Mastering Networking with Michael Lee

Have you ever felt awkward at networking events? Do you feel like your time is often wasted at mixers? In this episode, we get into ways to make the most of your time at networking events and discuss the importance of following up with your connections from these events. Hello, everyone. Welcome to the Business Boost Hour podcast.

My name is Eric Beals.

And I'm Crystal Privette, and this is the single CEU podcast. Today, we're welcoming Michael Lee from All Dry. Welcome,

Michael. Say hi, Michael.

Thanks for having me. It means a lot. Good. Excited to be, the first guest, right, officially?

Yes. We're starting off with a strong, connection.

Yep. Yep. So one of the reasons I wanted to have you on Michael, so you are, you're like our top dog in our chapter. I would say you are. You're like always the top green.

I know you're not you're not you're not gonna pat your own back, but I'm gonna pat your back. And so but on this on this, our topic today that I wanted to kind of go over is the networking side of things. And so I wanted to kind of get your thoughts on that. But first, I wanted to kind of just tell us a little bit about yourself. Like, what do you do?

Who are you?

Yeah. Got it. So I am just to be clear, I am the relations manager, the account manager for All Drive Services. So my principal responsibility for the company is, not only, like, managing the accounts and, like, the calls that I am or the inspections that I'm calling in, but I'm also responsible for developing kind of our relationships in the community and our referral partners, which is, like, why I started BNI and the networking portion of my, you know, business development or our business development, like, as soon as we started, at, you know, on top of the cold calling and the account management and or development. And that's kind of my principal responsibility from, you know, my day to day operations, and I'll I'll balance that in various ways.

And then personally, this is my 2nd year with the company. Rob snagged me from the enterprise car lot. I've told a lot of people this story before. I'll tell it a 1000000 more times, because it was kind of my introduction to sales. I was I was renting cars at enterprise, learned a little bit more about, you know, direct to customer sales, kind of ways to develop relationships in, like, a really short amount of time.

It was, like, 10, 15 minutes that I was, you know, with you renting your car. Then from there, Rob really liked what I was doing there, and I got to kind of expand my repertoire to working with business owners and professionals, not just people, you know, who had been in a car wreck a week ago.

Mhmm.

And now, what what else about me, I guess? You know, I just enjoy connecting with people. I think it was something that I was naturally pretty good at. So then when I found a job opportunity where I was like, I can do this full time Mhmm. And it technically benefits my you know, the company that I am representing and myself, why not?

That seems like a really good win. Mhmm. So I I really, I think, jumped on that opportunity, and I'm very grateful for it. Mhmm.

Mhmm. Yeah. So so how how long so how long have you been in in BNI? Like, when did you kind of how long have you

we I joined BNI pretty early into my sales career. So Aldry of North County San Diego started January of 2023, and then I think we joined BNI in, like, the end of March Mhmm. Of that year because so through my sales, someone told me about the Escondido Chamber of Commerce. I mean, this is kind of the power of networking. Right?

Like, I went did a sales call, started chatting with a realtor. That realtor, Kay Bates shout out to Kay Bates and Escondido, with Bates Realty. She informed me about the Escondido Chamber. I immediately went to one of their chamber mixers, met as many people as I could there, met Joe Coyle, one of our principal headhunters for the Escondido chapter. Mhmm.

And, literally, it was as easy as Joe was like, oh, you're networking. You're trying to meet as many people as you can in the area. I was like, yes.

And he

was like, come to my BNI chapter.

I was like, he gave

me his card, and then I followed up with him.

Joe Coyle?

Yeah. Yeah. Immediately. And he he was true to his word. I sent him an email.

He immediately got me information, got me registered for a meeting, and I was just blown away with the, not only, like, the strength of the relationships in the chapter, but really the, reach of all of the individual chapter members. Like, people in our chapter have been working in Escondido and North County for decades collectively. Yep. So then, you know, that was something that as a newer company, I was like, this is a really great resource for us. And I'm really glad that I told Rob that the exact same way because then he went and joined a chapter right up in Carlsbad as soon as I joined mine and as soon as we he had talked to some of, like, my BNI members that are are, you know, then potential BNI members.

Yeah. And he saw the value in it too, so immediately Yeah. Dove on in. So, yeah, I'd say just under 2 years is BNI involvement. It's been amazing.

Yeah. I had a similar experience when I when I first came to BNI. Like, it I, because for me, like, I've been to other networking groups before, and I've been to, I mean, I think we've all kind of been to, like, a lot of the free ones and such too. And I actually for me, I mean, I'm not saying that there aren't like great free ones out there. But I've, I haven't been to any personally.

And so I remember when I when I had first came to a BNI chapter, I was really blown away by how like structured everything was. And so that's kind of for me, what kind of drew me drew myself to it was just the the organization and the structure that it all had. How about you, Crystal? What was your first experience like like initially?

So my experience was slightly different because the great thing about BNI is only one person for each category is allowed in, so that allows everybody to refer that person. So I was actually brought in by Jenny Harkleroad. She has the same job as me, but she chose to go to a different area to, continue networking. So I was given the opportunity to hit take her space.

Mhmm.

And that was about 3 years ago. And I love it. It's a community, the amount of support that we get, and especially our BNI Escondido chapter. If if you've ever been there, I mean, you guys know because you're part of it. There's something special that we have in that chapter.

There's a connection and and a genuine affection for one another. It's it's like a family, which is really great to see because in business, entrepreneurs tend to wear a lot of hats.

Right.

And when you get so many hats on, it it's helpful to have resources and and connections within your sphere so that you can do more and have a bigger impact.

Yep. Yep.

I think it's important to reiterate that. And a lot of people, like, when they start off, they don't even know that they need to wear so many hats.

I think I met I

met a guy recently that, like, just got his contractor's license, and I think it was one of the first times where I was speaking with who I considered a business owner that was actually a little bit newer to it than I was. And I was like, oh, god. I was like so I had to teach him, like like, what a refer the idea of a referral partner partner

Mhmm.

