WEBVTT 00:00:15.210 --> 00:00:18.350 Welcome to Networking Unleashed, Building Profitable 00:00:18.350 --> 00:00:21.649 Connections. The show where relationships aren't 00:00:21.649 --> 00:00:24.829 random and conversations actually lead somewhere. 00:00:25.170 --> 00:00:28.170 I'm your host, Michael Foreman, and today we're 00:00:28.170 --> 00:00:31.469 talking about a tool most businesses underestimate. 00:00:32.090 --> 00:00:35.350 Not because it's complicated, but because it's 00:00:35.350 --> 00:00:39.229 done wrong. Podcasting. Not as a vanity project, 00:00:39.630 --> 00:00:43.030 not as background noise, but as a relationship 00:00:43.030 --> 00:00:46.890 engine. My guest today works directly with Business 00:00:46.890 --> 00:00:50.329 Radio X, where business conversations turn into 00:00:50.329 --> 00:00:54.130 long -term B2B relationships. We're breaking 00:00:54.130 --> 00:00:57.950 down how companies use podcasting to open doors, 00:00:58.210 --> 00:01:01.390 stay relevant, and build trust before the first 00:01:01.390 --> 00:01:05.189 sales conversation even starts. If you've ever 00:01:05.189 --> 00:01:08.129 wondered how to make networking easier, warmer, 00:01:08.310 --> 00:01:12.230 and more human, this episode is for you. So let's 00:01:12.230 --> 00:01:15.519 get into it. I'd like to welcome to the podcast, 00:01:15.859 --> 00:01:20.299 Garrett. Garrett has a long time. We became friends, 00:01:20.439 --> 00:01:23.680 I guess about a year ago, and he's looking for 00:01:23.680 --> 00:01:27.019 something and he seemed to have found his niche. 00:01:27.140 --> 00:01:30.819 So I'm going to have Garrett explain his background 00:01:30.819 --> 00:01:34.079 and give us the clip notes of why you are here 00:01:34.079 --> 00:01:37.579 today. Garrett, welcome to the podcast. Thank 00:01:37.579 --> 00:01:39.239 you, Michael. I appreciate you having me on your 00:01:39.239 --> 00:01:41.579 podcast for sure. And yeah, this is definitely 00:01:41.579 --> 00:01:45.500 a new venture for me. I spent roughly 30, 31 00:01:45.500 --> 00:01:49.159 years in the environmental testing laboratory 00:01:49.159 --> 00:01:54.500 industry. Decided it was time to move on after 00:01:54.500 --> 00:01:57.239 that. Got to a point where I was working for 00:01:57.239 --> 00:02:00.400 several large corporations and wanted to get 00:02:00.400 --> 00:02:02.480 back into business for myself after starting 00:02:02.480 --> 00:02:06.010 my career. in a small business of about 15 to 00:02:06.010 --> 00:02:11.210 18 people, decided to resign and started networking 00:02:11.210 --> 00:02:14.389 a lot, particularly in Johns Creek and Gwinnett 00:02:14.389 --> 00:02:16.229 County, and that's where you and I initially 00:02:16.229 --> 00:02:20.090 met. And through the networking events, I was 00:02:20.090 --> 00:02:24.050 introduced to a business broker who had this 00:02:24.050 --> 00:02:26.569 business for sale. And it was very intriguing 00:02:26.569 --> 00:02:28.969 to me. It was an established business and it 00:02:28.969 --> 00:02:31.650 was something new and exciting. And I decided 00:02:31.650 --> 00:02:34.250 to go for it. So I'm now a small business owner, 00:02:34.430 --> 00:02:36.270 getting out there, meeting a bunch of new people, 00:02:36.409 --> 00:02:38.849 putting some new roots down here in Gwinnett 00:02:38.849 --> 00:02:41.909 County and really enjoying the time that I have 00:02:41.909 --> 00:02:48.050 right now within the podcasting industry. That's 00:02:48.050 --> 00:02:50.699 great. Listen. I think you're perfect for it. 00:02:50.800 --> 00:02:54.219 I happen to love podcasting. It's as close to 00:02:54.219 --> 00:02:57.300 radio, I think, as I'll ever get. But it opens 00:02:57.300 --> 00:03:01.280 up, it's a whole new world because it goes on 00:03:01.280 --> 00:03:05.020 to my networking, what I do on a weekly basis. 00:03:05.319 --> 00:03:08.500 But I think it opens up further than your local 00:03:08.500 --> 00:03:12.979 areas. It opens up the world. It really does. 00:03:13.199 --> 00:03:16.280 I was looking at my LinkedIn, our business LinkedIn 00:03:16.280 --> 00:03:20.719 account, LinkedIn member, look at our latest 00:03:20.719 --> 00:03:22.539 episode that I just posted, which was interesting. 00:03:22.979 --> 00:03:26.699 So it is a worldwide reach with very little effort. 00:03:27.479 --> 00:03:32.819 I'll tell you, I've had guests from Canada, Mexico, 00:03:33.039 --> 00:03:39.300 the UK, France, Germany, Israel, Egypt, Australia. 00:03:39.879 --> 00:03:44.400 I've had them from all over. So this, what you're 00:03:44.400 --> 00:03:48.139 doing, what you're saying goes out to everybody. 00:03:49.620 --> 00:03:51.259 It's interesting because I've thought about putting 00:03:51.259 --> 00:03:54.000 a map up in the studio here of the world and 00:03:54.000 --> 00:03:56.780 put little pushpins on from wherever I get listeners 00:03:56.780 --> 00:03:58.659 from just so I could see the scope of the reach. 00:03:58.759 --> 00:04:00.180 It would be really interesting to see that in 00:04:00.180 --> 00:04:02.139 a single place. It would. That's something you 00:04:02.139 --> 00:04:04.939 should think about doing. Okay, so let me jump 00:04:04.939 --> 00:04:08.800 into the questions. Most B2B leaders say they 00:04:08.800 --> 00:04:12.979 network, but few see revenue from it. What are 00:04:12.979 --> 00:04:16.019 they doing wrong? And where does meaningful connections 00:04:16.019 --> 00:04:19.500 actually begin? That's an interesting question. 