Latest / Networking Unleashed: Building Profitable Connections / Networking Unleashed: An Interview with Andi Shaughnessy / Danielle Carter and Michael A Forman, Professional Speaker

Transcript

Networking Unleashed: An Interview with Andi Shaughnessy / Danielle Carter and Michael A Forman, Professional Speaker · Networking Unleashed: Building Profitable Connections

• 0:16
  Welcome to Networking Unleashed, Building Profitable
• 0:20
  Connections, the place where real people, real
• 0:23
  stories, and real relationships create real opportunity.
• 0:28
  I'm your host, Michael Foreman, and today's episode
• 0:31
  is special. I'm joined by two sisters who bring
• 0:35
  personal growth, resilience, and practical wisdom
• 0:38
  straight to the entrepreneurial journey. They've
• 0:42
  built together, grown together, and faced challenges
• 0:45
  head -on using connection, trust, and honest
• 0:49
  conversation as fuel. We're digging into how
• 0:53
  relationships shape resilience, how growth happens
• 0:57
  faster when you don't go it alone, and how entrepreneurs
• 1:00
  can build circles that support when things get
• 1:04
  tough, not just when things look good. If you've
• 1:08
  ever felt stuck, isolated, or unsure who should
• 1:13
  be in your corner as you grow, this conversation
• 1:15
  is for you. I'd like to welcome to the podcast
• 1:20
  Andy and Danielle. Each of them will introduce
• 1:23
  themselves, but I want you guys to give me a
• 1:26
  little bit of a backstory, a little bit of how
• 1:29
  you got here, what you told me, what you went
• 1:34
  through, but give me a general overview, and
• 1:37
  then we can start. Sure. Thank you for having
• 1:40
  us. As you mentioned, Andy and I are sisters.
• 1:43
  And so our dad owned a delivery same day delivery
• 1:47
  company. And we took over in 2012, about a year
• 1:52
  after he was diagnosed with cancer. So at the
• 1:56
  time, I was home raising three young children.
• 1:59
  And Andy was at her dream job in New York at
• 2:03
  the NHL. And it's just us. There's no other siblings.
• 2:06
  And so we made the decision, OK, we're going
• 2:08
  to come back to the or really go into the family
• 2:11
  business with little to zero experience. About
• 2:15
  a week, about a couple of weeks after we buried
• 2:18
  our dad, we had a longtime employee take the
• 2:20
  top three customers. And so at that point, it
• 2:24
  was really. Is there even a business anymore?
• 2:27
  And so the decision, we kept going with the decision
• 2:31
  to come back, but really we were in for the fight
• 2:33
  of our lives. I'm sure. Andy, you want to add
• 2:39
  anything to that? No, that really sets the stage.
• 2:42
  I think the biggest thing was we had little jobs
• 2:46
  here and there throughout our early years, college
• 2:48
  years, stuff like that, but nothing to do with
• 2:50
  running the business at all. So we were coming
• 2:53
  in very green. Bold. Yes. OK, I'm sure. OK, so
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  your sisters and business partners, how has growing
• 3:03
  up together shaped the way you build trust and
• 3:06
  connection with others in business? Oh, that's
• 3:10
  a good question. I think it's all about trust.
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  And really, it's just I think we had to trust
• 3:16
  each other first and foremost that it was going
• 3:19
  to be OK. And then we trickle that to our clients
• 3:24
  and our customers. We learned early on that they
• 3:27
  needed to trust us and that we needed to say
• 3:29
  that we could do things that we knew we really
• 3:32
  could and that we were honest with them. And
• 3:35
  whether that meant, no, we can't take on that
• 3:37
  work right now because we just don't think we
• 3:39
  could do a really good job at that. Just really
• 3:41
  about being honest, whether we're going to be
• 3:43
  late on a delivery, all the things. But I just
• 3:46
  think trust was a big thing. I don't think. we
• 3:50
  really didn't trust there wasn't a moment we
• 3:52
  never trusted each other yeah and I think as
• 3:55
  sisters growing up in a house that was encouraged
• 3:58
  just honesty but we it was just the four of us
• 4:02
  it was our mom our dad and Danielle and I and
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  so communication was everything we weren't afraid
• 4:06
  to say how we felt it was welcomed and it was
• 4:09
  expected and so I think That's just who we are.
