Hello everyone, and welcome to this week's edition of The Marketing, Media and Money podcast. And I am very, very excited about this episode. I'm excited because I'm having somebody that I really respect and admire. And we're talking about my absolute favorite topic, and we're going to be talking about some do's and don'ts and probably some things that people get very, very confused about. So we're going to talk about networking, right? And everybody has a lot to say about networking. But what if networking could be more than just shaking hands elevator pitches and exchanging business cards. Imagine transforming your connections into powerful, long term relationships that fueled your business growth and align with your brand values. You could discover how to identify true power partners, how to prioritize events that encourage genuine connections and ensure that every interaction brings meaningful returns, and I think that is really important, and it's what happens if you're doing it right? Because it is called networking for a reason, right? And so I think being intentional about everything you do really matters. So I am excited about, you know, really deep diving into this conversation. So let me tell you about our guests. So Dawn Mullarney is the owner of unique connector, and she is a strategic networking expert who helps clients turn connections into powerful partnerships. With a wealth of experience in wealth management and male dominated industries, Dawn is celebrated for her Midas touch in transforming businesses through authentic relationship building, known for her empathy, strategic mindset and fast network, she empowers business owners and professionals to boost brand authenticity, strengthen teams and drive growth through meaningful collaboration and networking. So I have to tell you, Dawn, I'm so excited that you're here, and I cannot wait to get into this conversation.

Thank you so much for having me So thankfully, Matt. Oh,

I'm so thankful too. And you know, before we jump in, one of the things that I hear all the time, like, literally, if I had $1 for every time I heard it right, is that when people think about networking. It's always thinking about, what is the ROI, right? And they will join things, and it's like they're gonna give an elevator pitch. Tell everybody why they should hire them hand out of business cards. And why am I not making, you know, $2,000 this month, right? Because to them, they're thinking ROI means return on investment. Now I'm going to say to start us off is that I don't believe that's necessarily true, and I think ROI is not always money. The best ROI I'd ever get is the opportunities that I get to be on other people's platforms, the relationships that I build. And dare I say that, for me, ROI really is more about the return on the influence that you create, rather than the investment that you make. And if you do invest, and you join something for a year like you shouldn't even be thinking about what's the return on your investment to the year is over, up till the week is over. So I have to just kind of set that I know that you kind of agree with me there. So let's kind of talk about that, because I really feel that when you're creating connections, that goes beyond typical or traditional networking. So for you, what would you say the first steps that professionals should take to form meaningful, lasting relationships?

I always think of give, you know, I think it's always sometimes, for some reason, when they think of networking, they think of receiving all the time, and I'm thinking, how can I give How can I be curious? How can I gain some knowledge? I mean, if we know everything, then we're obviously dead. So that's how I always go into things that I'm going to learn from this opportunity. And hopefully can be like, make a deeper relationship with this person, because you never know what can come out of it. It's kind of this moment of curious. We don't know what each other's journey fully is, what knowledge, what resources, what circles they're in. And so I always go into it kind of having this open mind of, what can I give, but also, what can I learn from this opportunity, instead of the typical what can I receive, or what business opportunity can I stab at this person, which is a lot of people do, unfortunately, when they're not working,

Absolutely, I always feel like, when I am looking at something or considering joining something, the very first thing that I think of is there a place or a way For me to contribute, right? You know, because I really believe, and my motto is really that, you know, lead with contribution and compensation will follow. But it always starts with contribution. So I always want to look at everything and say, Is there a place here for me to contribute? Because if there isn't, it's probably not. The right fit for me. I'm kind of an educator at heart, but I just really feel like it all starts with contribution, and it kind of sets the culture, you know, really, of what is it really all about? And I think that is just so important, especially when you want to, you know, really build relationships. You know, I'm always telling everybody, all the only difference really between a contact when you meet someone and a contract when they hire you is the R, and that R stands for relationships. It's almost the same word, except for they are, and that's what the R stands for. And I think that that really is what it needs to be all about, although, although we both know that there's a lot of talk about that, and even though there are times where people will say, Oh yes, I'm all about that. I'm not about transactions. I'm really about, you know, really building relationships. But does what your or your actions saying that, or just your words saying that, right? You know? So I think it is, I think it is really important. So what I want to start with, yeah, is I think it's important to know what not to do, as it is to know what to do, right, you know? So I think that is. So what do you think are some common mistakes that people make when they're networking? And how can they avoid these pitfalls so that they could create more valuable connections? But like, what are all the don'ts, what are the things that people are doing that. It's like, let's, you know, bust that myth and say, No, that's not it. So that then we can kind of deep dive into all the things that they can do. Yeah.

