December 2, 2025 • 34 mins
Connections are the cornerstone of unstoppable success, and in today's conversation, we dive deep into this vital theme with the remarkable Zelda Greenberg. As an entrepreneur, realtor, author, and podcast host, Zelda has spent over three decades mastering the art of turning introductions into opportunities. She emphasizes that meaningful, authentic connections fuel not just business, but personal growth as well. We discuss practical strategies for nurturing relationships, the importance of genuine follow-ups, and even how to effectively categorize your contacts for maximum impact. Join us as we explore how to make connections that truly matter and the transformative power they hold in our lives and businesses.
Today, we dive into the vital theme of connections and how they can fuel unstoppable success. Our guest, Zelda Greenberg, shares her wealth of experience as an entrepreneur, realtor, author, and podcast host, emphasizing that authentic relationships are the cornerstone of any thriving business. Zelda passionately believes that turning introductions into opportunities is key, and she provides practical tips on how to nurture these connections effectively. From the importance of thoughtful follow-ups to organizing your contacts strategically, we cover it all. So, grab your favorite beverage, settle in, and let's explore how building genuine relationships can elevate both your personal and professional life.
In this lively episode of Unstoppable Success, Jaclyn Strominger and Zelda Greenberg explore the art of networking and building authentic connections. Zelda, an accomplished entrepreneur and realtor, shares her personal journey, revealing how her extensive network became the cornerstone of her successful career. She emphasizes that the essence of networking goes beyond mere exchanges; it's about fostering relationships that can lead to referrals and opportunities over time. With engaging anecdotes, Zelda illustrates how connections can be long-lasting and fruitful, often revealing unexpected paths to success.
As the conversation unfolds, Zelda introduces her unique methodology for making meaningful connections. From gathering business cards at networking events to leveraging technology for follow-ups, she shares practical tips that listeners can apply immediately. Zelda believes that nurturing relationships is key, encouraging listeners to reach out with personalized messages, whether through texts, emails, or even videos. She also highlights the importance of creating your own networking events, which allow for relaxed and genuine interactions, devoid of the usual sales pressure. This approach not only helps build rapport but also fosters a sense of community among participants, making networking a more enjoyable experience.
Towards the end of the episode, Jaclyn and Zelda discuss strategies for effective networking, stressing the importance of being prepared and actively listening. They challenge listeners to shift their mindset from transactional to relational, focusing on how they can offer value to others. This refreshing perspective on networking serves as a reminder that true success is built on the foundation of strong, authentic connections. With practical advice and heartfelt insights, this episode is a must-listen for anyone eager to enhance their networking game and cultivate a thriving support network.
Takeaways:
- In business, authentic connections are essential as they lead to referrals and opportunities.
- Nurturing relationships takes time and effort; it’s about genuinely caring for others.
- Follow-up after meeting someone is crucial; it separates successful networking from casual encounters.
- Creating your own events can foster deeper connections and open doors to new opportunities.
- Using business cards effectively and following up with personalized messages is key to success.
- Listening more than talking can...
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:39):
Okay. But hello, everybody,and welcome to another amazing episode
of Unstoppable Success. I'myour host, Jaclyn Strominger and
on this podcast we hear fromamazing individuals, leaders, business
professionals about how theyhave had unstoppable success. Their
tips, their tricks to help yoube unstoppable. And today, I have
(01:03):
the absolute pleasure ofwelcoming Zelda Greenberg. And let
me tell you, she is sofantastic. I absolutely love her.
She is an entrepreneur, she'sa realtor, she's an author, she's
also a podcast host. And shehas built a remarkable career, spinning,
spanning more than threedecades. And at the heart of everything
(01:24):
she does, there is one theme,and this is why we get to get. We
love connecting, because she'sall about connections. And Zelda
helps people turnintroductions into opportunities
and relationships intoresults. So connections are one of
the biggest keys, I believe,to unstoppable success. So welcome
(01:46):
to the podcast, Zelda.
Thank you for having me. I'mexcited to be here today.
Yeah, I'm so excited. Hey, solittle note listeners, I was on Zelda's
podcast and we just. She isjust absolutely phenomenal. Great
energy. So, Zelda,connections, I mean, it is your,
like, it is like through andthrough. You know, as you just shared
(02:10):
beforehand, you were at anetworking event, so tell our listeners
why it's so important.
Well, without it, you gotnothing in business. So it's those
connections that get you thereferrals. They get you, you know,
they get to your business,they fuel your success. It's like
(02:30):
this person you might connectwith who can connect you to the next
person and the next person,you, you just never know where it's
going to lead. So connectionsare, but not just fake. You have
to have really deep, authenticconnections that lead to building
a relationship. Otherwise theconnection is nothing.
Yep. It is so true. And we'regoing to get back to that. So how
did you come to this andarrive at this? Like not, you know,
(02:58):
it is a, it's a great thing toknow and people know, but, but you
live and breathe it.
So how did you get here somany years ago? I guess it was maybe
16 years ago. I had sold ourcompany's business. It was a hundred
year old produce company and Iwas looking for something else to
do and I thought, what am Igoing to do? And my sister said,
(03:18):
zelda, you have so manyconnections, you need to get into
real estate because you knoweverybody. I was involved with the
chamber, with the womenbusiness owners, with so many outside
sources, I knew so manypeople. She Said, you've got to do
this. You'll be so successfulat it. And so that was really my
aha moment. I was like, yeah,well, you know, I know all these
(03:38):
people. What am I going to doto make a living? And knowing how
I'm going to use connectionsto get ahead in life. So that's how
it really started.
Well, that's so, so that'sreally important and, and so pivotal
because, you know, connectionsare what help you move forward because
(04:03):
you know somebody and itdoesn't necessarily mean that they're
the person that you're goingto do business with.
Correct, correct. Happens allthe time. It's like you think, you
know, you're in, you're in anetworking situation and you know
somebody, you go, well, whenare they going to give me some business?
And, and it doesn't work thatway. It's. They're not going to be
the one. But they might referyou to someone who. They refer you
(04:25):
to someone. You just neverknow. And it may not happen today.
It might happen years down the road.
And that is pivotal. Yeah,right. So years down the road. So
talk about how you makemeaningful, authentic connections.
(04:49):
So for me, it's a process. Ihave a system that I use. And first
you, you, you meet them andyou get their cards. But what do
you do with those cards?They're like, they're, you know,
I always joke with people andI say when I'm out doing a keynote,
I say, you've gathered allthese. Yes, yes, exactly. You've
gathered all this and nowthey'll never see the light of day
(05:11):
again. So what do you do withthose cards? That's what's important.
It's what you do with thosebusiness cards, what you do after
you've met these people. It's,that's when you start the follow
up. It's. The follow up is howyou get the relationship going. The
follow up is how you getthings moving. And so I do several
things. It depends. If I'mwearing my real estate hat, I'll
(05:33):
do one thing. If I'm wearingmy keynote, speaking or podcasting,
I'm going to wear, I'm goingto do a little different, but it's
really the same. It's what youdo with those cards. And what I like
to tell my clients to do is totake those cards, first of all, put
them in your database. Now,the worst thing is when you get a
millennial. I lovemillennials. I have two of my own
(05:54):
is when they say, oh, I don'thave A card. So they know they have
the. Here's my phone. Well,you know what, if you put it in someone's
phone, they're never, they'renot going to remember your name because
they've met so many people. Somy son was guilty of this for a while.