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  So when we came to the business, it was like,
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  we're not going to pretend to be something we're
• 4:15
  not. And we're not going to say things that we
• 4:17
  don't mean because that is not, it was, it's
• 4:19
  just not in our DNA. And I think that carried
• 4:22
  a lot of weight. It was very helpful too. Yeah,
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  I'm sure, you know, in the networking and communication
• 4:28
  world, trust is such a major factor. And there's
• 4:33
  a mantra. If they know you, if they like you
• 4:36
  and they trust you, they'll do business with
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  you. So now. Everybody knows you. You're the
• 4:42
  daughters so that everybody knew you. Everybody
• 4:44
  likes you. But let's narrow down the scope a
• 4:48
  little bit because everybody won't like you.
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  But trust is such a major factor. And the fact
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  that you two can trust one another puts you a
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  step ahead of just another two people going into
• 5:02
  business. Owned many businesses, brick and mortar.
• 5:07
  From pizzerias to restaurants to ice cream stores.
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  It's great. I was in it with my two brothers.
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  So we had that immediate trust factor. And that
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  helped us along. Okay. Entrepreneurship tests
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  resilience fast. When setbacks hit, how did your
• 5:29
  relationships help you recover faster or see
• 5:32
  options you couldn't see alone? I mean, I think
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  our relationship was everything. And I think
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  we, that's how I think we got through all the
• 5:43
  obstacles was together. I don't think one of
• 5:47
  us could have done this alone. I'll speak for
• 5:49
  myself. There's no shot in the world. I would
• 5:52
  have or could have done this by myself or with
• 5:55
  even anybody else in business, anyone that even
• 5:57
  stayed. I think it had to be Andy. It had to
• 6:00
  be the two of us. We had to figure this out from
• 6:03
  the beginning alone with each other. I just think
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  that's how we grew and that's how the business
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  grew. Yeah, and we often say to each other, my
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  weaknesses are Danielle's strengths and vice
• 6:15
  versa. And so that's huge. And we knew what they
• 6:19
  are. We know what they are. We're sisters. But
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  in business, you learn it too. And you can see
• 6:23
  it pretty clearly. It's a beautiful thing to
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  have as well. That's a major step. If you know
• 6:29
  your weaknesses, your strengths are very valuable.
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  But your weaknesses, that's where the business
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  can fall apart. If you two can pick up one another,
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  then again, you're a step ahead. Now put your
• 6:45
  two steps ahead. So you went into it with that,
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  I don't know about the financial aspect or anything
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  else like that, but as personnel goes, you already
• 6:56
  have a symbiont, a togetherness that no other
• 7:01
  two people can have other than sisters. Okay,
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  so many entrepreneurs focus on skills before
• 7:08
  people. At what point did you realize relationships
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  were the real accelerant for growth? Day one.
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  There was no skills. We did not have the skills
• 7:25
  to do what we did, but we knew how to treat people.
