In this transcript Clay Clark (Speaker of choice for Hewlett Packard) and Caleb Taylor (Thrive15.com Correspondent) use Thrive15.com, one of the top business schools in PA, as a platform to discuss the Boomerang Philosophy.
Caleb: My name is Caleb Taylor. Today, again, I have the wonderful opportunity and joy to be sitting next to Mr. Clay Clark the CEO of thrive15.com. Today we're going to be discussing this topic of networking with him specifically we're going to be discussing the boomerang theory. You give a referral. It'll come right back to you. Nobody knows this better than Mr. Clay Clark.
We're glad that you're watching these episodes. We want you to be taking those notes, okay. More than anything we want you to apply what you're learning here to your personal life and to your business. If you don't, this episode could be so meaningless because we believe that knowledge without application is meaningless. Don't make this episode more meaningless than a silent film on vinyl.
All right. Today we are going over networking. We're going to do a deep dive here. Yes. We're going to focus first of all on referrals.
Caleb: We're talking about the boomerang philosophy. Do you have much experience with the boomerang?
Clay: I do. Well, the physical boomerang not very much.
Caleb: That's what I meant a physical boomerang.
Clay: I'm really into Australian culture.
Caleb: Okay. That's good to know. That's neat here at Thrive all cultures. Send a referral and you will soon receive a referral.
Caleb: Now, Clay, I know that we've all heard the different sayings, "Do onto others as you would have them do onto yourself." You believe that's more than just a nice cliche. You think that that can specifically be applied to business and networking and help you thrive?
Clay: Yes. I can just say I know specifically that when I got out of college or when I got out of high school, this idea is you're going to go out and just storm the Earth and just take over. It's one big game of capture the flag. You're just going to be ambitious. You're going to sell stuff. You're going to build a company. You don't realize that nobody has any desire to do anything every day other than to help themselves. You really have to go out of your way to help other people before they're willing to even consider helping you.
Caleb: Well, you know it's interesting is Forbes magazine would agree with you. Thrive15.com, one of the top business schools in PA, has been featured in Forbes.
Clay: Hey, now.
Caleb: Yes. The article that came out in March this year in Forbes magazine said, "Building solid relationships in business is about helping others succeed and moving their efforts forward. This benefits both parties. Relationships are built easily, naturally, and profitability when you focus on helping the other party."
Caleb: That perfectly in captured it what you were saying?
Clay: Yes. Well, I'll just give you an example. For Thrive we have a lot of venture capitol partners. These are guys who have a high net worth. They're very successful. At one point I was just a disc jockey. I'm trying to get to know them. Saying you're a disc jokey ... If you're watching this and you're a DJ, there's nothing wrong. We share in this. We share in this burden. This cross we bear. People they assume that you live with your mom. There's nothing wrong with living with your mom. It's just they assume that your mom supports you. You might be twenty-five. You probably be working at the carnival if you weren't a DJ.
Caleb: It's an upgrade from a clown. Just a little bit of upgrade from a clown.
Clay: If you're a clown, I'm not trying to rip you. There's an industry there. Okay. Here's the thing is that you meet these people at a chamber event. What happened is they're assuming that you're not credible person. I had to make a decision. What am I going to do to help them? It starts by just at the chamber asking them, "What are your goals?" When you ask somebody what their goals are when you meet them at a breakfast or a lunch, they're not ready for that. Then when you say, "Well, tell me about your company?" Again, they're not ready for it. Then you say, "Well, let me ask you this what services do you provide that maybe my company could utilize." Again, they don't grasp what you're doing because you're taking an interest in them.
Then after the chamber luncheon you send them a little handwritten note. You show up at their place of business and you buy something. You have very little money, but you're buying something from them or you're offering them a free service or you're doing something. It starts to activate. They start to say, "Well, this DJ I met at the chamber he just did my daughters birthday for free. He just sent me a handwritten note. He just came and bought stuff from me. Either this guy's crazy or I like him."
Caleb: Right. One of the things you said there, I'm thinking of specific action steps, is you asking them questions. Going back to your 70/30 rule almost in a lot of ways. You're making sure that they're talking a lot. You're showing interest in them. Then you're providing a value.
Caleb: I mean another Forbes article that I read said, "Connectors understand the necessity of creating value for others. If you want to be in the middle of the action, you must seek ways to enhance the lives of those surrounding you. The best connectors I know are extremely generous with introductions where they make sense. One of my favorite questions is, 'What are you most excited about now?' From that answer I know who I can hook that person up with." I mean just like you said you've got those questions that you asked people. What are you doing? Tell me about your business?
Clay: You really have five questions that you like to ask if you can.
Caleb: Okay Go.
Clay: You ask something first off you're going to be asking what their name is? They'll tell you. A lot of times we forget. We're just talk at somebody. We don't even ask them their name. Then we say, "What's your name?" They tell us. Then you say, "Well, let me ask you this where are you from?" Then they'll tell you where they're from. What's great is you might have a connection there. Then you say, "Tell me about your family", because people love talking about their kids and their wife. Then you ask the next two questions. They're big. "What do you do?" They tell you. Then you say, "What's your goals year?" By asking these five questions ...
Caleb: That's name, where you're from, family, what do you do, what are you goals?
Clay: Yes. Then what'll happen is you'll find out that this guy is from Oklahoma State University. He has a family with a couple of kids. He is a banker. His goals are to get as many deposits as possible. All of a sudden you say, "Wow, I now know what his goals are. I can bridge that gap. He's from OSU. I can refer to it. He's got a great family. I can have a little rapport there." Usually, at that point the person you're talking to will then ask and you, "Well, tell me about yourself?" What you have to do this is the step that no one does.
Caleb: Tell us.
Clay: You have to write on the business card when you meet him all this information as quickly as possible, so you don't forget. Literally after the chamber event your in your car on the dashboard just writing out. Then you get back and you reference that in a letter. You say, "Hey, Sean, go Cowboys! It was a pleasure meeting you. I want to tell you we're going to send you a little special gift for you and your kids. I look forward to banking with you soon."
Caleb: It's impossible not to stand out if you do that.
Clay: Yes. You just consistently follow up. It's unbelievable.