Latest / Networking Unleashed: Building Profitable Connections / Networking Unleashed: S1E48 An Interview with Kelle Sparta and Michael A Forman, Public Speaker

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Networking Unleashed: S1E48 An Interview with Kelle Sparta and Michael A Forman, Public Speaker · Networking Unleashed: Building Profitable Connections

0:14
Hello and welcome back to Networking Unleashed,
0:17
Building Profitable Connections. Welcome to the
0:20
show, folks. I'm your host, Michael Foreman,
0:23
and you're listening to the podcast where networking
0:26
is more than just awkward handshakes and bad
0:30
coffee. It's an art and a talent. But here's
0:33
the twist. It's an art and talent you can actually
0:36
learn. Yes, even if you're the person hiding
0:40
in the corner at every event, pretending to check
0:42
emails. Networking isn't just a nice skill to
0:46
have, it's a game changer. When you get good
0:49
at it, you'll wonder why you didn't start sooner.
0:52
More connections, more opportunities, more profits.
0:56
It's like unlocking a cheat code for life. I
1:00
have a very nice guest today. Her name is Kelly
1:04
Sparta, and she's got... A huge background, so
1:08
I don't want to really butcher it, but I will
1:11
just read the first sentence. She's a spiritual
1:14
business coach, transformational shaman, and
1:19
energy healer with 50 years experience in personal
1:22
growth, spiritual practices, and 38 years in
1:26
business. So Kelly, welcome to the show, and
1:31
why don't you give us a little bit of more in
1:33
-depth knowledge of your background. Sure, Michael.
1:36
Thank you for having me. So I'm going to tailor
1:39
this a bit to the people that are listening to
1:42
you because I'm going to do a little bit different
1:43
bio than I usually do because not a lot of people
1:46
know this about me anymore, but I used to be
1:48
a national trainer in the real estate industry.
1:51
And so I've actually got a book out in the marketplace
1:54
called The Consultative Real Estate Agent. I
1:56
did not choose that title. It was terrible. And
1:58
I trained real estate agents for about a decade
2:02
and a half. background in the spiritual world
2:06
is I've been doing this stuff since I was five
2:08
years old. My mom said I was talking to ghosts
2:10
in my crib. And so these days, what I do, and
2:14
you're probably going, what does that have to
2:16
do with networking? I am also a super connector.
2:18
And the work I do these days is very much about
2:21
bringing people into alignment with their purpose
2:24
and their business. And so your purpose is the
2:27
fullest expression of your authentic self. And
2:30
when you are in the fullest expression of your
2:32
authentic self, then you are in alignment. with
2:35
what you're doing. And that alignment creates
2:38
profit because people will be naturally attracted
2:41
to you. And a classic example was back when I
2:44
was selling real estate in the 90s and I came
2:48
out of the spiritual closet, right? I was desperately
2:51
afraid to share what was going on with me. And
2:54
every single client I had at the time was like...
2:58
That's so cool. Did you know about this? Did
3:00
you know about that? Can you tell us the history
3:02
of the house? And does it, is it haunted? And
3:04
all this stuff. It was so great because everybody,
3:07
nobody looked at me like I had three heads. It
3:10
was amazing. And that's just because I was drawing
3:13
in the people that were in alignment with me.
3:17
And nobody was talking about it in the 90s because
3:20
if you talked about it, you were a nut job. And
3:22
now. People are like, oh, you can talk about
3:25
it now, mostly. Mostly. I'm okay with the not
3:28
mostly signs, though. That's okay. But I want
3:31
to, your opening just spoke to me so much. I
3:35
want to jump right into that, if that's okay.
