Real Relationships, by Contactually

Sales expert, Matthew Pollard, joins me on episode 42 of Real Relationships. You may have heard of him or seen him around on the internet, he is known as 'the rapid growth guy.' Matthew is a speaker, growth coach, and author of The Introvert's Edge. Matthew has nailed down a process to cultivate analytical thinking to create solutions to what customers need. He joins the show to expound on his theory that introverts actually have the advantage when it comes to selling. Are you curious to hear how this could be true? Listen to this episode to discover the secret of sales for introverts.

How does an introvert become a door to door salesman?

Surprisingly enough Matthew began his career as a door to door salesman. Being an introvert, this was the last job he could ever want. But since this was the only company hiring at the time, he had to give it a go. It took knocking on 93 doors before he got his first sale. That is when he realized he had to learn how to sell. Matthew began scouring YouTube to find out how to sell. He figured if he could just develop a strategy that he could use he could actually become a salesman. Watching YouTube videos is a challenging way to learn, but he was able to create his own system over time. That is how he ended up becoming so good at selling that he became the sales trainer for the number one sales company in the southern hemisphere. Listen to this episode of Real Relationships to hear about Matthew's system for sales and discover why being an introvert is actually a real advantage.

How is being an introvert a secret advantage in sales?

Introverts don't come with a natural knack for talking to people which means that sales can be a real challenge. But being an introvert can spur you to take action to learn more. Introverts are great at learning systems, so once they learn this becomes their secret advantage. Introverts have one skill that extroverts have a hard time with - listening. Introverts are expert listeners since they aren't always planning their next thing to say. Introverts truly listen to the response of a question. Once you understand that you have a natural advantage over extroverts, then you realize that it is easy to learn a system to help you. Learn sales for introverts and how to outperform extroverts and earn more money by listening to Matthew Pollard on this episode of Real Relationships.

What does Matthew wish he could tell his younger self about sales?

Most people focus on sales tactics and not the strategies behind selling. The sales conversation becomes easier if you have a strategy. Matthew has learned the importance of differentiating himself in a crowded market. The key to sales is discovering what separates you from everyone else in the industry. Once you can do that you can niche down. Matthew feels that speaking to everyone is as good as speaking to no one. If Matthew could talk to his younger self he would want to hear about real examples of sales successes. After so many years of using his sales strategy, he has hundreds of examples of people using his sales strategy to achieve success. Learn the story of how Matthew took a language education expert from making $50 an hour to selling a $27,000 6-week package on this episode of Real Relationships.

How does he balance the important tasks with the urgent tasks?

Matthew uses time-blocking to block out time to work on his business rather than in it. He understands that the only way to have real growth in his business is by dedicating time to marketing. Many people spend less than 45 minutes working on marketing for their business and then they are surprised when they find that they have no clientele. Few people realize how important it is to work on their business rather than work in their business. Matthew feels that it is as simple as dedicating 20% of your time on marketing. Listen to Matthew's creative solution to blocking out time for marketing on this episode of Real Relationships.

Outline of this great episode

• [1:54] How did he start off his career as a door to door salesman?
• [10:15] Is being an introvert a secret advantage?
• [13:46] What does he wish he could tell his younger self?
• [23:44] When someone asks you what you do, how do you answer?
• [26:52] How does he balance the important with the urgent?
• [31:24] Does Matthew have a regular approach to maintaining relationships in his business?
• [33:21] What is the one non-obvious thing he has found?

Resources & Links mentioned in this episode

• MatthewPollard.com
• Matthew's 3-Step Template
• BOOK - The Introvert's Edge by Matthew Pollard
• Matthew on Instagram
• Matthew on Facebook
• Matthew on LinkedIn
• Matthew on Twitter
• Sales and Marketing Magazine May/June edition

Writer, speaker, and professor, David Burkus is my guest today. David started one of the first business podcasts ever called Radio Free Leader. Living in Tulsa, Oklahoma, David had to get creative about networking. He had to become very intentional about who he knew and had to map out how people connected with each other. When he was trying to learn how to network he realized that 90% of networking books discuss how to talk to people at mixers and cocktail parties. He wanted to write something different that would apply to his situation based on network science. He essentially wrote the book he wanted to read. Listen to this episode of Real Relationships to hear David's advice on how to work within the network you already have.

