1 00:00:00,000 --> 00:00:04,980 Janice Porter: Karen, welcome to this week's episode of 2 00:00:05,040 --> 00:00:09,780 relationships rule. Today I'm excited to welcome Karen Gunther 3 00:00:09,780 --> 00:00:13,320 to the show. Karen has over 25 years of experience as a 4 00:00:13,320 --> 00:00:16,020 professional business development manager, and is the 5 00:00:16,020 --> 00:00:19,260 founder of stay visible marketing with a strong 6 00:00:19,260 --> 00:00:22,760 background in sales, Karen specializes in helping B to B 7 00:00:23,000 --> 00:00:26,180 business businesses connect with prospects and clients through 8 00:00:26,180 --> 00:00:30,140 email marketing LinkedIn and enhancing their overall digital 9 00:00:30,200 --> 00:00:33,800 presence. She's passionate about networking and relationship 10 00:00:33,800 --> 00:00:38,000 building, offering expertise in crm management to support 11 00:00:38,000 --> 00:00:41,200 consistent and meaningful connections throughout the sales 12 00:00:41,200 --> 00:00:44,260 process. Karen is here to share her insights on creating 13 00:00:44,260 --> 00:00:48,160 authentic business relationships that drive success. Welcome. 14 00:00:48,160 --> 00:00:50,920 Welcome to the show. Karen, super excited to be here. 15 00:00:50,920 --> 00:00:53,800 Janice, thank you. You're my pleasure. We've been talking 16 00:00:53,800 --> 00:00:57,940 about this for a while and and I guess I want to start by saying 17 00:00:57,940 --> 00:01:02,040 I love that you you see the power and value of LinkedIn to 18 00:01:02,040 --> 00:01:05,400 help people with their businesses, because you know 19 00:01:05,400 --> 00:01:12,000 that that's where I live and and yet, a lot of people who who use 20 00:01:12,000 --> 00:01:15,720 LinkedIn don't see the relationship side of it. They 21 00:01:15,720 --> 00:01:19,920 see content, content, content, and that's about it. So can we 22 00:01:19,920 --> 00:01:23,600 start there? Can we just, can you give me your take on how you 23 00:01:23,600 --> 00:01:27,680 use it with your clients, or what you you know, what you 24 00:01:27,740 --> 00:01:34,460 teach or what you share with people? Yeah, my, 25 00:01:35,420 --> 00:01:38,360 Karen Gunther: my company's name is stay visible marketing, and 26 00:01:38,360 --> 00:01:41,020 there's a reason for that, because I believe it's about 27 00:01:41,020 --> 00:01:45,700 visibility. And whether you're at a networking event, in 28 00:01:45,700 --> 00:01:50,020 person, virtually on LinkedIn, your website, how often you're 29 00:01:50,020 --> 00:01:52,600 reaching out to people with email marketing or general 30 00:01:52,600 --> 00:01:55,960 emails, it's all about visibility. And with so much 31 00:01:55,960 --> 00:02:03,300 noise in the marketplace, it is so important to have that 32 00:02:04,260 --> 00:02:08,400 ability to reach through that noise, is the way I look at it. 33 00:02:08,640 --> 00:02:14,040 So when it comes to LinkedIn, specifically, as a rule, it's 34 00:02:14,040 --> 00:02:17,640 important to understand the algorithm. Now, I don't know 35 00:02:17,640 --> 00:02:20,480 what the algorithm is, only LinkedIn knows what the 36 00:02:20,480 --> 00:02:22,760 Janice Porter: outcome changes all the time, right, right? And 37 00:02:22,760 --> 00:02:23,180 it's being 38 00:02:23,180 --> 00:02:24,620 Karen Gunther: changed all the time. In fact, I learned 39 00:02:24,620 --> 00:02:28,040 something today that changed since I last looked at it to 40 00:02:28,100 --> 00:02:30,860 this specific action two weeks ago, which is really 41 00:02:30,860 --> 00:02:33,980 interesting. So it seems like once a month there's something 42 00:02:33,980 --> 00:02:37,640 else that's changing when you go to look for a people within a 43 00:02:37,640 --> 00:02:41,560 company specifically. And this is being broadcast in November 44 00:02:41,560 --> 00:02:45,340 of 24 so we have this timestamp for it. When you go look for a 45 00:02:45,340 --> 00:02:47,920 company and you go look for the people in the company, you used 46 00:02:47,920 --> 00:02:51,940 to be able to do multiple search terms to narrow down the person 47 00:02:51,940 --> 00:02:56,380 you were looking for. Now they only give you one in the keyword 48 00:02:56,380 --> 00:03:00,340 part, yes, yes. Just learned that this morning when I was 49 00:03:00,340 --> 00:03:03,300 working with somebody. So it's just they're constantly changing 50 00:03:03,300 --> 00:03:05,820 things. So when it comes to the algorithm, and I was training a 51 00:03:05,820 --> 00:03:11,340 person this morning about this saying, LinkedIn was purchased 52 00:03:11,340 --> 00:03:16,020 by Microsoft in 2016 and they have done a phenomenal job of 53 00:03:16,020 --> 00:03:19,860 monetizing it. So the important thing is, is that, how can you 54 00:03:19,860 --> 00:03:27,260 use the the algorithm that LinkedIn uses for monetization 55 00:03:27,260 --> 00:03:30,980 for their own business, to help you with your business. That's 56 00:03:30,980 --> 00:03:34,460 how I look at it. So it comes down to visibility. So how do 57 00:03:34,460 --> 00:03:38,300 you use that visibility? Well, they look at interactions. So 58 00:03:38,300 --> 00:03:42,100 when you are posting, you want to make sure that there's a hook 59 00:03:42,100 --> 00:03:44,680 in there so that people will respond, and then that creates 60 00:03:44,680 --> 00:03:47,620 an opportunity for you to talk to people. If you're going to 61 00:03:48,040 --> 00:03:51,700 like something, you not don't want to just like it. You want 62 00:03:51,700 --> 00:03:54,340 to also comment on it, because if you comment on it, that has 63 00:03:54,340 --> 00:03:57,820 more credibility when it comes to the more hooks for the 64 00:03:57,820 --> 00:04:00,900 algorithm. If you're going to repost something, repost 65 00:04:00,900 --> 00:04:04,080 something with a comment, because that helps you and the 66 00:04:04,080 --> 00:04:07,680 person that posted the original post. And when they go to their 67 00:04:07,680 --> 00:04:10,860 notifications, they will see that you did that. So the more 68 00:04:10,860 --> 00:04:14,460 often you're popping up, the more visible you are, the more 69 00:04:14,460 --> 00:04:17,760 opportunity they have to be reminded that you exist. There 70 00:04:17,760 --> 00:04:20,840 are so many ways to connect with people. There are so many 71 00:04:21,560 --> 00:04:25,520 connections that we've all made over our careers, it's almost 72 00:04:25,520 --> 00:04:30,920 overwhelming. You don't remember you know somebody. So to be able 73 00:04:30,920 --> 00:04:34,460 to make sure that when you are, you know, calling on a 74 00:04:34,460 --> 00:04:37,520 particular prospect or trying to get deeper into particular 75 00:04:37,520 --> 00:04:40,660 client, you want to make sure that wherever they are that 76 00:04:40,660 --> 00:04:44,860 you're popping up and that visibility can be done through 77 00:04:44,860 --> 00:04:48,940 LinkedIn if you do it carefully and you do it authentically. 78 00:04:49,780 --> 00:04:50,080 That's 79 00:04:50,080 --> 00:04:54,040 Janice Porter: so true. I know that's a big piece of teaching 80 00:04:54,040 --> 00:04:57,280 people how to use LinkedIn effectively in the work that I 81 00:04:57,280 --> 00:05:05,220 do, too. So I. You give me an example of a company that you 82 00:05:05,220 --> 00:05:08,820 might be working with. Did you work with sales teams in or do 83 00:05:08,820 --> 00:05:11,700 you work with you? I know that you do work with different 84 00:05:11,700 --> 00:05:15,900 kinds, different kinds of clients. You have a heart, and 85 00:05:15,900 --> 00:05:20,220 so you help people at university and you you do some work with 86 00:05:20,400 --> 00:05:23,360 students or grad students and things like that. But you also 87 00:05:23,360 --> 00:05:26,780 work with individual, small business owners and bigger 88 00:05:26,780 --> 00:05:28,160 teams. Is that correct? 89 00:05:28,340 --> 00:05:30,800 Karen Gunther: All of the above? Okay, absolutely. I work with 90 00:05:30,800 --> 00:05:34,460 companies that are, you know, up to 100 million, down to, you 91 00:05:34,460 --> 00:05:39,200 know, nonprofits. So I literally just brought on a new client in 92 00:05:39,200 --> 00:05:41,980 the last 24 hours. That's a nonprofit that needs help with 93 00:05:42,040 --> 00:05:45,160 getting certain marketing out and helping help with their 94 00:05:45,160 --> 00:05:49,840 website to get it updated, little things like that. I work 95 00:05:49,840 --> 00:05:53,980 with primarily business to business companies, because I 96 00:05:53,980 --> 00:05:57,820 find that the logic associated with business works a little 97 00:05:57,820 --> 00:06:00,780 easier for me. I can understand that more than going business to 98 00:06:00,780 --> 00:06:05,940 consumer. Consumers have a lot more variability, so I prefer 99 00:06:05,940 --> 00:06:08,760 the business to business landscape. But more importantly, 100 00:06:08,760 --> 00:06:13,860 I work individually with the sales people, as well as with 101 00:06:13,860 --> 00:06:17,040 the sales team. I recently served with a new client where 102 00:06:17,040 --> 00:06:21,860 they want me to help them review their website and making sure 103 00:06:21,860 --> 00:06:25,760 their branding and their their messaging is correct with what 104 00:06:25,760 --> 00:06:29,540 they're saying the workplace right now. They also want me to 105 00:06:29,540 --> 00:06:34,520 work with their individual sales reps, because we were