Five Things E23: Developing Your Brand with Scott Rutter and Steven David Elliot
https://brandascentmedia.com/?page_id=1269

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[Music]
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the truth is adding value will never go
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out of style
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hello and thanks for joining us for
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another five things podcasting here with
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a couple rockstars no pun intended
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stiva David Elliot and Scott rudder
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thanks for joining us this morning guys
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thanks for having us and it great to be
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here and really excited to cover this
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topic today you know a lot of businesses
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fail in the first year and the SBA has
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basically shown that 50% of the
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businesses fail in the first two years
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and there's a lot of reasons for that
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but I can honestly say one of the
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toughest things early on even being a
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sales guy is generating leads so we want
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to talk today about how to generate
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leads in 2020 if you're a small business
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owner if your sales guy your realtor
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your an insurance professional there's a
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lot of different ways to generate leads
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you got to figure out who is a prospect
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and who is a suspect and figure that out
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not waste your time but we've got a
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couple awesome professionals that are
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awesome to doing that so thanks for
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joining us and Scott you're in the
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insurance business that's right you
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talked a little bit about that
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yeah so really really excited obviously
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just transition from banking now to to
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insurance and checked all the boxes for
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me so it's you know working with people
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educating people and just delivering
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high-quality service okay and I know
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Stephen obviously real estate background
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and founder of North Hills networking
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and rockstar and several things so tell
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us a little bit about that in your
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background well I mean I've I've been
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around a long time done a lot of things
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like everyone else here in the room but
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I've always been a people person I care
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about the person before the product I
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care about their needs and their goals
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prior to me selling to them I feel that
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we need to sort of back off from
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necessarily the word leads and start
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talking about meaningful connections
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I've always found by establishing
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meaningful connections and giving a
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value at a preposition to that
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connection the business will follow we
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are actually in an era if we are going
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to use the word
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the first time in my life of unlimited
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leads because of that people will fail
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to develop business because they don't
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value the the people that they're
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meeting unfortunately yeah and there's
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definitely and I think you bring up a
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great point that you you got to go into
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it with the right mindset because people
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can pick up on if you're just a
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commission to them people can definitely
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pick up on that and I think you give off
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a lot of bad vibes when you're thinking
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like that so I'm glad you brought that
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up because that's a real important and
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it's a it's a minor distinction but I
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think it's really important that when
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you're out there trying to add value and
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be a positive to others it's a it's a
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big difference between the guy that's
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out there just looking to write up a
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contract that night well you know we all
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have to eat
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of course but if you're diligent and
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doing some of the processes that we're
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going to share in this conversation the
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business will come to you and you will
