SBR58: Derek Coburn: Why Networking is Broken — and What to Do About It

rsz_smart_business_revolution_podcast_artwork_red

Derek Coburn is a man who knows a thing or two about the importance of relationships.

He’s a financial advisor for high net-worth individuals, he’s an entrepreneur, and he’s an author of the great book Networking Is Not Working.

He finds that explaining all of these roles can be confusing. “Often times we get caught up in trying to be clever and it ends up not communicating what we do,” says Coburn.

Instead, Coburn recommends keeping things simple and relevant to the person you are talking to by asking them questions first. “By learning more about the person I am talking to first and what they do, I’m in a better spot to lead with what’s more relevant to the conversation.”

Today, Coburn is also the co-founder, with his wife Melanie, of Cadre DC, which is a business networking group in Washington DC that uses “non-traditional networking strategies” to bring together highly successful entrepreneurs and business owners who are focused on helping one another.

Derek CoburnThe model is based on the strategies Coburn used himself when the economic crisis of 2008/2009 hit and his business slowed down. He created an informal networking group consisting of his best clients and their top advisors and tripled his revenue and improved the quality of his business and created more free time.

We talk about:

  • Why the essence of building a network is helping one another
  • Why if you want to grow your business, you should start by growing others’ business
  • Coburn’s system for following up with people in his network.
  • How to find events that are a “win” for you in multiple different ways
  • The importance of helping clients and customers and becoming an advocate for their business – above and beyond the service you provide which you are paid to do.

Enjoy!

Resources from this Episode:

Right Click here to download the MP3

 

Click here to subscribe via iTunes

Advertise on the Smart Business Revolution podcast

How to Read People Like an FBI Special Agent

rsz_smart_business_revolution_podcast_artwork_red

LaRae Quy looks nothing like a FBI agent.

When LaRae showed up for basic training at FBI training headquarters in Quantico, Virginia, some of her fellow agents-in-training thought it was a joke: she was in her late 20s, blonde, and her most recent job was as a buyer in a high-end department store.

The typical FBI Special Agent is tall, dark, and male.

The exact opposite of what LaRae looked like.

It turned out she was just what the FBI needed.

A few months after she graduated from basic training, she was transferred to the FBI’s office in Northern California.

The year was 1987. The FBI knew the Soviet Union was actively trying to steal classified military technology in Silicon Valley, which was home to numerous U.S. military defense companies.

LaRae Quy mental toughnessQuy was tasked with a huge job – going undercover to identify and turn a known Soviet spy operating in the region. In other words, to convince the spy to start spying for the U.S.

What does all of this have to do with relationships in business? Well, as you’ll discover, it turns out quite a lot.

In order to find spies operating on U.S. soil, you need to understand what motivates people – in a much deeper way than even they understand. AND if you want to motive others, or if you really want to help others in your network, then you can use the same skills FBI agents use to truly and deeply understand what motivates spies.

In other words, you need to understand what motivates the people in your network — in a way even deeper than they understand themselves.

Today, Quy is the author of Secrets of a Strong Mind (affiliate link), which is a book about understanding mental toughness and how to fortify your mental toughness in the world of business which is based off Quy’s years of working as an FBI Special agent.

We discuss the book and how you can apply these concepts to your life in this interview.

Enjoy!

Resources from this Episode:

Right Click here to download the MP3

 

Click here to subscribe via iTunes

Advertise on the Smart Business Revolution podcast

SBR056: Jumping Out of Helicopters and Getting Paid to Travel the World with Bootstrapped Mag founder Tom Morkes

rsz_smart_business_revolution_podcast_artwork_red

Tom Morkes is one of the few people I’ve ever met who can say he got paid to jump out of helicopters.

After graduating from West Point — which is like the Harvard of military schools – he joined the U.S. Army as an officer.

His service in the Army included a stint in Iraq, which he  describes in his characteristically humble manner as mostly a time of boredom. (I’m sure it wasn’t entirely boredom given it was a war, after all.)

His story was so incredible I previously profiled him in a guest post in Art of Manliness: The Helicopter-Jumper’s Guide to Talking About Yourself: 10 Ways to Share Your Accomplishments Without Sounding like a Jerk.

Today Tom is a business coach and business consultant, author, owner of a boutique publishing house and publisher of Bootstrapped Mag, a business and arts journal I’ve been privileged to write for.

Tom MorkesHe’s also a co-creator (with fellow vets John Lee Dumas of Entrepreneur on Fire and Antonio Centeno of Real Men Real Style) of High Speed Low Drag, a company focused on helping vets to transition from the military to the private sector.

