WEBVTT 00:00:16.750 --> 00:00:20.190 Welcome to Networking Unleashed, Building Profitable 00:00:20.190 --> 00:00:23.230 Connections, the show where conversations stop 00:00:23.230 --> 00:00:26.190 being casual and start creating real momentum. 00:00:26.609 --> 00:00:29.789 I'm Michael Foreman, and today's episode is for 00:00:29.789 --> 00:00:33.289 anyone who's tired of leaving growth up to chance. 00:00:33.670 --> 00:00:36.990 My guest knows what it takes to move from word 00:00:36.990 --> 00:00:40.229 -of -mouth wins to steady, reliable lead flow. 00:00:40.829 --> 00:00:43.570 He's lived the mistakes that cost time and money, 00:00:43.689 --> 00:00:46.990 learned the hard lessons, and now helps businesses 00:00:46.990 --> 00:00:51.670 use automation and AI the right way so work gets 00:00:51.670 --> 00:00:54.549 lighter and results get stronger without losing 00:00:54.549 --> 00:00:57.969 the personal touch. We're talking about what 00:00:57.969 --> 00:01:00.890 actually turns connections into consistency, 00:01:01.109 --> 00:01:04.930 how to avoid the traps most entrepreneurs fall 00:01:04.930 --> 00:01:08.760 into early, and why the right systems don't replace 00:01:08.760 --> 00:01:12.500 relationships, they protect them. So if you care 00:01:12.500 --> 00:01:15.219 about building growth, you can count on, you're 00:01:15.219 --> 00:01:18.920 in the right place. So let's jump in. Josh, I 00:01:18.920 --> 00:01:21.579 would like to welcome you to the podcast. Josh 00:01:21.579 --> 00:01:24.180 is calling all the way from Australia. We have 00:01:24.180 --> 00:01:26.700 a string that we attach and we pull them over. 00:01:26.879 --> 00:01:30.340 But Josh, how about you introduce yourself? And 00:01:30.340 --> 00:01:33.480 in a nutshell, what do you do? Thanks, Michael. 00:01:33.560 --> 00:01:35.359 Thanks for having me. I guess in a nutshell. 00:01:35.980 --> 00:01:39.000 i run a marketing agency so we do end -to -end 00:01:39.000 --> 00:01:41.299 digital marketing and really helping businesses 00:01:41.299 --> 00:01:44.040 scale and grow before starting the agency i had 00:01:44.040 --> 00:01:46.319 a lot of my own startups that have been growing 00:01:46.319 --> 00:01:49.200 for a very long time across e -commerce and also 00:01:49.200 --> 00:01:52.599 lead generation so from that i realized a lot 00:01:52.599 --> 00:01:54.640 of different issues in the marketplace and that's 00:01:54.640 --> 00:01:56.180 why i've set up the agency and helped a lot of 00:01:56.180 --> 00:02:00.129 businesses from there That's great. I think this 00:02:00.129 --> 00:02:02.609 will be a really great conversation. Listen, 00:02:02.670 --> 00:02:05.590 I developed about 10 questions that I'll ask 00:02:05.590 --> 00:02:08.990 you. And let's start with the first one. Word 00:02:08.990 --> 00:02:13.129 of mouth built your early growth, but systems 00:02:13.129 --> 00:02:16.849 built your future. What made you realize relationships 00:02:16.849 --> 00:02:20.610 weren't enough? And what changed when you added 00:02:20.610 --> 00:02:24.650 structure? Okay, so I guess the main thing that 00:02:24.650 --> 00:02:27.909 helped us really grow was... We had a lot of 00:02:27.909 --> 00:02:30.270 leads coming in, but in the initial stages, we 00:02:30.270 --> 00:02:32.750 had too many that we weren't getting back to 00:02:32.750 --> 00:02:34.990 them fast enough. So we really knew, okay, we 00:02:34.990 --> 00:02:36.490 can get a lot of leads in. We're obviously very 00:02:36.490 --> 00:02:38.870 good at getting that demand, but now servicing 00:02:38.870 --> 00:02:41.129 that demand and turning that into sales and even 00:02:41.129 --> 00:02:43.370 for other companies, the same issues happen for 00:02:43.370 --> 00:02:45.569 them. And that's where having a system come into 00:02:45.569 --> 00:02:47.370 place where you know consistently that you're 00:02:47.370 --> 00:02:49.530 following up at all the key stages and making 00:02:49.530 --> 00:02:51.469 sure no one slipped through the cracks. That 00:02:51.469 --> 00:02:54.849 really takes a business from doing six figures 00:02:54.849 --> 00:02:57.659 a month to seven figures a month. That through 00:02:57.659 --> 00:02:59.639 consistency and building out a team from there 00:02:59.639 --> 00:03:01.520 and having a flow that can really scale beyond 00:03:01.520 --> 00:03:04.979 just yourself as well. Yeah, consistency is really 00:03:04.979 --> 00:03:08.000 it. It's getting the follow -up. I firmly believe 00:03:08.000 --> 00:03:11.520 that the follow -up is in the sauce. It's more 00:03:11.520 --> 00:03:14.500 important than actually meeting the person, right? 00:03:14.580 --> 00:03:17.120 So if you follow up immediately and consistently, 00:03:17.500 --> 00:03:20.639 I think you won. Yeah. People are meeting so 00:03:20.639 --> 00:03:23.240 many people every day and you need to stand out 00:03:23.240 --> 00:03:24.900 from that crowd. And the only way you can do 00:03:24.900 --> 00:03:26.800 that is through multiple touch points. People 00:03:26.800 --> 00:03:28.740 don't just buy from you from hearing about you 00:03:28.740 --> 00:03:31.300 for the first time. It's all about the actual 00:03:31.300 --> 00:03:33.259 value you add along the way. And that's through 00:03:33.259 --> 00:03:36.400 follow up. So 100 % agree. Absolutely. Absolutely. 