April 20, 2022 • 16 mins
Imagine what life would be like if you had a group of 30-40 people helping you build your business. All from different professions. Making introductions for you that you'd never be able to arrange on your own. Specific introductions to people that you're trying to connect with. How about a team of business professionals who are intent on giving first, dedicated to the philosophy of "Givers Gain"? How would that compare to the way you currently prospect for business?
That's exactly how it works when you are selected to be on one of our teams. It's friends helping friends. Referrals on purpose. And it's unbeatable.
Successful candidates will have the following qualities:
*Known for their high integrity and positive attitude
*Motivated to succeed
*Understand and live by the philosophy of gaining by giving first
*Excellent in their chosen field
*Well connected within their community
Connect with Mark for details
https://www.linkedin.com/in/marktaylorbni/
Your hosts: Colton Cockerell & Trisha Stetzel
Click for more about your hosts:
Colton Cockerell
Trisha Stetzel
More fun and interviews on our FB page!
https://www.facebook.com/bridgethegapinterviews
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Colton Cockerell (00:04):
Hello and welcome to a another exciting
episode of Bridge the Gap wherewe're balancing life through
health, wealth, business andrelationships.
Alright, hello everyone andwelcome to the show. My name is
Colton Cockerell. And with me, Ihave the Miss Trisha Stetzel.
Trisha, how you doing?
Trisha Stetzel (00:24):
Colton? I'm great. Hey everybody, Trisha
Stetzel Results, Xtreme BusinessSolutions here. And as you
remember, the whole month ofApril, we'll be talking about
business success. And todaywe're gonna talk about how
networking is important to yourbusiness success. And who better
to talk about networking, andMr. Mark Taylor BNI Houston East
(00:46):
Executive Director, Mark Taylor,welcome to the show.
Mark Taylor (00:50):
Good to be here.
Colton Cockerell (00:51):
Yeah, no, it's It's good seeing ya. And before
we jump into questions, becauseI'm dying to ask you some
questions in the hot seat today,I want to go ahead and introduce
our sponsor, which is SharerMcKinley Group LLC. So Mr.
Taylor, I guess, let's firststart the show. I know a lot of
people probably know what it is.
But for those that maybe don'tlive in under a rock somewhere,
what is networking? Ah,
Mark Taylor (01:12):
you know what? It's a good question. Because I think
if you ask five differentpeople, you might get five
different answers. I'll give youmy my definition of networking.
Networking really is simplyinteracting with other in a
business context with otherbusiness people. Networking to
me, is people to people. Andthere's ways to do it. But I'm
(01:34):
going to just be pretty generic.
There's, it's it's getting outand interacting with other
people. I say getting outbecause I guess you can
particularly these days, you cannetwork virtually, certainly I
do, and many people do. Butwhether it is virtually or in
person, it is meeting otherpeople and hopefully discovering
common interests, and maybecommon goals and those types of
(01:57):
things.
Trisha Stetzel (01:59):
I think I know the answer to this question, but
I'm going to ask you anyway, whyis networking important to
business? If we can explain itto our audience here, it might
open some eyes to we've got todo more than just market on
Facebook and LinkedIn, etc, etc.
Right? We've got to get out, asyou said, Mark, and meet people.
So why is networking importantto the success of your business?
Mark Taylor (02:23):
online networking is important because businesses
need business, they need morebusiness. There's always
exceptions. When the overridingmajority of business, people
roll out of bed every day. Andone of the things that they are
driven by is I need morebusiness. We've had a great
(02:45):
quarter this first year so farthis year, how are we going to
maintain that or improve thatthe next quarter? We had a
challenging year last year, whatare we going to do to get more
business, whatever it may bethat motivates them? I don't
care if you're a doctor, you'rea plumber, you're your banker,
whatever it is your profession.
