The WAY to WOW Shows
Build  Rewarding Relationships Using LinkedIn
July 5, 2023
Automatically generated from YouTube captions; names and wording may contain errors.

[0:00] Siri does her thing good afternoon and welcome to the way to wow people making money I'm your host Kevin bemel and thank you so much for joining me and today we're going to be doing something a little bit different um I think it's fair to say that the quality of our professional life and and indeed probably our entire life is in large part determined by the quality of the relationships that we have and so I'm going to show you the technique or techniques the things that

[0:35] I do when I'm looking to start and build strong relationships we're going to be dealing with them in the professional context but I can tell you that in many many cases relationships that start out started out in the Work World continued to grow and build and now these many people have become good friends of mine very supportive friends of mine and you know on a personal level as well and and and on a certain level I think you know that is really the goal it's it's great to have good uh business relationships but if we can

[1:12] um grow those relationships until their business and personal relationships then we've we've we've really set ourselves up for uh not just success in the professional world but really for having a wonderful wonderful life I I stress this to my my uh daughter all the time she's probably getting tired of hearing it um but uh we we do talk about it regularly and uh and I I think it is I hope I don't know about think I hope it's starting to make a difference a positive difference in her life before I get into today's subject I wanted to remind you about my guest from last week Marcia Collier uh author of uh 47 books

[1:51] 48 books something like that 50 books um that have sold over 2 million copies Marcia had some some great advice that we can apply to the growth of our professional lives um she started out as a journalist and eventually became a writer which is really her her first love and she has chosen to keep her business small she didn't want to have a lot of employees or anything like that and she has really enjoyed what she's done it's allowed her the flexibility to raise her daughter and to do the kind of traveling and such

[2:27] with her husband that she loves to do and so I invite you to go to our YouTube channel the way to wow show on YouTube and and check out Marsha's um uh episode from from last week so um and one of the things I I want to start doing is um you may be wondering what is this whole way to wow thing about so you may have noticed I have a new graphic over my shoulder here and this really explains the way to wow the way to wow is helping us answer two questions way who are you wow what you want

[3:05] oops there you go I'm not sure what this is all about but anyway so um those are the twos I think seminal questions in our life you know when I was a child those questions were pretty much answered for me um there were um social guidance strictures whatever you want to call them that that pretty much said you know who I was and and and it was pretty well determined from the time I was a very young child what I was going to do I was going to go to college I was going

[3:40] to be a professional this that whatever it was um and then you know during my lifetime the world has really been upended in that regard and so now I think it's incumbent on each of us to figure out the answer to those two very uh seminal questions so who wait a while who are you what you want that's that's what we're here to figure out each each uh afternoon each Wednesday afternoon and you'll notice too below it is another graphic um I recently reworked the three pillars of attainment and it is significantly

[4:16] different than it was before uh where we had three pillars of physical mental and spiritual and within them nine Realms and I realized that you know that's not very helpful first of all many of the things that we do are but are are both uh physical and mental activities or they can even be all three physical mental and spiritual activities those those pillars in essence overlap um and so and I realized even my own life I wasn't living them that way and so what I realized was

[4:51] um a more practical way to think about our lives is in terms of the pillars of self relationships and Pursuits so self is knowing you know who each one of us is it's it's figuring out the the way of of of of of uh you know who you are um relationships and Pursuits are really the wow what you want what kind of relationships do you want um because those are going to directly affect the kind of Pursuits that you're

[5:27] able to go after successfully and so in in in each of the uh three pillars there's three Realms so in the self realm there's identity health and mindset and those are all very internal right um we have to figure those out our mindset is you know in our heads primarily our health is you know our bodies Our Minds our our spiritual health um and our identity is is who we see ourselves as I call that our purpose and then relationships can fall into several categories there's our family there's

[6:02] friends and colleagues and there's God right and so look I could appreciate there there are you know you're out there and you're saying wait a minute I'm an atheist or I I don't believe in God or God abandoned me a long time ago I I I've got it uh you know I'm one of my closest friends um is an atheist I invite you to check out the premiere episode of the show at the beginning of season one uh my friend Michael talks about um you know his um his beliefs in in in that area and so this is not to push you away or say that this doesn't apply to you it's it's only to

[6:37] um encourage you to um perhaps think Beyond um life in in this world if you will is is there something else uh I mean you know Michael I think wrestles with that question even as he you know uh is is absolutely committed to being an atheist and that's fine we have we've had many many very uh worthwhile nourishing discussions about our views um mutually respectful mutually respectful of course um and and so um you know please don't take that as a uh you know as an insult