Geography is no longer important in relationships

What if you could use your already existing network to make your next sale? When you already live in a small geographic area you can't rely on going to cocktail parties every night for the opportunity to meet new people. You have to be more intentional about developing relationships with the people you already know. It's more about knowing the network that you're already in and strengthening those ties. People are no longer worried about having geography tying them together. Instead, people come together based on common interest or fields. Listen to David Burkus discuss why where you live is no longer relevant when developing your network on this episode of Real Relationships.

Understand the hidden networks within your network

Within your network, there are other networks hidden inside. If you could learn to utilize those networks by developing relationships you would find a gold mine. These networks are rich with information and it's easier to build a rapport than with a stranger since you already have a relationship with them. Start with the weaker ties in your network and build relationships and connections. When you build value in the network around you it will take care of you in the end. If you become resourceful to others they will, in turn, want to help you. Listen to this episode to hear how you can strengthen the ties within your network to help you out in the long run.

How did David learn the process of how to build good relationships?

David worked for years to build his relationships without much success. He learned the hard way through trial and error what worked and what didn't. He also started reading about network science. Between reading about network science and learning from mistakes he has been able to develop a process to figure out how everyone is connected in his network. He learned about preferential attachment, a power law which states the people who are more connected will then get connected faster. It explains why making connections look so easy for some people. Learn how to use preferential attachment on this episode of Real Relationships to grow your own network.

How do you choose which weak ties in your network to develop?

There is no hard and fast rule about who you should be talking to. This is where the field of networking goes from science to art. Try to put people in your industry in a different bucket than everyone else. Then from there ask: Who do you know wherever it is that you are trying to get into. When you ask multiple people this question you may hear the same name a few times. This is the person you need to develop a relationship with. Social media can help you create value within your weak ties. Listen to this episode to hear David Burkus teach how to utilize the weak ties in your network to achieve your next goal.

Outline of this great episode

• [2:24] You have to do things differently when you live in a small population
• [7:29] In today's economy businesses are built completely differently than 20 years ago
• [9:44] Understand the hidden networks within your network
• [14:44] Become known as the person who tries to connect others
• [15:25] How did he get started as a writer?
• [19:25] How do you learn the process of building good relationships?
• [26:32] How do you choose which weak ties to develop?
• [31:30] Use social media to create value

Resources & Links mentioned in this episode

• David Burkus' website
• BOOK - Friend of a Friend by David Burkus
• Jordan Harbinger
• The Art of Charm Podcast

Dave Delaney is a networking guru. He teaches digital marketing, social media strategy, and business networking. Dave is a keynote speaker and author of the book New Business Networking. He has a course and platform, called Networking for Nice People, that helps nice people get into networking. He wants to remove the sleazy feeling that people often get when they are networking. Dave joins me today on this episode of Real Relationships to discuss how to network if you are a nice person, think of this episode as your own personal networking guide. You'll want to hear Dave's take on how nice people can network effectively, so grab your earbuds and listen to this episode of Real Relationships.

Why is Dave focusing on improv training for companies?

Dave's Communication Reboot course teaches improv training to companies to help them learn to effectively communicate. Improv training helps improve communication not just between coworkers, but between entire teams. Everyone has fun together learning how to communicate and collaborate in an upbeat environment. Improv training teaches active listening, empathy, and helps improve problem-solving skills. This training helps teams work together to solve any kind of problem that arises in the workplace. Dave thinks that improv training can help everyone become a better communicator, listen to what he has to say on the matter and consider whether you think improv training could help you.