3:37
Absolutely. You talked about people standing
3:39
up against the wall and I want to give you guys
3:41
my favorite trick for networking because I am
3:44
a super connector and I just, I talk to people
3:48
and I know everybody, right? And the reason that
3:51
works for me is because I was a very shy child
3:54
and the military forced me to be less shy or
3:58
have no friends, right? So I learned how to talk
4:00
to people. But the thing that I found most useful
4:03
in networking was to assign myself a role. at
4:07
the event. And it wasn't an official role. It
4:10
was an unofficial role. So however I was feeling,
4:14
which was usually unwelcome, right? However I
4:17
was feeling, I would assume that the other people
4:19
were feeling that way too. And I would designate
4:21
myself the welcome committee. And so anybody
4:24
walking, standing around the outside edges of
4:26
the room, I would walk up and say, Hey, who are
4:29
you? What you doing? How's it going? has, what
4:32
do you do? Talk to me. And then the minute we
4:34
would exchange information and we got to the
4:37
end of our two or three minute conversation,
4:38
which is really the only time you should be spending,
4:41
right? I would say, oh, great. Come with me.
4:44
And I grab them by the hand and I drag them to
4:45
a group of people who were talking and I butt
4:48
into the group of people. And I would say, have
4:51
you met so -and -so? And they, that I would introduce
4:53
them and they would say, that's awesome. They
4:55
would introduce themselves and then they say,
4:57
who are you? And that would give me an excuse
4:59
to be in the circle, right? And so by facilitating
5:02
other people's network, I got to facilitate my
5:06
own. And then when the conversation would die
5:08
down a little bit and people would start to blah,
5:10
blah, blah, and there wasn't anything else to
5:12
say, I'd grab somebody and say, who hasn't been
5:14
around the room? And I'd grab them by the hand
5:15
and walk them over to the next group. And I just,
5:18
that's what I do every time. And it makes it
5:21
so much easier. You hit upon so many points of
5:25
interest that I speak about when I go on stages
5:28
or do workshops in companies. But you really
5:32
spoke about being an extrovert versus an introvert
5:35
and what you have to do and everything else.
5:37
And I go in a lot about that. But that's very
5:40
good what you did and what you picked up on.
5:44
And that was just that was great. You brought
5:46
up the military. Were you in the military? My
5:50
mother and my ex -husband were both military.
5:52
So when we moved down here, I live in Bukete,
5:55
Panama now. This was my 40th move, 4 -0. So yeah,
6:01
if I didn't make friends fast, I didn't make
6:02
friends. Absolutely. No, I spent nine years in
6:06
the Air Force. That's why I asked. You understand.
6:08
I understand completely. Okay, so how about we...
6:14
We go right into this. And how does your spiritual
6:17
background influence your networking approach?
6:23
You're going to love this. So I do, when I go
6:26
networking, I do what I call finding the bright
6:28
and shiny in the room. Okay. I can walk into
6:31
a room and I have walked into a room of 500 people.
6:34
And just what I do is just turn on my extra sensory
6:38
perception. I'm looking at the auras in the room
6:40
and I'm like, who's bright, who's lightened up
6:43
for me. And I go and I talk to them and I actually,
6:46
it's very funny. You're going to, it's hysterical.
6:48
There was this guy and the networking event I
6:52
was at was a, it was a weird one. It was a combination
6:55
singles event. and business networking, which
7:01
was odd. And so this guy, I talked to him and
7:03
he's, you know, help me find somebody. And we
7:06
walked around the room and walked around and
7:07
he's like, how about this one? I'm like, no,
7:09
not that one. Why? And I would tell him why and
7:10
we'd keep going. And finally, I saw somebody
7:12
from across the room. I'm like, her. And he started
7:14
laughing. And I'm like, what? He said, that's
7:17
my wife of 12 years. I'm like, perfect fit. So
7:26
that's the thing is that you're, what you're
7:30
looking for is the bright and shiny. And so I'll
7:33
say this from two perspectives. One is if you're
7:35
in a physical space, you're looking for the person
7:37
who's attracts your attention more than anybody
7:39
else. So you want to sit at the edge of the room,
7:42
not engage with anybody and just allow yourself
7:44
to look over the room and see who you feel like
7:50
you want to go talk to. OK, and it's not an in
7:53
your head feeling. It's an in your body feeling.
