Latest / Networking Unleashed: Building Profitable Connections / Networking Unleashed: An Interview with Gal Ezra and Michael A Forman, Professional Speaker

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Networking Unleashed: An Interview with Gal Ezra and Michael A Forman, Professional Speaker · Networking Unleashed: Building Profitable Connections

0:14
Welcome to Networking Unleashed, Building Profitable
0:18
Connections, the show where conversations stop
0:22
being small and start opening doors. I'm your
0:26
host, Michael Foreman, and today we're cutting
0:28
through one of the biggest sources of confusion
0:31
in business, the difference between PR, marketing,
0:35
and sales, what networking actually has to do
0:39
with all of it. My guest... brings clarity, where
0:43
most people bring noise. We're talking about
0:46
what a salesperson truly is, how relationships
0:50
really drive results, and the way you show up
0:54
in conversations impacts your business, your
0:57
reputation, and your life. This is not theory.
1:01
This is how connections turn into trust and turn.
1:05
and trust turns into opportunity. So buckle up,
1:09
buttercup. We're going to have a great show.
1:11
And I would love to welcome to the podcast today,
1:14
Gal Ezra. I'm not going to even attempt to go
1:18
into your background. Just please introduce yourself
1:20
and tell me how you got here today. Sorry, I
1:24
missed just the last sentence. What was your
1:26
last sentence? You can introduce yourself and
1:30
just tell me how you got here today. Give me
1:33
the cliff notes. Absolutely. First of all, thank
1:35
you for having me here. And I'll tell you that
1:38
actually how I got here today is partially, but
1:43
in a large way, through networking, which it
1:45
is relevant. But my view on networking is that,
1:49
yes, it's key. It's key. But there's a lot to
1:54
learn to make that networking work. How do I
1:58
know? Because if I can take a homeless person
1:59
and I can get him to network with the president
2:02
of the United States or the president of any
2:04
country, will he become a millionaire? No, because
2:08
he doesn't know everything around what to even
2:10
do with the network. I can take a failing businessman
2:13
and get him to network with other entrepreneurs.
2:17
And the fact that he had some dinners with them
2:19
and sat around the table with them is not going
2:21
to immediately make him a success. But if he
2:25
has many tools or you take a person that's learned
2:28
a lot, probably what you teach, and they've learned
2:31
everything around networking and how to build
2:35
a business around them and how to sell and how
2:38
to market and how to have PR and all those things.
2:41
Then, of course, when they go and network, they'll
2:43
know what to do with the business card. They'll
2:45
know what to do with the dinner. They'll know
2:47
how to build relationships. So for me, just to
2:50
get to how I got here today, I've explained it
2:54
before on different platforms. And so maybe for
2:56
this one, I won't get into the full story. But
3:00
I'll tell you that at 19 years old, I started
3:03
from zero in a country that I knew practically
3:05
no one. And I ended up basically in, by the time
3:10
I was 23, starting a business that would become
3:13
a million dollar business. I ended up selling
3:16
four companies by the time I was 32. I'm a CEO
3:20
today of a company that I co -founded, which
3:24
is a finance business that manages multi, multi
3:29
-million dollars. I own hotels. I help other
3:33
people make lots of money. My mission is to create
3:36
10 ,000 ethical millionaires. That's my mission,
3:40
to create 10 ,000 ethical millionaires. But how
3:43
did I start from 19 to having a massive business?
3:48
I had one law, which is very relevant to your
3:53
podcast. And that law that I knew is communication
3:57
out equals... Communication in. Communication
4:04
out equals income. If I wanted to make more friends,
4:11
which is an income, it doesn't have to be just
4:14
money. Income can be more friends. Income can
4:16
be love from your wife. Income can be appreciation
4:20
from your staff. It can be good reviews. All
4:22
those are income. So I knew that if I want income,
4:26
a friendship, people inviting me to things, etc.,
4:30
It's not going to come from me waiting. It's
4:32
going to come from me communicating out. Even
4:36
today in my businesses, if we don't have enough
4:38
leads, I know we just haven't communicated out
4:41
enough. So communication out brings communication
4:47
in. And I ended up building a business that ran,
4:51
I built a business that was music festivals,
4:53
massive music festivals. And they started from
4:57
getting... 10 people together, 15 people together,
5:02
20 people together around my grandma's pool for
5:07
a barbecue on the weekend, not for a ticket,
5:09
not as a formal thing, just bringing people together
5:12
because I knew that I need to communicate out
5:14
and the income will come. And it did. Very good.
5:19
I was sitting, I was so intently listening to
5:22
your story that I forgot completely we're on
5:25
a podcast. I was so interested in your story.
5:28
Thank you. Okay. So here, let's start with a
5:31
few questions. Most people mix up PR, marketing,
5:36
and sales. When it comes to networking, where
5:39
do you see the biggest misunderstanding and what
5:42
does the misunderstanding cost people? Yeah.
5:46
First of all, let's understand PR, marketing,
5:47
and sales. Okay. So what is a salesperson? Let
5:52
me ask you first. What is sales? And you can
5:55
answer on behalf of what you think your listeners
5:58
would say. Selling what my wares. I sell widgets.
