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Mastering Business Development: A Human-Centric Approach · Business Roundtable

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Well, hello and welcome back to the Business Roundtable podcast, where we have
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seasoned entrepreneurs and business owners share their years of experience with you, our listener.
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We're glad to have you back this week. So for those of you
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that maybe have not been listening for a little while, we'll give a brief
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introduction and jump into our topic tonight. My name is David Carr, one
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of your hosts here. My company is called steward or Business, where I
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focus on overall organizational health, helping small businesses and our teams grow in knowing
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themselves to lead themselves. And so I'm super excited to have Charlie join us
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back again. We missed you last week. We'm glad to have you back
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this week. Charlie, go ahead and introduce yourself to the listeners. Thank
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you, David, thanks for having me back. Happy belated holidays and happy
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New Year as well. So my name is Charlie Chen. I'm the cybersecurity
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specialist of our group here, and I work as a Chief Experience Officer over
1:02
at Intelisis and basically, our our commitment is to deliver peace of mind and
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also all at the same time with a world class hospitality experience that you typically
1:15
don't expect from it or you know, helped us type people. So looking
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forward to to diving in on the topic for today. So what do we
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have for today? Yeah, well we are getting focused on business development.
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We haven't really talked about that very much in kind of a specific narrow or
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a little of a narrow or niche Charlie that I really want to talk with
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you about because you and I met through a group called m and O,
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a networking group, and how we refer business to one another, and so
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I'd love to just pick your brain tonight and we can bounce back and forth
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as to But now I'm having there we go, Uh, I don't have
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any Yeah, no it's not you, Charlie. We've we for those of
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you that are watching, We're gonna try to have a couple other guests on
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tonight. It just didn't work out, which which is okay with Charlie and
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I are going to carry out the show tonight, which is which was fun.
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We're gonna we always have different guests here, which is fun to have
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and a different viewpoints and perspective. So tonight it'll be just Charlie and I
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having this conversation. But for me, one of the reasons I had joined
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m ANDO at the time was and nothing. And I think this still is
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carried forward. You're an active member in that particular group. But was the
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idea of you know, pushing it forward, playing it forward, if you
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will, for each other, and that's maybe sometimes counterintuitive to a business owner
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as to business development, and maybe just could if you you hear me,
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Yeah, it cut out for a good five seconds there. Oh man,
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this is I'm working remote, folks, I'm in traveling and I'm here in
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Orange County in data this week, and so hotel Internet may not be the
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strongest as I'd like it to be. But just again, Charlie, you
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know this idea of playing playing it pushing, playing it forward, looking for
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others. And I think sometimes businesses don't look at these network events or ways,
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or it's more about what can I get out of it? But this
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idea of this concept of playing it forward, and I think we'll have We're
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gonna have Luke join us here too tonight. I'm gonna have you just got
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in here, Hi, Luke, welcome. We just started our conversation tonight.
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Okay, yeah, sorry, I'm a little late to the party.
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I'm not on Facebook all the time, so I see the messages. We're
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all good, we're we're recording, we're live, We're glad to have you
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here. And David's on hotel Internet, so it might be a little bit
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Yeah let's talk. Yeah we're back. So go ahead, Charlie. I'll
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let you talk before my internet freezes again. I'll get it. Well.
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So just to catch you up, Luke, we are diving into the topic
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of business development, and so David had posed a question because him and I
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had met through a business networking group for both anyway, So the key idea
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there is to play it forward, which is a play on the words pay
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it forward or the phrase pay it forward. And so the mindset shift,
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right, the paradigm shift is to go from what's in it for me,
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which is how we're normally wired to think as businesses, to you know,
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how how can I help my fellow members? And so that's pretty much.
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I think there's the quote quote that David likes to live by, you know,
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I'll let him share that in a second. But at the end of
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the day, regardless what type of business you are in, whether you're you
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know, B two C business to consumer, B two B business to business
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or Yeah, so at the end of the day, it's H two H
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human to human. So what that means is, no matter what type of
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business, we're in the human relationship business. So if we're in the relationship
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business, then the key is to build relationships and from there, people do
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business with those that they know, like and trust, right, And so
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if you don't know, like and trust somebody, how can you expect business.