Rather than just, you know, hey. Asking people if they have jobs that they, you know, they you can come work on. It was I was like, okay. You know, right now Yeah. I do have that

middleman that I have that like

agree. Yeah. Like, I was very honest with him. I was like, you're a little green, man. Like, I I'm working on some things that I I need to impress people on, so I can't bring on a brand spanking new contract.

Yeah. But one of the things that I can help with is connecting you with people that may be able to subcontract with you or utilize your services, you know, etcetera. That the whole networking thing of, like, I might not be able to use you, but I probably know someone that can. Yeah. So that was interesting to be able to, like, see the gears start turning for him as someone that was, like, just starting to develop his own business and brand.

Was it was he was he also a BNI member, or is he just in your business?

No. He was someone that, Joe Ocampo actually introduced me to him because he the guy walked in and was like, hey. I'm starting a company. I need shirts and logos and stuff, business parts of sorts. Yep.

That kinda brings up a good point to what Eric said, like, how he liked the processes and and the the business building and the foundation that BNI offers. It really helps someone that's new because there are so many aspects that you might not realize you need to dive into. We've got a lawyer. We have someone to help set up health care. We have all different people, websites, promotional products, things that you might not have realized that you needed within your company that can become stronger.

And, also, you get to support people that are in your chapter.

I mean, even from a sales side, like, just the act of keeping all of your slips and thank you for closed business and referrals tracked is so helpful in terms of, like, analyzing where your revenue is coming from. Like, I I didn't realize prior to coming into the industry because I was I was lucky enough to come in with a lot of support and education on the front end to where, like, I knew that there were certain metrics and KPIs that I needed to be tracking or at least be aware of. And I realized that a lot of business owners when they start, they they they're really good at what they do, not tracking their revenue and tracking their sort their lead sources and who's genuinely giving them the most jobs. Mhmm. You know, most people, especially on, like, the construction side, they're they're good at getting the job done and keeping the budget, you know, in line with what they told people, but they're not seeing, like, okay.

You know? Then the next step is, like, 10% of that is going to my employees. You know? 15% of that is going towards whatever costs that we had to put down into this job. Mhmm.

You know? And that's

You know, you brought you brought us something too because I I it can be really difficult to kind of like tracking all that stuff sometimes because a lot of people get their sources from online. They get their, from from a bunch of different avenues. But and then, yeah, you know, you have like QuickBooks or whatever. You have something to kind track your overall you know, you're sending invoices somehow, I would hope. And but from one particular location, it can be difficult to do that.

And actually, you're right. The I had realized too, that was, you know, when I kind of go through and I was like back timing stuff, because it can be difficult to track this stuff sometimes. It's and it but I went back and I was adding it all in. I was like, man, this I have a lot of I have a lot of income coming in from b and I. Like, I didn't you don't really realize until you kind of

look at it. You're like, right.

Now I know. And so one thing I wanted to so what you I would consider you I consider you more of, like, the the go getter networker kind of person. At least that's how I see you. Maybe you don't see that. I see I see that.

I'm more introverted. Me, it's like it's it's even when I first came to be and I did the first, like, first couple times I did a 32nd commercial, I was, like, shaking. I was, like, so nervous and set to just

way. Yeah. I've only seen your, like, uber polished ones where, like, it took me a second to realize that you scripted them because, like, they were, like, radio ready.

Yeah. Oh, I script all my almost all my commercials. I script them out because it's it's I don't know. In our in our chapter, anyways, we only have 30 about 30 seconds. A lot of chapters will have 60.

So it kinda gives you a little bit more more more more time. But, I mean, sometimes the 30 seconds can you can if you can be super concise with it, sometimes that can, in some ways, can be more effective than a longer one. Just depends on how you kind of really present it. But, and so I wanted to, like, ask you, how do you do your going out networking? How do you find other people outside of your b and I chapter?

Yeah. What does that look like for you?

Well, I will say it has evolved to a certain point. So, like, when we started, when when we when, you know, North or when All Drive North County hit the scene, we had pretty much zero business connections. Like, Rob had personal connections that, you know, own businesses and etcetera in North County, but, like, I had no business connections. I live in Central San Diego, so this just wasn't even somewhere I was familiar with. So from there, it was just connect with whoever.

If I'm in one of my territories, my networking territories, and you live here, you work here, that's fine. You're getting one of my cards or at least we're gonna have you know, I'm I'm gonna hear you out, learn about you, learn about your company, you know, see if there's ways that we can interact. Or if you are involved in the community, that's still a way that we can keep in touch because I'm here with the goal of increasing my presence in this community. Like, not necessarily trying to sell to everyone. It's just like, no.

This the whole point of coming to, like, the Chamber of Commerce or, like, these networking organizations was just to get to know people and, you know, build those connections, make sure, you know, I'm not in an industry where I can, you know, actively sell you something. Like, I have to wait until there's an opportunity. I you know?

Right. Because you're

in when you absolutely need to.

Right. Because you're in restoration. So it's like, if I need, yeah, like, I'm not going, oh, this wall needs restoring. I haven't left a big hole gaping hole in the wall. Right?

We should get that fixed now.

Right.

And so that that makes sense, actually. So Yeah. So you're just building so you're just basically making connections and just building a friendly relationship with Yeah. As many people as possible.

And that was, you know, when we started because we just we knew nobody. So then once we and once I had, kind of established myself in communities, like, people in the organizations that I was visiting frequently knew me, knew what I do, you know, knew how to get in touch with me, Then I kind of started pulling back from going to literally everything to now focusing on, more target rich environment. So, like, I'm still gonna no matter where I go, I'm always gonna try to connect with as many people as possible, but now the goal is also doing that efficiently. So it's I wanna connect with the people that I can tell are very active in this specific community because then they can connect me with more of those people. You know, I like, I always wanna talk to someone if they're a homeowner in my territory, but in terms of efficiency and, like, not to be brutal or anything.

But if I can tell that someone knows at least 2 dozen people in the room versus someone that just walked in and is, like, starting their networking career

Yeah.

I'm gonna devote more time to the person that knows half the room

Mhmm.

Because that's just more valuable for me. And then I know I can bring value to that person because I'm like, hey. I know you're a connector. I know you like to have resources. I know for a fact I have 50 built in resources right away, plus all of the networking contacts and resources that I've gathered.