6:04
But what does it mean, sell, to sell? Meaning
6:06
what? I'm going to trade what I have for what
6:10
you have, money or other compensation. Okay,
6:14
good. Excellent. That's fine, yes. I go a little
6:17
deeper, okay? And I say this. I say, look, selling
6:20
is very different. to just convincing someone
6:26
to buy, which many people say, or getting paid
6:30
for something or whatever. It goes deeper. For
6:33
example, if you can sell ice to the Eskimo, you
6:38
are not a salesperson in my view. You're a cheater
6:41
because the Eskimo doesn't need ice. So what
6:49
is sales? Sales is defined as helping the prospect
6:53
to help themselves with your product or service.
6:59
Sales is helping the prospect. I'm helping you
7:02
to help yourself with what I'm offering. If it
7:05
doesn't help you, I don't sell it to you. I don't
7:09
call my salespeople salespeople. I call them
7:11
help people. And if we don't have enough income,
7:13
I say, we don't go sell more, go help more. Help
7:16
and the money will come. So if I'm a real estate
7:19
agent and I'm showing you a property and I realize,
7:23
that you told me you're in the market for a three
7:25
bedroom, but I realize you need a four bedroom.
7:28
It's my duty to help you, to help yourself by
7:32
getting a four bedroom, because that's really
7:34
what you need. And if you ask for a three bedroom,
7:37
and I realize that actually you only need a two
7:39
bedroom, three bedroom will be too much house.
7:42
It's my duty as a salesperson to help you to
7:46
realize that you should only get a two bedroom.
7:50
That's what... being a salesperson is it's helping
7:54
now what does a salesperson actually need to
7:57
do he needs to let the prospect talk you need
8:02
to see how can you help the person so the prospect
8:05
needs to be the one doing most of the talking
8:08
many people many salespeople do it wrong and
8:10
they do a lot of the talking no the prospect
8:12
needs to tell you what's going on so you can
8:16
discover how to help them So that's sales, first
8:20
of all. And again, this is, I could do, I don't,
8:22
not that I can do, we do five day seminars just
8:25
on sales. Okay. And so I'm giving you the beginning.
8:29
There's a lot more. Yeah. So that's sales. Now,
8:34
what is marketing? What would your listeners
8:36
say is marketing? You have to, you market your,
8:43
you're telling everybody or showing everybody
8:46
what you have. And the price point. Okay, excellent.
8:51
So there's many businesses that say, look, marketing
8:54
is exposure. Marketing is brand awareness. Marketing
9:01
is people knowing about me. It's not because
9:05
I know many businesses that had a lot of exposure
9:09
and went bankrupt. And what I know is that. The
9:15
problem was marketing. Why? Because marketing
9:17
brings money. Marketing is what brings money.
9:21
And if your marketing is good enough, what you'll
9:25
find is that you don't even need salespeople.
9:28
If your marketing is good enough, you don't need
9:30
salespeople. You just need people will come in
9:33
ready to buy. So what you need the salespeople
9:35
there for is to upsell you, to help you more.
9:40
So for example, Apple. Doesn't need a salespeople.
9:43
You walk into the Apple store ready to buy and
9:46
they are there to say, and would you like Apple
9:49
care? And would you like AirPods? And they upsell
9:52
you. But Apple's marketing is so good that you
9:56
go on the site or into the store ready to buy.
9:59
So what's marketing? Marketing is defined as
10:02
making yourself known, wanted, and ultimately
10:08
selling something. If your marketing doesn't
10:13
make you known, then it's bad marketing. If your
10:16
marketing doesn't make you wanted, wow, I want
10:18
that, then it's not marketing. But if your marketing
10:23
makes you known, makes you wanted, but it doesn't
10:26
sell something, it doesn't end up in a sale,
10:29
it's also bad marketing. So just being known
10:32
and wanted is not enough for marketing. It has
10:34
to sell. Imagine everybody knew and wanted an
10:38
iPhone, but nobody bought it. then apple would
10:40
go bankrupt people have to buy it so marketing
10:44
if it doesn't sell is not marketing so with marketing
10:50
what we do is we tell people about ourselves
10:53
okay that's what we do okay now what's pr pr
10:59
is public relations okay now public relations
11:03
is actually a technology a whole system of controlling
11:09
people's emotions and reactions about what we
11:13
offer or about who we are or about a purpose.
11:19
So for example, through, and by the way, PR is
11:23
extremely powerful. If PR, you can do amazing
11:27
things or terrible things. For example, I'm Jewish,
11:32
so I can give you a great example, is the Holocaust.
11:35
Hitler, through PR, convinced an entire sane
11:40
nation, the Germans are incredibly sane, incredibly
11:44
smart, incredibly detailed, engineers, and the
11:48
best minds in the world, he managed to convince
11:51
them through PR to manipulate their emotions
11:55
and reactions in a bad way, that it's a good
11:59
idea to do what they did. Okay? That was through
12:02
PR. That's PR. He controlled emotions and reactions.
12:05
Or through PR, you can convince a group of people
12:09
to go do amazing things. For example, through
12:12
PR, you can convince people to go and rally against
12:16
gender -based violence or against the fact that
12:20
the community should be, the environment should
12:23
be cleaner. Go do community service. You can
12:25
convince a whole group of people to go and vote
12:28
through PR. So PR is the technology of managing
12:32
human emotions and reactions. And every business
12:36
has emotion or a reaction that it creates. For
12:41
example, every listener can think right now of
12:44
a business or not a business, a restaurant. Think
12:49
of a restaurant that you hated. You just, it
12:54
was, no. Okay, so you can give me an example
12:57
of a restaurant that you hated. Just give me
12:59
the first letter of it so we don't put them.
