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

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

• 0:00
  Welcome to Networking Unleashed, Building Profitable
• 0:03
  Connections, the show where meaningful relationships
• 0:06
  create real business growth. I'm your host, Michael
• 0:10
  Foreman. Let's be honest, entrepreneurship can
• 0:13
  be exciting, rewarding, and exhausting. A lot
• 0:17
  of business owners are chasing growth while quietly
• 0:20
  running on empty. They're building, solving problems,
• 0:24
  managing pressures, and trying to do everything
• 0:27
  themselves. But here's the truth. Sustainable
• 0:31
  success rarely happens in isolation. My guest
• 0:35
  today understands the importance of building
• 0:38
  a business without burning yourself out. We're
• 0:40
  talking about why networking and community matter
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  more than ever, how the right relationships can
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  reduce stress instead of add to it, and why people
• 0:50
  around you often determine how far and how healthy
• 0:54
  you grow. If you've ever felt like you're carrying
• 0:57
  the weight of your business alone, this episode
• 1:00
  is for you. So I'd like to introduce to the podcast,
• 1:04
  Kelly. She is an expert in this field, so I can't
• 1:07
  wait to ask her these questions and get her responses.
• 1:11
  But Kelly, welcome to the podcast. And why don't
• 1:14
  you give my listeners the cliff notes of how
• 1:17
  you got where you are today? Thank you for having
• 1:20
  me. Everything you just said is everything I
• 1:23
  talk about all the time. You're speaking my language.
• 1:27
  I love it. Thanks for having me on. I got where
• 1:31
  I am today with a lot of resilience, a lot of
• 1:35
  burnout. A lot of learning my lessons and a lot
• 1:39
  of people around me. I built a really good network.
• 1:43
  Every business I've ever owned in the last 24
• 1:45
  years has been built on networking and referrals.
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  So I totally agree with you that we cannot build
• 1:53
  sustainable businesses without having that for
• 1:56
  sure. It's so true. And that is the crux of networking.
• 2:02
  right? Because networking is not only business,
• 2:05
  it's in their personal life as well. If you go
• 2:08
  to a department store, a grocery store, and you
• 2:11
  turn around to the people behind you, you're
• 2:14
  networking with them. So it's all on different
• 2:17
  levels. That's for sure. Many entrepreneurs believe
• 2:22
  success requires constant hustle. At what point
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  does ambition quietly turn into burnout? It can
• 2:32
  hit you out of nowhere, but there's a lot of
• 2:37
  red flags that come up with burnout. You're not
• 2:41
  sleeping, right? You're not doing anything besides
• 2:46
  working. You don't have an outlet. When you start
• 2:50
  to feel exhausted every day, all day, and you're
• 2:55
  not giving yourself any breaks, no self -care,
• 2:57
  no days off, burnout will creep in for sure.
• 3:01
  Yeah, it really does. And if you realize that
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  all of your friends are around business, right?
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  Everybody who you talk to is business. And then
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  you realize that you have no personal life. And
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  that's one of the big red flags that I've always
• 3:21
  noticed. I've been in my own businesses for 40
• 3:25
  years. And I was fortunate enough, I had my brothers
• 3:29
  with me. You have to realize that you need that
• 3:33
  time off. You need that time to unwind and let
• 3:35
  go. And that is different with just about everybody.
• 3:40
  Yeah, I always tell clients, even if it's 24
• 3:44
  hours off, do not answer emails. Don't look at
• 3:49
  your phone. Hopefully, if you can have a separate
• 3:51
  phone from your business phone. If you can't,
• 3:54
  just don't answer. It's the weekend or whatever
• 3:57
  your days off are and be disciplined about keeping
• 4:01
  that. It's hard as business owners to go 24 hours
• 4:05
  without looking at your email or doing anything
• 4:07
  for business, but it will help you start to come
• 4:11
  down a little bit and enjoy life. If you give
• 4:15
  yourself that permission to have at least 24
• 4:17
  hours off a week. Yeah, it took me a long time
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  to realize how important that truly is. In the
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  beginning, in my 20s and my 30s, I thought I
• 4:28
  was Superman and I can handle everything. And
• 4:31
  then slowly but surely, a couple of failed businesses
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  and then startups and everything else, you'd
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  say, I put myself into this 100 % and you realize
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  as I got older, That's always not the best thing.
