WEBVTT
00:00:14.960 --> 00:00:18.140
Welcome to Networking Unleashed, Building Profitable
00:00:18.140 --> 00:00:21.719
Connections, the show where relationships stop
00:00:21.719 --> 00:00:24.780
being random and start producing real results.
00:00:25.079 --> 00:00:28.420
I'm your host, Michael Foreman. Let's be honest,
00:00:28.660 --> 00:00:32.000
most people are networking constantly. They're
00:00:32.000 --> 00:00:35.340
attending events, making introductions, collecting
00:00:35.340 --> 00:00:39.399
contacts, and staying busy, yet very little business
00:00:39.399 --> 00:00:43.179
actually comes from it. Why? Because networking
00:00:43.179 --> 00:00:46.280
without structure, often leads to conversations
00:00:46.280 --> 00:00:49.960
without outcomes. My guest today is changing
00:00:49.960 --> 00:00:52.539
that. We're talking about why most networking
00:00:52.539 --> 00:00:56.600
fails to create real growth, how referrals can
00:00:56.600 --> 00:01:01.240
become a predictable business channel instead
00:01:01.240 --> 00:01:04.560
of an occasional surprise, and why almost nobody
00:01:04.560 --> 00:01:07.859
teaches professionals how to intentionally build
00:01:07.859 --> 00:01:11.209
a referral team. This episode is about moving
00:01:11.209 --> 00:01:14.469
beyond random introductions and creating relationships
00:01:14.469 --> 00:01:18.450
that consistently generate opportunities. If
00:01:18.450 --> 00:01:21.010
you want your networking to finally produce measurable
00:01:21.010 --> 00:01:25.290
business growth, this episode is for you. I'd
00:01:25.290 --> 00:01:29.609
like to welcome you to my podcast, Priya. And
00:01:29.609 --> 00:01:34.290
I said before we went on. that you are so in
00:01:34.290 --> 00:01:37.489
line with what I talk about that I'm really looking
00:01:37.489 --> 00:01:40.390
forward to this podcast. So Priya, if you don't
00:01:40.390 --> 00:01:43.409
mind, introduce yourself and tell us, give us
00:01:43.409 --> 00:01:47.969
the clip notes of how you got here today. It's
00:01:47.969 --> 00:01:51.030
good to be here from Adelaide with you, Michael,
00:01:51.150 --> 00:01:54.150
and your audience. Thanks for having me. My journey
00:01:54.150 --> 00:01:58.030
was simply going into sales at a young age and
00:01:58.030 --> 00:02:01.269
we didn't have a huge budget in those days. So
00:02:01.269 --> 00:02:03.989
we were just sent into large networking events
00:02:03.989 --> 00:02:07.909
and told to go and make a sale. It was then I
00:02:07.909 --> 00:02:10.490
quickly learned that that is not what networking
00:02:10.490 --> 00:02:14.180
is about. And actually, it's very rare that people
00:02:14.180 --> 00:02:17.080
turn up to networking events to buy. Everyone's
00:02:17.080 --> 00:02:19.939
there to sell. It led to me understanding early
00:02:19.939 --> 00:02:23.819
that you had to develop a way of creating value.
00:02:24.509 --> 00:02:27.310
and letting people understand how you could support
00:02:27.310 --> 00:02:30.349
and actually help them. And that's been and served
00:02:30.349 --> 00:02:33.129
me well for the next 25 years across countries
00:02:33.129 --> 00:02:36.169
in different sales and marketing roles, and especially
00:02:36.169 --> 00:02:39.650
going into a country like Dubai. Being Australian,
00:02:39.689 --> 00:02:42.490
it was tough. Nobody really wanted to know me,
00:02:42.569 --> 00:02:44.490
and they didn't think I really had the goods,
00:02:44.550 --> 00:02:48.360
but I was able to. develop again, using my structure
00:02:48.360 --> 00:02:52.319
and system and start to form meaningful relationships,
00:02:52.539 --> 00:02:54.939
which then would become my referral partners
00:02:54.939 --> 00:02:59.419
that then would lead me to continued growth just
00:02:59.419 --> 00:03:03.240
through my networking. So yeah, it's, it's served
00:03:03.240 --> 00:03:05.620
me very well. I don't think you can see my gray
00:03:05.620 --> 00:03:08.000
hairs on the podcast, but I've certainly got
00:03:08.000 --> 00:03:11.039
enough skin in the game. I can tell you. Yeah.
00:03:11.180 --> 00:03:15.639
I've been in sales for about 40 years. And so
00:03:15.639 --> 00:03:18.379
I know exactly what you're talking about. I went
00:03:18.379 --> 00:03:20.800
to the school of hard knocks. I learned how to
00:03:20.800 --> 00:03:23.460
do everything wrong before I learned how to do
00:03:23.460 --> 00:03:26.259
it correctly. Sent me on this journey. But anyway,
00:03:26.439 --> 00:03:30.159
you say most networking doesn't lead to real
00:03:30.159 --> 00:03:33.759
results. What are people doing that keeps conversations
00:03:33.759 --> 00:03:38.629
from turning into opportunity? I think the thing
00:03:38.629 --> 00:03:42.189
that needs to occur is your mindset has to shift.
00:03:42.330 --> 00:03:45.330
So we need to shift from collecting contacts
00:03:45.330 --> 00:03:48.949
to building meaningful relationships. And what
00:03:48.949 --> 00:03:51.889
I mean by that is people are mistaking activity
00:03:51.889 --> 00:03:55.389
for outcomes. So they're attending lots of events,
00:03:55.530 --> 00:03:58.430
they're collecting business cards, then they're
00:03:58.430 --> 00:04:01.330
finding them on LinkedIn, which is a very popular
00:04:01.330 --> 00:04:04.169
platform, as you and I both know, and they feel
00:04:04.169 --> 00:04:07.110
really productive. But then there's crickets.
00:04:07.370 --> 00:04:09.729
Nothing's happening because there's actually
00:04:09.729 --> 00:04:12.909
no real strategy with why they were at that networking
00:04:12.909 --> 00:04:15.949
event in the first place, what meaningful connection
00:04:15.949 --> 00:04:19.470
were they looking to build, and how that was
00:04:19.470 --> 00:04:21.810
going to help them get into meeting more of their
00:04:21.810 --> 00:04:24.750
ideal clients. So I think a lot of the conversations
00:04:24.750 --> 00:04:28.610
as well stay very surface level. People spend
00:04:28.610 --> 00:04:33.009
time explaining what they do. rather than helping
00:04:33.009 --> 00:04:36.389
other people understand who they're best suited
00:04:36.389 --> 00:04:39.889
to help. And I'll say that again, because I think
00:04:39.889 --> 00:04:43.290
it's important that people start to share who
00:04:43.290 --> 00:04:46.129
they're best suited to help and how they do that.
00:04:46.170 --> 00:04:47.790
So what are the problems that they're solving?
00:04:47.930 --> 00:04:49.550
Because that's the real value that you're adding.
00:04:49.790 --> 00:04:52.660
And when to think of them. That's another great
00:04:52.660 --> 00:04:56.819
one is to teach people when they hear an opportunity,
00:04:57.240 --> 00:05:00.040
hey, that's a great time to bring us up. And
00:05:00.040 --> 00:05:03.120
move away from talking about the weather, how
00:05:03.120 --> 00:05:06.060
busy you are, and the football. I know we all
00:05:06.060 --> 00:05:09.259
love our sports, but it's a bit hard to develop
00:05:09.259 --> 00:05:12.160
a fast, meaningful relationship just based on
00:05:12.160 --> 00:05:15.000
those things. And I would probably also say my
00:05:15.000 --> 00:05:18.819
last point would be that people are talking too
00:05:18.819 --> 00:05:22.870
much and they're asking too little. So they lead
00:05:22.870 --> 00:05:26.610
with a rehearsed pitch, the elevator pitch about
00:05:26.610 --> 00:05:30.410
themselves rather than being curious about the
00:05:30.410 --> 00:05:34.129
other person. So better questions, as you and
00:05:34.129 --> 00:05:38.089
I both know, uncover the hidden gems, the opportunities,
00:05:38.509 --> 00:05:42.430
the challenges. And so if we don't ask better
00:05:42.430 --> 00:05:45.550
questions, you're never actually going to. dive
00:05:45.550 --> 00:05:48.829
deeper and find out what's under the surface
00:05:48.829 --> 00:05:52.389
level. So I always like to ask a question at
00:05:52.389 --> 00:05:53.990
a networking event when I'm meeting someone for
00:05:53.990 --> 00:05:57.250
the very first time and I like to say, if I could
00:05:57.250 --> 00:06:00.470
connect you with your ideal client, who would
00:06:00.470 --> 00:06:04.529
that be and why them? Immediately it changes
00:06:04.529 --> 00:06:07.149
the dynamic of the conversation because I'm not
00:06:07.149 --> 00:06:08.829
trying to sell you anything. I'm actually trying
00:06:08.829 --> 00:06:12.189
to learn about you and I'm hoping that I can
00:06:12.189 --> 00:06:16.029
support you by that connection. by actually asking
00:06:16.029 --> 00:06:18.730
who that ideal client is and maybe by understanding
00:06:18.730 --> 00:06:21.790
why I'm going to find out what's the goal, what
00:06:21.790 --> 00:06:25.850
separates you from your competitors. What I do,
00:06:26.009 --> 00:06:30.689
what I teach is an 80 -20 rule, right? You let
00:06:30.689 --> 00:06:35.069
the other person speak for 80 % of the time.
00:06:35.230 --> 00:06:40.009
You only speak for 20 % of the time. And while
00:06:40.009 --> 00:06:43.750
they're speaking, you're 20 % of the time, you
00:06:43.750 --> 00:06:46.810
should be trying to figure out questions to ask
00:06:46.810 --> 00:06:51.149
him about the 80 % of the time. Yes, totally
00:06:51.149 --> 00:06:53.970
agree. When you first walk into a networking
00:06:53.970 --> 00:06:57.310
event, you have to have what's called a servant's
00:06:57.310 --> 00:07:01.149
heart, right? You go in looking to help and not
00:07:01.149 --> 00:07:04.720
receive. And what does that do? That takes all
00:07:04.720 --> 00:07:07.319
the pressure off your shoulders. That takes all
00:07:07.319 --> 00:07:09.220
the pressure off. So you're walking in there
00:07:09.220 --> 00:07:12.920
trying to help people and refer them and put
00:07:12.920 --> 00:07:16.040
them with somebody else. So you're getting everything
00:07:16.040 --> 00:07:18.680
off your shoulders. Yeah. And all you're doing
00:07:18.680 --> 00:07:22.500
is trying to, and you actually enjoy yourself.
00:07:23.000 --> 00:07:27.040
And that's the thing. Yeah, 100 % I agree with
00:07:27.040 --> 00:07:29.240
you because the moment you go into that room
00:07:29.240 --> 00:07:31.180
and you think about, wow, I wonder who I could
00:07:31.180 --> 00:07:34.300
help connect today to my network. Because it's
00:07:34.300 --> 00:07:36.240
also about the network behind you that you're
00:07:36.240 --> 00:07:38.379
representing when you walk into a room. I think
00:07:38.379 --> 00:07:39.920
people forget that. They think, oh, I'm just
00:07:39.920 --> 00:07:42.819
here with my brand and my 50 business cards that
00:07:42.819 --> 00:07:45.139
I've got to hand out today. You don't have to.
00:07:45.160 --> 00:07:48.500
In a minute, you can release that fear and have
00:07:48.500 --> 00:07:49.899
that. That's what I'm saying. It's a mindset
00:07:49.899 --> 00:07:51.860
shift from the beginning. When I walk into that
00:07:51.860 --> 00:07:54.459
networking room, what are some of your objectives
00:07:54.459 --> 00:07:57.379
and KPIs? I think the people who get the best
00:07:57.379 --> 00:08:00.620
results from networking aren't necessarily the
00:08:00.620 --> 00:08:02.600
best talkers. They're actually the best listeners.
00:08:04.000 --> 00:08:08.240
Another part of what I coach is introverts and
00:08:08.240 --> 00:08:11.800
extroverts. Everybody thinks that extroverts
00:08:11.800 --> 00:08:13.899
are the best salespeople and everything else.
00:08:14.079 --> 00:08:17.459
And I try to tell them, no, it's introverts because
00:08:17.459 --> 00:08:22.240
they know how to listen more than speak. So there's
00:08:22.240 --> 00:08:25.319
a whole mindset shift with that. But one thing
00:08:25.319 --> 00:08:27.079
you have to remember when you're speaking to,
00:08:27.160 --> 00:08:30.100
when you're going into a networking event, you're
00:08:30.100 --> 00:08:32.840
not just speaking to those people. You're speaking
00:08:32.840 --> 00:08:36.940
to their network of people. So you have to think
00:08:36.940 --> 00:08:39.379
about all of that. So let me ask you a question.
