WEBVTT
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Welcome to Networking Unleashed, Building Profitable
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Connections, the show where relationships become
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results and connections turn into opportunities.
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I'm your host, Michael Foreman, and today we're
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exploring the future of networking through the
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lens of education, entrepreneurship, and technology.
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My guest is at the forefront of Anabasis Academy's
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innovative approach to learning. blending leadership
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development with AI -driven tools to prepare
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the next generation of entrepreneurs. We'll dive
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into how emerging leaders can build meaningful
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networks, leverage technology without losing
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the human touch, and use relationships as the
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key driver for professional and personal growth.
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Whether a student, entrepreneur, or seasoned
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professional, this conversation will give you
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strategies to connect smarter, lead better, and
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grow faster. I'd like to welcome to the podcast,
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Sid. We had a little problem connecting, but
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we're all here now. And I'm welcoming you to
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the podcast. And would you please just give us
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a little bit about your background? Of course,
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it's great to be with you and your audience,
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Michael. And sometimes a little bit of a connection
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problem gives us more anticipation. So I'm happy
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to be here. In terms of background, I'll be pretty
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short because what I always believe is not me
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that counts, it's the audience and it's you.
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I'm an immigrant by background. I came to the
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States when I was 16, educated here in college,
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started my first company when I was in college.
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And then at some period of time, I was a partner
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of a consulting firm. I worked with very large
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organizations. Then I started my own firm and
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did turnarounds. We bought companies and sold
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them. Then started the other companies, mostly
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in technology. Bought four or five of them. A
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few worked and we sold the companies and a couple
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didn't work. And we learned a lot. And in the
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past 20 years, and you can see that I'm an old
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guy, I've been teaching at universities, both
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in engineering and business schools, and have
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been making investments in early stage companies.
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I was the president of Tech Coast Angels, which
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is the largest angel investment entity, had a
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venture fund, then sold the company and full
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circle to consulting as the strategic innovation
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leader for a very large advisory at 26. billion
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dollar advisory company. And now I do three or
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four things. One is I'm still teaching. Another
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is that I have a few books and I write a lot.
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If you search me, hundreds of articles. I'm old,
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so I'm very opinionated. I still serve on boards,
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corporate boards and make investments. And our
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latest venture is Anabasis Academy that you referred
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to, which is a fusing, a combination of mindfulness,
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awareness. and entrepreneurship because everything
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begins in your mind and we're all unique so we
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have to find that authentic way of of making
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progress so that's me outstanding outstanding
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and i'm sure you could have gone on for another
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half an hour just tell me about your background
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because it is so vast but okay so let's jump
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right into the questions how does the new approach
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at Anabasis? Am I saying that correctly? Yeah,
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Anabasis. Anabasis, by the way, Ana is a Latin
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word meaning moving up, move up. And basis is
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obviously the base. So Anabasis is moving the
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base up. Okay. See, I learn something new every
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day. How does the new approach at Anabasis Academy
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prepare students to build meaningful professional
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networks from an early stage? First, I've got
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to explain how the world works now because it's
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important. Before I can say, hey, this is how
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it's different. In terms of education, whether
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it's students at colleges or folks that are going
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through management training, leadership training,
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or even motivational stuff, everything that you
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could see out there. based on a lot of how -tos.
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That's, I'm going to give you a skill, and I'm
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going to give you four things, and then you're
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going to follow these four things, and you're
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going to get to nirvana, okay? So if you go at
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school, when we go to school, they give us a
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lot of stuff to memorize, and then repeat those
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in circular formats whenever we face those situations.
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Do these five things, and it's going to work.
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What that does, it's very good at increasing
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productivity. Because I'm getting you to do the
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same thing over and over. But it's not necessarily
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relevant or conducive to innovation and creativity.
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Now, we are in a world, if you look at the AI
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stuff that's happening, look at everything around
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us, that we're at a transition point. We're at
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a transition point. And our evolution as human
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beings is moving towards... creativity and innovation,
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as opposed to tasks. The tasks, even the programming
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stuff AI is doing. So the tasks can be done by
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somebody else. You don't need a how to follow
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these seven steps and do this. And by the way,
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they say practical advice to do A, B, or C, or
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become a trillionaire. Those practical advice
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are practical for who? Because you and I are
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different. I'm an introvert, you're an extrovert.
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I grew up in this place, you grew up in that
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place. You went to the military, I never did.
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There's so many different, there are 8 billion
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people on our planet, no two people are the same.
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So what does that mean to be practical? It just
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doesn't make any sense. So the idea is, yes,
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it's good to learn from others. There's a thousand
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books out there, a hundred thousand maybe on
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leadership. No two leaders are the same. No two
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situations to apply your leadership is the same.
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So it's how do you look at these skills and become
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skillful, which is different. It's how do I use
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my entirety to be able to do that. Now, so Animations
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Academy is about provoking you. It's not about,
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it doesn't think that your mind is like a vase
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or another container. We don't want to put more
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water in your mind, if you would. We want to
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be able to ignite a fire because the belief is
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you have all capabilities in terms of building.
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We're all built to create better, Michael. We're
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all built. It's in our DNA. We're not just here
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to survive. We're here to be better. We all want
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to do that. The trick is to provoke folks and
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engage folks. To be able to activate the part,
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which is about being aware of your decisions,
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being aware of the surroundings, being aware.
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Because if you're aware, you make better decisions.
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Absolutely correct. That goes hand in hand, of
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course, with the networking, which I'm all about.
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You have to be aware of your opportunities, have
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to be aware of the people. As long as you're
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aware, you can talk with anybody, speak with
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anybody. Correct. So this is a very good segment
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or way to connect it to what your focus is, which
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is the networking. A lot of people want to network
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to sell something. I have this. I want to give
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it to you. But let's think this for a minute.
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Let's think about this for a minute. Do you really
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sell or do people buy? People love to buy, but
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they hate to be sold to. Yeah, they love to buy
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based on their own decisions. So who makes the
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decision at the end? Not you as a salesman, not
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you as a founder, not you as... They make the
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decision. They, for their own reasons. In a networking
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environment, I'm not there to sell. I'm there
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to understand the reasons why they would buy,
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why they would engage. Why is it that how can
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I satisfy... What they're looking for. How can
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I provide the value? Because I don't have that
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decision. They have that decision. Now, it's
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the same thing about your employees. You know,
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we think networking is about outside. Networking
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is creating a network that produces a better
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result than an individual. A network is an ecosystem
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that creates collectively a better outcome. So
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if you apply the same idea, Hey, my employees,
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they decide if they give me productivity or not.
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I don't decide how much productivity they give
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me. I don't decide at 8 o 'clock at night or
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10 o 'clock at night or 4 o 'clock in the afternoon.
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They're really thinking about doing something
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innovative or doing something better. They decide.
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So if I realize that, then I have created a network
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that is based on reasons. That drive decisions.
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The same applies to your investors. The same
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applies to your partners in business and actually
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to the community that you thrive in. Does that
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make sense? It makes perfect sense. It makes
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perfect sense. Depending on who you are, it depends
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on what angle you're looking at it from. It's
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all the same problem. It's all the same outcome.
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You're just looking at it from a different way.
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Absolutely. And that's fantastic. I never thought
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about it that way. Let me go on. People, people,
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usually this is the thing. If you really listen
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to what I've been talking about and writing stuff,
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this is really not rocket science. No, it's not.
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Life is not rocket science. We make it all this
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rigmarole in order to have these 17 layers and
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then charge people to do this. We make it this
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complicated thing. It's actually pretty simple.
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No, I coach. I coach many people. And I go and
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I speak on different stages in different companies.
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And I tell them all, it's not rocket science.
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It's all common sense. And really, the 20 -somethings,
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the 30 -somethings, they've never heard this
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before. They haven't been taught this. But the
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older people, the older, the 40s, 50s, or even
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60s, they say, oh, yeah, I've heard of that.
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I don't do it, but I've heard of it. But it's
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all common sense. Okay. So. What role does networking
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play in entrepreneurship and how can aspiring
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founders leverage it effectively? So I talk about
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a few things. An entrepreneur, first of all,
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we have to build our own entrepreneurial philosophy,
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each one of us. And by the way, entrepreneurship
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by actual definition, I'm not making this up.
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This word was defined in the 1700s. That is over
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300 years ago. An entrepreneur is someone who
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has something, who wishes to exchange it with
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something of higher value, knowing that there
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is risk. That means you have something. This
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could be your idea. It could be your talents.
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It could be you're a basketball player or you're
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a good musician or you have a product that you
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build. You have something. And you want to exchange
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it with something of higher value. you have this
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you want to give it to somebody else knowing
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that there is risk you may have this you may
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not necessarily get what you want to get okay
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so we with that definition we all have this entrepreneurial
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ability regardless of where you are the seven
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seven year old child that you have who wants
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to get an ice cream they're experiencing their
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entrepreneurship okay The mother who goes out
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and works all day and makes $12 an hour and brings
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that to their kid to go to Disneyland on vacation.
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And Elon Musk is experiencing the entrepreneur.
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So let's take that as a no. The question is,
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how can you experience that entrepreneur? How
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can you practice it? You can define what you
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have. You can define what is of higher value
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to you. But from here to there, there's risk.
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From here to there. So how do you accomplish
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this? You cannot accomplish this without an ecosystem.
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Period. Because people buy stuff from you. People
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work for you. People give you money and investment.
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People partner with you. And you live within
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a society. These are the five pillars of the
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way. Without these five, you're not practicing
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entrepreneurship as it's defined in any way possible.
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Whether it's at home. Or in a business. So an
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ecosystem, a network is a must -have. Okay? A
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network is an ecosystem. That's good. I'm going
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to steal that from you, if you don't mind. No
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problem. Okay. Let's switch it to AI a little
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bit. AI is reshaping industries. How can professionals
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use AI to enhance, not replace, genuine relationship
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building? This is a very, it's a very obviously
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topical question of the day because everywhere,
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yes, there are numerous studies that says that
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by 2030, we're going to lose in the world somewhere
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around 800 ,000 or 500 ,000 jobs that are completely
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going to be gone. And if you think about it,
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that's about one, about a few percentage point
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of the total jobs available. So it is a challenge.
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Now, most of the things that are out there, there's
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a lot of noise out there. Everybody there tries
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to, oh, let's do an LLM and a JTPT or whatever.
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And mostly are focused on productivity. Mostly
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are focused on productivity. Meaning, here's
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what I'm doing. Let me do this faster. But remember,
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if you do things faster, let's say. Just as an
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example, let's say we have a production system.
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We make these cups and we make 10 of them an
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hour. But out of 10, one is faulty. It's broken.
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Now, if I just do this faster, I would do 100
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an hour, but I will have more errors. Productivity
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in terms of replicating what you're doing doesn't
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necessarily mean that you got better. Now, there's
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multiple tools now if you want to look at. capturing
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people to come into your network if you call
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it emailing stuff or but if the content if the
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way you communicate you don't meet the reasons
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it doesn't matter how fast you do it it really
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doesn't matter how fast you do it so it depends
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on how well you do it correct how so if you're
00:15:45.210 --> 00:15:50.889
doing it well you could use tools to do it well
00:15:51.879 --> 00:15:54.779
If you're not doing it well, just getting somebody
00:15:54.779 --> 00:15:56.899
else's practical one, two, three doesn't make
00:15:56.899 --> 00:15:59.919
you. Like goes back to the old saying of garbage
00:15:59.919 --> 00:16:03.340
in, garbage out. Yeah. So you put garbage in
00:16:03.340 --> 00:16:06.240
and you want to make it go faster. That's great.
00:16:06.340 --> 00:16:09.360
But garbage out. Correct. But here's the thing.
00:16:09.440 --> 00:16:11.779
Here's the thing, Michael. This is the interesting
00:16:11.779 --> 00:16:15.320
part. We have so much noise and people trying
00:16:15.320 --> 00:16:19.649
to sell things to people out there. So much noise
00:16:19.649 --> 00:16:22.730
of how to do... You get my point about I'm against
00:16:22.730 --> 00:16:25.129
this how -to business. Everybody's trying to
00:16:25.129 --> 00:16:27.309
how -to this, how -to that and charge people
00:16:27.309 --> 00:16:29.450
for doing the how -to this or how -to that. If
00:16:29.450 --> 00:16:33.049
somebody else is doing it and you just copy it,
00:16:33.090 --> 00:16:35.389
it's not authentic. It's not you. And people
00:16:35.389 --> 00:16:39.750
will see through that. Yes, they will. Because
00:16:39.750 --> 00:16:42.730
you're not being authentic. You're not being...
