Networking Unleashed: Building Profitable Connections. An Interview with Lachandra B. Baker and Michael A Forman
Welcome to Networking Unleashed, Building Profitable Connections, the podcast where relationships create opportunity and authentic leadership builds lasting success. I'm your host, Michael Forman. You've probably heard the saying, "Your network is your net worth." But what if your real net worth isn't measured by how many people it's measured by how deeply people trust you?
Today's guest and I explore authentic r- leadership, living your truth, and why the right relationships come from becoming the right person If you're ready to build a network that's grounded in purpose instead of appearances, this episode is for you. And I just wanna say, LaShondra, that I go across the country speaking about this exact topic.
So that's right. Okay. So I'd like to introduce LaShondra to my podcast. I think it's gonna be a great podcast. And why don't you give us a kind of a, a CliffsNotes of how you got where you are today? Yes, absolutely. So thank you so much for having me, Michael. So I spent 35 years working in different corporate environments, 20-plus of those in Fortune 15 companies, and so I understood how to navigate highly complex, highly matrixed organizations by connecting with the right people.
So it's always, sometimes it's a game of telephone when you're trying to figure out who does what, and so I've made it literally my life's purpose to understand the who, the what, and the how, and to get it done as quickly and effectively as possible so that everybody wins. Good. Perfect.
Okay, I've got... i've got a bunch of questions for you, and let's see what you're really worth here, okay? Okay. Okay. We hear the phrase, "Your network is your net worth," all the time. Yes. Do you think we've misunderstood what that really means? I do. Thank you for asking that question, Michael, because I think it's like you said earlier in the in- introduction, you think, oh, if I have 50,000 people, then I have my network. No, y- if you had five people who are just really connected, and you un- they understood you, they understood what you did, that's more valuable than the 50,000. So I think the numbers that we have is not as important as the depth of the relationships and, like you said, how much they trust you.
There's a piece of it that I think is so much around how you build your brand and your reputation, and how you hold to that, and what people can expect every time they reach out to you or connect with you or partner with you, and those things are actually what are the value of your network. So when people know that they can reach out to you, they know they're getting the right thing at the right time.
They know you're dedicated and committed, and so they want to continuously, repeatedly work for you and with you, and they also speak your names in rooms that you're not in. Absolutely. There, there's a mantra within networking. It's if they know you, if they like you, and they trust you, they'll do business with you.
And very simple for everybody to know you, that your 50,000 people can know you because- Yes ... it's your face. But like you, that kind of narrows it down just a little bit, but then trust- Because you would never do business with somebody that you don't trust. Absolutely. Absolutely. And I'm sure a lot of, your listeners get the same thing I get.
When you're on LinkedIn, you get bombarded by just random people and, "Hey, I wanna help you do this. Jo- join me and do this." I'm like, "I don't even know you. You haven't asked me one question about myself, about my business. You're just trying to hit as many people as possible to try to get one to bite." And I'm like, "That's not how I do business."
And so I'm sure that's effective to some people in some ways, but that would never work on me Absolutely. Me either, so that, that works. Okay, you talk about authentic leadership. How does authenticity influence the kinds of people we're able to attract in our, into our lives and businesses? Yeah, absolutely.
So I think so many times, especially when you're getting into corporate leadership, like I've spent so much time doing, is people tell you, "Oh, you have to act this certain way or be this certain way to get results." And so what that actually does is telling you that the way you are is not acceptable or not valuable, so you're working so hard trying to be this other person that you miss out on all the, what I call the zone of genius, right?
So you can't be as productive, as innovative and creative as you'd like to be because you're too busy trying to be this other person in this box. So what I think about authentic leadership is that it unleashes all of the true value that you bring to the organization, to your team, to yourself. And so it's important for you to be able to be authentically who you are, how you think, how you critically make decisions, how you bring your creativity to the work, and that's important on so many levels.