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So that's that's at the end of the day, that's where it starts.
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And that's why we had that whole concept playing it forward is building that
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trust with each other through you know, helping helping drive awareness and potentially business
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or referrals or connections to each other's business. Back to you, David,
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okay, yes, thank you. I'm trying to see if I can teak
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my connection a little better. So the quote, the quote that you alluded
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to Charlie as a famous quote from zig Ziglar. It says that you can
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have everything in life you want if you just help enough people get what they
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want. I really enjoy that quote and embrace that quote. And so this
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idea of you know, playing it forward Charlie, I think is a very
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important one. And so you know that concept of that versus you know what
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I'm extracting or trying to get somebody out of it and being transactional, right,
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Yeah, And so that's kind of where we're starting with Luke tonight and
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this idea of business development and folks on good practices, and we'll talk about
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some things that are not good practices too, but just what's been your experience
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look in that kind of concept of kind of you know, playing it forward
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if you will. Yeah, Well, I think it speaks to the law
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of reciprocation. You know, really in many ways, you know, people
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are like like a garden. If you tend them and nurture them and you
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give, you're gonna in return receive and that's generally how it works. And
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so I think in my experience in both business collaboration relationships as well as the
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relationships with our clients, I found that if ever the paradigm gets to a
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place where you're trying to just see what you get out of it, it
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always turns sour and doesn't go in a in a helpful way for either person
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involved. It's like the saying I know that's probably heard of the organization of
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B and I or Business Networking International. They have a saying givers gain right,
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that's their whole motto, because the idea is to try and come to
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the room of potential referral partners and resources and see what you can give,
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what you can bring, how you can support others, and that naturally then
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comes back to you. So I think I've seen that rule. It's kind
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of like the law of sowing and reaping in a spiritual law. In many
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ways you have to plant seeds, you have to put out before you can
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expect something back. So yeah, I see that as something that it's easy
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though. Also I think one other thing that comes to mind is sometimes we
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can get locked into a mindset with where with some relationships may do really well,
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like naturally, we go to it with this attitude of what can I
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give here? How can I give service? But then we turn around around
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and go into a different type of relationship or environment and we have the opposite
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attitude. We're trying to look for what we can gain. So I think
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at least for me, something I have to think about and remind myself is
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that to bring that attitude every relationship, client, collaborative business part a referral
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partner, or a team member, an employee, whoever, they are bringing
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that attitude every relationship. How can I be of service here? How can
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I add value? How can I listen carefully and understand what's needed, uh
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to have that attitude in the entire sphere. And that's I think the challenge.
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Hmm, well you brought up some good points there, Luke. I
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want to build on is you said listening, And I think part of good
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business development is asking questions, you know, to gain understanding. And I'd
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love to hear from either of you, you know, if you share,
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And maybe I'll just start with you first, Luke, go to Charlie,
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but what are some of those you know, to let's listen to to what
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are some of those questions you ask folks to understand where they're at about what's
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working or not working, or whether you know what? Just what are those
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some of those things as you're curious that you has worked and they brought value
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and like have them open up and say, oh wow, either they see
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the value, they they see like hey, how you can help them,
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or that they can say like or I have somebody else that I know that
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I would think would be really helpful for you to talk to What are some
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of the questions that you asked to gain understanding? Are you talking about relationships
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in general or in dealing with well focusing in business development relationships and business But
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it could be, it could be. I mean, it's it's like we've
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chary I said, We're all humans at the end of the day, so
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we want to build relationship with one another. But yeah, just an example
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one of some people don't know where to start. So it's like feeling cold,
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awkward. What what would you suggest or what would you advise? Well,
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I think one of my favorite questions to ask in anytime I encounter with
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a client or I sit down with perhaps like I work a lot with investment
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advisors of state planning attorneys CPAs, do a lot of collaborative planning, and
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so when I sit down with either one of those people, I think one
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of my favorite questions to ask is what, in your mind, David,
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would it be a successful outcome of the meeting today? What to you would
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after we've been working together for a while would spell success and to you would
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be a great win in a great use of your time, what would you
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like to see? I think that's a great question to ask to put put
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the offer right back in the other person's lap and say, you tell me
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what good looks like. You tell me what an awesome outcome would look like,
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and that's what I want to make my goal. That's what I want
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to make my target when we work together. That's that's a great, great
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way to sort of set the tone in the relationship. Is a question.