[7:12] to your views as a rabbi you know I'm I'm bringing of course my worldview um to to you and and yet uh I I hope you'll feel there's enough room for you to engage in in engage with me um and and and even uh create a dialogue if you were to so choose and then in Pursuits so in Pursuits we have um let me show you yeah sorry finances learning and play so finances are you know look reality are the reality is unless we're you know born into a wealthy family

[7:47] we've got to support ourselves support our family we may support other people um that's that's a major part of of Life uh for for all of us no matter where we live in or out of the United States okay but I think you know our Pursuits need to there we need to have some intellectual Pursuits That's What I Call learning it's uh something that I know um I certainly Embrace of course um you know I'm very happy to see that my daughter has embraced that as well she has many many um intellectual uh interests and and she

[8:22] pursues them quite avidly um and it among other things makes it really a delight to talk with her so it you know 14 years old um we we have wonderful wonderful conversations about the things that interest or that interests her and I learned quite a bit from talking to her about you know various things one of she's into herbology for example and she's taught me quite a bit about that so and then finally play I think we need to just have some fun you know life can't be all um you know intellectual and and work

[8:57] Pursuits I think we need to get out there and have some fun so whether that's you know sports or whether it's uh you know just um I don't know uh sailing which I guess that's a sport too or whether it's going to movies or the theater or whatever it is you know um what we might call non-intellectual Pursuits I think we need to engage in that regularly as well so uh like I said I just want to take a couple of minutes to give you a little bit broader perspective on on the show um I I will you know re-engage in that from from time to time and if you're interested in learning more about that I

[9:33] invite you to again go to our YouTube channel um and uh look up some of the previous episodes where where I talk about these things and uh um certainly the the three pillars of Fitness will it's the same nine Realms organized in a different way um I think as it turns out a less intuitive way um but you'll you'll you'll see uh very similar information albeit organized in a different way so all right so here we go and um all right so our topic today is uh developing relationships in in specifically uh professional

[10:09] relationships so I'm going to go ahead and share my screen I hope let's see yeah here we go that's the one I want okay so before okay here we go so before I get started I I just want to let you know um a lot of what I'm going to be talking about comes from uh two primary sources if you will one is a book called How to be a power connector by Judy Robinette I

[10:44] I had the uh pleasure of interviewing Judy for which I wrote a blog post this is quite a number of years ago not long after her book came out and to be honest with you I don't remember the publication date on the book let's see if I can find it here quickly uh yeah 2014 that sounds right yeah so back in 2014 or maybe it was the beginning of 2015 I I had the privilege of of interviewing Judy and talking about uh this this marvelous marvelous book and I have um adapted it to you know my own use

[11:19] over the years since then but it has been an integral part of how I look at relationship creation in development and so I I highly recommend Judy's Book to you and and when the show posts on YouTube I will also put uh a link uh to Judy's Book here on Amazon if you wanna um if you want to buy a copy and read it yourself obviously she's going to go into much greater depth than I'm going to in a one-hour broadcast and then um the other book that's geared really

[11:54] more specifically to job searching that I also think is an absolutely marvelous book is called the two-hour job search so it's by Steve Dalton he is a uh I believe he's a a a data Professor a uh a counselor at Duke University I think he's still at Duke anyway he was uh when he when he uh wrote the book I read the first edition so I haven't I haven't read this the second edition um you can see the first edition the second edition came out just a couple years ago and again

[12:29] um yeah I don't yeah I don't remember when the first first edition came out I I want to say maybe 2015 2016 sometime around there in any event it is an absolutely outstanding resource if you are going to job search and and in fact um much of the uh technique um that I'm going to show you is again adapted from things that I learned from from Reading Steve's uh Steve Steve Dalton's book um I've been trying to get Steve to come on the show he has a very busy schedule as you might imagine but hopefully at

[13:05] some point um he'll be able to to join us and again I'll post a link to Steve's book uh in the in the notes to the show after it posts on our YouTube channel and and um especially if you are looking to do a job search um it is in my opinion an absolutely um uh necessary resource um and by the way um you know if you're looking to start a business um you'll be able to use the same techniques you'll have to modify them a little bit

[13:40] um but uh really what what what what Steve is Steve dalness is um is describing is a a technique for uh connecting with people and and and and getting those first you know couple of steps down in terms of creating a relationship and so um I you know again I I invite you to to read both of these books and you will be well on your way to understanding how to develop the kind of relationships you need in order to um uh in order to advance your

[14:17] professional career so we're going to be working with two resources today or two I should say two social media platforms today the first one is LinkedIn and that is the platform uh that uh Steve Dalton deals with most in his book and then I am going to talk a little bit about Twitter um Marcia mentioned this in in our our talk last week and the Martian I met on Twitter um many many years well not many many years ago she's not that old but anyway a number of years ago and Twitter can