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be able to close that business but in
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the interim you have to see yourself as
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a servant if you give give give give
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give give and you know I'm saying a lot
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of gifts are then you deserve to ask
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right then remember you can ask because
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you've earned that right right but to go
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in immediately for an ask is gauche
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inappropriate and will definitely repel
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a potential business I agree hundred
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percent and just kind of a little tip
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from you know I guess from the title
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that I have on LinkedIn for example you
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know will connect with people in this
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and that and the first thing they do is
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to ask so the first message I get from
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that individual is hey I'd love to come
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in and look over your insurance or look
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over this or this and that and I'm
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always like thank you have a great day
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you know because to your point they
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didn't establish any rapport
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they didn't establish it they went right
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for them now I have a sort of different
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look and I flipped that paradigm okay
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because someone who comes into me with a
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ask for anyway I don't care that's
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actually a real opportunity because
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they're going to tell me everything that
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they want in it
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thing that they need and then I can
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listen to them I canna value what
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they're saying and turn it around so I
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can have a quicker ask because then I
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can know whether they're telling me hey
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I don't want to have a date with you I
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don't want to have coffee with you I
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just want to get to the point right then
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I could determine whether if there is
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actually going to be a business
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relationship and we're not going to have
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that six month dating process mmm too
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close to do business okay yeah that's a
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different take on it I said never
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thought of I have spoke with one of my
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clients down to South Florida whose
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client of rock star connect his first
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three months he made over three million
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dollars in commission selling life
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insurance in our program and he makes an
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appointment with every single person
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that comes to is networking about and
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you have to recognize I'm talking about
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an event that you know 50 to 70 people
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come through every month he sets ten
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appointments at the event he knows if
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those ten people that he can set at the
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event they are definitely going to try
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to sell him something mm-hmm well he at
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that point when he has that conversation
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and they're trying to sell he knows how
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hungry they are and he knows what he has
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in his arsenal that'll help them reach
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their goals more quickly is most likely
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their product is going to help them for
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example you sell security systems you
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want to sell me a secure sell me a
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security system I want to put you in my
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referral bank so we've just now had a
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one-on-one you came in right away to
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sell security let me say that's what's
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gonna make me happy
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I don't want hurricanes tickets right I
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don't want to be invited out to the lake
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I want to sell with social security
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systems well that's a very easy want for
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me to satisfy them because I know people
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that want security systems so once I can
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satisfy your wants and your needs you're
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gonna want to reward me in some way you
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see me as an altruistic person who's
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giving you business with no requests for
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return business you're gonna go out of
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your way to get me business mm-hmm I
