{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":3.81,"body":"This is The Awkward Handshake, a"},{"startTime":0.0,"endTime":3.81,"body":"podcast about networking business"},{"startTime":3.81,"endTime":5.55,"body":"and what really happens in the room."},{"startTime":5.61,"endTime":8.94,"body":"We're unpacking the good, the bad,"},{"startTime":5.61,"endTime":8.94,"body":"and the awkward, so you can build"},{"startTime":8.94,"endTime":10.5,"body":"better connections and get paid."},{"startTime":10.56,"endTime":11.43,"body":"Let's get into it."},{"startTime":12.575,"endTime":15.969,"body":"we're having a hot, hot"},{"startTime":12.575,"endTime":15.969,"body":"conversation today, how do I"},{"startTime":15.969,"endTime":17.349,"body":"get clients through networking?"},{"startTime":17.382,"endTime":20.592,"body":"Everything comes back to why"},{"startTime":17.382,"endTime":20.592,"body":"am I going, why am I here?"},{"startTime":20.592,"endTime":23.742,"body":"You're here because you're"},{"startTime":20.592,"endTime":23.742,"body":"masochistic like the rest of us."},{"startTime":24.012,"endTime":27.369,"body":"All right, you and I were thinking about"},{"startTime":24.012,"endTime":27.369,"body":"how do I get clients through networking?"},{"startTime":27.369,"endTime":30.999,"body":"You and I have already digested"},{"startTime":27.369,"endTime":30.999,"body":"on the first early episodes"},{"startTime":30.999,"endTime":32.539,"body":"how, much you can't just."},{"startTime":33.519,"endTime":37.959,"body":"Automatically turn out paying customers"},{"startTime":33.519,"endTime":37.959,"body":"through going to networking events."},{"startTime":37.959,"endTime":39.549,"body":"Like that's kind of not the point."},{"startTime":39.549,"endTime":43.719,"body":"but when it comes through,"},{"startTime":39.549,"endTime":43.719,"body":"comes to getting actual leads"},{"startTime":43.719,"endTime":45.069,"body":"that will convert into clients."},{"startTime":45.079,"endTime":47.749,"body":"My whole take on it has"},{"startTime":45.079,"endTime":47.749,"body":"always been quantity."},{"startTime":47.749,"endTime":48.799,"body":"You need more volume."},{"startTime":48.799,"endTime":53.149,"body":"and then in my notes I said, hell, I need"},{"startTime":48.799,"endTime":53.149,"body":"more volume cries in packed schedule."},{"startTime":53.49,"endTime":55.08,"body":"That's literally what's on the paper."},{"startTime":55.435,"endTime":56.815,"body":"And it would be accurate."},{"startTime":57.295,"endTime":59.365,"body":"Yours is so succinct."},{"startTime":59.365,"endTime":61.885,"body":"It's just try, try and try again."},{"startTime":62.874,"endTime":63.924,"body":"What's the secret episode?"},{"startTime":63.924,"endTime":64.254,"body":"Done?"},{"startTime":64.559,"endTime":65.029,"body":"We're done."},{"startTime":65.029,"endTime":65.039,"body":"Yeah."},{"startTime":65.184,"endTime":67.434,"body":"Just keep, keep doing"},{"startTime":65.184,"endTime":67.434,"body":"it and keep doing it."},{"startTime":67.434,"endTime":69.594,"body":"I did hear this statistic that."},{"startTime":69.594,"endTime":71.934,"body":"I feel like a lot of us don't think about."},{"startTime":71.934,"endTime":73.644,"body":"And that is when you"},{"startTime":71.934,"endTime":73.644,"body":"think of your pipeline."},{"startTime":73.644,"endTime":77.814,"body":"So if you think of how much money you"},{"startTime":73.644,"endTime":77.814,"body":"want to make in a given month or a given"},{"startTime":77.814,"endTime":83.214,"body":"year, and then how many clients would need"},{"startTime":77.814,"endTime":83.214,"body":"to say yes, you need two to three times"},{"startTime":83.214,"endTime":87.414,"body":"that many people in your pipeline because"},{"startTime":83.214,"endTime":87.414,"body":"they are going to inevitably fall out."},{"startTime":87.414,"endTime":91.449,"body":"And I think that kind of speaks to this"},{"startTime":87.414,"endTime":91.449,"body":"like, you know, how do I get clients?"},{"startTime":91.449,"endTime":93.909,"body":"And it's like, how many"},{"startTime":91.449,"endTime":93.909,"body":"times are you going out?"},{"startTime":93.939,"endTime":95.559,"body":"How many people are you talking to?"},{"startTime":95.559,"endTime":98.589,"body":"Because like with email open rates,"},{"startTime":95.559,"endTime":98.589,"body":"like what's your conversion rate?"},{"startTime":98.589,"endTime":102.849,"body":"Well, you had also found some point in"},{"startTime":98.589,"endTime":102.849,"body":"the second half of 2025 in one of our"},{"startTime":102.849,"endTime":106.359,"body":"many car conversations while we were"},{"startTime":102.849,"endTime":106.359,"body":"tootling around town to another event."},{"startTime":106.359,"endTime":110.229,"body":"And I remember you saying that you"},{"startTime":106.359,"endTime":110.229,"body":"saw some, I don't know where they"},{"startTime":110.229,"endTime":112.059,"body":"got the data from that it takes."},{"startTime":112.175,"endTime":115.658,"body":"so many more people to"},{"startTime":112.175,"endTime":115.658,"body":"make a B2B decision now."},{"startTime":115.718,"endTime":116.198,"body":"Yeah."},{"startTime":116.198,"endTime":120.308,"body":"So B2B decisions used to"},{"startTime":116.198,"endTime":120.308,"body":"take five people to say yes."},{"startTime":120.308,"endTime":121.448,"body":"It now takes seven."},{"startTime":121.448,"endTime":124.298,"body":"And so that is within"},{"startTime":121.448,"endTime":124.298,"body":"an organization, joy."},{"startTime":124.298,"endTime":127.508,"body":"So that's, you know, that's like"},{"startTime":124.298,"endTime":127.508,"body":"generally HR isn't involved, but like"},{"startTime":127.538,"endTime":132.038,"body":"that's getting your accountant in and"},{"startTime":127.538,"endTime":132.038,"body":"like all the executive director and the"},{"startTime":132.038,"endTime":136.118,"body":"vice president and like it takes all"},{"startTime":132.038,"endTime":136.118,"body":"these people if you're doing B2B to say"},{"startTime":136.118,"endTime":138.428,"body":"yes to you and they've added two more."},{"startTime":138.428,"endTime":143.048,"body":"And so closing deals now takes"},{"startTime":138.428,"endTime":143.048,"body":"24% longer than it used to."},{"startTime":143.048,"endTime":147.008,"body":"So how do I get clients through"},{"startTime":143.048,"endTime":147.008,"body":"networking, A lot more volume."},{"startTime":147.008,"endTime":150.368,"body":"Lots of trying and also time and patience."},{"startTime":150.368,"endTime":151.088,"body":"Yes."},{"startTime":151.088,"endTime":154.118,"body":"And that, I think that's gonna be"},{"startTime":151.088,"endTime":154.118,"body":"something that we talk about is, meeting"},{"startTime":154.118,"endTime":156.728,"body":"somebody in networking is the first step."},{"startTime":156.728,"endTime":162.818,"body":"A lot of people forget all the"},{"startTime":156.728,"endTime":162.818,"body":"next steps of you are trying to not"},{"startTime":162.818,"endTime":167.768,"body":"just make this person move from, we"},{"startTime":162.818,"endTime":167.768,"body":"just met to let's sign a contract."},{"startTime":167.798,"endTime":167.888,"body":"Mm-hmm."},{"startTime":167.963,"endTime":172.763,"body":"But you're trying to help them help"},{"startTime":167.963,"endTime":172.763,"body":"themselves and maybe convince those other"},{"startTime":172.763,"endTime":174.983,"body":"six people, you know, to say yes as well."},{"startTime":174.983,"endTime":178.943,"body":"So like how a lot of us don't think"},{"startTime":174.983,"endTime":178.943,"body":"about how can I empower that person"},{"startTime":178.973,"endTime":182.153,"body":"to make this process easier for them?"},{"startTime":182.153,"endTime":183.713,"body":"You know, we're just like, gimme money."},{"startTime":183.713,"endTime":183.953,"body":"Yeah."},{"startTime":183.953,"endTime":185.933,"body":"The fun part is when you realize it for."},{"startTime":185.933,"endTime":186.923,"body":"Individual sales."},{"startTime":186.953,"endTime":189.743,"body":"You've gotta convince all seven"},{"startTime":186.953,"endTime":189.743,"body":"personalities inside of somebody"},{"startTime":190.763,"endTime":192.563,"body":"and their partner frequently."},{"startTime":192.563,"endTime":195.203,"body":"I mean, that would be"},{"startTime":192.563,"endTime":195.203,"body":"a whole other podcast."},{"startTime":195.203,"endTime":196.283,"body":"It will be a whole other podcast."},{"startTime":196.283,"endTime":199.523,"body":"to talk about the whole, well,"},{"startTime":196.283,"endTime":199.523,"body":"my spouse has to approve things."},{"startTime":199.523,"endTime":199.613,"body":"Mm-hmm."},{"startTime":199.613,"endTime":201.863,"body":"Because as a woman, as a"},{"startTime":199.613,"endTime":201.863,"body":"a free and single woman."},{"startTime":201.863,"endTime":204.173,"body":"I have so many issues with that."},{"startTime":204.448,"endTime":205.823,"body":"I'm gonna save it for another episode."},{"startTime":205.823,"endTime":206.483,"body":"Mary's gonna park it."},{"startTime":206.483,"endTime":208.703,"body":"no, I like what you're saying"},{"startTime":206.483,"endTime":208.703,"body":"because you really can't rush"},{"startTime":208.703,"endTime":210.173,"body":"people through their decisions."},{"startTime":210.173,"endTime":213.083,"body":"I mean, like we say that"},{"startTime":210.173,"endTime":213.083,"body":"yes, technically you can, but"},{"startTime":213.083,"endTime":214.613,"body":"that's called pressure tactics."},{"startTime":214.613,"endTime":214.763,"body":"Yeah."},{"startTime":214.763,"endTime":216.473,"body":"It's also a really dick move."},{"startTime":216.473,"endTime":217.403,"body":"Zero out of 10."},{"startTime":217.403,"endTime":218.303,"body":"Do not recommend."},{"startTime":218.303,"endTime":218.573,"body":"Yeah."},{"startTime":218.578,"endTime":218.958,"body":"Don't do it."},{"startTime":218.958,"endTime":219.918,"body":"don't be that person."},{"startTime":219.918,"endTime":222.888,"body":"If you have ethics, you"},{"startTime":219.918,"endTime":222.888,"body":"know, and morals, then yeah."},{"startTime":222.888,"endTime":226.098,"body":"It's not gonna, your business"},{"startTime":222.888,"endTime":226.098,"body":"will not be long around long."},{"startTime":226.098,"endTime":226.368,"body":"Yes."},{"startTime":226.368,"endTime":229.608,"body":"Or you will constantly have to"},{"startTime":226.368,"endTime":229.608,"body":"keep getting new people because"},{"startTime":229.608,"endTime":231.558,"body":"they will tell everyone About you."},{"startTime":231.558,"endTime":234.438,"body":"The community gets small really fast."},{"startTime":234.438,"endTime":236.418,"body":"Lots of people know lots of other people."},{"startTime":236.418,"endTime":238.788,"body":"And it's amazing when you"},{"startTime":236.418,"endTime":238.788,"body":"discover who knows whom."},{"startTime":238.788,"endTime":241.698,"body":"I feel like reputation, your"},{"startTime":238.788,"endTime":241.698,"body":"reputation will follow you."},{"startTime":241.698,"endTime":244.361,"body":"I'm one because I just know."},{"startTime":244.361,"endTime":248.801,"body":"There's someone listening and they're"},{"startTime":244.361,"endTime":248.801,"body":"like, me, pressure someone never,"},{"startTime":248.801,"endTime":252.551,"body":"meanwhile, they don't realize that like"},{"startTime":248.801,"endTime":252.551,"body":"they keep pestering people with like"},{"startTime":252.551,"endTime":254.411,"body":"the links or the thing or the whatever."},{"startTime":254.411,"endTime":257.441,"body":"And it's like, yes, you do need to"},{"startTime":254.411,"endTime":257.441,"body":"tell people, but there's also a way"},{"startTime":257.441,"endTime":260.861,"body":"in which you build a relationship and"},{"startTime":257.441,"endTime":260.861,"body":"like consensually tell them things."},{"startTime":260.861,"endTime":264.011,"body":"And if they haven't really fully"},{"startTime":260.861,"endTime":264.011,"body":"consented or they like, thank you for the"},{"startTime":264.011,"endTime":268.391,"body":"information the first time, but no more"},{"startTime":264.011,"endTime":268.391,"body":"like how, I'm wondering if we can help"},{"startTime":268.391,"endTime":272.711,"body":"people figure out how they, how they can"},{"startTime":268.391,"endTime":272.711,"body":"figure out when they're over doing it."},{"startTime":272.711,"endTime":276.111,"body":"It, I mean, you and I"},{"startTime":272.711,"endTime":276.111,"body":"talk enough, we Yes, yes."},{"startTime":276.111,"endTime":276.591,"body":"Friend it."},{"startTime":276.591,"endTime":280.788,"body":"Yes buddy it so that we can be like,"},{"startTime":276.591,"endTime":280.788,"body":"am I being that person right now?"},{"startTime":280.788,"endTime":282.948,"body":"But we've already established,"},{"startTime":280.788,"endTime":282.948,"body":"not everybody has a yes friend."},{"startTime":282.948,"endTime":283.668,"body":"So."},{"startTime":283.668,"endTime":286.248,"body":"I'm wondering if, ' cause I don't, I"},{"startTime":283.668,"endTime":286.248,"body":"am, honestly, I'm, I'm telling you,"},{"startTime":286.248,"endTime":287.478,"body":"I don't have a good answer for this."},{"startTime":287.478,"endTime":287.508,"body":"Oh."},{"startTime":287.508,"endTime":290.478,"body":"I'm wondering, do you, do you have"},{"startTime":287.508,"endTime":290.478,"body":"any thoughts on figuring out how to"},{"startTime":290.478,"endTime":294.408,"body":"recognize if you're becoming that"},{"startTime":290.478,"endTime":294.408,"body":"person who's just like, do you wanna"},{"startTime":294.408,"endTime":296.118,"body":"try my Shama, do you wanna sample?"},{"startTime":296.568,"endTime":299.058,"body":"Do you want another, but wait"},{"startTime":296.568,"endTime":299.058,"body":"in the next 15 minutes, I could"},{"startTime":299.058,"endTime":300.138,"body":"tell you Ginsu knives too."},{"startTime":300.138,"endTime":302.868,"body":"You know, like that's that,"},{"startTime":300.138,"endTime":302.868,"body":"that kind of pressure."},{"startTime":302.868,"endTime":303.108,"body":"Yeah."},{"startTime":303.108,"endTime":306.768,"body":"So I think a lot of it comes"},{"startTime":303.108,"endTime":306.768,"body":"down to your reasoning behind it."},{"startTime":306.768,"endTime":311.388,"body":"So are you honestly wanting"},{"startTime":306.768,"endTime":311.388,"body":"to help them succeed or do you"},{"startTime":311.388,"endTime":313.248,"body":"honestly just want the sale?"},{"startTime":313.248,"endTime":315.138,"body":"Oh, like do you look at them"},{"startTime":313.248,"endTime":315.138,"body":"like they're money on legs?"},{"startTime":315.198,"endTime":315.948,"body":"Exactly."},{"startTime":315.948,"endTime":320.388,"body":"But I think too, like the practical side,"},{"startTime":315.948,"endTime":320.388,"body":"because I have had what I thought were"},{"startTime":320.388,"endTime":322.788,"body":"warm leads that did not go anywhere."},{"startTime":322.788,"endTime":323.718,"body":"And I would say that."},{"startTime":323.718,"endTime":326.598,"body":"You know, I always reach out"},{"startTime":323.718,"endTime":326.598,"body":"a certain number of times."},{"startTime":326.628,"endTime":329.748,"body":"And I have had lots of people say, thank"},{"startTime":326.628,"endTime":329.748,"body":"you so much for reaching out again."},{"startTime":329.778,"endTime":331.038,"body":"I meant to get back to you."},{"startTime":331.043,"endTime":332.453,"body":"But your email got lost."},{"startTime":332.453,"endTime":332.693,"body":"Yeah."},{"startTime":332.693,"endTime":333.113,"body":"Busy."},{"startTime":333.113,"endTime":337.463,"body":"But like, there does reach a point where"},{"startTime":333.113,"endTime":337.463,"body":"I do send the email that just says,"},{"startTime":337.463,"endTime":339.293,"body":"Hey, here's the thing, one more time."},{"startTime":339.293,"endTime":341.633,"body":"If you are interested, hit reply."},{"startTime":341.633,"endTime":342.683,"body":"We can set a date."},{"startTime":342.683,"endTime":345.893,"body":"Or you can just tell me like, I'm"},{"startTime":342.683,"endTime":345.893,"body":"so busy, come back in three months."},{"startTime":345.893,"endTime":345.983,"body":"Mm-hmm."},{"startTime":346.223,"endTime":350.123,"body":"But if I don't hear from you, I will"},{"startTime":346.223,"endTime":350.123,"body":"take, I, you will not hear from me again."},{"startTime":350.123,"endTime":350.633,"body":"Basically."},{"startTime":350.633,"endTime":350.693,"body":"Yeah."},{"startTime":350.693,"endTime":355.223,"body":"Because there reaches a point where it's"},{"startTime":350.693,"endTime":355.223,"body":"like the, the one-sided chat thread."},{"startTime":355.463,"endTime":355.643,"body":"Yeah."},{"startTime":355.643,"endTime":357.773,"body":"Where you're just like,"},{"startTime":355.643,"endTime":357.773,"body":"hello, Hey, you there."