00:03:36.979 --> 00:03:40.620 Looking back, which early mistake taught you 00:03:40.620 --> 00:03:43.560 the most about networking, taught the most about 00:03:43.560 --> 00:03:47.400 networking? how it really works in business but 00:03:47.400 --> 00:03:52.259 not just socially or financially yeah okay so 00:03:52.259 --> 00:03:55.759 i guess networking is about building your personal 00:03:55.759 --> 00:03:58.819 brand and business brand across a lot of different 00:03:58.819 --> 00:04:00.840 spaces people don't really know about you and 00:04:00.840 --> 00:04:02.860 so it's how you stand out what i learned early 00:04:02.860 --> 00:04:04.860 on is that you need to start building your brand 00:04:04.860 --> 00:04:06.919 in multiple different spaces in order to stand 00:04:06.919 --> 00:04:09.439 out the same way when you go network to someone 00:04:09.439 --> 00:04:12.340 and you articulate your business it's very different 00:04:12.340 --> 00:04:14.780 to the way some people even showcase themselves 00:04:14.780 --> 00:04:17.750 on the website the different information they 00:04:17.750 --> 00:04:20.069 talk through there I've been a lot of conversations 00:04:20.069 --> 00:04:23.389 in networking events where people go into a lot 00:04:23.389 --> 00:04:25.110 more detail about what they do as a business 00:04:25.110 --> 00:04:26.790 and all their unique selling points as a business 00:04:26.790 --> 00:04:29.029 but then you go look at their social media or 00:04:29.029 --> 00:04:30.990 their website you don't pick up any of that information 00:04:30.990 --> 00:04:34.670 there so the way you build a network doing networking 00:04:34.670 --> 00:04:37.230 and talk about yourself in a physical presence 00:04:37.230 --> 00:04:39.189 you need to translate to a digital presence as 00:04:39.189 --> 00:04:41.569 well And I think that's really important to today's 00:04:41.569 --> 00:04:43.189 society because people want to go check you out 00:04:43.189 --> 00:04:44.970 on all these different platforms before they 00:04:44.970 --> 00:04:47.810 start to engage with you. And even with networking, 00:04:48.009 --> 00:04:50.189 when you talk to someone for the first time, 00:04:50.250 --> 00:04:51.910 they're going to go check out your website and 00:04:51.910 --> 00:04:53.550 they're going to look for a lot more trust factors 00:04:53.550 --> 00:04:56.110 to, hey, this person says they can do X, Y or 00:04:56.110 --> 00:04:58.410 Z, but let me go back that up with more information. 00:04:58.730 --> 00:05:00.810 And that's where having a really strong digital 00:05:00.810 --> 00:05:03.329 presence backs up your social networking because 00:05:03.329 --> 00:05:05.529 people start to trust you more. When you look 00:05:05.529 --> 00:05:07.889 at someone's website, for example, all the different 00:05:07.889 --> 00:05:09.949 brands they've worked with is such a strong indicator 00:05:09.949 --> 00:05:12.350 of whether they're a reputable person in business 00:05:12.350 --> 00:05:16.629 or not as well. Yes. Know you, like you, trust 00:05:16.629 --> 00:05:20.769 you, then they'll do business with you. And it's 00:05:20.769 --> 00:05:24.529 really easy for everybody to know you because, 00:05:24.649 --> 00:05:30.879 you know, now know you, like you. narrows down 00:05:30.879 --> 00:05:33.220 the field just a little bit because everybody 00:05:33.220 --> 00:05:36.199 isn't going to like you. But the trust factor, 00:05:36.279 --> 00:05:39.600 that's so important. And now it's so easy for 00:05:39.600 --> 00:05:43.339 people to go and check you out, right? So I learned 00:05:43.339 --> 00:05:45.860 this a while ago in speaking, you have to pick 00:05:45.860 --> 00:05:50.160 a lane, right? I pick a lane. So I want steak. 00:05:50.519 --> 00:05:54.060 I want steak. Now I can go to a place that sells 00:05:54.060 --> 00:05:58.540 eggs and salads and chicken and pasta and steak 00:05:58.540 --> 00:06:01.089 and everything else. Or do I want to go to a 00:06:01.089 --> 00:06:05.389 steakhouse and order my steak? So that's the 00:06:05.389 --> 00:06:09.350 lane that I chose. And so that's what I think 00:06:09.350 --> 00:06:11.870 you're talking about. Yeah, and I can see that 00:06:11.870 --> 00:06:14.050 from your website with all the different speaking 00:06:14.050 --> 00:06:15.949 slots and all the brands you've worked with on 00:06:15.949 --> 00:06:17.629 there and all the different publications you've 00:06:17.629 --> 00:06:19.930 been on. You've established trust early on, and 00:06:19.930 --> 00:06:21.810 that's very important for networking, for people 00:06:21.810 --> 00:06:25.720 to hire you. hold you higher than someone else. 00:06:25.860 --> 00:06:27.819 And some of the different businesses we go and 00:06:27.819 --> 00:06:29.500 order and look at, they're missing all those 00:06:29.500 --> 00:06:33.000 factors of those trust points or even reviews 00:06:33.000 --> 00:06:35.220 are a huge thing that a lot of people are just 00:06:35.220 --> 00:06:37.519 missing from their websites. And then there really 00:06:37.519 --> 00:06:40.720 doesn't justify in their networking events, whether 00:06:40.720 --> 00:06:42.579 they're an established person or not. So it's 00:06:42.579 --> 00:06:45.709 very important in that regard. Yes, absolutely. 00:06:46.009 --> 00:06:49.850 Absolutely. Many people rely on chance introductions. 00:06:50.310 --> 00:06:54.029 What does it take to turn connection into a steady 00:06:54.029 --> 00:06:59.370 flow of qualified leads? Chance is a great question. 00:06:59.490 --> 00:07:04.290 So I guess one way we take the chance leads into 00:07:04.290 --> 00:07:08.339 a scalable system is. To start with, a lot of 00:07:08.339 --> 00:07:09.759 people don't have a lot of money when they're 00:07:09.759 --> 00:07:11.680 starting a business. And so they have to rely 00:07:11.680 --> 00:07:13.759 on being on the ground, physical one -to -one 00:07:13.759 --> 00:07:15.759 connections. But as you start to scale up your 00:07:15.759 --> 00:07:17.540 business and you start to have more money, you 00:07:17.540 --> 00:07:20.000 can invest back into marketing. We really look 00:07:20.000 --> 00:07:22.939 to businesses to go into Facebook ads and Google 00:07:22.939 --> 00:07:26.199 ads where you can drive trackable growth month 00:07:26.199 --> 00:07:28.399 on month. And as you want to build a system, 00:07:28.540 --> 00:07:30.420 you need to know that you're going to have a 00:07:30.420 --> 00:07:32.259 high volume of leads coming through every single 00:07:32.259 --> 00:07:34.620 month. And you're not just relying on one person, 00:07:34.620 --> 00:07:36.800 having a friend that's ready to now do something. 