Episode 211

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Published on:

10th Nov 2023

Sean Malone: Co-Founder of FlowChat

Dive into the transformative world of networking with the 'Guy Who Knows a Guy' podcast! Join host Michael Whitehouse and industry expert Sean Malone as they explore the art of authentic connections, sharing insights on effective networking strategies and the innovative role of technology in platforms like Flow Chat. Elevate your networking game and get ready for the groundbreaking JV Connect event on December 12th to 14th, 2023 – an unmissable experience for business growth and success!

Mentioned in this episode:

JV Connect, December 12-13, 2023

Join us for JV Connect, the dedicated networking event December 12th and 13th, 2023 https://www.jv-connect.com

Transcript
Michael Whitehouse:

Welcome back to the guy who knows a guy podcast.

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We're so excited to be back with you.

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And this season we are counting

down to J V connect the first of its

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kind, December 12th to 14th, 2023.

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This is going to be an incredible

dedicated networking event, and you

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are going to want to be part of it.

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And this podcast here to help

prepare you to get the most

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out of this incredible event.

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I'm Michael Whitehouse,

the guy who knows a guy.

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And over the next few weeks, you're going

to get to hear from some of the best

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people in the industry about networking.

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As well as some solo training from me.

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So be sure to join us on December

12th to 14th for JB Connect.

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And now, let's get to the interview.

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Welcome back to the guy

who knows a guy podcast.

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The guy we are meeting today

is Sean Malone of flow chat.

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Sean is the CMO co founder of

flow chat and comes with over two

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decades of studying communication,

specifically sales and the lost art of.

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prospecting.

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He and his teams have successfully

grown more than a, more than a

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handful of seven figure businesses

and sold a few and have guided four

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organizations into the eight figures.

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He has personally closed over

130 million in his career.

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He stays relentlessly focused on

solving the revenue problem for

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business owners so they can experience

the growth and success they deserve.

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And he is a loving hubby, cat dad,

disc golfer, and sell by chat expert.

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So welcome to the show, Sean.

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Sean Malone: Hey, Michael.

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I just want to say, man, what you do,

what you stand for is true to my heart.

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And I think we hold some of

the same values very dearly.

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So I just appreciate what you do.

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And I'm really grateful and

honored to be here on your show.

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Michael Whitehouse: Great.

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Yes.

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So I'm excited to have you on here.

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As we were talking before we started

about flow chat, you know, as I've

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talked about in my, my blog and

emails and whatnot, I talked about

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the five corruptors of networking.

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And one of them is the automator

and the automator is wants to make

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things faster, more efficient and.

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If it makes things less human,

you know, oops, whatever.

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What do we need humans for anyway?

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And, you know, like, like the, the program

I encountered that scrapes the data out

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of a networking event and then encourages

you to basically pitch everyone who was

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there, which is the wrong way to do it.

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So I'd love to kick that off to tell us

why you're not one of the corruptors.

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Sean Malone: Well first and foremost it

comes down to values, you know, like,

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and, and I think what automation, what

AI, like, Regardless of all this like

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AI automation, very powerful tools

when used for good, never for evil.

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I'm a guy that's always

for good, never for evil.

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And so automation is the thing

that everybody's craving.

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Hey, I just want to press a

button, let it set up and run.

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And my business magically grows.

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Unfortunately, that's a myth

and a pipe dream that doesn't

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usually ever happen, right?

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Cause there's always additional work

that needs to go into that, whether it

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be optimized or anything else, whatever.

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So the idea of.

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Communication and the idea

of connection, connection.

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There's a study I just watched

diary of CEO, wonderful

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podcast, a video cast they have.

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There's a gentleman talking

about like human connection is

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the thing that's being lost.

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Human connection, real human,

authentic, genuine connection is

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the thing that's going to keep us

human and drive everything forward.

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And so when we take that out of any

marketing or selling process, and

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we just automate the whole thing,

it becomes mindless, robotic.

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unfriendly, doesn't feel good, ugly, icky,

all the words that you can think of that

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like kind of gets you into that boat.

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So when we created a the tool that

we created, it was designed from

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a sales brain mentality versus

a marketing brain mentality.

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Quick definitions there.

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So everyone's very

familiar and I love both.

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Okay.

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So, but marketing brain is the

guy that says, Hey, look at me.

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I'm doing this cool thing.

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Come this way.

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And they get somebody to open up

their eyes, the attention side

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and a little bit of exposure.

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And then once you go down the

pathway, if it turns into automation

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right after that, it feels terrible

as a prospect of somebody who's

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buying or investing into the thing.

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And so, so marketers are

great at getting attention.

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But in my opinion, they kind

of lack the follow through.

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And then the sales brain guy

where, where we came from, I've

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been in sales for 25 years.

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It's all I've ever done and

known is this idea of like, what

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does it take to close a deal?

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And let's start there and then reverse

engineer the whole conversation, make

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sure as authentic as possible and

try to template it, but we know it's

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going to be a little bit off script.

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It's not going to be exact, right?

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So if we knew that, and then we just have

in front, like the little marketing piece,

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now we have a complete system, right?

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And it's not automated because

the way that we configured

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the system that we built.

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Is within compliance of the 11 socials

that we play on, and it is a human to

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human system executed by clicking a button

actually sending a message instead of

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just hitting an automation button and

firing a bunch of messages of people.

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Yep.

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Michael Whitehouse: Yeah, and

that's a huge, huge difference.

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I think the one key difference too,

that I see is the way you talk about it.

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So that, that's what bothered me with

the, the, the one that inspired the

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automator as the corruptor is the

way they talked about it was, he said

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that this person found 400 prospects

in in these networking chat logs.

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I'm like, they're not prospects.

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It's a networking event.

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No one's a prospect, a networking event.

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That's not why they're there.

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No one goes networking out to buy

versus that you're, you're starting

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by saying, you know, this is about

connections, about facilitating

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communication, facilitating conversation.

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And the user.

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Is going to hear your use case and

then say, I want to do your use case.

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So if you're saying the use case

is 400 prospects, I would say,

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ah, prospects slam into the CRM,

send out some sales letters and.

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Bam.

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And even if that's not what

it's meant for, the marketing

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is telling them to do that.

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Whereas you're saying,

create conversations, create

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connections and, and, Well,

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Sean Malone: and I agree.

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I like, I'll just add to that.

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It's like people buy from people, right?

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Unless, and I guess it kind of

really depends on price point too.

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So depending on what you're

offering, lower ticket.

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Can usually have a little bit or more

automation and less personal touch.

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When you get to kind of like

the higher ticket stuff,

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people are buying for people.

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They don't buy from a paid ad.

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They don't buy from a website.

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They got to go talk to

somebody at some point.

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Right.

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And so here's where

the disconnect happens.

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If you set up all that automation

and it goes boom, boom, boom,

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boom, boom, calls got booked.

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And then you jump on the call and

you have no idea about this prospect.

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You don't understand what

they're going through.

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You haven't walked in their moccasins.

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You haven't understood their story.

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And they think they were talking to you.

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Right.

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That sales process from that initial

call to when the deal actually gets

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closed is going to be extended.

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And so by having a human to human

connection and really actually building

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know, like, and trust, nurture,

rapport, all the things that need

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to be in a selling process, right?

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This gives you that, that, that the

cohesive ability to just get on the

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phone and really truly have like a

level of rapport where you can ask

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deeper questions and you can get to the.

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Closed deal faster, right?

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Because everything in this world,

if you're trying to build a business

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is about sales velocity, you have to

have sales velocity, which is turnover

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and new sales coming into a business.

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But that sales process flow experience

that both parties go through you as the

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provider, them as the prospect or client,

or even a person you're just networking.

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To get, to figure out a need,

if there even is one, right?

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I love networking because it's

a very casual conversation.

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It doesn't have to be pushy.

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It shouldn't feel like you're pressured

or, Oh my gosh, Sean, what do I say?

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What, how do I start a network?

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Oh my gosh, I need to come over to you,

Michael, like teach me how to network.

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It's like, no, no, no, no, just go.

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What would you say to your buddy

playing around a disc golf?

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What would you say over

like, just connect?

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Like that, that piece.

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Is what I think is getting lost in

translation with all the rapid development

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and tech and AI and all this other

stuff, but there are some people that

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are kind of like the rock in the river

that are saying, no, no, no, this still

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needs to be part of the whole process.

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Yeah.

