Before I introduce my guest today, let me share some of his wisdom. Here are two powerful comments from this episode. 

“If somebody comes at you selling, the answer is yes or no. The stakes are really high. …if you came at me saying ‘you have an interesting business, I would really like the opportunity to get to know you, somebody who’s successful in business, how you got to where you’re at, who you know, how I might be able to help you, and I’d love to be able to share as to what I’m about’, it would have gone a whole different direction.”

“How did you meet your wife? Your spouse? How did you find your babysitter? How did you find the house you’re in? … we all do network. The problem becomes is that when we introduce the notion of ‘we have to sell to make a living’, all of a sudden it becomes a whole lot more difficult. …But it’s really the same thing.”

My guest today was a pleasure to interview and truly a SAGE in his understanding of networking and selling. Frank Agin is the president and founder of AmSpirit a networking organization exchanging business referrals and business leads within groups of entrepreneurs and professionals.

Ultimately Frank desires to empower the growth and success of entrepreneurs, sales representatives and professionals through the exchange of qualified referrals.

On this episode, Frank shares some fantastic insights on how to share your message, make genuine connects that result in sales. 

You can contact Frank through LinkedIn and through his website


Unedited Transcript Below


Unknown Speaker  0:06  Welcome to the SAGE Mindset podcast where we believe all great leaders are self aware, stay accountable and have a mindset that fosters growth and empowerment in their lives in the lives of those they lead. When you listen to this podcast, you could expect to learn about the small changes you can make in your behaviors and thinking today that will create massive change for the future of your leadership and business. Hi, I’m Kyle Gillette, owner of Gillette solutions and hosted this podcast. Thanks for listening. My guest on today’s show is a lifelong student and mentor, a professional network and he’s an avid connector of great people. Everyone he meets, he looks to connect with someone he already knows. He’s the owner of am spirit business connections. He’s a speaker, author and podcast hosts. I’m excited to introduce to you today my friend and amazing business owner, Frank again.

Unknown Speaker  0:56  Frank, thanks for being here. I appreciate it.

Unknown Speaker  0:58  How’s it going today? It’s gone. Well, thanks for having me on the program.

Unknown Speaker  1:02  Yeah, I’m glad you’re here I networking is one of those things that’s for some people a nightmare for others, they really enjoy it, and then probably everything in between. But I will tell you, for me, it’s become more and more something that I’m excited about and enjoy. Whereas before, I didn’t know what the heck I was doing or how to do it. So what got you in the first place engaged into networking and excited about it and getting a business going?

Unknown Speaker  1:26  Well, I guess the first point I want to make is that we all network, I’ll go out and I’ll work with groups of people in transition, or people who are in corporate America and I’ll always ask the question, how many people you know, scale of one to five? You know, five being great one being horrible. Where are you? Nobody’s a five. You might have one or two fours, a few threes. Lots of twos and ones and twos. And then I’ll go on and ask them is okay, how did you meet your wife, your spouse? How’d you find a babysitter? You know, How’d you find the house you’re in? You know, and people start to realize that We all do network. The problem, the problem becomes Kyle is that when we introduce the notion of we got to sell to make a living, all of a sudden it becomes a whole lot more difficult. We make it a whole lot more difficult. It’s but it’s really the same thing. But you know, my guess to get to your original, your, your main question, how did I get into doing what I’m doing? I got into doing what I’m doing because I was horrible at doing what I’m doing. I have a law degree, I have an MBA, I’ve got a job working for a really big firm, and they just paid you to come in and work on the work that they had. And there was never any need for me to get out there and network to drive revenue. After about six and a half years, I just decided I didn’t want to be a tax consultant anymore. And I and I had a plan I just didn’t up and leave but I had a plan and I left and I found when I left that I had no idea. I was a great tactician, right. Great attacks is created understanding that just as the plumber is great at being a plumber or electrician, or all these different businesses are great at what they’re doing. I was horrible at finding business, I had no idea how to network, I had no idea how to how to get clients. And I tell people I was that horrible, that bad actor running around at networking events. And it wasn’t working. And that got me to have lunch one day with a friend who is an attorney. And she had taken a different path. She’d become self employed right from the start. And so she learned it. And so I said, What do I need to do to be successful? And she said, You need to get into a tips club or a leads group. So I had no idea what she was talking about. But she introduced me to this organization that I now own, and spirit business connections and we help entrepreneurs sales reps and professionals become successful by meeting weekly learning about each other developing relationships, learning how to message how to tell people if you see this, think of me if you hear this, say this, and that’s, you know, I was in a chapter Kyle, it made immediate sense because I realized I could raise up my world by lifting up the worlds of people around me. If I help the accountant, he would help me in return. If I help the banker, he would help me in return the payroll person, she would help me in return. So I really double down on this organization, so much so that it led to an opportunity to buy it out about six years into it. So that’s really kind of how I got into it. Because I really wasn’t very good at it. I just had to learn much like everyone else,