},{"startTime":357.773,"endTime":360.923,"body":"So like if it, if it starts to feel"},{"startTime":357.773,"endTime":360.923,"body":"like that, I'd say, then, you know."},{"startTime":360.923,"endTime":361.193,"body":"Yeah."},{"startTime":361.193,"endTime":364.043,"body":"If you've sent out like four"},{"startTime":361.193,"endTime":364.043,"body":"emails and heard nothing."},{"startTime":364.043,"endTime":364.223,"body":"No."},{"startTime":364.223,"endTime":365.123,"body":"Is that your limit?"},{"startTime":365.123,"endTime":365.783,"body":"Is it four."},{"startTime":365.783,"endTime":366.623,"body":"I will send four."},{"startTime":366.623,"endTime":366.923,"body":"Yeah."},{"startTime":366.923,"endTime":367.433,"body":"Oh, you're good."},{"startTime":367.793,"endTime":370.103,"body":"Well, I, it's over like a"},{"startTime":367.793,"endTime":370.103,"body":"month, so like you're Oh."},{"startTime":370.103,"endTime":370.883,"body":"Even better."},{"startTime":370.883,"endTime":371.543,"body":"Wow."},{"startTime":371.543,"endTime":373.013,"body":"You're so, you're so good."},{"startTime":373.013,"endTime":376.433,"body":"I'm like, one email and a follow"},{"startTime":373.013,"endTime":376.433,"body":"up and I'm like, peace out yo."},{"startTime":376.433,"endTime":376.823,"body":"Yeah."},{"startTime":376.823,"endTime":379.733,"body":"So sometimes I'll go as long as"},{"startTime":376.823,"endTime":379.733,"body":"three and it comes from having,"},{"startTime":379.733,"endTime":383.423,"body":"it comes from a, a background in"},{"startTime":379.733,"endTime":383.423,"body":"trying to get wholesale shops."},{"startTime":383.903,"endTime":387.563,"body":"Oh, they are notoriously, I mean,"},{"startTime":383.903,"endTime":387.563,"body":"retail shop owners are so busy."},{"startTime":387.563,"endTime":387.653,"body":"Mm-hmm."},{"startTime":387.893,"endTime":390.023,"body":"They've got so many people emailing them."},{"startTime":390.023,"endTime":390.623,"body":"All the time."},{"startTime":390.623,"endTime":393.803,"body":"They got product and everything"},{"startTime":390.623,"endTime":393.803,"body":"moving and so it's like that"},{"startTime":393.803,"endTime":395.873,"body":"initial, it's two weeks later."},{"startTime":395.873,"endTime":397.043,"body":"It's a month after that."},{"startTime":397.043,"endTime":398.393,"body":"It's three months after that."},{"startTime":398.393,"endTime":400.553,"body":"And if I haven't heard anything,"},{"startTime":398.393,"endTime":400.553,"body":"then we go, so with these,"},{"startTime":400.553,"endTime":401.993,"body":"like if I really want it, yeah."},{"startTime":401.993,"endTime":405.323,"body":"It's probably four emails over"},{"startTime":401.993,"endTime":405.323,"body":"like a one to two month period."},{"startTime":405.323,"endTime":408.683,"body":"Oh, that's so, and then interesting"},{"startTime":405.323,"endTime":408.683,"body":"again, if I still think like you're"},{"startTime":408.683,"endTime":411.833,"body":"the customer, but you're just"},{"startTime":408.683,"endTime":411.833,"body":"not seeing it yet, I will like."},{"startTime":411.833,"endTime":413.483,"body":"Put you on a back burner list."},{"startTime":413.483,"endTime":415.013,"body":"Uhhuh to like six months from now."},{"startTime":415.013,"endTime":416.813,"body":"I will check on where you are."},{"startTime":416.813,"endTime":418.733,"body":"cause maybe they're"},{"startTime":416.813,"endTime":418.733,"body":"just not big enough yet."},{"startTime":418.733,"endTime":420.143,"body":"But like I really like what they're doing."},{"startTime":420.143,"endTime":423.353,"body":"I'll put them on like a back burner"},{"startTime":420.143,"endTime":423.353,"body":"list and like I will go check on them."},{"startTime":423.353,"endTime":425.453,"body":"Like I will stalk The LinkedIn."},{"startTime":425.453,"endTime":428.543,"body":"And then reach out again with"},{"startTime":425.453,"endTime":428.543,"body":"a personalized email that says,"},{"startTime":428.543,"endTime":431.843,"body":"congratulations, I heard that you're"},{"startTime":428.543,"endTime":431.843,"body":"opening this, or you just landed this."},{"startTime":431.843,"endTime":433.283,"body":"And like, that's so cool."},{"startTime":433.283,"endTime":434.993,"body":"We were chatting back in the day."},{"startTime":434.993,"endTime":438.743,"body":"If you're still interested in doing"},{"startTime":434.993,"endTime":438.743,"body":"X, you know, I'd love a coffee chat."},{"startTime":438.743,"endTime":439.733,"body":"You're inspiring me."},{"startTime":439.733,"endTime":444.623,"body":"Maybe to send one additional, maybe"},{"startTime":439.733,"endTime":444.623,"body":"one, two is not enough, two gets lost."},{"startTime":444.623,"endTime":446.183,"body":"I would say three is kind of the minimum."},{"startTime":446.183,"endTime":450.173,"body":"I have this thing where I'm like,"},{"startTime":446.183,"endTime":450.173,"body":"if you lose me within those two,"},{"startTime":450.173,"endTime":453.383,"body":"it's just not the right timing"},{"startTime":450.173,"endTime":453.383,"body":"and then I just move forward."},{"startTime":453.383,"endTime":456.383,"body":"I think this is, I hope somebody's"},{"startTime":453.383,"endTime":456.383,"body":"listening and they're realizing"},{"startTime":456.383,"endTime":458.963,"body":"that There's no set way."},{"startTime":458.963,"endTime":459.023,"body":"No."},{"startTime":459.366,"endTime":463.116,"body":"And a lot of it house also has to"},{"startTime":459.366,"endTime":463.116,"body":"do with your own patience level."},{"startTime":463.896,"endTime":465.126,"body":"Well, I think you and I see things."},{"startTime":465.263,"endTime":468.623,"body":"I think you are like, like you"},{"startTime":465.263,"endTime":468.623,"body":"said, it is not the right time."},{"startTime":468.623,"endTime":469.613,"body":"Like you are."},{"startTime":469.613,"endTime":472.013,"body":"The universe is telling me"},{"startTime":469.613,"endTime":472.013,"body":"this is not the right time."},{"startTime":472.133,"endTime":472.643,"body":"Totally."},{"startTime":472.703,"endTime":475.013,"body":"I am the control freak"},{"startTime":472.703,"endTime":475.013,"body":"who's like, I want it."},{"startTime":475.013,"endTime":475.673,"body":"Give it to me."},{"startTime":475.673,"endTime":476.543,"body":"I'm coming for you."},{"startTime":476.543,"endTime":481.493,"body":"And so it's like I want to"},{"startTime":476.543,"endTime":481.493,"body":"stay in the control seat and"},{"startTime":481.493,"endTime":483.023,"body":"so I am gonna come back to you."},{"startTime":483.023,"endTime":486.323,"body":"I'm not trusting you to come back"},{"startTime":483.023,"endTime":486.323,"body":"to me, I'm gonna come back to you."},{"startTime":486.323,"endTime":491.093,"body":"But I appreciate the free spiritedness"},{"startTime":486.323,"endTime":491.093,"body":"and the abundance thinking of like,"},{"startTime":491.093,"endTime":492.803,"body":"come forth, you weren't for me."},{"startTime":492.803,"endTime":494.453,"body":"And I'm like, I'm coming for you later."},{"startTime":494.458,"endTime":495.543,"body":"I'm like, think you're safe."},{"startTime":495.543,"endTime":496.773,"body":"Bless and release."},{"startTime":496.773,"endTime":499.683,"body":"That's why I cry and packed"},{"startTime":496.773,"endTime":499.683,"body":"schedule because I'm like,"},{"startTime":500.133,"endTime":501.183,"body":"gotta get back out there."},{"startTime":501.629,"endTime":507.239,"body":"We also talked about, just diversifying"},{"startTime":501.629,"endTime":507.239,"body":"the ways in which you network to"},{"startTime":507.239,"endTime":510.119,"body":"seek clients through different means."},{"startTime":510.119,"endTime":516.329,"body":"So like, if you're only going to online"},{"startTime":510.119,"endTime":516.329,"body":"events, every world gets small very fast."},{"startTime":516.334,"endTime":516.564,"body":"Yeah."},{"startTime":516.904,"endTime":521.824,"body":"And you can end up just circling around"},{"startTime":516.904,"endTime":521.824,"body":"the same water coolers over and over"},{"startTime":521.824,"endTime":525.214,"body":"with the same people and wondering how"},{"startTime":521.824,"endTime":525.214,"body":"come my network never seems to expand?"},{"startTime":525.214,"endTime":526.504,"body":"Well, it's, there's a reason for that."},{"startTime":526.504,"endTime":532.294,"body":"And so finding networking in unexpected"},{"startTime":526.504,"endTime":532.294,"body":"places, whether it is through doing"},{"startTime":532.294,"endTime":536.494,"body":"just online visibility efforts,"},{"startTime":532.294,"endTime":536.494,"body":"like through social media, obviously"},{"startTime":536.494,"endTime":541.384,"body":"we would definitely vote for doing"},{"startTime":536.494,"endTime":541.384,"body":"in-person local things because there's"},{"startTime":541.384,"endTime":546.244,"body":"so much business locally, unless what"},{"startTime":541.384,"endTime":546.244,"body":"you're offering is just so not local."},{"startTime":546.244,"endTime":549.724,"body":"But I don't think I've ever met"},{"startTime":546.244,"endTime":549.724,"body":"anybody where that local doesn't apply."},{"startTime":549.724,"endTime":550.234,"body":"No."},{"startTime":550.234,"endTime":552.814,"body":"' cause there's something"},{"startTime":550.234,"endTime":552.814,"body":"that you'll want Yes."},{"startTime":552.814,"endTime":553.744,"body":"That can be found."},{"startTime":553.744,"endTime":555.964,"body":"And also good people"},{"startTime":553.744,"endTime":555.964,"body":"know other good people."},{"startTime":555.964,"endTime":556.864,"body":"We're gonna talk about that."},{"startTime":556.894,"endTime":559.414,"body":"you had an interesting take"},{"startTime":556.894,"endTime":559.414,"body":"on six degrees of Kevin Bacon."},{"startTime":559.414,"endTime":559.774,"body":"Yeah."},{"startTime":559.774,"endTime":563.614,"body":"I found that a lot of times the"},{"startTime":559.774,"endTime":563.614,"body":"universe is very cheeky with me."},{"startTime":563.614,"endTime":567.964,"body":"And so like, I'll be in a conversation"},{"startTime":563.614,"endTime":567.964,"body":"and my internal dialogue is I have"},{"startTime":567.964,"endTime":571.124,"body":"picked, I have picked the wrong person"},{"startTime":567.964,"endTime":571.124,"body":"in the room to be chatting with, and"},{"startTime":571.124,"endTime":575.564,"body":"I'm like scoping out, like, how do I"},{"startTime":571.124,"endTime":575.564,"body":"lose this guy so I can find another one?"},{"startTime":576.164,"endTime":580.784,"body":"And then they'll drop a nugget"},{"startTime":576.164,"endTime":580.784,"body":"of like, oh, I know this person."},{"startTime":580.784,"endTime":582.352,"body":"And I'll be like, how the hell wait?"},{"startTime":582.352,"endTime":585.412,"body":"you know, so and so, and"},{"startTime":582.352,"endTime":585.412,"body":"like I could access from you?"},{"startTime":585.647,"endTime":588.377,"body":"And they're like, sure,"},{"startTime":585.647,"endTime":588.377,"body":"like I should introduce you."},{"startTime":588.377,"endTime":591.437,"body":"And so I found that I"},{"startTime":588.377,"endTime":591.437,"body":"need to stop assuming."},{"startTime":591.437,"endTime":591.737,"body":"Right."},{"startTime":591.737,"endTime":592.997,"body":"You cannot make any assumptions."},{"startTime":592.997,"endTime":594.737,"body":"'cause people know the weirdest people."},{"startTime":594.737,"endTime":597.257,"body":"Like it could be like, yeah,"},{"startTime":594.737,"endTime":597.257,"body":"so and so like, they walk my"},{"startTime":597.257,"endTime":598.847,"body":"dog or they're my hairdresser."},{"startTime":598.877,"endTime":599.117,"body":"Yep."},{"startTime":599.117,"endTime":604.067,"body":"And so I've stopped making assumptions and"},{"startTime":599.117,"endTime":604.067,"body":"I've just, it's kind of seen everybody as"},{"startTime":604.067,"endTime":606.197,"body":"like a weird little like treasure hunt."},{"startTime":606.197,"endTime":606.892,"body":"Oh, you like that?"},{"startTime":606.992,"endTime":610.127,"body":"So you just get curious and you're"},{"startTime":606.992,"endTime":610.127,"body":"like, but you kind of know some, there's"},{"startTime":610.127,"endTime":612.917,"body":"something that I can find of interest."},{"startTime":612.917,"endTime":613.217,"body":"Yes."},{"startTime":613.217,"endTime":614.297,"body":"In this conversation."},{"startTime":614.297,"endTime":617.957,"body":"I think the big red flag is when you"},{"startTime":614.297,"endTime":617.957,"body":"treasure hunt with somebody and you"},{"startTime":617.957,"endTime":620.442,"body":"discovered that they know nobody,"},{"startTime":617.957,"endTime":620.442,"body":"that's when you're like, and then you're"},{"startTime":620.442,"endTime":621.977,"body":"like, oh no, you were the runaway."},{"startTime":621.977,"endTime":622.337,"body":"Runaway."},{"startTime":622.427,"endTime":623.207,"body":"Nevermind."},{"startTime":623.268,"endTime":624.423,"body":"You're like, you do exist."},{"startTime":625.398,"endTime":626.913,"body":"They have no friends."},{"startTime":626.913,"endTime":629.283,"body":"we've been batch recording in"},{"startTime":626.913,"endTime":629.283,"body":"the studio on the day that we're"},{"startTime":629.283,"endTime":631.743,"body":"recording this episode actually,"},{"startTime":629.283,"endTime":631.743,"body":"and we've been having conversations"},{"startTime":631.743,"endTime":633.123,"body":"with guests who will be coming on."},{"startTime":633.123,"endTime":635.793,"body":"It's amazing how much, being"},{"startTime":633.123,"endTime":635.793,"body":"uncomfortable has been coming up."},{"startTime":635.793,"endTime":638.853,"body":"And that was one of your notes for this"},{"startTime":635.793,"endTime":638.853,"body":"episode, which I think is so fascinating."},{"startTime":638.853,"endTime":639.153,"body":"Yeah."},{"startTime":639.153,"endTime":644.133,"body":"I mean, I, I think in terms of like trying"},{"startTime":639.153,"endTime":644.133,"body":"to get clients, you are going to be using"},{"startTime":644.133,"endTime":647.463,"body":"these experiences as ab testing grounds."},{"startTime":647.469,"endTime":652.113,"body":"And so you're gonna try out your"},{"startTime":647.469,"endTime":652.113,"body":"little, I help so and so do so and so."},{"startTime":652.113,"endTime":656.253,"body":"And kind of like a standup, you're gonna"},{"startTime":652.113,"endTime":656.253,"body":"watch it land really well sometimes"},{"startTime":656.253,"endTime":657.963,"body":"and you'll be like, oh, that was good."},{"startTime":657.963,"endTime":662.103,"body":"And you're gonna see some responses"},{"startTime":657.963,"endTime":662.103,"body":"that you weren't expecting."},{"startTime":662.103,"endTime":663.723,"body":"Where they're like, but you do what?"},{"startTime":663.723,"endTime":665.283,"body":"Or, oh, do you mean this?"},{"startTime":665.283,"endTime":667.443,"body":"And you're like, I did"},{"startTime":665.283,"endTime":667.443,"body":"not mean that in any way."},{"startTime":667.443,"endTime":669.243,"body":"Like, how did you get there?"},{"startTime":669.243,"endTime":672.513,"body":"And I think you have to be uncomfortable"},{"startTime":669.243,"endTime":672.513,"body":"with, I don't wanna say looking like"},{"startTime":672.513,"endTime":673.923,"body":"you don't know what you're doing."},{"startTime":673.923,"endTime":676.833,"body":"But feeling like, oh my"},{"startTime":673.923,"endTime":676.833,"body":"God, what are they thinking?"},{"startTime":676.833,"endTime":681.333,"body":"I can't even explain what I do properly"},{"startTime":676.833,"endTime":681.333,"body":"because they're not understanding."},{"startTime":681.393,"endTime":683.193,"body":"I'm terrible at explaining what I do."},{"startTime":683.193,"endTime":685.233,"body":"I think I accepted that a few years ago."},{"startTime":685.353,"endTime":689.043,"body":"I used to feel like, so I feel like I"},{"startTime":685.353,"endTime":689.043,"body":"used to feel like such a fraud where"},{"startTime":689.043,"endTime":692.163,"body":"I was like, why is everybody else"},{"startTime":689.043,"endTime":692.163,"body":"have this crafty B and i statement?"},{"startTime":692.163,"endTime":694.053,"body":"And I just can't tell you what I do."},{"startTime":694.113,"endTime":696.698,"body":"And I, I, at some point"},{"startTime":694.113,"endTime":696.698,"body":"I was like, eh, fuck it."},{"startTime":697.34,"endTime":700.28,"body":"You're just gonna have to stand"},{"startTime":697.34,"endTime":700.28,"body":"here and I hope it's a good drink."},{"startTime":700.31,"endTime":702.62,"body":"'cause I'm gonna talk your"},{"startTime":700.31,"endTime":702.62,"body":"ear off for like five minutes."},{"startTime":702.77,"endTime":703.505,"body":"You do go off, I guess."},{"startTime":703.785,"endTime":704.065,"body":"I like it."},{"startTime":704.065,"endTime":704.625,"body":"Explain what I do."