Networking Unleashed: Building Profitable Connections. An Interview with Chava Grant and Michael A Forman
- mforman521
- Mar 21
- 25 min read
📍 I have a wonderful guest. Her name is Chava Grant and I had, she's got really an extensive background.
I'm just going to delve a little bit into it before I let her finish. So Chava's career spans multiple industries from running an award winning event. An events firm that hosted celebrity events, weddings, conferences and concerts for over 10 years. Now, there's a whole lot more, but I am going to let Gava say it all to you.
So welcome to the show. Thank you. Thank you. Thank you. Yeah, my career has been eclectic. We eclectic is definitely the best way to describe it, but it has been amazing, but it is definitely all stemmed from being able to network well, which I completely agree with you is a skill, but it is something that can be developed and you are constantly learning how to do that.
Develop this skill and be better at it. So I'm happy to be here. Wonderful. I'm so glad. So I have, a bunch of things to ask you, but we're going to figure out where the conversation is going to take us because heaven only knows where. Okay. So how can business owners use cutting edge systems to strengthen their networking of efforts?
Into building high value relationships. Yeah, that's a great question. So what I have learned over the last, couple of years, which I leverage every time I do any sort of networking event. And I will tell you, I'm a conference. I go to on average 12 conferences a year.
I live in Las Vegas now and that is a recent move simply because every all the best networking happens here. Everyone from any industry does not matter what industry you are in. They come to Vegas. Some point throughout the year because of conferences and IE networking events, right? And these conferences are interesting because they have shifted before it was really all about the education.
In whatever niche you were in, but now conferences have really shifted into places that you heavily network and, and expand your network because people understand that is what that's, that is where the power is the education. You can get from almost anywhere now. You don't have to go to a conference to learn things, but the networking is where the power really comes.
So that's why I ended up moving to Vegas. So that's just a little background there, but going back to your actual, going back to your actual question. Oh my gosh, give me your actual question again. I started going on that tangent. Now I need to go back to the basics. Okay, let me just say how can business owners use cutting edge systems to strengthen their networking efforts and build high value relationships?
Okay, so here's a couple of tips or things that I do now. Three things. I go into every Any networking event or networking situation with three things. One, something that I know is going to wow them. Technology is amazing now and there are so many easy things that you can implement and put into place to be able to give yourself a little bit of leverage.
It's really important when you're networking to come off naturally but to be able to show whatever your niche is or whatever industry you're in, be able to show that you are a leader or a thought leader or, a head, neck and shoulders above your competitors.
Instantly, like that is very important. So I am in the tech industry now. And so I always, every time I go I leverage something that is new or interesting in tech that can be displayed easily, quickly, and that people will seek me out for. So there's a couple of things. I always try to at least do one of those things, right?
This last year, what has been interesting is I have placed. A little NFC chip in my now very simple, very inexpensive, but it is my business card. So when I swipe on someone, I can literally walk by if they want my contact information from, Oh, we should just connect. I'll swipe and all of my information goes.
It's not it's the same technologies like QR codes or anything like that, but it is just a little interesting because people haven't seen it yet. So that's one thing that I do. Another thing is I normally have a flower or something interesting on me so that when I go back to people, because you always want to have those follow up conversations, I can say, remember the girl with the flower or the whatever, so that they can instantly remember.
I know a lot of people like to take photos and that works as well, but I like to do something where they remember me. So the NFC chip is definitely interesting because it's something that they haven't seen before, and I can send, I can change that so it can be, I've done this also where I have had the schedule to the conference, because everyone is looking at their schedule, right?
So I'll have the schedule on in this, on this, in a chip here, and then I'll have my business card here. So when you have those people that are like, Oh, what's the next thing? Or what are, what's the asking questions? Because everyone is always confused with those things. I can go, Oh, there you go. Here you go.
And then walk off. And then they're like, how did, how? So things like that, adding value. Without any, like making people's lives easier without anything in return like that is always a winner for people So anyways, I will stop there. But those are a couple of little tips that's right because there are so many things with what you said that I don't know where to begin I have to start with the nfc chips.
Yeah, so so is that fairly inexpensive to do it's 2 a chip. Wow. You can put it in a ring cause they're very small. You can put it in a ring. You can put it, mine is really just underneath my fingernail polish. They're slim. You can put it on anything. So if you were, if you had a business card and you just wanted to tap it or whatever, I, they have those cards.