00:07:36.839 --> 00:07:38.660 with their house in a service -based business 00:07:38.660 --> 00:07:41.259 or ready to purchase a new vacuum and they refer 00:07:41.259 --> 00:07:43.620 your business you need to know that you're getting 00:07:43.620 --> 00:07:45.740 in front of the right eyeballs of the right people 00:07:45.740 --> 00:07:48.339 and so you do that through digital advertising 00:07:48.339 --> 00:07:50.860 where you can do hyper targeting and i think 00:07:50.860 --> 00:07:52.740 that's a very important part to scale up from 00:07:53.560 --> 00:07:55.680 referrals to having consistent system because 00:07:55.680 --> 00:07:57.600 once you have that consistent system in place 00:07:57.600 --> 00:07:58.899 and you know you're going to have 100 people 00:07:58.899 --> 00:08:01.259 coming through your door every single month buying 00:08:01.259 --> 00:08:03.639 from you you can with confidence you can hire 00:08:03.639 --> 00:08:05.879 that next staff member and you can scale up your 00:08:05.879 --> 00:08:08.480 ad spend to increase that demand even further 00:08:08.480 --> 00:08:10.480 as your business starts to grow and it's a repeatable 00:08:10.480 --> 00:08:13.620 system and when you back that up with a crm such 00:08:13.620 --> 00:08:16.850 as hubspot to get that consistent flow there 00:08:16.850 --> 00:08:18.889 so I might be sending you a hundred more leads 00:08:18.889 --> 00:08:21.269 this month but if you're not servicing them or 00:08:21.269 --> 00:08:22.769 getting back to them and taking them through 00:08:22.769 --> 00:08:25.519 your sales process you're gonna be losing them 00:08:25.519 --> 00:08:27.180 and it doesn't matter how many leads you get 00:08:27.180 --> 00:08:29.199 from that point on so that's how i would see 00:08:29.199 --> 00:08:31.819 scaling that side of things up from just the 00:08:31.819 --> 00:08:34.519 one -to -one referral connections referrals are 00:08:34.519 --> 00:08:36.919 super important as well because referrals have 00:08:36.919 --> 00:08:39.879 a lot more trust than even ones you get from 00:08:39.879 --> 00:08:42.360 digital social media but that's also where you 00:08:42.360 --> 00:08:44.200 need to be building out your social media presence 00:08:44.200 --> 00:08:46.960 to establish that authority and trust so that 00:08:46.960 --> 00:08:49.700 eventually if you build out all the right pillars 00:08:49.700 --> 00:08:52.269 of your business People come to you and they 00:08:52.269 --> 00:08:54.149 already feel like they know you from your social 00:08:54.149 --> 00:08:56.649 media. So even your digital advertising can sell 00:08:56.649 --> 00:08:59.230 you in just as good as networking can as well. 00:09:00.090 --> 00:09:03.590 I've had that happen quite a few times where 00:09:03.590 --> 00:09:07.909 they've recognized me off of YouTube and my website 00:09:07.909 --> 00:09:10.370 and everything else so that it's almost as if 00:09:10.370 --> 00:09:12.149 they know me. They say, oh, Mike, I actually 00:09:12.149 --> 00:09:15.029 know you. And I'm like, really? Because I've 00:09:15.029 --> 00:09:17.669 never met you before. But they know me from the 00:09:17.669 --> 00:09:21.419 social media. I'm glad you said HubSpot. I happen 00:09:21.419 --> 00:09:26.919 to use HubSpot as a CRM. And when I talk, when 00:09:26.919 --> 00:09:30.460 I give the presentations, I say how important 00:09:30.460 --> 00:09:35.179 it is to have a CRM. Some people, I gave a talk 00:09:35.179 --> 00:09:38.940 this week, and I had somebody who, they met the 00:09:38.940 --> 00:09:41.299 people, they put the information on the left 00:09:41.299 --> 00:09:43.519 side of their computer. When they called them, 00:09:43.600 --> 00:09:45.620 they switched it over to the right side of the 00:09:45.620 --> 00:09:49.980 computer. And I said, That's not good. Really 00:09:49.980 --> 00:09:53.039 not good. But it's neither here nor there. But 00:09:53.039 --> 00:09:54.659 I thought it was funny and you would enjoy that. 00:09:54.779 --> 00:09:56.759 Just on that note, when you're doing your networking 00:09:56.759 --> 00:09:58.620 events, do you use anything to capture digital 00:09:58.620 --> 00:10:00.779 business cards and get that into your CRM at 00:10:00.779 --> 00:10:05.559 all? No, I don't. I looked into a few systems 00:10:05.559 --> 00:10:09.100 like that. I will probably do that, but I don't 00:10:09.100 --> 00:10:11.720 have it yet. Okay. We've just started working 00:10:11.720 --> 00:10:13.659 at a company called Blink, which worked with 00:10:13.659 --> 00:10:15.919 a lot of Fortune 500 companies in the States 00:10:15.919 --> 00:10:19.220 that integrated. Yep. That's what I looked at. 00:10:19.399 --> 00:10:22.460 As a matter of fact, I have a digital business 00:10:22.460 --> 00:10:26.840 card with Blink. Oh, fantastic. Yeah. They're 00:10:26.840 --> 00:10:29.000 growing very quickly at the moment. Yep. I'm 00:10:29.000 --> 00:10:32.460 with you. I'm with you. Okay. What's the biggest 00:10:32.460 --> 00:10:35.820 myth about networking that holds entrepreneurs 00:10:35.820 --> 00:10:40.429 back from building predictable growth? biggest 00:10:40.429 --> 00:10:43.169 myths I guess what I've seen is a lot of people 00:10:43.169 --> 00:10:46.009 are very scared to start and I think people think 00:10:46.009 --> 00:10:47.350 they're not going to be good at it and it's not 00:10:47.350 --> 00:10:49.230 for them or it's not for their particular type 00:10:49.230 --> 00:10:52.149 of business but I believe networking is about 00:10:52.149 --> 00:10:53.929 getting out there and meeting a lot of people 00:10:53.929 --> 00:10:55.590 and even if they're not your key demographic 00:10:55.590 --> 00:10:57.009 that you're going to sell to they're going to 00:10:57.009 --> 00:10:58.850 know people that are potentially going to be 00:10:58.850 --> 00:11:00.929 that so it's about establishing trust in the 00:11:00.929 --> 