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So, yeah,

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Michael Whitehouse: I, I found this is

the more we talked about about flow chat.

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Yeah.

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Think about the way I use email.

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So, you know, when I started using emails,

I was networking with 20 people a week.

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So I was adding 80 people a

week to a month of my network.

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I couldn't follow up with 80 people.

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I can remember 80 people.

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But what I could do is create some

good, authentic, personal content.

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You know, not pitchy stuff, but sharing my

stories and lessons and stuff that I want

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to share with everyone I networked with.

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And then I just invited everyone

into my email community.

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They got that content.

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If something resonated with them,

they'd self identify and be like,

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Hey, Michael, let's talk again.

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And maybe I remember them in detail.

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Maybe I don't, but it's authentic

because they know it's an email list.

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So they, they don't

expect me to know them.

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They know this is a one way

communication, but it still

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kept us in touch and connected.

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And so, so Joe, I'm always looking for

ways to network personally, but then make

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up for the fact that my mind is a steel

sieve and everything falls out of it.

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And, and, you know, I, I'm not

the guy who's going to send

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thank you cards to everyone.

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I can't keep track of all that

stuff, but I really do want

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to provide value to people.

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I want to stay connected with them.

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So when I've got.

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3200 Facebook friends or whatever

it is you know, we were talking

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about this before that I'm

running JV connect coming up.

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It's a very affordable event and

no brainer event to buy a ticket.

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But if you don't know about it,

you're not going to buy a ticket.

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You're going to miss out.

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I can post on Facebook all day long.

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If the algorithm says you don't see

my posts, you don't see my posts.

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So how do I make sure

people don't miss out?

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And, and that's something and

actually that way we can talk a

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little bit about that use case of,

you know, as I was asking you, if.

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If I, you know, can I just use this

to keep track of who I messaged?

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You know, I, if I'm messaging a thousand

people, because I honestly think

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they're gonna benefit from this, I

can't remember who I messaged and I'm

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going back through and I click on it.

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Now I got a message there.

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I click on this.

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Now I've already gotta message

it, and so I'm missing everyone.

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And so that was kinda the first use case

I saw is this system can keep track of

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this person got a message, this person

didn't get a message, this person replied

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and make it a, you know, a useful platform

instead of just a darts at the wall.

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hoping some hit the board and, you

know, and not missing the people I

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need to miss or need to need to reach.

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So yeah, talk a little bit about how it.

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Sean Malone: I think I love that.

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And thank you for picking up on that.

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Cause that's, that's exactly

what it's for, right?

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Like, so, so, so the

software is called flow chat.

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You can go to flow chat.

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com, check it out.

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Right.

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So that's cool.

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But I didn't think that's where

this, we're going to talk about

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networking, this great flow chat

does four things really, really well.

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Number one, it allows you to

find those hyper targeted.

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Opportunities to connect

with people, right?

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Not just prospects, some

people call them prospects.

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Some people call them leads, right?

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I'll, I'll, I'll use the

term like Alex Ramos.

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He just put it in his new book,

a hundred million dollar leads.

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He says the difference between a lead

and an engaged lead is the engaged lead

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is the person kind of raising their

hand and swimming in your direction.

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Right?

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So typically people say,

I hate outbound, Sean.

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I just want to do inbound.

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Okay.

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Well, let's talk about the

definition of inbound outbound.

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And I'll get back to the flow chat

in the four things they do well.

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So, so, so inbound is created after

the creator does some piece of outbound

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something in your case, Michael, you're

putting a piece of content out on social.

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Somebody sees that and then

they come in your direction.

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How did that start?

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You put the piece of

content outbound first.

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So everything we're doing

is actually outbound.

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There's inbound is only creator

generated by an outbound action.

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And so that's, that's where content

now, most people are like, Oh,

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when they hear that definition,

like, okay, that makes sense.

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Well, how do I start a DM conversation?

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Is the next big thing?

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Like they get, Oh, like, what do I say?

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And that is the piece where most people

kind of get stuck because a lot of

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people have been teaching copywriting.

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Here's website copywriting.

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Here's email copywriting.

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Here's all this type of copyright.

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DM message.

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Copywriting is significantly

different than almost all types

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of copywriting that is out there.

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So you need a little bit of

knowledge in order to win.

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So here's a pro tip for anybody

that does not sound like that guy.

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That's exactly right.

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Yeah.

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So pro tip, if you are wanting to use DMS

for your business, to grow your business,

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to test ideas, to grow JV partnerships,

to get downloads on a podcast, YouTube,

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whatever, start with a compliment.

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Right.

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I've studied this in almost

400, 000 VM conversations.

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The one that gets the most

engagement is a compliment.

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So just give somebody a genuine

compliment on what they're trying

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to do or what they're doing from

the, based on their profile.

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Very, very easy way to do it.

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It's a very non nonchalant, just

casual way to get in conversation.

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Okay.

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Backing up to what is supposed to be

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Michael Whitehouse: a genuine compliment

because we all get the, I love what you're

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doing with your business and you can tell

that's cut and paste, it needs to be.

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You know, I love what you're

doing with your business.

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Your, your work with DMS is

a fascinating take on it.

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So that you actually think that,

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Sean Malone: or it's like, or I'd

come to your profile and it'd be

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like the spin that you're putting on

networking is truly inspirational.

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Michael, thank you for being

out in the world and doing that.

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You're going to be like, well, that's

a different type of compliment is right

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down your niche, right down your alley.

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And so it takes four seconds to

figure that out for somebody, right?

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Yep.

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And if you get hyper notched in your

business, and most people are in that

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bucket, like you can use a template and

just tweak it from a couple of words

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here and there to make it that way.

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Right.

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So it can be authentic and

you can run it at scale.

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So I'm sharing, I'm just shouting from the

mountaintops, like you can do it at scale.

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So cause that's what everybody wants.

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Right.

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So, okay.

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So Floatzad does four things really well.

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Number one, helps you to find

those hyper targeted leads.

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As an example, you could go to any post

you've made going outbound, and in one

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click, collect all the likes, collect

all the commenters from that post

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you've made, put them into this Kanban

pipeline type system that manages them

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along each stage of that conversation.

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Like, hey, did I send him a first message?

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Hey, did I ask him this question?

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Did I invite them to my call?

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Whatever the stages are that you want.

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So that's the first thing it does.

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It allows you to hyper target leads.

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Secondly it facilitates sending messages.

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So we don't have any

automation in the system.

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We do manually just set up a templated

conversation one sided, but then

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it's just a simple click a button.

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And it copies your clipboard, and

then you paste a message, and then you

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move the card along in the process of

DMing of where you want them to be.

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Okay, so it tracks everything.

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That's the thing.

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It also helps you to qualify.

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So, finds the leads, facilitates

the message, Qualitate, I guess

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qualifying should come before

facilitating messages in, in theory.

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But we have a step by step process

that you can follow to take it from

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like suspect to qualified opportunity.

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And then we'll facilitate message sending.

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And then the last thing it does

really well is reporting on metrics.

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Those are the four things that,

that our software does well.

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Yep.

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Michael Whitehouse: Yeah, so, so I

like that it's, it's so, so human.

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And it's not just automating,

blasting stuff out.

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Now, obviously you, you could

use it with an assistant.

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You could use it with a team and

whatnot, but it can also facilitate

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using it for yourself to just make

sure you're reaching the right people.

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And you don't miss their, their message

back and, and all that kind of stuff.

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No, could this be used if someone

now, obviously if somebody

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says, how should I network?

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I would say, well, I recommend

coming to JV connect.

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You'll meet a bunch of people, but if

somebody wanted network by say, going

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on LinkedIn or they're not working for

a job, let's say Which they probably

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didn't slow chat for that, but let's

say they were or they're they're

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trying to to break into an industry.

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Could this be used instead of for a sales

process for a networking network building

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Sean Malone: process?

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Yeah, absolutely.

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I think a couple of great

examples are recruiting, right?

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So like if you're a recruiter, that's

another really great use cases.

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Let's say you're a recruiter

for a fast food restaurant.

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I just did a presentation to 7,

000 restaurants about this topic.

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And it's, it's how do you use tech

to actually recruit in a way that's

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systematic and automatic and not have

to pay like one of those recruiting

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agencies, millions of dollars when you

get some high ticket person that you hire.

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So same thing, right?

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So you just set up the messaging outbound

on, and it's a different experience.