going to 106 00:06:34,520 --> 00:06:39,200 be starting a LinkedIn posting, you know, campaigns for them. 107 00:06:39,500 --> 00:06:42,820 And I want to train their sales reps, not only to have a good 108 00:06:42,820 --> 00:06:45,460 LinkedIn, strong LinkedIn profile, so that when they're 109 00:06:45,460 --> 00:06:47,860 going after their prospects and clients, they look very 110 00:06:47,860 --> 00:06:51,760 professional, but also to train them how to use technology, 111 00:06:51,760 --> 00:06:57,100 tools, chat, GPT, the scheduling task, the scheduling piece on 112 00:06:57,100 --> 00:07:02,820 LinkedIn and others, to amplify the company's message. So when 113 00:07:02,820 --> 00:07:05,700 we do the posting for the company, the sales reps are 114 00:07:05,700 --> 00:07:09,000 authentically posting and reposting and amplifying that 115 00:07:09,000 --> 00:07:12,840 message. And so I'm literally working with a brand new sales 116 00:07:12,840 --> 00:07:16,980 rep tomorrow that's as an on an individual basis, teaching them 117 00:07:16,980 --> 00:07:20,120 technology tools to make them more savvy and better and to up 118 00:07:20,120 --> 00:07:25,820 level their their their own personal profile and their brand 119 00:07:25,820 --> 00:07:29,840 in the marketplace, but by doing that, rising up the brand of the 120 00:07:29,840 --> 00:07:33,800 company as well. So it's an organic search. It's an organic 121 00:07:33,800 --> 00:07:37,160 lift all the way around. I also started with helping them with 122 00:07:37,160 --> 00:07:40,840 their sales force, and I will probably be putting together 123 00:07:40,840 --> 00:07:43,660 more email templates for them to use in their Salesforce, so that 124 00:07:43,660 --> 00:07:46,540 it makes it easier to use technology for their sales reps 125 00:07:46,540 --> 00:07:49,780 to reach out to their prospects and clients with a message that 126 00:07:49,780 --> 00:07:51,220 makes sense. It 127 00:07:51,220 --> 00:07:53,980 Janice Porter: does and it doesn't okay in the sense that 128 00:07:54,040 --> 00:07:58,180 you're such a tech guru that that, in a way, that's your 129 00:07:58,240 --> 00:08:03,060 secret sauce, or your your zone of genius is making it easier 130 00:08:03,060 --> 00:08:06,840 for people, or seeing where you can help them make it easier by 131 00:08:06,840 --> 00:08:11,880 using some tools, technical tools in in the process those 132 00:08:11,880 --> 00:08:17,280 things, like we were talking offline about about a new app 133 00:08:17,280 --> 00:08:20,760 that was being shown to us, or something I see, I just glazed 134 00:08:20,760 --> 00:08:24,440 over When it happened on a call that we were both on, and you 135 00:08:24,500 --> 00:08:26,960 understood it way more than I did, because I'm just the people 136 00:08:26,960 --> 00:08:30,620 person. I'm not I'm not the tech person, I'm the people person. 137 00:08:30,740 --> 00:08:33,260 And I don't say just, I shouldn't say that, I just mean 138 00:08:33,260 --> 00:08:37,880 that that's my my zone of genius is building relationships with 139 00:08:37,880 --> 00:08:40,360 people, and that's what I like to teach people to do as well. 140 00:08:41,440 --> 00:08:45,100 In the process that you go through with, say, these new 141 00:08:45,100 --> 00:08:50,860 sales people that you work with, I'm just curious. I remember 142 00:08:51,520 --> 00:08:54,100 back, I'll give you a little back story. And back in the day 143 00:08:54,100 --> 00:08:58,420 when I was doing corporate training, and I would be the 144 00:08:58,420 --> 00:09:01,080 trainers, were always the last people to go out to the customer 145 00:09:01,080 --> 00:09:04,260 site. They put in, I worked for the telephone company, or I 146 00:09:04,260 --> 00:09:08,520 contracted to them, and somebody would sell them, the sale the 147 00:09:08,580 --> 00:09:12,420 phone system, somebody else would design it and implement it 148 00:09:12,420 --> 00:09:15,360 so that, you know, it rang three times here before it went to 149 00:09:15,360 --> 00:09:17,880 this person and all of the different things around it. And 150 00:09:17,880 --> 00:09:20,480 then the installer would go in and install it. And then we came 151 00:09:20,480 --> 00:09:23,420 in and we trained on how to use the system, from the 152 00:09:23,480 --> 00:09:28,280 receptionist to the CEO to the IT people all different versions 153 00:09:28,280 --> 00:09:32,780 of what they had to do. But inevitably, we'd get there and 154 00:09:32,780 --> 00:09:35,060 we'd see how it was set up, where we had the book that 155 00:09:35,060 --> 00:09:38,180 showed and we go, like, why did they do it this way? Right? 156 00:09:38,180 --> 00:09:41,500 Because nobody asked a trainer or asked the right people to get 157 00:09:41,500 --> 00:09:45,280 those answers. So when you get these new sales people, do you 158 00:09:45,280 --> 00:09:49,720 ever wonder what this guy's doing selling, or what that 159 00:09:49,840 --> 00:09:54,220 woman's doing in that kind of industry? Does it ever not mesh 160 00:09:54,220 --> 00:09:56,800 for you when you're dealing with them? Because you have to deal 161 00:09:56,800 --> 00:10:01,080 with what you have but I. Does that ever happen? 162 00:10:03,000 --> 00:10:06,180 Karen Gunther: Yeah, it actually does. Wonder what the heck's 163 00:10:06,180 --> 00:10:09,300 going on here. Why did I hire this person? Yeah, I need to do. 164 00:10:09,300 --> 00:10:13,800 How do we salvage this situation? Yes, on a different 165 00:10:14,400 --> 00:10:20,040 tact, I do absolutely agree with that, and I will, I will respond 166 00:10:20,040 --> 00:10:23,660 back to the management, yeah, and provide my concerns. Yeah. 167 00:10:23,660 --> 00:10:27,680 Okay, good, absolutely. 100% and that's part of the I do 168 00:10:27,680 --> 00:10:30,380 individualized sales training. I can do, like group sales 169 00:10:30,380 --> 00:10:32,780 training, webinars, seminars, things of that nature. I have no 170 00:10:32,780 --> 00:10:35,120 problem doing that in person or, you know, virtually. It doesn't 171 00:10:35,120 --> 00:10:38,480 matter. I'm happy to do that. But I find that the greatest 172 00:10:40,340 --> 00:10:44,920 shift can happen when I work one on one with a person, regardless 173 00:10:44,920 --> 00:10:46,960 of who they are in the organization. If I can work with 174 00:10:46,960 --> 00:10:50,020 them one on one, we figure out where their speed bumps are with 175 00:10:50,020 --> 00:10:53,740 the technology, and then we move them past that so that their 176 00:10:53,740 --> 00:10:57,340 lives are easier on a day to day basis. And like I worked with 177 00:10:57,340 --> 00:11:01,800 somebody this morning who had their outlook set up, but they 178 00:11:01,800 --> 00:11:04,680 didn't have it set up so that the images downloaded. So every 179 00:11:04,680 --> 00:11:07,080 time they went into an email, if they wanted to see the images, 180 00:11:07,080 --> 00:11:09,600 they had to click the button to download the images. Is a very 181 00:11:09,600 --> 00:11:15,180 common thing, right? Well, what happens is the as I went 182 00:11:15,180 --> 00:11:17,280 through, I said, Do this, and I walk them through the process 183 00:11:17,280 --> 00:11:21,620 for the settings, and I had him go through and shift that so 184 00:11:21,620 --> 00:11:25,520 that it downloads it completely right? Every single time. He's 185 00:11:25,520 --> 00:11:27,860 like, Oh my gosh, that's going to save me so much time every 186 00:11:27,860 --> 00:11:31,640 day. And it's just little things like that that just make our day 187 00:11:31,640 --> 00:11:35,600 so much better, you know. But I sit there and I wonder, why 188 00:11:35,600 --> 00:11:39,260 isn't somebody going through and helping these people, you know, 189 00:11:39,380 --> 00:11:41,620 work through this process, you know? 190 00:11:41,680 --> 00:11:44,140 Janice Porter: Oh, I know, I totally can identify with that. 191 00:11:44,140 --> 00:11:47,920 Because some things I think, Gosh, I gotta call, I'm an apple 192 00:11:47,920 --> 00:11:50,980 girl. Gotta call apple and just ask them about this. And then I 193 00:11:50,980 --> 00:11:54,400 never get around to it. So I'm still doing the same things the 194 00:11:54,400 --> 00:12:04,560 wrong way, or whatever. So I get that, um, so, uh, questions. Um, 195 00:12:04,560 --> 00:12:08,460 you do email marketing with some of your clients, yes, and um, 196 00:12:08,820 --> 00:12:13,560 email marketing, it's become more challenging, I think, and 197 00:12:13,560 --> 00:12:18,000 more complex. So how do you ensure that your clients emails 198 00:12:18,120 --> 00:12:21,560 land in the inbox and resonate with their audience, because 199 00:12:21,740 --> 00:12:25,580 it's hard these days to even get people to open those emails. 