00:08:39.519 --> 00:08:42.720
What separates someone who occasionally gets
00:08:42.720 --> 00:08:46.159
referrals from someone who creates a predictable
00:08:46.159 --> 00:08:51.940
referral engine? Yeah, it's a really good question.
00:08:52.059 --> 00:08:54.340
And I think we and the economy that we're in
00:08:54.340 --> 00:08:57.200
now with the rise of AI comes the rise of human
00:08:57.200 --> 00:09:00.539
interaction again, and looking at your whole
00:09:00.539 --> 00:09:03.340
business development system and saying, okay,
00:09:03.419 --> 00:09:06.220
we've got this great online strategies happening,
00:09:06.299 --> 00:09:08.840
but something you've got absolute control over
00:09:08.840 --> 00:09:12.539
your fingertips at your fingertips is networking
00:09:12.539 --> 00:09:15.220
and your offline structure. So I think moving
00:09:15.220 --> 00:09:17.899
from the hope to chance to a structured, reliable
00:09:17.899 --> 00:09:21.940
system. going to be more enjoyable. I think stop
00:09:21.940 --> 00:09:25.360
relying on the random referrals. The businesses
00:09:25.360 --> 00:09:28.820
generating consistent referrals don't leave it
00:09:28.820 --> 00:09:31.840
to luck. So what I mean by that is they're actually
00:09:31.840 --> 00:09:36.019
intentionally identifying a small group of people,
00:09:36.100 --> 00:09:39.600
could be three to four, three to five, who are
00:09:39.600 --> 00:09:42.899
actually regularly encountering your ideal clients.
00:09:44.080 --> 00:09:47.350
That's a really good takeaway. trying to put
00:09:47.350 --> 00:09:49.250
a structure behind your networking and looking
00:09:49.250 --> 00:09:51.830
at who you're spending time with to stop random
00:09:51.830 --> 00:09:54.509
referrals, spend time with three or four people
00:09:54.509 --> 00:09:57.110
who are actually already working with your ideal
00:09:57.110 --> 00:10:00.370
clients and who are a trusted partner. I think
00:10:00.370 --> 00:10:02.789
the next thing is once you identify those two
00:10:02.789 --> 00:10:04.789
or three people that really get your business
00:10:04.789 --> 00:10:07.289
and understand your value and, again, can put
00:10:07.289 --> 00:10:10.450
you in front of your ideal client, is educating
00:10:10.450 --> 00:10:14.409
them. So our role really is about how do I make
00:10:14.409 --> 00:10:18.049
it easier? for you to refer me. I want to make
00:10:18.049 --> 00:10:20.669
your life easy. I don't want to make it harder
00:10:20.669 --> 00:10:23.669
because I know you're busy. So I like to think
00:10:23.669 --> 00:10:25.970
one of the biggest mistakes is assuming people
00:10:25.970 --> 00:10:30.289
know the how to refer you part. I think that's
00:10:30.289 --> 00:10:32.809
where we fall down sometimes. We make a mistake
00:10:32.809 --> 00:10:35.490
or an error. So where I would suggest some points
00:10:35.490 --> 00:10:38.830
to if you can gain some clarity here and share
00:10:38.830 --> 00:10:40.950
this with your referral partners and have that
00:10:40.950 --> 00:10:45.259
system is who's your ideal client? So the industry,
00:10:45.480 --> 00:10:47.940
number of employees, maybe they're award winners.
00:10:48.460 --> 00:10:50.879
That's a great way to spot who you're looking
00:10:50.879 --> 00:10:54.360
for. The problems that you solve. So that really
00:10:54.360 --> 00:10:56.700
showcases your value. So all the different ways
00:10:56.700 --> 00:11:01.039
that you can relieve or create success. I love
00:11:01.039 --> 00:11:03.200
the trigger moment. So when I educate people
00:11:03.200 --> 00:11:05.360
about the trigger moments to listen for, I think
00:11:05.360 --> 00:11:07.559
in sales we've always called them buying signals.
00:11:07.799 --> 00:11:10.379
That makes it easy for people to go, oh, hang
00:11:10.379 --> 00:11:12.860
on a minute, that's a... That problem that you're
00:11:12.860 --> 00:11:14.779
having, Audrey, Michael can solve it or Priya
00:11:14.779 --> 00:11:16.580
can solve that. You should come and meet them.
00:11:16.620 --> 00:11:19.019
They're my friends and let me introduce you.
00:11:19.159 --> 00:11:21.200
And that's the bit we need to teach people. Do
00:11:21.200 --> 00:11:24.159
you prefer the lovely email? Is it an in -mail
00:11:24.159 --> 00:11:27.100
on LinkedIn so they can see your other testimonials
00:11:27.100 --> 00:11:30.820
and referrals? Do you prefer a phone? or messenger
00:11:30.820 --> 00:11:33.759
kind of system where you can start that group
00:11:33.759 --> 00:11:36.019
chat. Some people prefer that. It just saves
00:11:36.019 --> 00:11:37.820
them time because I don't know about you, but
00:11:37.820 --> 00:11:40.679
I get a lot of emails every day. So sometimes
00:11:40.679 --> 00:11:45.159
that's a bit easier. So, yeah, I think that predictable
00:11:45.159 --> 00:11:49.200
growth channel comes from structure. And once
00:11:49.200 --> 00:11:51.179
you've got two or three people in that small
00:11:51.179 --> 00:11:54.519
group, how do you set them up for success? That's
00:11:54.519 --> 00:11:56.820
what I've just covered. And I think from there.
00:11:57.820 --> 00:12:00.100
You create a rhythm. Once you've got that group
00:12:00.100 --> 00:12:02.679
together and everyone understands what they're
00:12:02.679 --> 00:12:06.039
there to do and they've got the material to lean
00:12:06.039 --> 00:12:08.179
on or access when you're not there to set up
00:12:08.179 --> 00:12:11.799
a referral for you and that's their job is they're
00:12:11.799 --> 00:12:14.100
actually happy and excited to do that when you're
00:12:14.100 --> 00:12:16.779
not there. That's the fun part about being a
00:12:16.779 --> 00:12:19.320
connector. I think then the next thing is to
00:12:19.320 --> 00:12:23.600
say how do we continue to catch up regularly?
00:12:24.800 --> 00:12:27.740
so that we can keep top of mind. And you want
00:12:27.740 --> 00:12:33.019
everyone to be referral ready. That's the fun
00:12:33.019 --> 00:12:37.379
bit, right? I'm really known in this area as
00:12:37.379 --> 00:12:40.200
being a connector or a super connector, somebody
00:12:40.200 --> 00:12:43.500
has said it, right? Because I make sure that
00:12:43.500 --> 00:12:48.379
I connect at least two people every week. Every
00:12:48.379 --> 00:12:52.139
week. I'm referring, I'm connecting, and some
00:12:52.139 --> 00:12:55.759
people like to do it on LinkedIn and others like
00:12:55.759 --> 00:12:59.259
to do it email. So I figure out which one is
00:12:59.259 --> 00:13:01.679
which, but I've been doing this for three or
00:13:01.679 --> 00:13:05.539
four years. So by now, everybody knows, well,
00:13:05.620 --> 00:13:08.419
oh, Michael gave me a referral, so I'm going
00:13:08.419 --> 00:13:11.120
to have to give referral back. That's not what
00:13:11.120 --> 00:13:13.480
I'm looking for, but it's nice that it's there.
00:13:14.009 --> 00:13:16.750
But I think that's how people work in business
00:13:16.750 --> 00:13:19.190
is thanks a lot for helping me and supporting
00:13:19.190 --> 00:13:24.750
me. What can I do for you? And therefore that's
00:13:24.750 --> 00:13:27.409
how it works. So I think referral shouldn't be
00:13:27.409 --> 00:13:30.190
something that occasionally happens to your business.
00:13:30.309 --> 00:13:32.870
They should be a channel that you've intentionally
00:13:32.870 --> 00:13:35.970
built. And that's why that system and structure
00:13:35.970 --> 00:13:39.309
is so important. But I think a lot of the time
00:13:39.309 --> 00:13:41.610
people do really need a little bit of education
00:13:41.610 --> 00:13:44.509
and support from you. And it's always good to
00:13:44.509 --> 00:13:46.649
go back. I always go back to my top referral
00:13:46.649 --> 00:13:48.830
partners and teams because that's obviously what
00:13:48.830 --> 00:13:51.230
I build and set up. And I always say to them,
00:13:51.269 --> 00:13:53.330
so what was working well this month? What did
00:13:53.330 --> 00:13:56.289
the material I provide? Was that helpful? Was
00:13:56.289 --> 00:13:58.710
it the event that I was running? Was it that
00:13:58.710 --> 00:14:01.379
Google review? That was really front and center.
00:14:01.500 --> 00:14:05.059
Or is there anything else I could be doing to
00:14:05.059 --> 00:14:08.019
make it easier for you to refer me and support
00:14:08.019 --> 00:14:09.879
my business growth? Because obviously as I'm
00:14:09.879 --> 00:14:12.500
growing, I'm bringing them along too, right?
00:14:12.600 --> 00:14:16.279
Because we're all complementary partners. What
00:14:16.279 --> 00:14:19.980
qualities should someone look for when identifying
00:14:19.980 --> 00:14:23.519
people to become part of your referral ecosystem?
00:14:24.580 --> 00:14:29.200
Yeah, great question. I prefer people, so when
00:14:29.200 --> 00:14:31.740
I'm clear about who my ideal client profile is,
00:14:31.820 --> 00:14:33.759
and for a lot of service providers, they might
00:14:33.759 --> 00:14:37.399
say accountants, what I become very aware of
00:14:37.399 --> 00:14:40.679
is then who is the trusted person for that accounting
00:14:40.679 --> 00:14:43.899
firm? Who does that accountant go to when it
00:14:43.899 --> 00:14:47.620
comes to legal advice, HR advice, recruitment,
00:14:47.919 --> 00:14:52.600
marketing? It's then that becomes my target.
00:14:52.990 --> 00:14:55.129
I then think to myself, when I'm going networking,
00:14:55.429 --> 00:15:00.029
I want to meet the top law firms and HR providers
00:15:00.029 --> 00:15:03.269
and marketing people that are supporting accountants
00:15:03.269 --> 00:15:07.070
because that then becomes my new ecosystem. That's
00:15:07.070 --> 00:15:10.029
one way to target. So ideally what you've got
00:15:10.029 --> 00:15:14.289
is your ideal client and their trusted suppliers.
00:15:15.309 --> 00:15:18.789
Yeah. The other flip side. The other flip side
00:15:18.789 --> 00:15:21.070
to it could be you're in a marketing situation
00:15:21.070 --> 00:15:26.190
and you do an exceptional job perhaps with Facebook
00:15:26.190 --> 00:15:30.690
advertising and lead gen, but you're not necessarily
00:15:30.690 --> 00:15:34.870
the best when it comes to graphic design, branding,
00:15:35.169 --> 00:15:38.509
videography, photography. So then what I would
00:15:38.509 --> 00:15:40.850
look for in that referral team and ecosystem
00:15:40.850 --> 00:15:46.529
is complementary value -add services. Because
00:15:46.529 --> 00:15:49.850
that way, in either scenario, we're not competing.
00:15:49.990 --> 00:15:52.750
We're all actually working together to support
00:15:52.750 --> 00:15:55.730
the ideal client profile. So that could be two
00:15:55.730 --> 00:15:59.210
selection criteria. And I would also make sure
00:15:59.210 --> 00:16:02.879
that... You're actually aligned as a referral
00:16:02.879 --> 00:16:06.039
partner. So your values, your timing, your, for
00:16:06.039 --> 00:16:08.039
example, I wouldn't put a team together where
00:16:08.039 --> 00:16:10.759
you've got two people who are close to retirement
00:16:10.759 --> 00:16:13.299
and thinking about succession planning and two
00:16:13.299 --> 00:16:15.940
people are who are going to dominate the world
00:16:15.940 --> 00:16:18.279
and, you know, global domination, et cetera,
00:16:18.340 --> 00:16:20.200
because they'll find that there's not a balance
00:16:20.200 --> 00:16:23.409
there. But the number one thing I always. Yeah.
00:16:23.570 --> 00:16:25.870
The number one thing I always say, though, if
00:16:25.870 --> 00:16:29.350
you can develop relationship with people you
00:16:29.350 --> 00:16:32.070
enjoy working with to start with is good and
00:16:32.070 --> 00:16:33.730
you're impressed by the work and you can see
00:16:33.730 --> 00:16:36.990
their value. But pick people who've already got
00:16:36.990 --> 00:16:41.549
and are working with and are trusted to the ideal
00:16:41.549 --> 00:16:45.809
client that you're targeting. OK, but what mistakes
00:16:45.809 --> 00:16:50.990
cause referral relationships to weaken or disappear
00:16:50.990 --> 00:16:56.899
over time? The initial understanding of the goal.