Out there, but placement is actually key there. Cause people have so interesting. It's so different. Yes. Yes. No, that is the point for it to be different because that's what stands out doing what other people have done is, you gotta make it. It's not a huge change, right? Because everyone has the ability to have the QR code or a little chip on a card or whatever, but this is different.
And so it stands out when people said, even though it's just a minor tweak. Now, you said that you go to conferences and you love that interaction between people. And that's really what I'm all about. I'm all about that personal touch, all about that going to conferences and business summits and things like that.
I feel that ever since the pandemic, people lost their minds. They forgot how to communicate, they forgot how to talk, and by that way that they forgot how to network. Or they never learned how to network. If you're 20 something or 30 something, you're just getting into the market and you don't know how.
So that's one of the things that's the reason for this podcast and the reason why I'm a public speaker and I go on to stages and everything and I tell everybody about this type of networking. Okay, what role does innovation play in streamlining communication and making networking more effective? I've got a few questions.
Great question. Yeah. And like I said, I'm in the tech space. There are so many new tools and so many so many fun things that you can integrate into your toolbox. When it comes to tech that's probably my favorite one because that is one that it combines Tech but also, real life interaction.
So that's probably my favorite one There's also there are also a bunch of different Platforms that are popping up that really help cultivate and develop. Different ways of networking, which is great. I There when the pandemic happened, that's when we thought the big boom when the meta
Above a zoom, you're able to network before, conferences and things like that. So you can find your power your collaborative network that you can go into these conferences with. And I feel like that which actually interesting that we're talking about this because I was telling one of my good friends the other day that I'm going to start.
Having networking events virtually right before big conferences for women. Cause it, sometimes when a woman walks into a room, it can be a little bit overwhelming, right? Cause you're, especially when you have to go by yourself. So I'm going to start these virtual networking events where you're comfortable, you're in your own environment, you, but you're still able to network with people before you go to the event.
So you have. Those players along with you or teammates where you feel like you have teammates that are going in With you so networking is a little less scary because it even i'm a talker. I don't know if you can tell I don't know if you got that vibe, but I do not mind talking to anybody about anything I will talk to a child.
I will talk to you, you know an 85 year old man and have the same You know fluid conversation, but it's not like that for everybody and so having these kind of pre Conference Spaces where people are in their own environment and they feel comfortable and they can start to find other people that feel very similarly, and have that same battle.
And they go into these conferences and these networking spaces with someone that, that understands and they, maybe they have a safe word or a look that says I need help me in this, it, that, those types of things are going to help people develop more of those skills to be able to go into the battlefield of networking.
You know in a better position. Does that make sense? It makes a lot of sense the way that I usually explain it is introverts versus extroverts And you and I happen to be extroverts. We can go into a room talk to anybody about anything And start the conversation but an introvert really, you know as soon as they walk through the door male or female they look at all those people and they go Oh my gosh, what did I do?
So what I do and you said it you I was in the air force. So I call it having a wingman And that's just somebody coming with you that knows you knows all about you and what you do And can really be a conversation starter Because you know as well as I do that Once the conversation starts, it comes a little bit easier for that person to, to talk.
There's a whole series of what I do when you walk up to a table, how you address the person and everything else. But that's for another day. This is all about you. Okay. Okay. So here's a big one for you. What are some of the biggest mistakes Professionals make when trying to build a network that supports long term business growth.
Talking, going to a conversation, talking about themselves the entire time. Oh my goodness, the best thing that you can do, which, and I learned this from a Tony Robbins conference long, a long time ago, you, the best way to form a relationship with anybody is to ask about that person and be intrigued by that person.
And introverts, right? Because they barely want to talk. So about it anyways or maybe it's just it's difficult. So having a list of questions that are easy, that kind of flow easily where you can just let the person tell you about themselves. It's funny how quickly people say and he even he explains this whole thing, but it's it is really funny how that person will walk away going.
Okay. Man, that guy is a really smart, and it's like I, all I did was ask you questions. , there's for that , there's a mantra. There's a mantra for networking. If they know you, if they like you, if they trust you, they'll do business with you. Absolutely. Now know you and like you, that's easy, right? Because know you.