00:11:02.870 community and getting out there and just they 00:11:02.870 --> 00:11:05.850 might not be the right person but By getting 00:11:05.850 --> 00:11:08.590 multiple touch points and getting, I guess, even 00:11:08.590 --> 00:11:10.429 looking back at how I treat digital advertising, 00:11:10.629 --> 00:11:12.669 it's all about volume. And that's the same way 00:11:12.669 --> 00:11:14.830 about networking. It's about volume, but then 00:11:14.830 --> 00:11:17.210 also quality conversations that go beyond just 00:11:17.210 --> 00:11:20.169 top level fluff and get deeper into individual 00:11:20.169 --> 00:11:22.250 aspects of business or even people's personal 00:11:22.250 --> 00:11:24.309 lives so they can get to know you and understand 00:11:24.309 --> 00:11:26.389 you more and really helps you stand out. And 00:11:26.389 --> 00:11:29.299 I feel like a lot of people... don't believe 00:11:29.299 --> 00:11:31.179 networking can work for their business because 00:11:31.179 --> 00:11:33.019 they're not going to the exact right event that 00:11:33.019 --> 00:11:35.379 doesn't have all their buyers right there. But 00:11:35.379 --> 00:11:37.679 I don't believe that's the direct case. And I'm 00:11:37.679 --> 00:11:39.200 sure you've seen that from all the different 00:11:39.200 --> 00:11:41.399 networking events you've gone to, speaking to 00:11:41.399 --> 00:11:44.559 a variety of people as well. Absolutely. And 00:11:44.559 --> 00:11:46.720 you have to remember that you're not talking 00:11:46.720 --> 00:11:50.679 to just those people. You're talking to those 00:11:50.679 --> 00:11:54.289 people and their networks. So you're speaking 00:11:54.289 --> 00:11:58.009 to not 8, 10, 12, 15 people. You're talking to 00:11:58.009 --> 00:12:01.929 45, 60, maybe 100 people. So it depends on how 00:12:01.929 --> 00:12:05.090 you talk. Plus, you go in with what's called 00:12:05.090 --> 00:12:08.370 a servant's heart. You go in looking to give, 00:12:08.429 --> 00:12:12.330 not to receive. So when you're going around and 00:12:12.330 --> 00:12:16.830 speaking to people, don't... Talk, shut up, let 00:12:16.830 --> 00:12:19.730 them talk. And because people love to talk about 00:12:19.730 --> 00:12:23.870 themselves, so let them talk and then just acknowledge 00:12:23.870 --> 00:12:27.590 that. Okay. I'm sure you're very good at that. 00:12:27.990 --> 00:12:32.610 Yes, I try. Once in a while it doesn't come through, 00:12:32.710 --> 00:12:35.289 but it's all right. You've paid the price in 00:12:35.289 --> 00:12:40.009 time and money. What lesson would you save today's 00:12:40.009 --> 00:12:44.429 business owners from learning the hard way? yeah 00:12:44.429 --> 00:12:46.830 so I think some of the key things I've learned 00:12:46.830 --> 00:12:50.129 as a business owner is one spending a lot of 00:12:50.129 --> 00:12:51.649 money on getting leads coming through that you 00:12:51.649 --> 00:12:53.629 weren't servicing and they drop off and you try 00:12:53.629 --> 00:12:55.269 and follow them up two months later thinking 00:12:55.269 --> 00:12:57.909 oh they're my leads but unless you're contacting 00:12:57.909 --> 00:13:00.320 them within the first couple hours or Really 00:13:00.320 --> 00:13:01.899 the first 10 minutes of them coming through, 00:13:02.059 --> 00:13:04.360 I think you're wasting money a lot of the time. 00:13:04.440 --> 00:13:06.000 And I've seen a lot of business owners and even 00:13:06.000 --> 00:13:08.480 myself where you leave them too long to get back 00:13:08.480 --> 00:13:10.500 to them, especially in service -based businesses. 00:13:10.580 --> 00:13:13.500 For example, we work with a lot of tradies and 00:13:13.500 --> 00:13:15.100 they'll get a lot of inquiries coming through 00:13:15.100 --> 00:13:17.220 online, but then they don't service them during 00:13:17.220 --> 00:13:18.600 the day and they wait until the night and try 00:13:18.600 --> 00:13:21.120 and call them at nighttime, which doesn't work 00:13:21.120 --> 00:13:23.559 when you're dealing with... someone during the 00:13:23.559 --> 00:13:26.240 day that needs something urgent so even in my 00:13:26.240 --> 00:13:28.600 business as a marketing agency if people are 00:13:28.600 --> 00:13:30.399 coming in and inquiring they're speaking to three 00:13:30.399 --> 00:13:32.639 or four people at the same time or looking at 00:13:32.639 --> 00:13:34.460 their websites at the same time so it's really 00:13:34.460 --> 00:13:37.340 about that speed and having a proper process 00:13:37.340 --> 00:13:39.240 in place to know how you're going to help them 00:13:39.240 --> 00:13:41.899 understand what they need and audit where they're 00:13:41.899 --> 00:13:44.860 at as a business to get to the facts faster than 00:13:44.860 --> 00:13:46.980 leaving it months on end before you finally get 00:13:46.980 --> 00:13:48.940 to where they need to be so that's one thing 00:13:48.940 --> 00:13:50.860 i've learned as a business owner but i guess 00:13:50.860 --> 00:13:53.159 the other thing was also what i touched on earlier 00:13:53.159 --> 00:13:56.610 about building that predictability. We hire a 00:13:56.610 --> 00:13:59.009 lot of staff. Last year, we grew from a team 00:13:59.009 --> 00:14:02.049 of 13 to 30. And to do that, we needed a lot 00:14:02.049 --> 00:14:05.450 of consistent lead flow. And so in order to have 00:14:05.450 --> 00:14:08.350 that many people come on, I guess the mistakes 00:14:08.350 --> 00:14:11.590 we made early on was that we would hire new people 00:14:11.590 --> 00:14:14.929 in across different service lines and we didn't 00:14:14.929 --> 00:14:16.330 have enough work coming through to them because 00:14:16.330 --> 00:14:18.490 we weren't scaling our ads appropriately for 00:14:18.490 --> 00:14:20.570 having that. extra new people in there or we 00:14:20.570 --> 00:14:22.610 weren't going out and getting enough leads in 00:14:22.610 --> 00:14:25.669 networking events or different ways in the community 00:14:25.669 --> 00:14:28.509 we put in a proper roadmap and business plan 00:14:28.509 --> 00:14:30.789 for ourselves to make sure that if we employ 00:14:30.789 --> 00:14:33.090 a new person we've got enough work coming through 00:14:33.090 --> 00:14:35.110 for them or we won't employ them until we have 00:14:35.110 --> 00:14:38.049 overflow that we can really meet the demand with. 00:14:38.169 --> 00:14:40.690 Or if we need to scale up to that place in time, 00:14:40.750 --> 00:14:43.230 we use some contractors. And then once you have 00:14:43.230 --> 00:14:44.850 enough work for those contractors, you can then 00:14:44.850 --> 00:14:48.110 hire internally. So just making sure if you are 00:14:48.110 --> 00:14:51.629 scaling that you can go from 1 million to 1 .5 00:14:51.629 --> 00:14:55.590 million in one case. That's almost exactly how 00:14:55.590 --> 00:14:57.409 I used to do it. I used to have brick and mortar 00:14:57.409 --> 00:15:02.149 companies. When I got that busy, I would hire 00:15:02.149 --> 00:15:05.799 a contractor. And when I got really busy, I would 00:15:05.799 --> 00:15:08.679 hire that contractor if you wanted on full time. 00:15:09.200 --> 00:15:12.460 And I would do that again. Okay, now we got went 00:15:12.460 --> 00:15:15.419 to the next level. So we got more business. I 00:15:15.419 --> 00:15:17.659 hire another contractor and bring it. So I do 00:15:17.659 --> 00:15:20.899 that slowly. But that's exactly the process that 00:15:20.899 --> 00:15:25.259 I would use. Fantastic. Where does automation 00:15:25.259 --> 00:15:28.620 help relationships? And where does it quietly 00:15:28.620 --> 00:15:33.600 damage when used the wrong way? yeah so i guess 00:15:33.600 --> 00:15:35.960 with ai coming into the space there's a lot of 00:15:35.960 --> 00:15:38.700 businesses that will go in and use ai to respond 00:15:38.700 --> 00:15:41.879 to emails do outreach do a lot of different things 00:15:41.879 --> 00:15:44.080 to build their network but they don't really 00:15:44.080 --> 00:15:46.919 edit any of the ai content that goes out and 00:15:46.919 --> 00:15:49.750 that's where it looks very robotic and builds 00:15:49.750 --> 00:15:51.570 a lot of mistrust if you look at linkedin these 00:15:51.570 --> 00:15:54.110 days as well and how people outreach on platforms 00:15:54.110 --> 00:15:57.070 like linkedin you see a lot of robots you see 00:15:57.070 --> 00:16:00.090 a lot of ai just slop really that goes out there 00:16:00.090 --> 00:16:02.370 and there's no real human thought to it and you 00:16:02.370 --> 00:16:04.909 can tell that's not the way humans talk m dashes 00:16:04.909 --> 00:16:06.710 and a lot of different things and you can instantly 00:16:06.710 --> 00:16:09.370 pick up whether that's just chat gpt out of the 00:16:09.370 --> 00:16:13.750 box so i would say to really use ai but still 00:16:13.750 --> 00:16:16.690 enhance human connection it needs to have a lot 00:16:16.690 --> 00:16:19.129 of your pre -thoughts go into it and i'm not 00:16:19.129 --> 00:16:21.730 against ai helping shape how things are written 00:16:21.730 --> 00:16:24.070 and to clarify things and pull out the exact 00:16:24.070 --> 00:16:26.629 details that you need to articulate but i think 00:16:26.629 --> 00:16:29.129 it really needs to be pre -loaded with a lot 00:16:29.129 --> 00:16:31.750 of your own context and knowledge first to really 00:16:31.750 --> 00:16:34.710 help it stand out if you are going to use it 00:16:34.710 --> 00:16:37.850 and i see ai being used a lot we use it with 00:16:37.850 --> 00:16:41.179 our teams to help ideation phases and coming 00:16:41.179 --> 00:16:43.360 up with ideas or helping with that first draft, 00:16:43.539 --> 00:16:45.639 but never the end result. We don't use it to 00:16:45.639 --> 00:16:47.700 replace anyone, but it's more to enhance their 00:16:47.700 --> 00:16:49.759 capabilities. And it's the same way in how you 00:16:49.759 --> 00:16:52.059 network and how you reach out to people and communicate. 00:16:52.159 --> 00:16:54.480 It's all about enhancing, but it has to be your 00:16:54.480 --> 00:16:58.019 human effort to begin with. That's absolutely 00:16:58.019 --> 00:17:03.220 correct. I write two articles a week for a platform 00:17:03.220 --> 00:17:08.670 on the web and they have a component. It's You 00:17:08.670 --> 00:17:12.049 can write it with AI, but they have a component 00:17:12.049 --> 00:17:15.529 called something, I forgot what it was, but that 00:17:15.529 --> 00:17:20.109 puts the human element into it. And it's combining 00:17:20.109 --> 00:17:23.289 the AI and the human, so it looks as if, and 00:17:23.289 --> 00:17:26.089 I pre -loaded it a lot with what I've written 00:17:26.089 --> 00:17:30.549 before, so it has my tone. So that's what AI 00:17:30.549 --> 00:17:33.009 really is missing. I still have to check it. 00:17:33.069 --> 00:17:35.369 So when I write these articles, I say, no, you 00:17:35.369 --> 00:17:37.630 don't have to change this or change that. And 00:17:37.630 --> 00:17:40.609 I'll absolutely take out all the em dashes. That's 00:17:40.609 --> 00:17:43.490 first and foremost. It takes a lot. But once 00:17:43.490 --> 00:17:47.549 you train the AI, I work here in Georgia in the 00:17:47.549 --> 00:17:50.529 States. And I work with somebody out in California. 00:17:51.009 --> 00:17:53.829 And he's a genius. He works with Google and Apple. 00:17:54.670 --> 00:17:58.009 HP and IBM, he's really up there. And he developed 00:17:58.009 --> 00:18:01.549 this one section and it's worked out very well 00:18:01.549 --> 00:18:06.309 so far. Yeah. Okay. How do you keep follow -up 00:18:06.309 --> 00:18:09.630 personnel? Wait, hold it. Let me backtrack. How 00:18:09.630 --> 00:18:13.089 do you keep follow -up personal when systems, 00:18:13.150 --> 00:18:16.650 funnels, and AI are doing part of the work? Kind 00:18:16.650 --> 00:18:19.400 of what we just talked about. Yeah. In particular, 00:18:19.519 --> 00:18:23.019 we use a platform called Relevance AI for doing, 00:18:23.039 --> 00:18:26.220 I guess, what we do. We go and do a heap of pre 00:18:26.220 --> 00:18:28.720 -research on a person. So what I say with AI 00:18:28.720 --> 00:18:30.819 is they'll do one look over someone's LinkedIn 00:18:30.819 --> 00:18:33.579 and pull out some information and use that to 00:18:33.579 --> 00:18:36.779 help contextualize or try and personalize some 00:18:36.779 --> 00:18:39.359 automated responses to them in some businesses. 