Networking is not an event, it is a process and SBA's "Entrepreneur of the Year" Clay Clark will teach you that process. Learn how to network effectively day after day so that within a few months time your network has vastly grown and your connections will be able to help you achieve your goals.Sign Up to Watch
[MUSIC PLAYING] codeacademy for networking, time management
-My name is Caleb Taylor. And today I'm sitting down with Clay Clark, our pale and fearless leader here atT hrive15.com, the online platform that teaches branding, sales, marketing, time management, and more. And we're going to be talking about this topic of networking and specifically how to intentionally create your own luck one contact at a time.
Remember, here at thrive15.com, the one thing that we ask of you is to apply these principles into your life. We want to see you thrive. We want to see your business grow. But in order for that to happen, you got to apply what you learn here. Knowledge without application is completely meaningless. So don't make this episode more meaningless than an all-you-can-eat celery bar.
-I always love being able to sit down with you and discuss these different topics. And today we're talking about networking.
-Oh, yeah. I love it.
-And I know this is something that you're passionate about.
-And I think you're pretty good at it. I've seen you in action networking with people. And I also know that this is something that many people struggle with.
-Let me say this real quick. If you're not networking, you're not working. If you're not networking, you're not working. You got to network if you're an entrepreneur. You got to network.
-I see what you did there. It was very clever. You're a clever man.
-Took about an hour and 1/2 to come up with it.
-You're a very clever man. Well, I read an article recently in "Time" magazine that said-- it was actually titled "The Real Reason New College Grads Can't Get Hired." They said, the workforce solutions group at St. Louis Community College found that more than 60% of employers say applicants lack communication and interpersonal skills. 60%.
-That's slightly shocking to me.
-Well, when we interview people that graduated from college or we interview people that haven't graduated from college, we find that-- John Rockefeller has a quote where he says that he would pay more for a person who can lead other men than he would for any commodity under the sun.
He'd pay more for somebody who can lead somebody than for sugar and for coffee and that sort of thing. And it's because it's so rare. It's so rare. But yet it's the number one determinant on where someone can get in their career.
So in college they don't spend a lot of time on how to articulate yourself verbally, how to stand and present, how to lead, how to work with coworkers. They spend a lot of time on studying papyrus in Mesopotamia and cuneiform and a lot of humanities.
-Yeah, papyrus is big.
-What are some classes you had? You had Humanities?
-It was papyrus.
-Did you have social science? Honestly, you had social science?
-Yeah. Yeah. You'll have those.
-What was the other class you had? American history, you had that one?
-Yeah. You have all those different classes. I understand what you're saying.
-And that'll help you close deals.
-Yeah. That doesn't. So that's what we're teaching right now. OK. We're going to give you 10 principles that you can apply immediately that will help you network. And this, like I was saying, this is vital. You have to know how to do this. All right?
So what we're calling this-- it's one contact at a time. And that's what's cool about this is that people think you go to these big networking events and I have to meet 100 people and make-- you take it one at a time, right?
-Well, the thing is you want to have-- I want to make sure you're hearing this. It's better to have one deep, rich contact than it is to have 50 superfluous just surface contacts. Paul Graham, he's the guy who helped-- he started the company called Y Combinator. It's a group that helps startups grow.
-That was Airbnb.
-Yeah, he helped to launch Airbnb and Dropbox. And he talks a lot about how it's better to be loved by 100 than to be just known by a million. So when you go to these networking events, you're only there to meet one person. You're there to meet one person. If you get two, that's great. But you want to meet people and then find the right person you really want to connect with because you have to follow up. There's a lot of steps we'll teach you.
-Boom. So we got 10 steps here-- 10 principles.
-Here we go.
-And number one is produce a top 100 board and then be in the right place at the right time. So produce the top 100 board. That's from Chet Holmes' book.
-Yeah. Well, Chet Holmes wrote the book called the "Ultimate "The Ultimate Sales Machine," where he really teaches you the specifics of how to keep track of your contacts. And if it's OK, I'd like to show the folks at home on my magical border here.
-Yeah. Please do. Jump up there.
-OK. Sweet. So the thing on this board here, and I want to just encourage this. As we were starting a successful company, we're going to have to do things differently than we've ever done things before if we want to get a different result.
And what happens is typically you meet somebody at church or you meet somebody at let's say you meet somebody at a business event. And they say, we should get together. And you say, we should. And then you say, I'll call you. You say, yeah, I will, and then we never call.