00:04:19.740 --> 00:04:24.339 Being new to the networking scene within just 00:04:24.339 --> 00:04:29.379 the past year, it really is a situation where 00:04:29.379 --> 00:04:31.300 you're meeting people and developing relationships. 00:04:31.920 --> 00:04:36.740 And those relationships are really what solidify 00:04:36.740 --> 00:04:41.060 B2B business transactions, or I shouldn't say 00:04:41.060 --> 00:04:44.100 transactions, but relationships. So it's been 00:04:44.100 --> 00:04:47.100 very interesting to me to meet people through 00:04:47.680 --> 00:04:50.279 active networking events and start to learn that 00:04:50.279 --> 00:04:54.920 trust, start to understand how I can make their 00:04:54.920 --> 00:04:58.759 lives easier, how I can give back to them, give 00:04:58.759 --> 00:05:02.040 back to the community and really be a servant 00:05:02.040 --> 00:05:06.660 to potential clients at that point. Yeah. It's 00:05:06.660 --> 00:05:12.139 I, I, I value networking so much. Networking 00:05:12.139 --> 00:05:15.990 is the lifeblood of all business. And I found 00:05:15.990 --> 00:05:19.009 that if you go into networking, a networking 00:05:19.009 --> 00:05:22.870 meeting or a networking event with a servant's 00:05:22.870 --> 00:05:27.430 heart, then you're looking to give, not receive. 00:05:28.209 --> 00:05:31.189 And if you do that, it takes all the pressure 00:05:31.189 --> 00:05:33.850 off your shoulders. It takes all the pressure 00:05:33.850 --> 00:05:37.449 off and you can actually see what everybody is 00:05:37.449 --> 00:05:41.750 about. And if you go in there thinking, how can 00:05:41.750 --> 00:05:45.120 I help this person? It'll come back to you tenfold. 00:05:45.540 --> 00:05:48.860 Bob Berg, Zig Ziglar, all these guys, they all 00:05:48.860 --> 00:05:52.620 say the same thing. Give first and you'll receive 00:05:52.620 --> 00:05:55.920 afterwards. That's 100 % correct. With at least 00:05:55.920 --> 00:06:00.120 our business plan, we have a weekly show, which 00:06:00.120 --> 00:06:03.240 I had you on one of our shows, where we're just 00:06:03.240 --> 00:06:06.279 highlighting local businesses. And it's absolutely 00:06:06.279 --> 00:06:09.420 amazing when you give them an opportunity to 00:06:09.420 --> 00:06:11.980 talk about themselves and the show concludes. 00:06:13.180 --> 00:06:15.899 they immediately go to, what can I do for you? 00:06:16.899 --> 00:06:20.000 And my standard line is nothing because this 00:06:20.000 --> 00:06:22.360 is for you. This is for you to highlight your 00:06:22.360 --> 00:06:25.920 business and for us to promote you guys. So the 00:06:25.920 --> 00:06:28.620 immediate reaction when you do have a servant's 00:06:28.620 --> 00:06:32.319 heart is people do want to reciprocate and offer 00:06:32.319 --> 00:06:35.439 some kind of service back to you. Absolutely. 00:06:35.459 --> 00:06:38.480 And really, that's the way it should work. Because 00:06:38.480 --> 00:06:40.899 if you do something for, if I did something for 00:06:40.899 --> 00:06:42.180 you, you're going to turn around and say, look, 00:06:42.360 --> 00:06:44.779 Mike did that for me. So let me do something 00:06:44.779 --> 00:06:49.079 for him. And if we both did that and it just 00:06:49.079 --> 00:06:52.699 creates a larger and larger network, everybody's 00:06:52.699 --> 00:06:55.100 doing everything for one another and the world 00:06:55.100 --> 00:06:57.600 would be a better place. That's my thought. Okay. 00:06:58.699 --> 00:07:02.720 Business Radio X sits at the intersection of 00:07:02.720 --> 00:07:06.399 media and relationships. What have you seen work 00:07:06.399 --> 00:07:09.540 best when companies use media as a connection 00:07:09.540 --> 00:07:14.699 tool instead of a branding badge? You really 00:07:14.699 --> 00:07:16.939 got me on that one. That's a real zinger there. 00:07:17.600 --> 00:07:21.600 It's an interesting media tool or marketing tool 00:07:21.600 --> 00:07:24.800 or branding tool. It gives people the opportunity 00:07:24.800 --> 00:07:27.560 to share information very easily to their potential 00:07:27.560 --> 00:07:38.029 clients. additional hours put towards the business 00:07:38.029 --> 00:07:42.990 i guess it's true and the ai is the buzzword 00:07:42.990 --> 00:07:49.449 of late and you really throw that out you really 00:07:49.449 --> 00:07:53.990 just get to the person themselves and that's 00:07:53.990 --> 00:07:56.990 the relationship part ai doesn't bring emotion 00:07:56.990 --> 00:08:00.310 into it it just it's there it's facts and everything 00:08:00.310 --> 00:08:04.120 else you are bringing relationships. And I think 00:08:04.120 --> 00:08:06.899 that's what it's all about. I agree. And I've 00:08:06.899 --> 00:08:09.040 been reading a lot of articles about AI recently, 00:08:09.120 --> 00:08:11.540 and they're comparing it to when the computer 00:08:11.540 --> 00:08:14.579 first came out and the big fears about, oh, it's 00:08:14.579 --> 00:08:16.240 going to replace people when we have computers. 00:08:16.360 --> 00:08:19.800 And it really doesn't. AI is simply a tool that 00:08:19.800 --> 00:08:23.019 we're learning how to use, learning how to maximize 00:08:23.019 --> 00:08:26.420 that in our own businesses, in our own lives. 