There are few things more important to your ability to grow a profitable business than the quality of the relationships you are able to build. We live a in a world that is driven by relationships. But how do you build solid relationships with the right people and ensure they generate you business?

My guest this week is known by many as the Relationship Guy. A master of relationship building, Lindsay Adams book the DNA of Business Relationships reveals the art and science of creating a trusted relationships with people who want to do businesses with you. If you want to know how to fire up the quality of your relationships, take a listen. 

00:00:11:21 - 00:00:27:08
Warwick: Welcome to the marketers club podcast. The show all about helping you work smarter earn more and accelerate your success. And now here's your host Paul McCartney.

00:00:29:18 - 00:01:17:02
Paul: So welcome to episode 31 of the marketers club podcast I am your host Paul McCarthy and I'm here to help you market your talent so you can earn what you're worth and ultimately make more of a difference in the world. Great to have your company again and first and foremost I hope that this recording finds you and your family safe and well clearly the impact of the coronavirus on the world has been just extraordinary. And while you as a business owner may never have to catch that covid-19 to feel its impact because it really has decimated the economy and therefore so many businesses that are really struggling through a very very tough time and we're really all in the same boat together it is incredibly trying for all of us.

00:01:17:04 - 00:01:57:18
Paul: So one of the things that we wanted to do apart from bring you a podcast show that was filled with some good ideas things that can help you at this time of crisis is really just to keep giving you tools and resources. So one of the things I've done is I've gone back to a book I wrote back in 2008 called The Survival trap and I wrote it as a response to the the economic recession that the world went through at that time and the survival trap is really about why we need to and how we shift our mindset to focusing on the things we can control how we can start to take meaningful action despite the circumstances around us.

00:01:57:20 - 00:02:47:06
Paul: So I have worked on that book and re-tooled to it if you like and released it now in the light of this crisis. So I've made that available it's free to download if you want to grab a copy of the survival trap. It's an 80 page book packed with ideas of how you can start to I guess fend off a lot of the negativity that's going on in the world and start to reprogram ourselves and get a bit of a circuit breaker from all that negativity so you can go to marketersclubacademy.com/survivaltrap to download your copy of the book I've also recorded an audio version of the book so as a podcast listener you might prefer to listen to the book when you go and grab a copy you will be given access to both the digital written copy and to the audio version.

00:02:47:08 - 00:03:58:21
Paul: So simply go to marketersclubacademy.com/survivaltrap and you'll be able to grab your copy for free there and I'm sure that like the hundreds and hundreds of people that have already downloaded it that and the feedback I've been getting is that it's a welcome relief to some of the conversation that's been going on because we are going to have to kick ourselves out of negativity and not thinking about only the doom and gloom and start to try and get as proactive as possible about what we can do about this. Now one of the things that are going to be really important to us as we move forward through these crises our quality of our relationships and that's what today's podcast is all about I've asked to speak a buddy of mine good friend Lindsay Adams to come on and chat to us about how we go about building relationships. He's built a business around relationship building he's known as the relationship guy and has written a great book about it and so this episode is all about how you can start to improve and develop quality relationships that will help you to sustain you now and certainly post this crisis grow a really powerful positive business.

00:03:58:23 - 00:04:31:21
Paul: So I will let you know that we did have some technical difficulties with our recording so the sound quality of this interview is not quite as high as we would like but we were keen to get the information to you and we didn't have the opportunity to go and recorded again so I just wanted to get you the information we think that it's a listenable but not quite as high as we'd like but we were keen just to give you that information so please excuse the audio quality of the interview but let's not keep you waiting any longer let's dive into my conversation with Lindsay Adams So Lindsey Graham welcome to the marketers club podcast Great to have you on the show.

00:04:31:23 - 00:04:34:22
Lindsay: Thanks Paul. It's an absolute pleasure to be here.

00:04:34:24 - 00:04:57:02
Paul: Lindsey you've written also book the DNA of business relationships and How to Engage expand and energise relationships so that's what I want to chat to you about. Help us to become better at building a relationship. It something you're a master of it but I guess maybe we should stop there. Tell us. Why from your perspective is it so important for us to become better relationship builders.

