WEBVTT
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Welcome back to Networking Unleashed, Building
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Profitable Connections. I'm your host, Michael
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Foreman, and today we're diving into the power
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of networking through a very unique lens. My
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guest has built success in two very different
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industries, launching his own fitness company
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and later stepping into the world of life insurance.
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Both ties, excuse me, what ties both journeys
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together? The ability to build meaningful relationships,
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turn conversations into opportunities, and grow
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businesses through the art of networking. Today,
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we'll explore how he used networking to get his
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first clients, how those same skills translate
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across industries, and the lessons he's learned
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about building authentic connections that lead
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to real results. So if you ever wondered how
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to take your networking beyond just handshakes
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and LinkedIn requests and actually turn it into
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profit, you're going to love this conversation.
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I'd like to welcome to the podcast Marvin Booker.
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Marvin, listen, I've known Marvin for really
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a short amount of time, but we've become friendly.
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We know each other through networking events,
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and I'm a real proponent of what he has to offer.
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Marvin? Why don't you say hello and give us a
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little bit about your background? Yeah, Michael,
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thanks for the great introduction. It's been
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a pleasure interacting with you throughout various
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networking events and hearing your wisdom and
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how you share to other people and how people
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actually gravitate to it. They take the pointers
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that you give out and they apply it and then
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they see results. So I think that's great, first
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and foremost. But yeah, you gave a great background
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on me. I appreciate it. Marvin Booker, born and
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raised in New Jersey, born in East Orange, New
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Jersey, went to high school in Piscataway, New
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Jersey, went off to play college football at
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Rutgers University, as well as graduating there
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with my degree in labor relations and employment
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and minor in Africana studies. Just to fast forward,
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I had on and off the field, I had some different
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things going on, a lot of different life experiences
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that taught me how to maintain my health, my
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body, right? Playing football, you have to train
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all the time every day, right? Growing my body,
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manipulating my body to get the best out of it,
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to perform at a high level. And also when football
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was, when I was transitioning out of football,
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I always saw that fitness was always a part of
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my life. transitioning out of football, growing
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up, throughout my childhood, everything, throughout
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my whole life, fitness has been a huge part and
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component to me because it keeps me centered.
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And then there are different life experiences
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that have come about to say, hey, maybe you need
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to learn this, how to deal with your finances
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better. Maybe you need to learn this, so on and
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so forth. So I would find different jobs that
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would help me refine those skills. And in finding
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those jobs, it was really about networking. It
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was really about shaking hands, meeting people,
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not necessarily asking them for anything up front,
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but just building genuine connections with people
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to see if our energy even aligns at any type
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of situation. Once that would happen, then I
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will also do the giver's game, right? I will
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make sure that if I hear something or... know
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a connection that somebody can benefit from.
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I'll connect those people or give some wisdom
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from my experiences. And people really appreciate
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that. And then when it was time for me to ask
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for something or if I shared my experiences or
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what I was looking to do, they would do the same
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for me, whether it be in that moment or sometime
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down the line. So these were certain skills that
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led me to start my fitness business, right? Down
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the line, I started my insurance company, Ace
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Advisors LLC. And that was... All through, I
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was able to build those two components strictly
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through networking and meeting people and just
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really slowing down and having genuine conversations
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with people and letting people know what I do.
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So networking is a huge component of my lifestyle,
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even outside of business when I've lived in different
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cities. Going out and being comfortable talking
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to people, shaking hands with people, listening,
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actively listening to people has been very important
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and allowed me to keep my boots on the ground
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in any environment that I was in to build those
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relationships to just feel comfortable and adapting
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to the new environments that I've been in. So
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networking across the board is amazing and I'm
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happy to be a part of this podcast so we can
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share best practices and help other people be
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successful too. That's great, Marvin. What it
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sounds like is that, first of all, even through
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football and everything else, you have structure.
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You have a sense of this goes this way. And by
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you adding value to every relationship that you've
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had, it means a lot. Because it tells me that
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you are a true networker when you're looking
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for giver's gain, when you're looking to see
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what you can do for somebody, even before whatever
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they can do for you. Because you know as well
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as I do, that if you do that, what goes around
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comes around. And you will absolutely get it.
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Yeah, that's a great point, Michael. And the
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funny thing is, I've been doing it since I was
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young. I didn't know about giver's gain. I didn't
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know about, before we talked about the book,
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Go -Giver, right? I didn't know about that stuff.
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That's all within the past five years I learned
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that stuff. But these are things from being young.
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And now when you get older and you get in these
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real life situations and that there's benefit
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to what your natural ability is, then it's empowered.
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It's a blessing. Yeah. Now you can actually put
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something behind. When you were five years old,
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you didn't know about giver's gain. You know
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about that, but as an adult, you do know about
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it. It puts a little credibility behind what
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you were doing when you were younger. So everything
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all works together, but you've been doing this
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for such a long time. It's ingrained in your
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system. It's in your DNA just to be a nice person.
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So by being that nice person, by always looking
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to give, you will get and receive 10 times. Over.
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So let me go into my questions. Okay. You've
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built a fitness company and now work in life
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insurance. Two industries where trust and relationships
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are everything. What role did networking play
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in opening doors for you early on? When it was
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time for me to... There was a point in time where
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I was a general manager with L .A. Fitness and
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I still had my business. My business has been
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with me since 2012. But that point where I want
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to jump off the cliff and try to fly with 100
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percent solo, it was hard to find when that point
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would be. So when I was working with L .A. Fitness
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as a general manager, I was still training people
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on the side away from the facility. I just kept
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on telling people, Marvin, you need to talk about
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what you're doing, how you can help people, and
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how your experiences from playing pro football
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and getting to that level can help these people
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that you're working with or that you're introducing
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your business to. Because there was a point in
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time where I think transitioning to civilian
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life and being a pro player. That's how I put
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it. I know we talked about that before. This
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is a different mindset, right? I didn't want
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to throw the fact that I was an ex -pro player
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out there, right? I'm still pursuing the game
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at one point in time. And then another point
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in time, I didn't want to throw it in people's
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faces. I just wanted to just gradually reveal
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myself. But when you're talking about that business,
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people want to know where your credibility is
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going to come from. Yeah, they see my structure.
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They see my body. But that doesn't mean I know
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how to articulate my wisdom to somebody else
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for them to take advantage of it. So it was just
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me really putting myself out there, creating
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marketing, business cards, Instagram to create
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a digital footprint, reaching out to people on
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Instagram, going to different networking meetings,
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introducing myself, creating my elevator speech,
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handing my business card to them and just letting
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them know, hey, if this is something that you're
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interested in, I want to offer you something
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of giver's gain once again, a free fitness consultation.
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And we can put that on the schedule and we can
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see how we can help you out. And that's just
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how I really went. Just being on tour. That's
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how I met you. Being on tour, putting at least
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three networking events on my calendar per week
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and being adamant about showing up and being
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consistent about promoting my business. That's
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really how I got Booker Fitness really started.
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And I have one or two true clients. I still my
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clients today after two years plus. And they
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referred me business as well. So both sides,
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building those relationships, allow people to
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feel comfortable to. giving me access to their
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network as well. That's the best way. Referrals
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are golden. Referrals is your best mode to see
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what clients you can receive. But one thing you
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had to figure out was, which you probably didn't
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like doing, you had to talk about yourself. You
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had to talk about what you can do, what you did,
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everything like that, because people want to
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know. They have to say, okay, look. I see him.
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Listen, he's got a good physique, but I don't
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know who he is. Networking is know you, like
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you, trust you. They'll do business with you.
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Know you, absolutely they know you because they'd
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see your face. Like you, you're not going to
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get along with everybody that you come in contact
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with. So know you, like you, but if they don't
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trust you, they'll never do business with you.
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So that's what you're doing. And the givers gain,
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giving value to the relationship. That's all
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part of it. That's all building the trust up.
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But once you build that trust up, that's okay.
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And then you build something called social capital.
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We'll get into that later on. I think the social
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capital and the trust kind of went hand in hand
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because if people see me first and then they
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see other things, the reviews, the visuals. It
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makes people say it takes the edge off. It's
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not 100 % trust, but it takes the edge off. It
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eases them into the situation for sure. Yes,
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it does. Yes, it does. And you build your social
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capital. You don't want to start out just flat
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because the first time that you do something
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incorrectly, I'll put that nicely, you do it
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incorrectly. That means you're in the negatives
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and you have to build it back up to zero to go
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ahead. So the social capital is very important.
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From your perspective, what's the biggest misconception
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people have about networking and how do you approach
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it differently? That's from the jump. There's
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a point in time, like in college, when I was
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going to different networking events that they
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host for the student athletes and stuff like
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that, things were very transactional. And I think...
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That's just how networking is perceived. I'm
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going here to get something. Right. Or I'm going
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here to sell something or and that's OK for each
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his own. But I think networking, the misconception
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about networking is that's so transactional.
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And some people go in there with that type of
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mindset. I think you should go in there authentically
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you. Absolutely. Go in there with Marvin Booker
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first or Michael Foreman first and just have
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conversations with people. knowing that this
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is the room where people are coming to have conversations,
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period. So all that standing on the wall, all
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that other nonsense, get off the wall, right?
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Go shake a hand, go say hi, because people are
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looking for you to say something to them or to
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talk to other people. That's number one. Number
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two, I think that people should, like I said,
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people should really be genuine and authentic.
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Now, some people aren't genuine and authentic
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as it is, forget networking or whatever the case
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may be. So that's a whole nother story. But we're
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going to go there. Yeah, we ain't going to go
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there right now. We ain't got enough time, right?
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So to step in the situation, be authentic, ask
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questions, be comfortable about speaking about
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yourself. I think that's another misconception.
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People think that, and I had it myself, right?
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It's okay to talk about yourself because people
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want to learn who you are in those rooms. And
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then if there's some, of course, you're going
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to get to the point where you talk about what
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you do and how you help people. And if there's
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some synergy there, hey. Let's see if we can
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connect again outside of this event. Right. And
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try to see where we can help each other. Or if
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you hear something that person needs, hey, I
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have a referral. Let's connect. I can shoot it
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to you, whatever the case may be. So I think
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the big misconception is that networking events
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need to be transactional. Networking events need
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to be. genuine and authentic and just building
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that rapport with that person. And then the business
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comes in line to say, hey, is there somewhere
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where we have some overlap? Is there some synergy?
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Can I help you? Can you help me? I think that's
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a second or third conversation. That's not an
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initial conversation. Absolutely. And I find
00:13:49.659 --> 00:13:53.519
that really, I use the pandemic as a roadblock.
00:13:54.039 --> 00:13:59.299
Before the pandemic, networking was very transactional.
00:13:59.740 --> 00:14:02.139
I have three widgets. You have a dollar. Give
00:14:02.139 --> 00:14:03.980
me, we'll change it. Okay, great. You're on my
00:14:03.980 --> 00:14:07.899
customer list. And that's it. But after the pandemic,
00:14:08.100 --> 00:14:12.899
when everybody first went to Zoom and they lost
00:14:12.899 --> 00:14:17.320
the sight of seeing people face -to -face, it
00:14:17.320 --> 00:14:22.480
became more relational. And now it's where the
00:14:22.480 --> 00:14:25.279
giver's gain began and everything else. But when
00:14:25.279 --> 00:14:30.740
you walk into a networking event, I used to be
00:14:30.740 --> 00:14:33.620
in the mortgage industry and I used to go to
00:14:33.620 --> 00:14:35.639
these network events and come home with a shoebox
00:14:35.639 --> 00:14:38.500
filled with business cards and say, look how
00:14:38.500 --> 00:14:42.720
good I did. But I really didn't, right? So now
00:14:42.720 --> 00:14:45.399
if I go to a three or four hour event, I come
00:14:45.399 --> 00:14:49.360
back with 15 or 20 business cards because I know
00:14:49.360 --> 00:14:53.539
that I created a relationship with those people.
00:14:53.620 --> 00:14:57.679
And I do my follow -up sequence. It's my secret
00:14:57.679 --> 00:15:02.539
sauce. And I have 15 or 20 people, but that all
00:15:02.539 --> 00:15:06.200
goes into the relationship. So that's very, very
00:15:06.200 --> 00:15:09.500
true. Okay. When you started your fitness company,
00:15:09.740 --> 00:15:13.039
how did you use networking to get those first
00:15:13.039 --> 00:15:18.279
clients and build a loyal base? Yeah, I think
00:15:18.279 --> 00:15:21.480
being adamant about talking about what I do.
00:15:22.480 --> 00:15:26.480
Right. So outside of working out and going to
00:15:26.480 --> 00:15:28.879
the gym and doing my own personal workouts to
00:15:28.879 --> 00:15:32.000
stay in shape and people see that that was one
00:15:32.000 --> 00:15:35.100
way. Right. But if I'm in my casual clothes,
00:15:35.240 --> 00:15:37.419
I'm going out and I'm having a conversation with
00:15:37.419 --> 00:15:39.659
somebody. Don't be scared to put your business
00:15:39.659 --> 00:15:41.860
card on the tables and introduce yourself with
00:15:41.860 --> 00:15:44.299
your business card. Hey, what's your name? You're
00:15:44.299 --> 00:15:47.039
Jack. Jack Spade. OK, I'm Marvin Booker. Introduce
00:15:47.039 --> 00:15:49.340
yourself with your business card. Talk. Have
00:15:49.340 --> 00:15:52.710
that conversation. Offer that person. that free
00:15:52.710 --> 00:15:56.450
consultation and i think just to like i said
00:15:56.450 --> 00:15:58.590
i think i really know the science behind i'm
00:15:58.590 --> 00:16:00.690
just being myself and then i come in contact
00:16:00.690 --> 00:16:02.289
with people like you and you're pointing out
00:16:02.289 --> 00:16:04.210
different things that i'm doing that you teach
00:16:04.210 --> 00:16:07.169
people how to do so it's like when i get that
00:16:07.169 --> 00:16:09.509
the biggest thing i think here's the best way
00:16:09.509 --> 00:16:12.289
to answer the question when i had one client
00:16:12.289 --> 00:16:17.470
and i was jumping 100 into my business I was
00:16:17.470 --> 00:16:19.750
thinking, damn, how can I get all these people
00:16:19.750 --> 00:16:22.429
to come and invest in a package so I can help
00:16:22.429 --> 00:16:25.450
them? And I was running myself crazy trying to
00:16:25.450 --> 00:16:27.549
figure out how to do it and try to speed up the
00:16:27.549 --> 00:16:29.269
process. Even going to the networking events
00:16:29.269 --> 00:16:31.350
and even not having a casual conversation with
00:16:31.350 --> 00:16:34.690
somebody and giving them that free consultation
00:16:34.690 --> 00:16:36.570
doesn't mean that they're going to take advantage
00:16:36.570 --> 00:16:38.929
of it. Right. I can't force that person to take
00:16:38.929 --> 00:16:41.909
advantage of it and be consistent if they decide
00:16:41.909 --> 00:16:44.639
to show up. So what I did was I refined myself
00:16:44.639 --> 00:16:48.419
and I just gave 100 percent energy to the person
00:16:48.419 --> 00:16:51.519
I was working with. And what I what that did
00:16:51.519 --> 00:16:53.879
was it became a word of mouth situation when
00:16:53.879 --> 00:16:56.120
they feel good, when they get the energy, when
00:16:56.120 --> 00:16:58.940
we had deeper conversations that were talking
00:16:58.940 --> 00:17:01.740
about different aspects of their life. And then
00:17:01.740 --> 00:17:05.569
we're doing three sets of 12. You're on that
00:17:05.569 --> 00:17:08.170
10th rep. It's burning. It's hurting. And I'm
00:17:08.170 --> 00:17:10.049
pushing to go through. When we're on that rest
00:17:10.049 --> 00:17:12.450
break, I'm talking to you about how that burn
00:17:12.450 --> 00:17:14.529
that you just pushed through is equivalent to
00:17:14.529 --> 00:17:16.210
what you talked to me about in your relationship,
00:17:16.490 --> 00:17:19.230
your work, your X, Y, Z. We're relating it to
00:17:19.230 --> 00:17:21.970
that lifestyle event that you're struggling with.
00:17:22.309 --> 00:17:25.049
Then when they come back and they tell me two
00:17:25.049 --> 00:17:27.029
weeks, a month later, they tell me that lifestyle
00:17:27.029 --> 00:17:31.450
event, they pushed through it. And the toughness
00:17:31.450 --> 00:17:33.210
that they're building in this workout is helping
00:17:33.210 --> 00:17:34.839
to push through it. How do you think they're
00:17:34.839 --> 00:17:36.839
going to feel when they leave me? They're going
00:17:36.839 --> 00:17:38.220
to tell their daughter. They're going to tell
00:17:38.220 --> 00:17:39.799
their friend. They're going to tell their pastor.
00:17:40.000 --> 00:17:41.819
They're going to tell this. And then that's when
00:17:41.819 --> 00:17:44.359
the referrals start rolling in. And that's when
00:17:44.359 --> 00:17:47.660
I realized it's not about going wide. It's about
00:17:47.660 --> 00:17:51.019
going deep with each person. And that's going
00:17:51.019 --> 00:17:53.579
to open up the door. So once I got that first
00:17:53.579 --> 00:17:56.380
foundation of clients, maybe about five to eight
00:17:56.380 --> 00:17:59.059
clients. That allowed me to take the pressure
00:17:59.059 --> 00:18:01.779
off of myself when I do go to these networking
00:18:01.779 --> 00:18:04.619
events and have people have conversations with
00:18:04.619 --> 00:18:06.720
them and offer that free consultation. Now it's
00:18:06.720 --> 00:18:09.720
not looking like that free consultation is trying
00:18:09.720 --> 00:18:11.880
to fish for business and I need it right now.
00:18:12.000 --> 00:18:14.319
I've got that sales anxiety, right? No, it's
00:18:14.319 --> 00:18:16.220
coming from, hey, this is what I really do. And
00:18:16.220 --> 00:18:18.599
it's your loss. The energy behind it is your
00:18:18.599 --> 00:18:20.740
loss if you don't take advantage of it. I can
00:18:20.740 --> 00:18:24.539
speak from that space. Yep. Absolutely. Absolutely.
00:18:24.700 --> 00:18:29.039
And I want to just, all of that was actually
00:18:29.039 --> 00:18:32.099
great, but I want to bring you back to the first
00:18:32.099 --> 00:18:34.660
part of our, of this segment of this question.
00:18:34.859 --> 00:18:37.779
When you talked about giving the business card,
00:18:37.900 --> 00:18:41.859
it's not you giving your business card. It's
00:18:41.859 --> 00:18:46.119
them giving you their business card. And there's
00:18:46.119 --> 00:18:49.460
a certain way about it that I use personally.
00:18:49.980 --> 00:18:53.519
And when I'm in a networking event or something
00:18:53.519 --> 00:18:56.099
else like that, and they're talking, they're
00:18:56.099 --> 00:18:59.839
speaking, I haven't given my business card. I
00:18:59.839 --> 00:19:03.640
haven't explained what I do, but they're talking.
00:19:03.819 --> 00:19:08.339
They're telling me everything. And afterwards,
00:19:08.440 --> 00:19:11.859
I listen, active listening, just like you said.
00:19:12.099 --> 00:19:15.200
And I listen and I repeat something back to them
00:19:15.200 --> 00:19:19.420
to show them that I was listening. And I say,
00:19:19.539 --> 00:19:22.000
you know something, I like you. I like the way
00:19:22.000 --> 00:19:26.200
you do business. How can I make you more successful?
00:19:27.140 --> 00:19:29.799
How can I be a good referral source for you?
00:19:29.960 --> 00:19:32.619
And nine times out of 10, they say, Mike, I don't
00:19:32.619 --> 00:19:34.500
even know what you do yet. I don't even have
00:19:34.500 --> 00:19:37.980
your business card. I said, I know, I know. But
00:19:37.980 --> 00:19:41.420
how can I help you? And that is the biggest push.
00:19:41.480 --> 00:19:44.380
And that goes right into what you were saying.
00:19:44.900 --> 00:19:48.690
Now. When you get their business card, there's
00:19:48.690 --> 00:19:50.410
a few things you write on the back. We'll go
00:19:50.410 --> 00:19:54.170
into that later. But you need to establish that
00:19:54.170 --> 00:19:59.470
for you to go through and have your mindset exactly
00:19:59.470 --> 00:20:03.250
what you were talking about. Exactly what you
00:20:03.250 --> 00:20:06.150
were talking about. And the 100 % that you put
00:20:06.150 --> 00:20:09.730
into your clients, they feel that. They're going
00:20:09.730 --> 00:20:12.869
to feel that, right? So they said, oh, my God,
00:20:12.990 --> 00:20:16.369
Marvin is like a great. Instructor, trainer,
00:20:16.609 --> 00:20:19.109
whatever. I'm going back. Wait, it's Monday?