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  And we knew how to be vulnerable and ask for
• 7:32
  help with the team that was there. And we knew
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  we couldn't come in and say, this is what we
• 7:37
  want to do. Not that we really had an idea, but
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  we knew that we had to earn the trust of the
• 7:42
  team and learn. From day one, we knew that people
• 7:46
  and how we treated people was the foundation
• 7:49
  of that company. So I realized that, and that's
• 7:52
  true in any business, that is the way you treat
• 7:56
  your customers or other personnel is how you
• 8:00
  start your business. What was your learning curve
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  for your business? It was, it couldn't be more
• 8:09
  steep. It was everything. Like we joke, we didn't
• 8:12
  know what a PNL was. I didn't even know what
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  it stood for. Everything. The only thing that
• 8:18
  we knew how to do, we had people skills. That's
• 8:21
  it. And so two people had stayed on when our
• 8:23
  dad passed. And I didn't feel like we're still
• 8:26
  learning their trust. It's been 13 years, but
• 8:29
  it was just relying on them and learning as you
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  go and making mistakes. And it's okay to make
• 8:36
  mistakes. And it's, okay to not know anything
• 8:38
  we didn't know anything just getting comfortable
• 8:41
  with that and knowing you can learn as you go
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  suppose those two employees had to be that trustworthy
• 8:49
  in order for them for you to because it would
• 8:53
  have been very easy for them to lead you astray
• 8:56
  oh yes or leave Or secure their own future and
• 9:01
  say, this is unstable and I need to, and we wouldn't
• 9:04
  have faulted them for that. It was such rocky
• 9:07
  times that I would have understood that decision
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  too. But for some reason, they really, I think
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  because of our dad and the history of the company,
• 9:16
  they stayed and they learned to trust us. It
• 9:19
  took a while, but our faith was in them really
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  from day one. A hundred percent. And I think
• 9:23
  they might've just, they trusted the company,
• 9:25
  but what we were doing and. It had been, it's
• 9:29
  been around since 81 and they had been there
• 9:30
  for a long time. So I, maybe they, yeah. Thank
• 9:35
  God they stayed because we wouldn't be there.
• 9:37
  They felt a little, they felt loyalty to you
• 9:39
  because of your dad? I think to the company.
• 9:42
  Yeah. Yeah. To the company and our dad. Yeah.
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  Okay. Okay. What's one hard moment in your journey
• 9:50
  where a single conversation or connection changed
• 9:54
  the direction of your business? I don't know
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  if it was a hard and we might have different
• 9:59
  answers, a hard conversation, but we needed a
• 10:02
  line of credit desperately. And we had many banks
• 10:07
  turn us down. And that wasn't easy hearing no
• 10:10
  and no. We actually can't extend you a line of
• 10:14
  credit right now for X, Y, Z. But the turning
• 10:17
  point in the company was when a bank said yes,
• 10:21
  Boston Private at the time. And we're still with
• 10:23
  them. They're now first citizens. But that moment.
• 10:27
  changed the course of the company. That allowed
• 10:29
  us some breathing room and that allowed us to
• 10:32
  scale. And without that line of credit, we wouldn't
• 10:35
  have grown the way that we are. We still continue
• 10:37
  to do. So that was a pivotal moment for Express
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  It. Yeah, I agree with that. Yeah. That's exactly
• 10:44
  what I was looking for. As sisters, you bring
• 10:47
  different strengths to the table. How do those
• 10:50
  differences show up in a way that you network
• 10:54
  and build opportunity? I don't know. I think,
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  I don't know how to answer that. To build networking
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  opportunity. I think we're a good, I think we're
• 11:04
  a good duo in networking. Yes. In networking
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  environments. Yes. So if we could be, that's
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  where our strengths and weaknesses come out.
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  So we could talk about business or maybe I'm
• 11:14
  a little shy, Danielle gets her going. So I think
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  it's more of the personalities come out and we're
• 11:19
  very different. So I think that helps. Is that?
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  How are you networking right now? we could be
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  better at it yeah we talk about this all the
• 11:31
  time we we could be a lot better i would rate
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  us a c like maybe a b minus a c we go in with
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  really high hopes and then we go in we get in
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  there and sometimes we freeze sometimes we're
• 11:45
  not assertive to go over to a group of people
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  and say oh i'm danielle this is andy we don't
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  express it like we'll never do we just can't
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  do that that's just not in our DNA, but we try,
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  we try. We go to the events. We're invited to
• 11:59
  say yes. Yeah. Yeah. Okay. I asked you that it
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  wasn't even on my list of questions just because
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  that's what I do coach people such as yourselves
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  on how to do that. So I'm always interested to
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  find out how somebody who has been in business
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  for such a long time, how they're networking
• 12:18
  right now to secure their future. So I'm just
• 12:23
  trying to gauge that just a little bit. Is there
• 12:27
  a chamber of commerce where you are? Yeah. Yeah.
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  So we're based, Danielle and I are based out
• 12:34
  of Boston, just south of it. And so that is something
• 12:37
  we've been members of different things such as
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  that before. We haven't really taken advantage
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  of it. I think now being 13 years in, I think
• 12:45
  we'd probably be more confident. joining a group
• 12:47
  like that. We'd be able to speak to it. I think
• 12:49
  in the early days, we didn't know what to say.