00:04:57:04 - 00:06:04:16
Lindsay: It's a good question. I mean relationships underpin pretty much everything that we do think about the people who are listening to your podcast you know if you want to be a good leader you've got to be in relationships with people if you want to work in a team that works well. You got to be in relationship with team members and if you want to make a sale if you're a salesperson you want to sell stuff. Yeah absolutely got to get into relationship with your prospect. And it's really that simple. One of the things I've done really well in my 20 years of self employment is relationships. And some years ago someone said to me you know you're right you're really good at this stuff. Lindsay you know you should call yourself the relationships guy. And I went wow I actually kind of works. And that's kind of how the title was for one and now I am literally known around the world now is the relationships guy. And then I put pen to paper and wrote this book. The DNA business relationships and the story of the book actually is based on the house that I live in because believe it or not the house I live in I built myself.

00:06:05:04 - 00:07:08:19
Lindsay: So me and my 70 year old apprentice my dad 26 years ago now built this house. And so he he's how I did it in those days I worked in the Australian Taxation Office you know little segue right. So it's so it's it had to stop a conversation quickly at a barbecue meeting for a living and all of us. Oh really. I think he finds me anyway. So was working the Tax Office and I said you a guy whose name was Paul Carney. And Paul and I talked each other into building our own homes and he built his house and I built mine and we helped each other build a house. But the first thing I did was I went to my eldest brother now in the book I talk I credit my brother is teaching me how to do networking because he's great. And I quoted coined this term. He's a great keeper and torturer. And if you know what I mean he keeps in touch with oh well he's my oldest brother he's he's 14 years older than me.

00:07:08:22 - 00:08:19:15
Lindsay: So I think he's thirty five next birthday or maybe a little older anyway but he he literally keeps in touch with people he he knows everybody and he keeps in touch with everybody so I went to him and I said hey look think of building on house do you know someone who could draw a plan for me. And he goes Yeah I do. And that was the first step. And so I actually built the house for a relationship and so that first step then led me to the greater question I love this question Who do you know who. And so who do you know who can do one. So in my case was who do you know who's a good plumber. Who do you know who's a good. Who do you know. And so I actually everyone who came on site to build my house was pretty much known to me. There were a couple of exceptions to the rule. One was the Brit guy and I wrote about this in the book as well. I got on a plane I was flying to Canberra. Remember I work in the tax office so I spent a lot of time in Canberra and those guys flying to Canberra. It was Monday and a long weekend got on the plane it's a lot of tennis is all very real.

00:08:19:17 - 00:09:05:10
Lindsay: Many people on board today. So I sit in a seat this guy sits beside me. We you know we take off and I turn round to him and you know me being me in a conversation and he says his name I said. What do you do. He says on the state sales manager of Austral Bricks. And the words Let him my man. Brett to break. It then I'm telling him the story about how I'm building my own house and he guys when we talk to you all sorts of stuff on the way to Canberra the plane landed. He sort of got his bag out of the overhead locker opened it up and gave me his business card and he said when you're ready call me. And so I looked in that strange look on her face and he says relax when you're ready to do it your brakes call me I'll look after you. Know Paul He's the amazing thing.

00:09:05:12 - 00:10:17:25
Lindsay: What was it in our conversation that led him to want to help me and I've pondered that long and hard and only I will explain what I think it was but anyway so he gave me his business card. We called him up a couple of weeks later. We'd been through the range of bricks and we figured out what we could afford. We went to see him and I said look I was there for want to be and I said you know we think we like that right there and he goes you know what that brick you want this brick. And these brick was the most expensive in the range. And I said look that's outside of our budget we can't afford that. And he looked at us and he said I said I'd look after you. And we got those bricks so cheap it was almost like they fell off the back of a brick factory. Seriously he looked after us you know one of the things I talk about when I sat the broaching the subject and how do you get into a relationship. And this is what I did with. I think it was if listen more talk less I apply the 80 20 rule. I'm the good operator principle. You know you may be familiar with the origins of the pareto principle.

