Latest / The One Small Change Podcast / The Power of Networking and Connection Strategies with Phil Herrington

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The Power of Networking and Connection Strategies with Phil Herrington · The One Small Change Podcast

• 0:00
  Welcome to the One Small Change. And I am thrilled
• 0:04
  to be on this journey with you of exploration and discovery.
• 0:08
  And I'm your host, Yvonne McCoy, and I've been an entrepreneur
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  for almost 30 years. And I have a passion for discovering
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  how you can grow with one small change. And I wanna thank you
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  for joining me and taking time out of your journey. And today
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  I have an amazing person that I met, Bill Harrington,
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  and he's gonna share. And I'm,
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  I'm I'm almost convinced that it actually isn't gonna be a small change
• 0:35
  because I know it is huge. How unexpected
• 0:39
  thing happened that sparked transformation
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  and really turned the way he does business. So, Phil,
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  thank you so much for being here today. Thank you. Thank you
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  for having me. Real quick, they call me, Phil the connector.
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  I took on that name in 2018,
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  so about 6 years ago, and I started putting on all my cards
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  because my brain would naturally when I meet with somebody, I would speed up people's
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  networking because I'd be like, oh, you need to meet this person. You need to
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  meet this person. And then it started to be like, you need to meet these
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  6 people or these 10 people. Right? And so,
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  so I I so I did that for years and, you know, I built 3
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  brands here in the, Boise, Idaho. And
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  each time we got to a certain point of the business,
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  they would decide we're not gonna work together anymore. And so I
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  I the change, if you're if you wanna ask what that change was
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  was I had to take ownership of my own career.
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  I've been a salesman my whole life, and I come from hardcore sales,
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  like MCI long distance service telemarketing, selling
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  cars, door to door merchant services. You know, I
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  was that, spam that showed up on your front door back
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  when we didn't have email or whatever. Right? We didn't have cell
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  phones. But anyways, so I come from old school sales. But,
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  I was building everybody else's brand and never building my own.
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  And so my wife said, the next thing you build, it has to
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  be ours. So then the connector community was created.
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  We're about 7 months old now, and, we're rocking and rolling, and
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  I'm living in my purpose, which is connecting people. Well, you
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  know what? You talked about, you know, you were in hardcore
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  sales. So what's the difference between,
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  let's say, the way you go about meeting people in hardcore sales
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  and connecting? Oh, great question. So,
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  if you don't have a network, then what do you do? What
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  do you do? You pick Main Street and you take a handful of
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  business cards. I mean, I used to say 30 a day keeps poverty
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  away, meaning I'd hand out 30 business cards every
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  day to strangers. And then out of that, I'd
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  probably get about 5 people that would talk to me, set appointments, and
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  sell about 2 to 3 of those, so 2a half sales. I I had my
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  numbers down. And I'm a I'm a firm believer in sales. If once you know
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  your numbers, it just becomes a game, so you don't have to be afraid
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  anymore. Right? But, but that's very scary for a
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  ton of people, and that's why there's very few salespeople out there.
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  Right? Networking is a completely different
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  beast. It's like, now I now I'm convinced that networking is
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  the fastest way to grow your business. Because in my 1st
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  year of networking, I was working with a company as a website
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  company, and I say we accidentally sold 70
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  websites that year, but because we did so many
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  one to ones. So if you're not doing your one to ones, you're
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  missing. You're believing money on the table. Well, I
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  I absolutely agree with you, and I shared earlier with you that, you
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  know, one of my things is doing models because I firmly believe if
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  you can't remember it, you can't use it. Right? And,
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  when I was in corporate, we had these great training. And when the
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  situation arose, it would be like, what binder is that in? You know? You
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  you know, you can get your hands on it. And when I was putting together
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  this model, I put connection and community as
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  the last step because in my head, you know, when I first started
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  it, I was thinking I have to have something to offer. I have
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  to be complete. I have to be, you know, I have nailed
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  it. And what I realized that connections and community, when
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  you do them early, help you grow faster. It
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  helps you to nail it faster. So but there's
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  still a difference in the kind of and and you're absolutely right. The first program
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  I was in that said you need to talk to 50 people a month. I
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  went and so the issue and I think what holds people back is, what do
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  you say?