[14:53] also be an effective place to meet people um part of it will be to be dependent on kind of what is your personality how do you best interact with people and that and which platform do you do you like more um when I met Marcia on Twitter I frankly enjoyed being on Twitter uh quite a bit um you you know I was I was much more involved in you know following politics and that kind of stuff and and you know over the years I've I've not been engaged in Twitter nearly as much

[15:29] um because I my focus is is elsewhere um and I've come to find for me uh LinkedIn um is is a more fruitful platform to use so so let's go over to LinkedIn and take you to my LinkedIn page um and what first thing I want to do is I'm just going to show you my profile um because if for anything that you're going to do on LinkedIn oops before you start hunting for relationships on LinkedIn the first thing you want to do is make sure that your profile is as up

[16:04] to speed as you can get it okay and um one of my coaches Robin Madison who's going to be on the show soon um she told me about an online a free online tool that will help you optimize your um your LinkedIn platform your LinkedIn profile so you know all the LinkedIn profiles are basically the same so in my case I put my picture in the head in the uh you know the banner picture and then I put the logo for my business in the you know what otherwise is is the picture uh logo and then

[16:41] you get you're going to have your name and then you you actually have quite a bit of room to write a headline and this is what you know besides your name and looking at the pictures this is what people are going to read first and whatever they read here is largely going to determine whether they look at anything else on your um you know on your LinkedIn profile so you're going to want to spend a fair amount of time figuring out a good headline okay and then you know you probably know and then after that you've got your um you know your summary and

[17:17] and you kind of work on down it's not unlike a newspaper articles right and so you go through you have different things that you've posted summary of activity here's your about section this is probably the next most important section because it gives more information okay and then you have your you can see here's my experience education volunteer work skills recommendations Publications honors Awards Etc okay so the way you use the tool that Robin showed me is go go to more see where there's more and say and it says save PDF I'm not going to actually save the PDF but just click on save PDF and it's going to download a

[17:55] PDF of your profile okay and then go to resume worded.com okay this is the the resource that that Robin gave me and you'll you'll you'll set up an account it's free you know email password kind of thing and it's going to take you to this page where it says score my resume um or LinkedIn profile review so it'll do both okay so for a LinkedIn profile review which these days is much more important than a resume review you just

[18:31] click on start okay and oh well there you go now it wants me to oh there it goes okay yeah I thought it was already signed in okay and then what you'll do is is you'll just drop your the PDF of your LinkedIn um profile here and you know what actually I should have done it so I'll show you what the I'll show you what the uh it'll just take a second to download my profile I hope there's why isn't it automatically

[19:06] downloading there let's see downloads come on nope it didn't download shoot uh oh and I got the wheel of death here we go okay and uh I wanted to save don't want it to save there oh yeah to downloads okay you know technology great stuff okay

[19:43] there we go okay so we'll go back here we go all right um so let's see we're done with that so go here and then um drop your profile in into the thing it's going to upload it okay and it's going to it's going to take on a minute or two to digest it and see it's going through its thing identify headline the summary work experience is going to go through all those things and and by the way like like a lot of these sites there's the free version and then there's the paid version um I have not gotten the paid version you do get more information for the paid

[20:19] version but what I found is the uh the free version is is pretty good so the first time I ran my profile on this I got a score of uh 70 and I worked on it for maybe about two hours two and a half hours and I got it up to you know 81. oh we'll see there you go now I might I'm at 82 I don't know I got another Point somehow right so you know my and you aim for a score of 90 plus right so I'm pretty close um at this point um so what you're gonna what you do is see it's gonna take you so here here's

[20:54] the difference like 10 out of 10 for a headline woohoo no no don't have to work on that right and education and 10 out of 10. great others that's like Awards and all those things 10 out of 10. so three of my uh five categories I've got a 10 out of 10. um the summary is an eight out of ten so really what's holding me back is is my experience right so if I go to experience okay so um here for my first job I gotta only you know a score of five right next one I got a score of six and then seven okay

[21:31] but then here's a ten and here's an eight and here's an eight and a nine right so it scores each one of your experience modules so clearly the ones I need to work on are the first three okay and and by the way that's typically what people will look at so that's why I think it's being you know pickier if you will um about those right so if I were able to um get those up into eights let's say um so then I'll probably have you know an overall 90 on my LinkedIn profile so this is a great tool and you can each time you improve your profile or make

[22:07] changes you can upload it again and it'll it'll rescore it for you um and so just so you see so um okay and and this um see where these are all locked that's because this you have to pay to get um you know to get these this part of the analyzes so um uh so then over here okay um goes through okay that's just showing it and let's see where was okay uh key