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That's one of my favorite questions ask a clients. Sometimes people don't know glup
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to either they don't know what that actually looks like, and so that you
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can help them and ask them for deeper, deeper questions perhaps oh yeah,
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absolutely. Sometimes they kind of struggle with that question like that I don't know,
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I just need help or or I'm not really sure. I'm just kind
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of here to explore and see what comes out of it. And that's where
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then I think another next best thing to do is just ask about that person.
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Get to know them. Like you said, it's a human thing.
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It's about relationships, So get to know them well. Tell me tell me
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about your interest, tell me what how did you get to the to the
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business that you're in. Why do you have this steward your business company?
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Why is it important to you to help businesses? And the way you do?
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How did you even get here? Tell me the story. Ask people
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to tell you their story real quick, now, careful who you ask.
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It might be there for two hours. But I think that I think that
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most people just love and appreciate other people that care and want to hear about
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them, and so just asking about them, about their interests, about how
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they got to where they are, how they became an expert in whatever it
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is they're an expert in, and just be sincerely interested. And it happens
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pretty naturally when you when you have that sincere interest. So if you come
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to the to the table with that sincere interest, those questions I think come
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pretty naturally. Act like an investigator with sincere curiosity. So I like that.
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I like that. I like that thing. How about you, Charlie,
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what comes to mind? Or quote some question a question you may ask.
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Yeah, I I definitely like Luke's question of you know, what does
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success look like? And I mean that's a good place to start, because
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if you don't know what where you're going, how how are you going to
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get there? Right? So anyway, So that that's a great place to
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start. The other thing is just making sure that you get it, you
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know, you see here and understand them, right, That's that's the biggest,
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greatest human need, as Oprah would say, is to be seen,
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heard and understood. And so I like to use the SWAT questions or SWAT
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analysis questions s W O t uh finding out their strength, what's been working
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well for them? Uh? The W is for weakness, like their biggest
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challenge or challenges always for opportunities, what what what are they working on?
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What's their top priority right now? And then T is threats, right,
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what can what can get in the way of, you know, atually fulfilling
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on what they've set out, what they've set out to do. So there's
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some good ones that I use. Yeah, definitely, if you're stuck stuck
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on a particular topic, you can ask them any one of those areas exactly
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thinking about Yeah, I think that's great, And I think the idea is
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sometimes that sometimes we get stuck on this person these initial conversations. They this
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person may not be your client directly, but recognizing like you said, after
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you have those conversations, maybe for a while and you get to know them.
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One question I've used is or a practice using, is Hey, if
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this isn't something that's for you, we've talked through it, like you asked
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Luke, what would the wind look like? And this isn't quite a match?
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Is there somebody that you think would be a match, or there's somebody
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that I may be able to help now that we've had this conversation, And
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sometimes we forget to ask that question in business development, just kind of we
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wish them well. And I think as business owners taking pause and remembering these
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things and going back, oh, I didn't ask that question of them,
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and they would be happy to share with you because they just invested this time
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with you, and you've shared with them knowledge and wisdom and how you might
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be able to help them. And so as business owners that we remember to
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ask the question, Hey, is there somebody else that you would recommend or
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refer to me that I could help? Yeah? And I think I could
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go both ways too. The other side, the other way to look at
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that too is perhaps, like you said, maybe they're not a good fit
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for you, but you might know something. I might know somebody that they
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need that they can't that can't help them so if there's a client interaction or
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something like that. And we have a very team based approach, so that
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is something that I teach my team, and something that I focus on is
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to be of service, not just with the things I can personally do,
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but to connect them to other experts and trusted people with integrity that can help
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with it, help them the things perhaps I don't do. And the person
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I'm sitting across from really isn't a good fit for me, But I know
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someone that can help their their deeper need or their most important issue right now,
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and so you know, let me, let me make sure that introduction
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happens and someone who can help you with that, and make sure to connect
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them so that they can give they need. And that's another way pay forward.
