Episode 92: Ditch the Pitch & Start Connecting! with Laura Templeton

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(upbeat music)

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- Welcome back to the Get
Unstuck and on Target podcast.

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I'm Mike O'Neill with Bench Builders,

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and we help growing companies,
especially manufacturers

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improve their people,
process and planning systems

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so they can scale smarter and faster.

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Joining me today from Bradenton,
Florida is Laura Templeton.

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Laura is the Founder and Chief Instigator

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at 30 Second Success,

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a company helping coaches, consultants,

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and service providers
make better connections

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and obtain more business
in 30 seconds or less.

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Laura is also a global speaker,

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brand communication consultant

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and the author of "30 Second Success:

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"Ditch the Pitch and Start Connecting."

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Welcome, Laura.

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- Thank you so much for having me, Mike.

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I appreciate you inviting me on your show.

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- Well, I'm looking forward
to this conversation.

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We've had an opportunity to speak

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prior to recording this podcast.

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I love the name of your book

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cause it kind of says it all,

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"Ditch the Pitch and Start Connecting."

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What is it about the pitch
that we have drilled into us

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as business leaders?

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- Well, I think the biggest thing

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that a lot of people really struggle with

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is that a pitch is more
about a sale, right?

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It's about making the
sale, closing the deal.

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And in this day and age,

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it's the importance of
connecting with people

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and how much further those
deep connections take you

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changes everything.

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It changes your relationships.

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It changes your business.

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It changes the sales process.

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So really getting away from
having a standard sales pitch

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or, you know, thinking of
someone that's in front of you

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always as a prospect,

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rather than someone who
you wanna get to know,

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wanna build a relationship
with makes a big difference.

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- You know, we are recording
this podcast in mid-July.

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It will probably not be released

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for another eight to 10 weeks,

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but at this point we're coming out of,

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I hope that's the right
term, an unprecedented time

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by which connecting was
done very, very differently

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two and a half plus years ago.

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Help me understand, you're
encouraging the importance of

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drop the sales pitch and
put emphasis on connecting.

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But you haven't given up on
that 30 second timeframe.

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What is it about the 30
seconds and connecting?

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What is it you're trying to
get across to the readers

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and to our listeners about
how that all comes together?

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- So the importance of
your 30 second message

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is really not to sell someone right.

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A lot of times we take it for granted

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that when we're in a networking event,

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they give us an opportunity

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to give a 30 second commercial, right?

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And think about it from
this perspective in,

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you know, marketing and advertising,

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they've always used the methodology

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that your intention with your commercial

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is to get someone's attention

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to get them to wanna know more.

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Obviously, you know, in
commercials, advertisements on TV,

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they're hoping that you will buy,

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but it's more to create that familiarity.

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When you're networking,

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it's about grabbing someone's attention

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and getting them to wanna know more,

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getting them to have a
deeper conversation with you.

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Learn what you're about,

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understand who it is that
you're trying to connect with

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because we have to understand
that the people in the room

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aren't necessarily all our clients,

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but they may know who
our clients are, right?

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So once we build a relationship with them

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and help them understand what we do,

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they can then go out
and speak on our behalf

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to the people that they know

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or someone that they might overhear

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talking about their struggles.

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And when we do a good job
of educating our audience

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on what it is that we do,

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they start to look at it differently,

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like how can I help you?

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Where can I connect you?

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What is it that you're looking for?

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And, oh my goodness, I know
someone who needs your help.

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That's the value of
that 30 second message.

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It's really not to tell
people everything that you do.

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Have you ever watched someone
who just starts talking

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and doesn't wanna shut up?

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- Yes.

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- And it becomes really painful for them,

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like they don't know when to end,

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but they feel like they've
gotta tell you everything

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that they do.

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And that's because they think of it as

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okay, if I miss something,

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they're not gonna know we have this,

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and now I've lost a sale.

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But when you think about
it in terms of okay,

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if I tell you everything
I do and how I do it,

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and even my price,

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now I don't need to have a
conversation with you, right?

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You're not gonna get to know me.

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You're not going to get to trust me.

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You're not gonna get that trust factor

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that is so imperative to relationships,

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and the sales process really

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doesn't even have a chance to happen

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when you spill all the beans.

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- So that being said, you mentioned

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that you wanna move away
from it being a sales pitch.

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You're trying to make connections.

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I'll go back to this 30 seconds.

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Is that a reflection on our
limited attention span nowadays?

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- Oh, absolutely.

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Absolutely, and you know
what, but the thing of it is,

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we don't have a whole lot of time, right?

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It seems like we have less
and less time every day

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because our days are filled
with a lot of attention getting,

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you know, all the things that
are grabbing our attention,

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whether it's our businesses, our children,

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our, you know, household responsibilities.

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But when you think about
it, the 30 second message,

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it's really about grabbing
someone's attention

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because the attention span of humans

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has been dwindled down from like 12 per,

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I think it was like 12
seconds, you know, in the 80s,

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and now it's about seven seconds.

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So you have about seven
seconds to grab the attention

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of the people in the room

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to get them to want to listen
to what you have to say.

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So the 30 second commercial

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is giving them just enough
so that they can go,

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okay, I've absorbed that information.

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Yes, I wanna have a deeper
conversation with her.

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No, I don't really need to talk with her

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because maybe I've already spoken with her

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or that really doesn't
apply to me right now.

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It gives them an opportunity

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just to get a little bit of a taste

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and an idea of what you want.

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Hopefully you've done an
effective job in saying,

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hey, we, you know, we definitely
should have a conversation

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so I can share a little bit
more about the work that I do.

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Maybe it'll help you.

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Maybe it'll help someone else.

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That's the intention.

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But that, it's so imperative
in that first seven seconds

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of what you do say.

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And I tell people all the time,

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don't start your commercial
with your name and your company.

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And there's a reason for that.

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The reason why you wouldn't
start your 30 second message

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with your name and your company is

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what if you do something
that's very familiar

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with a lot of people like, oh,
you're a financial advisor.

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You say your name and
the name of your company,

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and right away, they're gonna
go, oh, I know what she does.

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I don't need to listen to her

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cause I'm gonna pay attention
to what I need to say.

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Right, I gotta figure out
what I'm gonna say next,

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rather than paying attention to you.

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But if you start with a
really intentional statement

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or a comment or a really good question

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that gets people to lean in,

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now you've grabbed their attention.

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And, you know, for instance,

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like there was one of my
clients that used to talk about,

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you know, what would happen to your family

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if your house burnt down tonight?

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Do you know where you're gonna go?

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Well, he was an insurance salesman.

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And how many people like
leaned in like, oh my gosh,

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I never thought about that.

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And chances are most people
don't think about that.

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Like where are you going to go tomorrow

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if your house burned down tonight?

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- I love the question.

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It's not only factual, but
immediately tugs at the heart

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right off the bat.

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- Absolutely.

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- And it's only a matter of a few words,

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and you got 'em hooked, do you not?