200 00:12:26,060 --> 00:12:28,400 Karen Gunther: Yes, that's two different tasks. One is to get 201 00:12:28,400 --> 00:12:31,580 at landing in the email box, landing in the inbox. That's an 202 00:12:31,580 --> 00:12:34,580 entirely different task that has to do with the person's domain 203 00:12:34,640 --> 00:12:41,440 and their DNS text records. Huh, exactly about six years ago. 204 00:12:41,800 --> 00:12:46,120 About five years ago, the that shift happened where outlook 205 00:12:46,120 --> 00:12:51,340 decided to no longer accept third party email platforms. And 206 00:12:51,340 --> 00:12:53,380 so you're saying that email focus 207 00:12:53,380 --> 00:12:59,140 Janice Porter: on you focus on Outlook. Only, no, oh no. I'm 208 00:12:59,140 --> 00:13:01,440 Karen Gunther: just using that as an example, okay, okay? 209 00:13:01,620 --> 00:13:05,640 Because when you're in a Gmail inbox, you'll see that it has 210 00:13:05,640 --> 00:13:08,820 your main email and it has a social and it has promotional 211 00:13:09,060 --> 00:13:13,380 okay tabs. That's just what most people see. Yeah, Outlook 212 00:13:13,380 --> 00:13:16,500 decided to go to something simpler, similar to that, made 213 00:13:16,500 --> 00:13:19,500 it different, and as a result of that, I had to have a crash 214 00:13:19,500 --> 00:13:25,160 course in it and how the handshakes work between servers 215 00:13:25,160 --> 00:13:29,300 to get emails delivered. And I didn't know anything about that, 216 00:13:29,300 --> 00:13:32,060 but now it's just second nature for me to whenever I set up a 217 00:13:32,060 --> 00:13:35,240 new client, to go in and to manage this process to make sure 218 00:13:35,240 --> 00:13:38,480 their stuff gets delivered. So there's that one piece of it 219 00:13:38,480 --> 00:13:42,160 right there is getting it into the inboxes. For those of you 220 00:13:42,160 --> 00:13:44,500 who are listening to this podcast, it's called the DNS 221 00:13:44,500 --> 00:13:48,580 text record, feel free to contact me. My information will 222 00:13:48,580 --> 00:13:50,860 be in the show notes, and I'll be happy to walk you through 223 00:13:50,860 --> 00:13:53,440 that so you can understand that for yourself. For that, it's too 224 00:13:53,440 --> 00:13:56,080 long to explain for this process, talking about here's 225 00:13:56,080 --> 00:13:59,500 way too techie. It's not even worth it to take the time to 226 00:13:59,500 --> 00:14:02,940 talk about that. Now the second thing is, is that, how do you 227 00:14:03,540 --> 00:14:08,220 get the person to open it? Well, there are times and days that 228 00:14:08,220 --> 00:14:11,820 are better to send so that emails will be seen as part of 229 00:14:11,820 --> 00:14:16,620 the normal business day. Somebody think about how you 230 00:14:16,620 --> 00:14:19,680 yourself approach your email in the morning. So in the morning 231 00:14:19,680 --> 00:14:22,940 you get you either looking at your phone having your cup of 232 00:14:22,940 --> 00:14:25,820 coffee, or you're at your computer and your finger is 233 00:14:25,820 --> 00:14:29,420 hovered over the delete button, or you're swiping delete one of 234 00:14:29,420 --> 00:14:33,020 the two. And so that means everything that comes in in the 235 00:14:33,020 --> 00:14:35,960 morning prior to the normal business day starting is now 236 00:14:35,960 --> 00:14:40,660 subject to being easily deleted. So you want to make sure to send 237 00:14:40,660 --> 00:14:45,700 your emails during the normal business day, so not before 238 00:14:45,700 --> 00:14:48,100 people start their business day, and not right, and not during 239 00:14:48,100 --> 00:14:50,680 lunch, because that's another time where people spend time 240 00:14:50,680 --> 00:14:54,400 deleting. So it's just there's a time frame that you send it now. 241 00:14:54,520 --> 00:14:57,760 So the time that you send the email indicates whether somebody 242 00:14:57,760 --> 00:15:00,840 will actually open it or not. The only other thing. Thing that 243 00:15:00,840 --> 00:15:03,600 is contingent on whether somebody will open the email or 244 00:15:03,600 --> 00:15:06,840 not, is the subject line, Oh, there's one other thing and that 245 00:15:06,840 --> 00:15:10,080 they actually know you. So if you receive an email from 246 00:15:10,080 --> 00:15:13,380 somebody you don't know, then you look at the subject, subject 247 00:15:13,380 --> 00:15:16,800 line to see, gosh, do I Is there something beneficial for me in 248 00:15:16,800 --> 00:15:21,200 this email? That's That's it, that that's all there is. So you 249 00:15:21,200 --> 00:15:24,800 always want to make sure it comes from a person's name or a 250 00:15:24,800 --> 00:15:28,580 well known company, you know, if it's a well known brand. So if 251 00:15:28,580 --> 00:15:30,980 you're a smaller company, you want to make sure it comes from 252 00:15:30,980 --> 00:15:34,340 your name as the business owner or the salesperson. And then you 253 00:15:34,340 --> 00:15:37,160 want to make sure that this the subject line. So that's just 254 00:15:37,160 --> 00:15:40,600 for, like, third party emails, even for sending emails during 255 00:15:40,600 --> 00:15:43,240 the day, just as a normal course of business, to reach out to 256 00:15:43,240 --> 00:15:46,660 people, to prospect, you want to make sure that your subject line 257 00:15:46,720 --> 00:15:50,800 is not very long, and that it has you know, relevant 258 00:15:50,800 --> 00:15:54,040 information, so that somebody will open it, and then once 259 00:15:54,040 --> 00:15:57,520 people open it, that's where we get to the does this resonate? 260 00:15:58,360 --> 00:16:01,320 Right? What I really love, and I'll give you these kudos. 261 00:16:01,320 --> 00:16:04,440 Janice, what I really love about your newsletters that you send 262 00:16:04,440 --> 00:16:07,440 out is you do have an engaging subject line. Number one, they 263 00:16:07,440 --> 00:16:10,200 are sent at a time that makes sense for people to open it, at 264 00:16:10,200 --> 00:16:14,400 least for me. And the third thing is, is that I know that 265 00:16:14,400 --> 00:16:17,940 when I receive those newsletters from you, that there's going to 266 00:16:17,940 --> 00:16:21,920 be something in there that will touch me and make me think about 267 00:16:21,920 --> 00:16:25,280 something differently, because that's what I've because I've 268 00:16:25,280 --> 00:16:28,220 spent time looking at your newsletters. At first it was 269 00:16:28,220 --> 00:16:29,720 like, yeah, yeah, yeah, whatever, right. It's just 270 00:16:29,720 --> 00:16:32,420 another newsletter. But when I stopped to actually take the 271 00:16:32,420 --> 00:16:34,760 time to look at the newsletter and read it, I'm like, oh, 272 00:16:34,880 --> 00:16:37,160 there's going to be something interesting in here. I'm going 273 00:16:37,160 --> 00:16:41,380 to want to read this. And so I will set it aside so that I have 274 00:16:41,380 --> 00:16:44,560 time and I'll flag it so I can go back and look at it, so that 275 00:16:44,560 --> 00:16:47,080 I can say, Okay, I went through and I read it, and I picked up 276 00:16:47,080 --> 00:16:49,600 the one really cool tip. And it may not even be the thing that 277 00:16:49,600 --> 00:16:52,060 you were intending for people to pick up Janice, because that's 278 00:16:52,060 --> 00:16:55,360 the interesting thing. But I do know that when it comes to 279 00:16:55,360 --> 00:16:57,820 certain people, when they send me emails, that there's going to 280 00:16:57,820 --> 00:17:01,860 be something, you know, in that there for me. So let's get let's 281 00:17:01,860 --> 00:17:04,740 go to the next point. You're sending out marketing emails to 282 00:17:04,740 --> 00:17:06,780 people you don't know and who don't know you. How do you make 283 00:17:06,780 --> 00:17:08,880 sure it resonates? Well, you need to understand their 284 00:17:08,880 --> 00:17:11,460 industry. You need to understand their challenges. You need to 285 00:17:11,460 --> 00:17:14,520 understand what keeps them up at night. You need to understand 286 00:17:14,760 --> 00:17:17,160 what they might be interested in learning more about. And you 287 00:17:17,160 --> 00:17:20,280 need to provide education. If I'm just trying to hawk 288 00:17:20,280 --> 00:17:22,880 something and sell it. It's not going to go through, but if I 289 00:17:22,880 --> 00:17:27,080 offer education as part of the content, then it becomes more 290 00:17:27,080 --> 00:17:27,740 valuable. It's 291 00:17:28,280 --> 00:17:29,960 Janice Porter: interesting, because that's the part I like 292 00:17:29,960 --> 00:17:32,540 the best. I want to make sure that I can teach them something. 293 00:17:32,540 --> 00:17:36,920 And what I've started to learn, though, is that it's okay to 294 00:17:36,920 --> 00:17:40,100 repeat yourself, because not everybody reads it every time, 295 00:17:40,100 --> 00:17:43,540 and so on and and it's different way of saying the same thing. It 296 00:17:43,540 --> 00:17:46,780 might start to connect with, actually, what something you 297 00:17:46,780 --> 00:17:52,660 just said, which is that you know the flavor of my of my 298 00:17:52,660 --> 00:17:55,240 newsletter, well, that's what you get over time, right? But 299 00:17:55,240 --> 00:18:01,380 that that the message is clear, right? It's either about, well, 300 00:18:01,380 --> 00:18:03,900 there's different parts to it, but it's about, you know, 301 00:18:04,080 --> 00:18:07,500 gratitude, or it's about, you know, trusting people and 302 00:18:07,860 --> 00:18:12,060 staying connected and all of that good stuff. So thank you. 303 00:18:12,060 --> 00:18:17,160 Thank you for for that. And okay, just a minute, there was 304 00:18:17,160 --> 00:18:23,240 something else around that I wanted to ask you. Well, let's 305 00:18:23,240 --> 00:18:29,420 go to, let's go back to staying visible. Because it's important 306 00:18:29,420 --> 00:18:31,880 that we stay visible in the marketplace, that we're in front 307 00:18:31,880 --> 00:18:36,320 of the people that we want to be in front of, in a, in a in a 308 00:18:37,220 --> 00:18:41,440 useful way. But what are the common mistakes that businesses 309 00:18:41,440 --> 00:18:45,760 make that cause them to lose visibility. And how do you help 310 00:18:45,940 --> 00:18:51,280 them address these issues? So salespeople, it's, it's kind of 311 00:18:51,280 --> 00:18:56,080 an important thing that they stay in front of people. And 312 00:18:56,140 --> 00:19:01,020 we've all, I find we forget the follow up, or we forget to come 313 00:19:01,020 --> 00:19:04,800 back to people that we've you know, spent the time opening the 314 00:19:04,800 --> 00:19:08,880 door with. Do you find that with your people that you train? 