So when you are actually authentic, you get much more done. You're much more effec- effective and much more efficient. And so it's important for people to create processes and abilities so people, you can live your authentic life. So as a leader or a supervisor or a manager, your job is to remove the barriers from people so that they can do that authentic leadership.
Yeah, that's so profoundly put. I go across and I tell, teach everybody about authenticity, and first of all, authenticity, that word, is being thrown around. It's oh, my God- Absolutely ... too much already. Yes. But it b- being yourself, and I never heard it quite put that way where it's perfect, you have to be yourself, and you have to allow yourself to go out and think outside the box. Yes. And you really can't do that when you're trying to be somebody else. Exactly. That's exactly right. So- it keeps you away ... I have to tell you, I have to tell you that was perfectly put. Thank you, Michael.
It really was. Thank you so much. Okay. Okay, many people network while trying to impress others. After all, that's what networking is. What changes when someone is comfortable enough to simply be themselves? First of all, I love that question so much. It gives you a chance to just listen. 'Cause to me, any time you're thinking about networking or partnering with somebody, you're listening for something that's a connection point for the two of you, right?
Whether it's something that you have in common, maybe even interests and hobbies, 'cause I like to talk about the person. I don't just say, "What, who are you in terms of what you do?" I'm like, "Who are you in terms of who you are?" My, one of my favorite sayings is we are human beings, not human doings, and so just being has value, but the doing also adds to that.
And so when I'm asking people questions, I really wanna understand who they are, so when I'm- Make that connection point. I'm like, "Okay, that's good. Now we can connect on that level." But, and I'm continuing to be able to be a really good listener, 'cause that's the way you're gonna be a great partner or a great business.
If you're gonna say, "I can meet your needs," you gotta understand what those needs are. And if you don't p- protect, perfect yourself as being a good listener, you'll never understand those needs. And so thank, to me, that's what's so important, is when you're comfortable in who you are, you can just listen, and then been able to actually interact with that person in a way that really is meaningful to them.
Absolutely. Let me ask you a question. One, what would you do when, if you go up to somebody and say, "Okay, what do you do?" And they give you that canned 30-second elevator speech. So the first thing is I don't even ask them the question, "What do you do?" I say, "Tell me who you are." And they wanna immediately start with I work in this job, and I do this and thing."
I said not what you do. Tell me who you are." And so I always make that distinction to ask the very specific question so that they understand what I'm trying to get at. Because that has opened up so many more doors for me networking, Michael, than asking, "Oh, what do you do?" Because I don't want the canned answer.
I want the authentic, what it is from the heart. What drives you every day? What wakes you up? Now, what's that purpose that you're living that makes a difference? And that's what I wanna know about. Very good. V- very good. Because what I teach is when I ask you that question and they give me a 30-second elevator speech, I said, "Okay no.
Let's perfect your 30 seconds." And we perfect it. Say, "Okay, now throw that out and bring it down to 10 seconds." And that usually throws them for a loop. We get it down to 10 seconds, I say, "That's g- that's great. Now throw it out." Yep. Because I wanna know the feeling that you give to the other person about what you do.
I love that. And that tells so much more than what you do. Yes. Yes. And I always- Love that ... I introduce other d- different things but that's really what I'm after is the feeling that, I'm a public, a professional speaker, I'm an executive business coach. And, what do I do?
I turn conversations into clients without leaving money on the table. That's what I do, yes. And then I'll tell you, "Oh, I'm a business coach." Yes. Sure, fine. But that's what I do. I love that. Okay. Yes, I love that. Many people network while trying to impress others.
What changes... Oh, wait, so I just asked you that question. That's silly, isn't it? It's okay. All right. That's okay. Let's go with number four. Okay. So living your truth sounds inspiring, but it can also be uncomfortable. Have there ever been moments when staying true to your values cost you an opportunity, yet ultimately led to something better?