00:08:26.540 --> 00:08:30.259 And I don't think it's a replacement for true 00:08:31.000 --> 00:08:33.879 person -to -person contact, true person -to -person 00:08:33.879 --> 00:08:36.139 relationships. I just think, I don't think that 00:08:36.139 --> 00:08:39.559 will ever go away. No, I agree a thousand percent. 00:08:39.620 --> 00:08:42.480 Otherwise, I'd be out of business. It will just 00:08:42.480 --> 00:08:45.179 make you better. And if you use it as a tool 00:08:45.179 --> 00:08:49.720 in your tool belt, one of many, then you're all 00:08:49.720 --> 00:08:54.940 set. But you can't rely on AI to do your entire 00:08:54.940 --> 00:08:58.779 business. or be afraid that it's going to take 00:08:58.779 --> 00:09:01.559 your business away because you still have to 00:09:01.559 --> 00:09:06.000 be you. Correct. So why does being a host, not 00:09:06.000 --> 00:09:09.139 a guest, change the quality of conversations 00:09:09.139 --> 00:09:13.200 and caliber of relationships in business to business? 00:09:14.700 --> 00:09:18.340 Being a host allows me the opportunity to really 00:09:18.340 --> 00:09:22.580 dig into these businesses, to ask them the questions 00:09:22.580 --> 00:09:28.720 that make them stand out, Position them to look 00:09:28.720 --> 00:09:31.480 good, basically, to highlight their business. 00:09:31.799 --> 00:09:36.759 And it makes me, it makes me allow them to really 00:09:36.759 --> 00:09:40.559 shine and really offer to whoever's listening 00:09:40.559 --> 00:09:45.840 or their clients, what makes their services stand 00:09:45.840 --> 00:09:48.799 out amongst the rest of the competitive market. 00:09:50.200 --> 00:09:53.639 I agree a thousand percent is a thousand percent. 00:09:54.490 --> 00:09:58.769 Okay, because being a host and a guest, I've 00:09:58.769 --> 00:10:02.710 been on over 100 podcasts. And I've done, I've 00:10:02.710 --> 00:10:06.350 created over 100 podcasts. So I get to see it 00:10:06.350 --> 00:10:11.169 in real time. And it's different, but it's the 00:10:11.169 --> 00:10:14.809 same. Because as a host, as you said, I'm making 00:10:14.809 --> 00:10:18.909 you look great, right? But when I'm a guest, 00:10:19.250 --> 00:10:21.769 they're trying to make me look great. And I'm 00:10:21.769 --> 00:10:23.629 still in the back of my head trying to make them 00:10:23.629 --> 00:10:26.500 look great. So it's really strange. So which 00:10:26.500 --> 00:10:28.419 one do you enjoy more? Do you enjoy being a host 00:10:28.419 --> 00:10:31.240 or a guest more? I think I enjoy being a host 00:10:31.240 --> 00:10:35.100 more. I really do. Because I love the feeling 00:10:35.100 --> 00:10:37.539 of giving, right? And I love the feeling of, 00:10:37.580 --> 00:10:41.659 okay, how do I make Garrett look great? And all 00:10:41.659 --> 00:10:44.759 that is going through my head. And I just would 00:10:44.759 --> 00:10:49.480 rather you be in the spotlight and show yourself 00:10:49.480 --> 00:10:53.700 and me just guiding you down the path. than me 00:10:53.700 --> 00:10:57.220 having to be in the spotlight. For me, an additional 00:10:57.220 --> 00:10:59.679 aspect of it is I get an opportunity to learn 00:10:59.679 --> 00:11:02.460 about so many different businesses. And when 00:11:02.460 --> 00:11:05.919 I go to networking events and people say, I really, 00:11:05.960 --> 00:11:08.440 I'm really looking for this, or I'm looking for 00:11:08.440 --> 00:11:10.700 this kind of service. And that's where networking 00:11:10.700 --> 00:11:15.559 really explodes is I can tell whoever I'm speaking 00:11:15.559 --> 00:11:18.139 to, oh, I just talked to somebody about this. 00:11:18.240 --> 00:11:20.870 They seem like a very honest person. They're 00:11:20.870 --> 00:11:23.210 very eager. Their service is great. Why don't 00:11:23.210 --> 00:11:24.950 you go talk to them? And that's where the networking 00:11:24.950 --> 00:11:28.870 really starts gluing everything together. So 00:11:28.870 --> 00:11:32.389 being a host is fantastic. Absolutely. You know, 00:11:32.409 --> 00:11:36.350 when you walk into a networking event and you 00:11:36.350 --> 00:11:39.529 see what's called a wallflower, you see the person, 00:11:39.590 --> 00:11:42.029 he gets a drink and he goes right to the wall 00:11:42.029 --> 00:11:44.210 and he's, I don't want to go in there. It's too 00:11:44.210 --> 00:11:46.710 many people. That's where you take the opportunity 00:11:46.710 --> 00:11:50.250 to walk up to that person. and say, hey, that's 00:11:50.250 --> 00:11:52.830 a nice blazer you have on. Or, hey, that's great 00:11:52.830 --> 00:11:55.610 shoes. Or, where'd you get that shirt? That's 00:11:55.610 --> 00:11:58.370 great. Have them talk a little bit and you'll 00:11:58.370 --> 00:12:01.029 see them come out of their shell and you'll walk 00:12:01.029 --> 00:12:03.730 them over and say, he's a graphic designer. Oh, 00:12:03.750 --> 00:12:05.850 that table over there is filled with marketing 00:12:05.850 --> 00:12:09.610 people. Let me introduce the two of them. And 00:12:09.610 --> 00:12:13.110 then you'd back away. So what does that do? That 00:12:13.110 --> 00:12:17.330 helped him get into a conversation, but it made 00:12:17.330 --> 00:12:20.320 you. look like he's always going to remember 00:12:20.320 --> 00:12:24.980 me because I walked him over. So all these different 00:12:24.980 --> 00:12:30.080 facets. What makes podcasting such a powerful 00:12:30.080 --> 00:12:33.840 door opener in business conversations compared 00:12:33.840 --> 00:12:37.179 to cold outreach or to traditional networking 00:12:37.179 --> 00:12:41.820 events? What makes a difference is the reach, 00:12:41.899 --> 00:12:44.789 just like you and I here. We're in two different 00:12:44.789 --> 00:12:46.629 locations right now, but with the technology 00:12:46.629 --> 00:12:49.149 we have, we're able to have a video conversation 00:12:49.149 --> 00:12:52.690 and we can distribute that conversation just 00:12:52.690 --> 00:12:56.610 about anywhere. Within a traditional networking 00:12:56.610 --> 00:13:01.429 situation, you're limited to a single location. 