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If you're recruiting, how do

you usually get recruited?

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You go to zip recruiter,

you go to ladders.

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com or whatever, and you look, and then

you, you apply because you want the job.

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And then it's like that

stuffy bad process.

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But what if.

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On the flip side, that same

experience could be Michael, man,

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you're a, you're a networking pro.

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Our business right now is struggling

in the HR world and we need somebody

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to come and help with networking.

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Would you be up for a quick 15

minute call just to see if your

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skillset fits what we're looking for?

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And all of a sudden now Michael's

like, Whoa, that's right up my alley.

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You know, like, and of course

you're going to jump on that call.

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So you're going to get a higher

probability of calls booked

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or applications filled out.

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You need to jump on the call 15 minutes.

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We do have a, you know, like a.

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We make sure that our values are

aligned and then, okay, great.

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Hey, next step is to fill

out this application.

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Could you do that?

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Here's the link.

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And I do it on a zoom call.

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Now it's a personal conversation

for me to recruit Michael into

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my company as a recruiter, right?

382

:

So that's, that's just a kind of like

a use case that it could be used for.

383

:

If you're looking for jobs, same thing.

384

:

You can go to LinkedIn.

385

:

Again, our platform works

on 13 pro platforms.

386

:

Doesn't matter where you're at.

387

:

LinkedIn say you have sales navigator.

388

:

You could pop open your navigator

and run a filter to say, I want all

389

:

hiring managers at this type of niche.

390

:

It'll pull you a list.

391

:

You can click one thing, put that whole

list right into a pipeline and be like,

392

:

I'm interested in your be interested.

393

:

Obviously I'm interested in

learning more about your company.

394

:

I'm thinking about

applying at a job there.

395

:

Can you talk to me?

396

:

And you're reaching out now to

that person that those are the,

397

:

that's who hires you, right?

398

:

Employers are always looking

for those people that are like.

399

:

Putting activity in

and showing the energy.

400

:

It's like, show me, don't

tell me kind of a thing.

401

:

That's where I feel like

Flowchat could just be superior.

402

:

Michael Whitehouse: I think what's

so powerful about that, too, is that

403

:

you can be more personal because

the technology gets out of the way

404

:

or get the work out of the way.

405

:

So a lot of recruiters there.

406

:

Yeah, it's

407

:

Sean Malone: like putting the

power of less clicks at your

408

:

fingertips, putting the power of

AI assistance generated assistance

409

:

with messaging at your fingertips.

410

:

But don't do it for you, right?

411

:

Like that's the idea.

412

:

Well, you

413

:

Michael Whitehouse: know, I

get those messages sometimes.

414

:

I got a message on LinkedIn the other day

and it said you know, I love your profile.

415

:

And are you open to a,

to a new opportunity?

416

:

And basically you want a job.

417

:

And, and my reply was, you

obviously did not look at my profile

418

:

because nothing about my profile

lines with what you just said.

419

:

But if you don't have proper automation,

then you use blunt automation and you

420

:

hire a VA in the Philippines to just.

421

:

You know, here's the specs,

blast them all with this message

422

:

and it's, it's brute force.

423

:

It's, you know, send out 10, 000 and hope

10 reply and, and that's how it works.

424

:

Versus if you have the right

technology, you don't need to

425

:

hire the VA in the Philippines.

426

:

You can do it yourself

because it's just click.

427

:

I'm looking at the next person.

428

:

Yeah.

429

:

All right.

430

:

Is this the right person?

431

:

Yes, they are.

432

:

Let me tweak this message.

433

:

So it's personal.

434

:

Them send click and

look at the next person.

435

:

So you, the computer becomes

your assistant and it's actually.

436

:

You could that's the other thing I've

found is there's nothing more awkward

437

:

than messaging someone and getting and

reaching their VA on LinkedIn, but their

438

:

VA doesn't know you're a friend of theirs.

439

:

So they talk to you like the recruiter

and you know, and I've, I've had like,

440

:

could I speak to the real Lois, please?

441

:

It's, it's like, you know, you know,

talking to Sybil that, you know, the

442

:

multiple personality or like, okay,

which Sybil am I talking to now?

443

:

Yeah.

444

:

Yeah.

445

:

Is this, is this the real Sybil?

446

:

Or is this Juan?

447

:

So, so like, so it's interesting

because the technology allows

448

:

you to be used correctly.

449

:

I mean, obviously you could use this wrong

and, and hire a bunch of people in the

450

:

Philippines and blast out a bunch of spam.

451

:

But used correctly, it allows you to

be more personally engaged because

452

:

you don't need to be spending all

the time searching through lists and

453

:

prospecting and And, and digging so you

can spend more time sending messages

454

:

and replying to messages and having

conversations and engaging, which seems

455

:

Sean Malone: huge.

456

:

Yeah, I 100 percent agree.

457

:

You're absolutely right.

458

:

And even just to add to that, if

you guys know who David Ogilvie

459

:

is, he's one of the greatest.

460

:

He's like one of the founding

forefathers of copywriting, right?

461

:

And what he says is 80 percent

of your first dollar spent in

462

:

marketing is blown on your headline.

463

:

So if we translate, like translate

that into like the DM environment

464

:

and messaging somebody outbound for

the first message, we got to spend 80

465

:

percent of our time making sure that

first message hits, we got to spend.

466

:

And 80 percent of our time staying

focused on making sure the first

467

:

message is a genuine, authentic, and

real, and in the right lane, hitting

468

:

the niche, saying the right thing.

469

:

Because when you do that correctly,

right people, right message, big results.

470

:

That's it.

471

:

There's no other formula.

472

:

Michael Whitehouse: Well, and this also,

you know, one of the things I talk about

473

:

is, is this ninja networking rubric.

474

:

And there's five levels networking.

475

:

The first level is network prospecting,

which is what you're talking about.

476

:

It's that authentic conversation.

477

:

Looking for a problem someone has

and if it's solved by your service,

478

:

gently asking for permission

to discuss your, your offer.

479

:

And because, you know, who's not

going to respond well to the, to the

480

:

question, would you like help with that?

481

:

And, and, and this, this does sort of

that, that same thing that it's about.

482

:

I actually, it's interesting because,

you know, we're, we're a Washington

483

:

spam and all your email spam and

DM spam and, and just meaningless

484

:

messages that don't apply to us at all.

485

:

We get them like, why

am I even getting this?

486

:

You know, I got a message being like,

I, you know, I, I help women in their

487

:

fifties to find more film into work.

488

:

And I'm like, good for you.

489

:

I haven't got anything that misaligned,

but almost so, but if people had

490

:

the right tools, they could, and of

course they, they do that because

491

:

they don't know any better way.

492

:

So they send out, they shotgun it,

but with tools like yours, it lets

493

:

them be more authentic and lets

them be, and actually reminded.

494

:

But when I first got into coaching

in:

495

:

was a sell by chat strategy.

496

:

Yep.

497

:

But without any tools,

it was I'd make posts.

498

:

I'd respond to the comments.

499

:

And, and I, I learned one

of talking more strategies.

500

:

I

501

:

Sean Malone: love talking.

502

:

Yeah.

503

:

Dear friend and his wife, Kiri Marie.

504

:

I've been on there.

505

:

I was on their leadership

council for a while.

506

:

Yeah.

507

:

Michael Whitehouse: And so that's

actually what, what gave me enough

508

:

confidence to say, I think I should

go into the coaching industry.

509

:

I did not actually have the chops to

deliver the coaching I was selling

510

:

with this very powerful tool.

511

:

And so I ended up stopping, stopping

using it, but yeah, I made 10.

512

:

Sean Malone: What year was

that when you were doing that?

513

:

2020.

514

:

120.

515

:

Okay.

516

:

Three years ago.

517

:

Yeah.

518

:

Right at the

519

:

Michael Whitehouse: start of the pandemic.

520

:

And, and since then I have, you know,

become certified and interviewed

521

:

200 people and learned a few

things a few things over that time.

522

:

But, but yeah, I think about

the strategy was so powerful

523

:

because it was so authentic.

524

:

It was basically asking people questions

about what are you trying to do?

525

:

Where are you now?

526

:

Where are you stuck?

527

:

Where do you want to be?

528

:

Would you like help with that?

529

:

And they were like, yeah, what's next?

530

:

And they just walked

down the path with me.