Now he has a business card.But you take those business cards,
take them out of the cupholder from your car, get them into
the house, put them into aCRM. I don't care if it's an Excel
(06:18):
spreadsheet. Excelspreadsheets have been wonderful
for me over the years. So dothat. And then here's where, here's
where it happens. You have todo something with it. Now you've
put them in your database,what are you going to do? It's the
follow up. So you nurture it.So you can start with sending them
an email. If they're a babyboomer, you know, those millennials
(06:38):
don't want an email, but youcan text them and they'll look at
that text. So I'll text themanother. Those are, Those are just
two things that I do. I will.IPhones are the best. They take video.
You can. Hi, I just met youthis afternoon. It was great talking
to you. I'd love to learn moreabout you and what, how I can help
(06:59):
you. Text them a video send.Simple. That's how you start. That's
what I do.
I love that. Okay, so nowhere's a question. Okay. Because
nurturing is, nurturing arelationship, I think is really important.
I love the idea with thevideo. I'm so in line with you when
it comes to not having abusiness card. I mean, I, I, I, I
(07:25):
tend to take these and I willmark them. I try to, you know, put
little notes on them. Yes. Youknow, there's, there's certain things
that we do with them, butpeople I love. Digital cards can
be amazing. But at the sametime, you need something to be able
to remember you by. And ifyou're going to do a digital card,
(07:48):
you actually have what I sayto people, the digital card may be
great, but if you don'tmessage that person within seconds
of getting that digital cardthat are lost in your phone forever.
That's correct. That, that iscorrect. And when you speak of cards,
I like to tell people thatcards are, are real estate. So if
(08:09):
you're not using the back andthe front, you're missing an opportunity.
So you, it's real estate, man.You want to use every room in the
house. So use up all yourspace. Even if you just have a little
space at the bottom that saysnote so that you can put those little
notes. I remember this personbecause of whatever it was that they
did, you know, but it's real estate.
It is. It is real estate. So,okay, so you. You do. You. You send
(08:31):
them an email, you send them atext. I like doing both. I'm all
about the two steps. Then what?
I like to try to set up acoffee, and coffee can be a virtual
coffee.
It.
You know, if that's what theywant to start with. It can be a virtual
coffee. Yes, ma'.
Am. Yes.
(08:53):
And then it can go from there.You go, hey, let's have lunch. And
I like to do something alittle different even. And when I'm
speaking, I talk about this.It's called create your own event.
I do something that I calledlet's do lunch. And so every other
month, I will gather. I'llinvite usually 20 to 30 people, because,
you know, they're not going toall show up and say, hey, let's all
(09:14):
get together at the XYZrestaurant, and I'll make a reservation.
I'll go put your reservationin there. You order off the menu.
And so it's all Dutch.
And.
And everybody gets together,and they get to know each other.
And the last time I did thiswas so phenomenal. So I did this.
Jacqueline and I had a group.It was a small group of maybe six
(09:36):
women. Some of them knew eachother, some of them didn't. It was
just a handful of us. And oneof them said, you know, I came because,
hey, you called a meeting,luncheon. I'm coming, because I figured
you have something, you know,you need to share. And she said this
was really cool because itwasn't about that at all. There was
no business discussed. Wetalked about. All of us. We talked
(09:56):
about children. We talkedabout pets. We talked about life.
And it was just. You get toknow people. That's how you form
a connection. It's not about,I'm selling widgets. It's about,
hey, this is me. That's howyou get to learn to love, like, and
trust somebody is you get toknow the authentic person.
(10:17):
I love that.
Create your own events.
I like creating. I like that.Creating your own events. Okay? So
you create an event, andyou're nurturing this. So walk us
through the process of, let'ssay, somebody who you. You met at
an event, and you ended uplike the process of them becoming
(10:38):
either a client or partner.And the reason why I want you to
walk them through this becauseit's our first of all, it's, we always
have to remember and I tell myclients this all the time. It's your
business, right? You're theone that has to do the follow up.
It's not theirs, but, but thefollow up is important and so I,
I'd love to hear like how youtake some, how you take them yourself
(11:01):
through that with people fromstart to.
To, through the process. Itotally understand. So I can give
you example of a really badone that happened to me and a really
good one. So the bad one was Iwent to a new event. I was invited
to this event. This guy says,hey, this organization's been going
on, we'd love to have you comeand join us. 90 people show up was
(11:24):
phenomenal. And I will tellyou one tip is stay late. That's
when you can really network.Not at the beginning, at the end.
So this fellow comes up to me,he's in finance and we, we, you know,
I asked him all the questions,everything's going great. And I sent
him my follow up text messageafterwards within 24 hours. And he,
(11:49):
about two days later he sendsme his email. And it was so obvious
that he either didn't rememberme or didn't care because it was
such, it was so obvious thatthe text message he sent me, or it
was an email was a standardemail stand talking about things
that he enjoyed talking to meabout which we never discussed. It
never came. So be genuine, bereal. People know people aren't stupid.
(12:13):
So that's a bad example. Youknow, if you're, if you didn't really
make a good connection withthe person, then don't, just don't
do that. I mean, who doesthat? So. Well, this guy didn't.
But here's a good example. SoI attended, I actually facilitated
this lunch, a differentluncheon for about eight years and
(12:36):
in the past three or four, thewait staff, this waitress will call
her Kelsey because that's hername. And, and I know I, I got to
know her on a more personallevel and I, she told me, hey, we're
going to be moving in a, acouple of years or a year, I'm not
(12:57):
sure when, but I'd like foryou to be my realtor. I said great.
And then all through the nextcouple of years she would ask me
questions, I would, I only sawher maybe once a month, but I would
talk to her on the phone everynow and then and give her advice.
There was I, whether ithappened or not, I didn't know But
I was happy to share, happy togive her tips, happy to give her
value. So that's part of thenurturing. It's like, will something
(13:20):
happen? I don't know. I didn'tknow because sometimes nothing happens.
But I nurtured it. And finallyshe was ready to sell a couple of
years later, and she calledme. And that's how that transaction
happened. Because, you know, Itook my time with her. I wasn't pushy.
I wasn't trying to sell heranything. I was just giving her advice
the whole time.
(13:40):
Yeah. And I think that is thequintessential. You know, you may
have. There's two things heretoo, that I also kind of want to.
I want to ask about. I mean,it's, it's. You need to nurture the
people that, that you have,and you need to kind of like pop
in and say hello and say, hey,absolutely, or whatever it is. Like
put, put people on a sequenceof a phone call, text, you know,
(14:05):
video to get in that process,because it will happen. But here's
the thing that I guess I wantto ask you, because as you're going
around and you're collecting,you know, we've got thousands of
business cards. They go intoyour CRM, you know, how do you, you
know, how do you make it sothat, like, you know who you're going
(14:30):
to reach out to?