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could definitely see that and it
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definitely comes back to one of our five
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things which is adding value
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you know you can build up that emotional
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bank account with deposits so I can see
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that point of view for sure what are
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your thoughts on that Scott yes I mean
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there's always about you it's about you
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know meeting the clients needs and then
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you know again peeling back the onion
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and finding additional ways to add value
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so very important always add value
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awesome we read from originally Steven
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I'm from Miami Florida okay and you've
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been on the Raleigh North Carolina area
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that we're in 2006 okay so and it was
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very strategic I didn't have to move to
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Raleigh I just had to move out of Miami
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okay children getting to that age I I
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felt the real estate market was going to
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crash in South Florida I wanted to get
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my equity out I was a good call good
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call
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yeah a very good call right out right
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before the crash yeah and I looked all
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over the United States for opportunity
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area you know as a person who's written
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every paycheck to myself since I'm you
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know 21 and I'm 51 now mm-hmm and
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Raleigh just ticked off all the boxes
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2006 it was really a small pond here
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there weren't a lot of professional
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salesman you had a lot of scientists and
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tech people it was funny when I first
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moved up here people who come up to me
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and say they were an IT and I didn't
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even know what IT was I just thought it
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was a cult you know it but you know this
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is a great area there's a semi
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recession-proof mm-hmm it's a good place
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to sit out a storm and it was a hard
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time for a lot of people between 2008
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and pretty much now ya know I mean we
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weren't in a recession we were in a
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depression right yeah I think Raleigh in
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a lot of ways we didn't feel it like a
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lot of other people did I was dealing
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with a lot of builders back then so I
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definitely felt it but you know at the
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end of the day it probably wasn't
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anywhere near as bad as Miami
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you know yeah we didn't have people
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taking the keys and you know landed
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under the mat sure the bank
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here it wasn't wasn't as bad that's for
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certain
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so you built up your real-estate
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business and then you started North
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Hills networking probably what a decade
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actually it's sort of interesting I
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didn't get into real estate because I
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wanted to be a real estate agent I've
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been a business for myself for many
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years and people ask me how are you able
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to write a check to yourself how are you
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able to create something that no one did
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before and that other people are not
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making money how are you able to do that
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mm-hmm and what I would do in business
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is I would do things for the community
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because whenever I felt I would try to
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promote my own business directly it
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would fail miserably I would waste a lot
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of money print advertising radio TV we
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had phone books back then mm-hmm stuff
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like that but if I did something if I
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did something for the community like an
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art festival or music series or a party
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started farmers markets or people say
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this is a great guy right I guess I
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could reward him by shopping in his
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business or referring him etc and but
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not everybody can do those things
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they're very logistical intense little
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words to be something that I'm good at