Most businesses large and small,whether they're entrepreneurs or
(03:06):
have hundreds, if not 1000s ofemployees, they need more
business. And there's lots ofways to do it. Certainly, but
we're talking about networkingtoday. And so in the context, I
don't think anybody argues withthe fact that the best way to
get business is by referredbusiness me introducing you to
somebody I know I have arelationship with and who is has
(03:29):
an interest in talking to youabout your business. That is
what we call good old word ofmouth advertising. Absolutely
Nobody disputes it's the bestway to do it. And yet very few
companies effectively do that.
Or certainly they don't theydon't gain a large percentage of
their business throughnetworking, ie referrals.
(03:51):
There's the challenge.
Colton Cockerell (03:52):
Now you're a big proponent of killing the
cold calling. You're just youhate it and you're not a fan at
all. So how can you be affectedwhenever you are going to a
networking event or net? Justsomething where you're
connecting with people? Do youhave any tips or any ideas for
people to consider when they arepreparing? And then while
they're actually networking?
Mark Taylor (04:12):
Yeah, absolutely.
In fact, we teach a lot ofclasses on on effective
networking skills. One of myfavorite one of a crowd favorite
is the 10 commandments of anetworking mixer. How to turn a
networking mixer into the mostprofitable event of your of your
business week. Now that'scompelling because many of us
have via our experience has beenthat networking events can be
(04:37):
exhausting that can be timeconsuming and ultimately non
productive. We end up spending alot of time maybe even some
money doing that as a passing alot of business cards make a lot
of contacts with little or noresults. That's that's a
frustration but what I would sayis this first decide to do
something about it yet Out ofyour cave, your office, your
(05:00):
house, your wherever it is, anddecide you are going to solve
this problem that you are goingto learn how to effectively
network, I will just give you acouple of points that I learned
early on because I got thatfriend and a friend of mine and
I learned from other businesspeople that we needed to go to
networking events we did. And wedidn't know what to do. So we
(05:22):
just watched others, I thinkthis is a pretty common
experience. When you go tonetworking events you're gonna
observe like we did, others havea stack of business cards, a
stack of their brochures abouttheir product or service. And it
seems to be the unwritten agendais fan out and try to contact as
many people as you can and givethem your elevator pitch, which
(05:43):
is designed to interest them andyour product or service,
hopefully schedule anappointment or a lay a meeting
later on so that you can sellyour product or service to them.
And that's largely what goes onat a lot of networking events.
And nobody goes to a networkingevent to buy a home to look for
an insurance agent so they canbuy a policy. No one goes to a
(06:04):
networking event to buyanything. Virtually everybody
goes to sell something. So inanswer to your question, first
thing I'd recommend is leaveyour stuff in your vehicle,
which sounds preposterous. Whatdo you mean? What a waste of
time leave my stuff? That's whyI'm here. Yeah. Well, that's why
it's probably not working foryou. Well, if you leave your
(06:25):
stuff in your vehicle, maybeaccepting your business cards,
what am I supposed to do? Relax,go with a group of people, by
the way, and I'm not going togive you all the 10
commandments, but one is go,don't ever go alone. Usually, I
recommend you go with a group gowith a mob, go with half a dozen
or more people that you know, sothat you're not don't fall
victim to what most of us fearand that is walking into a
(06:47):
roomful of strangers and notknowing what to do, where to go,
where to say what to say. Butthe in general, I would say go
to a networking group withothers in mind, which is
completely at odds with what thebusiness world would tell you to
do. Sales Managers will not tellyou to do that. They'll say,
Mark, if you're going to go to anetworking event, you need to
(07:07):
come back with 1520 30 businesscards so you can get on the
phone and pound the phone therest of the day, and see if you
can't get business appointmentswith them, ie cold calling.
Colton Cockerell (07:17):
But yeah, and that's the that's your
philosophy of net hunting versusnet farming.
Mark Taylor (07:22):
Yeah, and it's actually not even mine, it's it.
But it's a simple, it's afundamental difference mindset
of how you approach networkingevents. There's not a moral
issue between hunters andfarmers in this context, but
they are different in nature, ahunter is, the idea is it's in
the field this morning, it's inthe oven tonight, it's
transactional, it's literallyshoot to kill hook and eat.