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- Absolutely, and that's
the biggest thing.

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A lot of people don't understand,

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your message is designed to
grab someone's attention.

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So start with the things that
matter to them most, right?

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What is the pain or problem

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that your ideal client
really struggles with?

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For me, you know, a lot of times I'll say

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most people struggle to effectively
communicate who they are

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in 30 seconds or less.

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And we know, and we've seen people

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really struggle with that.

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So yes, it makes sense, right away.

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It's like, oh, and you
can feel it emotionally

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in yourself sometimes cause,

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or A, you've felt it, or
B, you've watched somebody

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that you know and love struggle with it.

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And that was part of the reason

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why I started my own business.

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I watched too many people
struggle with that challenge

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of having to create a 30 second message

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that grabs people's attention,

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gets them to wanna know more

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and still feels like you, right?

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You mentioned the heart.

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It's your emotion.

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What emotions are you
bringing to your message?

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What emotions are you
connecting to in your audience

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that creates that instant
inquisitiveness on their end,

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gets them to wanna know more about you

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and the work that you do.

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So what is it that you're tapping into?

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And it's really about emotion.

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It's connecting on an emotional level

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that a lot of people fail to understand

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when they're communicating
what it is that they do.

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- You know, I introduced
you as the Founder

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and Chief Instigator of 30 Second Success.

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I've never heard that
term, chief instigator.

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What does that mean to you?

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- That is an homage to my
father who passed recently.

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We lost him in November.

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My dad was quite an instigator, and one,

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he was the person that I admire the most

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because I loved growing up

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watching my father just
have great conversations

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with people, no matter where we went.

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He would always ask really good questions,

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would joke around with people,
get really comfortable.

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We swore my dad knew everybody.

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We just, you know, like he
could have been mayor really

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because he just knew everybody

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because the man took
the time to ask people

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very intentional questions
and get them to talk with him.

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And we would literally be standing in line

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at either Hershey Park or Disney world,

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and people would be like surrounding him

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like he was holding court

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because he just asked
really great questions.

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And that's something that I aspire to do.

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And I do that, I get to do that in my work

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because I ask a lot of
intentional questions,

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not only of my clients,
but my audience as well.

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- Well, you can be assured
the apple didn't fall far

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because you did exact same thing.

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In our very first meeting,

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you asked extremely good questions.

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And you did something beyond
just kind of talk about

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what you did.

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You turn what you do into action.

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And that is, I know
that your current book,

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and I know you may working
on the follow up on that,

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"Ditch, the Pitch and Start Connecting"

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is within an hour of you and I hanging up,

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I got an email from you
with an introduction,

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and the introduction wasn't
just an introduction.

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It was a direct result of
the conversation that we had.

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And the conversation that we had

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was how can I be helpful to you?

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Who might you like to get to know?

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And you immediately put that into action.

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So be assured that if
initiating conversation,

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engaging in conversation
and turning it into action

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is something you aspire to,

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I've seen that already firsthand.

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- Well, thank you.

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Yes, it's one of the
things that I encourage

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a lot of people, including my clients.

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So if I'm expecting my clients
to do it, I do it myself.

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So this is just, you
gotta put into practice

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what you're teaching others to do

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to make sure that it's effective

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and that you're modeling well.

00:12:14.490 --> 00:12:16.800
And that was, again,
it goes back to my dad.

00:12:16.800 --> 00:12:20.253
My dad was the ultimate
connector, so thank you for that.

00:12:21.210 --> 00:12:22.613
- You know, when we were chatting

00:12:22.613 --> 00:12:25.440
prior to scheduling this podcast,

00:12:25.440 --> 00:12:26.700
I wrote this down,

00:12:26.700 --> 00:12:31.200
and that is how does
action lead to momentum?

00:12:31.200 --> 00:12:33.240
And I wrote it down as,
and I didn't tell you,

00:12:33.240 --> 00:12:34.740
I might ask that question,

00:12:34.740 --> 00:12:38.190
but how does action lead to momentum

00:12:38.190 --> 00:12:41.130
based on your observations?

00:12:41.130 --> 00:12:43.470
- So this is, I appreciate
you asking that question

00:12:43.470 --> 00:12:45.570
cause that's something that
I'm working on right now

00:12:45.570 --> 00:12:48.900
with my second book around
the 30 second success.

00:12:48.900 --> 00:12:51.600
And really it's taking
those actionable steps

00:12:51.600 --> 00:12:53.280
that move you forward in your business.

00:12:53.280 --> 00:12:56.670
And as you start to move
forward in your business

00:12:56.670 --> 00:12:58.740
and take actionable steps,

00:12:58.740 --> 00:13:01.350
like even if it's small, actionable steps,

00:13:01.350 --> 00:13:05.790
it is creating momentum
as you keep pushing.

00:13:05.790 --> 00:13:08.757
So momentum is obviously the driving force

00:13:08.757 --> 00:13:11.520
when we create something,
and we keep it going,

00:13:11.520 --> 00:13:13.140
and we keep adding energy to it,

00:13:13.140 --> 00:13:14.267
and we keep adding energy to it,

00:13:14.267 --> 00:13:17.700
and it gets us to where we want to be.

00:13:17.700 --> 00:13:21.420
You know, obviously action
takes intention, right?

00:13:21.420 --> 00:13:22.710
We have to be intentional

00:13:22.710 --> 00:13:24.480
about the actions that we're taking.

00:13:24.480 --> 00:13:26.700
You know, we could sit
at our desk all day long

00:13:26.700 --> 00:13:29.130
and pretend that we're
taking action, right?

00:13:29.130 --> 00:13:31.830
We could be playing in, you
know, playing on social media.

00:13:31.830 --> 00:13:33.090
We could be, you know,

00:13:33.090 --> 00:13:36.690
but it's the purposeful, actionable steps

00:13:36.690 --> 00:13:40.470
that we make each and every
day that get us to our goals.

00:13:40.470 --> 00:13:43.770
And that's what creates that
momentum in our business.

00:13:43.770 --> 00:13:46.830
What I absolutely love,
and the longer I study

00:13:46.830 --> 00:13:49.890
the effects of momentum in business,

00:13:49.890 --> 00:13:51.810
what I'm discovering is, you know,

00:13:51.810 --> 00:13:53.640
just like everything else, you know,

00:13:53.640 --> 00:13:55.890
momentum has a curve to it, right?

00:13:55.890 --> 00:13:57.180
So we start pushing things,

00:13:57.180 --> 00:13:58.500
and we feel like we're pushing uphill.

00:13:58.500 --> 00:13:59.700
We're constantly pushing uphill.

00:13:59.700 --> 00:14:02.280
And all of a sudden, you
know, that ball of momentum

00:14:02.280 --> 00:14:04.860
is getting bigger and
bigger and harder to push

00:14:04.860 --> 00:14:08.700
as we go uphill because
we're doing the hard things.

