Latest / Networking Unleashed: Building Profitable Connections / Networking Unleashed: S1E61 An Interview with Faris Aranki and Michael A Forman, Public Speaker

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Networking Unleashed: S1E61 An Interview with Faris Aranki and Michael A Forman, Public Speaker · Networking Unleashed: Building Profitable Connections

0:13
Welcome back to Networking Unleashed, Building
0:17
Profitable Connections, the show where we go
0:20
beyond business cards and dive deep into the
0:23
relationships that drive real results. Today's
0:27
guest brings a fresh and powerful perspective
0:30
on what it really takes to succeed in business.
0:34
He's the mind behind Shigeto equation, success
0:39
equals IQ. times EQ, times FQ, where IQ is the
0:45
ability to generate ideas, EQ is the emotional
0:49
intelligence that brings others on the journey,
0:52
and FQ is the focus to deliver it all. He's used
0:58
this formula to help businesses unlock their
1:00
full potential and to launch a thriving startup
1:05
of his own. But here's the big question. How
1:08
does networking amplify each part of that equation?
1:13
We're about to find out. If you're looking to
1:17
lead smarter, connect deeper, and execute with
1:21
laser focus, this episode is for you. Let's unleash
1:25
the power of connection and success. My guest
1:29
today is Faris Aranki. and he has quite a background.
1:34
I'm going to let him fill you in with his background
1:37
so I don't butcher it any more than I already
1:39
have. I don't think you could possibly butcher
1:42
it, Michael, but what a lovely intro, and it's
1:44
great to be with you, the listeners, the viewers.
1:47
It's just great to be with anyone. That's the
1:49
power of networking. Yes, yeah, my background.
1:52
Where can I start? I've had lots of different
1:54
aspects to my background, Michael. People may
1:56
find it interesting. Okay. All right. So let's
2:00
start with the IQ. Yeah. How do you see strong
2:07
ideas connecting to strong networks? I think
2:13
this is a really great place to start, right?
2:15
Great ideas are not built necessarily by one
2:18
individual. Okay. When I work with teams in my
2:21
job today, I run a company where we go in and
2:23
we get more out of teams than they would get
2:27
on their own. OK. And when we work on the IQ
2:31
pillar, i .e. the quality of their ideas, quality
2:34
of their strategy, one of the biggest problems
2:36
they have is they're not generating enough ideas.
2:39
Often because either one person is doing it.
2:43
either explicitly i they're only handing it over
2:45
and saying john you come up with all the ideas
2:48
or they are effectively doing that without realizing
2:51
because the boss has a favorite in the room or
2:53
the extroverts are dominating and you're sitting
2:56
in the room as an independent going there's 10
2:58
people in this room but only one person is talking
3:00
if only they networked more, got to know each
3:03
other more, saw the value that they'd have, suddenly
3:06
they'd have 10 times the volume of ideas. Yeah,
3:08
okay, not every idea is going to be great, but
3:10
wouldn't you rather have 10 times the volume
3:12
of ideas to start from and then sharpen those
3:15
than to just start with one person's ideas, even
3:17
if they're really good ideas? And that's where
3:19
networking really can unlock your IQ. Talk to
3:23
more people, be more curious, and suddenly your
3:26
ideas will go through the roof. Great, great.
3:31
That's fantastic. And being in business myself,
3:36
I was in a position to teach others. But that's
3:40
really a sure sign of leadership, the person
3:43
who's controlling the meeting. And as well as
3:46
I do, when you are a leader instead of a boss,
3:49
you're leading others to become future leaders.
3:53
And that's getting them to come out with their
3:55
ideas and everything else. So it's very good.
3:57
In your experience, how has access to the right
4:01
people sharpened your best ideas? Oh, 100%. Every
4:08
idea I ever had has been better by contact with
4:10
the enemy. If it sits in your head, it's going
4:13
to be good, but it's not going to be great. And
4:15
I'm constantly reminded of that, that get my
4:18
ideas out. And just this morning, I was talking
4:21
about how I built my business, right? And it
4:23
was an idea. I was sitting in a corporate job.