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You're helping the person you're referring them to, You're helping the person who
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came to you initially, and you're going that extra mile rather than just saying,
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well, I wish you the best, See I can't help you're you're
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helping them solve the problem even if you can't solve it. So yeah,
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I think that's a great I think that's a great. Another reminder, Luke
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is I mean, and I've done this actually with I mean Charlie and the
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networking group we were a part of is I don't have nothing. I don't
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know. I mean, I don't know anything about it stuff. I don't
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do that kind of stuff, security stuff. And somebody starts talking about this
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stuff, I'm like, well, let me, let me do an introduction.
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And like you said, Luke or your collaborating you just mentioned at the
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beginning of Luke, your CPA's account. You with all these other groups that
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things that you don't do right, and you're providing a service. You're providing
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an opportunity to introduce this person to them. It helps them because they don't
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I don't know where I start with some of these folks. Can you get
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me a direction? And then the person that you're giving the referral to they
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appreciate that too. It's like, Hey, you're actually thinking about me,
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you're giving, you're bringing something to me, and you're not extracting or taking
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from me, if you will, like trying to get out of it from
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you. I love that that that you do that, Luke. Now you
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train your team to do that. It reminds me of the apples. The
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way they the culture that they've created where if they don't carry a shoe that
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you're looking for, they'll go and find the top three competitors that provide what
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you're looking for and provide that to you. And so that's that's pretty cool.
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So that's how you build trust where you're not just there for for what's
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in it for you, and you're there to truly be of service. And
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in that way, the next time they think of something anything remotely related to
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what you do, they're gonna come and ask you first, because they know
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that you're gonna take care of them no matter what. And so just for
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personal experience, client of ours I was thinking about what TV to get for
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her personal use and she called me on a Saturday and asked me, Hey,
18:32
should I go with q let or oh li It? I didn't know
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at the time, so I just googled it real quick on my phone,
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and I think I gave her the perks, the pros and cons of each
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and I and I know she's health conscious, so I said, I think,
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oh, that's a better fit for you. So, I mean,
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I don't know all the answers, I don't have all the answers, but
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I can we can all certainly Google, right, So don't tell them,
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don't just send them away and say, oh, we don't do that,
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just help them out, right, we can all, we can all just
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leverage the magical Google and provide some service. Yeah, I like, we're
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coming out of the holiday season. And if you guys have never seen you
19:10
know, it's an older movie and they did a remake of it. But
19:12
there's a movie called Miracle on thirty fourth Street. If you have never seen
19:15
that movie, it's a great movie. But that in that movie, there's
19:19
a Santa Claus, the real Santa Claus, right, and he works at
19:23
a department store and just what you're saying, Charlie, they don't have the
19:26
toys that they're looking for, and he tells them where they can go find
19:30
the toys, and the guys like, what the heck is going on?
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You know, the Santa Claus is telling our customers to go to another parent
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store. But then, like you said, the loyalty that comes from that
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and what you're creating, Luke, of you're creating what I call kind of
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a raving fans or a tribe in a good way of these people that are
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are because they know such a great positive experience that they had with you.
19:55
Right. Yeah, when people, if you can, if you can create
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a real liflationship where they don't doubt your integrity and your sincerity to be of
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service, the rest just follows the especially. You know, in our business,
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we're dealing with financial planning. It's pretty important things, often very personal
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things, and we're talking about their financial future, and these are tough decisions.
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Many times there's competition or they want to compare you with other people.