(07:45):
Alright, well, in contrast, afarmer course is all about
planning and planting andcultivating and working toward a
harvest in the future, which issomething we do not want to hear
these days. We live in a worldof instant everything. And we
actually would like it fasterthan that if at all possible. So
it it's a different mindset. Ifanyone can actually ever grasp
(08:09):
that and determine or decide toadopt that philosophy, then and
only then will they begin to seewhat a farmer sees in time, not
a great deal of time. But intime, your relationships begin
to blossom, they begin to bloomand bear fruit. And any farmer
will outstrip any hunter when itcomes to producing stuff for the
(08:32):
table, I guess you could say.
Trisha Stetzel (08:34):
And Colton, I are both in businesses or
industries, if you will, wherewe're building relationships.
And I think that's important.
And I think in any business, itreally is about building
relationships, the customer, theclient, the prospect wants to
buy a relationship with you,they don't necessarily want to
buy your service without you.
Right. That's why we're outthere building relationships
(08:56):
with people. And I think thewhole idea of building those
relationships so that people canbe on the lookout to help you
market your business. Gosh, whowouldn't want to do that? So
Mark, can you talk about theidea of building relationships
with people so that they canactually help market you not
necessarily sell anything foryou but be thinking about you
while they're out? Networking isa
Mark Taylor (09:17):
powerful, powerful concept. Again, it's so doggone
obvious most people overlook it.
And it's we're really talkingabout this Tricia, friends like
to refer friends, you don't haveto compel them to do it. You
don't have to tell them to doit. They just do it because
friends help friends out. Soyes, while I'm meeting you in a
(09:38):
maybe a networking environment.
I want to know don't have likethis gal. If she fun. She could
do we click? I mean, or is sheis she got me pinned against the
wall with their presentation.
We're already down to handlingthe third objection. I mean, you
know what I'm talking we'vealready already all run into
those kind of people. You Youknow who you like and who you
(10:00):
kind of hit it off with. And asyou develop that relationship,
here's how you have someone helpyou. It's called helping them
first look, Trisha, if I learnabout your business, and I'm
curious about Well, I wonder,you know, what is the client for
you? Can you describe that forme, because I work becoming
friends here, I'm willing tohelp you, it is very difficult
(10:22):
for you to not want to help meback when I am tucking dollars
into your purse, when I amactually opening doors that you
would never, and I mean, everopen on your own. Oh, you might,
if you want to get in the line,that extend from the guy's desk
all the way through his officeand out the door and around the
(10:44):
block. If you want to get inthat line of people who just
want 15 minutes to talk to him.
Good luck. But if you'd like tomeet him, he's a friend of mine.
He's my brother in law, we playgolf ball, or whatever our kid
is, you know, we're in sportstogether, get that going and say
goodbye to cold calls.
Colton Cockerell (11:03):
Yeah. And I think a lot of people in their
minds like, market so much work,I got a bit of extra time. So
can you tell? How do you crushall that? How do people get out
of the mindset of the huntingmentality and actually moving
over into the farming mentality?
Mark Taylor (11:18):
You know, let's say a farmer goes, Man, I love the
idea of a bountiful harvest. Butit's just too much work. I'm
like, well, give up your hoe andyour tractor and go get a gun,
you ain't changing the nature offarming. You're asking for me
for a pill that will help youlose 50 pounds by this time next
(11:38):
week. There's not one, nowthere's somebody out there,
that'll sell you one. Butthere's not one. So when someone
asked for that, heck, I wantthat. I've just said I want
instant everything. If I canhave that, it just doesn't work.