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but I did have a networking event that I
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had started here in the Raleigh area in
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2000 I guess 8 mm-hmm or so that I did
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for two years and it was called
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successes contagious and we may get to
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that later in the conversation and this
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was in the recession people were doing
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really badly the shopping center where I
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had my business it was only 15 percent
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occupied it was brand-new my and the
10:20
developers came to me and they said you
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know you're the only one paying your
10:24
rent you're you're not calling and
10:26
complaining about us in any way and
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there's cars coming in people spending
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money with you how are you doing that
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and can you do it for us we're
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developers were not marketing people we
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never intended to hold onto this
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property but it looks like we're gonna
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have it right and I said well you know
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if you give me the latitude to do what I
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want to do here we'll be successful so I
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have them put signs in like that in
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Disneyworld with arrows so you know
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because there's one business here on the
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other one
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ten doors down that way you could find
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other businesses made it look like it
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was packed I started a farmers market a
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music series
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I brought the North Raleigh farmers
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market up to North Raleigh and ran that
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market break by my door and I did this
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networking event and I said you know
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I've been doing what I've been doing at
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that point was in the book business I am
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for book stores I'd done it for 15 years
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I was only working 20 hours a month
11:19
getting a little bored with it it phones
11:21
a little bit small and I went to my
11:25
brother who was a marketing guru in his
11:28
own right in the culinary field and I
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said you know I think if someone had
11:31
their own networking event that was
11:33
consistently done over a period of time
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and they helped other people achieve
11:37
their goals they would be able to write
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a big check for themselves he said I
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don't believe that's true it's
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ridiculous the bad idea
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well we're 22 months apart you've
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siblings I do have some half-brothers
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and half-sisters right so your brothers
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you're pretty competitive with for
11:54
everything and we are like I don't know
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them but thanks for bringing that up I
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hit a rough spot I'm just kidding now
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it's I'm just Joe I mean it's true I
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don't know but it's not that big a deal
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but you know my brother and I'm very
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competitive oh goodness
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imagine and a real estate agent came in
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to one of my businesses the next day and
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asked me for my business it's a kid I
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make referrals to her I said wow I've
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been here 15 years and you're the first
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real estate agent that's ever asked me
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for referrals and I'm a captive audience
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I have a brick-and-mortar store you come
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up to me sure can't run away from you
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you don't need our appointment to see me
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I'm right there she said yeah that's
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what the best way to build your business
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and I said I gave her a brief overview
12:35
of my idea mm-hmm
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that wasn't quite formed and I got a
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call from her the next day and she said
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my broker owner wants to meet with you
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to hear about your idea and I presented
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to him and he opened up a big checkbook
12:48
his big business checkbook and said how
12:50
much would it take to get that started I
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was like well Eureka this is a good idea
12:54
right I don't want to write it off for a
12:56
small check that's actually pilot it so
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I sold my book stores in Florida and in
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North Carolina and I became a real
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estate agent I start
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my own networking about you come and the
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networking and really just killed it
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within a few months I was in the top you
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know 1% of my brokerage for the entire