00:16:57.440 --> 00:17:01.080
So the people will come together, but you have
00:17:01.080 --> 00:17:04.839
to have a agenda. You have to have it like with
00:17:04.839 --> 00:17:07.539
any team you've got to form. So there's the early
00:17:07.539 --> 00:17:10.599
parts where you might think, oh, gee, this person
00:17:10.599 --> 00:17:13.319
looked really committed. But when we said that
00:17:13.319 --> 00:17:15.619
we were going to meet at nine o 'clock on a Monday,
00:17:15.799 --> 00:17:20.000
they're always late. Doesn't sound like a lot.
00:17:20.750 --> 00:17:23.769
it wears thin real quick because the other person
00:17:23.769 --> 00:17:26.410
starts to feel disrespected because their times
00:17:26.410 --> 00:17:29.049
are important. They start to think you're unorganized.
00:17:29.089 --> 00:17:33.130
The biggest one, it creates doubt in your professionalism
00:17:33.130 --> 00:17:35.450
because if you're doing that to them, are you
00:17:35.450 --> 00:17:37.490
going to do that to their referral partner or
00:17:37.490 --> 00:17:39.690
their client? And that's going to make them look
00:17:39.690 --> 00:17:42.990
bad. So I think commitment is a really big one.
00:17:43.240 --> 00:17:45.440
But I also think at the end of the day, it's
00:17:45.440 --> 00:17:48.400
also about your value and your goals, so where
00:17:48.400 --> 00:17:51.160
you're going. So I think as a group, if you don't
00:17:51.160 --> 00:17:53.559
sit down early and say, look, I really want to
00:17:53.559 --> 00:17:55.619
dominate this market or I want to be an advocate,
00:17:55.819 --> 00:17:58.180
I want to be global in the next three years,
00:17:58.279 --> 00:18:00.240
you've really got to break it down and explain
00:18:00.240 --> 00:18:02.339
to people what the vision is and what's the why
00:18:02.339 --> 00:18:05.079
behind all of this. I think if you don't understand
00:18:05.079 --> 00:18:08.299
people's why, money's not really the biggest
00:18:08.299 --> 00:18:11.220
motivator, if I'm honest, in all of the referral
00:18:11.220 --> 00:18:14.240
teams I've set up. It's always about providing
00:18:14.240 --> 00:18:17.119
for the family. And if it's not the kids or the
00:18:17.119 --> 00:18:20.680
partners, it's the fur babies, cats, dogs. It's
00:18:20.680 --> 00:18:23.000
the holidays. It's the extra time with mum and
00:18:23.000 --> 00:18:25.140
dad. We're part of the sandwich generation now.
00:18:25.400 --> 00:18:27.720
So we were taking care of the elderly parents
00:18:27.720 --> 00:18:30.460
along with the kids as well. So those are some
00:18:30.460 --> 00:18:33.000
of the things I see when things don't go well.
00:18:33.079 --> 00:18:35.059
That's why some of the fundamentals were missed.
00:18:38.119 --> 00:18:41.099
former military person. I was in the Air Force
00:18:41.099 --> 00:18:47.400
for nine years. And I have one major time thing.
00:18:47.539 --> 00:18:51.460
If I'm on time, I'm late. If I'm early, I'm on
00:18:51.460 --> 00:18:54.700
time. And you would think that this is not too
00:18:54.700 --> 00:18:57.099
difficult to do. I've been doing this my whole
00:18:57.099 --> 00:19:01.539
life. And my boys, who are 35 and 31 right now,
00:19:01.660 --> 00:19:04.380
they understand that if we're invited somewhere,
00:19:04.640 --> 00:19:08.500
I'm going to be early. right and they can't get
00:19:08.500 --> 00:19:11.319
over that because they're used to like no I won't
00:19:11.319 --> 00:19:13.460
get there right on time or it's a party we're
00:19:13.460 --> 00:19:16.000
going to get there a little late never I've in
00:19:16.000 --> 00:19:18.519
40 years I've never been late for anything important
00:19:18.519 --> 00:19:22.960
like that so it's really my dad my dad was an
00:19:22.960 --> 00:19:25.599
air traffic controller so his advice to me was
00:19:25.599 --> 00:19:28.759
Priya be whatever time they say you are there
00:19:28.759 --> 00:19:32.609
ready to go 15 minutes before As you get older,
00:19:32.730 --> 00:19:35.170
it ends up being 30 minutes. But what's nice
00:19:35.170 --> 00:19:37.049
about that is you're very relaxed on arrival,
00:19:37.269 --> 00:19:39.369
right? You're not stressing out about anything.
00:19:40.369 --> 00:19:43.349
Absolutely. You have time to think. You have
00:19:43.349 --> 00:19:46.589
time to relax. And you're not just rushed as
00:19:46.589 --> 00:19:48.549
soon as you go and meet somebody. You're just
00:19:48.549 --> 00:19:52.349
saying, hi. You're relaxed and you can talk to
00:19:52.349 --> 00:19:57.000
them and everything works out. Okay. Can professionals
00:19:57.000 --> 00:20:00.960
stay top of mind with referral partners without
00:20:00.960 --> 00:20:06.960
constantly checking in awkwardly? So I think
00:20:06.960 --> 00:20:09.319
it comes back down to the understanding of that
00:20:09.319 --> 00:20:11.680
person. And if you're in a referral partnership
00:20:11.680 --> 00:20:14.819
or a team, so a referral team is different because
00:20:14.819 --> 00:20:17.180
you're now a team with a common vision and goal
00:20:17.180 --> 00:20:19.640
that you're driving towards. Before the team,
00:20:19.640 --> 00:20:25.630
though, comes partnership. I can't tell you how
00:20:25.630 --> 00:20:29.009
many referral partners and they all like to communicate
00:20:29.009 --> 00:20:32.130
in different ways. I have a marketing person
00:20:32.130 --> 00:20:35.230
that 90 % of our communication is on Facebook
00:20:35.230 --> 00:20:39.170
Messenger. It's fast. It's quick. I have others
00:20:39.170 --> 00:20:42.410
who enjoy and as I don't like a long email or
00:20:42.410 --> 00:20:45.150
text, I much prefer a voice note. I can listen
00:20:45.150 --> 00:20:47.210
to that at my own speed and I can action that
00:20:47.210 --> 00:20:51.069
quickly. And I think it comes down to. finding
00:20:51.069 --> 00:20:53.670
the balance between the two parties and saying,
00:20:53.750 --> 00:20:56.829
okay, look, when I hand over, and I think that
00:20:56.829 --> 00:20:59.690
comes down to setting an expectation. So for
00:20:59.690 --> 00:21:02.809
me, before I set up a referral, I will call the
00:21:02.809 --> 00:21:05.950
person, I'll give them context. How do I know
00:21:05.950 --> 00:21:08.569
the person? How did I spot the opportunity? Where
00:21:08.569 --> 00:21:11.109
did I see the value add? How have I positioned
00:21:11.109 --> 00:21:14.569
it? And that's all done on a voice note. Then
00:21:14.569 --> 00:21:17.069
that person's got absolute clarity and then I
00:21:17.069 --> 00:21:20.009
tell them I'm now going to set up an email with
00:21:20.009 --> 00:21:23.250
your email signature. All of my referral partners
00:21:23.250 --> 00:21:25.710
already have a template. I don't want to sit
00:21:25.710 --> 00:21:27.910
there rewriting anything and I don't want to
00:21:27.910 --> 00:21:30.539
use the wrong language when I'm. referring them.
00:21:30.819 --> 00:21:33.119
So they have to make sure that's how my referral
00:21:33.119 --> 00:21:35.039
partners work with me. They don't get a referral
00:21:35.039 --> 00:21:37.559
unless that template is set up because I want
00:21:37.559 --> 00:21:39.700
to make them look professional from the minute
00:21:39.700 --> 00:21:43.000
that introduction is made. So I think those are
00:21:43.000 --> 00:21:45.619
some key things and you can ask people what their
00:21:45.619 --> 00:21:48.059
expectation is after that. Do they want a follow
00:21:48.059 --> 00:21:51.930
-up? So I don't want to be CC'd on every email
00:21:51.930 --> 00:21:53.849
then back and forth until they book the meeting.
00:21:54.130 --> 00:21:57.130
I would just prefer, yes, we met. This is the
00:21:57.130 --> 00:21:59.470
next point of action we're taking. And then to
00:21:59.470 --> 00:22:01.509
give me an update if it worked or it didn't work.
00:22:01.650 --> 00:22:06.069
I will also ask for feedback as well. So I think
00:22:06.069 --> 00:22:08.630
it's a good one is to let your future referral
00:22:08.630 --> 00:22:11.880
partners say. listen, I'll make the introduction,
00:22:11.960 --> 00:22:13.200
I'll set up the referral, but I'm also going
00:22:13.200 --> 00:22:15.240
to call that person for feedback and see how
00:22:15.240 --> 00:22:18.660
they felt in that experience with you just to
00:22:18.660 --> 00:22:21.400
make sure that I'm on point as well. So I think
00:22:21.400 --> 00:22:23.519
that's the way to work it out is to find out
00:22:23.519 --> 00:22:27.180
from that person, how do you, what's your expectation
00:22:27.180 --> 00:22:30.059
and what's your process when I give you a referral
00:22:30.059 --> 00:22:33.500
and when I receive a referral, how often do you
00:22:33.500 --> 00:22:37.519
want to be contacted and on which medium? So
00:22:37.519 --> 00:22:40.220
I think it's about setting, finding out what
00:22:40.220 --> 00:22:42.579
that other person wants. And honestly, once you
00:22:42.579 --> 00:22:44.740
get into a really good referral dynamic where
00:22:44.740 --> 00:22:48.140
this week alone on my whiteboard is about 17
00:22:48.140 --> 00:22:50.319
referrals that have been set up and we're not
00:22:50.319 --> 00:22:52.500
even halfway through the week, that's because
00:22:52.500 --> 00:22:55.319
my referral partners have set me up for success
00:22:55.319 --> 00:23:00.670
on how to spot a service for them. and then I've
00:23:00.670 --> 00:23:02.809
got the email templates ready to go so again
00:23:02.809 --> 00:23:05.250
they've made it easier for me to make that connection
00:23:05.250 --> 00:23:08.650
so certainly spend time with your people and
00:23:08.650 --> 00:23:11.450
check in with them I know it's very common sense
00:23:11.450 --> 00:23:14.309
what I'm saying it's amazing how common sense
00:23:14.309 --> 00:23:17.859
everything that we've said today is But if you're
00:23:17.859 --> 00:23:21.339
not practicing it daily, it's not a habit. Yeah,
00:23:21.400 --> 00:23:23.859
it's a good one to check in how people like to
00:23:23.859 --> 00:23:26.019
be connected. Me personally, I can't stand those
00:23:26.019 --> 00:23:28.299
group messages. I much prefer a quick voice note
00:23:28.299 --> 00:23:30.119
and an email to let me know what's going on.
00:23:30.319 --> 00:23:34.680
What about yourself, Michael? I find that people
00:23:34.680 --> 00:23:38.670
are generally lazy. Right. They want all the
00:23:38.670 --> 00:23:41.190
communication. They want all the kudos. They
00:23:41.190 --> 00:23:43.990
want all the success without really putting the
00:23:43.990 --> 00:23:46.390
work in. And what you're talking about is it's
00:23:46.390 --> 00:23:49.089
not a lot of work. It's just a little work. It's
00:23:49.089 --> 00:23:52.150
just a little bit. And the voice note on the
00:23:52.150 --> 00:23:55.890
email that I've been using for a while. And it's
00:23:55.890 --> 00:23:59.369
that it puts you a little bit ahead of everybody
00:23:59.369 --> 00:24:02.589
else who's referring. And I do that. And I also
00:24:02.589 --> 00:24:07.900
the follow up. with the referral is key. And
00:24:07.900 --> 00:24:11.579
I have a whole follow -up system. But the second
00:24:11.579 --> 00:24:16.980
day, I have all my students write a handwritten
00:24:16.980 --> 00:24:21.019
thank you note to the person. And that's what
00:24:21.019 --> 00:24:24.859
puts them different from everybody else. Like,
00:24:24.980 --> 00:24:28.480
oh my goodness, look at this. He wrote me a handwritten
00:24:28.480 --> 00:24:32.200
thank you note. Some of them have chicken scratch.
00:24:32.500 --> 00:24:35.380
Others have really nice handwriting. But the
00:24:35.380 --> 00:24:39.779
fact of the matter is they received it and it's
00:24:39.779 --> 00:24:42.460
not a bill. It's not something you have to take
00:24:42.460 --> 00:24:45.980
care of. It's just a thank you. And that goes
00:24:45.980 --> 00:24:49.779
a long way in keeping that person top of mind.
00:24:50.240 --> 00:24:52.559
That's all you want to do. And I have a whole
00:24:52.559 --> 00:24:55.140
structure on the follow -up system because I
00:24:55.140 --> 00:24:57.980
feel that follow -up is more important than actually
00:24:57.980 --> 00:25:00.349
meeting the person. right? Your follow -up is
00:25:00.349 --> 00:25:04.349
so key. And that voice notes definitely is on
00:25:04.349 --> 00:25:07.750
top. The handwritten thank you notes are on top.
