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

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.

360

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.

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If you're looking for jobs, same thing.

384

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.

390

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.

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

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

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

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

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.