Underdogs Bootstrappers Gamechangers
Welcome to the "Underdogs Bootstrappers Gamechangers" podcast, where we celebrate the relentless spirit of those who defy the odds, challenge the status quo, and make a lasting impact in their fields. Join us as we dive into the inspiring stories and strategies of bootstrappers, underdogs, and gamechangers from various industries.
In each episode, we'll explore the remarkable journeys of individuals who have built their success from the ground up. From starting with limited resources to overcoming obstacles, these entrepreneurs have mastered the art of creating something extraordinary out of nothing. Get ready to be motivated, learn valuable lessons, and gain insights into what it takes to make a difference in your own endeavors.
Through engaging interviews and thought-provoking discussions, we'll delve into the mindset and strategies that fuel the success of bootstrappers, underdogs, and gamechangers. Discover how they turned their disadvantages into advantages, harnessed their unique perspectives, and disrupted industries with their innovative ideas.
Whether you're a budding entrepreneur, a business professional seeking inspiration, or simply someone who appreciates the power of human resilience, this podcast is for you. Our goal is to empower you with actionable tips, practical advice, and a renewed sense of determination to pursue your dreams fearlessly.
Join us on this exciting journey as we explore the untold stories of individuals who have redefined the rules, shattered expectations, and left an indelible mark on their industries. Get ready to be inspired, uplifted, and motivated to unleash your own potential as a bootstrap, underdog, or gamechanger.
Tune in to the "Bootstrap, Underdog, Gamechanger" podcast and join our community of like-minded individuals who believe that anyone, regardless of their background or circumstances, can create meaningful change. Together, let's celebrate the underdogs who rise, the gamechangers who innovate, and the bootstrappers who make their dreams a reality.
In every podcast we produce, we stand by our "content for good" principle. This means that if we ever earn money from this or any of our other podcasts, we will donate 100% of the proceeds to charitable causes. Specifically, any revenue from "Underdogs" will be used to financially support new small business startups.
Underdogs Bootstrappers Gamechangers
Crafting Connections with Heart: The Art of Authentic Networking with DeLo and Sahar
Ever consider the impact of your innermost circle on your trajectory? We shed light on the profound influence of the five people closest to you and the concept of a personal board of directors. By sharing candid stories and practical wisdom, we reveal how to curate a network that propels you forward, challenges you, and provides a wealth of diverse perspectives. Learn how to manage energy-draining connections while nurturing those that refill your cup with positivity and support, all while navigating the ever-changing tides of personal and professional life.
This episode wraps up with a masterclass on balancing diligence with self-care, and the art of personal branding in a world teeming with noise. We discuss why financial prudence, delegation, and preparation are pivotal for entrepreneurial success. Plus, get personal anecdotes on breaking the ice with humor and authenticity, building a resilient community, and networking that transcends mere transactions. Join us for a conversation that's not just about climbing the ladder but about laying a foundation of heartfelt intentions that can elevate us all.
Thank you. This isn't Shark Tank. My aim with this podcast is to take away some of the imaginary roadblocks that are out there. I want to help more underdogs, because underdogs are truly who change the world. This is part of our Content for Good initiative. All the proceeds from the monetization of this podcast will go to charitable causes. It's for the person that wants it. Hello, and welcome back to another episode of Underdogs, bootstrappers, game Changers. Once again, I'm blessed to have a couple friends in the studio. Welcome, guys, thank you. Thank you so much for being here Now.
Speaker 1:One of the most important things that's out there in the world these days is networking right, and it's something that I've not always been amazing at. I kind of cue myself as the Willy Wonka closing myself behind the gates and then like just going to work for years, but you two have been amazing at it. Connecting with you guys has been the highlight of my recent life. You know like you guys are like such good people, like such good conversations, like so helpful. You know in every single way, like who can I connect you to? What can I help you with? You know like it's unbelievable.
Speaker 1:So, folks at home, what I really want you to get out of this is these are two kind hearted networkers and it's led to like a lot of things for me and, at the same time, like I want you to pick up, like the cues on how they help people and how, in turn, like I'm sure, your lives have been blessed because of it. So, d-lo Sahar, welcome to the studio today, and I want to give you just a second to, like D-Lo, you want to give me a little background on what you're doing these days. Talk to me about, maybe about your business stuff, your mastermind stuff, that sort of thing.
Speaker 3:Yeah, no, thank you. It's awesome to be here and I appreciate it. I just had you on my podcast, which is cool, so that's one of the things that I'm doing. I have a podcast called On the D-Lo. For those of you that obviously don't know me, my name is D-Lo, but that's for D-Lorenzo, my last name. I've been in the music business, worked for Warner Brothers Records, got to tour and work with a lot of amazing artists and then after that, once the record industry took a we'll just say took a crap turned into something completely different, turned more into an online sort of business. The whole structure of it was different. So I ended up getting back into my father's business, which was insurance, is insurance, and I've been doing that for about 30 years, and I created a niche out of that in the hospitality field, and so now I have an entity called Bar and Restaurant Insurance and, as we had met at the local first event, part of what I've been doing for the last three decades is connecting and I call myself the connector and protector.
Speaker 1:You're wonderful at it, and we're going to get you back sometime, and we're going to talk about insurance too Sounds good, because it's a part of business that there's some things we need to talk about, to say the least, as we were talking about earlier, and so, ari, you want to talk a little bit about what you're up to these days like working on.
Speaker 4:We've been in business for 15 years with my husband's company, had my own business of importation, distribution of small batch spirits. Um, I also work with a group that we help small businesses grow. So definitely rooting for the underdog there and hoping to make shifts. And same thing, connector I, my heart's there. When I see a puzzle piece I will make sure I connect it and the rest is up to you. But like I will facilitate however I can, especially with things that like you're doing.
Speaker 1:Um, thank you.
Speaker 4:That are matters of the heart and that I can immediately connect to, and so it's easy to help.