315 00:19:08,880 --> 00:19:09,240 Yeah, what 316 00:19:09,240 --> 00:19:12,000 Karen Gunther: I would where I would say that's, that's a very 317 00:19:12,000 --> 00:19:15,840 large subject. So let me, let me contain my subject. Let me 318 00:19:15,840 --> 00:19:19,380 contain my comments to the sales rep. Because there's a lot of 319 00:19:19,380 --> 00:19:22,160 different there's a lot of different areas to that subject. 320 00:19:23,060 --> 00:19:27,800 When I contain my comments to the sales rep, specifically, I 321 00:19:27,800 --> 00:19:35,960 would see failure to use a CRM, be it HubSpot, gold mine, 322 00:19:36,320 --> 00:19:40,180 Salesforce, whatever it is, I'm a Salesforce baby. So I'm a 323 00:19:40,180 --> 00:19:47,020 Salesforce girl, and I find it to be very helpful. And what I 324 00:19:47,020 --> 00:19:50,380 can't remember everything, and neither can anybody else. So 325 00:19:50,440 --> 00:19:55,300 based on that, the sales reps need to use some sort of CRM, 326 00:19:55,480 --> 00:19:59,740 because you're having to contact so many people, so many times 327 00:19:59,740 --> 00:20:02,520 with. So many different messages that you want to be able to 328 00:20:02,520 --> 00:20:05,520 track what you've done, how often you've done it, when 329 00:20:05,520 --> 00:20:07,800 you've done it, so that you know that you're not pestering the 330 00:20:07,800 --> 00:20:10,680 person too much or too little, and that you provide and you 331 00:20:10,680 --> 00:20:14,100 schedule those tasks for yourself, so that sales, sales 332 00:20:14,100 --> 00:20:17,700 force, or the CRM that you're using becomes your brain to 333 00:20:17,700 --> 00:20:20,720 remind you, so that when you get in in the morning, okay, I have 334 00:20:20,720 --> 00:20:22,940 these 10 things I need to do today, and then you set your 335 00:20:22,940 --> 00:20:25,940 next tasks, you know, for whatever the future dates are 336 00:20:25,940 --> 00:20:29,060 for those so that you're feeding into the system, so that over 337 00:20:29,060 --> 00:20:34,580 time, the first half hour of the day is 100% spent doing specific 338 00:20:34,580 --> 00:20:39,140 prospecting based on previous actions. And I find that most 339 00:20:39,140 --> 00:20:43,360 sales people are reticent to use their CRM tool. But I must say, 340 00:20:43,360 --> 00:20:46,180 this new generation, this Gen Z, that's coming into the 341 00:20:46,180 --> 00:20:50,080 workforce, they are completely willing to use a CRM, which I 342 00:20:50,080 --> 00:20:54,640 have found that to be really gratifying and so much easier to 343 00:20:54,640 --> 00:20:58,720 work with Gen X. Heck no, that's my generation. Nope. We have no 344 00:20:58,720 --> 00:21:01,440 interest in doing that. Millennials are kind of 345 00:21:01,440 --> 00:21:04,860 interested, but only if they see how, based on my experience, and 346 00:21:04,860 --> 00:21:08,340 see how it benefits them, and only if they can see that, and 347 00:21:08,340 --> 00:21:11,640 then the the Gen Z's what I've noticed when they come into 348 00:21:11,640 --> 00:21:13,740 they're like, Okay, this is a tech tool I get to use cool. 349 00:21:13,740 --> 00:21:16,980 They does it for me, great, and they just move into it, and 350 00:21:16,980 --> 00:21:19,920 they've got no problem. And I've been really gratified to work 351 00:21:19,920 --> 00:21:23,420 with the new generation coming into sales, I was a little 352 00:21:23,420 --> 00:21:25,280 concerned at first, but 353 00:21:26,780 --> 00:21:28,880 Janice Porter: okay, so they like the tech things because 354 00:21:28,880 --> 00:21:31,760 they grew up with it and they're comfortable with it. How the 355 00:21:31,760 --> 00:21:35,780 people skills? Zero? Yeah, that's what I thought. Yeah, 356 00:21:36,080 --> 00:21:36,260 yeah, 357 00:21:36,260 --> 00:21:38,960 Karen Gunther: absolutely zero people skills. So you have to 358 00:21:38,960 --> 00:21:42,460 train them more on how to talk. So what I do for that is the 359 00:21:42,460 --> 00:21:45,760 second thing that I find that people don't do that they should 360 00:21:45,760 --> 00:21:48,400 be doing, is they should be practicing more. So the most 361 00:21:48,400 --> 00:21:51,460 important thing you can do to practice is to take your phone, 362 00:21:51,460 --> 00:21:55,540 put it into Voice Memo mode, work with some sort of AI or 363 00:21:55,540 --> 00:21:58,240 yourself to create some sort of script that you can use. Not 364 00:21:58,240 --> 00:22:00,660 that you're going to only use a script, but it gives you 365 00:22:00,660 --> 00:22:03,420 something to work with, to start with, because if you don't know 366 00:22:03,420 --> 00:22:06,180 a product, you have to start somewhere. You need to bone up 367 00:22:06,180 --> 00:22:08,640 on the product. You need to understand the you know, the 368 00:22:08,640 --> 00:22:12,480 brochures and the information and why it benefits the client. 369 00:22:12,480 --> 00:22:15,000 And you need to go through and use that voice memo function on 370 00:22:15,000 --> 00:22:18,000 your phone, because there's something about saying the 371 00:22:18,000 --> 00:22:21,260 script when you are just reading it. I could just pick up a piece 372 00:22:21,260 --> 00:22:24,440 of paper and read it or read it off a monitor, but when you have 373 00:22:24,440 --> 00:22:27,680 that voice memo on and you've got that record on, it changes 374 00:22:27,680 --> 00:22:30,740 everything in the brain, and all of a sudden everything's engaged 375 00:22:30,740 --> 00:22:33,620 and you're practicing, how do these words come out of my 376 00:22:33,620 --> 00:22:34,160 mouth? 377 00:22:34,460 --> 00:22:37,100 Janice Porter: How do I sound? Do I sound authentic? Does it 378 00:22:37,100 --> 00:22:37,940 sound authentic? 379 00:22:37,940 --> 00:22:41,140 Karen Gunther: Exactly, exactly? And then what happens from that 380 00:22:41,140 --> 00:22:44,560 is you're like, Oh, I'm stumbling over saying don't or 381 00:22:44,560 --> 00:22:47,740 do not. You know, I find that contractions work well when 382 00:22:47,740 --> 00:22:51,340 you're speaking, but not when you're writing. So I tend to not 383 00:22:51,340 --> 00:22:55,180 use contractions when I write, but I will use contractions when 384 00:22:55,180 --> 00:22:58,480 I speak. So it's just a difference between speaking and 385 00:22:58,480 --> 00:23:01,380 writing and learning. What does that sound like, and does this 386 00:23:01,380 --> 00:23:04,980 sound correct? So where are people not taking advantage of 387 00:23:04,980 --> 00:23:09,540 opportunities? They're not using CRMs. They're not practicing, 388 00:23:10,200 --> 00:23:13,080 you know, in a live situation where they can hear themselves 389 00:23:13,080 --> 00:23:17,580 and going back and verifying. And the other thing that I find 390 00:23:17,580 --> 00:23:20,480 that people don't do that they should be doing more of is 391 00:23:20,480 --> 00:23:25,160 continuing to learn. Oh, really, just the constant learning there 392 00:23:25,160 --> 00:23:28,280 is, there are so many different ways to learn. There are so many 393 00:23:28,280 --> 00:23:34,880 different ways to improve your skills. Mm, hmm, in all areas of 394 00:23:34,880 --> 00:23:38,000 not only your life, but in your business, aspect of how to do 395 00:23:38,000 --> 00:23:40,660 this better, how to do that better. You know, constantly 396 00:23:40,660 --> 00:23:43,960 learning, you know, listening to podcasts like yours and others, 397 00:23:44,200 --> 00:23:46,900 where you can pick up one more thing of, oh, I didn't think to 398 00:23:46,900 --> 00:23:50,740 do it like that. I remember I had this large meeting that I 399 00:23:50,740 --> 00:23:54,700 was going into, and I really wanted to sound smart. Wanted to 400 00:23:54,700 --> 00:23:59,260 make sure I had all the questions. So I went into my my 401 00:23:59,260 --> 00:24:03,420 podcast app, and I typed in, you know, how to whatever it was, 402 00:24:03,420 --> 00:24:06,240 how to do something or another in a sales call, and, like, 403 00:24:06,240 --> 00:24:08,940 three or four different podcasts, you know, pulled up 404 00:24:08,940 --> 00:24:10,980 ones I've never listened to before, and I was in the 405 00:24:10,980 --> 00:24:14,580 airport, so I took the time to listen to them, and I was busy 406 00:24:14,580 --> 00:24:17,820 taking notes, and I was ready when I had that meeting to ask 407 00:24:17,820 --> 00:24:20,540 some of those questions. So I sounded really smart, and I 408 00:24:20,540 --> 00:24:22,640 actually got really good information. So now those 409 00:24:22,640 --> 00:24:25,340 questions are part of what I do. But it was really interesting 410 00:24:25,340 --> 00:24:27,920 because it was like, Okay, I better bone up on this. I better 411 00:24:27,920 --> 00:24:31,220 learn. There's so many resources out there right now that you 412 00:24:31,220 --> 00:24:33,140 know, something that people don't do, that they should be 413 00:24:33,140 --> 