So I have, I put people incategories. You have an A category.
I even have an A plus. Thoseare the ones who are my customers.
Not only are they mycustomers, they have already referred
me to people. That's my Aplus. So they're going to get everything
I'm offering. It's likethey're going to get my direct mail,
they're going to get my email,they're going to get every. They're
(14:51):
going to get all myinvitations because I like to throw
events. So I will invite them.They get everything. Then you have
your A. Maybe they've boughtfor me, but they haven't referred.
Then you have your B. Theydon't think they would, but you got
to make. Make sure you stay infront of them. C. D means you should
delete them. But I usuallydon't because this just depends.
So I basically do that. Andthe trick with that is you have to
(15:14):
constantly be refreshing that.It's not like they, they landed on
the B list and they stay inthe B list or they're in the A and
they can go up and they can godown. So I rate them and they, well,
I'm looking at it right now.Here's a. I like to say, Jacqueline,
that people, if everybody elseis zigging, you should be zagging.
When they start zagging, youstart zigging. So direct mail, it
(15:38):
will go out. Now I've gottenvery niche about who gets my mail
because it's gotten expensive.You know, not just the postage, but
the envelopes cost money. Theproduct that's going in, it costs
money. So the A plus are goingto get it and probably the A's, but
the B's probably not. Whereasbefore I did probably do the B's
and see. So I, I give, Ibelieve in direct mail to a point.
(16:04):
Yeah, absolutely. Yeah. I lovethat, you know, direct mail is so
important. And I will, I'mgoing to share this. I don't know
listeners, if you know this,but I, My first part of my life,
I actually was in consumermarketing for large publications
and I did direct mail. Mybudgets were huge. I used to kid
(16:26):
around and tell everybody thatwhen they would say to me, what do
you do for a living? I say, Ikill trees. Because I did so much
direct mail.
I get it right.
I'm a tree killer. I'm justkidding. I actually really want us
to bring back the killing oftrees and start bringing back paper
mills. But that's a wholeother topic. Not going to get political
(16:48):
on us.
That's right.
That's right. But I will tellyou folks, like, direct mail is so,
so important. Now there are a.And I will share this. I mean, I
don't know if you use send outcards or mailbox power, but there
are companies out there likethose two and I can put links to
those in there. They're reallygreat. But that hand, that handwritten
(17:13):
personal note, and I'm goingto grab this because what's sitting
on my desk, I got cards, astack, a deck of cards. Right, right.
And these I bought becausethey were colorful. Oh, here comes
Bob's up my back driveway.But, but I'm just looking at them.
But yeah. So, listeners, I'msharing this because I'm getting
(17:37):
a delivery for a bed. Andwe're going to pause for a minute
in a second. Not just yet, butcars matter. And when people like.
I can't begin to tell you howspecial that is to get something
in the mail and people do openit, whether it's a personal note
or an actual piece of, of adirect mail piece, that basically
(18:00):
is something that you can sayto somebody. I mean, I, you know,
I, I was actually sharing thisthe other day. I Thought it was.
I almost was. You know, I.I'm. I'm angry, actually, that our
business cards, most people,these two actually happen to. But
there. So this is a badexample. But I will take, for example,
(18:25):
this guy. He has a businesscard, but it doesn't have his. It
does not have his mailingaddress on it. All right, I'm going
to put us on pause. Okay, I'mrecording. All right. So we took
a small little break. I. Ishared. I'm getting some furniture
delivered. And they, ofcourse, they had to come right at
(18:47):
the time that we're doing this.
So anyway, so we were talkingabout notes. Y. I can share a little.
So not only do I regularlysend out notes, and my A, B, and
C people will get a note. Idon't. I used to do them every month.
Now I don't. I do them maybeevery quarter, but something else
(19:10):
you can do that I do everymonth. And again, this isn't for
everybody. I just. I pick andchoose. But at the beginning of the
month, I send out birthdaycards, and I'll usually put in. You
can get them on Amazon, alittle popup card inside of it. You
know, those little things thatgive you a little message. So I'll
do that. And I always hopethat it makes them feel really special
(19:34):
and feel warm. And I wasalways hopeful. And I'll share a
little story. So I went to aFourth of July party this year, and
there was a woman there that Iknow not real well, but I know her
well enough. And I guess wewere just hanging out, and so we
sat down, we start talkingabout all kinds of things that had
(19:55):
no great importance ofanything. Like I said, you get to
know people on an authentic,genuine level. So we're talking,
and about a week later, Ireceive in the mail a card from her.
I call them just because. Andit talked a little bit about what
we talked about and all that.And it. I thought, oh, my gosh, this
(20:17):
feels so good. That. That isthe feeling that I'm hoping that
the people who receive mycards get, because I mean it that
way. It's a genuinefriendship. It's a genuine relationship.
I'm not a transactional personin real estate, in anything. It's.
(20:37):
I don't want to be. You justdid. We just exchanged whatever we
were exchanging and we'redone. I like it for the long term
to build that relationship.
That's so great. I love. So.All right, so here's my question.
How do you get people's birthdays?
Oh, that's so easy. There'stwo ways. One is you can look on
(21:00):
Facebook.
Yeah.
Facebook gives you them. Andthe second one, ask them. Just ask
them, hey, by the way, what'syour birthday? I go, I don't want
your year, but I just wantyour. And in real estate, when you
do a transaction, they have togive you a driver's license when
(21:21):
you go to the closing. So I'llask the closing title company, can
you tell me what their birthmonth and day is? And then I put
it down. And at the beginningof. Or rather the end of the month,
I look at the next month and Igo, okay, who's having a birthday?
And I just started dressing myletters. In fact, it reminded me
when we were talking, oh, Ihave a stack that I'm supposed to
(21:42):
send out. Yesterday was the10th, and it's the 11th. So they'll
go in the mail after this podcast.
Right. So you know what? Butthat's actually a really interesting
thing to say that too, as whenyou. When you're at a networking
event, why not say tosomebody, grab your. Have a pen and
say, oh, you exchange, hey, bythe way, what's your birthday? And
they might be why. I go, oh,you know what? I drop cards in the
(22:04):
mail because I like to.
That's exactly what I say. I.I mail things and they go, oh, I
send people stuff.
Yeah. And you could say, Idon't know. And you could just write
down their birthday rightthere on their card and just write,
like, you know, whatever. Makesure you.
I don't even say, because Isend birthday cards out. Right?
Because I said, because I liketo send birthday.
Birthday cards.
(22:24):
Right. And you could say,like, I'm a sucker for birthdays.
I like to celebrate people'sbirthday. You might not want to celebrate
your birthday, but I want tocelebrate it.
And make the envelope fun.Like, here's a sticker. I got happy
mail. I stick that on theenvelope. Who doesn't want to open
up something.
That says happy mail, Right?That's awesome.
Make it fun.
I really, really love that,you know, Zelda, you know, making
(22:47):
connections is so important.And I will. And I. I want to remind
people, too, that it's notabout. It's not about you meeting
somebody so that you can get asale, Correct? That's correct. Right.