531

:

And I'm thinking about what I was

doing then, if that was augmented by

532

:

a technology that would keep track of

it, you know, I was using a spreadsheet

533

:

and, and, you know, last date, and

it wasn't, I was a small scale.

534

:

I I'd get, you know, four

comments when I made a post.

535

:

So it wasn't massive, but if I, you

know, technology support and I could

536

:

see this being really game changing.

537

:

There's so many people out there.

538

:

They don't want to be cold DMing.

539

:

They don't want to be pitching.

540

:

They, they want to help.

541

:

They have something that actually

helps people, but they need a

542

:

way to identify who has the need,

who's going to raise their hand,

543

:

and then how do I draw them in?

544

:

And, and so many people, especially people

in the helping people space, you know,

545

:

the holistic space, the mindset space,

the spiritual space, they don't want to,

546

:

their sales strategy is one that grabs

one by the head and, oh man, they want to.

547

:

And it seems like this could, this could

really help them to, to be more authentic

548

:

Sean Malone: like that.

549

:

Yeah.

550

:

So I, and I just, I always think

through the lens of like DM

551

:

copy, cause that's what I've been

specializing in for a long time.

552

:

And it's so you know, like a first

message for somebody in that space.

553

:

If you're listening right now, this might

be a good one is like, Hey Michael, or

554

:

I wouldn't even pro tip, never start

your first DM with someone's Hey name.

555

:

Because that's what everybody does.

556

:

You always want to be different.

557

:

So put that person's name at the end

of the first sentence after a comma.

558

:

That's the pro tip of the world, right?

559

:

So, so I would come up to, you know, say,

Michael, you're in the mindset space.

560

:

One of the first messages I

might send in that case is, Looks

561

:

like our energy aligns, Michael.

562

:

I'm curious how do you, how do

you, what's your morning routine?

563

:

Simple question, right?

564

:

Compliment.

565

:

Simple question.

566

:

That's an easy way to get into

a great conversation about some,

567

:

Oh, why'd you choose that one?

568

:

Who do you follow?

569

:

Like what, all these things.

570

:

And then we start transitioning.

571

:

So like there's four hinge points in

every DM conversation, and I don't

572

:

care if it's for networking, if it's

for sales, it's for whatever, right.

573

:

And the four hinge points

really start with the first

574

:

thing is getting engagement.

575

:

Right.

576

:

Do not try to sell from

your first message.

577

:

Everybody tries to do

that and they do it wrong.

578

:

Those are the spammy, salesy,

the ones that feel like shit

579

:

that you don't want to get.

580

:

The ones I get a million times a day.

581

:

The ones you get a million times a day.

582

:

You know, instantly like,

nope, block that guy.

583

:

Get him out of here.

584

:

But right.

585

:

So the first thing is we always

say focus on is getting engagement.

586

:

The second thing we need to do is

have a series of one, two, maybe

587

:

three questions that transitions

them from that engagement.

588

:

Into what I call opening the windows.

589

:

So you can invite them permission

based to the next step.

590

:

So it goes and get engagement

and it goes transition.

591

:

So some of the questions we use in

our world, a little bit different than

592

:

probably what you're in, but it's like.

593

:

What's the biggest marketing challenge

you're working on conquering right now?

594

:

Question one, they say this great.

595

:

What have you tried to do to

solve that second question?

596

:

Third, what would it mean for

you to solve this forever?

597

:

How much does it cost you

to not solve this problem?

598

:

Those are great, easy questions that

you can ask, because then that'll just

599

:

completely wrench that conversation from.

600

:

Initial message transition into, oh my

gosh, you should, you should see our tech.

601

:

Here's that window open invite.

602

:

And my invite, is it cool if I send you

a quick video or are you, is it, would

603

:

it be better to just hop on a call?

604

:

I mean, it's very casual, great way

to go to a, sending a tenant to a

605

:

website or getting call booked or.

606

:

And then say yes.

607

:

And then the next step would be like, you

know, drop the link in the clear future.

608

:

Like, Hey, watch this tomorrow.

609

:

And we'll keep talking or whatever.

610

:

So,

611

:

Michael Whitehouse: so I'm interested

in your opinion is cause I'll, I'll

612

:

sometimes get these and, and, you know,

I can see sell by chat when I'm in it.

613

:

And yeah, so someone will

send me that kind of message.

614

:

And so I'll point blank, ask

them, what are you selling me?

615

:

And often the reply I get is,

Oh, I'm not selling you anything.

616

:

I just want to get to know you.

617

:

And to my mind, I'm

highly suspect of this.

618

:

Of course, if they then try to make any

kind of offer, we're done because as

619

:

soon as you lie to me, our conversations

over and if you just box yourself in

620

:

by saying, I'm not selling anything so,

621

:

Sean Malone: so that answer

is, is not a pro answer.

622

:

I mean, that's the big difference, right?

623

:

And you can tell when there's someone

that's done it for a while and

624

:

there's someone that hasn't, right?

625

:

And so that's, that's one of the reasons

why we offer 16 live sessions per month.

626

:

Every month for our users to show up

and make sure they say things right.

627

:

And so the idea is if, if

someone says to me, well, are

628

:

you trying to sell me something?

629

:

I'd be like, I don't know.

630

:

Cause I don't know if I can even

tell you anything yet, because I

631

:

don't know if you have the challenges

or struggles that I solve, but I

632

:

do want to learn more about you.

633

:

Good answer.

634

:

I like that.

635

:

Very casual, very right to the point.

636

:

Like, cause I don't know if you

have the problem I solve and

637

:

everybody needs to remember, not

everybody has the problem you solve.

638

:

Michael Whitehouse: Yes.

639

:

Yes.

640

:

Oh.

641

:

Yes, so much.

642

:

Yes.

643

:

Well, and what I like about that as a, as

a networker is if somebody reaches out to

644

:

me and, you know, cold approaches me and,

and I say, you know, what are you selling?

645

:

And you say something like that, then

I'm like, that's someone I can network

646

:

with because that's someone who I know is

going to have respectful conversations.

647

:

If I refer them to someone, it's

someone who I, I'm curious to learn

648

:

what you do, because you might know

someone I might be able to get with.

649

:

Refer, you know, affiliate

commission, referring you to someone.

650

:

I might be able to help someone

out, referring you to someone.

651

:

But also if you're, you know, if

you don't just panic and say, Oh

652

:

my God, I'm not selling anything.

653

:

Then we can have an honest conversation.

654

:

And, and, you know, sometimes

I'll just let you roll.

655

:

I'm like, okay, cool.

656

:

Run your process.

657

:

Let's see it.

658

:

Yeah.

659

:

Send your questions.

660

:

Because again, you can see if

you understand the process,

661

:

you know, what's coming next.

662

:

So,

663

:

Sean Malone: but also there is a point

in that conversation where you shift

664

:

from analytical to emotionally involved.

665

:

That's the big difference.

666

:

And I think that's where people really,

they get it right when they do it, right.

667

:

And it works a hundred

out of a hundred times.

668

:

It's so beautiful because you're,

you're so smart, Michael, you

669

:

know so much about marketing and

you're so good at networking.

670

:

Like, dude, I could shower you with

accolades all day because it's real.

671

:

Right.

672

:

And if you haven't worked with

Michael, go work with him right now,

673

:

if you're listening to me, but, and

saying all of this, You always start

674

:

from that analytical place, right?

675

:

You're the logical start

of that conversation.

676

:

You're like, Oh, I see

right through this strategy.

677

:

It's horseshit, or it's good, or

whatever you're thinking as you're

678

:

going through, sorry for cussing.

679

:

I just get emotional.

680

:

And, and,

681

:

Michael Whitehouse: and

right now campus on CBS.

682

:

Sean Malone: Right.

683

:

There you go.

684

:

So then at some point you're

like, okay, let it ride.

685

:

Like they passed your logical

test in your flow, right?

686

:

In your journey.

687

:

Cause every buyer, every prospect

has a different journey, right?

688

:

You got to remember that too.

689

:

But once we pass that litmus test in

your conversational flow, now they start

690

:

asking you if they're asking you the

right and good questions, you shift.

691

:

from logical to emotional and you realize,

Oh, I do have that problem, my business.

692

:

And now you're, as soon as you realize

that the conversational flow switches,

693

:

because now you're really asking if

they can help you solve the thing

694

:

you're actually struggling with.

695

:

That leads to a call in 90 percent

of the time it leads to a sale.