Mhmm.

So

that's kind of a a nice great equalizer, like, especially in any networking environment. Like, if you ever go to a mixer, everyone is there for the exact same purpose. Like, you know, some people might talk about it differently, but everyone's there to, you know, build connections, generate business in some way, shape,

or form.

Mhmm. So then if you just approach it like that and not like a sales pitch, it's way easier

to,

you know, to have those conversations with people or even level with them. Say like, hey. You know, who have you talked to so far? Anyone interesting? Or, you know, who are you looking to connect with?

Let me make this easier instead of you just talking to a bunch of random people that you you have to kind of spend time to figure out if they want if they're, you know, your target audience. Let me find out who your target audience is. I'll tell you who I've already spoken to in the room, and then maybe you can share resources with me. Or at the very least, if I am done talking to you,

then I could pass you off to the next

person, and I can start that, you know, with that new search process.

Mhmm. I I really like that. So because you so you because I I've often felt that way where I'm kinda if I go to a mixer and sometimes I'm I kinda feel a little bit awkward where I'm like, I don't really know what to do.

Mhmm. I'm

like No.

That that facial expression of, like, people just kind of scanning is, like, very common because it's, like, we're all here for the same purpose, but we don't know anybody.

Right. But I like what you so you you are kind of at first, like, either you already maybe know somebody that is a good good connector, but you're also kinda searching for some of the people that maybe you can tell that they're the they're the good the good connector and kind of, like, building that relationship with those people. So you're kind of, like, singling those people out.

Mhmm.

That's a really I like that a lot. That's not something I've never really made that connection. I haven't thought of doing that. But I think I'm gonna kind of start thinking in that way, though, because I think that's a really, like, efficient way of doing it because that's one I always kinda feel like if I go so many times I've gone to networking events where I kinda just felt like it was a waste of time. I kinda go there.

I'm just like,

I don't know.

I'm I'm okay. Like, I'm I'm relatable when I get, like, on on in one to I love one to ones. Mhmm. I love doing one to ones. When it comes to, like, the cold stuff, I'm just like, I don't really know what to do.

What do I say? I don't wanna do a, you know, converse you know, icebreakers are, you know, are a little bit can be a little bit tricky for me sometimes in such too.

Icebreakers are they're rough. I I will admit. Like, they give everyone something to talk about, but it's usually kind of in the negative of, like, well, that was fun, I guess. Yeah. But, like, it it is hard.

Like, that initial kind of opener for any, you know, life, business, personal, like, talking to an absolute stranger is never the easiest thing ever, but, like, remembering certain commonalities makes it easier. And another piece of advice that I usually give to people if I'm, like, sending them to a chamber of commerce or a networking event, I'm like, go talk to the organizers. Like, anyone involved, like, any ambassador or council member or board member of the chamber or of an organization that you're visiting, they're probably oriented towards growth and, you know, being encouraging and connecting you with people that you wanna connect with so that way you come back. So they're great resources to automatically go talk to because, a, they usually point them out at the event. They're like, oh, thank you to our board chair or thank you to our, you know, blah blah blah committee members.

Please raise your hands. Or they'll have, like, a badge. Go talk if you're you're brand new, go talk to them and say, hey. I'm brand new to this area or to this organization. I heard about it from blah blah blah.

Would love to know more and meet more people. And 99% of the time, I can't even think of a situation where someone wasn't gonna be like, oh, cool. Who do you wanna talk to, or, you know, who can I introduce you to? And that's, you know, amazing place to start, but make sure you know who you need to or want to be talking to as well. Like, just because these people are helpful doesn't mean that you should just let them do all of your sales for you because that's not gonna happen.

Mhmm.

The intention behind it is so important. Mhmm. And anyone that knows Michael knows how passionate he is about connection and community, which I think is beautiful. But I have a question for you. Since you don't have the same kind of, sales goals because they can't use you right at that time, Do you think that is advantageous to your networking because you're actually building the relationship first and not expecting anything out of it?

Probably. I think, like, any relationship building, just blatant honesty has been a a great tool in that way because, you know, yes, I can't being very open about the fact that I can't sell you anything at this very moment in time does bring down a lot of barriers to people because they're like, oh, okay. Like, you're not gonna pitch me. I'm like, no. It's physically impossible for me to do it.

Like Yeah. That's a good point. You start coming to me about certain issues, and then I'll go into, like, inspection mode. And I'll be like, okay. Well, let's go over details, see what you know, see what you know, if you have any pictures, blah blah blah.

But I I will say the best way to shoot yourself in the foot is to start off, like, holding your car your business card and talking about your business. Like, I've seen people's eyes glaze over immediately because they're just like, alright. You don't even care about what I do or why I'm here. You just wanna talk about your business, and no one cares about that. Even if it's the best product in the world, maybe you'll get, like, 1 or 2, you know, people that are interested just for themselves.

But other than that, you know, no one's gonna want to ask more questions.

Right.

But, yeah. So not being super salesy right off the bat. And then, also, I've I've gotten a lot of traction for being honest about why I wanna connect.

Mhmm.

You know, I'm not I'm not walking up to so, for example, really high target, industries for restoration companies are, like, plumbers and insurance agents. So, literally, whenever I walk up to one of them, I'm like, hey. You know, you obviously work with a lot of mitigation companies, so you know why I'm approaching you. But here's you know, let me learn more about your kind of company, what kind of companies you like to work with, you know, if you even, you know, are open to talking to another mitigation guy. I know that there's, like, 12 of them that probably stop by your office.

And a lot of them open up because they're like, yeah. You know, thank you for at least cutting through the BS. You're not coming over and being like, hey. Let me buy you lunch and be your best friend. Because they

know that I'm not trying to be friends.

They know I'm trying to generate business. So then when I walk up and I say, hey. You know, I know that our industries can do a lot of business together. Here's how I help you generate revenue a little bit differently than some of my competition. A lot of them are like, well, thank you for saving me the time.