So just accept that as one ofthe realities of life that you
(11:59):
accept every day anyway. And ifyou just decide not to accept
that, then go be a hunter gocold call, go knock doors, it
works. It's horrifically nonproductive. I mean, anyone who
knows cold calls knows that it'sthe lowest rung on the
prospecting ladder. But it is arung on the ladder and it does
work. And if you don't want towait for the harvest, go knock
(12:21):
50 doors tomorrow, go pick upthe 1000 pound phone and make 50
phone calls and do it again thenext day, and the next day and
the next day, and then come backand talk to me about wanting to
be in that farmer.
Colton Cockerell (12:33):
People just don't they don't want to wait
once they start in their firstfew referrals mean this works
and they get fired up. But untilthat they just have to waste the
time. Yeah, I'm with you. Justagain, instant instantaneous
gratification. It's just not,
Mark Taylor (12:45):
don't have that for you. It's like when you go
people go to their doctor, andthey they want to hear what they
want to hear when the doctorsays something that amounts to a
lifestyle change. They're like,yeah, I need a new doctor need a
second, I need a 14th opinion,the previous 13 Doctors said the
same thing. And I don't like tohear that, well, I don't have an
(13:06):
antidote for that I can actuallyhelp you. If you'd prefer to
have instant business, then myrecommendation is go cold call
and do a ton of it forever,
Trisha Stetzel (13:16):
forever. Well, and that relationship building
is so important. I tell peopleall the time, you know, the
success of your business isdependent on that relationship
building. Because if you're justcold calling, then you're not
really building credibility withpeople, right, you still have to
do that at some point beforethey're going to buy from you.
And that credibility can comethrough that referral marketing.
(13:37):
So real quick, Mark, I you know,in the realm of referral
marketing, there's this wholeidea of being visible credible,
before you can actually startmaking that money. What does
that look like? Well, we kind of
Mark Taylor (13:49):
touched on it a little while ago, you actually
have to, again, you it's amindset, you have to decide as a
business person, how are yougoing to get more business? And
if you choose to do as we'retalking about to say, Okay, I'm
going to give this networking afair shot. Well, then, don't be
(14:10):
that first semester freshman whogoes to college and comes back
after three grueling months andsays, This is tough. I don't
know if I've got it in me. Justdecide that it's going to take a
look, it took a while for you tolearn your own profession,
right? It took a while and youyou know, but you stuck with it.
And you've now mastered it tothe point where you can call it
(14:32):
a profession. This is where it'sreally going to require the same
mindset. So and then applyyourself to learning how to do
it. And once you get your going,though, then it sustains itself
as but you have to you have tobe you know, it's kind of like a
(14:52):
team sport. If I want to be onthe team. I can't just show up
on Friday nights or Saturdayafternoons, whatever the game
is. There's Most of the workgoes on that the public doesn't
see. And it's that commitment tothe team in this case. And so if
you're going to commit to changein how you get business and you
want referred business, thenyou're going to have to do what
(15:17):
referral athletes do. And theythey do the things that it takes
to make that to cause that tohappen.
Trisha Stetzel (15:25):
And then we got you so yeah,
Colton Cockerell (15:30):
I'm here real quick. Is there any big
networking events that you wouldrecommend to people that are
looking for those networkingopportunities? Yeah,
Mark Taylor (15:39):
I was a frustrated networker years ago and I
learned of an organizationcalled BNI. Business Network
International, became a memberI've that's where I actually
learned how to do this. Manyothers 1000s of have done
learned the same as I have forthose for whom this model fits.
It's a great way to develop theskill sets we're talking about.
I escaped the cold calling worldand it is my passion to help as
(16:02):
many others do that as Ipossibly can.
Colton Cockerell (16:05):
Mark, thanks for being on the show touching
and take us out.
Trisha Stetzel (16:08):
Absolutely. Mark Taylor, thank you so much for
being on the show with us today.
We appreciate all of theknowledge that you bring around
networking and success inbusiness. guys tune in next week
for another exciting episode ofBridge the Gap will be focused
again on business success,finishing out in the month of
April. And next week's guest isa surprise guest but you're
(16:28):
gonna learn even more aboutbusiness success.