00:25:07.930 --> 00:25:10.369
All these little things that you have to put
00:25:10.369 --> 00:25:13.609
just a little bit of effort into it, and it comes
00:25:13.609 --> 00:25:16.859
out so much better. Okay, so let's bring this
00:25:16.859 --> 00:25:19.140
party. Yeah, that's a really lovely, lovely thing
00:25:19.140 --> 00:25:21.380
to do, a handwritten note. I saw a great one
00:25:21.380 --> 00:25:25.420
the other day where they sent a small bouquet
00:25:25.420 --> 00:25:28.240
of flowers and they said, thank you so much for
00:25:28.240 --> 00:25:31.200
the referral. Each referral you give me, you
00:25:31.200 --> 00:25:34.759
give our business, helps us to bloom. And I just
00:25:34.759 --> 00:25:37.940
thought, wow, wow. That's just, again, because
00:25:37.940 --> 00:25:40.259
people are not expecting that. And do you know
00:25:40.259 --> 00:25:41.940
what? I think when that happens, they think.
00:25:42.569 --> 00:25:44.509
I want to refer this person again because the
00:25:44.509 --> 00:25:47.730
feeling is so nice. It's a great feeling when
00:25:47.730 --> 00:25:50.509
you've referred somebody and they're appreciative
00:25:50.509 --> 00:25:53.390
of the fact that you've heard. Now, regardless
00:25:53.390 --> 00:25:57.009
of where that referral goes, right? But the fact
00:25:57.009 --> 00:25:59.289
is that you referred them, that it was an honest
00:25:59.289 --> 00:26:02.029
referral. It makes you feel so much better. And
00:26:02.029 --> 00:26:04.490
all these little things, you just don't forget
00:26:04.490 --> 00:26:08.349
about the people that referred you. I hold a
00:26:08.349 --> 00:26:13.210
networking. group meeting every week at night
00:26:13.210 --> 00:26:17.150
at a restaurant. And I get between five and 15
00:26:17.150 --> 00:26:20.849
businesses per week. And we discuss everything
00:26:20.849 --> 00:26:24.569
that we're discussing. And each week I'm bringing
00:26:24.569 --> 00:26:27.910
in one little more nugget and I'm running out
00:26:27.910 --> 00:26:30.230
of things because we've been holding it for six
00:26:30.230 --> 00:26:32.710
months now, six or seven months. So I'm repeating
00:26:32.710 --> 00:26:36.549
some of the items, but they enjoy it. They really
00:26:36.549 --> 00:26:39.390
do. They sit down, they have a drink. where we
00:26:39.390 --> 00:26:42.549
discuss it, and then we discuss things like,
00:26:42.690 --> 00:26:46.250
okay, you're having a problem getting into this
00:26:46.250 --> 00:26:50.250
company. Does anybody have a contact within that
00:26:50.250 --> 00:26:53.589
company? And we can make it more personal. But
00:26:53.589 --> 00:26:56.609
anyway. I digress. Well, it's important. I think
00:26:56.609 --> 00:26:58.410
in this day and age, it's really good to know
00:26:58.410 --> 00:27:01.130
that something like that exists. I run my own
00:27:01.130 --> 00:27:04.390
once a month where we have about 30 to 40 of
00:27:04.390 --> 00:27:07.450
a combination of my network and my students and
00:27:07.450 --> 00:27:10.170
my graduates. And we too are practicing the same
00:27:10.170 --> 00:27:13.069
thing, which is how do you network where it's
00:27:13.069 --> 00:27:16.210
more than just an activity to throw business
00:27:16.210 --> 00:27:18.630
cards around. It's really about how do you turn
00:27:18.630 --> 00:27:20.890
it into a profitable system that brings you bankable
00:27:20.890 --> 00:27:23.799
clients every month and have fun doing it. well
00:27:23.799 --> 00:27:25.420
because there needs to be a commercial return
00:27:25.420 --> 00:27:29.000
networking can be a serious expense and investment
00:27:29.000 --> 00:27:31.819
in terms of time and activity i'm sure we anyone
00:27:31.819 --> 00:27:33.539
that would be listening to this would be nodding
00:27:33.539 --> 00:27:35.960
because they're networkers but yeah most people
00:27:35.960 --> 00:27:39.619
don't have a networking problem they don't have
00:27:39.619 --> 00:27:41.660
a referral they actually have a referral system
00:27:41.660 --> 00:27:44.700
problem so that's what we teach in my school
00:27:44.700 --> 00:27:49.200
absolutely absolutely so let's bring this podcast
00:27:49.200 --> 00:27:53.660
full circle if a listener wanted to build a referral
00:27:53.660 --> 00:27:58.259
-based growth system over the next 90 days, what's
00:27:58.259 --> 00:28:00.960
one relationship -building habit they should
00:28:00.960 --> 00:28:05.000
start immediately? The first thing I would say
00:28:05.000 --> 00:28:08.079
to you is get clear on the relationship you want
00:28:08.079 --> 00:28:12.200
to build and why. So really understand how you
00:28:12.200 --> 00:28:15.039
can bring value to that person, how you can give
00:28:15.039 --> 00:28:18.400
to them first, and then how they can then give
00:28:18.400 --> 00:28:21.640
to you and start targeting where you're going
00:28:21.640 --> 00:28:25.079
networking to start finding these people. It's
00:28:25.079 --> 00:28:27.359
a recruitment exercise. I'll tell you that now.
00:28:27.500 --> 00:28:29.740
You need to think through where you're going
00:28:29.740 --> 00:28:32.740
and networking. Let's stop the art of random
00:28:32.740 --> 00:28:35.779
networking events. Let's actually go and build
00:28:35.779 --> 00:28:39.549
and go with meaning and intention. Very good.
00:28:39.670 --> 00:28:43.849
Very good. Now, Priya, if somebody wanted to
00:28:43.849 --> 00:28:47.069
get hold of you, or what's the best way that
00:28:47.069 --> 00:28:49.609
they can get hold of either to talk to you, say
00:28:49.609 --> 00:28:52.369
hi to you, be mentored by you, be coached by
00:28:52.369 --> 00:28:55.410
you, whatever the case, what's the best way for
00:28:55.410 --> 00:28:58.349
them to get hold of you? So the best way right
00:28:58.349 --> 00:29:02.130
now is through social media. So PM Enrich is
00:29:02.130 --> 00:29:05.670
the name of the company. You can find us on Facebook
00:29:05.670 --> 00:29:08.670
and on LinkedIn. I'm on LinkedIn as well. So
00:29:08.670 --> 00:29:12.009
you can connect with me there and reach out and
00:29:12.009 --> 00:29:14.170
say hello. And if I can support you in any way,
00:29:14.269 --> 00:29:17.029
happy to know. But by following us, what will
00:29:17.029 --> 00:29:19.130
be exciting is you'll be the first then to hear
00:29:19.130 --> 00:29:21.940
when we're launching our online. international
00:29:21.940 --> 00:29:25.019
program which is going to be super exciting how
00:29:25.019 --> 00:29:27.920
we show people how to create an actual referral
00:29:27.920 --> 00:29:30.160
team so it's called the referral team playbook
00:29:30.160 --> 00:29:32.779
we're having great traction here in australia
00:29:32.779 --> 00:29:35.460
and i'd love to bring it over cities and maybe
00:29:35.460 --> 00:29:37.779
come to one of your networking nights michael
00:29:37.779 --> 00:29:41.299
absolutely as a matter of fact i put on two shows
00:29:41.299 --> 00:29:46.519
a year two business expos And the last show I
00:29:46.519 --> 00:29:50.019
put on, there's only 20 businesses. The next
00:29:50.019 --> 00:29:54.900
one's 25 businesses, but it's an event. The businesses
00:29:54.900 --> 00:29:59.519
get a table and I have about 250 people walk
00:29:59.519 --> 00:30:02.519
through and the business is being done all over
00:30:02.519 --> 00:30:05.900
the place. I'm also part of another business
00:30:05.900 --> 00:30:10.640
expo. It's in a huge building over here in September.
00:30:10.880 --> 00:30:15.029
It's called Dream Big and it's... Portals South
00:30:15.029 --> 00:30:17.529
building, whatever. But that's going to be a
00:30:17.529 --> 00:30:22.170
huge business networking event. And just that's
00:30:22.170 --> 00:30:26.779
what I do. I do all these events. It's awesome.
00:30:26.819 --> 00:30:28.819
I think more and more now as humans, we need
00:30:28.819 --> 00:30:32.579
to be able to find places to develop meaningful
00:30:32.579 --> 00:30:35.359
connections and to remember that doing business
00:30:35.359 --> 00:30:37.619
is still done in person. I think what you're
00:30:37.619 --> 00:30:40.740
teaching and what you're providing through your
00:30:40.740 --> 00:30:43.519
coaching and speaking and your events is fantastic
00:30:43.519 --> 00:30:45.579
because we're just not taught these things at
00:30:45.579 --> 00:30:48.700
school. Great to have a human being leading the
00:30:48.700 --> 00:30:52.319
way. Well done. Great. Thank you. This conversation
00:30:52.319 --> 00:30:55.980
is a reminder that referrals don't happen by
00:30:55.980 --> 00:30:59.660
accident. They happen through trust, consistency
00:30:59.660 --> 00:31:03.980
and intentional relationships. When people clearly
00:31:03.980 --> 00:31:07.660
understand who you help, trust how you operate
00:31:07.660 --> 00:31:11.259
and stay connected to you over time, referrals
00:31:11.259 --> 00:31:15.220
stop feeling random and start becoming predictable.
00:31:15.539 --> 00:31:19.680
Take one step this week. Identify one person
00:31:19.680 --> 00:31:22.099
in your network who could become a strong referral
00:31:22.099 --> 00:31:25.599
partner and invest in strengthening that relationship.
00:31:25.980 --> 00:31:29.500
One intentional partnership can change the direction
00:31:29.500 --> 00:31:33.160
of your business. If you found value in today's
00:31:33.160 --> 00:31:35.839
episode, make sure you like, follow, and subscribe
00:31:35.839 --> 00:31:39.460
to Networking Unleashed Building Profitable Connections
00:31:39.460 --> 00:31:42.559
so you keep getting the best insights on networking
00:31:42.559 --> 00:31:45.759
and communication. And share this episode with
00:31:45.759 --> 00:31:48.359
someone who is ready to turn networking into
00:31:48.359 --> 00:31:51.519
real business growth. If you'd help strengthening
00:31:51.519 --> 00:31:53.859
your communication and building relationships
00:31:53.859 --> 00:31:57.859
and build opportunity, visit michelaforman .com
00:31:57.859 --> 00:32:01.000
to learn how I work with professionals, teams,
00:32:01.160 --> 00:32:04.619
and organizations. So until next time, build
00:32:04.619 --> 00:32:07.680
trust intentionally, strengthen your referral
00:32:07.680 --> 00:32:10.619
network, and create connections that consistently
00:32:10.619 --> 00:32:14.000
move business forward. Priya, I want to thank
00:32:14.000 --> 00:32:18.700
you again. You are a magnificent guest. Thank
00:32:18.700 --> 00:32:21.059
you so much. And I hope all the listeners out
00:32:21.059 --> 00:32:24.039
there, I wish you happy networking or referral
00:32:24.039 --> 00:32:26.039
partner shopping, as I might say to you now.
00:32:26.700 --> 00:32:31.700
Good. Thank you. All right, folks. A huge thank
00:32:31.700 --> 00:32:33.720
you to our guests for sharing such incredible
00:32:33.720 --> 00:32:37.240
insights today. And of course, a big shout out
00:32:37.240 --> 00:32:40.519
to you, our amazing listeners, for tuning in
00:32:40.519 --> 00:32:43.440
and spending your time with us. If you're interested
00:32:43.440 --> 00:32:46.799
in my digital courses, being coached, or having
00:32:46.799 --> 00:32:49.940
me come and talk to your company, just go to
00:32:49.940 --> 00:32:53.140
Michael and fill out the request form. Remember,
00:32:53.500 --> 00:32:56.799
networking isn't about being perfect. It's about
00:32:56.799 --> 00:32:59.720
being present. So take what you've learned today,
00:32:59.900 --> 00:33:02.539
get out there, and make some meaningful connections.
00:33:03.160 --> 00:33:06.119
If you've enjoyed this episode, please don't
00:33:06.119 --> 00:33:09.500
forget to subscribe. Leave us a review and share
00:33:09.500 --> 00:33:11.700
it with someone who could use a little networking
00:33:11.700 --> 00:33:14.759
inspiration. Let's keep the conversation going.
00:33:15.309 --> 00:33:19.369
You can find me on Apple, Spotify, Pandora, YouTube,
00:33:19.589 --> 00:33:24.250
or my website, foreman .com slash podcasts.