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  I mean, sales is kind of is I got this thing and
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  it's perfect for you, whether it is or not. Right? I mean,
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  that's my impression of a salesperson. Yeah.
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  Connection to me is something totally different. Yep.
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  I agree. I agree. I think I think so the, maybe a good way to
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  put it is this. If you only had one thing to offer
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  and it's the only way you could make money, then you would
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  find all the reasons to shove that down someone's
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  throat. Yes. Right? So I got this widget, this
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  service, that whatever it is, merchant service will take for example,
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  I find any and every avenue to make sure
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  this customer sees how the value of this is is
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  good and they need to buy from me or I don't feed my family.
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  Right? So the difference between that and
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  building a network is now I have something
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  to offer to everybody that's a very light touch. Meaning,
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  hey, like, you and I were on a call the other day and I said,
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  oh, you need to meet women business owners? No problem.
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  Give you a list of those people to go meet. Now what I've done is
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  I put that value out into the universe, it's called the
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  law of reciprocity. You can't out give the
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  universe, and what happens is a flood
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  of good stuff is coming back to you. You just can't you can't out
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  give. So you just give, give, give, give, and I wrote a I actually
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  wrote a workshop on this. It's called give to grow, how to become a super
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  connector, and it's it's disin intuitive.
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  You know, it doesn't make any sense. I give before I get.
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  Mhmm. So you just give, give, give, give, give, give until
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  you release that tidal wave back to yourself.
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  Well, the thing I think that changed for me was,
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  in terms of networking was I stopped going first to look for
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  a client because that never happens. And second, I
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  went with the idea of let's collaborate.
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  There's something that we can do together that we can help each other.
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  And my goal always is that you leave
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  better because you talk to me, you know, that we both leave better because we
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  talk to each other than if we'd never talked to each other. And whether
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  that means, you know, you actually find something to collaborate on or whether we
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  just have a fun chat, you know, it takes all the pressure
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  off of you. It's like, it really is, I think about
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  introducing yourself and kind of how you work to somebody.
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  I mean, it's like, you would be surprised, of course you
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  wouldn't be surprised, but I think people are surprised
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  at how much of a feel you can get for somebody else in just a
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  short 15 or 20 minute conversation. Yep.
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  Yeah. I think the
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  other thing that I found about connections is
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  that they tend to make you an expert, and
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  they tend to take out that cold
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  call feeling. Mhmm. So could you talk about that a little bit?
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  Yeah. Sure. So, you know, that's why that's why these
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  networking groups work really well if you if you do it correctly. And
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  what I mean by that, let's let's say I teach that you should have 3
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  deep on every single industry, you know, at your
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  disposal that are willing to take introductions from you.
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  Because let's say you tell me I need a lawyer or business lawyer, I can
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  introduce you to 3 business lawyers, then you get you pick the
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  one that matches perfect with your personality. Right?
