introvert 00:16:20.100 --> 00:16:22.240 will scare the hell out of you But if you're 00:16:22.240 --> 00:16:25.460 an extrovert you walk into the event and you 00:16:25.460 --> 00:16:29.080 look at this massive amount of people and You 00:16:29.080 --> 00:16:31.100 immediately start to go to work if you're an 00:16:31.100 --> 00:16:34.740 introvert What do you do you go to the wall get 00:16:34.740 --> 00:16:39.580 a drink and you become a wallflower? Right Let's 00:16:39.580 --> 00:16:43.919 not let that happen So I want you to go with 00:16:43.919 --> 00:16:47.480 somebody. I know I said go alone But that's for 00:16:47.480 --> 00:16:50.629 an extrovert If you're an introvert, you go with 00:16:50.629 --> 00:16:53.190 somebody, somebody that knows you, knows what 00:16:53.190 --> 00:16:57.309 you do very well. And as you're walking up to 00:16:57.309 --> 00:16:59.409 that table and that conversation comes around, 00:16:59.710 --> 00:17:02.350 and it is a conversation that you want to be 00:17:02.350 --> 00:17:04.470 a part of, either you kick them or nudge them 00:17:04.470 --> 00:17:06.470 or something, and say, oh, you know something? 00:17:06.970 --> 00:17:09.269 Michael knows a lot about that subject. Michael, 00:17:09.589 --> 00:17:11.210 why don't you tell us a little bit about that? 00:17:11.829 --> 00:17:14.750 It's kind of like an introduction. And all of 00:17:14.750 --> 00:17:19.390 a sudden, the introvert is less, right? So if 00:17:19.390 --> 00:17:22.950 you do that enough times, when I say enough times, 00:17:23.230 --> 00:17:25.150 not the first time, because the first time you 00:17:25.150 --> 00:17:27.109 go out and network, if you're new to networking 00:17:27.109 --> 00:17:31.089 and you go out and you try this, you're gonna 00:17:31.089 --> 00:17:36.349 suck. No toys about it, okay? The second time, 00:17:36.650 --> 00:17:39.990 you're gonna suck that much less. The third time, 00:17:40.029 --> 00:17:43.769 even less. By the fourth time, maybe the fifth 00:17:43.769 --> 00:17:46.210 time, if you're an introvert and you have your 00:17:46.210 --> 00:17:48.420 wingman, I called a wingman, I was in the Air 00:17:48.420 --> 00:17:52.099 Force. So a wingman, then you probably won't 00:17:52.099 --> 00:17:55.640 need that wingman much more, right? You're kind 00:17:55.640 --> 00:18:00.140 of like flying on your own. And I said I could, 00:18:00.400 --> 00:18:04.579 you know, for another 30 minutes. All right, 00:18:04.759 --> 00:18:08.660 now the follow -up is what I feel is the most 00:18:08.660 --> 00:18:12.019 important. When you follow up, when you get back 00:18:12.019 --> 00:18:16.289 to that, your office or your house, Whatever 00:18:16.289 --> 00:18:21.109 you follow up that evening with a thank you Say 00:18:21.109 --> 00:18:24.069 hey, you know, thank you very much for your time. 00:18:24.069 --> 00:18:27.730 I hope you enjoy yourself Hope to visit with 00:18:27.730 --> 00:18:32.549 you Michael Right send it off the very next morning 00:18:32.549 --> 00:18:41.230 Here's the clincher You see the thank you note 00:18:41.230 --> 00:18:46.279 a handwritten thank you note Handwritten in the 00:18:46.279 --> 00:18:51.400 age of technology? Oh no! Handwritten thank you 00:18:51.400 --> 00:18:57.059 note. This goes so far. You have no idea. I usually 00:18:57.059 --> 00:18:59.720 sit with us. I was in the mortgage industry and 00:18:59.720 --> 00:19:01.720 I used to go to a networking event. I used to 00:19:01.720 --> 00:19:04.220 come home with a shoe box filled with business 00:19:04.220 --> 00:19:08.400 cards. Oh my God, look how good I did when I 00:19:08.400 --> 00:19:11.140 did horrible. Right? I went to the school of 00:19:11.140 --> 00:19:14.470 hard knocks. I did everything wrong. before I 00:19:14.470 --> 00:19:20.069 did them correctly. So, you take that thank you 00:19:20.069 --> 00:19:22.869 card, you write almost the same thing, right? 