(23:08):
And so. So when you'renetworking, what do you teach people?
Like, how do you teach peopleto network? Like, what are the things
that you kind of walk themthrough? Because I think some people,
you know, you walk into anetworking event And I, and I will
say to people all the time,like, don't just say, hi, I'm with
(23:28):
so and such a thing.
Like, so here's what I tellpeople to do. And I actually wrote
a course, Jaclyn, called theUltimate Networking Playbook. It's
available on my website. Youcan get it. It's a course. It's a
great course if I say somyself. So I'll tell you one of the
things that are in it, justlike what you were asking is when
(23:50):
you go to an event, anetworking event, it's strategy.
You don't just walk in, willynilly. Have strategy. Know who the
speaker is, know who maybesome of the people are that are going
to be attending. Who is it oneor two people? That's it. That's
all you need is one or twothat you really want to get to know.
Then be a troll, go onLinkedIn and check them out. Go on
(24:13):
their Facebook page if youcan, and check them out. Learn, go
to their, their websites,learn something about them and figure
out a couple of questions thatyou can ask them. I mean, you can
go in there and say, what doyou do? But that's so ordinary. So
I would say ask them somequestions about what it is that they
(24:35):
do. You could even say, hey,what brought you here today? Have
you heard this speaker before?Things like that. You can do all
kinds of things, right? Youknow, interesting little pen to get
people's attention if you'rean introvert. Oh, that's really cool.
That's an icebreaker.
That's very true. I like that.And actually it's. And I've always
(24:57):
shared the tip with peoplethat when you, number one is they're
going to give you a name tag,but have your own.
Absolutely.
Like, and get one that's big enough.
I wish I had mine here to.
Show you, like, that's bigenough, like, so that you can read
it. And I, and I'm going toshare. I ordered, when I first got
(25:21):
my first set of it, was itbusiness cards, name tags? I ordered
a couple because I inevitablywill like leave them in different
places so I can have them.
Yep, absolutely.
And I thought they were goingto be big and they were these tiny
little things. I'm like, oh, Ican't even read it.
I hate it when people havethese little bitty tags. You have
to go looking up close to say,I don't want to do that to somebody.
(25:44):
Right. And I always say, putit on your right side so that when
I shake your hand, you Know,it's like, I'm not looking at the
other side of you. I'm lookingdirectly at you, and you can see
it. So. Right side.
Yes.
And it's when you shake your hand.
Absolutely. Mine has my nameso big that you can see it across
(26:07):
the room. And if you have aunique name, like, mine is kind of
unique. I only have my firstname. I don't even put my last name
on it because the name isZelda. That alone will get attention.
But if you don't, regardless,at least have your first name large
enough where we don't have tocome up and get a magnifying glass
(26:28):
to read it. Oh, that's so annoying.
Right, right.
That's like.
Yeah. And. But have your ownname tag. Like, if you want. If you're
in business, invest in yourown name tag. And if you want. Right
to me, you know, if you don'twant to put the name of your company
on it, because maybe you workfor a corporation, you're not your.
(26:49):
You're. You're not maybe anentrepreneur. You don't have your
own company. Keep. Just haveyour own name. And you could say
your first name Big and yourlast name smaller underneath it,
you know, have some type of a.I always say it's really great to
have a personal branding logothat you. That. That you can have
for yourself that people canrecognize you with, because each
(27:12):
and every one of us is apersonal brand. Yep. So brand your
brand yourself. And I, when Isay brand, I don't mean like, you
know, with iron, but. But puta logo or have something that's.
That people can remember andhave your. Like, again, have your
own name tag and make surethat it is readable. I've seen some
(27:33):
where it's like tone on tone,and I'm like, it looks kind of cool,
but I can barely see it. Right.
But I can't read it. Yeah,yeah, exactly. You know, like, you
think of it like, can my. Canmy baby boomer parent or grandparent
or whoever, can they read it?
Right, right. So, you know, Iwas saying before about the. And
(27:56):
you just shared this, and Ithink it's really important, listeners,
you need to walk in with astrategy. And not every networking
event is the same strategy.Correct. Right. So how do you help
people figure out the strategyfor the networking event?
(28:19):
Well, for me, it's usuallywhen I'm talking to a group of people,
it's somebody who's on a salesteam. They're in sales. That's my
niche is they're in Sales,whether they're another realtor,
I'll talk to realtors,different realtors, and they're looking
for referrals. Okay? Sothey're, they're looking. That's
sales. I mean, everybody's insales. Let's face it, you're in sales.
(28:41):
So it's, how do you get toknow. It's the same thing for everyone,
in my opinion. It's how do youget to know them? You're not going
to hit the ball out of thepark on the first go round. The strategy
is always get to know them.What do they want, what do they need?
It is not about you. Just likewhen you, when you. LinkedIn is a
(29:02):
great example. You go onLinkedIn and somebody wants to friend
you and you say, okay. And thenext thing you know, they're giving
you their sales pitch.
Gag me with the pitchfork. Ithappens all the time.
Happens all the time. Well, ithappens at networking events too.
Here's. And they're justtalking and talking and talking.
So if you're an extrovert, Iimplore you to not do all the talking,
(29:25):
to sit back and give thatintrovert a, a chance to talk, to
learn about them. And I'malways leading with, you know who,
who is a good referral foryou. What, what is it that you're
hoping to get out of thismeeting? How can I help you? It's
like, what can you do? Youknow, Bob Berg was on my show a couple
(29:45):
of weeks ago and he wrote a coauthored the Go Giver and it's really
about serving people, givingto people. What can you. In his book,
I remember there was a storyabout, it was at the very beginning
about, I hope I can get thisright, the fire. You want to have
a fire? Well, you can't havethe fire until you give it some logs.
(30:06):
You have to go out and get thelogs before you can, you know, so
it's a, Everything is aprocess and you have to give the
fire some logs before it canbe a fire. You have to go out there
and give people what they wantbefore you're going to get what you
want.
Right. And the other key thingabout that too is that in order to
keep that fire sustained andgoing and growing, you have to actually
(30:29):
nurture the fire.
Absolutely. You absolutelyhave to. And that is strategy.
Yeah. And that's really great.And by the way, Bob Berg is absolutely
fantastic. I, he was a gueston our, on this podcast as well.
And he's so fantastic. If youhave not listened, listened, because
I listen to Books. If you'venot read or listened to any of his
(30:50):
books, like after thisepisode, I'm going to put a link
in there. But go and get his.
The go giver.
Go get the book. Go givers.It's really great. So, Zelda, if
you could give somebody onetip or two on making deeper connections
that you, you know, if youcould wave your magic wand that you
(31:12):
wish everybody would do, whatwould it be?
Wow, never thought about thatone. Great question. Really, it's.
It's truly about listening andunderstanding that. I mean, this
world is so different now.You've got AI, you've got online
groups, you've got in persongroups. So go to both of them online
(31:38):
and in person events andlisten. Listen more than you talk
because you'll learn more thatway and really and truly offer to
give more value than you'rereceiving when you're first starting.