• 4:46
  Yeah, exactly. And we do burnout faster the less
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  time we take off and the less time you can actually
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  remove yourself mentally and physically from
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  the business, right? We were good in my 20s.
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  I built a ridiculously large real estate practice.
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  I was good about going on vacation. We would
• 5:08
  work 26 days straight. We'd go on a five -day
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  vacation, come back, work another 25 days, go
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  on a six -day vacation. But I was still working
• 5:16
  on vacation. So that was the issue, right? We
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  would go away thinking, oh, that's the deal,
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  right? You just have to go away. No, you actually
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  have to unplug, remove yourself. Yeah, absolutely.
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  It's funny you say real estate because most of
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  my friends that are realtors, they say almost
• 5:36
  exactly the same thing. And it's for them, they
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  don't know how to unplug. My clients need me.
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  And that's the worst thing in the world to say.
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  All right. So how does isolation affect entrepreneurs,
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  even when their business appears successful from
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  the outside? There's no outlet to talk about
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  the struggles. You think you're the only one
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  going on this rollercoaster ride of entrepreneurship
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  if you don't have your community to lean on with
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  people in the same boat as you, or even if they're
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  in the same storm, but not the same boat. there
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  the entrepreneurship is a roller coaster and
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  you have to have people on the ride with you
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  otherwise you feel that isolation so badly i
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  talk to people all the time they're like it's
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  so lonely i feel like i'm on an island and all
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  this stuff i'm like Build your community the
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  faster. And I tell people go every week, once
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  a week, go to a networking event. Once a day,
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  have a virtual coffee and be on camera and see
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  people in and do the, do these things to, to
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  set yourself up for. And once a month, go to
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  a bigger conference or once a quarter. So you
• 6:53
  are around the same types of people that you,
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  that either the same types of organizations or
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  just entrepreneurs in general. who are high achieving
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  like you, it's worth being around those people
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  because you can talk about all the craziness.
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  You have to be around like -minded people. And
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  that's good that you say to go to a networking
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  event once a week. I say twice a week, right?
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  Because one is a main meeting. Another one could
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  be a Zoom call or a meeting or something else.
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  But we're human beings and the human beings.
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  need that touch, need that to see face to face.
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  During COVID, that was my line in the sand. When
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  everybody went indoors and when they started
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  coming out, it's like people forgot. They forgot
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  that they need to be in touch with one another.
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  And one of the things that I teach is go to one,
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  go to two networking events per week, and once
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  a quarter, go to a conference, right? If you
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  can't afford a conference, find a big networking
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  event, and it's very easy to find them. Just
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  go online. You can go to Meetup or all these
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  other places, and you can find them. There must
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  be 1 ,000 of them. I go to three of them per
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  week, and I also have my own. I created my own
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  networking group just so I can see the interactivity,
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  people coming and going and saying hi, and I
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  made a lot of friends that way. You'd be surprised
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  at how many friends you make. That's for sure.
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  Yeah, because you realize that these are like
• 8:30
  minded people. These are business people trying
• 8:34
  to get ahead. And so when I say go to a networking
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  event, you go with what's called a servant's
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  heart. You go looking to give, not receive. And
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  when you're looking to give, it takes all that
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  pressure off your shoulders. And this isn't so
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  bad. can do this and it becomes easier better
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  and you get a lot more out of it that's for sure
• 8:58
  i get i love doing the connecting is my favorite
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  thing so i love going to meet new people and
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  then i'm like oh my client needs you oh my gosh
• 9:06
  you need to meet my client you guys would be
• 9:08
  great referral partners so it's my favorite thing
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  that network i have it on my calendar that i
• 9:13
  make a connection once a week yeah once a week
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  i bring two people together and i step away you
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  let them handle it and everything else but i'm
• 9:22
  the one who brought them together and i make
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  it i made a pact with myself this was two years
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  ago that every single week i'm going to bring
• 9:30
  two people together that's really cool there's
• 9:33
  a new app called introsphere that you can track
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  all the referrals you give oh really yeah write
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  that down i n t r o sphere intro sphere like
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  introduction and your sphere of influence the
• 9:50
  arizona entrepreneurs founder and another guy
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  started that app and it's they just launched
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  and they already have a couple hundred people
• 9:59
  on there but it's nice to be able to say hey
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  i need you to meet this person instead of doing
• 10:05
  a whole email and a whole introduction you're
• 10:08
  like nope connect and then it shows how they
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  do so that's kind of cool yeah it is pretty cool
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  i'm gonna check that out okay What role does
• 10:17
  community play in helping someone build a business
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  without carrying the entire weight alone? It's
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  everything in my book. So you're speaking my
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  language. I was, my book is called do what you
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  love and outsource everything else, how to start
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  growing scale without burning out. And I talk
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  about that. And I think chapter eight and nine
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  is building that community for, for referral
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  partnerships, for vendors, for clients. It's
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  not just, you're not just building a community
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  to. talk about oh my gosh it's so bad entrepreneurship
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  is so crazy you want to build those really good
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  relationships so when you need a banker oh here
• 11:06
  you go here's a banker and they have an sb they
• 11:08
  have sba lending you need an attorney to help
• 11:12
  you with to trademark something Here you go.