And at the very least, we can have a conversation of, hey. You know, we have people that we use and have had relationships with for a decade, so you're kind of on the back burner. I'm like, that's I'm fine with that and knowing that because then I can move on from there versus, I don't know, doing the whole courting game and buying lunches and, you know, doing all of the referral fees. It's it's it gets a little gross. And at that point, it's more, it it doesn't feel as personal.

It really doesn't. And, like, those kind of people aren't at the chambers of commerce in doing networking because they they're set. They already have the relationships that they're getting paid from, so they don't care.

Yeah. Mhmm. So they

don't bother the the right people don't really show up there at those locations anyways for you.

Exactly. Got it.

So I have a question. One thing about b and I when we do give our commercials is you get to educate people. So you educated me about how water and mold spores grow and why it's very important not to allow, like, a leak to fester, especially here in Southern California where it's a little bit warmer and a little more moist. But, also, I had an issue that that had happened after you educated me, and I knew at that point that I needed to have you come out and mitigate and and cut out some walls and fix some stuff. And you guys did a phenomenal job.

Do you wanna speak to any of that about why people should have mitigating and and maybe, like, the standard that you guys have? Because your your staff was above and beyond. They really went the extra mile as far as, like, containing the area. I mean, you guys even had a zipper on on on the, the containment area, which I hadn't seen before. So do you wanna speak to any of that?

Yeah. Abs I mean, I'll always take a chance to talk about all drive North County's professionalism and service. But thank I mean, thank you for that. I appreciate you saying that because one of like, so our president Rob Peterson, he's a member of BNI Carlsbad, wave of success. He approached me when we started when he started the company with his son, Will, our head technician.

He basically told me that we were going to be, like, a service oriented company, something, you know, very communicative, very easy to work with for both, like, management and individual homeowners. So, like, I knew from the literal first day of work that that was gonna be how Rob was gonna approach situations on the job site, how Will was gonna approach situations. So that has made it very easy as a salesperson to, like, know that I can hand Will off to literally anybody, property manager, homeowner, and he's gonna speak to them in a very educational, educational, like, oriented way, which which helps especially when people are, like, stressed. So, you know, in any situation, a lot of the time when people are stressed about costs or damage or something that they're gonna be responsible for, you know, it just helps to give people information. So that way they can make their own decisions, and they can kind of understand what they need to do within their own parameters.

Mhmm.

And that's really all we have to do. Like, we I can't ever force you to do something to your property that you don't want to do or can't afford to do, But I can educate you on, like, our national standards that are set by the restoration board, and we can say, hey. You know, here's what quality control wise we recommend doing. You know? If you don't want us to do that, we have a waiver of liability that says, hey.

We recommended this, but you you don't want to. It's your property. It it's ultimately always your choice. And that has made transactions a lot easier for when people are, you know, attentive and paying attention to what is going on and they're involved in the situation, then it's, you know, very easy for them to be like, well, I'm I'm making my own decisions. So no matter what, they're very satisfied.

And we're always happy to, like, you know, work with people on that. We would much rather keep that door open and keep that relationship healthy versus, you know, stand or holding out on somebody for, like, a couple extra $100. I'd rather you call me again next time you have an issue versus, you know, us make an extra couple $100 and then burn that relationship because, you know, it was a terrible customer experience or communication experience with that person. But, yeah, I think that's, like, the the biggest part about ways that people can differentiate themselves, especially when it comes to, like, residential or home services because we you know, everyone's gonna say that they're they do top quality work. Everyone's gonna say they use quality materials, use, you know, licensed and bonded customer, technicians, and people that are experienced.

Like, that's basically just the standard unless you're looking for, like, the dirt cheapest, under the table work. So then, you know, the next part is, do do people feel comfortable? Do people feel safe?

Mhmm.

Do people feel taken care of and that they could have reached you throughout the whole process?

And you're taking advantage of. Some people in that industry can take advantage of people because it is something when it happens. The there's some urgency there. So knowing that you have a company that you can stand behind and you feel confident and you're in the community for longevity versus a a single transaction Yeah. That says a lot about All Dry.

Mhmm.

Thank you.

Yeah. So you brought up a a point on like, the like, the quality thing that you mentioned, too. So I've often thought, like, in my business, I've often thought about like, what are kind of like some of the fluff words and stuff too. And I've kind of I'm not a fan of, like, high quality because what am I gonna say? Oh, we're low quality.

Like, no one's gonna say that. Right? And so it's like, of course, you're high quality.

Like, you

know, of of of of like like, it's almost like seeing like, there there used to be a pizza place that would say, like, world's best pizza. And I'm just like Yeah. I'm like, really?

Who qualifies there?

Who who did did you call the world pizza corporation? They're, like, you know, have them bet you and they

World's mid pizza.

Yeah. That would I mean, that might be an interesting marketing tactic because everyone would be

like, I've never seen that before. I

might be stopping. Mediocre pizza or something. But so the reason I mentioned this because I, for me, I try to avoid certain like fluff words that are kind of like a given. And so I try to think about like, for me, like, what makes what makes myself stand out? What what what makes what I do unique and such too?

So and are there there might be certain words, phrases I maybe I use on a regular basis that maybe I shouldn't be using. And I kind of wonder, like, have you found like, when you're networking, are there certain certain things that you've maybe stopped saying? Because like people, they were like, they would be like, they roll their eyes or like you mentioned before, like, they roll their eyes on like, like, the business card thing, too. I for a while I stopped, I kind of started again. So I don't know, maybe I'll go back and forth a little bit on this.

But for a while I stopped carrying business cards on me. And but there was times where it'd be nice to have one. So I got some more printed. But it one thing I one thing what the reason I did that was so that way I could then just go, let me just put you in my phone, and then I could text them.

And

then now it's already there, then they already have my number in their in their phone. So it kind of like takes that extra step versus just you get the gift card, and you oftentimes just throw it away or whatever. Right? And so it kind of like, skips, you know, skips that. Again, I've gone back and for me, I've gone back and forth on on that.

A little bit there. But so what I my question for you is, like, what's

Any other, like, pitfalls that I've seen people do?