13:01
P. P? B. B. So restaurant B. If I say to you,
13:06
let's go eat at restaurant B tonight, your emotion
13:09
and reaction is no, no, no, no, no. Because that's
13:13
their PR for you. Or if you think of a restaurant
13:17
that you love. Loved, like, wow. And let's call
13:20
it restaurant X. And I say, should we go eat
13:23
at restaurant X? And you say, wow, of course,
13:26
anytime. The PR there is good. Your emotion and
13:30
reaction is good. And you can change the view
13:33
on someone's PR, on your emotion and reaction
13:37
through the technology of PR. For example, you
13:40
can take a celebrity that at one point was hated
13:43
and all of a sudden they become very loved. Okay,
13:48
or maybe just you didn't like them. Let's say
13:50
at the beginning, Justin Bieber only appealed
13:52
to 14 -year -old girls. And through PR, they
13:55
changed it that even adults love Justin Bieber.
13:59
He became much wider. That change in their emotion
14:03
was done through PR. So in summary, the difference
14:09
between sales, marketing, and PR is this. With
14:14
marketing, Marketing is what we say about ourselves.
14:21
Okay, what I say about myself. That's marketing,
14:24
what I say about myself. PR is what others say
14:30
about me. Sales is what the prospect says about
14:36
himself. Okay. And that's the simplicity of it.
14:40
Now, every one of those has... Data and knowledge
14:44
and technology, and you need to learn it. But
14:46
once you know it, you become a magician, an income
14:50
generating machine. Yeah, and people spend their
14:55
whole life in trying to learn it. Yeah, I've
14:58
employed marketing graduates that couldn't define
15:02
the word marketing for me. You're right. They
15:06
don't know it. Yeah, yeah. Okay. If networking
15:10
were treated less like promotion and more like
15:14
reputation, what would people need to stop doing
15:20
immediately? Stop being interesting and become
15:25
interested. Okay. Okay. So what most people do
15:33
is they go around being interesting. Look how
15:37
interesting I am. They make a big thing out of
15:39
themselves. They're interesting. Now, you know
15:42
what is very interesting? The only interesting
15:44
thing in the world is the physical world around
15:47
you, objects. This phone is interesting. You
15:50
can look at it. This phone was never interested
15:52
in anyone. The phone never asked me, how is my
15:55
day? So objects are interesting. Human beings
16:02
can be interested. But if you become interesting,
16:06
and you are important, and you need everybody
16:10
to look at you, and you are interesting, but
16:13
the minute that you become interested in others,
16:16
where I actually care, genuinely, I care to help
16:20
you, I care to learn about you, I actually want
16:24
to find out what's going on and where I can add
16:27
value. The minute I can do that, now it's real.
16:35
Is that your wife and daughter? Yeah, I was just
16:37
saying hi. Yeah. With networking, if you go in
16:43
with what's called a servant's heart, if you
16:45
go in looking to give rather than receive, it
16:50
takes all the pressure off your shoulders. And
16:53
you're seeing how my biggest line when I sit
16:57
down, I'm speaking with somebody. It's like,
16:59
God, I like you. I like the way you do business.
17:02
How can I make you more successful? Can I be
17:06
a good referral source for you? Exactly. And
17:11
they say, Mike, I don't know what the hell you
17:12
do yet. And you're already trying to make me
17:15
more successful? Yes. And so one side to that
17:19
really opens up a whole new world. That's exactly
17:22
right. You're interested. You actually want to
17:24
add value. It's amazing. I like that. In your
17:29
experience. What separates someone who meets
17:33
people from someone who consistently gets calls,
17:37
referrals, and introductions without asking?
17:41
The magic is that person that gets all the amazing
17:47
income has learned how to control. Okay. So if
17:54
you want income, calls, referrals, et cetera,
17:57
without asking, that's income. The only thing
18:00
that brings income is control. Now, what's control?
18:06
People think control is a bad thing. Oh, I'm
18:09
going to control you. There's a bad connotation
18:12
to control. But control is actually important
18:15
because when you drive, if you don't control,
18:18
you have an accident. In my business, if I don't
18:22
control my expenses, I'll go bankrupt. If I don't
18:27
control my health, I'll become obese. So control
18:35
is important. You need to control. But what does
18:37
control mean? Control is defined as the ability
18:41
to start, change, and stop. If I can start the
18:49
car, change the car, stop the car, I control
18:52
the car. But if I can only start the car and
18:55
run into a wall, I didn't control it. If I can
18:57
start a thought, change a thought, stop a thought,
19:01
I control my mind. But many people have thoughts
19:05
that they cannot stop. They can't control that
19:07
area. If I can start a sales cycle, change the
19:11
sales cycle, close the client, I've controlled
19:15
the sale. I get income. Anything that you want.
19:21
positive to come in as income you must have control
19:26
there you must be able to start change stop and
19:30
in business if you want the income of referrals
19:34
and calls and being that type of networker you
19:38
must control control what the business around
19:42
you and you think okay what's the relevance to
19:45
controlling the business around me to my networking
19:47
abilities It's all the difference. If you don't
19:50
know how to sell, which is part of controlling
19:52
the business around you, you won't have results
19:54
with networking. If you don't have a good follow
19:56
-up system and you don't control the business
19:58
around you, you won't have good networking. If
20:00
you are terrible with managing your finances,
20:02
you won't have good networking. If you're unorganized
20:05
in life in general, you won't have good networking.