How can improv help you build and maintain better relationships?

Having improv training helps you to network effectively at conferences. At conferences you are not just there to see the speakers, you are also there to meet people and build relationships. Improv teaches you to become a great listener by learning how to use active listening. When you ask follow up questions that are based on what the person tells you, this opens them up for future relationships. It gives you an opportunity to explore new business relationships. You may end up getting more out of the networking than the workshops at the conference. Listen to this conversation to hear if you think that improv training could help you at your next conference.

How did he end up building great relationships?

Dave has been able to build great relationships by using effective listening and by finding ways to help people. Dave is always looking for ways to serve other people. One way that he uses Contactually to help him with this is by adding tags to contacts, this helps him make connections when he is looking to help someone out. He doesn't connect people looking for a favor in return, he just genuinely tries to help people. Dave finds that connecting people and genuinely looking for ways to serve people is the best way to form relationships and to do business. Listen to Dave's advice on building great relationships on this episode of Real Relationships.

What are some bad habits people have when networking

People tend to approach networking the wrong way. Many are simply trying to discover what they can get out of a networking event. But this isn't the way to do it. He says the best way to network is to just find people to help. You can do this by listening to them effectively and always asking follow up questions. Dave lets the other person do most of the talking so that he can find ways to help them. After the event, he takes notes on their business cards to reference later. Dave has fantastic advice on not just networking but building real relationships, so listen to this networking guide to hear all of his useful tips.

Outline of this great episode

• [1:44] Why is Dave focusing on improv training for companies?
• [4:06] How can improv help you build and maintain better relationships?
• [7:50] Why has this been his calling?
• [9:36] How did he learn networking?
• [12:24] Why did he create his course Networking for Nice People?
• [15:04] What are some bad habits people have when networking?
• [17:34] What is the most important non-obvious thing that can help people?

Resources & Links mentioned in this episode

• Dave Delaney on LinkedIn
• NetworkingForNicePeople.com
• Dave's website, FutureForth.com
• BOOK - New Business Networking by Dave Delaney

Ivan Misner has been called the "Father of Modern Networking" by CNN and one of the "Top Networking Experts to Watch" by Forbes. He joins me on Real Relationships to talk about networking and building relationships. Dr. Misner is a business networking expert and has been a keynote speaker all over the world. He is the founder and chief visionary officer of the world's largest business networking organization, BNI. BNI has an astounding 8,371 chapters in 71 countries. You won't want to miss Ivan's great advice for business professionals so make sure to listen to this episode.

What was the spark that led to BNI?

Ivan didn't like the types of networking groups that he had joined in the past. Some were all sales all the time and felt sleazy, others were all happy hour all the time. So that is when he decided to create his own networking organization. He started it with the philosophy of givers game, which means that you've got to help people to get help yourself. He opened 20 chapters in the first year because he discovered that people were hungry for networking. They are looking for platforms and strategies to use to network. Listen to this episode of Real Relationships to hear networking expert Ivan Misner's tips on networking.

How did Ivan strike a balance between socializing and selling with BNI?

Networking is not just slinging business cards. You have to focus on building relationships. BNI has a screening process and they meet every week. The networking group also recommends one on one meetings each week. Ivan credits the processes and systems that BNI has in place to make the networking organization so successful. Networking is all about building relationships that will help you down the road. The members know that they are planting seeds in the garden of their business. These seeds don't flourish immediately, but with proper care, they will feed you over time. Networking expert Ivan Misner gives some amazing advice on this episode of Real Relationships, so make sure you don't miss it!

How does he get people to dedicate their time to networking?

It's easy to get people to dedicate their time networking, at least once you show them that business is built from networking. At least half of most business clientele comes directly from networking. So once people realize this, asking people to spend an hour or two a week networking is easy. The truth is they should be networking even more. If you really want to grow your business you should spend 8-10 hours a week networking. It is the most cost-effective way to build your business. You could advertise or cold call, but both of these take a lot of time and effort to work. Or you could just network and build relationships. It's fun to meet people, get to know them, build a relationship, and do business with them. Discover how networking can help your business by listening to networking expert Ivan Misner on episode 39 of Real Relationships.