I think that's really important too, because I think maybe way back in the day, I was going to a lot of things. But, you know, really, I think part of what it is is really defining, what is it that you want out of it? Now, I know that when I go to events, I'm just looking, man, if I could meet three to five, like really key people that, you know, I have synergy with that, I can really tell, you know, that's exciting for me. Not 50, you know, just three to five. Because the reality is, you don't even have time for that many people. I know as a speaker, sometimes I go to events, and I'll come home and 160 people will want to have coffee with me. I don't have time to Coffee with 160 people. I want to want to have coffee with 160 people. So I think that you really have to, like, have some type of criteria, right, you know, like and be intentional. And a lot of that is, do you really even need to be in those rooms? Because I feel like you know that saying about you don't want to be the smartest in the room, I agree with that. But sometimes do you. Even need to be in that room, like really be thinking about, it's really about being in the right right with the right people at the right time. So you really gotta have to know, you know, what are some questions you should ask yourself? What should you be thinking about? So that is that really the right room? So, you know, with all of those events you used to go to, right? Oh, my goodness, God, right. Like, what is it that you do now? Like, what kind of whether it's inner criteria or, like, written down criteria, but what is it that you do now that helps you to really discern what rooms you want to be in and when? Because, for me, one of the things that I'm going to say is I believe that business should be done during business hours. That's just for me. And I have found that people who do all these nighttime things and they're like, yeah, in a bar and they're doing all that, like, Yes, I do think that there are some industries that that business does get done there, but it's not how I do my business, right? And yeah. And for events, when I see people that have events, and they're like, oh, yeah, we're doing it Saturday and Sunday. I'm like, why? Like, I don't do my business events on Saturday and Sunday, right? You know? So I feel like people who do go to those type events, now, sometimes you're going to a conference that's a little bit different, right? But when I'm doing we're just talking about, like, local events or whatever, I kind of feel like you really need to think about, why are they doing those So, for example, are they having it at night, because the people there have jobs like they're working during the day, and this is their side hustle? Okay? Nothing wrong with that. But are people who have jobs and are working a side hustle? Your people, right, you know, and if they are fabulous, but if they're not, is that where you need to be right? People who literally have time to run their business on Saturdays and Sundays during the day in a local market or something like that? Why? Why? You know. And so I think that you have to ask yourself that it's not that there's a right or wrong answer. Is more that is the answer should tell you, is that where your people are. So what kind of things do you do when you're thinking about what events you want to go to and what events you don't want to go to? And you know, what kind of things do you put into play to be intentional and choose?

Yeah, well, I guess one thing I do want to say is, too is my mindset in the past was always about quantity. It was never sometimes about quality, sometimes. And so I am always trying to think, How can I have quality time with people? And so I have tried different things through even my entrepreneurship to for me to learn, because that too, know that, you know, we're always learning, and how can we learn and grow and make things better? I'm not perfect at networking, trust me. You know, there's people that I haven't been able to reconnect with, but I am always trying to bring people together. So I'm one that if I have to be the glue to bring people so they can meet new people who are and I've really learned that it is about the quality. Because before in my eyes, which I still have to keep reminding myself, is sometimes, if the room is not packed, oh my gosh, it must not be good. Where I have to be like, No, look at these deep connections these people are making. And I'm able to strategically work around the room. So I'm one that brings people together, but then I'm also very strategic about where I'm going to go spend my time. So similar to you two is I like to work during my business hours. I'm really trying to be a better mom. I need to be more home. I missed a lot of my child's baby by working a lot, and so I'm very intentional about that. Sometimes I do go to an event, and I think that's the other part too, is understanding why you're going. Sometimes I realize I need to go into a room where I don't know anybody to kind of almost energize me, and kind of have that risky moment where it's like, okay, this is uncomfortable, but I gotta do it. And I do different weird things to test myself and also to to give me a new exposure, or to try new things. And I think that's the part too, is I'm always trying to be curious. Of you can find ways to connect with people that have similar interests to you. You don't have to do the typical networking and go to the big, typical events. Think outside the box. Think of people probably are thriving to meet other people. So can you leverage who you currently know and bring them together and make a deeper bond and help introduce them to other people? So I'm always trying to think strategically. And people say often, oh my gosh, you're out everywhere. And I'm like, No, I'm not. I don't network as much as I used to. It's just too you can

Be strategic about it looks like you are, though, and you're suggesting about it, people think, oh my gosh, I see you everywhere. And I think there's a skill in that, right? And I think that is really important. But you know, one of the things you said that I think is really important to note real, real nugget here is that you do need to put yourself out there and go to new, new places. Because one of the things that. I see all the time, and even my clients will ask me, oh, Patty, you're going to this. Oh, should I go to right? You know? And I'm like, Well, if I thought that you should be there, you're my client, I would actually tell you that you should be there. But I think especially women, you know, we love this whole buddy system thing, and we want to walk in a room with all of our friends. But you know, if you ever walk it by yourself, you see other people doing that, we don't like it when we see, oh, I don't feel comfortable walking up to them, because they're all kind of all with their friends. And I'm thinking, there's a time for that, and there's a time not for that. So one of the things that I always say is divide and conquer, because I feel like one of the biggest benefits of belonging to something is introducing your network to new people like and you and I are both connectors. And I say that all the time, it's like if we all belong to the same thing, who we introducing each other to, just other members of the same thing that we belong to. But I really am known for and I know you are as the unique connector. What we're known for is that we connect people to people that they never would have met if we hadn't have done that introduction for them. So sometimes I like to, you know, tell my clients, and, you know, some of my business besties, you know, it's like, oh no, why don't you join this and let's find the one that's most for you. We'll find the one that's like, the best one for me. And then when you're reading people, and you're like, Oh, I'd love to introduce you. And then you introduce them to all these high caliber amazing they're like, Oh my gosh. Like, he introduced me to, like, the greatest people. So, like, there's a strategy in that, not just walking in, although, you know, I'm actually an extrovert, and walking into a room where you don't know anybody, I mean, it's, it's not easy. I get it. I always just say, just put on some cute shoes or awesome necklace. And believe me, they'll come up to you and say, where'd you get that necklace? Oh, I love those shoes. And the conversation will start, which is also a strategy. But, I mean, when you walk into those rooms, but then when you leave and you're like, oh my gosh, that was like, so great. And so I think that, of course, if you walk into a room and you don't know anybody, and all you're going to do is kind of walk up and interrupt people and say, Here's my business card. Yeah, that's not going to work. Like that is never going to work, right? So really, you know, thinking about that, and actually I want this made me think of a question I've been wanting to ask you for a while, actually, is, what are some of the key conversation starters. Like, I noticed that, you know, can give my audience a gift later on in the show, but I was looking through it, and I love some of these, like conversation starters and stuff. So, I mean, you know, you need to have some of these things in your pocket, right? You ask better questions, you get better answers. Like, that's input equals output. So what are some of the your most effective or kind of true to who you are, whatever things that you'd like to use to start a conversation, specifically when you're talking to people you don't even know?