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country yes I did know other former
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prospecting no paid marketing just a
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networking of that and then I created a
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course to teach people how to do it and
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they said this is a fantastic course I
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can it's very comprehensive I would
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never do this because it's too much work
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mm-hmm I can't believe you do this much
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to put on an event can you do it for me
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and that's what I ended up doing
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creating Rockstar connects that we could
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do basically networking events for a box
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so a busy professional a rockstar could
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just show up and greet create an
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enormous network and audience is I come
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from a sales background and I look at
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network your network to be similar to
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sales you want it's a numbers game in
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sales right more phone calls you can
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answer the more people you can speak to
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the more likely you're going to have
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business it's the same thing with
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networking you're trying to you know
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establish these relationships with
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people do good things for the community
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but you're also trying to create
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business so the bigger your network is
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the more business you'll have the
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problem was in the past we didn't have
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the technology to utilize that larger
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network you couldn't touch on them you
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couldn't clean up with them and in any
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reasonable way you basically had your
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rolodex when you go through each
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scheduling on a calendar now with social
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media you can be touching your audience
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constantly right so in fact my first
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course was called how to develop a
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sphere of thousands from your sofa
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digital media is a tool it's a fantastic
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tool and if you can be putting people
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into that funnel of your social media
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where they can learn to trust you and
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like you and do business with you that's
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a great way to do it and I know we're
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gonna be talking a little bit more about
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social media I'll get into it then sure
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well I'm real quickly just on the rock
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star and success is contagious and
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everything else
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obviously I'm living proof of that so I
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had a fire myself for my job and was
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given multiple opportunities and now
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back in the entrepreneur space well some
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things to the event yeah it's you know
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we're there where the you know for him
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he's a client he also works with us now
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and developing the state of North
15:30
Carolina but were the best employees
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that that our clients will never meet
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because we're just there behind behind
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the scenes booking venues doing the
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marketing video production the follow-up
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and everything associated with an event
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yeah and I'll tell you it's a one a
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saying that I love is you know it's all
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about who you know and it's to me it's
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really not about who you know it's who
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knows you and that's coming back to your
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point that's the relationship it's the
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rapport that you have with people it's
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very interesting that you say that
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because when I first married my wife who
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I happened to meet at one of my
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networking events or at least was
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reintroduced to she went into my home
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and she said what are all these like
16:14
boxes I said those are just filled with
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business cards she said what do you do
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with these business cards so I'm an old
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fashioned salesperson as long as the
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phone is ringing I'm happy so yeah well
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you know I have those are all the people
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that came to my advantage store they
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have a CRM I'm like what's the CRN you