00:16:42.730 --> 00:16:45.830
You're somebody else trying to be doing this.
00:16:46.679 --> 00:16:49.519
Hey, a copy of a copy is just not as good as
00:16:49.519 --> 00:16:52.960
the genuine thing. No, it's not. Okay, let me
00:16:52.960 --> 00:16:57.000
go on. From your perspective, what leadership
00:16:57.000 --> 00:17:00.519
qualities make someone naturally magnetic in
00:17:00.519 --> 00:17:06.920
networking situations? Listening. Very good.
00:17:07.019 --> 00:17:11.529
Very important. Active listening. Go ahead. Listening.
00:17:11.650 --> 00:17:15.029
Listening to learn. Not listening to empathize.
00:17:15.069 --> 00:17:19.490
I want to emphasize that. Because there is a
00:17:19.490 --> 00:17:22.750
lot of hoopla. Oh, you listen to empathize with
00:17:22.750 --> 00:17:26.450
people. No, I listen to learn. So I improve my
00:17:26.450 --> 00:17:29.910
own decisions. This is a very selfish act. I'm
00:17:29.910 --> 00:17:32.910
not listening to respect others. It does do that.
00:17:33.109 --> 00:17:37.299
But it's a side effect of things. I am listening
00:17:37.299 --> 00:17:40.700
because they have their own reasons. And if I
00:17:40.700 --> 00:17:43.759
know their reason, I can be a better sales guy.
00:17:43.839 --> 00:17:46.420
I can deliver better value. I'm listening because
00:17:46.420 --> 00:17:49.500
they are giving me information that makes my
00:17:49.500 --> 00:17:53.420
life better. I can make decisions better. I'm
00:17:53.420 --> 00:17:56.440
not listening to reply. I'm not listening to
00:17:56.440 --> 00:18:02.099
empathize. I'm listening to learn. You're a problem
00:18:02.099 --> 00:18:06.009
solver. OK, so if someone has a problem, you
00:18:06.009 --> 00:18:09.009
have the solution. You're getting to that. But
00:18:09.009 --> 00:18:11.589
you can't get to that unless you first find out
00:18:11.589 --> 00:18:15.109
what the problem is. So by active listening,
00:18:15.369 --> 00:18:17.789
you're listening to them. And of course, when
00:18:17.789 --> 00:18:21.309
you respond, sort of what they said to you so
00:18:21.309 --> 00:18:23.829
that they know that you were listening to them.
00:18:24.490 --> 00:18:29.160
It's a whole big thing, but it works. OK. How
00:18:29.160 --> 00:18:32.680
can young professionals or students strategically
00:18:32.680 --> 00:18:36.579
network to open doors in entrepreneurship and
00:18:36.579 --> 00:18:43.059
innovation? Very good question. So this may vary
00:18:43.059 --> 00:18:46.720
from most people's perspective. There's two ways
00:18:46.720 --> 00:18:52.519
of looking at it. I have this product or I have
00:18:52.519 --> 00:18:55.539
this mission. I want to be X, Y, Z. And then
00:18:55.539 --> 00:18:58.940
I begin to find everybody in that environment
00:18:58.940 --> 00:19:01.220
and then send them emails and do this and do
00:19:01.220 --> 00:19:04.099
that and blast them with LinkedIn stuff and whatever
00:19:04.099 --> 00:19:06.440
to create this thing. And I show up at every
00:19:06.440 --> 00:19:11.880
meeting everywhere now. That is like taking a
00:19:11.880 --> 00:19:17.519
shotgun and trying to hit a mosquito. Okay. For
00:19:17.519 --> 00:19:19.779
multiple reasons, it doesn't work because A,
00:19:19.960 --> 00:19:25.579
you can't do that at scale and be genuine. Okay.
00:19:25.900 --> 00:19:28.859
So, yes, it's like having friends on Facebook.
00:19:29.359 --> 00:19:32.720
I have, I don't know, 15 ,000 people on LinkedIn
00:19:32.720 --> 00:19:37.220
or 10 ,000 people on Facebook. I do. But how
00:19:37.220 --> 00:19:39.220
many of them are really my friends? If I have
00:19:39.220 --> 00:19:43.640
a problem, who would come to my assistance? Nobody.
00:19:43.980 --> 00:19:47.279
So there is this idea that if I have a broad
00:19:47.279 --> 00:19:51.640
network of people, that would funnel down to
00:19:51.640 --> 00:19:54.920
something. funneling down to something, says,
00:19:55.019 --> 00:19:57.480
I'm going to go as many as possible. And then,
00:19:57.579 --> 00:20:01.200
okay, I only need two people to make my business
00:20:01.200 --> 00:20:06.059
work. So what happens is you waste a lot of time
00:20:06.059 --> 00:20:08.799
over here. You're not genuine. They understand
00:20:08.799 --> 00:20:11.240
that you're not genuine. And then you may get
00:20:11.240 --> 00:20:14.299
to two people. Now, entrepreneurship is not luck.
00:20:16.980 --> 00:20:19.779
People say entrepreneurship is about risk takers.
00:20:19.799 --> 00:20:23.640
Risk takers are in Las Vegas. entrepreneurs are
00:20:23.640 --> 00:20:27.599
risk navigators. How do you navigate risk? By
00:20:27.599 --> 00:20:30.299
being attentive, network with people, not because
00:20:30.299 --> 00:20:32.059
you want to get something out of them, because
00:20:32.059 --> 00:20:35.740
you want to give something to them. And when
00:20:35.740 --> 00:20:39.079
you do that, and you're genuine about it, those
00:20:39.079 --> 00:20:43.720
build relationships that are rooted in trust.
00:20:43.819 --> 00:20:48.410
And those trust -worthy relationships Or the
00:20:48.410 --> 00:20:51.549
network that's going to prosper. When networking,
00:20:51.710 --> 00:20:56.190
there's really a whole, there's a mantra. If
00:20:56.190 --> 00:20:57.890
they know you, if they like you, if they trust
00:20:57.890 --> 00:21:00.750
you, they'll do business with you. But when you
00:21:00.750 --> 00:21:04.170
go into a networking event or networking with
00:21:04.170 --> 00:21:07.490
a person, you're looking to give, not to receive.
00:21:07.829 --> 00:21:10.529
That's exactly right. You're always looking to
00:21:10.529 --> 00:21:13.069
give because the more you give, the more that
00:21:13.069 --> 00:21:16.079
they will respect you. But also they will turn
00:21:16.079 --> 00:21:19.519
around and want to give you something. But you're
00:21:19.519 --> 00:21:21.759
not going to ask for it. You're going to sit
00:21:21.759 --> 00:21:24.579
there and say, how can I help you? How can I
00:21:24.579 --> 00:21:28.460
make you more successful? Because they make,
00:21:28.500 --> 00:21:30.660
at the end, because they make every decision.
00:21:30.799 --> 00:21:33.819
This is a fundamentally different way of looking
00:21:33.819 --> 00:21:38.819
at business. I don't make decisions. They make
00:21:38.819 --> 00:21:42.970
decisions. Absolutely. They make decisions. So
00:21:42.970 --> 00:21:45.730
I have to understand why they're making that
00:21:45.730 --> 00:21:48.109
decision. Yes, at some point, I have to make
00:21:48.109 --> 00:21:50.410
a decision to get engaged or not to get engaged.
00:21:50.589 --> 00:21:53.670
I do have to do that, right? But it is their
00:21:53.670 --> 00:21:57.670
decision that gives me money, that gives me prosperity,
00:21:58.049 --> 00:22:00.730
that gives me connections, that gives me help.
00:22:00.829 --> 00:22:05.549
It's their decision. It's not my decision. Absolutely.
00:22:06.230 --> 00:22:10.069
Okay, so... Are there common networking mistakes
00:22:10.069 --> 00:22:13.910
among founders or leaders and how can they avoid
00:22:13.910 --> 00:22:20.970
them? I'm going to go back almost 40 years. There
00:22:20.970 --> 00:22:25.299
was a guy. And he had a beard. We used to call
00:22:25.299 --> 00:22:29.759
him H -Beard. He used to study. I went to USC,
00:22:29.960 --> 00:22:33.319
University of Southern California. And he was
00:22:33.319 --> 00:22:37.000
4 .0 all the way. He was a very smart guy, a
00:22:37.000 --> 00:22:39.000
genius, super genius, whatever you want to call
00:22:39.000 --> 00:22:40.519
it. And he had a beard. That's why we called
00:22:40.519 --> 00:22:43.359
him H -Beard. And I remember in those days there
00:22:43.359 --> 00:22:46.500
were discotheques that people would go to. You
00:22:46.500 --> 00:22:49.440
may remember those days, but a lot of your audience
00:22:49.440 --> 00:22:54.119
may not. I remember discotheques. I'm 63. Yeah.
00:22:54.140 --> 00:22:57.819
So I remember. We used to go there. We were college
00:22:57.819 --> 00:23:00.319
kids, so we would go there. And then one night,
00:23:00.400 --> 00:23:04.039
I noticed this guy came in the door. I was already
00:23:04.039 --> 00:23:05.960
there having a drink, and he came in the door,
00:23:05.980 --> 00:23:09.000
and he went and he started asking girls, would
00:23:09.000 --> 00:23:12.829
you like to dance? And then move on. Would you
00:23:12.829 --> 00:23:15.069
like to dance? And then move on. I said, hey,
00:23:15.170 --> 00:23:18.369
what are you doing? He said, on the average,
00:23:18.509 --> 00:23:21.450
I have done the analysis. I get 22 no's before
00:23:21.450 --> 00:23:24.069
I get to a yes. I like to get the no's out of
00:23:24.069 --> 00:23:29.170
the way. So one big mistake is people go to these
00:23:29.170 --> 00:23:33.309
meetings and they think that I'm a good networker.
00:23:33.329 --> 00:23:35.390
So they go to people, to people, to people. Hello,
00:23:35.509 --> 00:23:36.930
how are you? Okay, thank you very much. Okay,
00:23:36.990 --> 00:23:39.009
let me get a card. Okay, so what did you accomplish?
00:23:39.390 --> 00:23:41.940
Nothing. You have a card and now you're trying
00:23:41.940 --> 00:23:44.859
to email the guy somehow or another and have
00:23:44.859 --> 00:23:48.220
a conversation with him. Okay, you have a conversation
00:23:48.220 --> 00:23:55.079
now. So it's this idea that volume, quantity
00:23:55.079 --> 00:24:00.160
is more important than the quality. I used to
00:24:00.160 --> 00:24:03.299
be in the mortgage industry and I would go to
00:24:03.299 --> 00:24:06.220
networking events. I'd come home with a shoebox
00:24:06.220 --> 00:24:09.549
filled with business cards. I'd say, look how
00:24:09.549 --> 00:24:13.890
good I did. Yeah. It's so completely wrong that
00:24:13.890 --> 00:24:17.930
it's unbelievable. So now when I coach or when
00:24:17.930 --> 00:24:21.630
I do a workshop or anything else, I tell you,
00:24:21.650 --> 00:24:23.190
say, look, if you go to a three or four hour
00:24:23.190 --> 00:24:26.869
event, come home with about 15, maybe 20 business
00:24:26.869 --> 00:24:30.410
cards. And that's because you are creating that
00:24:30.410 --> 00:24:34.029
relationship with them. And you actually have
00:24:34.029 --> 00:24:36.970
something to speak about during your follow up.
00:24:37.210 --> 00:24:39.690
Because your follow -up is so much more important
00:24:39.690 --> 00:24:43.190
than meeting the person. Correct. Correct. So
00:24:43.190 --> 00:24:45.190
here's the thing. And this is the other mistake.
