Networking Unleashed: Building Profitable Connections. An Interview with Gal Ezra and Michael A Forman

Welcome to Networking Unleashed, building Profitable Connections, the show where conversations stop being small and start opening doors. I'm your host, Michael Foreman, and today we're cutting through one of the biggest sources of confusion in business, the difference between pr, marketing, and sales. What net networking actually has to do with all of it.

My, my guest brings clarity where most people bring noise. We're talking about what a salesperson truly is, how relationships really drive results, and the way you show up in conversations impacts your business, your reputation, and your life. This is not theory. This is how connections turn into trust and turn.

Trust turns into opportunity. So buckle up buttercup. We're gonna have a great show and I would love to welcome to the podcast today, gull. Ezra I'm not going to even attempt to go into your background. Just please introduce yourself and tell me how you got here today. Sorry, I missed just the last sentence.

What was your last sentence? You can introduce yourself. Oh yeah. And just tell me how you got here today. Course. Gimme the cliff notes. Absolutely. First of all, thank you for having me here. And I'll tell you that actually how I got here today is partially but in a large way through networking, which it is relevant, but my view on networking is that yes, it's key.

It's key, but there's a lot to learn to make that networking work. How do I know? Because if I can take a homeless person and I can get him to network with the president of the United States or the president of any country, will he become a millionaire? No, because he doesn't know everything around what to even do with the network.

I can take a failing businessman and get him to network with other entrepreneurs, and the fact that he had some dinners with them and sat around the table with them is not going to immediately make him a success. But if he has many tools or you take a person that's learned a lot, probably what you teach, and they've learned everything around networking and how to build a business around them and how to sell and how to market, and how to have PR and all those things.

Then of course when they go and network, they'll know what to do with the business card. They'll know what to do with the dinner, they'll know how to build relationships. So for me, just to get to how I got here today, it's I've explained it before on different platforms, and so maybe for this one I won't get into the full story.

But I'll tell you that at 19 years old, I started from zero in a country that I knew practically no one. And, I ended up basically in, by the time I was 23, starting a business that would become a million dollar business. I ended up selling four com four companies by the time I was 32. I'm a CEO today of a company that I co-founded, which.

Is a finance business that manages multi multimillion dollars. I own hotels. I help other people make lots of money. My mission is to create 10,000 ethical millionaires. That's my mission to create 10,000 ethical millionaires. But how did I start from 19 to having a massive business? I had one law.

Which is very relevant to your podcast and that law that I knew is communication out equals communication in communication out equals income. If I wanted to make more friends. Which is an income. It doesn't have to be just money. Income can be more friends. Income can be love from your wife. Income can be appreciation from your staff.

It can be good reviews. All those are income. So I knew that if I want income, a friendship, people inviting me to things, et cetera, it's not gonna come from me waiting. It's gonna come from me communicating out. Even today in my businesses, if we don't have enough leads, I know we just haven't communicated out enough.

So communication out brings communication in, and I ended up building a business that ran I built a business that was music festivals massive music festivals, and they started from getting 10 people together. 15 people together, 20 people together around my grandma's pool for a barbecue on the weekend.

Not for a ticket, not as a formal thing. Just bringing people together because I knew that I need to communicate out, and the income will come and it did. Very good. I was sitting, I was so intently listening to your story that I forgot completely. We're on a podcast.

I was so interested in your story. Thank you. Okay. Okay. So here, let's start with a few questions. Most people mix up pr, marketing and sales. Yeah. When it comes to networking, where do you see the biggest misunderstanding and what does the misunderstanding cost people? First of all, let's understand pr, marketing and sales.

Okay, so what is a salesperson? Let me ask you first, what is sales? And you can answer on behalf of, what do you think your listeners would say? Selling what? My wares, I, I sell widgets, but what does it mean? Sell to sell, meaning what? I'm going to trade what I have for what you have, money or other compensation.

Okay, good. Excellent. That's fine. Yes. I go a little deeper. Okay. And I say this, I say, look, selling. Is very different to just convincing someone to buy, which many people say, or getting paid for something or whatever. It goes deeper. For example, if you can sell ice to the Eskimo, you are not a salesperson, in my view.