00:24:38,960 doing, is continuing to sharpen that, sharpen that sword. You 414 00:24:38,960 --> 00:24:39,140 know, 415 00:24:39,560 --> 00:24:41,920 Janice Porter: I'm, I'm surprised that you said that, in 416 00:24:41,920 --> 00:24:46,960 a way, because we have so much at our fingertips today to 417 00:24:46,960 --> 00:24:50,440 answer whatever question. I mean, if I if I'm watching 418 00:24:50,440 --> 00:24:55,120 Jeopardy, which is one of my favorite things to do, and I 419 00:24:55,120 --> 00:24:58,480 don't understand something, or I don't know the I'll go and right 420 00:24:58,480 --> 00:25:01,980 away on my phone and. Find out more about it, or if I'm, you 421 00:25:01,980 --> 00:25:05,820 know, whatever I'm crossword puzzles, whatever it is I'm 422 00:25:05,820 --> 00:25:08,460 doing, I want to find out more, or just something I hear on 423 00:25:08,460 --> 00:25:14,640 television that I want to know more about. But we also are so 424 00:25:14,640 --> 00:25:18,840 busy today. Now, I'm also surprised, though, because the 425 00:25:18,840 --> 00:25:24,320 young people are the the Gen Z's you were just referring to. They 426 00:25:24,320 --> 00:25:26,960 were brought up on their phones. And they go to it for 427 00:25:26,960 --> 00:25:29,600 everything. So I think they go to 428 00:25:29,600 --> 00:25:32,540 Karen Gunther: it for entertainment, yeah, with their 429 00:25:32,540 --> 00:25:35,480 friends, but not for business purpose, and not to learn, 430 00:25:35,600 --> 00:25:38,720 Janice Porter: not to learn interesting. Yes, that really, 431 00:25:38,780 --> 00:25:43,060 that's really interesting. And, and then the other thing, when 432 00:25:43,060 --> 00:25:46,180 you said, you just said, they go to it to communicate with their 433 00:25:46,180 --> 00:25:49,360 friends, which is, like the most passive communication piece 434 00:25:49,360 --> 00:25:51,700 there is, right? Which is why they're not good at social 435 00:25:51,700 --> 00:25:57,340 skills. Which is so when you have a client like that, a sales 436 00:25:57,400 --> 00:26:00,600 rep that you're that you're talking to, like that, how do 437 00:26:00,600 --> 00:26:03,480 you bring them around? Because are they going to say, Oh, sure, 438 00:26:03,480 --> 00:26:06,660 I'm going to practice this on my phone, talking to myself. Or do 439 00:26:06,660 --> 00:26:10,260 they willingly do it? Or do you have to push? I 440 00:26:10,260 --> 00:26:11,880 Karen Gunther: have to push. I have to say, I have to have them 441 00:26:11,880 --> 00:26:14,580 set goals. I have to have them practice. And I ask them how the 442 00:26:14,580 --> 00:26:17,040 experience was. So they go off and they do it on their own. The 443 00:26:17,040 --> 00:26:20,600 next time I meet with them, how was that? What did you learn? So 444 00:26:20,600 --> 00:26:23,120 I asked the probing questions, what did you learn by doing it? 445 00:26:23,120 --> 00:26:26,720 And you can tell really quick if they're lying, yeah, you know. 446 00:26:26,720 --> 00:26:29,360 But most of the time, because it's a tech thing and it's a new 447 00:26:29,360 --> 00:26:32,480 way to use technology, they already like using it's kind of 448 00:26:32,480 --> 00:26:35,360 like, oh, I can do that. Oh, that's cool. I'm going to try 449 00:26:35,360 --> 00:26:38,000 that, because they're really so interested in learning, but they 450 00:26:38,000 --> 00:26:40,820 just don't know all of the resources. And you would think, 451 00:26:40,820 --> 00:26:42,680 well, God, they have a phone in their hands. Well, they don't 452 00:26:42,680 --> 00:26:45,040 use the well, they don't use those apps. Yeah, you know. So 453 00:26:45,040 --> 00:26:47,680 if you introduce them to the apps, they're like, Oh, okay. 454 00:26:47,680 --> 00:26:50,260 I'd say, when you're driving, you know, listen to the podcast, 455 00:26:50,260 --> 00:26:52,960 and don't do it every time. And go listen to music and take a 456 00:26:52,960 --> 00:26:56,200 break and let your brain relax, for sure, but at least once a 457 00:26:56,200 --> 00:26:57,520 day, be listening to something. 458 00:26:57,700 --> 00:27:00,180 Janice Porter: You know, it's so funny. Do you see how old I am 459 00:27:00,180 --> 00:27:03,900 when I say this, but it reminded me what you just said of when I 460 00:27:03,900 --> 00:27:08,580 was at the telephone company and I was training soft, what we 461 00:27:08,580 --> 00:27:12,420 called soft skills, to receptionists, and one of the 462 00:27:12,420 --> 00:27:15,240 things that I used to do is sit with the receptionist and listen 463 00:27:15,240 --> 00:27:17,460 to how they answered the phone and listen to their voice and 464 00:27:17,460 --> 00:27:22,280 whatever. And I would say to you know, the odd one. Have you ever 465 00:27:22,280 --> 00:27:26,720 heard yourself on the phone? And I would give them something to 466 00:27:26,720 --> 00:27:31,580 to say, and I say, you know, or they had to record the the 467 00:27:31,580 --> 00:27:34,220 greeting on the voicemail system, or whatever. And I say, 468 00:27:34,220 --> 00:27:37,280 you know, go home, go in your bathroom. Don't let anybody hear 469 00:27:37,280 --> 00:27:40,420 you and record yourself. And then listen to what you sound 470 00:27:40,420 --> 00:27:43,540 like and you'll know whether you need to change it or not. That's 471 00:27:43,600 --> 00:27:45,700 what you used to have to do in the old days, right? And it 472 00:27:45,700 --> 00:27:48,400 wasn't as easy because he didn't have a phone too. You had to get 473 00:27:48,400 --> 00:27:53,260 a little tape recorder Exactly. Yeah, I understand all that, but 474 00:27:53,260 --> 00:27:59,800 it's just so interesting, okay? And it just, there's just so 475 00:27:59,800 --> 00:28:02,760 many interesting things that the kids today, the kids today, the 476 00:28:02,760 --> 00:28:07,140 young people today, do so differently than than we do and 477 00:28:07,140 --> 00:28:07,740 but so much 478 00:28:07,740 --> 00:28:11,100 Karen Gunther: is the same in terms of how business works. It 479 00:28:11,100 --> 00:28:13,380 was interesting. I just was meeting with a student. You 480 00:28:13,380 --> 00:28:15,780 mentioned that I mentor students. I mentor students at 481 00:28:15,780 --> 00:28:19,020 the local school, they have a course specifically for how to 482 00:28:19,380 --> 00:28:23,900 integrate the students into a professional life, yeah. And 483 00:28:23,900 --> 00:28:28,460 which is great. So I was talking to the student today, and he 484 00:28:28,460 --> 00:28:30,740 said, Oh, by the way. I said, Is there anything else? Because 485 00:28:30,740 --> 00:28:32,900 we're wrapping up. He said, Yeah, one more thing. He says, 486 00:28:32,900 --> 00:28:35,660 You do marketing stuff, right? I said, Yeah. And he wants to go 487 00:28:35,660 --> 00:28:37,820 into the supply chain, and so it's nothing to do with 488 00:28:37,820 --> 00:28:41,440 marketing. He says, Well, I was just at this event last week, 489 00:28:41,440 --> 00:28:44,560 and I think they need help with their marketing. Is it okay if I 490 00:28:44,560 --> 00:28:47,080 present the information? I said, Oh, what event was it? And he 491 00:28:47,080 --> 00:28:49,420 told me. I said, oh, and I held up my phone and I said, I'm 492 00:28:49,420 --> 00:28:52,180 already texting with the executive director of that 493 00:28:52,180 --> 00:28:54,640 organization. I started working with them two days ago. Oh, 494 00:28:55,120 --> 00:28:58,240 that's so funny, because I and by the way, the person you met 495 00:28:58,240 --> 00:29:01,620 with, you know, three weeks ago at the networking event. Was 496 00:29:01,620 --> 00:29:03,960 also at that event, but she was in the wrong place, so you 497 00:29:03,960 --> 00:29:06,480 didn't recognize her. So now you have a way to go back to her, 498 00:29:06,480 --> 00:29:09,600 you know. So now we have this total connection. I said, if you 499 00:29:09,600 --> 00:29:13,740 could please do me a favor, could you please let that person 500 00:29:13,740 --> 00:29:16,080 know that you know me and make the recommendations? And now 501 00:29:16,080 --> 00:29:18,660 he's hearing from two people that I'm a good person to work 502 00:29:18,660 --> 00:29:21,500 with, right? Well, that person turned around immediately sent 503 00:29:21,500 --> 00:29:26,000 me that text not an hour ago. Nice, nice saying, oh, this 504 00:29:26,000 --> 00:29:29,000 person recommended you as well. I mean, isn't that it? And isn't 505 00:29:29,000 --> 00:29:32,000 that the way? So business still works that way. It's all of who 506 00:29:32,000 --> 00:29:37,520 you know. And I think that the the incoming you know, business 507 00:29:37,520 --> 00:29:41,920 professionals very much value what their who, their network 508 00:29:41,920 --> 00:29:47,080 knows more so than anything. It's surprising to me that you 509 00:29:47,080 --> 00:29:49,600 would think that they would just go online and find sources, but 510 00:29:49,600 --> 00:29:53,140 they don't. They talk to their the people around them, 511 00:29:53,500 --> 00:29:54,400 certainly 512 00:29:54,400 --> 00:29:58,480 Janice Porter: the the business students learn that faster. I 513 00:29:58,480 --> 00:30:03,420 remember doing a. Uh, going up to with the local university for 514 00:30:03,420 --> 00:30:07,380 their MBA students had an event, and it was to teach them how to 515 00:30:07,380 --> 00:30:09,840 network properly, and they wanted some business 516 00:30:09,840 --> 00:30:14,700 professionals there to to help with the the situation in the in 517 00:30:14,700 --> 00:30:19,800 the event, and there were a lot of accounting students and a lot 518 00:30:19,800 --> 00:30:24,260 of pharmacy students, and they struggled. They struggled with 519 00:30:24,260 --> 00:30:27,680 what to say in a networking setup, or whatever. The business 520 00:30:27,680 --> 00:30:31,700 students, I think, have to come about. They have to learn, or 521 00:30:31,700 --> 00:30:35,420 they do learn more quickly how important it is to build your 522 00:30:35,420 --> 00:30:40,180 network, yes, but yeah, but yeah. Today it's a lot of them 523 00:30:40,180 --> 00:30:43,840 were struggling with that and, and, and it's fun to be able to 524 00:30:43,840 --> 00:30:48,460 share with them, you know, conversation, or to to show by 525 00:30:48,460 --> 00:30:50,920 having those conversations with them in the groups, and they 526 00:30:50,920 --> 00:30:55,600 start to see how much easier it can be to to build rapport with 527 00:30:55,600 --> 00:30:59,020 people and to talk with them. But, yeah, it's, that's the 528 00:30:59,020 --> 00:31:03,660 thing I love to to look at and and so and networking today. 