00:19:22.950 --> 00:19:25.730 Hey, Frida, this is Michael. I met you on such 00:19:25.730 --> 00:19:27.569 and such day and at such and such an event. We 00:19:27.569 --> 00:19:31.230 spoke about XYZ. I'm hoping to do business with 00:19:31.230 --> 00:19:35.529 you soon, Michael. So, I've sent that one email. 00:19:36.029 --> 00:19:38.470 I sent the thank you card. I wait three days. 00:19:39.829 --> 00:19:42.809 I send an email. hey Frida, this is Michael, 00:19:43.029 --> 00:19:44.890 I met you on such and such date, such and event, 00:19:45.190 --> 00:19:49.910 we spoke about XYZ. I say that before I do any 00:19:49.910 --> 00:19:54.009 time I touch a point of touch for them, that's 00:19:54.009 --> 00:19:56.630 what I put in. Why? Because it keeps me top of 00:19:56.630 --> 00:19:59.930 mind. And just so you know, on a sale cycle, 00:20:00.750 --> 00:20:08.190 it takes 8 to 15 touches, 8 times before they 00:20:08.190 --> 00:20:12.089 will respond to you. So you're taking care a 00:20:12.089 --> 00:20:17.609 lot of this to begin with. Okay, so connect on 00:20:17.609 --> 00:20:21.089 LinkedIn, Facebook, Instagram, X, whatever, whatever 00:20:21.089 --> 00:20:24.250 platform you use, right? Reach out and connect 00:20:24.250 --> 00:20:27.589 with that person. Soft connect. Now, what I do 00:20:27.589 --> 00:20:30.630 is I connect with the person, and they're in 00:20:30.630 --> 00:20:33.650 a roofing company, actually, and I sent them 00:20:33.650 --> 00:20:37.609 an article between metal roofs and asphalt. I 00:20:37.609 --> 00:20:39.660 said, look, I came across this article. I thought 00:20:39.660 --> 00:20:43.480 you might find it interesting. Keep giving them 00:20:43.480 --> 00:20:46.099 that about three or four times. You have to bring 00:20:46.099 --> 00:20:49.680 value to the relationship before you can ask 00:20:49.680 --> 00:20:54.799 for a cup of coffee. Bring value. Otherwise, 00:20:55.319 --> 00:20:57.960 they don't want to know. I have 10 ,000 contacts, 00:20:58.779 --> 00:21:02.059 right? So if I just say, OK, great, I want to 00:21:02.059 --> 00:21:04.579 meet you. Listen, when I was at a networking 00:21:04.579 --> 00:21:07.079 event, I had a guy come walking up to me with 00:21:07.079 --> 00:21:09.799 a handful of business cards. He said, Here, here, 00:21:09.799 --> 00:21:12.119 here, here, here, my business card. I want to 00:21:12.119 --> 00:21:15.180 contact you, everybody. I'll get in touch with 00:21:15.180 --> 00:21:17.500 you afterwards, and I'll see you afterwards. 00:21:18.000 --> 00:21:20.500 Zip. And all of us were there with a business 00:21:20.500 --> 00:21:24.700 card saying, what the hell just happened? Every 00:21:24.700 --> 00:21:26.859 one of us threw it away. So if you don't want 00:21:26.859 --> 00:21:30.019 to go through the cost of printing or the embarrassment, 00:21:30.500 --> 00:21:36.190 don't do that. All right. So now. What are the 00:21:36.190 --> 00:21:38.549 steps? Do you have a system and consistency? 00:21:39.329 --> 00:21:42.309 That is the most important part. Everybody here 00:21:42.309 --> 00:21:45.769 have a CRM, I hope, because every time that you 00:21:45.769 --> 00:21:48.430 meet somebody, you want to take all of their 00:21:48.430 --> 00:21:51.470 contact information, put it to your CRM, and 00:21:51.470 --> 00:21:55.569 thus begins your time in connecting with them. 00:21:56.809 --> 00:22:00.329 Consistency, that doesn't mean email them, wait 00:22:00.329 --> 00:22:03.799 a week, email them, wait another week. Email 00:22:03.799 --> 00:22:07.400 wait two weeks email. That's it. That's not being 00:22:07.400 --> 00:22:11.640 consistent By being consistent you're emailing 00:22:11.640 --> 00:22:14.099 them two or three days later you email again 00:22:14.099 --> 00:22:18.819 all you're doing is waiting for a response Positive 00:22:18.819 --> 00:22:23.519 or negative doesn't matter That thank -you card 00:22:23.519 --> 00:22:27.920 and the way that I the whole my whole secret 00:22:27.920 --> 00:22:32.220 sauce I call it of following up increases the 