Yeah, well, I'm always thinking strategically. When I'm going to certain rooms. What can I learn from this, like even going to this event, what do I hope to gain from it? So I'm always thinking too. I'm going to, let's just use this as an example. I'm going to a new organization. I'm trying to figure out, Is this the right space for me? So a couple of questions that I would ask somebody is like, what drew you to this event? Are you part of this organization? What made you come tonight? Have you been in this in a while? I'm always using curious questions so how I can learn and better understand, and then I can also see what's the purpose behind them coming there, or what's what's their long game of what's going on. I always kind of too, if I realize they started, if they have their own business, why did you start your business? Because that's a great way too, that you can really understand. What are they passionate about? What do they love, besides what they do for their business? I'm trying to even think of what's on my conversation starters, but what you'll see even on that is, and I kind of giggle, because people are probably like, okay, cool, this conversation starter. Why is it cut so weird? And so I'll give you a story of why I have it cut weird on a piece of paper, because this might help some people, too, when they're kind of flustered to go to a new room, my one colleague would get really flustered to go. And I use this example often to tell people do this if this makes you comfortable. She had a question like sheet that she made all these questions, she laminated it and she put in the middle Council of her car. So when she would get to an event in the parking garage, she would pull it out, she'd read them out loud to herself, and it was like preparing her to be in the room. And so that's kind of why I created the conversation starter sheet. The little freebie is because so you can print it off and put it in your car or figure out what works best for you. It's just giving you ideas. And because the more you practice that, the more you're going to just realize, oh gosh, this is naturally coming out, you know, where you're learning and you're trying to understand, you know, too. Is this space the right space I should be in? Is this the right circles I want to be in? Who do they know? Who are they trying to meet, and how I can connect them so deep down, it's too How can I build a deeper relationship with somebody who. I have that quality time with them.

No, I think that is really important. And I love asking questions too. And one of the ones I really do like asking is asking them about why they're there too. I think that's really important. And if they say, Oh, I always come or, you know, Oh, I love it, you know. And so I always say, so, obviously it's being very effective for you. Like, you know, what? What are the things that are a part of it that you love the best? Is it just that it needs here? Are there other you know, lot of networking organizations have a lot of other things that aren't just meeting in person, right? You know? And I'll say, what are the things that you love the best about it? And here's the thing that I have found, that people network in more than one place, like most people network in more than one place. So they tell me, Oh, yes, I love it here. It's been really effective for me. I love this about it, and I love that about it. Like my very next question is, where else do you network? Yes, that tells me that they're a networker and that they get it right, you know? And they're not just, oh, let me just go around to a million different places and hand out my business cards that they get it. And then I want to know, well, if this is really effective for you doing this, where else do you network? And they'll say, Oh, I also go here. Oh, well, what's your what's your reasons why you belong to that one? And usually they will say, Oh, I go to this one because blah, blah, blah, whatever the reason is. And I go to this one. And then they'll tell you the reasons there. And if those reasons that they tell you are also reason, I'm like, oh, all that actually sounds really great that I would say, Oh, well, do they allow guests? And they'll say, oh yes. And usually they will say, Oh, you could come as my guest, if you'd like, right? Yeah, right. I was hoping you would say that, right, you know, like, why keep playing the guessing game, you know, check out the room. Have those conversations so, you know, Oh, these are the people who get it. They understand it. They have a strategy. They're intentional about it. Where else do they network? Because that's probably where else you want to be, right?

And it's a great opportunity to kind of understand too. Maybe some of the people that are there, you know, if you see a typical person that seems well off, you can kind of ask questions too, of like, why are you here? And maybe you'll find out, Oh, you're a sponsor of the event. Oh, maybe that business should be thinking a little bit more strongly of why they're sending their employees out there and market for them. You know, I think that's the one thing is, a lot of businesses aren't taking the time to understand when you're sending people out to these networking events, if they're not on brand, and if they're not thanking people for coming and you're sponsoring it, you're wasting a lot of money. And so that's sometimes things I'm just seeing and watching and understanding of just how some businesses are losing opportunities to also groom and mentor these younger, you know, professionals out there, because we don't get trained on how to network or how to meet new people or build relationships, which are basic things, but also too, you recognize sometimes too, maybe the people that are uncomfortable that are off to the side. So why not introduce them or help them get into the room when they're uncomfortable? And so that's where I'm always trying to sit. And I watch, sometimes to see what's going on in the room, too.