4:26
very happily paid and i had this idea i'm going
4:29
to start this business and i was a strategic
4:31
thinker i was a partner in a strategy consulting
4:33
firm for 12 years and so i walked away fairly
4:37
confident in my own abilities i said i've got
4:39
an idea sat in a room wrote it down spent two
4:42
weeks and then i went out and had contact with
4:45
the enemy and they ripped my idea to shreds Because
4:48
that's what happens when you start a business.
4:50
You're so full of confidence. You're so sure.
4:53
But actually, it's not about your surety because
4:55
you're not the one paying for it. Yeah, it's
4:58
going out and hearing people go, that's rubbish
5:00
idea or just looking at you blankly. That's what
5:02
most people do. They politely nod and go, yeah,
5:04
great idea. And then they move the conversation
5:05
on and you're like, that means it's not a great
5:07
idea. They're just being polite until they part
5:10
money for your idea. It's not a great idea. And
5:13
that is. Constantly running my own business,
5:17
and I'm sure it's the same for you, Michael,
5:18
reminds me about why the networking, being introduced
5:23
to others really helps you, even if it feels
5:25
painful in the short term. And it could be painful
5:29
because here you are thinking that you have the
5:32
best idea that anybody's ever heard and everybody
5:36
else is poo -pooing it. You stuck it through.
5:41
And you developed it and you started your business.
5:44
And that's fantastic. Okay. EQ is all about bringing
5:50
others with you. How does networking play into
5:55
that emotional journey? Quite simply, you can't
5:59
take others with you if you don't know, if you
6:01
don't speak to others. There's a big link to
6:06
the IQ pillar here, which is. We often we communicate
6:11
and we go through life with our own lenses on.
6:15
And that's great. And, you know, yeah, if you're
6:18
lucky and you're surrounded by people who think
6:19
like you have experienced the same things as
6:21
you, they'll be swept along and they'll enjoy
6:24
the journey. But if you soon as you meet people
6:26
who have a different frame of reference, your
6:29
way of approaching things will be very alien
6:31
to them. And don't be surprised if they start
6:33
putting up resistance. So this is where EQ is,
6:36
because it reminds you. your view isn't the only
6:39
view. And B, it brings in that richness of new
6:42
ideas, new people that will help you on your
6:44
journey. And I've got so many examples of this
6:47
that it really is probably the number one area
6:50
that I do personally. It's my default setting,
6:53
meet more people, find out what you don't know,
6:56
approach them how they like to be approached.
6:58
But it's also the number one thing I end up doing
7:01
in teams, in companies, is getting more people
7:04
to know each other. to a deeper level, because
7:07
that always seems to just get teams working better
7:09
together. That's so true. I personally believe
7:14
that networking is the base for every company.
7:19
Yeah. And without networking, you really can't
7:22
have a company because you can't grow. And, you
7:28
know, I have a little thing here on my shirt
7:31
says connect, learn and grow. But first you're
7:34
connecting, then you're learning about the other
7:36
person and you're growing with them. So it's
7:40
a very good thing. And a lot of people think
7:41
I'm crazy, but I think this will resonate with
7:44
you, Michael. I often recommend to companies
7:46
that have reached a certain size to just employ
7:49
someone who is an interconnector. Their job is
7:54
chief networker. They have no content. Their
7:57
job is just to walk the halls and go, hey, John,
8:00
do you know Steve? Hey, Sarah, have you ever
8:02
met? Peter and broker that intro because that
8:05
will return its investment 10 times over in that
8:08
company by just making those conversations a
8:11
little bit easier. Great idea. I haven't heard
8:14
that before, but that's a great idea. And if
8:18
somebody who has a company is listening, I would
8:21
really pay attention to what Faris is saying.
8:24
What do emotionally intelligent networkers do
8:28
differently than the rest? Probably the single
8:32
biggest thing they do is they listen more than
8:34
they talk. They might talk just to start the
8:38
conversation, but then they are not only listening
8:41
by time, but they're listening actively. They
8:44
generally seem interested in what the other person
8:46
has to say. They're not just waiting to speak
8:48
themselves and boast about what they're doing.
8:50
They are there going, wow, that's fascinating.
8:52
And yeah, oh, tell me more. And yeah, that is.
8:57
like the closest thing to being loved. They say
8:59
being listened to is the closest thing to being
9:01
loved. So if you are a great networker, you are
9:04
listening maybe 70, 80 % of the conversation.