},{"startTime":705.342,"endTime":706.392,"body":"I use that moment."},{"startTime":706.392,"endTime":708.762,"body":"If we're together, I'm"},{"startTime":706.392,"endTime":708.762,"body":"like, and scan the room."},{"startTime":708.762,"endTime":710.052,"body":"Mary's gonna be a while."},{"startTime":710.172,"endTime":711.267,"body":"I'll just, I'm buying you time."},{"startTime":711.267,"endTime":711.587,"body":"I'll just wait."},{"startTime":711.807,"endTime":713.562,"body":"I'm buying you time to scan the room."},{"startTime":713.562,"endTime":714.942,"body":"But it's very uncomfortable."},{"startTime":714.972,"endTime":717.762,"body":"I mean, I would say that we have noticed."},{"startTime":717.762,"endTime":721.062,"body":"How many other people"},{"startTime":717.762,"endTime":721.062,"body":"are deeply uncomfortable."},{"startTime":721.062,"endTime":724.422,"body":"And I think sometimes when you're so busy"},{"startTime":721.062,"endTime":724.422,"body":"being wrapped up in your discomfort that"},{"startTime":724.422,"endTime":728.022,"body":"you forget that everyone else is feeling"},{"startTime":724.422,"endTime":728.022,"body":"just as awkward as you at this thing."},{"startTime":728.022,"endTime":730.302,"body":"and they're having this, thought"},{"startTime":728.022,"endTime":730.302,"body":"go through their head like,"},{"startTime":730.362,"endTime":731.862,"body":"how long until I get a client?"},{"startTime":731.862,"endTime":734.742,"body":"You know, like, who in here could"},{"startTime":731.862,"endTime":734.742,"body":"possibly be a client for me?"},{"startTime":734.742,"endTime":737.832,"body":"Like, can I get some"},{"startTime":734.742,"endTime":737.832,"body":"business out of this today?"},{"startTime":737.832,"endTime":740.262,"body":"there's no, like, you would not"},{"startTime":737.832,"endTime":740.262,"body":"go to a networking event to be"},{"startTime":740.262,"endTime":742.083,"body":"like, I'm just here for the vibes."},{"startTime":742.083,"endTime":745.063,"body":"Like, if you want vibes,"},{"startTime":742.083,"endTime":745.063,"body":"you go to the spa."},{"startTime":745.153,"endTime":747.673,"body":"Like you don't go to a networking event."},{"startTime":747.673,"endTime":747.913,"body":"Yeah."},{"startTime":747.913,"endTime":750.643,"body":"And I think first there's always"},{"startTime":747.913,"endTime":750.643,"body":"this uncomfortableness too, of"},{"startTime":750.643,"endTime":753.223,"body":"like when we're vibing, right?"},{"startTime":753.283,"endTime":753.433,"body":"Mm-hmm."},{"startTime":753.673,"endTime":758.023,"body":"And I've told you what I do, and"},{"startTime":753.673,"endTime":758.023,"body":"they're kind of curious and you're"},{"startTime":758.023,"endTime":759.613,"body":"like, do I get on my card now?"},{"startTime":759.613,"endTime":761.653,"body":"Do I ask for copy chat now?"},{"startTime":761.653,"endTime":764.833,"body":"Do I Do we book a call now or like, or."},{"startTime":764.833,"endTime":767.623,"body":"Or do we just LinkedIn and"},{"startTime":764.833,"endTime":767.623,"body":"like, I'll get back to you."},{"startTime":767.623,"endTime":772.003,"body":"I think that's also that kind of"},{"startTime":767.623,"endTime":772.003,"body":"like uncomfortableness and we have"},{"startTime":772.003,"endTime":775.093,"body":"been in the rooms with so many"},{"startTime":772.003,"endTime":775.093,"body":"people where Oh, all around us."},{"startTime":775.093,"endTime":778.933,"body":"It will, it will sound like people are"},{"startTime":775.093,"endTime":778.933,"body":"like, we should totally work together."},{"startTime":778.933,"endTime":780.463,"body":"Why don't you give me your info?"},{"startTime":780.463,"endTime":782.363,"body":"And you're just like, oh, that'd be nice."},{"startTime":782.363,"endTime":783.503,"body":"I don't know if this is happening."},{"startTime":783.946,"endTime":785.626,"body":"I'm over here making little noises."},{"startTime":785.626,"endTime":785.836,"body":"Like,"},{"startTime":787.551,"endTime":789.921,"body":"that's what's going on in me"},{"startTime":787.551,"endTime":789.921,"body":"internally while I sit there."},{"startTime":789.921,"endTime":790.946,"body":"Like uhhuh uhhuh."},{"startTime":791.424,"endTime":792.294,"body":"I think you're right."},{"startTime":792.294,"endTime":796.584,"body":"Like, don't count your wins"},{"startTime":792.294,"endTime":796.584,"body":"until something really happened."},{"startTime":796.584,"endTime":797.274,"body":"It moves forward."},{"startTime":797.304,"endTime":797.574,"body":"Yeah."},{"startTime":797.574,"endTime":800.904,"body":"That was, that was one of your final"},{"startTime":797.574,"endTime":800.904,"body":"warmup notes was like, until a contract"},{"startTime":800.904,"endTime":802.704,"body":"is signed, like it's just a connection."},{"startTime":802.704,"endTime":803.184,"body":"Like Stop trying."},{"startTime":803.184,"endTime":803.274,"body":"Yeah."},{"startTime":803.274,"endTime":805.314,"body":"Stop trying to make it be something"},{"startTime":803.274,"endTime":805.314,"body":"that's, oh, you know what?"},{"startTime":805.314,"endTime":805.624,"body":"There you go."},{"startTime":805.624,"endTime":808.434,"body":"Everything does go back to dating"},{"startTime":805.624,"endTime":808.434,"body":"because this is like when you go on"},{"startTime":808.434,"endTime":812.274,"body":"a bad date and they start talking"},{"startTime":808.434,"endTime":812.274,"body":"about like, getting married and"},{"startTime":812.274,"endTime":814.554,"body":"you're like, whoa, it's coffee."},{"startTime":814.554,"endTime":815.304,"body":"It's coffee."},{"startTime":815.304,"endTime":815.394,"body":"Yes."},{"startTime":815.544,"endTime":817.194,"body":"Like, this is why I don't date."},{"startTime":817.254,"endTime":817.584,"body":"Yeah."},{"startTime":817.644,"endTime":821.154,"body":"'cause we've had so many, we've,"},{"startTime":817.644,"endTime":821.154,"body":"we've gone to events with people"},{"startTime":821.154,"endTime":823.794,"body":"and they will walk out and they'll"},{"startTime":821.154,"endTime":823.794,"body":"be like, I just got three clients."},{"startTime":823.794,"endTime":825.617,"body":"And we're like, did"},{"startTime":823.794,"endTime":825.617,"body":"you, did you, I didn't."},{"startTime":826.037,"endTime":826.577,"body":"No, they got three."},{"startTime":826.577,"endTime":827.357,"body":"Where's the contract?"},{"startTime":827.357,"endTime":828.617,"body":"They got three coffee checks."},{"startTime":829.337,"endTime":831.137,"body":"That's not, that's not a client."},{"startTime":831.647,"endTime":834.257,"body":"And two, probably Flake and like Uhhuh."},{"startTime":834.257,"endTime":836.027,"body":"And we do hear those stories"},{"startTime":834.257,"endTime":836.027,"body":"later where they're like, oh,"},{"startTime":836.027,"endTime":837.257,"body":"then they didn't follow up."},{"startTime":837.262,"endTime":838.232,"body":"it, it's sort of like a."},{"startTime":838.232,"endTime":839.852,"body":"An unfortunate reality check."},{"startTime":840.153,"endTime":842.883,"body":"And people, and some people"},{"startTime":840.153,"endTime":842.883,"body":"are very, very good at masking."},{"startTime":842.883,"endTime":845.493,"body":"You know, we're gonna talk about"},{"startTime":842.883,"endTime":845.493,"body":"neurodivergence in this season."},{"startTime":845.493,"endTime":849.963,"body":"and some people are very good at appearing"},{"startTime":845.493,"endTime":849.963,"body":"one way because socially we expect"},{"startTime":849.963,"endTime":852.663,"body":"people to socialize in a particular way."},{"startTime":852.663,"endTime":856.203,"body":"And you learn what the cues are and you"},{"startTime":852.663,"endTime":856.203,"body":"learn to smile and nod and shake hands"},{"startTime":856.203,"endTime":857.613,"body":"and kiss babies and all the things."},{"startTime":857.613,"endTime":862.833,"body":"But when it comes time to doing"},{"startTime":857.613,"endTime":862.833,"body":"business, though, that is not the person."},{"startTime":862.833,"endTime":866.973,"body":"And then they struggle and, and so"},{"startTime":862.833,"endTime":866.973,"body":"sometimes you just don't know until"},{"startTime":866.973,"endTime":869.613,"body":"you have the discovery call after."},{"startTime":869.613,"endTime":872.613,"body":"But I, you know, I can't think of any"},{"startTime":869.613,"endTime":872.613,"body":"networking event I walked out over."},{"startTime":872.613,"endTime":873.213,"body":"I was like."},{"startTime":873.213,"endTime":875.733,"body":"We're already setting up a discovery call."},{"startTime":875.733,"endTime":877.593,"body":"No, that's never happened."},{"startTime":877.623,"endTime":881.313,"body":"it's usually somebody knows somebody"},{"startTime":877.623,"endTime":881.313,"body":"really great that I do need to get in"},{"startTime":881.313,"endTime":884.193,"body":"contact with for referrals probably."},{"startTime":884.193,"endTime":888.543,"body":"Or we're gonna have a coffee"},{"startTime":884.193,"endTime":888.543,"body":"chat because we genuinely do"},{"startTime":888.543,"endTime":890.193,"body":"get along really, really well."},{"startTime":890.193,"endTime":892.473,"body":"And you can tell it would just"},{"startTime":890.193,"endTime":892.473,"body":"be a good connection to have."},{"startTime":892.533,"endTime":892.713,"body":"Yeah."},{"startTime":892.713,"endTime":896.703,"body":"Maybe we are interested in working with"},{"startTime":892.713,"endTime":896.703,"body":"each other at some point, but those"},{"startTime":896.703,"endTime":900.903,"body":"signed contracts take time to get to,"},{"startTime":896.703,"endTime":900.903,"body":"and especially in this day and age,"},{"startTime":900.903,"endTime":901.898,"body":"I've watched it, I've watched you do it."},{"startTime":901.898,"endTime":902.388,"body":"It's months."},{"startTime":902.388,"endTime":903.881,"body":"Months, totally months."},{"startTime":904.243,"endTime":906.613,"body":"Three At a minimum, I'd say, oh, for sure."},{"startTime":906.613,"endTime":907.543,"body":"I think you're pushing more."},{"startTime":907.543,"endTime":908.113,"body":"Four."},{"startTime":908.113,"endTime":908.443,"body":"Oh yeah."},{"startTime":908.443,"endTime":910.453,"body":"It feels like it's pushing more"},{"startTime":908.443,"endTime":910.453,"body":"four or five at this point."},{"startTime":911.113,"endTime":913.063,"body":"And I don't see that"},{"startTime":911.113,"endTime":913.063,"body":"changing anytime soon."},{"startTime":913.063,"endTime":917.413,"body":"The world is very uncertain right"},{"startTime":913.063,"endTime":917.413,"body":"now and people are very stressed"},{"startTime":917.413,"endTime":919.423,"body":"out right now as we all are."},{"startTime":919.423,"endTime":922.963,"body":"And people are being more"},{"startTime":919.423,"endTime":922.963,"body":"prudent and they're just not."},{"startTime":922.963,"endTime":925.428,"body":"dumping money and, and places damage."},{"startTime":926.118,"endTime":930.588,"body":"But I would argue even in the before times"},{"startTime":926.118,"endTime":930.588,"body":"that we, you know, are idolizing weirdly"},{"startTime":930.588,"endTime":933.288,"body":"in the rear view mirror right now, and"},{"startTime":930.588,"endTime":933.288,"body":"they were never really perfect either."},{"startTime":933.288,"endTime":937.878,"body":"That the amount of work somebody's done to"},{"startTime":933.288,"endTime":937.878,"body":"get themselves to the point of being ready"},{"startTime":937.878,"endTime":941.178,"body":"to make an investment, like you have no"},{"startTime":937.878,"endTime":941.178,"body":"idea how many other conversations they've"},{"startTime":941.178,"endTime":944.628,"body":"had or how many other service providers"},{"startTime":941.178,"endTime":944.628,"body":"they've talked to or anything else"},{"startTime":944.628,"endTime":948.918,"body":"before the point at which they met you"},{"startTime":944.628,"endTime":948.918,"body":"to then have been warmed up and primed."},{"startTime":948.948,"endTime":951.438,"body":"Meanwhile, you're warming up and"},{"startTime":948.948,"endTime":951.438,"body":"priming somebody else for another"},{"startTime":951.438,"endTime":952.548,"body":"service provider, you know?"},{"startTime":952.608,"endTime":952.848,"body":"Yeah."},{"startTime":952.908,"endTime":956.568,"body":"Like you, you have no idea, and the"},{"startTime":952.908,"endTime":956.568,"body":"person in front of you doesn't even"},{"startTime":956.568,"endTime":957.798,"body":"know where they're at in that journey."},{"startTime":957.798,"endTime":961.698,"body":"And so it really is just being,"},{"startTime":957.798,"endTime":961.698,"body":"being a kind human, what I think."},{"startTime":961.698,"endTime":963.468,"body":"Being authentically yourself."},{"startTime":963.498,"endTime":964.698,"body":"'cause you mentioned Yeah."},{"startTime":964.728,"endTime":967.308,"body":"You know how sometimes you get on the"},{"startTime":964.728,"endTime":967.308,"body":"call and they're completely different."},{"startTime":967.878,"endTime":968.148,"body":"Yes."},{"startTime":968.358,"endTime":969.198,"body":"They catfished you."},{"startTime":969.383,"endTime":969.503,"body":"Oh God."},{"startTime":969.503,"endTime":970.613,"body":"So we're changing our podcast."},{"startTime":970.618,"endTime":971.698,"body":"It's a business dating podcast."},{"startTime":971.878,"endTime":972.098,"body":"Yep."},{"startTime":972.098,"endTime":975.308,"body":"Well, we did break down, this"},{"startTime":972.098,"endTime":975.308,"body":"whole theme of like, how do we get"},{"startTime":975.308,"endTime":979.808,"body":"clients through networking into some"},{"startTime":975.308,"endTime":979.808,"body":"more easily digestible segments?"},{"startTime":979.808,"endTime":983.348,"body":"And the first one that we pulled"},{"startTime":979.808,"endTime":983.348,"body":"out was a readiness factor."},{"startTime":983.348,"endTime":988.508,"body":"What we're hoping is that this talk"},{"startTime":983.348,"endTime":988.508,"body":"around readiness helps the listener."},{"startTime":988.508,"endTime":991.568,"body":"You, you, I'm looking at you right"},{"startTime":988.508,"endTime":991.568,"body":"now with the headphones on, to think"},{"startTime":991.568,"endTime":995.438,"body":"about how you would part with your own"},{"startTime":991.568,"endTime":995.438,"body":"money because it's a leap of faith."},{"startTime":995.438,"endTime":999.878,"body":"You had reminded me before we record"},{"startTime":995.438,"endTime":999.878,"body":"that we had had a conversation sometime"},{"startTime":999.878,"endTime":1002.623,"body":"last year I think, where I was like,"},{"startTime":999.878,"endTime":1002.623,"body":"yeah, but if you're not willing"},{"startTime":1002.623,"endTime":1005.218,"body":"to spend that amount of money, why"},{"startTime":1002.623,"endTime":1005.218,"body":"would somebody spend that with you?"},{"startTime":1005.218,"endTime":1005.608,"body":"Yeah."},{"startTime":1005.608,"endTime":1008.248,"body":"And I was like, oh, I wouldn't"},{"startTime":1005.608,"endTime":1008.248,"body":"spend that amount of money."},{"startTime":1008.878,"endTime":1009.838,"body":"I'm gonna be honest."},{"startTime":1009.838,"endTime":1013.258,"body":"And, and then as we were discussing it,"},{"startTime":1009.838,"endTime":1013.258,"body":"just to get ready for the episode today,"},{"startTime":1013.258,"endTime":1016.978,"body":"I had to think about it a little bit"},{"startTime":1013.258,"endTime":1016.978,"body":"more and I thought it doesn't mean that"},{"startTime":1017.068,"endTime":1021.748,"body":"you have to spend all that money to be"},{"startTime":1017.068,"endTime":1021.748,"body":"ready to have readiness, no emotional"},{"startTime":1021.748,"endTime":1025.468,"body":"readiness factor, but you do have to"},{"startTime":1021.748,"endTime":1025.468,"body":"figure out your emotions around money."},{"startTime":1025.468,"endTime":1027.958,"body":"And money's a very complex"},{"startTime":1025.468,"endTime":1027.958,"body":"thing for everybody."},{"startTime":1027.958,"endTime":1028.138,"body":"Yeah."},{"startTime":1028.138,"endTime":1030.808,"body":"People come into light, into their"},{"startTime":1028.138,"endTime":1030.808,"body":"adult lives with a lot of money,"},{"startTime":1030.808,"endTime":1032.278,"body":"trauma that gets passed down."},{"startTime":1032.278,"endTime":1034.498,"body":"You don't even realize half of"},{"startTime":1032.278,"endTime":1034.498,"body":"the shit that gets passed down to"},{"startTime":1034.498,"endTime":1036.178,"body":"you from like, whoever raised you."},{"startTime":1036.268,"endTime":1036.358,"body":"Yeah."},{"startTime":1036.358,"endTime":1038.098,"body":"and sometimes that goes back generations."},{"startTime":1038.128,"endTime":1038.878,"body":"Generations."