Always FreyDay

Friday, June 10, 2022
Facebook Live Video from 2022/06/10 - Is Your Networking Not Working?

Facebook Live Video from 2022/06/10 - Is Your Networking Not Working?


2022/06/10 - Is Your Networking Not Working?

[NEW EPISODE] Is Your Networking Not Working?

The audience will hear from an SMB owner and trusted advisor, who is also a keynote speaker, business coach, and published author on the topic of networking and referral marketing.

There is a difference of one letter between networking and not working.  Most SMBs recognize that they need to do some type of networking to promote their business in today's world.  Yet, the topic of networking is one that may come with frustration...

Business networking involves making connections not only potential clients, but also with other individuals who might connect you to someone else who can refer business to you, or simply mention your name in some positive way to specific people they know. 

We are joined by Michael Goldberg, Founder of Knock Out Networking and THE Networking Group.  Michael is a phenomenal resource on the topic of networking who can attest to the idea that networking is a WE thing and not a ME thing.  


He helps professionals in the world of networking and referral marketing, by promoting the idea of building long-term relationships that are based on connection, over transaction.

Phone:  (732) 961-7878










Tune in for this sensible conversation at or watch the Facebook Livestream by Clicking Here.

Show Notes

Segment 1

Segment 2

Segment 3

Segment 4


00:00:28.590 --> 00:00:35.280 Steven Frey (SMB GUY): Well Hello out there Planet Earth and happy Friday, we made it baby the weekend is upon us it's Friday.

00:00:35.640 --> 00:00:46.770 Steven Frey (SMB GUY): And it's always Friday with me Stephen fry your SMB guy I see why am I are in case you missed it SMB stands for small and medium sized business for the last 20 years i've been a consultant for SMEs.

00:00:47.040 --> 00:00:57.840 Steven Frey (SMB GUY): A voice at a sounding board for business leaders advocating on their behalf, as well as their employees, I believe very strongly and sharing stories providing perspective and creating connection.

00:00:58.170 --> 00:01:11.700 Steven Frey (SMB GUY): So on Fridays, you can find me right here on talk radio dot nyc doing just that lending what is left of my mind, and my voice to this radio show where I interview SMB leaders, as well as their trusted advisors.

00:01:12.030 --> 00:01:17.100 Steven Frey (SMB GUY): One thing that i've noticed over the years, everybody is that some of the best thought leadership for SMB.

00:01:17.340 --> 00:01:25.830 Steven Frey (SMB GUY): actually happens on Friday when we feel that freedom of the weekend coming however we're also anxious to start the weekend friday's Martini night my house love them.

00:01:26.220 --> 00:01:33.570 Steven Frey (SMB GUY): These crucial pearls of wisdom, they get overlooked, they get forgotten they get swept under the rug in favor of our fun weekend activities.

00:01:33.810 --> 00:01:43.860 Steven Frey (SMB GUY): And our freedom from work here on the show we take advantage of that weekend freedom and clarity we discuss popular topics that are on the minds of SMB leaders and their trusted advisors.

00:01:44.160 --> 00:01:51.570 Steven Frey (SMB GUY): Again, the name of the show is not just a play on words my last name means free in German so little bit of method behind my madness for everybody.

00:01:51.870 --> 00:01:58.620 Steven Frey (SMB GUY): today's episode of always Friday brought to you by SDA well strategies, a boutique financial services firm located in Hudson valley New York.

00:01:58.860 --> 00:02:09.750 Steven Frey (SMB GUY): Offering personal wealth management and comprehensive business solutions for its clients SDA stands for simplifying financial lives designing financial strategies and advocating to implement them.

00:02:10.110 --> 00:02:19.260 Steven Frey (SMB GUY): SDA offers a concierge experience for both individuals and businesses, the firm's highest priority is always their clients best interest, while empowering people and businesses.

00:02:19.500 --> 00:02:26.700 Steven Frey (SMB GUY): To be proactive and to thrive today, tomorrow and beyond, for more information visit SDA wealth strategies COM.

00:02:27.090 --> 00:02:34.800 Steven Frey (SMB GUY): This past weekend we took my older daughter to new camper day at her new sleepaway camp and I gotta say, while i'm nervous to send her away for the summer.

00:02:35.070 --> 00:02:44.490 Steven Frey (SMB GUY): i'm excited for her very much she's the same age that I was when I started my sleepaway camp journey and it's something that I look back on with lots of fun memories, especially around the summertime.

00:02:44.820 --> 00:02:54.570 Steven Frey (SMB GUY): Very cool to watch her meet her new bunk mates in person, see them bonding and even getting together for virtual group discussions, these days, which is obviously something that wasn't around when I was a kid.

00:02:54.930 --> 00:03:02.010 Steven Frey (SMB GUY): But it almost seemed like a networking event for kids so our show today very apropos is your networking not working.

00:03:02.580 --> 00:03:07.590 Steven Frey (SMB GUY): There is a difference of one letter between networking and not working as you guys can observe.

00:03:07.860 --> 00:03:20.250 Steven Frey (SMB GUY): Most SMEs recognize that they need to do some type of networking whether it's a weekly or monthly group that meets to pass business chambers of commerce, industry affiliated groups, all of the above, if you're a serial networker.

00:03:20.610 --> 00:03:24.960 Steven Frey (SMB GUY): Yet the topic of networking, is one that might come with frustration for some people.

00:03:25.260 --> 00:03:35.070 Steven Frey (SMB GUY): Business networking involves making connections with not only customers clients folks that will be buying from you, but also with other individuals who might be able to refer you business.

00:03:35.340 --> 00:03:39.510 Steven Frey (SMB GUY): or mention your name in some type of positive way with the people they know in their network.

00:03:39.810 --> 00:03:51.870 Steven Frey (SMB GUY): It also involves connecting with people who can provide some information and much needed training and it can also be an excellent way of locating employees or potential reputable vendors to hire for your own business.

00:03:52.290 --> 00:03:58.860 Steven Frey (SMB GUY): Although many people associate networking with asking for favors, the more successful networkers know that networking is not all about them.

00:03:59.220 --> 00:04:02.760 Steven Frey (SMB GUY): in business, especially it's about creating the trusting relationships.

00:04:03.120 --> 00:04:11.160 Steven Frey (SMB GUY): And friendships with other types of business people, as my special guests will attest to the key parts of effective networking are learning about who you're meeting with.

00:04:11.520 --> 00:04:20.610 Steven Frey (SMB GUY): and helping other business people with their needs that's why you'll find that the best networkers they have the connector mentality, not just the transactional mentality.

00:04:20.820 --> 00:04:28.380 Steven Frey (SMB GUY): Who help others by referring customers providing testimonials or even helping to promote events for other business in some other way, shape or form.

00:04:28.740 --> 00:04:33.780 Steven Frey (SMB GUY): Talk is cheap, we know that we're on talk radio dot nyc we don't want this to just be talk.

00:04:34.110 --> 00:04:39.270 Steven Frey (SMB GUY): With the goal here is let's use the insight on the business landscape and create more impact on Monday morning.

00:04:39.570 --> 00:04:46.320 Steven Frey (SMB GUY): Far too often SMEs are focused on the product that's going to solve their problems, the shiny new mouse trap the magic wand, the new APP.

00:04:47.100 --> 00:04:52.260 Steven Frey (SMB GUY): As long really if everything is a people first type of approach.

00:04:52.650 --> 00:04:59.130 Steven Frey (SMB GUY): You know, you need to surround yourself with the right people products change every single day in every other facet of our lives.

00:04:59.370 --> 00:05:04.710 Steven Frey (SMB GUY): You have the right people first you focus on a good tangible executable process to get to your goals.

00:05:04.920 --> 00:05:09.990 Steven Frey (SMB GUY): you'll get there, the right products will present themselves when they're needed everything begins and ends with the people.

00:05:10.230 --> 00:05:16.200 Steven Frey (SMB GUY): So I love having great people around me and on my show today our very special guest none other than.

00:05:16.500 --> 00:05:24.660 Steven Frey (SMB GUY): Michael goldberg returning champion to the show founder of net knockout networking and the networking group certified speaking professional as well.

00:05:24.900 --> 00:05:31.350 Steven Frey (SMB GUY): he's an author speaker educator amateur Boxer and an authority in the areas of networking referrals and recruiting.

00:05:31.620 --> 00:05:38.850 Steven Frey (SMB GUY): he's helped financial advisors brokers agents REPS other sales producers generate hundreds of thousands of dollars to their bottom line.

00:05:39.180 --> 00:05:44.730 Steven Frey (SMB GUY): michaels firm knockout networking has been a speaking and training resource in the financial services industry for 20 years.

00:05:44.970 --> 00:05:52.500 Steven Frey (SMB GUY): Michael speaks at conferences and associations run sales meetings delivers results driven programs on networking referrals and recruiting.