You're a cheater because the sales, the Eskimo doesn't need ice. So what is sales? Sales is defined as helping the prospect to help themselves with your product or service. Sales is helping the prospect. I'm helping you to help yourself with what I'm offering. If it doesn't help you, I don't sell it to you.

I don't call my salespeople. Salespeople. I call them help people. And if we don't have enough income, I say, do, we don't go sell more, go help. More help, and the money will come. So if I'm a real estate agent and I'm showing you a property and I realize that you told me you're in the market for a three bedroom, but I realize you need a four bedroom, it's my duty to help you.

To help yourself by getting a four bedroom, because that's really what you need. And if you ask for a three bedroom and I realize that actually you only need a two bedroom, three bedroom will be too much house, it's my duty as a salesperson to help you to realize that you should only get a two bedroom.

That's what being a salesperson is. It's helping. Now, what does a salesperson actually need to do? He needs. To let the prospect talk, you need to see how can you help the person, so the prospect needs to be the one doing most of the talking. Many people, many salespeople do it wrong and they do a lot of the talking.

No, the prospect needs to tell you what's going on so you can discover how to help them.

So that's sales, first of all. And again, this is, I could do I don't, not that I can do, we do five day seminars just on sales. Okay. And so I'm giving you the beginning. There's a lot more. Yeah. So that's sales. Now what is marketing? What would your listeners say is marketing. You have to you, you market your.

You're telling everybody or showing everybody what you have and the price point? Yes. Okay, excellent. So there's many businesses that say, look, marketing is exposure. Marketing is brand awareness. Marketing is people knowing about me. It's not because I know many bus businesses that had a lot of exposure and went bankrupt.

And what I know is that the problem was marketing. Why? Because marketing brings money. Marketing is what brings money, and if your marketing is good enough, what you'll find is that you don't even need salespeople if your marketing is good enough. You don't need salespeople. You just need. People will come in ready to buy.

So what you need the salespeople there for is to upsell you to help you more. So for example, apple doesn't need a sale. Salespeople, you walk into the Apple store ready to buy and they are there to say, and would you like Apple Care? And would you like AirPods? And they upsell you. But Apple's marketing is so good that you go on the site or into the store ready to buy.

So what's marketing? Marketing is defined as making yourself known, wanted, and ultimately selling something. If you're marketing doesn't make you known, then it's bad marketing. If your marketing doesn't make you want it wow, I want that. Then it's not marketing, but if your marketing makes you known, makes you wanted, but it doesn't sell something, it doesn't end up in a sale.

It's also bad marketing. So just being known and wanted is not enough for marketing. It has to sell. Imagine everybody knew and wanted an iPhone, but nobody bought it. Then Apple would go bankrupt. People have to buy it. So marketing, if it doesn't sell, is not marketing. So with marketing, what we do is we tell people about ourselves.

Okay. That's what we do. Okay. Okay. Now, what's pr? PR is public relations. Okay. Now, public relations is actually a technology, a whole system of controlling people's emotions and reactions about what we offer. Or about who we are or about a purpose. So for example. Through, and by the way, PR is extremely powerful.

If PR you can do amazing things or terrible things. For example I'm Jewish, so I can give you a great example. Is the Holocaust. Hitler, through PR convinced an entire. Sane nation, the Germans are, were, are incredibly sane, incredibly smart, incredibly detailed engineers, and the best minds in the world.

He can, he managed to convince them through PR to manipulate their emotions and reactions in a bad way, that it's a good idea to do what they did. Okay. That was through pr. That's pr. He controlled emotions and reactions or through pr you can convince a group of people to go do amazing things.

For example, through PR you can convince people to go and rally against gender-based violence. Or against the fact that the community should be, the environment should be cleaner. Go do community service. You can convince a whole group of people to go and vote through pr. So PR is the technology of managing human emotions and reactions.

And every business has emotion. A reaction that it creates. For example, every listener can think right now of a business or not a business, a restaurant. Think of a restaurant that you hated. You just, it was no. Okay. So you can give me an example of a restaurant that you hated. Just gimme the first letter of it so we don't put them BPB.

B. So restaurant B, if I say to you, let's go eat at restaurant B tonight, your emotion and reaction is because that's their PR for you. Or if you think of a restaurant that you love, like wow, and I, let's say, let's call it Restaurant X, and I say, should we go eat at restaurant X? And you say, wow. Of course, anytime the PR there is good.