Unknown Speaker  4:31  right? So you went after it. It’s interesting that you bring up like babysitting or the various other connections, we make spouse dates people go on, because that is that’s all selling something in those scenarios. Yep. So there’s not much difference between that and actually selling a product or service. It’s just the way we see it. I know for me, as soon as you start to bring money into the equation, when it comes to having a conversation with somebody, I start to stumble a lot more I get this a psychological effect, because I know how Talk. I know what I’m talking about. So that’s not a problem. So what I mean, what are some of the state mistakes that you’ve seen people make in networking are the common mistakes that people make?

Unknown Speaker  5:12  Well, yeah, I mean, it’s, you know, the reason we get tripped up, it’s, you know, imagine if you will, there’s a two by four on the ground, and I say, okay, Kyle, I want you to kind of, you know, tiptoe down the two by four, you’re gonna be like, Hey, no big deal, right? You can do this. You put that two by 420 feet off the ground, all of a sudden, the stakes are a little higher. And that’s why we get tripped up because the money that raises the stakes, you know what I tell people and it’s not really a sale sort of a thing. People get tripped up, because those stakes are high. And when I encourage people to do is really kind of take the stakes away from it. Don’t make every relationship hinge on whether you get the sale or not. Here’s the best way to explain it. If you come at me and try and sell something at somebody this weekend, he contact me on LinkedIn. Would you like to buy my virtual assistant? use one of my virtual assistants? Right? And the answer was no. And so if somebody’s coming at you selling, the answer is yes or no, the stakes are really high, it’s yes or no. Now, if she came at me and said, you know, you have an interesting business, I would really like the opportunity to get to know you, somebody who’s successful in business, how you got to where you’re at who you know, how I might be able to help you. And I would love to be able to share as to what I’m about, it would have gone a whole different direction. And I told her that in a follow up email is like, you know, you need to really kind of change what you’re doing. Because you’re, you’ve got a yes or no proposition. And so what I’m describing in that second scenario is really networking, people getting to know each other, how can I help you, you can help me great. It may end up being that I never have a virtual assistant through this person. But by virtue of getting to know them, like them and trust them and them helping me, I’m going to be in tuned to look attuned to looking for things that she needs. Referring her. And that’s just the notion of having a relationship.

Unknown Speaker  7:04  Interesting that the idea of connecting with some but some it’s difficult to connect with somebody. And the only intention there is is only to network. And what I mean by that is, you don’t know what’s actually going to happen. So the network is the intention to create that relationship add value to somebody, and then you said something else that really stands out to me then I was thinking about a little bit before this conversation, and it was know like and trust you said that real quick. So can you talk about that a little bit more? Because I think that’s really key to networking. Well,

Unknown Speaker  7:38  yeah, you know, that’s, that’s this oldest time. We do business with people that we know we like and we trust, all things being equal. We will do business with those we know like and trust, trust, all things being unequal. We do business with those we know like and trust and the example I always use his insurance. I know I could get cheaper homeowners and auto insurance. I could, you know, why don’t I? Because I know my agent I like my agent, I trust my agent, if I have a problem, I know I can pick up the phone is taken care of. And that, you know, my time has value. aggravation has value to it. And so I know I can avoid all that. And, you know, that’s, you know, really goes back. It’s hardwired into us. There’s a I was called a famous story, but there’s a story out there of Margaret Mead, who was an anthropologist is an anthropologist, I think it thinks she’s still alive. But she was teaching a class and one of the students raised his hand and she called him and he said, what was the first sign of human Silver’s civilization? You know, when do we switch over from being beast to being human? And she thought about it and everybody was kind of waiting for this answer, like a clay pot or a weapon or something like that. And her response was a healed femur. femur, the bone that connects the knee to the hip. She says, You don’t see that. You don’t see that on the animal kingdom. An animal breaks its femur. It’s done. Because it takes about six weeks for that to heal without medical attention. But they found a human that he had to heal from femur, which meant that somebody stayed with that person, not 24 seven, perhaps, but stayed with that person cared for that person for six weeks. And that was the first sign. And so this whole notion of we have to know people, we have to like them, we have to trust them really kind of dates back to a very primitive time when we lived in tribes, and we lived in tribes, about 150 people, and the only people that we ever saw were the people in that tribe. And if you didn’t get along with the people in the tribe, and you got booted out, you were dead, because you can’t you couldn’t survive on your own. And so the gene pool of cooperative people who gave to the people around them survived, you know, and the person who didn’t, it didn’t survive. Now, today, it’s a little different. It’s more prosperity than survival, but it’s the same sorts of things. We are looking for those those traits and other people. I’ve got to know this person. I’ve got to light them. I’ve got to trust them. So that just continues on and it’s you know, it still works in the business world.