Oh, absolutely. This I love this question probably the most of anything you've asked me so far. That's one of my favorite pieces because I think when you are your authentic self, you attract the p- the clients, the partners, those people who want to do business with you. I'm a very specific kind of brand.
I'm a... I tell people all the time, I'm a storyteller. I'm a very, public, very loud, very dynamic s- storyteller. If you want somebody who's quiet and reserved, that's not gonna be me. So anything about my branding does not look like that at all. So when I'm living my truth, I come out and I'm funny, I'm a little quirky, but I always come rooted in real data and lived experience.
And so if people are looking for that kind of interaction, then that's what they get with me every single time, like every single time, which is around the brand. If you're building a brand, they need to have that experience every time they do with you or anybody working on your team. And so that is what's super important to me, is that I live exactly what I say I am, and people get that.
And they keep coming back, and I get referrals all the time, and that is the biggest honor for me, is to have repeat business and referrals from those I've done business with. And that to me is the ultimate, pinnacle of doing business and being a good business person. Absolutely. A- and you told me that you put humor into everything- Yeah
as do I because... And it's usually self-deprecating, right? Yeah. Because I'm not gonna make fun of somebody else. Exactly. And when you turn it on yourself, they start laughing, and they're not sure why they're laughing, but they're laughing at you, and say join the party," because everybody else is laughing at me also, exactly. And you make the room more fun, and- Yeah ... people become more interested and pay attention a little bit more. Yes. So yeah, that's exactly what I do also. Very good. Yes. Yes. Thank you. And it delivers humanity. First of all, we wanna everybody know, hey, I'm human. I'm not robot. So if I mess up some words or something, one of my favorite things, if you...
As a public speaker you probably know, I was saying something and a whole bunch of spit just flew right out of my mouth, and I was like front row, if you didn't expect a second shower today, I'm so glad I was able to-" "... meet that need for you." So it's like you just- That's great ... just say stuff like that 'cause you wanna it's human to do that.
So you just humanize it all and it makes people feel a lot more comfortable. Absolutely. I have to tell you, there was one time I was on stage, and it was just about a stage that was about a foot and a half high, and then the room. And as I'm speaking and talking, the stage collapsed, right? Oh. And I went down about a foot and a half.
I was still standing, about a foot and a half, and everybody was like, "" and I said- I'm feeling mighty low. I owned the situation, I got out of it- Exactly ... and I went on with the show. And that was- Exactly ... really it. And afterwards, the event planners came up to me and said that was perfect.
Exactly. They apologized and everything, but it was perfect. That's wonderful. Okay. Love that. Do you believe people are attracted more to confidence, competence, or authenticity? Ooh. Which one creates the deepest trust over time? That's such a great question, Michael, and I honestly think it might be based on the situation.
I was having this conversation actually just last week about confidence and walking in your confidence, and you could be confidently wrong in a lot of cases, right? You can walk in- Yeah ... and you can present yourself as knowing what you're talking about, and you sound good, but you're literally making stuff up.
So I think that's a challenge, but people look at that as maybe "Oh, do they really know what they're talking about?" You need to do a little bit of investigation, right? And then the comp- competence piece to me is you can be competent in what you're doing, but you're a little timid to share it, so there's a piece of that's like, "Ugh, I don't know if I can really trust this person," 'cause they're I know this is true, but I'm not sure," and they're not looking at you and they're looking down.
And you're like, so that doesn't really show it. To me, authenticity brings both of those together. If you're confident in knowing, "Hey, I really know this," or, "Hey, I don't know this at all. I'm, need to research this," I think that's a beautiful thing. And when you show up in that authentic way saying, "This is what I do really and I'm really comp- competent in this, but then this is what I know I do really and I'm confident in this."
So that authenticity to me brings both of them together in a marriage that is exactly what people need to build the most trust. Yes, a- absolutely, and you hit it when you said, it, you can be confident not knowing what you're talking about, or you can be confident but then that chisels away your authenticity.