Your emotion and reaction is good, and you can change the view on someone's pr, on your emotion and reaction through the technology of pr. For example, you can take a celebrity that at one point was hated and all of a sudden they become very loved. Okay. Or maybe just you didn't like them.

Let's say at the beginning, Justin Bieber only appealed to 14-year-old girls. And through pr they changed it, that even adults will have Justin Bieber, it be, he became much wider. That change in the emotion was done through pr. So in summary, the difference between sales, marketing and pr is this with marketing.

Marketing is what we say about ourselves. Okay. What I say about myself, that's marketing. What I say about myself, PR is what others say about me.

Sales is what the prospect says about himself.

Okay. That's the simplicity of it. Now, every one of those has data and knowledge and technology, and you need to learn it, but once you know it, you become a magician, an income generating machine. Yeah. And people spend their whole life in trying to learn it. Yeah. I have, I've employed marketing graduates that couldn't define the word marketing for me.

You're right, they don't know it. Yeah. Yeah. Okay. If networking were treated less like promotion and more like reputation, that would, what would people need to stop doing immediately? Stop being interesting and become interested. Okay. Okay, so what most people do is they go around being interesting.

Look how interesting I am. They make a big thing out of themselves. They're interesting. Now, you know what is very interesting. The only interesting thing in the world is the physical world around you objects this phone is interesting. You can look at it. This phone was never interested in anyone.

The phone never asked me how is my day? So objects are interesting. Human beings can be interested, but if you become interesting and you are important and you need everybody to look at you and you are interesting. But the minute that you become interested in others. Where I actually care.

Genuinely, I care to help you. I care to learn about you. I actually want to find out what's going on and where I can add value. The minute I can do that, now I can. Now it's real, is that your wife and daughter? Yeah. I was just saying hi. Yeah. With networking. If you go in with what's called a servant's heart.

If you go in looking to give, rather than receive, it takes all the pressure off your shoulders and you're seeing how my biggest line, when I sit down, I'm speaking with somebody, it's like, gala, I like you, I like the way you do business. How can I make you more successful? How can I be a good referral source for you?

And Exactly. And they say Mike I don't know what the hell you do yet, and you've already trying to make me more successful. Yes. And so once I do that really opens up a whole new world. That's exactly right. You're interested, you actually want to add value. It's amazing. I like that. In your experience.

What separates someone who meets people from someone who consistently gets calls, referrals, and introductions without asking. The magic is that person that gets all the amazing income, has learned how to control. Okay, what do so if you want income calls, referrals, et cetera, without asking, that's income.

The only thing that brings income is control. Now what's control? Okay. People think control is a bad thing. Oh, I'm gonna control you, or some, there's a bad connotation to control, but control is actually important because when you drive, if you don't control. You have an accident in my business. If I don't control my expenses, I'll go bankrupt.

If I don't control my health, I'll become obese. So control is important. You need to control. But what does control mean? Control is defined as the ability to start change and stop. If I can start the car, change the car, stop the car, I controlled the car. But if I can only start the car and run into a wall, I didn't control it.

If I can start a thought change, a thought, stop a thought, I control my mind. But many people have thoughts that they cannot stop. They can't control that area. If I can start a sales cycle, change the sales cycle, close the client, I've controlled the sale. I get income. Anything that you want positive to come in as income, you must have control there.

You must be able to start change, stop and in business if you want the income of referrals and calls and being that type of networker. You must control. Control what the business around you and you think, okay, what's the relevance to controlling the business around me to my networking abilities? It's all the difference.

If you don't know how to sell, which is part of controlling the business around you, you won't have results with networking if you don't have a good follow-up system. And you don't control the business around you. You won't have good networking if you are terrible with managing your finances, you won't have good networking.

If you're unorganized in life in general, you won't have good networking. You'll lose your business cards in the back of your trunk, and then you'll take out your groceries and it'll fall out. And good luck with getting calls, and you must become organized. The organization is actually being in control of what's going on around you.

Networking is vital, but it's one part, just like I could be a great salesman, but it's one part. Imagine I'm a good salesman, but my admin is a mess and I forget to follow up for payment. I don't follow up people for payment. So good luck to all my sales skill. I won't get, I'll go bankrupt still. So you need to learn that there's many parts of the business.