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  Mhmm. I also am looking at personality going, well,
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  they're not gonna match up, so I'm not even gonna make the introduction. Right? That's
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  where you get to next level of connection. When you first
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  start, and don't worry about messing it up. When you first start, you're just gonna
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  start connecting everybody, and then people are gonna go, why did you send me that
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  person? You know? So a great book I'll insert real
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  quick is called The Super Connector. It's a book. Look it
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  up. It teaches you how to do these connections in a
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  very strategic way and even follow-up and make sure that
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  was a good connection so you can continue to build that deeper
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  relationship. But yeah. So just imagine it's like this like, we
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  take Batman as utility belt. Let's say you had all those connections in
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  your belt and you're able to pull those out and hand them. Now
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  you become that center. I still have people call me all the time
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  saying, do you know somebody that does blank? And what you really wanna
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  create is you being the center of all the
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  conversations, Because what happens, you now become top
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  of mind awareness for what you do. Now even if they don't fully understand
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  what you do sometimes, they'll go, so what is it you do? How do I
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  send you something? Because it's just this part of the a person a
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  people's personality, that if you give,
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  they feel like they owe you. You're not asking for
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  it, but it's just there. Well, I think I think
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  that's a good question to have regardless is how do
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  I how do I tell people about what you do? And
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  then in return, you can tell people about what you do, you know,
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  how you would like a referral. And I had a funny situation where
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  I was I was talking with somebody, and,
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  it was and it wasn't in a networking situation. It was kind of in
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  a, you know, a a a coaching situation, a class situation. And they said to
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  me I said to him I said, now you can tell people what
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  I do. And he goes, but I haven't worked with you. And I said, we
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  just worked 10 minutes together. And you just told me how amazed you
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  were at what a change it made and what, you know, what you were doing,
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  the way you thought about it. And you can honestly say I've never been
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  in her program, but the 10 minutes that I spent with
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  her. Right? So that you've got an experience
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  of you can tell somebody about stuff. I think the
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  the other thing is, that to me is
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  so important, is taking
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  some time to get to know somebody. I mean, get to know their story.
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  So for me, part of that I may not remember your name,
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  but when I see you, I remember. Oh, she told me the story. I
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  mean, that's the way I kinda remember people. Do you have any tips on
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  that? You
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  know, not that come not that come to mind right right this second. I'm not
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  I know I have lots of stories, but not that come to mind right now.
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  Well, I think I I mean, I just think that, you know, if you're not
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  used to meeting people, you have to kinda come up with a a system
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  so that you can kinda, you know, trigger them in your mind so
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  that they do come to top of mind when somebody says something and, you know,
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  and we all learn and remember things in different ways. But I was just wondering
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  if you had any any particular, you know, tips, you
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  know, about that. I guess, to me, it's
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  just intuitive that, like, when you said you wanna meet women
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  business owners, I'm listening to what everyone else is saying and
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  and then work with women business owners, and I and then immediately, 3 or 4
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  people came to mind that had said the same thing. So I guess when you
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  do so many one to ones, you start to see patterns.
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  Yeah. And then what you're doing is connecting those patterns together
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  or the likeness. Right? I definitely believe
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  in patterns. I say patterns are kind of like when you go to the
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  shore and you can time the waves. You
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  may not jump at the right time in every wave. You may get knocked down,
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  but you're still better off most of the time, and you know you have to
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  get back up real fast. I think, you know, the reason I'm asking the
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  question is because one of the things that I experienced
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  was, like, the floodgates opened, and
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  I didn't have a system. You know, I didn't have a,
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  you know, and so I'm sure at the very beginning, I left a lot of
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  good contacts on the table just because it was, I forgot where I
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  wrote down their information or I didn't, you know? And your head
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  is, you know, you should use your brain for more important things than just pure
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  storage. Yes. Yes. Yes. And if you wanna
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  connect in a big way, you need to think about a system a system
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  that works for you. So let me ask you,
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  if somebody were starting out networking as an
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  entrepreneur Yep. What
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  would be 3 ideas that you could give them that they could
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  put to work right away? 3 ideas.
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  Perfect. 1, build a
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  persona. So I don't know if this is the video podcast or not, but
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  It is. You also have a beer okay. You also have the beer and the
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  Carhartt shirt. That came about that came about by
• 13:39
  accident, but I know people that do it on purpose.
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  They find a character or something. Maybe they always
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  wear red or they always wear their orange sneakers,
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  something that's gonna help you stick out. That's really the number one
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  thing because you're gonna get lost in that sea of faces. Right?