},{"startTime":1038.928,"endTime":1044.028,"body":"I think one thing is it's not about, just"},{"startTime":1038.928,"endTime":1044.028,"body":"about like, yes, I have spent, let's say"},{"startTime":1044.028,"endTime":1049.038,"body":"$5,000 on something for business, so I'm"},{"startTime":1044.028,"endTime":1049.038,"body":"so ready to spend that just drop of a hat."},{"startTime":1049.043,"endTime":1049.123,"body":"Mm-hmm."},{"startTime":1049.123,"endTime":1052.663,"body":"But I think thinking about what you"},{"startTime":1049.123,"endTime":1052.663,"body":"offer, thinking about the price point"},{"startTime":1052.663,"endTime":1056.053,"body":"and then taking that into consideration"},{"startTime":1052.663,"endTime":1056.053,"body":"of how do I need to hold someone's"},{"startTime":1056.053,"endTime":1060.793,"body":"hand, or what systems do I need to build"},{"startTime":1056.053,"endTime":1060.793,"body":"so that they feel supported through"},{"startTime":1060.793,"endTime":1062.923,"body":"the steps of making that decision."},{"startTime":1062.953,"endTime":1063.433,"body":"Yes."},{"startTime":1063.433,"endTime":1065.443,"body":"So not just showing the"},{"startTime":1063.433,"endTime":1065.443,"body":"value, but being like."},{"startTime":1065.443,"endTime":1068.893,"body":"I joined a program once and it was"},{"startTime":1065.443,"endTime":1068.893,"body":"only $2,000, but that was a huge"},{"startTime":1068.893,"endTime":1070.843,"body":"amount to me, and the woman knew it."},{"startTime":1070.843,"endTime":1071.353,"body":"Mm-hmm."},{"startTime":1071.418,"endTime":1074.503,"body":"So she's like, she would send like"},{"startTime":1071.418,"endTime":1074.503,"body":"things in the mail, like we got"},{"startTime":1074.503,"endTime":1075.883,"body":"like a little voodoo doll of her."},{"startTime":1075.913,"endTime":1078.703,"body":"'cause she's like, you're gonna hate me by"},{"startTime":1075.913,"endTime":1078.703,"body":"the end of this, so I wanna send you this."},{"startTime":1079.423,"endTime":1083.383,"body":"Um, but it's like acknowledging"},{"startTime":1079.423,"endTime":1083.383,"body":"this is a big investment."},{"startTime":1083.653,"endTime":1085.573,"body":"I'm so excited to do this with you."},{"startTime":1085.723,"endTime":1085.783,"body":"Yeah."},{"startTime":1085.873,"endTime":1090.073,"body":"But I know how much this took to"},{"startTime":1085.873,"endTime":1090.073,"body":"get you to here, and like, I'm"},{"startTime":1090.073,"endTime":1092.023,"body":"excited, I wanna do this with you."},{"startTime":1092.023,"endTime":1095.743,"body":"And so I think instead of just being"},{"startTime":1092.023,"endTime":1095.743,"body":"like, why won't you spend $5,000 with me?"},{"startTime":1095.743,"endTime":1097.453,"body":"It's like, did you make it feel."},{"startTime":1097.453,"endTime":1101.293,"body":"You actually care Also, can we point"},{"startTime":1097.453,"endTime":1101.293,"body":"out how, this point we're talking"},{"startTime":1101.293,"endTime":1103.963,"body":"about how far away from networking?"},{"startTime":1103.963,"endTime":1104.053,"body":"Yeah."},{"startTime":1104.618,"endTime":1107.893,"body":"This is, this is like months down"},{"startTime":1104.618,"endTime":1107.893,"body":"the line and like, 'cause you and I"},{"startTime":1107.893,"endTime":1111.703,"body":"both know, I mean, we've walked into"},{"startTime":1107.893,"endTime":1111.703,"body":"situations where we wish this was like"},{"startTime":1111.823,"endTime":1113.203,"body":"the day after the networking event."},{"startTime":1113.743,"endTime":1114.643,"body":"That is the dream."},{"startTime":1115.333,"endTime":1116.293,"body":"We've never had it."},{"startTime":1116.383,"endTime":1117.193,"body":"Never ever."},{"startTime":1117.193,"endTime":1121.843,"body":"and we interact with enough people and now"},{"startTime":1117.193,"endTime":1121.843,"body":"we lead networking events where we do see"},{"startTime":1121.843,"endTime":1126.984,"body":"people walk into the room kind of thinking"},{"startTime":1121.843,"endTime":1126.984,"body":"they're hoping you, you, it's literally"},{"startTime":1126.984,"endTime":1132.534,"body":"written all over to days, faces days,"},{"startTime":1126.984,"endTime":1132.534,"body":"the day I'm gonna get my $10,000 client."},{"startTime":1132.534,"endTime":1136.674,"body":"that is many, many weeks if"},{"startTime":1132.534,"endTime":1136.674,"body":"not months of conversations."},{"startTime":1136.704,"endTime":1136.974,"body":"Yeah."},{"startTime":1136.974,"endTime":1138.084,"body":"I think we have to start."},{"startTime":1138.084,"endTime":1140.394,"body":"The bar needs to like come way down."},{"startTime":1140.394,"endTime":1144.351,"body":"It's one of the few bars that"},{"startTime":1140.394,"endTime":1144.351,"body":"are too high to come way down to"},{"startTime":1144.351,"endTime":1150.021,"body":"just, I hope I get to have a nice"},{"startTime":1144.351,"endTime":1150.021,"body":"conversation with someone today."},{"startTime":1150.021,"endTime":1152.691,"body":"I, you know, I think of it like,"},{"startTime":1150.021,"endTime":1152.691,"body":"who do I like in this room?"},{"startTime":1152.691,"endTime":1153.441,"body":"Oh."},{"startTime":1153.441,"endTime":1155.541,"body":"Because when you think about it, I"},{"startTime":1153.441,"endTime":1155.541,"body":"hope I like someone in this room."},{"startTime":1155.541,"endTime":1157.131,"body":"I like someone, do I bring"},{"startTime":1155.541,"endTime":1157.131,"body":"the bar down even further?"},{"startTime":1157.641,"endTime":1158.121,"body":"Yeah."},{"startTime":1158.181,"endTime":1158.421,"body":"Yeah."},{"startTime":1158.421,"endTime":1162.351,"body":"Because, because when you think about"},{"startTime":1158.421,"endTime":1162.351,"body":"doing work with somebody, and of course"},{"startTime":1162.351,"endTime":1165.471,"body":"I'm speaking from the perspective"},{"startTime":1162.351,"endTime":1165.471,"body":"as a service provider who works with"},{"startTime":1165.471,"endTime":1167.331,"body":"people over a sustained period of time."},{"startTime":1167.336,"endTime":1170.736,"body":"I, at the time of this recording,"},{"startTime":1167.336,"endTime":1170.736,"body":"I have nixed hourly recordings in"},{"startTime":1170.736,"endTime":1173.376,"body":"the studio and everything like,"},{"startTime":1170.736,"endTime":1173.376,"body":"was, was just, yes, thank you, woo."},{"startTime":1173.466,"endTime":1176.916,"body":"Doing the, it was"},{"startTime":1173.466,"endTime":1176.916,"body":"interrupting too much flow."},{"startTime":1176.916,"endTime":1181.266,"body":"And, um, it, you know, just the ROI on"},{"startTime":1176.916,"endTime":1181.266,"body":"it for the studio is, is not high enough."},{"startTime":1181.266,"endTime":1183.456,"body":"Like either you're doing a"},{"startTime":1181.266,"endTime":1183.456,"body":"retainer package or you're not."},{"startTime":1183.456,"endTime":1185.676,"body":"So, um, well you valued."},{"startTime":1185.676,"endTime":1187.086,"body":"Those connections."},{"startTime":1187.086,"endTime":1187.476,"body":"Yes."},{"startTime":1187.476,"endTime":1189.936,"body":"Too much the the bigger connections."},{"startTime":1189.966,"endTime":1190.356,"body":"Yes."},{"startTime":1190.416,"endTime":1192.996,"body":"Basically, you want to help so much."},{"startTime":1192.996,"endTime":1193.686,"body":"I do that."},{"startTime":1193.686,"endTime":1196.656,"body":"You can't offer that with"},{"startTime":1193.686,"endTime":1196.656,"body":"the hourly and thus No."},{"startTime":1196.656,"endTime":1199.716,"body":"And, and hourly people usually need"},{"startTime":1196.656,"endTime":1199.716,"body":"extra and then they start asking."},{"startTime":1199.716,"endTime":1200.946,"body":"It's like, but you didn't pay for that."},{"startTime":1200.961,"endTime":1204.036,"body":"And actually there's literally not time"},{"startTime":1200.961,"endTime":1204.036,"body":"in this container to help you with that"},{"startTime":1204.036,"endTime":1207.126,"body":"because that is actually a multi-week"},{"startTime":1204.036,"endTime":1207.126,"body":"problem, not a 30 minute problem."},{"startTime":1207.161,"endTime":1211.721,"body":"so when I walk into a networking room,"},{"startTime":1207.161,"endTime":1211.721,"body":"I'm thinking, do I like this person?"},{"startTime":1211.721,"endTime":1213.881,"body":"Because like even when I was"},{"startTime":1211.721,"endTime":1213.881,"body":"in my corporate career and I"},{"startTime":1213.881,"endTime":1215.831,"body":"was managing people on teams."},{"startTime":1215.831,"endTime":1219.101,"body":"When you hire people, yes, they need"},{"startTime":1215.831,"endTime":1219.101,"body":"to have the skills and everything,"},{"startTime":1219.101,"endTime":1222.851,"body":"but like 90% of the decision at the"},{"startTime":1219.101,"endTime":1222.851,"body":"end of the day is, do we like this"},{"startTime":1222.851,"endTime":1225.971,"body":"person to spend eight hours or plus"},{"startTime":1222.851,"endTime":1225.971,"body":"more, especially on a tech team."},{"startTime":1225.971,"endTime":1231.461,"body":"If we have to come in on a Sunday and work"},{"startTime":1225.971,"endTime":1231.461,"body":"all day together looking like potatoes"},{"startTime":1231.461,"endTime":1235.721,"body":"and crawl under desks and shit, do we"},{"startTime":1231.461,"endTime":1235.721,"body":"like this person enough to sit around and"},{"startTime":1235.721,"endTime":1238.361,"body":"order Domino's Pizza with them or not?"},{"startTime":1238.541,"endTime":1238.841,"body":"Yeah."},{"startTime":1238.931,"endTime":1243.311,"body":"And if the answer was, I can't"},{"startTime":1238.931,"endTime":1243.311,"body":"stand their personality, it's a no."},{"startTime":1243.311,"endTime":1247.181,"body":"It's like, you can be absolutely"},{"startTime":1243.311,"endTime":1247.181,"body":"brilliant, but if you have no winning"},{"startTime":1247.181,"endTime":1251.501,"body":"personality, if you're, you're not"},{"startTime":1247.181,"endTime":1251.501,"body":"friendly or whatever, you know,"},{"startTime":1251.501,"endTime":1252.671,"body":"people don't wanna work with you."},{"startTime":1252.671,"endTime":1255.821,"body":"And so when I, when I go into a"},{"startTime":1252.671,"endTime":1255.821,"body":"networking room, I really think like."},{"startTime":1255.821,"endTime":1257.771,"body":"I give people a lot of"},{"startTime":1255.821,"endTime":1257.771,"body":"grace for feeling awkward."},{"startTime":1257.771,"endTime":1262.631,"body":"'cause I also feel awkward, but we've"},{"startTime":1257.771,"endTime":1262.631,"body":"made connections before in ways Yeah."},{"startTime":1262.721,"endTime":1265.421,"body":"That are so surprising and wonderful."},{"startTime":1265.421,"endTime":1269.051,"body":"We were just talking about one of our"},{"startTime":1265.421,"endTime":1269.051,"body":"new favorite people that we met recently."},{"startTime":1269.051,"endTime":1273.041,"body":"there's a very marked difference between"},{"startTime":1269.051,"endTime":1273.041,"body":"a connection like that where you see"},{"startTime":1273.041,"endTime":1276.641,"body":"them and you instantly are like, your"},{"startTime":1273.041,"endTime":1276.641,"body":"face lights up and you're like, hello?"},{"startTime":1276.641,"endTime":1277.661,"body":"And there's a hug."},{"startTime":1277.661,"endTime":1281.111,"body":"And I am not always a big hugger,"},{"startTime":1277.661,"endTime":1281.111,"body":"but I'm like, hugs for you."},{"startTime":1281.117,"endTime":1281.291,"body":"You know?"},{"startTime":1281.711,"endTime":1284.441,"body":"And that's one of my tests where"},{"startTime":1281.711,"endTime":1284.441,"body":"I'm like, if I feel like giving you"},{"startTime":1284.441,"endTime":1286.541,"body":"a hug, we can get along and, yeah."},{"startTime":1286.541,"endTime":1290.021,"body":"And I, and I wonder how many people"},{"startTime":1286.541,"endTime":1290.021,"body":"walk into their networking rooms."},{"startTime":1290.021,"endTime":1290.861,"body":"Thinking that."},{"startTime":1290.861,"endTime":1292.661,"body":"'cause they're just"},{"startTime":1290.861,"endTime":1292.661,"body":"like, who's gonna pay me?"},{"startTime":1292.661,"endTime":1293.021,"body":"Who's gonna pay?"},{"startTime":1293.021,"endTime":1295.391,"body":"I mean, but that gets into like"},{"startTime":1293.021,"endTime":1295.391,"body":"money desperation and there's stuff"},{"startTime":1295.391,"endTime":1296.891,"body":"going on there too that's Yes."},{"startTime":1296.891,"endTime":1297.911,"body":"Related to other things."},{"startTime":1298.388,"endTime":1301.778,"body":"That was in the last room we"},{"startTime":1298.388,"endTime":1301.778,"body":"in, oh God, that room this week."},{"startTime":1302.231,"endTime":1303.041,"body":"So hard."},{"startTime":1303.268,"endTime":1308.128,"body":"What do you think about people"},{"startTime":1303.268,"endTime":1308.128,"body":"saying yes in terms of readiness?"},{"startTime":1308.128,"endTime":1312.538,"body":"Yeah, I mean like, 'cause occasionally you"},{"startTime":1308.128,"endTime":1312.538,"body":"will have somebody at a networking event"},{"startTime":1312.538,"endTime":1314.488,"body":"who says yes to something that you offer."},{"startTime":1314.488,"endTime":1316.498,"body":"Whether that is, do you wanna chat more?"},{"startTime":1316.498,"endTime":1317.548,"body":"you know, do you wanna have coffee day?"},{"startTime":1317.548,"endTime":1318.658,"body":"Do you wanna exchange cards?"},{"startTime":1318.658,"endTime":1320.863,"body":"Accept it, but know, it might change."},{"startTime":1321.143,"endTime":1321.863,"body":"it's going to change."},{"startTime":1321.863,"endTime":1323.993,"body":"The coffee date will will never happen."},{"startTime":1323.993,"endTime":1325.253,"body":"They will always be busy."},{"startTime":1325.253,"endTime":1326.183,"body":"They'll always be sick."},{"startTime":1326.183,"endTime":1327.743,"body":"There will always be a family emergency."},{"startTime":1327.743,"endTime":1329.153,"body":"Like I hate it when that happens."},{"startTime":1330.443,"endTime":1330.473,"body":"It's so annoying."},{"startTime":1331.133,"endTime":1332.453,"body":"It's like, why did you say yes?"},{"startTime":1332.453,"endTime":1333.098,"body":"Just say no."},{"startTime":1333.098,"endTime":1333.713,"body":"Just I know."},{"startTime":1333.713,"endTime":1334.193,"body":"Exactly."},{"startTime":1334.193,"endTime":1335.573,"body":"Don't, don't lead me along."},{"startTime":1335.573,"endTime":1339.293,"body":"I can't Like dating, there's another"},{"startTime":1335.573,"endTime":1339.293,"body":"girl, you watched me decline somebody"},{"startTime":1339.293,"endTime":1342.653,"body":"just this week they asked if I was"},{"startTime":1339.293,"endTime":1342.653,"body":"going to be at this event that they're"},{"startTime":1342.653,"endTime":1347.123,"body":"hosting and I had a decline because"},{"startTime":1342.653,"endTime":1347.123,"body":"I mean, it's a genuine decline."},{"startTime":1347.123,"endTime":1347.783,"body":"Yes."},{"startTime":1347.783,"endTime":1348.353,"body":"Mine was not."},{"startTime":1348.353,"endTime":1352.468,"body":"I made mine up, but, but at least, but"},{"startTime":1348.353,"endTime":1352.468,"body":"at least I wasn't dragging here long."},{"startTime":1352.468,"endTime":1357.268,"body":"I just was like, yeah, no, but I can't"},{"startTime":1352.468,"endTime":1357.268,"body":"tell you no because I don't want to go."},{"startTime":1357.268,"endTime":1358.858,"body":"But I can just say I'm busy."},{"startTime":1358.858,"endTime":1360.988,"body":"You can, you can, like, I"},{"startTime":1358.858,"endTime":1360.988,"body":"think that's appropriate."},{"startTime":1360.988,"endTime":1364.438,"body":"I think it's appropriate to be like, oh,"},{"startTime":1360.988,"endTime":1364.438,"body":"I don't have time for chat right now."},{"startTime":1364.438,"endTime":1365.848,"body":"I'm actually all full up."},{"startTime":1366.148,"endTime":1366.488,"body":"oh, yeah, yeah."},{"startTime":1366.488,"endTime":1367.183,"body":"No, that's fine."},{"startTime":1367.543,"endTime":1369.418,"body":"I, I, I think that that's appropriate."},{"startTime":1369.418,"endTime":1372.718,"body":"I mean maybe we do need to be more"},{"startTime":1369.418,"endTime":1372.718,"body":"honest with each other because it just"},{"startTime":1372.718,"endTime":1375.898,"body":"market research to be like, I don't"},{"startTime":1372.718,"endTime":1375.898,"body":"think that's a good fit for me, or it's"},{"startTime":1375.898,"endTime":1377.428,"body":"not really something I'm interested in."},{"startTime":1377.428,"endTime":1379.828,"body":"I love that you're doing"},{"startTime":1377.428,"endTime":1379.828,"body":"it, but I'm not interested."},{"startTime":1379.828,"endTime":1382.138,"body":"Thank you for the offer"},{"startTime":1379.828,"endTime":1382.138,"body":"to have a coffee date."},{"startTime":1382.168,"endTime":1384.148,"body":"Oh, is this our goal for 2026?"