00:20:19.269 --> 00:20:21.349
When can I go back? Wednesday? Okay, when can
00:20:21.349 --> 00:20:24.170
I go back? Friday? Because I have to get more.
00:20:24.509 --> 00:20:27.029
And that's what you're after. And I think that's
00:20:27.029 --> 00:20:30.869
what you're achieving. So anyway. All right.
00:20:30.910 --> 00:20:35.750
So fitness and life insurance are very different
00:20:35.750 --> 00:20:39.450
spaces. Have you found the principles of networking
00:20:39.450 --> 00:20:43.210
to be the same in both industries? Or do you
00:20:43.210 --> 00:20:48.299
adapt and approach? Depending on the field. That's
00:20:48.299 --> 00:20:51.259
a really good question. Ask that last part again.
00:20:51.440 --> 00:20:53.700
That's a really good question. Okay. I'm going
00:20:53.700 --> 00:20:56.579
to repeat the whole thing. All right, cool. Fitness
00:20:56.579 --> 00:20:58.859
and life insurance are very different spaces.
00:20:59.519 --> 00:21:03.160
Okay. Have you found the principles of networking
00:21:03.160 --> 00:21:08.119
to be the same in both industries or do you adapt
00:21:08.119 --> 00:21:13.839
your approach depending on the field? It's a
00:21:13.839 --> 00:21:16.079
very good question. When I walk into a room,
00:21:16.079 --> 00:21:18.019
let's say I'm walking into a networking event.
00:21:18.700 --> 00:21:21.480
When people see me, they already know. Did he
00:21:21.480 --> 00:21:23.519
just come from the gym or is he about to go to
00:21:23.519 --> 00:21:26.680
the gym or what did he used to do? So my physique
00:21:26.680 --> 00:21:29.079
speaks for itself. I'm a walking billboard for
00:21:29.079 --> 00:21:34.480
my business, right? So sometimes people are already
00:21:34.480 --> 00:21:38.279
anticipating that. I'm in that line of work somehow,
00:21:38.440 --> 00:21:41.839
some way. And when it is my turn to speak on
00:21:41.839 --> 00:21:43.519
what I do, they're like, oh yeah, I could tell.
00:21:43.640 --> 00:21:46.839
And they're adamant. They're more open to learning
00:21:46.839 --> 00:21:49.359
from me when it comes to the fitness side. Then
00:21:49.359 --> 00:21:52.380
when I throw in my experience and give them more
00:21:52.380 --> 00:21:54.940
credibility, then they want to, they magnetize
00:21:54.940 --> 00:21:59.759
to me a little bit more. When it comes to the
00:21:59.759 --> 00:22:03.220
insurance side, it's a little bit more delicate.
00:22:03.930 --> 00:22:06.049
I think my presence, like I said, same thing
00:22:06.049 --> 00:22:08.269
from the fitness and the physique, that people,
00:22:08.410 --> 00:22:11.630
it commands a certain type of attention in the
00:22:11.630 --> 00:22:13.730
conversation. But then when we're talking about
00:22:13.730 --> 00:22:17.289
networking with insurance, it's a little bit
00:22:17.289 --> 00:22:21.049
different because when you're actively listening,
00:22:21.470 --> 00:22:27.349
you want to listen for certain boxes that are
00:22:27.349 --> 00:22:29.049
being checked off to introduce the insurance
00:22:29.049 --> 00:22:32.049
to the person. if that makes sense. And sometimes
00:22:32.049 --> 00:22:35.609
in those initial conversations, people aren't
00:22:35.609 --> 00:22:38.250
comfortable enough to reveal those boxes that
00:22:38.250 --> 00:22:41.730
need to be checked off in order for me to reveal
00:22:41.730 --> 00:22:46.650
the insurance side of things, right? So most
00:22:46.650 --> 00:22:48.430
of the time when I'm doing the insurance side
00:22:48.430 --> 00:22:50.829
of things, I'm still actively listening on both
00:22:50.829 --> 00:22:54.910
sides, but I'm a little bit more patient to offer
00:22:54.910 --> 00:22:59.470
a meeting or an appointment for insurance, unless
00:22:59.470 --> 00:23:01.970
I feel like that person is very comfortable in
00:23:01.970 --> 00:23:04.250
talking to me about certain things. If they're
00:23:04.250 --> 00:23:06.609
not, then I will introduce it and say, hey, I
00:23:06.609 --> 00:23:09.210
also do this. I'm also licensed in life and property
00:23:09.210 --> 00:23:12.230
and casualty. I help people accumulate wealth,
00:23:12.349 --> 00:23:14.789
protect their assets, and start looking at retirement
00:23:14.789 --> 00:23:16.430
planning. If you're interested in this, this
00:23:16.430 --> 00:23:18.710
is something that we can help you with. We do
00:23:18.710 --> 00:23:21.509
these services through life insurance products.
00:23:21.730 --> 00:23:23.089
Is that something that you'd be interested in?
00:23:23.930 --> 00:23:26.190
Do you have things set up for yourself already?
00:23:26.430 --> 00:23:28.029
We can take a peek at what that looks like so
00:23:28.029 --> 00:23:29.529
we can go over and see if you're in the best
00:23:29.529 --> 00:23:31.730
position, so on and so forth. So there's certain
00:23:31.730 --> 00:23:34.009
things that I would say an exit with, and then
00:23:34.009 --> 00:23:35.869
I'll just follow up. The follow -up game is really
00:23:35.869 --> 00:23:37.390
where it's at when it comes to the insurance
00:23:37.390 --> 00:23:39.690
side. Same thing with the fitness side, but people
00:23:39.690 --> 00:23:42.109
are more magnetized to me on the fitness side
00:23:42.109 --> 00:23:45.029
than they are on the insurance side at this point
00:23:45.029 --> 00:23:48.670
in time. And that's so true. And I don't want
00:23:48.670 --> 00:23:51.650
to go into the follow -up because we can do an
00:23:51.650 --> 00:23:54.950
entire hour just for the follow -up. Okay. But
00:23:54.950 --> 00:23:58.750
I'm thinking about you with your two lives, right?
00:23:58.849 --> 00:24:02.130
If you go to a chamber of commerce and I go every
00:24:02.130 --> 00:24:04.730
Wednesday, I belong to the Johns Creek chamber
00:24:04.730 --> 00:24:09.150
and there are four insurance people in there
00:24:09.150 --> 00:24:13.769
at any given time. And each one. does pretty
00:24:13.769 --> 00:24:16.789
much the same thing, but they're different in
00:24:16.789 --> 00:24:20.190
the way that they tell everybody. It's different.
00:24:20.289 --> 00:24:23.710
Now, there are different levels of trust. Now,
00:24:23.809 --> 00:24:26.690
my insurance guy happens to be in there also.
00:24:27.069 --> 00:24:30.950
He's a big guy and a boisterous voice and everything
00:24:30.950 --> 00:24:33.690
else. And he says it one way. And there's another
00:24:33.690 --> 00:24:36.049
guy who's a little more timid that says it his
00:24:36.049 --> 00:24:39.430
own way. Then there's two females and they talk
00:24:39.430 --> 00:24:42.670
about it very hesitantly. So who are you going
00:24:42.670 --> 00:24:46.450
to trust? So when you walk in for your athletic,
00:24:46.509 --> 00:24:50.049
for your training, they see your build and they
00:24:50.049 --> 00:24:52.710
say, okay, he knows what he's doing. All right.
00:24:52.769 --> 00:24:56.869
There's two different ways to see them, but you
00:24:56.869 --> 00:25:01.130
should definitely join a chamber or something
00:25:01.130 --> 00:25:04.730
like that. And because that's an every week thing
00:25:04.730 --> 00:25:08.630
and there's more things involved. But what I'm
00:25:08.630 --> 00:25:11.569
trying to say is that you're different. Right.
00:25:11.769 --> 00:25:14.049
You're different from, let's say, those four
00:25:14.049 --> 00:25:20.009
people, because you can explain what you do very
00:25:20.009 --> 00:25:25.630
eloquently. Yet you have that training, the athletic
00:25:25.630 --> 00:25:29.369
training. When I first saw you, I said, holy
00:25:29.369 --> 00:25:36.369
crap, who's that? OK. And then I was like, all
00:25:36.369 --> 00:25:38.789
right. But once I got to talk to you, you were
00:25:38.789 --> 00:25:41.890
just like a normal guy. And so that's one thing
00:25:41.890 --> 00:25:45.130
that I had to get over myself. But enough of
00:25:45.130 --> 00:25:48.390
that. Let me go into another question. A lot
00:25:48.390 --> 00:25:51.750
of people meet contacts but struggle to convert
00:25:51.750 --> 00:25:55.849
them into paying clients. What's one practical
00:25:55.849 --> 00:25:59.769
strategy you've used to move from very nice to
00:25:59.769 --> 00:26:06.630
meet you to real business? That's always an ongoing
00:26:06.630 --> 00:26:12.759
challenge as an entrepreneur. Because you definitely
00:26:12.759 --> 00:26:15.579
know your worth, you know how you can help that
00:26:15.579 --> 00:26:19.240
person. And sometimes it's about not necessarily
00:26:19.240 --> 00:26:22.779
convincing, but getting on the same page with
00:26:22.779 --> 00:26:27.440
that person so they can feel what you know, if
00:26:27.440 --> 00:26:30.960
that's the best way to put it. So I think the
00:26:30.960 --> 00:26:33.480
follow up game is really where it's at. You can.
00:26:34.940 --> 00:26:37.200
It's interesting. It's interesting when you're
00:26:37.200 --> 00:26:39.559
in a networking environment. No matter where
00:26:39.559 --> 00:26:41.779
your business is at, whether it's struggling,
00:26:42.000 --> 00:26:44.140
whether it's up and down, whether it's consistent,
00:26:44.259 --> 00:26:46.440
whether it's skyrocketing and soaring, right?
00:26:49.160 --> 00:26:51.900
You have to walk into a networking event with
00:26:51.900 --> 00:26:55.859
a certain demeanor in a sense. You have to meet
00:26:55.859 --> 00:26:58.960
people where they're at, right? I think getting
00:26:58.960 --> 00:27:02.099
people on page with signing up or coming, it's
00:27:02.099 --> 00:27:05.500
really just a follow -up game because they don't
00:27:05.500 --> 00:27:08.390
need to know where your business is at. And sometimes
00:27:08.390 --> 00:27:10.829
where your business is at will reflect in your
00:27:10.829 --> 00:27:14.269
urgency on trying to get a close, if that makes
00:27:14.269 --> 00:27:16.529
sense. So I feel like when you're talking to
00:27:16.529 --> 00:27:19.309
people, you have to be patient with them. You
00:27:19.309 --> 00:27:20.950
have to let them know. But you also have to have
00:27:20.950 --> 00:27:24.609
a sense of urgency and letting them know this
00:27:24.609 --> 00:27:26.509
is something that you need to look into. This
00:27:26.509 --> 00:27:28.509
is something that you need to invest into. Please
00:27:28.509 --> 00:27:30.650
come to this fitness consultation or come to
00:27:30.650 --> 00:27:32.680
this. Let's schedule this meeting to go over
00:27:32.680 --> 00:27:34.359
your portfolio, see if you're in the right position
00:27:34.359 --> 00:27:36.259
financially or you have the right products in
00:27:36.259 --> 00:27:39.059
place. So I think that urgency comes from being
00:27:39.059 --> 00:27:41.660
consistent and showing up to the meetings when
00:27:41.660 --> 00:27:45.980
you can and the follow up game. One day after
00:27:45.980 --> 00:27:48.539
following up three days, seven days, 10 days,
00:27:48.660 --> 00:27:51.539
14 days, 21 days, whatever. You have to have
00:27:51.539 --> 00:27:54.059
a follow up program. That is consistently in
00:27:54.059 --> 00:27:55.779
front of people so they can remember how you
00:27:55.779 --> 00:27:58.259
guys connected and remember how important the
00:27:58.259 --> 00:28:00.640
services that you offer are to their lifestyle
00:28:00.640 --> 00:28:04.839
and their well -being. Absolutely. And you have
00:28:04.839 --> 00:28:07.420
to realize that you're going in as a problem
00:28:07.420 --> 00:28:11.880
solver because they have to have a problem in
00:28:11.880 --> 00:28:15.119
order to utilize your services, whether they
00:28:15.119 --> 00:28:18.160
don't have life insurance or whether they're
00:28:18.160 --> 00:28:21.589
out of shape or whatever the case may be. You're
00:28:21.589 --> 00:28:24.069
the problem solver. So you're not going to go
00:28:24.069 --> 00:28:27.410
in there and start selling, but you have to have
00:28:27.410 --> 00:28:30.730
a certain selling cycle, if that means anything,
00:28:30.910 --> 00:28:35.309
right? So there's several books called The Art
00:28:35.309 --> 00:28:38.410
of the Close. You have to learn how to close
00:28:38.410 --> 00:28:43.029
the sale, close the deal. Now, you first are
00:28:43.029 --> 00:28:47.549
going to give value to the other person because
00:28:47.549 --> 00:28:50.720
you need to build up. That trust factor. They
00:28:50.720 --> 00:28:53.640
have to trust you. Before you can close any deal,
00:28:53.880 --> 00:28:57.759
they have to trust you. So you have to add value,
00:28:57.819 --> 00:29:01.059
give value, and you have to build that up. But
00:29:01.059 --> 00:29:04.099
then you have to come up with that very sensitive
00:29:04.099 --> 00:29:08.740
time of urgency to close or just letting them
00:29:08.740 --> 00:29:15.160
go. It's a very fine line. It is. You tightrope
00:29:15.160 --> 00:29:20.779
walk. every time you deal with somebody. But
00:29:20.779 --> 00:29:23.700
you have to see. No, I'm sorry to cut you off.
00:29:23.779 --> 00:29:26.160
Go ahead. I'm sorry. I was just saying, you have
00:29:26.160 --> 00:29:28.880
to see the difference. Yeah, I think the rapport
00:29:28.880 --> 00:29:32.079
part of it helps you, makes that tightrope a
00:29:32.079 --> 00:29:34.829
little bit thicker for you. If I can build that
00:29:34.829 --> 00:29:36.549
rapport and we can have a good conversation,
00:29:36.809 --> 00:29:39.069
we can go back and forth or we can have some
00:29:39.069 --> 00:29:41.930
banter and it's not so professionally strict.
00:29:42.109 --> 00:29:44.009
Just that rapport between me and you just feels
00:29:44.009 --> 00:29:46.109
like light. That's why I say being authentic,
00:29:46.349 --> 00:29:48.509
being genuine is important, right? If you come
00:29:48.509 --> 00:29:52.589
in there strategic all the time, I'm not knocking
00:29:52.589 --> 00:29:53.990
anybody that comes in there strategic. You got
00:29:53.990 --> 00:29:55.630
to have a certain type of plan. You want to attack,
00:29:55.710 --> 00:29:58.069
hey, I want to shake. five hands. I want to get
00:29:58.069 --> 00:29:59.930
10 business cards, so on and so forth. I get
00:29:59.930 --> 00:30:02.789
that part. But if you could build genuine rapport
00:30:02.789 --> 00:30:05.730
with somebody and it feels like that wiggle room
00:30:05.730 --> 00:30:09.509
to press somebody to come to that meeting, whatever
00:30:09.509 --> 00:30:11.609
your service is going to be a little bit wider
00:30:11.609 --> 00:30:13.769
than it is if you're trying to be so strict and
00:30:13.769 --> 00:30:15.609
then you don't want to rub somebody the wrong
00:30:15.609 --> 00:30:18.150
way when you're trying to be pushing them to
00:30:18.150 --> 00:30:20.170
come to the situation. You see what I'm saying?
00:30:20.990 --> 00:30:24.910
Absolutely. And that's why you never talk business.
00:30:25.680 --> 00:30:28.359
First out of the gate. You never talk business.
00:30:28.519 --> 00:30:31.839
And I use something called F -O -R -M, family,
00:30:32.000 --> 00:30:35.980
occupation, recreation, and message. Because
00:30:35.980 --> 00:30:38.460
I'll pick any one of the above, right? Have them
00:30:38.460 --> 00:30:40.380
talk about their family, their son, daughter,
00:30:40.579 --> 00:30:43.220
sister, brother, mother, father, whatever. And
00:30:43.220 --> 00:30:45.779
I'll start talking to them about that. The recreation,
00:30:46.119 --> 00:30:49.140
if they have children in youth sports, I told
00:30:49.140 --> 00:30:52.259
you before, I've been a baseball coach for 16
00:30:52.259 --> 00:30:55.690
years. I was an umpire for three years. I can
00:30:55.690 --> 00:30:58.589
talk to them about any sport, baseball, football,
00:30:58.990 --> 00:31:02.210
basketball, not soccer because I don't consider
00:31:02.210 --> 00:31:06.109
that a sport. Even still. You better be careful.
00:31:06.289 --> 00:31:08.589
You're going to be in Atlanta when the World
00:31:08.589 --> 00:31:10.450
Cup comes, so you better be careful. I know,
00:31:10.609 --> 00:31:13.529
I know. I'll bite my tongue. But I can talk to
00:31:13.529 --> 00:31:16.269
them on just about any one of those levels. So
00:31:16.269 --> 00:31:20.230
I listen for them to speak just slightly on one
00:31:20.230 --> 00:31:23.099
of those levels, and then I stay with it. So
00:31:23.099 --> 00:31:25.140
the first 10 minutes, we talked about everything
00:31:25.140 --> 00:31:29.180
but business. And that's the way you started
00:31:29.180 --> 00:31:35.339
out. Okay, so we've all had a networking moment
00:31:35.339 --> 00:31:39.920
that flopped. Can you share one of yours and
00:31:39.920 --> 00:31:43.819
what it taught you about building authentic connections?
00:31:46.829 --> 00:31:49.109
now flopped in what way when i'm walking in the
00:31:49.109 --> 00:31:50.750
room i'm having conversations with people or
00:31:50.750 --> 00:31:52.869
flop like it dropped the ball on the follow -up
00:31:52.869 --> 00:31:57.329
side more so that okay because listen you're
00:31:57.329 --> 00:31:59.569
not perfect i don't want to be the one to tell
00:31:59.569 --> 00:32:02.890
you but you're not perfect you had to have one
00:32:02.890 --> 00:32:06.269
time where oh you know what i should have followed
00:32:06.269 --> 00:32:09.250
up with this guy i didn't or i shouldn't have
00:32:09.250 --> 00:32:14.289
said that to this guy i did what's one time that
00:32:14.289 --> 00:32:17.259
happened follow -up game is crazy The follow
00:32:17.259 --> 00:32:20.140
-up game is crazy. Literally, you think I'm playing
00:32:20.140 --> 00:32:21.880
around. I wish I could twist this camera around.
00:32:22.140 --> 00:32:28.640
One stack, right? Two stacks, right? Let me show
00:32:28.640 --> 00:32:34.099
you. Three stacks. This is all from, and I got
00:32:34.099 --> 00:32:36.500
four more stacks like that right here. I'm not
00:32:36.500 --> 00:32:39.339
going to waste somebody's time, right? But this
00:32:39.339 --> 00:32:42.119
is from the four months of being on tour networking.
00:32:43.339 --> 00:32:45.500
Do you think I followed up with everybody there?
00:32:45.980 --> 00:32:50.180
I did not. I did not. Did you put them on the
00:32:50.180 --> 00:32:52.940
other side of your computer? That's funny. That's
00:32:52.940 --> 00:32:57.180
funny. That's funny. So, if people don't... People
00:32:57.180 --> 00:32:58.700
that are going to watch this, me and Mike had
00:32:58.700 --> 00:33:01.099
a conversation and I told him about the business
00:33:01.099 --> 00:33:03.759
cards on my desk. So, I told him when I get home
00:33:03.759 --> 00:33:07.039
at the end of the day, I make sure I follow up
00:33:07.039 --> 00:33:08.500
with him and then I move him to the other side
00:33:08.500 --> 00:33:10.380
of the computer to know that these are people
00:33:10.380 --> 00:33:13.990
that I followed up with. Just as... something
00:33:13.990 --> 00:33:16.170
to keep the fire up under me, right? If I'm sitting
00:33:16.170 --> 00:33:18.950
down, I'm relaxing. I got 30 minutes. I say,
00:33:18.990 --> 00:33:20.369
you know what? There's some cards on this right
00:33:20.369 --> 00:33:21.630
side of this computer. Let's go over there and
00:33:21.630 --> 00:33:23.690
at least shoot two, three emails over there and
00:33:23.690 --> 00:33:25.650
then put it on the side. That's what he was talking
00:33:25.650 --> 00:33:27.910
about. But yeah, dropping the ball on some follow
00:33:27.910 --> 00:33:31.450
-ups, dropping the ball on when I had a genuine
00:33:31.450 --> 00:33:34.349
connection. And in that conversation, I'm like,
00:33:34.410 --> 00:33:36.960
you know what? This popped off, this popped off.