00:05:52.830 --> 00:05:59.940 Steven Frey (SMB GUY): The knockout networking training programs they've been licensed for US company wide through corporate offices throughout the financial industry, as well as other industries.

00:06:00.300 --> 00:06:13.590 Steven Frey (SMB GUY): Michael writes regular columns for industry publications and is the author of knockout networking for financial advisors and other sales producers, as well as another book knockout networking ones black ones white a lot of great stuff in both of them.

00:06:14.520 --> 00:06:21.090 Steven Frey (SMB GUY): clients include Morgan Stanley northern trust Griffin capital guardian life state farm insurance SAP rabobank and chub.

00:06:21.360 --> 00:06:32.940 Steven Frey (SMB GUY): he's spoken at the million dollar round table two time tedx speaker award winning adjunct professor at good old rutgers university and frequently volunteers as a speaker at organizations focused on career searching.

00:06:33.270 --> 00:06:41.550 Steven Frey (SMB GUY): Michael is also the founder of the national networking organization called the networking group a vetted online business platform helping.

00:06:42.030 --> 00:06:47.160 Steven Frey (SMB GUY): entrepreneurs and small business owners generate more prospects more referrals and more business.

00:06:48.120 --> 00:06:52.290 Steven Frey (SMB GUY): Michael is the man, a force to be reckoned with, and yes, he is actually a Boxer.

00:06:52.560 --> 00:06:58.710 Steven Frey (SMB GUY): We will discuss my favorite questions around who's your favorite movie or TV show character what's your favorite movie or TV show.

00:06:58.950 --> 00:07:02.340 Steven Frey (SMB GUY): what's your favorite musical instruments and who's the artist you'd like to hear play it.

00:07:02.640 --> 00:07:15.060 Steven Frey (SMB GUY): Weighing in from his home base in central New Jersey, most likely at a weight that's less than mine after his trip to the gym this morning getting ready to rumble with me, Michael welcome back to always Friday brother great to see you hey.

00:07:15.210 --> 00:07:19.500 Michael Goldberg: what's going on bro yo, you said you love to surround yourself with great people great connectors until now.

00:07:21.090 --> 00:07:26.760 Michael Goldberg: Right now, I think, just kind of draw the line as we're getting into the weekend, right now, so i'll apologize in advance so that.

00:07:27.030 --> 00:07:29.070 Steven Frey (SMB GUY): was just gonna derail that right there no problem.

00:07:30.330 --> 00:07:39.540 Steven Frey (SMB GUY): But Michael you've made such a positive impact on lots of folks out there with your efforts, all around the table knockout networking the networking group your your books that you've published.

00:07:39.900 --> 00:07:49.320 Steven Frey (SMB GUY): I know you're routinely asked how you got into this because it's almost like you made your own profession and job out of thin air, but talk to us about the founders journey, how did you get where you are today.

00:07:49.380 --> 00:08:00.180 Michael Goldberg: yeah that's really funny so I remember, I had a pretty cool job in training and development in the mid 90s, for a little office supply company that nobody's ever heard of called staples.

00:08:00.870 --> 00:08:04.950 Michael Goldberg: And this was yeah so you probably know, you can Google it right, you can hit the Google and you can find out who.

00:08:04.950 --> 00:08:05.640 Michael Goldberg: Those people.

00:08:06.060 --> 00:08:08.100 Michael Goldberg: I don't know I don't know what they're up to now, but anyway.

00:08:08.820 --> 00:08:11.490 Michael Goldberg: You know I got a nice office and the whole thing and.

00:08:12.750 --> 00:08:23.760 Michael Goldberg: You know I I was doing you know a lot of you know, heading up training programs, in the era of sexual harassment, prevention, of all things that became kind of my thing and then a lot of leadership stuff you know and.

00:08:24.540 --> 00:08:31.350 Michael Goldberg: kind of told where to go and what to do, and the whole thing, and I remember this venture of I just kind of had this idea that I thought I could do it better.

00:08:31.980 --> 00:08:40.320 Michael Goldberg: And I didn't know what that topic was or with better men I just thought, whatever it was that that I could be that and I remember a couple of people.

00:08:40.830 --> 00:08:46.320 Michael Goldberg: That were on my team, you know that report it up into me at the time that you know that asked me, you know they.

00:08:46.920 --> 00:08:51.930 Michael Goldberg: You know what are your plans, because they knew that I was going to be leading, and it was gonna be moving on so i'm going to create my own business.

00:08:52.470 --> 00:09:00.810 Michael Goldberg: I don't know exactly what i'm going to focus on it could be sales related I want to be around you know, business people, that would really value, a lot of what i'm talking about and.

00:09:01.110 --> 00:09:09.030 Michael Goldberg: do a lot of speaking, training and i've got my own ideas and like these programs i've been leading from what we hear go pretty well, but I think that I can do even better.

00:09:09.480 --> 00:09:17.310 Michael Goldberg: And the pushback I remember this is like 1995 was what makes you think you can do that, like How dare you even think about that.

00:09:17.970 --> 00:09:28.530 Michael Goldberg: and which didn't send me off with a with a positive vibe going into it, you know, but I just thought, and I still think that if you've got skills and passion in some area.

00:09:29.010 --> 00:09:39.150 Michael Goldberg: some level of expertise that's valued and you can focus on a marketplace that values that and has the resources to pay you the way you want to be paying for that you've got a business.

00:09:39.600 --> 00:09:47.250 Michael Goldberg: And that I knew it back in the staples days I just had that I didn't know what it looked like I didn't know what that marketplace was or what the product was.

00:09:47.610 --> 00:09:57.360 Michael Goldberg: I just had confidence, I would figure it out, you know so to get into my my journey is I just continued what I was doing when I was at staples on my own.

00:09:57.720 --> 00:10:06.360 Michael Goldberg: And it was a different brand name it wasn't knockout networking with something else, and it went fine it wasn't great it just went fine.

00:10:06.900 --> 00:10:13.230 Michael Goldberg: And I just decided that my niche is going to be police and fire departments, because my dad was a retired New York City police officer.

00:10:14.130 --> 00:10:20.310 Michael Goldberg: for whatever reason COPs and firefighters just kind of like to me it's a tough audience and I like to talk audiences and.

00:10:20.580 --> 00:10:34.920 Michael Goldberg: I thought I had something to add and I grew up tough and all that stuff you know so like I said it was fine and I ended up falling into a niche with this sexual harassment prevention topic, in fact, to this day, there is a I can't get into it, but there is a settlement.

00:10:36.660 --> 00:10:42.990 Michael Goldberg: For sexual harassment in in in Massachusetts that I had a hand and suddenly it's the largest sexual harassment prevention settlement.

00:10:43.380 --> 00:10:51.180 Michael Goldberg: So far, like to date in Massachusetts and I had a hand in doing that, so I became that guy but it wasn't like the like the most glamorous thing.

00:10:51.780 --> 00:10:53.760 Michael Goldberg: But I just thought that I could be bigger, better better.

00:10:54.390 --> 00:10:56.490 Michael Goldberg: long story short, I got involved with big.

00:10:56.790 --> 00:11:05.550 Michael Goldberg: Business networking international and I became enamored with this whole networking thing I was already doing a lot of things right, but I thought I could even do that better and I was always tapped to be the leader there.

00:11:05.760 --> 00:11:14.700 Michael Goldberg: And I just figured I found my thing and that just became my thing teaching networking skills, but police officers and firefighters didn't really care about that, but I knew that financial advisors did.

00:11:15.360 --> 00:11:18.960 Michael Goldberg: And at the time the Federal Trade Commission was rolling up the do not call.

00:11:19.590 --> 00:11:29.160 Michael Goldberg: So I just thought, if I could market this thing called networking and referrals to the financial advisor community and their whole world is changing, because they can cold call anymore they're really going to need what I do.

00:11:29.460 --> 00:11:34.800 Michael Goldberg: I built my whole campaign around that and right after that, when I rebranded refocus my business exploded.

00:11:35.250 --> 00:11:41.370 Michael Goldberg: And i've kind of been riding that ever since and my first client when I figured that out was a little company called prudential.

00:11:42.240 --> 00:11:52.140 Michael Goldberg: And then we created a little copy and paste and that's kind of the short story as to how this whole thing happened but it gets back to what I had mentioned earlier, is identify a marketplace that's hungry needs what you want.

00:11:52.650 --> 00:12:02.820 Michael Goldberg: can pay you the way you want to be paid, and then come up with that thing that you're passionate about really good at that they find valuable and if nobody else is doing it, I think that.

00:12:03.780 --> 00:12:09.660 Steven Frey (SMB GUY): I totally agree, you mentioned the word community in there, a couple times, which I know community is very important to you.