-What happens is when we take that business card-- so I'm just going to draw this business card right here. This is their name on it. We need to take it and immediately put it onto either write their name onto the board.
So I'm going to make up a name. I'm going to say Sean. So we put Sean's name on the board. And then we want to immediately list what he does for a living. So I'm going to put Sean. He's a banker.
And I want to write down anything that I learned from him or about him. He went to OSU. And I met him at the Bixby Chamber Event. And you're going to want to do this for every one that you met. Well, why? Because you're going to forget, but the pen does not forget. So you put them on the board.
And the goal here is you want to have 100. And we call this the dream 100. This is Chet Holmes system, the guy who wrote "The Ultimate Sales Machine." But it's a system that you can use anywhere. I've seen people who weren't even aware of Chet Holmes' system do this. But you want to make a list of 100 people. You want to take their business cards up here, and you want to add it into this
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-Now, where is this board? This board needs to be a physical board.
CALEB TAYLOR: Not online, not up there on the computer?
-Yeah. Let me do this. I know I shouldn't go off camera, but I do want to go off camera. I'm going off camera.
-You can do it. We'll be right here waiting for you.
CLAY CLARK: I'm coming back. OK, here we go. I'm coming back. I'm coming back. I'm coming back. I'm coming back. OK, here we go. I'm coming back.
-Can you even carry that thing?
CLAY CLARK: I'm quoting Jay-Z right now. I'm bringing it back.
I'm coming back. I'm coming back. OK, here we go. I'm coming back.
-Can you even carry that thing?
CLAY CLARK: I'm quoting Jay-Z right now. I'm bringing it back. I'm bringing it back. Here we go.
CALEB TAYLOR: What is this?
-This right here is a Dream 100 board. Dream 100-- right here. Boom! You see that? Look at that. Can you read off all the columns real quick for the folks at home?
CALEB TAYLOR: Unfortunately, you grabbed the blank one.
-Oh, I did? Well, this is cool. This is the example.
-That's how it looks. We have one that's filled up. This just happens to be the blank one.
-You have the publication. You have the contact name. You put all this stuff here. This is how you do it. Because if not, what does this do? I'll tell you what you're going to do. If you don't have this incredible board, you're going to take this, and you're going to put it here. You've got this weird organizing thing you bought-- you got inspired one time. See, you bought this board, you put in here, and then inside, you pull out this drawer right here, and you put it in here. And here you got your VCR remote in here, and you've got some like weird staples and organizers and pens.
-That's where everything goes.
CLAY CLARK: And then you have the business cards from last Thursday. And nothing gets done there. And they just die. It's just a hell for networking. So you want to get the stuff out of that hell and put it onto your board. If you don't make this board, or something like it, you're going to fail.
-Am I putting every name that I come in contact on that board?
-Every dream contact. You only want to talk to ideal. That's a great question. How do you strain your contacts and figure out what's worthy of going on the board? I won't write it on the board unless it's an ideal and likely buyer. I repeat-- an ideal and likely buyer.
-So for you, when you were growing DJ Connection, who were some ideal and likely buyers that you had?
-One is Sean. I meant Sean, and Sean was the head, I believe, of Citizen Security Bank at the time. And I remember thinking-- gosh, if I could do all his holiday parties, that would probably be four or five events a year. Then I started thinking-- well, gosh. I met this other person at this party.
I went to use all these networking events. And I'm sitting next to one guy. He sells some sort of multi-level product. I'm going he wants to work from home, be his own boss. I've got nothing against that. I'm not going to probably get a lot of business from him. I'm going to train with respect. But you know what? If I could get a hotel in Tulsa to refer me-- I remember meeting this lady named Miss Kerkstra. Trisha. Trish, if you're watching this, we had a great connection. She's a great lady, a wonderful lady. You met her. She was the head of the Renaissance Hotel.
-That's somebody worthy of the board.
-So I put on that board and met her. Neat lady. I made a note that she booked weddings. This is how you do it. You put them on your board, and you start to turn those thoughts into things. I'm going to leave this behind us here so it can taunt us and help us feel better about our mastery of networking. Then I'm going to move this light bulb to be on top. You always want one light bulb on top of your marketing board.
-The people going on the board are the people that specifically are likely buyers, and they're the dream buyers. They're not just anybody. We've got a notable quotable here, from Ray Kroc, the man that took McDonald's from the small little burger shop, and he grew it a little bit bigger than the small burger shop. He said, "The two most important requirements for major success are: first, being in the right place at the right time, and second, doing something about it." This board is what helps us do something about the contacts we've met.