Yes. Yes. So it chisels it away a little bit. So aut- you're right. For authenticity brings them both all three together. Yes. And so that's very good answer. Thank you. In today's AI driven world where polished content is everywhere, do you think authenticity has become one of the rarest and most valuable leadership qualities?
I really do. Th- this, I struggle with this one so much because when I talk to a lot of my clients, they're like laying people off saying we gotta make room for AI." And I say, "AI is a tool, y'all. It's not to replace people, it's to help them be more effective, more efficient, and to focus on the things that they do best," right?
There will never be a time we don't need human skills. There will never be a time that we don't need human skills. And so I appreciate what AI can do. To me, it's just like a Google search or if you're old enough to understand Encyclopedia Britannica, when you used to get those subscriptions. There are tools to help you understand how to develop arguments, how to gain more knowledge, and to be able to do your job more effectively.
And so for me- AI is just the tool, and what we have to do is continue to help humans know how to utilize that tool to the best of their ability so that their authenticity can shine, where they can take away some of those more mundane, menial tasks that, that take so much of their time and effort and burns people out, honestly, and how you can really focus on that value that you're bringing to not only the organization, but to the clients that you serve I'm so glad that you said AI is a tool, right?
Because it's just a quiver in your arrow- ... and it's a tool. And you don't have to get rid of people. You can make the people who are there better- That's exactly right ... and be more effective. That's right. So instead of hiring another person, the people there can do more- Exactly ... with less. That's exactly right.
So I frown upon employers that are getting rid of people to bring in AI tools- Exactly ... because it is a tool, as you said. Yes. That's exactly right, 'cause n- I don't know any person in construction that leaves a hammer on the table and says, "Okay, that hammer's the tool and it's gonna do everything."
No, it's not. That's right. That's right. That's r- that's very, a very good analogy. I'm gonna write that down, as a matter of fact. I'm gonna... Because that's all it is. As a,
a carpenter, a construction worker- That's right ... it's a tool, it's like, you can't lay it on the table and say, "Okay, go to work." Exactly. It's not gonna do anything. It- You've gotta be the one behind it. So- That's exactly right ... a very good... Okay. What's the difference between attracting a large network and attracting the right network?
Ooh, yeah. And how can someone tell when they're building relationships that truly fit their values? I love this question, too. You come up with some really great questions, Mike. I'm loving this. I think about, the influencer market that we're in right now, right? So you see so many people on social media that's like, "I'm an influencer and I have 100,000 followers, so you should just trust me."
And I'm like, "Okay that's cool, but how did you get those 100,000, and then what is the value that you're giving to them, but what is also the value they're giving back to you?" 'Cause if I had 100,000 followers, and I'm not mad at anybody who has 100,000 followers, there's no way you can make authentic relationships with 100,000 people.
There's zero way. Zero way. And then most of it is just noise. But if you, again, come back to having, I have 10 people that have got my back, that understand me, that have s- that see the value that I bring, those 10 are the multiplier factor that you need. And to me, that is the most important. How can you go deep?
As much as you can, not necessarily wide. But you can go wide and deep to a certain amount, but not everybody. And so really understanding, first and foremost, what is it you're actually going after? 'Cause you gotta ask the right questions first to understand the outcomes that you want, and then I always work backwards okay, if this is the outcome I want, what are the steps I need to do to get there?
And so I go, try to trace that back to one, I say. And so that is the most important thing, is first and fore- foremost, decide what is the outcome you actually want with that network, and then work your way backwards to think, how is the most effective way I can get that done? It's a very good... It- that- that's a financial and a marketing tool that you always look at your end results.
Say, "Okay, that's how I got here. That's what I wanna do." "How can I get there?" And you dissect it right down to, "Okay, I have to get three clients this week." Right down to that point. So- ... that's, a- and I use that all the time. Yes. Yes. I, you're- you're hitting it right on the, the nail right on the head.