00:14:08.700 --> 00:14:10.530
We're doing the hard
things in our business

00:14:10.530 --> 00:14:12.720
that get us out of our comfort zones.

00:14:12.720 --> 00:14:14.250
And those are the things
that have to get us

00:14:14.250 --> 00:14:15.750
to the top of the hill.

00:14:15.750 --> 00:14:17.580
So that ball's getting
really big, really heavy

00:14:17.580 --> 00:14:19.380
as we get to the top, and
at some point in time,

00:14:19.380 --> 00:14:20.640
you're gonna get to the top of the hill

00:14:20.640 --> 00:14:22.740
and all of a sudden you're
gonna like hit it, right?

00:14:22.740 --> 00:14:24.990
And it's like, how many
people get to that point

00:14:24.990 --> 00:14:27.365
where all of a sudden it stops,

00:14:27.365 --> 00:14:30.330
and they don't do anything, right?

00:14:30.330 --> 00:14:32.430
They don't take that next actionable step

00:14:32.430 --> 00:14:34.950
that's just gonna get
it like that little push

00:14:34.950 --> 00:14:37.140
that they need to get
it to start rolling down

00:14:37.140 --> 00:14:39.973
the other side of the
hill, cause they pull back.

00:14:39.973 --> 00:14:43.556
And what I'm finding is it's just,

00:14:43.556 --> 00:14:45.870
if I can just help people understand,

00:14:45.870 --> 00:14:47.520
it's the little things
that you do every day

00:14:47.520 --> 00:14:49.230
that are gonna keep pushing
that ball up the hill.

00:14:49.230 --> 00:14:50.340
And at one point in time,

00:14:50.340 --> 00:14:52.620
you're just gonna take
your finger and go, boop,

00:14:52.620 --> 00:14:55.560
and it's gonna start
rolling down the other side.

00:14:55.560 --> 00:14:57.869
And as it starts rolling
down the other side,

00:14:57.869 --> 00:14:59.670
life will start to get easier.

00:14:59.670 --> 00:15:01.800
So you'll still be taking those actions,

00:15:01.800 --> 00:15:06.060
but now the momentum is
carrying itself, right?

00:15:06.060 --> 00:15:07.530
It's moving forward.

00:15:07.530 --> 00:15:10.260
Yes, you still need to
take those action steps,

00:15:10.260 --> 00:15:11.700
but they get a lot easier

00:15:11.700 --> 00:15:16.290
because you'll have the things
in place that you want to do

00:15:17.280 --> 00:15:20.190
and that you want to achieve,

00:15:20.190 --> 00:15:22.530
and you'll be hitting
those markers, right?

00:15:22.530 --> 00:15:25.860
And it becomes a lot easier
to hit those markers.

00:15:25.860 --> 00:15:28.290
And there may come a time
where you hit another hill,

00:15:28.290 --> 00:15:30.210
and you gotta start pushing up again,

00:15:30.210 --> 00:15:31.110
depends on what you want

00:15:31.110 --> 00:15:33.630
and how far you wanna go
with that ball, right?

00:15:33.630 --> 00:15:35.610
Because we know it's the whole,

00:15:35.610 --> 00:15:37.410
you remember the spaghetti story?

00:15:37.410 --> 00:15:40.500
You know, the meatball
that rolls down the hill?

00:15:40.500 --> 00:15:41.412
- No, tell me.

00:15:41.412 --> 00:15:46.412
- There was a story about
it, and it was a while ago

00:15:46.800 --> 00:15:48.840
that I heard it, and
it was about a meatball

00:15:48.840 --> 00:15:49.800
that rolled down the hill,

00:15:49.800 --> 00:15:50.940
and it kept rolling down the hill,

00:15:50.940 --> 00:15:53.580
and eventually it came to a stop.

00:15:53.580 --> 00:15:56.230
And then all of a sudden it was like,

00:15:56.230 --> 00:15:58.415
okay, now what do I do, right?

00:15:58.415 --> 00:15:59.520
And it was just, what do you need to do

00:15:59.520 --> 00:16:00.930
to roll the meatball up the hill?

00:16:00.930 --> 00:16:04.027
And it was just a matter
of get your fork and start,

00:16:04.027 --> 00:16:06.270
you know, and move up the hill, right?

00:16:06.270 --> 00:16:08.160
So it was just the creation of,

00:16:08.160 --> 00:16:10.320
and I probably told that
story totally wrong,

00:16:10.320 --> 00:16:11.880
but that's what I remembered in my head.

00:16:11.880 --> 00:16:15.000
So now I'm gonna have to go
look it up, but it was just,

00:16:15.000 --> 00:16:16.140
you know, it just came to me

00:16:16.140 --> 00:16:18.180
that I remember the
story about the meatball,

00:16:18.180 --> 00:16:20.794
and I think it's a children's story.

00:16:20.794 --> 00:16:23.010
So I'm gonna have to go look that one up,

00:16:23.010 --> 00:16:25.890
but it's just a matter of, you know,

00:16:25.890 --> 00:16:28.410
sometimes we have to,
even when things stop,

00:16:28.410 --> 00:16:30.540
we have to stop and pick 'em up, right?

00:16:30.540 --> 00:16:32.820
We have to keep moving it forward

00:16:32.820 --> 00:16:35.070
because when we stop
taking those action steps,

00:16:35.070 --> 00:16:36.900
things just, you know,
everything just stops

00:16:36.900 --> 00:16:38.640
that comes to a complete halt,

00:16:38.640 --> 00:16:41.760
but God forbid you're on the
bottom side of that hill.

00:16:41.760 --> 00:16:42.957
Now it's gonna come back at you right?

00:16:42.957 --> 00:16:45.000
And now you gotta start all over again.

00:16:45.000 --> 00:16:47.970
And that's happened for me a
few times in my own business

00:16:47.970 --> 00:16:50.400
where I had to take a break, you know,

00:16:50.400 --> 00:16:54.671
where there were things, and,
but what I found was recently,

00:16:54.671 --> 00:16:56.700
you know, I had to take
a, when it was, you know,

00:16:56.700 --> 00:16:58.980
you're in that entrepreneurial path

00:16:58.980 --> 00:17:01.710
of doing everything yourself,
and if you take a break,

00:17:01.710 --> 00:17:03.930
everything stops with you.

00:17:03.930 --> 00:17:06.900
So stepping into hiring people

00:17:06.900 --> 00:17:08.790
or finding the right support system

00:17:08.790 --> 00:17:11.100
of people that could help
me keep moving forward

00:17:11.100 --> 00:17:12.240
even when I had to take a break.

00:17:12.240 --> 00:17:13.770
Like when my father passed away,

00:17:13.770 --> 00:17:16.110
I had women in my networking group

00:17:16.110 --> 00:17:17.790
that just kept promoting my book for me

00:17:17.790 --> 00:17:19.830
and kept helping to promote the things

00:17:19.830 --> 00:17:21.720
that I was working on,
so I could concentrate

00:17:21.720 --> 00:17:23.876
on helping my mom with
my dad, and you know,

00:17:23.876 --> 00:17:26.010
when he was on hospice.