Speaker 1:And that's one thing I'll definitely vouch for these guys on. It's always nice when I have personal friends in the studio because it's like I see their hearts, I see the way they just help people Like, and they're like not asking anything in return. You know, like how did that? Like, if one of you want to take on this question, it's like what was your first like interest in networking and like what maybe, D'Lo, you want to weigh in on, like how you got involved with, like your original network and like that's how that's helped you.
Speaker 3:Yeah, this is going to throw you for a loop. So I was probably like six and I was, uh, you know I'm an only, only child in the aspect of the two parents that, um, you know, did the thing made one of me. Um, but I have some step, some step brothers and uh and sisters and this and that, but as a child I I would be in the neighborhood, I'd be walking around and I would just make friends. I was just one of those people that was always interconnected. And I still have some of those friends today the Maguires that lived on Greenvine Trace up in Atlanta where I grew up, and, uh, I always just had this, um, I think, this persona to be able to, um, collectively bring energy into my life and, you know, create friendships out of that.
Speaker 3:Yeah, and I always took it. I think in my younger years I would take a lot of that to heart, especially women that I would get involved with. You know, like and when I say women like you know when you're in high school and you're like, you fall in love and you know you take it all so seriously and so hard, and so I've always been somebody to want to just connect with other people and other energies and stuff like that. But what's so funny about it is that I'm also a recluse.
Speaker 1:I like to just hold up when I'm done being who I'm being so I think a lot of people can, probably at home especially. It's like not everybody is like super outgoing. It's like it's not easy, you guys either, to go to some of these events, at least at first. It's like how did you come out of that shell?
Speaker 3:It's either For me, it was just in me, it was one of those things I never really gave a. That's the thing, that's exactly, it, exactly right, you have to have that persona to not give a crap about what other people think or how they're going to. Now that's not to say that we don't. There's not subliminally something going on.
Speaker 3:We'd be ridiculous to say oh my God, part of me is like, did I say that? But as you get older you realize it just doesn't matter. Yeah, it just doesn't matter. Yeah, just be you and whatever energies attract to you, that attract to the authenticity of who you are, then that's all that matters. Yeah, and stop worrying about all the other stuff you can't control, because people have heard this term. Other people's opinion of you is not any of your business.
Speaker 4:Yeah, I heard a great quote this weekend. Last weekend it was validation is only for parking.
Speaker 1:Oh, wow.
Speaker 3:Uh-huh. That's great too, yeah, but how did you guys?
Speaker 1:I mean, I think that's important. How did you get there? You know it's not so easy. It's like, you know, like we are a society that generally cares what people think of us. How do you get there? What's the tip? I?
Speaker 4:think. For me it's I go with my heart, Like I'm going there. The number one thing I can do in my mindset and my person so that my energy does shift, like you're saying, is I'm going there to help people. Yeah. I'm not going there to receive, I'm going there to give. Yeah. So when you're going as that pressure of oh I better meet so-and-so oh my goodness yeah Like I better I get better, like add to my funnel. Yeah.
Speaker 4:That mentality needs to go away. Yeah, and I think that makes that allows for space for you to be authentic, because there's no pressure on you, right, it's not? Oh, my goodness, I better make my like I have an elevator pitch of like 30 seconds. I better talk to so-and-so and like make sure I get it right on, and like you're practicing in the mirror. No, like go there, go shake some hands, go make friends. You know that's that and how you get over it as you're going there to make friends.
Speaker 3:That's an amazing point and the thing is is like authenticity doesn't come from going and pressuring people into a sale. I always tell people I am the worst salesperson in the world, but I'm really good at relationships, yeah. And so if you just naturally go and talk to somebody and you invest your energy into them and you listen to them and you go authentically to help them, then the natural transition of what's going to happen is good energy back to you. It's just going to be what happens. So you know, it was the worst when I was younger and like Rick would come up to me and be like, hey, buddy, do you, you know, have this product or this? And that I'm like dude, leave me alone.
Speaker 3:And look, I mean, some people go to those things just to do that. But for me, networking events and doing that sort of thing, it's really just to meet people. I wouldn't have met you if I didn't go a mile down and honestly, I went to that event because, look, I go to bed at eight. I don't really do those happy hour events. I don't drink anymore. I'm boring as shit, Right? Um, here's the thing.
Speaker 3:If I didn't go, a mile down the road to go hang out for an hour. I probably would have eventually met you. But I would have never met you. And we're just standing there in a circle.
Speaker 1:And now, here we are with a month later sitting in a podcast studio together talking about you know why we met?
Speaker 1:Yeah, no, that's what's amazing about it too. And it's like I love the point that you guys are making around just go down and like make friends and offer value. I think too often we're getting confused in like networking has to be, you know, like I'm going to get a sale that day or this has to lead to a sale. It's like I believe completely in business too. You offer value, you know you offer value, and then like the world blesses you is the way I see it. You know it's like, and then like eventually your business flourishes because you've made enough connections and none of that had to do with the sale.
Speaker 4:I like to say the reason you network is first to give back, but then also you're creating a net, like you're saying like that net is what later will be the eventual.
Speaker 4:You know, hey, I met someone. They need blah, blah, blah that you was doing. And let me intro you. You know that's the net you're creating and that's where the funnel is. You're not going for the sale for tomorrow, to the networking. You're creating human relationships and I mean that's what we're wired for in our brains, is human relationships with those we understand where we stand in society. Like we are creating heuristics of our own perception of who we are, but not only that, it's the, the relationships that we don't have. Like, yes, I have LinkedIn, yes, I have social, but I'm not, you know, chit-chatting with you about you know what we were talking about before, like why's of things we do it's in person that you do that.