},{"startTime":1384.213,"endTime":1386.368,"body":"I kind of like, I think we"},{"startTime":1384.213,"endTime":1386.368,"body":"might have to, I think women"},{"startTime":1386.368,"endTime":1388.078,"body":"are trained to be very polite."},{"startTime":1388.078,"endTime":1388.558,"body":"Yeah."},{"startTime":1388.558,"endTime":1391.318,"body":"And you know, as I was thinking"},{"startTime":1388.558,"endTime":1391.318,"body":"about it, like you are just kind"},{"startTime":1391.318,"endTime":1392.488,"body":"of kicking the can down the road."},{"startTime":1392.518,"endTime":1394.138,"body":"Like you meet them at the next"},{"startTime":1392.518,"endTime":1394.138,"body":"event and they're gonna be"},{"startTime":1394.138,"endTime":1395.158,"body":"like, you wanna do it again?"},{"startTime":1395.158,"endTime":1397.648,"body":"And be like, ah, what do I say now?"},{"startTime":1397.648,"endTime":1397.948,"body":"No."},{"startTime":1397.948,"endTime":1400.498,"body":"So yeah, maybe we just have to"},{"startTime":1397.948,"endTime":1400.498,"body":"be, we have to put on our mediocre"},{"startTime":1400.498,"endTime":1402.208,"body":"white man cape and just be like."},{"startTime":1402.208,"endTime":1403.348,"body":"Not interested."},{"startTime":1404.578,"endTime":1408.478,"body":"I don't think we have to do it to that"},{"startTime":1404.578,"endTime":1408.478,"body":"extent, but I do like this, I do like this"},{"startTime":1408.478,"endTime":1415.258,"body":"notion of like having been trained to be"},{"startTime":1408.478,"endTime":1415.258,"body":"agreeable and to have a certain decorum"},{"startTime":1415.258,"endTime":1421.438,"body":"and like be a good little lady and like"},{"startTime":1415.258,"endTime":1421.438,"body":"smile and nod and you can still be polite"},{"startTime":1421.438,"endTime":1424.408,"body":"and kind and you can still just be honest."},{"startTime":1424.408,"endTime":1428.665,"body":"I mean, maybe I am feeling a little bit"},{"startTime":1424.408,"endTime":1428.665,"body":"fortunate at the moment where 2026 has"},{"startTime":1428.665,"endTime":1432.625,"body":"kicked off and you have been watching"},{"startTime":1428.665,"endTime":1432.625,"body":"me in like a two week timeframe."},{"startTime":1432.625,"endTime":1436.375,"body":"Go from, I think I have some time"},{"startTime":1432.625,"endTime":1436.375,"body":"to, like Mary has negative time."},{"startTime":1436.375,"endTime":1439.615,"body":"Like I literally don't have time and a"},{"startTime":1436.375,"endTime":1439.615,"body":"and a message landed in my inbox from"},{"startTime":1439.615,"endTime":1441.295,"body":"somebody who got my card at this event."},{"startTime":1441.295,"endTime":1443.065,"body":"We went to on, this, past week."},{"startTime":1443.065,"endTime":1445.675,"body":"And he's like, here's my calendar link."},{"startTime":1445.675,"endTime":1446.575,"body":"Let's have a chat."},{"startTime":1446.575,"endTime":1449.27,"body":"I was just gonna ask if you"},{"startTime":1446.575,"endTime":1449.27,"body":"got that one too, because I did"},{"startTime":1449.39,"endTime":1450.476,"body":"and I was like, sorry buddy."},{"startTime":1450.476,"endTime":1455.096,"body":"I don't have time for like, I literally"},{"startTime":1450.476,"endTime":1455.096,"body":"don't have time for a random chat anymore."},{"startTime":1455.096,"endTime":1457.376,"body":"So like we Were you interested though?"},{"startTime":1457.376,"endTime":1459.716,"body":"Mildly, but not enough Yeah."},{"startTime":1459.746,"endTime":1460.826,"body":"To have the chat."},{"startTime":1460.826,"endTime":1462.236,"body":"At least not right now."},{"startTime":1462.266,"endTime":1466.646,"body":"Yeah, and I think he could be"},{"startTime":1462.266,"endTime":1466.646,"body":"invited to one of our, networking"},{"startTime":1466.646,"endTime":1467.876,"body":"events at some point in the future."},{"startTime":1467.876,"endTime":1469.856,"body":"I think that would be an"},{"startTime":1467.876,"endTime":1469.856,"body":"appropriate container."},{"startTime":1469.886,"endTime":1472.616,"body":"we were chatting earlier today"},{"startTime":1469.886,"endTime":1472.616,"body":"when we were recording a guest"},{"startTime":1472.616,"endTime":1475.616,"body":"spot with our friend Nedra, who's"},{"startTime":1472.616,"endTime":1475.616,"body":"gonna be on a future guest spot."},{"startTime":1475.616,"endTime":1480.086,"body":"And I was saying that I think this year is"},{"startTime":1475.616,"endTime":1480.086,"body":"going to bring me into a space of hosting"},{"startTime":1480.086,"endTime":1484.406,"body":"a lot more coffee open house parties,"},{"startTime":1480.086,"endTime":1484.406,"body":"like I did, I experimented with last year."},{"startTime":1484.406,"endTime":1488.466,"body":"And because I just literally"},{"startTime":1484.406,"endTime":1488.466,"body":"don't have the time, like I have"},{"startTime":1488.466,"endTime":1490.356,"body":"hit a stage and founder life."},{"startTime":1490.356,"endTime":1493.566,"body":"Where the numbers we added"},{"startTime":1490.356,"endTime":1493.566,"body":"up that we talked about."},{"startTime":1493.746,"endTime":1497.376,"body":"I'm like, that was so great for"},{"startTime":1493.746,"endTime":1497.376,"body":"last year Achievement unlocked."},{"startTime":1498.096,"endTime":1498.426,"body":"Yeah."},{"startTime":1498.426,"endTime":1501.786,"body":"Like I went through the little pipe"},{"startTime":1498.426,"endTime":1501.786,"body":"in Mario Land and I like went to the"},{"startTime":1501.786,"endTime":1506.256,"body":"next world and you know, and I, and I'm"},{"startTime":1501.786,"endTime":1506.256,"body":"really busy swimming my way across it"},{"startTime":1506.256,"endTime":1512.706,"body":"right now, and it's like, unless you are"},{"startTime":1506.256,"endTime":1512.706,"body":"doing some much higher level collab with"},{"startTime":1512.706,"endTime":1514.806,"body":"me, it's honestly really kind of hard."},{"startTime":1514.806,"endTime":1518.511,"body":"I'm literally on planes again"},{"startTime":1514.806,"endTime":1518.511,"body":"this year and I'm literally not,"},{"startTime":1518.571,"endTime":1521.361,"body":"I'm not not available for a chat."},{"startTime":1522.426,"endTime":1526.686,"body":"So for somebody listening who's like,"},{"startTime":1522.426,"endTime":1526.686,"body":"oh, like what if I run into that?"},{"startTime":1526.716,"endTime":1530.946,"body":"Not, not from being you, but from"},{"startTime":1526.716,"endTime":1530.946,"body":"being the person asking you Yeah."},{"startTime":1530.946,"endTime":1533.736,"body":"Like, like how do I get,"},{"startTime":1530.946,"endTime":1533.736,"body":"how do I get to Mary then."},{"startTime":1534.119,"endTime":1535.654,"body":"I, if you have anything on that."},{"startTime":1535.654,"endTime":1539.409,"body":"I, I think it comes down to, I think"},{"startTime":1535.654,"endTime":1539.409,"body":"sometimes you meet people, because"},{"startTime":1539.409,"endTime":1543.339,"body":"I have met people who are way above"},{"startTime":1539.409,"endTime":1543.339,"body":"my weight class already this year,"},{"startTime":1543.339,"endTime":1544.839,"body":"in the first three weeks of January."},{"startTime":1544.839,"endTime":1547.749,"body":"And I'm like, they don't have time for me."},{"startTime":1547.749,"endTime":1551.229,"body":"like if I need something or I wanna"},{"startTime":1547.749,"endTime":1551.229,"body":"chat with them, there better be"},{"startTime":1551.229,"endTime":1552.969,"body":"a really darn good reason for it."},{"startTime":1552.974,"endTime":1555.699,"body":"It needs to, this ask needs"},{"startTime":1552.974,"endTime":1555.699,"body":"to be really specific."},{"startTime":1555.759,"endTime":1555.969,"body":"Yeah."},{"startTime":1555.969,"endTime":1559.479,"body":"And because they have told"},{"startTime":1555.969,"endTime":1559.479,"body":"you, yes, I want to help you."},{"startTime":1559.484,"endTime":1559.564,"body":"Yes."},{"startTime":1559.629,"endTime":1560.859,"body":"And I will take the time."},{"startTime":1560.864,"endTime":1560.884,"body":"Yes."},{"startTime":1560.884,"endTime":1561.924,"body":"But you're correct in that."},{"startTime":1562.197,"endTime":1565.647,"body":"Your time is very valuable and you"},{"startTime":1562.197,"endTime":1565.647,"body":"don't want to abuse The connection."},{"startTime":1565.647,"endTime":1566.187,"body":"Correct."},{"startTime":1566.187,"endTime":1569.877,"body":"And then you and I have talked"},{"startTime":1566.187,"endTime":1569.877,"body":"previously about some of the"},{"startTime":1569.877,"endTime":1572.337,"body":"people that we would like to reach."},{"startTime":1572.337,"endTime":1577.287,"body":"We, us fully recognizing that those"},{"startTime":1572.337,"endTime":1577.287,"body":"people are not in these networking rooms."},{"startTime":1577.347,"endTime":1577.467,"body":"Yep."},{"startTime":1577.467,"endTime":1578.817,"body":"They are busy."},{"startTime":1578.822,"endTime":1580.377,"body":"They don't have the time."},{"startTime":1580.377,"endTime":1584.307,"body":"They're tired at the end of the"},{"startTime":1580.377,"endTime":1584.307,"body":"day and going to a very loud room."},{"startTime":1584.367,"endTime":1587.727,"body":"That room is so loud, is not"},{"startTime":1584.367,"endTime":1587.727,"body":"on the list of priorities."},{"startTime":1588.657,"endTime":1588.717,"body":"No."},{"startTime":1588.777,"endTime":1589.587,"body":"They don't need to."},{"startTime":1589.587,"endTime":1590.337,"body":"And they don't need to be there."},{"startTime":1590.337,"endTime":1593.427,"body":"And so I do think that"},{"startTime":1590.337,"endTime":1593.427,"body":"this becomes a year."},{"startTime":1593.427,"endTime":1597.597,"body":"It's so ironic that we have a"},{"startTime":1593.427,"endTime":1597.597,"body":"networking podcast now, and I'm"},{"startTime":1597.597,"endTime":1601.017,"body":"like, and I think I'm gonna bounce"},{"startTime":1597.597,"endTime":1601.017,"body":"out of a lot of networking events."},{"startTime":1601.527,"endTime":1603.687,"body":"This is the last episode and we're done."},{"startTime":1604.329,"endTime":1609.969,"body":"So really fast first   I think like if the"},{"startTime":1604.329,"endTime":1609.969,"body":"question is like, how, what do you do when"},{"startTime":1609.969,"endTime":1612.729,"body":"you're on the other side and you're like,"},{"startTime":1609.969,"endTime":1612.729,"body":"oh, I really wanna reach that person."},{"startTime":1612.729,"endTime":1615.819,"body":"I think it's rare that we find them"},{"startTime":1612.729,"endTime":1615.819,"body":"in our, in our networking rooms."},{"startTime":1615.819,"endTime":1616.269,"body":"I do."},{"startTime":1616.269,"endTime":1619.839,"body":"And, and when we do, it's probably gonna"},{"startTime":1616.269,"endTime":1619.839,"body":"be at like a conference or some kind of"},{"startTime":1619.869,"endTime":1624.009,"body":"like paid event where there's thought"},{"startTime":1619.869,"endTime":1624.009,"body":"leadership going on, like genuinely."},{"startTime":1624.009,"endTime":1629.349,"body":"And once that happens, then it's"},{"startTime":1624.009,"endTime":1629.349,"body":"up to you to like find a way to"},{"startTime":1629.349,"endTime":1630.849,"body":"build a relationship with 'em."},{"startTime":1630.849,"endTime":1634.659,"body":"You know, I was just at a paid speaking"},{"startTime":1630.849,"endTime":1634.659,"body":"gig and like all the attendees had a lot"},{"startTime":1634.659,"endTime":1639.069,"body":"of opportunity to interact with us as"},{"startTime":1634.659,"endTime":1639.069,"body":"speakers and they were great connections."},{"startTime":1639.069,"endTime":1641.859,"body":"And as a speaker, there's a couple"},{"startTime":1639.069,"endTime":1641.859,"body":"people I wanna follow up with"},{"startTime":1641.859,"endTime":1644.248,"body":"because there were some things that"},{"startTime":1641.859,"endTime":1644.248,"body":"we talked about collaborating on."},{"startTime":1644.248,"endTime":1648.268,"body":"There were other people who wanted my"},{"startTime":1644.248,"endTime":1648.268,"body":"time and attention, and a whole bunch"},{"startTime":1648.268,"endTime":1650.038,"body":"of them did not have cards on them."},{"startTime":1650.038,"endTime":1651.928,"body":"What, so I have the attendee list."},{"startTime":1651.928,"endTime":1653.938,"body":"So there's some people were like,"},{"startTime":1651.928,"endTime":1653.938,"body":"I can find them in the list."},{"startTime":1653.938,"endTime":1654.688,"body":"Like I could email them."},{"startTime":1654.688,"endTime":1656.368,"body":"The ones who need to talk to me."},{"startTime":1656.368,"endTime":1658.618,"body":"Guess what have already emailed me."},{"startTime":1658.618,"endTime":1658.888,"body":"Yeah."},{"startTime":1658.888,"endTime":1659.468,"body":"And the other one."},{"startTime":1659.543,"endTime":1663.178,"body":"So maybe, yeah, they're gonna have"},{"startTime":1659.543,"endTime":1663.178,"body":"to take initiative to reach out"},{"startTime":1663.178,"endTime":1668.128,"body":"because I am not desperate for their"},{"startTime":1663.178,"endTime":1668.128,"body":"business or money or connection."},{"startTime":1668.128,"endTime":1672.478,"body":"But if they really want me, like they have"},{"startTime":1668.128,"endTime":1672.478,"body":"to show that they need to come forward."},{"startTime":1672.478,"endTime":1674.638,"body":"And I think that's kind"},{"startTime":1672.478,"endTime":1674.638,"body":"of what starts happening."},{"startTime":1674.638,"endTime":1674.998,"body":"Yeah."},{"startTime":1674.998,"endTime":1676.348,"body":"Which is a, a weird place to be."},{"startTime":1676.528,"endTime":1678.568,"body":"'cause I feel like I've been, I, I"},{"startTime":1676.528,"endTime":1678.568,"body":"feel like I've been on the other side"},{"startTime":1678.568,"endTime":1680.008,"body":"of the table for a very long time."},{"startTime":1680.008,"endTime":1680.488,"body":"Yes."},{"startTime":1680.488,"endTime":1683.788,"body":"And to anyone listening who's like,"},{"startTime":1680.488,"endTime":1683.788,"body":"oh shit, it sounds like the people"},{"startTime":1683.788,"endTime":1686.158,"body":"I want aren't even in any room."},{"startTime":1686.158,"endTime":1687.148,"body":"Like what's the point?"},{"startTime":1687.148,"endTime":1687.388,"body":"You know?"},{"startTime":1687.388,"endTime":1691.328,"body":"I do think everybody, I. Needs to kind"},{"startTime":1687.388,"endTime":1691.328,"body":"of cut their teeth in these rooms."},{"startTime":1691.388,"endTime":1691.658,"body":"Yes."},{"startTime":1691.718,"endTime":1692.828,"body":"And you will learn for yourself."},{"startTime":1692.828,"endTime":1694.778,"body":"It's very possible that"},{"startTime":1692.828,"endTime":1694.778,"body":"your audience is there."},{"startTime":1694.778,"endTime":1696.188,"body":"For some people it's not."},{"startTime":1696.188,"endTime":1699.723,"body":"And you, you don't figure it"},{"startTime":1696.188,"endTime":1699.723,"body":"out until you really go Yes."},{"startTime":1699.723,"endTime":1700.443,"body":"And learn."},{"startTime":1700.443,"endTime":1704.583,"body":"but I think making human connections"},{"startTime":1700.443,"endTime":1704.583,"body":"is still like you have a lot of"},{"startTime":1704.583,"endTime":1706.773,"body":"friends who have become friends Yes."},{"startTime":1706.803,"endTime":1708.723,"body":"From meeting them at events like this."},{"startTime":1708.753,"endTime":1709.083,"body":"Yes."},{"startTime":1709.083,"endTime":1713.133,"body":"And some become clients and friends,"},{"startTime":1709.083,"endTime":1713.133,"body":"but like you, you do make time for"},{"startTime":1713.133,"endTime":1714.873,"body":"the ones who make time for you."},{"startTime":1714.873,"endTime":1715.293,"body":"Mm-hmm."},{"startTime":1715.299,"endTime":1719.523,"body":"And so I think if you do want to, you"},{"startTime":1715.299,"endTime":1719.523,"body":"know, even get clients, it is how do"},{"startTime":1719.523,"endTime":1720.903,"body":"I take an interest in that person?"},{"startTime":1720.903,"endTime":1721.413,"body":"Yes."},{"startTime":1721.413,"endTime":1723.033,"body":"And good people know other good people."},{"startTime":1723.033,"endTime":1723.243,"body":"Yeah."},{"startTime":1723.243,"endTime":1726.603,"body":"Like how many times have we and we see"},{"startTime":1723.243,"endTime":1726.603,"body":"them again and because we're consistent."},{"startTime":1726.663,"endTime":1726.753,"body":"Yep."},{"startTime":1726.753,"endTime":1730.428,"body":"And we have been there, they know us, they"},{"startTime":1726.753,"endTime":1730.428,"body":"trust us, there's recognition, they trust"},{"startTime":1730.428,"endTime":1731.988,"body":"us and then they're like, you know what?"},{"startTime":1731.988,"endTime":1732.888,"body":"I just met this person."},{"startTime":1732.888,"endTime":1733.878,"body":"You need to meet them."},{"startTime":1733.878,"endTime":1735.648,"body":"That has happened so many times."},{"startTime":1735.678,"endTime":1735.888,"body":"Yep."