7:55
It's a right with that energy. And then the other
7:58
side of it from a networking perspective is it's
8:02
also from a prospecting perspective, because
8:04
I used to use this all the time in my real estate
8:07
practice. Anytime somebody's name would come
8:11
to mind that I hadn't thought of in a while,
8:12
I would pick up the phone immediately and call
8:14
them and they would always be getting ready to
8:17
put their house on the market. Really? Yeah.
8:21
So I called that intuitive prospecting. Okay.
8:24
That's intuitive prospecting. Okay. How do you
8:27
align networking efforts with your soul's permission?
8:34
Your soul. So when you're networking, so networking
8:41
is all about finding the connections to the clients
8:43
that you want, right? Absolutely. And so it's
8:48
very much about. being in alignment with that
8:51
person. It's less about the networking and more
8:54
about the target marketing, right? So you need
8:57
to be really clear that you're in alignment with
9:01
your target market. I actually just talked to
9:02
somebody earlier today who's doing some consulting
9:04
work. She's working with people on Wall Street
9:07
and she comes from Wall Street and that's great
9:10
and it's making her money, but she's not in alignment.
9:12
It's not, doesn't make her soul sing. So she's
9:15
looking for the next thing. And so the thing
9:17
that you have to be clear on is what makes your
9:20
soul sing? What is it that you're excited about?
9:22
The reason I was so happy in real estate is because
9:25
at my heart, I am the person who stands at the
9:29
threshold of initiation from one identity to
9:32
the next. And real estate, when you move, you
9:35
change identity in a lot of ways. And so it was
9:38
in alignment with who I was at my core, right?
9:41
You have to... Be clear about who you are and
9:45
what's important to you and what your values
9:47
are. Make sure you're living by your values and
9:49
not your parents' values because otherwise that's
9:51
a recipe for misery. And then you can come about
9:55
that and say, okay, now I'm clear on who it is
9:58
I want to talk to. Now I need to find the intuitive
10:01
connections and the networking connections that
10:04
get me there. And that is also about connecting
10:08
with people with similar values. Right. So I
10:11
just had a guy on my podcast. I've got a spiritual
10:14
podcast called Spirit Sherpa. And I just had
10:17
a guy on who was a financial manager. And why
10:21
would you have a financial manager on a spiritual
10:23
podcast, which normally I would never do. But
10:25
the guy's so aligned. He's heart centered. He's
10:28
aligned. It's all about purpose. It's all about
10:30
it. I'm like, yes, I want my people to know that.
10:32
Right. But it's all about finding the alignment
10:35
and values. I had somebody on my podcast. His
10:40
main thing is a servant's heart. And his main
10:44
goal is just to give and help and everything.
10:48
And he is so on point with everything. And you
10:53
can tell that it's genuine just by the way that
10:56
he speaks. So I understand that completely. How
11:00
do you balance building profitable connections?
11:03
while staying true to your spiritual values.
11:07
You can't let your pocketbook dictate your actions,
11:13
okay? Hard to do. Yeah, I see this all the time
11:17
in the real estate world and mortgages where...
11:20
They'll prospect, end up with a ton of business
11:22
and then they don't prospect and then they end
11:24
up with no business. And then they have to, they
11:26
up and down and up and down and up and down.
11:27
And at the bottom of that cycle, inevitably they
11:30
will pick up somebody who will make them miserable
11:32
and who will take all their time and all their
11:35
energy and give them nothing in return and probably
11:38
not even buy. And that's where things go south
11:41
as you can, the better you can take care of yourself
11:44
by creating consistency in your business, by
11:48
automating your system. so that your marketing
11:50
goes out consistently without you having to touch
11:52
it and making sure that the business keeps coming
11:55
in even when you're busy. The more you can do
11:58
that, the less likely you are to make those bad
12:00
decisions. Now, if you happen to be in that position
12:03
where you're like, money isn't there, I gotta
12:07
pay the bills, taxes are coming, whatever, then
12:10
you have to... You have to center yourself and
12:14
you have to trust. You have to go back into your
12:17
knowledge base of saying, look, there has always
12:20
been money there. There will be money there again.