696

:

Michael Whitehouse: Yeah.

697

:

Yeah.

698

:

And I definitely, I saw that in it, but

yeah, I think that's the powerful thing.

699

:

And you always want to pay attention.

700

:

A lot of process will

tell you how to sell them.

701

:

They'll tell you what they want, how

they want to be talked to and listen.

702

:

So if somebody point blank, you know,

when my high D comes out and I say,

703

:

you know, are you trying to sell me

or what are you trying to sell me?

704

:

The, the answer should either be,

well, what I have is this or something

705

:

like you said, might maybe nothing.

706

:

I don't even know right now because I

don't know if you have the problem that

707

:

we solve, but I'd like to explore that.

708

:

Then yeah, then at that point,

my response would be all right.

709

:

Cool.

710

:

You've been honest.

711

:

I know the context of this conversation.

712

:

Take it away.

713

:

You're in charge.

714

:

You know, Lead the parade.

715

:

Let's see

716

:

Sean Malone: where we go.

717

:

And I love that you bring up

your, you know, Hydenus and the

718

:

personality profile and stuff.

719

:

Because I studied extended disc.

720

:

I used to teach it, right?

721

:

And so I still teach it.

722

:

Is this idea of like, if I recognize, and

that's the beauty of communication to DMs,

723

:

is you can, in about two to four messages,

back and forth with somebody, you can tell

724

:

what the profile is if you kind of know.

725

:

And if they're answering in short,

one word, two word, or maybe one

726

:

sentence long things, they're

probably going to be on the D side.

727

:

Yep.

728

:

And so then all we need to do

is talk about transformation

729

:

and results in one line.

730

:

And that's how you respond to

you after I've learned that.

731

:

So I'd be very direct to the point.

732

:

I would talk about results specifically,

and I would focus on the word what.

733

:

So for anyone listening and want a

little quick lesson in disc profiling.

734

:

The D people, the high dominant CEO

types, they care about what their

735

:

favorite word is, what let's do it.

736

:

Let's play a game before I go

through this, Michael, there's

737

:

four words I'm going to give you.

738

:

You tell me which in

order from first to last.

739

:

Okay.

740

:

What, why, who, and how,

which was I like what's yeah.

741

:

In order of most importance to

you, what, why, who, or how.

742

:

Probably who

743

:

Michael Whitehouse:

would be the first most.

744

:

Actually I'd say probably who,

745

:

who, why, how,

746

:

Sean Malone: what, I think.

747

:

Who, why, how, what means, okay,

so, so what is usually a high D?

748

:

Yeah.

749

:

Who is usually a high I?

750

:

You have a lot of I personality,

influencer personality,

751

:

because look at your shirt.

752

:

I can tell that.

753

:

Look at the colors behind you.

754

:

I people love colors.

755

:

Yep.

756

:

I can see that, right?

757

:

They use quotations.

758

:

They make copy look like it's alive.

759

:

A lot of things like so.

760

:

So again, you've got a

lot of high I and then

761

:

Michael Whitehouse: the other thing

when my D comes out, not that I am

762

:

high D, but I get high D when someone's

763

:

Sean Malone: of course, of course, of

course, of course, but see the secret

764

:

in DM messaging is trying to figure

out what somebody's primal filter is.

765

:

And then speaking through that

filter, because then you drop

766

:

all the barriers of resistance.

767

:

Transcribed And you're actually

able to report and connect.

768

:

And that's what we talk about

is like, get that connection.

769

:

Cause when you get into rapport,

it's easy to ask tougher questions.

770

:

Michael Whitehouse: Yeah, no, definitely.

771

:

And this is some, some

really powerful stuff.

772

:

And so, you know, I, I, I like this.

773

:

This concept and that's why I sell

by chat appeal to me in the first

774

:

place because it was, it was a

more authentic way of connecting.

775

:

I, I got a networking because

I don't like cold calling.

776

:

I networking was a better way of

connecting people than picking up the

777

:

phone and just calling them cold and,

and it, it worked better and they were

778

:

happier and everything was wonderful.

779

:

So, You know, so I, I like this,

this concept and also it's about if

780

:

you have something that you know is

valuable and then that's where a lot

781

:

of entrepreneurs also get in trouble.

782

:

Like, I don't know if it's valuable

because I haven't proven it yet.

783

:

Cause a lot of people are going

into entrepreneurship, which is a

784

:

whole different conversation that's

beyond the scope of this podcast.

785

:

But yeah, I'd love to talk

a little bit more about, you

786

:

know, onto the networking side.

787

:

You talked a lot about like directly

selling to people, but you talk

788

:

a little more about networking,

how you can use that to both find.

789

:

People to engage with and then also

how you can find partners who can

790

:

connect with audiences to engage

791

:

Sean Malone: with.

792

:

Yeah, love that.

793

:

Okay, so a couple of use cases.

794

:

The first one I'll talk about is if

you are trying to just find people

795

:

that you want to network with, right?

796

:

So one of the things that I would

encourage is if you have a community

797

:

or a tribe that you're trying to

build, example, Facebook group, or

798

:

if you're on school, you can build a

community over there, or, you know,

799

:

there's a million of them, right?

800

:

So wherever you house

your kind of community.

801

:

One of the easy icebreaker

moves that you can start with.

802

:

And it's what we did for years.

803

:

Was say, Hey, I just built

this networking group.

804

:

It's really bad ass.

805

:

It's got these types of people in here.

806

:

I think you might be a fit.

807

:

Are you interested in joining?

808

:

Right.

809

:

And it's a very quick one to only

pick out those people that are true

810

:

networker folk, because most people

that are like, Oh, well, you know,

811

:

they're either going to come at it.

812

:

Well, I can, I sell to them or I can

add value to the group is usually like

813

:

the either or kind of like, so you're

looking for the kind of people that are

814

:

saying I could add value to that group.

815

:

Yeah, I'll jump in.

816

:

Okay, great.

817

:

Here's my link.

818

:

Let me know when you join.

819

:

I'll have my team give you a warm welcome.

820

:

Then that happens, right?

821

:

You let them in the group, your

team gives them a warm welcome.

822

:

And then you can come back now.

823

:

And you can say, Hey, I make

it a point to speak with every

824

:

member in my networking group.

825

:

To network, here's what's covered on

the call item one, two, and three.

826

:

In our case, it's number one.

827

:

I want to share what our group's all about

and what content's allowed to be posted.

828

:

Number two, we have this kick ass

free referral system that I'll

829

:

show you exactly how it executes.

830

:

And number three, I got to make

sure that you have a system that's

831

:

robust, that can consistently and

predictably grow your business.

832

:

That's usually what my networking

calls are, you know, are around.

833

:

If there's anything else you want

to add to the agenda, that's great.

834

:

Let me know.

835

:

And so I've been very crystal

clear in my intent and my

836

:

purpose through the messages.

837

:

Very authentic, very

real, but very scalable.

838

:

Hmm.

839

:

Michael Whitehouse: I like that.

840

:

And, and so, and, and one thing I hear

through that is, That you open the door.

841

:

I assume that you'd have

some sort of offer available.

842

:

So you open the door for

843

:

Sean Malone: them to say, yeah,

if you get that far and typically

844

:

in the calls, I'll start that way.

845

:

I'll be like, look, here's our group.

846

:

Like, what are the things that

you were most interested in?

847

:

And I started asking you really

good questions in my calls.

848

:

Why did you want to be

in this networking group?

849

:

What are you hoping to accomplish?

850

:

Do you like to go to events?

851

:

Do you like to do this?

852

:

Oh, you need to go.

853

:

Michael Whitehouse: Unless

they self identify a need.

854

:

You'd never even make an offer.

855

:

Correct.

856

:

So, so they don't feel like

they're being pitched to and.

857

:

If an offer is made, then it would be

because they identify, you know, yeah, I

858

:

don't really have that process in place

and I wish someone could help me with it.

859

:

Yeah.

860

:

Sean Malone: Do you want to talk about it?

861

:

Always permission, always

permission, permission, permission.

862

:

That's how conversations

should always be driven, right?

863

:

I usually start, I start

that part of the call.

864

:

So I always start with networking, learn

all about them and everything else.

865

:

And then I'll show them a group,

which is really easy and powerful.

866

:

If you have a group, this is how ours

works just so you know, I like to

867

:

give the kind of behind the curtain.

868

:

So it's, it's one of those

things where it's like, look.