Speaker 1:You know they say what's that? Six degrees of separation. You know it's like we're all separated by six people. But I find like I think of it a different way. If you talk to somebody long enough, you're going to have a first degree of connection, right, whether that's like we're doing a lot these days with charity and business and that sort of stuff is like you talk to somebody for a moment, you're going to find something. You're on equal ground with that. Maybe you're going to work on together later that, maybe you're going a heart for. It's like and that's like one thing I've realized about getting out there a little bit these days it's like we connect on so many different levels. I connect on a lot of different levels with you, a lot of different levels with you, and it's like we haven't even talked business. Really, you know, for the most part, yeah, it's um.
Speaker 3:you know the we, we all live off of the earth. Okay.
Speaker 3:And if you think of the ecosystem, of us as human beings, and going and like I go to that local first event and I took a packet of seeds with me, right, and I planted a seed in the ground and out of that seed grew a branch, and you're one of those branches, you're another one of those branches and you know, the branches keep growing out of the tree and then eventually the branches grow fruit, you know. And then all of a sudden you're like, hey, I'm going to introduce you to so-and-so, and guess what? I get to pick that beautiful fruit off of the tree. And all I did was plant a seed, you know, and I didn't overwater it.
Speaker 3:I'm not like you know hey, I need business, You're not draining the plant, you're not killing it, you're not giving it too much sun, you're letting it just just grow, and things take time.
Speaker 1:And totally, and for the new people out there that don't feel like they have anything to offer, like we all have networks right and we try to connect each other and help each other and that we have businesses and that sort of stuff. But you have somebody that brand new out there. You know, like people like us, I'm sure and you guys can vouch for me here they love to help new people Right, and so if you're out there right now and you're like I don't have anything to offer, I don't have a network or anything, go. You know, connect to people Like cause there's a lot of people that are willing to pour into your cup, you know, especially if they see potential in what you're doing or who you are as a person and how you're showing up. So the world needs more good people and, like I have no problem for one.
Speaker 3:Uh, supporting good completely.
Speaker 1:There is the phrase that I wanted to touch on this today it's like you are the top five people you hang out with. I want you guys to weigh in on that. It's like being amazing connectors top five people you hang out with. Tell me what you think of that.
Speaker 4:Um, they all are better at something that I am not good at, whether it be emotional business. Um, like different facets of my life athletic I want to be around people who help me grow. Like that is my goal as a person, like as a human, yeah. So, however, that is, whether they, you know, are willing to call me out on things, or it goes back to authenticity, like everything, is that?
Speaker 4:So, when you get to know who you are, you get to blossom differently. But the five people that I hang out with most are going to ask me hard questions, right?
Speaker 1:They're going to make me face things that I don't really want to sometimes, yeah totally, we think about you know, it's like we're really careful in a big business, a big corporate business, about hiring our board of directors, right.
Speaker 1:So I think about it this way all the time. It's like so, let's say, you have five people on your board. It's like they're all supposed to be specialists in these different areas, right. It's like you have like an app you're working on for an insurance and so, like you'd obviously want to get a tech person on your board, and you know, like, you're the insurance guy, and and like we don't think about that in our own lives.
Speaker 1:I think, enough, you know, because if your best friends are Sammy the nose, like the kid down the street that's always like lighting things on fire, you know, like, and then, and then you have a business problem. You're going to go to those guys and they're going to give you horrible advice because, like it or not, when you're first starting in business, your top five people are going to be your board of directors, whether you like it or not, and those can either be savvy business people or Sammy the nose that doesn't know anything about business, like. I think people need to really think about that in their lives and like, how does that like perpetuate you, who do you want to be? Like? Are you like what are you thinking about? Your five people in your life? That?
Speaker 3:are directing your two of my five or my dogs?
Speaker 4:Yeah, australian shepherds just give me the best, and they're adorable.
Speaker 3:Yeah, thank you, and they have a lot of energy. No, look, seasons have changed. We all go through seasons. You know, at 50 years old today, I am in a different season than when I was 20.
Speaker 1:Sure.
Speaker 3:There's nothing wrong with that, there's nothing judgmental about that. But you know, when I was out drinking at bars, chasing women doing all sorts of crazy stuff, like I'm in a different season than I'm in now, so my top five people are a lot different and my top five people starts with my family. But when you say five, five's not really like a number. Your five could be 500. It could be, 100.
Speaker 3:It could be whatever Birds of a feather flock together. And so for me, I do agree with you. I agree, you want people in your lives that kind of give you a little something extra, a little something different, challenge you. I agree, you want people in your lives that you know kind of you know, give you a little something extra, a little something different, challenge you. You know, for me it's all about positivity. I have, I have, I have this much time on my train, left right, I used to have this much, I have this much. So if you're going to take any of my time on that train, it's got to be something that fulfills me with some sort of energy in one way or the other, some sort of energy in one way or the other. Yeah, you know that's it.
Speaker 4:I'm just going to add to that because I think it's brilliant. It was. I told you I recently met Jen Wilter, the first female coach of the Cardinals, but yeah, and she said something on stage that one of the soundbites she like left with us is that don't hang out, don't share your plans with those who are going to dim it. Yeah, right.
Speaker 4:So it goes back to the positivity. Like if you have an idea you're not going to go tell it to like your parent who's going to be like that's a bad idea. Let's replan. Sure Like no, you're going to go tell it to that person who's like cool. And then what? Yeah. Right, because then you're going to be able to go into the wise, into the, go deeper into your light, right? So I think that is absolutely correct.
Speaker 3:And stop looking for validation from people that aren't going to give it to you anyways, right, because they're on their own path. They might be you call it jealousy, you can call it whatever you want, but if you're really structured to do something successful within your life and that makes you happy and gives you energy, stop giving those plans to people that are just going to shoot it down every time. She's just going in circles.
Speaker 1:I mean, there was almost nobody that was never told that their business idea was awful that ended up being successful. So I don't want to approach too much of the negative part, but I do want to talk about in your networks, networking. Every once in a while there's somebody that like wants to take a lot for your cup or doesn't have like an attitude that's good for you. How do you like deal with that?