Everybody knows you like you that narrows the field down a little bit. Okay, The trust factor is so crucial to that. You have 30 seconds. You have 5 minutes 10 minutes a half an hour Okay So when you approach your client or person or anybody you're speaking with? Try to remember the word for f o r m family Occupation, recreation and a message.
Nice. And if you remember the form, so when that person is speaking, you can say about their husband, wife, sister, brother, son, daughter, youth sports, Little League, anything like that. Or you can move into occupation. What does he do? He's In mortgages, or he's an insurance, or he's the IT guy for all of these fields, letting them talk about themselves.
If he really, he or she does not really, is not really opening up, then you go fall down to recreation. Say what do you do? You go skiing, you go jet skiing, water skiing, anything like that. And it helps build it up. The more that he can talk or she can talk about themselves, the better you are.
Absolutely. Absolutely. That's great. I love that. I'm going to put that in my little toolbox. Thank you. Absolutely. That's what all this is for. When I, cause I, I'm a coach also. And when I coach my people that's the first thing that I tell them when they walk into a networking event, but it's also good when you're talking with somebody one on one.
Yes, absolutely. You do a quick scan of the office. What does he have on the desk? Pictures? Wife? Husband? Son? Youth sports? Or how about a big music symbol on the wall? Oh, what kind of music do you listen to? And just talk. Let them talk. Let them speak. Because the more that they speak, the more that trust factor is increasing and that wall is lowering.
Absolutely. Okay. So how can businesses implement technology driven strategies to maintain authentic relationships at scale? I think this is an age old technique, but still is relevant. You can just use technology to be able to house it. But I think keeping a really good tab. Or memory bank on all of the conversations that you had, especially if you're using that technique, that form technique where you're gathering all this information about a person, having all of that so that you can't, you are able to respond or send a little note or a gift or a, an article or anything that is valuable to them based on whatever it is that they, whatever their interests are or whatever you guys have communicated about that is, who, and I know, who did this.
Who was the person that died 150 years ago that they saw he was a millionaire or billionaire, and they saw his book of contacts and it had all this information about their, I need to find that I need to find that. But it basically, it was like 150 years ago, but the, his. The way that he built his wealth was through relationships, but he had this book that they found after he passed away that had the most intricate details about their conversations.
And he was able to always go back and everyone felt like he was their best friend because he could go back and do that. And technology has allowed us to be able, we can quickly put things in notes. We can eat, we can, record conversations so that we can go back to them. But. I think a step beyond that, obviously, is being able to have meaningful follow up, referencing, those things so that they do feel like you are a friend, or that you listened, or you Understand or it just it is very impactful when someone comes back and says, oh my god How is your son's t ball?
Thing versus hey just following up with you to you know Check in to see if you're interested in buying solar, like it just it definitely makes a difference in your conversation. That's part of my follow up System. Okay, the follow up is so much more important than actually meeting the person.
Absolutely. Okay, but When you're at the networking table And you're speaking with the person and you're having the whole conversation and he gives you his card on the back of your business of his business card. You write the date. The name of the function and something you spoke about. And pretty soon you're going to have 15 or 20.
That's all I recommend is 15 or 20 cards. And you can follow up with that person using all of this. Now I have a secret sauce, so to speak, a system for following up. And I'll tell you about that afterwards. But your followup is so very important and the way that you. Remember that person by keeping that something on your body or the flower or whatever the case may be that all comes into play, and I'll go with I'll go.
I'll go into it with you later on, but the follow up is so very important. And what you said was so important. So key to the follow up and it all has to do with the same stuff. So I'm going to tell you that afterwards. Okay. Okay, what habits separate successful legacy builders from those who struggle to make an impact?
Oh man, I think generally speaking, consistency. Big one. Consistency and systems, those two things. For me personally have been the things that have catapulted me, ahead of people that were light years ahead of me five years ago. So I think those two things, because those are things that you can implement.
In every single aspect of your business, your life, your networking, the, so I swear by that consistency and and systems. Use a CRM. That's the smallest point that you can use. Now there are free CRMs. There are some that just cost a little bit. My suggestion always is to.