00:13:01.490 --> 00:13:04.509 You're limited to the people that attend. And 00:13:04.509 --> 00:13:07.690 with today's busy lifestyle for everybody, everybody's 00:13:07.690 --> 00:13:10.779 busy in whatever they're doing. you can still 00:13:10.779 --> 00:13:13.360 share this information to them even though they 00:13:13.360 --> 00:13:15.559 weren't able to attend. So I think podcasting 00:13:15.559 --> 00:13:18.820 just has a farther reach and many more tools 00:13:18.820 --> 00:13:21.440 to share that information to a larger audience 00:13:21.440 --> 00:13:23.299 of people than just the traditional networking 00:13:23.299 --> 00:13:27.799 events. Yeah, absolutely. Absolutely. And it 00:13:27.799 --> 00:13:31.480 does. It makes going to the event special because 00:13:31.480 --> 00:13:35.519 you're there in person. But if you can't go to 00:13:35.519 --> 00:13:39.600 the event, then... you see a replay of it or 00:13:39.600 --> 00:13:42.159 something else like that. And you can still, 00:13:42.200 --> 00:13:45.059 so it used to be where if you miss an event, 00:13:45.200 --> 00:13:49.740 you miss the event and that was it. Now you get 00:13:49.740 --> 00:13:54.120 to view it as a webinar almost. And you get to 00:13:54.120 --> 00:13:57.940 say, okay, and you see all these people. So you're 00:13:57.940 --> 00:14:00.919 introduced to all these people that you weren't 00:14:00.919 --> 00:14:04.059 introduced at a show. So it just opens everything 00:14:04.059 --> 00:14:08.460 up greatly. And additionally, You doing this 00:14:08.460 --> 00:14:11.120 podcast with me and with our reciprocal eye doing 00:14:11.120 --> 00:14:13.399 that podcast with you, we're reaching different 00:14:13.399 --> 00:14:16.059 audiences. You have a large network. I'm growing 00:14:16.059 --> 00:14:18.840 my network. So we're reaching different people 00:14:18.840 --> 00:14:22.779 as we post it on social media and your contacts 00:14:22.779 --> 00:14:26.340 and my contacts will see that information and 00:14:26.340 --> 00:14:29.980 possibly connect themselves or your clients or 00:14:29.980 --> 00:14:32.200 your contacts, your network will reach out to 00:14:32.200 --> 00:14:36.629 me and vice versa. Absolutely. And that's what 00:14:36.629 --> 00:14:39.789 it's all about. That's what it's all about. Just 00:14:39.789 --> 00:14:42.570 when you speak to, and I, as a speaker, let me 00:14:42.570 --> 00:14:46.330 just change hats. As a speaker, when I'm speaking 00:14:46.330 --> 00:14:49.610 to an audience, I'm not only speaking to that 00:14:49.610 --> 00:14:53.570 audience, I'm speaking to that audience's network 00:14:53.570 --> 00:14:58.549 of people. So I have to keep that in mind, because 00:14:58.549 --> 00:15:02.149 if I just speak to a room of 45 people, that's 00:15:02.149 --> 00:15:07.500 great. How big are their networks? And if I'm 00:15:07.500 --> 00:15:10.580 good enough, then they'll say, I've got to get 00:15:10.580 --> 00:15:13.679 you over here. And that's how it all begins. 00:15:14.279 --> 00:15:19.600 Right. You helped companies step into podcasting 00:15:19.600 --> 00:15:24.059 without tech overwhelm. What's the simplest mindset 00:15:24.059 --> 00:15:27.679 shift leaders need to make before launching a 00:15:27.679 --> 00:15:31.990 show? They just need to get over their fear of 00:15:31.990 --> 00:15:34.490 being in front of a microphone is my initial 00:15:34.490 --> 00:15:37.970 reaction. People see podcasting as something 00:15:37.970 --> 00:15:41.970 that's very high tech, something that requires 00:15:41.970 --> 00:15:45.909 a certain personality. If they just get over 00:15:45.909 --> 00:15:49.309 their fear and just loosen up and sit in front 00:15:49.309 --> 00:15:50.909 of the microphone and just have a conversation, 00:15:51.230 --> 00:15:54.529 they can realize it's not that difficult to do. 00:15:54.970 --> 00:15:57.370 Here at Business Radio X, we make it easier for 00:15:57.370 --> 00:15:59.830 people to do that. And I compare it to a car 00:15:59.830 --> 00:16:03.690 wash where everybody can go through a car wash 00:16:03.690 --> 00:16:05.850 or they can wash their own car. But the convenience 00:16:05.850 --> 00:16:10.190 of going through the car wash outweighs getting 00:16:10.190 --> 00:16:12.450 the soap out and the bucket out. And that's what 00:16:12.450 --> 00:16:14.450 we here at Business Radio X, we want to make 00:16:14.450 --> 00:16:18.990 it easy for them to harness the power of podcasting 00:16:18.990 --> 00:16:22.190 to promote their businesses or make additional 00:16:22.190 --> 00:16:27.100 connections. Let me ask you a question. Do this 00:16:27.100 --> 00:16:31.919 when I coach people, businesses, C -suite