00:00:14.960 --> 00:00:18.140
Welcome to Networking Unleashed, Building Profitable
00:00:18.140 --> 00:00:21.719
Connections, the show where relationships stop
00:00:21.719 --> 00:00:24.780
being random and start producing real results.
00:00:25.079 --> 00:00:28.420
I'm your host, Michael Foreman. Let's be honest,
00:00:28.660 --> 00:00:32.000
most people are networking constantly. They're
00:00:32.000 --> 00:00:35.340
attending events, making introductions, collecting
00:00:35.340 --> 00:00:39.399
contacts, and staying busy, yet very little business
00:00:39.399 --> 00:00:43.179
actually comes from it. Why? Because networking
00:00:43.179 --> 00:00:46.280
without structure, often leads to conversations
00:00:46.280 --> 00:00:49.960
without outcomes. My guest today is changing
00:00:49.960 --> 00:00:52.539
that. We're talking about why most networking
00:00:52.539 --> 00:00:56.600
fails to create real growth, how referrals can
00:00:56.600 --> 00:01:01.240
become a predictable business channel instead
00:01:01.240 --> 00:01:04.560
of an occasional surprise, and why almost nobody
00:01:04.560 --> 00:01:07.859
teaches professionals how to intentionally build
00:01:07.859 --> 00:01:11.209
a referral team. This episode is about moving
00:01:11.209 --> 00:01:14.469
beyond random introductions and creating relationships
00:01:14.469 --> 00:01:18.450
that consistently generate opportunities. If
00:01:18.450 --> 00:01:21.010
you want your networking to finally produce measurable
00:01:21.010 --> 00:01:25.290
business growth, this episode is for you. I'd
00:01:25.290 --> 00:01:29.609
like to welcome you to my podcast, Priya. And
00:01:29.609 --> 00:01:34.290
I said before we went on. that you are so in
00:01:34.290 --> 00:01:37.489
line with what I talk about that I'm really looking
00:01:37.489 --> 00:01:40.390
forward to this podcast. So Priya, if you don't
00:01:40.390 --> 00:01:43.409
mind, introduce yourself and tell us, give us
00:01:43.409 --> 00:01:47.969
the clip notes of how you got here today. It's
00:01:47.969 --> 00:01:51.030
good to be here from Adelaide with you, Michael,
00:01:51.150 --> 00:01:54.150
and your audience. Thanks for having me. My journey
00:01:54.150 --> 00:01:58.030
was simply going into sales at a young age and
00:01:58.030 --> 00:02:01.269
we didn't have a huge budget in those days. So
00:02:01.269 --> 00:02:03.989
we were just sent into large networking events
00:02:03.989 --> 00:02:07.909
and told to go and make a sale. It was then I
00:02:07.909 --> 00:02:10.490
quickly learned that that is not what networking
00:02:10.490 --> 00:02:14.180
is about. And actually, it's very rare that people
00:02:14.180 --> 00:02:17.080
turn up to networking events to buy. Everyone's
00:02:17.080 --> 00:02:19.939
there to sell. It led to me understanding early
00:02:19.939 --> 00:02:23.819
that you had to develop a way of creating value.
00:02:24.509 --> 00:02:27.310
and letting people understand how you could support
00:02:27.310 --> 00:02:30.349
and actually help them. And that's been and served
00:02:30.349 --> 00:02:33.129
me well for the next 25 years across countries
00:02:33.129 --> 00:02:36.169
in different sales and marketing roles, and especially
00:02:36.169 --> 00:02:39.650
going into a country like Dubai. Being Australian,
00:02:39.689 --> 00:02:42.490
it was tough. Nobody really wanted to know me,
00:02:42.569 --> 00:02:44.490
and they didn't think I really had the goods,
00:02:44.550 --> 00:02:48.360
but I was able to. develop again, using my structure
00:02:48.360 --> 00:02:52.319
and system and start to form meaningful relationships,
00:02:52.539 --> 00:02:54.939
which then would become my referral partners
00:02:54.939 --> 00:02:59.419
that then would lead me to continued growth just
00:02:59.419 --> 00:03:03.240
through my networking. So yeah, it's, it's served
00:03:03.240 --> 00:03:05.620
me very well. I don't think you can see my gray
00:03:05.620 --> 00:03:08.000
hairs on the podcast, but I've certainly got
00:03:08.000 --> 00:03:11.039
enough skin in the game. I can tell you. Yeah.
00:03:11.180 --> 00:03:15.639
I've been in sales for about 40 years. And so
00:03:15.639 --> 00:03:18.379
I know exactly what you're talking about. I went
00:03:18.379 --> 00:03:20.800
to the school of hard knocks. I learned how to
00:03:20.800 --> 00:03:23.460
do everything wrong before I learned how to do
00:03:23.460 --> 00:03:26.259
it correctly. Sent me on this journey. But anyway,
00:03:26.439 --> 00:03:30.159
you say most networking doesn't lead to real
00:03:30.159 --> 00:03:33.759
results. What are people doing that keeps conversations
00:03:33.759 --> 00:03:38.629
from turning into opportunity? I think the thing
00:03:38.629 --> 00:03:42.189
that needs to occur is your mindset has to shift.
00:03:42.330 --> 00:03:45.330
So we need to shift from collecting contacts
00:03:45.330 --> 00:03:48.949
to building meaningful relationships. And what
00:03:48.949 --> 00:03:51.889
I mean by that is people are mistaking activity
00:03:51.889 --> 00:03:55.389
for outcomes. So they're attending lots of events,
00:03:55.530 --> 00:03:58.430
they're collecting business cards, then they're
00:03:58.430 --> 00:04:01.330
finding them on LinkedIn, which is a very popular
00:04:01.330 --> 00:04:04.169
platform, as you and I both know, and they feel
00:04:04.169 --> 00:04:07.110
really productive. But then there's crickets.
00:04:07.370 --> 00:04:09.729
Nothing's happening because there's actually
00:04:09.729 --> 00:04:12.909
no real strategy with why they were at that networking
00:04:12.909 --> 00:04:15.949
event in the first place, what meaningful connection
00:04:15.949 --> 00:04:19.470
were they looking to build, and how that was
00:04:19.470 --> 00:04:21.810
going to help them get into meeting more of their
00:04:21.810 --> 00:04:24.750
ideal clients. So I think a lot of the conversations
00:04:24.750 --> 00:04:28.610
as well stay very surface level. People spend
00:04:28.610 --> 00:04:33.009
time explaining what they do. rather than helping
00:04:33.009 --> 00:04:36.389
other people understand who they're best suited
00:04:36.389 --> 00:04:39.889
to help. And I'll say that again, because I think
00:04:39.889 --> 00:04:43.290
it's important that people start to share who
00:04:43.290 --> 00:04:46.129
they're best suited to help and how they do that.
00:04:46.170 --> 00:04:47.790
So what are the problems that they're solving?
00:04:47.930 --> 00:04:49.550
Because that's the real value that you're adding.
00:04:49.790 --> 00:04:52.660
And when to think of them. That's another great
00:04:52.660 --> 00:04:56.819
one is to teach people when they hear an opportunity,
00:04:57.240 --> 00:05:00.040
hey, that's a great time to bring us up. And
00:05:00.040 --> 00:05:03.120
move away from talking about the weather, how
00:05:03.120 --> 00:05:06.060
busy you are, and the football. I know we all
00:05:06.060 --> 00:05:09.259
love our sports, but it's a bit hard to develop
00:05:09.259 --> 00:05:12.160
a fast, meaningful relationship just based on
00:05:12.160 --> 00:05:15.000
those things. And I would probably also say my
00:05:15.000 --> 00:05:18.819
last point would be that people are talking too
00:05:18.819 --> 00:05:22.870
much and they're asking too little. So they lead
00:05:22.870 --> 00:05:26.610
with a rehearsed pitch, the elevator pitch about
00:05:26.610 --> 00:05:30.410
themselves rather than being curious about the
00:05:30.410 --> 00:05:34.129
other person. So better questions, as you and
00:05:34.129 --> 00:05:38.089
I both know, uncover the hidden gems, the opportunities,
00:05:38.509 --> 00:05:42.430
the challenges. And so if we don't ask better
00:05:42.430 --> 00:05:45.550
questions, you're never actually going to. dive
00:05:45.550 --> 00:05:48.829
deeper and find out what's under the surface
00:05:48.829 --> 00:05:52.389
level. So I always like to ask a question at
00:05:52.389 --> 00:05:53.990
a networking event when I'm meeting someone for
00:05:53.990 --> 00:05:57.250
the very first time and I like to say, if I could
00:05:57.250 --> 00:06:00.470
connect you with your ideal client, who would
00:06:00.470 --> 00:06:04.529
that be and why them? Immediately it changes
00:06:04.529 --> 00:06:07.149
the dynamic of the conversation because I'm not
00:06:07.149 --> 00:06:08.829
trying to sell you anything. I'm actually trying
00:06:08.829 --> 00:06:12.189
to learn about you and I'm hoping that I can
00:06:12.189 --> 00:06:16.029
support you by that connection. by actually asking
00:06:16.029 --> 00:06:18.730
who that ideal client is and maybe by understanding
00:06:18.730 --> 00:06:21.790
why I'm going to find out what's the goal, what
00:06:21.790 --> 00:06:25.850
separates you from your competitors. What I do,
00:06:26.009 --> 00:06:30.689
what I teach is an 80 -20 rule, right? You let
00:06:30.689 --> 00:06:35.069
the other person speak for 80 % of the time.
00:06:35.230 --> 00:06:40.009
You only speak for 20 % of the time. And while
00:06:40.009 --> 00:06:43.750
they're speaking, you're 20 % of the time, you
00:06:43.750 --> 00:06:46.810
should be trying to figure out questions to ask
00:06:46.810 --> 00:06:51.149
him about the 80 % of the time. Yes, totally
00:06:51.149 --> 00:06:53.970
agree. When you first walk into a networking
00:06:53.970 --> 00:06:57.310
event, you have to have what's called a servant's
00:06:57.310 --> 00:07:01.149
heart, right? You go in looking to help and not
00:07:01.149 --> 00:07:04.720
receive. And what does that do? That takes all
00:07:04.720 --> 00:07:07.319
the pressure off your shoulders. That takes all
00:07:07.319 --> 00:07:09.220
the pressure off. So you're walking in there
00:07:09.220 --> 00:07:12.920
trying to help people and refer them and put
00:07:12.920 --> 00:07:16.040
them with somebody else. So you're getting everything
00:07:16.040 --> 00:07:18.680
off your shoulders. Yeah. And all you're doing
00:07:18.680 --> 00:07:22.500
is trying to, and you actually enjoy yourself.
00:07:23.000 --> 00:07:27.040
And that's the thing. Yeah, 100 % I agree with
00:07:27.040 --> 00:07:29.240
you because the moment you go into that room
00:07:29.240 --> 00:07:31.180
and you think about, wow, I wonder who I could
00:07:31.180 --> 00:07:34.300
help connect today to my network. Because it's
00:07:34.300 --> 00:07:36.240
also about the network behind you that you're
00:07:36.240 --> 00:07:38.379
representing when you walk into a room. I think
00:07:38.379 --> 00:07:39.920
people forget that. They think, oh, I'm just
00:07:39.920 --> 00:07:42.819
here with my brand and my 50 business cards that
00:07:42.819 --> 00:07:45.139
I've got to hand out today. You don't have to.
00:07:45.160 --> 00:07:48.500
In a minute, you can release that fear and have
00:07:48.500 --> 00:07:49.899
that. That's what I'm saying. It's a mindset
00:07:49.899 --> 00:07:51.860
shift from the beginning. When I walk into that
00:07:51.860 --> 00:07:54.459
networking room, what are some of your objectives
00:07:54.459 --> 00:07:57.379
and KPIs? I think the people who get the best
00:07:57.379 --> 00:08:00.620
results from networking aren't necessarily the
00:08:00.620 --> 00:08:02.600
best talkers. They're actually the best listeners.
00:08:04.000 --> 00:08:08.240
Another part of what I coach is introverts and
00:08:08.240 --> 00:08:11.800
extroverts. Everybody thinks that extroverts
00:08:11.800 --> 00:08:13.899
are the best salespeople and everything else.
00:08:14.079 --> 00:08:17.459
And I try to tell them, no, it's introverts because
00:08:17.459 --> 00:08:22.240
they know how to listen more than speak. So there's
00:08:22.240 --> 00:08:25.319
a whole mindset shift with that. But one thing
00:08:25.319 --> 00:08:27.079
you have to remember when you're speaking to,
00:08:27.160 --> 00:08:30.100
when you're going into a networking event, you're
00:08:30.100 --> 00:08:32.840
not just speaking to those people. You're speaking
00:08:32.840 --> 00:08:36.940
to their network of people. So you have to think
00:08:36.940 --> 00:08:39.379
about all of that. So let me ask you a question.