I do too. And a lot of, like, I think sometimes we need to take, like, an inventory. Like, I love what you said about laminating those questions. I actually have mine typed in my notes on my phone so I can, just, like, literally, even go into the bathroom and pull it up and, you know, whatever. But one of the things I like when I'm hearing them say that this is what they love, and this is what they love. And I'll always say, you know, oh, how long have you been a part of it and stuff? And so two questions that I really want to know is, well, wow, if you've been a part of this for like, a year, let me share what I'm hoping to get out of it and why I am here, and it's never about what I'm going to get. So I always say, you know, I so think about what your assets are. You know, maybe you have a Facebook group, maybe you have a podcast. And I always say, Well, you know, I have a podcast, and I'm always looking for really great guests. And, you know, I have a Facebook group, and I'm always looking for people to come in, you know, do a training to my Facebook group, or write an article for my magazine, or whatever kind of thing you have, because now it's not about you, right? And they'll say, oh my goodness, and and so I always like to say, Well, if you're really a part of this, like, are there like, three to five people here that, you know, this is what my business is this what my podcast is about, or whatever the case is. Like, who do I need to know that would be a really great guest for me, oh, because now they want to go around and introduce you to everybody and say, Oh, she has a magazine, or she has a podcast, and she's looking for guests. Because now it's not like, oh, who can you introduce me to that that I can make my client, right? You know that I consult, right? So I feel like, think about, what is it? We all bring something. We all have an area of expertise. We all have something. I mean, whether you do or don't, have a magazine or a podcast, but you have something like, you're in an amazing Facebook group you like, what is the thing? And think about those if you don't have any. And I really don't believe that very few people really don't, but if you do that, should be your takeaway from this. To create something like so you do have something but, I mean, it could be that you have a YouTube channel and you could interview that. I mean, it could be anything like, get on Zoom and say, I'd like to share you with my audience and record it and then put it out on social. I mean, just kind of think about, what are those things? But if somebody has been a part of something, they know all the ins and the outs and who all the people are that you do need to know. I mean, one of the things that I like to do Dawn is when I always like to come early and they haven't opened it. We're all standing in line and stuff. And when I do, I always see people standing in line talking to the person next to them. Now I do that too, but you can't do that for the whole time you're there. Yes, the person I want to talk to is the person in the front that's taking the money or letting you in, because that person knows everybody, like she is like the gatekeeper, the keeper of the secrets. She knows everything. And so I love to get there early and say, Is there anything that I can do to help you? Like, I would love to help you. This is my first time, and, you know, I kind of love to help you, kind of learn more. And they, they're like, oh my gosh, that's great. Could you put these over here? Could you do that? But while you're having that conversation, she's, oh, why did you come? And when you tell it, and she's like, Oh, I'll tell you. And then that person will always say, see that person over there? Like, you want to know her or and they literally will do is so it's like, you why make it so hard for yourself like the other people in the room? People love to contribute, but more than that, they actually love to share what they know, yeah,

And they see the kind heartedness right there. You're genuine right there. And I think that's the part too. Is deep down, you gotta show up as you. And that's the part that I've learned over the years, is is show up as me. And you know, how can you bring your own unique self? Because I think that's the part that some of us are missing, is when you're trained to hand out your business card or sell this it's never about building relationships. And so that's where I'm always trying to educate others, of like, how you can build a meaningful relationship and see what can come out of it, and how you can actually grow together and immediate strategy between each other, or learning more about an industry or someone that you are trying to work with. It's all about finding those power partners to really help you grow the business for growing your career deep down,

I think so. So what would you say, Dawn, I mean, you're the unique connector. What would you say for those that are either starting out, you know, maybe they've transitioned out of corporate I know that's something that you know really well. So maybe they've transitioned at a corporate and definitely networking in the corporate world is totally different than networking in it as an entrepreneur, and we'll kind of touch on that too. But for those that are starting out, or maybe they're refining their the network, you know, maybe they're not in the same situation as they were when they first started networking, and now they're like, You know what? That didn't really work for me. So well, I'm going to kind of redefine it a little bit. So what would be some, like, foundational advice would you give them for creating those purposeful, impactful connections from the beginning, so that way they actually kind of get a good head start, right? You know, getting the foundational stuff so they don't have to do like you and I, and kind of learn along the way and make a bunch of mistakes. Yeah?

Well, I think it's even just taking the time to recognize what makes me most most comfortable and what makes me most uncomfortable. You know, so if you realize virtual meetings, one on one is where I shine, then do more of those. Or is it me going to an event once a month and meeting new people? Then find those circles that you think are intriguing to you or that you want to learn more about, or that is maybe I always say even too Is there a way to give back that is a great opportunity to learn and meet different people that you wouldn't typically get to meet at a networking event sometimes, and also, if you're learning for like opportunities, how to get better at hearing no for your services, fundraise for a nonprofit. That's one that's a really great way to learn how to hear no, but I honestly think it's taking time to really reflect and see where am I in the zone and where I can be most supportive with people. Because I think everybody typically thinks I have to go out. I have to be networking and be in these spaces where sometimes it's, have you reached out and sent a nice comment to somebody, or checked in on them and then have a coffee meeting with them and virtually, if that's where you feel most comfortable, then do that, or if it is, you know, having your own event and reconnecting with people. I mean, I remember one of my first events being out on my own, was a ladies night, and I was so fostered by it bringing all the different circles together. And multiple people keep asking me, What are you going to do that again? And I'm like, Whoa. I was so flustered that day, but sometimes, too, you got to try things that foster yourself, because you don't always realize the impact that it can make. And other people you don't always hear about it or no. So those are kind of just some things that, I think is just sometimes leverage who you already know and find things that maybe are something different that you never had the opportunity to network in before. Is it a rock climbing club? Is it a yoga class? Is it some things that really intrigue you, and you maybe didn't have that opportunity when you were in corporate, because it wasn't the typical place that you network for that business.