869

:

Michael, I know there's people in

here that can use your services.

870

:

Do me a favor.

871

:

Here's how our networking system works.

872

:

Go through my list of members

and tell me the top five or maybe

873

:

top 10 people you want to meet.

874

:

Send me the list.

875

:

I'll personally introduce them in a three

way message to you and you can start

876

:

a conversation with them from there.

877

:

That's it.

878

:

Free.

879

:

No, no, no.

880

:

Ask no anything beyond that.

881

:

That's what it is.

882

:

And then we'll transition to the

last part of that conversation.

883

:

And I'll say something like, well,

do you have a systematic way of

884

:

consistently growing your business?

885

:

What is it?

886

:

Tell me about it.

887

:

How do you grow your company?

888

:

And then you start telling me and then

I'll just start asking question after

889

:

question and if we can find a gap, I'll

be like, I'm pretty good at solving that.

890

:

Do you want to go down that path?

891

:

I like that.

892

:

Michael Whitehouse: I think I may

be pulling the transcript from this

893

:

episode and going back over this

part because yeah, I have a Facebook

894

:

group, but I don't do much with it.

895

:

It's kind of like there because

it hasn't been a major focus.

896

:

And part of that is just not

having a strategy for it.

897

:

And you know, there's.

898

:

I've, I have learned that less is

more in my business, so I've really

899

:

zeroed into, you know, the more

things I get rid of, the better I do.

900

:

It's amazing how that works.

901

:

It's crazy.

902

:

But yeah, as you're talking about it,

it's interesting thinking like, oh yeah,

903

:

this could really be effective for You

know, for using that and, and, and, you

904

:

know, I love that concept, that just

small amount of outreach to people in

905

:

the group, getting them on a call and,

906

:

Sean Malone: and they've already

had a couple of messages to like, so

907

:

the ice breaker for you is, do they

want to jump in your group or not?

908

:

And they're already, when they raise

their hand and they say, yeah, sure.

909

:

I'll jump in your group.

910

:

Guess what?

911

:

They went from lead to engage lead.

912

:

They crossed the threshold.

913

:

So now you're like, oh, he's engaged.

914

:

Like now this could be an

easy conversation because

915

:

when they get in your group.

916

:

You already have rapport

and nurture with them.

917

:

So now you can just start punching

really sharp, a little harder

918

:

questions if you wanted to.

919

:

But again, I always, if it's networking.

920

:

Be true to the ethos of

what you're doing for good.

921

:

Never for evil.

922

:

Don't manipulate.

923

:

Don't make the switch.

924

:

Don't do all those things.

925

:

Right?

926

:

Like that's, that's

927

:

Michael Whitehouse: the idea.

928

:

Yeah.

929

:

Yeah.

930

:

And that's the key thing is, you know,

doing it, doing it the right way.

931

:

Yeah.

932

:

And so, so you mentioned in the

notes that the networking has done

933

:

quite a bit for you personally.

934

:

So tell us about, you know,

what networking has done for,

935

:

Sean Malone: for you.

936

:

Oh, oh, my gosh.

937

:

Yeah.

938

:

So so actually going back to the second

example as well, and I'll just kind of

939

:

incorporate the whole thing together

is like networking has really truly

940

:

changed the The direction of every

business that we've ever gone into.

941

:

So the first big networking group, I

ntroduced to click funnels in:

942

:

And if you know, Russell Brunson,

he runs, he built a hundred million

943

:

dollars software company in five years.

944

:

I happened to invest into

every product and service.

945

:

I've actually spent over a quarter million

dollars with the guy to learn from him.

946

:

And, and I got into a networking

group that costs 25, 000.

947

:

So one of the things I love

about what you're doing, Michael.

948

:

Is low barrier to entry guys.

949

:

If you haven't gotten a ticket

to this next event, go get it.

950

:

It's super, super inexpensive.

951

:

It's like the right thing to

do right now because they're

952

:

going to go up as he gets going.

953

:

So right.

954

:

But the idea was, is, is I invested, you

know, my wife and I invested, you know, a

955

:

whole bunch of money to be in this room.

956

:

And that was my first example of like

true networking at a very high level.

957

:

And I, and I went into that room

thinking, Oh man, am I going to get

958

:

pitched or am I going to pitch everybody?

959

:

You're like, what's going to happen here.

960

:

And, and, and that cataclysmic shift

for me where people are just getting

961

:

on stage saying, Here's the one

thing that works really good for me.

962

:

Here's the thing that sucks for me.

963

:

What's your advice?

964

:

And how do I fix this thing over here?

965

:

And I was like, that's awesome.

966

:

Like so valuable to listen

to that conversation.

967

:

It wasn't salesy at all.

968

:

And what came after was.

969

:

I did the same thing and people

are like, Oh my God, your

970

:

thing that you do really good.

971

:

Like, I need that.

972

:

Can you help me?

973

:

And that generated business and change.

974

:

And on the other side, the people that

came that were smarter, intelligent,

975

:

and already solved this thing for

themselves, they came to me and they

976

:

said, Oh, you need to meet so and so and

so and so and do this and this and this.

977

:

So networking for me worked kind of

in both ways to not only grow the

978

:

business, but also to expand my network.

979

:

Cause they say network is net worth.

980

:

Network is net worth.

981

:

So I know that I can reach out to

Alex Ramosi on Voxer right now.

982

:

I know I can reach out to Myron

Golden on Voxer right now.

983

:

Russell Brunson right now, Brendan

Burchard right now, because I know

984

:

them through my networking groups.

985

:

And when you know the right

people, like, you know, a guy who

986

:

knows a guy, everything gets a

lot better, faster, and easier.

987

:

Because as our CEO, my business

partner, Chris says, he's like, you can

988

:

go if you want to go fast, go alone.

989

:

But if you want to go far, go together.

990

:

Michael Whitehouse: Absolutely.

991

:

Yeah, that's that is a, a

huge and powerful thing.

992

:

And I'm glad I mentioned Chris,

I was trying to remember how we

993

:

connected and I'm pretty sure

it was a cold DM from Chris.

994

:

And I'm pretty sure, I remember asking in

that DM, I was like, who am I talking to?

995

:

Because I, I assumed I was talking

to, you know, an assistant.

996

:

And he's like, nope, you're talking to

me, and I'm gonna connect you with Sean,

997

:

and we're gonna get into conversation.

998

:

So there's, there's that

initial skepticism about like,

999

:

who am I really talking to?

:

00:41:19,449 --> 00:41:25,299

But once I identified, once I

engaged then, then he outflashed

:

00:41:25,299 --> 00:41:26,139

into something that became...

:

00:41:26,489 --> 00:41:27,559

became something very powerful.

:

00:41:27,839 --> 00:41:31,129

But yeah, so I, I like what you're

saying about, you know, by someone once

:

00:41:31,229 --> 00:41:35,159

said Justin Breen said to me that his

strategy is to pay, pay more and more

:

00:41:35,159 --> 00:41:36,549

money to get into better and better rooms.

:

00:41:37,359 --> 00:41:37,889

Sean Malone: Yeah, yeah.

:

00:41:37,889 --> 00:41:38,549

I agree.

:

00:41:38,549 --> 00:41:41,849

But I also, I also feel like there's

a, there's a space for what you're

:

00:41:41,849 --> 00:41:42,169

Michael Whitehouse: doing.

:

00:41:42,359 --> 00:41:42,629

Yeah.

:

00:41:42,679 --> 00:41:46,289

Well, when I say the person who

get before you can afford 25, 000,

:

00:41:46,499 --> 00:41:49,349

you've got to get in that first room

where you meet those first people.

:

00:41:50,594 --> 00:41:54,794

And what I found is, you know, for obvious

reasons, people want to make money.

:

00:41:55,204 --> 00:41:57,974

So a lot of the best people, they're

like, if it's not a million dollars,

:

00:41:57,974 --> 00:41:58,874

it's not worth my attention.

:

00:41:58,934 --> 00:42:01,104

If it can't scale to a million,

I'm not going to bother.

:

00:42:01,484 --> 00:42:05,014

And I'm in that space of, I

don't need to scale to a million.

:

00:42:05,164 --> 00:42:07,164

That's, that's not what I'm called to do.

:

00:42:07,484 --> 00:42:11,174

If something leaves that opportunity,

it will, but I want to be that first

:

00:42:11,454 --> 00:42:16,244

because currently for a lot of You

know, that is not a good staircase.