Certain like, I'm still kind of learning in this regard to myself, but, like, I'm just kind of wondering, like, what are some of the Yeah. Those those pitfalls that maybe you shouldn't say or do, or that's just like, yeah, maybe

stop doing this or whatever. You right away. The business cards one is a really good question. Some, the the I've I've met a lot of people who have done, like, kind of a similar tactic. They're like, I don't bring a whole lot of business cards.

Just some people purposefully only bring, like, 1 or 2. So that way, they only give them to the people that they're, like, really interested in kind of having a further conversation with. For me, personally, having the stack of cards is kind of nice because then I have a tangible reminder of the people that I wanna follow-up with. But on the digital side, I can do that too. It's more just like then I have to go look through my screenshots or go through my CRM.

Yeah. Or you added them into your phone, and then you're like, wait. What was their name again? You scrolled through your contacts, you can't remember.

More like some of the clientele that I work with, like, a lot of people that are not as tech savvy. It's just easier to have, like, a physical card. Or if I'm stopping in an office, I like to see that, like, it's physically there on some desk.

Gentle reminder.

Right. But that's just, I think, specific like, industry specific. Like, if I was an insurance, I'd be like, ah, you don't. I don't need to have 1,000 and 1,000 of business cards. But I would say in terms of, like, the the business card culture, don't ever walk towards a group holding your business cards or, like, holding them out.

I've seen a lot of people do that. And it was like I I saw a lot of people kind of, like, stonewall it. It was more like

I hope that happened on me too.

Yeah. Like, you're standing in a trio and somebody just walks up and

they're holding their stack. Pull you know, walk up and just kind of hand business cards to everyone. And I'm kinda just like, I don't care about your business card. Exactly.

I don't care less.

You didn't even, like, introduce yourself to me. Like, what who are you? I I don't care.

Yeah.

Obviously, I took it, but and then I immediately threw it away as soon as that first instance I could. Right? But

There's a better there is I know for a fact. I don't think. I know there's a much better way to do that because I've been in, like, trios or, like, you know, if you're talking to someone and you see someone roaming around, you'd be like, hi. Welcome over.

Like, come

on and talk.

He's going giver's game. Giving your cards, giving the giver's cards. It's like you took the wrong way.

Yeah. Not literally. Yeah.

Exactly. That's not how it works.

You have you

have to ask that other person for theirs first. I think my mark of success was if I was having a conversation with somebody, and then towards the end, they went, do you have a card? Do you have information? And I'm like, yes. I do.

Here you go. Now let's do the exchange, make sure that we can follow-up with each other now that we've kind of vetted each other, started that, you know, introductory process. And then vice versa, if it's, like, a group of people, if there's 3 people that were, you know, all trying to do the networking thing, then at the very end, I'm like, oh, yeah. Can I get a card? Oh, can I also get a card from you?

Let's let's all do the exchange. Let's be polite about it because I know they're there for the same reason. They're there to also kind of, you know, get their information out there. So I think it's all always, like, start with conversation. You know, givers gain in terms of, like, learn about that person you're talking to.

1st, learn about their industry before you go like, hey. Here's my card. You know, wait. See if you even wanna continue talking to that person. And then say, hey.

Can I get your information? I'll give you mine as well because, you know, this was a valuable exchange. Oh, when when you said any pitfalls, the first thing, the first trigger word that came to my mind is anybody or everybody. Because this is, like Mhmm. Regardless of industry Anybody that needs

x y z. Right? I got it.

That pitch. Mhmm. Like, a lot of there's a lot of mortgage lenders and a lot of finance people, like, financial advisors out in the networking sphere, and that's their favorite line. And I see people, like, sit and do the nod and be like, yeah. I bet you can't help any anybody looking to increase their finances.

Everybody it's a lot of life insurance providers right now too that are, like, just recently started their brokerages, and they're like, oh, yeah. You know? I you know? I'm I'm starting to see kind of unfortunately, it's it's a they all use kind of the same narrative of like, hey. You know?

I'm I work with a lot of families who didn't have access to a lot of capital, and now I'm, you know, helping them, helping anybody, everybody in the situation, kind of have more financial control in their future.

Mhmm.

And it's just like, okay. Okay. It's great that, like, we get to know that you are a caregiver in that way, but, also, now the problem is I've heard that same arc, and I know that, you know, anybody, everybody kind of thing, it just I gloss over it every time I think about it. Mhmm. So, really, when it comes to, like, the connecting and the networking or, like, an ask, if you're looking to connect with a specific type of clientele, which we all are.

Mhmm. Specifics are so much better. Because, you know, if you tell somebody that you can help anybody, then they're gonna be like, okay. I'm not gonna like, that's it's not gonna trigger anything until someone literally says, I need a podcast manager, and then they're like,

oh, Eric. Right.

Versus, you know, if I say, you know, we've talked about it, Eric. You're like, you know, emerging business leaders, people who have educational curriculum, people who have training curriculums. Yeah. Then the minute someone says like, oh, yeah. I'm looking to train my new, you know, incoming class of 5 technicians, then my cue is like, oh, it's the training regimen.

This, you know, leads to my podcast manager. It's not, you know, anybody that might need a podcast or a video because that's just such a blanket statement.

Yeah. One thing I've kinda started doing is asking myself, like, who, who would say yes to the to the ask? And if the answer is everybody would say like, for example, like, an easy example might be, you know, do you, do you want to make $100,000 a year? Or do you wanna make $1,000,000 a year? Do you wanna or double your income or whatever it is?

That's kind of something everybody's gonna say yes to.

Right.

And so if everybody can say yes to it, it's not really a very good ask then because it's everybody kinda says says yes to it. So I've I've gotten more in a habit of like, okay, if I'm like writing my commercial and scripting my commercial out or whatever, kind of figuring out like, okay, does is is this applicable for everybody to say yes to? The answer should be no. It should be a like, that's a way to kind of, like, verify if my ask is is is is correct. I found that to kind of be a helpful process to just ask myself, okay, is this can everybody say say yes to this?