That's one thing that you want to invest in because you can do things by rote. You can just set it up and send out emails and what have you. That's so very important because you need a place to put all that information that you wrote down on the back of the business cards. Yeah, absolutely. And then with with, all of the, of course, if AI is the buzzword of the year, and we'll be. We'll be probably up until next year. But all there are so many AI tools that make it so easy. I know when you, when people hear CRM some people, especially if they're like me, I have ADD. So sometimes that scares people, right? Because they hear CRM and they think, Oh, there's so much work.
That's going to go into that. Or I'm going to have to, that's going to be more work than what it's worth, but. There are so many tools now to that, that automate some of that, those pain points. So people should if there's anyone out there that, because I used to run when I heard the word systems or CRMs or management or, management systems or anything like that, because it sounded like so much work to me on the front end, but it definitely does, now with AI, there are all these automated things that make it so much easier to be able to.
have those systems implemented. So yeah, I totally agree with you. CRMs are where it's at. If you do not have a CRM and moms should have CRMs, right? Yes. Now let me ask you a question. Do you really quickly, do you want to hear my follow up system? Yes, okay. And you should find because you network so much and you are face to face with so many people.
This would be a very good system for you to use. And I'm just giving you this when you have your 15 or 20 business cards at the end of the evening. I'm thinking about a three or four hour event. Yeah. I was in a mortgage company. I was in a mortgage industry and I used to come home with shoe boxes filled with business cards.
I'd say, look how good I did. And I wouldn't remember who it was. So now after a three or four hour event, I have 15 or 20 cards. That evening, whether I'm going back to my office or home, I write a thank you email. Chava, this is Michael. Thank you very much for your time tonight. I had a wonderful time.
Michael. Done. That's it. No business or anything else. That's the evening and you honestly, you have about a 20 percent chance that you're going to return my email because it's just a thank you email, but here's the kicker the next morning, you write a handwritten thank you note and you write a handwritten thank you.
Hey, this is Michael. I saw you on such and such date at such and such an event. We spoke about your husband, wife, sister, brother, son, whatever. Hope all is well, Michael. Now, imagine being the person at your desk, receiving that thank you note, you just put yourself light years ahead of everybody else, right?
So now I just raised your 20 percent chance of response to about a 50 percent chance. Now people in corporate America. Would love a 50 percent shot at them. It gets better. Let's say now they have to give three or four days for them to receive that, that thank you note. You write them and you still haven't emailed me back yet.
Hey, this is Michael. I saw you on such and such date, such and such event. We spoke about, now I say the same thing every time because that will keep it in their memory. We spoke about your son, daughter, sister, brother, whatever. I sent you the thank you note. I hope you got it. Listen, Tuesday and Wednesday of next week opened up, or it seems pretty clear.
Would you like to meet one of those days? Michael, let it go. And now two days, three days later, because you are a horrible person and you still haven't answered my email. You come out and you say, Hey, this is Michael. I met you at such and such date, such and such an event. We spoke about your husband, wife, son, daughter, whatever literally, whatever.
Listen, I told you that Tuesday and Wednesday were open. Tuesday seems to be closing up a little bit. How's Wednesday, Michael? Okay. So now, you're like, if you haven't responded to my email, you probably aren't going to. But one more email. Hey Kava, this is Michael. I saw you on such and such date, such and such event.
We spoke about your mother, son, sister, brother, your sons in Little League and whatever else. I said Tuesday and Wednesday were open. I got busy. Listen, if any date works for you, please let me know. That's your easy, Yep. Toss it. Yep. Toss the ball in there for it. Yep. Now, if you still haven't responded, you probably aren't going to respond.
Yeah. So you don't throw that card away. You take all that information, every event that you wrote down every email that thank you note and everything. Put it into your CRM and put them on a drip campaign once a month just saying, Hey, this is Michael. I saw you on such and such date, such and such an event, just wanting to know if if I can help you out in any way and leave it and have that go every month.
That's smart. I love that. I love that. Yeah. And that is the secret sauce to having them call you back. Yeah, I love that. That's great. Yeah little piece of my business there. Okay. If someone wanted to transform their networking approach today, using systems and innovation, what's the first step they should take?
Ooh, transforming their network, man. It that's hard. Cause I feel like everyone is in such different places and you really should play to your strengths. So if you are a shy person, then prepping yourself with maybe no cards or some, a note in your phone with just. What are these general questions? Go with your form technique, right?