Colton Cockerell (16:33):
Thanks again for tuning into this week's
podcast. Don't forget tosubscribe and share this podcast
with the most important peoplein your life. Colton Cockerell
with Sharer McKinley Group, LLCis located at 820 South
Friendswood Drive Suite 207Friendswood, Texas 77546 phone
number to 281-992-5698.
Securities and investmentadvisory services offered
through NEXT Financial Group,Inc. member FINRA/SIPC Sharer
McKinley Group is not anaffiliate of NEXT Financial
(16:53):
Group, Inc.
Hello and welcome to a another exciting
episode of Bridge the Gap wherewe're balancing life through
health, wealth, business andrelationships.
Alright, hello everyone andwelcome to the show. My name is
Colton Cockerell. And with me, Ihave the Miss Trisha Stetzel.
Trisha, how you doing?
Trisha Stetzel (00:24):
Colton? I'm great. Hey everybody, Trisha
Stetzel Results, Xtreme BusinessSolutions here. And as you
remember, the whole month ofApril, we'll be talking about
business success. And todaywe're gonna talk about how
networking is important to yourbusiness success. And who better
to talk about networking, andMr. Mark Taylor BNI Houston East
(00:46):
Executive Director, Mark Taylor,welcome to the show.
Mark Taylor (00:50):
Good to be here.
Colton Cockerell (00:51):
Yeah, no, it's It's good seeing ya. And before
we jump into questions, becauseI'm dying to ask you some
questions in the hot seat today,I want to go ahead and introduce
our sponsor, which is SharerMcKinley Group LLC. So Mr.
Taylor, I guess, let's firststart the show. I know a lot of
people probably know what it is.
But for those that maybe don'tlive in under a rock somewhere,
what is networking? Ah,
Mark Taylor (01:12):
you know what? It's a good question. Because I think
if you ask five differentpeople, you might get five
different answers. I'll give youmy my definition of networking.
Networking really is simplyinteracting with other in a
business context with otherbusiness people. Networking to
me, is people to people. Andthere's ways to do it. But I'm
(01:34):
going to just be pretty generic.
There's, it's it's getting outand interacting with other
people. I say getting outbecause I guess you can
particularly these days, you cannetwork virtually, certainly I
do, and many people do. Butwhether it is virtually or in
person, it is meeting otherpeople and hopefully discovering
common interests, and maybecommon goals and those types of
(01:57):
things.
Trisha Stetzel (01:59):
I think I know the answer to this question, but
I'm going to ask you anyway, whyis networking important to
business? If we can explain itto our audience here, it might
open some eyes to we've got todo more than just market on
Facebook and LinkedIn, etc, etc.
Right? We've got to get out, asyou said, Mark, and meet people.
So why is networking importantto the success of your business?
Mark Taylor (02:23):
online networking is important because businesses
need business, they need morebusiness. There's always
exceptions. When the overridingmajority of business, people
roll out of bed every day. Andone of the things that they are
driven by is I need morebusiness. We've had a great
(02:45):
quarter this first year so farthis year, how are we going to
maintain that or improve thatthe next quarter? We had a
challenging year last year, whatare we going to do to get more
business, whatever it may bethat motivates them? I don't
care if you're a doctor, you'rea plumber, you're your banker,
whatever it is your profession.
Most businesses large and small,whether they're entrepreneurs or
(03:06):
have hundreds, if not 1000s ofemployees, they need more
business. And there's lots ofways to do it. Certainly, but
we're talking about networkingtoday. And so in the context, I
don't think anybody argues withthe fact that the best way to
get business is by referredbusiness me introducing you to
somebody I know I have arelationship with and who is has
(03:29):
an interest in talking to youabout your business. That is
what we call good old word ofmouth advertising. Absolutely
Nobody disputes it's the bestway to do it. And yet very few
companies effectively do that.
Or certainly they don't theydon't gain a large percentage of
their business throughnetworking, ie referrals.
(03:51):
There's the challenge.