Speaker 4:That's hard, um, I recently had an experience and I was just like, okay, well, I understand. Um, my superpower is empathy. Yeah. So I tend to understand what they need, what they want, what they're looking for, and I'm at a place I'm 42. So, like it's like, I don't have room for this. Yeah. I will love you and let you like. Let you go to the side, because this isn't what I want in my bubble. Yeah.
Speaker 4:And I know what I want now, right. So, knowing what you want, knowing what you stand for, similar to what you were saying before, like your brand is your brand. If someone's going to ask you, hey, I want you to do this to it, you're going to say no, right? Yeah, yeah. Um, same with the people in my circle. If I get to network with somebody, that's not rubbing me the right way or is affiliating themselves to me a lot and they're not vibing with my heart or my like purpose. Yeah.
Speaker 4:I just gently step back and understand that where they're coming from is not where I'm coming from.
Speaker 1:Yeah, and how does that step back happen?
Speaker 4:Less interaction. I mean, I'm not mean, I don't believe that it's. They need something right. They're filling themselves from whatever they find in whatever interaction we have. Yeah. So I'll either redirect them or just gently step back, because it's not where I want to go.
Speaker 1:So I'm rather new to this, obviously getting out and about with you guys and it's like, do you find that's few and far between of the people that are out there in the world? Yeah.
Speaker 3:Again, I I'm going to bring up seasons of change and decades, so when I was 20, 30, possibly maybe the beginnings of my 40s, because it's really changed. And again, I don't believe in time or the relevance, I just believe in the concept of experience and learning, and knowledge and earned wisdom. Yeah, Absolutely. So I was always one to be like, always take the meeting, Always grab a coffee always go meet with everybody, Because when you're younger and you're building a business, you don't know who that other person is right Now.
Speaker 3:That being said, if I were to go back and look at all my journals, my calendars, the meetings, how they went, if I got everything out of it, if I still talked to that person, was there any sort of connection? Blah, blah, blah, right, 50% of it was probably crap, right? Did I waste 50% of my life? No, I learned quite a bit from that 50% of how I wanted to grow my business in a different way and who I didn't necessarily want to work with. And that includes, you know, when you're working with clients, too, people that you know you think in the beginning. You're working with clients, too, People that you think in the beginning you're like I got to get their business, they're interested in me. Well, in some cases, their interest is not in you. Their interest is always going to be in them, and sometimes it can be adversarial or it can be just a detriment to your business, but you learn from that as well. So fast forward to where I'm at now. I'm just very selective. Again, I said the train ride's this big, it's this big.
Speaker 3:So, that being said, to come down here today with you and know that you were here. This is a blessing for me. I know I'm going to get something out of it. I know it's going to fill my cup, I know it's going to give me that energy. And I've got one other meeting today Besides paperwork I got to do at the office and other things that I'm just excited to get into with building my brand and other stuff Insurance quotes I've set up a structure to where my employees can deal with a lot of that stuff.
Speaker 3:I just don't take the meeting anymore unless I really really think it's going to just give me something and I don't overextend myself. I probably still do a little more than I should, but I try not to overextend myself because I don't want my health to have a detriment. I don't have. Who am I kidding? Yeah, great, I take care of myself, I'm in good shape, but I'm still like I still got to take care of myself and understand that I have to create barriers within my own mental capacity and physical capacity so that I can get up every day and continue to do what I'm doing on some level.
Speaker 4:Then I have a question for you, because I very clearly remember the days of the early entrepreneurship, where you do everything, you're drained and you barely get enough sleep. You're not eating because you don't have time. So what would you tell your 20-year-old self now as far as how will you find balance in that moment where you need all of those meetings, you need to be up, like doing your own accounting, like learning how to, to like figure out the SEOs, make a website, like create social presence? What would you tell that person then of how to have that balance?
Speaker 3:Yeah, um, there's no such thing. Okay, yeah, you. Just, you gotta, you gotta bust ass and work quite honestly. That's I mean. Look, you will get to a point where I got, and again it took, you know, a lot of time, effort, money, yeah. So I think part of a solution to that question is don't you know, you don't necessarily need to go kill yourself, you do need to. You know, work hard, but also make sure that you can re-energize yourself. Don't do too much of the drugs or alcohol, because all that's going to do is just waste time. I'm not saying, oh my God, you know, no, but let's be smart.
Speaker 1:Let's just figure it out really.
Speaker 3:Because if you're hungover for two days, those are two days that you're losing to not get stuff done. If you really want to grow a business, that's just how it works. So, that being said, save your money. Don't buy the expensive car. Oh great, I just got, I landed this big account. I'm going to go buy a brand new Mercedes. You don't deserve it yet, quite honestly, I mean you, maybe you do deserve it because you feel like you do, and that's great. But if you want to have the health and wellness and the ability to save money, build a business and then basically move the stuff that you shouldn't be doing because you're not good at it to somebody else so you can pay them and benefit the economy and grow a business, that's how you do it.
Speaker 1:Folks. I didn't tell him to say that I didn't pay him before the show, like this is all stuff out of his own head. But I agree with it completely, as you know from past episodes. I agree. I think there's a time for the hard work and then I think, eventually you get to the point where you know you get to be blessed. You know and you get smarter, obviously too, over the years, you know where you should or shouldn't spend your time. I mean, I still do a lot of things I shouldn't do. It's like I'm back there working on my back lot all weekend. I could hire that out at $15 an hour or less, but you enjoy it, I enjoy it and I felt like I accomplished something. It fills his cup Right.
Speaker 3:Look, I bought a new Porsche. What are we doing, right?
Speaker 4:It's gorgeous. Thank you, it is pretty.
Speaker 3:But I'm not a Porsche guy. I mean, I'm a short little Italian guy that like you know, I honestly I can give a crap less about cars. I just I don't care, yeah. But I was like, well, this is kind of cool and it'd be nice to drive around town in it and I'm like it was the worst financial decision ever. But it's not because I can. I can, I've worked hard.