00:33:37.019 --> 00:33:39.819
Hey, I know Jody. Hey, I know Kyle that can help
00:33:39.819 --> 00:33:42.059
you with what you're doing. Let me connect you
00:33:42.059 --> 00:33:44.200
guys. I might have dropped the ball and not did
00:33:44.200 --> 00:33:45.819
it right when I said I was going to do it, or
00:33:45.819 --> 00:33:48.160
I might did it a month later. That has happened
00:33:48.160 --> 00:33:50.799
because my mind gets so busy. So I definitely
00:33:50.799 --> 00:33:54.740
have done that before. But I think that when
00:33:54.740 --> 00:33:57.380
you do send that referral, when you do make that
00:33:57.380 --> 00:33:59.980
connection, it feels good, number one, because
00:33:59.980 --> 00:34:02.599
you did what you said you was going to do. Whether
00:34:02.599 --> 00:34:05.759
the referral works out or not, You did what you
00:34:05.759 --> 00:34:07.460
say you're going to do. And I think people appreciate
00:34:07.460 --> 00:34:09.280
that because when you do speak to them and they
00:34:09.280 --> 00:34:11.519
don't know you from a can of paint, when you
00:34:11.519 --> 00:34:13.159
do speak to them, they know, okay, at least Marvin's
00:34:13.159 --> 00:34:14.579
going to do what he say he's going to do. And
00:34:14.579 --> 00:34:16.920
I'd rather have that stick with me overall than
00:34:16.920 --> 00:34:18.719
really getting a service. I want people to feel
00:34:18.719 --> 00:34:22.440
that way about me. But yeah, I mean, that's probably
00:34:22.440 --> 00:34:25.960
one of the biggest way I may be consistently
00:34:25.960 --> 00:34:27.860
dropping the ball, but I can always do better.
00:34:27.900 --> 00:34:29.500
And I know that's an area of improvement for
00:34:29.500 --> 00:34:33.050
myself. You're only as good as your work. Right.
00:34:33.110 --> 00:34:35.190
That's it. In this, my mother used to always
00:34:35.190 --> 00:34:39.010
say, you can take anything away from me, but
00:34:39.010 --> 00:34:41.610
you can't take me. You can't take my word. If
00:34:41.610 --> 00:34:45.550
I say something, I have to do it. And people
00:34:45.550 --> 00:34:48.230
remember if you don't do it, listen, you can
00:34:48.230 --> 00:34:50.630
do it a hundred times. You can do what you say
00:34:50.630 --> 00:34:54.289
you do, but the one time you don't do it, that's
00:34:54.289 --> 00:34:56.750
the time that they're going to remember. Yeah.
00:34:57.389 --> 00:35:00.510
So you have to come through and you have to do
00:35:00.510 --> 00:35:04.610
what you say. Now, when I had networking groups
00:35:04.610 --> 00:35:09.210
and people had referrals back and forth, they
00:35:09.210 --> 00:35:12.329
said, oh, when do you follow up? I follow up
00:35:12.329 --> 00:35:15.710
within 24 hours and I'm really good about it.
00:35:15.769 --> 00:35:18.510
And I said, that's good. Now change that to four,
00:35:18.670 --> 00:35:23.510
right? Follow up within four hours because if
00:35:23.510 --> 00:35:26.340
you leave it to the next day, And you'll forget
00:35:26.340 --> 00:35:29.699
about it. Something else will come up. An emergency
00:35:29.699 --> 00:35:33.239
will happen. And you won't do it. So follow it
00:35:33.239 --> 00:35:36.199
up before you go to sleep. Yeah. That's tough,
00:35:36.380 --> 00:35:38.579
too. That's tough. That is tough. And if that
00:35:38.579 --> 00:35:42.579
was a big criteria, I'd definitely drop the ball
00:35:42.579 --> 00:35:45.099
on that. You're working all day. You get home
00:35:45.099 --> 00:35:47.659
from the networking event. The networking event
00:35:47.659 --> 00:35:50.119
ended at 7 .30, 8 o 'clock. You end up talking
00:35:50.119 --> 00:35:53.039
to somebody until 9, 9 .30. You get home at 10
00:35:53.039 --> 00:35:55.099
o 'clock. You still got to eat. And then you
00:35:55.099 --> 00:35:56.960
send an email at one o 'clock, you're like, ah,
00:35:57.239 --> 00:35:59.739
I want to go to sleep now. So sometimes you do
00:35:59.739 --> 00:36:02.820
want to carry that energy from the conversation
00:36:02.820 --> 00:36:04.900
and follow up right away. But then sometimes
00:36:04.900 --> 00:36:06.840
you do drop the ball and you don't get into it
00:36:06.840 --> 00:36:09.019
until two or three days later. So it's important
00:36:09.019 --> 00:36:12.480
to have different systems in play. But also don't
00:36:12.480 --> 00:36:14.239
let that, for people that's watching, don't let
00:36:14.239 --> 00:36:16.500
that deter you from being adamant about starting
00:36:16.500 --> 00:36:19.179
the process. Lean into it, start the process,
00:36:19.360 --> 00:36:21.300
go to networking events, get the cards, build
00:36:21.300 --> 00:36:23.710
the relationships. Start following up. You drop
00:36:23.710 --> 00:36:25.570
the ball, okay. At least you know where you got
00:36:25.570 --> 00:36:28.070
to get better at as you're growing in this networking
00:36:28.070 --> 00:36:30.730
process. And that's the biggest thing about it.
00:36:30.769 --> 00:36:32.909
That's the smartest thing about it. Absolutely.
00:36:33.150 --> 00:36:36.110
Absolutely. Okay. Let's go a little bit more
00:36:36.110 --> 00:36:40.170
into the networking and ROI. For someone listening
00:36:40.170 --> 00:36:43.949
who wants proof that networking drives profits,
00:36:44.269 --> 00:36:48.130
what's an example of a deal, partnership, or
00:36:48.130 --> 00:36:51.369
opportunity that came directly from your network?
00:36:54.219 --> 00:36:57.639
I mean, from the fitness business, the referrals
00:36:57.639 --> 00:37:02.139
for sure. I mean, the first person I had, I was
00:37:02.139 --> 00:37:05.340
still, I met that person in LA Fitness and it
00:37:05.340 --> 00:37:08.880
was just a casual conversation. I saw that she
00:37:08.880 --> 00:37:12.300
was, I was actually my turn during my lunch break
00:37:12.300 --> 00:37:17.380
to work out. And I've seen her a couple of times,
00:37:17.400 --> 00:37:19.980
but we never spoke. I was on the mat. I was stretching.
00:37:20.099 --> 00:37:22.460
I was doing some engagement stuff and some stretching
00:37:22.460 --> 00:37:25.300
stuff. And she looked at me, she said, what's
00:37:25.300 --> 00:37:26.559
that? What are you doing? I've never seen that
00:37:26.559 --> 00:37:29.219
before. So we had a conversation. I showed her
00:37:29.219 --> 00:37:32.460
some pointers. And I seen like her eyes just
00:37:32.460 --> 00:37:37.239
pop open, right? And then she couldn't let me
00:37:37.239 --> 00:37:38.840
out of sight. Every time I come in there, she'll
00:37:38.840 --> 00:37:41.199
talk to me. She said, oh, how'd you learn this?
00:37:41.340 --> 00:37:43.099
And I told her I run a business. I do this and
00:37:43.099 --> 00:37:45.820
that, blah, blah, blah. And she was like, can
00:37:45.820 --> 00:37:48.440
you train me? And at that point in time, I didn't
00:37:48.440 --> 00:37:50.480
want to be a conflict of interest with the company.
00:37:50.809 --> 00:37:53.510
Right? Sure. I said, no, I can't do that. I told
00:37:53.510 --> 00:37:57.110
her why. And she was upset. And then she asked
00:37:57.110 --> 00:37:58.989
me again, like a week later. Then she asked me
00:37:58.989 --> 00:38:02.550
again a month later. And I told her no three
00:38:02.550 --> 00:38:05.929
times. So something rang off in my head, like
00:38:05.929 --> 00:38:08.289
in cells. I'm going to push for three no's. Once
00:38:08.289 --> 00:38:09.929
I get three no's, I'm going to ease out. I'm
00:38:09.929 --> 00:38:11.900
going to just. reconvene another time. I don't
00:38:11.900 --> 00:38:13.820
want to turn you off to me as a person. And I
00:38:13.820 --> 00:38:14.880
don't want you to feel like you're forced to
00:38:14.880 --> 00:38:16.900
do anything. So when I told her no three times,
00:38:16.980 --> 00:38:18.500
I'm like, this woman's pretty adamant. I say,
00:38:18.559 --> 00:38:19.960
if she asks me again, I'm going to figure out
00:38:19.960 --> 00:38:22.420
a way how to help her. If she asks me again,
00:38:22.579 --> 00:38:24.039
I'm not going to say anything, but if she asks
00:38:24.039 --> 00:38:25.300
me again, I'm going to figure out a way to help
00:38:25.300 --> 00:38:29.519
her. A month goes by, she asks me again. She
00:38:29.519 --> 00:38:31.559
comes sit down at my desk at the place. Hey,
00:38:31.659 --> 00:38:34.039
and I was already thinking about leaving and
00:38:34.039 --> 00:38:36.659
going and doing my own thing. I said, you know
00:38:36.659 --> 00:38:39.190
what? Meet me here at this park at this time,
00:38:39.210 --> 00:38:41.909
this day. I'll help you. All right. We started
00:38:41.909 --> 00:38:44.590
doing that. And that person, I just had her as
00:38:44.590 --> 00:38:47.010
a client yesterday. That was two years ago, two
00:38:47.010 --> 00:38:49.289
and a half years ago. That was a real life example
00:38:49.289 --> 00:38:53.030
of going deep with one person, giving them what
00:38:53.030 --> 00:38:57.889
they need. And she opened up her network. And
00:38:57.889 --> 00:38:59.889
little did I know, I didn't know who she was.
00:39:00.030 --> 00:39:01.590
I didn't know what she did. I didn't know what
00:39:01.590 --> 00:39:05.530
her background was. This woman is a very, she's
00:39:05.530 --> 00:39:09.010
a pillar in her community. People really confide
00:39:09.010 --> 00:39:11.469
in her. They ask her for advice. They ask her
00:39:11.469 --> 00:39:14.329
for references. So when she opened up her network
00:39:14.329 --> 00:39:16.789
to me, that's what really gave my business the
00:39:16.789 --> 00:39:20.210
opportunity to thrive because it was all of her
00:39:20.210 --> 00:39:23.889
clients for the first 10 months. And that was
00:39:23.889 --> 00:39:25.769
a real life example of how Booker Fitness and
00:39:25.769 --> 00:39:28.429
Performance got up and running the way it did.
00:39:28.510 --> 00:39:30.989
That says a lot for you. That's an adamant to
00:39:30.989 --> 00:39:34.610
you because to have somebody to stick with you.
00:39:35.099 --> 00:39:38.119
that long, especially your first client. That
00:39:38.119 --> 00:39:41.400
says so much about the way that you run your
00:39:41.400 --> 00:39:44.500
business, right? So that's kudos for you. That's
00:39:44.500 --> 00:39:46.659
my family from now. That's my family. Outside
00:39:46.659 --> 00:39:48.400
of her referring business, we just have that
00:39:48.400 --> 00:39:51.219
connection where we go out to lunch, we talk,
00:39:51.320 --> 00:39:53.059
she invites me to places, I invite her to places.
00:39:53.119 --> 00:39:54.940
That's like my family at this point. I have a
00:39:54.940 --> 00:39:57.440
lot of respect for her. So I appreciate that.
00:39:57.920 --> 00:40:02.369
Good, good. How important has personal branding
00:40:02.369 --> 00:40:06.710
been in your networking success? And what advice
00:40:06.710 --> 00:40:09.329
would you give listeners who don't feel confident
00:40:09.329 --> 00:40:15.809
about how they show up? I'll answer the back
00:40:15.809 --> 00:40:20.329
half first. I was always taught that your brand
00:40:20.329 --> 00:40:22.889
is what people say about you when you leave the
00:40:22.889 --> 00:40:28.280
room. That's what I was taught. From a... If
00:40:28.280 --> 00:40:29.960
we're not even talking about religion, let's
00:40:29.960 --> 00:40:31.719
just talk about from a spiritual standpoint.
00:40:31.860 --> 00:40:34.539
If you believe in a higher power and you have
00:40:34.539 --> 00:40:37.840
a talent ability that has led you to get a certain
00:40:37.840 --> 00:40:40.219
role at a job, right? Led you to be a certain
00:40:40.219 --> 00:40:42.559
type of person running your business, whatever
00:40:42.559 --> 00:40:46.320
role that you play. You have to walk into a room
00:40:46.320 --> 00:40:49.760
knowing that you are already one. Knowing that
00:40:49.760 --> 00:40:53.260
you are the subject matter expert. Knowing that
00:40:53.260 --> 00:40:57.110
you are... uh the leader of your own life and
00:40:57.110 --> 00:41:00.170
that people should it might be a sound like a
00:41:00.170 --> 00:41:02.110
little bit inner arrogance but people should
00:41:02.110 --> 00:41:04.809
appreciate the fact that you're in the room and
00:41:04.809 --> 00:41:06.530
that you're even talking to them about what you
00:41:06.530 --> 00:41:09.449
do because you can benefit from it now that's
00:41:09.449 --> 00:41:11.429
not something that you hey you should talk to
00:41:11.429 --> 00:41:13.570
me because you could benefit i'm not gonna but
00:41:13.570 --> 00:41:16.369
there's a mint as a mindset behind things right
00:41:16.369 --> 00:41:18.369
there's an inner understanding about yourself
00:41:18.369 --> 00:41:20.829
that you have to carry it's not for everybody
00:41:20.829 --> 00:41:23.940
to know but they should feel it from you Okay.
00:41:23.940 --> 00:41:29.320
So going on that thought, okay, when you walk
00:41:29.320 --> 00:41:33.360
into a room, how should you be dressed? Because
00:41:33.360 --> 00:41:36.099
that's a big part of how people perceive you.
00:41:37.440 --> 00:41:39.880
That's a good question. And I can't say that
00:41:39.880 --> 00:41:41.360
you should be suit and tie. Everybody should
00:41:41.360 --> 00:41:43.219
be suit and tie, right? I can't say. Absolutely
00:41:43.219 --> 00:41:49.179
not. You should wash your face, number one. don't
00:41:49.179 --> 00:41:51.639
come in there with no sleep in your eye and white
00:41:51.639 --> 00:41:53.900
in the corner of your mouth wipe your face clean
00:41:53.900 --> 00:41:55.659
your face be presentable like your mother sent
00:41:55.659 --> 00:41:58.579
you out the house smell good make eye contact
00:41:58.579 --> 00:42:00.699
with people when you talk to them and you shake
00:42:00.699 --> 00:42:04.039
their hand and just be presentable right that's
00:42:04.039 --> 00:42:06.179
a part of being genuine and authentic if you
00:42:06.179 --> 00:42:09.570
like to wear whatever you like to wear and it's
00:42:09.570 --> 00:42:12.170
flashy, it's expressive, go ahead and do that
00:42:12.170 --> 00:42:13.690
because people need to see that and feel that.
00:42:13.829 --> 00:42:16.250
If you're just a guy who'd like to wear, you
00:42:16.250 --> 00:42:19.429
got five jeans in your closet and you got five
00:42:19.429 --> 00:42:22.190
shirts in your drawer, that's fine. Come presentable.
00:42:22.329 --> 00:42:24.869
As long as you come presentable and you're representing
00:42:24.869 --> 00:42:28.469
yourself how you want people to remember you,
00:42:28.610 --> 00:42:31.090
it's all good. Like I said, your brand is what
00:42:31.090 --> 00:42:32.869
people say about you when you leave the room.
00:42:32.969 --> 00:42:35.269
So if you're making them feel good, if you're
00:42:35.269 --> 00:42:38.130
leaving them with a scent that you have, If you're
00:42:38.130 --> 00:42:39.510
leaving them with a certain type of impression
00:42:39.510 --> 00:42:42.269
from the conversation or just them observing
00:42:42.269 --> 00:42:44.750
you, your demeanor, all these things matter because
00:42:44.750 --> 00:42:47.190
when you consistently show up or they see your
00:42:47.190 --> 00:42:50.869
social presence that you build online, you need
00:42:50.869 --> 00:42:53.550
it to add up and match. It needs to be an extension
00:42:53.550 --> 00:42:56.710
of you. So going back to the first part, social
00:42:56.710 --> 00:42:59.630
branding is important. I used to hate posting
00:42:59.630 --> 00:43:02.110
when I first started doing it. But then I looked
00:43:02.110 --> 00:43:05.429
at it like, I'm not posting for people. I'm literally
00:43:05.429 --> 00:43:08.429
going on the Instagram. I'm connecting my LinkedIn,
00:43:08.429 --> 00:43:11.590
my Facebook, and I'm posting to keep a digital
00:43:11.590 --> 00:43:14.030
footprint of the things that I'm telling people
00:43:14.030 --> 00:43:18.170
in person. And that mindset got me just posting.
00:43:18.190 --> 00:43:19.570
People are like, yeah, you're posting all day.
00:43:19.630 --> 00:43:21.949
I see you all the time. Yeah, that's good. Thank
00:43:21.949 --> 00:43:23.530
you. I'm on the top of your mind. So next time
00:43:23.530 --> 00:43:24.750
you're looking for insurance or you're looking
00:43:24.750 --> 00:43:27.250
for a fitness performance consultant, you know
00:43:27.250 --> 00:43:28.650
exactly who to call because I'm on the top of
00:43:28.650 --> 00:43:31.630
your mind. That's what I want to do. I always
00:43:31.630 --> 00:43:34.900
profess. Whenever I go into a networking event
00:43:34.900 --> 00:43:37.239
or networking or meeting somebody one -on -one,
00:43:37.360 --> 00:43:41.679
I always dress one level up from where they are,
00:43:41.820 --> 00:43:45.440
okay? So if they're a construction company and
00:43:45.440 --> 00:43:49.599
they're jeans and a shirt, I wear a pair of slacks
00:43:49.599 --> 00:43:53.500
and a shirt, right? If they are one up, they
00:43:53.500 --> 00:43:57.000
dress jeans, but they wear a sports coat, I will
00:43:57.000 --> 00:44:02.949
dress business casual, slacks, shirt, coat. I
00:44:02.949 --> 00:44:06.590
might even put a tie on if I go up one level.
00:44:06.690 --> 00:44:08.510
If you know you're going to go meet somebody
00:44:08.510 --> 00:44:11.030
else, you're going to put that tie on. If you're
00:44:11.030 --> 00:44:14.789
just going to stay, it's always one step up and
00:44:14.789 --> 00:44:17.190
not so much that you're putting in their face,
00:44:17.369 --> 00:44:21.469
but you look clean and you look well adjusted
00:44:21.469 --> 00:44:24.210
and everything, because all of that goes into
00:44:24.210 --> 00:44:27.070
it, goes into the first time that somebody sees
00:44:27.070 --> 00:44:31.309
you. It's so hard to take that picture out of
00:44:31.309 --> 00:44:34.019
their minds. That's a good point. I never heard
00:44:34.019 --> 00:44:36.239
that one -up concept. That's the first time.
00:44:36.239 --> 00:44:39.000
I've always heard dress for the occasion or dress
00:44:39.000 --> 00:44:41.679
for the conversation. Those two things, but I
00:44:41.679 --> 00:44:43.519
never heard the one -up concept. That's interesting.
00:44:43.920 --> 00:44:47.380
Always one -up because you'll never be underdressed.
00:44:49.179 --> 00:44:52.460
It's a habit that I've gotten into, but after
00:44:52.460 --> 00:44:55.960
I do a workshop, if I go into a company, I'm
00:44:55.960 --> 00:44:59.289
always going to go see. one of the C -suite executives.