00:24:45.450 --> 00:24:47.569
They talk to people. I've seen this. And people
00:24:47.569 --> 00:24:49.549
come to me. And they immediately, within the
00:24:49.549 --> 00:24:51.569
first 30 seconds, they're trying to sell me something.
00:24:51.809 --> 00:24:55.250
I'm in the business of this. Are you interested
00:24:55.250 --> 00:24:57.869
in this? Not really. Okay. Thank you very much.
00:24:57.990 --> 00:25:01.150
Okay. So first of all, I don't know who the hell
00:25:01.150 --> 00:25:04.930
you are. Secondly, you don't know who I am. So
00:25:04.930 --> 00:25:08.009
why would I need? what you have and for what
00:25:08.009 --> 00:25:10.970
purpose there is no trust there is no relationship
00:25:10.970 --> 00:25:13.349
there's no this is not you're not selling toilet
00:25:13.349 --> 00:25:15.950
papers that i'm going to ralphs and pick it up
00:25:15.950 --> 00:25:19.450
because i've got to go to the restroom so the
00:25:19.450 --> 00:25:25.509
idea of knowing each other is more important
00:25:25.509 --> 00:25:30.190
than selling something there goes the relationship
00:25:30.190 --> 00:25:34.670
part of the equation i've gone from transactional
00:25:35.690 --> 00:25:41.430
to a relationship -based meeting. If you create
00:25:41.430 --> 00:25:44.210
that relationship, then you'll go much further.
00:25:44.789 --> 00:25:49.430
Okay, so how can someone balance tech -driven
00:25:49.430 --> 00:25:53.170
efficiency like AI tools with the human touch
00:25:53.170 --> 00:25:59.130
required for authentic networking? So what I
00:25:59.130 --> 00:26:03.250
always say about AI is don't delegate your imagination
00:26:03.250 --> 00:26:08.180
to AI. Okay? Don't delegate your imagination.
00:26:09.059 --> 00:26:11.500
Meaning, you have a lot of people now. Everything
00:26:11.500 --> 00:26:15.039
they want to do, they go to chat GPT. Some problems
00:26:15.039 --> 00:26:17.880
are that people have committed suicide because
00:26:17.880 --> 00:26:20.740
they go to chat GPT and use it as a psychologist.
00:26:22.099 --> 00:26:26.559
Okay, that's it. Because, so they, some people,
00:26:26.660 --> 00:26:31.759
want the machine to tell them what to do. Okay,
00:26:31.819 --> 00:26:33.599
because we are trained in this. Remember that
00:26:33.599 --> 00:26:35.740
go back to our original, the conversation that
00:26:35.740 --> 00:26:38.259
we started with. It's this educational thing
00:26:38.259 --> 00:26:41.160
that we're used to this, tell me what to do.
00:26:41.240 --> 00:26:43.839
And if I'm good at following orders, I should
00:26:43.839 --> 00:26:47.140
get something at the other end. So this is now
00:26:47.140 --> 00:26:50.019
a machine telling us what to do. Okay, call,
00:26:50.140 --> 00:26:52.400
I'll do this thing. Here's the email, send these
00:26:52.400 --> 00:26:55.279
three emails. Guess what? They gave exactly the
00:26:55.279 --> 00:26:59.369
same, this machine. is giving exactly the same
00:26:59.369 --> 00:27:04.049
advice to about a thousand, if not 10 ,000 other
00:27:04.049 --> 00:27:08.509
people who are asking it about networking. So
00:27:08.509 --> 00:27:10.910
all those people out there are going to get emails
00:27:10.910 --> 00:27:13.750
that looks exactly the same like everybody else.
00:27:13.990 --> 00:27:19.130
So you just lost your edge. Absolutely. Don't
00:27:19.130 --> 00:27:25.069
confuse efficiency with effectiveness. Effectiveness.
00:27:25.720 --> 00:27:29.400
comes from you and who you are and what you bring
00:27:29.400 --> 00:27:32.880
to the table, how trustworthy you are, how you
00:27:32.880 --> 00:27:36.299
listen, how you address problems, how you build
00:27:36.299 --> 00:27:40.160
relationships. That's effectiveness. Efficiency
00:27:40.160 --> 00:27:45.539
is how quickly you do it. Absolutely. And it's
00:27:45.539 --> 00:27:48.240
a choice that people have to make. It's a conscious
00:27:48.240 --> 00:27:51.579
choice. It's a conscious choice, but you have
00:27:51.579 --> 00:27:56.210
to train yourself or themselves. To do it the
00:27:56.210 --> 00:27:59.029
right way, because when I said I went to the
00:27:59.029 --> 00:28:01.130
school of hard knocks, I did everything the wrong
00:28:01.130 --> 00:28:05.190
way because I have to train. I had to train myself
00:28:05.190 --> 00:28:09.829
to do things the right way. And once I train
00:28:09.829 --> 00:28:13.789
myself and doing things the right way, then I
00:28:13.789 --> 00:28:17.009
was successful. I think the key word there that
00:28:17.009 --> 00:28:20.210
I want to emphasize is I have to train myself
00:28:20.210 --> 00:28:25.390
based on who you are. I am a horrible networker,
00:28:25.390 --> 00:28:27.549
I'll be very honest. I'll go into, you put me
00:28:27.549 --> 00:28:30.450
in a room with three people, four people, I'm
00:28:30.450 --> 00:28:33.609
very effective. Because I can build relationships.
00:28:34.009 --> 00:28:36.869
You put me in a room with 200 people, I'm very
00:28:36.869 --> 00:28:42.769
ineffective. You got to know who you are. So
00:28:42.769 --> 00:28:45.450
my objective is when I go there, is to find four
00:28:45.450 --> 00:28:49.990
people. Not 25, not 15. My objective is to find...
00:28:50.140 --> 00:28:53.539
a good conversation because i know i'm horrible
00:28:53.539 --> 00:28:55.960
at getting this thing i'm going to fail at the
00:28:55.960 --> 00:29:00.700
end so my success is can i find a friend i'm
00:29:00.700 --> 00:29:04.059
here for two hours can i find somebody to have
00:29:04.059 --> 00:29:06.599
a good conversation and learn with and trust
00:29:06.599 --> 00:29:10.440
with and i'm looking for how can i help as opposed
00:29:10.440 --> 00:29:14.940
to taking business cards but that's me my point
00:29:14.940 --> 00:29:18.160
is you have to find your authentic approach Yeah,
00:29:18.180 --> 00:29:22.180
that's you, but that is the correct way in order
00:29:22.180 --> 00:29:26.299
to network in today's environment. So by you
00:29:26.299 --> 00:29:30.079
going there and wanting to connect with somebody,
00:29:30.140 --> 00:29:32.299
become friends with somebody, that's building
00:29:32.299 --> 00:29:37.400
your relationship and you get far more ahead
00:29:37.400 --> 00:29:43.400
than that transactional. So it goes a long way.
00:29:43.900 --> 00:29:48.019
In the entrepreneurial world. How do you identify
00:29:48.019 --> 00:29:51.660
the right people to connect with versus just
00:29:51.660 --> 00:29:55.640
collecting contacts? We just went over it. I
00:29:55.640 --> 00:29:58.720
think we just went over it. But the key is, if
00:29:58.720 --> 00:30:02.160
you listen, and is there something I can do for
00:30:02.160 --> 00:30:07.440
somebody? You are a problem solver. Always remember
00:30:07.440 --> 00:30:11.279
that. You are a problem solver. Those are the
00:30:11.279 --> 00:30:13.299
people you have to connect with, not the ones
00:30:13.299 --> 00:30:15.750
that solve your problem. See, this is the thing.
00:30:15.809 --> 00:30:18.809
We look for, hey, I need cash flow, so I need
00:30:18.809 --> 00:30:22.049
somebody to solve it. Let's go find people who
00:30:22.049 --> 00:30:24.549
can give me money. It doesn't work that way.
00:30:25.069 --> 00:30:28.869
No, it doesn't. It doesn't. Okay. What lessons
00:30:28.869 --> 00:30:32.289
from education and leadership training translate
00:30:32.289 --> 00:30:36.490
directly into building a strong professional
00:30:36.490 --> 00:30:42.849
network? So all of us, all of us are leaders.
00:30:44.779 --> 00:30:49.460
We may be bad leaders. We may be ineffective
00:30:49.460 --> 00:30:53.339
leaders. But we all lead something. We all lead
00:30:53.339 --> 00:30:55.960
our own life in some way. We may lead a team.
00:30:56.079 --> 00:30:58.839
We may lead in the right environments that we
00:30:58.839 --> 00:31:01.339
create and we choose and we feel confident we
00:31:01.339 --> 00:31:06.500
lead. It's part of life. Now, we may not have
00:31:06.500 --> 00:31:09.519
the confidence to lead properly because we think,
00:31:09.519 --> 00:31:12.059
I don't know enough as much as Michael, so he's
00:31:12.059 --> 00:31:15.829
a better leader than I am. Maybe. In some situations,
00:31:15.930 --> 00:31:18.509
he's a better leader than you are. Now, I use
00:31:18.509 --> 00:31:21.930
the example of these, the Eskimo have used these
00:31:21.930 --> 00:31:25.529
dogs, the slate dogs or whatever they call them.
00:31:25.589 --> 00:31:29.509
Sure. Yeah. So there's usually 10 or 12 or 16
00:31:29.509 --> 00:31:32.490
of them. Now, here's the thing. They each have
00:31:32.490 --> 00:31:35.470
a role. And by the way, in different terrains,
00:31:35.470 --> 00:31:38.250
they move the guy who's in the dog that's in
00:31:38.250 --> 00:31:41.420
the end and that guy leaves. And they bring him
00:31:41.420 --> 00:31:44.559
forward because he knows how to lead in a situation.
00:31:44.599 --> 00:31:47.319
And then they switch him around and some lead
00:31:47.319 --> 00:31:51.839
in a different way. So the lead dog, which is
00:31:51.839 --> 00:31:55.500
a term people use a lot, the lead dog doesn't
00:31:55.500 --> 00:31:59.819
have to be the lead dog all the time. You lead
00:31:59.819 --> 00:32:03.059
based on situations. Now, that comes from your
00:32:03.059 --> 00:32:06.339
confidence. That comes from your, it does come
00:32:06.339 --> 00:32:08.440
from your education. It does come from skills,
00:32:08.619 --> 00:32:11.839
but. Every situation requires a different kind
00:32:11.839 --> 00:32:16.039
of a leadership. You're in a war. That's a different
00:32:16.039 --> 00:32:19.019
kind of leadership. Then you're leading a five
00:32:19.019 --> 00:32:21.599
-year -old, you're a coach or a leader in a five
00:32:21.599 --> 00:32:24.519
-year -old soccer game. It's a different leadership.
00:32:25.079 --> 00:32:28.140
You're a mom and you're leading the efforts at
00:32:28.140 --> 00:32:30.799
home of who gets up at what time and who gets
00:32:30.799 --> 00:32:33.079
the stuff and who goes to school at what time
00:32:33.079 --> 00:32:34.880
or who does the homework. It's a different thing.
00:32:35.019 --> 00:32:37.920
You lead Microsoft or you lead a donut shop.
00:32:38.490 --> 00:32:40.529
You lead them at different levels, at different
00:32:40.529 --> 00:32:44.369
areas. So connecting that to your networking
00:32:44.369 --> 00:32:48.690
thing. In every situation, every conversation,
00:32:48.950 --> 00:32:53.829
we're either leading or following or both. Being
00:32:53.829 --> 00:32:59.730
able to realize how to lead or follow, like this
00:32:59.730 --> 00:33:03.890
late doc, how to lead or follow in that conversation
00:33:03.890 --> 00:33:08.680
makes you a better network. Okay. Okay, let's
00:33:08.680 --> 00:33:13.079
bring this podcast full circle. If you could
00:33:13.079 --> 00:33:17.539
give one actionable networking strategy to anyone
00:33:17.539 --> 00:33:20.339
looking to accelerate their career or business
00:33:20.339 --> 00:33:25.640
growth, what would it be? One tangible, actionable.
00:33:25.920 --> 00:33:29.440
So I would avoid to go out there and obvious,
00:33:29.559 --> 00:33:32.240
those are obvious things. What I would say would
00:33:32.240 --> 00:33:38.029
be tangible. is the practicing before you network.