00:10:18:00 - 00:12:23:11
Lindsay: An Italian mathematician Vilfredo Pareto actually coined the term and created the rule and it was based on his pea crop Vilfredo grew peas in his backyard and he found that 20 percent of the crop yielded 80 percent of the peas hence the 80 20 rule. Now I think Vilfredo had too much time on his hands really. You know what I mean. So that's the origin but apply the 80 20 rule. So what I mean by that is you took 20 percent of the time get them talking 80 percent of the time. And so I asked this guy you know I flew back on to what am I doing this conversation. And I just asked him questions and got him talking. Any talk talk talk talk and then we just made that connection. And so listen more talk less the next obvious question on who you ask is will have you know how do we do that. Well that look sick of course is to ask clever question. And so what we're going to do is ask a question which opens up the conversation and gets the other person talking ourselves. So you know I might say I'll meet you for the first time. Hi I'm Lindsey I'm Paul McCarthy what do you do Paul marketing guru ji marketing. That sounds interesting. Who do you do that with. How do you do that. And so what it does it gives you an opportunity to tell me about. Well actually you know I've got a podcast. I've got a couple of thousand followers. I've been doing this for 20 years. You know what. Whatever it might be. And then it's up to me to ask more questions to get you talking more and more and more. If I get you talking and or if I get the other person talking more then you're going to walk away. After we finish the conversation I'm going to quietly said those gee that guy has a nice bloke and you know why he was because all they did was talk about themselves. And people love to talk about themselves.

00:12:23:13 - 00:13:45:15
Paul: You're reminding me of experience I had when I was in a cab. Actually I was the. Good and the cabbie you know when you get into a into a space with somebody a little space like that and you can tell that the other person is having a bad day. And it was kind of really intense and a bit of a mood this. And so we started chatting and really all I was doing was asking me questions and we move the conversation we ended up talking about his kids. There was clearly very proud of and he told me about them. And when we got to the airport remember I grabbed the bags out of the boot and put the ban in thrust out his hand to shake my hand and I said I just want to tell you one of the nicest guys I've met in a long time. And that is exactly what you're saying. I just ask questions and listen. And so I you know felt herd so. It really. Reinforces that point but I just want to touch on another point that you just made which I think is really important from a market as point of the question that you mentioned was that who do you know. And I think that as a market that's one of the things that we want to keep zeroing in on is obviously one steps to being a good relationship. Know getting these recommendations referrals connections if you want to be known for something. So you're and you're known for being a relationship you order. So if people need help with that then they know how to reach out to to help them do that. So that's got to be an. Important underpinning because if you're not actually known for anything that no one will know or refer to you.

00:13:45:26 - 00:14:51:13
Lindsay: Yeah. Correct. And you and you know one thing I've got to stress you when you meet someone for the first time it is only ever about establishing a relationship. Let me give you a real life example. I went into my local Chamber of Commerce meeting to manage Chamber of Commerce meeting. I meet this guy and it turns out he's a printer. So we did the usual. Hello my name is what do you do. And he says to me you know. So what do you do. And I said Well you know I'm a professional conference speaker I run training seminars and workshops about relationships how to get into relationships and leverage those relationships to get more business. And he goes on you do training. I said Yes I do. And he said You must promote training workbooks. I said Well yeah I do. As a matter of fact this is great. I can do them in full color. I can do it in black and watch I can bind them I can staple them. I could I can have them delivered to you then you can have them if you order them to soften and I can have them ready in the morning. He just went on and on and on and on and even know that I remember the guy's name.