529 00:31:04,500 --> 00:31:07,800 What do you think about you know, we got so much away from 530 00:31:07,920 --> 00:31:11,700 face to face networking, at least I did, because I've rarely 531 00:31:11,700 --> 00:31:15,360 gone back to the face to face thing since, since the COVID 532 00:31:16,020 --> 00:31:20,540 disaster, and I stay online, mostly doing it on LinkedIn, but 533 00:31:20,600 --> 00:31:23,840 then having one to ones with people. What's your take on 534 00:31:23,840 --> 00:31:27,080 that? Are people seeing that they need to be out there in 535 00:31:27,080 --> 00:31:29,600 front of people? Or are they doing it online? Are they using 536 00:31:29,600 --> 00:31:30,620 LinkedIn? Or all 537 00:31:30,620 --> 00:31:35,540 Karen Gunther: of I think that the sphere of networking has 538 00:31:35,540 --> 00:31:40,900 expanded. It used to be in person, and that was it was 539 00:31:40,900 --> 00:31:45,160 starting to be more on LinkedIn prior to the pandemic. It 540 00:31:45,160 --> 00:31:50,860 switched to online during the pandemic, and now that people 541 00:31:50,860 --> 00:31:53,800 are able to get back together, people are craving the 542 00:31:53,800 --> 00:31:59,200 opportunity to be in person with people. Yeah, somehow. Mono, so 543 00:31:59,560 --> 00:32:03,660 I think there's a lot to be said for attending networking events, 544 00:32:03,660 --> 00:32:07,320 because people want to be there and they want to meet with 545 00:32:07,320 --> 00:32:10,140 people. They're craving that, that one on one interaction 546 00:32:10,140 --> 00:32:13,020 with, you know, another human being, you know, just standing 547 00:32:13,020 --> 00:32:15,960 in front of rather than just the computer. But in addition to 548 00:32:15,960 --> 00:32:21,200 that, we've also layered on the LinkedIn and the virtual 549 00:32:21,380 --> 00:32:26,480 connections as well. I mean, so it's like, it's like the 550 00:32:26,480 --> 00:32:29,360 pandemic tripled our opportunities. That's right, 551 00:32:29,360 --> 00:32:32,240 Janice Porter: that's what I thought, too. Something that you 552 00:32:32,240 --> 00:32:38,540 when you were talking about your clients practicing with the 553 00:32:38,540 --> 00:32:44,140 their phone, it made me think of the the value today of voice 554 00:32:44,140 --> 00:32:47,620 messaging as well as video messaging. It makes you stand 555 00:32:47,620 --> 00:32:50,800 out from the crowd. Do you teach them? Do you teach your people 556 00:32:50,800 --> 00:32:51,940 to do that as well? 557 00:32:52,060 --> 00:32:54,040 Karen Gunther: Yeah, absolutely. I use, there's a lot of 558 00:32:54,040 --> 00:32:58,180 platforms out there. I use loom. I don't have any paper 559 00:32:58,300 --> 00:33:01,320 promotional for them. It's just, it's just what I learned on and 560 00:33:01,320 --> 00:33:04,200 I like it, and it's easy, and it's one of the few platforms 561 00:33:04,200 --> 00:33:07,440 that I do pay for, because I do like having that option to have 562 00:33:07,440 --> 00:33:11,700 as many videos as I want. And I create loom videos all the time 563 00:33:11,700 --> 00:33:15,000 for training purposes, Okay, number one, to provide people 564 00:33:15,000 --> 00:33:18,900 with how to do things. And then I do also use it as for sales 565 00:33:18,900 --> 00:33:21,800 purpose to and I train salespeople on how to use it for 566 00:33:21,800 --> 00:33:25,160 sales purpose, so people can show what they want to share 567 00:33:25,160 --> 00:33:28,760 about with a prospect. As opposed to just leaving a 568 00:33:28,760 --> 00:33:30,800 voicemail message, they're actually having their face 569 00:33:30,800 --> 00:33:33,500 there. They're having visual for people to look at. It's really 570 00:33:33,500 --> 00:33:34,100 powerful. 571 00:33:34,220 --> 00:33:36,800 Janice Porter: Is it easier than doing it than not just doing it 572 00:33:36,800 --> 00:33:41,140 on Zoom? Like is significantly easier. Okay, I've used it once 573 00:33:41,140 --> 00:33:43,900 or twice, but I've never really looked into it. So maybe because 574 00:33:43,900 --> 00:33:49,360 I I know sometimes I'll say to a client who I've just brought on 575 00:33:49,360 --> 00:33:53,860 to send out cards, I want you to be aware of the back of the 576 00:33:53,860 --> 00:33:55,960 card, blah, blah, blah, and do this, I'll send you a short 577 00:33:55,960 --> 00:34:00,720 video just to keep to show you what I mean, and I've destined 578 00:34:00,720 --> 00:34:02,700 it on Zoom, but, oh, 579 00:34:02,700 --> 00:34:04,620 Karen Gunther: I would do that on loom, because you're using 580 00:34:04,620 --> 00:34:09,060 their their platform as the basis point. And it's wonderful 581 00:34:09,060 --> 00:34:11,940 because you can use it on your phone. You can if you're what I 582 00:34:11,940 --> 00:34:14,100 find is fascinating. So for people who are in a 583 00:34:14,760 --> 00:34:17,700 manufacturing setting, and many of my clients are manufacturing 584 00:34:17,700 --> 00:34:20,780 settings, so you're sitting there and you're with a client, 585 00:34:20,780 --> 00:34:24,860 and the client is saying it's making this weird noise. You 586 00:34:24,860 --> 00:34:27,980 know, manufacturers like, there's no way it can make that 587 00:34:27,980 --> 00:34:31,640 weird noise. It's just not physically possible, right? So 588 00:34:31,640 --> 00:34:35,240 you pull out the loom video, you show the client there, you start 589 00:34:35,240 --> 00:34:37,880 the button, you show the client, and you have the video. They see 590 00:34:37,880 --> 00:34:40,180 the part running and all this stuff, and then the weird noise 591 00:34:40,180 --> 00:34:42,400 happens, right? And then you send it, and they're like, 592 00:34:42,940 --> 00:34:44,020 Janice Porter: oh, oh. 593 00:34:45,219 --> 00:34:48,099 Karen Gunther: And there it is. And it just, it just stops it. 594 00:34:48,099 --> 00:34:51,639 And one of the things that loom says is their little branding 595 00:34:51,639 --> 00:34:53,679 thing, their marketing thing, they do, we just saved you a 596 00:34:53,679 --> 00:34:57,219 meeting. You know, they really do, because I have a virtual 597 00:34:57,219 --> 00:34:59,259 assistant who works out of the Philippines, so we're on 598 00:34:59,259 --> 00:35:03,359 different time. Schedules. So from one o'clock on my time, I'm 599 00:35:03,359 --> 00:35:05,819 separate from him, and if I have things and I work until 10 600 00:35:05,819 --> 00:35:08,159 o'clock at night, because my husband works second shift, so 601 00:35:08,159 --> 00:35:11,339 that works for me. So I'll go through and I'll create a bunch 602 00:35:11,339 --> 00:35:14,639 of work for him. I'll do it on loom, I'll show him everything, 603 00:35:14,639 --> 00:35:17,579 and I'll send it to him, and he'll when he gets in and when 604 00:35:17,579 --> 00:35:20,539 he starts his shift, he just looks at everything, and it 605 00:35:20,539 --> 00:35:22,879 reports back to me that he's looked at it, so I know he's 606 00:35:22,879 --> 00:35:23,659 engaged. 607 00:35:24,560 --> 00:35:27,620 Janice Porter: And boom, okay, that's good. 608 00:35:27,740 --> 00:35:29,360 Karen Gunther: It's really exciting, because you can 609 00:35:29,360 --> 00:35:31,820 actually see what's happening. And when you use it for sales, 610 00:35:31,880 --> 00:35:35,180 let's say I want to sell you email marketing. Jenna, so I go 611 00:35:35,180 --> 00:35:37,460 through and I do this little presentation. It's like a three 612 00:35:37,460 --> 00:35:39,980 or four slide thing on PowerPoint, and I have my little 613 00:35:39,980 --> 00:35:42,880 face there, and I'm talking, and I have all this wonderful stuff 614 00:35:42,880 --> 00:35:46,240 happening, right? And I take this video and I send it to you, 615 00:35:46,900 --> 00:35:52,660 I see when you opened it, and I can see time you spent on it, 616 00:35:52,660 --> 00:35:55,720 yeah, I know when that happened, and so I need to follow up with 617 00:35:55,720 --> 00:35:58,120 you later that day or the following day. Yeah, that's 618 00:35:58,120 --> 00:36:01,500 beautiful. Or if you haven't opened it, maybe the video, the 619 00:36:01,500 --> 00:36:05,400 email didn't go through, yes? So I can say, Gosh, I'm not sure if 620 00:36:05,400 --> 00:36:08,640 you got this email, you know, but I want to make sure you saw 621 00:36:08,640 --> 00:36:09,600 this, you know, yeah. 622 00:36:09,780 --> 00:36:11,820 Janice Porter: Oh, that's awesome. Those all these little 623 00:36:11,820 --> 00:36:14,220 tricks, right? Using technology 624 00:36:14,220 --> 00:36:17,220 Karen Gunther: to make our lives easier, that's my mantra. 