That's what I do. I have a program called Success Engineering where we find what areas are missing, and I engineer the results. I engineer a plan for you, so you will bring about success in any area you want. You need that holistic thing, and there's areas that are missing for people, and that's what needs to be filled in.

That was great. That was a great explanation. Thank you. KU, kudos to you. Thank you. What is a salesperson really being hired to do and how does that truth change the way professionals should approach networking conversations? Okay, so a salesperson is being hired to create income greater than outgo.

Okay. That's what you hire a salesperson for. If you're a salesperson that you don't realize that your result is income greater than outgo, you don't know that, then I will sell at a discount, too much of a discount, or I will sell things that the company can't really deliver, or I'll do all kinds of things that are not right.

This, what you're hiring me for is to bring lots of income more than we spend. That's what a salesperson does. And if you hire the salesperson and it ends up costing you money, then you're not a, then why did I bring a salesperson on? So that's the first part. How does it affect networking? Because if you care about helping you genuinely care.

Your networking will improve dramatically because you'll always be looking at helping and helping is what sales really comes down to. Many people say A, b, C, always be closing. I don't know if you've heard that. Of course. What I say is no, A, B, C. Always be caring. When you care, you'll have.

The close. When you care, you'll find out how you can help. When you care, by the way you'll usually sell even more because you'll see really what does that person need. And it might be beyond the scope of what you even do, and then you'll find other ways to help them, and you'll go above and beyond for them.

And maybe that'll generate new income because you'll realize I can refer this person because they really need this, because I cared so much. He told me I bring that per, and then I make money from the end. You expand that way. So that's the connection. Do you find I drew a line in the sand. I said the year of the pandemic, right before the pandemic, people were more transactional.

When they were networking, there were just like, they like mind numbing, just okay, I have $3. You have a widget, I'll trade you. And after the pandemic, when people were shut in, I. Networking became more relationship oriented. And. Then they started to come out of it. But what happened was that people forgot.

They forgot about caring, they forgot about the other person. We're so many miles not really that many miles apart right now. I'm in Georgia. You're in Florida. Ah, okay. Okay. But we are two people. On the other side of my camera is you and you are a person. So I still have to give you the same caring, the same feeling that I would have if I had you here in person.

And I feel that if I don't have that type of connection, I won't have the sale. So networking is know you, like you, trust you, they'll do business with you. Know you. Everybody knows you, likes you. All. That narrows the scope down a little bit, but trust, that's a huge factor and that relationship that, that the way that you come together changes everything.

It really does. Yeah. Yeah, it really does. It's relationships are the key. They're the key for everything actually. And there was a major study done. It was a big Ted talk about the largest study ever done in the history of of the world. Basically this giant study that spanned like over a hundred years.

And basically they found that the common denominator to happiness, health, actually living longer and wealth. Is the quality of your relationships, quality and quantity of relationships is the direct connection and it's key. It's really key. Okay. Okay. What role does trust play across pr, marketing, sales, and networking?

And how do people unknowingly destroy it in the first five minutes? Okay, so the first way it gets destroyed is by being interesting and by being dishonest. Absolutely. Okay. Now how does it play across? Because what happens is trust is just actually it's usually a PR connected thing when there's a distance.

Okay. If I don't personally know you, but I heard of you, it's a PR thing. I didn't meet the executives of American Express, but I trust the company. Okay. Because their PR is. Good. My emotion and reaction is they're powerful, trustworthy, longstanding, reliable, so I trust them. But if there was a big scandal that the American Express Company was losing people's money and da, the PR would be woo destroyed and the trust would go down with it.

That's something that needs to be there, right? That trust has to be there. And when the trust is there or when any good PR is there. When you have good pr, it opens the door for marketing to go through. Okay. Or for sales to go through. But imagine that I was marketing to you, restaurant bees which we talked about earlier.

Restaurant bees, new special. And I was marketing it to you and it's amazing and it's so good and it's the best price and it's the most delicious. And it would be very hard for that marketing to actually penetrate and arrive to you because the PR blocked it. They, you don't like that place. If I could change the PR or enough marketing or enough sales happen, I could get you maybe to look at it, but it's much harder good pr.