How do the core values of BNI help the network organization grow?

Networking expert Ivan Misner wasn't born an expert. Networking is not something that is taught in college. It took trial and error to get it right. He wrote down what worked and what didn't. One thing that really worked a the beginning of the BNI organization is the rule of givers game. The givers game value is one that every BNI member knows and practices. You have to give business to get business. Help others and they will help you. When BNI was created in 1985 this idea was unheard of. Ivan admits that the core values of BNI are the most important aspect of the organization. Listen to this episode of Real Relationships to hear how helping others is the best way to help yourself.

Outline of this great episode

• [1:34] What is the coolest business card that Ivan has ever seen?
• [3:15] A quick overview of the 12x12x12 system
• [8:02] What is the top trait of a good networker?
• [9:02] What was the spark that led to BNI?
• [12:28] How did Ivan learn networking?
• [16:14] How did he strike a balance with BNI?
• [20:08] How does he get people to dedicate their time to networking?
• [27:44] How did he decide that he wanted to do this for the rest of his life?
• [33:02] What is he working on in the future?

Resources & Links mentioned in this episode

• Ivan Misner's website
• BOOK - Networking Like a Proby Ivan Misner
• BOOK - It's in the Cards by Ivan Misner
• Ivan's Facebook page

Networking expert Robbie Samuels joins me to talk about rocking business networking events on this episode of Real Relationships. Robbie is the author of the bestselling book Croissants vs Bagels and is a renowned speaker, author, and coach. Robbie helps business leaders stop wasting time networking and start building relationships. He shares so many secrets about how to meet the right people, how to follow up, and how to make the most out of each business networking event. Listen to this episode before your next networking event so that you can make the most out of it.

How do you make the most out of attending a business networking event?

When you go to a networking event you certainly don't want it to be a waste of time. It is important that you get the most out of each hour you spend networking. But how do you go about that? If you walk into the room and just start handing out business cards and trying to make a sale this is a surefire way to be forgotten. You also don't want to just stand there by the wall just checking your phone. You attend these events to make connections. Robbie Samuels shares his fantastic advice on how to make the most out of business networking events on this episode of Real Relationships, so listen now to hear the full scoop.

How do you make sure you are creating an inclusive environment when planning a networking event?

If you are one of the organizers or regulars of business networking events you want to ensure that you are creating an inclusive and welcoming environment for all of those invited. If you are organizing an event then make sure that everyone understands their responsibility to be inclusive. Invite regulars to come early and welcome newcomers. Many attendees may be invited but not feel welcomed. So it is important when planning events to ensure that everyone that has been invited feels welcomed. This helps to retain people and ensure they come to the next event. Robbie Samuels has organized so many events and has great advice for Real Relationships listeners, make sure you listen to the whole episode to hear all of his advice.

How do you learn how to build relationships at business networking events?

Walking into networking events and walking out with a new relationship can be a challenge. One way is to ensure that you are trying build relationships and not just trying to make a sale. Nobody wants to be spammed online or in person, so handing someone your card and walking away is not the best tactic. Face to face interactions must be practiced in this increasingly digitized world. Robbie shares his expertise on networking and building relationships on this episode of Real Relationships, you won't want to miss it, so just click play.

How do you ensure a valuable interaction at each networking event?

When you walk into each networking event, don't just go in blindly. Have a plan of action. You must know why you're there, who you expect to meet and what kind of relationship you are looking to form. Sales come from relationships, not from first meetings. Planning your strategy beforehand is key to making the most of each networking event. Robbie has a wealth of networking experience and knowledge to share with all of us. Join us in this conversation on this episode of Real Relationships to hear his great advice.