00:12:09.930 --> 00:12:20.220 Steven Frey (SMB GUY): As it is, to me so that's that's something we're definitely going to talk about when we come back from this commercial break with Michael goldberg founder of knockout networking and the networking group stay with us.

00:12:23.820 --> 00:12:31.980 Are you a business owner, do you want to be a business owner, do you work with business owners hi i'm Stephen fry your small and medium sized business or SMB guy.

00:12:32.400 --> 00:12:49.020 And i'm the host of the new show always Friday, while I love to have fun on my show we take those Friday feelings of freedom inspired to discuss popular topics in the minds of SMEs, today, please join me and my very special guest on Friday at 11am on talk radio dot nyc.

00:12:52.020 --> 00:12:57.930 You a conscious co Creator, are you are in a quest to raise your vibration and your consciousness.

00:12:58.800 --> 00:13:08.250 Sam leibowitz your conscious consultant and on my show the conscious consultant our awakening humanity, we will touch upon all these topics and more.

00:13:08.580 --> 00:13:21.840 Listen live at our new time on Thursdays at 12 noon Eastern time that's the conscious consultant our awakening humanity Thursdays 12 noon on talk radio dot nyc.

00:13:27.660 --> 00:13:32.160 Are you on edge case we live in challenging edgy time so let's lean in.

00:13:32.730 --> 00:13:40.890 i'm Sander parchment the host of the edge of every day which airs each Monday at 7pm Eastern time on talk radio dot nyc.

00:13:41.310 --> 00:13:55.650 tune in live with me and my friends and colleagues as we share stories of perspectives about pushing boundaries and exploring our rough edges that's the end of every day on Mondays at 7pm Eastern time on top radio dot nyc.

00:13:59.370 --> 00:14:04.080 you're listening to talk radio nyc uplift educate empower.

00:14:36.540 --> 00:14:44.070 Steven Frey (SMB GUY): Welcome back everybody it's Friday it's always Friday and it's me Stephen fry your SMB guy but it's not just me, we are joined by.

00:14:44.280 --> 00:14:48.390 Steven Frey (SMB GUY): Michael goldberg founder of knockout networking and the networking group.

00:14:48.660 --> 00:14:56.640 Steven Frey (SMB GUY): speaker author coach author of the book knockout networking and knockout networking for financial advisors and other sales professionals.

00:14:56.910 --> 00:15:03.780 Steven Frey (SMB GUY): Before we dive into the method that is michael's world we were chatting a little bit in the last segment started going in the direction of.

00:15:04.020 --> 00:15:13.680 Steven Frey (SMB GUY): Community and I know that's something that's really important to Michael again, as it is, to me, the idea of building the right Community Michael if you allow me to sit out by the fire pit for a moment just tell a quick story.

00:15:14.370 --> 00:15:19.380 Steven Frey (SMB GUY): Sharing some thoughts from a mutual friend of ours, Michael leibowitz who's also appeared on the show in the past.

00:15:19.830 --> 00:15:29.400 Steven Frey (SMB GUY): people buy an outcome, not a business category, so when you said you had you know, been to the the big groups and things like that it's something that really triggered me.

00:15:29.670 --> 00:15:37.380 Steven Frey (SMB GUY): You know what's the main outcome that people get from working with you and I know that's something that you like to hone in on one outcome, not a list.

00:15:37.650 --> 00:15:42.750 Steven Frey (SMB GUY): make it the biggest when you can make the most impact that way, but also the idea of.

00:15:43.170 --> 00:15:54.630 Steven Frey (SMB GUY): This is from our friend Michael leibowitz once again, do you share the same beliefs fewer and fewer people communicate this way in today's world because they're so focused on the products that they sell or that they buy.

00:15:55.290 --> 00:15:58.740 Steven Frey (SMB GUY): This this might even be more important than the outcome type of discussion.

00:15:59.280 --> 00:16:04.470 Steven Frey (SMB GUY): I subscribe to the idea that people have to, like you, they have to trust you, and they have to think you know what you're talking about.

00:16:04.860 --> 00:16:11.310 Steven Frey (SMB GUY): You know, but one of the things that builds the trust the fastest is to actually share what you believe around the work that you do.

00:16:11.700 --> 00:16:18.330 Steven Frey (SMB GUY): These thoughts, lead to a message that is really uniquely you and again people in process before the products.

00:16:18.660 --> 00:16:27.930 Steven Frey (SMB GUY): This type of approach will undoubtedly lead to a more engaging message and will differentiate you from the other people who share a similar business category to you.

00:16:28.230 --> 00:16:37.710 Steven Frey (SMB GUY): No matter what business you're in we're all people, one thing that I heard last night at our network working group meeting Michael be a human being, instead of a human doing.

00:16:37.980 --> 00:16:45.270 Steven Frey (SMB GUY): So definitely resonated with me as you try to build the right Community so Michael you know the method part of the show here the scientific part.

00:16:45.570 --> 00:16:52.800 Steven Frey (SMB GUY): You know, really revolves around what do you do, how do you do it and how do you go to market for it, so you gave us a little bit lay it on us, Nice and thick talk to us.

00:16:52.890 --> 00:16:55.470 Michael Goldberg: Well, you know here's my best Michael liebowitz I think impression like.

00:17:02.100 --> 00:17:14.250 Michael Goldberg: I i'm missing the light bulbs, but you know how we go to market, you know you know I you know I teach networking referrals and recruiting that's always been my thing, and of course that's the number one way that I generate more business is.

00:17:14.820 --> 00:17:20.910 Michael Goldberg: Through networking organizations over the last handful of years it's really been through my own networking organization, you know.

00:17:21.390 --> 00:17:29.610 Michael Goldberg: fancy that you know but it's really about putting the right message out there and being really clear which a lot of people don't know how to do and Michael libra which was great at.

00:17:29.940 --> 00:17:32.460 Michael Goldberg: sort of extracting that attitude he's brilliant at that.

00:17:32.760 --> 00:17:42.120 Michael Goldberg: But I think if you are clear on your message and you're clear on your medium in terms of how you're getting your message out there and it's getting to the right people, you will generate referrals it's no question about it.

00:17:42.450 --> 00:17:49.320 Michael Goldberg: And if it's not a referral it's an introduction, which might lead to a referral so it's not the only way that I that I get business almost.

00:17:49.830 --> 00:18:01.920 Michael Goldberg: Right almost but you know all the I mentioned earlier in the other segment, you know this prudential was really my first financial services client and I could probably circle back almost everything that i'm doing right now.

00:18:02.250 --> 00:18:04.920 Michael Goldberg: To where it might have come from from that very first client.

00:18:05.580 --> 00:18:12.000 Michael Goldberg: it's about being really good about cultivating that and being purposeful about who you want to be connected with.

00:18:12.300 --> 00:18:22.800 Michael Goldberg: Where you need to go what you need to say with whom you need to say it so what's community about Community is putting yourself in an environment where not only are people helping you with that, but you're helping them with that.

00:18:23.190 --> 00:18:35.670 Michael Goldberg: And you know that's at least a networking Community right, but this whole concept of community is that you've got like minded people that are focused on something that you're all passionate about you've got some common ground there and that's the starting point of the whole thing.

00:18:36.780 --> 00:18:51.000 Steven Frey (SMB GUY): Like minded you know always find some value in that, but the idea of being like valued, I think that ties back really well to the idea that Michael liebowitz put out there about sharing your beliefs to and trying to build that trust attachment, do you agree.

00:18:51.240 --> 00:18:59.760 Michael Goldberg: Oh, I totally agree, I also think it's creating common ground and doing that very, very quickly i'm gonna i'm gonna tell you just a quick story which is probably totally irrelevant, but.

00:19:00.570 --> 00:19:06.540 Michael Goldberg: You know people like to be around folks that they can relate to and stand up comics or at least the good ones are really good at that.

00:19:06.780 --> 00:19:14.070 Michael Goldberg: Like the comics that tell stories about situations that we've been in or that we can identify and that's what we love comics when they talk about.

00:19:14.250 --> 00:19:26.430 Michael Goldberg: You know, like relationships like with their kids when their kids do something stupid or funny or whatever it is, or we do something stupid or funny because we can relate to that personally I was in the gym this morning, probably just before the time you and I spoke.

00:19:27.510 --> 00:19:33.420 Michael Goldberg: And you know I had a headset on or you know he's listened to my music off my phone spotify the whole thing and.

00:19:33.840 --> 00:19:40.170 Michael Goldberg: I ran a charge, you know it didn't it didn't charge when I was charged, so it ran out, and I was frustrated because I kind of need my music.

00:19:40.470 --> 00:19:48.750 Michael Goldberg: So there were two other people that were right around me, though, right there I don't know them and I just kind of laughed so I just I don't know why, but I just asked him I said you.