00:14:51:25 - 00:16:20:15
Lindsay: But he was already trying to sell me something to be really careful that we take the time to get to know people and try and have some form of relationship with them before we sell because if we don't you know should show a road to disaster. So this guy at the same chamber of commerce meeting he he went around and I don't know how many people I spoke to and he's handing out his business card with gay abandon. And then I noticed when I sat down at my my breakfast thought there was a little flyer on my plate from this same Greta and I looked around and I watched at the end of the meeting the big pile of flies left on the table from the print shop. No body was interested because the guy had made no effort at relationship and it was like foreign sales and give these when I go back to my days a couple hours later there was an email waiting in my inbox dealings. So So nice to meet you today. I'm off for a special. How many did you want to buy. And it wasn't even a trial it wasn't even a tailored message. You didn't say Lindsay sent us to meet you at the Chamber of Commerce meeting. I do recall that you know you said you run training seminars and I didn't mention that I can provide services to you. By the way here's what I could do is nothing tailored. It was just a standard bulk message that he sent out I reckon to everyone and collected the business card. Rule number one relationship first selling second or third.

00:16:20:17 - 00:17:40:17
Lindsay: Here's the thing. So we use the clever questions is one more kind of question that I love and which I'll mention. And that's the easy question. It's a clever little piece so. So you mentioned taxi drivers if you have. TAXI DRIVER You could say what's the biggest trip you've ever taken with a passenger. Did you see that biggest history. You mean an airline pilot pilots the longest flight. If I could make an accountant What's the biggest tax refund you've ever had the pleasure of working on or whatever. I mean EST so it's just another form of questioning and again depending on how you ask it could could lead to a funny story could lead to an interesting conversation. It's really a matter of opening up that conversation. The next thing to look out for is to find out what what have you got in common with the other person that makes it easy to talk about you know simple stuff like kids grandkids with travel find something that you've got in common and talk about that you know you and I travel a bit with business and so it's easy for us to swap stories of Qantas or Virgin or whoever or taxi rides to the airport or from the airport or wherever. And so find what you got in common with these people and talk about that.

00:17:40:19 - 00:18:38:05
Lindsay: The next thing that I talk about right about in the book was the P S. Now my people when you hear that you think P S that's a post script on a letter. My mum was a great letter writer. Remember I'm the youngest of five boys so my eldest brother the guy he's 40 years older than me who when I was born tells me that he was like my second mother changed my nappy at Central Central. Lucky him. He used to live in Darwin. He lived there for eleven years and that's some time ago now. In those days when we actually wrote letters. Who does that anymore. My mom which on Sunday night would sit at the dining room table and write her brother a letter every single week and she would post it on. My dad would post on Monday morning on his way to work. My brother was pretty good he would he would respond pretty much in kind every week. So those were the days. I mean those days are long gone now. It's an email from school so easy into all sorts of stuff now for communication. Anyway she often gets a letter and got

00:18:38:27 - 00:19:59:16
Lindsay: Sure enough mum would think of something she forgot to write so she wrote a postscript now a post script in terms of relationship building is a small act of positive service. I'll give you a real life example as in in America in January this year at a conference and it's lunchtime in the queue for the buffet. I get up to the big pile of lights at the end of the food table and I grant the plate took one for me and I took a second plate and I turned around to the guy behind me and I read his name badge never met the guy before and I said hello Paul and I gave him papers and he's applied just for you and he was like oh Lindsay thank you so much. And then we started chatting and we talked about the previous speaker something common ground something we don't just experience. Then we talked about the food and then we went together and this guy became my second best friend for life seriously. I now have an open invitation to visit him in Kentucky next summer passing through America should I wish to do so simply from that small active positive service. Think about this now. That's one example. But let's think about a typical business function you meet someone at a function you have a lovely conversation. So what can you do to cement your relationship. You've met them you've had a nice chat you're awesome open ended questions you found some common ground.

00:19:59:19 - 00:21:02:11
Lindsay: So a great way to cement the relationship or deepen the relationship is when you get back to your office maybe take out a sheet of paper and write a handwritten note. Do you feel so nice to meet you at the Chamber of Commerce meeting. What an experience it was with that printer guy high kind regards. Lindsay Adams dear Paul sent us to make sure he's a copy of my book that I talk to have you enjoyed reading do you poll. I'm so nice to meet you. He's that article I was hoping that one day. I mean find some way to serve them with a small handwritten note. Find some way to create a small active positive service that really makes you memorable because I guarantee if polls 5 to 10 people or even 3 people at that networking function the one who sings the small act active positive service is the one who's going to be remembered and loved for a long time to come. And And so it ain't rocket science but it is important.