[22:42] criteria anyway it's gonna give you um oh yeah so here we go overview okay so here's I got a six on so I'm like we recommend at least three roles okay so just what as you go through each one it's going to give you a little bit of information on what you need to do to uh improve it so here you see core checks I only got three out of four um so uh you know kind of I need to sort of look at these and and see you know what it is there you know that I that I

[23:18] need to add um to you know to improve it right so um this is a a great tool for figuring out um how to improve your um you know your profile and so before you start um working to develop relationship tips on LinkedIn do spend some time getting your profile as optimized as you can I mean you don't have to go crazy like I said I I got mine up to an 82 and I kind of set it aside you know I can't spend my whole life you know optimize my profile I'll go back and do some more um over time but I think you know if you

[23:54] can get it up at least into the you know mid 70s to low 80s you know you're you're you're good right that's like a um you know a b if you remember from school I don't know if it's still graded that way um but anyway work on that okay and then once you've got that now so one of one of the things that I learned from Steve Dalton's book is to work to connect with people with whom you have an affinity either you went to the same University that's what uh Steve Dalton focuses on specifically or maybe

[24:30] you worked at the same place and that place is a large employer where people felt very close so for example the military right um I I served the United States Navy and so I to be honest I haven't looked to connect with a lot of people from my my the the university I've gone to I went to you know University of Southern California and San Jose State University I've used it a little bit there but where I've really used a lot is connecting with people who have been in the United States Navy and or the military in general because people in

[25:06] the armed forces feel uh strongly about helping each other out okay so I'm gonna just I'm just gonna use that just because it's something I'm familiar with but for example if you worked at one of the you know big accounting firms ey or um uh I'm going up the names of the other ones now but anyway if you worked at one of those big accounting firms or one of the big consulting firms Bain or or one of the big investment Banks Goldman Sachs something like that they have you know huge huge worldwide uh

[25:42] employee employment networks as well as you know former employment uh networks and and it's in some way you know depending on what you're looking for you either want people working for them now or maybe who used to work for them okay and so in the same way they and and by the way the university that you went to was another excellent uh you know Affinity to use so I'm gonna you I'm gonna use um the United States Navy really just the military in general you could use your University in the same exact way okay so initially I I just did do a

[26:18] search you know US Navy just you know search it it doesn't matter because what you want to do is you want to get here where you have these choices and you want to go to people okay so just go to people don't worry about the results that come up now that's irrelevant okay then go to all filters and this is going to come up okay and you don't you know there's no point in searching first connections because you already connected those people presumably you already have a relationship so you're looking to build new relationships so click second and third okay this will mean that you have someone that you can reach out to to

[26:54] make an introduction for you if you choose to go that route okay so if it's a second connection you you can find out who the mutual person is in between or a third connection and you can say hey would you introduce me to such and such okay you just send him a LinkedIn message or even an email at that point if you have their email address and and ask them to do that so that's that's one and that's that's a warm introduction okay I'm not gonna spend time with that because if someone can introduce you to the person hey that that's golden I mean obviously that's the gold standard but most of us were working to build our

[27:30] networks okay and so we're gonna have to do not not exactly cold calling but sort of lukewarm calling maybe we'll call it okay now you have lots of choices within the filters so for example you can do a location um you know you can narrow it down by location I don't typically um then you have current company past company and school and you can add multiple ones so for people in the military who are looking to get a civilian job using you know the US Navy's current company isn't going to be

[28:05] useful but using it as a past company will because that means these people are already they've already um transitioned to civilian life and so um you know you'll be able to use them as contacts okay and then you know you can go US Army as well um reserves you can try the reserves see what they get okay and then you can add companies so just click add companies let's put us Marine Corps and there you go United States Marine Corps okay there's another one and let's not leave out the U.S

[28:41] Air Force Oops There You Go United States Air Force okay and the last one is the Coast Guard and there you go U.S Coast Guard okay um so for someone who's in the military I would use those again you could use you know the Coast Guard Reserve the Marine Corps Reserve you can add those as as you want whatever whatever works for you there okay so that's how you would do it for um you know for if you were looking for you know in this case a past employer okay that's one way and I'm not sure where they're clicking off there you go I'm

[29:16] just going to clip these off for a second um now if you want to use your school so in my case I could use you know University of Southern oops so they're in California there you go and there it is Top Choice University Southern California um oops where did it go oh okay there you go now by the way just notice University of Southern oops you know hopefully you're a better speller than I am Universiti okay now notice here you've

[29:53] got the Marshall School of Business the Keck school of medicine at USC so if you want to narrow down your alumni search in the you know you sometimes you will have specific schools that have a LinkedIn presence um and and you can you can narrow it down using those as well I'm just gonna I didn't go to either the business school or the medical school so that is a matter okay then under industry this is where you want to put the industry that you're looking to become a part of okay now you may have to kind of play around with this a little bit