20:09
You'll lose your business cards in the back of
20:11
your trunk and then you'll take out your groceries
20:12
and it'll fall out and good luck with getting
20:14
calls. You must become organized. The organization
20:20
is actually being in control of what's going
20:23
on around you. Networking is vital, but it's
20:26
one part. Just like I could be a great salesman,
20:29
but it's one part. Imagine I'm a good salesman,
20:32
but my admin is a mess. And I forget to follow
20:36
up for payment. I don't follow up people for
20:39
payment. Good luck to all my sales skill. I'll
20:43
go bankrupt still. So you need to learn that
20:46
there's many parts to the business. That's what
20:48
I do. I have a program called Success Engineering
20:50
where we find what areas are missing and I engineer
20:55
the results. I engineer a plan for you so you
21:00
will bring about success in any area you want.
21:03
You need that holistic thing and there's areas
21:06
that are missing for people and that's what needs
21:08
to be filled in. That was great. That was a great
21:12
explanation. Thank you. Kudos to you. Thank you.
21:16
What is a salesperson really being hired to do?
21:20
And how does that truth change the way professionals
21:24
should approach networking conversations? Okay,
21:28
so a salesperson is being hired to create income
21:33
greater than outgo. Okay. That's what you hire
21:39
a salesperson for. If you're a salesperson that
21:42
you don't realize that your result is income
21:45
greater than outgo, you don't know that, then
21:48
I will sell at a discount, too much of a discount,
21:51
or I will sell things that the company can't
21:54
really deliver, or I'll do all kinds of things
21:57
that are not right. What you're hiring me for
22:02
is to bring lots of income, more than we spend.
22:05
That's what a salesperson does. And if you hire
22:08
the salesperson and it ends up costing you money,
22:10
then why did I bring a salesperson on? So that's
22:14
the first part. How does it affect networking?
22:16
Because if you care about helping, you genuinely
22:21
care, your networking will improve dramatically
22:26
because you'll always be looking at helping.
22:28
And helping is what sales really comes down to.
22:30
Many people say A, B, C. Always be closing. I
22:34
don't know if you've heard that. Of course, what
22:36
I say is no. ABC, always be caring. When you
22:43
care, you'll have the close. When you care, you'll
22:49
find out how you can help. When you care, by
22:52
the way, you'll usually sell even more because
22:54
you'll see really what does that person need.
22:57
And it might be beyond the scope of what you
22:59
even do. And then you'll find other ways to help
23:02
them. And you'll go above and beyond for them.
23:04
And maybe that will generate new income because
23:07
you'll realize I can refer this person because
23:09
they really need this because I cared so much.
23:11
He told me I bring that. And then I make money
23:13
from and you expand that way. So that's the connection.
23:19
Do you find I drew a line in the sand? I said
23:24
the year of the pandemic right before the pandemic,
23:28
people were more transactional. When they were
23:31
networking, they were just like mind -numbing,
23:35
just, okay, I have $3, you have a widget, I'll
23:38
trade you. And after the pandemic, when people
23:41
were shut in, networking became more relationship
23:45
-oriented. And then they started to come out
23:49
of it. But what happened was that people forgot.
23:54
They forgot about caring. They forgot about the
23:57
other person. We're so many miles, not really
24:00
that many miles apart right now. I'm in Georgia.
24:02
You're in Florida. Okay. But we are two people.
24:06
On the other side of my camera is you. And you
24:10
are a person. So I still have to give you the
24:14
same caring, the same feeling that I would have
24:17
if I had you here in person. And I feel that
24:20
if... I don't have that type of connection, I
24:24
won't have the sale. So networking is know you,
24:27
like you, trust you, they'll do business with
24:29
you. Know you, everybody knows you, likes you,
24:34
all that narrows the scope down a little bit.
24:36
But trust, that's a huge factor. And that relationship,
24:41
the way that you come together changes everything.
24:45
It really does. Yeah, it really does. Relationships
24:49
are the key. They're the key for everything,
24:52
actually. There was a major study done. It was
24:55
a big TED talk about the largest study ever done
24:58
in the history of the world, basically, this
25:00
giant study that spanned like over 100 years.
25:03
And basically, they found that the common denominator
25:05
to happiness, health, actually living longer,
25:10
and wealth is the quality. of your relationships,
25:15
quality and quantity of relationships is the
25:18
direct connection. And it's key. It's really
25:22
key. Okay. Okay. What role does trust play across
25:27
PR, marketing, sales, and networking? And how
25:32
do people unknowingly destroy it in the first
25:35
five minutes? Okay. So the first way it gets
25:39
destroyed is by being interesting. And by being
25:44
dishonest. Absolutely. Okay. Now, how does it
25:48
play across? Because what happens is trust is
25:52
just actually, it's usually a PR connected thing
25:56
when there's a distance. Okay. If I don't personally
25:59
know you, but I heard of you, it's a PR thing.
26:02
I didn't meet the executives of American Express,
26:06
but I trust the company. Okay. Because their
26:10
PR is. Good. My emotion and reaction is they're
26:14
powerful, trustworthy, longstanding, reliable.