00:19:49.050 --> 00:19:56.460 Michael Goldberg: just put your headset on to listen to your music and you realize that you're at a charge it wasn't available and now like your workout sucks as a result of it.

00:19:56.790 --> 00:19:58.140 Michael Goldberg: But they just started laughing.

00:19:58.230 --> 00:20:01.590 Michael Goldberg: We were talking about this for five minutes, it was like a whole friendly.

00:20:02.370 --> 00:20:10.920 Michael Goldberg: fun thing, so now of course i've got this vibe with them, where I know if I go in to the gym and future days they're friends of mine that didn't cost me anything now.

00:20:11.190 --> 00:20:19.710 Michael Goldberg: But I came up with an anecdote that I thought was funny, I just wanted to share it with them, because they were just right there, I had a feeling they could relate, of course, they're in a gym listening to music.

00:20:20.070 --> 00:20:28.290 Michael Goldberg: And that just became a thing, and that was a connection for no other reason my only reason is, I was a little frustrated, I thought it was funny.

00:20:28.590 --> 00:20:37.200 Michael Goldberg: And they thought it was funny tail and you know if we spent more time creating a connection where we didn't think that there was one that's the start of community.

00:20:38.280 --> 00:20:50.010 Steven Frey (SMB GUY): yeah I couldn't agree more, and I love the idea of the stand up comics i've always been a huge George carlin fan and he's had his documentary on on HBO as of late, the American dream George carlin.

00:20:50.040 --> 00:21:02.100 Steven Frey (SMB GUY): Fantastic fantastic I don't know if you saw it, but I just when you said that just now I just thought back to the little things we share like you know universal moments that we all share separately, like you ever look at your watch.

00:21:02.310 --> 00:21:04.200 Steven Frey (SMB GUY): Right yeah and then you forget what time it is.

00:21:04.410 --> 00:21:12.900 Steven Frey (SMB GUY): yeah like so like that you know that I totally totally agree with that, being a good storyteller i've been i've been very big on and that's how you can really start to identify with people because.

00:21:13.110 --> 00:21:19.410 Steven Frey (SMB GUY): everybody's got a story to tell, and I think that you know the example you had from the gym this morning is a great example of that.

00:21:19.650 --> 00:21:26.640 Michael Goldberg: So, think of the examples that we have now, you know I know pandemic is kind of over until the next area, you know comes in right and all that but.

00:21:26.850 --> 00:21:37.080 Michael Goldberg: You know, going to networking meetings and cocktail parties and all kinds of other things, but what a great way to break into a conversation with people is just sharing a quick story with them hi my name is, can I show.

00:21:37.740 --> 00:21:42.150 Michael Goldberg: You what have you ever or have you experienced that we're not even shaking hands with everybody we're.

00:21:42.510 --> 00:21:52.140 Michael Goldberg: bumping elbows and again it's kind of like the gym stories you create an Aha moment that we can all relate to, and now you've broken the ice and you're on your way to potentially creating a little community.

00:21:52.890 --> 00:22:03.690 Steven Frey (SMB GUY): So when you know one thing when certain people try to tell stories I think back to planes trains and automobiles yeah you know I love movies and it's like i'll do me a favor when you tell your stories have a point.

00:22:04.260 --> 00:22:10.410 Steven Frey (SMB GUY): So I know that part of the method behind your madness and I don't want to give away too much of the magic, but this is something that always resonated much.

00:22:10.410 --> 00:22:16.170 Michael Goldberg: Of the madness yeah but, but the but the point story application type of method that you have.

00:22:16.320 --> 00:22:17.820 Steven Frey (SMB GUY): talked to us a little bit about that.

00:22:18.000 --> 00:22:27.240 Michael Goldberg: yeah now, so I that's actually not mine but I use that and it's actually a mentor of mine Glenn i'll put this out there to you know mentor of mine.

00:22:28.260 --> 00:22:33.420 Michael Goldberg: who's brilliant and she's 84 years old and still doing keynote talks and.

00:22:33.990 --> 00:22:40.320 Michael Goldberg: I used to do these these presentations at national speakers association with us, with her, you know, many years ago and we just hit it off.

00:22:40.560 --> 00:22:50.970 Michael Goldberg: and actually somebody that i'm very tight with but that's she's a big that's what she teaches is storytelling and hermano glenna solsbury his PSA or point story application.

00:22:51.270 --> 00:23:00.900 Michael Goldberg: Where if you're going to tell a story start off with the point like how's your music not work because you ran out of battery isn't that frustrating doing.

00:23:01.470 --> 00:23:04.680 Michael Goldberg: In fact, one time you kind of get into the story.

00:23:05.040 --> 00:23:15.630 Michael Goldberg: And then the application is maybe why you're sharing it or perhaps what it means to the person that you're speaking with or your audience, the reason i'm sharing this is because I know you're related to what you'd probably find it funny.

00:23:16.020 --> 00:23:20.700 Michael Goldberg: Or, I thought that maybe you'd learn from this lesson, you can apply that so you don't make the same mistake.

00:23:21.180 --> 00:23:31.170 Michael Goldberg: So it's this telling stories, but you also don't want to take it over and own the stage, unless you are in fact on stage, because when you're connecting with other people, people don't want to really be talked to.

00:23:32.010 --> 00:23:37.200 Michael Goldberg: You know, like if you just keep with the story and kind of envision the cartoon where the hair gets blown back to like you know.

00:23:37.470 --> 00:23:51.540 Michael Goldberg: Like you don't want to do that to people either, so you want to keep it short sweet and to the point and then turn it back to you, you know and just say you know, Carl you know, have you had that experience and now it's carl's turn to share and now you're creating a connection.

00:23:52.050 --> 00:24:00.450 Steven Frey (SMB GUY): And I know it's something I hear you say all the time, and you know not just you other folks that i've been around it's a weird thing not a me thing you're right people don't like to be talked at.

00:24:00.750 --> 00:24:10.890 Steven Frey (SMB GUY): You know they like to tell their story they like to hear other people's stories, so I always find this type of training, you know Glenn has type of training, like still around storytelling but also just.

00:24:11.190 --> 00:24:20.220 Steven Frey (SMB GUY): The mechanics that you like to put out there is very important, where a lot of times, people will just be trying trying to educate and train people on.

00:24:20.610 --> 00:24:31.590 Steven Frey (SMB GUY): Their products, their services their wares you know how has that been something that you've seen kind of frontline with some of the people that, especially in the financial services world right that can sometimes get very product centric so.

00:24:32.490 --> 00:24:36.780 Michael Goldberg: I don't see it as much you know, especially since you know that.

00:24:37.260 --> 00:24:49.020 Michael Goldberg: You know advisors are still doing you know a lot of stuff online and compliance says get in the way, but it does happen, I mean I was at an event last week and apparently I needed life insurance or some advisor told me and I just became a blog that just became a great story.

00:24:50.010 --> 00:24:50.700 Michael Goldberg: You know, it just.

00:24:50.850 --> 00:24:53.370 Michael Goldberg: Great dialogue turn the whole thing around you know but.

00:24:54.570 --> 00:25:06.030 Michael Goldberg: You know, we had somebody in our in our networking, you know group not long ago that was all about selling their APP all about pitching their stuff and it just doesn't resonate if you've got a really strong networking connecting culture.

00:25:06.270 --> 00:25:14.280 Michael Goldberg: Where that's just not the way you know, again, it always comes back in boxing right it always comes back to the connection right, the more and better connections, you make both in and out of the ring.

00:25:14.550 --> 00:25:23.580 Michael Goldberg: If you're not making a connection you ain't selling anything or connecting with anybody or or generating a positive relationship, like those things just simply aren't happening.

00:25:24.120 --> 00:25:38.010 Steven Frey (SMB GUY): And, and sometimes that gets muddled right because sometimes people are making sales that way, but they when you really peel back the layers of the onion they are not making good relationships, a lot of times it's a real it's hit or miss like love it or hate it.

00:25:38.250 --> 00:25:46.470 Michael Goldberg: yeah then they wonder why it's not working like this whole networking thing you know isn't working they don't realize that they're muddling it like a good old fashioned you know it's.

00:25:46.860 --> 00:25:47.310 Michael Goldberg: A no.

00:25:47.610 --> 00:25:55.380 Michael Goldberg: it's because you know you're not focused on the right thing you know it's people that join networking groups i'm not getting any business from it well let's look at why.

00:25:55.950 --> 00:26:01.260 Michael Goldberg: You know, are you making the connections are you being clear in your communication, you know and that's really what it boils down to.

00:26:02.070 --> 00:26:07.950 Steven Frey (SMB GUY): And you know something that you know I like to promote as well, and I know you do too is have some freakin fun.

00:26:08.460 --> 00:26:14.460 Steven Frey (SMB GUY): it's like a lot of times even doing something like this, like what we're doing right now doing a podcast radio show type of thing.