Colton Cockerell (03:52):
Now you're a big proponent of killing the
cold calling. You're just youhate it and you're not a fan at
all. So how can you be affectedwhenever you are going to a
networking event or net? Justsomething where you're
connecting with people? Do youhave any tips or any ideas for
people to consider when they arepreparing? And then while
they're actually networking?
Mark Taylor (04:12):
Yeah, absolutely.
In fact, we teach a lot ofclasses on on effective
networking skills. One of myfavorite one of a crowd favorite
is the 10 commandments of anetworking mixer. How to turn a
networking mixer into the mostprofitable event of your of your
business week. Now that'scompelling because many of us
have via our experience has beenthat networking events can be
(04:37):
exhausting that can be timeconsuming and ultimately non
productive. We end up spending alot of time maybe even some
money doing that as a passing alot of business cards make a lot
of contacts with little or noresults. That's that's a
frustration but what I would sayis this first decide to do
something about it yet Out ofyour cave, your office, your
(05:00):
house, your wherever it is, anddecide you are going to solve
this problem that you are goingto learn how to effectively
network, I will just give you acouple of points that I learned
early on because I got thatfriend and a friend of mine and
I learned from other businesspeople that we needed to go to
networking events we did. And wedidn't know what to do. So we
(05:22):
just watched others, I thinkthis is a pretty common
experience. When you go tonetworking events you're gonna
observe like we did, others havea stack of business cards, a
stack of their brochures abouttheir product or service. And it
seems to be the unwritten agendais fan out and try to contact as
many people as you can and givethem your elevator pitch, which
(05:43):
is designed to interest them andyour product or service,
hopefully schedule anappointment or a lay a meeting
later on so that you can sellyour product or service to them.
And that's largely what goes onat a lot of networking events.
And nobody goes to a networkingevent to buy a home to look for
an insurance agent so they canbuy a policy. No one goes to a
(06:04):
networking event to buyanything. Virtually everybody
goes to sell something. So inanswer to your question, first
thing I'd recommend is leaveyour stuff in your vehicle,
which sounds preposterous. Whatdo you mean? What a waste of
time leave my stuff? That's whyI'm here. Yeah. Well, that's why
it's probably not working foryou. Well, if you leave your
(06:25):
stuff in your vehicle, maybeaccepting your business cards,
what am I supposed to do? Relax,go with a group of people, by
the way, and I'm not going togive you all the 10
commandments, but one is go,don't ever go alone. Usually, I
recommend you go with a group gowith a mob, go with half a dozen
or more people that you know, sothat you're not don't fall
victim to what most of us fearand that is walking into a
(06:47):
roomful of strangers and notknowing what to do, where to go,
where to say what to say. Butthe in general, I would say go
to a networking group withothers in mind, which is
completely at odds with what thebusiness world would tell you to
do. Sales Managers will not tellyou to do that. They'll say,
Mark, if you're going to go to anetworking event, you need to
(07:07):
come back with 1520 30 businesscards so you can get on the
phone and pound the phone therest of the day, and see if you
can't get business appointmentswith them, ie cold calling.
Colton Cockerell (07:17):
But yeah, and that's the that's your
philosophy of net hunting versusnet farming.
Mark Taylor (07:22):
Yeah, and it's actually not even mine, it's it.
But it's a simple, it's afundamental difference mindset
of how you approach networkingevents. There's not a moral
issue between hunters andfarmers in this context, but
they are different in nature, ahunter is, the idea is it's in
the field this morning, it's inthe oven tonight, it's
transactional, it's literallyshoot to kill hook and eat.
(07:45):
Alright, well, in contrast, afarmer course is all about
planning and planting andcultivating and working toward a
harvest in the future, which issomething we do not want to hear
these days. We live in a worldof instant everything. And we
actually would like it fasterthan that if at all possible. So
it it's a different mindset. Ifanyone can actually ever grasp
(08:09):
that and determine or decide toadopt that philosophy, then and
only then will they begin to seewhat a farmer sees in time, not
a great deal of time. But intime, your relationships begin
to blossom, they begin to bloomand bear fruit. And any farmer
will outstrip any hunter when itcomes to producing stuff for the
(08:32):
table, I guess you could say.