12:24
I have not been doing the things I was supposed
12:26
to do to get the money in the door. All I have
12:29
to do is breathe. It'll be fine. And I'm going
12:32
to trust that the universe is going to send me
12:34
something, somebody who is perfect, who is going
12:37
to be easy and profitable and grateful and send
12:40
me lots of referrals. And then instead of acting
12:43
out of panic, you sit down, get centered and
12:46
just open your mind and say, okay, who needs
12:49
to hear from me? And open your mind to all of
12:52
your past clients, all of the people you know,
12:55
and see whose name pops up and call them and
12:58
see why they need to talk to you. Now, sometimes
13:00
it'll be business and sometimes it won't. Sometimes
13:03
it'll be a referral. Sometimes it'll just be
13:06
a social call, but they'll remember you two weeks
13:07
from now when they have a conversation with somebody
13:09
else. You never know. Right. But you got to trust
13:12
what shows up. Yeah, there's a I was in the mortgage
13:16
industry for 10 years. So I really understand
13:19
that we had a system to keep yourself in front
13:23
of all of your clients, your past clients. So,
13:27
you know, it goes along that way. But I learned
13:31
a very valuable lesson. I learned how to fire
13:34
my clients. Yes. OK. Yes. I fired them and they're
13:41
always so, what do you mean you don't want to
13:43
work with me? You're so difficult and everything
13:45
else. It's better that you work with somebody
13:48
else because honestly, I won't have the patience
13:50
to do it. But that's, I had to learn that the
13:53
hard way. The very hard way. Happiest places
13:57
were the people I fired. Yes, absolutely. Absolutely.
14:01
You were making me crazy. Okay, so. What's your
14:06
top tip for networking authentically in the business
14:10
world? So the one thing that I see happen a lot
14:16
with people who are out there networking is that
14:19
they're so busy pitching, they're not listening.
14:22
Active listening. Yeah, active listening. It's
14:27
great to want to go out and talk about yourself.
14:29
And I am the queen of talking about myself. Look
14:31
at me here. But you really, before you can tell
14:34
anybody anything about what you do, you first
14:37
need to understand who they are and what they
14:38
need. Because I don't know about you, but I got
14:41
toolkits mile wide and 20 miles deep. So if I
14:44
talk about everything I do, we'll be here for
14:46
several hours and you'll be bored. I need to
14:49
find out what's going on with them. And so I
14:51
might give a one liner that's just enough to
14:54
get people interested. When you're in an industry
14:57
like real estate or mortgage or insurance, there's
15:00
a lot of people who are probably at the same
15:02
event as you who are in real estate, mortgage
15:04
and insurance. And I used to run these groups
15:06
in Boston and that was 90 % of the room. that
15:09
those four categories and financial planner in
15:11
there too, right? The four categories were the
15:13
most people in the room. So how do you make yourself
15:16
sound different? So that's the first thing is
15:19
you're like, okay, my differentiation is I am
15:21
the goddess of real estate or I am the queen
15:25
of making happy change or something, right? Something
15:28
just enough that people go, what's that? And
15:30
then you can talk about yourself. But I generally,
15:32
I start with them. I start with saying, who are
15:35
you and what are you doing? What's going on for
15:37
you? Because that's the first thing I'm going
15:39
to do. The second thing I'm going to do is say,
15:41
who do I know that I can connect with? Okay.
15:45
Now here's a super connectors, very hard one
15:49
piece of information. Do not commit yourself
15:52
to following up with them. Make the offer. Tell
15:55
them that you're happy to give it to them. Hand
15:57
out a card and say, if you send me an email,
15:59
I'll give you the information. Because 99 times
16:02
out of 100, they do not send you an email. And
16:05
if you are the one who has to follow up with
16:07
them every time, you'll be spending two or three
16:09
hours after every event following up with all
16:11
the people that you promised something to who
16:13
never will read it, never will appreciate it,
16:15
never will do anything with it. So say, I'm happy
16:18
to help you here. Here's my card. Please follow
16:21
up and I'll give you the information. And then
16:24
after I've known about them, given them something,
16:28
then I will offer them information about me because
16:31
the social contract is if I give you something,
16:35
you should give me something in return. And in
16:38
this case, it's your attention and maybe your
16:41
referral or your business. The first thing that
16:45
the networking rule is when you go to a networking
16:49
event, you look to give, not to receive. So when
16:53
you're asking that other person all about them,
16:57
there's a methodology we use. It's called form,
17:01
family, occupation, recreation, and a message.