He’s become known as an expert in “Pay What You What Pricing” and the “gift economy,” and makes a fascinating argument for why allowing your customers to decide what they pay for your product or service is actually a lucrative and worthy approach.

Oh, and did I mention that he’s been doing all of this while traveling around the world with his new wife for the past year? So there’s that too.

Through it all, Tom has a brilliant approach to developing relationships and shares in this podcast how he developed relationships with some very busy writers who he got to contribute to the first issue of Boostrapped – when it was a completely unknown literary journal – including The War of Art author Steven Pressfield, Smart Passive Income founder Pat Flynn, and $100 Startup author Chris Guillebeau.

Enjoy!

Resources from this Episode:

Right Click here to download the MP3

 

Click here to subscribe via iTunes

Advertise on the Smart Business Revolution podcast

SBR055: Adam Grant: How to Succeed in Business by Being a Giver

rsz_smart_business_revolution_podcast_artwork_redThis week’s guest is the author of a phenomenal book, Give and Take (affiliate link), which has gotten a ton of attention.

The book was named one of the best books of 2013 by Amazon, the Financial Times, and the Wall Street Journal.

I read Give and Take and I loved it.

In my opinion, it is like a companion piece to How to Win Friends and Influence People by Dale Carnegie. That book argues that we’ll all be more successful if we take interest in others, help others, and are valuable to others.

Adam GrantGive and Take actually provides the social science research to back up that argument.

But that’s not to say it’s a dry book. It actually has  fascinating stories throughout.

Adam Grant demonstrates why givers – people who are interested first in helping others – are more likely to rise to the top of the success ladder.

It’s a fascinating read and he was a fascinating guy to interview.

Enjoy!

Resources from this Episode:

Right Click here to download the MP3

 

Click here to subscribe via iTunes

Advertise on the Smart Business Revolution podcast

SBR054: Jordan Harbinger: From Wall Street Lawyer to Men’s Charm Expert

rsz_smart_business_revolution_podcast_artwork_redJordan Harbinger is a former Wall Street lawyer turned men’s charm expert.

Yes, you read that right.

You don’t hear that combination every day. But once you hear him speak, you see why Jordan ended up where he did.

Today, Jordan runs the Art of Charm podcast and Art of Charm bootcamps, both of which help — in their words — “men to crush it in business and in life.”

Jordan HarbingerWhat started as a hobby has turned into a thriving and wildly successful business. In fact, the Art of Charm consistently ranks in the top 100 itunes podcasts, alongside mainstream media shows put out by ESPN, NPR and CBS.

I’m ashamed to say that I hadn’t heard of the Art of Charm podcast when one of Jordan’s listeners introduce us, thinking that I would be a good guest for the show.

Jordan has been kind enough to have me on twice now, and we clicked from the very beginning. He’s become a good friend.

In this interview, we discuss:

  • the difference between upstream and downstream relationships
  • the “Layover Rule” and how it might affect the next job you interview for
  • how you can “print social currency” and why that’s more important than actual currency
  • how to punch above your weight class and what that means for building relationships in business
  • AND we talk about why he wore a kangaroo suit to swanky bars and clubs for 10 nights straight and what he learned about social dynamics from that experience. You won’t want to miss that story!

As always, enjoy this one.

 

Resources from this Episode:

Right Click here to download the MP3

 

Click here to subscribe via iTunes

Advertise on the Smart Business Revolution podcast

How Brett McKay Built the Art of Manliness into the #1 Independent Men’s Interest Website

rsz_smart_business_revolution_podcast_artwork_redBrett McKay was fed up.

He was looking at row after row of men’s interest magazines on a magazine rack, and he found that every “men’s interest” magazine – like Maxim and FHM Magazine – seemed to offer little more than pictures of scantily-clad women and tips on how to throw an awesome frat party.

None of these magazines shared real advice on how to be a better man.

So he decided to do something about it. Brett created the Art of Manliness, a blog dedicated to showing men how to be Brett McKaybetter men, borrowing from classic values of generations past.

Today, the Art of Manliness is one of the largest independent men’s interest websites on the internet.

And alongside his wife Kate, Brett continues to run it much like he did when it started, with a sharp focus on producing practical, helpful content for its predominantly male readership.

I’ve been fortunate to write for Art of Manliness for the past year, and I can say I’m really proud to contribute to the site today because AoM is genuinely focused on helping men to improve themselves in every area, from fashion to fitness to relationships and financial skills.

In this interview, I talk with Brett about what led him to found the site, how it makes its money today, what relationships he relied on in growing it to where it is today, and where he sees it going in the future.

Enjoy!

Resources from this Episode:

Right Click here to download the MP3

 

Click here to subscribe via iTunes

Advertise on the Smart Business Revolution podcast