Unknown Speaker  10:04  It’s pretty fascinating the the idea that the animals going to just die or get eaten. Whereas the human had people to protect them, support them, help them heal, maybe even do something with their leg in some way or another primitively Of course, to heal them up. And of course, there’s the analogy there all over the place on how we can do that with one another as we struggle through things or when we succeed in things. There’s people out there that are like me. And we are very impatient, because we want to connect with people and build a genuine relationship for real, but we’re really impatient about the timeline that sometimes that takes. So what do you say to someone like myself or others out there that are really impatient with this networking process?

Unknown Speaker  10:45  You know, networking is not really designed to help somebody meet their month and quota. And I’ll have people who will come and that’s really impatient, right? Yeah, it’s the 25th day of the month that I got him to get a sale. It’s like hey, you know, you should have started Six weeks ago, yeah, I don’t really know, I don’t really have a good answer for that other than really kind of double down on it, it’s, you know, I think it kills a lot of sales careers, people not having the runway that they need to have, you know, so they get desperate with respect to sales, and it just becomes, it becomes a very slippery slope, or they just keep getting further behind, they might close a deal, but the relationships all wrong, and so they’re not going to get a follow up deal. And so, you know, rather than, you know, having this one client refer them other stuff, you know, it just gets worse and it gets worse and it gets worse. I think the real answer is just double down on what works on with respect to networking, find ways to network, find people to find people to connect with, I would be you know, I would be looking for people who are strategic partners. As an attorney. When I used to practice law. The people that I really spent a lot of time with, were the bankers, accountants, payroll, people, people who are running in the circles I was running in, so I wasn’t just never Working with anybody, I was kind of being strategic about it. And that was kind of a better way for me to make things to work faster, it’s still only going to go at its own pace. people’s trust, trust just develops at different at different speeds, depending upon again, it’s back to my to buy, for example, you know, when, when it’s on the ground, you’re just gonna go walking right across, if you’ve got to do it, 20 feet off the ground, you’re going to be really careful doing it. And it’s the same thing with trust. If you know, you go to buy flowers for somebody, you’re going to take a chance on it, right? 1520 bucks, no big deal. If it’s a 1500 dollar engagement, it’s a little different proposition.

Unknown Speaker  12:40  So when you work with people in your business to you, you don’t you have a process that you walk them through to help them to improve their networking skills. What does that look like? I think you’ve hinted at some of it, but what does it generally look like?