Trisha Stetzel (08:34):
And Colton, I are both in businesses or
industries, if you will, wherewe're building relationships.
And I think that's important.
And I think in any business, itreally is about building
relationships, the customer, theclient, the prospect wants to
buy a relationship with you,they don't necessarily want to
buy your service without you.
Right. That's why we're outthere building relationships
(08:56):
with people. And I think thewhole idea of building those
relationships so that people canbe on the lookout to help you
market your business. Gosh, whowouldn't want to do that? So
Mark, can you talk about theidea of building relationships
with people so that they canactually help market you not
necessarily sell anything foryou but be thinking about you
while they're out? Networking isa
Mark Taylor (09:17):
powerful, powerful concept. Again, it's so doggone
obvious most people overlook it.
And it's we're really talkingabout this Tricia, friends like
to refer friends, you don't haveto compel them to do it. You
don't have to tell them to doit. They just do it because
friends help friends out. Soyes, while I'm meeting you in a
(09:38):
maybe a networking environment.
I want to know don't have likethis gal. If she fun. She could
do we click? I mean, or is sheis she got me pinned against the
wall with their presentation.
We're already down to handlingthe third objection. I mean, you
know what I'm talking we'vealready already all run into
those kind of people. You Youknow who you like and who you
(10:00):
kind of hit it off with. And asyou develop that relationship,
here's how you have someone helpyou. It's called helping them
first look, Trisha, if I learnabout your business, and I'm
curious about Well, I wonder,you know, what is the client for
you? Can you describe that forme, because I work becoming
friends here, I'm willing tohelp you, it is very difficult
(10:22):
for you to not want to help meback when I am tucking dollars
into your purse, when I amactually opening doors that you
would never, and I mean, everopen on your own. Oh, you might,
if you want to get in the line,that extend from the guy's desk
all the way through his officeand out the door and around the
(10:44):
block. If you want to get inthat line of people who just
want 15 minutes to talk to him.
Good luck. But if you'd like tomeet him, he's a friend of mine.
He's my brother in law, we playgolf ball, or whatever our kid
is, you know, we're in sportstogether, get that going and say
goodbye to cold calls.
Colton Cockerell (11:03):
Yeah. And I think a lot of people in their
minds like, market so much work,I got a bit of extra time. So
can you tell? How do you crushall that? How do people get out
of the mindset of the huntingmentality and actually moving
over into the farming mentality?
Mark Taylor (11:18):
You know, let's say a farmer goes, Man, I love the
idea of a bountiful harvest. Butit's just too much work. I'm
like, well, give up your hoe andyour tractor and go get a gun,
you ain't changing the nature offarming. You're asking for me
for a pill that will help youlose 50 pounds by this time next
(11:38):
week. There's not one, nowthere's somebody out there,
that'll sell you one. Butthere's not one. So when someone
asked for that, heck, I wantthat. I've just said I want
instant everything. If I canhave that, it just doesn't work.
So just accept that as one ofthe realities of life that you
(11:59):
accept every day anyway. And ifyou just decide not to accept
that, then go be a hunter gocold call, go knock doors, it
works. It's horrifically nonproductive. I mean, anyone who
knows cold calls knows that it'sthe lowest rung on the
prospecting ladder. But it is arung on the ladder and it does
work. And if you don't want towait for the harvest, go knock
(12:21):
50 doors tomorrow, go pick upthe 1000 pound phone and make 50
phone calls and do it again thenext day, and the next day and
the next day, and then come backand talk to me about wanting to
be in that farmer.