00:26:15.000 --> 00:26:26.280 Steven Frey (SMB GUY): It sometimes it doesn't seem like fun it's just like here's numbers one through 27 of everything that I need to get through, and it just it starts to feel like it's more of an interrogation, that it is an interview.

00:26:26.670 --> 00:26:28.230 Michael Goldberg: And I like the light bulb is in your.

00:26:28.230 --> 00:26:28.890 face.

00:26:30.720 --> 00:26:32.010 Michael Goldberg: In the Green room with.

00:26:33.330 --> 00:26:35.010 Michael Goldberg: With a one way mirror and the whole thing.

00:26:36.390 --> 00:26:43.620 Steven Frey (SMB GUY): I know we're gonna we're gonna get into some of the madness, in the next segment, you know the stories that you have from the field, and I know that there's lots of them.

00:26:44.070 --> 00:26:50.790 Steven Frey (SMB GUY): But you know before before we cut to break here like as far as the the methodology goes like really some of the science behind what you do yeah.

00:26:51.060 --> 00:26:58.080 Steven Frey (SMB GUY): We mentioned Michael liebowitz before I know he's big on on the brain and neuro linguistic programming and what you know how people connect the dots there.

00:26:58.380 --> 00:27:11.280 Steven Frey (SMB GUY): You know, like what what other quick thoughts, do you have before we dive into the madness just around yo you know I always think of it's not what you say it's how you say it, but just getting things to resonate the right way in a networking type of setting yeah.

00:27:11.490 --> 00:27:16.680 Michael Goldberg: So, in terms of like what I say when i'm in a networking setting or what I would suggest others would say.

00:27:16.980 --> 00:27:19.140 Steven Frey (SMB GUY): I like a little bit of flavor of both so.

00:27:19.170 --> 00:27:20.160 Michael Goldberg: That was good, well.

00:27:20.760 --> 00:27:28.020 Michael Goldberg: A lot of its just initiating conversations with people you know a lot of this being bold enough to do that, like today in the gym I wasn't really looking to network.

00:27:28.260 --> 00:27:35.310 Michael Goldberg: But I initiate that whole dialogue and I turned it into a funny situation where even as we were crossing paths at different points of the gym.

00:27:35.550 --> 00:27:40.380 Michael Goldberg: Throughout the morning, you know, I was giving I was saying stuff you know so they both had their headset on.

00:27:40.560 --> 00:27:46.950 Michael Goldberg: So I kind of motion to them, and I said you just know you just putting it in my face like now you just taunting me, of course I laughed right but I had the whole.

00:27:47.280 --> 00:27:57.360 Michael Goldberg: planet but we had the whole kind of storyline going, and you know that could apply to a cocktail party that you're at if you're you know you're you're clever enough to and and.

00:27:57.690 --> 00:28:02.670 Michael Goldberg: And and open enough and confident enough to be able to just make connections even over things that are silly.

00:28:03.030 --> 00:28:12.510 Michael Goldberg: Because there's backstory and there's callbacks all kinds of things that you can use, you know to play with it's also about being likable and creating the chemistry, you know, not everybody can do this I get that.

00:28:12.870 --> 00:28:15.810 Michael Goldberg: Not everybody is a Steve fry or not everybody is going to.

00:28:16.020 --> 00:28:28.050 Michael Goldberg: You know just be goofy in a gym or anything like that, but, but you know, whatever your brand of, that is, you know is is going to be fun and purposeful in the worst case scenario, you had to laugh worst case scenario, having fun.

00:28:28.170 --> 00:28:35.010 Steven Frey (SMB GUY): Not so silly to some flashes smile from here on out in the gym you'll point to your your ears your earbuds your headset and you guys will just smile.

00:28:35.400 --> 00:28:35.910 Michael Goldberg: Every time.

00:28:35.940 --> 00:28:39.300 Michael Goldberg: You know, like i'll see them tomorrow morning, you know and that'll that'll be a things.

00:28:39.990 --> 00:28:46.200 Steven Frey (SMB GUY): we're going to take a quick break but we'll be right back with Michael goldberg founder of knockout networking and the networking groups, they with us.

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00:29:49.470 --> 00:30:00.330 Small Business trying to navigate the coven 19 related employment laws Hello i'm Eric savoured climate log business law attorney and host of the new radio show employment law today.

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00:30:52.530 --> 00:31:02.190 Steven Frey (SMB GUY): Welcome back to always Friday with me Stephen fry your SMB guy we're chatting with Michael goldberg founder of knockout networking and the networking group some wonderful.

00:31:02.490 --> 00:31:04.980 Steven Frey (SMB GUY): Wonderful pearls of wisdom from Michael here, thus far.

00:31:05.340 --> 00:31:15.570 Steven Frey (SMB GUY): Michael we're going to dive into the madness piece, this is the artistic observational part of our world no subject to taboo, we want to hear some stories, you have from the field anything goes.

00:31:15.900 --> 00:31:20.520 Steven Frey (SMB GUY): Obviously, if you don't want to compromise client confidentiality with any discussions totally understand that.

00:31:20.880 --> 00:31:27.390 Steven Frey (SMB GUY): But you know, the world of networking you gave us some some great stuff there and the leading into leading into the the madness segment here just.

00:31:27.720 --> 00:31:32.610 Steven Frey (SMB GUY): You know some of the ways, you can really put a smile on somebody's face, and I know you and i've talked about some of the.

00:31:33.000 --> 00:31:44.670 Steven Frey (SMB GUY): Different personalities different folks that you come across within the networking world like folks that sign up for a group and then never show up like people that look like they can they can talk the game and walk the walk and talk the talk, but they.

00:31:45.390 --> 00:31:56.490 Steven Frey (SMB GUY): don't necessarily and you mentioned also people just trying to pitch wares and not making a relationship which sometimes they they it works, they get they get credit card numbers, they get recurring payments and subscriptions.

00:31:56.730 --> 00:32:03.660 Steven Frey (SMB GUY): But they have a crappy relationship with all the people that they talk to so give us a little bit of the madness that you see out in the field.

00:32:04.440 --> 00:32:11.040 Michael Goldberg: You know i'll be honest, I don't really see a lot of madness out in the financial services field, per se, because.

00:32:12.390 --> 00:32:16.800 Michael Goldberg: You know i'm not there, you know, like in the sessions that i'm leading there might be.

00:32:17.190 --> 00:32:24.270 Michael Goldberg: advisors or brokers I don't buy into some of what i'm sharing or what i'm suggesting because their whole mindset is i'm just looking to sell a product.

00:32:24.660 --> 00:32:33.780 Michael Goldberg: i'm just looking at bringing money under management you like that's all they care about and if that's if they've got it already transactional you know mindset, rather than a relational one.

00:32:34.290 --> 00:32:42.450 Michael Goldberg: I know I was having a conversation with a financial advisor friend for a client firm and he's become a friend, these are you know kind of a corner office top producer guy.

00:32:43.230 --> 00:32:53.580 Michael Goldberg: For said wire House I won't mention, but he was you know he's kind of, on the other side of the mountain you know he's got a very big business and he just brought his daughter into the business we just recently graduated.

00:32:53.940 --> 00:33:03.870 Michael Goldberg: And you know she was a finance major major so she's got all the exes in the o's down in terms of being able, you know to to look at a case and look at how to move money and how to move.

00:33:04.470 --> 00:33:06.600 Michael Goldberg: You know, investments and all those different things.

00:33:07.230 --> 00:33:20.220 Michael Goldberg: But she is really waiting for her dad to kind of like instruct her like what she needs to do, and he realized that she has a hard time speaking to people and connecting with people not that she's not smart she's very smart.

00:33:20.520 --> 00:33:25.950 Michael Goldberg: But she has the other side of the business down and it kind of dawned on him that.

00:33:26.520 --> 00:33:34.770 Michael Goldberg: he's got a lot of that down to but really the the reason he's so successful is because he's such a people die, and he really is like he's just the most likable guy.

00:33:35.040 --> 00:33:44.760 Michael Goldberg: And he's just very funny self-effacing all those different things, so my conversation with him became how do I instill that in my daughter like how do I, is that something that's teachable coachable.

00:33:45.120 --> 00:33:57.300 Michael Goldberg: And you know she's young you know, and you know 19 year olds 20 year olds 21 year old grads aren't necessarily taught that although I teach a lot of this stuff in my own records class because of this, so now, this is something that he is saddled with.

00:33:58.140 --> 00:34:07.800 Michael Goldberg: I started dialogue with him about in terms of how he might start to cultivate that behavior in her because, at some point, like he was saying is like all this is going to be hers.

00:34:08.070 --> 00:34:14.460 Michael Goldberg: But all this came from the fact that he's really good at connecting with people, of course, money's got to grow.