17:04
And that's all to build up the rapport so that
17:08
you can, when you walk up to somebody, because
17:10
you think of that before you. Speak with them.
17:14
And you have them talk about themselves because
17:16
you know as well as I do, people love to talk
17:19
about themselves. They do. So you let them. But
17:23
you end the conversation with, you know what?
17:26
I like you. I like what you do. I like how you
17:29
do it. How can I make you more successful? How
17:33
can I be a good referral source for you? And
17:36
this is before you even say what you did. And
17:39
that usually blows them out of the water and
17:40
everything is good after that. So that's just
17:43
a little bit, a little tidbit. Which spiritual
17:46
principles have you found most effective in building
17:51
meaningful business relationships? Non -judgment
17:57
is the single most useful one. Because everyone
18:02
lives in fear of being judged because they spend
18:05
their whole lives judging themselves and projecting
18:07
that judgment onto others. And so when you can
18:10
stand in a place where absolutely nothing that
18:13
comes out of anybody's mouth is judged, and that's
18:16
true whether you're talking to the person themselves
18:19
or talking about someone else. Because if you're
18:22
going to judge somebody else, they're going to
18:23
assume you're going to judge them. So non -judgment,
18:26
if you can stay out of judgment and stay in a
18:29
compassionate, open -hearted space, then people
18:33
will trust you at a much higher level and a deeper
18:37
level. And they are more likely to refer to you
18:39
because they trust you. Know you, like you, trust
18:44
you, they'll do business with you. That's the
18:47
mantra of networking. And it's true no matter
18:50
how you slice it. It really is. But what you
18:52
said is so real. Can you share a networking challenge
18:55
that you faced as a spiritual entrepreneur and
18:59
how you overcame it? Yes, I can definitely do
19:04
that. I made the mistake of joining a BNI group
19:08
when I was promoting myself as the business shaman.
19:11
And that BNI group. had zero referrals for me.
19:16
They were not at all interested in anything I
19:19
was doing. They, in fact, looked at me like I
19:22
was a nut job. This was about 2006, 2007. And
19:26
the way I solved it is I left the group and found
19:29
Better Shores. And BNI, it's either you have
19:36
it, what everybody's interested in, or nothing.
19:39
Yeah. And you don't get anything. So that's the
19:42
way BNI... works, but I completely understand
19:45
what you're saying. How do you create mutual
19:49
value in networking while honoring your spiritual
19:53
beliefs? I don't know that there's a conflict
19:59
with my spiritual beliefs or my spiritual assumptions
20:02
about life with any networking. The only difference
20:05
would be that I don't network with people I don't
20:08
like. It's a good thing, isn't it? Yeah. If you're
20:11
not going to like them, then you're not going
20:12
to send them business. And if you don't like
20:14
them, the clients they get, aren't going to like
20:15
you either. There's really no point in being
20:18
there, but to get to a certain point and really
20:21
in our, with our ages, we've gotten to a certain
20:24
point where, you know what? I don't like you.
20:27
I don't have to deal with you rather than just
20:30
starting out. And we're like, I'm going to take
20:32
everybody. I don't care. I'm disliking whatever.
20:35
I would not recommend that. Even when you're
20:37
younger, you're going to beat your head against
20:40
the wall and you're going to be, you're going
20:41
to feel rejected and miserable all the time because
20:43
the people that you don't like you, and then
20:46
you're going to feel rejected. And why would
20:48
you do that to yourself? Just see, if I knew
20:50
us a hundred years ago, I wouldn't have, I would
20:54
look like this. Okay. Because I beat myself up
20:56
against the wall. What mindfulness practices
21:03
do you incorporate into your networking strategy?
