In this episode of The Hyperfast Agent Podcast, host Dan Lesniak speaks with Larry Perkins, the author of the relationship-building book, Don’t Be A Stranger, and an experienced entrepreneurial consultant with over 18 years of experience. Listen to hear why building your relationship base is so important for your business, especially during the current pandemic.
- The Zoom world has taught businesses and entrepreneurs how to pivot their businesses and use their time differently.
- Larry has become passionate about building relationships over the last 13 years since he started his business.
- Don’t Be A Stranger is all about how to build relationships.
- The art of building relationships is more relevant than ever right now because of the global pandemic.
- Larry has kept the relationships the same, meeting people where the relationship sits naturally, just over Zoom.
- As it relates to networking and marketing, group calls with a moderated discussion can be personalized to connect on a human level.
- So much content and Zoom communication has brought about a certain level of Zoom fatigue.
- Leverage the group calls to create client relationships at an individual level.
- Efficient follow-ups ensure that you are top of mind when they need someone to solve their problem.
- The human brain can only track about 150 things at a time, so you must stay relevant.
- CRM helps when you are coordinating amongst different people when it can be kept simple.
- The context of the conversation does not necessarily matter as much as that the conversation is happening.
- Having established organic touchpoints help people remember that you are alive.
- Stay in touch with someone because you like staying in touch, because they won’t pick up when you are being too pushy.
- You never know when these random relationships will blossom into a business relationship, or put you in front of the right people.
- Don’t bring a negative into the conversation.
- Focus on the things that people actually want to read about and stay away from how great you are.
- Aspects of networking are going to look unique when the pandemic is over.
- Larry offers advice for both experienced and brand new entrepreneurs as it relates to following up with the people in their network.
- Don’t be afraid to look dumb doing something that you have not done before.
- Larry keeps busy with a plethora of interesting hobbies, including hip hop dance lessons.
3 Key Points:
- The need for building relationships hasn’t disappeared with the pandemic, it has only changed forms. You can still keep relationships in the same manner, just over Zoom.
- People are going to remember the most recent and most relevant. It’s important to make sure your follow-up system is well thought out so that you are top of mind when the time comes that someone needs your services.
- Networking, amongst everything else, will look different post-COVID than it did pre-COVID. We will probably see a hybrid that has some aspects of pandemic networking that will stay, while others will go back to normal.
- “At the root of it, relationships are about having people remembering that you are alive for moments at a time.” - Larry Perkins
- “The follow up is what it’s all about...It’s called strategic serendipity. You’re strategically in the right place at the right time.” - Larry Perkins
- “It’s not so much what you’re talking about; it’s that you’re talking.” - Larry Perkins
- “It’s okay to be weird and memorable...that’s the stuff that I want to talk about.” - Larry Perkins