00:34:14.790 --> 00:34:22.410 Michael Goldberg: I but he's got that but it's really his personality and his approach to just wanting to help people and ask questions in fact my conversation with him.

00:34:22.740 --> 00:34:28.530 Michael Goldberg: it's, not that I couldn't get a word in edgewise but he was so busy asking me more questions about how i'm doing what i'm up to.

00:34:28.920 --> 00:34:32.790 Michael Goldberg: That it was almost like a boxing match going back and forth, where I kind of got out of him.

00:34:33.060 --> 00:34:37.860 Michael Goldberg: You know some of what he's going through with his daughter so i'm not suggesting that he's struggling he's not he's got a.

00:34:38.100 --> 00:34:44.700 Michael Goldberg: I was really kind of India so he's got such a great relationship with his daughter that he gets to work with her now like bring your kid to work day he's got that every day.

00:34:45.030 --> 00:34:57.840 Michael Goldberg: that's great, but now it's talking to him about how he can start to co chair and cultivate that behavior and the confidence so she knows how to connect with people and to kind of you know, take the baton from where he might ultimately leave it.

00:34:58.380 --> 00:35:05.880 Michael Goldberg: You know, so I see a lot of those things, certainly in our networking group, you know which is you know, mostly online right now we see all kinds of characters it's a you know.

00:35:06.510 --> 00:35:16.080 Michael Goldberg: A group so most of the group is really great, but we, we have guests and we that dumb you know, sometimes we'll miss something you know, through the fingerprinting process, you know so.

00:35:16.200 --> 00:35:20.310 Michael Goldberg: Sometimes somebody comes in, and they seem you know, like a like a model citizen.

00:35:20.640 --> 00:35:23.610 Michael Goldberg: But they're spending their time just pitching their stuff.

00:35:23.970 --> 00:35:30.030 Michael Goldberg: And then we follow up and say listen we we, you know as discuss we kind of discouraged this kind of behavior listen, I just want to sell my APP.

00:35:30.240 --> 00:35:39.330 Michael Goldberg: looks I just want to sell my product that's great, but this is just not the place for you, this is not the place to necessarily do that, but if you're smart all those things will happen anyway.

00:35:39.930 --> 00:35:46.890 Michael Goldberg: In fact, in the one situation, and you know of this situation, the guy that was looking to sell the APP was looking to sell me on the APP so I could roll it out.

00:35:47.280 --> 00:35:55.410 Michael Goldberg: To the entire networking platform and as soon as that didn't happen right the whole tune change, you know so again it gets back to is that relational.

00:35:55.710 --> 00:36:10.410 Michael Goldberg: Is a transactional are you cultivating a community are you cultivating a surrounding of people that are friends, and you know friends will will make introductions and refer it's all about trust, but when that stuff doesn't factor into the equation, the answer is always zero.

00:36:11.280 --> 00:36:19.380 Steven Frey (SMB GUY): it's it's it's a great point and it goes back to the idea of it's a wee thing not a me thing for both of those examples right with the knockout networking that.

00:36:19.710 --> 00:36:28.770 Steven Frey (SMB GUY): type of engagements that you have as as well as the networking group you're going back to the FA all assure you there's plenty of madness and the financial advisor plenty.

00:36:28.830 --> 00:36:32.040 Michael Goldberg: Of it yeah there is stories I could tell but it said there.

00:36:32.250 --> 00:36:33.390 Michael Goldberg: Lately, that just fewer and.

00:36:33.390 --> 00:36:34.080 Michael Goldberg: far between.

00:36:34.200 --> 00:36:48.210 Steven Frey (SMB GUY): A lot of them behavioral and nature's a lot of fun to talk about, but you know, the idea of building a team, you know around the financial advisory type of practice is one that a lot of people are seeing nowadays as a big value for scalability and.

00:36:48.210 --> 00:36:48.510 Michael Goldberg: Growing.

00:36:48.540 --> 00:36:53.610 Steven Frey (SMB GUY): To get to get those assets and that very much comes from the idea of it's a wee thing not a me thing.

00:36:54.900 --> 00:37:00.270 Steven Frey (SMB GUY): And if some not necessarily really outgoing and a people person and ready to build the relationships.

00:37:00.630 --> 00:37:05.430 Steven Frey (SMB GUY): So all right, well, maybe you're the analyst type that sits behind the scenes and allocates the portfolios, but.

00:37:05.880 --> 00:37:20.700 Steven Frey (SMB GUY): We need a people person, a business development person like but more and more people are starting to realize that, and you know likewise in the networking group type of world good networkers realize that so it's you see it the same there's there's a good connection there, I think.

00:37:20.970 --> 00:37:29.250 Michael Goldberg: Oh, I agree, I agree, and you know it's always amazing to me why more advisors brokers, or even other sales people don't look for speaking opportunities.

00:37:29.700 --> 00:37:37.080 Michael Goldberg: Like that's amazing to me because, if you're a really good speaker and you you're putting yourself you're getting yourself put in front of the right audience your niche audience.

00:37:37.650 --> 00:37:44.850 Michael Goldberg: you're kind of like networking 1000 fold, you know and now you're making connections, because you're this expert on stage or in front of a room.

00:37:45.210 --> 00:37:51.390 Michael Goldberg: And what a great way to start to cultivate connection and turn it into a whole you know network, you know if you're smart about that.

00:37:51.660 --> 00:37:56.430 Michael Goldberg: You know it's ultimately how I ended up initially getting that whole potential gig is that I did a free talk.

00:37:56.760 --> 00:38:06.300 Michael Goldberg: You know before I kind of was pulling it all together, so it was worth it for me to do that, but I made sure I had the right audience not right audience referred me into what ended up being my first client.

00:38:06.810 --> 00:38:11.940 Michael Goldberg: You know, and you know speaking opportunities now, especially now that we're virtual it pretty easy to get.

00:38:12.690 --> 00:38:18.330 Michael Goldberg: You know if you're not a good speaker it becoming a better speaker that's also easy, you can do toastmasters and some of these.

00:38:18.600 --> 00:38:32.760 Michael Goldberg: Other you know you know programs, you can do them all online, I mean heck you could just you know look it up, you know, and I mean through videos I mean there's just so many things that we can do and i'm not sure enough certainly enough financial advisors are tapping into that.

00:38:33.150 --> 00:38:37.920 Steven Frey (SMB GUY): Or if you're really out of your mind, you can get behind the microphone on a weekly basis and do a radio show and.

00:38:38.400 --> 00:38:39.480 Steven Frey (SMB GUY): That does that.

00:38:39.840 --> 00:38:42.390 Michael Goldberg: But but somebody had that idea i'm not sure it's going to take that.

00:38:43.320 --> 00:38:50.910 Steven Frey (SMB GUY): But, but you know talk about the pandemic and a virtual world like me even doing this show and interviewing folks like you it's that came all out of the pandemic.

00:38:51.630 --> 00:39:00.390 Steven Frey (SMB GUY): beforehand, I had visited the networking group at it's live on site location in New York City, but during the pandemic New York City was.

00:39:00.720 --> 00:39:06.510 Steven Frey (SMB GUY): kind of Baron looking for the most part, so the networking group efforts move virtual and online which.

00:39:06.780 --> 00:39:14.910 Steven Frey (SMB GUY): When you look at certain certain types of groups, especially when you think about like the dni and leadership groups things that are things that are really like supposed to be in person like.

00:39:15.240 --> 00:39:26.310 Steven Frey (SMB GUY): You know, they all did the virtual thing when they had to but you know they couldn't wait to get back into the in person thing and again i'm somebody who is no substitute for shaking hands, giving hugs kissing babies drinks all that.

00:39:26.670 --> 00:39:40.830 Steven Frey (SMB GUY): But there's been a lot of effective worked on a lot of great relationships built with the virtual type of model and exploring the T the T n G the networking group vision of having a Community and every spot where there's a major league baseball team as you and I.

00:39:41.250 --> 00:39:46.260 Michael Goldberg: had been division anyway, but it was much easier now to be able to you know jumpstart that.

00:39:46.590 --> 00:39:51.120 Michael Goldberg: And copy paste and copy paste since we're virtual and it's really funny I get this all the time is.

00:39:51.990 --> 00:39:58.830 Michael Goldberg: I would say pre pandemic, I was totally not into zoom meetings I couldn't even fathom doing a group zoom meeting, although I had done them.

00:39:59.610 --> 00:40:12.180 Michael Goldberg: And now that we've kind of been through that I like it, and I see the value in it i'm not saying it replaces a face to face i'm not saying it's better or worse, but I can say that it is really exciting.

00:40:12.540 --> 00:40:24.150 Michael Goldberg: That when i'm leading a meeting or or i'm in a meeting with somebody and it's virtual and when the time comes, that we meet live and in person, it is an emotion that I can't even describe.