},{"startTime":1735.888,"endTime":1736.908,"body":"And I think you're totally right."},{"startTime":1736.908,"endTime":1740.268,"body":"Like there's a certain amount of paying"},{"startTime":1736.908,"endTime":1740.268,"body":"your dues and cutting your teeth and"},{"startTime":1740.268,"endTime":1742.938,"body":"dare I say it yet again, social skills."},{"startTime":1742.938,"endTime":1744.618,"body":"Like you gotta do the reps. Yep."},{"startTime":1744.828,"endTime":1748.878,"body":"If you don't have a robust social life,"},{"startTime":1744.828,"endTime":1748.878,"body":"this for I think a lot of business"},{"startTime":1748.878,"endTime":1751.608,"body":"people is a way to get in that exercise."},{"startTime":1751.608,"endTime":1751.698,"body":"Mm-hmm."},{"startTime":1751.703,"endTime":1752.303,"body":"Social exercise."},{"startTime":1753.081,"endTime":1755.361,"body":"it's useful in that sense."},{"startTime":1755.361,"endTime":1758.961,"body":"But I also think like in-person"},{"startTime":1755.361,"endTime":1758.961,"body":"events, um, as a lot of people are"},{"startTime":1758.961,"endTime":1762.711,"body":"predicting, are gonna make a really"},{"startTime":1758.961,"endTime":1762.711,"body":"big comeback again starting this year."},{"startTime":1762.711,"endTime":1768.031,"body":"And that's not just our local I. Regular"},{"startTime":1762.711,"endTime":1768.031,"body":"networking groups, but also conferences"},{"startTime":1768.031,"endTime":1769.531,"body":"and summits and things like that."},{"startTime":1769.531,"endTime":1770.821,"body":"So, alright, so let's move on."},{"startTime":1770.881,"endTime":1776.401,"body":"Um, let's talk about our other, our other"},{"startTime":1770.881,"endTime":1776.401,"body":"big category that goes along with how"},{"startTime":1776.401,"endTime":1777.811,"body":"do we get clients through networking."},{"startTime":1777.811,"endTime":1781.651,"body":"and just talking about the cost of"},{"startTime":1777.811,"endTime":1781.651,"body":"inaction because we are wondering if this"},{"startTime":1781.651,"endTime":1786.871,"body":"helps our listeners, who are sitting in"},{"startTime":1781.651,"endTime":1786.871,"body":"a cost of an action with say, something"},{"startTime":1786.931,"endTime":1790.981,"body":"you offer for sale or I offer for sale"},{"startTime":1786.931,"endTime":1790.981,"body":"to be able to use their own experience"},{"startTime":1790.981,"endTime":1793.981,"body":"and think about it in terms of what"},{"startTime":1790.981,"endTime":1793.981,"body":"other people would buy from them."},{"startTime":1793.981,"endTime":1796.981,"body":"Because the whole notion of getting"},{"startTime":1793.981,"endTime":1796.981,"body":"clients from networking is to get paid."},{"startTime":1796.981,"endTime":1799.321,"body":"we're really talking about like"},{"startTime":1796.981,"endTime":1799.321,"body":"dealing with your own avoidance."},{"startTime":1799.51,"endTime":1799.81,"body":"Ouch."},{"startTime":1800.062,"endTime":1801.532,"body":"I mean, I have plenty of my own avoidance."},{"startTime":1801.532,"endTime":1802.882,"body":"I'm, I will admit it freely."},{"startTime":1803.122,"endTime":1803.452,"body":"Yeah."},{"startTime":1803.452,"endTime":1808.312,"body":"I mean, I think it's easy from like"},{"startTime":1803.452,"endTime":1808.312,"body":"when, when you start chatting people"},{"startTime":1808.312,"endTime":1812.542,"body":"up at a networking event and you, if"},{"startTime":1808.312,"endTime":1812.542,"body":"you're actively listening, you can"},{"startTime":1812.632,"endTime":1817.642,"body":"hear the little, like the not alarm"},{"startTime":1812.632,"endTime":1817.642,"body":"bells, but like the keywords come"},{"startTime":1817.642,"endTime":1821.452,"body":"out, you know, when they're like, I'm"},{"startTime":1817.642,"endTime":1821.452,"body":"too busy for X or I just need help"},{"startTime":1821.452,"endTime":1823.162,"body":"with this, or this is the problem."},{"startTime":1823.162,"endTime":1825.652,"body":"And you're like, I know"},{"startTime":1823.162,"endTime":1825.652,"body":"exactly what you need."},{"startTime":1825.652,"endTime":1827.032,"body":"This is what I do."},{"startTime":1827.032,"endTime":1828.292,"body":"And you tell them."},{"startTime":1828.292,"endTime":1832.162,"body":"And then nine times outta 10 they're"},{"startTime":1828.292,"endTime":1832.162,"body":"like, nah, I think I just need like"},{"startTime":1832.762,"endTime":1834.382,"body":"ads, is what I hear all the time."},{"startTime":1834.382,"endTime":1836.392,"body":"Is like, no, no, I just, I"},{"startTime":1834.382,"endTime":1836.392,"body":"just need to buy some ads."},{"startTime":1836.392,"endTime":1836.992,"body":"I'm like, great."},{"startTime":1836.992,"endTime":1839.332,"body":"Or we could just light the"},{"startTime":1836.992,"endTime":1839.332,"body":"money on fire and watch it."},{"startTime":1839.362,"endTime":1841.192,"body":"'cause that's wonderful entertainment too."},{"startTime":1841.192,"endTime":1845.674,"body":"Ads not equal sign fan base"},{"startTime":1841.192,"endTime":1845.674,"body":"ads, no ads don't equal much."},{"startTime":1845.704,"endTime":1847.264,"body":"unless you have a fan base, but."},{"startTime":1847.264,"endTime":1852.709,"body":"I think it's, it has been for"},{"startTime":1847.264,"endTime":1852.709,"body":"me, this very frustrating last,"},{"startTime":1852.709,"endTime":1856.899,"body":"honestly, like two and a half years"},{"startTime":1852.709,"endTime":1856.899,"body":"of watching people sit in inaction."},{"startTime":1856.969,"endTime":1857.179,"body":"Yeah."},{"startTime":1857.239,"endTime":1860.089,"body":"And me trying to force them to change."},{"startTime":1860.089,"endTime":1863.539,"body":"But in the words of Amanda Palmer,"},{"startTime":1860.089,"endTime":1863.539,"body":"like it doesn't hurt enough."},{"startTime":1863.539,"endTime":1864.589,"body":"they're not ready."},{"startTime":1864.619,"endTime":1866.629,"body":"I can't move them."},{"startTime":1866.659,"endTime":1871.249,"body":"But sometimes, like you were sharing"},{"startTime":1866.659,"endTime":1871.249,"body":"a technique it did move the needle"},{"startTime":1871.249,"endTime":1875.959,"body":"a little, which is to use examples"},{"startTime":1871.249,"endTime":1875.959,"body":"of, not to say what I do, but what"},{"startTime":1875.959,"endTime":1878.449,"body":"I've helped somebody else achieve."},{"startTime":1878.449,"endTime":1881.479,"body":"Especially if I can weave it"},{"startTime":1878.449,"endTime":1881.479,"body":"into what they want to do."},{"startTime":1881.479,"endTime":1881.689,"body":"Yeah."},{"startTime":1881.749,"endTime":1885.259,"body":"So like, I helped so and so do"},{"startTime":1881.749,"endTime":1885.259,"body":"this, which is the same thing"},{"startTime":1885.259,"endTime":1887.299,"body":"that you say that you want to do."},{"startTime":1887.299,"endTime":1887.449,"body":"Yeah."},{"startTime":1887.613,"endTime":1891.588,"body":"Then they can kind of, oh, that's, I"},{"startTime":1887.613,"endTime":1891.588,"body":"could achieve X if I worked with you."},{"startTime":1892.121,"endTime":1895.931,"body":"It's something that they've kind"},{"startTime":1892.121,"endTime":1895.931,"body":"of already told me that sometimes"},{"startTime":1895.931,"endTime":1897.341,"body":"can shift them a little bit."},{"startTime":1897.341,"endTime":1899.981,"body":"But if you just come out and tell them"},{"startTime":1897.341,"endTime":1899.981,"body":"what you do, they are just not ready."},{"startTime":1899.981,"endTime":1900.791,"body":"Usually not."},{"startTime":1900.791,"endTime":1902.071,"body":"And they just don't, usually not."},{"startTime":1902.266,"endTime":1902.506,"body":"Okay."},{"startTime":1902.506,"endTime":1905.319,"body":"This is my hot take on that,"},{"startTime":1902.506,"endTime":1905.319,"body":"because the first interaction"},{"startTime":1905.319,"endTime":1906.699,"body":"is just the first interaction."},{"startTime":1906.729,"endTime":1907.029,"body":"Okay."},{"startTime":1907.029,"endTime":1907.119,"body":"Yeah."},{"startTime":1907.119,"endTime":1909.639,"body":"And the second interaction is"},{"startTime":1907.119,"endTime":1909.639,"body":"also just a second interaction."},{"startTime":1909.669,"endTime":1911.289,"body":"You don't know anything about them yet."},{"startTime":1911.379,"endTime":1911.859,"body":"No."},{"startTime":1911.859,"endTime":1916.749,"body":"And so like your repeated presence showing"},{"startTime":1911.859,"endTime":1916.749,"body":"up over like literally your face Yeah."},{"startTime":1916.749,"endTime":1918.219,"body":"In front of the, their face."},{"startTime":1918.219,"endTime":1918.519,"body":"Yeah."},{"startTime":1918.519,"endTime":1920.979,"body":"Reminds them, oh shit,"},{"startTime":1918.519,"endTime":1920.979,"body":"I still didn't do it."},{"startTime":1920.984,"endTime":1921.364,"body":"Mm-hmm."},{"startTime":1921.909,"endTime":1926.134,"body":"Because we've been going to networking"},{"startTime":1921.909,"endTime":1926.134,"body":"events and now that I've got keys"},{"startTime":1926.134,"endTime":1928.984,"body":"to the studio, you know, everybody's"},{"startTime":1926.134,"endTime":1928.984,"body":"like, oh, I wanna start a podcast."},{"startTime":1929.014,"endTime":1932.314,"body":"Oh, I wanna do, and I'm like,"},{"startTime":1929.014,"endTime":1932.314,"body":"I'm sure you do also, yes."},{"startTime":1932.314,"endTime":1933.874,"body":"Smart strategy, but."},{"startTime":1933.874,"endTime":1935.134,"body":"they won't do it."},{"startTime":1935.134,"endTime":1935.374,"body":"Right."},{"startTime":1935.374,"endTime":1938.884,"body":"They won't take action even on a small"},{"startTime":1935.374,"endTime":1938.884,"body":"thing, like even just subscribe to my"},{"startTime":1938.884,"endTime":1940.084,"body":"newsletter and they still haven't done it."},{"startTime":1940.174,"endTime":1940.324,"body":"Yeah."},{"startTime":1940.384,"endTime":1942.844,"body":"But then they'll see my face"},{"startTime":1940.384,"endTime":1942.844,"body":"again and they'll be like,"},{"startTime":1942.874,"endTime":1945.064,"body":"oh my God, I see your face."},{"startTime":1945.064,"endTime":1946.654,"body":"And it reminded me I"},{"startTime":1945.064,"endTime":1946.654,"body":"still didn't do the thing."},{"startTime":1946.654,"endTime":1948.814,"body":"Like they've literally said it out loud."},{"startTime":1948.814,"endTime":1953.794,"body":"And I see people do that with you When it"},{"startTime":1948.814,"endTime":1953.794,"body":"comes to the fan base stuff, they don't"},{"startTime":1953.794,"endTime":1955.474,"body":"really have the language for it yet."},{"startTime":1955.474,"endTime":1959.711,"body":"No, but I see them do it and like the"},{"startTime":1955.474,"endTime":1959.711,"body":"human just humans are so interesting."},{"startTime":1959.801,"endTime":1960.191,"body":"Yes."},{"startTime":1960.191,"endTime":1962.561,"body":"You'll do anything but the thing"},{"startTime":1960.191,"endTime":1962.561,"body":"that will help you, well, like"},{"startTime":1962.561,"endTime":1966.111,"body":"writers notoriously have like the"},{"startTime":1962.561,"endTime":1966.111,"body":"cleanest homes That's so true."},{"startTime":1966.111,"endTime":1968.006,"body":"Because we just were"},{"startTime":1966.111,"endTime":1968.006,"body":"like, I should be writing."},{"startTime":1968.006,"endTime":1970.256,"body":"And you're like, but that thing over"},{"startTime":1968.006,"endTime":1970.256,"body":"there is gonna me, I'll go do that."},{"startTime":1970.256,"endTime":1972.956,"body":"but yeah, humans are like,"},{"startTime":1970.256,"endTime":1972.956,"body":"the solution is there."},{"startTime":1972.956,"endTime":1974.606,"body":"It could be wrapped in a bow."},{"startTime":1974.606,"endTime":1976.376,"body":"You could give the best spiel."},{"startTime":1976.376,"endTime":1978.116,"body":"They're not ready in a networking event."},{"startTime":1978.116,"endTime":1979.136,"body":"They're still not ready."},{"startTime":1979.136,"endTime":1982.76,"body":"Even if they say they're not lying, but"},{"startTime":1979.136,"endTime":1982.76,"body":"they're not telling the truth either."},{"startTime":1982.76,"endTime":1984.56,"body":"They're not being honest with themselves."},{"startTime":1984.56,"endTime":1985.1,"body":"Fair."},{"startTime":1985.1,"endTime":1986.99,"body":"that is exactly what's happening."},{"startTime":1986.99,"endTime":1991.81,"body":"you had written a note when it comes to"},{"startTime":1986.99,"endTime":1991.81,"body":"the cost of inaction that I thought was"},{"startTime":1991.81,"endTime":1995.5,"body":"really cool, that if somebody has a yes"},{"startTime":1991.81,"endTime":1995.5,"body":"friend, they can kind of buddy up on this"},{"startTime":1995.5,"endTime":1997.78,"body":"and wing woman for each other on this."},{"startTime":1997.78,"endTime":2001.38,"body":"but when you were, 'cause I think,"},{"startTime":1997.78,"endTime":2001.38,"body":"I don't think you're alone, Megan."},{"startTime":2001.38,"endTime":2005.67,"body":"I think that you are serving as a"},{"startTime":2001.38,"endTime":2005.67,"body":"real life example to a lot of our"},{"startTime":2005.685,"endTime":2008.76,"body":"listeners when the people you're"},{"startTime":2005.685,"endTime":2008.76,"body":"talking with don't really have"},{"startTime":2008.76,"endTime":2010.44,"body":"language for what it is that you do."},{"startTime":2010.44,"endTime":2014.67,"body":"and the way the world functions"},{"startTime":2010.44,"endTime":2014.67,"body":"just keeps shifting so dramatically"},{"startTime":2014.67,"endTime":2017.43,"body":"that there's all these new things"},{"startTime":2014.67,"endTime":2017.43,"body":"that didn't used to be a big thing."},{"startTime":2017.43,"endTime":2020.46,"body":"And to talk about building"},{"startTime":2017.43,"endTime":2020.46,"body":"a fan base instead of just."},{"startTime":2020.46,"endTime":2024.48,"body":"Social media marketing, you know,"},{"startTime":2020.46,"endTime":2024.48,"body":"is Yeah, because it's more specific."},{"startTime":2024.48,"endTime":2024.66,"body":"Yep."},{"startTime":2024.66,"endTime":2026.67,"body":"Because you're like, I just need"},{"startTime":2024.66,"endTime":2026.67,"body":"a marketer and you're not it."},{"startTime":2026.67,"endTime":2027.45,"body":"Exactly."},{"startTime":2027.45,"endTime":2031.86,"body":"and you and I started trying this"},{"startTime":2027.45,"endTime":2031.86,"body":"thing where I was like, just use me,"},{"startTime":2031.86,"endTime":2035.67,"body":"use me shamelessly, you know, because"},{"startTime":2031.86,"endTime":2035.67,"body":"like, you put me in your pilot and"},{"startTime":2036.24,"endTime":2038.67,"body":"you really helped me get unstuck"},{"startTime":2036.24,"endTime":2038.67,"body":"when it came to getting the studio."},{"startTime":2038.67,"endTime":2041.52,"body":"And you started saying, well, like"},{"startTime":2038.67,"endTime":2041.52,"body":"Mary, here, I helped her do whatever."},{"startTime":2041.52,"endTime":2044.91,"body":"And so, you know, if you can use"},{"startTime":2041.52,"endTime":2044.91,"body":"like a real life example instead,"},{"startTime":2044.91,"endTime":2048.72,"body":"sometimes that gives you some associated"},{"startTime":2044.91,"endTime":2048.72,"body":"credibility too, where it's like,"},{"startTime":2048.72,"endTime":2050.07,"body":"no, I don't just say I do something."},{"startTime":2050.07,"endTime":2052.05,"body":"Like I actually have done"},{"startTime":2050.07,"endTime":2052.05,"body":"something for someone."},{"startTime":2052.05,"endTime":2053.22,"body":"I'm wonder how much more."},{"startTime":2053.22,"endTime":2054.78,"body":"Even good or useful."},{"startTime":2055.83,"endTime":2058.71,"body":"My grammar's just disintegrating"},{"startTime":2055.83,"endTime":2058.71,"body":"in my mouth while I'm talking."},{"startTime":2058.71,"endTime":2062.1,"body":"But I'm wondering how much more"},{"startTime":2058.71,"endTime":2062.1,"body":"good or useful that will be this"},{"startTime":2062.1,"endTime":2066.09,"body":"year for someone like you and for"},{"startTime":2062.1,"endTime":2066.09,"body":"other people who are like you too."},{"startTime":2066.09,"endTime":2069.18,"body":"Because I feel like I have finally"},{"startTime":2066.09,"endTime":2069.18,"body":"crossed, crossed over a threshold"},{"startTime":2069.18,"endTime":2073.47,"body":"in what I do where I can say like,"},{"startTime":2069.18,"endTime":2073.47,"body":"podcast and YouTube's for business."},{"startTime":2073.47,"endTime":2075.175,"body":"And people go, oh yeah."},{"startTime":2075.175,"endTime":2077.425,"body":"and like they understand why."},{"startTime":2077.425,"endTime":2077.755,"body":"Yeah."},{"startTime":2077.755,"endTime":2081.895,"body":"I think too, like, ours was a unique case"},{"startTime":2077.755,"endTime":2081.895,"body":"where we had actually helped each other."},{"startTime":2081.955,"endTime":2082.135,"body":"Yeah."