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  I have an attorney for you. You need somebody
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  to continue to build your business without you
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  having to do everything yourself. You need a
• 11:23
  trusted partner like us who does that for you,
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  the implementation team, right? But if you didn't
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  know me, you wouldn't know that there's fractional
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  help out there that you just plug and play. Here's
• 11:34
  the team, right? So you can lean on everybody
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  in your community for referrals, for vendors,
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  and for clients. And you hit on so many points,
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  so many good points that I don't know where to
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  begin. But it is so important that you, I learned
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  this in business a long time ago. I do the things
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  that I love. I do those things. The things that
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  I hate, I source out. I don't want to deal with
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  that. So I just do the things that I love. And
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  again, fortunately, I was in business with my
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  brothers. So they took up a lot of that. But
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  we all worked off of one another. And I'll tell
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  you, on a bigger scale, Steve Jobs, when he first
• 12:20
  created Apple, it was, he knew his strong points.
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  But his weak points, he hired the people to fill
• 12:30
  those weak points. So he had a well -rounded.
• 12:33
  board and not just a bunch of yes men exactly
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  that's what i tell everybody i'm like hire people
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  smarter than you you have to and have them do
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  everything you're not good at that's why i coined
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  the phrase do what you love and outsource everything
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  else absolutely it's great that's a great thing
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  how can networking become a source of support
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  and energy instead of just another obligation
• 12:58
  Yeah, you have to be careful, right? Because
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  when you know why you're going, I say set an
• 13:05
  intention before you go to a networking event.
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  What's the point of going? And most of the time
• 13:11
  I say, look for referral partners because you
• 13:15
  can build your business faster with 10 referral
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  partners instead of 10 clients, right? Because
• 13:22
  those 10 referral partners can give you that
• 13:25
  many more connections to more people. Again,
• 13:28
  We're not looking for direct clients. That will
• 13:32
  come naturally. But if you're building referral
• 13:34
  partnerships, you're going to be set the second
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  you have 10 really good referral partners. Absolutely.
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  And those referral partners, that's a never -ending
• 13:45
  client source, right? If you get a client, that's
• 13:49
  great. You got to hit that client. So unless
• 13:51
  that client refers you, but those referral sources
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  will constantly refer you. So yes, that's how
• 13:58
  you increase your business. What signal, what
• 14:02
  signals tell you someone is building a sustainable
• 14:05
  business versus simply surviving day to day?