625 00:36:18,060 --> 00:36:21,020 Janice Porter: So okay, we've let me just ask you this quick 626 00:36:21,020 --> 00:36:23,840 question. So if you set a meeting with somebody on a 627 00:36:23,840 --> 00:36:29,300 Calendly or whatever calendar link that you use, does that 628 00:36:29,900 --> 00:36:37,760 calendar link attach to your zoom or does because mine isn't 629 00:36:37,760 --> 00:36:38,900 working properly. So 630 00:36:38,900 --> 00:36:41,140 Karen Gunther: we have, so I have found a way to do that, 631 00:36:41,140 --> 00:36:44,620 because, like you, I have a specific meeting code that I 632 00:36:44,620 --> 00:36:47,620 use. You have your, you know, zoom with Janice meeting code, 633 00:36:47,620 --> 00:36:50,140 and I have my specific meeting code that I use, and I have my 634 00:36:50,200 --> 00:36:53,620 meeting set up in a very particular way so that I can use 635 00:36:53,620 --> 00:36:58,000 it ongoing and it stays specific to that. So when I set up a 636 00:36:58,000 --> 00:37:00,840 meeting, I have it set up in my Calendly, because I do use 637 00:37:00,840 --> 00:37:03,600 Calendly, but that's what I'm missing. You can set it up with 638 00:37:03,600 --> 00:37:07,320 any of the services, and even if you do it through Outlook or 639 00:37:07,320 --> 00:37:11,400 Gmail or however you manage your email or your calendar, you can 640 00:37:11,400 --> 00:37:14,520 set it up so that the calendar link goes through, and heart has 641 00:37:14,520 --> 00:37:17,940 that templated information in there, so the person can just, 642 00:37:17,940 --> 00:37:21,840 you know, and it'll come through. And you have to set it 643 00:37:21,840 --> 00:37:25,040 up in a very particular very particular way. Again, I was 644 00:37:25,100 --> 00:37:27,440 working with a client this morning, explaining how to do 645 00:37:27,440 --> 00:37:30,020 this so that you can do informational interviews. And it 646 00:37:30,020 --> 00:37:33,020 was information, and I said this, and I showed him my 647 00:37:33,020 --> 00:37:37,280 screen. I said, Here it is. Take a screenshot so you can set up 648 00:37:37,280 --> 00:37:40,660 yours the same way. Because if you set this up correctly, and 649 00:37:40,660 --> 00:37:43,540 you do it one and done, then you don't have to think about it 650 00:37:43,540 --> 00:37:45,880 again exactly. It just makes your life so much easier. 651 00:37:45,880 --> 00:37:49,000 There's no fretting, there's no worrying. There's no did they 652 00:37:49,000 --> 00:37:50,920 have the right thing? And especially when it comes to 653 00:37:50,920 --> 00:37:55,660 these, you know, teams, or zoom, or any of these platforms, as 654 00:37:55,660 --> 00:37:58,840 soon as you you know, you have to think about it. Can my 95 655 00:37:59,080 --> 00:38:02,880 year old, you know, grandmother, yeah, get on a meeting with me 656 00:38:02,880 --> 00:38:05,280 if the answer is no, because it's a weird password that you 657 00:38:05,280 --> 00:38:07,860 have to hit Shift to get to the, you know, the ampersand or 658 00:38:07,860 --> 00:38:10,860 whatever. I mean, it's like, no, we have to make it as easy as 659 00:38:10,860 --> 00:38:14,460 possible because it's so hard to sell. Yeah, we have to make it 660 00:38:14,460 --> 00:38:18,780 as easy as possible and let tech make it easy for us to be 661 00:38:18,840 --> 00:38:19,560 accessible. 662 00:38:20,520 --> 00:38:21,980 Janice Porter: Yeah, yeah, that makes sense. We'll have to talk 663 00:38:21,980 --> 00:38:24,260 about that offline, because I think it's one little thing I'm 664 00:38:24,260 --> 00:38:27,440 missing. That's what I think it is. And I know that you're a wiz 665 00:38:27,440 --> 00:38:31,640 with chat GPT. You love using that tool, and that has saved 666 00:38:31,640 --> 00:38:36,380 you a lot of time and hard. It made me a lot of money. Yeah, 667 00:38:36,440 --> 00:38:41,080 really, yeah. Okay. What's the three top things you do with it. 668 00:38:42,700 --> 00:38:46,540 Karen Gunther: I have the paid version. Yes, so do i for $20 a 669 00:38:46,540 --> 00:38:52,300 month right now, and November 24 that's how much it costs the and 670 00:38:52,300 --> 00:38:56,260 the reason I do that is I have, do not have unlimited bandwidth 671 00:38:56,320 --> 00:39:00,900 to do to do chats. I do not have that because nothing has that 672 00:39:00,900 --> 00:39:04,800 that I'm aware of, but I have more options than somebody who's 673 00:39:04,800 --> 00:39:07,500 on the free program, so it allows me more opportunity to do 674 00:39:07,500 --> 00:39:11,400 more. I'm also able, with a paid version to create what's called 675 00:39:11,400 --> 00:39:15,060 the custom GPT. Because I do marketing, I set up LinkedIn 676 00:39:15,060 --> 00:39:19,560 posts, blog posts, website content pages, refreshes, 677 00:39:20,460 --> 00:39:23,960 LinkedIn profile. I have certain things that are already set up. 678 00:39:23,960 --> 00:39:26,600 So all I need to do is put in just two or three pieces of 679 00:39:26,600 --> 00:39:30,560 information and it'll spit out what I need in a close 680 00:39:30,560 --> 00:39:33,980 representation. Because it gets not, you know, 80 90% of the way 681 00:39:33,980 --> 00:39:37,400 there. You have to check it and, you know, make it right, but it 682 00:39:37,400 --> 00:39:42,040 gets you most of the way there. And so I have the paid version 683 00:39:42,040 --> 00:39:45,400 so I can have more opportunity to use it more often without 684 00:39:45,400 --> 00:39:48,940 being stopped. Two to be able to create the custom gpts, which 685 00:39:48,940 --> 00:39:52,660 already has the information parameters in there. It already 686 00:39:52,660 --> 00:39:55,420 has all the instructions in there, and then. So those are 687 00:39:55,420 --> 00:39:58,420 the, you know, yeah, those two things because I just use it all 688 00:39:58,420 --> 00:40:01,440 the time. So you asked to go to the top. Things. The third thing 689 00:40:01,440 --> 00:40:06,060 that I would suggest is continuously learning how to use 690 00:40:06,060 --> 00:40:10,140 it. Most people think, Oh, I'm just going to use it to write an 691 00:40:10,140 --> 00:40:13,200 email. It's like, oh, did you know that you could take this 692 00:40:13,200 --> 00:40:19,200 brochure, attach it to the chat, even on the free version, you 693 00:40:19,200 --> 00:40:22,160 can, you know, attach it brochure and say, Please create 694 00:40:22,160 --> 00:40:26,180 a presentation for me, a written presentation to send to a client 695 00:40:26,180 --> 00:40:29,960 regarding this product. This is their situation. And it'll, 696 00:40:30,380 --> 00:40:33,740 poof. It'll bring out an entire proposal for you. Wow. Number 697 00:40:33,740 --> 00:40:36,380 one, I know it's pretty amazing. It will create PowerPoints for 698 00:40:36,380 --> 00:40:39,500 you. It will create, it will literally create Word documents 699 00:40:39,500 --> 00:40:42,940 and excel sheets. It will actually output to those 700 00:40:43,120 --> 00:40:47,140 documents. There are so many different ways, if you can think 701 00:40:47,140 --> 00:40:49,600 about I've had it create, I've had it plan trips for me. I just 702 00:40:49,600 --> 00:40:52,900 came back from a trip to Alaska, Fairbanks, Alaska to go see the 703 00:40:52,900 --> 00:40:56,080 northern lights, and it was fabulous. And it literally found 704 00:40:56,140 --> 00:41:00,100 the place that we stayed at. I wouldn't have sounded otherwise, 705 00:41:00,160 --> 00:41:03,120 you know. So it was really interesting. So the how it can 706 00:41:03,120 --> 00:41:06,900 be used. So what I do is I consistently keep up, either on 707 00:41:06,900 --> 00:41:12,360 YouTube or through articles that I see online, of the new 708 00:41:12,360 --> 00:41:15,840 features, and I listen, and I join peer groups where I can 709 00:41:15,840 --> 00:41:21,020 listen and see how are people using this technology. I'm of a 710 00:41:21,020 --> 00:41:24,200 mind, and I'm old enough to remember when cell phones were 711 00:41:24,200 --> 00:41:28,520 the size of a shoe box, yeah, back in the early 90s, and they 712 00:41:28,520 --> 00:41:31,280 went really small, and now they're larger again, thank God 713 00:41:31,340 --> 00:41:34,640 so I can read the screen, yeah. And what happens is, is that I 714 00:41:34,640 --> 00:41:40,120 think chat GBT is the shoe box cell phone right now, and it 715 00:41:40,120 --> 00:41:43,720 will transition and shift and change as we go. So I need to be 716 00:41:43,720 --> 00:41:46,300 able to transition, shift and change along with it, and need 717 00:41:46,300 --> 00:41:49,540 to learn how to use it every time I think I don't know if 718 00:41:49,540 --> 00:41:52,720 chat GP can do it, I just throw it in interesting that's the 719 00:41:52,720 --> 00:41:55,780 question, just to see why not. Well? 720 00:41:55,780 --> 00:41:57,520 Janice Porter: And that's another example of always 721 00:41:57,520 --> 00:42:01,920 learning and lifelong learning and being ahead of the game and 722 00:42:01,920 --> 00:42:05,640 ahead of your clients, right? This is so much fun. So I'm just 723 00:42:05,640 --> 00:42:08,640 going to shift a little bit before we wrap up, because