Outline of this great episode

• [3:20] What caused Robbie to focus on this as his life's work?
• [7:44] There's a difference between inviting and welcoming
• [11:22] How does someone get the most out of an event?
• [15:40] How do you make sure you are creating an inclusive environment?
• [20:15] How do you learn how to build relationships?
• [22:48] How do you ensure a valuable interaction?
• [26:22] How does Robbie use Contactually?
• [28:11] What is the one non-obvious tactic when you walk out of the networking event?

Resources & Links mentioned in this episode

• robbiesamuels.com
• BOOK - Crossaints vs Bagels by Robbie Samuels

Are you trying to make sales on social media? My guest today is Phil Gerbyshak and he is here to teach us how to start adding value on social media instead of adding sales pitches. Phil Gerbyshak is the author of four books and an esteemed public speaker. Phil is an expert in using technology to improve relationships and a social media guru. Phil teaches others how to connect people and technology together to increase sales. Phil has always loved building relationships and using tech and has so much to share with us that you won't learn in business school. You'll want to hear what Phil has to say about building relationships and adding value through social media so make sure to listen to this episode of Real Relationships to get the full scoop.

Phil doesn't teach how to use social media, he teaches people how to connect with each other

Cold calling is a dying trend, but what will never die is relationship building. Thankfully social media has given us the power to connect and build relationships over any distance. A great way to connect with people over social media is through a third party. If you are both connected through a mutual acquaintance this makes it easier to form a relationship over common ground. Maintaining these connections over time will do your business a world of good. Phil has some phenomenal advice on adding value through social media, but you have to be willing to implement his strategies. Listen to Phil's social media recommendations for yourself on this episode of Real Relationships.

How do you build relationships that lead to sales?

Building relationships is all well and good, but how do they lead to sales? Unfortunately, there is no shortcut to selling through social media. Relationships take time and effort to build and you can't force them to happen. The trick is to sell with social media, not on social media. Before inviting someone into your sales circle you need to interact with them first. Phil's advice is to go to their social space, read their content, and get involved on their platforms. When you genuinely connect with people then they will be more open to a natural flowing sales pitch that is adding value to their life. Even though Phil has no shortcuts to success, he has some great advice. Listen to the full episode to hear everything he has to say about building relationships and selling online.

Stop trying to sell and start trying to engage

You can't pretend that you are interested in someone on social media if you try your lack of authenticity will shine through. You need to be genuinely interested in what they have to say if you want people to take you seriously. The power of social media to drive sales is all about how you use it. If you simply want to make sales without connecting to your target customer then you will seem sleazy and pushy. Instead, focus your energy on relationship building and you can be a person of value to an added friend. If you are committed to being helpful to others they will seek you out and be willing to listen to what you have to say. If you think this is great advice then you will want to hear it all straight from the horse's mouth. Listen to this episode of Real Relationships to hear my full conversation with Phil Gerbyshak.

Insight is what sells, not information

These days we are all bombarded with information. Anyone with a computer can find out anything they would like to know. If you are looking to sell something then you need to provide your client with insight, not simply more information. Illuminate the value that you can provide and that will lead naturally to a sale. If you are adding value and providing insight then you can sell to anyone who needs your services. Phil offers us some great insight on this episode of Real Relationships so listen in to hear it all.

Outline of this great episode

• [1:24] Phil Gerbyshak has always loved technology and relationships
• [4:48] How did Phil learn the tactics that he uses today
• [11:23] How to use social media to build relationships that lead to sales
• [18:42] How do you bridge the gap of unease to build a relationship but you are looking for sales
• [25:52] how do we go about showing our value to people?
• [28:26] Are there any specific non-obvious tactics that he has found

Resources & Links mentioned in this episode

• PhilGerbyshak.com
• Phil on LinkedIn - don't forget to contextualize your connection!
• Phil on Twitter
• Check out Phil's books on Amazon!
• BOOK - Love is the Killer App by Tim Sanders
• BOOK - The Go-Giver by Bob Burg

My guest today is Jeffrey Shaw, photographer, public speaker, serial entrepreneur and author of the new book Lingo: Discover Your Ideal Customer's Secret Language and Make Your Business Irresistible. Jeffrey is here to show us how we can rise above the noise in a crowded market and attract the right customers. He has fantastic advice about how to really connect with potential clients and understand each market. He even gives us some tips straight from his book as well as a free bonus for listeners of Real Relationships. You'll want to listen to this episode to hear how you can connect and build a relationship with your ideal client.