00:17:26.010 --> 00:17:28.680
So it was a beautiful experience to have

00:17:28.680 --> 00:17:30.240
those people that were around me

00:17:30.240 --> 00:17:31.710
that kept pushing the ball for me,

00:17:31.710 --> 00:17:34.879
even though I wasn't the
one taking the action.

00:17:34.879 --> 00:17:38.310
So there's so much beauty in that momentum

00:17:38.310 --> 00:17:39.630
and finding the right people

00:17:39.630 --> 00:17:41.706
that will help you carry that momentum

00:17:41.706 --> 00:17:44.523
as you grow in your business.

00:17:45.780 --> 00:17:47.130
- But you wouldn't have those people

00:17:47.130 --> 00:17:50.097
if you had not made the
investment in those relationships

00:17:50.097 --> 00:17:51.510
up front.

00:17:51.510 --> 00:17:53.130
The relationships were in place,

00:17:53.130 --> 00:17:57.283
they saw you were in need,
and they stepped into the gap.

00:17:57.283 --> 00:17:58.707
- Oh, absolutely.

00:17:58.707 --> 00:18:01.527
And that's where I think the
beauty of networking comes in.

00:18:01.527 --> 00:18:04.964
A lot of solo promoters and entrepreneurs

00:18:04.964 --> 00:18:08.700
struggle against networking
and haven't figured out

00:18:08.700 --> 00:18:10.800
networking is not a place to be selling.

00:18:10.800 --> 00:18:12.156
It's about community.

00:18:12.156 --> 00:18:14.700
It's where you're finding
your tribe of people

00:18:14.700 --> 00:18:17.430
that will surround you,
support you and help you grow.

00:18:17.430 --> 00:18:21.510
It's not about selling into your network.

00:18:21.510 --> 00:18:23.844
It's about creating those relationships

00:18:23.844 --> 00:18:26.310
with people that are willing to go out

00:18:26.310 --> 00:18:28.083
and tell everybody else about you.

00:18:29.384 --> 00:18:33.150
You know, I can probably
count on, you know, two hands,

00:18:33.150 --> 00:18:35.339
the people that were
actually in my network

00:18:35.339 --> 00:18:40.050
that were, well, no, there
was probably more than that.

00:18:40.050 --> 00:18:42.690
More than two hands that
have been my clients,

00:18:42.690 --> 00:18:47.160
but those clients have multiplied tenfold.

00:18:47.160 --> 00:18:49.500
And the people in my group multiplied

00:18:49.500 --> 00:18:51.690
just by watching their experience

00:18:51.690 --> 00:18:53.040
with the referrals that have come in.

00:18:53.040 --> 00:18:55.530
Most of my business has been referrals

00:18:55.530 --> 00:18:57.420
in the seven years that
I've been in business.

00:18:57.420 --> 00:19:00.480
Most of my clients have come
to me through referrals.

00:19:00.480 --> 00:19:02.190
It's beautiful.

00:19:02.190 --> 00:19:06.840
- Now I know you work with
clients in different areas.

00:19:06.840 --> 00:19:09.420
I introduce you as working particularly

00:19:09.420 --> 00:19:13.382
with coaches and consultants
and service providers.

00:19:13.382 --> 00:19:15.112
Of those three categories,

00:19:15.112 --> 00:19:20.112
to some extent all three
describe kind of what I do,

00:19:20.340 --> 00:19:21.360
but of those three,

00:19:21.360 --> 00:19:23.234
coaches, consultants
and service providers,

00:19:23.234 --> 00:19:27.510
do you find any group
struggles with this topic

00:19:27.510 --> 00:19:28.860
more than others,

00:19:28.860 --> 00:19:31.610
struggling with ditching to
pitch and start connecting?

00:19:32.910 --> 00:19:34.380
- It's funny that you ask that question

00:19:34.380 --> 00:19:38.430
because I used to refer to my client base,

00:19:38.430 --> 00:19:41.520
my ideal client, as business
owners, entrepreneurs,

00:19:41.520 --> 00:19:43.080
and professionals.

00:19:43.080 --> 00:19:45.840
When I started looking at my clients,

00:19:45.840 --> 00:19:47.670
like I really looked at my client history

00:19:47.670 --> 00:19:49.800
and discovered within my client history,

00:19:49.800 --> 00:19:52.439
it was really consultants,
coaches, and service providers

00:19:52.439 --> 00:19:55.127
that I've been working
with all of this time.

00:19:55.127 --> 00:19:58.680
And you know, that's
the beauty of looking,

00:19:58.680 --> 00:20:00.420
really understanding who
your ideal client is.

00:20:00.420 --> 00:20:02.400
When you can go, you
have a pool of clients

00:20:02.400 --> 00:20:03.780
that you've worked with historically,

00:20:03.780 --> 00:20:04.860
and you go back and look at,

00:20:04.860 --> 00:20:06.660
you have that aha moment of, oh my gosh,

00:20:06.660 --> 00:20:07.980
these are my people.

00:20:07.980 --> 00:20:09.930
I've been trying to
market to the wrong people

00:20:09.930 --> 00:20:10.763
all this time.

00:20:10.763 --> 00:20:13.299
And it wasn't necessarily
marketing to the wrong people.

00:20:13.299 --> 00:20:14.280
It was just a different verbiage

00:20:14.280 --> 00:20:16.770
cause yes, you know, coaches, consultants

00:20:16.770 --> 00:20:20.384
and service providers are
professionals, you know,

00:20:20.384 --> 00:20:23.130
business owners and entrepreneurs.

00:20:23.130 --> 00:20:25.620
But now I'm looking at
it in a different way

00:20:25.620 --> 00:20:26.550
and really marketing,

00:20:26.550 --> 00:20:30.090
messaging really goes to them differently.

00:20:30.090 --> 00:20:33.231
And I think that the beauty of it is

00:20:33.231 --> 00:20:36.840
just figuring out who it is

00:20:36.840 --> 00:20:39.570
that you're intended to work with, right?

00:20:39.570 --> 00:20:40.950
So in that pool,

00:20:40.950 --> 00:20:44.086
the coaches and consultants
and service providers,

00:20:44.086 --> 00:20:49.080
I feel like there is an
overlap in what they do.

00:20:49.080 --> 00:20:54.080
And for the most part, I
think my zone of genius,

00:20:54.564 --> 00:20:57.210
the ones that really
gravitate to what I do

00:20:57.210 --> 00:20:59.610
are the ones that I'm very
familiar with their work

00:20:59.610 --> 00:21:02.130
is the coaches because they're, you know,

00:21:02.130 --> 00:21:03.030
they're the teacher,

00:21:03.030 --> 00:21:04.670
they're the leader.

00:21:04.670 --> 00:21:06.210
They see themselves as
having that leadership role.