If you love Restaurant X, good pr, somebody says to you, should we go eat there? They're the sales person. It's your husband or your wife, and they come to you and they say, Hey, you at that exact moment, you're like, I'm sold. Let's go because you love it. Or you see their new marketing and you say, yes, I'm, I want.

Being a former restaurant owner, Uhhuh I know exactly what you're talking about, Uhhuh, because, I, we had an old saying that, serve one bad meal, they're gonna tell 10 people. But if you serve one good meal, they won't tell anybody. Ah, so you have to once, once you get that bad review or bad meal by person, you have to really go above and beyond, take care of it, pay attention to it, and just explain to them what happened, whatever it was, or just it was just bad food, but you just have to.

Counter it 10 times to one. Yeah. A hundred percent. And it's unfortunate, but that's the way that restaurants itself works. Yeah. And side note to that, by the way I've worked with a couple of restaurants and there is a common thing that they don't. People that are satisfied don't go and refer or you don't have any real connection to who sits at your table.

They come, they go, I work with restaurants and I handle that. There is a way to get them to refer. There is a way to get them to remain connected to you. And and that's a side note, but any business can get happy customers to refer. That actually should be the purpose. Some people dunno how to do it.

That's just a side note. Yep. No, I, taken. You've seen relationships drive outcomes in business and life. Yeah. What behaviors Quietly build long-term goodwill, even when no deal is on the table. What behaviors quietly build. Can you say that again? Sorry. What behaviors quietly build long-term goodwill.

Goodwill, even when no deal is on the table. Ah. What happens is this, your next deal, the goodwill that you establish is actually defined by the previous deals you've done. Okay. What do imagine that we go there. There are four levels of exchange. Okay? Exchange is, I give you something. You give me something, okay?

That's exchange. I pay you for something. You pay me back. Okay? Now there's four levels of that. The lowest level is this. I go to a store and I give them $1 for a chocolate. They take the $1 and run. I got nothing. It was criminal exchange. Ripoff exchange. They stole from me and I got nothing. The level above that is I go to the store, I give them $1 for the chocolate.

They give me the chocolate, but it's ripped open with a little bite taken out of it. I got something. It's not what I asked for. Partial. It's partial exchange. I go to a restaurant, I order a steak, medium rare. I expect it to be warm. It comes to the table. Well done and cold. I still got a steak, but it wasn't what I ordered.

It was partial. The level above that is fair exchange. Fair exchange is I go to the store, I give them $1 for the chocolate, and they give me a chocolate. I want. Perfect. Or I go to the restaurant, I order a steak. Medium rare. I expected warm, and I get a steak. Medium rare and warm. Beautiful, okay? Everything up until this point, three, two, and one level, all those three, long term I'll be destroyed.

Including fair exchange. Including the fair exchange. Why? Because nothing stays the same. Things either go up or they go down. Nothing stays the same. If it's the same, it means down. The same means down. So what do you do? You do the fourth level of exchange. The fourth level of exchange is exchange in abundance.

Abundance means more or generous exchange or what? I like to think of it as exchange with a Wow. So I go to the store, I give them $1 for the chocolate. They give me the chocolate, but they also see that I have my puppy with me and they give them a little treat and I go, oh, that's nice. Wow. Something more than I expected.

It's not two for one. It's not something that I wanted. It's not something extravagant. It's something I didn't ask for, but that's, wow. I go to the restaurant, I order the steak, medium rare, I get the steak, medium, rare, hot, et cetera. But the chef comes out and the chef says, Hey I've been making this little thing in the back.

Do you want a little taster on the house? And everybody at the table goes, wow. Wow. Yes, of course. Wow. Amazing. And then what happens? If you are sane, if you're a logical person, you will leave and you will feel the obligation to give them more than they expected. So you will leave and tell and you'll bring your friends again, and then that you come back and the chef sees you again, oh my God, you're back with your, let me do, and then they'll give you more than you expect.

And you go and now there's expansion. That's how you define your next deal. If your current deal that you just did was with wow, more than expected, above and beyond, the goodwill that will be created is gigantic, and it will define the next deal. It will spread. Now, if there's no deal on the table whatsoever, the, and there's nothing, and you're just building and you're just starting to network, how do you build goodwill?

By putting valuable communication across to the other side, not pestering communication, not just checking in. Not that type of follow-up valuable communication, whether it's. You have a podcast, for example. So you are constantly putting out valuable communication to people even that don't have a deal with you, but they like to receive your updates.