:

00:42:16,304 --> 00:42:17,434

That is really hard to climb.

:

00:42:17,854 --> 00:42:22,674

So I just want to provide that first

step where for a negligible amount of

:

00:42:22,674 --> 00:42:26,594

money, you can get into the space, rub

shoulders, and you know, once you're in

:

00:42:26,594 --> 00:42:31,004

there, I'm, I'm optimizing the event to

provide, to make it as easy as possible.

:

00:42:31,414 --> 00:42:32,524

You still got to do the work yourself.

:

00:42:33,024 --> 00:42:37,494

Cause for as little as we're charging,

no one's holding your hand individually.

:

00:42:37,494 --> 00:42:39,064

We're putting you in the right

room with the right people.

:

00:42:39,064 --> 00:42:41,224

Now you've got to actually talk

to them and do something with it.

:

00:42:41,494 --> 00:42:44,464

But but yo, the first step is

just to get in the right room.

:

00:42:44,474 --> 00:42:47,984

t that's what I discovered in:

when everything went online, I was

:

00:42:47,984 --> 00:42:52,254

able to get into rooms I could never

afforded before, and that let me connect

:

00:42:52,254 --> 00:42:55,834

with people who I never would have been

able to meet before and, and of course,

:

00:42:55,834 --> 00:42:56,724

the other thing is being open to it.

:

00:42:56,774 --> 00:42:59,544

You know, we're having this conversation

because when I got a cold DM, I

:

00:42:59,544 --> 00:43:01,124

wasn't like, who the hell is this guy?

:

00:43:01,549 --> 00:43:03,139

I was like, huh, who the hell is this guy?

:

00:43:03,829 --> 00:43:06,789

And I was open to like,

let's see this conversation.

:

00:43:06,939 --> 00:43:09,189

That's what frustrates me

so much with most cold DMs.

:

00:43:09,189 --> 00:43:11,339

I'm like, I'm happy to talk to you.

:

00:43:11,539 --> 00:43:12,379

Let's network.

:

00:43:12,579 --> 00:43:13,349

How can we work together?

:

00:43:13,349 --> 00:43:16,749

And they're like, I am actually a

VA and I cannot talk to you at all.

:

00:43:17,049 --> 00:43:18,619

I can only send you to the sales page.

:

00:43:18,829 --> 00:43:23,959

Like, I'm willing to work

with you and I can't even talk

:

00:43:23,989 --> 00:43:24,629

Sean Malone: to you.

:

00:43:24,959 --> 00:43:26,039

Yeah, for sure.

:

00:43:26,119 --> 00:43:26,549

For sure.

:

00:43:26,579 --> 00:43:27,069

For sure.

:

00:43:27,109 --> 00:43:28,089

Yeah, I, I agree.

:

00:43:28,089 --> 00:43:32,604

I think again, it's, it's, Leaving

humanization in the process, I think is,

:

00:43:32,674 --> 00:43:36,844

is very, very important and something

that we'll always hold as a dear,

:

00:43:36,844 --> 00:43:38,714

true value, like close to our hearts.

:

00:43:38,734 --> 00:43:39,044

Right.

:

00:43:39,394 --> 00:43:42,234

The other thing I just wanted to

just double back again on that last

:

00:43:42,234 --> 00:43:45,104

other question you asked me is like,

how could this work for networking?

:

00:43:45,834 --> 00:43:46,124

Right.

:

00:43:46,134 --> 00:43:49,514

Say, for example you have a proven

product, proven path over here.

:

00:43:49,514 --> 00:43:52,214

Maybe you're selling some sort

of like training for being an

:

00:43:52,214 --> 00:43:54,574

electrical contractor as an example.

:

00:43:54,584 --> 00:43:54,854

Okay.

:

00:43:54,914 --> 00:43:55,094

Yep.

:

00:43:56,224 --> 00:43:58,644

Let's say you want to grow your business.

:

00:43:59,024 --> 00:44:01,304

And you don't want to do the outreach

or you don't want to do this, but

:

00:44:01,304 --> 00:44:04,414

you do want to do like joint ventures

or partnerships with other people.

:

00:44:04,414 --> 00:44:09,964

Well, what you can do through a medium

like email or DM or text or SMS, whatever

:

00:44:10,264 --> 00:44:12,994

is you can reach out to a plumber, right?

:

00:44:13,024 --> 00:44:13,904

And you can say, Hey, Mr.

:

00:44:13,904 --> 00:44:15,744

Plumber, we serve the same clients.

:

00:44:16,244 --> 00:44:17,514

I'm electrical, you're plumbing.

:

00:44:17,774 --> 00:44:18,114

Okay.

:

00:44:18,624 --> 00:44:21,124

And I want to email your list.

:

00:44:22,454 --> 00:44:24,924

Would you like to email my

list for plumbing services?

:

00:44:25,579 --> 00:44:28,239

And all of a sudden that

generates now this really awesome

:

00:44:28,569 --> 00:44:30,539

JV networking opportunity.

:

00:44:31,059 --> 00:44:33,369

And the thing that we talked about

before this call is interesting.

:

00:44:33,379 --> 00:44:37,039

Let's say the electrical contractor

has a bigger list than the plumber.

:

00:44:37,289 --> 00:44:37,619

Okay.

:

00:44:38,019 --> 00:44:38,289

Yep.

:

00:44:38,289 --> 00:44:40,809

So what is the electrician guide

or the electric guy to come back?

:

00:44:40,809 --> 00:44:44,569

He says, look, I recognize they

start talking and plumber says,

:

00:44:44,579 --> 00:44:47,119

well, my list is this big electrician

says, my list is this big.

:

00:44:47,479 --> 00:44:48,109

He said, okay, cool.

:

00:44:48,109 --> 00:44:49,289

Well, look, my list is a lot bigger.

:

00:44:49,359 --> 00:44:50,229

Mine's a hundred thousand.

:

00:44:50,229 --> 00:44:52,499

Yours is only 10, 000,

but here's what I'll do.

:

00:44:53,204 --> 00:44:56,634

I'm going to email a segment of my

list and you email your full list.

:

00:44:56,634 --> 00:44:59,534

So it's even, and then

we'll see the exchange.

:

00:44:59,744 --> 00:45:00,954

Does that sound like something you can do?

:

00:45:01,699 --> 00:45:05,499

And that becomes an easy way to

use what we call, you've heard

:

00:45:05,499 --> 00:45:06,999

of OPM, other people's money.

:

00:45:07,219 --> 00:45:10,359

Have you heard of OPA, which

is other people's audiences?

:

00:45:10,709 --> 00:45:14,639

This is one of the fastest trends

of how to grow strategically

:

00:45:14,859 --> 00:45:16,419

your business very, very rapidly.

:

00:45:16,419 --> 00:45:21,239

So that process we've executed

through DMS over and over and over

:

00:45:21,239 --> 00:45:22,519

and over again, works really well.

:

00:45:22,519 --> 00:45:23,909

We've done a lot.

:

00:45:23,909 --> 00:45:26,039

That's how I got in front

of 7, 000 restaurant owners.

:

00:45:27,084 --> 00:45:28,584

Michael Whitehouse: I love that you

said that with, with cause you know,

:

00:45:28,594 --> 00:45:30,524

we think of that with coaches, we

think about the course creators.

:

00:45:30,874 --> 00:45:32,324

I don't think most people

think about that with.

:

00:45:32,789 --> 00:45:37,789

plumbers, electrical contractors,

realtors, you know, those kinds of people.

:

00:45:37,789 --> 00:45:41,719

And realize like anyone with an email list

can do this and everyone should have an

:

00:45:41,719 --> 00:45:45,789

email list because you should be capturing

your audience so you can continue

:

00:45:45,789 --> 00:45:47,049

to serve them and engage with them.

:

00:45:47,499 --> 00:45:47,779

So

:

00:45:48,569 --> 00:45:51,739

Sean Malone: I love that the real

estate examples is tremendous, right?

:

00:45:51,739 --> 00:45:53,969

So if you're, if you're

a realtor, guess what?

:

00:45:54,099 --> 00:45:57,599

All those homes need electrical, all

those homes need plumbing, all those

:

00:45:57,609 --> 00:46:01,929

homes need pool maintenance, all those

homes need contractors for their garden.