00:21:02:13 - 00:21:30:12
Paul: We've got to we're going to keep building on the relationship keep adding more value giving and being more generous and slowing down. So clearly one of the case that you were highlighting for us. In a world where instant coffee is too slow is to go a little slow to take time to build a real relationship with somebody not to bump into them inside say you want to get married but to say let's. At least. Have a drink first. Yeah

00:21:30:23 - 00:22:18:29
Lindsay: A nice analogy. Now he he is something that's really critically important. I'm a business person. You're a business person. Your listeners are business people. I am always on the lookout for more business. So when I meet somebody I am assessing whether I think I can do business with them with their prospects for me. Every time we'll see time establishing my relationship I have an ulterior motive. I want to sell them something. However remember that relationship first sales second I might say something like if we'd had a good conversation and deep and meaningful conversation then I might exchange business cards with them because remember you don't have the author friends or just thrust your card on somebody you want to have a meaningful exchange of business cards because that person wants your contact details and then I might say something like you know all we're going to lot in common.

00:22:19:01 - 00:23:19:24
Lindsay: I actually think we could help each other in business. Would you be open to having a coffee catch up Monday next week or next fall sometime in the next couple of days where we could explore how we might help each other in business. Now notice what I said there and I genuinely mean this. I want to help them but I also want them to help me. And so it's always a two way street. So helping them in business could help them understand how I could sell them something. Or it could be that actually I might have I might know someone who could help them genuinely. And I really want to help them because you know what if I help them they will help me in return. And there's a great book written by God called Robert Shel Dini called influence psychology persuasion talks about the schools and influence one of which is the law of reciprocity. So if you help someone they will help you back the out of Christmas cards kind of dying out now. But once upon a time think about Christmas if you got a Christmas card from someone and you had already sent them one you began Oh quick quick quick get a card.

00:23:19:27 - 00:24:22:26
What card in the post because they sent you one you felt obliged to send them one that. Generally works. OK so I'm thinking of I cannot do business with this person and if I can't do business with this person then I'm thinking about someone in my key for why I'll come back to that concept in a minute and my key for my closest business buddies and I'm thinking could I do business with someone else I know and trust. And so on figuring out. Could I do business with them or could one of my buddies do business with them. And then I'm gonna say I could we perhaps have a coffee and I'll make that date. Or I'll say look I'll give you a shout in the next couple of days and move all the time you know let's not worry about it now because now it's about relationship. So. I make that offer gauge their interest and you can tell you can tell what by their response they might say yes but they really may. Now you can see it on my face. So you've got to figure out whether you're going to follow it up or not. So you go into these more active positive service and I would usually go back maybe do my handwritten note why in a day or two for that to hit a desk and then call them up.

00:24:22:28 - 00:25:36:19
Lindsay: And so by then they've got you know they've had a nice feeling of meeting me they've got a little note and then I call them and go Hey we say we want cash for coffee how you place an excuse they call not make the appointment. Now let's circle back to this key for concept. So imagine this you look at your hand now look at you you know anyone who's listening to you podcasts look at your hand look at your thumb that's you. This for other fingers and the palm of your hand is your target market. Now I've got four trusted people who are in my key four and they all share my target market but they don't compete with me. Say that again they share my target market. They can work for the same people but we don't compete. And so I can refer business to them and they can refer business to me and we don't compete with the same person. So let me give you a real life example let's say the person at the farm is a real estate agent the as a young couple who want to buy a house you know rural residential property. So the key for. Could be a mortgage broker solicitor. Building in Hastings Victor might be a landscape artist maybe a