00:33:38.309 --> 00:33:42.210
So let me explain what I mean. Think that you're
00:33:42.210 --> 00:33:46.369
networking with your mom's friends or with your
00:33:46.369 --> 00:33:49.230
uncle's friends or with your cousins or with
00:33:49.230 --> 00:33:53.710
the person who's at the grocery store. Practice
00:33:53.710 --> 00:33:59.089
listening. That's a safe place. You're not selling
00:33:59.089 --> 00:34:04.269
anything. Learn how to listen. Learn how to appreciate
00:34:04.269 --> 00:34:07.609
who people are and create a conversation. Do
00:34:07.609 --> 00:34:11.650
it in a safe place. And when you get that ability
00:34:11.650 --> 00:34:15.670
to connect with people in a genuine way, in your
00:34:15.670 --> 00:34:19.510
own way, then you have the skills. And there
00:34:19.510 --> 00:34:22.610
are thousands of books and capabilities and experts
00:34:22.610 --> 00:34:25.789
like yourself in terms of how to get bigger networks
00:34:25.789 --> 00:34:29.070
and whatever. Then you have the skill set or
00:34:29.070 --> 00:34:34.079
the skillfulness. to be able to apply. That would
00:34:34.079 --> 00:34:37.800
be my advice. That was great. That was absolutely
00:34:37.800 --> 00:34:40.599
great. There's so much more that I want to ask
00:34:40.599 --> 00:34:43.719
you or talk about, but time won't let us. So
00:34:43.719 --> 00:34:46.460
if somebody wanted to get hold of you for whatever
00:34:46.460 --> 00:34:49.199
the reason, what's the best way for them to get
00:34:49.199 --> 00:34:53.199
hold of you? My email is Sid at Mahasib .com,
00:34:53.300 --> 00:34:56.460
which is, you see it on the screens at Mahasib,
00:34:56.480 --> 00:35:00.659
my first name at mylastname .com. I also want
00:35:00.659 --> 00:35:04.179
Michael to mention the Anavases Academy, where
00:35:04.179 --> 00:35:06.860
you started, where we started, which is where
00:35:06.860 --> 00:35:11.119
we provoke and engage. We have a lot of stuff
00:35:11.119 --> 00:35:17.139
and the membership could be, is $1 forever. And
00:35:17.139 --> 00:35:19.409
then the next level is something that... people
00:35:19.409 --> 00:35:22.670
have paid forward and sponsored folks. Because
00:35:22.670 --> 00:35:27.429
I believe that if I'm provoked and if I can put
00:35:27.429 --> 00:35:29.969
my own authentic self together, if I practice
00:35:29.969 --> 00:35:32.369
my entrepreneurship in the way I defined it,
00:35:32.449 --> 00:35:35.969
of realizing what I have and exchanging it for
00:35:35.969 --> 00:35:38.849
something better, we will live in a much better
00:35:38.849 --> 00:35:42.980
world. So I'd like to invite everybody and they
00:35:42.980 --> 00:35:46.219
can go there, anabasesacademy .org. They can
00:35:46.219 --> 00:35:48.659
listen to our wake -up calls. They could become
00:35:48.659 --> 00:35:51.760
a member. They can apply to be sponsored by clicking
00:35:51.760 --> 00:35:54.380
on sponsor me and somebody would pay for them.
00:35:54.559 --> 00:35:57.780
So let's get engaged. Let's provoke each other.
00:35:57.860 --> 00:36:00.960
And we say this is a learning platform. We learn
00:36:00.960 --> 00:36:02.920
from each other. I don't know. I don't have all
00:36:02.920 --> 00:36:05.599
the answers. I do not have. We at the Academy
00:36:05.599 --> 00:36:08.659
do not have a one, two, three solution for you.
00:36:09.480 --> 00:36:11.199
I'm not going to give you something that's going
00:36:11.199 --> 00:36:15.800
to make you a trillionaire tomorrow. But we'll
00:36:15.800 --> 00:36:19.179
together learn how to evolve and how to be better
00:36:19.179 --> 00:36:23.079
in our own authentic way. So that's a sustainable
00:36:23.079 --> 00:36:27.480
growth. It sounds fabulous. Sid, I can't begin
00:36:27.480 --> 00:36:30.519
to tell you how much I appreciate everything
00:36:30.519 --> 00:36:33.920
you've told me, taught me. And I hope to speak
00:36:33.920 --> 00:36:37.590
with you again soon. God bless. It was a pleasure.
00:36:37.670 --> 00:36:43.889
God bless you and all of your audience. Well,
00:36:43.929 --> 00:36:47.389
hold on, folks. Don't go anywhere. Let's hear
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from our sponsors. David Neal, co -founder Revved
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Henry is a global real estate agent with Century
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21, celebrating his 41st year in business. No
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matter where you're moving, Henry has the right
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connections for you. You can contact Henry at
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561 -427 -4888. A huge thank you to our guests
00:37:39.659 --> 00:37:43.469
for sharing such... insights today. And of course,
00:37:43.469 --> 00:37:46.409
a big shout out to you, our amazing listeners,
00:37:46.610 --> 00:37:49.329
for tuning in and spending your time with us.
00:37:49.550 --> 00:37:52.889
If you're interested in my digital courses, being
00:37:52.889 --> 00:37:55.610
coached or having me come and talk to your company,
00:37:55.869 --> 00:37:59.269
just go to Michael and fill out the request form.
00:37:59.789 --> 00:38:03.110
Remember, networking isn't about being perfect.
00:38:03.309 --> 00:38:06.389
It's about being present. So take what you've
00:38:06.389 --> 00:38:09.230
learned today, get out there and make some meaningful
00:38:09.230 --> 00:38:12.179
connections. If you've enjoyed this episode,
00:38:12.380 --> 00:38:15.320
please don't forget to subscribe. Leave us a
00:38:15.320 --> 00:38:17.940
review and share it with someone who could use
00:38:17.940 --> 00:38:21.059
a little networking inspiration. Let's keep the
00:38:21.059 --> 00:38:24.079
conversation going. You can find me on Apple,
00:38:24.199 --> 00:38:29.019
Spotify, Pandora, YouTube, or my website, foreman
00:38:29.019 --> 00:38:31.420
.com slash podcasts.
00:00:14.730 --> 00:00:18.390
Welcome to Networking Unleashed, Building Profitable
00:00:18.390 --> 00:00:21.750
Connections, the show where relationships become
00:00:21.750 --> 00:00:24.589
results and connections turn into opportunities.
00:00:25.149 --> 00:00:28.309
I'm your host, Michael Foreman, and today we're
00:00:28.309 --> 00:00:30.870
exploring the future of networking through the
00:00:30.870 --> 00:00:34.490
lens of education, entrepreneurship, and technology.
00:00:34.950 --> 00:00:39.810
My guest is at the forefront of Anabasis Academy's
00:00:39.810 --> 00:00:42.920
innovative approach to learning. blending leadership
00:00:42.920 --> 00:00:46.380
development with AI -driven tools to prepare
00:00:46.380 --> 00:00:49.759
the next generation of entrepreneurs. We'll dive
00:00:49.759 --> 00:00:52.320
into how emerging leaders can build meaningful
00:00:52.320 --> 00:00:55.420
networks, leverage technology without losing
00:00:55.420 --> 00:00:59.340
the human touch, and use relationships as the
00:00:59.340 --> 00:01:02.539
key driver for professional and personal growth.
00:01:03.209 --> 00:01:05.709
Whether a student, entrepreneur, or seasoned
00:01:05.709 --> 00:01:08.670
professional, this conversation will give you
00:01:08.670 --> 00:01:11.909
strategies to connect smarter, lead better, and
00:01:11.909 --> 00:01:15.189
grow faster. I'd like to welcome to the podcast,
00:01:15.530 --> 00:01:19.170
Sid. We had a little problem connecting, but
00:01:19.170 --> 00:01:22.150
we're all here now. And I'm welcoming you to
00:01:22.150 --> 00:01:24.609
the podcast. And would you please just give us
00:01:24.609 --> 00:01:26.900
a little bit about your background? Of course,
00:01:26.920 --> 00:01:29.099
it's great to be with you and your audience,
00:01:29.319 --> 00:01:32.420
Michael. And sometimes a little bit of a connection
00:01:32.420 --> 00:01:37.310
problem gives us more anticipation. So I'm happy
00:01:37.310 --> 00:01:39.769
to be here. In terms of background, I'll be pretty
00:01:39.769 --> 00:01:42.870
short because what I always believe is not me
00:01:42.870 --> 00:01:45.170
that counts, it's the audience and it's you.
00:01:45.870 --> 00:01:49.890
I'm an immigrant by background. I came to the
00:01:49.890 --> 00:01:53.349
States when I was 16, educated here in college,
00:01:53.549 --> 00:01:55.950
started my first company when I was in college.
00:01:56.329 --> 00:02:00.329
And then at some period of time, I was a partner
00:02:00.329 --> 00:02:03.269
of a consulting firm. I worked with very large
00:02:03.269 --> 00:02:05.769
organizations. Then I started my own firm and
00:02:05.769 --> 00:02:07.790
did turnarounds. We bought companies and sold
00:02:07.790 --> 00:02:10.969
them. Then started the other companies, mostly
00:02:10.969 --> 00:02:14.590
in technology. Bought four or five of them. A
00:02:14.590 --> 00:02:18.009
few worked and we sold the companies and a couple
00:02:18.009 --> 00:02:21.069
didn't work. And we learned a lot. And in the
00:02:21.069 --> 00:02:23.830
past 20 years, and you can see that I'm an old
00:02:23.830 --> 00:02:28.030
guy, I've been teaching at universities, both
00:02:28.030 --> 00:02:31.430
in engineering and business schools, and have
00:02:31.430 --> 00:02:34.210
been making investments in early stage companies.
00:02:34.270 --> 00:02:36.169
I was the president of Tech Coast Angels, which
00:02:36.169 --> 00:02:38.710
is the largest angel investment entity, had a
00:02:38.710 --> 00:02:41.770
venture fund, then sold the company and full
00:02:41.770 --> 00:02:45.069
circle to consulting as the strategic innovation
00:02:45.069 --> 00:02:48.530
leader for a very large advisory at 26. billion
00:02:48.530 --> 00:02:52.949
dollar advisory company. And now I do three or
00:02:52.949 --> 00:02:56.250
four things. One is I'm still teaching. Another
00:02:56.250 --> 00:02:58.789
is that I have a few books and I write a lot.
00:02:58.889 --> 00:03:01.370
If you search me, hundreds of articles. I'm old,
00:03:01.409 --> 00:03:05.090
so I'm very opinionated. I still serve on boards,
00:03:05.349 --> 00:03:08.310
corporate boards and make investments. And our
00:03:08.310 --> 00:03:12.650
latest venture is Anabasis Academy that you referred
00:03:12.650 --> 00:03:16.389
to, which is a fusing, a combination of mindfulness,
00:03:16.689 --> 00:03:20.099
awareness. and entrepreneurship because everything
00:03:20.099 --> 00:03:23.759
begins in your mind and we're all unique so we
00:03:23.759 --> 00:03:26.400
have to find that authentic way of of making
00:03:26.400 --> 00:03:31.460
progress so that's me outstanding outstanding
00:03:31.460 --> 00:03:33.639
and i'm sure you could have gone on for another
00:03:33.639 --> 00:03:36.479
half an hour just tell me about your background
00:03:36.479 --> 00:03:40.259
because it is so vast but okay so let's jump
00:03:40.259 --> 00:03:44.460
right into the questions how does the new approach
00:03:44.460 --> 00:03:47.889
at Anabasis? Am I saying that correctly? Yeah,
00:03:47.949 --> 00:03:51.849
Anabasis. Anabasis, by the way, Ana is a Latin
00:03:51.849 --> 00:03:56.509
word meaning moving up, move up. And basis is
00:03:56.509 --> 00:03:59.789
obviously the base. So Anabasis is moving the
00:03:59.789 --> 00:04:03.430
base up. Okay. See, I learn something new every
00:04:03.430 --> 00:04:07.629
day. How does the new approach at Anabasis Academy
00:04:07.629 --> 00:04:10.849
prepare students to build meaningful professional
00:04:10.849 --> 00:04:17.480
networks from an early stage? First, I've got
00:04:17.480 --> 00:04:20.480
to explain how the world works now because it's
00:04:20.480 --> 00:04:23.259
important. Before I can say, hey, this is how
00:04:23.259 --> 00:04:26.660
it's different. In terms of education, whether
00:04:26.660 --> 00:04:31.819
it's students at colleges or folks that are going
00:04:31.819 --> 00:04:33.879
through management training, leadership training,
00:04:34.060 --> 00:04:37.819
or even motivational stuff, everything that you
00:04:37.819 --> 00:04:41.879
could see out there. based on a lot of how -tos.