Just be the giver and it willcome back to you in many ways.
(31:59):
Yeah. And yeah, it's so true.So, Zelda, I could talk to you forever
because I think you'reabsolutely fantastic. How can our
listeners connect with you,learn more about you? Get your courses,
share, please.
My website is Zelda speakingand my, my connections are there.
(32:20):
My podcast information isthere, my course information is there,
speaking. My real estate,everything is right there under Zelda
speaking dot com. It's allthere. It's like I'm just all about
the connections becauseconnections is, is. Is currency.
It is it actually. And I, Ishare this a lot. Your network is
(32:41):
your net worth. So yes. Soplease, listeners, do me the favor.
I've got a couple to ask you.Number one is go to Zelda's website.
I have the link to the websitein the show notes. So please go and
listen and connect with herand see all of her great stuff, get
(33:02):
her courses, see what she'sall about and you know, connect with
her on the socials and then dome the favorite of not only if you
haven't already subscribed,subscribe to the podcast, but also
share this episode with afriend, a colleague or someone that
you know who could use sometips on making better, deeper connections.
(33:23):
Because truly as we justshared connections really make the
world go round and increasesyour net worth. And I don't mean
just financially, but it, it'syour heart. So it fills your cup
when you make great, greatconnections. So do me a favor. Hit
subscribe, hit share. Zelda,thank you for being an amazing guest
(33:47):
and thank you listeners forlistening. This is unstoppable success.
Your host, JacquelineStrominger. And thank you all for
listening. Have a great day.
Okay. But hello, everybody,and welcome to another amazing episode
of Unstoppable Success. I'myour host, Jaclyn Strominger and
on this podcast we hear fromamazing individuals, leaders, business
professionals about how theyhave had unstoppable success. Their
tips, their tricks to help yoube unstoppable. And today, I have
(01:03):
the absolute pleasure ofwelcoming Zelda Greenberg. And let
me tell you, she is sofantastic. I absolutely love her.
She is an entrepreneur, she'sa realtor, she's an author, she's
also a podcast host. And shehas built a remarkable career, spinning,
spanning more than threedecades. And at the heart of everything
(01:24):
she does, there is one theme,and this is why we get to get. We
love connecting, because she'sall about connections. And Zelda
helps people turnintroductions into opportunities
and relationships intoresults. So connections are one of
the biggest keys, I believe,to unstoppable success. So welcome
(01:46):
to the podcast, Zelda.
Thank you for having me. I'mexcited to be here today.
Yeah, I'm so excited. Hey, solittle note listeners, I was on Zelda's
podcast and we just. She isjust absolutely phenomenal. Great
energy. So, Zelda,connections, I mean, it is your,
like, it is like through andthrough. You know, as you just shared
(02:10):
beforehand, you were at anetworking event, so tell our listeners
why it's so important.
Well, without it, you gotnothing in business. So it's those
connections that get you thereferrals. They get you, you know,
they get to your business,they fuel your success. It's like
(02:30):
this person you might connectwith who can connect you to the next
person and the next person,you, you just never know where it's
going to lead. So connectionsare, but not just fake. You have
to have really deep, authenticconnections that lead to building
a relationship. Otherwise theconnection is nothing.
Yep. It is so true. And we'regoing to get back to that. So how
did you come to this andarrive at this? Like not, you know,
(02:58):
it is a, it's a great thing toknow and people know, but, but you
live and breathe it.
So how did you get here somany years ago? I guess it was maybe
16 years ago. I had sold ourcompany's business. It was a hundred
year old produce company and Iwas looking for something else to
do and I thought, what am Igoing to do? And my sister said,
(03:18):
zelda, you have so manyconnections, you need to get into
real estate because you knoweverybody. I was involved with the
chamber, with the womenbusiness owners, with so many outside
sources, I knew so manypeople. She Said, you've got to do
this. You'll be so successfulat it. And so that was really my
aha moment. I was like, yeah,well, you know, I know all these
(03:38):
people. What am I going to doto make a living? And knowing how
I'm going to use connectionsto get ahead in life. So that's how
it really started.
Well, that's so, so that'sreally important and, and so pivotal
because, you know, connectionsare what help you move forward because
(04:03):
you know somebody and itdoesn't necessarily mean that they're
the person that you're goingto do business with.
Correct, correct. Happens allthe time. It's like you think, you
know, you're in, you're in anetworking situation and you know
somebody, you go, well, whenare they going to give me some business?
And, and it doesn't work thatway. It's. They're not going to be
the one. But they might referyou to someone who. They refer you
(04:25):
to someone. You just neverknow. And it may not happen today.
It might happen years down the road.
And that is pivotal. Yeah,right. So years down the road. So
talk about how you makemeaningful, authentic connections.
(04:49):
So for me, it's a process. Ihave a system that I use. And first
you, you, you meet them andyou get their cards. But what do
you do with those cards?They're like, they're, you know,
I always joke with people andI say when I'm out doing a keynote,
I say, you've gathered allthese. Yes, yes, exactly. You've
gathered all this and nowthey'll never see the light of day
(05:11):
again. So what do you do withthose cards? That's what's important.
It's what you do with thosebusiness cards, what you do after
you've met these people. It's,that's when you start the follow
up. It's. The follow up is howyou get the relationship going. The
follow up is how you getthings moving. And so I do several
things. It depends. If I'mwearing my real estate hat, I'll
(05:33):
do one thing. If I'm wearingmy keynote, speaking or podcasting,
I'm going to wear, I'm goingto do a little different, but it's
really the same. It's what youdo with those cards. And what I like
to tell my clients to do is totake those cards, first of all, put
them in your database. Now,the worst thing is when you get a
millennial. I lovemillennials. I have two of my own
(05:54):
is when they say, oh, I don'thave A card. So they know they have
the. Here's my phone. Well,you know what, if you put it in someone's
phone, they're never, they'renot going to remember your name because
they've met so many people. Somy son was guilty of this for a while.
Now he has a business card.But you take those business cards,
take them out of the cupholder from your car, get them into
the house, put them into aCRM. I don't care if it's an Excel
(06:18):
spreadsheet. Excelspreadsheets have been wonderful
for me over the years. So dothat. And then here's where, here's
where it happens. You have todo something with it. Now you've
put them in your database,what are you going to do? It's the
follow up. So you nurture it.So you can start with sending them
an email. If they're a babyboomer, you know, those millennials
(06:38):
don't want an email, but youcan text them and they'll look at
that text. So I'll text themanother. Those are, Those are just
two things that I do. I will.IPhones are the best. They take video.
You can. Hi, I just met youthis afternoon. It was great talking
to you. I'd love to learn moreabout you and what, how I can help
(06:59):
you. Text them a video send.Simple. That's how you start. That's
what I do.
I love that. Okay, so nowhere's a question. Okay. Because
nurturing is, nurturing arelationship, I think is really important.