Speaker 1:I can of it. It's not a big deal, there's no consequence to it. You pass that by in the first 10 years or whatever, and now you're rewarding. There's zero wrong with that right, it's like and you know, that's where I think people go wrong to your point too. It's like in the first couple of years, I deserve this. I worked hard. It's like. No, this is great.
Speaker 4:This is great. And then you know, five hours later you're like okay, what's next? Okay, cool, right.
Speaker 1:You know, yeah, yeah, yeah, I mean that's to your point. It's like that no-transcript should they take every meeting or is there anything you learned through that wisdom that could help them, you know, navigate that better. Yeah.
Speaker 3:So here's what's really For young kids that are doing this now do your research. Yeah.
Speaker 3:Research, research, research. Know what your purpose is, going into that meeting, okay. And if you do those two things, regardless, if the meeting is trash or if it's gold, it doesn't matter. At least you have a basis for what you're doing and why you did it, and then you can learn. If it was trash, you can learn from the trash journal it I journal every single day. I will journal. Today I hung out with you guys because I love to be able to look back five, 10, 15 years. I've been journaling 20 years. Love to look back and see a perspective of where I was at, who I met with, why I met with them, and then learn from all of that sort of stuff.
Speaker 1:Yeah, oh, absolutely. I want to ask you guys. So like you're good at networking, I think, whether you know it or not, like I've seen, it firsthand right, like when you're looking at somebody or thinking about somebody that's amazing at it, like what are you thinking about? Or maybe who are you thinking about and what they've done? Well, so when the experts talk about an expert, that's what I want to hear.
Speaker 4:First of all, I didn't even think I was an expert, but thank you. But I wanted to add on to something that Dilo was saying. First is that the people, and then I will answer that. You said that it's never a loss, and I agree with that. I think you said that it's never a loss, and I agree with that. I think knowing who you are is what's going to get you the better relationships anyway. Yeah.
Speaker 4:So being selective isn't necessarily losing an opportunity. Yeah, and then also saying that when you said, do your research. If I'm going to a networking event and there are speakers, I'm going to go read about them. Sure, I'm going to go know who they are. I'm going to go look at their social, I'm going to go look at their LinkedIn. I'm going to go find them so that I can contribute to a conversation with them. I don't just go there blindly and hang out.
Speaker 1:Sounds like a good point.
Speaker 4:I go there to make friends.
Speaker 1:And when you're making friends, to know the most about them, right yeah, who do I look for for networking or what do you see, like I'm just curious, in somebody that's so good at it, like what you? Of people you've ran across that you feel are good at it. What do you see as tendencies in them?
Speaker 4:They care? Yeah, they care. We were talking about Andrew, andrew Kolkoff, like that's his thing, and I believe that that's what makes a good networking event is that people go in it with their heart. They care You're going into there because you want to contribute, you want to create, you want to grow, so that's really it. Like where's your heart?
Speaker 1:Do you think that's the big misinterpretation we get these days about networking is like hey, I'm going to get a sale as opposed to I should be going to a friend.
Speaker 4:So I spoke to a woman who had her exit just recently. Yeah, nine figures, very comfortable, yeah. And my thing when I go to networking is, if you don't know how to break the ice, I'm like, hey, let's get a selfie. Yeah, right, and I'm known for it. It's kind of a joke. Yeah, so I go up to her.
Speaker 1:I love that you do that actually.
Speaker 4:But I will tell you and I'm like, hey, I haven't met you and that's simply it. I will go up to the person and I've been told like, oh well, you, just, you just went up to her. I'm like, yeah, that's why we're here.
Speaker 4:You know, so I'll go up to her. I'm like, hey, I haven't met you. I'm Sahar, nice, to meet you. And then I'll ask questions, like to me it's, and like they're questions that are making something happen inside of you, like you're going there to ask a question to grow from them, but we'll also spark a depth in their answer. So they're have to have like self-reflection.
Speaker 4:It's not just like, hey, what's your favorite ice cream? I'll do that too, right? It depends who I'm talking to, where I'm at, how I'm feeling and feeling out the situation, but those are the best questions, right? So I go up to her, had no idea she was like this massive big shot, right? Um? And so I was like hey, let's connect. I really would love to connect with you. And she's like oh, I need to get better at LinkedIn. And I'm like that's fine.
Speaker 4:I can show you you know, like let me, let me show you. And she's like you're really good at this. I go well, thank you. And then she says but how do you make it work in your funnel? And I was like oh, shoot, like okay, let me start over. You're not supposed to go there thinking of your funnel, right?
Speaker 4:You're going there. So I said and that's what I told her I go, look, it'll go into your funnel I'm not and you write the names or whatever CRM you use to like write your person, write where you met them like. Have that information because you're still growing, you're still learning and understanding what you need to do, so keep that information and it also helps you identify the people. Right To know what you need to. Like your network becomes systematic, right.
Speaker 1:Yeah, that's wonderful and such a good point. You know, it's like I work with people on personal brands a lot too, you know, especially given the studio and things like that, and so people will be always like, well, I want to be a marketing coach. It's like, well, first go out there and offer some value, right, talk about marketing, talk about the tips that you have, you know, and then eventually they'll find you, you know.
Speaker 4:And people are fear-based right. Because they're like oh well, then I can't charge them, but this is the thing. Another thing that I heard this weekend was Miranda Bailey. She's a cinematographer and she said fear can drive with you. Fear can be in the car with you, but don't let it drive you, right, that's great. So don't like. Their fear, I feel, is like they're not going to get the contract. They can't charge for that If they go and give their advice for free.
Speaker 4:They're not going to. You know they're. They're going to lose a. They're going to lose an opportunity to make money. Yeah. No, no, you're just creating your brand where you know your stuff right, like you are giving a proof of market. Like you're you're telling them like I can do this Let me help you.