00:04:41.980 --> 00:04:43.899
That's, I'm going to give you a skill, and I'm
00:04:43.899 --> 00:04:45.439
going to give you four things, and then you're
00:04:45.439 --> 00:04:47.519
going to follow these four things, and you're
00:04:47.519 --> 00:04:51.000
going to get to nirvana, okay? So if you go at
00:04:51.000 --> 00:04:53.220
school, when we go to school, they give us a
00:04:53.220 --> 00:04:56.500
lot of stuff to memorize, and then repeat those
00:04:56.500 --> 00:04:59.839
in circular formats whenever we face those situations.
00:04:59.860 --> 00:05:03.259
Do these five things, and it's going to work.
00:05:04.139 --> 00:05:07.339
What that does, it's very good at increasing
00:05:07.339 --> 00:05:10.779
productivity. Because I'm getting you to do the
00:05:10.779 --> 00:05:14.480
same thing over and over. But it's not necessarily
00:05:14.480 --> 00:05:19.379
relevant or conducive to innovation and creativity.
00:05:19.980 --> 00:05:23.800
Now, we are in a world, if you look at the AI
00:05:23.800 --> 00:05:26.019
stuff that's happening, look at everything around
00:05:26.019 --> 00:05:31.339
us, that we're at a transition point. We're at
00:05:31.339 --> 00:05:34.560
a transition point. And our evolution as human
00:05:34.560 --> 00:05:38.300
beings is moving towards... creativity and innovation,
00:05:38.579 --> 00:05:42.920
as opposed to tasks. The tasks, even the programming
00:05:42.920 --> 00:05:45.980
stuff AI is doing. So the tasks can be done by
00:05:45.980 --> 00:05:48.339
somebody else. You don't need a how to follow
00:05:48.339 --> 00:05:52.160
these seven steps and do this. And by the way,
00:05:52.180 --> 00:05:56.339
they say practical advice to do A, B, or C, or
00:05:56.339 --> 00:05:59.199
become a trillionaire. Those practical advice
00:05:59.199 --> 00:06:03.120
are practical for who? Because you and I are
00:06:03.120 --> 00:06:05.600
different. I'm an introvert, you're an extrovert.
00:06:05.699 --> 00:06:08.160
I grew up in this place, you grew up in that
00:06:08.160 --> 00:06:10.300
place. You went to the military, I never did.
00:06:10.839 --> 00:06:12.720
There's so many different, there are 8 billion
00:06:12.720 --> 00:06:15.120
people on our planet, no two people are the same.
00:06:15.699 --> 00:06:19.279
So what does that mean to be practical? It just
00:06:19.279 --> 00:06:23.220
doesn't make any sense. So the idea is, yes,
00:06:23.279 --> 00:06:25.639
it's good to learn from others. There's a thousand
00:06:25.639 --> 00:06:28.480
books out there, a hundred thousand maybe on
00:06:28.480 --> 00:06:32.180
leadership. No two leaders are the same. No two
00:06:32.180 --> 00:06:34.779
situations to apply your leadership is the same.
00:06:35.360 --> 00:06:39.040
So it's how do you look at these skills and become
00:06:39.040 --> 00:06:43.240
skillful, which is different. It's how do I use
00:06:43.240 --> 00:06:49.180
my entirety to be able to do that. Now, so Animations
00:06:49.180 --> 00:06:52.740
Academy is about provoking you. It's not about,
00:06:52.899 --> 00:06:55.879
it doesn't think that your mind is like a vase
00:06:55.879 --> 00:06:59.300
or another container. We don't want to put more
00:06:59.300 --> 00:07:02.939
water in your mind, if you would. We want to
00:07:02.939 --> 00:07:06.519
be able to ignite a fire because the belief is
00:07:06.519 --> 00:07:10.180
you have all capabilities in terms of building.
00:07:10.240 --> 00:07:13.160
We're all built to create better, Michael. We're
00:07:13.160 --> 00:07:15.839
all built. It's in our DNA. We're not just here
00:07:15.839 --> 00:07:18.779
to survive. We're here to be better. We all want
00:07:18.779 --> 00:07:22.759
to do that. The trick is to provoke folks and
00:07:22.759 --> 00:07:26.689
engage folks. To be able to activate the part,
00:07:26.790 --> 00:07:29.790
which is about being aware of your decisions,
00:07:30.009 --> 00:07:32.189
being aware of the surroundings, being aware.
00:07:32.730 --> 00:07:35.529
Because if you're aware, you make better decisions.
00:07:36.910 --> 00:07:41.290
Absolutely correct. That goes hand in hand, of
00:07:41.290 --> 00:07:44.250
course, with the networking, which I'm all about.
00:07:44.470 --> 00:07:48.089
You have to be aware of your opportunities, have
00:07:48.089 --> 00:07:50.769
to be aware of the people. As long as you're
00:07:50.769 --> 00:07:53.730
aware, you can talk with anybody, speak with
00:07:53.730 --> 00:07:57.939
anybody. Correct. So this is a very good segment
00:07:57.939 --> 00:08:01.180
or way to connect it to what your focus is, which
00:08:01.180 --> 00:08:04.540
is the networking. A lot of people want to network
00:08:04.540 --> 00:08:08.579
to sell something. I have this. I want to give
00:08:08.579 --> 00:08:11.339
it to you. But let's think this for a minute.
00:08:11.439 --> 00:08:14.319
Let's think about this for a minute. Do you really
00:08:14.319 --> 00:08:19.939
sell or do people buy? People love to buy, but
00:08:19.939 --> 00:08:23.279
they hate to be sold to. Yeah, they love to buy
00:08:23.279 --> 00:08:26.399
based on their own decisions. So who makes the
00:08:26.399 --> 00:08:30.139
decision at the end? Not you as a salesman, not
00:08:30.139 --> 00:08:33.399
you as a founder, not you as... They make the
00:08:33.399 --> 00:08:38.519
decision. They, for their own reasons. In a networking
00:08:38.519 --> 00:08:40.799
environment, I'm not there to sell. I'm there
00:08:40.799 --> 00:08:44.980
to understand the reasons why they would buy,
00:08:45.139 --> 00:08:48.980
why they would engage. Why is it that how can
00:08:48.980 --> 00:08:52.269
I satisfy... What they're looking for. How can
00:08:52.269 --> 00:08:54.850
I provide the value? Because I don't have that
00:08:54.850 --> 00:08:58.549
decision. They have that decision. Now, it's
00:08:58.549 --> 00:09:01.929
the same thing about your employees. You know,
00:09:01.950 --> 00:09:05.049
we think networking is about outside. Networking
00:09:05.049 --> 00:09:08.610
is creating a network that produces a better
00:09:08.610 --> 00:09:13.029
result than an individual. A network is an ecosystem
00:09:13.029 --> 00:09:18.289
that creates collectively a better outcome. So
00:09:18.289 --> 00:09:22.820
if you apply the same idea, Hey, my employees,
00:09:23.200 --> 00:09:26.919
they decide if they give me productivity or not.
00:09:26.980 --> 00:09:29.120
I don't decide how much productivity they give
00:09:29.120 --> 00:09:32.320
me. I don't decide at 8 o 'clock at night or
00:09:32.320 --> 00:09:34.720
10 o 'clock at night or 4 o 'clock in the afternoon.
00:09:34.820 --> 00:09:36.720
They're really thinking about doing something
00:09:36.720 --> 00:09:39.399
innovative or doing something better. They decide.
00:09:40.320 --> 00:09:45.240
So if I realize that, then I have created a network
00:09:45.240 --> 00:09:51.159
that is based on reasons. That drive decisions.
00:09:51.519 --> 00:09:54.320
The same applies to your investors. The same
00:09:54.320 --> 00:09:57.580
applies to your partners in business and actually
00:09:57.580 --> 00:09:59.960
to the community that you thrive in. Does that
00:09:59.960 --> 00:10:02.259
make sense? It makes perfect sense. It makes
00:10:02.259 --> 00:10:05.500
perfect sense. Depending on who you are, it depends
00:10:05.500 --> 00:10:08.740
on what angle you're looking at it from. It's
00:10:08.740 --> 00:10:11.019
all the same problem. It's all the same outcome.
00:10:11.440 --> 00:10:13.720
You're just looking at it from a different way.
00:10:13.820 --> 00:10:16.379
Absolutely. And that's fantastic. I never thought
00:10:16.379 --> 00:10:18.779
about it that way. Let me go on. People, people,
00:10:18.879 --> 00:10:21.620
usually this is the thing. If you really listen
00:10:21.620 --> 00:10:23.700
to what I've been talking about and writing stuff,
00:10:23.759 --> 00:10:26.720
this is really not rocket science. No, it's not.
00:10:27.159 --> 00:10:31.320
Life is not rocket science. We make it all this
00:10:31.320 --> 00:10:35.139
rigmarole in order to have these 17 layers and
00:10:35.139 --> 00:10:38.259
then charge people to do this. We make it this
00:10:38.259 --> 00:10:40.240
complicated thing. It's actually pretty simple.
00:10:40.620 --> 00:10:45.289
No, I coach. I coach many people. And I go and
00:10:45.289 --> 00:10:47.809
I speak on different stages in different companies.
00:10:48.110 --> 00:10:51.129
And I tell them all, it's not rocket science.
00:10:51.529 --> 00:10:55.809
It's all common sense. And really, the 20 -somethings,
00:10:55.809 --> 00:10:58.269
the 30 -somethings, they've never heard this
00:10:58.269 --> 00:11:00.990
before. They haven't been taught this. But the
00:11:00.990 --> 00:11:04.250
older people, the older, the 40s, 50s, or even
00:11:04.250 --> 00:11:06.490
60s, they say, oh, yeah, I've heard of that.
00:11:06.570 --> 00:11:09.389
I don't do it, but I've heard of it. But it's
00:11:09.389 --> 00:11:13.960
all common sense. Okay. So. What role does networking
00:11:13.960 --> 00:11:17.220
play in entrepreneurship and how can aspiring
00:11:17.220 --> 00:11:23.340
founders leverage it effectively? So I talk about
00:11:23.340 --> 00:11:26.139
a few things. An entrepreneur, first of all,
00:11:26.159 --> 00:11:28.200
we have to build our own entrepreneurial philosophy,
00:11:28.580 --> 00:11:31.820
each one of us. And by the way, entrepreneurship
00:11:31.820 --> 00:11:34.799
by actual definition, I'm not making this up.
00:11:34.899 --> 00:11:39.659
This word was defined in the 1700s. That is over
00:11:39.659 --> 00:11:43.419
300 years ago. An entrepreneur is someone who
00:11:43.419 --> 00:11:48.059
has something, who wishes to exchange it with
00:11:48.059 --> 00:11:50.559
something of higher value, knowing that there
00:11:50.559 --> 00:11:54.080
is risk. That means you have something. This
00:11:54.080 --> 00:11:56.700
could be your idea. It could be your talents.
00:11:56.980 --> 00:12:00.019
It could be you're a basketball player or you're
00:12:00.019 --> 00:12:02.539
a good musician or you have a product that you
00:12:02.539 --> 00:12:05.840
build. You have something. And you want to exchange
00:12:05.840 --> 00:12:10.200
it with something of higher value. you have this
00:12:10.200 --> 00:12:13.259
you want to give it to somebody else knowing
00:12:13.259 --> 00:12:15.840
that there is risk you may have this you may
00:12:15.840 --> 00:12:18.620
not necessarily get what you want to get okay
00:12:18.620 --> 00:12:22.659
so we with that definition we all have this entrepreneurial
00:12:22.659 --> 00:12:25.039
ability regardless of where you are the seven
00:12:25.039 --> 00:12:27.279
seven year old child that you have who wants
00:12:27.279 --> 00:12:30.139
to get an ice cream they're experiencing their
00:12:30.139 --> 00:12:33.990
entrepreneurship okay The mother who goes out
00:12:33.990 --> 00:12:37.669
and works all day and makes $12 an hour and brings
00:12:37.669 --> 00:12:40.669
that to their kid to go to Disneyland on vacation.