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  They're really good at delegation. So I teach
• 14:13
  clients a CODA method. We call it how to keep
• 14:17
  the things you're good at. which is the k o stands
• 14:21
  for outsource outs this outsource the stuff that's
• 14:24
  really specialized and needs somebody really
• 14:26
  smart to to outsource to let's say a fractional
• 14:30
  cmo like us or a fractional cfo right outsource
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  those delegate to your team the d is delegate
• 14:37
  to your team the stuff that you're like this
• 14:40
  is repetitive it's the same thing over and over
• 14:42
  again you record a video how to do these things
• 14:47
  these tasks you can delegate those tasks and
• 14:50
  then the a is automate there's so many cool things
• 14:53
  now with ai that you can automate oh my gosh
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  so the people that instantly when i say oh we
• 14:59
  have a coda method and it's what to outsource
• 15:02
  what to delegate automate and they're like and
• 15:03
  they can spitball exactly what they've outsourced
• 15:07
  and delegated i'm like oh you're building a sustainable
• 15:09
  business you're set and then people that when
• 15:13
  i say that they have their eyes this big and
• 15:15
  they're like oh i'm doing all of that myself
• 15:18
  my whole list is everything myself i'm like you're
• 15:21
  going to be in trouble unless you hurry up and
• 15:24
  start outsourcing and delegating and automating
• 15:26
  stuff absolutely and of course it depends on
• 15:29
  how much money they have when they started So
• 15:33
  if you're starting behind the eight ball, that's
• 15:35
  much more difficult. There's a whole formula
• 15:39
  how many months you need before you go into business,
• 15:42
  but what you said is exactly right. Why do meaningful
• 15:48
  relationships often become more valuable as the
• 15:55
  business grows and not less? You can lean on
• 15:59
  people so much more. I never thought about having
• 16:03
  a banker until recently as a business owner.
• 16:08
  And I've been a business owner 24 years. Somebody
• 16:10
  in my network referred me to a banker and said,
• 16:14
  they will give you the most amount of relationships
• 16:16
  you'll ever need. And you can get lines of credit.
• 16:22
  You can have a small business loan. There's so
• 16:26
  many ways to increase your business just by that
• 16:29
  one relationship, just by that banker. But the
• 16:32
  people in your network, you can lean on for,
• 16:35
  hey, I have this idea. Oh, I need a patent. Do
• 16:39
  you know a patent attorney? But if you don't
• 16:41
  have that community to lean on, you will, yes,
• 16:45
  you can look on Google and figure out your reviews.
• 16:48
  But has anybody that you know worked with them?
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  Like how, you don't even know what questions
• 16:53
  to ask them. for the relationship so if you have
• 16:56
  to continue building all those really good relationships
• 16:59
  it'll be it's everything it's a huge time saver
• 17:03
  because yes you can probably get the answer in
• 17:07
  let's say three or four days after you finish
• 17:09
  researching the person and his google reviews
• 17:12
  and see if anybody worked with him instead because
• 17:15
  when you get a referral it's like a done deal
• 17:18
  exactly immediately so it works out really well
• 17:22
  How can entrepreneurs build genuine connections
• 17:26
  when they feel overwhelmed, stretched too thin,
• 17:29
  or constantly busy? outsource, delegate and automate
• 17:38
  so you can go network. So you can be the face
• 17:42
  of the company. I tell people as business owners,
• 17:45
  especially small business owners, you need to
• 17:47
  be the face of the company. So you need to be
• 17:49
  out doing the networking, but you don't need
• 17:52
  to be posting on social media. You don't need
• 17:54
  to be doing bookkeeping. There's things that
• 17:56
  you can get rid of off your plate so that you
• 17:59
  have the time to build those meaningful relationships
• 18:02
  to go to the network. events to give back and
• 18:06
  make connections for other people. And then it
• 18:08
  comes back tenfold all the time. Yeah. When you
• 18:12
  are the face of the company and people realize
• 18:16
  that when they see you, they see your company,
• 18:18
  but there's a mantra in networking that really
• 18:22
  comes to life. If they know you, if they like
• 18:26
  you and trust you, then they'll do business with
• 18:29
  you and know you. When you go to enough networking
• 18:31
  events, everybody knows you. Right. But likes
• 18:34
  you, that narrows the field down just a little
• 18:37
  bit because everybody's not going to like you.