executives, 00:16:32.139 --> 00:16:37.220 and I have them do something to get used to speaking 00:16:37.220 --> 00:16:39.679 in front of a microphone, speaking in front of 00:16:39.679 --> 00:16:43.100 people. What do you think is a good exercise 00:16:43.100 --> 00:16:46.960 that they can do to make things easier for them 00:16:46.960 --> 00:16:48.500 so that they don't think about the microphone, 00:16:48.759 --> 00:16:51.259 don't think about who they're talking to in front 00:16:51.259 --> 00:16:55.059 of? Do you have an exercise? just talking to 00:16:55.059 --> 00:16:58.159 themselves in the mirror. Ah, there you go. That's 00:16:58.159 --> 00:17:00.759 the number one. Yeah. Just having that conversation 00:17:00.759 --> 00:17:03.179 with yourself and giving yourself the confidence 00:17:03.179 --> 00:17:05.700 that yes, you do have a voice and yes, you are 00:17:05.700 --> 00:17:07.940 knowledgeable and you know what you're doing 00:17:07.940 --> 00:17:12.140 with your business. Absolutely. And also look 00:17:12.140 --> 00:17:15.299 at your facial expressions. Look at the facial 00:17:15.299 --> 00:17:17.599 expressions when you make a joke, when you don't 00:17:17.599 --> 00:17:19.680 make a joke, when you make a joke and it falls 00:17:19.680 --> 00:17:23.099 flat. Look at your face and see how it is, right? 00:17:23.240 --> 00:17:25.920 But yes, that's perfect. That's perfect because 00:17:25.920 --> 00:17:28.859 that's exactly what you should do. I think it's 00:17:28.859 --> 00:17:30.880 funny when you walk past somebody, I'm talking 00:17:30.880 --> 00:17:34.880 into a mirror, but it'll make things go, if they 00:17:34.880 --> 00:17:37.619 crack jokes or whatever, it'll make them much 00:17:37.619 --> 00:17:39.539 more at ease so that when they come in front 00:17:39.539 --> 00:17:42.819 of you or in front of me or something else like 00:17:42.819 --> 00:17:47.059 that. They're much more at ease. And one thing 00:17:47.059 --> 00:17:49.660 to understand as well, when people are talking 00:17:49.660 --> 00:17:52.420 into a microphone or even in a public setting, 00:17:52.500 --> 00:17:55.039 and I've struggled with this over my own career, 00:17:55.079 --> 00:17:57.160 I'm not a big public speaker. I've never enjoyed 00:17:57.160 --> 00:18:01.039 public speaking. However, when people do public 00:18:01.039 --> 00:18:04.460 speaking, such as yourself, people need to recognize 00:18:04.460 --> 00:18:07.880 that once you enter that position, everybody 00:18:07.880 --> 00:18:11.829 views you as the authority on that subject. You 00:18:11.829 --> 00:18:14.029 are at that point, the smartest person in the 00:18:14.029 --> 00:18:16.849 room on that subject. And it's just gaining that 00:18:16.849 --> 00:18:19.349 confidence to know that you are in business for 00:18:19.349 --> 00:18:21.430 a particular reason for a particular service. 00:18:21.930 --> 00:18:25.430 And you are more than likely the most knowledgeable 00:18:25.430 --> 00:18:30.289 person about that. Right. In the room, in the 00:18:30.289 --> 00:18:33.329 room anyway. So, you know, yes, that's true. 00:18:33.930 --> 00:18:37.589 However, you really have to know your stuff. 00:18:38.389 --> 00:18:41.910 You can't just fake it till you make it. Because 00:18:41.910 --> 00:18:44.490 if I go up there, if I go up on a stage and I 00:18:44.490 --> 00:18:47.849 go up on a stage once a month and I try to fake 00:18:47.849 --> 00:18:49.890 it till I make it, if I say one thing that's 00:18:49.890 --> 00:18:52.930 really wrong and they call me out on it, I go, 00:18:52.990 --> 00:18:55.150 and that's it. So I really have to know what 00:18:55.150 --> 00:18:57.109 I'm talking about. So that's what you have to 00:18:57.109 --> 00:18:59.829 do. Know what you're talking about. Yes, definitely. 00:19:00.069 --> 00:19:01.769 You do need to know what you're talking about. 00:19:01.869 --> 00:19:04.029 And there will be those people in the audience 00:19:04.029 --> 00:19:06.829 that are looking to discredit just about anybody. 00:19:07.730 --> 00:19:10.269 Absolutely. And no matter what you say, they're 00:19:10.269 --> 00:19:12.430 going to try to find something to discredit you 00:19:12.430 --> 00:19:15.710 and you have to be ready to answer something 00:19:15.710 --> 00:19:18.730 like that. Yes. And I've had many people like 00:19:18.730 --> 00:19:22.589 that. Many people. Okay. How can a podcast quietly 00:19:22.589 --> 00:19:26.509 warm up prospects and partners long before a 00:19:26.509 --> 00:19:31.809 sales conversation ever happens? I'm sorry, would 00:19:31.809 --> 00:19:36.430 you please repeat that? How can a podcast? quietly 00:19:36.430 --> 00:19:40.150 warm up prospects and partners long before a 00:19:40.150 --> 00:19:43.650 sales conversation ever happens. I'm going to 00:19:43.650 --> 00:19:45.970 take a little bit out of your playbook and just 00:19:45.970 --> 00:19:49.250 use the methods that you've described. Just get 00:19:49.250 --> 00:19:53.690 personal with them. Ask about family. Talk about 00:19:53.690 --> 00:19:57.210 current events or get to know them. You have 00:19:57.210 --> 00:20:04.640 the form method. Yes, number one is family. The 00:20:04.640 --> 00:20:07.259 most important thing to people is their family 00:20:07.259 --> 00:20:10.940 and getting to know them, understanding where 00:20:10.940 --> 00:20:12.799 their children live, understanding