00:22:32.220 --> 00:22:35.920 percentage rate of return of two percent that's 00:22:35.920 --> 00:22:39.039 right two percent of a corporate email gets answered 00:22:39.039 --> 00:22:43.019 by my system by the thank you card and everything 00:22:43.019 --> 00:22:50.259 else it raises it up 75 percent 75 percent of 00:22:50.259 --> 00:22:52.839 you getting a response look the response the 00:22:52.839 --> 00:22:55.940 response might be look stop emailing me i don't 00:22:55.940 --> 00:23:00.809 want your services that's fine because you got 00:23:00.809 --> 00:23:08.869 a response. Alright, so, now, okay, here, expand 00:23:08.869 --> 00:23:11.390 your network, alright, expand your network, go 00:23:11.390 --> 00:23:15.269 onto LinkedIn, and if you want to go after commercial 00:23:15.269 --> 00:23:18.549 realtors, or roofers, or somebody else like that, 00:23:18.690 --> 00:23:21.329 you're gonna find them on LinkedIn, and just 00:23:21.329 --> 00:23:24.269 connect with them. It's really not that difficult. 00:23:24.990 --> 00:23:28.150 Instagram, listen, all of you have a cell phone. 00:23:28.930 --> 00:23:34.460 Every one of you. Do a 30 second 45 second real 00:23:34.460 --> 00:23:38.180 Hey, how you doing? This is Mike. I'm the networking 00:23:38.180 --> 00:23:42.880 king Whatever right surreal, but it's getting 00:23:42.880 --> 00:23:48.079 your name and your face out there You too. There's 00:23:48.079 --> 00:23:52.779 a survey done Where is your advertising dollars 00:23:52.779 --> 00:23:56.940 going? What do you think what do you think was 00:23:56.940 --> 00:24:00.240 the number one place? where you should advertise 00:24:00.240 --> 00:24:05.579 on Facebook between YouTube, Instagram, Facebook, 00:24:06.420 --> 00:24:11.099 X, all of those, TikTok, everywhere, right? YouTube 00:24:11.099 --> 00:24:14.880 came out as number one. YouTube was the number 00:24:14.880 --> 00:24:16.980 one place. So if you don't have a YouTube channel, 00:24:17.380 --> 00:24:20.539 create one. It takes about 30 seconds, right? 00:24:20.799 --> 00:24:23.940 What do you think the second one down was? Pretty 00:24:23.940 --> 00:24:26.440 far, too. But the second one down, Facebook. 00:24:28.200 --> 00:24:32.619 I never put much behind Facebook because I always 00:24:32.619 --> 00:24:34.700 thought it was for friends, for family, for things 00:24:34.700 --> 00:24:37.160 like that. No, if you're going to advertise or 00:24:37.160 --> 00:24:39.500 sell something, Facebook is the place to go. 00:24:39.759 --> 00:24:43.500 Then afterwards, if you want a network like this, 00:24:44.599 --> 00:24:48.240 go to meetup .com or some of these other sites. 00:24:48.599 --> 00:24:53.359 Look for a networking meeting because listen, 00:24:53.740 --> 00:24:55.920 this is the only way you're going to get business 00:24:55.920 --> 00:25:00.910 by networking. by networking properly. You have 00:25:00.910 --> 00:25:03.349 to really think about it. Networking used to 00:25:03.349 --> 00:25:07.670 be pre -pandemic. Networking was very transactional. 00:25:08.789 --> 00:25:10.549 Hey, I have one widget. You have three dollars. 00:25:10.589 --> 00:25:16.470 Let me have it. Bye. Post -pandemic. It's not. 00:25:16.630 --> 00:25:19.930 It's relational. That box of 200 cards that I 00:25:19.930 --> 00:25:22.710 used to carry around. No. Whenever I go to a 00:25:22.710 --> 00:25:25.230 networking event, I come back with 15 cards, 00:25:25.450 --> 00:25:28.579 maybe 20. Because I won't be able to follow up 00:25:28.579 --> 00:25:33.180 properly if I bring back more than that Okay, 00:25:33.460 --> 00:25:41.759 so Yeah Practice practice practice the three 00:25:41.759 --> 00:25:45.000 most important words in network You're not going 00:25:45.000 --> 00:25:49.019 to get any better unless you practice now when 00:25:49.019 --> 00:25:51.720 you have your 30 second elevator speech, which 00:25:51.720 --> 00:25:56.690 I Absolutely don't agree Right? Whenever I coach 00:25:56.690 --> 00:25:59.329 anybody, I say, okay, let's work on your 30 second 00:25:59.329 --> 00:26:02.430 open speech. Great, we got it. All right, now 00:26:02.430 --> 00:26:06.569 let's break it down to 10 seconds. What? You're 00:26:06.569 --> 00:26:10.009 crazy. 