00:12:40.769 --> 00:12:44.409
And Elon Musk is experiencing the entrepreneur.
00:12:44.669 --> 00:12:48.129
So let's take that as a no. The question is,
00:12:48.190 --> 00:12:50.169
how can you experience that entrepreneur? How
00:12:50.169 --> 00:12:53.509
can you practice it? You can define what you
00:12:53.509 --> 00:12:56.570
have. You can define what is of higher value
00:12:56.570 --> 00:12:58.909
to you. But from here to there, there's risk.
00:12:59.389 --> 00:13:01.710
From here to there. So how do you accomplish
00:13:01.710 --> 00:13:05.549
this? You cannot accomplish this without an ecosystem.
00:13:06.070 --> 00:13:11.409
Period. Because people buy stuff from you. People
00:13:11.409 --> 00:13:14.909
work for you. People give you money and investment.
00:13:15.350 --> 00:13:18.149
People partner with you. And you live within
00:13:18.149 --> 00:13:20.169
a society. These are the five pillars of the
00:13:20.169 --> 00:13:23.330
way. Without these five, you're not practicing
00:13:23.330 --> 00:13:27.009
entrepreneurship as it's defined in any way possible.
00:13:27.250 --> 00:13:32.399
Whether it's at home. Or in a business. So an
00:13:32.399 --> 00:13:36.639
ecosystem, a network is a must -have. Okay? A
00:13:36.639 --> 00:13:39.039
network is an ecosystem. That's good. I'm going
00:13:39.039 --> 00:13:41.940
to steal that from you, if you don't mind. No
00:13:41.940 --> 00:13:45.039
problem. Okay. Let's switch it to AI a little
00:13:45.039 --> 00:13:49.639
bit. AI is reshaping industries. How can professionals
00:13:49.639 --> 00:13:54.460
use AI to enhance, not replace, genuine relationship
00:13:54.460 --> 00:14:01.179
building? This is a very, it's a very obviously
00:14:01.179 --> 00:14:04.740
topical question of the day because everywhere,
00:14:05.039 --> 00:14:09.600
yes, there are numerous studies that says that
00:14:09.600 --> 00:14:12.220
by 2030, we're going to lose in the world somewhere
00:14:12.220 --> 00:14:17.419
around 800 ,000 or 500 ,000 jobs that are completely
00:14:17.419 --> 00:14:19.559
going to be gone. And if you think about it,
00:14:19.600 --> 00:14:23.860
that's about one, about a few percentage point
00:14:23.860 --> 00:14:27.240
of the total jobs available. So it is a challenge.
00:14:27.679 --> 00:14:32.639
Now, most of the things that are out there, there's
00:14:32.639 --> 00:14:36.379
a lot of noise out there. Everybody there tries
00:14:36.379 --> 00:14:39.879
to, oh, let's do an LLM and a JTPT or whatever.
00:14:40.120 --> 00:14:45.059
And mostly are focused on productivity. Mostly
00:14:45.059 --> 00:14:48.419
are focused on productivity. Meaning, here's
00:14:48.419 --> 00:14:51.440
what I'm doing. Let me do this faster. But remember,
00:14:51.620 --> 00:14:56.179
if you do things faster, let's say. Just as an
00:14:56.179 --> 00:14:58.299
example, let's say we have a production system.
00:14:58.539 --> 00:15:01.700
We make these cups and we make 10 of them an
00:15:01.700 --> 00:15:05.779
hour. But out of 10, one is faulty. It's broken.
00:15:06.279 --> 00:15:09.519
Now, if I just do this faster, I would do 100
00:15:09.519 --> 00:15:15.340
an hour, but I will have more errors. Productivity
00:15:15.340 --> 00:15:18.539
in terms of replicating what you're doing doesn't
00:15:18.539 --> 00:15:22.019
necessarily mean that you got better. Now, there's
00:15:22.019 --> 00:15:25.370
multiple tools now if you want to look at. capturing
00:15:25.370 --> 00:15:27.909
people to come into your network if you call
00:15:27.909 --> 00:15:32.529
it emailing stuff or but if the content if the
00:15:32.529 --> 00:15:34.950
way you communicate you don't meet the reasons
00:15:34.950 --> 00:15:39.210
it doesn't matter how fast you do it it really
00:15:39.210 --> 00:15:42.090
doesn't matter how fast you do it so it depends
00:15:42.090 --> 00:15:45.210
on how well you do it correct how so if you're
00:15:45.210 --> 00:15:50.889
doing it well you could use tools to do it well
00:15:51.879 --> 00:15:54.779
If you're not doing it well, just getting somebody
00:15:54.779 --> 00:15:56.899
else's practical one, two, three doesn't make
00:15:56.899 --> 00:15:59.919
you. Like goes back to the old saying of garbage
00:15:59.919 --> 00:16:03.340
in, garbage out. Yeah. So you put garbage in
00:16:03.340 --> 00:16:06.240
and you want to make it go faster. That's great.
00:16:06.340 --> 00:16:09.360
But garbage out. Correct. But here's the thing.
00:16:09.440 --> 00:16:11.779
Here's the thing, Michael. This is the interesting
00:16:11.779 --> 00:16:15.320
part. We have so much noise and people trying
00:16:15.320 --> 00:16:19.649
to sell things to people out there. So much noise
00:16:19.649 --> 00:16:22.730
of how to do... You get my point about I'm against
00:16:22.730 --> 00:16:25.129
this how -to business. Everybody's trying to
00:16:25.129 --> 00:16:27.309
how -to this, how -to that and charge people
00:16:27.309 --> 00:16:29.450
for doing the how -to this or how -to that. If
00:16:29.450 --> 00:16:33.049
somebody else is doing it and you just copy it,
00:16:33.090 --> 00:16:35.389
it's not authentic. It's not you. And people
00:16:35.389 --> 00:16:39.750
will see through that. Yes, they will. Because
00:16:39.750 --> 00:16:42.730
you're not being authentic. You're not being...
00:16:42.730 --> 00:16:45.830
You're somebody else trying to be doing this.
00:16:46.679 --> 00:16:49.519
Hey, a copy of a copy is just not as good as
00:16:49.519 --> 00:16:52.960
the genuine thing. No, it's not. Okay, let me
00:16:52.960 --> 00:16:57.000
go on. From your perspective, what leadership
00:16:57.000 --> 00:17:00.519
qualities make someone naturally magnetic in
00:17:00.519 --> 00:17:06.920
networking situations? Listening. Very good.
00:17:07.019 --> 00:17:11.529
Very important. Active listening. Go ahead. Listening.
00:17:11.650 --> 00:17:15.029
Listening to learn. Not listening to empathize.
00:17:15.069 --> 00:17:19.490
I want to emphasize that. Because there is a
00:17:19.490 --> 00:17:22.750
lot of hoopla. Oh, you listen to empathize with
00:17:22.750 --> 00:17:26.450
people. No, I listen to learn. So I improve my
00:17:26.450 --> 00:17:29.910
own decisions. This is a very selfish act. I'm
00:17:29.910 --> 00:17:32.910
not listening to respect others. It does do that.
00:17:33.109 --> 00:17:37.299
But it's a side effect of things. I am listening
00:17:37.299 --> 00:17:40.700
because they have their own reasons. And if I
00:17:40.700 --> 00:17:43.759
know their reason, I can be a better sales guy.
00:17:43.839 --> 00:17:46.420
I can deliver better value. I'm listening because
00:17:46.420 --> 00:17:49.500
they are giving me information that makes my
00:17:49.500 --> 00:17:53.420
life better. I can make decisions better. I'm
00:17:53.420 --> 00:17:56.440
not listening to reply. I'm not listening to
00:17:56.440 --> 00:18:02.099
empathize. I'm listening to learn. You're a problem
00:18:02.099 --> 00:18:06.009
solver. OK, so if someone has a problem, you
00:18:06.009 --> 00:18:09.009
have the solution. You're getting to that. But
00:18:09.009 --> 00:18:11.589
you can't get to that unless you first find out
00:18:11.589 --> 00:18:15.109
what the problem is. So by active listening,
00:18:15.369 --> 00:18:17.789
you're listening to them. And of course, when
00:18:17.789 --> 00:18:21.309
you respond, sort of what they said to you so
00:18:21.309 --> 00:18:23.829
that they know that you were listening to them.
00:18:24.490 --> 00:18:29.160
It's a whole big thing, but it works. OK. How
00:18:29.160 --> 00:18:32.680
can young professionals or students strategically
00:18:32.680 --> 00:18:36.579
network to open doors in entrepreneurship and
00:18:36.579 --> 00:18:43.059
innovation? Very good question. So this may vary
00:18:43.059 --> 00:18:46.720
from most people's perspective. There's two ways
00:18:46.720 --> 00:18:52.519
of looking at it. I have this product or I have
00:18:52.519 --> 00:18:55.539
this mission. I want to be X, Y, Z. And then
00:18:55.539 --> 00:18:58.940
I begin to find everybody in that environment
00:18:58.940 --> 00:19:01.220
and then send them emails and do this and do
00:19:01.220 --> 00:19:04.099
that and blast them with LinkedIn stuff and whatever
00:19:04.099 --> 00:19:06.440
to create this thing. And I show up at every
00:19:06.440 --> 00:19:11.880
meeting everywhere now. That is like taking a
00:19:11.880 --> 00:19:17.519
shotgun and trying to hit a mosquito. Okay. For
00:19:17.519 --> 00:19:19.779
multiple reasons, it doesn't work because A,
00:19:19.960 --> 00:19:25.579
you can't do that at scale and be genuine. Okay.
00:19:25.900 --> 00:19:28.859
So, yes, it's like having friends on Facebook.
00:19:29.359 --> 00:19:32.720
I have, I don't know, 15 ,000 people on LinkedIn
00:19:32.720 --> 00:19:37.220
or 10 ,000 people on Facebook. I do. But how
00:19:37.220 --> 00:19:39.220
many of them are really my friends? If I have
00:19:39.220 --> 00:19:43.640
a problem, who would come to my assistance? Nobody.
00:19:43.980 --> 00:19:47.279
So there is this idea that if I have a broad
00:19:47.279 --> 00:19:51.640
network of people, that would funnel down to
00:19:51.640 --> 00:19:54.920
something. funneling down to something, says,
00:19:55.019 --> 00:19:57.480
I'm going to go as many as possible. And then,
00:19:57.579 --> 00:20:01.200
okay, I only need two people to make my business
00:20:01.200 --> 00:20:06.059
work. So what happens is you waste a lot of time
00:20:06.059 --> 00:20:08.799
over here. You're not genuine. They understand
00:20:08.799 --> 00:20:11.240
that you're not genuine. And then you may get
00:20:11.240 --> 00:20:14.299
to two people. Now, entrepreneurship is not luck.
00:20:16.980 --> 00:20:19.779
People say entrepreneurship is about risk takers.
00:20:19.799 --> 00:20:23.640
Risk takers are in Las Vegas. entrepreneurs are
00:20:23.640 --> 00:20:27.599
risk navigators. How do you navigate risk? By
00:20:27.599 --> 00:20:30.299
being attentive, network with people, not because
00:20:30.299 --> 00:20:32.059
you want to get something out of them, because
00:20:32.059 --> 00:20:35.740
you want to give something to them. And when
00:20:35.740 --> 00:20:39.079
you do that, and you're genuine about it, those
00:20:39.079 --> 00:20:43.720
build relationships that are rooted in trust.