what their 00:20:12.799 --> 00:20:15.319 children do or what they're doing with their 00:20:15.319 --> 00:20:18.799 parents. I've been reaching out. I've been going 00:20:18.799 --> 00:20:21.140 to a lot of Gwinnett County Chamber of Commerce, 00:20:21.200 --> 00:20:23.400 and I've been seeing repeat people there. And 00:20:23.400 --> 00:20:25.380 I make a point to go up and talk to them for 00:20:25.380 --> 00:20:28.099 at least a few minutes. And it's gotten to a 00:20:28.099 --> 00:20:31.619 point where. They are sharing information with 00:20:31.619 --> 00:20:34.039 me as far as, oh, the daughter's coming down 00:20:34.039 --> 00:20:37.019 to visit with me today. And it really excites 00:20:37.019 --> 00:20:39.700 them. And it excites me, too, because I have 00:20:39.700 --> 00:20:42.180 daughters as well, and I enjoy seeing them. So 00:20:42.180 --> 00:20:46.480 getting to that personal level really gains trust 00:20:46.480 --> 00:20:49.420 with any potential client. Whether they become 00:20:49.420 --> 00:20:51.900 a client or not, that's beside the point. But 00:20:51.900 --> 00:20:55.160 it's given you credibility, and it's given you 00:20:55.160 --> 00:20:58.480 that personality that people want to work with. 00:20:59.860 --> 00:21:02.579 Absolutely. And you can go one step further. 00:21:02.759 --> 00:21:05.859 So if you were to speak with somebody and they 00:21:05.859 --> 00:21:08.259 say, oh, my daughter's coming down and is all 00:21:08.259 --> 00:21:12.460 excited. The next week you ask that person, how 00:21:12.460 --> 00:21:15.319 was her daughter? How, you know, and she goes, 00:21:15.420 --> 00:21:17.519 you remembered that? Say, yeah, I remembered 00:21:17.519 --> 00:21:21.240 that because we're talking. And that will stick 00:21:21.240 --> 00:21:24.400 with them a whole lot longer than anything else. 00:21:24.990 --> 00:21:27.970 And one thing you do, people yell and scream 00:21:27.970 --> 00:21:31.630 at me, but you never talk business. And with 00:21:31.630 --> 00:21:35.390 a chamber, a chamber of commerce, the one thing 00:21:35.390 --> 00:21:39.269 that you don't want to do is talk business right 00:21:39.269 --> 00:21:43.109 away. Because I feel I've told this to just about 00:21:43.109 --> 00:21:46.190 all of my clients. I get a lot of clients from 00:21:46.190 --> 00:21:48.930 the chamber itself, but you never talk business. 00:21:48.970 --> 00:21:53.109 And you never, if you have, if you do 10 things, 00:21:53.269 --> 00:21:56.630 let's say. And you get up and you talk for your 00:21:56.630 --> 00:22:00.130 30 seconds, whatever. Don't try to cram everything 00:22:00.130 --> 00:22:04.009 all in there at the same time. Pick one thing. 00:22:04.069 --> 00:22:06.789 Pick two things and talk about it. The meeting 00:22:06.789 --> 00:22:10.609 beforehand, don't talk business. You're there 00:22:10.609 --> 00:22:13.430 just to socialize and everything else. And people 00:22:13.430 --> 00:22:16.269 say, no, the Chamber of Commerce, I'm there to 00:22:16.269 --> 00:22:18.910 network. I'm there to get business and everything 00:22:18.910 --> 00:22:23.490 else. You are getting business. It may be a longer 00:22:23.490 --> 00:22:26.750 wait. But you are getting because you have to 00:22:26.750 --> 00:22:31.410 get to that level of trust. And everybody has 00:22:31.410 --> 00:22:34.529 a wall between them. Sure. And when you're speaking 00:22:34.529 --> 00:22:37.670 with somebody, that wall is coming down and that 00:22:37.670 --> 00:22:41.930 trust level is rising. And once they pass one 00:22:41.930 --> 00:22:45.549 another, then you're okay. Then the next week, 00:22:45.569 --> 00:22:47.230 you talk about something different or how your 00:22:47.230 --> 00:22:48.890 daughter came in or something else like that. 00:22:48.990 --> 00:22:52.660 And they begin to trust you. And then they let 00:22:52.660 --> 00:22:56.259 a little bit slip and they talk about work or 00:22:56.259 --> 00:22:59.220 occupation or anything else like that. And then 00:22:59.220 --> 00:23:03.539 you start to question. So it's a longer process, 00:23:03.640 --> 00:23:07.619 but it works so much better. It does. It certainly 00:23:07.619 --> 00:23:09.839 works a lot better. And it just, it solidifies 00:23:09.839 --> 00:23:14.779 those relationships. It does. Everybody's always 00:23:14.779 --> 00:23:17.799 thinking about business. every minute of the 00:23:17.799 --> 00:23:19.920 day in the back of their head. We got to accomplish 00:23:19.920 --> 00:23:21.940 this. We've got to sell this. We've got to do 00:23:21.940 --> 00:23:23.980 this. We've got to change this. There's so much 00:23:23.980 --> 00:23:26.059 going on in the business world that it's actually 00:23:26.059 --> 00:23:28.579 refreshing when you start going to networking 00:23:28.579 --> 00:23:30.960 events and you talk about something other than 00:23:30.960 --> 00:23:37.799 business. Absolutely. Absolutely. Okay. So separates 00:23:37.799 --> 00:23:41.380 podcasts that create real business relationships 00:23:41.380 --> 00:23:46.680 from those that just create content. It gives 00:23:46.680 --> 00:23:48.960 you the one -on -one opportunity, at least with 00:23:48.960 --> 00:23:51.759 Business Radio X, when we have our show, we generally 00:23:51.759 --> 00:23:57.019 have two individual companies on the show, which 00:23:57.019 --> 00:24:00.420 we highlight. And after