I love the idea with thevideo. I'm so in line with you when
it comes to not having abusiness card. I mean, I, I, I, I
(07:25):
tend to take these and I willmark them. I try to, you know, put
little notes on them. Yes. Youknow, there's, there's certain things
that we do with them, butpeople I love. Digital cards can
be amazing. But at the sametime, you need something to be able
to remember you by. And ifyou're going to do a digital card,
(07:48):
you actually have what I sayto people, the digital card may be
great, but if you don'tmessage that person within seconds
of getting that digital cardthat are lost in your phone forever.
That's correct. That, that iscorrect. And when you speak of cards,
I like to tell people thatcards are, are real estate. So if
(08:09):
you're not using the back andthe front, you're missing an opportunity.
So you, it's real estate, man.You want to use every room in the
house. So use up all yourspace. Even if you just have a little
space at the bottom that saysnote so that you can put those little
notes. I remember this personbecause of whatever it was that they
did, you know, but it's real estate.
It is. It is real estate. So,okay, so you. You do. You. You send
(08:31):
them an email, you send them atext. I like doing both. I'm all
about the two steps. Then what?
I like to try to set up acoffee, and coffee can be a virtual
coffee.
It.
You know, if that's what theywant to start with. It can be a virtual
coffee. Yes, ma'.
Am. Yes.
(08:53):
And then it can go from there.You go, hey, let's have lunch. And
I like to do something alittle different even. And when I'm
speaking, I talk about this.It's called create your own event.
I do something that I calledlet's do lunch. And so every other
month, I will gather. I'llinvite usually 20 to 30 people, because,
you know, they're not going toall show up and say, hey, let's all
(09:14):
get together at the XYZrestaurant, and I'll make a reservation.
I'll go put your reservationin there. You order off the menu.
And so it's all Dutch.
And.
And everybody gets together,and they get to know each other.
And the last time I did thiswas so phenomenal. So I did this.
Jacqueline and I had a group.It was a small group of maybe six
(09:36):
women. Some of them knew eachother, some of them didn't. It was
just a handful of us. And oneof them said, you know, I came because,
hey, you called a meeting,luncheon. I'm coming, because I figured
you have something, you know,you need to share. And she said this
was really cool because itwasn't about that at all. There was
no business discussed. Wetalked about. All of us. We talked
(09:56):
about children. We talkedabout pets. We talked about life.
And it was just. You get toknow people. That's how you form
a connection. It's not about,I'm selling widgets. It's about,
hey, this is me. That's howyou get to learn to love, like, and
trust somebody is you get toknow the authentic person.
(10:17):
I love that.
Create your own events.
I like creating. I like that.Creating your own events. Okay? So
you create an event, andyou're nurturing this. So walk us
through the process of, let'ssay, somebody who you. You met at
an event, and you ended uplike the process of them becoming
(10:38):
either a client or partner.And the reason why I want you to
walk them through this becauseit's our first of all, it's, we always
have to remember and I tell myclients this all the time. It's your
business, right? You're theone that has to do the follow up.
It's not theirs, but, but thefollow up is important and so I,
I'd love to hear like how youtake some, how you take them yourself
(11:01):
through that with people fromstart to.
To, through the process. Itotally understand. So I can give
you example of a really badone that happened to me and a really
good one. So the bad one was Iwent to a new event. I was invited
to this event. This guy says,hey, this organization's been going
on, we'd love to have you comeand join us. 90 people show up was
(11:24):
phenomenal. And I will tellyou one tip is stay late. That's
when you can really network.Not at the beginning, at the end.
So this fellow comes up to me,he's in finance and we, we, you know,
I asked him all the questions,everything's going great. And I sent
him my follow up text messageafterwards within 24 hours. And he,
(11:49):
about two days later he sendsme his email. And it was so obvious
that he either didn't rememberme or didn't care because it was
such, it was so obvious thatthe text message he sent me, or it
was an email was a standardemail stand talking about things
that he enjoyed talking to meabout which we never discussed. It
never came. So be genuine, bereal. People know people aren't stupid.
(12:13):
So that's a bad example. Youknow, if you're, if you didn't really
make a good connection withthe person, then don't, just don't
do that. I mean, who doesthat? So. Well, this guy didn't.
But here's a good example. SoI attended, I actually facilitated
this lunch, a differentluncheon for about eight years and
(12:36):
in the past three or four, thewait staff, this waitress will call
her Kelsey because that's hername. And, and I know I, I got to
know her on a more personallevel and I, she told me, hey, we're
going to be moving in a, acouple of years or a year, I'm not
(12:57):
sure when, but I'd like foryou to be my realtor. I said great.
And then all through the nextcouple of years she would ask me
questions, I would, I only sawher maybe once a month, but I would
talk to her on the phone everynow and then and give her advice.
There was I, whether ithappened or not, I didn't know But
I was happy to share, happy togive her tips, happy to give her
value. So that's part of thenurturing. It's like, will something
(13:20):
happen? I don't know. I didn'tknow because sometimes nothing happens.
But I nurtured it. And finallyshe was ready to sell a couple of
years later, and she calledme. And that's how that transaction
happened. Because, you know, Itook my time with her. I wasn't pushy.
I wasn't trying to sell heranything. I was just giving her advice
the whole time.
(13:40):
Yeah. And I think that is thequintessential. You know, you may
have. There's two things heretoo, that I also kind of want to.
I want to ask about. I mean,it's, it's. You need to nurture the
people that, that you have,and you need to kind of like pop
in and say hello and say, hey,absolutely, or whatever it is. Like
put, put people on a sequenceof a phone call, text, you know,
(14:05):
video to get in that process,because it will happen. But here's
the thing that I guess I wantto ask you, because as you're going
around and you're collecting,you know, we've got thousands of
business cards. They go intoyour CRM, you know, how do you, you
know, how do you make it sothat, like, you know who you're going
(14:30):
to reach out to?
So I have, I put people incategories. You have an A category.
I even have an A plus. Thoseare the ones who are my customers.
Not only are they mycustomers, they have already referred
me to people. That's my Aplus. So they're going to get everything
I'm offering. It's likethey're going to get my direct mail,
they're going to get my email,they're going to get every. They're
(14:51):
going to get all myinvitations because I like to throw
events. So I will invite them.They get everything. Then you have
your A. Maybe they've boughtfor me, but they haven't referred.
Then you have your B. Theydon't think they would, but you got
to make. Make sure you stay infront of them. C. D means you should
delete them. But I usuallydon't because this just depends.
So I basically do that. Andthe trick with that is you have to
(15:14):
constantly be refreshing that.It's not like they, they landed on
the B list and they stay inthe B list or they're in the A and
they can go up and they can godown. So I rate them and they, well,
I'm looking at it right now.Here's a. I like to say, Jacqueline,
that people, if everybody elseis zigging, you should be zagging.
When they start zagging, youstart zigging. So direct mail, it
(15:38):
will go out. Now I've gottenvery niche about who gets my mail
because it's gotten expensive.You know, not just the postage, but
the envelopes cost money. Theproduct that's going in, it costs
money. So the A plus are goingto get it and probably the A's, but
the B's probably not. Whereasbefore I did probably do the B's
and see. So I, I give, Ibelieve in direct mail to a point.