00:40:24.960 --> 00:40:31.770 Michael Goldberg: And to me that is worth it, whereas the other way it can't work Okay, they meet somebody face to face nose to nose belly to belly.

00:40:32.100 --> 00:40:43.980 Michael Goldberg: I mean it's a follow up zoom it's just a follow up meeting, but when you meet somebody for the first time, especially when you collaborate or even exchange business or done business with them, it didn't you've never actually shaking their hand.

00:40:44.610 --> 00:41:00.360 Michael Goldberg: And then you then you see them, I mean it's I can't even I don't even know what the notion is it's um it's more of an event it's like you can't wait to meet this person and it's hugs, and all this stuff as we're allowed to do as as they might be comfortable with but to me worth it.

00:41:01.410 --> 00:41:04.590 Steven Frey (SMB GUY): yeah it's it's hugs and champagne toast and all of that, and I.

00:41:04.890 --> 00:41:14.610 Steven Frey (SMB GUY): You know i've always seen value in doing the virtual meeting, especially if you're somebody who's doing national account work and you're part of a small team it really can't be everywhere all at once, so it was.

00:41:14.970 --> 00:41:23.100 Steven Frey (SMB GUY): Something that really had to be honed in on but you know the the pandemic conditions, you know really open in some ways, open some doors, you know for.

00:41:23.400 --> 00:41:30.270 Steven Frey (SMB GUY): A lot of doors yeah and it's and it's something that there's there's been a lot of value with, but you know, particularly in the in the networking group.

00:41:30.510 --> 00:41:36.090 Steven Frey (SMB GUY): i've definitely engaged with people that I otherwise might not have seen or interacted with, and at this point.

00:41:36.630 --> 00:41:49.680 Steven Frey (SMB GUY): it's we have a full blown relationship and most of them I have met in person at this at this point, even some some from the west coast, but the ones that I haven't yet yeah when I when I see them it's going to be one of those emotions that's that's almost indescribable so.

00:41:49.710 --> 00:42:02.640 Michael Goldberg: And it's fun when I travel and I meet them for the first time, like what I need an entire community and entire T n G the networking group community and they kind of come out of the woodwork because i'm in town, I mean again I can't even describe what that feeling was.

00:42:03.360 --> 00:42:08.040 Steven Frey (SMB GUY): Absolutely looking forward to the next one where we get to share some of that Bourbon stuff that you like.

00:42:08.070 --> 00:42:08.730 Michael Goldberg: that'll happen.

00:42:09.390 --> 00:42:15.900 Steven Frey (SMB GUY): we're gonna take a quick break but we'll be right back with Michael goldberg founder of knockout networking and the networking group stay with us.

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00:44:17.640 --> 00:44:26.250 Steven Frey (SMB GUY): Welcome back to always Friday with me Stephen fry your SMB guy we're talking with Michael goldberg founder of knockout networking and the networking group.

00:44:26.520 --> 00:44:35.730 Steven Frey (SMB GUY): author of knockout networking the book and knockout networking for financial advisors and other sales professionals some great tidbits from Michael here today around.

00:44:36.570 --> 00:44:43.350 Steven Frey (SMB GUY): People First type of approach building the relationship and building Community you know really being a we thing and not a meeting.

00:44:43.680 --> 00:44:51.390 Steven Frey (SMB GUY): Michael, this is the message part of the show the whole idea from weekend insight to Monday impact, while we have that freedom and clarity of discussion and thought.

00:44:51.720 --> 00:44:59.730 Steven Frey (SMB GUY): You know you've given us a lot here, thus far, I want to throw something in there from my guest last week Tony Lopez he's a he's a lawyer down in Philadelphia.

00:45:00.120 --> 00:45:08.820 Steven Frey (SMB GUY): But a giving back to other individuals with an entrepreneurial mindset or spirit, he likes to empower and solidify the community at large, we are givers.

00:45:09.180 --> 00:45:12.600 Steven Frey (SMB GUY): And I know that you like to say for networking to take you have to give.

00:45:12.930 --> 00:45:23.460 Steven Frey (SMB GUY): You also being the boxing part of you, I think of Mike Tyson everyone has a plan until they get punched in the mouth, so I know how you are about liking, the plan things out and really have a method behind the madness, but.

00:45:23.730 --> 00:45:31.800 Steven Frey (SMB GUY): let's give everybody some sound bites for the weekend that they can actually put into action on Monday, what, what do you got for everybody, what should they take away from this.

00:45:31.890 --> 00:45:37.440 Michael Goldberg: let's say so I networking is like boxing it's always better to give than to receive.

00:45:39.210 --> 00:45:45.900 Michael Goldberg: it's kind of more of like a sugar Ray Leonard quote but but very, very true right, so there there's that.

00:45:47.220 --> 00:45:57.570 Michael Goldberg: But from a from a business standpoint, I would say, one of my favorite quotes and I always get conflicting messages as to who originated it so like I can't take credit I know it's not mine but i've been.

00:45:57.960 --> 00:46:04.800 Michael Goldberg: i've been talking about this for many years it's 10 little two letter words if it is to be, it is up to me.

00:46:05.580 --> 00:46:15.930 Michael Goldberg: It is to be, it is up to me how does that not apply to everything right anything that you want to do in terms of fitness weight loss making more and better connections, building a business.

00:46:16.800 --> 00:46:19.710 Michael Goldberg: You know, having a better relationship with your kids you know it all comes down.

00:46:20.130 --> 00:46:32.280 Michael Goldberg: To us, and ownership and what a great night and I start every rutgers class with that, like that's like on the board write this down because it's always going to come back to this, you know it's on us right, the same thing in the rain.

00:46:32.670 --> 00:46:41.370 Michael Goldberg: You know, for the most part it's on us, the only bad thing is, is that people are heading back, but you know in life and business, I mean people are also hitting back right, but what are we going to do about it.

00:46:41.940 --> 00:46:46.920 Steven Frey (SMB GUY): You know if it is to be, it is up to me, but it's also it's a it's a week thing it's not a meeting.

00:46:47.370 --> 00:46:53.070 Steven Frey (SMB GUY): A lot of times, people will attest to the idea that it takes a village to really accomplish your goals.

00:46:53.400 --> 00:47:02.640 Steven Frey (SMB GUY): But it's it's something that traditionally wasn't always embraced and I do feel like more and more nowadays, people are embracing the team type of approach and the idea of actually.

00:47:02.940 --> 00:47:08.580 Steven Frey (SMB GUY): Building out a network like you've been doing this, a long time, Michael do you see that as well, these days.

00:47:08.640 --> 00:47:14.640 Michael Goldberg: yeah yeah No, of course, of course, you know i've been doing this, a long time, and you know i'll give you something else that.

00:47:15.510 --> 00:47:22.410 Michael Goldberg: that's a really good reminder and I have to remind myself of this, you know, often enough, at the same time, is that.

00:47:22.800 --> 00:47:27.030 Michael Goldberg: You know I think when we are speaking to people and we're doing this whole networking thing.

00:47:27.300 --> 00:47:37.320 Michael Goldberg: we've got referral and business in mind and and why wouldn't we right, you know or job search or whatever it is, or i'm just looking to make a friend like whatever it is you're looking for and that's all great.

00:47:37.770 --> 00:47:48.300 Michael Goldberg: But if we could cultivate that into an introduction like who it is that we want to be introduced to and not thinking terms of being introduced to to introduced to a prospective client.

00:47:48.750 --> 00:47:58.260 Michael Goldberg: But being introduced to somebody that we think might potentially get us to that prospective client and thinking in terms of you know, the chicken or the egg.

00:47:58.860 --> 00:48:01.740 Michael Goldberg: You know, being in right so we're always focused on the egg.

00:48:02.040 --> 00:48:10.530 Michael Goldberg: Right or the or the golden egg or, then the golden goose right so maybe focus on the chicken rather than the egg and who is it that you really want to be introduced to.

00:48:10.830 --> 00:48:16.770 Michael Goldberg: Because it's way easier to be introduced to let's say a business attorney i'm looking to connect with a business attorney in Atlanta.

00:48:17.250 --> 00:48:23.910 Michael Goldberg: versus that i'm looking for more business with whatever it is, you know, and both important.

00:48:24.150 --> 00:48:35.610 Michael Goldberg: But when you're putting an ask out there, we can all cultivate an introduction just by asking for a provided that it's reasonable it's clear, it makes sense and we're asking the right people for the right reason and.

00:48:36.000 --> 00:48:43.110 Michael Goldberg: You know we're in a position to return the favor and not that it's a tit for tat but that you're coming from this place of it's always better to give than receive.

00:48:43.950 --> 00:48:50.280 Steven Frey (SMB GUY): One thing that I didn't hear you say it, and I know that you're big on and and I know that you and I see routinely and daily travels.