00:18:39.400 --> 00:18:41.420 But a lot of the time that doesn't cut it. If 00:18:41.420 --> 00:18:44.920 you're trying to... talk to someone about their 00:18:44.920 --> 00:18:46.940 business you look back at their LinkedIn that 00:18:46.940 --> 00:18:49.099 they've never updated and it has one post about 00:18:49.099 --> 00:18:51.119 when they went to high school then that's not 00:18:51.119 --> 00:18:53.519 really going to cut it so we developed a platform 00:18:53.519 --> 00:18:56.119 in this AI tool that goes out and researches 00:18:56.119 --> 00:18:58.400 you online to find some a lot of pre -context 00:18:58.400 --> 00:19:00.759 and find out all different things about you some 00:19:00.759 --> 00:19:02.859 are relevant some are not but then we can take 00:19:02.859 --> 00:19:05.160 that we use AI and that shaves off about three 00:19:05.160 --> 00:19:07.119 hours of research time if we're looking into 00:19:07.119 --> 00:19:09.180 a big pitch to go find out a heap of different 00:19:09.180 --> 00:19:11.920 information on the person and the business from 00:19:11.920 --> 00:19:14.279 that we can then then go and it's just done the 00:19:14.279 --> 00:19:16.440 research for us. So now it's the human follow 00:19:16.440 --> 00:19:19.279 -up aspect that will go in and write those emails 00:19:19.279 --> 00:19:21.900 or at least the context for these emails without 00:19:21.900 --> 00:19:23.859 just taking all the information here and just 00:19:23.859 --> 00:19:26.900 throwing it in and AI go do the rest. It's more 00:19:26.900 --> 00:19:28.859 about, okay, AI has gone and done the pre -work. 00:19:28.980 --> 00:19:31.859 We can now do the messy middle, the hardest part. 00:19:32.140 --> 00:19:33.859 And then if you need to throw it through AI to 00:19:33.859 --> 00:19:35.980 clarify it for you or shorten down your sentences, 00:19:36.160 --> 00:19:38.700 sure. But you go do the middle part because you 00:19:38.700 --> 00:19:40.559 know what's actually important and not important. 00:19:40.680 --> 00:19:42.630 I don't believe AI is... bully at that stage 00:19:42.630 --> 00:19:44.690 yet, especially when you're going for personalized 00:19:44.690 --> 00:19:47.130 responses. It's very important that you have 00:19:47.130 --> 00:19:50.009 someone sticking in the middle there. Yeah, I 00:19:50.009 --> 00:19:53.210 agree. The main problem with AI right now is 00:19:53.210 --> 00:19:56.349 that it's giving you all this feedback, but it 00:19:56.349 --> 00:20:00.190 took all the emotional values out. It takes all 00:20:00.190 --> 00:20:03.509 the emotion out. And when you're reading it, 00:20:03.670 --> 00:20:07.410 that's what you're reading. So you have to put 00:20:07.410 --> 00:20:10.289 emotion back in to it. And they haven't evolved 00:20:10.289 --> 00:20:14.539 to put that back in automatically, right? So 00:20:14.539 --> 00:20:18.339 it's just the combination of things. Even with 00:20:18.339 --> 00:20:20.920 humans these days, you still get text messages 00:20:20.920 --> 00:20:22.779 where people go, oh, it didn't come across the 00:20:22.779 --> 00:20:25.359 way I intended it to. Well, with AI, it's coming 00:20:25.359 --> 00:20:27.400 across even worse than you intended it to unless 00:20:27.400 --> 00:20:29.859 you really think about it. That's because people 00:20:29.859 --> 00:20:32.279 send it and they don't read it before they send 00:20:32.279 --> 00:20:36.960 it. So it gets sent and they go, oh, damn, I 00:20:36.960 --> 00:20:39.420 shouldn't have said that. And they quickly try 00:20:39.420 --> 00:20:43.130 to fix it. Not that I would do that or anything, 00:20:43.289 --> 00:20:46.910 but happens to me all the time. Okay, what's 00:20:46.910 --> 00:20:50.490 one small shift professionals can make to turn 00:20:50.490 --> 00:20:54.069 casual conversations into long -term opportunity? 00:20:55.410 --> 00:20:58.150 Yeah, so I guess to turn it into a long -term 00:20:58.150 --> 00:21:00.720 opportunity, it's about, I guess... building 00:21:00.720 --> 00:21:03.079 out your process of how you take a conversation 00:21:03.079 --> 00:21:06.240 to a next stage. And I believe unless you really 00:21:06.240 --> 00:21:09.039 thought through either your referral opportunities 00:21:09.039 --> 00:21:11.480 and how you want to nurture a referral from casual 00:21:11.480 --> 00:21:13.200 conversations, depending on what you're having, 00:21:13.359 --> 00:21:16.059 the ways you can do that is if you can give someone 00:21:16.059 --> 00:21:18.119 free information, as you said before, more having 00:21:18.119 --> 00:21:20.960 a servant heart with networking, if you can provide 00:21:20.960 --> 00:21:24.000 someone additional advice or any sort of value 00:21:24.000 --> 00:21:26.599 before even asking to sell anything or trying 00:21:26.599 --> 00:21:29.359 to really push anything that really establishes 00:21:29.359 --> 00:21:31.680 that connection and it takes it to that one step 00:21:31.680 --> 00:21:33.880 further from that initial conversation to a next 00:21:33.880 --> 00:21:36.220 stage where you're delivering value you're justifying 00:21:36.220 --> 00:21:39.279 yourself and then if you build out a process 00:21:39.279 --> 00:21:42.000 of how you follow up on that from there you can 00:21:42.000 --> 00:21:44.240 turn into a long -term business partnership or 00:21:44.240 --> 00:21:46.940 a long -term sale but not always going for the 00:21:47.200 --> 00:21:49.460 Going to sell straight away off the bat, as you 00:21:49.460 --> 00:21:51.619 said earlier, it's never going to get you anywhere. 