(16:04):
Yeah, absolutely. Yeah. I lovethat, you know, direct mail is so
important. And I will, I'mgoing to share this. I don't know
listeners, if you know this,but I, My first part of my life,
I actually was in consumermarketing for large publications
and I did direct mail. Mybudgets were huge. I used to kid
(16:26):
around and tell everybody thatwhen they would say to me, what do
you do for a living? I say, Ikill trees. Because I did so much
direct mail.
I get it right.
I'm a tree killer. I'm justkidding. I actually really want us
to bring back the killing oftrees and start bringing back paper
mills. But that's a wholeother topic. Not going to get political
(16:48):
on us.
That's right.
That's right. But I will tellyou folks, like, direct mail is so,
so important. Now there are a.And I will share this. I mean, I
don't know if you use send outcards or mailbox power, but there
are companies out there likethose two and I can put links to
those in there. They're reallygreat. But that hand, that handwritten
(17:13):
personal note, and I'm goingto grab this because what's sitting
on my desk, I got cards, astack, a deck of cards. Right, right.
And these I bought becausethey were colorful. Oh, here comes
Bob's up my back driveway.But, but I'm just looking at them.
But yeah. So, listeners, I'msharing this because I'm getting
(17:37):
a delivery for a bed. Andwe're going to pause for a minute
in a second. Not just yet, butcars matter. And when people like.
I can't begin to tell you howspecial that is to get something
in the mail and people do openit, whether it's a personal note
or an actual piece of, of adirect mail piece, that basically
(18:00):
is something that you can sayto somebody. I mean, I, you know,
I, I was actually sharing thisthe other day. I Thought it was.
I almost was. You know, I.I'm. I'm angry, actually, that our
business cards, most people,these two actually happen to. But
there. So this is a badexample. But I will take, for example,
(18:25):
this guy. He has a businesscard, but it doesn't have his. It
does not have his mailingaddress on it. All right, I'm going
to put us on pause. Okay, I'mrecording. All right. So we took
a small little break. I. Ishared. I'm getting some furniture
delivered. And they, ofcourse, they had to come right at
(18:47):
the time that we're doing this.
So anyway, so we were talkingabout notes. Y. I can share a little.
So not only do I regularlysend out notes, and my A, B, and
C people will get a note. Idon't. I used to do them every month.
Now I don't. I do them maybeevery quarter, but something else
(19:10):
you can do that I do everymonth. And again, this isn't for
everybody. I just. I pick andchoose. But at the beginning of the
month, I send out birthdaycards, and I'll usually put in. You
can get them on Amazon, alittle popup card inside of it. You
know, those little things thatgive you a little message. So I'll
do that. And I always hopethat it makes them feel really special
(19:34):
and feel warm. And I wasalways hopeful. And I'll share a
little story. So I went to aFourth of July party this year, and
there was a woman there that Iknow not real well, but I know her
well enough. And I guess wewere just hanging out, and so we
sat down, we start talkingabout all kinds of things that had
(19:55):
no great importance ofanything. Like I said, you get to
know people on an authentic,genuine level. So we're talking,
and about a week later, Ireceive in the mail a card from her.
I call them just because. Andit talked a little bit about what
we talked about and all that.And it. I thought, oh, my gosh, this
(20:17):
feels so good. That. That isthe feeling that I'm hoping that
the people who receive mycards get, because I mean it that
way. It's a genuinefriendship. It's a genuine relationship.
I'm not a transactional personin real estate, in anything. It's.
(20:37):
I don't want to be. You justdid. We just exchanged whatever we
were exchanging and we'redone. I like it for the long term
to build that relationship.
That's so great. I love. So.All right, so here's my question.
How do you get people's birthdays?
Oh, that's so easy. There'stwo ways. One is you can look on
(21:00):
Facebook.
Yeah.
Facebook gives you them. Andthe second one, ask them. Just ask
them, hey, by the way, what'syour birthday? I go, I don't want
your year, but I just wantyour. And in real estate, when you
do a transaction, they have togive you a driver's license when
(21:21):
you go to the closing. So I'llask the closing title company, can
you tell me what their birthmonth and day is? And then I put
it down. And at the beginningof. Or rather the end of the month,
I look at the next month and Igo, okay, who's having a birthday?
And I just started dressing myletters. In fact, it reminded me
when we were talking, oh, Ihave a stack that I'm supposed to
(21:42):
send out. Yesterday was the10th, and it's the 11th. So they'll
go in the mail after this podcast.
Right. So you know what? Butthat's actually a really interesting
thing to say that too, as whenyou. When you're at a networking
event, why not say tosomebody, grab your. Have a pen and
say, oh, you exchange, hey, bythe way, what's your birthday? And
they might be why. I go, oh,you know what? I drop cards in the
(22:04):
mail because I like to.
That's exactly what I say. I.I mail things and they go, oh, I
send people stuff.
Yeah. And you could say, Idon't know. And you could just write
down their birthday rightthere on their card and just write,
like, you know, whatever. Makesure you.
I don't even say, because Isend birthday cards out. Right?
Because I said, because I liketo send birthday.
Birthday cards.
(22:24):
Right. And you could say,like, I'm a sucker for birthdays.
I like to celebrate people'sbirthday. You might not want to celebrate
your birthday, but I want tocelebrate it.
And make the envelope fun.Like, here's a sticker. I got happy
mail. I stick that on theenvelope. Who doesn't want to open
up something.
That says happy mail, Right?That's awesome.
Make it fun.
I really, really love that,you know, Zelda, you know, making
(22:47):
connections is so important.And I will. And I. I want to remind
people, too, that it's notabout. It's not about you meeting
somebody so that you can get asale, Correct? That's correct. Right.
(23:08):
And so. So when you'renetworking, what do you teach people?
Like, how do you teach peopleto network? Like, what are the things
that you kind of walk themthrough? Because I think some people,
you know, you walk into anetworking event And I, and I will
say to people all the time,like, don't just say, hi, I'm with
(23:28):
so and such a thing.
Like, so here's what I tellpeople to do. And I actually wrote
a course, Jaclyn, called theUltimate Networking Playbook. It's
available on my website. Youcan get it. It's a course. It's a
great course if I say somyself. So I'll tell you one of the
things that are in it, justlike what you were asking is when
(23:50):
you go to an event, anetworking event, it's strategy.
You don't just walk in, willynilly. Have strategy. Know who the
speaker is, know who maybesome of the people are that are going
to be attending. Who is it oneor two people? That's it. That's
all you need is one or twothat you really want to get to know.
Then be a troll, go onLinkedIn and check them out. Go on
(24:13):
their Facebook page if youcan, and check them out. Learn, go
to their, their websites,learn something about them and figure
out a couple of questions thatyou can ask them. I mean, you can
go in there and say, what doyou do? But that's so ordinary. So
I would say ask them somequestions about what it is that they
(24:35):
do. You could even say, hey,what brought you here today? Have
you heard this speaker before?Things like that. You can do all
kinds of things, right? Youknow, interesting little pen to get
people's attention if you'rean introvert. Oh, that's really cool.
That's an icebreaker.