00:20:43.819 --> 00:20:48.410
And those trust -worthy relationships Or the
00:20:48.410 --> 00:20:51.549
network that's going to prosper. When networking,
00:20:51.710 --> 00:20:56.190
there's really a whole, there's a mantra. If
00:20:56.190 --> 00:20:57.890
they know you, if they like you, if they trust
00:20:57.890 --> 00:21:00.750
you, they'll do business with you. But when you
00:21:00.750 --> 00:21:04.170
go into a networking event or networking with
00:21:04.170 --> 00:21:07.490
a person, you're looking to give, not to receive.
00:21:07.829 --> 00:21:10.529
That's exactly right. You're always looking to
00:21:10.529 --> 00:21:13.069
give because the more you give, the more that
00:21:13.069 --> 00:21:16.079
they will respect you. But also they will turn
00:21:16.079 --> 00:21:19.519
around and want to give you something. But you're
00:21:19.519 --> 00:21:21.759
not going to ask for it. You're going to sit
00:21:21.759 --> 00:21:24.579
there and say, how can I help you? How can I
00:21:24.579 --> 00:21:28.460
make you more successful? Because they make,
00:21:28.500 --> 00:21:30.660
at the end, because they make every decision.
00:21:30.799 --> 00:21:33.819
This is a fundamentally different way of looking
00:21:33.819 --> 00:21:38.819
at business. I don't make decisions. They make
00:21:38.819 --> 00:21:42.970
decisions. Absolutely. They make decisions. So
00:21:42.970 --> 00:21:45.730
I have to understand why they're making that
00:21:45.730 --> 00:21:48.109
decision. Yes, at some point, I have to make
00:21:48.109 --> 00:21:50.410
a decision to get engaged or not to get engaged.
00:21:50.589 --> 00:21:53.670
I do have to do that, right? But it is their
00:21:53.670 --> 00:21:57.670
decision that gives me money, that gives me prosperity,
00:21:58.049 --> 00:22:00.730
that gives me connections, that gives me help.
00:22:00.829 --> 00:22:05.549
It's their decision. It's not my decision. Absolutely.
00:22:06.230 --> 00:22:10.069
Okay, so... Are there common networking mistakes
00:22:10.069 --> 00:22:13.910
among founders or leaders and how can they avoid
00:22:13.910 --> 00:22:20.970
them? I'm going to go back almost 40 years. There
00:22:20.970 --> 00:22:25.299
was a guy. And he had a beard. We used to call
00:22:25.299 --> 00:22:29.759
him H -Beard. He used to study. I went to USC,
00:22:29.960 --> 00:22:33.319
University of Southern California. And he was
00:22:33.319 --> 00:22:37.000
4 .0 all the way. He was a very smart guy, a
00:22:37.000 --> 00:22:39.000
genius, super genius, whatever you want to call
00:22:39.000 --> 00:22:40.519
it. And he had a beard. That's why we called
00:22:40.519 --> 00:22:43.359
him H -Beard. And I remember in those days there
00:22:43.359 --> 00:22:46.500
were discotheques that people would go to. You
00:22:46.500 --> 00:22:49.440
may remember those days, but a lot of your audience
00:22:49.440 --> 00:22:54.119
may not. I remember discotheques. I'm 63. Yeah.
00:22:54.140 --> 00:22:57.819
So I remember. We used to go there. We were college
00:22:57.819 --> 00:23:00.319
kids, so we would go there. And then one night,
00:23:00.400 --> 00:23:04.039
I noticed this guy came in the door. I was already
00:23:04.039 --> 00:23:05.960
there having a drink, and he came in the door,
00:23:05.980 --> 00:23:09.000
and he went and he started asking girls, would
00:23:09.000 --> 00:23:12.829
you like to dance? And then move on. Would you
00:23:12.829 --> 00:23:15.069
like to dance? And then move on. I said, hey,
00:23:15.170 --> 00:23:18.369
what are you doing? He said, on the average,
00:23:18.509 --> 00:23:21.450
I have done the analysis. I get 22 no's before
00:23:21.450 --> 00:23:24.069
I get to a yes. I like to get the no's out of
00:23:24.069 --> 00:23:29.170
the way. So one big mistake is people go to these
00:23:29.170 --> 00:23:33.309
meetings and they think that I'm a good networker.
00:23:33.329 --> 00:23:35.390
So they go to people, to people, to people. Hello,
00:23:35.509 --> 00:23:36.930
how are you? Okay, thank you very much. Okay,
00:23:36.990 --> 00:23:39.009
let me get a card. Okay, so what did you accomplish?
00:23:39.390 --> 00:23:41.940
Nothing. You have a card and now you're trying
00:23:41.940 --> 00:23:44.859
to email the guy somehow or another and have
00:23:44.859 --> 00:23:48.220
a conversation with him. Okay, you have a conversation
00:23:48.220 --> 00:23:55.079
now. So it's this idea that volume, quantity
00:23:55.079 --> 00:24:00.160
is more important than the quality. I used to
00:24:00.160 --> 00:24:03.299
be in the mortgage industry and I would go to
00:24:03.299 --> 00:24:06.220
networking events. I'd come home with a shoebox
00:24:06.220 --> 00:24:09.549
filled with business cards. I'd say, look how
00:24:09.549 --> 00:24:13.890
good I did. Yeah. It's so completely wrong that
00:24:13.890 --> 00:24:17.930
it's unbelievable. So now when I coach or when
00:24:17.930 --> 00:24:21.630
I do a workshop or anything else, I tell you,
00:24:21.650 --> 00:24:23.190
say, look, if you go to a three or four hour
00:24:23.190 --> 00:24:26.869
event, come home with about 15, maybe 20 business
00:24:26.869 --> 00:24:30.410
cards. And that's because you are creating that
00:24:30.410 --> 00:24:34.029
relationship with them. And you actually have
00:24:34.029 --> 00:24:36.970
something to speak about during your follow up.
00:24:37.210 --> 00:24:39.690
Because your follow -up is so much more important
00:24:39.690 --> 00:24:43.190
than meeting the person. Correct. Correct. So
00:24:43.190 --> 00:24:45.190
here's the thing. And this is the other mistake.
00:24:45.450 --> 00:24:47.569
They talk to people. I've seen this. And people
00:24:47.569 --> 00:24:49.549
come to me. And they immediately, within the
00:24:49.549 --> 00:24:51.569
first 30 seconds, they're trying to sell me something.
00:24:51.809 --> 00:24:55.250
I'm in the business of this. Are you interested
00:24:55.250 --> 00:24:57.869
in this? Not really. Okay. Thank you very much.
00:24:57.990 --> 00:25:01.150
Okay. So first of all, I don't know who the hell
00:25:01.150 --> 00:25:04.930
you are. Secondly, you don't know who I am. So
00:25:04.930 --> 00:25:08.009
why would I need? what you have and for what
00:25:08.009 --> 00:25:10.970
purpose there is no trust there is no relationship
00:25:10.970 --> 00:25:13.349
there's no this is not you're not selling toilet
00:25:13.349 --> 00:25:15.950
papers that i'm going to ralphs and pick it up
00:25:15.950 --> 00:25:19.450
because i've got to go to the restroom so the
00:25:19.450 --> 00:25:25.509
idea of knowing each other is more important
00:25:25.509 --> 00:25:30.190
than selling something there goes the relationship
00:25:30.190 --> 00:25:34.670
part of the equation i've gone from transactional
00:25:35.690 --> 00:25:41.430
to a relationship -based meeting. If you create
00:25:41.430 --> 00:25:44.210
that relationship, then you'll go much further.
00:25:44.789 --> 00:25:49.430
Okay, so how can someone balance tech -driven
00:25:49.430 --> 00:25:53.170
efficiency like AI tools with the human touch
00:25:53.170 --> 00:25:59.130
required for authentic networking? So what I
00:25:59.130 --> 00:26:03.250
always say about AI is don't delegate your imagination
00:26:03.250 --> 00:26:08.180
to AI. Okay? Don't delegate your imagination.
00:26:09.059 --> 00:26:11.500
Meaning, you have a lot of people now. Everything
00:26:11.500 --> 00:26:15.039
they want to do, they go to chat GPT. Some problems
00:26:15.039 --> 00:26:17.880
are that people have committed suicide because
00:26:17.880 --> 00:26:20.740
they go to chat GPT and use it as a psychologist.
00:26:22.099 --> 00:26:26.559
Okay, that's it. Because, so they, some people,
00:26:26.660 --> 00:26:31.759
want the machine to tell them what to do. Okay,
00:26:31.819 --> 00:26:33.599
because we are trained in this. Remember that
00:26:33.599 --> 00:26:35.740
go back to our original, the conversation that
00:26:35.740 --> 00:26:38.259
we started with. It's this educational thing
00:26:38.259 --> 00:26:41.160
that we're used to this, tell me what to do.
00:26:41.240 --> 00:26:43.839
And if I'm good at following orders, I should
00:26:43.839 --> 00:26:47.140
get something at the other end. So this is now
00:26:47.140 --> 00:26:50.019
a machine telling us what to do. Okay, call,
00:26:50.140 --> 00:26:52.400
I'll do this thing. Here's the email, send these
00:26:52.400 --> 00:26:55.279
three emails. Guess what? They gave exactly the
00:26:55.279 --> 00:26:59.369
same, this machine. is giving exactly the same
00:26:59.369 --> 00:27:04.049
advice to about a thousand, if not 10 ,000 other
00:27:04.049 --> 00:27:08.509
people who are asking it about networking. So
00:27:08.509 --> 00:27:10.910
all those people out there are going to get emails
00:27:10.910 --> 00:27:13.750
that looks exactly the same like everybody else.
00:27:13.990 --> 00:27:19.130
So you just lost your edge. Absolutely. Don't
00:27:19.130 --> 00:27:25.069
confuse efficiency with effectiveness. Effectiveness.
00:27:25.720 --> 00:27:29.400
comes from you and who you are and what you bring
00:27:29.400 --> 00:27:32.880
to the table, how trustworthy you are, how you
00:27:32.880 --> 00:27:36.299
listen, how you address problems, how you build
00:27:36.299 --> 00:27:40.160
relationships. That's effectiveness. Efficiency
00:27:40.160 --> 00:27:45.539
is how quickly you do it. Absolutely. And it's
00:27:45.539 --> 00:27:48.240
a choice that people have to make. It's a conscious
00:27:48.240 --> 00:27:51.579
choice. It's a conscious choice, but you have
00:27:51.579 --> 00:27:56.210
to train yourself or themselves. To do it the
00:27:56.210 --> 00:27:59.029
right way, because when I said I went to the
00:27:59.029 --> 00:28:01.130
school of hard knocks, I did everything the wrong
00:28:01.130 --> 00:28:05.190
way because I have to train. I had to train myself
00:28:05.190 --> 00:28:09.829
to do things the right way. And once I train
00:28:09.829 --> 00:28:13.789
myself and doing things the right way, then I
00:28:13.789 --> 00:28:17.009
was successful. I think the key word there that
00:28:17.009 --> 00:28:20.210
I want to emphasize is I have to train myself
00:28:20.210 --> 00:28:25.390
based on who you are. I am a horrible networker,
00:28:25.390 --> 00:28:27.549
I'll be very honest. I'll go into, you put me
00:28:27.549 --> 00:28:30.450
in a room with three people, four people, I'm
00:28:30.450 --> 00:28:33.609
very effective. Because I can build relationships.
00:28:34.009 --> 00:28:36.869
You put me in a room with 200 people, I'm very
00:28:36.869 --> 00:28:42.769
ineffective. You got to know who you are. So
00:28:42.769 --> 00:28:45.450
my objective is when I go there, is to find four
00:28:45.450 --> 00:28:49.990
people. Not 25, not 15. My objective is to find...
00:28:50.140 --> 00:28:53.539
a good conversation because i know i'm horrible
00:28:53.539 --> 00:28:55.960
at getting this thing i'm going to fail at the
00:28:55.960 --> 00:29:00.700
end so my success is can i find a friend i'm
00:29:00.700 --> 00:29:04.059
here for two hours can i find somebody to have
00:29:04.059 --> 00:29:06.599
a good conversation and learn with and trust
00:29:06.599 --> 00:29:10.440
with and i'm looking for how can i help as opposed
00:29:10.440 --> 00:29:14.940
to taking business cards but that's me my point
00:29:14.940 --> 00:29:18.160
is you have to find your authentic approach Yeah,
00:29:18.180 --> 00:29:22.180
that's you, but that is the correct way in order
00:29:22.180 --> 00:29:26.299
to network in today's environment. So by you
00:29:26.299 --> 00:29:30.079
going there and wanting to connect with somebody,
00:29:30.140 --> 00:29:32.299
become friends with somebody, that's building
00:29:32.299 --> 00:29:37.400
your relationship and you get far more ahead
00:29:37.400 --> 00:29:43.400
than that transactional. So it goes a long way.