You're putting out value. Or if you do write to somebody as a follow-up, you say, Hey, I just did this video with Gal and I thought you'd get a lot of value out of it because he talked about how to have. Generous exchange. I thought you'd like it. Just sending you something to listen to on your next car ride.

Okay? You're putting communication there that adds value that will generate goodwill. As a thank you whenever I have a client, whenever I do work for a client or something, they always get a thank you note from me. Wow. A handwritten, thank you. Note. Yeah. And when I teach this, when I, all the people that I mentor, or my clients, when I teach them, listen, that's part of the follow up, but write them a handwritten thank you note because nobody does it.

Nobody does. Could you imagine being the person that receives it? Yeah. It's so nice saying it's no bill. It's not an invoice. It's not anything. It's just a Thank you. That's awesome. And it goes so far. It keeps you top of mind, Uhhuh, and it just, it makes everybody feel so much better. I like that. Yeah, it's it gives me a good feeling 'cause I have a stack of like about a foot high of all the thank you notes, because I always have my clients send me a thank you note Uhhuh just to, to, just to get in the habit of doing it.

And so Nice. And so it, it is just, it's just really nice, a nice thing to do. And that starts the follow up, love it. We can go into that afterwards. I love that. Okay. So where do professionals go when they try turning to a networking conversation? I'm sorry, let me start again. Sure.

Where do professionals go when they try to turn a networking conversation into a business opportunity to quickly, if it's too quickly, it means you haven't gone through a proper sales cycle. If you're trying to bring about an actual opportunity out of your networking and you're trying to take it into some kind of a business con conversation, what you're saying is, I'm trying to sell them on something I can offer.

I'm trying to help them with my product or service. But if you didn't go through the sales cycle. And there's five steps plus one more that you must do. And it's something that I don't even think we have enough time to go through, not to the sales process, but there is a sales process. And if you dunno, right now I'm at step one, and by the way, the end of step one has a very clear result that when you see that result in your mind, you go, step one, done, now I move to step two, and then you da, and then you, there's a very clear result and then that happens.

You go step two, done. Step three, step four, step five. Most people don't know where they are. They don't know when they've reached the end of, let's say, step two. They'll stay on step two too long or move from step two to step three too early disasters. You need to learn how to sell. Now it's not manipulation.

I am against heavily against any manipulation techniques, any of that. It's just simply how do you. Build actually a relationship. And how do you actually discover if you can bring value through real care? Okay. Ethically, if you do that, say again? Authenticity. Yeah, exactly. You have to be authentic. Yeah.

And if you do that, okay, there won't be too soon. There'll be the person saying please. They'll ask you. So how can we work together? Immediately, please send me a quote. I'm interested. Like it's that's how it should be. Nobody likes the guy who walks up hands out his business card and say, look, I'm Joe Schmo from, whatever.

And I'll talk to you soon. Just, I'll be in touch. Yeah. And you look at the business card, everybody looked at business card and say, you're kidding me. This went out in the eighties. You know what? And that's just the wrong step. But I'm just saying that because that's one of the examples that I teach.

What not to do, yeah. And so it goes a long way. Yeah. So anyway, what questions should people be asking in networking situations that most, that almost no one asks, but Absolutely should? I would say that it's really different to every scenario, but the main thing is governed by. Are you interested?

I don't like to tell people specifically what questions to ask because I make them into a robot that goes and asks these specific questions. I don't want to create better robots. I don't make my clients into better robots. I don't teach them exact steps and techniques. I never do because. If you have exact steps and techniques, as I said, I make you into a great robot.

But if I make you powerful and you understand the basic principles of sales, of networking, of communication, of relationships, you'll go and do what you need to do. And if you think of anyone successful, your most favorite successful entrepreneur, they don't have a script that they follow. They are powerful enough to.

Do what needs to be done to get the result in the best, most ethical, most valuable way. So that's my approach. You need to learn. There's a lot to learn. I can give you ideas of what to say, but then people go up and they say, hi, do you come here? Often? It's or whatever. It's that's not the, you know what I'm saying?

Yes. I know exactly what you're saying. Yeah. You just have to be yourself and be relaxed and it's easy for you and I to say be relaxed, be yourself, be authentic. But a lot of people, when you. Put them into that situation. They freeze up. Yeah. And they don't know what to do. They either don't say anything at all, or they say the wrong things.