00:44:59.809 --> 00:45:02.469
I'm always going to go see an executive and I
00:45:02.469 --> 00:45:04.170
want to make sure that I'm dressed the part.
00:45:05.489 --> 00:45:09.889
So that's what I do. Okay. Did I answer that
00:45:09.889 --> 00:45:14.510
question fully? Yes, you did. Yes, you did. Okay.
00:45:14.670 --> 00:45:19.289
Life insurance is all about long -term trust.
00:45:20.090 --> 00:45:22.929
What have you learned about maintaining and nurturing
00:45:22.929 --> 00:45:27.420
professional relationships over time? not just
00:45:27.420 --> 00:45:37.139
in the first meeting. Don't rush. Okay. Very
00:45:37.139 --> 00:45:39.960
important, especially down south. Don't rush.
00:45:40.219 --> 00:45:42.380
And I'm an up north guy. I had to get used to
00:45:42.380 --> 00:45:45.360
that. So am I. He had to tell me to slow down.
00:45:45.460 --> 00:45:48.960
Like, you're talking too fast. Yeah. I'm talking
00:45:48.960 --> 00:45:53.739
normal. It's very interesting because on the
00:45:53.739 --> 00:45:55.679
sidebar, God knew when to put me in Atlanta.
00:45:56.339 --> 00:46:00.800
Right. Because the way I was moving fast and
00:46:00.800 --> 00:46:03.380
was natural, that was a natural pace of things.
00:46:03.500 --> 00:46:05.440
If we're going to get something done. Yeah, let's
00:46:05.440 --> 00:46:07.760
get it done. We don't need. But then you had
00:46:07.760 --> 00:46:09.219
to learn the culture. Yeah, we said we're going
00:46:09.219 --> 00:46:11.039
to get that. Oh, let's have dinner. Let's have
00:46:11.039 --> 00:46:12.960
a coffee. Let's meet my family before we get
00:46:12.960 --> 00:46:16.320
it done. This is a different culture, a different
00:46:16.320 --> 00:46:20.679
pace to building business and building that relationship
00:46:20.679 --> 00:46:23.019
with professional relationships. So I think,
00:46:23.039 --> 00:46:25.480
yeah, don't rush. Have that silent confidence
00:46:25.480 --> 00:46:28.659
about yourself that whatever you guys talked
00:46:28.659 --> 00:46:32.059
about in those initial two conversations or whatever
00:46:32.059 --> 00:46:36.599
you brainstormed about where you see some collaboration,
00:46:37.000 --> 00:46:39.619
have the confidence, even if it's a month later,
00:46:39.739 --> 00:46:43.460
that it's still going to go through. I'm still
00:46:43.460 --> 00:46:45.980
able to offer this service and that person is
00:46:45.980 --> 00:46:48.059
still able to offer this service. Sometimes in
00:46:48.059 --> 00:46:51.159
those gaps of communication when I'm super busy
00:46:51.159 --> 00:46:53.610
and that other person is super busy, We might
00:46:53.610 --> 00:46:56.110
have doubt creeping. We might have worry creeping.
00:46:56.269 --> 00:47:00.590
And that frequency alone can shake up certain
00:47:00.590 --> 00:47:02.349
relationships with people, right? Because now
00:47:02.349 --> 00:47:04.650
you get back in the conversation thinking that
00:47:04.650 --> 00:47:06.510
the person didn't even want to talk to you when
00:47:06.510 --> 00:47:08.250
that person is basically just as busy as you.
00:47:08.630 --> 00:47:11.110
So I think building that rapport every now and
00:47:11.110 --> 00:47:13.010
then, hey, let's go get a coffee and connect.
00:47:13.769 --> 00:47:15.949
That's what I do. I do a coffee and connect with
00:47:15.949 --> 00:47:17.349
people. If I think that we're having a great
00:47:17.349 --> 00:47:20.380
conversation and that... networking meeting and
00:47:20.380 --> 00:47:22.019
there's some professional relationship that we
00:47:22.019 --> 00:47:24.780
can build for and the conversation is really
00:47:24.780 --> 00:47:27.840
going, I still want to network in the room and
00:47:27.840 --> 00:47:29.239
I still want you to network in the room. But
00:47:29.239 --> 00:47:30.760
let's make sure we put something on the calendar
00:47:30.760 --> 00:47:33.400
right now before we break this conversation.
00:47:33.920 --> 00:47:35.920
Let's do a coffee and connect because I'm really
00:47:35.920 --> 00:47:38.639
into what we're talking about and I want to continue
00:47:38.639 --> 00:47:40.699
to grow that relationship and just take it as
00:47:40.699 --> 00:47:42.760
one step at a time. So when I do that coffee
00:47:42.760 --> 00:47:45.340
and connect, whether it's a week out, then we
00:47:45.340 --> 00:47:47.920
can be lighter about talking about things. And
00:47:47.920 --> 00:47:49.739
then potentially go into the next setup. Hey,
00:47:49.820 --> 00:47:52.920
let's go do dinner or this event happened or
00:47:52.920 --> 00:47:55.219
my friend is doing this. Why don't you come out?
00:47:55.300 --> 00:47:57.380
And that's how you build the rapport until something
00:47:57.380 --> 00:48:00.380
takes off. So I just think don't rush. Be yourself.
00:48:00.960 --> 00:48:04.559
Have some great conversations and know the reason
00:48:04.559 --> 00:48:07.019
why you guys are connecting and talking until
00:48:07.019 --> 00:48:10.280
other reasons and other rapport points come about
00:48:10.280 --> 00:48:12.000
where you continue to build that relationship.
00:48:12.980 --> 00:48:15.340
Absolutely. Absolutely. And all that goes back
00:48:15.340 --> 00:48:18.179
into the know and trust. It goes back to you
00:48:18.179 --> 00:48:21.159
being authentic. It goes back. That resonates.
00:48:21.260 --> 00:48:24.840
That brings everything together as one thing
00:48:24.840 --> 00:48:27.539
until, of course, that leads you up to what?
00:48:27.679 --> 00:48:29.960
All your follow up. Right. So you have to have
00:48:29.960 --> 00:48:32.480
that follow up sequence. All right. Let's bring
00:48:32.480 --> 00:48:36.360
this podcast full circle. Okay. If you could
00:48:36.360 --> 00:48:40.219
give one networking tip today that would make
00:48:40.219 --> 00:48:42.690
the biggest difference. For someone listening,
00:48:42.949 --> 00:48:46.510
whether they're in sales, fitness, or insurance,
00:48:47.010 --> 00:48:54.690
what would it be? If I can give one big networking
00:48:54.690 --> 00:49:00.789
tip to someone who is in sales, fitness, or insurance,
00:49:00.969 --> 00:49:05.889
what would it be? To my fellow trainers, you
00:49:05.889 --> 00:49:13.460
are professionals. The mindset behind training,
00:49:13.619 --> 00:49:16.619
right? You're getting your aggression out. You're
00:49:16.619 --> 00:49:19.519
getting your energy out. You're building your
00:49:19.519 --> 00:49:26.760
body. I think that sometimes as a trainer, I've
00:49:26.760 --> 00:49:29.059
seen in other trainers that they just stick to
00:49:29.059 --> 00:49:34.780
that concept of being in the gym, always in their
00:49:34.780 --> 00:49:37.380
workout clothes, always just train those people,
00:49:37.539 --> 00:49:39.800
working them. working the leads that are in the
00:49:39.800 --> 00:49:43.159
gym, so on and so forth. But you are a very important
00:49:43.159 --> 00:49:46.880
and integral part of this world as a fitness
00:49:46.880 --> 00:49:51.579
professional. It's okay to work in the gym, have
00:49:51.579 --> 00:49:53.679
your gear on, you're doing your workout, you're
00:49:53.679 --> 00:49:56.320
changing to your trainer clothes, and then go
00:49:56.320 --> 00:49:59.079
put on some slacks, a blouse, if you're a woman,
00:49:59.139 --> 00:50:01.179
whatever the case may be, and go to a networking
00:50:01.179 --> 00:50:04.179
event and pitch your services to people or talk
00:50:04.179 --> 00:50:06.519
to people about what you do. I don't really see
00:50:06.519 --> 00:50:08.420
too many fitness professionals in the networking
00:50:08.420 --> 00:50:10.139
space. I think I might have been the only one
00:50:10.139 --> 00:50:12.940
that is doing that. So I think I've taken my
00:50:12.940 --> 00:50:16.940
experience from sales, insurance, that business
00:50:16.940 --> 00:50:20.000
acumen and have applied it to my services as
00:50:20.000 --> 00:50:22.840
fitness. And that kind of sets me apart from
00:50:22.840 --> 00:50:26.900
other trainers that do what they do. I think
00:50:26.900 --> 00:50:29.500
that's a big part. So if I can give advice to
00:50:29.500 --> 00:50:32.159
the fitness professionals in the world, don't
00:50:32.159 --> 00:50:35.579
be scared to step out your everyday box. And
00:50:35.579 --> 00:50:39.139
present yourself as a business to get those clients
00:50:39.139 --> 00:50:41.980
that you want or just to be comfortable talking
00:50:41.980 --> 00:50:44.820
about how you help people and let God work for
00:50:44.820 --> 00:50:46.659
you. Let God bring those people into your presence
00:50:46.659 --> 00:50:48.840
because everybody needs some type of level of
00:50:48.840 --> 00:50:51.139
fitness instruction in their life. So I would
00:50:51.139 --> 00:50:55.179
say that. Absolutely. And you're a fitness professional.
00:50:55.679 --> 00:50:59.039
So remember that. But remember, you're a business
00:50:59.039 --> 00:51:04.150
person who. does fitness. You're not a fitness
00:51:04.150 --> 00:51:07.230
person that does business. You're a business
00:51:07.230 --> 00:51:09.750
person that does fitness. And there's a stark
00:51:09.750 --> 00:51:13.650
difference between the two. So if you treat this
00:51:13.650 --> 00:51:17.369
like a business, you'll go far, you'll expand,
00:51:17.610 --> 00:51:20.309
you'll get more people. But if you're just a
00:51:20.309 --> 00:51:23.289
fitness person doing business, then you're just
00:51:23.289 --> 00:51:25.210
going to onesie twosie and that's not what you're
00:51:25.210 --> 00:51:28.449
after. Right. So you're after bigger and better
00:51:28.449 --> 00:51:31.230
things. Marvin, I got to tell you, this was great.
00:51:31.550 --> 00:51:34.889
I could talk to you for another hour. That hour
00:51:34.889 --> 00:51:37.650
went by fast, man. Yeah, it really did. It really
00:51:37.650 --> 00:51:40.829
did. If somebody wants to get hold of you either
00:51:40.829 --> 00:51:43.849
for insurance or for fitness, I would recommend
00:51:43.849 --> 00:51:46.989
Marvin for both. But if they wanted to get hold
00:51:46.989 --> 00:51:50.030
of you, what's the best way? So you can find
00:51:50.030 --> 00:51:52.949
me on Instagram, my Booker Fitness and Performance
00:51:52.949 --> 00:51:56.789
LLC. You can find me on Instagram with at Booker
00:51:56.789 --> 00:52:00.320
Fitness underscore. There's a link there that
00:52:00.320 --> 00:52:03.860
connects you to my website, bookerfitness .com.
00:52:04.099 --> 00:52:07.960
You can also DM me and schedule a fitness consultation
00:52:07.960 --> 00:52:11.360
if you're in the Gwinnett County area. Also,
00:52:11.420 --> 00:52:16.460
my phone number's up there, 470 -998 -6826. You
00:52:16.460 --> 00:52:21.159
can call or text. My email is bookerfitnessandperformance56
00:52:21.159 --> 00:52:25.139
at gmail .com. If you were looking for me on
00:52:25.139 --> 00:52:28.739
the insurance side, It's aceadvisors underscore
00:52:28.739 --> 00:52:32.840
on Instagram. There's also a link there that
00:52:32.840 --> 00:52:35.179
gives you to my website where you can actually
00:52:35.179 --> 00:52:37.960
get a free quote there. You can call that number
00:52:37.960 --> 00:52:40.400
as well. And that will go directly to my work
00:52:40.400 --> 00:52:43.659
line. You can also reach me at aceadvisorsinc
00:52:43.659 --> 00:52:48.400
at gmail .com. Perfect. Marvin, this was a blast.
00:52:48.619 --> 00:52:51.960
I can't wait to see you in person again and have
00:52:51.960 --> 00:52:54.440
yourself a great day. You too, sir. I appreciate
00:52:54.440 --> 00:52:56.820
your time. And it was a great opportunity to
00:52:56.820 --> 00:53:01.860
share my experiences, to continue branding myself
00:53:01.860 --> 00:53:04.659
and being a part of your network as well. So
00:53:04.659 --> 00:53:06.960
I really appreciate that. And I wish you the
00:53:06.960 --> 00:53:10.480
best of wishes on your current and next endeavors.
00:53:11.139 --> 00:53:18.440
Thank you. Well, hold on, folks. Don't go anywhere.
00:53:18.780 --> 00:53:22.119
Let's hear from our sponsors. David Neal, co
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-founder, Revved Up Kids. Revved Up Kids is on
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to revvedupkids .org. Henry Kaplan, Century 21.
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When it comes to making the biggest financial
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of a proven professional, Henry Kaplan. Henry
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is a global real estate agent with Century 21,
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celebrating his 41st year in business. No matter
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where you're moving, Henry has the right connections
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for you. You can contact Henry at 561 -427 -4888.
00:54:09.829 --> 00:54:12.630
A huge thank you to our guests for sharing such
00:54:13.230 --> 00:54:16.530
insights today. And of course, a big shout out
00:54:16.530 --> 00:54:19.829
to you, our amazing listeners, for tuning in
00:54:19.829 --> 00:54:22.750
and spending your time with us. If you're interested
00:54:22.750 --> 00:54:26.090
in my digital courses, being coached or having
00:54:26.090 --> 00:54:29.230
me come and talk to your company, just go to
00:54:29.230 --> 00:54:32.449
Michael and fill out the request form. Remember,
00:54:32.789 --> 00:54:36.090
networking isn't about being perfect. It's about
00:54:36.090 --> 00:54:39.010
being present. So take what you've learned today,
00:54:39.190 --> 00:54:41.809
get out there and make some meaningful connections.
00:54:42.539 --> 00:54:45.460
If you've enjoyed this episode, please don't
00:54:45.460 --> 00:54:48.800
forget to subscribe. Leave us a review and share
00:54:48.800 --> 00:54:51.000
it with someone who could use a little networking
00:54:51.000 --> 00:54:54.000
inspiration. Let's keep the conversation going.
00:54:54.179 --> 00:54:58.739
You can find me on Apple, Spotify, Pandora, YouTube,
00:54:58.880 --> 00:55:03.519
or my website, foreman .com slash podcasts.
00:00:16.780 --> 00:00:20.039
Welcome back to Networking Unleashed, Building
00:00:20.039 --> 00:00:23.260
Profitable Connections. I'm your host, Michael
00:00:23.260 --> 00:00:26.079
Foreman, and today we're diving into the power
00:00:26.079 --> 00:00:30.120
of networking through a very unique lens. My
00:00:30.120 --> 00:00:33.380
guest has built success in two very different
00:00:33.380 --> 00:00:36.740
industries, launching his own fitness company
00:00:36.740 --> 00:00:39.799
and later stepping into the world of life insurance.
00:00:40.240 --> 00:00:45.060
Both ties, excuse me, what ties both journeys
00:00:45.060 --> 00:00:48.759
together? The ability to build meaningful relationships,
00:00:48.880 --> 00:00:52.939
turn conversations into opportunities, and grow
00:00:52.939 --> 00:00:57.159
businesses through the art of networking. Today,
00:00:57.219 --> 00:00:59.899
we'll explore how he used networking to get his
00:00:59.899 --> 00:01:03.880
first clients, how those same skills translate
00:01:03.880 --> 00:01:07.719
across industries, and the lessons he's learned
00:01:07.719 --> 00:01:11.099
about building authentic connections that lead
00:01:11.099 --> 00:01:15.219
to real results. So if you ever wondered how
00:01:15.219 --> 00:01:18.180
to take your networking beyond just handshakes
00:01:18.180 --> 00:01:22.260
and LinkedIn requests and actually turn it into
00:01:22.260 --> 00:01:25.040
profit, you're going to love this conversation.
00:01:25.760 --> 00:01:28.760
I'd like to welcome to the podcast Marvin Booker.
00:01:28.840 --> 00:01:31.879
Marvin, listen, I've known Marvin for really
00:01:31.879 --> 00:01:34.180
a short amount of time, but we've become friendly.
00:01:34.299 --> 00:01:36.500
We know each other through networking events,
00:01:36.739 --> 00:01:41.060
and I'm a real proponent of what he has to offer.
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Marvin? Why don't you say hello and give us a
00:01:44.689 --> 00:01:47.390
little bit about your background? Yeah, Michael,
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thanks for the great introduction. It's been
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a pleasure interacting with you throughout various
00:01:52.209 --> 00:01:55.409
networking events and hearing your wisdom and
00:01:55.409 --> 00:01:57.390
how you share to other people and how people
00:01:57.390 --> 00:02:00.709
actually gravitate to it. They take the pointers
00:02:00.709 --> 00:02:04.150
that you give out and they apply it and then
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they see results. So I think that's great, first
00:02:06.109 --> 00:02:09.419
and foremost. But yeah, you gave a great background
00:02:09.419 --> 00:02:11.860
on me. I appreciate it. Marvin Booker, born and
00:02:11.860 --> 00:02:14.780
raised in New Jersey, born in East Orange, New
00:02:14.780 --> 00:02:16.719
Jersey, went to high school in Piscataway, New
00:02:16.719 --> 00:02:19.219
Jersey, went off to play college football at
00:02:19.219 --> 00:02:23.319
Rutgers University, as well as graduating there
00:02:23.319 --> 00:02:25.759
with my degree in labor relations and employment
00:02:25.759 --> 00:02:30.240
and minor in Africana studies. Just to fast forward,
00:02:30.340 --> 00:02:32.900
I had on and off the field, I had some different
00:02:32.900 --> 00:02:36.099
things going on, a lot of different life experiences
00:02:36.099 --> 00:02:41.590
that taught me how to maintain my health, my
00:02:41.590 --> 00:02:43.789
body, right? Playing football, you have to train
00:02:43.789 --> 00:02:47.469
all the time every day, right? Growing my body,
00:02:47.590 --> 00:02:49.870
manipulating my body to get the best out of it,
00:02:49.889 --> 00:02:53.229
to perform at a high level. And also when football
00:02:53.229 --> 00:02:56.550
was, when I was transitioning out of football,
00:02:56.830 --> 00:03:01.069
I always saw that fitness was always a part of
00:03:01.069 --> 00:03:03.090
my life. transitioning out of football, growing
00:03:03.090 --> 00:03:05.189
up, throughout my childhood, everything, throughout
00:03:05.189 --> 00:03:07.289
my whole life, fitness has been a huge part and
00:03:07.289 --> 00:03:09.129
component to me because it keeps me centered.
00:03:09.729 --> 00:03:12.389
And then there are different life experiences
00:03:12.389 --> 00:03:15.409
that have come about to say, hey, maybe you need
00:03:15.409 --> 00:03:17.830
to learn this, how to deal with your finances
00:03:17.830 --> 00:03:21.189
better. Maybe you need to learn this, so on and
00:03:21.189 --> 00:03:24.370
so forth. So I would find different jobs that
00:03:24.370 --> 00:03:28.939
would help me refine those skills. And in finding
00:03:28.939 --> 00:03:31.219
those jobs, it was really about networking. It
00:03:31.219 --> 00:03:33.659
was really about shaking hands, meeting people,
00:03:33.819 --> 00:03:37.699
not necessarily asking them for anything up front,
00:03:37.759 --> 00:03:40.560
but just building genuine connections with people
00:03:40.560 --> 00:03:43.460
to see if our energy even aligns at any type
00:03:43.460 --> 00:03:49.199
of situation. Once that would happen, then I
00:03:49.199 --> 00:03:51.300
will also do the giver's game, right? I will
00:03:51.300 --> 00:03:53.900
make sure that if I hear something or... know
00:03:53.900 --> 00:03:55.740
a connection that somebody can benefit from.