[30:29] um to find something that works um I played around with it earlier so like I tried um uh you know cyber oops cyber security let's see did we get that see uh um nothing nothing comes up in particular let's look at let's try entertainment let's see if that comes up there you go see entertainment comes up okay so let's say you wanted to get into the entertainment business um and you're looking for people from USC which is there's a lot of people who because USC has a film school they also have a drama division right so there's a lot of people in the entertainment

[31:04] business um who uh you know um you know you could potentially connect with and the rest of this stuff you really don't have to worry about so you're really going to focus on um connections and potentially locations if if you're if you want to be in a certain part of the country and then uh either past company or school and then industry okay so I'm gonna I'm gonna take off the USC thing um and I'm gonna I'm gonna go back to um the military thing just because it'll be a little more um instructive Okay so we've got you

[31:40] know six different things in the military okay and then you click show results right it's going to give you a list of people okay so here at the top you see um Ryan Hogan he's a a second degree connection he lives up in Seattle Washington so he's a a surface Warfare officer in the U.S Navy Reserve and here let's just click through to Ryan's uh profile okay and he he um he's CEO at hunter killer so that must be some entertainment related company I guess right let's see uh

[32:16] namebox has one of the world's most Innovative companies on our facility cpg company to be honest with you I'm not sure cpg must be some kind of game company I suspect okay so so he's he's involved in the entertainment business up in Seattle okay and notice here see 20 Mutual connections so I can connect I can click on this and I can see okay here's all the people that um that we both know and so I have the option of reaching out to one of them and saying you know uh you know hey John

[32:54] uh would you introduce me to to Ryan and give me a warm introduction that's one way I could do it okay um or they're they're Johnny Corazon see uh you know Johnny and I I think actually work together at one time if I remember correctly he's a Navy guy um okay so the other thing I can do is I can um go to more and see it says connect here and just click on connect now if you're going to ask to connect with someone you want to send them a message okay now in this particular case I can't

[33:30] I can't connect I can't send him a message unless I have the premium uh you know level um that's not always the case it just happens to be the case this time okay so um I can just click and ask him to connect you know you never know um in this case since I have we have mutual connections that would be the way to go okay you can also look under contact information and see if they have an email an email address sometimes they do sometimes they don't in this case he's got a website and so if you were to click through to his website you could see if he has a contact you place in his

[34:08] or contact me place in his website and you can contact him through his website okay and you want to write just a very simple message to them um one of the reasons LinkedIn is so good is it doesn't let you ramble on it only gives you I think about 300 characters or something like that and you want to say you know hi Ryan um you know saw you're a fellow Navy guy and was wondering if you would like to connect I'd like to talk to you about getting involved in the entertainment industry uh you know thanks in advance

[34:43] um I always sign my emails and such courage at all times you know Kevin that and that's it something real simple now what I found is and by the way if you want an exact text of a message like that feel free to get in touch with me I will send you the exact text of the message that I use I was looking for it earlier this morning and I for some reason I couldn't find it I don't know what I did with it it's you know you know how it is things get lost in your computer files and then unfortunately I had to go run and pick my daughter up from school there was a problem there so I I ran out of time to check but I will be happy to give you the verbiage of the

[35:20] uh of the message that I use um and I found gosh I think over 80 percent of the people that I've contacted and asked them to connect with me they have connected when I had an affinity in this case a military Affinity um a little bit less so when it was University I think was more like 70 on the ones where I contacted someone who went to USC Okay so let's just look at an uh another one oops oh yeah it's going to go through all these okay here we'll go back to our list okay um now here's someone in um in the LA area Okay

[35:58] um so you know that might be somebody and then you know uh so let's see um Ryan Vince was a training instructor you know he may have been he he was in U.S Navy so that probably means he was a senior enlisted guy um and if you can find out for for those of you who are doing things in the military you know with military people one of the things to see if you can figure out is what level they reached in the military in general if you are um if you left the military as Junior Enlisted the people who are going to be most helpful to you are probably going to be senior enlisted

[36:34] if you're if you left the military as a junior officer still senior enlisted are going to be very helpful because part of their job was to train us to be good officers but we can also reach out to senior officers now by the way if you were Junior enlisted that doesn't mean you can't reach out to senior officers you can it's just been my experience that senior officers don't respond as often to Junior enlisted as senior enlisted people do okay and if your senior enlisted I mean you can contact anybody just know that if you

[37:12] contact you know a junior enlisted person you know they may be a little bit intimidated they're probably going to connect with you but you're going to get a lot of you know sirs and mams and that kind of stuff and so you know you're going to have to work a little bit harder in in terms of creating a civilian relationship and getting over that kind of natural military thing now in terms of um if you're using a university so I found actually the I had the best results not going after professors but going after administrators so I'm not exactly sure why my my