I think that makes sense a lot of times when I go to a, you know, a smaller networking thing where there's going to be saying, you know, less than 40 people. So I'm always looking to see who are the three to five to seven, like, you know, just who the people are. And once I actually touch base with them, I look at like, kind of what they do, and see, is there some similarities? Like, do we serve the same, you know, audience? Is there some overlap? And if there is, I always love to invite them and say, You know what, let's honor our time. And why don't we just get on Zoom, and we'll all get on there at the same time. And this way you only have to kind of share about you and what you do and what you're passionate about one time, and they all hear it, and everybody kind of takes turns, and then we kind of ask each other's questions and say, so Oh, Don I love that you said that you do that. Tell me more about that. And by the time you get off the phone or off. Zoom, literally, you had a conversation with like, five or seven people. And I always the way when I do it, I always have everybody like, what are you the most passionate about? Not really, I don't do elevator pitches. It's like, okay, no, tell me what you're passionate about. You know, what do you love? What's the last exciting thing you did? Is there a project that you're that you're working on, that you're really excited about. And then at the end, I always, for me, I always do this thing called give, get. And I always say, like, what is something that you can give and what is something you'd like to get? And I always tell them up front that I'm going to ask that. So like, for me might be, you know, what I can give is, I can give you the opportunity to come on my podcast. I can give you the opportunity to whatever it is, right, whenever my game could be. And then when they say, Oh, well, what's your get? Could be, oh, I would love to be, you know, introduced to other people who have podcasts, right? Other goes, like, it's not like you said, Oh, I would like you to introduce me to your clients, like you don't know them well enough. Like, I feel like when people do an introduction, you know, there's ways for them to do an introduction that's not actually closing the deal for you. They're just doing the introduction. They're just the opening the door for you. And then you have to build the relationship even more. I think that when somebody is going to introduce you to their clients, like, literally, that is the highest form of trust there is, is to introduce you to their clients, and you're not going to get there in the first day, like, and you shouldn't even think that, right, you know. So I feel like, what are the steps to where you can serve, not sell instead, right? You know. But I love it when I get, when you get three or five or seven women together, and, you know, maybe COVID too, but when you get them together, like, really, honestly, and people are talking about, I mean, I have literally gone and had them and closed business because of a conversation talking about shoes, yeah? Like, people resonate. They get to know you, and then you, like, continue the conversation, and then you have a one on one conversation, and then you start building that relationship. And I have been able to track back people who have hired me that came from, oh my gosh, those shoes are so cute in the bathroom. Like, you know,

Yeah, well, and I think that's the part too, is just bringing people together, because you never know what opportunity you're creating and what resources that you're realizing. Like, oh, I didn't realize that was a challenge that people are going through right now. It's kind of a way to keep on tabs of what's going on in the landscape. And so I'm similar to you too, where I love bringing people together, because being the connector of people, I think is a true way to give to other people and see what relationships or new job opportunities. I feel like that's been something that's been happening so naturally, is when you hear certain things from people, we're going to look for this certain person. I already have the person for you. Here you go, and they've been hired. That happens often, and I guess that's the part too, is getting to know people and to learn more about their passions and what their purpose is, is more impactful, because it's not just about what you sell. Because you don't know where you'll be the next day, or the you know what business you might be working for or selling the next day. It's about you as a person.

I think so too. Let's step back into the events for a little bit, you know. And really, an event could be a big event. It could be a smaller event, you know, really an event is when you get more than 10 people, like they're going to be in the room, whatever. So what would you say are some key indicators, right? Some key indicators. Is that that event will foster some genuine connections, right? And what are some indicators that business owners can can look at to prioritize those type of events over other type of events, right? You know? So I think it is really important to be able to prioritize which ones are the best ones for you. And there's always some indicators there. So this is what you do. So what are some key indicators that you think really tell us a lot of what people need to know?

Yeah, well, it really depends on, you know, who you're really trying to get in front of, and sometimes it's getting in front of the people that actually may work with similar clients as you. So some people automatically think, oh, they kind of maybe could be a competitor. In a way, a competitor could be your best asset and best resource for things. It's a great way to learn. Maybe they're getting different things, but also, too, they can be the best referral partner for you. So I think having those events, or finding those events where you actually get time to connect and get to talk quick, and have that time where it's not just a house of other outside, you know, kind of thing, where it's so rushed that you don't even get a moment to talk. And then two, I think, you know, finding those ones, or those people that are connectors, like ourselves, where sometimes I'm called the Black Ninja, and I don't even realize it, where I can see in the room, like this person needs to meet this person, and I will, like, bring them over, and somehow I'm able to black ninja away from them and start the conversation. And I think

That's about where you became the Midas touch. Is that how you got that Midas Touch name?

I've been told often that all the little random things like turn to gold with businesses. It's true. I've seen it. Or just even some of the people, the connections I've made, they've made business, or they've got a new career. They found the person that they needed to meet. And so finding those people too that can help you that like person to ignite the conversation and kick it off for them, because you know so much about them, and then let them take it away from there. It's almost kind of like the matchmaker I feel like at times. But I think one thing that some people don't always do is take time to reflect after events. Really understand was that worth my time? Was that worth my energy? What did I get from that? What did I learn who? Who did I get to meet that I probably would have never been able to meet before, but almost kind of rate it, and then also rate even beforehand, like, how was my energy? What did I need to hype myself up into the room? How did I show up as my best self? Oh, I was a little off today. Why was I off today? You know, and recognize some of those things sometimes, too, where, if you're off, you can say, No, you don't always have to go to all the things. So I think that too is when your energy is off. Listen to that sometimes, because you don't want to show up in the room wrong and ruin a relationship that you could possibly gain. And so that's one thing that I always kind of let, let people know, is to really think strategically about where they're spending their time, their money, their energy, or their team. Because that too is if their team is not set up for success to be in those rooms, then don't set them up for that. So that's the one thing that I always kind of love to reflect on people. It's not always the big events or the certain circles. It's about the whole process in it too.