And sometimes it might be as simple as, like like in my case, it might be simple as like, are you a coach? The reason I mentioned that is because coaches are common people to do podcasts. And so if I say, you know, if I call somebody out and say, like, are you a coach or a trainer? Not everyone's gonna say yes to that. Right?

Because not everyone is a coach or a trainer. And so that's that's kind of, I found that to be a helpful process to kind of

do that. To, like, workshop your pitch. I like that.

Yeah. Well, plus BNI, I mean, tells us specific asks help a lot more. I have a question for you, Michael Lee, because you do all of this networking. You build all of these connections. How important is the follow-up process?

It's, like, the most important, honestly. Like, so I mean, not to say that I haven't closed jobs off of, like, 1 or 2 interactions with somebody. There's a property manager that I've recently done a couple of jobs with that I met about a year ago at the San Marco's Chamber. I I only met him in person once, and we got to have a really nice sit down conversation. I I spent, like, part of the evening with him just kinda chatting about the industry, chatting about the the chamber because he had been there a little bit longer than I was.

And, you know, I I got a call from him about a year later to start doing some dry like, when the opportunity arose.

Mhmm.

But, you know, I I obviously can't put my income and my earnings off of just those once off opportunities. So, it's it's a lot of follow-up. Like, as soon as I make a connection with someone that I think is a genuinely good potential referral partner, I will follow-up directly. You know, email, text, call, however it is they prefer to communicate or whatever form of communication they gave me, because then it shows that I'm I'm genuinely serious when I met you and said, hey. I would like to see if there's ways that we can work together or ways that I can help your company so that way you know who to call when the situation arises.

And that that second step, like, just following up right away or within a timely manner, I think I would say, like, within 72 hours is probably ideal, unless it's a Friday. But, just that that follow-up gets you so far because so many people will go and do the networking thing. You know? They'll go shake hands. They'll hand out cards, and then just, like, you'll never hear from them again.

Or you'll get on some generic mailing list, and you'll get, like, a random newsletter from some company. And you're like, who did I how did how did you get my email? It's because, like, their salesperson got your card. But I've gotten a lot of, like, sit down conversations with business owners, not just their salespeople, with project managers, and, you know, other companies that I'd literally canvassed to before and not gotten very much progress or not gotten past the secretary. And then I've met the owner or, like, the COO at an event and got to sit down with their team just because I followed up.

And it

was, you know, not just a one and done hot flash at an event.

So I I've been in situations where sometimes I didn't really quite know how to follow-up, where it's like, I know I needed to, and I know I I want to, but but sometimes I know sometimes where I'm not I'm like, okay, what do I send it? It's probably gonna vary on on person to person. But, like, sometimes I'm like, do I, like I'm like, okay. Do I just hey. How you doing?

Or whatever. Like, you know, or or so what does that look? Because and and I'm really curious for for you because you're not someone that you're, like, actively able to sell something right now because you're like, hey. I need you know, I I have an emergency. Right?

So how how does follow-up look like for you, especially from a perspective of, like, what I don't even know what your talking point would necessarily be. Right? Like, what, like, how do you even what does that look

like? Yeah. Well, just for generic kind well, and when I say generic, I mean, like, not industry specific networking. Like, if it's just someone where I'm like, okay. Maybe you're a you're a good connector in your community.

So we might not be in, like, a a related industry, but I have now met you at, like, 3 different organizations that I was targeting. So someone

I should Yeah. It's like, hey. I just need help. I

got it. Recognition with you or, you know, we're like, hey. We should have a sit down, like, a one to one with just us. Then, one of my good openers and ones that I use just with basically everyone is, like, who can I connect you with? Who are you looking to connect with usually?

And then who in your context here can you connect me with? And that's usually I mean, you can use this in BNI. You can use this in any business meeting because everyone ideally, should know what industries feed them. You know? If they've been in business for any amount of time, I feel like you have a good general idea.

Or if they don't, then that's a really good segue for you to build value in that relationship. Like, alright. Well, let me teach you essentially how to feed yourself.

I see. Interesting. So so you're kind of have, like, a almost almost like it's self feeding a little bit.

It's like I add them to my network.

So, like, your so your reason for, like, following up with them often as it sounds like, let me know if correct me if I'm

Mhmm.

If I misunderstood this, is you is like, hey. I have an a a pretty large network, but then you meeting with them is also simultaneously growing that network for future people as well.

Yep.

And so you're kind of in with them is like, hey, I might so what is that? So when you set that up Yeah. Like, what do you what do you what do you say?

Very simple. It's it's literally like well, you know, again, depending on the industry, if it's one where it's just, like, general networking, like someone that I know is big in their community or someone who has a bigger network than I do, then it's say, hey. You know, I see you're a really good connector, or I see you're really big in this community. I'd love to learn more and see, you know, if I can if it's someone that is really good at connecting and wants to, they're usually gonna be very receptive. If I'm like, hey.

I would love to, you know, learn more about your network, learn more about you, see, you know, what I can learn from you and vice versa if I can possibly add anything to your network. You know, I'd love to be a resource for you as well as someone that is, you know, either proud of my network or someone that I, you know, has an emerging network maybe not as big as yours. I did have to, like, roll back my ego a little bit when I met with people because I'm like as I was meeting with some of these business owners, I was like, oh, yeah. People have been doing business for 2 decades. I should probably, you know, cool my role because, like, I started especially I

have a huge network. I have a You gotta kinda rule that back and balance that a little bit.

Exactly. And the thing is, you know, as you start working with people who are you have been doing business for a while, have a really big reach, then you start meeting people who know each other, and that's when it's like I I get credibility by doing that, but I also need to, you know, say, oh, okay. You know, I I have to realize that I might not bring as much value as I thought I did because they already know all of these people. And the reason I know all of the people that I wanted to connect them with is because they're already pretty integral in this industry. Mhmm.

So that's nice. It's like, oh, you know, now I have come ground with these people, and that kind of strengthens relationship, but then it's also motivation to go meet more people in those industries. So that way, I do have new contacts that I can bring to my network. I have to say that's such an underutilized and under, acknowledged aspect is not just trying to

take, take, take. It's saying, maybe I can add value to you. And I think that does diffuse the situation a little bit as far as, like, feeling like that networking is kind of a pushy feeling or, like, wanting to try to get something from it. Mhmm.