That's very true. I like that.And actually it's. And I've always
(24:57):
shared the tip with peoplethat when you, number one is they're
going to give you a name tag,but have your own.
Absolutely.
Like, and get one that's big enough.
I wish I had mine here to.
Show you, like, that's bigenough, like, so that you can read
it. And I, and I'm going toshare. I ordered, when I first got
(25:21):
my first set of it, was itbusiness cards, name tags? I ordered
a couple because I inevitablywill like leave them in different
places so I can have them.
Yep, absolutely.
And I thought they were goingto be big and they were these tiny
little things. I'm like, oh, Ican't even read it.
I hate it when people havethese little bitty tags. You have
to go looking up close to say,I don't want to do that to somebody.
(25:44):
Right. And I always say, putit on your right side so that when
I shake your hand, you Know,it's like, I'm not looking at the
other side of you. I'm lookingdirectly at you, and you can see
it. So. Right side.
Yes.
And it's when you shake your hand.
Absolutely. Mine has my nameso big that you can see it across
(26:07):
the room. And if you have aunique name, like, mine is kind of
unique. I only have my firstname. I don't even put my last name
on it because the name isZelda. That alone will get attention.
But if you don't, regardless,at least have your first name large
enough where we don't have tocome up and get a magnifying glass
(26:28):
to read it. Oh, that's so annoying.
Right, right.
That's like.
Yeah. And. But have your ownname tag. Like, if you want. If you're
in business, invest in yourown name tag. And if you want. Right
to me, you know, if you don'twant to put the name of your company
on it, because maybe you workfor a corporation, you're not your.
(26:49):
You're. You're not maybe anentrepreneur. You don't have your
own company. Keep. Just haveyour own name. And you could say
your first name Big and yourlast name smaller underneath it,
you know, have some type of a.I always say it's really great to
have a personal branding logothat you. That. That you can have
for yourself that people canrecognize you with, because each
(27:12):
and every one of us is apersonal brand. Yep. So brand your
brand yourself. And I, when Isay brand, I don't mean like, you
know, with iron, but. But puta logo or have something that's.
That people can remember andhave your. Like, again, have your
own name tag and make surethat it is readable. I've seen some
(27:33):
where it's like tone on tone,and I'm like, it looks kind of cool,
but I can barely see it. Right.
But I can't read it. Yeah,yeah, exactly. You know, like, you
think of it like, can my. Canmy baby boomer parent or grandparent
or whoever, can they read it?
Right, right. So, you know, Iwas saying before about the. And
(27:56):
you just shared this, and Ithink it's really important, listeners,
you need to walk in with astrategy. And not every networking
event is the same strategy.Correct. Right. So how do you help
people figure out the strategyfor the networking event?
(28:19):
Well, for me, it's usuallywhen I'm talking to a group of people,
it's somebody who's on a salesteam. They're in sales. That's my
niche is they're in Sales,whether they're another realtor,
I'll talk to realtors,different realtors, and they're looking
for referrals. Okay? Sothey're, they're looking. That's
sales. I mean, everybody's insales. Let's face it, you're in sales.
(28:41):
So it's, how do you get toknow. It's the same thing for everyone,
in my opinion. It's how do youget to know them? You're not going
to hit the ball out of thepark on the first go round. The strategy
is always get to know them.What do they want, what do they need?
It is not about you. Just likewhen you, when you. LinkedIn is a
(29:02):
great example. You go onLinkedIn and somebody wants to friend
you and you say, okay. And thenext thing you know, they're giving
you their sales pitch.
Gag me with the pitchfork. Ithappens all the time.
Happens all the time. Well, ithappens at networking events too.
Here's. And they're justtalking and talking and talking.
So if you're an extrovert, Iimplore you to not do all the talking,
(29:25):
to sit back and give thatintrovert a, a chance to talk, to
learn about them. And I'malways leading with, you know who,
who is a good referral foryou. What, what is it that you're
hoping to get out of thismeeting? How can I help you? It's
like, what can you do? Youknow, Bob Berg was on my show a couple
(29:45):
of weeks ago and he wrote a coauthored the Go Giver and it's really
about serving people, givingto people. What can you. In his book,
I remember there was a storyabout, it was at the very beginning
about, I hope I can get thisright, the fire. You want to have
a fire? Well, you can't havethe fire until you give it some logs.
(30:06):
You have to go out and get thelogs before you can, you know, so
it's a, Everything is aprocess and you have to give the
fire some logs before it canbe a fire. You have to go out there
and give people what they wantbefore you're going to get what you
want.
Right. And the other key thingabout that too is that in order to
keep that fire sustained andgoing and growing, you have to actually
(30:29):
nurture the fire.
Absolutely. You absolutelyhave to. And that is strategy.
Yeah. And that's really great.And by the way, Bob Berg is absolutely
fantastic. I, he was a gueston our, on this podcast as well.
And he's so fantastic. If youhave not listened, listened, because
I listen to Books. If you'venot read or listened to any of his
(30:50):
books, like after thisepisode, I'm going to put a link
in there. But go and get his.
The go giver.
Go get the book. Go givers.It's really great. So, Zelda, if
you could give somebody onetip or two on making deeper connections
that you, you know, if youcould wave your magic wand that you
(31:12):
wish everybody would do, whatwould it be?
Wow, never thought about thatone. Great question. Really, it's.
It's truly about listening andunderstanding that. I mean, this
world is so different now.You've got AI, you've got online
groups, you've got in persongroups. So go to both of them online
(31:38):
and in person events andlisten. Listen more than you talk
because you'll learn more thatway and really and truly offer to
give more value than you'rereceiving when you're first starting.
Just be the giver and it willcome back to you in many ways.
(31:59):
Yeah. And yeah, it's so true.So, Zelda, I could talk to you forever
because I think you'reabsolutely fantastic. How can our
listeners connect with you,learn more about you? Get your courses,
share, please.
My website is Zelda speakingand my, my connections are there.
(32:20):
My podcast information isthere, my course information is there,
speaking. My real estate,everything is right there under Zelda
speaking dot com. It's allthere. It's like I'm just all about
the connections becauseconnections is, is. Is currency.
It is it actually. And I, Ishare this a lot. Your network is
(32:41):
your net worth. So yes. Soplease, listeners, do me the favor.
I've got a couple to ask you.Number one is go to Zelda's website.
I have the link to the websitein the show notes. So please go and
listen and connect with herand see all of her great stuff, get
(33:02):
her courses, see what she'sall about and you know, connect with
her on the socials and then dome the favorite of not only if you
haven't already subscribed,subscribe to the podcast, but also
share this episode with afriend, a colleague or someone that
you know who could use sometips on making better, deeper connections.
(33:23):
Because truly as we justshared connections really make the
world go round and increasesyour net worth. And I don't mean
just financially, but it, it'syour heart. So it fills your cup
when you make great, greatconnections. So do me a favor. Hit
subscribe, hit share. Zelda,thank you for being an amazing guest
(33:47):
and thank you listeners forlistening. This is unstoppable success.
Your host, JacquelineStrominger. And thank you all for
listening. Have a great day.
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