26:19
So I trust them. But if there was a big scandal
26:22
that the American Express company was losing
26:24
people's money and the PR would be destroyed
26:26
and the trust would go down with it. That's something
26:31
that needs to be there, right? That trust has
26:33
to be there. And when the trust is there or when
26:37
any good PR is there. When you have good PR,
26:41
it opens the door for marketing to go through,
26:46
okay? Or for sales to go through. But imagine
26:51
that I was marketing to you restaurant B's, which
26:55
we talked about earlier, restaurant B's new special,
26:58
and I was marketing it to you. And it's amazing,
27:01
and it's so good, and it's the best price, and
27:03
it's the most delicious. It would be very hard
27:06
for that marketing to actually penetrate and
27:08
arrive to you because the PR blocked it. They
27:13
don't like that place. But if I could change
27:16
the PR or enough marketing or enough sales happen,
27:18
I could get you maybe to look at it. But it's
27:21
much harder. Good PR, if you love restaurant
27:25
X, good PR. somebody says to you, should we go
27:30
eat there? They're the salesperson. It's your
27:33
husband or your wife. And they come to you and
27:34
they say, hey, at that exact moment, you're like,
27:37
I'm sold. Let's go because you love it. Or you
27:39
see their new marketing and you say, yes, I want.
27:43
Being a former restaurant owner, I know exactly
27:47
what you're talking about. Because we had an
27:50
old saying that serve one bad meal, they're going
27:54
to tell 10 people. But if you serve one good
27:57
meal, they won't tell anybody. So you have to,
28:01
once you get that bad review or bad meal by a
28:05
person, you have to really go above and beyond,
28:07
take care of it, pay attention to it, and just
28:12
explain to them what happened, whatever it was,
28:16
or it was just bad food. But you just have to
28:20
counter it 10 times to one. Yeah, 100%. It's
28:25
unfortunate, but that's the way that restaurants
28:27
itself works. Yeah, and side note to that, by
28:30
the way, I've worked with a couple of restaurants
28:32
and there is a common thing that people that
28:36
are satisfied don't go and refer or you don't
28:40
have any real connection to who sits at your
28:43
table. They come, they go. I work with restaurants
28:46
and I handle that. There is a way to get them
28:49
to refer. There is a way to get them. to remain
28:53
connected to you. And that's a side note, but
28:57
any business can get happy customers to refer
29:00
that actually should be the purpose. Just some
29:03
people don't know how to do it. That's just a
29:04
side note. Yeah, no, I've taken. You've seen
29:08
relationships drive outcomes in business and
29:12
life. What behaviors quietly build long -term
29:16
goodwill even when no deal is on the table? What
29:22
behaviors quietly build – can you say that again?
29:25
Sorry. What behaviors quietly build long -term
29:28
goodwill even when no deal is on the table? What
29:34
happens is this. Your next deal, the goodwill
29:41
that you establish, is actually defined by the
29:47
previous deals you've done. Okay. Imagine that
29:52
we go, there are four levels of exchange. Okay.
29:59
Exchange is I give you something, you give me
30:02
something. Okay. That's exchange. I pay you for
30:05
something, you pay me back. Okay. Now there's
30:08
four levels of that. The lowest level is this.
30:13
I go to a store and I give them $1 for a chocolate.
30:18
They take the $1 and run. I got nothing. It was
30:23
criminal exchange. Rip -off exchange. They stole
30:27
from me and I got nothing. The level above that
30:30
is I go to the store, I give them $1 for the
30:32
chocolate. They give me the chocolate, but it's
30:35
ripped open with a little bite taken out of it.
30:38
I got something. It's not what I asked for. Partial.
30:44
It's partial exchange. I go to a restaurant,
30:46
I order a steak, medium rare. I expect it to
30:50
be warm. It comes to the table, well done and
30:53
cold. I still got a steak, but it wasn't what
30:57
I ordered. It was partial. The level above that
31:02
is fair exchange. Fair exchange is I go to the
31:09
store, I give them $1 for the chocolate, and
31:11
they give me a chocolate. That I want perfect.
31:14
Or I go to the restaurant, I order a steak medium
31:16
rare, I expect it warm, and I get a steak medium
31:19
rare and warm. Beautiful. Okay. Everything up
31:23
until this point, three, two, and one level,
31:26
all those three, long term, I'll be destroyed.
31:31
Including fair exchange. Including the fair exchange.
31:35
Why? Because nothing stays the same. Things either
31:38
go up or they go down. Nothing stays the same.
31:42
If it's the same, it means down. The same means
31:45
down. So what do you do? You do the fourth level
31:49
of exchange. The fourth level of exchange is
31:52
exchange in abundance. Abundance means more or
31:56
generous exchange or what I like to think of
31:58
it as exchange with a wow. So I go to the store.
32:02
I give them $1 for the chocolate. They give me
32:04
the chocolate, but they also see that I have
32:07
my puppy with me and they give him a little treat.
32:09
And I go, oh, that's nice. Wow. something more
32:12
than I expected. It's not two for one. It's not
32:16
something that I wanted. It's not something extravagant.
32:19
It's something I didn't ask for, but that's wow.
32:21
I go to the restaurant. I order the steak medium
32:23
rare. I get the steak medium rare, hot, et cetera.
32:25
But the chef comes out and the chef says, hey,
32:28
I've been making this little thing in the back.
32:30
Do you want a little taster on the house? And
32:32
everybody at the table goes, wow, wow, yes, of
32:34
course. Wow, amazing. And then what happens?
32:37
If you're sane, if you're a logical person, You
32:40
will leave and you will feel the obligation to
32:45
give them more than they expected. So you will
32:48
leave and you'll bring your friends again. And
32:52
then you come back and the chef sees you again.