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And one of the things that I know serves us the best to foster a
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great relationship and to make that go smoothly, is if we first invest in
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that relationship by just being a service wherever we can, providing free education,
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answering questions with nothing expected in return, and all of that. You know,
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it goes a long way. It goes a really long way to where
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they do get to that point where they trust just enough they go, you
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know what, just tell me what to do and I'll do it. Give
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me the guidance. I want you to be my advisor. I want you
20:55
to be the one I look to and I got a question. You know,
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I'm not going to second guess everything you say. I can to overanalyze
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and push back. Once you get to that point where you've proven them,
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Listen, I truly care about you. I truly am in this to provide
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the best possible guidance and solution for you. You come first, and once
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they believe that, everything else, all the other barriers, all the other
21:15
issues pretty quickly melt away and it becomes a great relationship. Yes, well
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it's it's mutually beneficial. It's like you win and I will win. We
21:25
will win together. But if it's and maybe we'll pivot here for a minute,
21:30
because I think this is a great conversation, But I want to also
21:33
caution people on the flip side of this. And I was talking to Charlie
21:37
briefly before you came on here, Luke, But you know, the opposite
21:41
of this is and I see this a lot, and now with artificial intelligence
21:45
and some other things out there where I'll get a connection, which is not
21:51
a bad thing. I love connections. I'm a big connection person on LinkedIn,
21:53
Facebook, you name it. I like to connect with people and we're
21:57
about building relationship. But when it's flips, it and transitional, so I
22:00
connect with you and then the next thing it is hey, and I've got
22:03
this offer to pitch you, and they're like, you don't ask questions,
22:06
you don't understand about me, and you're pitching me right away. You're or
22:15
even worse, not even just pitching us all on. Charlie, you made
22:17
me feel guilty of sending a couple of emails. I didn't hurry from you.
22:19
I sent you an email. I didn't hear from you. I know
22:22
you're busy, you know whatever. I'm like, this is not the way,
22:27
my opinion. I'm just giving you some examples, and I'd love to
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hear some other examples from you. Guys. Let advise people not to do
22:34
these things because it actually hurts you more in using these technicts that I think
22:40
now that people using artificial intelligence and other things great tool, but if you're
22:42
using it, you know, tool is just a tool. If you're not
22:45
using an impactive manner, it can do more damage than good. And so
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you know, maybe Charlie, just start with you first, and then Luke,
22:55
but just some things that you have seen, and particularly Charlie, because
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if your IT background and where we're at with the computers and all this kind
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of stuff, what are you seeing as things to be aware of it.
23:03
Don't get sucked into some kind of this in your marketing. Yeah exactly,
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Yeah, what you shared that that is exactly what doesn't work. And there's
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a there was an article by a thought later I believe his name is Josh
23:25
Braun, I think, but he talks about by not having commission breadth.
23:30
Right. So when you approach people in all of your communication, like when
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you use sleazy type of tactics like what you said of guilt tripping, this,
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that and the other, that doesn't you know, build trust that that's
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the opposite has the opposite effect. And so it's that's like the throw spaghetti
23:51
against the wall and see what sticks approached, and so it's it's it's it
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doesn't build that that connection. And you may get lucky and find somebody that's
24:02
you know, right timing, right place and whatnot who doesn't care and they
24:06
just need to evaluate a solution. But then you you're just commoditized at that
24:11
point. And so it's definitely about building that relationship first and identifying right,
24:19
Like I mean, imagine you go to the er and they start just prescribing
24:25
stuff to you or start doing doing procedures on you without identifying the issue first.
24:30
That's essentially what's happening then with exactly Yeah, they get sued for millions
24:38
when they do that, so uh, you know, just because people that
24:44
do that don't have any repercussions legally, but you know they're going to shoot
24:48
themselves in the foot by you know, losing out on potentially tens of thousands
24:55
or you know. So absolutely, it's it's about identifying first. People don't
25:00
care what you know and what you can do until they know how much you
25:03
care about them, and so you got to first find out what's the situation
25:07
first. And the same thing the Sall analysis, that's where I always start.
25:12
It's first identifying where they are. If you don't, then you don't
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know how you can help them. Mm hmm. Yeah. I mean sometimes
25:23
we have a we have a solution in search of a problem, where like,
25:26
well I've got the solution, but you don't even really know my problem.
25:29
You're you're trying to sell me on a solution you need to do,
25:32
you need to buy a list of That's that that in these industries, I'm
25:34
like, you don't even know what I'm who I'm working with. You're trying
25:37
to sell me lists of people to content right now. How about you,
25:44
Luke, what's some experiences you've had in this like things to avoid? Yeah,
25:48
well, you know what you just talked about is very common in the
25:51
financial industry where people are very product centric, whether it's investment products, insurance
25:56
products. You know, when all you have is a hammer, everything starts
26:00
to look like an aile. And so hope you go around wacken things trying
26:03
to make it happen. And we see it in every industry. You're trying
26:07
to find a way to make whatever it is that you love to do or
26:11
offer or sell fit, and so the conversation naturally is a manipulative one.