the show is concluded 00:24:00.420 --> 00:24:03.779 or even before the show starts, it gives those 00:24:03.779 --> 00:24:06.799 people an opportunity to just talk, even if they're 00:24:06.799 --> 00:24:08.720 just talking about, wow, I'm so nervous to go 00:24:08.720 --> 00:24:10.099 on this show. And then they have something in 00:24:10.099 --> 00:24:12.799 common at that point. But the real value comes 00:24:12.799 --> 00:24:15.299 after the show. When people are more relaxed, 00:24:15.579 --> 00:24:17.240 they've made it through, they've realized that 00:24:17.240 --> 00:24:20.460 they've survived the podcasting and being a microphone, 00:24:20.500 --> 00:24:23.559 and they can start talking about their, what 00:24:23.559 --> 00:24:27.460 do you do? What services do you offer? And they 00:24:27.460 --> 00:24:29.619 start building that relationship. Whether or 00:24:29.619 --> 00:24:32.599 not they are ever going to do business together 00:24:32.599 --> 00:24:35.319 is beside the point, but it gives them an opportunity 00:24:35.319 --> 00:24:38.559 to start expanding their network and making those 00:24:38.559 --> 00:24:40.539 connections with people they normally wouldn't 00:24:40.539 --> 00:24:43.789 have made a connection with. Absolutely. And 00:24:43.789 --> 00:24:46.890 it depends on whether they're extroverted or 00:24:46.890 --> 00:24:49.670 introverted. Extroverts will just come around 00:24:49.670 --> 00:24:51.970 and say, hey, what are you doing? Oh, that's 00:24:51.970 --> 00:24:54.250 what you do. Oh, that's great. I know somebody 00:24:54.250 --> 00:24:58.569 who, and we'll go into it that way. And an introvert 00:24:58.569 --> 00:25:02.529 will not say anything. That's the wallflower 00:25:02.529 --> 00:25:09.289 that walks in an event. Okay. In B2B, trust often 00:25:09.289 --> 00:25:13.319 matters much more than reach. How does consistent 00:25:13.319 --> 00:25:17.099 media presence shorten the trust building curve? 00:25:18.460 --> 00:25:21.460 At least with podcasting, to answer your question, 00:25:21.700 --> 00:25:25.980 consistency is key. If someone is interested 00:25:25.980 --> 00:25:28.519 in the information that you're providing and 00:25:28.519 --> 00:25:30.400 they're listening to several different shows, 00:25:30.579 --> 00:25:34.180 they want to know, is this person going to hold 00:25:34.180 --> 00:25:36.299 true to their word and publish their podcast 00:25:36.299 --> 00:25:39.420 every Friday at 9 a .m. when I take a break from 00:25:39.420 --> 00:25:41.960 my work and I want to listen to that? So that 00:25:41.960 --> 00:25:44.579 helps build trust. This guy, he's a standup guy 00:25:44.579 --> 00:25:49.720 or woman, and he's being consistent all the time. 00:25:49.740 --> 00:25:52.339 So I can trust when I take a break from my work, 00:25:52.440 --> 00:25:55.920 this gentleman or this podcaster is going to 00:25:55.920 --> 00:25:57.599 have that information that I want to listen to 00:25:57.599 --> 00:26:02.480 at that particular time. Very good. Yep, absolutely. 00:26:02.779 --> 00:26:08.160 Absolutely. What's one overlooked way? Companies 00:26:08.160 --> 00:26:11.900 can use podcast conversations to stay top of 00:26:11.900 --> 00:26:16.799 mind without chasing follow -ups. You got some 00:26:16.799 --> 00:26:21.859 zingers here. My goal, I don't want to be the 00:26:21.859 --> 00:26:24.680 typical guy to ask you just general questions. 00:26:24.720 --> 00:26:28.900 I want you to think about it because my listeners... 00:26:29.180 --> 00:26:32.779 will truly want to understand about Radio X, 00:26:32.980 --> 00:26:35.880 about networking, and how they can do it better, 00:26:35.960 --> 00:26:38.799 because the better you are at networking, the 00:26:38.799 --> 00:26:41.720 more money you make. Correct. So I'm going to 00:26:41.720 --> 00:26:44.380 ask you the question one more time. What's one 00:26:44.380 --> 00:26:47.980 overlooked way companies can use podcast conversations 00:26:47.980 --> 00:26:52.480 to stay top of mind without chasing follow -ups? 00:26:52.759 --> 00:26:56.000 So looking for one way where we can use this 00:26:56.000 --> 00:26:59.619 conversation. So we don't have to chase follow 00:26:59.619 --> 00:27:05.019 -ups. One way for me would be when we can just 00:27:05.019 --> 00:27:07.619 use you and I as an example and our podcast that 00:27:07.619 --> 00:27:10.720 we did several days ago, staying top of mind 00:27:10.720 --> 00:27:15.200 is once you complete this podcast, you share 00:27:15.200 --> 00:27:18.339 it. You share it on your LinkedIn account. your 00:27:18.339 --> 00:27:20.619 Facebook, wherever you're sharing your podcasts. 00:27:21.039 --> 00:27:23.299 And you're probably also going to share the link 00:27:23.299 --> 00:27:26.380 with me and it automatically becomes top of mind 00:27:26.380 --> 00:27:30.279 because you're refreshing my mind as yes, Michael 00:27:30.279 --> 00:27:32.980 Foreman is the networking guy. He is the public 00:27:32.980 --> 00:27:36.440 speaking guy. He solidified that within my brain 00:27:36.440 --> 00:27:42.180 by doing that immediate follow -up. Okay. So 00:27:42.180 --> 00:27:46.579 let's bring this podcast full circle. If a business 00:27:46.579 --> 00:27:50.480 owner wanted to turn their next 12 podcast episodes 00:27:50.480 --> 00:27:54.539 into long -term relationships, what should they 00:27:54.539 --> 00:28:00.680 focus on first? Making sure they have good content 00:28:00.680 --> 00:28:05.440 to discuss. Having information that's relatable. 