32:54
Oh my God, you're back. Let me do it. And then
32:56
they'll give you more than you expect. And now
32:58
there's expansion. That's how you define your
33:03
next deal. If your current deal that you just
33:05
did was with, wow, more than expected, above
33:08
and beyond, The goodwill that will be created
33:12
is gigantic and it will define the next deal.
33:15
It will spread. Now, if there's no deal on the
33:18
table whatsoever and there's nothing and you're
33:22
just building and you're just starting to network,
33:24
how do you build goodwill? By putting valuable
33:29
communication across to the other side, not pestering
33:34
communication, not just checking in, not that
33:37
type of follow -up. valuable communication, whether
33:40
it's you have a podcast, for example. So you're
33:43
constantly putting out valuable communication
33:45
to people, even that don't have a deal with you,
33:47
but they like to receive your updates. You're
33:49
putting out value. Or if you do write to somebody
33:52
as a follow -up, you say, hey, I just did this
33:55
video with Gal and I thought you'd get a lot
33:57
of value out of it because he talked about how
34:00
to have generous exchange. I thought you'd like
34:02
it. Just sending you something to listen to on
34:05
your next car ride. You're putting communication
34:07
there that adds value. That will generate goodwill.
34:12
As a thank you, whenever I have a client, whenever
34:17
I do work for a client or something, they always
34:20
get a thank you note from me. A handwritten thank
34:24
you note. And when I teach this, all the people
34:28
that I mentor or my clients, when I teach them,
34:32
listen, that's part of the follow -up. but write
34:35
them a handwritten thank you note because nobody
34:37
does it. Nobody does it. Could you imagine being
34:40
the person that receives it? Yeah, so nice. It's
34:44
no bill. It's not an invoice. It's not anything.
34:47
It's just a thank you. That's awesome. And it
34:50
goes so far. It keeps you top of mind. And it
34:54
just, it makes everybody feel so much better.
34:56
I like that. Yeah, it gives me a good feeling
35:00
because I have a stack of like about a foot high
35:03
of all the thank you notes because I always have
35:06
my clients send me a thank you note just to get
35:10
in the habit of doing it. And so it's just really
35:15
nice, a nice thing to do. And that starts the
35:18
follow up. Love it. We can go into that afterwards.
35:21
I love it. Okay. So where do professionals go?
35:26
When they try turning to a networking conversation,
35:30
I'm sorry, let me start again. Sure. Where do
35:33
professionals go when they try to turn a networking
35:37
conversation into a business opportunity too
35:40
quickly? If it's too quickly, it means you haven't
35:46
gone through a proper sales cycle. OK, if you're
35:50
trying to bring about an actual opportunity out
35:53
of your networking and you're trying to take
35:55
it into some kind of a business conversation,
35:57
what you're saying is I'm trying to sell them
35:59
on something I can offer. I'm trying to help
36:01
them with my product or service. But if you didn't
36:04
go through the sales cycle and there's five steps
36:07
plus one more that you must do. And it's something
36:10
that I don't even think we have enough time to
36:12
go through, not to the sales process, but there
36:14
is a sales process. And if you don't know right
36:17
now, I'm at step one. And by the way, the end
36:20
of step one has a very clear result that when
36:22
you see that result in your mind, you go step
36:24
one done. Now I move to step two. And then there's
36:28
a very clear result. And then that happens. You
36:30
go step two done. Step three, step four, step
36:34
five. Most people don't know where they are.
36:37
They don't know when they've reached the end
36:39
of, let's say, step two. They'll stay on step
36:42
two too long or move from step two to step three
36:45
too early. disasters you need to learn how to
36:49
sell now it's not manipulation i am against heavily
36:53
against any manipulation techniques any of that
36:57
it's just simply how do you build actually a
37:01
relationship and how do you actually discover
37:03
if you can bring value through real care okay
37:07
ethically if you do that say again authenticity
37:12
yeah you have to be authentic yeah And if you
37:16
do that, okay, there won't be too soon. There'll
37:21
be the person saying, please, they'll ask you,
37:23
so how can we work together? Immediately, please
37:27
send me a quote. I'm interested. That's how it
37:30
should be. Nobody likes the guy who walks up,
37:34
hands out his business card and say, look, I'm
37:37
Joe Schmo from whatever. And I'll talk to you
37:40
soon. Just I'll be in touch. And you look at
37:43
the business card, everybody looks at the business
37:44
card and says, you're kidding me. This went out
37:47
in the 80s. And that's just the wrong step. And
37:51
I'm just saying that because that's one of the
37:53
examples that I teach what not to do. And so
37:57
it goes a long way. So anyway, what questions
38:02
should people be asking in networking situations
38:05
that almost no one asks, but absolutely should?
38:12
I would say that it's really different to every
38:15
scenario, but the main thing is governed by,
38:18
are you interested? I don't like to tell people
38:22
specifically what questions to ask because I
38:25
make them into a robot that goes and asks these
38:28
specific questions. I don't want to create better
38:32
robots. I don't make my clients into better robots.
38:34
I don't teach them exact steps and techniques.
38:37
I never do. Because if you have exact steps and
38:40
techniques, As I said, I make you into a great
38:43
robot, but if I make you powerful and you understand
38:47
the basic principles of sales, of networking,
38:52
of communication, of relationships, you'll go
38:55
and do what you need to do. And if you think
38:57
of anyone successful, your most favorite successful
39:00
entrepreneur, they don't have a script that they
39:03
follow. They are powerful enough to do what needs
39:09
to be done to get the result. in the best, most
39:12
ethical, most valuable way. So that's my approach.