What is the key to entrepreneurship?

Jeffrey learned early on in his business that relationships are the key to entrepreneurship. In this technological age of information, everyone has access to so much knowledge and an equal level of technology so the only thing that separates successful entrepreneurs from the rest of the crowd is the ability to form lasting relationships. When all things are equal then the only thing that matters is the relationship that we have with our clients. This is not something that is taught, no one teaches how to build relationships in business school. Learning how to build and maintain relationships with your client base is the key to success. Listen to this episode to hear how to create lasting relationships with your clients and transform your business.

How do you know who your ideal customer is?

So many businesses go about finding their ideal clients the wrong way. Instead of trying to force your business to fit a customer avatar start with your innate characteristics. Who are you really? Who would love to work with you? Once you understand the answers to these questions then you can define your ideal customer. After you have defined your ideal customer find out where are they and what is the market like for these people. Take the time at the beginning of building your business to define your market base and you will save yourself a lot of trouble. If you are having a hard time with your current customer base then realign your business to your ideal customer. Learn how to define your ideal customer first by listening to Jeffrey's fantastic advice on this episode of Real Relationships.

How do you better understand your market so you can begin to connect with your target client?

When Jeffrey first started out selling portraits he didn't realize that portraits are a luxury product purchased by affluent people. Once he did he made it a point to study the people that he wanted to sell to. He learned their behaviors and mindsets by going to high-end stores and places to learn more about his market. This helped him learn how to connect with his ideal clients and build relationships with them. Once you understand your market you can begin to make real connections with your target clients. Learn how to make these connections by listening to Jeffrey Shaw on this episode of Real Relationships.

How to predict your clients' needs so that you can best serve them

Staying one step ahead of your clients is the best way to keep them wanting your services. If you can predict what they need and provide that service to them before they even know what they need then you will form a lasting relationship. This can be a challenge but once you find out the commonalities or common values among your ideal client base then you can speak in a language that connects with them and make those clients feel completely understood. Listen to this episode of Real Relationships to hear how to predict your clients' needs and make them feel understood.

Outline of this great episode

• [1:35] What is the biggest challenge in getting just the right portrait?
• [5:15] When did Jeffrey realize that relationships were the key to entrepreneurship?
• [7:15] How did he learn how to build relationships?
• [10:15] How do we understand other people's worlds to begin to connect with them?
• [16:47] Jeffrey walks us through his book
• [19:56] How to stay one step ahead of your clients
• [25:21] How to predict your clients' needs when you don't contact them frequently

Resources & Links mentioned in this episode

• BOOK - Lingo by Jeffrey Shaw
• JeffreyShaw.com
• Lingo Media Kit

My guest on this episode of Real Relationships is Joyce Layman, a speaker, author, business coach, connector, and strategist. She is the author of two fabulous books, Just Another Leap, and Your Connecting Advantage. According to Bob Berg, she is the 'greatest networker in the world.' Joyce is on the show to give us her insight on how we can make connections with people rather than simply networking. If networking hasn't been working for you, it's time to learn how to make connections. Listen to this episode to learn how to make real connections and quit networking so that you can develop real relationships and grow your business.

How did Joyce start her business with no brand, network, or clue?