00:03:55.800 --> 00:03:57.960
I'll connect those people or give some wisdom
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from my experiences. And people really appreciate
00:04:01.020 --> 00:04:03.680
that. And then when it was time for me to ask
00:04:03.680 --> 00:04:07.280
for something or if I shared my experiences or
00:04:07.280 --> 00:04:09.000
what I was looking to do, they would do the same
00:04:09.000 --> 00:04:10.719
for me, whether it be in that moment or sometime
00:04:10.719 --> 00:04:14.000
down the line. So these were certain skills that
00:04:14.000 --> 00:04:18.240
led me to start my fitness business, right? Down
00:04:18.240 --> 00:04:20.399
the line, I started my insurance company, Ace
00:04:20.399 --> 00:04:24.490
Advisors LLC. And that was... All through, I
00:04:24.490 --> 00:04:26.889
was able to build those two components strictly
00:04:26.889 --> 00:04:29.269
through networking and meeting people and just
00:04:29.269 --> 00:04:31.250
really slowing down and having genuine conversations
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with people and letting people know what I do.
00:04:33.269 --> 00:04:37.250
So networking is a huge component of my lifestyle,
00:04:37.529 --> 00:04:40.209
even outside of business when I've lived in different
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cities. Going out and being comfortable talking
00:04:42.920 --> 00:04:45.560
to people, shaking hands with people, listening,
00:04:45.660 --> 00:04:48.620
actively listening to people has been very important
00:04:48.620 --> 00:04:50.560
and allowed me to keep my boots on the ground
00:04:50.560 --> 00:04:52.620
in any environment that I was in to build those
00:04:52.620 --> 00:04:55.720
relationships to just feel comfortable and adapting
00:04:55.720 --> 00:04:57.560
to the new environments that I've been in. So
00:04:57.560 --> 00:05:00.120
networking across the board is amazing and I'm
00:05:00.120 --> 00:05:02.279
happy to be a part of this podcast so we can
00:05:02.279 --> 00:05:04.120
share best practices and help other people be
00:05:04.120 --> 00:05:07.389
successful too. That's great, Marvin. What it
00:05:07.389 --> 00:05:10.310
sounds like is that, first of all, even through
00:05:10.310 --> 00:05:13.310
football and everything else, you have structure.
00:05:13.589 --> 00:05:19.790
You have a sense of this goes this way. And by
00:05:19.790 --> 00:05:24.089
you adding value to every relationship that you've
00:05:24.089 --> 00:05:28.339
had, it means a lot. Because it tells me that
00:05:28.339 --> 00:05:31.259
you are a true networker when you're looking
00:05:31.259 --> 00:05:33.680
for giver's gain, when you're looking to see
00:05:33.680 --> 00:05:37.139
what you can do for somebody, even before whatever
00:05:37.139 --> 00:05:40.079
they can do for you. Because you know as well
00:05:40.079 --> 00:05:43.279
as I do, that if you do that, what goes around
00:05:43.279 --> 00:05:46.300
comes around. And you will absolutely get it.
00:05:46.500 --> 00:05:48.160
Yeah, that's a great point, Michael. And the
00:05:48.160 --> 00:05:49.860
funny thing is, I've been doing it since I was
00:05:49.860 --> 00:05:52.670
young. I didn't know about giver's gain. I didn't
00:05:52.670 --> 00:05:54.509
know about, before we talked about the book,
00:05:54.629 --> 00:05:56.850
Go -Giver, right? I didn't know about that stuff.
00:05:56.970 --> 00:05:59.069
That's all within the past five years I learned
00:05:59.069 --> 00:06:02.449
that stuff. But these are things from being young.
00:06:02.910 --> 00:06:05.129
And now when you get older and you get in these
00:06:05.129 --> 00:06:07.410
real life situations and that there's benefit
00:06:07.410 --> 00:06:10.089
to what your natural ability is, then it's empowered.
00:06:11.009 --> 00:06:14.970
It's a blessing. Yeah. Now you can actually put
00:06:14.970 --> 00:06:17.810
something behind. When you were five years old,
00:06:17.870 --> 00:06:20.000
you didn't know about giver's gain. You know
00:06:20.000 --> 00:06:23.860
about that, but as an adult, you do know about
00:06:23.860 --> 00:06:26.759
it. It puts a little credibility behind what
00:06:26.759 --> 00:06:29.740
you were doing when you were younger. So everything
00:06:29.740 --> 00:06:31.920
all works together, but you've been doing this
00:06:31.920 --> 00:06:34.879
for such a long time. It's ingrained in your
00:06:34.879 --> 00:06:38.579
system. It's in your DNA just to be a nice person.
00:06:38.839 --> 00:06:42.779
So by being that nice person, by always looking
00:06:42.779 --> 00:06:47.459
to give, you will get and receive 10 times. Over.
00:06:47.560 --> 00:06:51.800
So let me go into my questions. Okay. You've
00:06:51.800 --> 00:06:55.500
built a fitness company and now work in life
00:06:55.500 --> 00:06:59.279
insurance. Two industries where trust and relationships
00:06:59.279 --> 00:07:03.160
are everything. What role did networking play
00:07:03.160 --> 00:07:12.560
in opening doors for you early on? When it was
00:07:12.560 --> 00:07:15.360
time for me to... There was a point in time where
00:07:15.360 --> 00:07:18.600
I was a general manager with L .A. Fitness and
00:07:18.600 --> 00:07:21.180
I still had my business. My business has been
00:07:21.180 --> 00:07:26.819
with me since 2012. But that point where I want
00:07:26.819 --> 00:07:29.160
to jump off the cliff and try to fly with 100
00:07:29.160 --> 00:07:32.660
percent solo, it was hard to find when that point
00:07:32.660 --> 00:07:36.720
would be. So when I was working with L .A. Fitness
00:07:36.720 --> 00:07:39.680
as a general manager, I was still training people
00:07:39.680 --> 00:07:45.069
on the side away from the facility. I just kept
00:07:45.069 --> 00:07:46.850
on telling people, Marvin, you need to talk about
00:07:46.850 --> 00:07:49.730
what you're doing, how you can help people, and
00:07:49.730 --> 00:07:53.189
how your experiences from playing pro football
00:07:53.189 --> 00:07:56.310
and getting to that level can help these people
00:07:56.310 --> 00:07:58.970
that you're working with or that you're introducing
00:07:58.970 --> 00:08:00.910
your business to. Because there was a point in
00:08:00.910 --> 00:08:04.750
time where I think transitioning to civilian
00:08:04.750 --> 00:08:07.439
life and being a pro player. That's how I put
00:08:07.439 --> 00:08:09.379
it. I know we talked about that before. This
00:08:09.379 --> 00:08:11.779
is a different mindset, right? I didn't want
00:08:11.779 --> 00:08:14.220
to throw the fact that I was an ex -pro player
00:08:14.220 --> 00:08:18.000
out there, right? I'm still pursuing the game
00:08:18.000 --> 00:08:19.819
at one point in time. And then another point
00:08:19.819 --> 00:08:21.319
in time, I didn't want to throw it in people's
00:08:21.319 --> 00:08:24.040
faces. I just wanted to just gradually reveal
00:08:24.040 --> 00:08:26.800
myself. But when you're talking about that business,
00:08:27.060 --> 00:08:29.000
people want to know where your credibility is
00:08:29.000 --> 00:08:30.480
going to come from. Yeah, they see my structure.
00:08:30.519 --> 00:08:32.179
They see my body. But that doesn't mean I know
00:08:32.179 --> 00:08:34.399
how to articulate my wisdom to somebody else
00:08:34.399 --> 00:08:36.519
for them to take advantage of it. So it was just
00:08:36.519 --> 00:08:38.340
me really putting myself out there, creating
00:08:38.340 --> 00:08:41.080
marketing, business cards, Instagram to create
00:08:41.080 --> 00:08:43.460
a digital footprint, reaching out to people on
00:08:43.460 --> 00:08:46.200
Instagram, going to different networking meetings,
00:08:46.379 --> 00:08:49.620
introducing myself, creating my elevator speech,
00:08:49.919 --> 00:08:51.580
handing my business card to them and just letting
00:08:51.580 --> 00:08:53.279
them know, hey, if this is something that you're
00:08:53.279 --> 00:08:55.059
interested in, I want to offer you something
00:08:55.059 --> 00:08:58.000
of giver's gain once again, a free fitness consultation.
00:08:58.620 --> 00:09:00.759
And we can put that on the schedule and we can
00:09:00.759 --> 00:09:02.659
see how we can help you out. And that's just
00:09:02.659 --> 00:09:04.820
how I really went. Just being on tour. That's
00:09:04.820 --> 00:09:07.620
how I met you. Being on tour, putting at least
00:09:07.620 --> 00:09:10.000
three networking events on my calendar per week
00:09:10.000 --> 00:09:13.259
and being adamant about showing up and being
00:09:13.259 --> 00:09:15.120
consistent about promoting my business. That's
00:09:15.120 --> 00:09:17.860
really how I got Booker Fitness really started.
00:09:17.919 --> 00:09:20.720
And I have one or two true clients. I still my
00:09:20.720 --> 00:09:24.340
clients today after two years plus. And they
00:09:24.340 --> 00:09:27.259
referred me business as well. So both sides,
00:09:27.340 --> 00:09:29.100
building those relationships, allow people to
00:09:29.100 --> 00:09:31.759
feel comfortable to. giving me access to their
00:09:31.759 --> 00:09:34.879
network as well. That's the best way. Referrals
00:09:34.879 --> 00:09:39.340
are golden. Referrals is your best mode to see
00:09:39.340 --> 00:09:42.919
what clients you can receive. But one thing you
00:09:42.919 --> 00:09:46.240
had to figure out was, which you probably didn't
00:09:46.240 --> 00:09:49.460
like doing, you had to talk about yourself. You
00:09:49.460 --> 00:09:52.580
had to talk about what you can do, what you did,
00:09:52.720 --> 00:09:56.000
everything like that, because people want to
00:09:56.000 --> 00:09:59.220
know. They have to say, okay, look. I see him.
00:09:59.259 --> 00:10:02.519
Listen, he's got a good physique, but I don't
00:10:02.519 --> 00:10:05.919
know who he is. Networking is know you, like
00:10:05.919 --> 00:10:08.879
you, trust you. They'll do business with you.
00:10:09.120 --> 00:10:12.179
Know you, absolutely they know you because they'd
00:10:12.179 --> 00:10:14.919
see your face. Like you, you're not going to
00:10:14.919 --> 00:10:17.799
get along with everybody that you come in contact
00:10:17.799 --> 00:10:21.620
with. So know you, like you, but if they don't
00:10:21.620 --> 00:10:24.379
trust you, they'll never do business with you.
00:10:25.159 --> 00:10:27.960
So that's what you're doing. And the givers gain,
00:10:28.080 --> 00:10:30.480
giving value to the relationship. That's all
00:10:30.480 --> 00:10:33.019
part of it. That's all building the trust up.
00:10:33.240 --> 00:10:36.480
But once you build that trust up, that's okay.
00:10:36.840 --> 00:10:39.759
And then you build something called social capital.
00:10:39.919 --> 00:10:42.440
We'll get into that later on. I think the social
00:10:42.440 --> 00:10:44.700
capital and the trust kind of went hand in hand
00:10:44.700 --> 00:10:46.659
because if people see me first and then they
00:10:46.659 --> 00:10:50.440
see other things, the reviews, the visuals. It
00:10:50.440 --> 00:10:52.159
makes people say it takes the edge off. It's
00:10:52.159 --> 00:10:54.460
not 100 % trust, but it takes the edge off. It
00:10:54.460 --> 00:10:56.700
eases them into the situation for sure. Yes,
00:10:56.700 --> 00:10:59.019
it does. Yes, it does. And you build your social
00:10:59.019 --> 00:11:03.740
capital. You don't want to start out just flat
00:11:03.740 --> 00:11:06.720
because the first time that you do something
00:11:06.720 --> 00:11:10.620
incorrectly, I'll put that nicely, you do it
00:11:10.620 --> 00:11:12.580
incorrectly. That means you're in the negatives
00:11:12.580 --> 00:11:15.720
and you have to build it back up to zero to go
00:11:15.720 --> 00:11:19.879
ahead. So the social capital is very important.
00:11:20.159 --> 00:11:24.740
From your perspective, what's the biggest misconception
00:11:24.740 --> 00:11:29.139
people have about networking and how do you approach
00:11:29.139 --> 00:11:33.100
it differently? That's from the jump. There's
00:11:33.100 --> 00:11:36.679
a point in time, like in college, when I was
00:11:36.679 --> 00:11:39.779
going to different networking events that they
00:11:39.779 --> 00:11:41.740
host for the student athletes and stuff like
00:11:41.740 --> 00:11:45.919
that, things were very transactional. And I think...
00:11:46.169 --> 00:11:48.450
That's just how networking is perceived. I'm
00:11:48.450 --> 00:11:50.830
going here to get something. Right. Or I'm going
00:11:50.830 --> 00:11:54.629
here to sell something or and that's OK for each
00:11:54.629 --> 00:11:57.389
his own. But I think networking, the misconception
00:11:57.389 --> 00:11:59.789
about networking is that's so transactional.
00:11:59.970 --> 00:12:02.149
And some people go in there with that type of
00:12:02.149 --> 00:12:05.450
mindset. I think you should go in there authentically
00:12:05.450 --> 00:12:10.549
you. Absolutely. Go in there with Marvin Booker
00:12:10.549 --> 00:12:13.210
first or Michael Foreman first and just have
00:12:13.210 --> 00:12:15.870
conversations with people. knowing that this
00:12:15.870 --> 00:12:17.870
is the room where people are coming to have conversations,
00:12:18.169 --> 00:12:21.029
period. So all that standing on the wall, all
00:12:21.029 --> 00:12:23.490
that other nonsense, get off the wall, right?
00:12:23.669 --> 00:12:26.190
Go shake a hand, go say hi, because people are
00:12:26.190 --> 00:12:29.090
looking for you to say something to them or to
00:12:29.090 --> 00:12:31.509
talk to other people. That's number one. Number
00:12:31.509 --> 00:12:35.809
two, I think that people should, like I said,
00:12:35.850 --> 00:12:37.669
people should really be genuine and authentic.
00:12:38.450 --> 00:12:40.529
Now, some people aren't genuine and authentic
00:12:40.529 --> 00:12:43.429
as it is, forget networking or whatever the case
00:12:43.429 --> 00:12:45.269
may be. So that's a whole nother story. But we're
00:12:45.269 --> 00:12:46.889
going to go there. Yeah, we ain't going to go
00:12:46.889 --> 00:12:48.269
there right now. We ain't got enough time, right?
00:12:48.330 --> 00:12:51.850
So to step in the situation, be authentic, ask
00:12:51.850 --> 00:12:55.110
questions, be comfortable about speaking about
00:12:55.110 --> 00:12:56.889
yourself. I think that's another misconception.
00:12:57.090 --> 00:13:00.470
People think that, and I had it myself, right?
00:13:00.549 --> 00:13:03.250
It's okay to talk about yourself because people
00:13:03.250 --> 00:13:06.330
want to learn who you are in those rooms. And
00:13:06.330 --> 00:13:07.950
then if there's some, of course, you're going
00:13:07.950 --> 00:13:09.389
to get to the point where you talk about what
00:13:09.389 --> 00:13:11.669
you do and how you help people. And if there's
00:13:11.669 --> 00:13:13.740
some synergy there, hey. Let's see if we can
00:13:13.740 --> 00:13:17.360
connect again outside of this event. Right. And
00:13:17.360 --> 00:13:19.679
try to see where we can help each other. Or if
00:13:19.679 --> 00:13:21.100
you hear something that person needs, hey, I
00:13:21.100 --> 00:13:23.139
have a referral. Let's connect. I can shoot it
00:13:23.139 --> 00:13:25.720
to you, whatever the case may be. So I think
00:13:25.720 --> 00:13:28.700
the big misconception is that networking events
00:13:28.700 --> 00:13:31.559
need to be transactional. Networking events need
00:13:31.559 --> 00:13:35.659
to be. genuine and authentic and just building
00:13:35.659 --> 00:13:37.879
that rapport with that person. And then the business
00:13:37.879 --> 00:13:39.799
comes in line to say, hey, is there somewhere
00:13:39.799 --> 00:13:41.940
where we have some overlap? Is there some synergy?
00:13:42.139 --> 00:13:44.139
Can I help you? Can you help me? I think that's
00:13:44.139 --> 00:13:46.379
a second or third conversation. That's not an
00:13:46.379 --> 00:13:49.659
initial conversation. Absolutely. And I find
00:13:49.659 --> 00:13:53.519
that really, I use the pandemic as a roadblock.
00:13:54.039 --> 00:13:59.299
Before the pandemic, networking was very transactional.
00:13:59.740 --> 00:14:02.139
I have three widgets. You have a dollar. Give
00:14:02.139 --> 00:14:03.980
me, we'll change it. Okay, great. You're on my
00:14:03.980 --> 00:14:07.899
customer list. And that's it. But after the pandemic,
00:14:08.100 --> 00:14:12.899
when everybody first went to Zoom and they lost
00:14:12.899 --> 00:14:17.320
the sight of seeing people face -to -face, it
00:14:17.320 --> 00:14:22.480
became more relational. And now it's where the
00:14:22.480 --> 00:14:25.279
giver's gain began and everything else. But when
00:14:25.279 --> 00:14:30.740
you walk into a networking event, I used to be
00:14:30.740 --> 00:14:33.620
in the mortgage industry and I used to go to
00:14:33.620 --> 00:14:35.639
these network events and come home with a shoebox
00:14:35.639 --> 00:14:38.500
filled with business cards and say, look how
00:14:38.500 --> 00:14:42.720
good I did. But I really didn't, right? So now
00:14:42.720 --> 00:14:45.399
if I go to a three or four hour event, I come
00:14:45.399 --> 00:14:49.360
back with 15 or 20 business cards because I know
00:14:49.360 --> 00:14:53.539
that I created a relationship with those people.
00:14:53.620 --> 00:14:57.679
And I do my follow -up sequence. It's my secret
00:14:57.679 --> 00:15:02.539
sauce. And I have 15 or 20 people, but that all
00:15:02.539 --> 00:15:06.200
goes into the relationship. So that's very, very
00:15:06.200 --> 00:15:09.500
true. Okay. When you started your fitness company,
00:15:09.740 --> 00:15:13.039
how did you use networking to get those first
00:15:13.039 --> 00:15:18.279
clients and build a loyal base? Yeah, I think
00:15:18.279 --> 00:15:21.480
being adamant about talking about what I do.
00:15:22.480 --> 00:15:26.480
Right. So outside of working out and going to
00:15:26.480 --> 00:15:28.879
the gym and doing my own personal workouts to
00:15:28.879 --> 00:15:32.000
stay in shape and people see that that was one
00:15:32.000 --> 00:15:35.100
way. Right. But if I'm in my casual clothes,
00:15:35.240 --> 00:15:37.419
I'm going out and I'm having a conversation with
00:15:37.419 --> 00:15:39.659
somebody. Don't be scared to put your business
00:15:39.659 --> 00:15:41.860
card on the tables and introduce yourself with
00:15:41.860 --> 00:15:44.299
your business card. Hey, what's your name? You're
00:15:44.299 --> 00:15:47.039
Jack. Jack Spade. OK, I'm Marvin Booker. Introduce
00:15:47.039 --> 00:15:49.340
yourself with your business card. Talk. Have
00:15:49.340 --> 00:15:52.710
that conversation. Offer that person. that free
00:15:52.710 --> 00:15:56.450
consultation and i think just to like i said
00:15:56.450 --> 00:15:58.590
i think i really know the science behind i'm
00:15:58.590 --> 00:16:00.690
just being myself and then i come in contact
00:16:00.690 --> 00:16:02.289
with people like you and you're pointing out
00:16:02.289 --> 00:16:04.210
different things that i'm doing that you teach
00:16:04.210 --> 00:16:07.169
people how to do so it's like when i get that
00:16:07.169 --> 00:16:09.509
the biggest thing i think here's the best way
00:16:09.509 --> 00:16:12.289
to answer the question when i had one client
00:16:12.289 --> 00:16:17.470
and i was jumping 100 into my business I was
00:16:17.470 --> 00:16:19.750
thinking, damn, how can I get all these people
00:16:19.750 --> 00:16:22.429
to come and invest in a package so I can help
00:16:22.429 --> 00:16:25.450
them? And I was running myself crazy trying to
00:16:25.450 --> 00:16:27.549
figure out how to do it and try to speed up the
00:16:27.549 --> 00:16:29.269
process. Even going to the networking events
00:16:29.269 --> 00:16:31.350
and even not having a casual conversation with
00:16:31.350 --> 00:16:34.690
somebody and giving them that free consultation
00:16:34.690 --> 00:16:36.570
doesn't mean that they're going to take advantage
00:16:36.570 --> 00:16:38.929
of it. Right. I can't force that person to take
00:16:38.929 --> 00:16:41.909
advantage of it and be consistent if they decide
00:16:41.909 --> 00:16:44.639
to show up. So what I did was I refined myself
00:16:44.639 --> 00:16:48.419
and I just gave 100 percent energy to the person
00:16:48.419 --> 00:16:51.519
I was working with. And what I what that did
00:16:51.519 --> 00:16:53.879
was it became a word of mouth situation when
00:16:53.879 --> 00:16:56.120
they feel good, when they get the energy, when
00:16:56.120 --> 00:16:58.940
we had deeper conversations that were talking
00:16:58.940 --> 00:17:01.740
about different aspects of their life. And then
00:17:01.740 --> 00:17:05.569
we're doing three sets of 12. You're on that
00:17:05.569 --> 00:17:08.170
10th rep. It's burning. It's hurting. And I'm
00:17:08.170 --> 00:17:10.049
pushing to go through. When we're on that rest
00:17:10.049 --> 00:17:12.450
break, I'm talking to you about how that burn
00:17:12.450 --> 00:17:14.529
that you just pushed through is equivalent to
00:17:14.529 --> 00:17:16.210
what you talked to me about in your relationship,
00:17:16.490 --> 00:17:19.230
your work, your X, Y, Z. We're relating it to
00:17:19.230 --> 00:17:21.970
that lifestyle event that you're struggling with.