39:16
You need to learn. There's a lot to learn. I
39:19
can give you ideas of what to say, but then people
39:22
go up and they say, hi, do you come here often?
39:26
Or whatever. That's not the, you know what I'm
39:28
saying? Yes, I know exactly what you're saying.
39:31
You just have to be yourself and be relaxed.
39:34
And it's easy for you and I to say, be relaxed,
39:38
be yourself, be authentic. But a lot of people,
39:42
when you put them into that situation, they freeze
39:46
up and they don't know what to do. They either
39:48
don't say anything at all or they say the wrong
39:51
things. That's a whole nother podcast. How does
39:55
someone's personal life and self -awareness show
39:58
up in their networking results, whether they
40:01
realize it or not? Okay, so you need to know
40:05
what is the result that you want to achieve in
40:08
your life. I'll give you an example. We were
40:11
working with a real estate agent who was really,
40:17
not that I'm against this at all, but very nerdy,
40:21
okay? I'm not against nerdy people at all. I
40:24
don't mind at all. I sometimes get called nerdy.
40:26
I really don't mind, okay? But he's a real estate
40:28
agent that had a kind of a nerdy look, just like
40:31
one mustache, and he was trying to be like a
40:36
hotshot real estate agent. He was trying to position
40:40
himself as the Harvey Specter of real estate,
40:44
if you watch Suits. So you need to realize in
40:49
your personal life, that's not going to bring
40:52
you the results to be Mr. Nerdy. Nothing against
40:57
nerdy. If you're maybe a software engineer, be
40:59
Mr. Nerdy. And if you maybe want to be Mr. Nerdy
41:02
real estate agent that knows all the facts or
41:04
whatever, be that. But if you chose to be the
41:07
Harvey Specter of real estate, then guess what?
41:13
Be the Harvey Specter of real estate. Change
41:15
how you are in order to bring about the most
41:20
optimum result. Okay? And so basically with that
41:25
specific client, he was a young guy, like 20s,
41:30
in his 20s, okay? And American guy. And he needed
41:33
to change his look. Change it, just change the,
41:37
get the suit. Get the results. Speak like that.
41:42
Be what you, be what will lead you to the result.
41:47
If I know what my result is, I need to do certain
41:52
things. And then I will be that thing. But if
41:57
I'm not being that thing, I will not do the steps
42:01
to have that result. I just won't. So, for example,
42:04
if I know that my result is a child that's a
42:09
contributing member of society. that's a loving,
42:15
contributing member of society. At the end of
42:17
the day, that's what I want my child to be. I
42:19
want them to be, that's what I want to have with
42:21
them. I want them to have love, success, and
42:25
contribute to society. So if I know that's my
42:28
result with my child, I will do certain steps
42:31
according to that target. And then as a result,
42:36
I will be a father that does X, Y, and Z. That's
42:40
who I become, that type of father. But if I don't
42:45
become that, how will I get that result? Or if
42:49
I now, let's say I worked in music festivals,
42:51
okay? Working in the music festival industry
42:54
is very different to working in the finance industry,
42:57
which I also work in the finance industry. Finance
43:00
industry, I want to close massive deals. I'm
43:03
working with people that are in the corporate
43:04
world. There's a certain culture and I want to
43:07
have the result of a growing, expanding. through
43:11
finance business, through clients that are getting
43:14
cash flow and are able to grow their lives and
43:16
their businesses through the use of funding,
43:18
okay? So to do that, I need to do certain things.
43:21
In order to do those things, I need to be a finance
43:25
guy that can present in a suit. I'm not going
43:29
to show up wearing the same clothes that I wore
43:32
when I was going to music festivals, running
43:34
music festivals. I'm just not because it's not
43:37
the right thing. Because I know what my result
43:39
is and I'm not faking it. I'm just deciding to
43:42
be someone else. Like, for example, when I go
43:43
to the gym, I'm in gym clothes. That's why I'm
43:46
being a gym goer. And later when I go to a meeting,
43:49
I'm wearing a suit and I'm a different role at
43:52
that moment. And then when I'm at home and I'm
43:53
a father and I'm just hanging around in sweatpants,
43:56
I'm just hanging around as a father. But I won't
43:58
be a father in the business meeting. At that
44:00
time, I'm a businessman. So you need to know
44:03
what is the result. If you know your result,
44:06
you'll know what to do. If you know what to do,
44:07
you'll know who to be. And that's how the personal
44:10
life will be affected. Good. Very good. Thank
44:16
you. Okay. Let's bring this podcast full circle.
44:19
If you could give listeners one guiding principle
44:23
to approach every conversation, business or personal,
44:27
what would it be and why does it work? Yeah.
44:31
I would tell them this. You need to ensure that
44:36
you actually duplicate what's said to you and
44:41
make sure that others duplicate you. Now, duplicate
44:45
is the word means to create an exact copy, okay?
44:50
To duplicate something. When people communicate,
44:54
what we are trying to do is to create a duplication.
45:00
On the receiving end. So if I'm talking to you
45:04
right now and I have an idea about what we should
45:07
do with the business and I'm speaking to you,
45:11
I have that idea in my mind of what we should
45:13
do with the business. What am I trying to do?
45:15
I want you to get it. I want you to get this
45:18
idea, a copy in your mind. And you go, oh, I
45:20
see what exactly you're thinking about. Or if
45:23
I'm talking to you and I say to you, the fluffy
45:27
dog with white spots. walked and ate some chicken.