26:15
You're trying to find an angle, and you're just kind of poking and asking
26:18
questions not to understand, not to solve their problems, but to find your
26:22
angle. And and that's a that's that's an insincere, disingenuous way to approach
26:27
it, and people tend to pick up on it. So you see that
26:32
in a lot of industries you have to really go there with no agenda.
26:36
If you go in with an agenda meaning I'm going to do X, you
26:40
know, almost to them rather than serve them. Uh, that's that's the
26:45
wrong way. Uh. And especially in any sort of business where you're in
26:48
sales, which basically every business is in sales and something. Every business is
26:52
in sales, and so there tends to be that temptation to try to use
26:57
clever closing techniques and use manipulation, to use all these processes to to force
27:04
people into a position psychologically or otherwise. And uh, you know that's that
27:11
you might get away with it. You know, you might make some sales.
27:14
You know, like Charlie said, you know, he's kind of the
27:15
spaghetting against the wall. You run the numbers, right then they talk a
27:18
lot of sales. They talk about running numbers and you're enough people, You
27:22
just get enough that will actually say yes and actually do your business. But
27:26
like you said, you don't build a community that way. You don't build
27:29
waving fans that way. It referrals that way. So it's a slower,
27:37
more challenging build to take the time to build a relationship and to do it
27:41
right. But it's a it's a it's a one that will have a compound
27:44
effect in success because when you've planted those seeds and those roots start to grow,
27:48
Uh, it begins to multiply exponentially because of that trust and that reputation.
27:53
And that's where you do that build that sense of community where people start
27:56
saying, hey, David is my guy. When you need help, next
28:00
you call David, and you get people who are advocating on your behalf because
28:03
they sincerely trust you and they will see you as a resource. And so
28:07
it never happens when you're transactional. It doesn't happen when you're just trying to
28:11
use the clothes or trying to sell the product. And that's that goes back
28:17
to just going in there, even if it's something you can offer, trying
28:19
to find out what their greatest need is in connecting with a solution where it's
28:22
you or not. That's why you do it right. So yeah, there's
28:27
a lot of ways to do it wrong as well. There's tefinitely a lot
28:32
of ways to do it wrong. I like what you talked about here,
28:34
Luke in understanding what they need and I think this is this is what you
28:40
know I call your ideal client or your avatar, and this is where this
28:44
is refined over time. A lot of business owners, when you first start,
28:48
they try to sell to everybody and I think you make that mistake.
28:52
Not everybody is your client. And there's a saying there's a gentleman named called
28:56
Alice Hermosi who's he's really a couple of great books, and one of me
29:00
talks about the niches. The riches are in the niches, meaning the more
29:04
that we can niche down and address the specific concerns of our our ideal client
29:10
because we know them, we know them very well. We're kind of usually
29:12
it starts with us. We start, we are our own ideal clients.
29:15
We started in a business because we knew we had a problem we had to
29:18
solve, and so it's like, how do we solve that? So,
29:22
you know, taking that time to get clearer on that and your messaging and
29:29
to your point, Luke, what you're saying is in a program I've gone
29:33
through with through my own mentor with Garage, your White and my wake Up
29:36
Wayer program is what we call strategic seduction in a good way, meaning we
29:40
have to community be really really clear on our messaging. Who are we there
29:44
to serve? Right? And if we're not clear on that, well that
29:48
that's we there. We can't you know, that's really incumbent upon us,
29:52
and somebody hears that message and says, Okay, I want to know more.
29:56
And that's meaning where we that's the point where ideally we get people I
30:02
call capture permission. Somebody is basically opting in and saying I want to know
30:04
more. They're giving you permission at this point to reach out to them.