00:17:22.309 --> 00:17:25.049
Then when they come back and they tell me two
00:17:25.049 --> 00:17:27.029
weeks, a month later, they tell me that lifestyle
00:17:27.029 --> 00:17:31.450
event, they pushed through it. And the toughness
00:17:31.450 --> 00:17:33.210
that they're building in this workout is helping
00:17:33.210 --> 00:17:34.839
to push through it. How do you think they're
00:17:34.839 --> 00:17:36.839
going to feel when they leave me? They're going
00:17:36.839 --> 00:17:38.220
to tell their daughter. They're going to tell
00:17:38.220 --> 00:17:39.799
their friend. They're going to tell their pastor.
00:17:40.000 --> 00:17:41.819
They're going to tell this. And then that's when
00:17:41.819 --> 00:17:44.359
the referrals start rolling in. And that's when
00:17:44.359 --> 00:17:47.660
I realized it's not about going wide. It's about
00:17:47.660 --> 00:17:51.019
going deep with each person. And that's going
00:17:51.019 --> 00:17:53.579
to open up the door. So once I got that first
00:17:53.579 --> 00:17:56.380
foundation of clients, maybe about five to eight
00:17:56.380 --> 00:17:59.059
clients. That allowed me to take the pressure
00:17:59.059 --> 00:18:01.779
off of myself when I do go to these networking
00:18:01.779 --> 00:18:04.619
events and have people have conversations with
00:18:04.619 --> 00:18:06.720
them and offer that free consultation. Now it's
00:18:06.720 --> 00:18:09.720
not looking like that free consultation is trying
00:18:09.720 --> 00:18:11.880
to fish for business and I need it right now.
00:18:12.000 --> 00:18:14.319
I've got that sales anxiety, right? No, it's
00:18:14.319 --> 00:18:16.220
coming from, hey, this is what I really do. And
00:18:16.220 --> 00:18:18.599
it's your loss. The energy behind it is your
00:18:18.599 --> 00:18:20.740
loss if you don't take advantage of it. I can
00:18:20.740 --> 00:18:24.539
speak from that space. Yep. Absolutely. Absolutely.
00:18:24.700 --> 00:18:29.039
And I want to just, all of that was actually
00:18:29.039 --> 00:18:32.099
great, but I want to bring you back to the first
00:18:32.099 --> 00:18:34.660
part of our, of this segment of this question.
00:18:34.859 --> 00:18:37.779
When you talked about giving the business card,
00:18:37.900 --> 00:18:41.859
it's not you giving your business card. It's
00:18:41.859 --> 00:18:46.119
them giving you their business card. And there's
00:18:46.119 --> 00:18:49.460
a certain way about it that I use personally.
00:18:49.980 --> 00:18:53.519
And when I'm in a networking event or something
00:18:53.519 --> 00:18:56.099
else like that, and they're talking, they're
00:18:56.099 --> 00:18:59.839
speaking, I haven't given my business card. I
00:18:59.839 --> 00:19:03.640
haven't explained what I do, but they're talking.
00:19:03.819 --> 00:19:08.339
They're telling me everything. And afterwards,
00:19:08.440 --> 00:19:11.859
I listen, active listening, just like you said.
00:19:12.099 --> 00:19:15.200
And I listen and I repeat something back to them
00:19:15.200 --> 00:19:19.420
to show them that I was listening. And I say,
00:19:19.539 --> 00:19:22.000
you know something, I like you. I like the way
00:19:22.000 --> 00:19:26.200
you do business. How can I make you more successful?
00:19:27.140 --> 00:19:29.799
How can I be a good referral source for you?
00:19:29.960 --> 00:19:32.619
And nine times out of 10, they say, Mike, I don't
00:19:32.619 --> 00:19:34.500
even know what you do yet. I don't even have
00:19:34.500 --> 00:19:37.980
your business card. I said, I know, I know. But
00:19:37.980 --> 00:19:41.420
how can I help you? And that is the biggest push.
00:19:41.480 --> 00:19:44.380
And that goes right into what you were saying.
00:19:44.900 --> 00:19:48.690
Now. When you get their business card, there's
00:19:48.690 --> 00:19:50.410
a few things you write on the back. We'll go
00:19:50.410 --> 00:19:54.170
into that later. But you need to establish that
00:19:54.170 --> 00:19:59.470
for you to go through and have your mindset exactly
00:19:59.470 --> 00:20:03.250
what you were talking about. Exactly what you
00:20:03.250 --> 00:20:06.150
were talking about. And the 100 % that you put
00:20:06.150 --> 00:20:09.730
into your clients, they feel that. They're going
00:20:09.730 --> 00:20:12.869
to feel that, right? So they said, oh, my God,
00:20:12.990 --> 00:20:16.369
Marvin is like a great. Instructor, trainer,
00:20:16.609 --> 00:20:19.109
whatever. I'm going back. Wait, it's Monday?
00:20:19.269 --> 00:20:21.349
When can I go back? Wednesday? Okay, when can
00:20:21.349 --> 00:20:24.170
I go back? Friday? Because I have to get more.
00:20:24.509 --> 00:20:27.029
And that's what you're after. And I think that's
00:20:27.029 --> 00:20:30.869
what you're achieving. So anyway. All right.
00:20:30.910 --> 00:20:35.750
So fitness and life insurance are very different
00:20:35.750 --> 00:20:39.450
spaces. Have you found the principles of networking
00:20:39.450 --> 00:20:43.210
to be the same in both industries? Or do you
00:20:43.210 --> 00:20:48.299
adapt and approach? Depending on the field. That's
00:20:48.299 --> 00:20:51.259
a really good question. Ask that last part again.
00:20:51.440 --> 00:20:53.700
That's a really good question. Okay. I'm going
00:20:53.700 --> 00:20:56.579
to repeat the whole thing. All right, cool. Fitness
00:20:56.579 --> 00:20:58.859
and life insurance are very different spaces.
00:20:59.519 --> 00:21:03.160
Okay. Have you found the principles of networking
00:21:03.160 --> 00:21:08.119
to be the same in both industries or do you adapt
00:21:08.119 --> 00:21:13.839
your approach depending on the field? It's a
00:21:13.839 --> 00:21:16.079
very good question. When I walk into a room,
00:21:16.079 --> 00:21:18.019
let's say I'm walking into a networking event.
00:21:18.700 --> 00:21:21.480
When people see me, they already know. Did he
00:21:21.480 --> 00:21:23.519
just come from the gym or is he about to go to
00:21:23.519 --> 00:21:26.680
the gym or what did he used to do? So my physique
00:21:26.680 --> 00:21:29.079
speaks for itself. I'm a walking billboard for
00:21:29.079 --> 00:21:34.480
my business, right? So sometimes people are already
00:21:34.480 --> 00:21:38.279
anticipating that. I'm in that line of work somehow,
00:21:38.440 --> 00:21:41.839
some way. And when it is my turn to speak on
00:21:41.839 --> 00:21:43.519
what I do, they're like, oh yeah, I could tell.
00:21:43.640 --> 00:21:46.839
And they're adamant. They're more open to learning
00:21:46.839 --> 00:21:49.359
from me when it comes to the fitness side. Then
00:21:49.359 --> 00:21:52.380
when I throw in my experience and give them more
00:21:52.380 --> 00:21:54.940
credibility, then they want to, they magnetize
00:21:54.940 --> 00:21:59.759
to me a little bit more. When it comes to the
00:21:59.759 --> 00:22:03.220
insurance side, it's a little bit more delicate.
00:22:03.930 --> 00:22:06.049
I think my presence, like I said, same thing
00:22:06.049 --> 00:22:08.269
from the fitness and the physique, that people,
00:22:08.410 --> 00:22:11.630
it commands a certain type of attention in the
00:22:11.630 --> 00:22:13.730
conversation. But then when we're talking about
00:22:13.730 --> 00:22:17.289
networking with insurance, it's a little bit
00:22:17.289 --> 00:22:21.049
different because when you're actively listening,
00:22:21.470 --> 00:22:27.349
you want to listen for certain boxes that are
00:22:27.349 --> 00:22:29.049
being checked off to introduce the insurance
00:22:29.049 --> 00:22:32.049
to the person. if that makes sense. And sometimes
00:22:32.049 --> 00:22:35.609
in those initial conversations, people aren't
00:22:35.609 --> 00:22:38.250
comfortable enough to reveal those boxes that
00:22:38.250 --> 00:22:41.730
need to be checked off in order for me to reveal
00:22:41.730 --> 00:22:46.650
the insurance side of things, right? So most
00:22:46.650 --> 00:22:48.430
of the time when I'm doing the insurance side
00:22:48.430 --> 00:22:50.829
of things, I'm still actively listening on both
00:22:50.829 --> 00:22:54.910
sides, but I'm a little bit more patient to offer
00:22:54.910 --> 00:22:59.470
a meeting or an appointment for insurance, unless
00:22:59.470 --> 00:23:01.970
I feel like that person is very comfortable in
00:23:01.970 --> 00:23:04.250
talking to me about certain things. If they're
00:23:04.250 --> 00:23:06.609
not, then I will introduce it and say, hey, I
00:23:06.609 --> 00:23:09.210
also do this. I'm also licensed in life and property
00:23:09.210 --> 00:23:12.230
and casualty. I help people accumulate wealth,
00:23:12.349 --> 00:23:14.789
protect their assets, and start looking at retirement
00:23:14.789 --> 00:23:16.430
planning. If you're interested in this, this
00:23:16.430 --> 00:23:18.710
is something that we can help you with. We do
00:23:18.710 --> 00:23:21.509
these services through life insurance products.
00:23:21.730 --> 00:23:23.089
Is that something that you'd be interested in?
00:23:23.930 --> 00:23:26.190
Do you have things set up for yourself already?
00:23:26.430 --> 00:23:28.029
We can take a peek at what that looks like so
00:23:28.029 --> 00:23:29.529
we can go over and see if you're in the best
00:23:29.529 --> 00:23:31.730
position, so on and so forth. So there's certain
00:23:31.730 --> 00:23:34.009
things that I would say an exit with, and then
00:23:34.009 --> 00:23:35.869
I'll just follow up. The follow -up game is really
00:23:35.869 --> 00:23:37.390
where it's at when it comes to the insurance
00:23:37.390 --> 00:23:39.690
side. Same thing with the fitness side, but people
00:23:39.690 --> 00:23:42.109
are more magnetized to me on the fitness side
00:23:42.109 --> 00:23:45.029
than they are on the insurance side at this point
00:23:45.029 --> 00:23:48.670
in time. And that's so true. And I don't want
00:23:48.670 --> 00:23:51.650
to go into the follow -up because we can do an
00:23:51.650 --> 00:23:54.950
entire hour just for the follow -up. Okay. But
00:23:54.950 --> 00:23:58.750
I'm thinking about you with your two lives, right?
00:23:58.849 --> 00:24:02.130
If you go to a chamber of commerce and I go every
00:24:02.130 --> 00:24:04.730
Wednesday, I belong to the Johns Creek chamber
00:24:04.730 --> 00:24:09.150
and there are four insurance people in there
00:24:09.150 --> 00:24:13.769
at any given time. And each one. does pretty
00:24:13.769 --> 00:24:16.789
much the same thing, but they're different in
00:24:16.789 --> 00:24:20.190
the way that they tell everybody. It's different.
00:24:20.289 --> 00:24:23.710
Now, there are different levels of trust. Now,
00:24:23.809 --> 00:24:26.690
my insurance guy happens to be in there also.
00:24:27.069 --> 00:24:30.950
He's a big guy and a boisterous voice and everything
00:24:30.950 --> 00:24:33.690
else. And he says it one way. And there's another
00:24:33.690 --> 00:24:36.049
guy who's a little more timid that says it his
00:24:36.049 --> 00:24:39.430
own way. Then there's two females and they talk
00:24:39.430 --> 00:24:42.670
about it very hesitantly. So who are you going
00:24:42.670 --> 00:24:46.450
to trust? So when you walk in for your athletic,
00:24:46.509 --> 00:24:50.049
for your training, they see your build and they
00:24:50.049 --> 00:24:52.710
say, okay, he knows what he's doing. All right.
00:24:52.769 --> 00:24:56.869
There's two different ways to see them, but you
00:24:56.869 --> 00:25:01.130
should definitely join a chamber or something
00:25:01.130 --> 00:25:04.730
like that. And because that's an every week thing
00:25:04.730 --> 00:25:08.630
and there's more things involved. But what I'm
00:25:08.630 --> 00:25:11.569
trying to say is that you're different. Right.
00:25:11.769 --> 00:25:14.049
You're different from, let's say, those four
00:25:14.049 --> 00:25:20.009
people, because you can explain what you do very
00:25:20.009 --> 00:25:25.630
eloquently. Yet you have that training, the athletic
00:25:25.630 --> 00:25:29.369
training. When I first saw you, I said, holy
00:25:29.369 --> 00:25:36.369
crap, who's that? OK. And then I was like, all
00:25:36.369 --> 00:25:38.789
right. But once I got to talk to you, you were
00:25:38.789 --> 00:25:41.890
just like a normal guy. And so that's one thing
00:25:41.890 --> 00:25:45.130
that I had to get over myself. But enough of
00:25:45.130 --> 00:25:48.390
that. Let me go into another question. A lot
00:25:48.390 --> 00:25:51.750
of people meet contacts but struggle to convert
00:25:51.750 --> 00:25:55.849
them into paying clients. What's one practical
00:25:55.849 --> 00:25:59.769
strategy you've used to move from very nice to
00:25:59.769 --> 00:26:06.630
meet you to real business? That's always an ongoing
00:26:06.630 --> 00:26:12.759
challenge as an entrepreneur. Because you definitely
00:26:12.759 --> 00:26:15.579
know your worth, you know how you can help that
00:26:15.579 --> 00:26:19.240
person. And sometimes it's about not necessarily
00:26:19.240 --> 00:26:22.779
convincing, but getting on the same page with
00:26:22.779 --> 00:26:27.440
that person so they can feel what you know, if
00:26:27.440 --> 00:26:30.960
that's the best way to put it. So I think the
00:26:30.960 --> 00:26:33.480
follow up game is really where it's at. You can.
00:26:34.940 --> 00:26:37.200
It's interesting. It's interesting when you're
00:26:37.200 --> 00:26:39.559
in a networking environment. No matter where
00:26:39.559 --> 00:26:41.779
your business is at, whether it's struggling,
00:26:42.000 --> 00:26:44.140
whether it's up and down, whether it's consistent,
00:26:44.259 --> 00:26:46.440
whether it's skyrocketing and soaring, right?
00:26:49.160 --> 00:26:51.900
You have to walk into a networking event with
00:26:51.900 --> 00:26:55.859
a certain demeanor in a sense. You have to meet
00:26:55.859 --> 00:26:58.960
people where they're at, right? I think getting
00:26:58.960 --> 00:27:02.099
people on page with signing up or coming, it's
00:27:02.099 --> 00:27:05.500
really just a follow -up game because they don't
00:27:05.500 --> 00:27:08.390
need to know where your business is at. And sometimes
00:27:08.390 --> 00:27:10.829
where your business is at will reflect in your
00:27:10.829 --> 00:27:14.269
urgency on trying to get a close, if that makes
00:27:14.269 --> 00:27:16.529
sense. So I feel like when you're talking to
00:27:16.529 --> 00:27:19.309
people, you have to be patient with them. You
00:27:19.309 --> 00:27:20.950
have to let them know. But you also have to have
00:27:20.950 --> 00:27:24.609
a sense of urgency and letting them know this
00:27:24.609 --> 00:27:26.509
is something that you need to look into. This
00:27:26.509 --> 00:27:28.509
is something that you need to invest into. Please
00:27:28.509 --> 00:27:30.650
come to this fitness consultation or come to
00:27:30.650 --> 00:27:32.680
this. Let's schedule this meeting to go over
00:27:32.680 --> 00:27:34.359
your portfolio, see if you're in the right position
00:27:34.359 --> 00:27:36.259
financially or you have the right products in
00:27:36.259 --> 00:27:39.059
place. So I think that urgency comes from being
00:27:39.059 --> 00:27:41.660
consistent and showing up to the meetings when
00:27:41.660 --> 00:27:45.980
you can and the follow up game. One day after
00:27:45.980 --> 00:27:48.539
following up three days, seven days, 10 days,
00:27:48.660 --> 00:27:51.539
14 days, 21 days, whatever. You have to have
00:27:51.539 --> 00:27:54.059
a follow up program. That is consistently in
00:27:54.059 --> 00:27:55.779
front of people so they can remember how you
00:27:55.779 --> 00:27:58.259
guys connected and remember how important the
00:27:58.259 --> 00:28:00.640
services that you offer are to their lifestyle
00:28:00.640 --> 00:28:04.839
and their well -being. Absolutely. And you have
00:28:04.839 --> 00:28:07.420
to realize that you're going in as a problem
00:28:07.420 --> 00:28:11.880
solver because they have to have a problem in
00:28:11.880 --> 00:28:15.119
order to utilize your services, whether they
00:28:15.119 --> 00:28:18.160
don't have life insurance or whether they're
00:28:18.160 --> 00:28:21.589
out of shape or whatever the case may be. You're
00:28:21.589 --> 00:28:24.069
the problem solver. So you're not going to go
00:28:24.069 --> 00:28:27.410
in there and start selling, but you have to have
00:28:27.410 --> 00:28:30.730
a certain selling cycle, if that means anything,
00:28:30.910 --> 00:28:35.309
right? So there's several books called The Art
00:28:35.309 --> 00:28:38.410
of the Close. You have to learn how to close
00:28:38.410 --> 00:28:43.029
the sale, close the deal. Now, you first are
00:28:43.029 --> 00:28:47.549
going to give value to the other person because
00:28:47.549 --> 00:28:50.720
you need to build up. That trust factor. They
00:28:50.720 --> 00:28:53.640
have to trust you. Before you can close any deal,
00:28:53.880 --> 00:28:57.759
they have to trust you. So you have to add value,
00:28:57.819 --> 00:29:01.059
give value, and you have to build that up. But
00:29:01.059 --> 00:29:04.099
then you have to come up with that very sensitive
00:29:04.099 --> 00:29:08.740
time of urgency to close or just letting them
00:29:08.740 --> 00:29:15.160
go. It's a very fine line. It is. You tightrope
00:29:15.160 --> 00:29:20.779
walk. every time you deal with somebody. But
00:29:20.779 --> 00:29:23.700
you have to see. No, I'm sorry to cut you off.
00:29:23.779 --> 00:29:26.160
Go ahead. I'm sorry. I was just saying, you have
00:29:26.160 --> 00:29:28.880
to see the difference. Yeah, I think the rapport
00:29:28.880 --> 00:29:32.079
part of it helps you, makes that tightrope a
00:29:32.079 --> 00:29:34.829
little bit thicker for you. If I can build that
00:29:34.829 --> 00:29:36.549
rapport and we can have a good conversation,
00:29:36.809 --> 00:29:39.069
we can go back and forth or we can have some
00:29:39.069 --> 00:29:41.930
banter and it's not so professionally strict.