00:08:39.519 --> 00:08:42.720
What separates someone who occasionally gets
00:08:42.720 --> 00:08:46.159
referrals from someone who creates a predictable
00:08:46.159 --> 00:08:51.940
referral engine? Yeah, it's a really good question.
00:08:52.059 --> 00:08:54.340
And I think we and the economy that we're in
00:08:54.340 --> 00:08:57.200
now with the rise of AI comes the rise of human
00:08:57.200 --> 00:09:00.539
interaction again, and looking at your whole
00:09:00.539 --> 00:09:03.340
business development system and saying, okay,
00:09:03.419 --> 00:09:06.220
we've got this great online strategies happening,
00:09:06.299 --> 00:09:08.840
but something you've got absolute control over
00:09:08.840 --> 00:09:12.539
your fingertips at your fingertips is networking
00:09:12.539 --> 00:09:15.220
and your offline structure. So I think moving
00:09:15.220 --> 00:09:17.899
from the hope to chance to a structured, reliable
00:09:17.899 --> 00:09:21.940
system. going to be more enjoyable. I think stop
00:09:21.940 --> 00:09:25.360
relying on the random referrals. The businesses
00:09:25.360 --> 00:09:28.820
generating consistent referrals don't leave it
00:09:28.820 --> 00:09:31.840
to luck. So what I mean by that is they're actually
00:09:31.840 --> 00:09:36.019
intentionally identifying a small group of people,
00:09:36.100 --> 00:09:39.600
could be three to four, three to five, who are
00:09:39.600 --> 00:09:42.899
actually regularly encountering your ideal clients.
00:09:44.080 --> 00:09:47.350
That's a really good takeaway. trying to put
00:09:47.350 --> 00:09:49.250
a structure behind your networking and looking
00:09:49.250 --> 00:09:51.830
at who you're spending time with to stop random
00:09:51.830 --> 00:09:54.509
referrals, spend time with three or four people
00:09:54.509 --> 00:09:57.110
who are actually already working with your ideal
00:09:57.110 --> 00:10:00.370
clients and who are a trusted partner. I think
00:10:00.370 --> 00:10:02.789
the next thing is once you identify those two
00:10:02.789 --> 00:10:04.789
or three people that really get your business
00:10:04.789 --> 00:10:07.289
and understand your value and, again, can put
00:10:07.289 --> 00:10:10.450
you in front of your ideal client, is educating
00:10:10.450 --> 00:10:14.409
them. So our role really is about how do I make
00:10:14.409 --> 00:10:18.049
it easier? for you to refer me. I want to make
00:10:18.049 --> 00:10:20.669
your life easy. I don't want to make it harder
00:10:20.669 --> 00:10:23.669
because I know you're busy. So I like to think
00:10:23.669 --> 00:10:25.970
one of the biggest mistakes is assuming people
00:10:25.970 --> 00:10:30.289
know the how to refer you part. I think that's
00:10:30.289 --> 00:10:32.809
where we fall down sometimes. We make a mistake
00:10:32.809 --> 00:10:35.490
or an error. So where I would suggest some points
00:10:35.490 --> 00:10:38.830
to if you can gain some clarity here and share
00:10:38.830 --> 00:10:40.950
this with your referral partners and have that
00:10:40.950 --> 00:10:45.259
system is who's your ideal client? So the industry,
00:10:45.480 --> 00:10:47.940
number of employees, maybe they're award winners.
00:10:48.460 --> 00:10:50.879
That's a great way to spot who you're looking
00:10:50.879 --> 00:10:54.360
for. The problems that you solve. So that really
00:10:54.360 --> 00:10:56.700
showcases your value. So all the different ways
00:10:56.700 --> 00:11:01.039
that you can relieve or create success. I love
00:11:01.039 --> 00:11:03.200
the trigger moment. So when I educate people
00:11:03.200 --> 00:11:05.360
about the trigger moments to listen for, I think
00:11:05.360 --> 00:11:07.559
in sales we've always called them buying signals.
00:11:07.799 --> 00:11:10.379
That makes it easy for people to go, oh, hang
00:11:10.379 --> 00:11:12.860
on a minute, that's a... That problem that you're
00:11:12.860 --> 00:11:14.779
having, Audrey, Michael can solve it or Priya
00:11:14.779 --> 00:11:16.580
can solve that. You should come and meet them.
00:11:16.620 --> 00:11:19.019
They're my friends and let me introduce you.
00:11:19.159 --> 00:11:21.200
And that's the bit we need to teach people. Do
00:11:21.200 --> 00:11:24.159
you prefer the lovely email? Is it an in -mail
00:11:24.159 --> 00:11:27.100
on LinkedIn so they can see your other testimonials
00:11:27.100 --> 00:11:30.820
and referrals? Do you prefer a phone? or messenger
00:11:30.820 --> 00:11:33.759
kind of system where you can start that group
00:11:33.759 --> 00:11:36.019
chat. Some people prefer that. It just saves
00:11:36.019 --> 00:11:37.820
them time because I don't know about you, but
00:11:37.820 --> 00:11:40.679
I get a lot of emails every day. So sometimes
00:11:40.679 --> 00:11:45.159
that's a bit easier. So, yeah, I think that predictable
00:11:45.159 --> 00:11:49.200
growth channel comes from structure. And once
00:11:49.200 --> 00:11:51.179
you've got two or three people in that small
00:11:51.179 --> 00:11:54.519
group, how do you set them up for success? That's
00:11:54.519 --> 00:11:56.820
what I've just covered. And I think from there.
00:11:57.820 --> 00:12:00.100
You create a rhythm. Once you've got that group
00:12:00.100 --> 00:12:02.679
together and everyone understands what they're
00:12:02.679 --> 00:12:06.039
there to do and they've got the material to lean
00:12:06.039 --> 00:12:08.179
on or access when you're not there to set up
00:12:08.179 --> 00:12:11.799
a referral for you and that's their job is they're
00:12:11.799 --> 00:12:14.100
actually happy and excited to do that when you're
00:12:14.100 --> 00:12:16.779
not there. That's the fun part about being a
00:12:16.779 --> 00:12:19.320
connector. I think then the next thing is to
00:12:19.320 --> 00:12:23.600
say how do we continue to catch up regularly?
00:12:24.800 --> 00:12:27.740
so that we can keep top of mind. And you want
00:12:27.740 --> 00:12:33.019
everyone to be referral ready. That's the fun
00:12:33.019 --> 00:12:37.379
bit, right? I'm really known in this area as
00:12:37.379 --> 00:12:40.200
being a connector or a super connector, somebody
00:12:40.200 --> 00:12:43.500
has said it, right? Because I make sure that
00:12:43.500 --> 00:12:48.379
I connect at least two people every week. Every
00:12:48.379 --> 00:12:52.139
week. I'm referring, I'm connecting, and some
00:12:52.139 --> 00:12:55.759
people like to do it on LinkedIn and others like
00:12:55.759 --> 00:12:59.259
to do it email. So I figure out which one is
00:12:59.259 --> 00:13:01.679
which, but I've been doing this for three or
00:13:01.679 --> 00:13:05.539
four years. So by now, everybody knows, well,
00:13:05.620 --> 00:13:08.419
oh, Michael gave me a referral, so I'm going
00:13:08.419 --> 00:13:11.120
to have to give referral back. That's not what
00:13:11.120 --> 00:13:13.480
I'm looking for, but it's nice that it's there.
00:13:14.009 --> 00:13:16.750
But I think that's how people work in business
00:13:16.750 --> 00:13:19.190
is thanks a lot for helping me and supporting
00:13:19.190 --> 00:13:24.750
me. What can I do for you? And therefore that's
00:13:24.750 --> 00:13:27.409
how it works. So I think referral shouldn't be
00:13:27.409 --> 00:13:30.190
something that occasionally happens to your business.
00:13:30.309 --> 00:13:32.870
They should be a channel that you've intentionally
00:13:32.870 --> 00:13:35.970
built. And that's why that system and structure
00:13:35.970 --> 00:13:39.309
is so important. But I think a lot of the time
00:13:39.309 --> 00:13:41.610
people do really need a little bit of education
00:13:41.610 --> 00:13:44.509
and support from you. And it's always good to
00:13:44.509 --> 00:13:46.649
go back. I always go back to my top referral
00:13:46.649 --> 00:13:48.830
partners and teams because that's obviously what
00:13:48.830 --> 00:13:51.230
I build and set up. And I always say to them,
00:13:51.269 --> 00:13:53.330
so what was working well this month? What did
00:13:53.330 --> 00:13:56.289
the material I provide? Was that helpful? Was
00:13:56.289 --> 00:13:58.710
it the event that I was running? Was it that
00:13:58.710 --> 00:14:01.379
Google review? That was really front and center.
00:14:01.500 --> 00:14:05.059
Or is there anything else I could be doing to
00:14:05.059 --> 00:14:08.019
make it easier for you to refer me and support
00:14:08.019 --> 00:14:09.879
my business growth? Because obviously as I'm
00:14:09.879 --> 00:14:12.500
growing, I'm bringing them along too, right?
00:14:12.600 --> 00:14:16.279
Because we're all complementary partners. What
00:14:16.279 --> 00:14:19.980
qualities should someone look for when identifying
00:14:19.980 --> 00:14:23.519
people to become part of your referral ecosystem?
00:14:24.580 --> 00:14:29.200
Yeah, great question. I prefer people, so when
00:14:29.200 --> 00:14:31.740
I'm clear about who my ideal client profile is,
00:14:31.820 --> 00:14:33.759
and for a lot of service providers, they might
00:14:33.759 --> 00:14:37.399
say accountants, what I become very aware of
00:14:37.399 --> 00:14:40.679
is then who is the trusted person for that accounting
00:14:40.679 --> 00:14:43.899
firm? Who does that accountant go to when it
00:14:43.899 --> 00:14:47.620
comes to legal advice, HR advice, recruitment,
00:14:47.919 --> 00:14:52.600
marketing? It's then that becomes my target.
00:14:52.990 --> 00:14:55.129
I then think to myself, when I'm going networking,
00:14:55.429 --> 00:15:00.029
I want to meet the top law firms and HR providers
00:15:00.029 --> 00:15:03.269
and marketing people that are supporting accountants
00:15:03.269 --> 00:15:07.070
because that then becomes my new ecosystem. That's
00:15:07.070 --> 00:15:10.029
one way to target. So ideally what you've got
00:15:10.029 --> 00:15:14.289
is your ideal client and their trusted suppliers.
00:15:15.309 --> 00:15:18.789
Yeah. The other flip side. The other flip side
00:15:18.789 --> 00:15:21.070
to it could be you're in a marketing situation
00:15:21.070 --> 00:15:26.190
and you do an exceptional job perhaps with Facebook
00:15:26.190 --> 00:15:30.690
advertising and lead gen, but you're not necessarily
00:15:30.690 --> 00:15:34.870
the best when it comes to graphic design, branding,
00:15:35.169 --> 00:15:38.509
videography, photography. So then what I would
00:15:38.509 --> 00:15:40.850
look for in that referral team and ecosystem
00:15:40.850 --> 00:15:46.529
is complementary value -add services. Because
00:15:46.529 --> 00:15:49.850
that way, in either scenario, we're not competing.
00:15:49.990 --> 00:15:52.750
We're all actually working together to support
00:15:52.750 --> 00:15:55.730
the ideal client profile. So that could be two
00:15:55.730 --> 00:15:59.210
selection criteria. And I would also make sure
00:15:59.210 --> 00:16:02.879
that... You're actually aligned as a referral
00:16:02.879 --> 00:16:06.039
partner. So your values, your timing, your, for
00:16:06.039 --> 00:16:08.039
example, I wouldn't put a team together where
00:16:08.039 --> 00:16:10.759
you've got two people who are close to retirement
00:16:10.759 --> 00:16:13.299
and thinking about succession planning and two
00:16:13.299 --> 00:16:15.940
people are who are going to dominate the world
00:16:15.940 --> 00:16:18.279
and, you know, global domination, et cetera,
00:16:18.340 --> 00:16:20.200
because they'll find that there's not a balance
00:16:20.200 --> 00:16:23.409
there. But the number one thing I always. Yeah.
00:16:23.570 --> 00:16:25.870
The number one thing I always say, though, if
00:16:25.870 --> 00:16:29.350
you can develop relationship with people you
00:16:29.350 --> 00:16:32.070
enjoy working with to start with is good and
00:16:32.070 --> 00:16:33.730
you're impressed by the work and you can see
00:16:33.730 --> 00:16:36.990
their value. But pick people who've already got
00:16:36.990 --> 00:16:41.549
and are working with and are trusted to the ideal
00:16:41.549 --> 00:16:45.809
client that you're targeting. OK, but what mistakes
00:16:45.809 --> 00:16:50.990
cause referral relationships to weaken or disappear
00:16:50.990 --> 00:16:56.899
over time? The initial understanding of the goal.