But that's a whole nother podcast. How does someone's personal life and self-awareness show up in their networking results, whether they realize it or not. Okay. So you need to know what is the result that you want to achieve in your life. I'll give you an example. We were working with a real estate agent who was really not that I'm against this at all, but very nerdy.

Okay. I'm not against nerdy people at all. I don't mind at all. I sometimes get called nerdy. I really don't mind. Okay. But he's a real estate agent that had a kind of a nerdy look, must just like one mustache and he was trying to be like. A hotshot real estate agent, okay? He was trying to be, to position himself as like the Harvey Specter of real estate if you watch suits, okay?

Yeah, absolutely. And okay, so you need to realize in your personal life that's not gonna bring you the results to be Mr. Nerd. Nothing against nerdy. If you're maybe a software engineer, be Mr. Nerdy. But if, but, and if you maybe want to be Mr. Nerdy real estate agent that knows all the facts or whatever, be that.

But if you chose to be the Harvey Specter of real estate, then guess what? B, the Harvey Spectra of real estate change how you are in order to bring about the most optimum result. Okay. And and so basically with that specific client he was a young guy like twenties. In his twenties, okay. And American guy, and he needed to change his look.

Change it. Just change the, get the suit, get the results. Speak like that. Be what you be, what will lead you to the result. If I know what my result is, I need to do certain things and then I will be that thing. But if I'm not being that thing, I will not do the steps to have that result. I just won't.

So for example, if I know that I, my result is a child that's a contributing member of society. That's a loving, contributing member of society. At the end of the day, that's what I want my child to be. I want them to be some to, that's what I wanna have with them. I want them to have love, success, and contribute to society.

So if I know that's my result with my child, I will do certain steps according to that target. And then as a result, I will be a father that does X, Y, and Z. That's who I become, that type of father. But if I don't become that, how will I get that result? Or if I, now, let's say I worked in music festivals.

Okay. Working in the music festival industry is very different to working in the finance industry, which I also work in the finance industry. Finance industry. I want to close massive deals. I'm working with people that are in the corporate world. There's a certain culture and I wanna have the result of a growing, expanding.

Finance business through clients that are getting cash flow and are able to grow their lives and their businesses through the use of funding. Okay? So to do that, I need to do certain things in order to do those things. I need to be. A finance guy that can present in a suit. I'm not gonna show up wearing the same clothes that I wore when I was going to music festivals, running music festivals.

I'm just not, because it's not the right thing, because I know what my result is and I'm not faking it. I'm just deciding to be someone else. Like for example, when I go to the gym, I'm in gym clothes, that's so I'm being a gym goer. And later when I go to a meeting, I'm wearing a suit and I'm a different.

Role at that moment. And then when I'm at home and I'm a father and I'm just hanging around in sweatpants, I'm just hanging around as a father, but I won't be a father in the business meeting at that time. I'm a businessman, so you need to know what is the result. If you know your result, you'll know what to do.

If you know what to do, you'll know who to be, and that's how the personal life will be affected. Good. Very good. Thank you. Okay, let's bring this podcast full circle. If you could give listeners one guiding principle to approach every conversation, business or personal, what would it be and why does it work?

Yeah. I would tell them this, you need to ensure that you actually duplicate what's said to you. Make sure that others duplicate you. Now, what do duplicate is the word means to create an exact copy. Okay? To duplicate something when people communicate. What we are trying to do is to create a duplication on the receiving end.

So if I'm talking to you right now and I have an idea about what we should do with the business, and I'm speaking to you, I have that idea in my mind of what we should do with the business. What am I trying to do? I want you to get it. I want you to get this idea, a copy in your mind, and you go, oh, I see what exactly you're thinking about.

Or if I'm talking to you and I say to you, the fluffy dog with white spots walked and ate some chicken. Then you got the exact picture of what I'm thinking, or it won't be the exact, but to that degree it won't be duplicated. Or I can say, I love you and I love you. If you understood exactly what I meant, what emotion I have, what I see when I say I love you, my feelings at the time, all the energy associated with the word, I love you.