00:29:42.109 --> 00:29:44.009
Just that rapport between me and you just feels
00:29:44.009 --> 00:29:46.109
like light. That's why I say being authentic,
00:29:46.349 --> 00:29:48.509
being genuine is important, right? If you come
00:29:48.509 --> 00:29:52.589
in there strategic all the time, I'm not knocking
00:29:52.589 --> 00:29:53.990
anybody that comes in there strategic. You got
00:29:53.990 --> 00:29:55.630
to have a certain type of plan. You want to attack,
00:29:55.710 --> 00:29:58.069
hey, I want to shake. five hands. I want to get
00:29:58.069 --> 00:29:59.930
10 business cards, so on and so forth. I get
00:29:59.930 --> 00:30:02.789
that part. But if you could build genuine rapport
00:30:02.789 --> 00:30:05.730
with somebody and it feels like that wiggle room
00:30:05.730 --> 00:30:09.509
to press somebody to come to that meeting, whatever
00:30:09.509 --> 00:30:11.609
your service is going to be a little bit wider
00:30:11.609 --> 00:30:13.769
than it is if you're trying to be so strict and
00:30:13.769 --> 00:30:15.609
then you don't want to rub somebody the wrong
00:30:15.609 --> 00:30:18.150
way when you're trying to be pushing them to
00:30:18.150 --> 00:30:20.170
come to the situation. You see what I'm saying?
00:30:20.990 --> 00:30:24.910
Absolutely. And that's why you never talk business.
00:30:25.680 --> 00:30:28.359
First out of the gate. You never talk business.
00:30:28.519 --> 00:30:31.839
And I use something called F -O -R -M, family,
00:30:32.000 --> 00:30:35.980
occupation, recreation, and message. Because
00:30:35.980 --> 00:30:38.460
I'll pick any one of the above, right? Have them
00:30:38.460 --> 00:30:40.380
talk about their family, their son, daughter,
00:30:40.579 --> 00:30:43.220
sister, brother, mother, father, whatever. And
00:30:43.220 --> 00:30:45.779
I'll start talking to them about that. The recreation,
00:30:46.119 --> 00:30:49.140
if they have children in youth sports, I told
00:30:49.140 --> 00:30:52.259
you before, I've been a baseball coach for 16
00:30:52.259 --> 00:30:55.690
years. I was an umpire for three years. I can
00:30:55.690 --> 00:30:58.589
talk to them about any sport, baseball, football,
00:30:58.990 --> 00:31:02.210
basketball, not soccer because I don't consider
00:31:02.210 --> 00:31:06.109
that a sport. Even still. You better be careful.
00:31:06.289 --> 00:31:08.589
You're going to be in Atlanta when the World
00:31:08.589 --> 00:31:10.450
Cup comes, so you better be careful. I know,
00:31:10.609 --> 00:31:13.529
I know. I'll bite my tongue. But I can talk to
00:31:13.529 --> 00:31:16.269
them on just about any one of those levels. So
00:31:16.269 --> 00:31:20.230
I listen for them to speak just slightly on one
00:31:20.230 --> 00:31:23.099
of those levels, and then I stay with it. So
00:31:23.099 --> 00:31:25.140
the first 10 minutes, we talked about everything
00:31:25.140 --> 00:31:29.180
but business. And that's the way you started
00:31:29.180 --> 00:31:35.339
out. Okay, so we've all had a networking moment
00:31:35.339 --> 00:31:39.920
that flopped. Can you share one of yours and
00:31:39.920 --> 00:31:43.819
what it taught you about building authentic connections?
00:31:46.829 --> 00:31:49.109
now flopped in what way when i'm walking in the
00:31:49.109 --> 00:31:50.750
room i'm having conversations with people or
00:31:50.750 --> 00:31:52.869
flop like it dropped the ball on the follow -up
00:31:52.869 --> 00:31:57.329
side more so that okay because listen you're
00:31:57.329 --> 00:31:59.569
not perfect i don't want to be the one to tell
00:31:59.569 --> 00:32:02.890
you but you're not perfect you had to have one
00:32:02.890 --> 00:32:06.269
time where oh you know what i should have followed
00:32:06.269 --> 00:32:09.250
up with this guy i didn't or i shouldn't have
00:32:09.250 --> 00:32:14.289
said that to this guy i did what's one time that
00:32:14.289 --> 00:32:17.259
happened follow -up game is crazy The follow
00:32:17.259 --> 00:32:20.140
-up game is crazy. Literally, you think I'm playing
00:32:20.140 --> 00:32:21.880
around. I wish I could twist this camera around.
00:32:22.140 --> 00:32:28.640
One stack, right? Two stacks, right? Let me show
00:32:28.640 --> 00:32:34.099
you. Three stacks. This is all from, and I got
00:32:34.099 --> 00:32:36.500
four more stacks like that right here. I'm not
00:32:36.500 --> 00:32:39.339
going to waste somebody's time, right? But this
00:32:39.339 --> 00:32:42.119
is from the four months of being on tour networking.
00:32:43.339 --> 00:32:45.500
Do you think I followed up with everybody there?
00:32:45.980 --> 00:32:50.180
I did not. I did not. Did you put them on the
00:32:50.180 --> 00:32:52.940
other side of your computer? That's funny. That's
00:32:52.940 --> 00:32:57.180
funny. That's funny. So, if people don't... People
00:32:57.180 --> 00:32:58.700
that are going to watch this, me and Mike had
00:32:58.700 --> 00:33:01.099
a conversation and I told him about the business
00:33:01.099 --> 00:33:03.759
cards on my desk. So, I told him when I get home
00:33:03.759 --> 00:33:07.039
at the end of the day, I make sure I follow up
00:33:07.039 --> 00:33:08.500
with him and then I move him to the other side
00:33:08.500 --> 00:33:10.380
of the computer to know that these are people
00:33:10.380 --> 00:33:13.990
that I followed up with. Just as... something
00:33:13.990 --> 00:33:16.170
to keep the fire up under me, right? If I'm sitting
00:33:16.170 --> 00:33:18.950
down, I'm relaxing. I got 30 minutes. I say,
00:33:18.990 --> 00:33:20.369
you know what? There's some cards on this right
00:33:20.369 --> 00:33:21.630
side of this computer. Let's go over there and
00:33:21.630 --> 00:33:23.690
at least shoot two, three emails over there and
00:33:23.690 --> 00:33:25.650
then put it on the side. That's what he was talking
00:33:25.650 --> 00:33:27.910
about. But yeah, dropping the ball on some follow
00:33:27.910 --> 00:33:31.450
-ups, dropping the ball on when I had a genuine
00:33:31.450 --> 00:33:34.349
connection. And in that conversation, I'm like,
00:33:34.410 --> 00:33:36.960
you know what? This popped off, this popped off.
00:33:37.019 --> 00:33:39.819
Hey, I know Jody. Hey, I know Kyle that can help
00:33:39.819 --> 00:33:42.059
you with what you're doing. Let me connect you
00:33:42.059 --> 00:33:44.200
guys. I might have dropped the ball and not did
00:33:44.200 --> 00:33:45.819
it right when I said I was going to do it, or
00:33:45.819 --> 00:33:48.160
I might did it a month later. That has happened
00:33:48.160 --> 00:33:50.799
because my mind gets so busy. So I definitely
00:33:50.799 --> 00:33:54.740
have done that before. But I think that when
00:33:54.740 --> 00:33:57.380
you do send that referral, when you do make that
00:33:57.380 --> 00:33:59.980
connection, it feels good, number one, because
00:33:59.980 --> 00:34:02.599
you did what you said you was going to do. Whether
00:34:02.599 --> 00:34:05.759
the referral works out or not, You did what you
00:34:05.759 --> 00:34:07.460
say you're going to do. And I think people appreciate
00:34:07.460 --> 00:34:09.280
that because when you do speak to them and they
00:34:09.280 --> 00:34:11.519
don't know you from a can of paint, when you
00:34:11.519 --> 00:34:13.159
do speak to them, they know, okay, at least Marvin's
00:34:13.159 --> 00:34:14.579
going to do what he say he's going to do. And
00:34:14.579 --> 00:34:16.920
I'd rather have that stick with me overall than
00:34:16.920 --> 00:34:18.719
really getting a service. I want people to feel
00:34:18.719 --> 00:34:22.440
that way about me. But yeah, I mean, that's probably
00:34:22.440 --> 00:34:25.960
one of the biggest way I may be consistently
00:34:25.960 --> 00:34:27.860
dropping the ball, but I can always do better.
00:34:27.900 --> 00:34:29.500
And I know that's an area of improvement for
00:34:29.500 --> 00:34:33.050
myself. You're only as good as your work. Right.
00:34:33.110 --> 00:34:35.190
That's it. In this, my mother used to always
00:34:35.190 --> 00:34:39.010
say, you can take anything away from me, but
00:34:39.010 --> 00:34:41.610
you can't take me. You can't take my word. If
00:34:41.610 --> 00:34:45.550
I say something, I have to do it. And people
00:34:45.550 --> 00:34:48.230
remember if you don't do it, listen, you can
00:34:48.230 --> 00:34:50.630
do it a hundred times. You can do what you say
00:34:50.630 --> 00:34:54.289
you do, but the one time you don't do it, that's
00:34:54.289 --> 00:34:56.750
the time that they're going to remember. Yeah.
00:34:57.389 --> 00:35:00.510
So you have to come through and you have to do
00:35:00.510 --> 00:35:04.610
what you say. Now, when I had networking groups
00:35:04.610 --> 00:35:09.210
and people had referrals back and forth, they
00:35:09.210 --> 00:35:12.329
said, oh, when do you follow up? I follow up
00:35:12.329 --> 00:35:15.710
within 24 hours and I'm really good about it.
00:35:15.769 --> 00:35:18.510
And I said, that's good. Now change that to four,
00:35:18.670 --> 00:35:23.510
right? Follow up within four hours because if
00:35:23.510 --> 00:35:26.340
you leave it to the next day, And you'll forget
00:35:26.340 --> 00:35:29.699
about it. Something else will come up. An emergency
00:35:29.699 --> 00:35:33.239
will happen. And you won't do it. So follow it
00:35:33.239 --> 00:35:36.199
up before you go to sleep. Yeah. That's tough,
00:35:36.380 --> 00:35:38.579
too. That's tough. That is tough. And if that
00:35:38.579 --> 00:35:42.579
was a big criteria, I'd definitely drop the ball
00:35:42.579 --> 00:35:45.099
on that. You're working all day. You get home
00:35:45.099 --> 00:35:47.659
from the networking event. The networking event
00:35:47.659 --> 00:35:50.119
ended at 7 .30, 8 o 'clock. You end up talking
00:35:50.119 --> 00:35:53.039
to somebody until 9, 9 .30. You get home at 10
00:35:53.039 --> 00:35:55.099
o 'clock. You still got to eat. And then you
00:35:55.099 --> 00:35:56.960
send an email at one o 'clock, you're like, ah,
00:35:57.239 --> 00:35:59.739
I want to go to sleep now. So sometimes you do
00:35:59.739 --> 00:36:02.820
want to carry that energy from the conversation
00:36:02.820 --> 00:36:04.900
and follow up right away. But then sometimes
00:36:04.900 --> 00:36:06.840
you do drop the ball and you don't get into it
00:36:06.840 --> 00:36:09.019
until two or three days later. So it's important
00:36:09.019 --> 00:36:12.480
to have different systems in play. But also don't
00:36:12.480 --> 00:36:14.239
let that, for people that's watching, don't let
00:36:14.239 --> 00:36:16.500
that deter you from being adamant about starting
00:36:16.500 --> 00:36:19.179
the process. Lean into it, start the process,
00:36:19.360 --> 00:36:21.300
go to networking events, get the cards, build
00:36:21.300 --> 00:36:23.710
the relationships. Start following up. You drop
00:36:23.710 --> 00:36:25.570
the ball, okay. At least you know where you got
00:36:25.570 --> 00:36:28.070
to get better at as you're growing in this networking
00:36:28.070 --> 00:36:30.730
process. And that's the biggest thing about it.
00:36:30.769 --> 00:36:32.909
That's the smartest thing about it. Absolutely.
00:36:33.150 --> 00:36:36.110
Absolutely. Okay. Let's go a little bit more
00:36:36.110 --> 00:36:40.170
into the networking and ROI. For someone listening
00:36:40.170 --> 00:36:43.949
who wants proof that networking drives profits,
00:36:44.269 --> 00:36:48.130
what's an example of a deal, partnership, or
00:36:48.130 --> 00:36:51.369
opportunity that came directly from your network?
00:36:54.219 --> 00:36:57.639
I mean, from the fitness business, the referrals
00:36:57.639 --> 00:37:02.139
for sure. I mean, the first person I had, I was
00:37:02.139 --> 00:37:05.340
still, I met that person in LA Fitness and it
00:37:05.340 --> 00:37:08.880
was just a casual conversation. I saw that she
00:37:08.880 --> 00:37:12.300
was, I was actually my turn during my lunch break
00:37:12.300 --> 00:37:17.380
to work out. And I've seen her a couple of times,
00:37:17.400 --> 00:37:19.980
but we never spoke. I was on the mat. I was stretching.
00:37:20.099 --> 00:37:22.460
I was doing some engagement stuff and some stretching
00:37:22.460 --> 00:37:25.300
stuff. And she looked at me, she said, what's
00:37:25.300 --> 00:37:26.559
that? What are you doing? I've never seen that
00:37:26.559 --> 00:37:29.219
before. So we had a conversation. I showed her
00:37:29.219 --> 00:37:32.460
some pointers. And I seen like her eyes just
00:37:32.460 --> 00:37:37.239
pop open, right? And then she couldn't let me
00:37:37.239 --> 00:37:38.840
out of sight. Every time I come in there, she'll
00:37:38.840 --> 00:37:41.199
talk to me. She said, oh, how'd you learn this?
00:37:41.340 --> 00:37:43.099
And I told her I run a business. I do this and
00:37:43.099 --> 00:37:45.820
that, blah, blah, blah. And she was like, can
00:37:45.820 --> 00:37:48.440
you train me? And at that point in time, I didn't
00:37:48.440 --> 00:37:50.480
want to be a conflict of interest with the company.
00:37:50.809 --> 00:37:53.510
Right? Sure. I said, no, I can't do that. I told
00:37:53.510 --> 00:37:57.110
her why. And she was upset. And then she asked
00:37:57.110 --> 00:37:58.989
me again, like a week later. Then she asked me
00:37:58.989 --> 00:38:02.550
again a month later. And I told her no three
00:38:02.550 --> 00:38:05.929
times. So something rang off in my head, like
00:38:05.929 --> 00:38:08.289
in cells. I'm going to push for three no's. Once
00:38:08.289 --> 00:38:09.929
I get three no's, I'm going to ease out. I'm
00:38:09.929 --> 00:38:11.900
going to just. reconvene another time. I don't
00:38:11.900 --> 00:38:13.820
want to turn you off to me as a person. And I
00:38:13.820 --> 00:38:14.880
don't want you to feel like you're forced to
00:38:14.880 --> 00:38:16.900
do anything. So when I told her no three times,
00:38:16.980 --> 00:38:18.500
I'm like, this woman's pretty adamant. I say,
00:38:18.559 --> 00:38:19.960
if she asks me again, I'm going to figure out
00:38:19.960 --> 00:38:22.420
a way how to help her. If she asks me again,
00:38:22.579 --> 00:38:24.039
I'm not going to say anything, but if she asks
00:38:24.039 --> 00:38:25.300
me again, I'm going to figure out a way to help
00:38:25.300 --> 00:38:29.519
her. A month goes by, she asks me again. She
00:38:29.519 --> 00:38:31.559
comes sit down at my desk at the place. Hey,
00:38:31.659 --> 00:38:34.039
and I was already thinking about leaving and
00:38:34.039 --> 00:38:36.659
going and doing my own thing. I said, you know
00:38:36.659 --> 00:38:39.190
what? Meet me here at this park at this time,
00:38:39.210 --> 00:38:41.909
this day. I'll help you. All right. We started
00:38:41.909 --> 00:38:44.590
doing that. And that person, I just had her as
00:38:44.590 --> 00:38:47.010
a client yesterday. That was two years ago, two
00:38:47.010 --> 00:38:49.289
and a half years ago. That was a real life example
00:38:49.289 --> 00:38:53.030
of going deep with one person, giving them what
00:38:53.030 --> 00:38:57.889
they need. And she opened up her network. And
00:38:57.889 --> 00:38:59.889
little did I know, I didn't know who she was.
00:39:00.030 --> 00:39:01.590
I didn't know what she did. I didn't know what
00:39:01.590 --> 00:39:05.530
her background was. This woman is a very, she's
00:39:05.530 --> 00:39:09.010
a pillar in her community. People really confide
00:39:09.010 --> 00:39:11.469
in her. They ask her for advice. They ask her
00:39:11.469 --> 00:39:14.329
for references. So when she opened up her network
00:39:14.329 --> 00:39:16.789
to me, that's what really gave my business the
00:39:16.789 --> 00:39:20.210
opportunity to thrive because it was all of her
00:39:20.210 --> 00:39:23.889
clients for the first 10 months. And that was
00:39:23.889 --> 00:39:25.769
a real life example of how Booker Fitness and
00:39:25.769 --> 00:39:28.429
Performance got up and running the way it did.
00:39:28.510 --> 00:39:30.989
That says a lot for you. That's an adamant to
00:39:30.989 --> 00:39:34.610
you because to have somebody to stick with you.
00:39:35.099 --> 00:39:38.119
that long, especially your first client. That
00:39:38.119 --> 00:39:41.400
says so much about the way that you run your
00:39:41.400 --> 00:39:44.500
business, right? So that's kudos for you. That's
00:39:44.500 --> 00:39:46.659
my family from now. That's my family. Outside
00:39:46.659 --> 00:39:48.400
of her referring business, we just have that
00:39:48.400 --> 00:39:51.219
connection where we go out to lunch, we talk,
00:39:51.320 --> 00:39:53.059
she invites me to places, I invite her to places.
00:39:53.119 --> 00:39:54.940
That's like my family at this point. I have a
00:39:54.940 --> 00:39:57.440
lot of respect for her. So I appreciate that.
00:39:57.920 --> 00:40:02.369
Good, good. How important has personal branding
00:40:02.369 --> 00:40:06.710
been in your networking success? And what advice
00:40:06.710 --> 00:40:09.329
would you give listeners who don't feel confident
00:40:09.329 --> 00:40:15.809
about how they show up? I'll answer the back
00:40:15.809 --> 00:40:20.329
half first. I was always taught that your brand
00:40:20.329 --> 00:40:22.889
is what people say about you when you leave the
00:40:22.889 --> 00:40:28.280
room. That's what I was taught. From a... If
00:40:28.280 --> 00:40:29.960
we're not even talking about religion, let's
00:40:29.960 --> 00:40:31.719
just talk about from a spiritual standpoint.
00:40:31.860 --> 00:40:34.539
If you believe in a higher power and you have
00:40:34.539 --> 00:40:37.840
a talent ability that has led you to get a certain
00:40:37.840 --> 00:40:40.219
role at a job, right? Led you to be a certain
00:40:40.219 --> 00:40:42.559
type of person running your business, whatever
00:40:42.559 --> 00:40:46.320
role that you play. You have to walk into a room
00:40:46.320 --> 00:40:49.760
knowing that you are already one. Knowing that
00:40:49.760 --> 00:40:53.260
you are the subject matter expert. Knowing that
00:40:53.260 --> 00:40:57.110
you are... uh the leader of your own life and
00:40:57.110 --> 00:41:00.170
that people should it might be a sound like a
00:41:00.170 --> 00:41:02.110
little bit inner arrogance but people should
00:41:02.110 --> 00:41:04.809
appreciate the fact that you're in the room and
00:41:04.809 --> 00:41:06.530
that you're even talking to them about what you
00:41:06.530 --> 00:41:09.449
do because you can benefit from it now that's
00:41:09.449 --> 00:41:11.429
not something that you hey you should talk to
00:41:11.429 --> 00:41:13.570
me because you could benefit i'm not gonna but
00:41:13.570 --> 00:41:16.369
there's a mint as a mindset behind things right
00:41:16.369 --> 00:41:18.369
there's an inner understanding about yourself
00:41:18.369 --> 00:41:20.829
that you have to carry it's not for everybody
00:41:20.829 --> 00:41:23.940
to know but they should feel it from you Okay.
00:41:23.940 --> 00:41:29.320
So going on that thought, okay, when you walk
00:41:29.320 --> 00:41:33.360
into a room, how should you be dressed? Because
00:41:33.360 --> 00:41:36.099
that's a big part of how people perceive you.