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know old-fashioned we can have a Sierra
16:34
cata rolodex you need business you have
16:36
good friends you're having a bad month
16:38
you dial for dollars at that point she
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said well if you can take this and put
16:41
into a system you have gold and I was
16:44
going on that philosophy I want as many
16:46
people to know me as possible sure I'm
16:48
gonna treat everyone well unless they're
16:50
an evil person sure anyone who asked me
16:53
for a favor I'm gonna fulfill that right
16:56
do whatever you came yeah
16:57
so lots of great content and I have a
17:00
feeling we could talk about this kind of
17:02
stuff for hours you know it'd be easy to
17:03
do but we've unfortunately got a limited
17:06
time here so we'll work our way into the
17:09
you know if we had to break it down into
17:10
five things if you were a business
17:13
person if you're self-employed your
17:15
sales guys sales woman sales
17:19
gender-neutral
17:20
you know this is 2020 coming up so you
17:23
know if you're out there looking for
17:24
or business essentially we kind of broke
17:28
it down into five things that if you get
17:30
really good at these five areas you're
17:32
gonna do really well so we'll jump into
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number one and you were talking about it
17:37
mastering social media Scott what's your
17:40
thoughts on developing business by
17:43
mastering social media what does that
17:45
mean to you yeah I mean it's very
17:46
important to stay relevant and you know
17:49
to keep up with a daily post and just be
17:52
as engaged as you can with your audience
17:54
and you know again give value content
17:57
whether it's a great podcast you listen
17:59
to or you know somebody you know would
18:01
find the event to be attractive or you
18:05
know just straight conversation with
18:06
them and everything so now social media
18:07
is very important to what stay engaged
18:09
yeah for sure yeah I mean with social
18:12
media it's the most amazing tool so when
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previously I have a telephone I'd have a
18:17
phone book I'd have a Rolodex and I go
18:19
dialing for $4 if I can make my phone
18:22
ring or vice versa I prefer the phone to
18:24
ring but if I don't have to I know
18:26
there's major potential out there social
18:29
media I don't have to put my foot in my
18:31
door put the foot in the door of
18:33
someone's house to get it they are
18:35
inviting me into their house they are
18:37
reading what I am posting while they are
18:39
wearing their underwear maybe they're
18:40
not wearing underwear I am in their
18:42
house I see the major events in their
18:45
life I know when they're getting a
18:48
divorce I know when they're getting a
18:49
girlfriend I know when they're having
18:50
children these are all life events that
18:52
are important real estate and any
18:53
business and I have the opportunity to
18:56
it's as if no mentally in my mind when I
19:00
want social media I am physically
19:02
prospecting it's as if I am on the
19:05
street knocking on doors so I will spend
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an hour two hours every day just going
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through the timelines reading what's
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going on in people's life in their
19:16
business and their family and see where
19:19
I can inject myself in to make that
19:21
experience better for them that may be
19:24
you know offering my services or
19:26
connecting them with the people that can
19:28
assist them hmm
19:29
for example this week someone had posted
19:33
on a page about a woman whose home burn
19:35
now
19:36
in Franklinton the person who made the
19:39
post I knew her because she was in my
19:42
program or I list teachers homes for
19:44
free so I reached out to her and I said
19:46
you know publicly and a private message
19:48
reach out to me if you need any
19:50
assistance I spoke with the woman at her
19:53
home damage assess her wants and needs
19:56
connected her with the connection that I
19:58
had at CBS news got her on the news got
20:02
her GoFundMe page going and that initial
20:04
person who made the post did a big THANK
20:06
to me on social media unexpected you
20:09
know it's not certain you can expect
20:11
because you that's not the way it works
20:13
but she thanked me for putting all that
20:15
into motion right well that's fantastic
20:17
for my social media cloud sure so people
20:20
know he can get things done he's going
20:23
to help me achieve my goals and in real
20:25
estate and what we do in Rockstar
20:27
connect that's absolutely essential so
20:31
social media is a tool to save you from
20:35
driving in your car for making phone
20:37
calls from doing direct mail and buying
20:40
radio and TV and all strings we used to
20:43
do yeah and you know I can vouch for you
20:47
personally that you've sent me business
20:49
from being at your events in the past
20:51
and so that's obviously a great way to
20:54
brand yourself and and I think there's a
20:56
distinction here you do those things
20:59
with the right intention in the right
21:01
heart knowing you it's theirs when you
21:05
do it when you do something I guess
21:08
there's a fine balance here when you
21:10
give with the expectation of receiving
21:12
that's not giving that's manipulating
21:14
and you actually give to give and serve
21:18
and the byproduct is the good things
21:21
that come with I think that no one is
21:24
truly altruistic not even mother Teresa
21:26
was truly out for astok she got
21:28
something got something true so for me
21:30
they give in and of itself I've already
21:33
won I have a return on investment
21:34
because I feel really good that I could
21:37
do that right and you know of course
21:38
like everyone else I wanted to be the
21:40
popular kid and turn and well-liked we
21:42
want to be that and you know if you
21:45
become self-aware when you hit your you
21:47
know 30s and 40s
21:49
you realize hey maybe people don't like
21:51
me because I'm a jerk mm-hm and I need
21:53
to tone it down and see what I can do to
21:56
offer to the community to earn their
21:58
respect and and really get them to like
22:00
you for real things and that's
22:02
superficial rice and there's you know
22:05
there is a fine line and I think if if
22:07
you're out there trying to implement
22:09
what we're talking about you're giving
22:11
but you're getting frustrated with that
22:13
person because they didn't come back
22:14
with a post telling you what a great
22:16
year you are that's a mistake that's the
22:18
that's the wrong way I've seen people on
22:20
social media you know coaches he'll say
22:22
well I've never got a return on my
22:26
investment making that referral mm-hmm
22:28
well it's so short-sighted and you know
22:31
people that are networkers and people in
22:33
general and they have a good experience
22:34
they talk about that experience so if
22:37
someone makes a referral to me I thank
22:40
them it may have never created business
22:42
for me but I'm going to talk about them
22:44
to 40 people mm-hmm about what a great
22:46
experience I had getting a referral for
22:48
sure so you're having people that are
22:50
going out there and you and I know that
22:52
you're very interested in brand you're a
22:54
scholar of this and an educator and then
22:56
branding your all those people you're