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  But if even better if you can take that and tie it into
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  what you do, maybe give yourself a moniker, a name,
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  or something like that. So that's that's that part. Go to lots
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  of meetings, never say no to a meeting, and always
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  be looking for how you can help the person across the
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  table from you. You're not there to sell your services.
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  Always let them go first because then they get out all their
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  stuff, and then you're thinking, how do I turn around
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  and help them? Never always go always
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  go last. It's it's kind of an old sales trick too
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  is, always be the last one to speak. So anytime
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  I would go in just real quick, go into, like, a merchant service deal and
• 14:43
  I knew they were gonna meet with another merchant service person, I would wanna go
• 14:47
  last. So I said, oh, you're meeting with them on Tuesday? I'm gonna come back
• 14:50
  on Thursday. Just promise me not to make a decision until you hear what I
• 14:53
  have to say. Because then I'm last one I'm last one in,
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  you know, so I'm probably gonna close the deal. So The other thing I
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  think is, building on what you just said is, I think,
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  I always liked to to promote other people's stuff. I
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  mean, in the sense that, you know, I have some groups that I
• 15:12
  belong to, and so I, you know, I usually say to somebody, I have a
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  free, you know, I know a free resource that you can use.
• 15:20
  Right? Or you might wanna go to because that way, you know,
• 15:24
  people feel like, I think that you're generous. Mhmm. Right? And
• 15:27
  that you're not all into it, you know, just just for yourself.
• 15:34
  So you have a free gift or a free experience, actually.
• 15:38
  Yes. Yes. So, we do we've been growing very quickly over here,
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  and it's been kinda fun to see. We've received a
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  180 referrals in the last 90 days.
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  And, so we started doing these tours where, like, 6 or 7
• 15:53
  people will come on to the call at the same time. So I'm gonna offer
• 15:57
  that offer that as the free gift, but here's the other part of the gift.
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  You come on, you're gonna meet some people, but if you hang
• 16:04
  on at the end of that call, I will make I'll give
• 16:07
  you the name and the, calendar
• 16:11
  link of the people that you need to meet. So you come
• 16:15
  to that meeting thinking what industries are gonna feed me the the
• 16:18
  best, and, I'm gonna find those industries for
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  you and put and give you their calendar links. That's gonna speed up the
• 16:26
  process of you connecting. And and I have to tell everybody,
• 16:30
  I actually did this. And so here's my
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  experience. First of all, I have to tell you that this is a priceless
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  gift, I think. First of all, I showed
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  up and I didn't realize that it wasn't gonna be a 1 on 1. So
• 16:44
  my first was like, there are other people here. Am I in the wrong place?
• 16:48
  But that's not true. So it so the first thing is you're gonna meet the
• 16:51
  people who showed up at the call. So it's your own mini
• 16:54
  networking kind of thing. And then when you
• 16:58
  listen to, part of your, connection community
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  is it well, you should explain it. Yeah. Yeah. So I'm
• 17:06
  listening because I'm gonna go around the room. Everyone's gonna talk for 2 or 3
• 17:09
  minutes and tell me who how they help people in the world. We'll have a
• 17:12
  fun question, get to know each other, but they're also also, I'm asking for what
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  are the 2 or 3 industries that feed you on a regular basis. And so
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  my brain is then writing down who I should connect you to,
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  and then I will go into my community and find their
• 17:27
  calendar links and give them to you, like I did with you. I gave
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  you think I gave you 4 or 5, people, and they all work with yeah.
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  Okay. They all work with business women business owners, and
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  that's what she oh, and by the way, I wanna say, Yvonne, everyone should do
• 17:42
  this too. The that there's a 4th thing. Identify who you
• 17:46
  wanna work with. Don't say you work with everybody. You do such a great
• 17:50
  job of saying I work with women business. It's right here on your thing. Women
• 17:53
  business owner strategist. Will you get some men? Of course, you
• 17:56
  will. Yes. But when you specialize
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  and people are so afraid to niche down that they think they're
• 18:05
  gonna miss people, but they lose people by not niching down.