I

have a a question because, I mean, as we do this podcast, we have amazing viewers and listeners. Is there anything that you can say to the audience about why they might want remediation? Or if they had a water leak, what the value is of going in and using a service like yours? Mhmm.

I mean, you know, everyone's favorite reason is always saving money. Right? So when it comes to any sort of water damage, the faster you catch it, the less money in time and effort it will cost you. Because, for example, say you have, like, a really slow leak behind your kitchen sink, and it's, you know, not an emergency. It's not something where you have a puddle on your floor in your kitchen, but that small leak could lead to moisture in the back of your cabinets and that water spreads.

So, you know, water is a very destructive force. If given time, it will spread as far as it physically can. A lot of the materials in our homes are very porous and absorptive and not meant to be wet for extended periods of time, and that also leads to the risk of growth. So, like, mold growth occurs if something is organic and wet for, you know, extended period of time in the right temperature conditions. And, it's a lot more expensive to get rid of mold and remove things that have been affected.

You can't save a lot of things that are covered in mold. If it's clean water, I can save a lot of stuff. You can dry around a lot of stuff. And let's see. And then, yeah, I mean, the least amount of demolition that we need to do is gonna save you time and money.

Demolition, thankfully, it's not the most expensive. A lot of people get really scared when we're like, hey. We're gonna need to take a few feet of drywall, and they're like, what? Now I'm gonna have to have a handyman or a contractor come in. You're like, drywall is not that expensive.

An hour of somebody's time to do a foot of drywall is not that expensive. What is more expensive is having our specialty equipment and our, you know, containment set up for an extra 2 days because you didn't wanna take out a little sheet of drywall, and we are now physically having to, like, aerate in space behind the wall. So, like, that kind of explanation to people really helps because they're like, ah, okay. Wait. You're not just trying to squeeze me for money during an emergency situation.

You're it it's it's a lot more technical than people think.

Kinda like giving cavity when they first have it versus letting it set in and then that you need a root canal. Or

You know, with without the, you know, without the dentist's educated information, you're like, I don't have the money to deal with this cavity. I'll survive. It's not gonna get worse. And you're like, no. Well, it is.

You don't you just didn't know that because it's not common knowledge. Mhmm. Yeah.

Well, that I think that I think that's the why it's so critical to kind of build that relationship because you build that trust factor. If they just kind of call up a random person, and then or a random restoration person to fix my wall. Yeah. Then I don't know. Because I'm not in restoration.

I don't really know what needs to be done. So there's always the aspect of making sure it's done right. But then also, like, what are what are some things that are kind of unnecessary? Like, I went to so one time a while back, I I had a car issue. And, this was probably I think this was even before

b and I. Because this was probably sick.

Yeah. Right. The car the classic car is where everyone's kind of been there. And so I I had gotten, I think I think I think I don't even know it was a car issue. It was literally just I had wheels, like, wheel rotation, but then I had to get the alignment done.

You know, I do have alignment sometimes. Yeah. And so but the place didn't do alignment, so they sent me over to a place. They referred me over, but I also it was, like, from Discount Tire or something like that. So I don't know what kind of a pearls app.

Right? And I went over there and then the guy was like and then the guy had says, like, hey, you actually have all these, like, issues or whatever and stuff too. And it was something like $1800 or other issues. And I was like, okay, I'm gonna hold off on that. And then I just went over because I actually do trust my, my, I had a Chevy at the time, and I trusted the dealership, because they've actually been really good.

And I went over there. And I was like, I just had them do an inspection, basically. And they're like, everything looks fine. And so I'm just like, is it fine? Like, so so you know, maybe you could argue that maybe they don't know what they're talking about, but it's a Chevy dealership, I would imagine that that they're gonna have, you know, some idea on what needs fit into what actually needs to be done versus just like, yeah, it's a little bit worn down or whatever that could be.

But so all that you kind of mentioned that like that. So the reason that you are kind of building those relationships up is so that way when you say to people's like, hey, yeah, you need this, people will are more likely to trust you and believe you that, yeah, this actually does need to be done and isn't I'm not just kind of, like, running you dry or trying to kind of tack on as many things as possible to get as much money out of you as possible because you don't know. Right? I don't I'm not a car person. I don't know all the workings of it, so I'm kinda left to the mechanic to kinda tell me what actually needs to be done Mhmm.

What's important.

Right.

And

Especially in his industry because it's an emergency. A lot of times people need it at that moment, so they don't have time to, like, window shop and pick 4 or 5 different people. So if someone's at top of mind, that's like I didn't even think twice to call Michael because

Oh.

He had educated me too, that I before, I didn't realize that if the water was gonna be in the, you know, the wall, that it was going to go into the the beams, and it could, you know, affect different areas. And and, fortunately, I was able to to get mine corrected really, you know, well, so then I felt more safe and more comfortable in my home, especially as a single mom, because women can get taken advantage of by contractors and stuff too, which is one another reason why I love b and I is because we have people we can trust, and there's a certain level of ethics and, a certain standard.

And there's follow-up. Like, I know that there's 40 other people in the chapter that are also vetting and utilizing this person and, you know, that that we have a, a legislative board that, like, we can approach if there is an issue. Like, there's accountability Yeah. You know, versus just someone I found on Google.

Exactly. Such one of our amazing core values. Accountability is sometimes underrated. But that's part of why we're part of this group because we can count on one another. Yeah.

Yeah.

And that's why I tell a lot of people, like, oh, if you want to find referral partners and you wanna find people that, like, are going to be accountable to an extent, go meet them at, like, your local chamber of commerce. Go meet them at your local networking group or, you know, go to something where they're a member of a community because, like, they have a reputation to uphold. Like, there are a lot of companies, that don't really get involved or don't you know, I I have to go connect with companies regardless of if they're in the community or not. And it's a very different process because, you know, some of them are a lot more financially oriented. When they when they don't have a reputation outside of the people that they do business with and get referrals referral fees from, they really genuinely don't care.