00:16:57.440 --> 00:17:01.080
So the people will come together, but you have
00:17:01.080 --> 00:17:04.839
to have a agenda. You have to have it like with
00:17:04.839 --> 00:17:07.539
any team you've got to form. So there's the early
00:17:07.539 --> 00:17:10.599
parts where you might think, oh, gee, this person
00:17:10.599 --> 00:17:13.319
looked really committed. But when we said that
00:17:13.319 --> 00:17:15.619
we were going to meet at nine o 'clock on a Monday,
00:17:15.799 --> 00:17:20.000
they're always late. Doesn't sound like a lot.
00:17:20.750 --> 00:17:23.769
it wears thin real quick because the other person
00:17:23.769 --> 00:17:26.410
starts to feel disrespected because their times
00:17:26.410 --> 00:17:29.049
are important. They start to think you're unorganized.
00:17:29.089 --> 00:17:33.130
The biggest one, it creates doubt in your professionalism
00:17:33.130 --> 00:17:35.450
because if you're doing that to them, are you
00:17:35.450 --> 00:17:37.490
going to do that to their referral partner or
00:17:37.490 --> 00:17:39.690
their client? And that's going to make them look
00:17:39.690 --> 00:17:42.990
bad. So I think commitment is a really big one.
00:17:43.240 --> 00:17:45.440
But I also think at the end of the day, it's
00:17:45.440 --> 00:17:48.400
also about your value and your goals, so where
00:17:48.400 --> 00:17:51.160
you're going. So I think as a group, if you don't
00:17:51.160 --> 00:17:53.559
sit down early and say, look, I really want to
00:17:53.559 --> 00:17:55.619
dominate this market or I want to be an advocate,
00:17:55.819 --> 00:17:58.180
I want to be global in the next three years,
00:17:58.279 --> 00:18:00.240
you've really got to break it down and explain
00:18:00.240 --> 00:18:02.339
to people what the vision is and what's the why
00:18:02.339 --> 00:18:05.079
behind all of this. I think if you don't understand
00:18:05.079 --> 00:18:08.299
people's why, money's not really the biggest
00:18:08.299 --> 00:18:11.220
motivator, if I'm honest, in all of the referral
00:18:11.220 --> 00:18:14.240
teams I've set up. It's always about providing
00:18:14.240 --> 00:18:17.119
for the family. And if it's not the kids or the
00:18:17.119 --> 00:18:20.680
partners, it's the fur babies, cats, dogs. It's
00:18:20.680 --> 00:18:23.000
the holidays. It's the extra time with mum and
00:18:23.000 --> 00:18:25.140
dad. We're part of the sandwich generation now.
00:18:25.400 --> 00:18:27.720
So we were taking care of the elderly parents
00:18:27.720 --> 00:18:30.460
along with the kids as well. So those are some
00:18:30.460 --> 00:18:33.000
of the things I see when things don't go well.
00:18:33.079 --> 00:18:35.059
That's why some of the fundamentals were missed.
00:18:38.119 --> 00:18:41.099
former military person. I was in the Air Force
00:18:41.099 --> 00:18:47.400
for nine years. And I have one major time thing.
00:18:47.539 --> 00:18:51.460
If I'm on time, I'm late. If I'm early, I'm on
00:18:51.460 --> 00:18:54.700
time. And you would think that this is not too
00:18:54.700 --> 00:18:57.099
difficult to do. I've been doing this my whole
00:18:57.099 --> 00:19:01.539
life. And my boys, who are 35 and 31 right now,
00:19:01.660 --> 00:19:04.380
they understand that if we're invited somewhere,
00:19:04.640 --> 00:19:08.500
I'm going to be early. right and they can't get
00:19:08.500 --> 00:19:11.319
over that because they're used to like no I won't
00:19:11.319 --> 00:19:13.460
get there right on time or it's a party we're
00:19:13.460 --> 00:19:16.000
going to get there a little late never I've in
00:19:16.000 --> 00:19:18.519
40 years I've never been late for anything important
00:19:18.519 --> 00:19:22.960
like that so it's really my dad my dad was an
00:19:22.960 --> 00:19:25.599
air traffic controller so his advice to me was
00:19:25.599 --> 00:19:28.759
Priya be whatever time they say you are there
00:19:28.759 --> 00:19:32.609
ready to go 15 minutes before As you get older,
00:19:32.730 --> 00:19:35.170
it ends up being 30 minutes. But what's nice
00:19:35.170 --> 00:19:37.049
about that is you're very relaxed on arrival,
00:19:37.269 --> 00:19:39.369
right? You're not stressing out about anything.
00:19:40.369 --> 00:19:43.349
Absolutely. You have time to think. You have
00:19:43.349 --> 00:19:46.589
time to relax. And you're not just rushed as
00:19:46.589 --> 00:19:48.549
soon as you go and meet somebody. You're just
00:19:48.549 --> 00:19:52.349
saying, hi. You're relaxed and you can talk to
00:19:52.349 --> 00:19:57.000
them and everything works out. Okay. Can professionals
00:19:57.000 --> 00:20:00.960
stay top of mind with referral partners without
00:20:00.960 --> 00:20:06.960
constantly checking in awkwardly? So I think
00:20:06.960 --> 00:20:09.319
it comes back down to the understanding of that
00:20:09.319 --> 00:20:11.680
person. And if you're in a referral partnership
00:20:11.680 --> 00:20:14.819
or a team, so a referral team is different because
00:20:14.819 --> 00:20:17.180
you're now a team with a common vision and goal
00:20:17.180 --> 00:20:19.640
that you're driving towards. Before the team,
00:20:19.640 --> 00:20:25.630
though, comes partnership. I can't tell you how
00:20:25.630 --> 00:20:29.009
many referral partners and they all like to communicate
00:20:29.009 --> 00:20:32.130
in different ways. I have a marketing person
00:20:32.130 --> 00:20:35.230
that 90 % of our communication is on Facebook
00:20:35.230 --> 00:20:39.170
Messenger. It's fast. It's quick. I have others
00:20:39.170 --> 00:20:42.410
who enjoy and as I don't like a long email or
00:20:42.410 --> 00:20:45.150
text, I much prefer a voice note. I can listen
00:20:45.150 --> 00:20:47.210
to that at my own speed and I can action that
00:20:47.210 --> 00:20:51.069
quickly. And I think it comes down to. finding
00:20:51.069 --> 00:20:53.670
the balance between the two parties and saying,
00:20:53.750 --> 00:20:56.829
okay, look, when I hand over, and I think that
00:20:56.829 --> 00:20:59.690
comes down to setting an expectation. So for
00:20:59.690 --> 00:21:02.809
me, before I set up a referral, I will call the
00:21:02.809 --> 00:21:05.950
person, I'll give them context. How do I know
00:21:05.950 --> 00:21:08.569
the person? How did I spot the opportunity? Where
00:21:08.569 --> 00:21:11.109
did I see the value add? How have I positioned
00:21:11.109 --> 00:21:14.569
it? And that's all done on a voice note. Then
00:21:14.569 --> 00:21:17.069
that person's got absolute clarity and then I
00:21:17.069 --> 00:21:20.009
tell them I'm now going to set up an email with
00:21:20.009 --> 00:21:23.250
your email signature. All of my referral partners
00:21:23.250 --> 00:21:25.710
already have a template. I don't want to sit
00:21:25.710 --> 00:21:27.910
there rewriting anything and I don't want to
00:21:27.910 --> 00:21:30.539
use the wrong language when I'm. referring them.
00:21:30.819 --> 00:21:33.119
So they have to make sure that's how my referral
00:21:33.119 --> 00:21:35.039
partners work with me. They don't get a referral
00:21:35.039 --> 00:21:37.559
unless that template is set up because I want
00:21:37.559 --> 00:21:39.700
to make them look professional from the minute
00:21:39.700 --> 00:21:43.000
that introduction is made. So I think those are
00:21:43.000 --> 00:21:45.619
some key things and you can ask people what their
00:21:45.619 --> 00:21:48.059
expectation is after that. Do they want a follow
00:21:48.059 --> 00:21:51.930
-up? So I don't want to be CC'd on every email
00:21:51.930 --> 00:21:53.849
then back and forth until they book the meeting.
00:21:54.130 --> 00:21:57.130
I would just prefer, yes, we met. This is the
00:21:57.130 --> 00:21:59.470
next point of action we're taking. And then to
00:21:59.470 --> 00:22:01.509
give me an update if it worked or it didn't work.
00:22:01.650 --> 00:22:06.069
I will also ask for feedback as well. So I think
00:22:06.069 --> 00:22:08.630
it's a good one is to let your future referral
00:22:08.630 --> 00:22:11.880
partners say. listen, I'll make the introduction,
00:22:11.960 --> 00:22:13.200
I'll set up the referral, but I'm also going
00:22:13.200 --> 00:22:15.240
to call that person for feedback and see how
00:22:15.240 --> 00:22:18.660
they felt in that experience with you just to
00:22:18.660 --> 00:22:21.400
make sure that I'm on point as well. So I think
00:22:21.400 --> 00:22:23.519
that's the way to work it out is to find out
00:22:23.519 --> 00:22:27.180
from that person, how do you, what's your expectation
00:22:27.180 --> 00:22:30.059
and what's your process when I give you a referral
00:22:30.059 --> 00:22:33.500
and when I receive a referral, how often do you
00:22:33.500 --> 00:22:37.519
want to be contacted and on which medium? So
00:22:37.519 --> 00:22:40.220
I think it's about setting, finding out what
00:22:40.220 --> 00:22:42.579
that other person wants. And honestly, once you
00:22:42.579 --> 00:22:44.740
get into a really good referral dynamic where
00:22:44.740 --> 00:22:48.140
this week alone on my whiteboard is about 17
00:22:48.140 --> 00:22:50.319
referrals that have been set up and we're not
00:22:50.319 --> 00:22:52.500
even halfway through the week, that's because
00:22:52.500 --> 00:22:55.319
my referral partners have set me up for success
00:22:55.319 --> 00:23:00.670
on how to spot a service for them. and then I've
00:23:00.670 --> 00:23:02.809
got the email templates ready to go so again
00:23:02.809 --> 00:23:05.250
they've made it easier for me to make that connection
00:23:05.250 --> 00:23:08.650
so certainly spend time with your people and
00:23:08.650 --> 00:23:11.450
check in with them I know it's very common sense
00:23:11.450 --> 00:23:14.309
what I'm saying it's amazing how common sense
00:23:14.309 --> 00:23:17.859
everything that we've said today is But if you're
00:23:17.859 --> 00:23:21.339
not practicing it daily, it's not a habit. Yeah,
00:23:21.400 --> 00:23:23.859
it's a good one to check in how people like to
00:23:23.859 --> 00:23:26.019
be connected. Me personally, I can't stand those
00:23:26.019 --> 00:23:28.299
group messages. I much prefer a quick voice note
00:23:28.299 --> 00:23:30.119
and an email to let me know what's going on.
00:23:30.319 --> 00:23:34.680
What about yourself, Michael? I find that people
00:23:34.680 --> 00:23:38.670
are generally lazy. Right. They want all the
00:23:38.670 --> 00:23:41.190
communication. They want all the kudos. They
00:23:41.190 --> 00:23:43.990
want all the success without really putting the
00:23:43.990 --> 00:23:46.390
work in. And what you're talking about is it's
00:23:46.390 --> 00:23:49.089
not a lot of work. It's just a little work. It's
00:23:49.089 --> 00:23:52.150
just a little bit. And the voice note on the
00:23:52.150 --> 00:23:55.890
email that I've been using for a while. And it's
00:23:55.890 --> 00:23:59.369
that it puts you a little bit ahead of everybody
00:23:59.369 --> 00:24:02.589
else who's referring. And I do that. And I also
00:24:02.589 --> 00:24:07.900
the follow up. with the referral is key. And
00:24:07.900 --> 00:24:11.579
I have a whole follow -up system. But the second
00:24:11.579 --> 00:24:16.980
day, I have all my students write a handwritten
00:24:16.980 --> 00:24:21.019
thank you note to the person. And that's what
00:24:21.019 --> 00:24:24.859
puts them different from everybody else. Like,
00:24:24.980 --> 00:24:28.480
oh my goodness, look at this. He wrote me a handwritten
00:24:28.480 --> 00:24:32.200
thank you note. Some of them have chicken scratch.
00:24:32.500 --> 00:24:35.380
Others have really nice handwriting. But the
00:24:35.380 --> 00:24:39.779
fact of the matter is they received it and it's
00:24:39.779 --> 00:24:42.460
not a bill. It's not something you have to take
00:24:42.460 --> 00:24:45.980
care of. It's just a thank you. And that goes
00:24:45.980 --> 00:24:49.779
a long way in keeping that person top of mind.
00:24:50.240 --> 00:24:52.559
That's all you want to do. And I have a whole
00:24:52.559 --> 00:24:55.140
structure on the follow -up system because I
00:24:55.140 --> 00:24:57.980
feel that follow -up is more important than actually
00:24:57.980 --> 00:25:00.349
meeting the person. right? Your follow -up is
00:25:00.349 --> 00:25:04.349
so key. And that voice notes definitely is on
00:25:04.349 --> 00:25:07.750
top. The handwritten thank you notes are on top.