• 18:09
  So so the other part the other part to that, you know, we're kinda going
• 18:12
  off, but the other part to that is that you are an
• 18:16
  expert in your it's easier to be an expert in your
• 18:20
  niche than it is to be an expert in everything.
• 18:23
  And so, you know, if those of you that listen to me know that I
• 18:27
  want you to use your unique power to attract better clients so that
• 18:31
  you can charge more. If you just do everything for
• 18:35
  everybody, then you're never gonna stand out in a crowd
• 18:39
  because nobody knows what it is that you're doing. So, you
• 18:42
  know, knowing what it is that you're looking for, look you know?
• 18:46
  And here's the thing that I find interesting, I think, is as
• 18:50
  you grow, you can actually say no to somebody. I mean, I know that
• 18:54
  we tend to come from that scarcity mindset where you're like, I
• 18:57
  gotta take everybody, anything that walks in the door. But you
• 19:01
  spend more time with the wrong client and get
• 19:05
  the least amount of results and have the most unhappy
• 19:08
  person than if you actually
• 19:12
  focus what you're doing on the people that are the best clients
• 19:15
  for you. So Yeah. There are a couple other things
• 19:19
  that I definitely wanna talk to you about. I no. I
• 19:23
  gotta finish talking about my experience first because that would be so
• 19:27
  unfair if I didn't. So I did meet a couple of
• 19:30
  people in that first call, and
• 19:34
  Phil did give me people that I am currently following up with.
• 19:37
  So that's amazing. I mean, I probably got more done in that 20
• 19:41
  minute, 30 minute phone call than I did in a whole hour and a half
• 19:44
  networking thing. But your platform does more than
• 19:48
  just that. Correct. And and, you know, it it houses,
• 19:52
  if you will. Think of us as a private invite only LinkedIn.
• 19:56
  So we're currently at 200 members, and we have a big crazy goal to get
• 20:00
  to a 1000000 members inside of 5 years. But if we
• 20:03
  bring the best the people that put People Before Profits
• 20:07
  into one place, good hearted people, only
• 20:11
  good things can happen. So I encourage all of my people to have
• 20:14
  their calendar link there and their phone number so you
• 20:18
  can quickly get get to them,
• 20:22
  read their profile, watch their little video, and then click and
• 20:26
  get it right on their calendar. You you may, and I'm
• 20:29
  not saying you will, you may, in the future, not even have to go to
• 20:33
  other networking events. Because if you can watch a little video about
• 20:37
  who they are, that's what you're going to the events for anyways, unless
• 20:40
  you need a social outlet. And so that would probably be the one
• 20:44
  thing I would encourage you to still do because people still need to
• 20:48
  meet with people. And so, you know, use then you can
• 20:52
  use your meeting for that. Yeah. I said there are other things
• 20:55
  to do for that if you need to do that. That's true. That's true. That's
• 20:58
  true. I belong to I I belong to a thing called the All For One
• 21:01
  Academy, and I call it an entrepreneurial learning community. And we,
• 21:05
  you know, we meet once a month and people have ideas and stuff like that.
• 21:09
  So there are other places for that. So, we
• 21:13
  are actually getting ready to run out of time, but there still are things that
• 21:16
  I wanna talk to you about. Alright. So you can
• 21:20
  make it you know, have this free wonderful gift to meet you and
• 21:24
  meet, you know, get some connections. We talked about
• 21:28
  why connections are better than, you know, cold calling
• 21:32
  or just, you know, whatever, credibility, and
• 21:35
  somebody thought about you and thought you'd make a good match.
• 21:41
  We didn't talk about your membership though. You didn't you told us what to do,
• 21:45
  but you didn't tell us about the membership. I knew we were missing something. Yeah.