00:21:06.210 --> 00:21:10.620
And sometimes they get really entwined

00:21:10.620 --> 00:21:12.600
in what their clients are wanting

00:21:12.600 --> 00:21:16.090
as opposed to what they
want to offer, right?

00:21:16.090 --> 00:21:18.630
And I think there's sometimes,
we get a little mixed,

00:21:18.630 --> 00:21:21.150
and I've seen it a lot of
times in the creative side

00:21:21.150 --> 00:21:23.160
of that coaching world, right?

00:21:23.160 --> 00:21:25.772
We wanna, a lot of times
coaches get to the point

00:21:25.772 --> 00:21:26.910
where we're like, oh,
I can help with this,

00:21:26.910 --> 00:21:28.830
and I can help with that.
I can help with this.

00:21:28.830 --> 00:21:31.980
Figuring out how to stay in
your lane is a piece of it

00:21:31.980 --> 00:21:36.180
and understanding what your gifts are

00:21:36.180 --> 00:21:37.823
and being able to deliver that,

00:21:37.823 --> 00:21:40.530
especially when we get
into that creative mode.

00:21:40.530 --> 00:21:44.520
The creativity is amazing
in the coaching community,

00:21:44.520 --> 00:21:48.060
people creating programs
and products and services.

00:21:48.060 --> 00:21:49.530
I was talking to a friend
of mine the other day

00:21:49.530 --> 00:21:51.600
that's an amazing coach,

00:21:51.600 --> 00:21:56.405
and she's got like 13 different
programs that she offers.

00:21:56.405 --> 00:21:58.410
And I was blown away by that.

00:21:58.410 --> 00:22:01.167
And she's like, yeah, well, I
create stuff that people need.

00:22:01.167 --> 00:22:03.870
And I thought that was really interesting,

00:22:03.870 --> 00:22:04.703
but she's, you know,

00:22:04.703 --> 00:22:06.000
she's been in the coaching industry

00:22:06.000 --> 00:22:08.670
for probably as long as
I have in seven years,

00:22:08.670 --> 00:22:12.523
and she sees a need and
then wants to meet it.

00:22:12.523 --> 00:22:16.290
But the beautiful piece is now
she's developing a community

00:22:16.290 --> 00:22:18.210
where all of her community members

00:22:18.210 --> 00:22:21.810
will have access to all of those programs

00:22:21.810 --> 00:22:25.140
and be able to tap into
them when they feel like,

00:22:25.140 --> 00:22:26.550
oh, I'm struggling in this area.

00:22:26.550 --> 00:22:27.483
Let me try that.

00:22:28.470 --> 00:22:29.700
So they'll have access to it.

00:22:29.700 --> 00:22:32.010
So it's kind of, kind
of interesting to see.

00:22:32.010 --> 00:22:33.330
And I have seen a lot of coaches

00:22:33.330 --> 00:22:36.690
that kind of get lost in
that creativity space.

00:22:36.690 --> 00:22:39.993
And they're unsure of what to lead with.

00:22:42.672 --> 00:22:44.520
- You know, at the top of the podcast,

00:22:44.520 --> 00:22:47.460
we were talking a little
bit about networking events,

00:22:47.460 --> 00:22:50.070
and there's different
types of networking events.

00:22:50.070 --> 00:22:52.920
There was one in which everybody
just kind of goes in a room

00:22:52.920 --> 00:22:56.550
and this is probably dating myself,

00:22:56.550 --> 00:22:59.760
you exchange business cards,
and it's like speed dating.

00:22:59.760 --> 00:23:01.230
And I don't know to what extent

00:23:01.230 --> 00:23:04.320
that constitutes quality networking,

00:23:04.320 --> 00:23:07.740
but you set up a situation by which

00:23:07.740 --> 00:23:09.720
if you're at a networking event

00:23:09.720 --> 00:23:12.840
and everybody there is
given an opportunity

00:23:12.840 --> 00:23:15.090
to do their 30 seconds,

00:23:15.090 --> 00:23:17.670
that was kind of the setting
that you're describing

00:23:17.670 --> 00:23:19.950
is that in the example that I gave,

00:23:19.950 --> 00:23:22.564
this may not even come
close to your 30 second,

00:23:22.564 --> 00:23:26.370
but when you share

00:23:26.370 --> 00:23:30.450
that I help coaches, consultants
and service providers,

00:23:30.450 --> 00:23:33.090
the strength of that is
if the listener says,

00:23:33.090 --> 00:23:36.570
well, I don't do, I'm
not one of those three,

00:23:36.570 --> 00:23:38.700
but I know somebody who is,

00:23:38.700 --> 00:23:43.590
it immediately kind of puts
their head focusing on, hmm,

00:23:43.590 --> 00:23:48.590
I wonder if Laura could help
my friend Susan over here.

00:23:49.710 --> 00:23:54.390
And all you're trying to do
is get the ball rolling there.

00:23:54.390 --> 00:23:57.929
So thanks for letting me kind
of digress to an earlier part.

00:23:57.929 --> 00:24:00.750
I hesitate to do this, but
I'm gonna do it anyhow.

00:24:00.750 --> 00:24:03.720
And that is Laura, you work with clients,

00:24:03.720 --> 00:24:07.980
and you stress the importance
of that 30 seconds.

00:24:07.980 --> 00:24:11.850
If you are given that same opportunity

00:24:11.850 --> 00:24:13.140
to stand in front of the group

00:24:13.140 --> 00:24:15.510
and to share a little about
who you are and what you do,

00:24:15.510 --> 00:24:17.640
and they literally have a stopwatch.

00:24:17.640 --> 00:24:18.720
For those who are watching,

00:24:18.720 --> 00:24:20.670
they see the stopwatch over your shoulder,

00:24:20.670 --> 00:24:21.780
but they have a stopwatch.

00:24:21.780 --> 00:24:22.830
And if you run over,

00:24:22.830 --> 00:24:25.260
there's some type of
loud gong or something,

00:24:25.260 --> 00:24:27.120
but if you're given out an opportunity,

00:24:27.120 --> 00:24:31.923
how do you share with others
who you are and how you help?

00:24:32.961 --> 00:24:35.247
- So I wanna answer you in two parts

00:24:35.247 --> 00:24:38.272
cause I will give you
my 30 second commercial

00:24:38.272 --> 00:24:41.400
because I get tested all the time.

00:24:41.400 --> 00:24:43.799
People wanna make sure
that I'm within 30 seconds.

00:24:43.799 --> 00:24:45.420
But one of the things that you said

00:24:45.420 --> 00:24:48.210
that you touched on right
there was really interesting,

00:24:48.210 --> 00:24:50.640
but I wanna make sure that
we bring that point back,

00:24:50.640 --> 00:24:54.330
is that getting people to
think beyond themselves.