10 seconds? Yeah. Okay, we got it down 00:26:10.009 --> 00:26:12.029 to 10 seconds. Okay, good. Now throw the whole 00:26:12.029 --> 00:26:16.509 thing out. Because all I did was get you to focus 00:26:16.509 --> 00:26:23.559 on what you have to say or say. Now obviously 00:26:23.559 --> 00:26:26.579 keep in touch and that's through Facebook LinkedIn 00:26:26.579 --> 00:26:29.819 wherever you platform you want to and if you 00:26:29.819 --> 00:26:33.519 remember anything Please remember the handwritten 00:26:33.519 --> 00:26:38.480 notes. I in my briefcase I have 50 thank -you 00:26:38.480 --> 00:26:41.559 notes just for such an occasion and I got to 00:26:41.559 --> 00:26:47.920 be I got to such a point where I Had a printed 00:26:47.920 --> 00:26:50.740 simple little thank -you card. It's it's not 00:26:50.740 --> 00:26:54.029 even a fold over it's just a quick thank you 00:26:54.029 --> 00:26:57.789 right right on the back right i do it with such 00:26:57.789 --> 00:27:01.529 a point that i i make sure i do it all right 00:27:01.529 --> 00:27:09.109 so ai is a buzzword use ai as a tool don't have 00:27:09.109 --> 00:27:12.470 it replace what you have to say you write articles 00:27:12.470 --> 00:27:16.609 i am an author i wrote two books one on networking 00:27:16.609 --> 00:27:20.029 one on podcasting i have a podcast that goes 00:27:20.380 --> 00:27:26.400 I have over $125. I have digital courses. These 00:27:26.400 --> 00:27:29.579 are all ways that you can get in front of your 00:27:29.579 --> 00:27:34.160 client. Create, use your mind, create, whether 00:27:34.160 --> 00:27:37.619 it's AI, whether it's articles, a podcast, whether 00:27:37.619 --> 00:27:40.700 it's digital courses, whatever. Okay, so now 00:27:40.700 --> 00:27:42.599 these are the things I told you to worry about, 00:27:42.839 --> 00:27:47.559 to think about, right? But finally, oop. If the 00:27:47.559 --> 00:27:50.019 conversation you're having isn't producing results, 00:27:50.920 --> 00:27:54.220 it's not bad luck. It's a communication problem. 00:27:54.660 --> 00:27:58.859 It's not what you sell. It's how you're selling 00:27:58.859 --> 00:28:02.740 it and how you're presenting yourself. Okay, 00:28:02.940 --> 00:28:07.720 patterns can change. Okay, this QR code tells 00:28:07.720 --> 00:28:11.319 me how I did it, right? So if you want, you can... 00:28:11.319 --> 00:28:14.960 I rushed through this because I usually have 00:28:14.960 --> 00:28:18.119 45 minutes to an hour. Within time, I wanted 00:28:18.119 --> 00:28:20.700 to make sure I got everything in. Any questions? 00:28:22.839 --> 00:28:25.640 I have one. What about those that come to networking 00:28:25.640 --> 00:28:27.720 events like this? They get all the business cards 00:28:27.720 --> 00:28:30.680 or all the names and email addresses of everybody 00:28:30.680 --> 00:28:32.740 that attends, and then they send out a massive 00:28:32.740 --> 00:28:36.259 email. Hey, good to have seen you if I didn't 00:28:36.259 --> 00:28:41.299 meet you. But they spam everybody. Great question. 00:28:41.980 --> 00:28:44.799 First of all, all of your emails should be personalized. 00:28:45.460 --> 00:28:48.160 They should go on individual. Then you have to 00:28:48.160 --> 00:28:51.259 follow along with your follow -up. If your follow 00:28:51.259 --> 00:28:53.619 -up was your initial email, the next morning, 00:28:53.700 --> 00:28:58.299 what do you do? Coffee. Coffee, no. Thank you 00:28:58.299 --> 00:29:01.420 card. Me coffee. Your thank you card. Okay, you 00:29:01.420 --> 00:29:03.500 have to send a thank you card, and you begin 00:29:03.500 --> 00:29:06.279 that follow -up process. As long as it's somebody 00:29:06.279 --> 00:29:07.960 that you truly want to connect with.