[37:50] thinking is that administrators have a more direct interest in promoting the university not that professors don't but their primary um interest is in teaching and research so um you know they're just they're just not quite and and I don't know I don't know if it's they're busier or or they're just not you know as into social media as as administrators but I had much better um luck or much better success um look you know looking to connect with administrators than with um uh

[38:25] um uh than with professors when I was dealing with people who were still working at universities now um you know for people who went to University but now they're out in civilian life so of course you want to find someone who uh you know is doing something in the industry that you have interest in and you want to say the same thing don't ask them for a job do not for a job you're almost for sure not going to get a response what you want is a relationship and so what you want to hear is their story in general people

[39:02] what to they will respond to someone who's interested in them they enjoy telling their story and so if you reach out and say look I'm interested in knowing how you got involved in the industry what you like about it what you don't like about it um you know that kind of thing and you know if they're local um you know now that it looks like you know covet is kind of waning the best thing to do is a face-to-face meeting if you can arrange one if not you know these days Zoom Skype I mean there's so many things where we can meet online um and if and if not that even over the

[39:38] telephone um is is a good way to to make you know to to set that up and uh you know so I would encourage you you know just the initial Reach Out is to connect and then once you can if they you know assuming they agree to connect then you want to take it to the next level which is to um ask them to you know to to do they used to be called informational interviews you can still use that term I call them informationals or or sometimes but you can also would you enter would you be interested in a kind of get to know each other uh phone call or meeting

[40:14] or you know um meet for coffee you know my treat kind of thing or something like that um and and see what you know see what they're interested in doing now look you know in many cases you may be contacting the person out of the blue and so you know if they say no okay you know listen nothing ventured nothing gay don't be insulted people are busy and they may have something very difficult going on in their lives and they're just not open to meeting new people so I I by the way if they've connected um you know if they've already connected with you so if they say no you know I

[40:50] don't have time to meet or whether they say you know I thank them and just you know calendar them for a follow-up in three months like you know I I appreciate you let me know you're busy um if you don't mind perhaps I'll touch base in a few months okay and then and then do do that touch base in in about in about about a three-month uh interval okay and that's that's really all there is to it and then from there once you've had that initial meeting look you're look you're looking for ways to help the person okay so and when I do my my uh

[41:25] relationship development what I'm looking for is how can I help this person with something they need how can I help them Reach their business objectives or maybe there's something in their personal life that I can help them with okay maybe it's an introduction to somebody maybe it's a resource that I have a book that would be interesting for them to read or like I said you know maybe there's some they're working on a project and they need somebody um this is a lot of years ago I was working on a project for an attorney and and he needed some very a very specific type of horse appraised right and I was

[42:00] doing some real estate appraising for him and he called me up and he's and he's you know he said hey I'm at my wit's hand I I I I need someone who can appraise this kind of horse I don't know what to do and I said don't worry about it put it on the back burner I will find some I will find the person who can do this for you and you know I I spent probably 45 minutes or an hour over the next couple of days making phone calls to people I knew in the business kind of checking out the lay of the land and the funny thing was there was one expert on that kind of horse in the entire United States

[42:36] and it was the people who were going to be inheriting those horses and so I said to the attorney I said this is what I would do this is what I recommend talk to The Heirs and say here's the situation you're going to be you're going to end up owning these horses we need to know what they're worth in order to settle the estate so please give me what you feel is an accurate number knowing that um you know the IRS May challenge it because you're The Heirs and I'm going to make the case based on what you know

[43:11] one of my associates told me that that you are the best person to do that and he's got it from several people in the horse world that you are it right so we'll write it up that way and that's what they did and to the best of my knowledge they had no problems right so I was you know a little and and you know he was he was very grateful that I was able to help him solve that problem that's what we're that's what we're trying to do that's what builds relationships is our ability to help uh you know other people solve problems and that's what we're looking for okay all right so that's that's the process on

[43:47] you know on LinkedIn it's it's pretty straightforward um you know not not real not real complicated um it you know if if you kind of didn't get in this first pass you know you can you can review the video video of this show and kind of kind of you know stop it and go through it step by step or if you have any questions feel free to contact me you can leave a comment on the video you can go to our website the waytowowshow.com and you can contact me through there you can also contact me at the way to wow show at bevel.com b-e-m-e-l.com and then I'll know it's a question coming from the show and I will

[44:22] be happy to answer your questions so so that's how you use LinkedIn to find and start to grow start to build relationships so in in deference to my friend um uh Marcia I want to show you how to um uh use uh Twitter to do the same thing so Twitter has a search function and you can you know you can search um by uh you know by Topics by by keywords whatever you want to do and