I think that makes a lot of sense. And you know, your clients praise your listening skills, right? They praise your listening skills, right? And how do you encourage your clients to move away from transactional networking focus on building connections that are going to support their long term goals and collaboration? And how would you say empathy and active listening skills, right? Really impact those relationships, and what role do those qualities play in successful networking? You know, I know that you've done it in the corporate world. You've done it in the entrepreneurial world. You have people that hire you for this. I'm really empathy, active listening, really knowing when you should do what, when I think is really important. So can you share a little bit with us about that? Because that's kind of your secret sauce.

Yeah, see a lot of people cry to me thinking, oh my gosh, I gotta fill my pipeline, and you're gonna help me fill it right away. And it's sometimes to taking a step back to understand, what are you selling? What are you trying to move the needle in? What are you trying to be that resource for people? What problem are you trying to solve? And so I'm always trying to help reset their mind, even or mindset about things of, how can you go into this and learn from this and see what opportunities that. That you overlooked for so long that too you can't help everybody. And I think you know, even for myself, I have to remind myself that sometimes too is when you say yes to all these other opportunities, you're missing out on the prime opportunity that you really want. And so trying to help people narrow down the focus and narrow down to who their ideal person is, or the ideal space that they should be in, and that will help fill the pipeline with those great people. So instead of 100 people, you can focus on those 10 ideal people that you're really trying to get or you're trying to meet. So that's where I'm always really trying to help them reframe it, because I think our society has made us think, go, go, go, go. And if you don't have all these things, or all these business cards, then you're not going to be successful. Or, you know, you're never going to succeed. If you're not at all these places, you might be missing out.

Yeah, well, I take a moment to really take a deep breath and call myself to be me, because I was always not doing that in the past. And looking around the room, I tell clients sometimes, if you're really nervous to walk into that big room full of all those people, or all the clumps. I mean, everybody can relate to that, all the clumps. And you're like, what clump Do I go to look for someone that's maybe by themselves. If you're nervous to walk into that room, I try and tell them what's going to help you get more comfortable to be in that room. So I will say, go find that person that's standing alone. They probably just need someone to meet. Be that person you can be that one person that they can and make a meaningful conversation with and then that's the one part that I'm kind of the one of, bring people along. Bring people along with you. So if you notice they're flustered, bring them along, because you're going to make quite the memorable moment for them too. It's like, wow, someone found me and brought me to meet other people. And you know, it depends on what you're really trying to do in the room, but that's one of the typical things that I try and tell some people when they're really flustered to go. I've worked with some different introverts, you know, and I've had to try and figure out what's the best way for them to walk into that room, to be them. But then there's, of course, do your research sometimes before an event, some events do give you a whole guest list. If they give you the guest list, research a little bit who are the people that you would love to meet in the room. Come up with even three names that you would really love to meet. So when you do talk to somebody, you're like, you know what? I'm really trying to meet Joe Smith here today. Do you happen to know who he is? And they can be that person to help lead you to that person you know, and I think too, having more of your reasonings behind why you want to need them, besides, oh, I want them as a client. No, like, why do you want to need them? Is it something cool about their business that they're doing? Are they giving back these days? Do they do something acquisition? Like, what is the purpose too behind it. So that's where I'm always like, do your research. Figure out who's going to be in the room, but also to align to what's working for you as a person too. Because I feel like we're all going into the room for a different reason, but you can kind of find the typical people that are there just to hand you your business card or to be salesy. So you can avoid them too, you know, walk away, or go to the bathroom quick, or grab food too, if you see that.

I think that makes a lot of sense. So we've talked a little bit earlier. We kind of mentioned it sprinkled through our conversation about power parts, right? You know? And I really think that is so important, what I'm really looking for. So what is your definition of a power partner, and what do you see the value of that, of of working more on letting that be your goal, versus just trying to find clients?

And that's where, you know, I've had this conversation with many people, and even someone very close, where she really tries to instill power partners. There's a difference between a power partner and a referral partner. You know, referral partner is going to be that person that refers business to you. Power partner is the one that is working with, probably similar client to you. They're also touching that person. They're seeing what's in the landscape. They're understanding their challenges, what things are looking for. And so it's a great way to kind of learn from each other, support each other, understand too, of like, Oh, are you trying to create this offer or package? How you know? What would you think about this? And what do you think this ideal person that we're both working with what they would like to see in it? So it's an opportunity to work together and not against each other. And I think for some reason there's always this competition feeling sometimes, some people have out there, but it's an opportunity to learn from each other so you can best support and if referrals come out of it cool, but that's not what the neat purpose is. And so that's why I'm always trying to educate other people about par partners and who's really touching those ideal clients you want to work with, and how can you learn from them and gain knowledge?

I also find that for me when I'm looking for power partners, you know, sometimes I'm looking for ones for different reasons, and like, one of the things that has really worked for me is you're right. When people overlap with you, that is, like, a beautiful thing, right? You know? Because, I mean, I'm in marketing, and it's a huge umbrella, right, yeah, but I always like to look at, well, who do I ideal clients work with before me, and who do I ideal clients work with after me? Because those are really good ones too. But one of the other things I like is, I love it for market research, because maybe whatever you do, the people you're working with are startups, yeah, startups, and that's what you're doing, and you're like, you know what I'm actually thinking about, you know, going into a new market, and you want to kind of test the waters and see if that's what you want to do. Well, find a power partner of somebody who does that, right? Yes, even though you may do the same thing, but you're not doing it with the same people, right? You know. So it's a great way to get in front of a new market is to literally become a power partner to somebody who's already catering to that audience, right? And I think for me, sometimes that's what I'm looking for, right? You know, sometimes I am looking for people who are touching my clients before we and sometimes after I help them, they're like, oh, I want a website, or now I need this, or now I need that, and you've just built this relationship with them. And how great is it when you can say, Oh, well, while I don't do that. I do work with people that do and I can, like, really introduce you to, like, the perfect person, right? You know, and it's really a great way to be able to really serve them, but also serve that empower partner who then, through reciprocity, is going to say, well, who are the people that I work with before me and build a relationship with them. So it's very it's actually, in my opinion, one of the easiest ones to really be able to do. So I think YALI thinking about, what do you want in a power partner? And being really clear, because you're right, being a power partner and being a referral partner is not the same thing. Now, power partners can become referral partners, right? You know, so they can, but I feel like somebody could be a power partner for you and never be a referral partner for whatever reason. I mean,