• 12:51
  We didn't even know what we were selling. So
• 12:53
  it was like, we're going to go to these events.
• 12:54
  It was scary. I've done BNI groups that was networking,
• 12:59
  but that was more like professional kind of growth,
• 13:02
  just being able to talk in front of people. So
• 13:04
  I think at this point, we're just leveraging
• 13:06
  our network, right? Our bank introduces us to
• 13:08
  people they think, so we'll go to lunch and just
• 13:11
  like the basics of the basics. That's where we're
• 13:14
  at. Okay. Okay. For entrepreneurs feeling isolated,
• 13:19
  what's the first step to reconnecting without
• 13:23
  feeling awkward, needy, or out of sync? I think
• 13:29
  find someone else you can help. Or find someone
• 13:37
  that you want to learn from. Because I think
• 13:40
  either way, if you can help someone, you feel
• 13:43
  good, and I think you feel less isolated. People
• 13:45
  love to share their knowledge and find a mentor
• 13:48
  or become a mentor. That would be, I don't know.
• 13:50
  That's just fine. Yeah. I was going to say, find
• 13:53
  people in your industry too. Some of the best
• 13:55
  conversations we have are people like us, founders
• 13:58
  of same day delivery that we get to have conversations
• 14:02
  with them. What's your pain point? What's insurance?
• 14:04
  What's yours? Things like that. So maybe find
• 14:06
  people. that are doing the same sort of job.
• 14:09
  People want to help each other. It's not like
• 14:11
  cutthroat competitive. Most people are good and
• 14:14
  want to help each other. That's very true. When
• 14:18
  you go into a networking event, you go in with
• 14:22
  what's called a servant's heart. You go in looking
• 14:26
  to give instead of receive. So if you go in to
• 14:31
  a networking event, with a servant's heart. You
• 14:35
  can really, you get the best out of people because
• 14:38
  you're looking to help them. The same way as
• 14:41
  I connect people on LinkedIn. If you want, you
• 14:45
  reach out to, you're looking for somebody within
• 14:47
  your industry, somebody that you really want
• 14:50
  to connect with. You connect with them and ask
• 14:54
  them, say, do you have 15 minutes? Can I bounce
• 14:57
  some things off of you? They'll be more than
• 14:59
  happy to say, sure. how busy they are, because
• 15:03
  they love to talk about a they love to talk about
• 15:06
  themselves and what they've accomplished. But
• 15:09
  they love to pass on the information to somebody
• 15:13
  else. And you get the information, but it makes
• 15:16
  them feel so good. Yeah. Okay, so resilience
• 15:20
  isn't just a mindset. It's community. How do
• 15:25
  you intentionally build relationships that support
• 15:28
  you during pressure? not just wins. For us, it's
• 15:33
  family. I think that our number one supporters
• 15:37
  during the most difficult times, and we've had
• 15:41
  many, has been the family. Our mother, our significant
• 15:45
  others, just our extended family. But the people
• 15:48
  that are there for you in the tough times, even
• 15:53
  more than the wins. So that's it for us. Me,
• 15:57
  anyways, I would say our family has been. You
• 15:59
  just need one person who believes in you, but
• 16:01
  can also be there for you. And I think our partnerships
• 16:06
  like with the bank and with our accounting team,
• 16:10
  things that we outsource that we've been, we're
• 16:13
  pretty loyal. So like these partnerships are
• 16:15
  really, I've been around for since we took over.
• 16:18
  So I think that's important to someone that understands
• 16:20
  your business, understands how you work. And
• 16:22
  they're, they're the ones that you're calling
• 16:24
  when you do need support in the business and
• 16:26
  things are going sideways. If you can, even when
• 16:30
  you go to these networking events, you look for
• 16:33
  that support. So if you have somebody that is
• 16:38
  a little bit more of an extrovert than an introvert,
• 16:41
  who's a little bit more gregarious. Now, the
• 16:44
  two of you are great to speak with because it's
• 16:49
  just the three of us right now. But put you into
• 16:52
  a large room. With a lot of people, it's, ooh,
• 16:55
  no. So you have that one person who is very supportive,
• 17:00
  who knows you inside and out, knows your business
• 17:04
  inside and out, and take them with you. Yeah.