[44:57] let's say you want to know people in the entertainment business entertainment there you go okay so just you know search entertainment and see what comes up okay and go to people okay this is people in here all right so you're still getting a lot of you're getting a lot of businesses let's see if we scroll down here well we're not getting too many people so a lot of these are companies I'm not sure why companies are under people um okay so here's somebody uh oops where did he go I lost it

[45:36] okay I mean I you know I'm not really in this business so I don't know here's here's somebody um arctic's Krieger this sounds like a person I make video games and puns there you go right those those sound like fun things so you know go to um um Arctic oh my my daughter might like them oh my gosh look he's got 138 000 followers okay so this is somebody who he you know he's he's he's obviously a real um well maybe this is a game developer not a person I don't I don't know video games um but if you were interested let's say you were interested in video games so I

[46:12] would follow this arctix Krieger okay and I would start commenting on their posts are on his posts their posts I don't know no like I said I don't know who it is okay so they make a post here no matter how good we should don't give up but keep on fighting okay so you you know post a comment about look if you're into video games presumably you're playing them so you know post an example of how you did this right how did you keep fighting it and what were the results and do them on a regular basis at some point

[46:47] um whoever is running this this Twitter feed of arctix Krieger they may take note of you and they they will they may comment back to you now you've started a relationship and then keep that going that's how you that's it's really that simple on on Twitter okay now again I think my guess is this arctix Krieger is uh a company I wish my daughter were here she could tell me you know like that um but um it works better for for people um and and you know one things you now one thing you might be tempted to do is I you know okay I'm gonna follow

[47:23] um he's not the CEO of Disney anymore but Robert Eiger right now you can certainly try that you may be able yeah I don't know if Robert Eiger has a a Twitter feed to be honest but maybe he does um and uh um maybe he um he uh um you know tweets regularly which is what you need okay and you can start commenting on his tweets okay and maybe he will eventually connect with you who knows um you know that that's just something

[47:58] uh you know to uh to try out um generally speaking though what I do is I try to connect with people just below that that super super top tier so Marsha is Marcia Collier is extremely well known on Twitter she's got I don't know how many millions of followers but a lot a lot um but she's still very accessible okay um and so that's what you want to look for is someone who is or people who are actively interacting with their Twitter

[48:34] followers that's what's most important okay um but that's that's how you use uh Twitter uh to to to to do you you know to build relationships okay um and again you know if you really like that kind of interaction um you know interacting and I used to be 140 characters what is it now 200 something characters or less right it's a challenge and it's fun um and by the way you know you can sometimes sort of pick up collateral relationships because other people following the same people you're following may see you commenting may like what you're doing and and they may comment on something you do you know

[49:10] take the time to read and respond to what they've said you never know maybe it's someone whose name you've never heard of and yet there's someone it would be very good for you to have a relationship with so you know keep an open mind take advantage of the kind of free-flowing nature that Twitter gives you because that's really its strength it's it's much more out ofistic in that sense um and so you know you you can um you know you you can take advantage of of that particular um aspect of it okay um so you know obviously there are other

[49:46] types of uh there are other social media platforms I I've never been able to use Facebook for developing relationships very well um I for whatever reason um I mean I use Facebook but it's it's not my primary media um and I do use Instagram as well and I think Instagram is another um uh social media platform that you could use um very much like Twitter in that respect Instagram of course is is really picture oriented um with some text but I think you could use Instagram the same way

[50:21] um and uh it you know it the same way as Twitter that is I mean it would it might you know it might work again it depends which which one will you engage with on a regular basis that's what's going to make the difference so if you're all going to do this you know once every two weeks frankly none of them are going to work because because you're not going to be around enough to create a relationship what social media allows us to do in terms of relationship creation is to have interaction on a regular basis with a much wider group of people

[50:56] and be able to find people with whom we share common interests or or common goals that sort of thing much more quickly much more effectively than you know going to you know networking events and all that kind of stuff now having said that and I'm going to stop the screen sharing now let's go back to I think so so having said that while I'm showing you how to do this using social media that doesn't mean that you you know shouldn't go to live networking events or things like that you certainly can

[51:32] um and and they can be quite good what I find is when people go to Live Events they a lot of people spend all their time collecting as many cards as they can possibly get business cards or or you know connecting on you know LinkedIn with as many people as you can um I I personally don't find that to be particularly useful I can't remember who anybody is and even if I take notes on the back of their business cards a lot of times the notes are so cryptic I don't remember so what I do is is um I work kind of work the room until I find somebody that I think is is

[52:08] um someone that I can really create a relationship with that will be mutually valuable and then I will you know focus on that you know and give it some time and do my best to set a foundation so if it's a two-hour event I may spend 15 20 minutes speaking just to that one person and I might have spent 15 or 20 minutes finding that person okay so I may have you know devoted a quarter or a third of the event to making you know one contact now that works for me because I'm looking to establish salt and build