:

00:46:02,574 --> 00:46:06,704

What's to stop you as a realtor to go

out to a contractor that has a bunch of

:

00:46:06,704 --> 00:46:09,984

clients where they do in your neighborhood

of the houses you want to sell.

:

00:46:09,984 --> 00:46:11,634

They're doing all the landscaping.

:

00:46:11,894 --> 00:46:14,754

What if you went to that guy and

you're like, look, let's cross promote.

:

00:46:15,774 --> 00:46:18,334

I want to sell houses in your neighborhood

and you want to do more stuff over here.

:

00:46:18,334 --> 00:46:19,324

This is the other neighbor I had.

:

00:46:19,684 --> 00:46:21,024

Who's going to say no to that deal.

:

00:46:21,044 --> 00:46:21,664

That's awesome.

:

00:46:21,844 --> 00:46:24,644

Michael Whitehouse: And it costs nothing

and it serves because you know, why do

:

00:46:24,644 --> 00:46:25,954

you stay on your realtor's email list?

:

00:46:25,954 --> 00:46:26,824

Do you have to buy the house?

:

00:46:27,684 --> 00:46:29,544

Not 'cause they're giving

you market updates.

:

00:46:29,619 --> 00:46:29,909

Yeah.

:

00:46:30,114 --> 00:46:31,014

I bought my house three years ago.

:

00:46:31,014 --> 00:46:31,944

I don't need market updates.

:

00:46:31,944 --> 00:46:33,684

I own the house, I'm done,

I'm out of the market.

:

00:46:34,004 --> 00:46:37,394

But if they're gonna say, Hey,

here's a great electrician that,

:

00:46:37,454 --> 00:46:38,984

that I trust, who's a good person?

:

00:46:39,344 --> 00:46:41,049

So if you need one, here he is.

:

00:46:41,349 --> 00:46:45,539

Or, you know, contractor of the

week here, here's, here's John.

:

00:46:45,599 --> 00:46:46,769

He's a great electric contractor.

:

00:46:47,099 --> 00:46:50,459

Sean Malone: That's a slam dunk

to grow a business in a kind

:

00:46:50,459 --> 00:46:52,289

of, I guess, grassroots fashion.

:

00:46:52,499 --> 00:46:52,859

Michael Whitehouse: Yep.

:

00:46:52,859 --> 00:46:52,860

Right.

:

00:46:53,384 --> 00:46:54,394

And it provides value.

:

00:46:54,554 --> 00:46:56,584

It's value all the way around,

which is, which is huge.

:

00:46:57,574 --> 00:46:58,524

Sean Malone: I'm the realtor in the area.

:

00:46:58,524 --> 00:47:00,904

I just found the best

house cleaner of all times.

:

00:47:00,904 --> 00:47:01,764

Are you interested?

:

00:47:04,199 --> 00:47:04,699

Interesting.

:

00:47:04,699 --> 00:47:04,909

Right.

:

00:47:04,909 --> 00:47:05,259

So

:

00:47:05,739 --> 00:47:05,979

Michael Whitehouse: yeah.

:

00:47:05,989 --> 00:47:06,129

Yeah.

:

00:47:06,129 --> 00:47:08,599

That's, that's a really, really great

concept and taking it beyond the

:

00:47:08,709 --> 00:47:12,319

space we think or that I think of

it in, into all these other spaces.

:

00:47:12,539 --> 00:47:14,179

So this is why I love podcasts.

:

00:47:14,179 --> 00:47:16,069

I get to meet, I get to

learn so much from my guests.

:

00:47:16,289 --> 00:47:19,269

But all good things must end

and there's no timer running.

:

00:47:19,269 --> 00:47:20,999

I think we're like three

hours into this podcast.

:

00:47:21,009 --> 00:47:21,309

So

:

00:47:21,619 --> 00:47:23,359

Sean Malone: I've enjoyed

dude, you're, you're awesome.

:

00:47:23,359 --> 00:47:24,619

I enjoy that a lot of you, man.

:

00:47:24,899 --> 00:47:25,049

If

:

00:47:25,049 --> 00:47:27,509

Michael Whitehouse: people want to

connect with you how could they learn

:

00:47:27,509 --> 00:47:29,269

more about you and flow chat and all the

:

00:47:29,269 --> 00:47:29,509

Sean Malone: rest?

:

00:47:30,229 --> 00:47:30,439

Yeah.

:

00:47:30,439 --> 00:47:32,799

So if you want to learn more about

flow chat, just go to flow chat.

:

00:47:33,069 --> 00:47:33,389

com.

:

00:47:33,389 --> 00:47:35,609

F L O W C H a t.

:

00:47:35,849 --> 00:47:36,129

com.

:

00:47:36,129 --> 00:47:36,449

Flow chat.

:

00:47:36,619 --> 00:47:36,959

com.

:

00:47:36,969 --> 00:47:37,709

That's one way.

:

00:47:37,989 --> 00:47:39,719

Otherwise just hit me up in the DMs.

:

00:47:39,949 --> 00:47:40,519

I'll be there.

:

00:47:40,669 --> 00:47:41,359

That's where I live.

:

00:47:41,799 --> 00:47:42,059

Awesome.

:

00:47:43,119 --> 00:47:43,619

Michael Whitehouse: I imagine.

:

00:47:43,719 --> 00:47:44,639

So very good.

:

00:47:44,649 --> 00:47:46,109

Thank you so much for being on the show.

:

00:47:46,109 --> 00:47:46,849

It's been great talking to

:

00:47:46,849 --> 00:47:47,039

Sean Malone: you.

:

00:47:47,509 --> 00:47:48,139

You too, Michael.

:

00:47:48,139 --> 00:47:48,669

Thanks so much.

:

00:47:48,829 --> 00:47:52,539

And again, I just, I want to say from

bottom of my heart, dude, I'm really

:

00:47:52,539 --> 00:47:55,509

grateful that you're putting the vibes

out that you put out in the world.

:

00:47:55,509 --> 00:47:58,549

And I think the service you're

providing is serving a blue ocean.

:

00:47:58,999 --> 00:48:01,309

And I think you have the

right purple offer from the

:

00:48:01,309 --> 00:48:02,429

red ocean to the blue ocean.

:

00:48:02,429 --> 00:48:03,739

And I think it's going to crush for you.

:

00:48:03,739 --> 00:48:07,659

And I'm excited to continue helping

move the, move the train forward.

:

00:48:07,659 --> 00:48:08,709

So thanks for doing what you do.

:

00:48:09,099 --> 00:48:09,409

Thank you.

:

00:48:11,849 --> 00:48:13,919

Michael Whitehouse: Thank you for joining

us for the guy who knows the guy podcast.

:

00:48:14,009 --> 00:48:15,659

I'm Michael Whitehouse,

the guy who knows the guy.

:

00:48:15,779 --> 00:48:20,039

And I hope you'll join us in December

for the 12th and the 14th for JV connect.

:

00:48:20,309 --> 00:48:22,459

Go to guy who knows a guy.

:

00:48:22,459 --> 00:48:23,989

com for more details.

:

00:48:24,159 --> 00:48:27,259

Now, if it's after December,:

and you're listening to this, it's

:

00:48:27,259 --> 00:48:30,619

okay, because we're going to be

doing this event every quarter

:

00:48:30,809 --> 00:48:31,819

to go to guy who knows a guy.

:

00:48:32,029 --> 00:48:34,679

com, see what's new, see what's happening.

:

00:48:34,869 --> 00:48:37,029

And of course, check the show notes,

learn about our guests and how

:

00:48:37,029 --> 00:48:38,539

you just get in touch with them.

:

00:48:38,879 --> 00:48:41,949

Check out our next episode for

more great training, information,

:

00:48:41,989 --> 00:48:45,909

and networking tips from Michael

Whitehouse, the guy who knows a guy.

Listen for free

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About the Podcast

The Guy Who Knows A Guy Podcast
They say it's not what you know, it's who you know, and it's true that a network is one of your most important assets. A network is not something you're born with. It's something you build. Every week, Michael Whitehouse, the author of The Guy Who Knows A Guy, and established connector in Southeast Connecticut will interview experts and entrepreneurs from Southeast Connecticut to share their expertise and experience with you.

He'll also answer your questions directly on topics of networking, sales, marketing, entrepreneurship and more. Email in your questions in text or audio format. Support this podcast: https://anchor.fm/guywhoknowsaguy/support

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Michael Whitehouse