00:28:06.319 --> 00:28:09.640 Having information that will spark interest in 00:28:09.640 --> 00:28:14.410 a lot of people. And also... As we have stated, 00:28:14.410 --> 00:28:17.089 being consistent and sharing that information 00:28:17.089 --> 00:28:19.970 on a regular basis to their potential clients 00:28:19.970 --> 00:28:24.650 or their top prospects. That's great. I want 00:28:24.650 --> 00:28:26.910 to tell you, Garrett, this was a great podcast. 00:28:27.269 --> 00:28:30.950 I'm so thankful to you for what you're doing 00:28:30.950 --> 00:28:34.109 and that you came on my podcast. If somebody 00:28:34.109 --> 00:28:37.109 wanted to get hold of you to be either on Radio 00:28:37.109 --> 00:28:40.210 X or ask questions about it or just networking 00:28:40.210 --> 00:28:43.789 in general, how should they contact you? There's 00:28:43.789 --> 00:28:46.569 two ways to contact me. One of them is email. 00:28:46.730 --> 00:28:52.450 So Garrett, G -A -R -R -E -T -T at businessradiox 00:28:52.450 --> 00:28:55.950 .com. Or they can call me or text me directly 00:28:55.950 --> 00:29:02.430 at 386 -283 -8315. And I'd be happy to discuss 00:29:02.430 --> 00:29:06.849 how Business Radio X can promote their business 00:29:06.849 --> 00:29:09.809 and highlight what they're doing to the greater 00:29:09.809 --> 00:29:14.000 business community. That's great. Today's conversation 00:29:14.000 --> 00:29:17.420 proves one thing. Meaningful connections don't 00:29:17.420 --> 00:29:20.400 come from chasing attention. They come from creating 00:29:20.400 --> 00:29:24.640 conversations worth staying in. Podcasting, when 00:29:24.640 --> 00:29:27.640 done right, isn't about downloads or microphones. 00:29:27.960 --> 00:29:31.660 It's about access, credibility, and showing up 00:29:31.660 --> 00:29:34.660 with consistency where real business relationships 00:29:34.660 --> 00:29:38.500 are formed. If you're thinking bigger about how 00:29:38.500 --> 00:29:41.710 you connect, how you're remembered, and how people 00:29:41.710 --> 00:29:44.769 decide to do business with you, this episode 00:29:44.769 --> 00:29:48.390 gave you a clear path forward. If this hit home, 00:29:48.549 --> 00:29:52.630 share with someone who still relies on cold outreach 00:29:52.630 --> 00:29:55.869 and hoping for warm results. I'm Michael Foreman, 00:29:55.950 --> 00:29:58.829 and this is Networking Unleashed, building profitable 00:29:58.829 --> 00:30:02.369 connections. Until next time, keep your conversations 00:30:02.369 --> 00:30:05.869 intentional, your follow -up real, and your network 00:30:05.869 --> 00:30:09.609 working for you. Garrett. I want to thank you 00:30:09.609 --> 00:30:12.329 so much for coming on the podcast, and I will 00:30:12.329 --> 00:30:14.750 talk with you soon. Thank you, Michael. I appreciate 00:30:14.750 --> 00:30:22.470 you having me on. Very enjoyable. Well, hold 00:30:22.470 --> 00:30:25.710 on, folks. Don't go anywhere. Let's hear from 00:30:25.710 --> 00:30:29.130 our sponsors. David Neal, co -founder, Revved 00:30:29.130 --> 00:30:32.670 Up Kids. Revved Up Kids is on a mission to protect 00:30:32.670 --> 00:30:36.470 children and teens from sexual abuse, exploitation, 00:30:36.730 --> 00:30:39.789 and trafficking. They provide prevention training 00:30:39.789 --> 00:30:43.549 programs for children, teens, and adults. To 00:30:43.549 --> 00:30:48.190 learn more, go to revvedupkids .org. Henry Kaplan, 00:30:48.349 --> 00:30:51.400 Century 21. When it comes to making the biggest 00:30:51.400 --> 00:30:54.400 financial decision of your life, leave it in 00:30:54.400 --> 00:30:57.220 the hands of a proven professional, Henry Kaplan. 00:30:57.440 --> 00:31:00.740 Henry is a global real estate agent with Century 00:31:00.740 --> 00:31:05.180 21, celebrating his 41st year in business. No 00:31:05.180 --> 00:31:07.640 matter where you're moving, Henry has the right 00:31:07.640 --> 00:31:11.180 connections for you. You can contact Henry at 00:31:11.180 --> 00:31:17.720 561 -427 -4888. A huge thank you to our guests 00:31:17.720 --> 00:31:21.519 for sharing such insights today. And of course, 00:31:21.519 --> 00:31:24.460 a big shout out to you, our amazing listeners, 00:31:24.660 --> 00:31:27.380 for tuning in and spending your time with us. 00:31:27.640 --> 00:31:30.940 If you're interested in my digital courses, being 00:31:30.940 --> 00:31:33.660 coached or having me come and talk to your company, 00:31:33.920 --> 00:31:37.339 just go to Michael and fill out the request form. 00:31:37.880 --> 00:31:41.160 Remember, networking isn't about being perfect. 00:31:41.400 --> 00:31:44.440 It's about being present. So take what you've 00:31:44.440 --> 00:31:47.279 learned today, get out there and make some meaningful 00:31:47.279 --> 00:31:50.230 connections. If you've enjoyed this episode, 00:31:50.430 --> 00:31:53.390 please don't forget to subscribe. Leave us a 00:31:53.390 --> 00:31:55.990 review and share it with someone who could use 00:31:55.990 --> 00:31:59.109 a little networking inspiration. Let's keep the 00:31:59.109 --> 00:32:02.130 conversation going. You can find me on Apple, 00:32:02.250 --> 00:32:07.089 Spotify, Pandora, YouTube, or my website, foreman 00:32:07.089 --> 00:32:09.490 .com slash podcasts.