Yeah, and I always think of it to like the typical upstream downstream from the person those power partners who else is touching them in the difference different stage, where, too, it gives you a new perspective that maybe you've been overlooking or not thinking about when it comes to a client or you haven't seen yet, because that is maybe they're further downstream with that person that you're ahead work with. So it's a great way, I think, to just get new perspectives and to think outside the box sometimes too.

Actually, one of the things that you talk about that I find very interesting, and a lot of times in networking people don't think about it, is really about the value of authentic branding, right? You know? So one of the things that I know that you talk about is how professionals can align and boost their personal and employer brands in a way that strengthens their network and their business reputation. So I think a lot of times, people may don't think about brand and branding when they're thinking about networking, and really, I think they have a lot to do with each other. So can you talk a little bit about that? Because I think that is just a powerful topic. Yeah.

Well, so I. Was in wealth management and banking. We had a lot of red tape, let's just say, and so I let's just use LinkedIn as an example. I had to build my own personal brand, but it had to be in alignment with what I was doing. And so that was a space where I really grew my network, also from being me in an authentic way, but then also still in alignment to what I was selling and what I was doing and with all the red tape. And so I think that's the part where a lot of businesses, at times, are missing the boat of embracing their employees to have their own brand, but make sure it's in alignment with the employee or brand too. And kind of like I said earlier, is, you know, if you're not teaching them how to show up in their room, like, how are they showing up even for themselves? Sometimes, you know, it could be in total off alignment and not on brand at all. And so that's the one thing that I kind of really try to remind businesses is because it could really affect your brand more than you realize, if you don't set them up for success and be out there branding for you the right way. And so that's where I just am always thinking strategically, because you could be losing a lot of money if you're not on brand, and they aren't.

I don't think people really think about that, but that is really, really important, because it really is the first time somebody's going to see you. Are you on brand, right? You know? And they're thinking, if you know, if you're in the thing where you're thinking, Oh, how can I, you know, tell a story and be have a mass fee for my business card or talk about business but you're not on brand. You're actually telling them a lot without you realizing that you are actually, you know, telling them really a lot. So when people are out there and, you know, they want to show up as their brand, and they're trying to find these power partners, because they want to leverage them for business growth, right? Yeah, what do you think are some of the things they can do that would ensure that those partnerships do align with their goals, so that they are showing up as their brand and it's not giving out a message that might not be the message they actually want to be putting out.

Yeah, I think it's really important to kind of shadow, and this is the part to even with. You know how you said it earlier about the buddy system, there is a point to have a buddy system to make sure we're on brand, to make sure we're using the same terminology, the same techniques, to maybe also to learn from each other. Of like, Oh, that was a great way you approached it. Or, you know, oh, you helped me introduce to this person. I didn't realize you were connected to them. And so it's a great way to kind of shadow each other and learn from each other, and, like, enhance the techniques of what you're doing. And so that's the one thing of where I always like to say the buddy system, use it lightly, like, I don't want you to just use it as a clutch person that walks you around the events with you. Like, how can you learn from each other while you're doing this and make sure that we're really creating a good partnership and that you're in alignment with the business that we're trying to run? Because I think throwing them into the dark could really be detrimental to a lot of businesses, you know. And I think that's the part too, where mentoring people is really important. So, yeah,

Yeah, I really do. I love when I get to go someplace with a power partner. And one of the things I always like to say to them before we even walk in the room is like, you know, what are your goals for this? I want to know what are their goals like, Do you have a project you're working on? Like, maybe they have a launch, or a books coming out, or something like that. And I want to know what their goal is so that when I'm having conversations like, it's a lot easier to say, oh my gosh, that's amazing. Do you know that Don right here, that she actually has a book about that? Yeah, whatever. Like, Man, you guys need to have a conversation that is so easy to do. And so I always really like to know what kind of are your goals of why you're here. And sometimes it's a question I'll ask as I meet people too, and literally, they could have just told it to me five minutes ago and I met somebody said, Oh, and they're like, oh, yeah, she she belongs to the same thing as I told man, have you ever had a conversation with her about that because, you know, because they told me something that maybe they hadn't told them or whatever. So I always want to be like, rather than being armed with business cards, I want to be armed with information that I can share about other people. So I think that is kind of really important. So that's the power in partners, right? You know, really, yeah, and

I was gonna say that's another part too, is we're not always the best at like, tooting our horns or celebrating our successes or talking about ourselves. And so that too, if you can find a great partner that will help you shine brighter or just be kind of almost that cheerleader that's. To celebrate you too in a way that will help bring into the conversation, because that's the one part I think sometimes that some of us do too is like, it's hard for some people to show up as their authentic self and not come across too big headed about themselves or too self centered. It's like, how do you find that right balance? And sometimes it is having a partner to help hype you up in a way, creatively and smartly too, not where it's like going to be. So, you know, salesy feeling, but you know, it's all about deep down to building your reputation. So Right?