00:48:50.610 --> 00:49:00.180 Steven Frey (SMB GUY): Is the idea of being specific a lot of times people think that if that if that you get really specific you might close yourself off from from other types of.

00:49:00.810 --> 00:49:12.330 Steven Frey (SMB GUY): ideal client or ideal introduction that you could be that you can that you can make yeah but it's the the the dirty words of I want to be introduced to somebody anybody everybody.

00:49:12.990 --> 00:49:14.190 Steven Frey (SMB GUY): knows okay well that's.

00:49:14.430 --> 00:49:19.920 Steven Frey (SMB GUY): That that equates to nobody yeah I know I know you feel that way and some other folks out there do as well.

00:49:20.280 --> 00:49:30.990 Steven Frey (SMB GUY): But it's I still see it every single day, and it always kind of blows me away it's So even if you ask for a specific specific business and a specific business owner it's like.

00:49:31.530 --> 00:49:40.170 Steven Frey (SMB GUY): That person might not know who that business or business owner is but it's going to get them thinking along the lines of I don't know them, but I do know this person who does something might.

00:49:40.260 --> 00:49:43.620 Michael Goldberg: rise so it's really about reducing the fraction you know it's about.

00:49:44.430 --> 00:49:55.290 Michael Goldberg: You know, taking a for eighth mentality, you know i'm looking to me business owners to uh to for a producer to to 14 business owners that are in the financial services arena.

00:49:55.650 --> 00:50:05.880 Michael Goldberg: To you know one half or do you know to to the Managing Director of X, Y Z financial firm, you know in greater New Jersey or wherever it is you know so as soon as we can boil it down.

00:50:06.330 --> 00:50:11.520 Michael Goldberg: And you know as my daughter reminds me it's the LCD are the least common denominator right.

00:50:12.030 --> 00:50:19.920 Michael Goldberg: For our from the LCD thats hanging on my wall that I that I watch all the time, right after we kind of get caught up what an LCD is this days to me it's just brilliant marketing.

00:50:20.370 --> 00:50:33.540 Michael Goldberg: And it just boils down to well boiling down right being more specific and our language thing, because then it turns into a way to my mint mint and I don't know anybody at xyz financial group, but I do know the managing director ABC financial group.

00:50:33.900 --> 00:50:37.380 Michael Goldberg: Ah right and one dialogue leads to the next.

00:50:38.040 --> 00:50:42.420 Steven Frey (SMB GUY): Some friends and colleagues of mine, you said boiling there they talk about boiling the ocean.

00:50:42.900 --> 00:50:53.370 Steven Frey (SMB GUY): And I, and I feel like when you're asking some for somebody anybody everybody that's trying to boil the ocean it's you know if you're if you're an accountant and you're saying i'm looking for somebody who needs help with their taxes well.

00:50:53.730 --> 00:51:01.590 Steven Frey (SMB GUY): By and large, Americans want to do three things they want to educate their children pay their taxes and retire so it's damn near everybody that you know.

00:51:01.680 --> 00:51:10.290 Michael Goldberg: right which is for, as you know, or maybe eight 16th you know, but you know someone that needs accounting services like whom.

00:51:11.520 --> 00:51:19.860 Michael Goldberg: And why and where what right it's just asking the questions and I love doing that one speaking because most people don't think this way.

00:51:20.280 --> 00:51:30.510 Michael Goldberg: But now, those are my counter punches there's a my follow up questions if I like them, and I, you know I think their intentions are good is to whittle it down to you know, maybe boil the ocean, you know.

00:51:30.840 --> 00:51:39.120 Steven Frey (SMB GUY): yeah yeah everyone has a plan until they get punched in the mouth, I know that you're very big you made some references there on having a daily fight plan how you're going to attack every day.

00:51:39.450 --> 00:51:54.600 Steven Frey (SMB GUY): You know that you, you have some great tidbits Michael for to learn more about Michael in his business knockout the networking he's on social media he's out there, you will be able to find them any other specific links, you want to drop to everybody out there.

00:51:55.350 --> 00:52:01.110 Michael Goldberg: You know I would say if you're interested in a powerful online networking group that's vetted.

00:52:01.620 --> 00:52:07.230 Michael Goldberg: And that's growing and it's got national throw is check out the networking

00:52:07.590 --> 00:52:13.290 Michael Goldberg: And if you're interested in learning more you know you can hit me up or just post and we'll get in touch and kind of see.

00:52:13.560 --> 00:52:18.120 Michael Goldberg: If it might be a good fit for you, because a lot of what we're talking about is a big part of the culture.

00:52:18.540 --> 00:52:24.690 Michael Goldberg: Of the networking group and it's something i'm really proud of because there's so many people that have cultivated this culture.

00:52:24.990 --> 00:52:37.410 Michael Goldberg: And you know we just had a meeting yesterday and it's just very, very powerful with guests there and they just want more of the vibe more of the energy, but also more of a qualitative experience and we conjure that up and have nothing yeah.

00:52:37.500 --> 00:52:46.050 Steven Frey (SMB GUY): Quality quality over quantity for sure so before I let you go for the day we're going to revisit the answers to my questions which I know we've done before with you but.

00:52:46.320 --> 00:52:54.630 Steven Frey (SMB GUY): Your favorite movie TV show character your favorite movie or TV show and your favorite musical instrument in the artists you'd like to hear play it so without further ado, no shock.

00:52:55.050 --> 00:52:59.040 Steven Frey (SMB GUY): That why I figured you were actually going to say Ted last oh cuz that's come up a bunch as of late with.

00:52:59.460 --> 00:53:11.970 Steven Frey (SMB GUY): The lead at Ted last those 10 leadership lessons but rocky balboa I keep thinking of all kinds of books or movies, for you it's you know I know you love this with with Apollo creed as well just a pure 80s attire.

00:53:11.970 --> 00:53:26.160 Steven Frey (SMB GUY): But you know the the rate raging ball everything from that to create movie itself to Tyler durden and fight club, I know these are all favorites of yours, but I keep thinking of the tips that you have to give you probably don't see yourself as Hilary swank but.

00:53:26.370 --> 00:53:26.910 Steven Frey (SMB GUY): The idea is.

00:53:27.960 --> 00:53:28.620 Steven Frey (SMB GUY): A million dollar.

00:53:29.550 --> 00:53:30.000 guys.

00:53:31.590 --> 00:53:43.770 Steven Frey (SMB GUY): But you'd also mentioned jack reacher you you'd mentioned to the shawshank redemption which getting out and about now into actual networking in person he feels like what he's at the drain pipe at the edge.

00:53:44.610 --> 00:53:46.140 Michael Goldberg: Right right that's right you.

00:53:46.440 --> 00:53:46.560 know.

00:53:47.700 --> 00:53:51.270 Michael Goldberg: Through that the pipe with all the all the bunk and everything else and but.

00:53:51.330 --> 00:53:52.680 Michael Goldberg: yeah it's just like out, you know.

00:53:54.120 --> 00:54:02.160 Steven Frey (SMB GUY): But yeah absolutely and I know you're a big billy Joel man, the piano man, I am as well, so yeah Hats off to you out there to the piano man.

00:54:02.190 --> 00:54:05.280 Michael Goldberg: tickling the ivory concert tonight at Madison square garden.

00:54:05.610 --> 00:54:15.270 Steven Frey (SMB GUY): What a shock he's there all the time, a lot but Michael Thank you so much for joining me here this morning, like you get great insight to make a Monday impact for everybody out there.

00:54:15.630 --> 00:54:16.980 Michael Goldberg: All right, very good thanks everybody.

00:54:17.160 --> 00:54:24.150 Steven Frey (SMB GUY): coming up next week, it is my birthday actually on Friday, the 17th feel like i'm starting to look like this guy Moses.

00:54:24.450 --> 00:54:35.160 Steven Frey (SMB GUY): I know how much you love that picture Michael, but we are we're going to be talking with my new friend James campion James campion is also somebody who likes to talk about music to relate some of his messages.

00:54:35.430 --> 00:54:40.080 Steven Frey (SMB GUY): And he's done so in a few books he's done so with accidentally like a martyr.

00:54:40.890 --> 00:54:48.660 Steven Frey (SMB GUY): alluding to Warren zevon he's done it with shouted out loud with kiss but he's we're going to talk about his most recent book, which is.

00:54:48.900 --> 00:54:59.910 Steven Frey (SMB GUY): Take a sad song the emotional currency of hey jude so until then Thank you once again for joining us on always Friday we hope you got some weekend insight to make a Monday impact have a great weekend.

00:55:00.150 --> 00:55:05.760 Steven Frey (SMB GUY): we'll see you on Friday next week 11am Eastern time, right after Tommy D on philanthropy and focus bye everybody.

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