Thank you. Okay. When you've built your strongest partnerships, what mattered more in the beginning? Shared goals or shared values? Ooh, 100% shared values. It's always, to me, you got to appreciate and respect the people that you're working with. It brings so much more to the table. And I will tell you from examples of me working in those larger matrix companies, we worked with some folks that I feel like were some su- suspect and shady, and I didn't like doing it, but I was beholden to a corporate paycheck, so I did what I had to do.
But as a business owner, I get to make a different decision, and I say, "These are the values," and I wear them loud and proud on my sleeve, on my website, everywhere, so people know what they're getting into as soon as they connect with me or see me anywhere on social media. And so that's the first thing. So I'm gonna ask them, "How do you treat your people?"
First and foremost. I'm human-centered, and I'll tell people that 100%. I'm not just about the financial aspect. How are you treating your people, and how are you helping them with the financial aspect of their lives? And if we mesh there, then we can continue the conversation about what the mutual goals are that we have for each other and how we can help each other get there.
Hey. All right. All right, I like that answer, too. This is great. Okay. How do leaders create environments where people feel safe enough to be honest, vulnerable, or fully engaged instead of simply performing? Absolutely. First they lead by example. I always tell my leaders, I said, "The most important ways that you can show up as a leader is through vulnerability, humility, and authenticity.
And if you know something, say you know it. If you don't know something, say I don't know that, but I can find out.'" People love truth and they love humanity. So all of us, as we know, we're flawed as humans, so just saying, "Hey, I don't know, but together we do know." And I think that's the biggest piece, is always people want things done with them, not to them.
So when you address it with your team and say, "Hey, we have this problem we need to solve. I have this much information, but I know each of you have information as well. How can we bring all the relevant information together to make a solution that we can all work toward together?" That buy-in means so much to folks.
They really say, "Oh, you value what I bring to the table. I'm not just a task doer. I'm actually a part of seeing the success of this organization." And so when leaders are able to create that kind of environment where it's two-way communication, two-way communication, and that everybody's involved in the decision-making, that is so important.
Now, that doesn't mean abdicating your responsibilities as a leader for leading the team. It's saying, "I need input from all of you to make the best decisions that we can move forward together." That was very good. And I noticed that you constantly use the word leader instead of boss. Yes. Okay?
Because there is such a difference between being a leader and being a boss. And part of my workshop that I do is it brings that into it, the difference between being a leader and a boss. Absolutely. And you always say you wanna be a leader instead of a boss. Yes. A boss you can go on the street and find a boss, right?
Yes. To to regurgitate your policies. Yes. But to be a leader, that's so different. You have to- Yeah ... be part of that. But yeah, so before I give you the last question- Okay ... if your network became a mirror of your character tomorrow- ... what would you be proud of that reflection? I would be so proud of how we think about not only ourselves, but each other.
Whenever we make a decision, we're like, "How is this gonna impact the greater good, the greater world our team?" You start with yourself as a small circle, and it's, okay, myself, then my team, then my company, then my world, right? So y- I always think about the ripple effect. If you throw a stone in the water, it starts small and it ripples out, and that's what I always think about in terms of how my r- my network looks at me and reflects me, and I reflect them, is how do we start small and let that ripple effect multiplier just continues to go out so that everybody can win?
It's not a win-lose situation, it's a win-win all the time. Very good. Very good. And okay, so let's bring this podcast full circle. If someone listening wanted to build a network that reflected the person that they aspire to become, not just a career they hope to have- Yeah ... what would you encourage them to start doing today?
I would encourage them, number one, to start doing wherever you are. Are you in a company? Have you talked to your team? Have you talked to teams that are completely right adjacent to you? How have you built relationships? Not just about, "Hey, I need a transaction. I need you to do this thing for me."