9:09
That's a big thing with networking as a whole.
9:13
And I have something that I developed. I didn't
9:16
develop it. I actually stole it, but I use it.
9:19
It's F -O -R -M because I have that in my head
9:23
when I sit down with somebody. It's family. occupation,
9:27
recreation, and a message. And you just pick
9:31
one of them and have the other person speak about
9:35
themselves, speak about their family, what they
9:38
do, and have them talk. And you're not saying
9:40
a word. You're just listening. But you're active
9:44
listening. That's correct. I just thought I'd
9:46
throw that in there. Okay, so FQ is all about
9:51
delivering results. How can a well -built network
9:55
help you stay focused and finish strong? FQ is,
10:01
we all get distracted. And this FQ isn't about
10:04
not one level. It's about not using your phone
10:06
and not multitasking. But the real emphasis of
10:10
focus quotient is prioritization. Okay. Is prioritizing
10:16
and being really clear on what's important to
10:18
you and therefore saying no to other things.
10:21
And so how networking can help you is in one
10:24
of two ways. One, surround yourself. Go and find
10:27
other people who prioritize the same thing as
10:29
you. It is easier to have that discipline and
10:32
that prioritization if the people around you
10:34
also. Yeah. So that's number one. And number
10:38
two, finding other people that you can hand over
10:42
the tasks that are non -priorities for you is
10:45
equally important way. Because obviously there's
10:47
all these other tasks they still need to get
10:49
done. They just don't need to get done by you.
10:52
So go and find the perfect person to hand all
10:55
those other things to. So that's why you need
10:59
to network and not just for the sake of networking,
11:01
but find people to surround yourself who will
11:03
help you prioritize and find people you can hand
11:06
off the non -priority tasks to. Very good. And
11:09
being a former business owner myself, I learned
11:13
something early on. I did the things I enjoyed
11:17
doing. But the things I really did enjoy doing,
11:20
I handed off or I hired somebody to do those
11:24
things so I can really put the emphasis on the
11:27
things I enjoy doing. Yeah. So that goes right
11:30
along with what you're saying. Okay. Have you
11:34
ever leaned on your network to help move a stalled
11:38
idea into execution? Yeah. It goes back to what
11:43
we said about or what we talked about being spending
11:45
too much time in your own head. Right. The great
11:49
thing about a network and about the world today
11:52
is you are never the first person to solve the
11:55
problem. OK, and this is something I learned
11:59
when I moved into consulting. We were encouraged
12:02
to bring others on board and get others involved
12:04
in the problem solving early. Whereas my first
12:07
career was as a school teacher. That was very
12:09
isolated. I felt I had to solve every problem
12:11
myself, every lesson, design it myself and similar.
12:14
And once you realize that's why you keep a good
12:16
network. And one of the best things I did early
12:18
on in starting a business was creating a network
12:21
for small business owners. And every month we
12:23
get together and each person takes it in turn
12:26
to throw out their biggest challenge for that
12:28
month. And then we ask anyone who has faced that
12:31
challenge to talk through how they got through
12:34
it. Not somebody to speculate how they might
12:36
get through the challenge, because that's great.
12:39
Everyone's got a hypothesis and everyone's got
12:41
an opinion on how they might do something. But
12:42
if someone has actually solved it, let's give
12:45
the floor to them. Let's hear them. And so many
12:48
times, not only has that helped other people,
12:50
that's helped me with my problems. I've turned
12:51
up and said, I've had this month. I really don't
12:54
know what to do. And someone steps from the shadows
12:56
on the call and says, don't worry, that happened
12:58
to me two years ago. This is what I did. And
13:00
it's just immense having that pool of knowledge.
13:04
That's great. That's great. I developed a networking
13:07
group when I was in New York. And actually, I
13:12
had two of them, one in New York, one in New
13:13
Jersey. It was a group of small businesses. And
13:17
that was really because I should have thought
13:20
of that also. But it was just a weekly networking
13:23
group that we got together. We all exchanged
13:26
ideas or problems that we were having, and we
13:29
all worked through them together. But it's almost
13:33
the same thing. But I like your idea better because
13:36
you really emphasize the problem that you were
13:38
having. And somebody else who went through it
13:41
is going to help you get through it yourself.