00:29:43.900 --> 00:29:48.019
In the entrepreneurial world. How do you identify
00:29:48.019 --> 00:29:51.660
the right people to connect with versus just
00:29:51.660 --> 00:29:55.640
collecting contacts? We just went over it. I
00:29:55.640 --> 00:29:58.720
think we just went over it. But the key is, if
00:29:58.720 --> 00:30:02.160
you listen, and is there something I can do for
00:30:02.160 --> 00:30:07.440
somebody? You are a problem solver. Always remember
00:30:07.440 --> 00:30:11.279
that. You are a problem solver. Those are the
00:30:11.279 --> 00:30:13.299
people you have to connect with, not the ones
00:30:13.299 --> 00:30:15.750
that solve your problem. See, this is the thing.
00:30:15.809 --> 00:30:18.809
We look for, hey, I need cash flow, so I need
00:30:18.809 --> 00:30:22.049
somebody to solve it. Let's go find people who
00:30:22.049 --> 00:30:24.549
can give me money. It doesn't work that way.
00:30:25.069 --> 00:30:28.869
No, it doesn't. It doesn't. Okay. What lessons
00:30:28.869 --> 00:30:32.289
from education and leadership training translate
00:30:32.289 --> 00:30:36.490
directly into building a strong professional
00:30:36.490 --> 00:30:42.849
network? So all of us, all of us are leaders.
00:30:44.779 --> 00:30:49.460
We may be bad leaders. We may be ineffective
00:30:49.460 --> 00:30:53.339
leaders. But we all lead something. We all lead
00:30:53.339 --> 00:30:55.960
our own life in some way. We may lead a team.
00:30:56.079 --> 00:30:58.839
We may lead in the right environments that we
00:30:58.839 --> 00:31:01.339
create and we choose and we feel confident we
00:31:01.339 --> 00:31:06.500
lead. It's part of life. Now, we may not have
00:31:06.500 --> 00:31:09.519
the confidence to lead properly because we think,
00:31:09.519 --> 00:31:12.059
I don't know enough as much as Michael, so he's
00:31:12.059 --> 00:31:15.829
a better leader than I am. Maybe. In some situations,
00:31:15.930 --> 00:31:18.509
he's a better leader than you are. Now, I use
00:31:18.509 --> 00:31:21.930
the example of these, the Eskimo have used these
00:31:21.930 --> 00:31:25.529
dogs, the slate dogs or whatever they call them.
00:31:25.589 --> 00:31:29.509
Sure. Yeah. So there's usually 10 or 12 or 16
00:31:29.509 --> 00:31:32.490
of them. Now, here's the thing. They each have
00:31:32.490 --> 00:31:35.470
a role. And by the way, in different terrains,
00:31:35.470 --> 00:31:38.250
they move the guy who's in the dog that's in
00:31:38.250 --> 00:31:41.420
the end and that guy leaves. And they bring him
00:31:41.420 --> 00:31:44.559
forward because he knows how to lead in a situation.
00:31:44.599 --> 00:31:47.319
And then they switch him around and some lead
00:31:47.319 --> 00:31:51.839
in a different way. So the lead dog, which is
00:31:51.839 --> 00:31:55.500
a term people use a lot, the lead dog doesn't
00:31:55.500 --> 00:31:59.819
have to be the lead dog all the time. You lead
00:31:59.819 --> 00:32:03.059
based on situations. Now, that comes from your
00:32:03.059 --> 00:32:06.339
confidence. That comes from your, it does come
00:32:06.339 --> 00:32:08.440
from your education. It does come from skills,
00:32:08.619 --> 00:32:11.839
but. Every situation requires a different kind
00:32:11.839 --> 00:32:16.039
of a leadership. You're in a war. That's a different
00:32:16.039 --> 00:32:19.019
kind of leadership. Then you're leading a five
00:32:19.019 --> 00:32:21.599
-year -old, you're a coach or a leader in a five
00:32:21.599 --> 00:32:24.519
-year -old soccer game. It's a different leadership.
00:32:25.079 --> 00:32:28.140
You're a mom and you're leading the efforts at
00:32:28.140 --> 00:32:30.799
home of who gets up at what time and who gets
00:32:30.799 --> 00:32:33.079
the stuff and who goes to school at what time
00:32:33.079 --> 00:32:34.880
or who does the homework. It's a different thing.
00:32:35.019 --> 00:32:37.920
You lead Microsoft or you lead a donut shop.
00:32:38.490 --> 00:32:40.529
You lead them at different levels, at different
00:32:40.529 --> 00:32:44.369
areas. So connecting that to your networking
00:32:44.369 --> 00:32:48.690
thing. In every situation, every conversation,
00:32:48.950 --> 00:32:53.829
we're either leading or following or both. Being
00:32:53.829 --> 00:32:59.730
able to realize how to lead or follow, like this
00:32:59.730 --> 00:33:03.890
late doc, how to lead or follow in that conversation
00:33:03.890 --> 00:33:08.680
makes you a better network. Okay. Okay, let's
00:33:08.680 --> 00:33:13.079
bring this podcast full circle. If you could
00:33:13.079 --> 00:33:17.539
give one actionable networking strategy to anyone
00:33:17.539 --> 00:33:20.339
looking to accelerate their career or business
00:33:20.339 --> 00:33:25.640
growth, what would it be? One tangible, actionable.
00:33:25.920 --> 00:33:29.440
So I would avoid to go out there and obvious,
00:33:29.559 --> 00:33:32.240
those are obvious things. What I would say would
00:33:32.240 --> 00:33:38.029
be tangible. is the practicing before you network.
00:33:38.309 --> 00:33:42.210
So let me explain what I mean. Think that you're
00:33:42.210 --> 00:33:46.369
networking with your mom's friends or with your
00:33:46.369 --> 00:33:49.230
uncle's friends or with your cousins or with
00:33:49.230 --> 00:33:53.710
the person who's at the grocery store. Practice
00:33:53.710 --> 00:33:59.089
listening. That's a safe place. You're not selling
00:33:59.089 --> 00:34:04.269
anything. Learn how to listen. Learn how to appreciate
00:34:04.269 --> 00:34:07.609
who people are and create a conversation. Do
00:34:07.609 --> 00:34:11.650
it in a safe place. And when you get that ability
00:34:11.650 --> 00:34:15.670
to connect with people in a genuine way, in your
00:34:15.670 --> 00:34:19.510
own way, then you have the skills. And there
00:34:19.510 --> 00:34:22.610
are thousands of books and capabilities and experts
00:34:22.610 --> 00:34:25.789
like yourself in terms of how to get bigger networks
00:34:25.789 --> 00:34:29.070
and whatever. Then you have the skill set or
00:34:29.070 --> 00:34:34.079
the skillfulness. to be able to apply. That would
00:34:34.079 --> 00:34:37.800
be my advice. That was great. That was absolutely
00:34:37.800 --> 00:34:40.599
great. There's so much more that I want to ask
00:34:40.599 --> 00:34:43.719
you or talk about, but time won't let us. So
00:34:43.719 --> 00:34:46.460
if somebody wanted to get hold of you for whatever
00:34:46.460 --> 00:34:49.199
the reason, what's the best way for them to get
00:34:49.199 --> 00:34:53.199
hold of you? My email is Sid at Mahasib .com,
00:34:53.300 --> 00:34:56.460
which is, you see it on the screens at Mahasib,
00:34:56.480 --> 00:35:00.659
my first name at mylastname .com. I also want
00:35:00.659 --> 00:35:04.179
Michael to mention the Anavases Academy, where
00:35:04.179 --> 00:35:06.860
you started, where we started, which is where
00:35:06.860 --> 00:35:11.119
we provoke and engage. We have a lot of stuff
00:35:11.119 --> 00:35:17.139
and the membership could be, is $1 forever. And
00:35:17.139 --> 00:35:19.409
then the next level is something that... people
00:35:19.409 --> 00:35:22.670
have paid forward and sponsored folks. Because
00:35:22.670 --> 00:35:27.429
I believe that if I'm provoked and if I can put
00:35:27.429 --> 00:35:29.969
my own authentic self together, if I practice
00:35:29.969 --> 00:35:32.369
my entrepreneurship in the way I defined it,
00:35:32.449 --> 00:35:35.969
of realizing what I have and exchanging it for
00:35:35.969 --> 00:35:38.849
something better, we will live in a much better
00:35:38.849 --> 00:35:42.980
world. So I'd like to invite everybody and they
00:35:42.980 --> 00:35:46.219
can go there, anabasesacademy .org. They can
00:35:46.219 --> 00:35:48.659
listen to our wake -up calls. They could become
00:35:48.659 --> 00:35:51.760
a member. They can apply to be sponsored by clicking
00:35:51.760 --> 00:35:54.380
on sponsor me and somebody would pay for them.
00:35:54.559 --> 00:35:57.780
So let's get engaged. Let's provoke each other.
00:35:57.860 --> 00:36:00.960
And we say this is a learning platform. We learn
00:36:00.960 --> 00:36:02.920
from each other. I don't know. I don't have all
00:36:02.920 --> 00:36:05.599
the answers. I do not have. We at the Academy
00:36:05.599 --> 00:36:08.659
do not have a one, two, three solution for you.
00:36:09.480 --> 00:36:11.199
I'm not going to give you something that's going
00:36:11.199 --> 00:36:15.800
to make you a trillionaire tomorrow. But we'll
00:36:15.800 --> 00:36:19.179
together learn how to evolve and how to be better
00:36:19.179 --> 00:36:23.079
in our own authentic way. So that's a sustainable
00:36:23.079 --> 00:36:27.480
growth. It sounds fabulous. Sid, I can't begin
00:36:27.480 --> 00:36:30.519
to tell you how much I appreciate everything
00:36:30.519 --> 00:36:33.920
you've told me, taught me. And I hope to speak
00:36:33.920 --> 00:36:37.590
with you again soon. God bless. It was a pleasure.
00:36:37.670 --> 00:36:43.889
God bless you and all of your audience. Well,
00:36:43.929 --> 00:36:47.389
hold on, folks. Don't go anywhere. Let's hear
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from our sponsors. David Neal, co -founder Revved
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Henry is a global real estate agent with Century
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matter where you're moving, Henry has the right
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connections for you. You can contact Henry at
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561 -427 -4888. A huge thank you to our guests
00:37:39.659 --> 00:37:43.469
for sharing such... insights today. And of course,
00:37:43.469 --> 00:37:46.409
a big shout out to you, our amazing listeners,
00:37:46.610 --> 00:37:49.329
for tuning in and spending your time with us.
00:37:49.550 --> 00:37:52.889
If you're interested in my digital courses, being
00:37:52.889 --> 00:37:55.610
coached or having me come and talk to your company,
00:37:55.869 --> 00:37:59.269
just go to Michael and fill out the request form.
00:37:59.789 --> 00:38:03.110
Remember, networking isn't about being perfect.
00:38:03.309 --> 00:38:06.389
It's about being present. So take what you've
00:38:06.389 --> 00:38:09.230
learned today, get out there and make some meaningful
00:38:09.230 --> 00:38:12.179
connections. If you've enjoyed this episode,
00:38:12.380 --> 00:38:15.320
please don't forget to subscribe. Leave us a
00:38:15.320 --> 00:38:17.940
review and share it with someone who could use
00:38:17.940 --> 00:38:21.059
a little networking inspiration. Let's keep the
00:38:21.059 --> 00:38:24.079
conversation going. You can find me on Apple,
00:38:24.199 --> 00:38:29.019
Spotify, Pandora, YouTube, or my website, foreman
00:38:29.019 --> 00:38:31.420
.com slash podcasts.