00:21:51.839 --> 00:21:57.779 Sorry. No, this is saying that people love to 00:21:57.779 --> 00:22:02.700 buy, but they hate to be sold to. So if you can 00:22:02.700 --> 00:22:06.519 try to sell them without selling them so they 00:22:06.519 --> 00:22:08.500 can buy it, they don't realize they're buying 00:22:08.500 --> 00:22:11.779 it. So it's a whole psychological thing that's 00:22:11.779 --> 00:22:15.920 behind it. But that is so true because if you 00:22:15.920 --> 00:22:18.420 think about a car dealership, do you want to 00:22:18.420 --> 00:22:22.000 walk into that dealership where the salesman 00:22:22.000 --> 00:22:23.880 comes up to you and says, hey, this is great. 00:22:23.900 --> 00:22:25.660 Look at this Mustang. Oh, it's great. It's got 00:22:25.660 --> 00:22:27.420 this and this and this. And oh, let me show you 00:22:27.420 --> 00:22:29.539 this. Oh, you have to see this. Don't worry about 00:22:29.539 --> 00:22:32.640 the price because it's all involved. Or do you 00:22:32.640 --> 00:22:35.000 want the guy walking up and say, hey, how are 00:22:35.000 --> 00:22:37.180 you doing? My name is Josh. I'm right over there 00:22:37.180 --> 00:22:40.420 in case you need me. It's two separate things. 00:22:42.060 --> 00:22:47.259 I'm going to buy, but I hate to be sold. So it's 00:22:47.259 --> 00:22:53.259 a long process, but it works. Okay, so when you 00:22:53.259 --> 00:22:58.400 think about conversion, what role does trust 00:22:58.400 --> 00:23:02.940 really play before anyone ever looks at an offer? 00:23:04.049 --> 00:23:06.829 Yeah, I think trust is one of the biggest things 00:23:06.829 --> 00:23:09.509 that differentiates you as a business. There's 00:23:09.509 --> 00:23:12.269 a lot of competitors in any industry. If you 00:23:12.269 --> 00:23:14.829 look at property development, if you look at 00:23:14.829 --> 00:23:18.250 service -based businesses, plumbers, a lot of 00:23:18.250 --> 00:23:20.630 them, people looking at you all at the same time, 00:23:20.650 --> 00:23:22.890 and they don't know enough about you to tell 00:23:22.890 --> 00:23:25.109 the difference from just looking at your website. 00:23:25.250 --> 00:23:27.930 And I've seen some people's websites, like just 00:23:27.930 --> 00:23:30.369 the way they're laid out. That establishes trust. 00:23:30.690 --> 00:23:33.309 There's some beautiful websites out there. Like 00:23:33.309 --> 00:23:35.369 we build one for a company called Everlab, which 00:23:35.369 --> 00:23:37.809 is a longevity clinic. They wanted a really beautiful 00:23:37.809 --> 00:23:39.910 website with animation and different things because 00:23:39.910 --> 00:23:42.250 they were going for high -end CEOs and they needed 00:23:42.250 --> 00:23:44.490 to look premium. And that's a portion of building 00:23:44.490 --> 00:23:46.890 trust there to go, well, if their website looks 00:23:46.890 --> 00:23:48.829 as good as this, I'm sure their service is as 00:23:48.829 --> 00:23:50.990 good as this. And then there's coming to that 00:23:50.990 --> 00:23:53.710 next stage of looking at the... different businesses 00:23:53.710 --> 00:23:55.809 people have worked with. So even on our website, 00:23:55.910 --> 00:23:57.750 for example, we mentioned companies we worked 00:23:57.750 --> 00:24:00.809 with like Mrs. Fields and Business Insider and 00:24:00.809 --> 00:24:02.769 some really big establishment businesses across 00:24:02.769 --> 00:24:05.109 the world to establish that next level of trust 00:24:05.109 --> 00:24:07.430 to go, wow, this isn't a small business that 00:24:07.430 --> 00:24:10.210 built one website in their lifetime. It's a highly 00:24:10.210 --> 00:24:12.150 credible business. And then the next stage is 00:24:12.150 --> 00:24:13.789 looking at your reviews of what customers are 00:24:13.789 --> 00:24:16.670 saying about you and then also talking deeper 00:24:16.670 --> 00:24:18.569 into your service offering and what that actually 00:24:18.569 --> 00:24:21.740 provides. I think it's... you need to provide 00:24:21.740 --> 00:24:23.720 a lot of that upfront value because no one wants 00:24:23.720 --> 00:24:25.640 to even go talk to you if they don't trust you 00:24:25.640 --> 00:24:27.700 to begin with. And that's why Google My Business 00:24:27.700 --> 00:24:30.339 listings are so big and people looking at reviews 00:24:30.339 --> 00:24:32.380 on there is like the first point of call when 00:24:32.380 --> 00:24:33.980 looking on Maps. And if you have a one -star 00:24:33.980 --> 00:24:36.380 review on there, no one's going to really get 00:24:36.380 --> 00:24:39.039 to your offer. So it's about establishing that 00:24:39.039 --> 00:24:40.960 first, then looking at the rest of your business. 00:24:42.039 --> 00:24:44.900 Absolutely. Okay, so let's bring this podcast 00:24:44.900 --> 00:24:48.960 full circle. If someone wants to grow faster 00:24:48.960 --> 00:24:52.400 without losing their reputation, what principle 00:24:52.400 --> 00:24:57.980 should guide every connection they make? So I 00:24:57.980 --> 00:25:01.819 think to grow without losing your reputation. 00:25:02.829 --> 00:25:05.150 You need to make sure you scale at a pace that 00:25:05.150 --> 00:25:07.190 you can keep up with. And that's where I think 00:25:07.190 --> 00:25:09.769 systems are very important to help you scale 00:25:09.769 --> 00:25:13.309 in a repeatable way without losing your mindset. 