Speaker 3:Yeah, let me add to that Um cause I I talked about this on my podcast when I was talking about like I just call it earned wisdom and I call it that there's a younger generation. I have kids that are once graduating U of a paid for that.
Speaker 2:Now I'm proud of him. He's doing a good job, he'll graduate in a couple of weeks.
Speaker 3:I have another one that's going to be a thank you, it's going to be. He's going to be a junior. He's going to be a thank you, it's going to be. He's going to be a junior. He's transferring to ASU. My point being is that they're in their 20s, early 20s, and they don't know crap. Yeah, you know, but they know a lot in this generation of growing up and finding things for us, our age and older, to understand that even though the sounds of what we say to us sound like regurgitation, because we've heard it from somebody else older or that we respect within our-.
Speaker 1:Or it feels too simple at this point. It feels too simple, yeah Right.
Speaker 3:It's not. And we were talking about this in the trailer, I mean even simplistic stuff like nutrition, like people don't know how to read labels and you and I and you, we're all like, well, that's what we do we feel?
Speaker 3:good. That's why we have the energy to do these things. So don't ever take for granted the fact that you know you're able to share what it is that you've learned with others, and you'll know, when you're having a conversation, what level per the topic that they're at and how they can interject with you or just soak in the knowledge that you're able to give to them. And the other thing I want to add to that, which I talk about a lot, even when I speak, is the basis of imposter syndrome. I've had imposter syndrome my whole life. I mean, I finally had to get. I've always been confident. The best people do yeah.
Speaker 3:Right.
Speaker 3:And I've always been confident and I had to look it up in the dictionary, you know, and I'm like holy crap, that's me Like I would sit in a room with a bunch of attorneys and all these highfalutin people within. You know the industry of the liquor laws and I don't know much about the liquor. I know enough in order to be good within my industry, within insurance, but I had to come to realize that these men and women were coming to me for their clients on insurance. So, even though I'm in a room with people that are older and just you know they have that look, I'm wearing a rat t-shirt and you know my jeans because, that's just who I am.
Speaker 3:I'm not going to change who I am and be like you need to be respectful to an industry. No, no, you need to be respectful to yourself and the persona that you want to be able to give. And so it took me a while to get over imposter syndrome, but when I would go to these meetings over and over again, it's like working out. All of a sudden you feel strong because now all these people are coming and asking you questions and you're putting information and knowledge in the marketplace where they're actually changing bills and laws in the state of Arizona because of the stuff that I've been saying.
Speaker 1:It's insane isn't it?
Speaker 3:It's crazy.
Speaker 1:I went to an MBA program that you had to also be an executive to be part of it, and so these are all people that are CFOs, ceos of companies, you know things like that and I'm in this room as this, like scrappy, you know, mechanic turned business owner, you know, and I'm like, and I was intimidated, right, there's all these big name people in the room and stuff and I was told, like, after we graduated and everything from a bunch of them, they're like the world would stop when you would say anything, because you were the only entrepreneur in the world room and you like, the stuff that you would come out of your mouth was gold to me.
Speaker 1:It was so like this is normal, right, this is normal everyday stuff, but it's like to your point, it's like we don't even realize that, right, and so like sometimes offering value. It's like remember that you were talking about the lady that like was worried, that like they'd get their secret sauce. The secret sauce is up here. You know, usually they need help here, you know, and that's what I learned about helping a lot of business people through here. It's like this I've almost forgotten this stuff, I've been doing it for so long and where they really need the help is like this very simple thing you know and so, like you can offer value without giving your secret sauce. Me personally, I'll give you the secret sauce all day long.
Speaker 3:You know, but yeah, if you don't do anything with the ingredients it's worthless anyways, you still gotta do the work, you gotta do the work.
Speaker 1:Yeah, my only issue with the secret sauce is like I don't want somebody else to monetize it. That's my only issue. It's like when we do our seminars and stuff. There's a lot of work into our seminars. There's a lot of like pain and sweat and stuff, and so I get worried about releasing them sometimes because it's like I don't want somebody else to take that information and monetize it. I'm meaning for it to be free. You know that's the only you know held back. I have to some of that stuff, you know. So the uh, but the key there is like offering value Right, and then like, and then like to your point is wonderful, like everybody that's amazing.
Speaker 1:That, I know, has imposter syndrome. I talk to people a lot. We have a lot of podcasters that come in here to the studio, obviously, and it's like some super accomplished people that don't feel they're good enough to have a podcast. You know it's like, and everybody has a message for the world and they're usually huge hearted too. You know, it's like I'm not saying everybody out there. You know that like doesn't fear this stuff, doesn't have a huge heart, you know. But like there's those that don't fear it and have a huge heart. But I just want to preface that because, like I've been, I've been almost insulting people lately that aren't afraid of it.
Speaker 1:You know and I want to make sure not to do that.
Speaker 3:And don't be scared of people. People are just people Like. I love what you said. I mean you know nine figures, whatever that adds up to. I'm sure it's a lot. She's probably successful. She still, she still goes to the bathroom and takes her clothes off the same way we do. She does. And when I worked in the music business, I mean you know I I worked with I'll just name drop whatever but I've seen his wall.
Speaker 1:There's a point.
Speaker 3:You know I mean when you're looking at you know, when you're working with the Red Hot Chili Peppers and Van Halen and Madonna and all you know. I didn't have time to be enamored with it. Now was it cool? Yeah, of course it's cool. I love music. You know if you're into something, you're into it. Okay, cool, Great. I can respect you for your art and what you did. Great job, Cool person. But at the end of the day, you know you're sleeping the same way.
Speaker 1:You're taking a shower the same way You're just people and if's refreshing I mean we have a billionaire in here every other week, an athlete, a celebrity, you know, whatever and like I find that, like most of them are the most beautiful human beings in the world. You know, they come in here and they're not used to be people, just being real.