00:24:54.330 --> 00:24:55.680
And one of the ways you can do that

00:24:55.680 --> 00:24:58.650
is by asking a great
who do you know question

00:24:58.650 --> 00:25:00.090
to start your 30 second message?

00:25:00.090 --> 00:25:01.170
Who do you know?

00:25:01.170 --> 00:25:02.640
Who do you know that's
struggling with this?

00:25:02.640 --> 00:25:04.530
Or who do you know that doesn't,

00:25:04.530 --> 00:25:06.240
Who do you know that doesn't come to?

00:25:06.240 --> 00:25:07.170
All right, you ready for this one?

00:25:07.170 --> 00:25:08.525
Here I'll give you another one.

00:25:08.525 --> 00:25:09.358
- I am.

00:25:09.358 --> 00:25:11.760
- Okay, so who do you know
that avoids networking events

00:25:11.760 --> 00:25:15.227
because they are totally afraid

00:25:15.227 --> 00:25:17.700
of giving their 30 second message

00:25:17.700 --> 00:25:19.503
when it comes to networking?

00:25:20.580 --> 00:25:23.160
Well, I had a client who used
to go to the ladies' room

00:25:23.160 --> 00:25:25.760
and hide every time it was time

00:25:25.760 --> 00:25:27.210
to do the 30 second messages.

00:25:27.210 --> 00:25:28.140
We worked together.

00:25:28.140 --> 00:25:29.820
We figured out what her message was.

00:25:29.820 --> 00:25:32.190
She was able to deliver it with confidence

00:25:32.190 --> 00:25:34.598
and literally stomped her foot

00:25:34.598 --> 00:25:37.470
and received a standing ovation

00:25:37.470 --> 00:25:39.480
after doing her 30 second message.

00:25:39.480 --> 00:25:42.930
That's what I do when I help
clients overcome their fears

00:25:42.930 --> 00:25:44.820
around 30 Second Success.

00:25:44.820 --> 00:25:48.360
So I'm Laura Templeton
with 30 Second Success.

00:25:48.360 --> 00:25:50.340
- Beautifully, I did not have a stopwatch.

00:25:50.340 --> 00:25:53.370
I'm sure it came right
in under 30 seconds.

00:25:53.370 --> 00:25:57.990
Beautifully crafted,
beautifully delivered.

00:25:57.990 --> 00:26:00.450
Can we take just a moment
and break that down?

00:26:00.450 --> 00:26:03.420
Why did you say some of things you said?

00:26:03.420 --> 00:26:06.480
You opened with a great
question, who do you know?

00:26:06.480 --> 00:26:09.990
Can you kinda walk us
through those components?

00:26:09.990 --> 00:26:11.880
- Absolutely, so in my, you know,

00:26:11.880 --> 00:26:14.084
in my book, in all the work
that I do with my courses,

00:26:14.084 --> 00:26:15.930
and even when I'm working with clients,

00:26:15.930 --> 00:26:18.990
I teach people a simple formula
that I've used for years.

00:26:18.990 --> 00:26:21.420
It was something that I learned
years ago from Brian Tracy.

00:26:21.420 --> 00:26:22.500
I just made it my own

00:26:22.500 --> 00:26:24.870
and figured out how to
make it work for me.

00:26:24.870 --> 00:26:28.950
And you know, we know Brian
and his Rolodex, right?

00:26:28.950 --> 00:26:30.990
You know, the whole idea of the Rolodex.

00:26:30.990 --> 00:26:32.850
But one of the things that
I learned from him years ago

00:26:32.850 --> 00:26:35.400
was how to do that 30 second message.

00:26:35.400 --> 00:26:39.990
And it's, the simple formula
behind it is what's the pain?

00:26:39.990 --> 00:26:42.930
So you know, who do you know
the struggles with, you know,

00:26:42.930 --> 00:26:45.780
doing their 30 second message
when it comes to networking?

00:26:45.780 --> 00:26:46.800
That's the pain.

00:26:46.800 --> 00:26:48.510
How do you solve their problem?

00:26:48.510 --> 00:26:51.600
Well, I had a client who used
to run to the lady's room.

00:26:51.600 --> 00:26:53.580
We worked together to
figure out what it was

00:26:53.580 --> 00:26:55.980
that she needed to share, and
then she was able to share it.

00:26:55.980 --> 00:26:58.800
So I used a story, right?

00:26:58.800 --> 00:27:01.740
So I did actually share,
I used it as a story,

00:27:01.740 --> 00:27:02.573
which is great.

00:27:02.573 --> 00:27:05.250
A lot of people are really
into storytelling these days.

00:27:05.250 --> 00:27:07.410
And then, you know, so it's the pain,

00:27:07.410 --> 00:27:10.500
how did you solve the problem,
and then your call to action.

00:27:10.500 --> 00:27:13.260
A lot of people forget to
include their call to action.

00:27:13.260 --> 00:27:14.862
What do you want people to do

00:27:14.862 --> 00:27:16.863
once they know that they need your help?

00:27:17.850 --> 00:27:20.100
So whether it's you want them
to schedule a call with you,

00:27:20.100 --> 00:27:21.090
whether it's, you know,

00:27:21.090 --> 00:27:23.190
if you want them to visit your website,

00:27:23.190 --> 00:27:25.828
make sure that it's a very
strong call to action.

00:27:25.828 --> 00:27:27.540
And I go into some detail

00:27:27.540 --> 00:27:31.418
about why not to use the
word please in my book

00:27:31.418 --> 00:27:32.580
and in the work that I do.

00:27:32.580 --> 00:27:34.860
And it's, again, it has a lot to do

00:27:34.860 --> 00:27:37.290
with the strength and power behind a call.

00:27:37.290 --> 00:27:38.880
A call to action needs to be strong

00:27:38.880 --> 00:27:40.620
because you want people to move.

00:27:40.620 --> 00:27:44.160
You basically want to give
them a command to move forward.

00:27:44.160 --> 00:27:48.600
If this fits them, you know,
you want them to move forward.

00:27:48.600 --> 00:27:51.690
Now the commercial that I
gave you was off the cuff.

00:27:51.690 --> 00:27:53.490
I really kind of edited it a little bit

00:27:53.490 --> 00:27:54.330
while we were doing this

00:27:54.330 --> 00:27:56.530
because I wanted to use the
who do you know question,

00:27:56.530 --> 00:27:59.108
but then again, making
sure that you always close

00:27:59.108 --> 00:28:01.740
with your name and company at the end.

00:28:01.740 --> 00:28:03.450
And the reason why I
tell people to do that,

00:28:03.450 --> 00:28:04.560
don't start with it.

00:28:04.560 --> 00:28:05.910
Some people still start with it

00:28:05.910 --> 00:28:07.590
because you know, their group kind of,

00:28:07.590 --> 00:28:09.720
they emulate whatever the group is doing,

00:28:09.720 --> 00:28:11.228
especially in virtual networking.