00:25:07.930 --> 00:25:10.369
All these little things that you have to put
00:25:10.369 --> 00:25:13.609
just a little bit of effort into it, and it comes
00:25:13.609 --> 00:25:16.859
out so much better. Okay, so let's bring this
00:25:16.859 --> 00:25:19.140
party. Yeah, that's a really lovely, lovely thing
00:25:19.140 --> 00:25:21.380
to do, a handwritten note. I saw a great one
00:25:21.380 --> 00:25:25.420
the other day where they sent a small bouquet
00:25:25.420 --> 00:25:28.240
of flowers and they said, thank you so much for
00:25:28.240 --> 00:25:31.200
the referral. Each referral you give me, you
00:25:31.200 --> 00:25:34.759
give our business, helps us to bloom. And I just
00:25:34.759 --> 00:25:37.940
thought, wow, wow. That's just, again, because
00:25:37.940 --> 00:25:40.259
people are not expecting that. And do you know
00:25:40.259 --> 00:25:41.940
what? I think when that happens, they think.
00:25:42.569 --> 00:25:44.509
I want to refer this person again because the
00:25:44.509 --> 00:25:47.730
feeling is so nice. It's a great feeling when
00:25:47.730 --> 00:25:50.509
you've referred somebody and they're appreciative
00:25:50.509 --> 00:25:53.390
of the fact that you've heard. Now, regardless
00:25:53.390 --> 00:25:57.009
of where that referral goes, right? But the fact
00:25:57.009 --> 00:25:59.289
is that you referred them, that it was an honest
00:25:59.289 --> 00:26:02.029
referral. It makes you feel so much better. And
00:26:02.029 --> 00:26:04.490
all these little things, you just don't forget
00:26:04.490 --> 00:26:08.349
about the people that referred you. I hold a
00:26:08.349 --> 00:26:13.210
networking. group meeting every week at night
00:26:13.210 --> 00:26:17.150
at a restaurant. And I get between five and 15
00:26:17.150 --> 00:26:20.849
businesses per week. And we discuss everything
00:26:20.849 --> 00:26:24.569
that we're discussing. And each week I'm bringing
00:26:24.569 --> 00:26:27.910
in one little more nugget and I'm running out
00:26:27.910 --> 00:26:30.230
of things because we've been holding it for six
00:26:30.230 --> 00:26:32.710
months now, six or seven months. So I'm repeating
00:26:32.710 --> 00:26:36.549
some of the items, but they enjoy it. They really
00:26:36.549 --> 00:26:39.390
do. They sit down, they have a drink. where we
00:26:39.390 --> 00:26:42.549
discuss it, and then we discuss things like,
00:26:42.690 --> 00:26:46.250
okay, you're having a problem getting into this
00:26:46.250 --> 00:26:50.250
company. Does anybody have a contact within that
00:26:50.250 --> 00:26:53.589
company? And we can make it more personal. But
00:26:53.589 --> 00:26:56.609
anyway. I digress. Well, it's important. I think
00:26:56.609 --> 00:26:58.410
in this day and age, it's really good to know
00:26:58.410 --> 00:27:01.130
that something like that exists. I run my own
00:27:01.130 --> 00:27:04.390
once a month where we have about 30 to 40 of
00:27:04.390 --> 00:27:07.450
a combination of my network and my students and
00:27:07.450 --> 00:27:10.170
my graduates. And we too are practicing the same
00:27:10.170 --> 00:27:13.069
thing, which is how do you network where it's
00:27:13.069 --> 00:27:16.210
more than just an activity to throw business
00:27:16.210 --> 00:27:18.630
cards around. It's really about how do you turn
00:27:18.630 --> 00:27:20.890
it into a profitable system that brings you bankable
00:27:20.890 --> 00:27:23.799
clients every month and have fun doing it. well
00:27:23.799 --> 00:27:25.420
because there needs to be a commercial return
00:27:25.420 --> 00:27:29.000
networking can be a serious expense and investment
00:27:29.000 --> 00:27:31.819
in terms of time and activity i'm sure we anyone
00:27:31.819 --> 00:27:33.539
that would be listening to this would be nodding
00:27:33.539 --> 00:27:35.960
because they're networkers but yeah most people
00:27:35.960 --> 00:27:39.619
don't have a networking problem they don't have
00:27:39.619 --> 00:27:41.660
a referral they actually have a referral system
00:27:41.660 --> 00:27:44.700
problem so that's what we teach in my school
00:27:44.700 --> 00:27:49.200
absolutely absolutely so let's bring this podcast
00:27:49.200 --> 00:27:53.660
full circle if a listener wanted to build a referral
00:27:53.660 --> 00:27:58.259
-based growth system over the next 90 days, what's
00:27:58.259 --> 00:28:00.960
one relationship -building habit they should
00:28:00.960 --> 00:28:05.000
start immediately? The first thing I would say
00:28:05.000 --> 00:28:08.079
to you is get clear on the relationship you want
00:28:08.079 --> 00:28:12.200
to build and why. So really understand how you
00:28:12.200 --> 00:28:15.039
can bring value to that person, how you can give
00:28:15.039 --> 00:28:18.400
to them first, and then how they can then give
00:28:18.400 --> 00:28:21.640
to you and start targeting where you're going
00:28:21.640 --> 00:28:25.079
networking to start finding these people. It's
00:28:25.079 --> 00:28:27.359
a recruitment exercise. I'll tell you that now.
00:28:27.500 --> 00:28:29.740
You need to think through where you're going
00:28:29.740 --> 00:28:32.740
and networking. Let's stop the art of random
00:28:32.740 --> 00:28:35.779
networking events. Let's actually go and build
00:28:35.779 --> 00:28:39.549
and go with meaning and intention. Very good.
00:28:39.670 --> 00:28:43.849
Very good. Now, Priya, if somebody wanted to
00:28:43.849 --> 00:28:47.069
get hold of you, or what's the best way that
00:28:47.069 --> 00:28:49.609
they can get hold of either to talk to you, say
00:28:49.609 --> 00:28:52.369
hi to you, be mentored by you, be coached by
00:28:52.369 --> 00:28:55.410
you, whatever the case, what's the best way for
00:28:55.410 --> 00:28:58.349
them to get hold of you? So the best way right
00:28:58.349 --> 00:29:02.130
now is through social media. So PM Enrich is
00:29:02.130 --> 00:29:05.670
the name of the company. You can find us on Facebook
00:29:05.670 --> 00:29:08.670
and on LinkedIn. I'm on LinkedIn as well. So
00:29:08.670 --> 00:29:12.009
you can connect with me there and reach out and
00:29:12.009 --> 00:29:14.170
say hello. And if I can support you in any way,
00:29:14.269 --> 00:29:17.029
happy to know. But by following us, what will
00:29:17.029 --> 00:29:19.130
be exciting is you'll be the first then to hear
00:29:19.130 --> 00:29:21.940
when we're launching our online. international
00:29:21.940 --> 00:29:25.019
program which is going to be super exciting how
00:29:25.019 --> 00:29:27.920
we show people how to create an actual referral
00:29:27.920 --> 00:29:30.160
team so it's called the referral team playbook
00:29:30.160 --> 00:29:32.779
we're having great traction here in australia
00:29:32.779 --> 00:29:35.460
and i'd love to bring it over cities and maybe
00:29:35.460 --> 00:29:37.779
come to one of your networking nights michael
00:29:37.779 --> 00:29:41.299
absolutely as a matter of fact i put on two shows
00:29:41.299 --> 00:29:46.519
a year two business expos And the last show I
00:29:46.519 --> 00:29:50.019
put on, there's only 20 businesses. The next
00:29:50.019 --> 00:29:54.900
one's 25 businesses, but it's an event. The businesses
00:29:54.900 --> 00:29:59.519
get a table and I have about 250 people walk
00:29:59.519 --> 00:30:02.519
through and the business is being done all over
00:30:02.519 --> 00:30:05.900
the place. I'm also part of another business
00:30:05.900 --> 00:30:10.640
expo. It's in a huge building over here in September.
00:30:10.880 --> 00:30:15.029
It's called Dream Big and it's... Portals South
00:30:15.029 --> 00:30:17.529
building, whatever. But that's going to be a
00:30:17.529 --> 00:30:22.170
huge business networking event. And just that's
00:30:22.170 --> 00:30:26.779
what I do. I do all these events. It's awesome.
00:30:26.819 --> 00:30:28.819
I think more and more now as humans, we need
00:30:28.819 --> 00:30:32.579
to be able to find places to develop meaningful
00:30:32.579 --> 00:30:35.359
connections and to remember that doing business
00:30:35.359 --> 00:30:37.619
is still done in person. I think what you're
00:30:37.619 --> 00:30:40.740
teaching and what you're providing through your
00:30:40.740 --> 00:30:43.519
coaching and speaking and your events is fantastic
00:30:43.519 --> 00:30:45.579
because we're just not taught these things at
00:30:45.579 --> 00:30:48.700
school. Great to have a human being leading the
00:30:48.700 --> 00:30:52.319
way. Well done. Great. Thank you. This conversation
00:30:52.319 --> 00:30:55.980
is a reminder that referrals don't happen by
00:30:55.980 --> 00:30:59.660
accident. They happen through trust, consistency
00:30:59.660 --> 00:31:03.980
and intentional relationships. When people clearly
00:31:03.980 --> 00:31:07.660
understand who you help, trust how you operate
00:31:07.660 --> 00:31:11.259
and stay connected to you over time, referrals
00:31:11.259 --> 00:31:15.220
stop feeling random and start becoming predictable.
00:31:15.539 --> 00:31:19.680
Take one step this week. Identify one person
00:31:19.680 --> 00:31:22.099
in your network who could become a strong referral
00:31:22.099 --> 00:31:25.599
partner and invest in strengthening that relationship.
00:31:25.980 --> 00:31:29.500
One intentional partnership can change the direction
00:31:29.500 --> 00:31:33.160
of your business. If you found value in today's
00:31:33.160 --> 00:31:35.839
episode, make sure you like, follow, and subscribe
00:31:35.839 --> 00:31:39.460
to Networking Unleashed Building Profitable Connections
00:31:39.460 --> 00:31:42.559
so you keep getting the best insights on networking
00:31:42.559 --> 00:31:45.759
and communication. And share this episode with
00:31:45.759 --> 00:31:48.359
someone who is ready to turn networking into
00:31:48.359 --> 00:31:51.519
real business growth. If you'd help strengthening
00:31:51.519 --> 00:31:53.859
your communication and building relationships
00:31:53.859 --> 00:31:57.859
and build opportunity, visit michelaforman .com
00:31:57.859 --> 00:32:01.000
to learn how I work with professionals, teams,
00:32:01.160 --> 00:32:04.619
and organizations. So until next time, build
00:32:04.619 --> 00:32:07.680
trust intentionally, strengthen your referral
00:32:07.680 --> 00:32:10.619
network, and create connections that consistently
00:32:10.619 --> 00:32:14.000
move business forward. Priya, I want to thank
00:32:14.000 --> 00:32:18.700
you again. You are a magnificent guest. Thank
00:32:18.700 --> 00:32:21.059
you so much. And I hope all the listeners out
00:32:21.059 --> 00:32:24.039
there, I wish you happy networking or referral
00:32:24.039 --> 00:32:26.039
partner shopping, as I might say to you now.
00:32:26.700 --> 00:32:31.700
Good. Thank you. All right, folks. A huge thank
00:32:31.700 --> 00:32:33.720
you to our guests for sharing such incredible
00:32:33.720 --> 00:32:37.240
insights today. And of course, a big shout out
00:32:37.240 --> 00:32:40.519
to you, our amazing listeners, for tuning in
00:32:40.519 --> 00:32:43.440
and spending your time with us. If you're interested
00:32:43.440 --> 00:32:46.799
in my digital courses, being coached, or having
00:32:46.799 --> 00:32:49.940
me come and talk to your company, just go to
00:32:49.940 --> 00:32:53.140
Michael and fill out the request form. Remember,
00:32:53.500 --> 00:32:56.799
networking isn't about being perfect. It's about
00:32:56.799 --> 00:32:59.720
being present. So take what you've learned today,
00:32:59.900 --> 00:33:02.539
get out there, and make some meaningful connections.
00:33:03.160 --> 00:33:06.119
If you've enjoyed this episode, please don't
00:33:06.119 --> 00:33:09.500
forget to subscribe. Leave us a review and share
00:33:09.500 --> 00:33:11.700
it with someone who could use a little networking
00:33:11.700 --> 00:33:14.759
inspiration. Let's keep the conversation going.
00:33:15.309 --> 00:33:19.369
You can find me on Apple, Spotify, Pandora, YouTube,
00:33:19.589 --> 00:33:24.250
or my website, foreman .com slash podcasts.