13:45
So I like that a lot. OK, so let's bring this
13:49
all together. When all three IQ, EQ and FQ are
13:54
firing, how does networking act as the glue that
13:59
holds it together? I think you'll hit this. You'll
14:03
be in your flow and it will. What will happen
14:06
is you will dip into your network to top up your
14:10
own levels of IQ, EQ and FQ. But you'll also
14:14
give back to that group. And that's where the
14:16
real power of networking comes. Together you
14:19
all grow and then it begins to compound. And
14:23
that's how I really see the networking being
14:26
the glue. Because at times you might be low on
14:28
one of those aspects and you need to dip into
14:30
the group. And that's why you keep a network.
14:32
At other times you've got to give back out. And
14:34
that's why I love, A, not only expanding my network
14:38
and meeting new people who will add to that pool,
14:40
but I keep a part of my week every week. to ask
14:44
for help, but also to give help. Because I know
14:47
it's an investment back in myself, right? It's
14:50
that whole, is there ever truly an altruistic
14:52
activity? And I often joke to someone I'm helping
14:55
who might be stuck, I'll say, don't worry, buddy,
14:58
in 10 years from now, when you're a unicorn,
15:00
I'll come knocking and remind you of this very
15:02
conversation. But for now, you take what you
15:03
need. Really, the main focus of networking is
15:09
really to give, not to receive. So if you're
15:12
going with that, Zig Ziglar said this the best,
15:15
but if you go and if you just think of what you
15:19
can do for somebody else, what you can do to
15:22
give them, you're going to receive it afterwards.
15:25
But don't look to receive anything. Just look
15:28
to give. And there are a few, I have a few ideas
15:30
and thoughts, but we'll go on to that later on.
15:33
Yeah. Okay. So do you think it's possible to
15:38
succeed? with just one or two parts of the equation,
15:41
or is it networking that connects them all? I
15:46
think you need all three parts of the equation,
15:48
I'll be honest. And networking does link it all,
15:51
but I guess what sits above it is self -awareness.
15:53
If you're unaware that you are low in one of
15:56
those areas, you're less likely to go looking
16:00
to do the networking to fill in the gaps. So
16:04
you can be the greatest networker in the world,
16:05
but if you don't get off your ass and realize
16:07
you need to network, then it's all for now. And
16:10
that's the bit that is often missing. People
16:13
tell me, I'm a great networker. I'm like, yeah,
16:14
but when was the last time you networked? Because
16:16
you've got too overconfident in your own abilities
16:18
or you've got too lazy or you've got too comfortable.
16:22
That's a bit that I think we need to throw into
16:24
the mix. Absolutely. And when I speak, I go across
16:28
the country and I speak on this, on the networking.
16:31
I always say. Put networking on your schedule.
16:35
Make it a scheduled event, let's say even two
16:38
times a month. But get out there, make it, network.
16:43
And just because the first time you're going
16:45
to go out, you're really not going to do well.
16:47
By the third, fourth, fifth time, you're doing
16:50
better and better. But make it a scheduled event
16:53
and go out there with the thought of giving.
16:58
Yeah, that's what I do. Yeah, I love it. Okay,
17:00
so. As a startup founder, how did your network
17:05
help you move from concept to company? Yeah,
17:10
it's entirely based on my network. And I made
17:13
the cardinal mistake that we all make at the
17:15
start. So first of all, I did decide not to do
17:18
any cold outreach. OK, I decided that's not for
17:22
me. I'm working on emotional intelligence. I've
17:25
got to lead with emotional intelligence. But
17:27
the mistake I made was I just picked. people
17:30
that I thought were rich and powerful. And I
17:33
said, OK, yes, I know them a bit. And so therefore,
17:36
these are going to be the people I'm going to
17:38
build my business around. I'm going to sell them
17:40
lots of work. And I didn't sell to any of them.
17:42
I had a list, a hot list of 30 people. And all
17:44
I did, Michael, was irritate them by contacting
17:47
them too much. And unbeknownst to me, at the
17:50
same time, something amazing happened from my
17:52
network. on social media and contacted me out
18:03
of the blue and said, I don't know if you remember
18:05
me from 12 years ago, but you helped me out then.