30:08
There's a difference between a person. There's a big difference there. Oftentimes we're
30:15
pushing things where people have not said I want to know more. And that's
30:18
again another mistake I feel depends on your type of market, but for most
30:22
of us, it's not you know that where we're just pushing things out on
30:27
folks unsolicited, Like I don't want to get on then email list, right,
30:30
Like how do they get on this email list? I have a great
30:33
example actually just came to mind, if you like, I could shore It's
30:37
funny. I was at a business a business event, business networking event,
30:44
and uh, there was this person there who marketing themselves as a like a
30:52
speaking coach and a business coach, like a kind of a life and business
30:56
coach. And it's been a speaker, speaker, or mentor or type person
31:00
how to be effective in communication? That kind of thing, and we did
31:06
this initial thing where we went around the room and each person had a quick
31:08
thirty second introduction who they were, what they did, things like that,
31:12
and that particular season in my life, this is many years ago. I
31:15
was transitioning from one business to another. I had been focusing anything on business,
31:18
insurance, things like that, and throughout my twenty years and plus in
31:23
this industry, I've done a lot of different aspects of the financial industry and
31:26
the insurance industry, and so I was focusing back in on retirement planning,
31:30
wealth planning, things like that and some of the things we do. And
31:34
many of the people in the room already knew me for the other thing,
31:37
and so when I did my introduction, I said, hey, guys know
31:40
me as this, but I'm now transitioning and this is my new focus and
31:42
this is what I'm doing. And I gave them, you know, kind
31:45
of the context. And so anyway, after the initial introduction, after the
31:49
meeting went on and this one speaker coach person shared their thing and they were
31:55
one of the speakers of the day, and then she came up to me
31:57
afterwards and offered me a bunch of free advice and told me how terrible my
32:02
intro was and how I shouldn't be, you know, mentioning two different businesses
32:07
at once, because that confuses people. And then she's a complete She was
32:10
like a guest to this group. She came in, and so she had
32:15
no idea that most of the people knew me and that they knew what I
32:17
did before. And then the reason I gave the two was for that that
32:22
you knew nothing was a perfect you know, diagnosed before even testing anything.
32:25
Kind of a malpractice situation. And it was so ironic because she's there to
32:30
promote her ability and her skill to communicate with people and to coach people,
32:35
and here she is, unsolicited, absolutely blowing it with me. I'm just
32:40
like, you are the last person I want advice from now, because you
32:44
couldn't have done that worse. You didn't come up and ask me questions,
32:46
get to know me, find out what I'm trying to accomplish. You just
32:51
threw a bunch of free advice at me and kind of condemned everything you observed.
32:54
You basically pointed out everything I did wrong. I was like some of
32:59
them. It was so funny, it was it was so ironic. But
33:01
that's exactly what you're talking about. You go out there and you're this expert
33:05
and whatever it is you do, and you just start forcing your advice or
33:08
your services on everybody around you because you're trying to put yourself out there as
33:13
whatever. And that's a great way to chase everyone away, you know,
33:17
rather than going out to be a service and and let people come to you,
33:22
let people ask for you, open and that kind of thing. So
33:24
it was it was really funny. It was really really funny. And she
33:28
tried to get me to come to her clinics to learn how to how to
33:30
speak and how to do stuff with Are you kidding me? Yeah? I'm
33:36
like, Wow, you're probably one of the worst examples I've ever seen of
33:37
the very thing you teach. Right, recommend it, I was saying,
33:43
you should recommend it. How her to read How to Win friends and Influence
33:46
people? Right, no doubt. We had that book ready and pulled it
33:51
out. Here you go, I go, do you favor right now?
33:53
Man? Well, we want there's there's so much, but you could go
33:58
in here. We're going to make this a little bit short us at night,
34:00
just because we've got we've got some other commitments between our panel tonight.
34:05
But I really like this idea of where we're going there. We're we're gonna
34:08
be coming back to this topic for sure, and there's a lot more that
34:12
we're gonna be talking about this year. We're going to continue the Business Roundtable
34:15
podcast as we're going through this twenty twenty four. We're glad to have you
34:19
Luke back for this week and we have different guests coming in and out of
34:22
this roundtable. So those of you that are listening, please comment, feel
34:28
free to chime in. We we are now posted not only on YouTube,
34:31
but we have should be on all major podcast platforms to take a listen.