Speaker 3:They don't want to be treated differently most of them and if they do, they're dicks.
Speaker 1:Yeah, absolutely. And then I don't care how successful you are, I don't want you in my network if you're a dick. I don't I could care less.
Speaker 1:It's like tell me what good you've done for the world, then I'll listen, then I'll help you. You're going to get buried in the same ground as me, bro, yeah exactly it's such a great point and that's another reason you shouldn't be afraid to go to networking stuff. You know, and like both you made an excellent point around the board and stuff like that, or me and the MBA program and being afraid. You go to a networking group, you know like it's, you don't have to be intimidated to be there.
Speaker 4:Well, I think for like real talk, like when you're going, especially as a first time entrepreneur or you know a first time networker, you go there. It is like it takes a while before you get to know your pitch right, like it's like that's a scary thing. When you're going, right, it's going to be like okay, I messed up my pitch. Oh no, like don't dwell on it, you know it's. My daughter does archery. So like, every arrow is a new shot. Same thing, every pitch is a new shot. And it's practice. You go out there, you talk to people, you make the mistakes. Like you said, failing is part of the process. Right, you're learning, You're not failing.
Speaker 1:I failed epically on it because I didn't even get the note that I should have a pitch. And so I found myself just rambling the first time I was in there and it's like I don't even know what to talk about most of the time. I'm going to get better at it though.
Speaker 4:I'm going to work at it. You already you're good.
Speaker 3:So my pitch. People ask it's not that I'm ashamed of what I do, but when you bring up the term insurance, people's eyes just glaze over. Okay, cool On to the next person, Right? So I just changed my pitch and they're like hey, what are you? And I'm like, I'm an underwear model for Fruit of the Loom, I've done something like that.
Speaker 3:Really I'm like, yeah, I'm the grapes. And then it just opens up a contextual conversation on just other stuff. Because again, I'm not there to sell anybody, I'm there to be a part of community and get to know some people.
Speaker 1:Yeah, I used to tell girls that I was a ferry boat captain.
Speaker 3:Like that was my pickup line.
Speaker 4:That's what they're thinking about. Right, they're going to a networking event. They're thinking, the and, yes, you need the business points of, like what is my funnel? What am I going to do? How am I going to, you know, solve these problems? But that's not. What networking is you?
Speaker 4:know, networking is not that part of your business. Networking is creating the value in human relationships. So, yes, you need a pitch. Yeah, you'll figure it out. It's not the end of the world. I think it was even that night with you guys. I was like, well, I wear a lot of hats. Which one do you?
Speaker 2:want to hear Like I was tired and I was like, and I was just real Right.
Speaker 3:Um no, it's great, and you end up doing business with people that you like. So if I happen to have, a service down the road that you all need or like you're going to be like. Oh wait, d'lo does that as well.
Speaker 4:Cool, I'm just going to call him. I need this Can.
Speaker 3:Can you like? Who do you know?
Speaker 4:Oh well, I can do this for you. All right, do it. You know I have confidence in you.
Speaker 3:I get so excited about connecting people. You know what I'm saying. I get.
Speaker 4:I get just as excited about the connection as much as getting it. Yeah, absolutely, absolutely.
Speaker 1:I believe in that a hundred percent, and it is probably fair to say to Mark uh, getting out there and networking is now creating people that are going to hope for you, and the more people you have hoping for you and the more of a community you're building, I don't see that as a bad thing. You know, it's like we talk a lot about around here, about big business pushing in on little business. Right, we are the, we are the big stick for small business. You know it's like, and one of the few tools that we have left in this world is each other. This is one of the things that give us the most power is when we're in the room talking together, and so I think that's it's one of the things that we haven't had taken away, and so that's why I think there's so much power in this and this conversation, and you guys have shed some light for me today on some things, too, that I hadn't even thought about, Because we do, and then I didn't even think.
Speaker 1:Now it's become intuitive to me. We go to the networking events and we're offering value. Think, now it's become intuitive to me. You know we go to the networking events and we're offering value, but at the same time. It's like I never totally labeled it that way, you know. It's like and I think like other people would have the wrong, uh, misconception about that Like, hey, I'm going and I'm going to, you know, sell 10 water heaters today. It's like don't come in to sell 10 water heaters, go to make friends, go to go to make people that are cheering for you to win.
Speaker 3:Go to a home show or an RV show if you want to get that shit in your face, right? Because you know you're going there for a purpose. When you walk by the guy with the solar, you know you're getting sold solar and he's going to chase you down the aisle, give you a free water and say do you have panels on your thing?
Speaker 1:right, you just know. But if you go to a networking event.
Speaker 4:just go, have fun and be a part of the community have fun, that's it have fun.
Speaker 1:How do you guys choose the events that you go to?
Speaker 4:I was just going to say I think, that's as important, um, knowing where you're going. I, I, and maybe it's again my age and, like the experience of I've been there, done that type thing yeah, but I choose the events with purpose. Yeah.
Speaker 4:I go that resonate with me. Yep, a lot of the ones I go to I love and I find this to be a truth is that whomever is the person that is coordinating it is going to have a reflection of them in the group. Yeah, so I agree, I choose things and strategically, I will also think okay, like if I'm going for my husband's tech, okay, I'll go to the VC event, but I'll also go to the startup things, because you never know when and who can connect. You know whether I need somebody on my team or whether I need somebody for an investor. You think strategically right.
Speaker 1:Yeah.
Speaker 4:It's not just only your vibe.
Speaker 3:Yeah, yeah, I just. I mean, I think I have my compartmentalized basis of things that I go to and I know that I will be comfortable there and I know that you know, if it's a local first event, thomas you know loves when I come and that's such a mutual admiration I love that sort of thing. If it's a restaurant sort of event, I love seeing. It's where I know I'm just going to see friends at this point and just be able to hang out. People all look, not that I'm cool, but people already know what I do.