• 18:40
  But trust, that's a major factor because nobody's
• 18:44
  going to do business with you unless they trust
• 18:46
  you. So once you've established that bit of trust,
• 18:51
  then you can go further with your networking
• 18:54
  and everything else. And it actually becomes
• 18:56
  easier and more enjoyable and you'll enjoy doing
• 18:59
  it. And then you'll see to. give away the things
• 19:02
  that you don't want to do. Exactly. That's neither
• 19:05
  here nor there. And they say, what is it? Nine
• 19:08
  times that somebody has to see you, hear about
• 19:11
  you, talk to you to even build that trust. So
• 19:16
  you got to keep going. Yeah. Between eight and
• 19:19
  12 times. It takes between eight and 12 times
• 19:22
  of touches. It could be emails, could be seeing
• 19:25
  you, it could be something else. But before they
• 19:27
  even, because I have this whole thing with emails,
• 19:31
  a corporate email, when you first send an email,
• 19:34
  you have a 2 % chance of them responding to that
• 19:37
  email. And you say, oh my God, that's really
• 19:40
  low. But I also have a system, I call it my secret
• 19:45
  sauce of follow -up. Because I feel the follow
• 19:48
  -up is more important than actually meeting the
• 19:51
  person. And if you finish with the whole follow
• 19:54
  -up, I can get you to about 75 % of a chance
• 19:58
  of them returning your email, positive or negative.
• 20:02
  That doesn't matter because at least chance,
• 20:05
  but it's very important. But always remember,
• 20:07
  it's between eight and 12 touches before they'll
• 20:10
  even respond to you. Yep, exactly. So don't give
• 20:13
  up. No, no, persistence. unless they come out
• 20:17
  and physically tell you no. Then you say, okay,
• 20:21
  I'll stop. But otherwise, you're persistent,
• 20:24
  you're consistent, and the consistency pays off.
• 20:28
  The persistence pays off in the long run. This
• 20:32
  is not a short -term game, right? This is a long
• 20:36
  game. What's the difference between surrounding
• 20:39
  yourself with people who drain you and people
• 20:42
  who strengthen your growth? Wow, that's everything
• 20:46
  too. There are groups that you can go to and
• 20:50
  you can feel the energy immediately like, oh,
• 20:53
  no, not my people. And then you go in other rooms.
• 20:59
  I have a networking. It's not a networking group.
• 21:02
  It's more of a media company, but they put the
• 21:05
  most high achieving women in all of the US in
• 21:08
  one room together and 100 million. 50 million
• 21:13
  dollar companies that these women have built
• 21:15
  and scaled and sold it makes you want to do more
• 21:18
  you're like oh the ceiling is way up there i'm
• 21:22
  not done yet and so it it makes not forces you
• 21:27
  but it makes you want to continue achieving if
• 21:31
  you're in the room with people that have done
• 21:34
  stuff more than you have done. I would have never
• 21:37
  written the book had I not been in that group,
• 21:39
  right? I would have never been on stages and
• 21:42
  on TV and done any of this PR stuff had it not
• 21:46
  been for that group. So it makes you, if you're
• 21:50
  in the right room, it makes you want to achieve
• 21:53
  more and more. Yeah, it makes you want it. That's
• 21:56
  all. It really, it opens your eyes to say, you
• 21:59
  know something? I thought I could only do. this
• 22:02
  level. But this open your eyes and you can say,
• 22:05
  wow, I could do so much more. And you want to
• 22:09
  do so much more. But then you realize you can't
• 22:12
  do it alone. And the people who you surround
• 22:16
  yourself with. Now, remember, this goes back
• 22:20
  to having a circle of friends, right? Do you
• 22:23
  want to have a circle of friends that are always
• 22:25
  doubting you and saying you can't do this? Or
• 22:28
  would you rather have a circle of friends saying,
• 22:30
  yeah. That's great. Do it. You need help? I can
• 22:33
  help you or something. And all of that, it lifts
• 22:36
  you up and it makes you want to do more. It makes
• 22:38
  you want to do better. 100%. How do strong communities
• 22:44
  create opportunities that would never happen
• 22:47
  through strategy alone? I think we kind of hit
• 22:54
  on that before, right? Is having those connections
• 22:57
  and the referral partnerships and just thinking
• 23:01
  like that lady said to me, do you have a banker?
• 23:04
  And I was like, oh my gosh, no, I don't have
• 23:06
  a banker. I have a bank, but that's not the same
• 23:09
  thing as having a banker in your corner that
• 23:12
  gives you referrals or that gives you money.