Colton Cockerell (12:33):
People just don't they don't want to wait
once they start in their firstfew referrals mean this works
and they get fired up. But untilthat they just have to waste the
time. Yeah, I'm with you. Justagain, instant instantaneous
gratification. It's just not,
Mark Taylor (12:45):
don't have that for you. It's like when you go
people go to their doctor, andthey they want to hear what they
want to hear when the doctorsays something that amounts to a
lifestyle change. They're like,yeah, I need a new doctor need a
second, I need a 14th opinion,the previous 13 Doctors said the
same thing. And I don't like tohear that, well, I don't have an
(13:06):
antidote for that I can actuallyhelp you. If you'd prefer to
have instant business, then myrecommendation is go cold call
and do a ton of it forever,
Trisha Stetzel (13:16):
forever. Well, and that relationship building
is so important. I tell peopleall the time, you know, the
success of your business isdependent on that relationship
building. Because if you're justcold calling, then you're not
really building credibility withpeople, right, you still have to
do that at some point beforethey're going to buy from you.
And that credibility can comethrough that referral marketing.
(13:37):
So real quick, Mark, I you know,in the realm of referral
marketing, there's this wholeidea of being visible credible,
before you can actually startmaking that money. What does
that look like? Well, we kind of
Mark Taylor (13:49):
touched on it a little while ago, you actually
have to, again, you it's amindset, you have to decide as a
business person, how are yougoing to get more business? And
if you choose to do as we'retalking about to say, Okay, I'm
going to give this networking afair shot. Well, then, don't be
(14:10):
that first semester freshman whogoes to college and comes back
after three grueling months andsays, This is tough. I don't
know if I've got it in me. Justdecide that it's going to take a
look, it took a while for you tolearn your own profession,
right? It took a while and youyou know, but you stuck with it.
And you've now mastered it tothe point where you can call it
(14:32):
a profession. This is where it'sreally going to require the same
mindset. So and then applyyourself to learning how to do
it. And once you get your going,though, then it sustains itself
as but you have to you have tobe you know, it's kind of like a
(14:52):
team sport. If I want to be onthe team. I can't just show up
on Friday nights or Saturdayafternoons, whatever the game
is. There's Most of the workgoes on that the public doesn't
see. And it's that commitment tothe team in this case. And so if
you're going to commit to changein how you get business and you
want referred business, thenyou're going to have to do what
(15:17):
referral athletes do. And theythey do the things that it takes
to make that to cause that tohappen.
Trisha Stetzel (15:25):
And then we got you so yeah,
Colton Cockerell (15:30):
I'm here real quick. Is there any big
networking events that you wouldrecommend to people that are
looking for those networkingopportunities? Yeah,
Mark Taylor (15:39):
I was a frustrated networker years ago and I
learned of an organizationcalled BNI. Business Network
International, became a memberI've that's where I actually
learned how to do this. Manyothers 1000s of have done
learned the same as I have forthose for whom this model fits.
It's a great way to develop theskill sets we're talking about.
I escaped the cold calling worldand it is my passion to help as
(16:02):
many others do that as Ipossibly can.
Colton Cockerell (16:05):
Mark, thanks for being on the show touching
and take us out.
Trisha Stetzel (16:08):
Absolutely. Mark Taylor, thank you so much for
being on the show with us today.
We appreciate all of theknowledge that you bring around
networking and success inbusiness. guys tune in next week
for another exciting episode ofBridge the Gap will be focused
again on business success,finishing out in the month of
April. And next week's guest isa surprise guest but you're
(16:28):
gonna learn even more aboutbusiness success.
Colton Cockerell (16:33):
Thanks again for tuning into this week's
podcast. Don't forget tosubscribe and share this podcast
with the most important peoplein your life. Colton Cockerell
with Sharer McKinley Group, LLCis located at 820 South
Friendswood Drive Suite 207Friendswood, Texas 77546 phone
number to 281-992-5698.
Securities and investmentadvisory services offered
through NEXT Financial Group,Inc. member FINRA/SIPC Sharer
McKinley Group is not anaffiliate of NEXT Financial
(16:53):
Group, Inc.
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