[52:46] solid relationships indeed and this is coming from Judy Robinette I look at my relationships in three tiers so I have um let me let me uh get my thing I have well I'm not going to pull it out because we're getting we're getting short on time so I have my um my vital five I have my key no I'm sorry not my vital five my top five describe my top five or in French my boat Sam um I have my key 50 and then I have my vital 100. so I'm tracking

[53:22] 155 people now Judy says that's really the most you can track effectively um I have other friends who who they say you can do a lot more than that what I have found is keeping up with that 150 that that's that's about as much as I can do now I do change I do change out people on the list as as the focus of my business changes and as people's lives changes as my life changes you know some people you know I'm not going to continue those relationships and other people I'm going to work to build up those relationships

[53:57] that's just the nature of life um and in fact if you if you want um please you know send me an email or a message of some kind I'll be happy to send you I use an Excel spreadsheet to track my relationships and basically what I do is I put you know what level top five key fifty vital 100 name basically how I met them or where I met them and then I make an assessment of um how close a relationship we have on a scale of one to five that's part of what's on the spreadsheet so you can use

[54:32] that and then I put you know where what part of my life what realm of my life or what ecosystem is the word that Judy uses I put that column next and then the most important column in some ways is the next one and that is uh how I can help them how I can add value to their life because then as I'm going through my day and as I go through the weeks something comes up and I say oh you know what I I met this this person in the entertainment business they're in video games who do I know who who wants to meet people in the video game industry

[55:07] oh yeah you know I spoke to you know whoever it was Johnny and he and you know and so I can hey Johnny I met this person and I you know I think you'll you know you want to know them okay and then I I do keep the track in terms of of the day of the last time I was in touch with the person so again if you want that that spreadsheet to use to keep track of your relationships uh please let me know we're coming up to the end here uh the time goes so fast um and that was uh Marsha's observation and last week she was she was like how am I going to fill an hour it's like don't worry it's going to go quickly so

[55:42] um I want to wrap things up by first of all thanking you very much for joining me I hope you found this useful and if you did please let me know what was useful and please let me know what I could have done better was there something that needed more explanation should I have expanded on some aspect of it that would have made it more useful because I do plan on doing these from time to time I think these sessions are are very useful as we develop our professional career and as I learn more things I want to pass them along to you as well so my guest next week I thought I knew who it was and now I'm not sure so I'm

[56:18] not going to say who it is I'm gonna have to double check on that I I got a message right before the show began and that was somewhat ambiguous so I don't want to say someone's going to be on the show if for some reason there's a problem they're not but we will we will have another show a week from today 12 30 Pacific time uh 3 30 Eastern time the way to wow show people making money and I I just just uh I want to you know leave you with the last couple last thoughts we're working to find our way to wow who are you what you want and we're doing that through the three

[56:53] pillars of attainment in terms of understanding ourselves building our relationships and having Pursuits that really give us a fulfilling life that's that's what our our our goal is here on this show so that leads me just to say once again thank you for joining me if there's anything that I I can do for you you can always contact me through my website thewindowshow.com there's a contact portion of the website you can find a way to wow show on LinkedIn YouTube Facebook Twitter and

[57:28] Instagram you can always connect with me there and leave me comments or or or whatever and or direct message me happy to to to you know communicate with you that way and if you are someone who is who has a remarkable way of making a living let me know because I'd love to have you as a guest on the show I'd love to have you as a guest on the show and we can talk what we do is we bring you on and we'll talk about what were some of the key things you've learned along the way that have helped you get to that

[58:03] place where you really love this remarkable thing that you're doing so um do do contact me if you if you would like to be a guest or if you know someone you think would be a yes would love to hear from you so just real quickly um a a 30 second review on what we covered today we want relationships are really the foundation of our life and we can build them effectively using social media I showed you how to use LinkedIn how to first of all optimize your profile and second of all how to use just the basic search function you don't even need the premium function to find

[58:38] people with whom you have an affinity either through a past job or a current job or through where you went to school by the way if you went to a very well-known prep school or high school or something that can work as well you know there's no reason um I you know it's not searchable on them per se but you might be able to find a LinkedIn group for people who went to that prep school or that high school and so then you can work uh the group in in a similar way and you can also use Twitter and uh Instagram to follow people and and engage in a dialogue with them through their various

[59:13] posts and we're work to create a relationship that way that will eventually blossom into a real world relationship as well so one more time thank you very much for watching this is the way to wow show people making money and as I uh always do or try to always do I just want to remind you Marie darling you are still my bell you all have a great afternoon foreign