And just have 10 questions just jotted down so that they're in the front of your memory loop, your memory bank so that when you go in there you feel equipped and a little bit more self assured because you just need to be The name of the game is just confidence, right? Walking in there and being confident But like I said those questions and we were talking about that earlier Asking people questions and getting that information from them that's the most valuable thing that you could do in those situations one because That you know get that no and trust right but then also you're getting all this valuable information so that you can Whatever it is, whatever niche you're in or whatever you're trying to provide, you're able to like, okay these are probably some of their pain points.
They have a son. So maybe, so you're able to solve for some of those things, even if it's not necessarily your business, if their kid is in little league and you're like, oh, I could send them a baseball card or a whatever. Even though it's not solving necessarily a problem, it's still, networking level 10, 000.
Yeah, so if you are and that's not even if you're you know, that's if you're anybody that those followers are important but going back to the beginning if you are a person that can't walk in and organically do it then make sure that you have equipped yourself with tools to be able To do it and walk in the room confidently.
So if you're a more, a shyer, if you're an introvert and then, and it is very uncomfortable for you, putting those little tools in your toolkit is what you need to do if you're someone that's maybe a little more extroverted than okay, let me find a couple of ways to be a little more eccentric, or maybe you do the NFC, code, or what I really love now is, I don't know if you've seen these, but business car, I don't carry physical business cards anymore, but I start, I did this at two conferences and it went really well, but I find.
I like to set my stuff down and work the room and not have a bunch of stuff with me. So I don't like to have business cards anymore. But this business card was actually super fascinating because it is a 3d business card. So when you scan it, it's got a little QR code on it. When you scan it, it almost a whole little world in your phone.
You can see all of these digital virtual reality things pop out. So I could pop up and say, hi, here's my email address. It is fascinating, but it's different. So I would look that up. It's called an a VR or an AR business card, and that gets people's attention. No, I only use that, or the only couple of times that I've used it have been at conferences where people are very.
Techie because you really need something that stands out for them. This NFC business card works at other conferences because people generally aren't that extreme when it comes to tech, but that will blow anyone's socks off. So that is great. So if you're like me, where you are very, you really want it, you don't.
So if you don't want to stick to you love people, but you don't want to stick to one conversation for too long, you really want to make an impact and get out of there doing things like that are super impactful. So if you're a little bit shyer or the introvert side, I would, have your equip yourself with some questions and things like that.
Maybe longer, more meaningful conversations. But if you were like me, where you just, you want to work the room and be able to get as much as possible, 15 to 20 though. We talked about that. Something that's going to like really wow someone and then you can move on and they're still thinking about you or they want to know, Ooh, how can I get that thing?
And then they're coming to you, right? Like, how did you do that? Because that really, that was really interesting. I would love to be able to integrate that into my, is that's helpful. So that's what that's a tool that I would put in that person's toolkit. That's great, by the way.
But now you've told me everything that is so good and so great. And even with your eclectic background, give me a mistake or two that you've made and how you overcame it. Ooh, a mistake I've made. I think the mistake that I used to make. A lot was what I think I touched on earlier was coming in the room with a super long pitch and a response for everything and Making it about myself And that first interaction should always be All about them.
And so I think this, in my twenties, you go into these, you really start to go to these things and you think that's what's going to wow people. I'm going to put my whole resume out and I have my 32nd and it's good to have those, right? It's good to have those elevator pitching things in your back pocket.
But going into a networking event and thinking that you have to be the star of the show for it for to get anything done is the wrong approach, but it definitely takes doing it wrong a couple of times before you go, Oh, okay. Nobody cares. Yeah. Like I said, this is a skill. You have to learn it. The only way to learn it.
is practice. And listen, I always suggest for people just starting out. I tell my students all the time that if you want to start networking, start just start with the Chamber of Commerce, start with something to get your so you can just practice your message and just start getting out there because the first time you go out the second time you go out, even the third time go out.
You're going to suck. It's going to be horrible. All right, but the fourth, fifth, sixth time, you're going to get better and better, and you'll be okay in your own skin. Absolutely. And you'll expand. You can't get to the first time without the second time. The first, second, third time, those have to happen.