Unknown Speaker  12:54  Yeah, you know, I tell people that there are three reasons and only three reasons why people don’t get referrals and you This might be help you get at your question of impatience. The first thing is the relationship right getting people to know like and trust you. And and that can only move so fast. I mean, if you’re a financial advisor looking to invest people’s half million dollars, I mean, they’ve got a really trust you, but you need to get people to know like and trust you but assuming you have people who around you who know like and trust you. The second thing that really trips people up is the inability to to educate their network on how to recognize opportunities. I mean, I could know like and trust you, if I don’t know what a good referral is for you. I could be sitting next to the perfect client at the ballgame, and never know, to even bring you up in conversation or talk about what you do. You know, so doing a good job of educating the people around you with when you see this think of me, when you hear this think of me. And I always you know, I tell people, especially in an atmosphere, business connections, come up with a litany of different things. The worst thing you can do is say, well a good referral for me is anybody. I’m a chiropractor, good referral from is anybody with a back? You know, because it’s so general that our brains can’t wrap our literally wrap our heads around, it can’t really, it doesn’t know how to process that so it doesn’t. But if a chiropractor says, you know what if you know of somebody who’s got a child who’s got chronic bedwetting problems, that could be a referral for me. Or if you know, somebody who’s got recurring earrings, that could be a referral for me. If you know somebody who’s a weekend warrior out there, you know, playing in the weekend soccer games, or does a lot of gardening on the weekend. That could be a good referral. For me, that specificity allows the brain to go through what I termed the mental Rolodex and say, Oh, my gosh, yeah, that’s Rob. You know, Rob’s that weekend warrior. So what I would encourage you know, you or other people, you know, is to really kind of go through and create little snapshots. have clients that you’re either working with, or maybe you’d like to work with. And I tell people the story, the pictures don’t need to be true. Nobody’s going to audit you, Kyle and say, oh, okay, Kyle, you know, you want this prove that you’ve done it before, nobody’s going to do that. But if you talk in the sense that, you know, hey, there was a client that I was working with, and here’s some of the things that we did. Here’s how I helped them, what I helped them overcome, whatever that might be. And I would imagine if you looked at your own experience, and or you looked at the experience of people that you work with who that do similar things, you could probably come up with a laundry list of 2030 different things. And by sharing that with other people, it helps their mental Rolodex work. What I don’t advocate is coming up with 2030 things and spitting up all over them. Someone with it, you know, the laundry list, you know, soup to nuts, because every time you mentioned another one, the mental Rolodex starts over again. So you kind of have to pick your pick your audience. So if you’re working with a banker, let’s say, you’re going to choose something that would be more likely to what they would see, as opposed to let’s say you’re working with a divorce attorney or you know, somebody else, you’d have something that’s going to kind of fit. And you know, you’re doing that you may miss an opportunity, it may happen, but the likelihood that you’ll run into something will be that much greater. And then the third piece of it is, is once somebody recognizes an opportunity, you need to help them be somewhat adept at bringing you into the equation, right? Oh, my gosh, your son’s a breadwinner. That’s, you know, the ever thought about maybe going to a chiropractor? No, I would you say that when I saw this presentation, this chiropractor was saying that it could be just an alignment with the spine. I could have the person call you or I could connect you to the person. So be comfortable having that conversation. And I still a lot of people who don’t help people through those conversations and not every not every professional category has issues with respect to those sorts of things. But if you’re selling life insurance or you know, even with coaching type things, people may not know how to talk about it. I used to have a client or I had a client years ago when I was practicing law. And she had a she had an ex husband who’s in the business, I found this out. And he was really sabotaging lots of things, I could see it. And I don’t know why he was still in the business. There was something going on there. But I knew a psychologist who had painted the picture for me, if you see this, think of me know that. And I knew it. I knew it was this is for Jerry, oh my gosh, it’s got his name all over it. But how do you go to your client and say, I think you got a problem. You know, and so I had to literally go to him and say, I need some coaching on this. I need some coaching as to how I bring this up in conversation. And what happens if it you know, starts to go off the rails? How do I bring it back in or that can go any number of different ways and so he helped me with that, and I She became his client. And her ex husband became an ex employee within six months and life moved on beautifully. So that’s another big piece of it,

Unknown Speaker  18:09  trying to getting things work. There’s such beauty to that, ultimately, because because you network with your friend at some point, then that ultimately really helped that business and that family in tremendous ways. And just because you’re willing to connect with people and be human, and just willing to be human, I wanted to highlight what I heard from you. Because I think that there, there is a little bit of a process to networking Well, from from what you’re saying, you know, you’re going to be in various stages with people. So as I think about the people in my network that I’m connecting with, some people are brand new, other people I’m, you know, 50 messages deep, or in some cases, I know, I’ve known them for years, right. So you’re in various stages. So I think I think that helps the impatience piece as well. Because if you have a lot of people in your network, you’re in various stages with Then then the person that’s seemingly going slow, you won’t even notice because you’re busy with the other folks is one one way that helps. But from what you were saying, I heard that one of the key pieces, kind of the starting point is your messaging, you got to get your messaging figured out. And to make that messaging very specific, especially because when you’re interacting with somebody at a ball game, versus somebody in an office versus somebody in your home, those those interactions are going to be different, and who, who that person is and who they’re connected to, is going to be different to and so determining what you’re going to share with them is really important because if you don’t know the audience, then it like you said that Rolodex they’re going to be spending it but if you’re trying to talk about somebody or talk to somebody that’s a lawyer, and you’re, you’re referring to them, trying to get them to think about construction situations, it’s not right, it’s not gonna work, click at all. And then ultimately, one thing that I have noticed is, is you do have to melt help them make the connection. Because I’ve had people refer and all they do is just share my name and info with the other person. And that’s it. Well, that’s not at work, it’s pretty unlikely that the person is actually going to reach out to me. So I make it very clear, hey, do these things for me? And would you say there’s any sort of formula to a good way, I guess, to make those initial connections when you refer people?