},{"startTime":2082.165,"endTime":2085.825,"body":"If you have a wing person and"},{"startTime":2082.165,"endTime":2085.825,"body":"you don't work together, I"},{"startTime":2085.825,"endTime":2087.385,"body":"think they're your hype man."},{"startTime":2087.385,"endTime":2087.535,"body":"Mm-hmm."},{"startTime":2087.895,"endTime":2091.315,"body":"Because there's still this thing where"},{"startTime":2087.895,"endTime":2091.315,"body":"like, especially for women, like they"},{"startTime":2091.315,"endTime":2094.945,"body":"don't wanna brag too much to letting"},{"startTime":2091.315,"endTime":2094.945,"body":"the other person, and you and I do this"},{"startTime":2094.945,"endTime":2098.485,"body":"for each other all the time because"},{"startTime":2094.945,"endTime":2098.485,"body":"you would be like, oh, I got asked to"},{"startTime":2098.485,"endTime":2099.835,"body":"speak at this thing and I'd be like."},{"startTime":2099.835,"endTime":2100.945,"body":"Oh, just this thing."},{"startTime":2101.06,"endTime":2104.785,"body":"It's, it's this, you know, like,"},{"startTime":2101.06,"endTime":2104.785,"body":"or like, oh, but remember who"},{"startTime":2104.785,"endTime":2106.795,"body":"you had in your studio last week?"},{"startTime":2106.795,"endTime":2106.885,"body":"Yes."},{"startTime":2106.885,"endTime":2109.345,"body":"And like, let me flex for you."},{"startTime":2109.345,"endTime":2109.555,"body":"Yeah."},{"startTime":2109.585,"endTime":2113.035,"body":"And then you get to look like,"},{"startTime":2109.585,"endTime":2113.035,"body":"oh, it's such a small thing."},{"startTime":2113.035,"endTime":2114.835,"body":"I didn't even think about that."},{"startTime":2114.895,"endTime":2115.195,"body":"Right."},{"startTime":2115.195,"endTime":2117.595,"body":"Like, I have so many of those big clients."},{"startTime":2117.595,"endTime":2119.245,"body":"I forgot about that one that came in."},{"startTime":2120.115,"endTime":2121.555,"body":"but I get to be all excited."},{"startTime":2121.555,"endTime":2124.885,"body":"And I think from then the potential"},{"startTime":2121.555,"endTime":2124.885,"body":"client's view, it's like, okay,"},{"startTime":2124.885,"endTime":2126.565,"body":"they're humble, very nice."},{"startTime":2126.565,"endTime":2127.285,"body":"They know what they're doing."},{"startTime":2127.285,"endTime":2130.075,"body":"And also like they have a really"},{"startTime":2127.285,"endTime":2130.075,"body":"good support system that Yeah."},{"startTime":2130.075,"endTime":2132.115,"body":"Like their friend's out"},{"startTime":2130.075,"endTime":2132.115,"body":"there hyping 'em up."},{"startTime":2132.115,"endTime":2133.285,"body":"I have another hot take."},{"startTime":2133.285,"endTime":2133.615,"body":"Okay."},{"startTime":2133.615,"endTime":2139.465,"body":"She just lunged forward for the, like, I'm"},{"startTime":2133.615,"endTime":2139.465,"body":"having this, oh my God, I had aha moment."},{"startTime":2139.465,"endTime":2145.285,"body":"I think it's when we meet other people"},{"startTime":2139.465,"endTime":2145.285,"body":"that clearly don't exist in a vacuum."},{"startTime":2145.285,"endTime":2149.665,"body":"Yeah, you wanna be a part of that"},{"startTime":2145.285,"endTime":2149.665,"body":"because I think so many entrepreneurs"},{"startTime":2149.665,"endTime":2152.815,"body":"feel like they exist in a vacuum, and I"},{"startTime":2149.665,"endTime":2152.815,"body":"would argue a lot of them actually do."},{"startTime":2152.845,"endTime":2157.165,"body":"so when you meet other people who"},{"startTime":2152.845,"endTime":2157.165,"body":"clearly are operating in community,"},{"startTime":2157.195,"endTime":2160.045,"body":"yes, it's a very attractive thing."},{"startTime":2160.045,"endTime":2163.705,"body":"But also it's something that everybody"},{"startTime":2160.045,"endTime":2163.705,"body":"needs and there's enough to go around."},{"startTime":2163.705,"endTime":2167.125,"body":"So the people who are not existing"},{"startTime":2163.705,"endTime":2167.125,"body":"in a vacuum, you, me and a whole"},{"startTime":2167.125,"endTime":2170.545,"body":"bunch of people we know, we're not"},{"startTime":2167.125,"endTime":2170.545,"body":"like, oh no, you cannot come join us."},{"startTime":2170.545,"endTime":2171.055,"body":"You know?"},{"startTime":2171.055,"endTime":2173.935,"body":"But there is sort of this like, yeah,"},{"startTime":2171.055,"endTime":2173.935,"body":"you can totally come hang out, but"},{"startTime":2173.935,"endTime":2176.455,"body":"you gotta put yourself on your own"},{"startTime":2173.935,"endTime":2176.455,"body":"two feet and walk over there yourself."},{"startTime":2176.46,"endTime":2177.78,"body":"I cannot push you in the cart for you."},{"startTime":2177.81,"endTime":2178.26,"body":"You know?"},{"startTime":2178.26,"endTime":2180.03,"body":"and there was actually quite"},{"startTime":2178.26,"endTime":2180.03,"body":"a lot of people who were"},{"startTime":2180.03,"endTime":2181.8,"body":"like, can you gimme a ride?"},{"startTime":2181.8,"endTime":2183.27,"body":"Can you just carry me on your back?"},{"startTime":2183.48,"endTime":2185.31,"body":"And you're like, sorry, boo."},{"startTime":2185.31,"endTime":2186.99,"body":"No, we're, we're moving pretty fast."},{"startTime":2187.04,"endTime":2188.96,"body":"I think people, when they see us."},{"startTime":2188.96,"endTime":2192.14,"body":"Especially women, I think they get"},{"startTime":2188.96,"endTime":2192.14,"body":"jealous that they're there alone."},{"startTime":2192.14,"endTime":2192.38,"body":"Yeah."},{"startTime":2192.44,"endTime":2196.07,"body":"And you and I are there together and"},{"startTime":2192.44,"endTime":2196.07,"body":"like to have a friend who will come, who"},{"startTime":2196.07,"endTime":2198.02,"body":"will do this, who will be your hype man."},{"startTime":2198.02,"endTime":2201.17,"body":"And I think then when they talk with"},{"startTime":2198.02,"endTime":2201.17,"body":"you, they're like, if I worked with Mary,"},{"startTime":2201.17,"endTime":2205.25,"body":"I'd also get Megan, you know, like yes,"},{"startTime":2201.17,"endTime":2205.25,"body":"I could be a part of this friend group."},{"startTime":2205.25,"endTime":2205.34,"body":"Yes."},{"startTime":2205.37,"endTime":2207.02,"body":"And I think they can paint that picture."},{"startTime":2207.02,"endTime":2208.31,"body":"So, you know, find a yes friend."},{"startTime":2208.31,"endTime":2208.94,"body":"You do."},{"startTime":2208.94,"endTime":2210.32,"body":"and then you can all be cl girls together."},{"startTime":2210.32,"endTime":2210.62,"body":"Yes."},{"startTime":2210.62,"endTime":2211.94,"body":"Friends are amazing."},{"startTime":2211.94,"endTime":2215.27,"body":"But that also requires you"},{"startTime":2211.94,"endTime":2215.27,"body":"showing up for that Yes friend."},{"startTime":2215.27,"endTime":2215.96,"body":"Yes."},{"startTime":2215.96,"endTime":2218.265,"body":"Which, you know, but you also"},{"startTime":2215.96,"endTime":2218.265,"body":"have to shop for your clients."},{"startTime":2218.265,"endTime":2220.53,"body":"So like, it's not, you have to"},{"startTime":2218.265,"endTime":2220.53,"body":"show up for a lot of people."},{"startTime":2220.53,"endTime":2221.58,"body":"You just have to show up."},{"startTime":2221.58,"endTime":2223.705,"body":"Didn't we talk about this"},{"startTime":2221.58,"endTime":2223.705,"body":"in an episode already?"},{"startTime":2223.725,"endTime":2224.025,"body":"To care?"},{"startTime":2224.025,"endTime":2224.865,"body":"Yeah, to care."},{"startTime":2224.865,"endTime":2229.305,"body":"Well, we also talked about, bringing"},{"startTime":2224.865,"endTime":2229.305,"body":"forward the theme about the power"},{"startTime":2229.305,"endTime":2231.195,"body":"of referrals through networking."},{"startTime":2231.195,"endTime":2234.465,"body":"just to expand the idea of"},{"startTime":2231.195,"endTime":2234.465,"body":"like, possibility of what's"},{"startTime":2234.465,"endTime":2235.725,"body":"possible through networking."},{"startTime":2235.725,"endTime":2239.505,"body":"Because an expansive mindset is gonna"},{"startTime":2235.725,"endTime":2239.505,"body":"help you take those connections you"},{"startTime":2239.505,"endTime":2243.885,"body":"make on that first round and sift"},{"startTime":2239.505,"endTime":2243.885,"body":"through them faster and more easily,"},{"startTime":2243.885,"endTime":2245.715,"body":"and with a lot less emotional angst."},{"startTime":2245.715,"endTime":2247.725,"body":"Actually take action and do something."},{"startTime":2247.725,"endTime":2249.075,"body":"but yeah, we keep bringing this up."},{"startTime":2249.135,"endTime":2250.455,"body":"Well, I, I know I keep bringing it up."},{"startTime":2250.455,"endTime":2252.165,"body":"Good people hang out"},{"startTime":2250.455,"endTime":2252.165,"body":"with other good people."},{"startTime":2252.17,"endTime":2255.795,"body":"I, I just think like birds of a feather"},{"startTime":2252.17,"endTime":2255.795,"body":"flock together and I think that in the"},{"startTime":2255.795,"endTime":2259.575,"body":"time period we're in, at the moment when"},{"startTime":2255.795,"endTime":2259.575,"body":"we're recording, the world is a dumpster"},{"startTime":2259.575,"endTime":2263.025,"body":"fire and people really need to know that."},{"startTime":2263.025,"endTime":2266.355,"body":"You have the same values and"},{"startTime":2263.025,"endTime":2266.355,"body":"that they can be safe with you."},{"startTime":2266.355,"endTime":2267.585,"body":"I mean, literally safe."},{"startTime":2267.585,"endTime":2267.705,"body":"Yeah."},{"startTime":2267.705,"endTime":2270.435,"body":"and some, there's something"},{"startTime":2267.705,"endTime":2270.435,"body":"to be said about being one"},{"startTime":2270.435,"endTime":2271.515,"body":"of the people who shows up."},{"startTime":2271.515,"endTime":2271.575,"body":"Yeah."},{"startTime":2271.635,"endTime":2274.815,"body":"And, and literally, and with"},{"startTime":2271.635,"endTime":2274.815,"body":"consistency, there's, like you"},{"startTime":2274.815,"endTime":2276.465,"body":"said, there's a trust factor there."},{"startTime":2276.465,"endTime":2276.475,"body":"Yeah."},{"startTime":2276.765,"endTime":2279.705,"body":"It's so subtle, but also so important."},{"startTime":2279.705,"endTime":2281.145,"body":"'Cause I think there's"},{"startTime":2279.705,"endTime":2281.145,"body":"also fake connectors."},{"startTime":2281.145,"endTime":2283.575,"body":"Like they're, there are,"},{"startTime":2281.145,"endTime":2283.575,"body":"I don't think I know."},{"startTime":2283.58,"endTime":2284.895,"body":"There we, we've met them."},{"startTime":2284.895,"endTime":2285.105,"body":"Yeah."},{"startTime":2285.105,"endTime":2285.765,"body":"there's one too."},{"startTime":2285.765,"endTime":2286.065,"body":"Yeah."},{"startTime":2286.065,"endTime":2289.045,"body":"Whether intentionally or not"},{"startTime":2286.065,"endTime":2289.045,"body":"Yes, are fake connectors."},{"startTime":2289.065,"endTime":2292.455,"body":"But I, I think you're right, that like"},{"startTime":2289.065,"endTime":2292.455,"body":"good people do know good people, and"},{"startTime":2292.455,"endTime":2296.625,"body":"especially if you get to know them,"},{"startTime":2292.455,"endTime":2296.625,"body":"then you can trust their referrals."},{"startTime":2296.625,"endTime":2298.995,"body":"and what I've found is that a lot"},{"startTime":2296.625,"endTime":2298.995,"body":"of times the person that you're"},{"startTime":2298.995,"endTime":2303.345,"body":"talking with might know the person"},{"startTime":2298.995,"endTime":2303.345,"body":"that you want to actually talk with."},{"startTime":2303.345,"endTime":2303.405,"body":"Yeah."},{"startTime":2303.405,"endTime":2306.975,"body":"And so it's like, again, just like"},{"startTime":2303.405,"endTime":2306.975,"body":"being present enough and caring enough"},{"startTime":2306.975,"endTime":2309.405,"body":"to just let them to listen to them."},{"startTime":2309.405,"endTime":2313.965,"body":"And then you don't, you never know"},{"startTime":2309.405,"endTime":2313.965,"body":"like what little nuggets bill drop."},{"startTime":2313.965,"endTime":2317.175,"body":"'cause you and I both have had met people"},{"startTime":2313.965,"endTime":2317.175,"body":"and we're just like, wait, you know who."},{"startTime":2317.175,"endTime":2320.415,"body":"How like, or you know, like you're,"},{"startTime":2317.175,"endTime":2320.415,"body":"you met so and so to coffee shop."},{"startTime":2320.415,"endTime":2321.705,"body":"Like, okay, which coffee shop?"},{"startTime":2321.705,"endTime":2324.645,"body":"Tell Or, or they went to"},{"startTime":2321.705,"endTime":2324.645,"body":"something and they're like,"},{"startTime":2324.645,"endTime":2326.265,"body":"yes, yeah, this thing happened."},{"startTime":2326.325,"endTime":2327.735,"body":"And maybe it's small."},{"startTime":2327.735,"endTime":2330.225,"body":"Maybe they don't promote a lot, maybe"},{"startTime":2327.735,"endTime":2330.225,"body":"they don't need to promote a lot."},{"startTime":2330.285,"endTime":2332.055,"body":"And you're like, wait, you went to what?"},{"startTime":2332.055,"endTime":2332.835,"body":"Where is that?"},{"startTime":2332.865,"endTime":2333.135,"body":"Yeah."},{"startTime":2333.165,"endTime":2334.395,"body":"How do I go to that?"},{"startTime":2334.395,"endTime":2338.055,"body":"I have had this, and I'm, I think you have"},{"startTime":2334.395,"endTime":2338.055,"body":"too, where we've maybe gone to an event,"},{"startTime":2338.055,"endTime":2342.465,"body":"been authentically ourselves, been kind"},{"startTime":2338.055,"endTime":2342.465,"body":"chatted with somebody that when we left we"},{"startTime":2342.465,"endTime":2343.905,"body":"were like, that's not gonna go anywhere."},{"startTime":2343.905,"endTime":2344.325,"body":"Oh, well."},{"startTime":2344.325,"endTime":2347.805,"body":"And then gotten a LinkedIn message"},{"startTime":2344.325,"endTime":2347.805,"body":"the next day where they're like, thank"},{"startTime":2347.805,"endTime":2348.915,"body":"you so much for chatting with me."},{"startTime":2348.915,"endTime":2350.865,"body":"I actually know someone Yes."},{"startTime":2350.955,"endTime":2352.155,"body":"That I think you should talk with."},{"startTime":2352.155,"endTime":2352.215,"body":"Yeah."},{"startTime":2352.245,"endTime":2355.065,"body":"And you were like, that"},{"startTime":2352.245,"endTime":2355.065,"body":"never came up in the talk."},{"startTime":2355.125,"endTime":2355.335,"body":"Nope."},{"startTime":2355.335,"endTime":2356.805,"body":"But because you were kind."},{"startTime":2356.805,"endTime":2359.565,"body":"And just, and you didn't treat"},{"startTime":2356.805,"endTime":2359.565,"body":"them like a walking ATM flight"},{"startTime":2360.585,"endTime":2363.105,"body":"and you were just honestly"},{"startTime":2360.585,"endTime":2363.105,"body":"interested in what they were doing."},{"startTime":2363.105,"endTime":2364.815,"body":"You, you know, you showed interest."},{"startTime":2364.815,"endTime":2367.215,"body":"At least there've been a few"},{"startTime":2364.815,"endTime":2367.215,"body":"conversations where it goes over"},{"startTime":2367.215,"endTime":2370.905,"body":"my head, but for the tech world,"},{"startTime":2367.215,"endTime":2370.905,"body":"but I make enough uhhuh noises."},{"startTime":2371.157,"endTime":2374.367,"body":"I'm nod my head enough that they're like,"},{"startTime":2371.157,"endTime":2374.367,"body":"oh, she was really interested, you know?"},{"startTime":2374.457,"endTime":2374.757,"body":"Yeah."},{"startTime":2374.757,"endTime":2377.217,"body":"that they're like, by the way,"},{"startTime":2374.757,"endTime":2377.217,"body":"you should meet this person and"},{"startTime":2377.217,"endTime":2378.837,"body":"let me make an introduction."},{"startTime":2378.837,"endTime":2380.337,"body":"And you're just like, okay."},{"startTime":2380.337,"endTime":2380.637,"body":"Yeah."},{"startTime":2380.697,"endTime":2384.537,"body":"I had no idea that was, the universe"},{"startTime":2380.697,"endTime":2384.537,"body":"is like, good job, gold star."},{"startTime":2384.597,"endTime":2386.007,"body":"You know, you were a good human."},{"startTime":2386.007,"endTime":2387.617,"body":"You made their day as a thank you."},{"startTime":2387.617,"endTime":2388.427,"body":"That's a thank you."},{"startTime":2388.427,"endTime":2389.657,"body":"We have a pride experience."},{"startTime":2390.603,"endTime":2393.903,"body":"It's interesting when we hit sat"},{"startTime":2390.603,"endTime":2393.903,"body":"down to hit record on this episode,"},{"startTime":2393.903,"endTime":2398.133,"body":"I did not think that I would walk"},{"startTime":2393.903,"endTime":2398.133,"body":"away after processing words out loud."},{"startTime":2398.283,"endTime":2401.343,"body":"I don't think, I thought I would"},{"startTime":2398.283,"endTime":2401.343,"body":"walk away thinking the whole theme"},{"startTime":2401.343,"endTime":2403.083,"body":"is how do you be a better human?"