00:28:11.228 --> 00:28:13.470
But when you end with it,

00:28:13.470 --> 00:28:15.030
make sure that even if you start with it,

00:28:15.030 --> 00:28:16.770
still end with your name and company

00:28:16.770 --> 00:28:18.240
because you want people
to have an opportunity

00:28:18.240 --> 00:28:20.100
to write it down.

00:28:20.100 --> 00:28:22.260
And because once they know that
they need to work with you,

00:28:22.260 --> 00:28:25.454
especially when you're in a
setting where it's in person,

00:28:25.454 --> 00:28:28.680
then your name is not
written on the screen

00:28:28.680 --> 00:28:30.720
for people to copy, write it down.

00:28:30.720 --> 00:28:33.780
So you wanna make sure
that you say your name

00:28:33.780 --> 00:28:35.139
and your company.

00:28:35.139 --> 00:28:35.972
I've actually had people say to me,

00:28:35.972 --> 00:28:37.560
I've been in a networking event before

00:28:37.560 --> 00:28:40.680
where a young man gave a
really great 30 second message

00:28:40.680 --> 00:28:43.950
and totally forgot to say his name at all.

00:28:43.950 --> 00:28:45.630
And the girl next to me
is going what's his name?

00:28:45.630 --> 00:28:46.941
What's his name?

00:28:46.941 --> 00:28:48.330
Who is he?

00:28:48.330 --> 00:28:50.340
Oh, yeah, maybe he should
have said his name,

00:28:50.340 --> 00:28:54.183
but luckily he was not one of
my clients, so I could not,

00:28:55.410 --> 00:28:57.360
it was not like (sighing).

00:28:57.360 --> 00:29:00.120
Maybe I need to have him as
one of my clients, but yeah.

00:29:00.120 --> 00:29:03.030
So it is, you know, it's very methodical.

00:29:03.030 --> 00:29:04.590
It's the pain, the solution.

00:29:04.590 --> 00:29:06.270
How do you solve their problems?

00:29:06.270 --> 00:29:08.433
And your call to action and who you are.

00:29:09.840 --> 00:29:13.020
- Excellent, Laura, as
you kind of reflect on,

00:29:13.020 --> 00:29:14.670
you just gave us a good example

00:29:14.670 --> 00:29:17.910
of how you might have
helped a potential client

00:29:17.910 --> 00:29:19.560
or an actual client get unstuck

00:29:19.560 --> 00:29:21.870
with their anxiety about giving

00:29:21.870 --> 00:29:24.060
the 30 second commercial on that.

00:29:24.060 --> 00:29:25.350
Can you think of any other example

00:29:25.350 --> 00:29:28.080
by which you helped a client get unstuck

00:29:28.080 --> 00:29:30.922
and what did it take to get unstuck?

00:29:30.922 --> 00:29:32.160
- Beautiful question.

00:29:32.160 --> 00:29:34.950
I have one of my very favorite clients,

00:29:34.950 --> 00:29:36.870
she really struggled for a very long time,

00:29:36.870 --> 00:29:39.210
and I literally would
write commercials for her.

00:29:39.210 --> 00:29:40.950
And we'd be sitting, we'd
have a couple, you know,

00:29:40.950 --> 00:29:42.330
sit for an hour, do a session.

00:29:42.330 --> 00:29:44.700
This is very early on in my practice.

00:29:44.700 --> 00:29:47.550
And what I found was, we
would write commercials,

00:29:47.550 --> 00:29:50.580
and she would be so in love
with 'em, and the next day,

00:29:50.580 --> 00:29:52.770
day or two would go by,
and I'd get a phone call,

00:29:52.770 --> 00:29:54.300
I'm not feeling it.

00:29:54.300 --> 00:29:58.380
She really struggled with
number one, memorization.

00:29:58.380 --> 00:30:02.970
Number two, she was someone who very,

00:30:03.810 --> 00:30:05.820
she's a storyteller by trade, you know,

00:30:05.820 --> 00:30:07.410
like that's just who she is.

00:30:07.410 --> 00:30:09.000
It was her personality.

00:30:09.000 --> 00:30:12.240
And she was really struggling
to find the right message

00:30:12.240 --> 00:30:13.140
that would work for her.

00:30:13.140 --> 00:30:18.140
So I made sure that I educated
her on the formula, right?

00:30:18.720 --> 00:30:20.670
Really worked with her
to understand, okay,

00:30:20.670 --> 00:30:21.810
if you're gonna wing it,

00:30:21.810 --> 00:30:24.630
you have to at least have
the formula in front of you.

00:30:24.630 --> 00:30:26.280
Remember just write it on a cue card.

00:30:26.280 --> 00:30:28.980
Pain, solution, call to
action and who you are.

00:30:28.980 --> 00:30:30.960
But then I went a little bit further,

00:30:30.960 --> 00:30:34.380
and I taught her how to
tell her 30 second message

00:30:34.380 --> 00:30:37.260
in story format, as a story.

00:30:37.260 --> 00:30:39.690
And I said, look, you've
got amazing stories

00:30:39.690 --> 00:30:40.860
about your client work.

00:30:40.860 --> 00:30:43.050
Why are you not telling your stories?

00:30:43.050 --> 00:30:44.820
She goes, I can't do that in 30 seconds.

00:30:44.820 --> 00:30:46.740
I'm like, yes, you can.

00:30:46.740 --> 00:30:48.180
I can teach you.

00:30:48.180 --> 00:30:51.930
And so we really, I really
went through a process with her

00:30:51.930 --> 00:30:55.085
of, you know, how to shorten the story.

00:30:55.085 --> 00:30:55.918
And it was beautiful.

00:30:55.918 --> 00:30:58.113
The first, it was funny because
the first, it's not funny.

00:30:58.113 --> 00:31:02.970
It was beautiful because the
first time she delivered it

00:31:02.970 --> 00:31:05.010
in a networking setting

00:31:05.010 --> 00:31:07.969
where we had networked with
these same women for, you know,

00:31:07.969 --> 00:31:09.210
a couple years, and they all,

00:31:09.210 --> 00:31:11.970
we all watched her
struggle with her message.

00:31:11.970 --> 00:31:14.040
The first time she delivered her message

00:31:14.040 --> 00:31:17.070
in the story format, people
had tears in their eyes

00:31:17.070 --> 00:31:19.050
cause not, number one,
it was a beautiful story.

00:31:19.050 --> 00:31:22.920
She told it very, you know,
like really tied the emotion in.

00:31:22.920 --> 00:31:25.800
Like you could really feel how
emotionally attached she was

00:31:25.800 --> 00:31:28.770
to this story and how
exciting it was for her.

00:31:28.770 --> 00:31:30.930
But everybody was like cheering for her

00:31:30.930 --> 00:31:33.240
when she was done doing
her 30 second commercial.

00:31:33.240 --> 00:31:35.970
So it was beautiful to see
that she came out of that.

00:31:35.970 --> 00:31:38.190
And since then, she's just been a dynamo.