21:09
So networking these days for me is a little different.
21:12
So I'm going to actually jump into online networking
21:14
to have that conversation because I live in Boquete,
21:17
Panama, but my market is in the U .S. And so
21:20
all of my networking these days is online. And
21:23
so the first thing that I'm doing is I am researching
21:27
people before I talk to them. Everybody and their
21:30
brother wants some of my time right now. Every
21:33
time I turn around, somebody's, oh, let's hop
21:34
on a networking call. And I'm like. I've got
21:37
12 calls this week and I've got four podcasts
21:40
and I have to actually get some work done at
21:43
some point. And you have to recognize, especially
21:45
if you're talking to somebody who's busier, the
21:48
more successful someone is, the more you have
21:50
to justify the reason for the call and the more
21:54
you need to honor the time that they give you.
21:56
whether it's 15 minutes or an hour and a half.
21:58
If I'm giving you more than 15 minutes of my
22:01
time at this point in my career for networking,
22:04
it's because I feel like there's something to
22:06
be had here. I don't call people just to talk
22:08
to people at this stage. And a lot of that's
22:12
just because I don't want to be on the computer
22:13
all the time. And so this is about aligning my
22:16
level of need to have time away from the computer.
22:20
And this is about balancing for myself. So it's
22:23
not actually about the networking. It's about
22:26
the time management for myself around networking.
22:30
Because if you go to a new networking event online,
22:35
Give it one or two tries. If you don't get anything
22:37
out of it, move on, go to something else. If
22:40
you're not coming in, especially if it's like
22:42
a two hour event, I went to a two hour event
22:44
two weeks ago, got zero out of it. I've got another
22:47
one coming up tomorrow. If nothing comes out
22:49
of that one, I will not be going back to that
22:51
event. It's very much about honoring your own
22:54
energy levels and knowing what you can and cannot
22:58
do. Because the problem is that, especially when
23:02
you're working one -on -one with people, if you
23:03
start to burn out, they will feel that and cancel
23:07
their appointments with you. That has happened
23:09
to so many people I know because they get burned
23:13
out and they're like. want to have any calls
23:15
today and suddenly the calls are just dropping
23:18
like flies and you're like oh but i needed that
23:20
business and that's problematic so you really
23:22
do have to manage your own energy really well
23:25
and make sure that you have a clear agenda for
23:27
the conversation that you're having even if it's
23:30
a hey i really like what you do let's learn about
23:33
each other that is a clear agenda but the hey
23:36
let's just jump on a call because we happen to
23:38
jump and there's no value there and don't lie
23:40
to people about why you're setting the meeting
23:42
by the way because they know Right? Of course
23:45
they know. But you have to have, there has to
23:48
be a goal for the call. There has to be a reason.
23:52
Unless it's just a friend of yours that you want
23:54
to catch up with. But if you're in business,
23:57
there has to be a little structure, a goal for
24:00
the end of the conversation. There's got to be
24:02
a reason why you spoke. So that's all comes with
24:05
it. How do you attract and identify networking
24:09
opportunities that align with your spiritual
24:12
and business goals? You're going to laugh again.
24:17
I see so many things come across my desk and
24:20
so many opportunities. And for me, a lot of it
24:24
is simply. just feeling into it if i so your
24:29
body knows what is good for you and what isn't
24:32
your body can feel into the energy of what's
24:35
going on in the room and so if you get your head
24:38
out of the way and just close your eyes and put
24:40
the idea of going to that on the table don't
24:43
think about it just put the concept of it on
24:46
the table and then listen to your body if your
24:48
body goes then you go if your body goes then
24:52
you don't if your body goes then I usually don't
24:55
go. An eh is not enough for my time. For somebody
24:59
just getting started, an eh might be useful,
25:01
right? It might be. You're absolutely right.
25:04
But again, it's because of where we are in our
25:08
venture. You don't have time for stupid people.