Unknown Speaker  20:27  Yeah. Well, absolutely. I mean, you’re spot on. And we talk about this in amster business connections. You know, the way we’re teaching everyone to work is that when you have somebody to refer, give the empower the person you’re referring to take action right? Here. Here’s the card call my neighbor, they are expecting the call, right? They’re set up they’re expecting it because nine times out of 10 if I give my neighbor the card, he’s not calling, right. He may say, Well, he’s he’s not going to call for whatever reason 10 times out of 10, I know you’ll call, right? Maybe 11 times out of 10, you’ll call some people. For some people that can be difficult, you know, because they don’t know what you’re how you’re going to behave. They don’t know how it’s all set up. What I encourage people to do even with myself is email your person and copy me, and you’re going to be over an email, right? Because then you can reply all and they kind of see the initial piece of the conversation. Hey, here’s Rob, he has some questions. You know, I wanted to hook the two of you up. That’s, you know, that’s how I prefer to work. And, you know, attorneys or attorneys in certain medical professions, while the psychologist you know, Jerry, that was all pre email but it but at any rate, attorneys have to be very careful with respect to reaching out to people. And so they will say, Listen, don’t give me a number to call because I can’t ethically they’re not allowed to, but if you do the email thing, As I just described, then the attorney is off the hook, the attorney can certainly, you know, you’ve been introduced and can make whatever type of follow up contact is necessary. It’s just a, it’s a good way to do it.

Unknown Speaker  22:12  Yeah. Makes a lot of sense to me, I made a mistake. I think it’s quite two weeks ago, trying to connect to people. And it was, it was a big lesson. It was interesting because I had done it the right way prior and for some reason, I kind of skipped the quote, right way to do it. And what happened is I I met this business owner that she actually helps people, helps coaches find clients, and they kind of work under her. And so I knew this other person that is really connected with a bunch of HR people. And I thought that, hey, I could connect these two, because he knows a bunch of HR people that work in a bunch of businesses and she wants to connect with businesses to provide coaching to the businesses. That sounds like a decent connection. And so I just sent them both a message with the you know, just see seen them both in it. And I got a response back from the gentleman and he’s like, I’m sorry to do this, this won’t work because of XYZ or whatever. And he so he sent me that privately and then separately sent her a message on her know that the connection wouldn’t work. And he told me on the private email that what he needed was a double opt in to check with him first to see if it would be a good connection. And that’s what I had done in the past with all kinds of other networking. And so it was a, I just went, Oh, my gosh, what an idiot. Why did I do that? Because we need that we need to confirm that it is a good fit, and to do it with both parties, at least I think we should. What’s your thoughts?

Unknown Speaker  23:36  Well, you know, I have people who are in your camp with respect to that. And then I have other people where they’re not. I always approach it this way. And I and I tell people in my network, listen, I’m going to introduce you to people I know lots of people. I’m going to introduce you. I will never send you Bob the insurance salesman who’s going to just be on you with sales breath and just never unrelenting. I will never do that. Everybody I connect you with will be somebody who is a legitimate strategic partner for you. If not a client, everybody, I’m not going to set you up. You have to trust me on that. And some people don’t like that. And again, but what they have to understand and I have a friend who’s like that, you know, he wants to double opt in. I’m fine with that. But you have to understand that that’s that triples my work, right? Instead of sending one email, I basically have to send three and not that I’m opposed to doing it. But it’s so much easier like I had a podcast interview earlier today, interviewed a woman who is a sales trainer, but she infuses improv and theater into a sales training and looking to meet other sales trainers. Well, I know all these other sales trainers, and I just rifled off a bunch of emails to all these people copying her in making the connection. You know what, it’s a win win. You know, they’re all privy to this. Is this the way I operate? I’m not I’m not trying to be different. genuis or anything like that, I’m just trying to make things happen, you know? And so if I literally have to check with everybody for emails with turn into 12 and jeezum gene, I’m waiting on this other person to get back to me and right, I don’t know. So that’s just the way I look at I get it if that’s what people want. And that’s what they that’s what they want. And I will honor those wishes. Things aren’t just gonna move as fast. That’s all. So yeah, I wouldn’t beat yourself up.