It is. It's, I mean, I think that when you could do, when it's done, right, it is very, very effective. So I love it. So I like looking at trends. I'm in marketing, so I love looking at trends. So looking at the trends in relationship building, right? You know, I think more and more as AI is, as people are, as embracing AI. I think we really love that human connection, though, right? You know, I think it's just so important for us to remember that, you know, we're not B to B, we're not, you know, B to C, we're P to P, we're in the people to people business. And I think it's really important to remember that. So looking at the trends in relationship building, what do you see? I mean, you're this expert. This is, you know, your area, your brilliance. What do you foresee as the future of strategic networking, and how can businesses stay ahead of the curve to foster continued growth?

You know, AI is a powerful tool. It's great when used in the right way. And it's unfortunate, because I think it's just the next layer of not having relationships. And, you know, technology is a great thing to keep us going ahead and moving forward. But, yeah, deep down, relationships are so important. We need human to human. And so I just see more and more of businesses almost kind of taking a little bit of a breakthrough to realize, like, how can we actually strengthen the bond of our team, or strengthen the bond of the connections that we have. You know, this world keeps evolving, and they even say right now, the speed that we're moving at, we're going to get things done in 10 years that would have took us over 100 years. It's crazy to think and deep down, relationships are going to get lost, and so I just hope that we can be the igniter of bringing people back and being that glue to help strengthen the relationships, because that's the most important part. That's what's going to keep us moving ahead. That's what's our biggest cheerleaders, our moments to celebrate, our moments of pause. We're all human, and we need that moment of just having someone there to connect with. I mean, COVID was a perfect example of us being, you know, in our zones by ourselves. And how many people still are having mental issues or problems or, you know, anxiety of things. And it just makes me sad, and I just hope that doesn't keep trending that way with how technology is. And so

We're all realizing that we love it like I think we didn't even realize it until we were all, you know, hunkered down right now. And now we realize how important that human connection is, how important that conversation is. And while I love technology, and I use AI in my business every day, yes, still, I do business with humans, I don't do business with machines, right, you know. So it's great to let it do the things for you, so that you can show up and do the things that you need to do as a human. So I really love that. And so, you know, Dawn, you've shared a lot of great stuff. I mean, this has been some really great stuff. Thank you so much for Thank you. You know, sharing your brilliance and coming on the show and sharing it. But I always like to ask my guests, like, if you had to narrow all that down to what would be your number one marketing, media and money strategy?

Yeah, I would say really prioritize those genuine connections over the sheer numbers. It's focus on the quality and not the quantity, and really build a network that can support you and your goals in your future. And connection is the most important thing that will help you grow. I think,

I think so too, which kind of leads us right into the gift that you have for my audience. So like, like a great guest, you didn't come empty handed. You have something for my audience, so why don't you tell them a little bit about it? So if you're listening or watching, just look below. You will see the button where you'll be able to get it, but tell a little bit about it.

Yeah, so my little freebie is reminders about why networking so important, and to kind of help you reframe it. So I have a word for each letter in networking to really help you realize, like how important it is about nurturing relationships. Relationships, and it's about giving. But then I also have in there some some tips, or some guides for you of how to prep for an event beforehand, while you're in an event afterwards. I mean, some of it's kind of general things, but it's also to help remind you how to get in that headspace, or to remind you why you going. And then I also have some conversation starters. I always like to kind of give people, to help them think a little bit differently. Create your own, you know. And like I said earlier, the laminated sheet, it is kind of old school, because that's was years ago when we did it still works. Still works so and, like Patty said, put it in your in your phone, have notes, but just read it out loud and prep yourself. And then, yeah, I also always try and include, you know, ways of how you can connect with me. I speak often, but I'm always, I don't know. I'm always all about connecting with people and seeing how I can bring back the most, biggest impact and help people learn from the mistakes that I've made over the years. And, yeah, life's too short, so I appreciate you, Patty for bringing me on.

Thank you so much, and you actually have a podcast of your own. What's the name of your podcast?

Determined to succeed?

I love that, and we will actually have the link to that too, because I'm going to tell you, it's a phenomenal podcast, and you're going to want to go check it out. So I have to tell you, I really appreciate so how can people get a hold of you? So I know they're going to want to get ahold of you. What's your you know, what is your website? So they can, you know, connect with you. And, yeah, what social media platform Do you spend the most amount of time on? Yeah,

I spend most of my time on LinkedIn. I also host LinkedIn local events, so feel free to hop on those sometimes they're in person and virtual. But I also have my website so unique, connector.com but yeah, I'm all about connecting people and being that glue. So yeah,

I know that you were a unique connection for me and how we met, and I love it, but I feel so blessed to have you in my life and business. So thank you so much for being here with me, Don

Thank you. Appreciate you and to my audience.

Thank you so much for being here again with me this week. I appreciate you showing up, and I love sharing my with my audience. I love sharing the guests that I have, and in the spirit of networking, if there is somebody that you would like dawn or I to introduce you to, please make sure that you reach out and let us know, because we would love to do the introduction if we could. And if you enjoyed today's episode, and I am sure that you did, please like subscribe and review the podcast on your favorite listening platform. And if you haven't already checked out our magazine our sister, please do that as well and go to m3digitalmag.com, and until next week, I hope you have a phenomenal week. I hope you get out there and you're networking. I hope you shifted your perspective a little bit. Would love to hear how that's going to show up in your business. We would love to know so thank you so much. We'll see you next.