I 724 00:42:08,640 --> 00:42:13,440 know that you just started doing Wordle, and I've been doing it 725 00:42:13,440 --> 00:42:16,080 for a long time, and I got stumped on it today, and I was 726 00:42:16,080 --> 00:42:19,260 so mad. So do you do it every day? 727 00:42:19,860 --> 00:42:22,280 Karen Gunther: Not every day? I'd say four out of seven days 728 00:42:22,280 --> 00:42:23,780 of the week. Okay, so every 729 00:42:23,780 --> 00:42:26,600 Janice Porter: morning, when having my cup of tea, usually, 730 00:42:26,600 --> 00:42:31,040 usually every day, I'll do Wordle, and then I do two of the 731 00:42:31,520 --> 00:42:38,120 puzzles in LinkedIn. I do this, I forget the names, pinpoint, 732 00:42:38,120 --> 00:42:40,660 and I do the other one, the cross climb. And I do those 733 00:42:40,660 --> 00:42:44,080 every day, and it only takes me maybe 10 minutes, max at you 734 00:42:44,080 --> 00:42:47,980 know, to do them. But I just, I love the the challenge, and I 735 00:42:47,980 --> 00:42:51,520 love to do puzzles anyway. Now I think I'm going to start doing 736 00:42:51,520 --> 00:42:53,980 Spelling Bee, but that takes longer, and that's a New York 737 00:42:53,980 --> 00:42:59,980 Times one as well. And because I'm a word person and crosswords 738 00:42:59,980 --> 00:43:03,360 at night, so it's fun to see that you're doing them so on. 739 00:43:03,420 --> 00:43:05,580 Have you ever done any of the LinkedIn games? 740 00:43:05,820 --> 00:43:09,000 Karen Gunther: No, I've actually turned off the opportunity. I 741 00:43:09,000 --> 00:43:11,280 mean, I turned off the notifications to do that because 742 00:43:11,280 --> 00:43:14,880 I don't do games. I mean, I do games. What do I do? Spider, 743 00:43:14,880 --> 00:43:17,820 which is a version of solitaire. I do that. Oh yeah, I do the 744 00:43:17,820 --> 00:43:20,300 I've started doing the Wordle. But it's what's interesting for 745 00:43:20,300 --> 00:43:23,600 me about the Wordle is that I need to actually not be 746 00:43:23,600 --> 00:43:27,980 listening to a book, or I have to actually think about it. And 747 00:43:28,220 --> 00:43:30,740 sometimes I have to pull out a piece of paper and write the 748 00:43:30,740 --> 00:43:32,000 words, which is trying to figure 749 00:43:32,900 --> 00:43:34,820 Janice Porter: that's funny. Well, the thing that I like 750 00:43:34,820 --> 00:43:37,340 about, and I've only done it a couple of times, but the thing 751 00:43:37,340 --> 00:43:42,760 that I like about the word games that LinkedIn has brought in is 752 00:43:42,820 --> 00:43:47,140 you can actually use it as another networking tool, because 753 00:43:47,140 --> 00:43:50,920 it shows you who of your connections has done the puzzle. 754 00:43:51,040 --> 00:43:55,000 Wow. So you can ask more interesting now, yeah, so you 755 00:43:55,000 --> 00:43:58,600 can see who's you know, doing like you, and you can reach out 756 00:43:58,600 --> 00:44:02,400 to them if you want. So that's kind of fun and different. Okay, 757 00:44:02,520 --> 00:44:08,160 last question, and I'm sure you'll have an answer for this. 758 00:44:08,160 --> 00:44:12,300 So curiosity is my favorite word, and I love to ask 759 00:44:12,720 --> 00:44:17,460 occasionally two things. One, it's two. Part question. One, do 760 00:44:17,460 --> 00:44:22,820 you think curiosity is innate or learned. And part two, what are 761 00:44:22,820 --> 00:44:29,600 you most curious about today? And you don't have to overthink 762 00:44:29,600 --> 00:44:30,560 it, because there's no 763 00:44:30,560 --> 00:44:32,180 Karen Gunther: writing or learned. I'm going to say it's 764 00:44:32,180 --> 00:44:37,940 5050, it's nature, nurture, right? Yeah. And I think that if 765 00:44:38,000 --> 00:44:42,040 somebody, somebody either has natural curiosity and they 766 00:44:42,040 --> 00:44:46,720 pursue things just as a general rule. But I also do think that 767 00:44:46,720 --> 00:44:52,000 if you start young or start somebody at any age, quite 768 00:44:52,000 --> 00:44:55,240 frankly, on the path of how to be more curious about things, 769 00:44:55,240 --> 00:44:57,880 and the benefits of that and what happens as a result of 770 00:44:57,880 --> 00:45:02,400 being more curious, I. I think it could be very much a learned 771 00:45:03,780 --> 00:45:06,360 item. And I think that's what I try to teach people when I work 772 00:45:06,360 --> 00:45:08,880 with them in the sales training, is how to be curious. How do you 773 00:45:08,880 --> 00:45:11,700 be curious about how to do things differently, right? Yes. 774 00:45:12,060 --> 00:45:21,920 And then, what am I curious about today? I am. I'm curious 775 00:45:21,920 --> 00:45:24,980 about, literally, like you're asking me, and I'm telling an 776 00:45:24,980 --> 00:45:28,700 answer. I'm curious about 2025, because I'm starting to think 777 00:45:28,700 --> 00:45:32,300 now, because it's, you know, in the middle of November, to how 778 00:45:32,300 --> 00:45:37,580 to, how to plan my year. You know, I you and I have talked 779 00:45:37,580 --> 00:45:40,480 about a a program that I'm putting together to reach out to 780 00:45:40,480 --> 00:45:43,060 reach out to my clients monthly. I'm going to be using the Send 781 00:45:43,060 --> 00:45:46,540 Out Cards that you talk about to reach my clients as well with 782 00:45:46,540 --> 00:45:50,140 that. And I'm curious to see how that program comes together, 783 00:45:50,380 --> 00:45:53,860 because I think it'll be really impactful to my business. But I 784 00:45:53,860 --> 00:45:57,820 haven't yet fully formulated that, so it's always in the back 785 00:45:57,820 --> 00:46:00,780 of my mind of, how am I going to put this together? 786 00:46:00,960 --> 00:46:03,360 Janice Porter: Well, just know that I'm happy to have that 787 00:46:03,360 --> 00:46:06,360 conversation with you and brainstorm with you about it. I 788 00:46:06,360 --> 00:46:08,940 appreciate that. Thank you. Yeah, I'm actually talking to a 789 00:46:08,940 --> 00:46:11,880 guy tomorrow. This is kind of fun. Um, this person was 790 00:46:11,880 --> 00:46:15,780 introduced to me by a podcast company because they send me 791 00:46:15,780 --> 00:46:19,740 people all the time, and he to be on my podcast, and I always 792 00:46:19,740 --> 00:46:22,700 have an intro call with them first. So we had this intro 793 00:46:22,700 --> 00:46:26,360 call. He was great. I said, Let's do it. We're and I've 794 00:46:26,360 --> 00:46:31,880 booked him to be on my podcast. But we started talking about one 795 00:46:31,880 --> 00:46:36,980 of his companies, and I think he owns, he's a he's a coach, a 796 00:46:36,980 --> 00:46:39,680 business coach, but he also has this carpet cleaning company, 797 00:46:40,040 --> 00:46:43,000 and I asked him how he you know what? Anyway, I got into 798 00:46:43,000 --> 00:46:48,040 conversation with him, and I gave him a couple ideas, and he 799 00:46:48,040 --> 00:46:50,140 said, Oh, you and I need to brainstorm some more. I love 800 00:46:50,140 --> 00:46:53,800 that. And I sent him a card, and now we're going to talk about 801 00:46:53,800 --> 00:46:58,060 the cards in a brainstorming session tomorrow. So wonderful. 802 00:46:58,060 --> 00:47:00,480 Yeah, that's kind of fun. So I love doing that. So if you're 803 00:47:00,480 --> 00:47:04,140 when you're ready, let me know and and thank you so much for 804 00:47:04,140 --> 00:47:08,040 being on on my podcast. I so enjoyed having you as my guest, 805 00:47:08,040 --> 00:47:12,360 and I appreciate your expertise and in more ways than you, than 806 00:47:12,360 --> 00:47:15,780 you know. So thank you, Janice, so much for having me here. Oh, 807 00:47:15,780 --> 00:47:18,060 you're so welcome. Quite fun to have this conversation. 808 00:47:18,060 --> 00:47:21,260 Actually, know what I'm really looking forward to you. I know 809 00:47:21,260 --> 00:47:23,960 you love to travel, and you're coming up my way next summer, 810 00:47:23,960 --> 00:47:26,180 and we're actually going to meet in person. So that's really 811 00:47:26,180 --> 00:47:27,080 exciting. And 812 00:47:27,080 --> 00:47:28,880 Karen Gunther: that's another thing that I do when it comes to 813 00:47:28,880 --> 00:47:31,400 networking, is I let people know where I'm traveling. And you'd 814 00:47:31,400 --> 00:47:34,220 be surprised at how many people know people or are certain 815 00:47:34,220 --> 00:47:37,820 places. And I try to make that connection. I try to, generally, 816 00:47:37,820 --> 00:47:40,240 everywhere I go, in the United States, I try, or the world, 817 00:47:40,360 --> 00:47:42,520 literally, I try to make a connection. 818 00:47:42,700 --> 00:47:44,140 Janice Porter: Did you do that in Alaska? 819 00:47:45,580 --> 00:47:49,480 Karen Gunther: Oh no, because we're nowhere. Yeah, 820 00:47:49,660 --> 00:47:52,420 Janice Porter: okay, okay, there's nobody around, okay, but 821 00:47:52,420 --> 00:47:54,580 you had a good time, and you saw the Northern Lights, right? It 822 00:47:54,580 --> 00:47:58,000 was fabulous. Oh, fantastic. All right. Well, thank you again for 823 00:47:58,000 --> 00:48:01,380 being here, and thank you to my audience for being here, please 824 00:48:01,380 --> 00:48:05,280 let us know that you enjoyed the podcast, and Karen will put in 825 00:48:05,280 --> 00:48:08,880 the show notes where people can find you. Yes, perfect. And all 826 00:48:08,880 --> 00:48:12,060 right, and thanks again, and remember to stay connected and 827 00:48:12,060 --> 00:48:12,780 be remembered. You.