34:36
Find it on your choice of listening platforms that you like. We're excited to
34:42
continue to share that. But as we're as we're kind of wrapping up for
34:45
tonight anyways, just last thoughts, Charlie, I throw it to you and
34:49
then Luke and then I can I can close us out. But parting thoughts
34:52
Charlie on this topic. Yeah, absolutely, I really like the story that
34:57
Luke shared and it reminds me of basically the other side of that coin is
35:05
always leading by example rights. That's what gives you the moral authority to be
35:09
able to be telling you or advising other people on what to do and the
35:15
solutions and whatnot. And so there was a story that I just heard today
35:20
where there was a mom. She had her kid just loves candy. I
35:24
was eating candy. This was back in Gandhi's time. And so she's like,
35:30
okay, well, I know my son idolizes Gandhi. So I'm gonna
35:35
walk you know, the long track to go see Gandhi and have Gandhi tell
35:39
my son to stop eating so much candy. So they make the long track
35:44
and then they go see Gandhi and she asks him if he can tell his
35:52
son to not eat candy because it's bad for his health. And so Gandhi
35:57
tells the mom come back in two weeks. And then so she makes the
36:01
long track home, comes makes a long trip track again back in two weeks,
36:07
and then Gandhi told her told told her son, Uh, I need
36:13
you to stop eating candy. It's bad for your health. So the mom
36:15
was like, what's going on, Like, why couldn't you just tell him
36:19
that last time two weeks ago when we were here. Well, he was
36:22
saying, two weeks ago, I was the same as your son. I
36:27
was eating candy, and so you know, for me to advise him and
36:32
tell him what to do, I needed to first be the change that I
36:36
wanted to see in him. So that goes back to the leading by example.
36:40
You if you're telling somebody else something and you're not doing it yourself,
36:45
you're not leading by your actions, then have the moral authority to be able
36:51
to influence. So that's the final thought example. Thanks Charlie. Thoughts Luke.
36:57
As we're wrapping up the last thoughts here, we'll definitely be coming back
36:59
to business development a lot here, but final thoughts here. That's a that's
37:02
a great story, Charlie. I like that we talk a lot about that
37:07
that I authority. I'm not sure if I have much to add. I
37:12
think, you know there we could go off on a lot of different tangents,
37:15
but uh, you know, I think this is a good start.
37:17
Just coming to serve, I think is the premise here. Connect with people,
37:22
build relationships. Don't shortcut that process. People take time. So take
37:28
the time with people to build a relationship, to build the trust, and
37:32
and play the long game, not the short game. Don't be short sighted.
37:37
Be in it for the long term. And if you build that strong
37:39
foundation, you can build an empire and have incredible success. But if you're
37:44
short sighted, you're looking for the quick and easy way, you're always going
37:47
to cut your own links out from underneath you. So you know, take
37:51
the time, come to serve, and and that's that's the foundational principles to
37:57
walk by. So I love that, Luke, thank you. Yeah,
38:00
and I agree. And those of you that have been following on or you
38:02
listen to this, everyone on, everybody that comes onto this podcast, I
38:08
personally know I've met and I've known for some time. We've developed relationships ourselves
38:14
and helping each other. So I can say very confidently reach out to any
38:17
one of us. We will help you, or if we can't, we'll
38:20
point you in the direction in which, like you were saying earlier, Luke
38:22
will get you in the right direction. So if you're feeling stuck in your
38:25
business, it doesn't have to be business development. It could be other areas
38:29
financial it we talk about business and mergers, acquisitions, business resource specialists with
38:34
so we've got a lot of different resources here. We're here, honestly to
38:37
get back and give you and build those relationships. We believe firmly I'll you
38:42
know that as we give them. Like you said, Luke, put that
38:44
value out with that expectation that you're going to see, taste and experience that
38:49
and then you're gonna really we believe that you would see value in wanting to
38:52
work with each one of us. So that's the philosophy. I think everyone
38:55
that you guys here, if you shared, and we've had others that have
38:59
been on this podcast, that's why we started this as a way to get
39:00
back and to show and give values. So I appreciate you guys taking time
39:05
out tonight to be a part of this podcast. We'll be back again next
39:09
week. So I appreciate all of you guys listening in. Thank you Charlie
39:14
and Luke, and have an amazing Yeah, happy new Year. All right.
39:19
Thanks having to you guys,