Joyce Layman began her own business in 2008, probably the worst time in recent history to become an entrepreneur. She started with no brand, no network, and no clue. Although she had vast experience in outside sales, she found herself without a network. She quickly discovered that she needed to build her network and her brand to make her business successful. Joyce created a brand from scratch and developed the right relationships and the right processes to make her business grow. Listen to this episode to hear how you can create the right relationships and branding to help your business thrive.

What is the purpose of networking?

Oftentimes people attend networking events to strike it big and network with 'the right' people. But the purpose of networking is not just going to a networking event, it's connecting and building relationships over time. Networking is really all about connecting. Once you make that connection it needs to be nurtured over time. The best results happen when you connect, not just network. When you are able to connect and build a relationship this helps individuals and businesses grow. Listen to this episode to hear how to quit networking and start building relationships.

How important is branding?

While it is important to make connections, Joyce tells me that it is vital to ensure that your brand is set up before making these connections. When beginning to network or make connections, the first thing that a person will do when they get the business card or the invite ist to look you up. If you don't have the proper branding in place on all the social media outlets and your website up then you have just lost your social proof. The core of her book is how building a brand is important to make connections. Listen to this episode to hear Joyce Layman's great advice on how to position yourself properly online before making connections.

Make the ask!

What is Joyce Layman's most important tactic that can make the difference between being successful or not? -- Making the ask! Sometimes people won't make the ask because they feel that they are just taking. When you have an ask to make change your mindset and shift gears to see how to add value back to that person. Never miss the opportunity to make the ask. Do the research in advance and gather enough information to make an intelligent ask. Listen to the full episode to hear how you can make an intelligent ask and add value to the people in your network.

Outline of this great episode

• [1:22] She started her own business in 2008
• [2:54] Why does she do what she does?
• [4:02] Why are relationships important to her?
• [9:16] How did she learn the skill what to do when someone reaches out
• [13:14] What are some of the pitfalls
• [18:47] What is her ninja trick?
• [20:50] What is the core of her book?

Resources & Links mentioned in this episode

• BOOK - Your Connecting Advantage by Joyce Layman
• BOOK - Just Another Leap by Joyce Layman
• www.joycelayman.com
• Joyce on Twitter
• Joyce on Instagram
• Joyce on Facebook
• Joyce on Linkedin -- don't forget to send a customized invite!

Michael Ferrara has had such a diverse career. He is a great public speaker, a photographer, a philosopher, and a real estate professional. On this episode of Real Relationships, I chat with Matthew and learn how his varied interests have helped his career. Matthew also explains to me how building genuine client relationships have led to his sales success. Matthew never has to chase the sale or make the ask. Do you want to learn how to have your sales just come to you without chasing them down? If so, then listen to this episode to hear Matthew's fantastic advice on developing genuine client relationships.

Learn how to maximize your work and play

Why does Matthew Ferrera do what he does? He is a multifaceted worker that has a knack for connecting different things to help friends and audiences. His varied interests have helped him connect different people and in turn, help them develop relationships. Matthew's desire to help people to maximize their work and play has led to an interesting and varied career. He realized that those with an expansive view can provide more insight. Find out more about how Matthew uses his unique background to maximize his work and play while connecting people.

Repeat great lessons from those who have come before

Matthew transformed his career slowly over time. He learned how important relationships are when it took one key relationship to bring about his transformation to a career in real estate. That relationship helped him find his way and he learned some great lessons that he has been repeating throughout the years since great lessons can be used over and over. Ever since embarking on his real estate journey he has been looking for bigger and bigger platforms which eventually led to his career in public speaking. Listen to this episode to hear some of the fantastic lessons that Matthew's mentors have provided him and that you can use in your own career.

Learn how to build key relationships

A series of great relationships were a key to Matthew's career success. This led him to learn that relationships are key to making any sales or doing any sort of business. Matthew learned that listening is imperative to building relationships even though his natural tendency as a public speaker is to do all the talking. Part of relationship building is to be a listening marketer, not a telling marketer. Over time he has learned how to build genuine relationships with his clients. Listen to this episode to hear Matthew's tips for building genuine client relationships.