},{"startTime":2403.083,"endTime":2404.613,"body":"It it really is."},{"startTime":2404.673,"endTime":2405.003,"body":"Yeah."},{"startTime":2405.003,"endTime":2408.273,"body":"Because you just won't, you won't"},{"startTime":2405.003,"endTime":2408.273,"body":"get a client that first time."},{"startTime":2408.273,"endTime":2408.843,"body":"Yes."},{"startTime":2408.843,"endTime":2411.543,"body":"It's just not, it's not to say"},{"startTime":2408.843,"endTime":2411.543,"body":"networking doesn't get you clients,"},{"startTime":2411.543,"endTime":2414.843,"body":"it's just that you have to be human"},{"startTime":2411.543,"endTime":2414.843,"body":"and it's gonna take time and it's"},{"startTime":2414.843,"endTime":2418.893,"body":"gonna take work and it's gonna take"},{"startTime":2414.843,"endTime":2418.893,"body":"being interested in them and supporting"},{"startTime":2418.893,"endTime":2421.293,"body":"them before they make that decision."},{"startTime":2421.293,"endTime":2423.033,"body":"And it might be a long timetable."},{"startTime":2423.033,"endTime":2425.673,"body":"Sometimes it is and And that's"},{"startTime":2423.033,"endTime":2425.673,"body":"why you gotta stack the pipeline."},{"startTime":2425.673,"endTime":2427.683,"body":"You do need to stack your pipeline."},{"startTime":2428.297,"endTime":2430.877,"body":"Well, we have final hot takes to help."},{"startTime":2430.877,"endTime":2435.077,"body":"Ourselves and everyone else"},{"startTime":2430.877,"endTime":2435.077,"body":"with figuring out how do I get"},{"startTime":2435.077,"endTime":2436.307,"body":"clients through networking."},{"startTime":2436.307,"endTime":2438.338,"body":"I literally wrote down, I"},{"startTime":2436.307,"endTime":2438.338,"body":"feel like such a Debbie downer"},{"startTime":2438.338,"endTime":2442.478,"body":"because my question for all of us"},{"startTime":2438.338,"endTime":2442.478,"body":"to ask ourselves constantly is, how"},{"startTime":2442.478,"endTime":2444.428,"body":"much is your offer really worth?"},{"startTime":2444.428,"endTime":2445.868,"body":"And do people really like you?"},{"startTime":2445.868,"endTime":2450.278,"body":"Because we hire people we like and"},{"startTime":2445.868,"endTime":2450.278,"body":"we buy things that we actually need."},{"startTime":2450.278,"endTime":2454.058,"body":"And if you're constantly coming up"},{"startTime":2450.278,"endTime":2454.058,"body":"dry on connections, at some point you"},{"startTime":2454.058,"endTime":2459.098,"body":"have to do some deeper digging and ask"},{"startTime":2454.058,"endTime":2459.098,"body":"yourself, what is really going on here?"},{"startTime":2459.098,"endTime":2463.458,"body":"Let's pretend you are in an industry"},{"startTime":2459.098,"endTime":2463.458,"body":"that is super disrupted by AI."},{"startTime":2463.595,"endTime":2466.985,"body":"I would say media's completely"},{"startTime":2463.595,"endTime":2466.985,"body":"disrupted by, by AI too."},{"startTime":2466.985,"endTime":2471.395,"body":"and for me to give old timelines"},{"startTime":2466.985,"endTime":2471.395,"body":"on show pre-production."},{"startTime":2471.395,"endTime":2471.455,"body":"Yeah."},{"startTime":2471.919,"endTime":2475.369,"body":"To not teach people how to fish a little"},{"startTime":2471.919,"endTime":2475.369,"body":"bit more for themselves using tools"},{"startTime":2475.369,"endTime":2479.089,"body":"that can help them, like think through"},{"startTime":2475.369,"endTime":2479.089,"body":"their ideas better, but still charge"},{"startTime":2479.089,"endTime":2481.549,"body":"them these crazy, like, what, what?"},{"startTime":2483.019,"endTime":2486.139,"body":"And so like I, like I've had to"},{"startTime":2483.019,"endTime":2486.139,"body":"do a lot of that reflection too."},{"startTime":2486.139,"endTime":2490.789,"body":"And I think that you have to ask yourself"},{"startTime":2486.139,"endTime":2490.789,"body":"like, what is going on with my offer?"},{"startTime":2490.789,"endTime":2495.619,"body":"Because if people are just not biting or"},{"startTime":2490.789,"endTime":2495.619,"body":"they're not, they're not wanting to talk"},{"startTime":2495.619,"endTime":2499.669,"body":"with me more about what I do, or you don't"},{"startTime":2495.619,"endTime":2499.669,"body":"get those follow up emails like we've"},{"startTime":2499.669,"endTime":2502.399,"body":"gotten, which is like, you know what,"},{"startTime":2499.669,"endTime":2502.399,"body":"like thanks so much for talking to me."},{"startTime":2502.399,"endTime":2503.749,"body":"I have this friend you need to meet."},{"startTime":2503.779,"endTime":2505.039,"body":"Like, yeah, here they are."},{"startTime":2505.039,"endTime":2507.199,"body":"I think you have to ask"},{"startTime":2505.039,"endTime":2507.199,"body":"yourself those questions."},{"startTime":2507.199,"endTime":2507.679,"body":"Yeah."},{"startTime":2507.679,"endTime":2511.309,"body":"And I, I mean I had similar ones, which"},{"startTime":2507.679,"endTime":2511.309,"body":"is like, is what you're offering needed?"},{"startTime":2511.309,"endTime":2514.399,"body":"because a lot of times you don't"},{"startTime":2511.309,"endTime":2514.399,"body":"know until you actually talk."},{"startTime":2514.399,"endTime":2516.229,"body":"To people because you build the thinking."},{"startTime":2516.229,"endTime":2516.649,"body":"Yeah, yeah."},{"startTime":2516.649,"endTime":2517.189,"body":"This is great."},{"startTime":2517.189,"endTime":2520.999,"body":"But then if they can't connect the dots,"},{"startTime":2517.189,"endTime":2520.999,"body":"then maybe the language isn't right."},{"startTime":2520.999,"endTime":2524.479,"body":"Maybe the price point isn't right, you're"},{"startTime":2520.999,"endTime":2524.479,"body":"not conveying the value the right way."},{"startTime":2524.479,"endTime":2526.879,"body":"But networking can help"},{"startTime":2524.479,"endTime":2526.879,"body":"you with all of that."},{"startTime":2528.219,"endTime":2530.289,"body":"sometimes you do have to come"},{"startTime":2528.219,"endTime":2530.289,"body":"to the conclusion that Yeah,"},{"startTime":2530.289,"endTime":2531.729,"body":"what I'm, it's never gonna sell."},{"startTime":2531.729,"endTime":2532.299,"body":"Yes."},{"startTime":2532.299,"endTime":2532.479,"body":"Yeah."},{"startTime":2532.479,"endTime":2535.239,"body":"And that's a really hard"},{"startTime":2532.479,"endTime":2535.239,"body":"bandaid to rip off, you know?"},{"startTime":2535.239,"endTime":2538.329,"body":"To be like, oh, that's not, I have"},{"startTime":2535.239,"endTime":2538.329,"body":"to go back to the drawing board."},{"startTime":2538.329,"endTime":2541.389,"body":"but it's not worth it to just keep"},{"startTime":2538.329,"endTime":2541.389,"body":"pushing that boulder, you know, and"},{"startTime":2541.389,"endTime":2545.259,"body":"trying over and over when it becomes"},{"startTime":2541.389,"endTime":2545.259,"body":"clear, like you said, if people aren't"},{"startTime":2545.259,"endTime":2548.769,"body":"connecting with you, if people aren't"},{"startTime":2545.259,"endTime":2548.769,"body":"sharing referrals, if people aren't"},{"startTime":2548.769,"endTime":2551.829,"body":"doing, like there's something in"},{"startTime":2548.769,"endTime":2551.829,"body":"your story that is not connecting,"},{"startTime":2551.829,"endTime":2553.179,"body":"there's, you're not showing up."},{"startTime":2553.179,"endTime":2553.419,"body":"Yeah."},{"startTime":2553.419,"endTime":2554.379,"body":"Authentically enough."},{"startTime":2554.379,"endTime":2554.439,"body":"Yeah."},{"startTime":2554.439,"endTime":2555.699,"body":"Interestingly enough."},{"startTime":2555.729,"endTime":2558.309,"body":"You know, like, or you"},{"startTime":2555.729,"endTime":2558.309,"body":"don't show interest in them."},{"startTime":2558.309,"endTime":2561.159,"body":"and I think too, like recognizing"},{"startTime":2558.309,"endTime":2561.159,"body":"like how ready are people."},{"startTime":2561.159,"endTime":2562.449,"body":"for what you have to offer."},{"startTime":2562.449,"endTime":2565.899,"body":"And if they're not ready, is it in"},{"startTime":2562.449,"endTime":2565.899,"body":"your power to help them be ready?"},{"startTime":2565.899,"endTime":2568.929,"body":"Which is like, I've seen people"},{"startTime":2565.899,"endTime":2568.929,"body":"do those free, like I'm doing a"},{"startTime":2568.929,"endTime":2571.629,"body":"little like There's some people"},{"startTime":2568.929,"endTime":2571.629,"body":"who need to educate first, right?"},{"startTime":2571.629,"endTime":2571.899,"body":"Yes."},{"startTime":2571.899,"endTime":2573.099,"body":"So the field has changed."},{"startTime":2573.099,"endTime":2574.179,"body":"I need to educate you."},{"startTime":2574.179,"endTime":2576.459,"body":"Like we were talking with"},{"startTime":2574.179,"endTime":2576.459,"body":"somebody about like, SEO's dead."},{"startTime":2576.459,"endTime":2578.469,"body":"but people still are like, I need SEO."},{"startTime":2578.469,"endTime":2582.369,"body":"And they're like, no, you don't, but"},{"startTime":2578.469,"endTime":2582.369,"body":"I need to educate you on why you don't"},{"startTime":2582.369,"endTime":2583.749,"body":"and what this new thing is and why."},{"startTime":2583.839,"endTime":2585.639,"body":"Here's how my services have changed."},{"startTime":2585.639,"endTime":2588.249,"body":"Well, this gets into a topic,"},{"startTime":2585.639,"endTime":2588.249,"body":"which I know we have parked on our"},{"startTime":2588.249,"endTime":2590.999,"body":"spreadsheet for future episode,"},{"startTime":2588.249,"endTime":2590.999,"body":"like halfway through the season."},{"startTime":2590.999,"endTime":2595.049,"body":"But the question this in introduces the"},{"startTime":2590.999,"endTime":2595.049,"body":"question of, am I in the right room?"},{"startTime":2595.049,"endTime":2595.199,"body":"Yes."},{"startTime":2595.229,"endTime":2596.639,"body":"Like, are these right people?"},{"startTime":2596.639,"endTime":2600.239,"body":"If these are the right people, like"},{"startTime":2596.639,"endTime":2600.239,"body":"do I need to figure out how to gain"},{"startTime":2600.239,"endTime":2602.429,"body":"access to the people who are ready?"},{"startTime":2602.459,"endTime":2602.609,"body":"Yep."},{"startTime":2602.609,"endTime":2604.379,"body":"If I'm not in the business of education."},{"startTime":2604.439,"endTime":2604.619,"body":"Yep."},{"startTime":2604.619,"endTime":2606.809,"body":"And yeah, then I need to go hire."},{"startTime":2606.809,"endTime":2607.739,"body":"And how do you do that?"},{"startTime":2607.739,"endTime":2608.609,"body":"And where is that?"},{"startTime":2608.609,"endTime":2610.589,"body":"And that's, that is a journey."},{"startTime":2610.589,"endTime":2610.829,"body":"Yeah."},{"startTime":2610.859,"endTime":2613.859,"body":"'cause we've met so many people"},{"startTime":2610.859,"endTime":2613.859,"body":"who are like, well, I wanna meet"},{"startTime":2613.859,"endTime":2615.449,"body":"people in leadership positions."},{"startTime":2615.449,"endTime":2616.499,"body":"And I'd be like, great."},{"startTime":2616.499,"endTime":2617.759,"body":"They're not in this room."},{"startTime":2617.764,"endTime":2617.884,"body":"No."},{"startTime":2618.929,"endTime":2621.389,"body":"They are at home with their wine cellar."},{"startTime":2621.389,"endTime":2624.599,"body":"Like they got their feet up, they're"},{"startTime":2621.389,"endTime":2624.599,"body":"busy and first class being flown"},{"startTime":2624.599,"endTime":2626.009,"body":"out to a speaking gig right now."},{"startTime":2626.009,"endTime":2629.069,"body":"Like they're, but you are going to"},{"startTime":2626.009,"endTime":2629.069,"body":"every single event in this city."},{"startTime":2629.069,"endTime":2629.999,"body":"They're not here."},{"startTime":2629.999,"endTime":2630.179,"body":"No."},{"startTime":2630.179,"endTime":2630.359,"body":"No."},{"startTime":2630.359,"endTime":2633.149,"body":"How many more do you wanna go to"},{"startTime":2630.359,"endTime":2633.149,"body":"or you realize, or do you have"},{"startTime":2633.149,"endTime":2634.769,"body":"to adjust what it is that you do?"},{"startTime":2634.829,"endTime":2635.339,"body":"Yes."},{"startTime":2635.339,"endTime":2639.179,"body":"So those are like big questions, but"},{"startTime":2635.339,"endTime":2639.179,"body":"networking can help you answer them"},{"startTime":2639.179,"endTime":2642.959,"body":"because you can see in real time what"},{"startTime":2639.179,"endTime":2642.959,"body":"people respond to and how that might"},{"startTime":2642.959,"endTime":2645.239,"body":"be our most not favorite answer."},{"startTime":2645.269,"endTime":2646.169,"body":"I know."},{"startTime":2646.169,"endTime":2649.769,"body":"Because the whole premise of this"},{"startTime":2646.169,"endTime":2649.769,"body":"episode was, how do I get clients?"},{"startTime":2649.769,"endTime":2650.309,"body":"And it's like."},{"startTime":2650.309,"endTime":2651.179,"body":"A, it's not easy."},{"startTime":2651.614,"endTime":2652.224,"body":"Quantity and quantity."},{"startTime":2653.034,"endTime":2654.569,"body":"Try and try again."},{"startTime":2655.289,"endTime":2656.549,"body":"Stack your pipeline."},{"startTime":2656.549,"endTime":2658.379,"body":"Have a lot of conversations."},{"startTime":2658.379,"endTime":2659.279,"body":"And what, what was it?"},{"startTime":2659.279,"endTime":2662.159,"body":"It wasn't, don't go in wanting"},{"startTime":2659.279,"endTime":2662.159,"body":"to have a good conversation."},{"startTime":2662.159,"endTime":2663.239,"body":"The bar was even lower."},{"startTime":2663.239,"endTime":2664.709,"body":"It was, do I like this person?"},{"startTime":2664.739,"endTime":2665.099,"body":"There you go."},{"startTime":2665.099,"endTime":2665.939,"body":"Do I like this person?"},{"startTime":2665.939,"endTime":2668.969,"body":"Walk into the room saying,"},{"startTime":2665.939,"endTime":2668.969,"body":"I hope I like someone here."},{"startTime":2668.969,"endTime":2669.149,"body":"Yeah."},{"startTime":2669.149,"endTime":2670.694,"body":"Because nothing's worse than having a pet."},{"startTime":2670.734,"endTime":2671.249,"body":"A client."},{"startTime":2671.249,"endTime":2672.984,"body":"PITA client is a pain in the ass."},{"startTime":2672.984,"endTime":2673.524,"body":"Client."},{"startTime":2673.554,"endTime":2674.484,"body":"PITA."},{"startTime":2674.484,"endTime":2675.804,"body":"You don't want a pet, a client."},{"startTime":2676.014,"endTime":2676.074,"body":"No."},{"startTime":2676.074,"endTime":2678.504,"body":"And if you rush someone through,"},{"startTime":2676.074,"endTime":2678.504,"body":"they will become a P client."},{"startTime":2678.504,"endTime":2679.404,"body":"They will become a PITA client."},{"startTime":2679.404,"endTime":2679.414,"body":"Right?"},{"startTime":2679.414,"endTime":2679.559,"body":"Pass."},{"startTime":2679.559,"endTime":2679.719,"body":"Yeah."},{"startTime":2679.739,"endTime":2682.434,"body":"Or if you catfish them, oh,"},{"startTime":2679.739,"endTime":2682.434,"body":"they'll become a Petita client."},{"startTime":2682.434,"endTime":2683.364,"body":"Or they could catfish you."},{"startTime":2683.364,"endTime":2683.424,"body":"Yeah."},{"startTime":2683.424,"endTime":2684.774,"body":"You wanna make sure you don't do that."},{"startTime":2686.357,"endTime":2689.087,"body":"That's it for today's episode"},{"startTime":2686.357,"endTime":2689.087,"body":"of The Awkward Handshake."},{"startTime":2689.147,"endTime":2692.687,"body":"We record at Sasquatch Media"},{"startTime":2689.147,"endTime":2692.687,"body":"Grounds in Vancouver, Washington."},{"startTime":2692.747,"endTime":2695.777,"body":"I'm Megan, co-founder of Fat"},{"startTime":2692.747,"endTime":2695.777,"body":"Cap Design and creator of"},{"startTime":2695.777,"endTime":2697.727,"body":"PDX Spellbound, and I'm Mary."},{"startTime":2697.782,"endTime":2700.242,"body":"Founder of Sasquatch Media"},{"startTime":2697.782,"endTime":2700.242,"body":"Grounds and Sensible."},{"startTime":2700.242,"endTime":2700.512,"body":"Woo."},{"startTime":2700.572,"endTime":2704.412,"body":"You'll find links to everything we"},{"startTime":2700.572,"endTime":2704.412,"body":"mentioned, guests, resources, and ways"},{"startTime":2704.412,"endTime":2707.712,"body":"to connect with us in the show notes"},{"startTime":2704.412,"endTime":2707.712,"body":"on your favorite podcast platform."},{"startTime":2707.742,"endTime":2711.402,"body":"That's also where you'll get updates on"},{"startTime":2707.742,"endTime":2711.402,"body":"where we're headed next, and when we're"},{"startTime":2711.402,"endTime":2716.022,"body":"inviting listeners like you to join us for"},{"startTime":2711.402,"endTime":2716.022,"body":"guided networking in person and online."},{"startTime":2716.052,"endTime":2716.892,"body":"Don't be passive."},{"startTime":2716.952,"endTime":2717.762,"body":"Click the links."},{"startTime":2717.762,"endTime":2718.632,"body":"Pick better rooms."},{"startTime":2718.662,"endTime":2719.382,"body":"We'll see you there."}]}