00:25:13.450 --> 00:25:15.150 Because if you're shifting screens from left 00:25:15.150 --> 00:25:16.589 to right as you're going through your different 00:25:16.589 --> 00:25:19.130 leads, that's not a scalable approach. You will 00:25:19.130 --> 00:25:20.890 burn reputation by not getting back to people 00:25:20.890 --> 00:25:23.049 fast enough. You will miss things that you're 00:25:23.049 --> 00:25:24.710 supposed to deliver. That's why you need a system 00:25:24.710 --> 00:25:27.109 that can consistently follow up for you or set 00:25:27.109 --> 00:25:29.269 you tasks automatically like HubSpot and like 00:25:29.269 --> 00:25:32.160 many different. And I think that's the most important 00:25:32.160 --> 00:25:34.859 process that people need to get in place to scale 00:25:34.859 --> 00:25:37.859 and not burn themselves out. Absolutely. Follow 00:25:37.859 --> 00:25:41.279 -up is the key. Follow -up, I feel, is more important 00:25:41.279 --> 00:25:44.619 than actually meeting the person. It's all in 00:25:44.619 --> 00:25:47.240 the follow -up. And it's what makes or breaks 00:25:47.240 --> 00:25:51.200 people around here. When I go to a networking 00:25:51.200 --> 00:25:54.779 event and I'm talking to somebody and say, hey, 00:25:54.779 --> 00:25:57.259 how are you doing? Oh, it's great. How do you 00:25:57.259 --> 00:25:59.940 follow up with these people? He goes, I'll send 00:25:59.940 --> 00:26:01.759 an email tomorrow and the next week I'll just 00:26:01.759 --> 00:26:04.019 make sure they got it and everything else. And 00:26:04.019 --> 00:26:07.160 in my mind, I'm going, I won. Okay, that's fine. 00:26:07.240 --> 00:26:10.059 That's great. You don't have a system. I have 00:26:10.059 --> 00:26:14.839 a secret sauce, a system that works, that brings 00:26:14.839 --> 00:26:19.740 your email responses from 2 % to 75%, right? 00:26:19.799 --> 00:26:22.220 Looking forward to a response, positive or negative, 00:26:22.380 --> 00:26:26.109 right? I just want them to respond to me. And 00:26:26.109 --> 00:26:29.970 so the follow -up is key. Okay, so that's what 00:26:29.970 --> 00:26:33.390 real progress sounds like. Growth doesn't come 00:26:33.390 --> 00:26:36.710 from luck. It comes from clear thinking, better 00:26:36.710 --> 00:26:40.329 habits, and learning faster than your mistakes 00:26:40.329 --> 00:26:43.410 repeat. If today's conversation sparked a new 00:26:43.410 --> 00:26:46.069 way of looking at your network, take one idea 00:26:46.069 --> 00:26:49.410 and put it into action this week. See what changes 00:26:49.410 --> 00:26:52.710 you can stop hoping for referrals and start creating 00:26:52.710 --> 00:26:56.539 a path for them. If this episode helped you think 00:26:56.539 --> 00:26:59.519 bigger and how connections lead to revenue, share 00:26:59.519 --> 00:27:01.579 it with someone who's building something of their 00:27:01.579 --> 00:27:05.759 own. And don't forget to follow Networking Unleashed, 00:27:05.839 --> 00:27:08.279 Building Profitable Connections, so you never 00:27:08.279 --> 00:27:11.059 miss a conversation that helps you grow smarter, 00:27:11.259 --> 00:27:14.259 not harder. I'm Michael Foreman, and remember, 00:27:14.519 --> 00:27:17.140 your next breakthrough might not come from a 00:27:17.140 --> 00:27:19.920 new contact, but from using the ones you already 00:27:19.920 --> 00:27:23.539 have in a better way. Joshua, I want to thank 00:27:23.539 --> 00:27:27.680 you. If somebody wants your talent, if somebody 00:27:27.680 --> 00:27:30.160 wants to connect with you, have you coach them, 00:27:30.279 --> 00:27:32.599 have you do something, have business for them, 00:27:33.140 --> 00:27:36.119 where would they contact you? They can contact 00:27:36.119 --> 00:27:39.079 me at qagency .com .au. Fill out the inquiry 00:27:39.079 --> 00:27:40.920 form there, and I'll be the first one to be in 00:27:40.920 --> 00:27:44.859 contact with you. Perfect. Perfect. All right, 00:27:44.880 --> 00:27:47.660 Josh. Again, thank you so much for coming on 00:27:47.660 --> 00:27:50.779 the podcast. Thank you for having me. Cheers. 00:27:53.519 --> 00:27:57.339 Well, hold on, folks. Don't go anywhere. Let's 00:27:57.339 --> 00:28:00.539 hear from our sponsors. David Neal, co -founder 00:28:00.539 --> 00:28:04.140 Revved Up Kids. Revved Up Kids is on a mission 00:28:04.140 --> 00:28:07.579 to protect children and teens from sexual abuse, 00:28:07.839 --> 00:28:11.359 exploitation, and trafficking. They provide prevention 00:28:11.359 --> 00:28:14.880 training programs for children, teens, and adults. 00:28:15.140 --> 00:28:19.740 To learn more, go to revvedupkids .org. Henry 00:28:19.740 --> 00:28:23.119 Kaplan, Century 21. When it comes to making the 00:28:23.119 --> 00:28:26.099 biggest financial decision of your life, leave 00:28:26.099 --> 00:28:28.799 it in the hands of a proven professional, Henry 00:28:28.799 --> 00:28:32.420 Kaplan. Henry is a global real estate agent with 00:28:32.420 --> 00:28:36.519 Century 21, celebrating his 41st year in business. 00:28:37.000 --> 00:28:39.480 No matter where you're moving, Henry has the 00:28:39.480 --> 00:28:42.680 right connections for you. You can contact Henry 00:28:42.680 --> 00:28:49.740 at 561 -427 -4888. A huge thank you to our guests 00:28:49.740 --> 00:28:53.539 for sharing such... insights today. And of course, 00:28:53.539 --> 00:28:56.480 a big shout out to you, our amazing listeners, 00:28:56.720 --> 00:28:59.400 for tuning in and spending your time with us. 00:28:59.640 --> 00:29:02.980 If you're interested in my digital courses, being 00:29:02.980 --> 00:29:05.700 coached or having me come and talk to your company, 00:29:05.940 --> 00:29:09.359 just go to Michael and fill out the request form. 00:29:09.880 --> 00:29:13.200 Remember, networking isn't about being perfect. 00:29:13.400 --> 00:29:16.480 It's about being present. So take what you've 00:29:16.480 --> 00:29:19.319 learned today, get out there and make some meaningful 00:29:19.319 --> 00:29:22.259 connections. If you've enjoyed this episode, 00:29:22.460 --> 00:29:25.400 please don't forget to subscribe. Leave us a 00:29:25.400 --> 00:29:28.019 review and share it with someone who could use 00:29:28.019 --> 00:29:31.140 a little networking inspiration. Let's keep the 00:29:31.140 --> 00:29:34.160 conversation going. You can find me on Apple, 00:29:34.279 --> 00:29:39.099 Spotify, Pandora, YouTube, or my website, foreman 00:29:39.099 --> 00:29:41.500 .com slash podcasts.