-I would say one is definitely the board. But the second, I think, happens before the board. I would have never met Sean had I not signed up for my local Chamber of Commerce. This is not a Chamber of Commerce endorsement. This is not like the Rotary is bad. I'm saying I've met great people at the Rotary, the Chamber-- but, talking real talk, I would never have met him, because I don't go out. Look at my skin tone! I haven't seen the sun in a decade! I don't go out. I go to work. I go home.
So I had to say-- I'm going to be at the Chamber of Commerce event, because I have scheduled it. And I went there because I knew I would meet people who are my ideal and likely buyers. So if you're watching this, ask yourself-- what are some events that you could book in your schedule right now that you could go to that would be a wonderful opportunity for you to meet your ideal and likely buyers-- trade shows? Chamber events? Where could you go?
-To finish up this first principle, the action steps that we've touched on here, one-- create a physical board to put these 100 likely buyers on. And then, two, make that list of dream and likely buyers.
This board should be so big that it taunts you. Look how big that is! It just taunts me!
-It's a big one.
-One of my friends-- multimillionaire-- I thought she was weird at first. She wrote her goals on her mirror everyday. Wrote goals in our car on her dashboard. You had a little sticker she'd put on her dashboard. She had on her mirror in her bathroom there. And I remember one time using one of the restrooms, and I saw her goals. And I remember being like-- that's weird.
So I asked her-- she's about 20 years older than me-- I just saw in the mirror, there, your goals. Do you put those on every mirror?
She's like-- Yeah. Anything I want to have happen in my life, I put it where I can see it.
-I love that.
-You have to make it transparent. Make it real.
-Now we've got principle 2, here, on your way to becoming a networking guru. Number two is be memorable or be forgotten.
CLAY CLARK: OK, come on now.
-Stand out in the crowd. If you're not memorable, you won't be remembered at all.
CALEB TAYLOR: Absolutely.
CLAY CLARK: Well, let me hit on this real quick, because I want to tell you something. You are a beautiful man.
CALEB TAYLOR: Mmmm.
-And I'm not just saying this because you work here.
-You're just saying that because the cameras are on.
-No! If the cameras were off, I would say to you you're a beautiful man.
-Mmmm. Mmmm. Mmmm. Mmm. Mm. Mm.
-Let me say this, though. If we wanted you to stand out at the Chamber event, what we could do-- and this is just real-- I always wear a red tie and blue suit. That's my move. So on my book, that just came out, my book-- I'm on there. I'm always wearing the same stuff. Well, Donald Trump has that hair that's memorable.
-I've seen it.
-So we'd have to come up with a super move, almost like one of those video games where you have your own super move, the secret power to win the next level. We'd say your new move is your ponytail, Caleb. I know it sounded like I was laughing, but I wasn't. I was being serious.
-We could put a little ponytail right here?
-A single ponytail, Caleb. And if you did that, like Obi-Wan Kenobi, from the new Star Wars, where we kind of weren't sure what was going on, if you have that single-strand ponytail, people would be like-- does that guy have a ponytail?
-That would be memorable.
-They would talk about it.
-You would forget that.
-I'll tell you a true story, though. That's funny, but here's a real story. There was a group of guys in Tulsa who started wearing black top hats to every single Chamber event. And their company was called Top Hat Chimneysweeps. And they would clean out chimneys. At every single networking event, they always wore top hats. Five or six dudes would sit, and they would never sit together. So you would be at a Chamber event with 20 tables, and you'd look around-- there's five to 10 dudes, all at different tables.
-You immediately know where they're from, what they're doing, what they're about-- because they wear a top hat.
-Absolutely. Absolutely. And you're looking at them-- it's memorable. I'm not ripping you or me, but if we go to the event and we just kind of fit in, we're not memorable. We have to be intentional.
Steve Martin wore a white suit. If you read his book called Born Standing Up, he explains why he wore white suits. But he stood out. Who wears a white suit? He did! You see what I'm saying? Craig Sager-- he's the announcer for the NBA on TNT-- he always wears those crazy bright suits. It's because you want to stand out. Colonel Sanders! Abraham Lincoln! You remember these people.
Right now, if you're watching this-- what does Abraham Lincoln look like? Yeah. You know what he looks like. We all do-- because he had a brand. Boom!
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