• 23:16
  It's true. It's true. Okay. Let's bring this
• 23:19
  podcast full circle. If a listener wants to grow
• 23:22
  their business over the next 90 days without
• 23:25
  sacrificing their well -being, what one relationship
• 23:29
  building habit would you recommend that they
• 23:33
  start immediately? At least one networking event
• 23:38
  a week and one virtual coffee a day. Okay, wow,
• 23:44
  that's really good. And if they can do that,
• 23:46
  then they should well be on their way. hundred
• 23:49
  percent and because as long as you know what
• 23:51
  you're going to that networking event for or
• 23:54
  what you're having the virtual coffee for i'm
• 23:57
  always building my community building my network
• 24:00
  so that i can have When someone, a client asks
• 24:03
  me for anything, I'm like, got you. I already
• 24:06
  know somebody that I can give you. I know two
• 24:08
  people. So you have that. So I'm always going
• 24:11
  to the networking group to build my network so
• 24:14
  nobody can ask me for something. And I'm like,
• 24:17
  I don't know anybody. No, you're absolutely right.
• 24:21
  A hundred percent right. I could probably talk
• 24:24
  to you for another hour because we talk so much
• 24:27
  on the same level. Yes. We really coincide. Kelly,
• 24:31
  if somebody wanted to hire you or be mentored
• 24:35
  by you or just call you to say hi, how can they
• 24:38
  get hold of you? Our website, DuplicateMyselfKLM
• 24:43
  .com, and that has all of our contact information.
• 24:48
  That's great. Okay. So this conversation is a
• 24:51
  reminder that entrepreneurship was never meant
• 24:54
  to be a solo journey. The right community can
• 24:58
  give you perspective, support, encouragement,
• 25:00
  accountability, and opportunities you would never
• 25:04
  create on your own. Strong relationships don't
• 25:07
  just grow business, they help sustain the people
• 25:10
  building them. Take one step this week. All right,
• 25:14
  let me start that again. Take one step this week.
• 25:17
  Reconnect with someone who brings positive energy,
• 25:21
  insight, or encouragement into your life. One
• 25:24
  meaningful conversation can shift your mindset
• 25:27
  more than another hour of overworking yourself.
• 25:32
  If you found value in today's episode, make sure
• 25:35
  you like, follow, and subscribe to Networking
• 25:37
  Unleashed, Building Profitable Connections, so
• 25:40
  you keep getting the best insights on networking
• 25:42
  and communication. And share this episode with
• 25:45
  an entrepreneur who could use both encouragement
• 25:48
  and community right now. If you'd like to help
• 25:52
  to strengthen your communication and building
• 25:55
  relationships, that lead to opportunity and sustainable
• 25:58
  growth, visit michelaforman .com to learn how
• 26:02
  I work with professionals, teams, and organizations.
• 26:05
  So until next time, build your business, protect
• 26:08
  your energy, and surround yourself with relationships
• 26:11
  that help you grow. Wow, that was a mouthful
• 26:15
  and I could barely get through it. But Kelly,
• 26:18
  I can't thank you enough for coming on the podcast.
• 26:21
  You were wonderful. Thank you so much for having
• 26:23
  me. It was a pleasure. Well, hold on, folks.
• 26:31
  Don't go anywhere. Let's hear from our sponsors.
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  David Neal, co -founder Revved Up Kids. Revved
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  Up Kids is on a mission to protect children and
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  children, teens, and adults. To learn more, go
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  to revvedupkids .org. Henry Kaplan, Century 21.
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  When it comes to making the biggest financial
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  decision of your life, leave it in the hands
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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
• 27:16
  for you. You can contact Henry at 561 -427 -4888.
• 27:24
  All right, folks. A huge thank you to our guests
• 27:27
  for sharing such incredible insights today. And
• 27:30
  of course, a big shout out to you, our amazing
• 27:33
  listeners, for tuning in and spending your time
• 27:36
  with us. If you're interested in my digital courses,
• 27:40
  being coached, or having me come and talk to
• 27:43
  your company, just go to Michael and fill out
• 27:46
  the request form. Remember, networking isn't
• 27:50
  about being perfect. It's about being present.
• 27:53
  So take what you've learned today. get out there,
• 27:55
  and make some meaningful connections. If you've
• 27:59
  enjoyed this episode, please don't forget to
• 28:01
  subscribe, leave us a review, and share it with
• 28:04
  someone who could use a little networking inspiration.
• 28:08
  Let's keep the conversation going. You can find
• 28:11
  me on Apple, Spotify, Pandora, YouTube, or my
• 28:15
  website, foreman .com slash podcasts.