23:00
helping or becoming your brand
23:01
evangelists they're spreading the word
23:03
about you before you even meet people
23:05
right I guess cheerleaders there are
23:07
your cheerleaders they're your fans I
23:09
mean if you're a rock star you need an
23:11
audience right now that's true and that
23:13
audience is going to propel you you have
23:16
to give a good performance right and
23:17
offer them what they need mm-hmm and I
23:20
started off as a social worker you think
23:22
it's very different from sales it's not
23:24
in social work what you're doing is
23:27
you're assessing all of the best options
23:31
for your client and then you're you're
23:32
limiting it to the ones that are going
23:34
to be best for them and then you're
23:36
assisting them and choosing among those
23:38
options that sounds like a really good
23:40
salesperson to me I
23:42
I mean I in my business I know you do
23:45
this in your business as well they say
23:46
what I have I know you want to buy it
23:48
but what I have is not going to be a
23:51
good fit for you let me make a referral
23:53
to someone else that can solve that
23:55
problem for you mm-hmm yeah I mean
23:58
ultimately you just treat people like
23:59
you want to be treated
24:01
the best you can I mean we're all human
24:02
we're all imperfect but I think when you
24:05
really strive for that and then own it
24:08
if you come up short you know that's all
24:10
we can do yeah back to the social media
24:12
and technology in general I mean this
24:13
cellphone that sit over here on the
24:15
table it's such a powerful tool this is
24:17
your your computer it allows you to be a
24:20
better person it allows you to be a
24:22
better salesperson so when your clients
24:25
reach out to you and they have a concern
24:27
and it's on the weekend you can send
24:29
them a text and calm them down and tell
24:32
them that you're on the job and you're
24:34
looking out for them
24:35
mm-hm or the same thing with you know
24:37
colleagues and associates they have the
24:41
ability to reach out to you without it
24:43
being entirely intrusive in your life
24:44
take advantage of that now I remember I
24:48
used to pay you know for for physical
24:50
stores can you imagine what my phonebook
24:52
phone mills were per month sure I mean
24:54
there were more than my wrap and I was
24:57
paying to have that phone ring so I
24:59
trained all my employees when they
25:00
answer that phone that was a sales call
25:02
it wasn't like someone saying do you
25:04
have this book this is your opportunity
25:05
to get people into the store you need to
25:08
pitch it and sell it now today people
25:11
are calling us and we're not answering
25:13
the phone people are saying I'm not
25:16
getting opportunity what do you think
25:18
that phone put that phone ringing every
25:20
time is an opportunity even if you have
25:22
a client that calls you up that's a
25:24
dissatisfied upset client mmm-hmm you
25:27
have an opportunity to make them a very
25:29
happy client and a referral partner and
25:31
a referral source so I would say you
25:34
know use these tools and get on the
25:36
phone and and and take advantage of the
25:39
fact that this is the best time in
25:40
history to be a salesperson it really is
25:44
and a couple notes I want to throw in
25:45
there is that this this phone that we
25:47
have is more powerful than than the
25:50
thing that you know the computing
25:52
technology that put people on the moon
25:53
it really is it's crazy it's
25:55
transforming the world right that's why
25:57
I'm able to you know have my employees
25:58
overseas in the Philippines and I can do
26:01
business in Europe and in the Middle
26:03
East because of my phone I have
26:05
appliance all over the world I've
26:06
clients at Israel and how
26:08
call and in Europe because they can
26:11
reach out to me they can go on social
26:12
media and get my phone number and call
26:15
me right I can't tell you how many
26:16
professionals I go on their Facebook
26:18
page and their LinkedIn and they don't
26:19
have their phone number there are you
26:22
absolutely nuts because people will only
26:24
make so much of an effort to refer you
26:28
if it becomes a lot of work they have
26:29
work to do themselves so don't be a
26:31
secret agent don't be a secret financial
26:34
service person but if people know that
26:36
you're ready to accept their referrals
26:39
on business thank you have to be
26:40
accessible yeah a hundred percent and
26:42
the internet works 24 hours a day
26:44
mm-hm you know that's the other thing is
26:46
is that you will never be able to have
26:48
work the internet which is why it's
26:50
important to build your brand on the
26:51
Internet
26:52
your business needs to be out there your
26:54
information needs to be out there
26:55
content needs to be out there
26:57
and the last thing I'll touch on with
26:59
that is that the content should benefit
27:01
them you know nobody wants to hear
27:04
somebody that's always you know buy my
27:07
security system by it's the best Baba
27:09
you know you rarely talk about security
27:12
so yeah and there's nothing wrong with
27:13
asking and putting some content out
27:16
there that shows why it's bad I can go
27:18
into any community group in the Triangle
27:21
and I know if someone's gonna ask for a
27:24
security system that they're going to
27:26
mention your name it's guaranteed it's
27:29
it's a lock up but what's even better is
27:32
it's being mentioned by multiple people
27:34
right in those threads you didn't get
27:37
that by pushing it down their throats
27:40
sure to buy a security system those
27:42
people may have never utilized you for a
27:44
security system they don't have one they
27:45
don't want one that being said they want
27:48
to reward Brian for what you've done in
27:50
networking and community and community
27:52
and you know that's that's what it's all
27:55
about I mean we work to make them make
27:58
money to support our lives because your
28:00
money is essential yeah but the
28:02
community portion is far more rewarding
28:05
right and that's always awesome to get
28:07
that so we're back we took a little
28:09
quick little break there we're actually
28:11
running out of time here a little bit so
28:14
we've covered number one and number two
28:16
number three I'm just gonna whiz through
28:18
this because I think we've you know
28:20
really mentioned this a lot adding value
28:22
to other people when you're you're given
28:25
to other people they're gonna naturally
28:26
want to respond back so that was number
28:28
three will whiz through that one number
28:30
four is going to be working on yourself
28:33
and I'm gonna let Scott talk about that
28:35
because obviously we want to develop the
28:38
type of personality that attracts
28:40
instead of repels and Scott what do you
28:43
think about that sure so I mean again
28:45
working on yourself I mean for me I'm
28:47
very you know motivated self-motivated
28:49
but listening to podcast you know
28:53
surrounding yourself with people via da
28:56
players you know surrounding yourself
28:57
with somebody like Brian Smith or Steven
28:59
David Elliot you know so I'm always
29:02
looking for Mentors
29:03
right and you're something about a 50-50
29:06
we'd talk to yes so it's Steven I
29:08
mention the 50/50 rules so it's you know
29:10
focusing on the fifty percent of the
29:12
people that love you and like you and
29:14
then you know trying to find out how to
29:16
work on the fifty percent of the people
29:18