Unknown Speaker  25:25  Right. And I didn’t. I mean, I guess I did, too. But yeah, I guess it did. But But um, it’s interesting, because it makes me think of when you try to schedule something with people on LinkedIn and you’re doing okay, does Monday at four work for you know, how about Tuesday at three, instead, you just put in a scheduler and you skip all that garbage. And then your case is just a matter of you’ve already established that you you’re in what your intentions are with the person referring right so they know what your intentions aren’t. As long as I’m clear and upfront about that with the people that I’m networking with. They’ll know that when I do refer what my intentions were and then I’m not going to just send them some random person that that sent me a message, not gonna force them something

Unknown Speaker  26:05  well not to pick on your person who basically shared with you how he would like it done. Well, let me just play I tell people who connect me Listen, you don’t need double opt in just connect me I’m a big boy right i mean you’re not you know you’re not sending you’re not sending you’re not giving someone my home address it’s not you know it’s not Bob hardcore life insurance guy or anything like that picking on bob here today, um, I trust you. And if it doesn’t work out, then I’m a big boy. And I could say, you know, this isn’t gonna work but where your guy fell short was he didn’t want to have the conversation with the person. He has no idea what he missed out on. Right? He’s looking at it very surface level. No, I can get exactly what I want out of this person. I can’t get what Kyle thinks I’m going to get out of this person for whatever reason. So I’m not going to have the conversation. But what if he had the conversation and it turned out there was something there that It was very collaborative, that he didn’t think about,

Unknown Speaker  27:03  right? Because stout. Yeah, cuz if the connection would have happened, then the the lady that owns that business could have helped a ton of the businesses that he’s interacting with, because of the interviews that he does with people. So you know, you just don’t know. And that’s why I think most of the time I’m saying when people want to talk on the phone, what’s 15 minutes? You know, so I say yes, I mean, there’s, there’s hardly any, it’s 15 minutes, but other than that, you never know where it’s gonna go. I mean, I, in March, I connected with a guy named Jason cutter, and we just connected online and on LinkedIn. And then now we interact like once every two weeks or so. And we’re just building off of each other as it relates to our businesses. And we have a lot in common. And so that’s been super helpful for my business. And it would have been easy for him to say no, because I asked, I asked him for a call. But he said yes, and then all of a sudden we have this great relationship going now. It’s a big deal. So,

Unknown Speaker  28:02  yeah, in fact, he’s one of the people that I emailed connected with this gene, a woman, you know, and I didn’t I didn’t opt in. I didn’t ask for an opt in. It’s like, you know, Jason, I’m, believe me, I’m trying, I’m looking out for you. Right? You’re looking out for both of you. It’s I have, I don’t have I don’t have a dog in the race, right. I’m not making money off of this. I’m just trying to help to people, but not go crazy trying to do it. Your example of trying to schedule something is a perfect analogy to it. Because it’s, it’s stressful. It’s, it’s Yeah, it is a mess. You know, I got a I got a scheduler for about 18 months ago. Oh, my God. My stress went way down. Just from that one little thing. Oh, yeah. I wish I’d done it earlier. Because it’s just, it’s amazing.

Unknown Speaker  28:46  Yeah, here’s the link, and then you don’t think about it until you say pop up on email, and you know, that it’s okay. Because your calendars already synced. So yeah, yeah. Yeah. So can you share a little bit about how people can get ahold of you. And also, you know, the types of clients that you’d like to work with who’s you know, who’s a good fit?