Then you've actually duplicated me when I say I love you. Most people here, I love you. And they don't get everything that the person meant. So in communication, what are you trying to do? Create duplication. On the receiving end, I want you to get a copy and once you have a copy, to understand me, to understand the copy.

'cause sometimes you can have a copy and not understand, like some people can sing a song in a foreign language, it's a perfect copy, but they have no idea what they're saying 'cause it's a foreign language. So I want you to duplicate, get a copy in your mind and understand me. And at the same time you talk to me, I need to make sure that I actually get a copy of what you said in my mind and understand you.

And if I don't, there won't be real communication because we don't really get it. Get what each other's saying. And if there's not real communication, there won't be understanding. And if there's no understanding, there's no real life there that this thing is gonna die. So you need go ahead. Yes, go ahead.

So you need to ensure that you understand what's said to you. Ask questions. If you're reading, open a dictionary. If you run into a word you don't understand repeat if needed. And you also need to be aware that when you speak to someone, they actually. Have a duplication. So don't say fancy schmancy words to sound interesting when the other side doesn't get what the heck you're saying.

But you think it's cool to be interesting? No, that's what I'm talking about. No, you want them to have duplication, not for you to be the interesting one. So that is the key. Great. That great gal. I can't be I can probably talk to you for another two hours because you're so interesting and I'm so interested in what you are saying that I'm really just listening to every word you're saying.

Listen, thank you. If any of the listeners would like to get hold of you, what's the best way? Yeah, so the best way is if you wanna really speak to me, just talk to me on any of my social media platforms. I always answer you just go Gaal, GALA. EZRA, GA a Ezra on any social media platform, DM e tell me that you saw me on the podcast, and I will answer you.

And if you wanna know more about something or whatever, I always answer. And if you want to just tap into some of the things that we offer, my company's called guaranteed prosperity. Everything we do is guaranteed if I work with you and I'm supposed, and we agree that what you need to do is double your sales.

And you don't double your sales, then I don't just refund you, I refund you plus 10% for wasting your time damages. That's my guarantee. I will bring results. So we are called guaranteed prosperity. So if you want to learn more, you go to g prosperity.com. Just go there on the homepage, right at the top, you'll see.

It'll say, what area do you want help with? And you'll see we help with many areas, health, relationships, sales, marketing business relationships, all kinds of areas, spirituality, mindset. Click a box that you're interested in and you'll get a free video sent to you on that subject. And it's not just like a little free video down a funnel or some annoying thing.

It's value. You'll see real value and and that's how you can tap in. Fantastic. Okay. If today's conversation shifted the way you think about networking relationships or how you show up in business, don't let it end here. Take one idea from this episode, put it into action in your very next conversation, and watch what changes.

If the episode gave you value share with someone who needs to hear it. Real growth spreads through real conversations and don't forget to follow networking unleashed, building profitable connections. So you never miss an episode. I'm Michael Foreman. Keeping showing up with intention, staying curious, and remember, your next conversation may be the one that changes everything.

Gal, thank you very much for coming on the podcast and I hope to speak with you soon. Thank you.

 Well, hold on folks. Don't go anywhere. Let's hear from our sponsors. David Neal, co-founder Revved Up Kids. Revved Up Kids is on a mission to protect children and teens from sexual abuse, exploitation, and trafficking. They provide prevention, training programs for children, teens, and adults. To learn more, go to RevD up kids.org.

Henry Kaplan Century 21. When it comes to making the biggest financial decision of your life, leave it in the hands of a proven professional. Henry Kaplan Henry is a global real estate agent with Century 21, celebrating his 41st year in business. No matter where you're moving, Henry has the right connections for you.

You can contact Henry at 5 6 1 -4 2 7- 4 8 8 8.

  A huge thank you to our guests for sharing such incredible insights today, and of course, a big shout out to you, our amazing listeners, for tuning in and spending your time with us. If you're interested in my digital courses being coached or having me come and talk to your company, just go to MichaelAForman.com and fill out the request form.

Remember, networking isn't about being perfect. It's about being present. So take what you've learned today, get out there and make some meaningful connections. If you've enjoyed this episode, please don't forget to subscribe. Leave us a review. Share it with someone who could use a little networking inspiration.

Let's keep the conversation going. You can find me on Apple, Spotify, Pandora, YouTube, or my website Michaelaforman.com/podcast.

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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