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
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?
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:So that's, that's just a kind of like
a use case that it could be used for.
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:If you're looking for jobs, same thing.
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:You can go to LinkedIn.
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:Again, our platform works
on 13 pro platforms.
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:Doesn't matter where you're at.
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:LinkedIn say you have sales navigator.
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:You could pop open your navigator
and run a filter to say, I want all
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:hiring managers at this type of niche.
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:It'll pull you a list.
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:You can click one thing, put that whole
list right into a pipeline and be like,
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:I'm interested in your be interested.
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:Obviously I'm interested in
learning more about your company.
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:I'm thinking about
applying at a job there.
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:Can you talk to me?
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:And you're reaching out now to
that person that those are the,
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:that's who hires you, right?
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:Employers are always looking
for those people that are like.
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:Putting activity in
and showing the energy.
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:It's like, show me, don't
tell me kind of a thing.
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:That's where I feel like
Flowchat could just be superior.
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:Michael Whitehouse: I think what's
so powerful about that, too, is that
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:you can be more personal because
the technology gets out of the way
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:or get the work out of the way.
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:So a lot of recruiters there.
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:Yeah, it's
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:Sean Malone: like putting the
power of less clicks at your
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:fingertips, putting the power of
AI assistance generated assistance
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:with messaging at your fingertips.
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:But don't do it for you, right?
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:Like that's the idea.
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:Well, you
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:Michael Whitehouse: know, I
get those messages sometimes.
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:I got a message on LinkedIn the other day
and it said you know, I love your profile.
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:And are you open to a,
to a new opportunity?
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:And basically you want a job.
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:And, and my reply was, you
obviously did not look at my profile
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:because nothing about my profile
lines with what you just said.
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:But if you don't have proper automation,
then you use blunt automation and you
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:hire a VA in the Philippines to just.
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:You know, here's the specs,
blast them all with this message
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:and it's, it's brute force.
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: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.