Unknown Speaker  29:08  Yeah, you know, the best way to get ahold of me, I have a website, Frank Hagen calm. It’s got a link to my email. It’s got a link to my social media. You know, Kyle, I find that people like to communicate all sorts of different ways. I have some people who are insistent on Facebook Messenger. I mean, not in a bad way. But hey, you know, I don’t really use messenger, they’re still trying to get ahold of me on messenger, some text, some email, some, some just, I’ve got, ironically enough, I’ve got a guy who’s a web designer, he’ll always call never an email. It’s always a call. It’s like, it’s the strangest thing. But that’s just but that’s his style, you know, so everybody’s got a different style. So franking and comms got all my different ways of connecting with me. It lists all the different things that I’m involved with. The main thing that I’m involved with is am spirit business connections. It’s my you know that everything else can Have feeds back into that. I do have podcasts, but they’re all with respect to you know dealing with professional relationships you know the types of people I’m you know, we’re we’re expanding, we’re expanding through franchising the types of people that we’re looking for are people who are entrepreneurs, professionals who are relatively successful in doing that and are looking to maybe add something on top of what they’re already doing. All of my franchisees do something else. So for a couple hours in the morning, just a couple of days a week they’re working our franchise model, the rest of the week, their web designers or attorneys, realtors coaches and consultants that kind of runs the gamut. And so it’s you know, those types of people people are well connected. But to be honest, Kyle, I, I enjoy really talking to anybody, because you never know where that’s going to go. I never know it might mean might be me, helping them, connecting them to somebody else, which helps somebody else down the line. And I just believe in karma. It’s all going to come back. It comes back in time. Do things for people. And I can see them wanting to help me in return. And so it all works out. I’m not too concerned about it.

Unknown Speaker  31:06  Yeah. So I had one final question for you, because I think it will help wrap things together. But before I say that, I want to make sure people understand how to look you up. So it’s Frank, just like Frank is spelled and then AIG and ag I Just so people get that straight. What one action Do you think people can take just the one thing they could do that would improve their networking and start, you know, just starting today?

Unknown Speaker  31:30  You know, I have a consistent answer with this. I don’t know if people are gonna like it or not, but it’s the truth. I tell people find something you’re really passionate about. And find an organization volunteer. You know, people are looking for that magic bullet, you know, go here and you know, wear a sandwich board saying you need work or whatever. Now, here’s the thing, if you go out and you volunteer for an organization, you’re going to be rubbing, you’re going to instantly get network because you’re rubbing elbows with people who’ve come out of their corner of the world to help that same organization. And in time, they’re going to figure out what you’re about. Right when I go and work with organizations, I never, I always carry business cards, but I never make a big deal of who I am. I just double down on my help for the organization and people figure out what I’m about. And I’ve demonstrated my level of caring we, you know, talk about giving before you get well, that’s a way of giving before you get. But the other interesting thing that happens is certainly the people who are in that organization will see what you’re about, but also the people who aren’t in that organization, but know that you’re involved. Oh, wow, Kyle, you’re president of the Chronos that is really cool. I’ve never been in Chronos, but they know that wow, this guy is this guy is selfless. And that just kind of brand you as somebody who’s willing to contribute to the world around you. And people want to associate with that people want to associate so they’re going to try and figure out okay, how can I make him more a part of my world?

Unknown Speaker  32:54  And that makes a lot of sense. Because the first piece you said that’s the qualifier there is you need to be passionate about excited about it, yeah, then it’s genuine and all of everything that you’ve said that there’s a bunch of things, those, there’s really one huge thing that’s implied that this is all very genuine, that everything behind this is genuine and purposeful. There’s a bigger picture in mind. And it’s not just yourself that’s in mind. It’s, you know, you there’s a benefit, of course, but ultimately, everybody that you’re in your circle, and, you know, second third degree circle is hopefully benefiting from these these efforts that you’re putting in. Yeah, yep. So great. Well, thank you, Frank. I really appreciate your time and doing this interview with me.

Unknown Speaker  33:35  Well, thanks for having me.

Unknown Speaker  33:39  Thank you again for listening to this episode. If you’d like more, you can find us on all the main podcast channels, including Apple, Spotify and Google Play. Please take a moment to give us a quick five star review. We really appreciate that. If you’d like to support the podcast beyond a review, you can find me on slash SAGE Mindset. on there you’ll find various levels Tears and bonuses that come with them. I really want to add as much value as I can to the members that sponsor us. If you’d like to get a hold of me, please visit Gillette solutions comm or you can email me directly at Kyle at Gillette solutions calm and you can learn more about the services I have, and potentially even sign up for the SAGE Mindset course. So thanks again for listening

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