When will the transaction happen?

Many sales professionals are always looking for the next sale. They bombard their clients with spammy newsletters or less than helpful social media tips. Matthew approaches his clients differently. He provides the work first before a transaction ever happens. That way the sale happens naturally when the time is right. He feels that it is best to put the transaction out of his mind and focus on building a genuine relationship with his client. He knows that if the trust is built and the relationship is solid then the transaction will come at the right time. Are you tired of chasing after clients and always trying to make the sale? If so, then you will want to listen to this episode to hear Michael Ferrara discuss his genuine client relationships.

Outline of this great episode

• [1:24] Why does Matthew do what he does
• [6:04] How Matthew transformed from an introvert to an extrovert
• [10:05] The power of relationships have been the key to his success
• [18:06] Being genuine in relationships
• [22:03] Just do the work and you will get paid
• [31:47] Open your conversations with questions

Resources & Links mentioned in this episode

• matthewferrara.com

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My guest on this episode of Real Relationships is Michael Katz, the likeable expert. Join Michael and I as we discuss how to form real relationships by becoming a likeable expert in your field. Michael is a likeable expert on marketing and has written four books on the subject. He gives out some great ideas on how to gain clients by not just being an expert in your field but being a likeable expert. If you are interested in learning more about how to gain more clients by building and maintaining real relationships and becoming more likeable to clients listen to this discussion to hear how.

What is a likeable expert?

It's hard to tell exactly who is an expert in their field in today's ever so specialized world. Every profession seems to be full of experts, but just where are the likeable ones? Something that can set you apart from the rest of the experts in your field is to simply be likeable. Raising your likeability is an easy and practical way to gain more clients. If you are looking to gain an edge over the competition in your specialty, then you will want to listen to this discussion to hear Michael's sound advice on becoming a likeable expert.

Relationship marketing is key to gaining clients

When Michael began his small marketing firm in the early 2000's he quickly realized that relationship marketing was the key to gaining clients. Over time he became systematic about developing and maintaining relationships. He has learned how to make connections and friends rather than transactions.This personal way of maintaining relationships has led to his incredible success. His expertise with relationship marketing led him to write four books to share his knowledge and techniques with a wider audience. If you would like to learn more about Michael's secrets to relationship marketing listen to the full episode to hear his great tips.

Do small businesses have an advantage in today's market?

Creating your own small business can be daunting when big businesses are out there taking up most of the playing field. It can be hard to find an advantage to being small, being likeable is a great advantage to a small company. Being likeable is much easier for a small company to achieve than a large corporation. This gives the small business the upper hand in today's social media marketing economy. Big businesses are constantly trying to create a likeable persona, but a small business doesn't need to work so hard at creating this persona. Small businesses can achieve this by simply being likeable experts in their field. Listen to this interview with Michael Katz to hear more about how small businesses are becoming leaders in likeability.

How important is social media when it comes to likeability?

Now that we have established that likeability is an advantage to small businesses, this can be seen both as an opportunity and a challenge. Using social media is extremely important to creating likeability in business. On social media, a business can develop its individual brand and persona. Using social media is a great way to create brand likeability and engage with clients and potential clients. Everyone that you interact with on social media can be seen as a potential lead to business. Listen to this discussion with Michael Katz to hear more about developing relationships through social media to create your brand likeability.

Outline of this great episode

• [1:49] What is a likeable expert?
• [8:02] What has changed over the past 20 years
• [11:38] How did Michael get started on his own
• [14:48] Michael's secret to keeping clients
• [20:00] How to make yourself seen as a business professional
• [23:33] Help anyone that needs help
• [25:48] What are some insights from his book

Resources & Links mentioned in this episode

• BOOK - The Likeable Expert by Michel J. Katz
• Michael's website - Blue Penguin Development
• Your free gift from Michael Katz
• Michael's Twitter