And it's, a very different feeling, you know, organization, and it's, it's a little grosser.

It's a

little grody sometimes.

Grody? Yeah.

I'll be honest. It is. But, you know, we we don't we don't have to do business with people that do stuff like that or, you know, you don't need to accept that liability because then that the issue becomes, you know, people don't like to know or don't like to hear that their, you know, referral fees and bonuses being tacked on to the services that they provide. So you never know who might hear about that and who might, you know, cut someone off their vendor list.

I think Eric made a great point earlier when he said that some networking groups, he hadn't found a great free one. But I think there's something to be said about the, like, the prequalification of BNI because you you are a little bit higher standard, and we do have the rules and the ethics and the values. For me.

There's a little bit more commitment to you. Like, I I've went to a couple of free networking events, and I was like, ah, there was a reason this was free. Like,

you

know, I've been lucky enough to find a few that don't charge very much. Mhmm. But, like, there's still a baseline fee of some kind or, like, you know, expectation that you're going according to a local restaurant.

I find I found even, like, a small amount is, like, enough to weed

a lot.

Like, all the all the peep you know, like, obviously, like, the higher the fee, then then it kind of finds tunes up. But if it's, like, even if they charge, like, $10, like, it does weed out a lot of people that are just if someone's not willing to pay $10 to go to something, then then they're that person is probably not worth your time anyways.

So Yeah. So I'll be honest. I do kind of, like, not to be prejudiced or anything, but it's sometimes when I look at certain networking events or I look at, like, very generic ones that don't necessarily have, like, a theme or they're just kind of, you know, cosponsored by some random company, I'm like, okay. See, the problem is, like, I don't know who is going to be attracted to this net you know, this networking event. It might be people who don't have very established contact spheres or customer bases or people that, like, just started their networking crew, which, like, I'm happy to help certain people if they're, you know, just starting and especially as someone that, like, has now a reputation as, like, a pretty strong networker.

I've had people approach me like, hey. You know, I'm just starting to get into these spaces. And, like, if if they're willing to really try and get involved, I'm always gonna, like, give them information. But, you know, I I have a I I have to I have other responsibilities. I have a limited amount of time for those people because, unfortunately, like, you know, there's a set limit there's a set value that you have to me professionally if you still haven't really fleshed out your context here in any way, shape, or form.

Mhmm. You know? And I have other response, like, to BNI, to the chat, to the, you know, chambers of commerce that I'm in, it it's, to me, more important to dedicate to those roles and responsibilities and the communities that I've already been working with and established than to, like, you know, I will still help people out, but Mhmm. Can't give you a whole afternoon. I can't give you a whole one to one.

Mhmm. Yeah. Yeah.

Well, so, if somebody wanted to connect with you, how would they get contact I mean, you're you're on the BNI app.

Absolutely. BNI, Michael Lee, of All Dry North County San Diego, BNI Escondido. Then my direct information is all on there. I'm the 247 contact for All Dry of North County, so I'm always available.

I I think So if I need someone to console me at night, I can just give you a call or give you a ring at, like

It depends.

Can you read can you read me a bedtime story?

If it's about if if I'm reading you a bedtime story while my technicians are on the way to help some urgency,

then you get complimentary bedtime stories when you hire Michael Lee. Exactly.

For all of BNI, that only 350,000 people that are ready

for bedtime stories. Like, oh, jeez.

Fungi. As long as you're in real estate. No. I'm kidding, man. But yeah.

Yeah. So, all my information is available on the app. And then my email is michael.leelee@myalldry.com. So I'm always, you know, happy to talk networking with BNI folks, talk about, you know, getting involved in your chapter or how to kind of develop those relationships in your chapter because I think, you know, especially a lot of people, newer and older members, sometimes get caught up in the minutia of, like, you know, making sure our traffic lights, making sure we're in the green, making sure we're getting in all of our CEUs and our visitors. And, like, you know, we're all here for, like, a couple of those, numbers.

So, like, as long as I think people focus on some of those, they're they're they're fine. Mhmm.

Yeah. Yeah.

And do you have a closing thought for our audience?

Yeah. Since since the theme was networking, I think one of my key takeaways and something that I I tell everyone that's looking to kind of start expanding their network or, you know, starting learning how to grow their professional or personal network is just be, be genuine, be be very honest about your intentions, and, you know, keep it simple. Like like Eric said, what's the best way to start a relationship with somebody? I'm like, be honest. Say like, hey.

I know we're in industries that work really well. I could show you some of my emails that are like, hey. It was a pleasure meeting you and talking about this specific thing. I know we're in industries that can work really well together. Love to set up a time to talk to you, like, 1 on 1 when we're not in a room of, you know, 300 people talking at once to see how we can possibly help each other or, you know, if we can do some networking together or if blah blah blah blah blah.

You know, we can share. It's always, like, bring something to the table. It's never, hey. Here's my flyer here, you know, unless they ask me to. Unless they're like, hey.

Can you send me more information? Like, yeah. Absolutely. I can do that. But I never start off with, here's my flyer in case you ever need anything.

You know? Here's my information. I I did that at the mixer. I'm always saying, here's my contact information. You know?

Feel free to ask me. Reach out if you have any questions. Any if, you know, always tell people you're a referral source. Duh. They won't know to ask unless I'm always like, hey.

Anything home service related. I have a full contractor team in my BNI chapter. I also work with a million other specialty contractors. So, like, I would love to be a resource for you in that, and people are usually very receptive. You know?

Who's gonna be like, no. Free information? Get out of here. Mhmm. So, you know, always bring something to the table.

Always be honest about it, and, usually, people are gonna be receptive. Mhmm.

Great. Alright. Well, thanks so much, Michael. Let's Thanks for having me, guys. I learned a lot on on that.

Definitely gonna apply some of, your your, networking techniques and kind of,

and all that.

So thanks so much.

Hear it. And send and you were gonna be going out to events together, obviously?

Obviously, to be continued. Thank you for joining us for the Business Boost Hour. My name is Crystal Pravette, and this is Eric Fields. Thank you for joining us, and don't forget to document your single CEU. See you next time.

See you

in the next episode.