• 17:08
  When you walk up to that table of people that's
• 17:11
  talking, the first thing you do is you're listening.
• 17:15
  You listen for the conversation. Is this a conversation
• 17:19
  that you want to be a part of? If it is, that's
• 17:23
  great. But you're still not going to blurt out
• 17:27
  what you want to say. But that person that you
• 17:30
  brought with you can say, oh, wait a second.
• 17:32
  You know what? Danielle knows a lot about that.
• 17:35
  Danielle, why don't you tell us a bit about that?
• 17:37
  And that kind of gives you an in for that. So
• 17:40
  that's just a little tidbit as we're going along.
• 17:43
  Okay. What practical habit helped you turn inspiration
• 17:48
  into action when it came to staying visible and
• 17:52
  connected? Do you have one? No. I don't know.
• 17:57
  That's a tricky one. Yeah. You don't have one?
• 18:01
  Can you repeat it again? What practical habit
• 18:05
  helped you turn inspiration into action when
• 18:10
  it came to staying visible and connected? You're
• 18:13
  going to have something that you do every day.
• 18:17
  You mean personally or in the business? Generally
• 18:20
  say business because that's what this is all
• 18:23
  about. But it could be personal. But because
• 18:26
  if it helped you personally, it's going to help
• 18:30
  you in business. Yeah, I'm not sure. Other than
• 18:34
  gratitude, I'm not sure. Yeah. Okay. All right.
• 18:38
  We'll move on to the next question. How do you
• 18:41
  spot relationships that help you grow versus
• 18:44
  ones that quietly drain energy and momentum?
• 18:49
  Oh, it's instantaneous. It's almost like, for
• 18:55
  me, we're very good at reading that, whether
• 18:58
  someone is our energy, the energy that we live
• 19:02
  in. And I think that's probably easier for us,
• 19:05
  I think, anyways. to spot now. We've had a couple
• 19:10
  hard lessons learned, but yeah. Yeah. And I think
• 19:15
  even the challenging ones help you grow because
• 19:18
  then, so I think that those are just as important.
• 19:22
  Actually, those are much more important than
• 19:26
  the easier people to work with. Just like your
• 19:29
  failures, you learn more about your failures
• 19:31
  than your successes. So I've been in business
• 19:36
  for 40 years. And I can tell when somebody is
• 19:41
  just trying to yes me to death or they're actually
• 19:46
  giving me input. And the people that yes me to
• 19:49
  death, listen, I'll yes them back and I'll move
• 19:52
  on. I won't be bad to them or anything else.
• 19:56
  I'll be nice, but I'll move on. And the people
• 20:00
  that I feel that would really give me that information
• 20:03
  that I'm looking for, that I'll stay and speak
• 20:06
  with. Okay, so let's bring this full circle.
• 20:10
  If an entrepreneur listening today wants stronger
• 20:14
  confidence, better connections, and more opportunity
• 20:18
  in the next 90 days, what's one move they can
• 20:23
  make this week? More confidence, stronger connections,
• 20:27
  and what was the third? Visibility. Stronger
• 20:33
  confidence, better... connections, and more opportunity
• 20:37
  in the next 90 days. This is your words of wisdom.
• 20:45
  Yeah. Like I said before, we need work in this
• 20:49
  area. So I think what my goal for the next 90
• 20:53
  days, maybe I'll commit to it as I give this
• 20:55
  advice, reach out to one person a week on LinkedIn.