00:31:38.190 --> 00:31:40.740
She doesn't struggle with her
30 second commercials anymore.

00:31:40.740 --> 00:31:41.880
As a matter of fact, she teaches,

00:31:41.880 --> 00:31:45.480
she helps other people with
their 30 second messages,

00:31:45.480 --> 00:31:46.440
which I'm okay with.

00:31:46.440 --> 00:31:48.993
So, you know, sometimes
she sends people to me

00:31:48.993 --> 00:31:50.760
if it's a little harder,

00:31:50.760 --> 00:31:53.319
but you know, she just
tells them what I told her,

00:31:53.319 --> 00:31:54.711
and I love that.

00:31:54.711 --> 00:31:55.770
I think that's, you know,

00:31:55.770 --> 00:31:58.203
one of the best testimonials
I could ever have.

00:31:59.040 --> 00:31:59.873
- Couldn't agree more.

00:31:59.873 --> 00:32:02.340
What a wonderful transformation
and a good example

00:32:02.340 --> 00:32:05.190
of how you helped and persistence paid off

00:32:05.190 --> 00:32:09.660
in helping her find her voice
in a storytelling fashion.

00:32:09.660 --> 00:32:13.403
You know, Laura, we've covered
a lot in this conversation,

00:32:13.403 --> 00:32:17.973
but what do you want our
listeners to have as takeaways?

00:32:18.930 --> 00:32:21.480
- Well, I think the
biggest thing to remember

00:32:21.480 --> 00:32:25.260
is that your 30 second message,
it's a way to open doors.

00:32:25.260 --> 00:32:28.080
Right, think about it
as a way to open doors.

00:32:28.080 --> 00:32:31.050
It's not about telling
someone everything that you do

00:32:31.050 --> 00:32:34.350
or trying to make a sale
in the moment, right?

00:32:34.350 --> 00:32:37.230
Be intentional about listening.

00:32:37.230 --> 00:32:39.000
Get really good at listening.

00:32:39.000 --> 00:32:41.310
Invite people to have virtual coffees

00:32:41.310 --> 00:32:42.570
if you can't do it in person

00:32:42.570 --> 00:32:45.160
or if you wanna save some
time, do it virtually,

00:32:45.160 --> 00:32:48.780
but invite people to have very
good conversations with you

00:32:48.780 --> 00:32:51.060
and be intentional about
the questions that you ask.

00:32:51.060 --> 00:32:52.440
Ask them about their business.

00:32:52.440 --> 00:32:54.979
Ask them how, what can
you do to help them.

00:32:54.979 --> 00:32:58.029
And do that, right?

00:32:58.029 --> 00:33:00.120
You mentioned that in our conversation,

00:33:00.120 --> 00:33:03.270
and that's what I work with all the time.

00:33:03.270 --> 00:33:06.000
That's how I serve my audience

00:33:06.000 --> 00:33:07.380
and the people that I network with.

00:33:07.380 --> 00:33:10.740
And you know, one thing that
somebody shared with me,

00:33:10.740 --> 00:33:12.570
and I'll leave you with this is

00:33:12.570 --> 00:33:16.050
there's an old adage that
someone shared with her,

00:33:16.050 --> 00:33:18.303
and it was give to get to give.

00:33:19.470 --> 00:33:22.110
So when you give, and
you continuously give,

00:33:22.110 --> 00:33:24.450
eventually it comes back to you,

00:33:24.450 --> 00:33:26.125
but then you've gotta give it away.

00:33:26.125 --> 00:33:27.387
You don't keep it.

00:33:27.387 --> 00:33:28.983
You just gotta keep giving.

00:33:29.910 --> 00:33:32.640
And that's the purpose of
networking and connecting.

00:33:32.640 --> 00:33:33.600
It's about giving.

00:33:33.600 --> 00:33:34.530
It's not about getting.

00:33:34.530 --> 00:33:35.463
It's about giving.

00:33:36.660 --> 00:33:37.950
- Well, you model that beautifully.

00:33:37.950 --> 00:33:42.950
You gave us some great ideas to act upon.

00:33:43.260 --> 00:33:44.640
I've mentioned the book.

00:33:44.640 --> 00:33:47.250
Can you repeat again the
name of the book please?

00:33:47.250 --> 00:33:48.697
- Yes, it's "30 Second Success:

00:33:48.697 --> 00:33:51.120
"Ditch the Pitch and Start Connecting."

00:33:51.120 --> 00:33:53.670
- And how do I get that
book, if I wanna order it?

00:33:53.670 --> 00:33:57.090
- It's available on Amazon
and on Barnes & Noble.

00:33:57.090 --> 00:33:59.576
Most of the book stores carry it now, too.

00:33:59.576 --> 00:34:03.000
- Wonderful, and I wish
you well on this next book.

00:34:03.000 --> 00:34:03.866
That's exciting.

00:34:03.866 --> 00:34:06.270
- Yes, thank you so much.

00:34:06.270 --> 00:34:09.496
Yes, it'll be the foundational
piece, 30 second success.

00:34:09.496 --> 00:34:12.185
That's, I'm excited about that.

00:34:12.185 --> 00:34:14.298
- Laura, Thank you.

00:34:14.298 --> 00:34:16.290
- Thank you for having me.

00:34:16.290 --> 00:34:17.640
I appreciate you having me here, Mike.

00:34:17.640 --> 00:34:19.340
It was great to talk to you again.

00:34:20.760 --> 00:34:24.270
- I also wanna thank our
listeners for joining us today.

00:34:24.270 --> 00:34:26.790
Because we upload the latest
episode every Thursday

00:34:26.790 --> 00:34:30.840
to all the major platforms,
including Apple and Spotify.

00:34:30.840 --> 00:34:32.793
So if you've enjoyed
this episode with Laura,

00:34:32.793 --> 00:34:34.412
please subscribe.

00:34:34.412 --> 00:34:36.870
Are you trying to grow your business

00:34:36.870 --> 00:34:39.150
and you wanna make sure
you've got the right people,

00:34:39.150 --> 00:34:43.110
processes and planning systems
in place to grow smoothly?

00:34:43.110 --> 00:34:45.360
If yes, let's talk.

00:34:45.360 --> 00:34:47.220
Head over to unstuck.show

00:34:47.220 --> 00:34:50.550
and schedule a quick non-sales call.

00:34:50.550 --> 00:34:52.290
We'll talk about your growth goals,

00:34:52.290 --> 00:34:54.240
and I'll offer you some actionable advice

00:34:54.240 --> 00:34:56.580
to help you grow your business.

00:34:56.580 --> 00:34:58.290
So I wanna thank you for joining us,

00:34:58.290 --> 00:35:01.140
and I hope you have picked
up on some tips from Laura

00:35:01.140 --> 00:35:04.920
that'll help you get
unstuck and on target.

00:35:04.920 --> 00:35:06.032
Until next time.

00:35:06.032 --> 00:35:08.615
(upbeat music)