25:13
I don't have time for this. That's true. That's
25:18
true. That's true. Who don't have anything to
25:20
offer me and who I probably don't have anything
25:24
to offer. If it's not a fit, I don't have time
25:26
for non -fits. Yeah. Okay. You're not wrong.
25:31
Bringing this full circle, how do you see networking
25:35
evolving for the spiritual entrepreneurs in the
25:39
coming years? Oh, what a great question. See,
25:43
here's the thing. When I work with spiritual
25:46
entrepreneurs, and what I'm saying is people
25:49
who are teaching spirituality and doing spiritual
25:52
services and things, the biggest challenge that
25:56
they have is that they are tech -phobic. And
26:00
they really don't want to be running a business
26:02
90 % of the time. And the reason that they are
26:06
running a business is because there's nobody
26:07
who can employ them. And so if they could get
26:10
a job doing it, they would. And so that's the
26:13
biggest challenge for them right now. And so
26:15
in the coming years, I think that anybody who
26:18
can translate tech is going to be greatly in
26:22
demand for them. And anybody who can help them
26:26
use AI is going to be greatly in demand for them.
26:30
And in terms of their networking, one of the
26:34
first rules of networking is how do you Find,
26:40
go to the places where your clients are going
26:43
to be, right? Or the people who have your clients
26:46
are going to be one or the other, right? Or both,
26:48
ideally. And they need to be able to find those
26:51
venues. So when I left the BNI, I actually switched
26:54
to a different group that was entirely made up
26:58
of people in that wellness market. And that was
27:02
slightly more useful, but not terribly more useful
27:06
because they still had sort of poverty mindset.
27:10
And so when you're surrounding yourself, don't
27:12
surround yourself with people with poverty mindsets
27:14
is what I'm going to say, because your income
27:16
is the average of the 10 people you spend the
27:18
most time with. You have to realize that you
27:23
are who you surround yourself with. And I used
27:26
to think that, no, that's not the way it goes,
27:29
but it actually is the way it goes. And that
27:33
10 is a good number. You take the 10 people that
27:36
you surround yourself with. Look at them because
27:39
that's pretty much where you are. That's very
27:42
insightful. Kelly, this was great. I got to tell
27:46
you, this was a great podcast. I can probably
27:48
talk to you for another two hours. But if anybody
27:52
wants to get hold of you, either to be coached,
27:55
to figure a website or whatever the case may
27:58
be, I'm going to get hold of you. Yes, my website
28:01
is kellysparta .com. Like you see on the screen,
28:04
it's K -E -L -L -E. There is no I, no other E,
28:08
no other Y, just K -E -L -L -E. Yes, my mother
28:11
was phonetically stupid. kellysparta .com. And
28:14
my podcast is Spirit Sherpa. So you can find
28:17
Spirit Sherpa on any podcast player. Or if you
28:20
don't know how to do a podcast player, one, learn
28:23
some tech. And two, it's at spiritsherpapodcast
28:26
.com. Like I said, my people are tech phobics.
28:32
Okay. Okay. Very good, Kelly. And I look forward
28:36
to talking with you in the future. Thank you.
28:39
Well, hold on, folks. Don't go anywhere. Let
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-U -P -K -I -D -S .org. Well, that's a wrap,
29:59
folks. A huge thank you to our special guests
30:02
for sharing such incredible insights today. And
30:05
of course, a big shout out to you, our amazing
30:09
listeners, for tuning in and spending your time
30:12
with us. Remember, networking isn't about being
30:15
perfect. It's about being present. So take what
30:19
you've learned today, get out there, and make
30:21
some meaningful connections. If you enjoyed this
30:24
episode, don't forget to subscribe, leave us
30:27
a review, and share it with someone who could
30:30
use a little networking inspiration. Let's keep
30:33
the conversation going. You can find me on Apple,
30:37
Spotify, YouTube, or my website, Michael. Remember.
30:42
Until next time, keep practicing, keep connecting,
30:45
and keep building those relationships. This is
30:49
Michael signing off. Take care and happy networking.