• 20:59
  And this is what I want to do. Feel that I want
• 21:01
  to connect with, ask for a meeting, like a 20
• 21:04
  minute, whatever. Because I think that's scary
• 21:06
  for some people. And I think it used to be very
• 21:08
  scary for me and still is. But I think the more
• 21:11
  I do it, the more confidence I'm going to get
• 21:13
  from doing that. And the more connections, people
• 21:15
  are always looking to connect. People ask to
• 21:17
  connect with us all the time. And so it's like,
• 21:19
  I'm just going to connect with them and then
• 21:21
  have a conversation. And so I think that would
• 21:23
  build momentum. And that's just for me personally,
• 21:26
  looking at how I can be better at it. That would
• 21:28
  be my one piece. When you connect with somebody,
• 21:32
  with anybody over LinkedIn, you connect with
• 21:35
  them. If they try to sell you almost immediately,
• 21:40
  then it's a bad connection. And you don't try
• 21:43
  to sell them. But what you can do is bring value
• 21:47
  to the connection. My last, when I did a workshop
• 21:51
  for somebody in Ohio, I was a roofing company.
• 21:55
  And the way I started to speak with him, I didn't
• 21:57
  just come out and say, oh, look, I want to come
• 21:59
  and do a workshop. But I said, okay, look, here's
• 22:02
  an article, metal roofs against asphalt roofs.
• 22:06
  I linked it to him. And I said, you know what?
• 22:11
  I think you may find this information useful.
• 22:15
  And I did that two or three times. And I let
• 22:18
  him see the value of our connection. And then
• 22:21
  I started to ask him. So we break into it slowly.
• 22:25
  Yeah. That's what you do. Okay. This is what
• 22:29
  meaningful networking really looks like. Growth
• 22:33
  through connection, strength through community,
• 22:36
  and progress built one honest conversation at
• 22:40
  a time. If today's episode sparked something
• 22:43
  for you, don't let it stop here. Think about
• 22:46
  who's in your circle, who supports your growth,
• 22:49
  and who you need to reach out to next. Share
• 22:53
  this episode with an entrepreneur who could use
• 22:56
  encouragement and direction right now. Subscribe
• 23:00
  to Networking Unleashed, building profitable
• 23:02
  connections so you don't miss conversations that
• 23:06
  make you smarter. Now, before we go, Andy, Danielle,
• 23:11
  how can somebody, if they're interested in your
• 23:15
  service or interested in talking to you or coaching
• 23:19
  you or be coached by you, What's the best way
• 23:22
  for them to get hold of you? Yeah, I think LinkedIn
• 23:25
  for sure. Both of us individually on there and
• 23:27
  then Express It's on there too, but reach out
• 23:30
  to us directly and then expressitdelivery .com.
• 23:32
  That's our business name. Our contact info is
• 23:34
  there too. LinkedIn's your best bet. And like
• 23:36
  I said, I'm going to be a connecting goal for
• 23:39
  the next 90 days. Okay, great. Danielle, Andy,
• 23:42
  this was great. I thank you very much for coming
• 23:45
  on my podcast. I'm sure that all of my listeners
• 23:48
  will get a whole lot out of this. And if they
• 23:52
  call you, even better. Thank you. Have a great
• 23:55
  day. Well, hold on, folks. Don't go anywhere.
• 24:02
  Let's hear from our sponsors. David Neal, co
• 24:06
  -founder, Revved Up Kids. Revved Up Kids is on
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  a mission to protect children and teens from
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  sexual abuse, exploitation, and trafficking.
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  They provide prevention training programs for
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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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  where you're moving, Henry has the right connections
• 24:46
  for you. You can contact Henry at 561 -427 -4888.
• 24:53
  A huge thank you to our guests for sharing such
• 24:57
  insights today. And of course, a big shout out
• 25:00
  to you, our amazing listeners, for tuning in
• 25:03
  and spending your time with us. If you're interested
• 25:06
  in my digital courses, being coached or having
• 25:09
  me come and talk to your company, just go to
• 25:13
  Michael and fill out the request form. Remember,
• 25:16
  networking isn't about being perfect. It's about
• 25:19
  being present. So take what you've learned today,
• 25:23
  get out there and make some meaningful connections.
• 25:26
  If you've enjoyed this episode, please don't
• 25:29
  forget to subscribe. Leave us a review and share
• 25:32
  it with someone who could use a little networking
• 25:34
  inspiration. Let's keep the conversation going.
• 25:38
  You can find me on Apple, Spotify, Pandora, YouTube,
• 25:42
  or my website, foreman .com slash podcasts.