18:09
And I'm forever grateful. And now I'm in a position
18:11
to repay you. Come and work, come and do some
18:15
work for me and my company. And once that happened,
18:18
I said, after we did it and we had a chat and
18:20
he told me the story of how it helped him, I
18:23
sat back and thought, maybe there's other people
18:25
from all the years I've worked who also think
18:28
of me fondly. Picking 30 powerful people now,
18:33
let's just go looking for the people I enjoyed
18:36
working with who left a smile on my face because
18:38
maybe I left a smile on their face. And so I
18:41
made it my mission to reconnect with those people.
18:44
And do you know what? The more you find those
18:46
people, those are the ones who became my clients.
18:49
And those are the ones who helped me grow a successful
18:51
business. Absolutely. Absolutely. And if you
18:54
are good at what you do. or what you did, then
18:59
it will come back to you. So that's right. So
19:02
let's bring this full circle. What's one piece
19:07
of networking advice you give to someone who
19:13
has the IQ and FQ but struggles with the EQ?
19:19
We've already talked about listening. Active
19:22
listening. Active listening is the big question.
19:25
So listen more and ask one more question than
19:29
you normally would, is my advice that I normally
19:31
give people. And if you struggle, walk into a
19:35
room with 10 questions. So your form template
19:38
is brilliant. That already provides you with
19:40
four questions. Tell me about your family. Tell
19:42
me about your job. Have a list of 10 questions
19:46
and ask them. Just try them out. That will help
19:50
you with your EQ and listen. And if you're feeling
19:53
particularly vulnerable, try it with people you
19:56
already know. You'll be amazed. You might not
20:00
know all the answers already. Because linking
20:03
back to what we said earlier, if you really are
20:05
nervous around networking, I've got a newsflash
20:09
for you. You don't need to network anyone new
20:11
ever again. You've got enough people. Take from
20:14
my story previously. You've probably got enough
20:15
people who, for one reason or another, you haven't
20:17
spoken to in a while. Just re -network them.
20:21
And you could get the same gold out of meeting
20:24
an entirely new person at a new event. Outstanding.
20:29
Outstanding. Ferris, I can't. First of all, I
20:31
can talk to you for another hour. You are that
20:35
interesting. But if somebody were to want to
20:39
contact you, want to ask you about coaching or
20:42
starting a business or whatever the case may
20:44
be, what's the best way that they can get hold
20:47
of you? So one of two ways. One, come and visit
20:50
ShearGhetto .com. That's the company website.
20:52
We have some tips on there. We have some articles.
20:55
You can contact me and the team or contact me
20:58
directly. Come and find me on LinkedIn. I spend
21:00
probably a disproportionate amount of my time.
21:02
Incidentally, I do a lot of networking on LinkedIn,
21:04
but come and find me. It's Farah Saranki. There's
21:06
only one of us. There's only one of me. And I
21:09
do post every day, sharing tips, tricks, but
21:12
also I reply to every message so they can get
21:15
hold of me. Outstanding. Farris, I can't believe
21:19
this happened so short. This podcast seemed to
21:23
me like it was five minutes, but it's been longer.
21:26
You were a great guest. Thank you very much for
21:29
coming on, and I hope to speak with you soon.
21:31
Thank you very much, Mike. Well, hold on, folks.
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-U -P -K -I -D -S dot org. Well, that's a wrap,
22:54
folks. A huge thank you to our special guests
22:57
for sharing such incredible insights today. And
23:00
of course, a big shout out to you, our amazing
23:03
listeners, for tuning in and spending your time
23:06
with us. Remember, networking isn't about being
23:10
perfect. It's about being present. So take what
23:14
you've learned today, get out there and make
23:16
some meaningful connections. If you enjoyed this
23:19
episode. Don't forget to subscribe, leave us
23:22
a review, and share it with someone who could
23:25
use a little networking inspiration. Let's keep
23:28
the conversation going. You can find me on Apple,
23:32
Spotify, YouTube, or my website, Michael. Remember,
23:37
until next time, keep practicing, keep connecting,
23:40
and keep building those relationships. This is
23:44
Michael signing off. Take care and happy networking.