Speaker 3:You know what I'm saying. So it's kind of like I just want to go there and hang out and be with my friends, like you know, like award show, like the restaurant association throws a annual award show. I love being a sponsor. I go every year. For the last, I think, five years I've brought a thousand dollars cash and I present the award for the top employee and the top manager and I give them each 500 cash in their in their hand and it's a great surprise every year because they don't get to go every year. But you know, it's become one of those things. So I like to use my networking and my going out. If I'm going to be out past 8 has something to do for good, not just for me but for those around me.
Speaker 1:Yeah, I mean that's like I talk about this. A lot, too is like people that are going to start their business. It's like, let's say, you're going to start a hiking boot brand sometime in the future. It's like get involved with the hiking boot community or the hiking community, right, start a Facebook groups. That's a great uh. Hikes of Arizona mountains. You know like. Start connecting with those people, start swimming in those. But then don't forget the thought of interdisciplinary, you know action Like you kind of brought up. It's like the people that could that could be affecting your business in a positive way in the future could swim in any pool, right.
Speaker 4:Well, yes, you're connecting and you're going to create that group, but also go with the intention of adding value to that space.
Speaker 1:Absolutely.
Speaker 4:Because yes, you want to create the Facebook page, yes, you want to do that and get to know. But I think intention is where things warm up, bloom better.
Speaker 1:I agree completely and I'm glad you hit on that harder because, like I get used to saying that a lot and you know it's like that's my whole intention with it too. It's like go out there, build a community, find value. Don't put the hiking boots online, you know what I mean. You'll start getting known for being in the hiking community. They'll come to you for the boots. Right, you know? Don't be like shoving the boots down their throat. The second you make the membership you know it's like to your point about the networking stuff too.
Speaker 1:It's like start building communities, right. If you're in wanting to get in the automotive industry, the car industry, start going to the car shows and meeting people, not hey, I'm going to open shop in two weeks, how many friends can I make, Right. And then when they happen to see on your Facebook or whatever, since you connected that oh, so-and-so just opened a shop, then like there's a lot of people that now want to support you, you know, and don't give up.
Speaker 3:I mean, if you look at some of the most popular rock bands that ever existed, they didn't just all of a sudden, you know, write a hit record and all the. You know, everybody loved them. It took them years, it took them playing in clubs, it took them building and building. So if you're going to create community and only five people show up, guess what?
Speaker 1:That's five more people than you had before. Yeah, and have them build on that. I loved um meeting you guys and like spending some time around you guys. It's like Sahar and I went to a concert a couple of weeks ago.
Speaker 1:This guy was playing like the piano and then he'd get under there and he played the harp and then he's using this mallet on the piano it's like so, uh, so like you guys have been incredible for me and my journey and like I've been learning a lot from you guys around networking, and so I I appreciate it so much and, um, and I want to give you guys a chance to like kind of talk about anything that you want to at the end here, you know, is there anything you want to tell the audience? Or like get out there in the world or your podcast is amazing. At least pitch that.
Speaker 3:Oh yeah, I mean on the DLO, it's on Spotify, apple, all that sort of stuff. I like to interview really good people that can give nuggets. I like to put downloads that I bring into my life out there. I think what I do want to leave with is this I want to be a conduit again I'm going to use the word energy of positive energy and of light. There's so much stuff going on in this world and it can be very disheartening and it can be very saddening, depending on where, what and how you watch. And you know, here we are. You know three people that, just literally, you know, met a month ago and we're, you know, in my opinion, making a difference, at least verbally, to make a commitment to. You know, help bring positivity and good energy into this world. And I think if people watching this can just take that moment and be like okay, cool, how can I go out and go make somebody's day today, because you both made my day today?
Speaker 1:Like my day is done. We're good together.
Speaker 3:So that's it. Just love each other and have some good energy and realize that we got it really good here. We got it really good here, absolutely.
Speaker 4:That's beautiful, thank you. My advice was more entrepreneurial, like as far as focus, um, I think the biggest thing I have, um, maybe the transition for me was from like going to motherhood back into business was really hard, and I think that the something I can just push a little bit into someone's heart is do it scared. Yeah, because I remember like 16, 15 years ago when I was sitting down in our living room or like making cold calls or you know, we were a nobody, we had nothing, we were, you know, our, our parents did. We're not entrepreneurs, it wasn't, we just did it. Yeah.
Speaker 4:And you have to because if you sit there and think of the long list of why not to do it well, you won't.
Speaker 1:I agree 100%. So do it scared, yeah, and then get out there and meet some people that are doing it, yeah, but do it scared, with good intention. Yeah, agreed, like with that good energy.
Speaker 4:Like I think that is so important.
Speaker 1:I think objects in motion stay in motion, right, and if you're around a lot of objects in motion doing this stuff, it seems normal. Yes, like you know, like seeing it possible and make your bubble, yeah, and that's why, like being around people like you guys that are leading with your hearts, you know, and like doing the good in the world, you know it's, it's, it's beautiful, you know, and I'm glad to give you guys a platform to talk about this a little bit on today. Did we uh miss anything on networking?
Speaker 3:Uh, we did.
Speaker 1:We can come back. We can always come back. You guys are welcome anytime. Thank you so much. Thank you for having us. Thank you for being here. I loved having you guys here today and doing everything you do.
Speaker 4:Oh, thank you, it's really beautiful to see what you're doing and it's easy to support cause. It's just amazing.
Speaker 1:I like, I love, uh connecting with lighthearted people or like-hearted people. I say that all the time, and so it's like it keeps me motivated, you know. And so thanks for coming in today, thanks to you folks. Another episode of Underdogs, bootstrappers, game Changers, networking. You know it's not just about making the sale. You heard it from the best that I know. You know it's about doing it with your heart, doing it with the intention that you're going to just help right, and then you're going to meet some amazing people along the way, and you