How have you built a relationship? And those kind of things are super important. I come from a hospitality background, and I say there's a difference between hospitality and customer service. Customer service is transactional, hospitality is relational. We're building long-term relationships, so I'm always practicing hospitality, and I think everybody has the ability to do that.
You have to put y- your hand out first and say, "Hi. I'm La Baker and I wanna get to know you and how you work and how you think, and I wanna be able to see how can we partner together to us be successful together?" And when you say that, that opens up a whole nother door for people to be able to like, "Oh, okay.
Let's let's talk a little bit. Let's share and let's build together." 'Cause it's not about extraction, it's about how do you actually build each other and then grow together? Now you said La Baker. Yeah. You don't use LaChandra? I do- You don't use the- ... but mo- most of my people just, 'cause I'm just, I'm so simple.
I'm just r- I'm just regular all the time, Michael, so people just call me La most of the time. Okay. Okay. I want to make sure, because if I was calling you something wrong this whole time- Oh, no ... and you didn't say anything... Okay, I just wanted to make sure. No. No, you're not at all. Just people just, once you get more familiar with me, everyone just calls me La.
So you can call me La going forward, Michael, 'cause we're n- Thank you ... familiar with each other now. Thank you very much. Thank you. La, I wanna thank you so much for coming on the podcast, because this was extraordinary. We had, we are so much on the same level thinking-wise that it's uncanny.
But- Oh, I love it ... listen if somebody wanted to get hold of you, either to be mentored by you, to be coached by you, or just to say hi, how would they do it? Absolutely. So my website is LBB Edutainment, 'cause it's my initials, LBB, and then edutainment, 'cause we're the juxtaposition of educating and entertaining, like yourself.
We bring that together. And then I'm all, all socials @LBBEdutainment, so they can find me anywhere. Absolutely. This was so inspiring. Okay, the biggest takeaway, the strongest relationships aren't built by trying to impress people. They're built by being genuine enough to people to trust you.
Definitely. If you enjoyed this episode follow, subscribe to Networking Unleashed, Building Profitable Connections, for more conversations on networking, communication, leadership, and business growth. And if this episode made you think differently about relationships, make it with somebody who believes success begins with authenticity.
If you're looking for a keynote speaker or executive communication coach to help your organization build stronger relationships, communicate with greater impact, and create meaningful business connections, visit MichaelAForman.com. So until next time, remember, your network isn't built by collecting contacts.
It's built by earning trust, living your values, and becoming someone people are proud to know. La, I tell you again, this was a great podcast. Thank you so much for having me, Michael.
Hello. I would like to welcome you to the Fusion Alliance Business Expo II. That's right, we're having another networking expo. Now, this one is gonna be even better than the first one in March. This one is October 22nd, held at Yifon Restaurant and Event Center, 6000 Medlock Bridge Parkway, Georgia. Now, this is your chance.
This is your chance to showcase your business, connect with the community, and gain unmatched exposure. This event is designed to highlight your thriving business, and is a must-attend gathering for most local leaders and entrepreneurs. So now, what's, what is there gonna be? First of all, it's free admission to the public, so come one, come all.
There's gonna be a large audience to see your business. You're gonna gain new customers, build your brand, and establish strategic partnerships. So whether you're looking to gain new customers, build your brand, or establish strategic partnerships, Business Expo II is the place to be. Don't miss your chance to be part of this exclusive annual showcase of Johns Creek's best businesses.
Remember, it's October 22nd. Remember that, October 22nd, between the hours of 11:00 AM and 4:00 PM. The location, 6000 Medlock Bridge Parkway, Johns Creek. You can go to the website, and it's www.fusionalliance.info, F-U-S-I-O-N-A-L-L-I-A-N-C-E.info. You can get all of it there. You can be a vendor, you can be a sponsor, or if you want, you can just come on and enjoy it.
So come on down, everyone else is gonna be there, and just enjoy yourself.
📍 That's a wrap, folks. 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 and 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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