00:41:37.440 --> 00:41:39.880
That's a good question. And I can't say that
00:41:39.880 --> 00:41:41.360
you should be suit and tie. Everybody should
00:41:41.360 --> 00:41:43.219
be suit and tie, right? I can't say. Absolutely
00:41:43.219 --> 00:41:49.179
not. You should wash your face, number one. don't
00:41:49.179 --> 00:41:51.639
come in there with no sleep in your eye and white
00:41:51.639 --> 00:41:53.900
in the corner of your mouth wipe your face clean
00:41:53.900 --> 00:41:55.659
your face be presentable like your mother sent
00:41:55.659 --> 00:41:58.579
you out the house smell good make eye contact
00:41:58.579 --> 00:42:00.699
with people when you talk to them and you shake
00:42:00.699 --> 00:42:04.039
their hand and just be presentable right that's
00:42:04.039 --> 00:42:06.179
a part of being genuine and authentic if you
00:42:06.179 --> 00:42:09.570
like to wear whatever you like to wear and it's
00:42:09.570 --> 00:42:12.170
flashy, it's expressive, go ahead and do that
00:42:12.170 --> 00:42:13.690
because people need to see that and feel that.
00:42:13.829 --> 00:42:16.250
If you're just a guy who'd like to wear, you
00:42:16.250 --> 00:42:19.429
got five jeans in your closet and you got five
00:42:19.429 --> 00:42:22.190
shirts in your drawer, that's fine. Come presentable.
00:42:22.329 --> 00:42:24.869
As long as you come presentable and you're representing
00:42:24.869 --> 00:42:28.469
yourself how you want people to remember you,
00:42:28.610 --> 00:42:31.090
it's all good. Like I said, your brand is what
00:42:31.090 --> 00:42:32.869
people say about you when you leave the room.
00:42:32.969 --> 00:42:35.269
So if you're making them feel good, if you're
00:42:35.269 --> 00:42:38.130
leaving them with a scent that you have, If you're
00:42:38.130 --> 00:42:39.510
leaving them with a certain type of impression
00:42:39.510 --> 00:42:42.269
from the conversation or just them observing
00:42:42.269 --> 00:42:44.750
you, your demeanor, all these things matter because
00:42:44.750 --> 00:42:47.190
when you consistently show up or they see your
00:42:47.190 --> 00:42:50.869
social presence that you build online, you need
00:42:50.869 --> 00:42:53.550
it to add up and match. It needs to be an extension
00:42:53.550 --> 00:42:56.710
of you. So going back to the first part, social
00:42:56.710 --> 00:42:59.630
branding is important. I used to hate posting
00:42:59.630 --> 00:43:02.110
when I first started doing it. But then I looked
00:43:02.110 --> 00:43:05.429
at it like, I'm not posting for people. I'm literally
00:43:05.429 --> 00:43:08.429
going on the Instagram. I'm connecting my LinkedIn,
00:43:08.429 --> 00:43:11.590
my Facebook, and I'm posting to keep a digital
00:43:11.590 --> 00:43:14.030
footprint of the things that I'm telling people
00:43:14.030 --> 00:43:18.170
in person. And that mindset got me just posting.
00:43:18.190 --> 00:43:19.570
People are like, yeah, you're posting all day.
00:43:19.630 --> 00:43:21.949
I see you all the time. Yeah, that's good. Thank
00:43:21.949 --> 00:43:23.530
you. I'm on the top of your mind. So next time
00:43:23.530 --> 00:43:24.750
you're looking for insurance or you're looking
00:43:24.750 --> 00:43:27.250
for a fitness performance consultant, you know
00:43:27.250 --> 00:43:28.650
exactly who to call because I'm on the top of
00:43:28.650 --> 00:43:31.630
your mind. That's what I want to do. I always
00:43:31.630 --> 00:43:34.900
profess. Whenever I go into a networking event
00:43:34.900 --> 00:43:37.239
or networking or meeting somebody one -on -one,
00:43:37.360 --> 00:43:41.679
I always dress one level up from where they are,
00:43:41.820 --> 00:43:45.440
okay? So if they're a construction company and
00:43:45.440 --> 00:43:49.599
they're jeans and a shirt, I wear a pair of slacks
00:43:49.599 --> 00:43:53.500
and a shirt, right? If they are one up, they
00:43:53.500 --> 00:43:57.000
dress jeans, but they wear a sports coat, I will
00:43:57.000 --> 00:44:02.949
dress business casual, slacks, shirt, coat. I
00:44:02.949 --> 00:44:06.590
might even put a tie on if I go up one level.
00:44:06.690 --> 00:44:08.510
If you know you're going to go meet somebody
00:44:08.510 --> 00:44:11.030
else, you're going to put that tie on. If you're
00:44:11.030 --> 00:44:14.789
just going to stay, it's always one step up and
00:44:14.789 --> 00:44:17.190
not so much that you're putting in their face,
00:44:17.369 --> 00:44:21.469
but you look clean and you look well adjusted
00:44:21.469 --> 00:44:24.210
and everything, because all of that goes into
00:44:24.210 --> 00:44:27.070
it, goes into the first time that somebody sees
00:44:27.070 --> 00:44:31.309
you. It's so hard to take that picture out of
00:44:31.309 --> 00:44:34.019
their minds. That's a good point. I never heard
00:44:34.019 --> 00:44:36.239
that one -up concept. That's the first time.
00:44:36.239 --> 00:44:39.000
I've always heard dress for the occasion or dress
00:44:39.000 --> 00:44:41.679
for the conversation. Those two things, but I
00:44:41.679 --> 00:44:43.519
never heard the one -up concept. That's interesting.
00:44:43.920 --> 00:44:47.380
Always one -up because you'll never be underdressed.
00:44:49.179 --> 00:44:52.460
It's a habit that I've gotten into, but after
00:44:52.460 --> 00:44:55.960
I do a workshop, if I go into a company, I'm
00:44:55.960 --> 00:44:59.289
always going to go see. one of the C -suite executives.
00:44:59.809 --> 00:45:02.469
I'm always going to go see an executive and I
00:45:02.469 --> 00:45:04.170
want to make sure that I'm dressed the part.
00:45:05.489 --> 00:45:09.889
So that's what I do. Okay. Did I answer that
00:45:09.889 --> 00:45:14.510
question fully? Yes, you did. Yes, you did. Okay.
00:45:14.670 --> 00:45:19.289
Life insurance is all about long -term trust.
00:45:20.090 --> 00:45:22.929
What have you learned about maintaining and nurturing
00:45:22.929 --> 00:45:27.420
professional relationships over time? not just
00:45:27.420 --> 00:45:37.139
in the first meeting. Don't rush. Okay. Very
00:45:37.139 --> 00:45:39.960
important, especially down south. Don't rush.
00:45:40.219 --> 00:45:42.380
And I'm an up north guy. I had to get used to
00:45:42.380 --> 00:45:45.360
that. So am I. He had to tell me to slow down.
00:45:45.460 --> 00:45:48.960
Like, you're talking too fast. Yeah. I'm talking
00:45:48.960 --> 00:45:53.739
normal. It's very interesting because on the
00:45:53.739 --> 00:45:55.679
sidebar, God knew when to put me in Atlanta.
00:45:56.339 --> 00:46:00.800
Right. Because the way I was moving fast and
00:46:00.800 --> 00:46:03.380
was natural, that was a natural pace of things.
00:46:03.500 --> 00:46:05.440
If we're going to get something done. Yeah, let's
00:46:05.440 --> 00:46:07.760
get it done. We don't need. But then you had
00:46:07.760 --> 00:46:09.219
to learn the culture. Yeah, we said we're going
00:46:09.219 --> 00:46:11.039
to get that. Oh, let's have dinner. Let's have
00:46:11.039 --> 00:46:12.960
a coffee. Let's meet my family before we get
00:46:12.960 --> 00:46:16.320
it done. This is a different culture, a different
00:46:16.320 --> 00:46:20.679
pace to building business and building that relationship
00:46:20.679 --> 00:46:23.019
with professional relationships. So I think,
00:46:23.039 --> 00:46:25.480
yeah, don't rush. Have that silent confidence
00:46:25.480 --> 00:46:28.659
about yourself that whatever you guys talked
00:46:28.659 --> 00:46:32.059
about in those initial two conversations or whatever
00:46:32.059 --> 00:46:36.599
you brainstormed about where you see some collaboration,
00:46:37.000 --> 00:46:39.619
have the confidence, even if it's a month later,
00:46:39.739 --> 00:46:43.460
that it's still going to go through. I'm still
00:46:43.460 --> 00:46:45.980
able to offer this service and that person is
00:46:45.980 --> 00:46:48.059
still able to offer this service. Sometimes in
00:46:48.059 --> 00:46:51.159
those gaps of communication when I'm super busy
00:46:51.159 --> 00:46:53.610
and that other person is super busy, We might
00:46:53.610 --> 00:46:56.110
have doubt creeping. We might have worry creeping.
00:46:56.269 --> 00:47:00.590
And that frequency alone can shake up certain
00:47:00.590 --> 00:47:02.349
relationships with people, right? Because now
00:47:02.349 --> 00:47:04.650
you get back in the conversation thinking that
00:47:04.650 --> 00:47:06.510
the person didn't even want to talk to you when
00:47:06.510 --> 00:47:08.250
that person is basically just as busy as you.
00:47:08.630 --> 00:47:11.110
So I think building that rapport every now and
00:47:11.110 --> 00:47:13.010
then, hey, let's go get a coffee and connect.
00:47:13.769 --> 00:47:15.949
That's what I do. I do a coffee and connect with
00:47:15.949 --> 00:47:17.349
people. If I think that we're having a great
00:47:17.349 --> 00:47:20.380
conversation and that... networking meeting and
00:47:20.380 --> 00:47:22.019
there's some professional relationship that we
00:47:22.019 --> 00:47:24.780
can build for and the conversation is really
00:47:24.780 --> 00:47:27.840
going, I still want to network in the room and
00:47:27.840 --> 00:47:29.239
I still want you to network in the room. But
00:47:29.239 --> 00:47:30.760
let's make sure we put something on the calendar
00:47:30.760 --> 00:47:33.400
right now before we break this conversation.
00:47:33.920 --> 00:47:35.920
Let's do a coffee and connect because I'm really
00:47:35.920 --> 00:47:38.639
into what we're talking about and I want to continue
00:47:38.639 --> 00:47:40.699
to grow that relationship and just take it as
00:47:40.699 --> 00:47:42.760
one step at a time. So when I do that coffee
00:47:42.760 --> 00:47:45.340
and connect, whether it's a week out, then we
00:47:45.340 --> 00:47:47.920
can be lighter about talking about things. And
00:47:47.920 --> 00:47:49.739
then potentially go into the next setup. Hey,
00:47:49.820 --> 00:47:52.920
let's go do dinner or this event happened or
00:47:52.920 --> 00:47:55.219
my friend is doing this. Why don't you come out?
00:47:55.300 --> 00:47:57.380
And that's how you build the rapport until something
00:47:57.380 --> 00:48:00.380
takes off. So I just think don't rush. Be yourself.
00:48:00.960 --> 00:48:04.559
Have some great conversations and know the reason
00:48:04.559 --> 00:48:07.019
why you guys are connecting and talking until
00:48:07.019 --> 00:48:10.280
other reasons and other rapport points come about
00:48:10.280 --> 00:48:12.000
where you continue to build that relationship.
00:48:12.980 --> 00:48:15.340
Absolutely. Absolutely. And all that goes back
00:48:15.340 --> 00:48:18.179
into the know and trust. It goes back to you
00:48:18.179 --> 00:48:21.159
being authentic. It goes back. That resonates.
00:48:21.260 --> 00:48:24.840
That brings everything together as one thing
00:48:24.840 --> 00:48:27.539
until, of course, that leads you up to what?
00:48:27.679 --> 00:48:29.960
All your follow up. Right. So you have to have
00:48:29.960 --> 00:48:32.480
that follow up sequence. All right. Let's bring
00:48:32.480 --> 00:48:36.360
this podcast full circle. Okay. If you could
00:48:36.360 --> 00:48:40.219
give one networking tip today that would make
00:48:40.219 --> 00:48:42.690
the biggest difference. For someone listening,
00:48:42.949 --> 00:48:46.510
whether they're in sales, fitness, or insurance,
00:48:47.010 --> 00:48:54.690
what would it be? If I can give one big networking
00:48:54.690 --> 00:49:00.789
tip to someone who is in sales, fitness, or insurance,
00:49:00.969 --> 00:49:05.889
what would it be? To my fellow trainers, you
00:49:05.889 --> 00:49:13.460
are professionals. The mindset behind training,
00:49:13.619 --> 00:49:16.619
right? You're getting your aggression out. You're
00:49:16.619 --> 00:49:19.519
getting your energy out. You're building your
00:49:19.519 --> 00:49:26.760
body. I think that sometimes as a trainer, I've
00:49:26.760 --> 00:49:29.059
seen in other trainers that they just stick to
00:49:29.059 --> 00:49:34.780
that concept of being in the gym, always in their
00:49:34.780 --> 00:49:37.380
workout clothes, always just train those people,
00:49:37.539 --> 00:49:39.800
working them. working the leads that are in the
00:49:39.800 --> 00:49:43.159
gym, so on and so forth. But you are a very important
00:49:43.159 --> 00:49:46.880
and integral part of this world as a fitness
00:49:46.880 --> 00:49:51.579
professional. It's okay to work in the gym, have
00:49:51.579 --> 00:49:53.679
your gear on, you're doing your workout, you're
00:49:53.679 --> 00:49:56.320
changing to your trainer clothes, and then go
00:49:56.320 --> 00:49:59.079
put on some slacks, a blouse, if you're a woman,
00:49:59.139 --> 00:50:01.179
whatever the case may be, and go to a networking
00:50:01.179 --> 00:50:04.179
event and pitch your services to people or talk
00:50:04.179 --> 00:50:06.519
to people about what you do. I don't really see
00:50:06.519 --> 00:50:08.420
too many fitness professionals in the networking
00:50:08.420 --> 00:50:10.139
space. I think I might have been the only one
00:50:10.139 --> 00:50:12.940
that is doing that. So I think I've taken my
00:50:12.940 --> 00:50:16.940
experience from sales, insurance, that business
00:50:16.940 --> 00:50:20.000
acumen and have applied it to my services as
00:50:20.000 --> 00:50:22.840
fitness. And that kind of sets me apart from
00:50:22.840 --> 00:50:26.900
other trainers that do what they do. I think
00:50:26.900 --> 00:50:29.500
that's a big part. So if I can give advice to
00:50:29.500 --> 00:50:32.159
the fitness professionals in the world, don't
00:50:32.159 --> 00:50:35.579
be scared to step out your everyday box. And
00:50:35.579 --> 00:50:39.139
present yourself as a business to get those clients
00:50:39.139 --> 00:50:41.980
that you want or just to be comfortable talking
00:50:41.980 --> 00:50:44.820
about how you help people and let God work for
00:50:44.820 --> 00:50:46.659
you. Let God bring those people into your presence
00:50:46.659 --> 00:50:48.840
because everybody needs some type of level of
00:50:48.840 --> 00:50:51.139
fitness instruction in their life. So I would
00:50:51.139 --> 00:50:55.179
say that. Absolutely. And you're a fitness professional.
00:50:55.679 --> 00:50:59.039
So remember that. But remember, you're a business
00:50:59.039 --> 00:51:04.150
person who. does fitness. You're not a fitness
00:51:04.150 --> 00:51:07.230
person that does business. You're a business
00:51:07.230 --> 00:51:09.750
person that does fitness. And there's a stark
00:51:09.750 --> 00:51:13.650
difference between the two. So if you treat this
00:51:13.650 --> 00:51:17.369
like a business, you'll go far, you'll expand,
00:51:17.610 --> 00:51:20.309
you'll get more people. But if you're just a
00:51:20.309 --> 00:51:23.289
fitness person doing business, then you're just
00:51:23.289 --> 00:51:25.210
going to onesie twosie and that's not what you're
00:51:25.210 --> 00:51:28.449
after. Right. So you're after bigger and better
00:51:28.449 --> 00:51:31.230
things. Marvin, I got to tell you, this was great.
00:51:31.550 --> 00:51:34.889
I could talk to you for another hour. That hour
00:51:34.889 --> 00:51:37.650
went by fast, man. Yeah, it really did. It really
00:51:37.650 --> 00:51:40.829
did. If somebody wants to get hold of you either
00:51:40.829 --> 00:51:43.849
for insurance or for fitness, I would recommend
00:51:43.849 --> 00:51:46.989
Marvin for both. But if they wanted to get hold
00:51:46.989 --> 00:51:50.030
of you, what's the best way? So you can find
00:51:50.030 --> 00:51:52.949
me on Instagram, my Booker Fitness and Performance
00:51:52.949 --> 00:51:56.789
LLC. You can find me on Instagram with at Booker
00:51:56.789 --> 00:52:00.320
Fitness underscore. There's a link there that
00:52:00.320 --> 00:52:03.860
connects you to my website, bookerfitness .com.
00:52:04.099 --> 00:52:07.960
You can also DM me and schedule a fitness consultation
00:52:07.960 --> 00:52:11.360
if you're in the Gwinnett County area. Also,
00:52:11.420 --> 00:52:16.460
my phone number's up there, 470 -998 -6826. You
00:52:16.460 --> 00:52:21.159
can call or text. My email is bookerfitnessandperformance56
00:52:21.159 --> 00:52:25.139
at gmail .com. If you were looking for me on
00:52:25.139 --> 00:52:28.739
the insurance side, It's aceadvisors underscore
00:52:28.739 --> 00:52:32.840
on Instagram. There's also a link there that
00:52:32.840 --> 00:52:35.179
gives you to my website where you can actually
00:52:35.179 --> 00:52:37.960
get a free quote there. You can call that number
00:52:37.960 --> 00:52:40.400
as well. And that will go directly to my work
00:52:40.400 --> 00:52:43.659
line. You can also reach me at aceadvisorsinc
00:52:43.659 --> 00:52:48.400
at gmail .com. Perfect. Marvin, this was a blast.
00:52:48.619 --> 00:52:51.960
I can't wait to see you in person again and have
00:52:51.960 --> 00:52:54.440
yourself a great day. You too, sir. I appreciate
00:52:54.440 --> 00:52:56.820
your time. And it was a great opportunity to
00:52:56.820 --> 00:53:01.860
share my experiences, to continue branding myself
00:53:01.860 --> 00:53:04.659
and being a part of your network as well. So
00:53:04.659 --> 00:53:06.960
I really appreciate that. And I wish you the
00:53:06.960 --> 00:53:10.480
best of wishes on your current and next endeavors.
00:53:11.139 --> 00:53:18.440
Thank you. Well, hold on, folks. Don't go anywhere.
00:53:18.780 --> 00:53:22.119
Let's hear from our sponsors. David Neal, co
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-founder, Revved Up Kids. Revved Up Kids is on
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to revvedupkids .org. Henry Kaplan, Century 21.
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When it comes to making the biggest financial
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celebrating his 41st year in business. No matter
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where you're moving, Henry has the right connections
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for you. You can contact Henry at 561 -427 -4888.
00:54:09.829 --> 00:54:12.630
A huge thank you to our guests for sharing such
00:54:13.230 --> 00:54:16.530
insights today. And of course, a big shout out
00:54:16.530 --> 00:54:19.829
to you, our amazing listeners, for tuning in
00:54:19.829 --> 00:54:22.750
and spending your time with us. If you're interested
00:54:22.750 --> 00:54:26.090
in my digital courses, being coached or having
00:54:26.090 --> 00:54:29.230
me come and talk to your company, just go to
00:54:29.230 --> 00:54:32.449
Michael and fill out the request form. Remember,
00:54:32.789 --> 00:54:36.090
networking isn't about being perfect. It's about
00:54:36.090 --> 00:54:39.010
being present. So take what you've learned today,
00:54:39.190 --> 00:54:41.809
get out there and make some meaningful connections.
00:54:42.539 --> 00:54:45.460
If you've enjoyed this episode, please don't
00:54:45.460 --> 00:54:48.800
forget to subscribe. Leave us a review and share
00:54:48.800 --> 00:54:51.000
it with someone who could use a little networking
00:54:51.000 --> 00:54:54.000
inspiration. Let's keep the conversation going.
00:54:54.179 --> 00:54:58.739
You can find me on Apple, Spotify, Pandora, YouTube,
00:54:58.880 --> 00:55:03.519
or my website, foreman .com slash podcasts.