that perhaps don't like you mm-hmm you
29:21
know I can tell you this speaking
29:23
personally you're just not gonna get
29:24
along with everybody and that's okay
29:25
well though chances are that you're not
29:27
getting along with them because they
29:28
don't know who you are and we have the
29:30
tools available to us with social media
29:33
with networking events with one-on-ones
29:36
to change people's opinions there's a
29:38
lot of times our opinions of people
29:40
don't come from direct experience with
29:41
them it comes from what other people say
29:43
mm-hmm so if you make yourself open to
29:46
other people you're going to vote for me
29:49
for example yeah everybody in the school
29:52
probably was a bully and had a bully for
29:55
me as an adult you know connecting with
29:58
my friends from high school and people
29:59
that weren't friends and now they're my
30:01
friends to me that's a big win it should
30:04
be the same thing in business so you
30:05
know they're the people that you like
30:07
you because they like your type of
30:08
personality there's other people that
30:10
may find you very abrasive but if you
30:13
are giving to them even though they
30:15
don't like you imagine what type of
30:17
referral partner you can create with
30:19
that mm-hmm that's true that's true you
30:22
can always be the bigger giver that's
30:23
for sure
30:24
and out give the problem
30:27
so we'll wrap up with networking number
30:31
five and I couldn't have two better guys
30:34
talking about this other than maybe
30:36
Steve hand in here but other than that
30:38
we'll we'll wrap up with that let's talk
30:40
about networking well for for me I feel
30:44
that there's probably about nine or ten
30:46
things you should be doing in your
30:47
business and prospecting that are
30:49
powerful to get you business networking
30:51
is probably the number one thing you can
30:53
do and the most difficult thing to do
30:55
because once you are successful and you
30:58
are doing well and you are busy you
31:00
don't have as much time to go out to
31:02
groom your sphere of influence not only
31:04
grow your sphere of influence but reward
31:06
your existing sphere of influence by
31:08
growing your network because that's one
31:10
of your value ads right I know a lot of
31:12
people I can introduce you to so one of
31:14
the ways you can quickly do that is you
31:16
can go to networking events can be very
31:18
cumbersome once you're successful to go
31:20
to every single that I know you go to
31:21
less events today than I have now yeah
31:24
really yeah that being said if you host
31:27
your own networking on that or your own
31:29
activity where you're gonna meet you
31:31
know multiple people you really have the
31:34
ability to be more efficient get your
31:37
name out in front of people help more
31:39
people all at once and continue to do
31:41
the number one most important thing to
31:43
your business which is networking so in
31:46
our company we have our evening events
31:48
which are you know the mix and mingle
31:50
it's the antidote or the complement to a
31:53
Chamber event except instead of you
31:56
going to be a meta meeting the five same
31:57
people over and over again because
31:59
you're comfortable and you're clicked
32:00
everyone is researching you beforehand
32:02
and they know who you are
32:03
we now have a morning event which is the
32:06
antidote to BMI for people that can't go
32:09
to four weeks of BNI where they can help
32:13
other people they can give a value-add
32:15
they can teach them about networking or
32:17
marketing in a workshop but basically
32:20
just show up and be there and create
32:22
something about you so anything that you
32:25
do in business you want to do more
32:27
efficiently networking is so important
32:30
so you can't say hey you know I'm booked
32:32
out for six months I can't take a phone
32:34
call it's essential for you to come
32:38
absolutely and it's uh you know what on
32:41
one of my other favorite sayings is uh
32:43
I'm gonna ask ask my man right here
32:45
what do you clean yours with q-tips
32:48
everybody says q-tips but we don't clean
32:50
our ears with q-tips we use cotton swabs
32:52
q-tip is my brand Kleenex
32:54
Kleenex coke you know there's a lot of
32:57
things we can say so everybody says
32:58
q-tips and that's one of the things that
33:01
I love about networking is you can
33:03
become the q-tip with what you do when
33:06
you're out there but you can lose that
33:07
brand too so when I was a kid mouthwash
33:10
was Listerine no matter what it waters
33:13
Listerine doesn't market themselves
33:15
anymore right no you know no kitten is
33:17
with Listerine is na that's true we were
33:19
growing up everyone knew who Listerine
33:21
was someone there dropped the ball by
33:23
keeping that brand out in front of
33:24
people top of mind got to be tap and
33:26
riding so you can never give up and
33:28
doing what you're doing absolutely 100%
33:30
so we've got a little bit of a time
33:33
crunch here so we were talking and we'd
33:36
love to do if there's a request for it
33:38
if you want more information on the
33:40
topic obviously there's Rockstar events
33:43
you can run into these guys all over the
33:44
place and certainly get out I get out as
33:47
well but we would consider doing a
33:50
Facebook live if anybody wants more
33:52
information on some of these topics will
33:54
actually be willing to answer direct
33:56
questions that you might have so I think
33:59
that'd be fun I think we all think it'd
34:00
be fun and ultimately we're just trying
34:01
to to help you know help that business
34:04
that's struggling or that sales rep
34:05
that's trying to develop their brand and
34:08
develop business but we'd certainly
34:10
enjoy doing that yeah that'll be
34:12
fantastic what I would love to talk
34:14
about what I call like that is why
34:16
everyone is valuable and and not to
34:19
discount people because they're not the
34:22
the gatekeeper that you want to me is
34:24
you really don't know who the gatekeeper
34:25
is to bring you to the next level of
34:27
your business I guarantee you that you
34:29
know that's a great point you bring up I
34:31
love all these little fine things you
34:32
learn over the years that I remember
34:35
someone being nasty to one of my
34:38
co-workers who's like answering phones
34:41
for me at the time and they were selling
34:43
something something that I was actually
34:45
interested in
34:46
but they were kind of short and kind of
34:48
a jerk to the person that was answering
34:49
the phone but they then they wanted to
34:51
be nice to me and they were disqualified
34:53
right out of the gate you know because
34:55
if you're gonna be like that tomorrow my
34:57
coworker you know I mean we've had
35:00
people that you know signed up and paid
35:02
for events and they've been you know
35:06
inconsiderate to our staff members and
35:08
they get that we mailed them their check
35:10
back for animal blaming and they said
35:12
well why and I said because you know you
35:15
were a lying on the phone with them and
35:17
a pussycat with me mm-hmm right they
35:20
don't get paid enough for that sure yeah
35:22
and so those are those are all great
35:25
points and again thanks for joining us
35:28
today and squeegee Janice I know how
35:29
thank you video and thanks for joining
35:32
us again on another five things podcast
35:34
see you next time
35:36
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35:36
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