• 21:48
  No worries. So the and the reason we charge is, 1, so you can
• 21:52
  so I'm still out here networking for you. So think of me as, like,
• 21:56
  a fractional professional networker for your business. We're in all the places
• 22:00
  that you can't be because you're doing your business. So, yes,
• 22:03
  we are a paid membership. We have 2 models. 1 is a
• 22:07
  done with you model, and then one is a done for you model.
• 22:11
  We'll take it one step further, learn all about your business,
• 22:15
  and put those power partners directly on your calendar for
• 22:18
  you. And the prices fluctuate, depending on how many
• 22:22
  members we have, so I won't mention the price here. But, come to the tour,
• 22:26
  and you'll see what what what the current price is,
• 22:30
  for those, programs.
• 22:33
  So, I mean, I got a lot more than I had
• 22:37
  expected when I came, so I'm highly recommending. This
• 22:41
  is a really valuable gift, and you'll find it in the notes below. You'll
• 22:44
  also find a link to the website.
• 22:49
  I have to say I'm really happy that I met you, Phil, and I'm really
• 22:53
  happy that you took the time to come to the you know, to do this
• 22:57
  and share it with the audience. And so I you know, here's the commercial for
• 23:00
  me. So everybody that's listening to this, I hope
• 23:04
  you'll subscribe, you'll share, and you'll engage in the podcast on social
• 23:07
  media. And wherever you, make your business
• 23:11
  connection. This is kind of my way of giving back to my community.
• 23:15
  And if you join me for the one small change,
• 23:19
  I hope that this is gonna help you in your entrepreneurial journey so
• 23:23
  that even the smallest shifts that you make can yield
• 23:26
  an incredible amount of transformation. And if you haven't listened to
• 23:30
  the first episode, be sure you do that and you can see what
• 23:34
  other possibilities and innovative possibilities are
• 23:38
  there. So before we run out of time, when was
• 23:41
  the last time you did something new for the first time?
• 23:46
  Okay. So about 4 months ago, I got
• 23:50
  a dog, and I always said that I wouldn't have a dog,
• 23:54
  just because, I don't know. I I never wanted to to worry about
• 23:58
  taking care of something else, but I'm in a place in my life where my
• 24:01
  kids are grown. And I wanted I wanted to, take on
• 24:05
  that, that responsibility. And we got ourselves a full full
• 24:08
  bread, Corgi, and he's awesome.
• 24:12
  So So so so you miss being a parent in other
• 24:15
  words. I guess so. I guess so.
• 24:21
  So if you were gonna leave us with, you know,
• 24:25
  your last words, what would it be?
• 24:29
  Oh, yeah. I would say, you're one
• 24:33
  connection away. So always do a one to one even if it doesn't
• 24:36
  look like it's gonna be your client, because a lot of people
• 24:40
  pick doing one to ones based on if they're gonna get a sale out of
• 24:44
  it. That's just the way the brain works. But always
• 24:47
  do your one to ones because you never know what's gonna lead. You're you're just
• 24:51
  one connection away. That is fantastic.
• 24:54
  So I'm sorry, but our time is
• 24:58
  up. And I know that I could have talked to you for so
• 25:02
  much longer. You were like
• 25:05
  an unexpected thing that happened in my week last week with networking.
• 25:09
  So I am so happy that we got to connect.
• 25:13
  You know? And I know that we're gonna be doing other things in the future.
• 25:17
  So with that, we have to we have to call it
• 25:21
  quits. But I want you to remember, change is simple, but it's not always
• 25:24
  easy. And it does require some resilience and
• 25:28
  courage and a willingness to step out of your comfort zone.
• 25:31
  So join me for the one small change as you try to do
• 25:35
  that and get some tools to do it with and see what other
• 25:39
  possibilities are out there. And so until the next time,
• 25:42
  thank you for joining us for One Small Change. So you're gonna say goodbye,
• 25:46
  Phil? See everybody, at the tour.
• 25:52
  You should do that.