45:32
Okay, then you got the exact picture of what
45:35
I'm thinking, or it won't be the exact, but to
45:37
that degree, it won't be duplicated. Or I can
45:40
say I love you, and I love you if you understood
45:44
exactly what I meant, what emotion I have, what
45:47
I see when I say I love you, my feelings at the
45:51
time, all the energy associated with the word
45:53
I love you, then you've actually duplicated me
45:57
when I say I love you. But most people hear I
45:59
love you and they don't get everything that the
46:01
person meant. So in communication, what are you
46:04
trying to do? Create duplication on the receiving
46:06
end. I want you to get a copy. And once you have
46:10
a copy, to understand me. To understand the copy.
46:13
Because sometimes you can have a copy and not
46:14
understand. Like some people can sing a song
46:17
in a foreign language. It's a perfect copy, but
46:20
they have no idea what they're saying because
46:21
it's a foreign language. So I want you to duplicate.
46:24
Get a copy in your mind and understand me. And
46:27
at the same time, you talk to me, I need to make
46:30
sure that I actually get a copy of what you said
46:34
in my mind and understand you. And if I don't,
46:38
there won't be real communication because we
46:43
don't really get what each other is saying. And
46:47
if there's not real communication, there won't
46:49
be understanding. And if there's no understanding,
46:51
there's no real life there. This thing is going
46:55
to die. So you need to ensure that you understand
47:05
what's said to you. Ask questions. If you're
47:08
reading, open a dictionary. If you run into a
47:10
word you don't understand, repeat if needed.
47:13
And you also need to be aware that when you speak
47:15
to someone, they actually... Have a duplication.
47:19
So don't say fancy schmancy words to sound interesting
47:22
when the other side doesn't get what the heck
47:24
you're saying. But you think it's cool to be
47:27
interesting. No, that's what I'm talking about.
47:29
No, you want them to have duplication, not for
47:32
you to be the interesting one. So that is the
47:36
key. Great. That's great. Gal, I can't be, I
47:40
can probably talk to you for another two hours
47:42
because you're so interesting and I'm so interested
47:45
in what you are saying that I'm really just listening
47:49
to every word you're saying. Listen, if any of
47:52
the listeners would like to get hold of you,
47:54
what's the best way? Yeah. So the best way is
47:58
if you want to really speak to me, just talk
48:01
to me on any of my social media platforms. I
48:03
always answer. You just go Gal, G -A -L -A -E
48:08
-Z -R -A, Gal A Ezra on any social media platform.
48:12
DM me, tell me that you saw me on the podcast
48:15
and I will answer you. And if you want to know
48:18
more about something or whatever, I always answer.
48:22
And if you want to just tap into some of the
48:24
things that we offer, my company is called Guaranteed
48:27
Prosperity. Everything we do is guaranteed. If
48:30
I work with you and I'm supposed, and we agree
48:32
that what you need to do is double your sales.
48:35
and you don't double your sales, then I don't
48:37
just refund you. I refund you plus 10 % for wasting
48:41
your time, damages. That's my guarantee. I will
48:46
bring results. So we are called Guaranteed Prosperity.
48:50
So if you want to learn more, you go to gprosperity
48:53
.com. Just go there. On the homepage, right at
48:56
the top, you'll see, it'll say, what area do
48:58
you want help with? And you'll see we help with
49:00
many areas, health, relationships, sales, marketing,
49:04
business, relationships, all kinds of areas,
49:08
spirituality, mindset. Click a box that you're
49:12
interested in and you'll get a free video sent
49:14
to you on that subject. And it's not just like
49:17
a little free video down a funnel or some annoying
49:19
thing. It's value. You'll see real value and
49:23
that's how you can tap in. Fantastic. Okay. If
49:29
today's conversation shifted the way you think
49:31
about networking, relationships, or how you show
49:35
up in business, don't let it end here. Take one
49:38
idea from this episode, put it into action in
49:42
your very next conversation and watch what changes.
49:46
If the episode gave you value, share it with
49:49
someone who needs to hear it. Real growth spreads
49:52
through real conversations. And don't forget
49:55
to follow Networking Unleashed, building profitable
49:57
connections so you never miss an episode. I'm
50:01
Michael Foreman, keeping showing up with intention,
50:04
staying curious. And remember, your next conversation
50:07
may be the one that changes everything. Gal,
50:11
thank you very much for coming on the podcast.
50:14
And I hope to speak with you soon. Likewise.
50:17
Thank you. Well, hold on folks. Don't go anywhere.
50:24
Let's hear from our sponsors. David Neal, co
50:27
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When it comes to making the biggest financial
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of a proven professional, Henry Kaplan. Henry
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is a global real estate agent with Century 21,
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celebrating his 41st year in business. No matter
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where you're moving, Henry has the right connections
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for you. You can contact Henry at 561 -427 -4888.
51:15
A huge thank you to our guests for sharing such
51:19
insights today. And of course, a big shout out
51:22
to you, our amazing listeners, for tuning in
51:25
and spending your time with us. If you're interested
51:28
in my digital courses, being coached or having
51:31
me come and talk to your company, just go to
51:35
Michael and fill out the request form. Remember,
51:38
networking isn't about being perfect. It's about
51:41
being present. So take what you've learned today,
51:45
get out there and make some meaningful connections.
51:48
If you've enjoyed this episode, please don't
51:51
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51:54
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51:56
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52:00
You can find me on Apple, Spotify, Pandora, YouTube,
52:04
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