So yeah. Absolutely. Absolutely. All right. Very quickly, last one. Give me, what's your favorite Marketing tactic. Marketing tactic. You know what? It changes it. It changes every single year. Three years ago, I would have told you tick tock. Two years ago, I would have said, we're back in the swing of things and networking, like mixers and different things.
I like to do adjacent things that are adjacent to me. So now I'm in the mode of Not so here's what I love to do. I'm like I said, I go to a lot of conferences, but people tend to go to conferences and networking things that are, whatever their niche is centric. And but it, you end up being in a room full of a bunch of use, which is great for some things, but if you really want to make a, more impactful relationships, I like to now. Go to things that are adjacent to you. So if you are in real estate, instead of going to a real estate conference, maybe you are going to wedding mortgage, wedding events where people are going to buy real estate after their wedding.
So you're just meeting people that are adjacent to whatever your. But are still going to need you, right? Or those people are going to refer you. So you are meeting all these people that are opening the doors to endless referrals because they don't normally meet, people that are in your niche.
So I think that's the biggest when it comes to networking. That is so important, but people are so are narrow minded and they have do what they've always done. But you have to, if you just take one step to the left or one step to the right, you can really blow open the gates when it comes to networking and just marketing in general.
Does that make sense? It makes perfect sense. It makes perfect sense. Tava, this was absolutely fantastic 'cause I loved listening to everything that you had to say because what you said, what you said is so prevalent in today's networking in today's society. They think that. Networking tools like the AI and everything else is.
Oh, that's it. I could do everything through zoom. I can run it through my cell phone and lose out on so much. You don't feel the vibe of the room. You don't feel the vibe of the person. So that's all. That's all great. If somebody wanted to get hold of you, either for you to coach them to get services from you just to find out all about you.
How can they do it? Sure, and I don't think I even said what I do now I know I ran an events firm for years and years, but I am now, a business optimizer And i'm all about processes. So I do the basic level so the business architecture which Everyone knows what they know, right?
They're good at their thing They bake cakes are good at making cakes, but that business may be You know, there are some pieces that they, don't have in their toolkit. So I look at their business architecture and I figure out where all the missing holes are. And then I go on the other side and say, okay, how can we, are we looking for revenue?
Are we looking for funding? Are we looking for what, how are we bringing money in? So I make sure that you are set on the bottom, your infrastructure and your architecture of your business is set. And then I look at it from the top. How are we bringing money in to to create. So I tend to work mostly with tech companies, but you, everyone needs that.
And a lot of people, most people don't know where the holes are, right. We're just trucking along. Cause we're just doing the best that we can. Cause if you didn't just jump out there and entrepreneurship, then you'd never do it. If you knew all that, all everything that went into it, you would never, ever do it.
I know. I could say I laugh about that because I'm like if I knew that I had to do the marketing and the AR and the Pr and all the things I would have just stayed in my nine to five but that is what I do in a nutshell now after running several businesses and being chief of staff for several tech companies And different things like that But if you would like to get a hold of me, you can always email me or find me on All my platforms are at underscore.
It's its Underscore Shabba, C H A V A H. And yes, I, it, that is Jewish pronunciation, but I am not Jewish. And so my parents loved loved the Bible and they wanted a great. I have a very firm Jewish name and have called me Shava my whole life and only in my adulthood have people come in and call me Hava, which is totally fine because that is my name, but but my parents have called me Shava my entire life but it's fine.
Either is fine. Okay. I'm Jewish, so as soon as I saw your name, I immediately thought Chava, it's just, okay. And that is the actual pronunciation of it. So either, either works. Both give me the puzzies that you're saying my name, so it is okay. Okay. I stand corrected.
No. Great. And then my email address is just Chava, C H A V A H at itschava. com. So it's pretty easy. But yeah, and I welcome, of course, I love people. I love networking and talking and adding value, in wherever I can. So I love communication. So feel free to reach out to me in whatever way works best.
You absolutely sound you know what you're doing. So I hope that somebody reaches out to you and asks for your help. Okay. So thank you so much for coming on.
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Michael is a business networking expert specializing in enhancing professionals' networking and communication skills to drive profitability. As a leading authority in this field, he is highly sought after for his dynamic presentations and workshops. His extensive experience has consistently led to significant improvements in corporate profitability by empowering individuals and organizations to connect more effectively and efficiently.
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