00:25:38:12 - 00:27:26:19
Lindsay: Maybe a handyman. That is quite a number of people looking associated with a house. And so it works like this real estate agent says the odd couple law showing them a property goes. So tell me have you organized your finance yet. Yeah. Well we've been banking with the bank. Look now we're at the bank. I've got this great guy. He's a mortgage broker who gets you. He'll beat the banks right. Hands down and he'll organize everything from your dining room table. You don't even have to go to his office. Could I introduce you to what do you want to insure your property. Well yeah of course we will. We've got a broker who gave you the best deal in town. Did you want to have a building in inspection and you see where I'm going with this. Each of these guys in turn can refer back to the real estate agent. And so it's a great little system and it works so well. Now imagine this you've got a key for look at your little finger now and imagine a thumb hanging off that little finger. So your little finger guy let's say that's the landscape guy. He knows a plumber a carpenter a bricklayer and so on and so suddenly your key phone network can get it. It can explode exponentially in each of your guys have another network so you can really get in touch with a lot of people. And so I get to get my food you know who question if you ask it or you pay for that you've got to. They could be in touch with a lot of people. And really that's what it's about. It's not you don't want to do business with those guys. You want to do business with all the people I know. And that's the real key to leveraging your relationships I'm not just about meeting people I'm having nice conversations. I'm back in business and then leveraging those relationships to get more business which is what we are all about.

00:27:26:21 - 00:27:52:05
Paul: I mean the idea of this key forward sounds really good that I've got for people that understand what I do really well we're not competing so we're. Helping to source opportunities for each other and generate more relationship building opportunities. But tell me a little bit about how I'm going to go about building that K for how do I select the people how do I know.

00:27:52:11 - 00:29:00:07
Lindsay: Right. Good question. Good question. So I want everybody who's listening to think about well who's my target market. That's the key question. And it's really interesting you know Paul I've spoken at many conferences and you know and I say to the audience members I kind I want you to write a sentence and describe your target market. And then I ask people to read it out and it's really interesting the responses I get I've had people literally stand up and say I can work for anyone on a graphic design I can work for anyone. Well yes that may be so. However the people who are going to bring you into my spine who give you the most joy. I mean as a graphic designer you can work for a lot of people but they're going to be the people they're going to be joyful people that they're going to be you know high fee earning people really think about who's your target market. First thing next is to think about well who else works in that target market. And think of other professions or trades or service providers and then who do I know who is one of those people. And do I know them well enough to I trust them that I want to bring them into my people.

00:29:00:09 - 00:30:06:18
Lindsay: I think we all know got a bunch of people who we know a name so we can approach them. And here's something that I would typically say to people you interested in making more sales. You know I've got an idea. I think we can both grow our business and I'd love to explain that to you. Let's have a coffee. OK. So we sit down over coffee and I explain the concept of helping each other. And really it's about referring business to each other identify for people. I have four meetings and then I'm going to introduce them to each other so I'm going to have a group meeting. On office in a room around a table and we're going to go over the ground rules and that is that we look out for business for each other and we're going to pass business to each other. Referrals. Now there's a couple of things that you could do here as you pass a referral. You might pay a commission for that referral or you might just give another referral in return for a referral. And that's up to you. Some groups of I've helped form they pay each other 10 percent. My key for groups on my referral fee we just were just good referrals and we look out for each other. We seriously work hard.

00:30:07:05 - 00:31:16:06
Lindsay: Now the next step is you got to educate those people about your business so that they can be your de facto sales team because they're going to sell you when you are presenting the right. That's another really key point here. And when they're out and out talking at their next business function trying to figure out can I do business with this person. Also thinking about you and could I refer this person to Lindsey or to Paul. So that you've got to be able to talk about you in a way that gets the other person interested. With enough information so that they may want to make someone identify you for a meeting with them invite them. Get them all together lay down the ground rules and educate each other. Then the next thing is you got to keep in touch. And so once a month we'll all have a virtual or a face to face meeting where we can regroup and go whoa how we go on you know what's happening for you at the minute we've got this this Koran of ours thing whizzing around the world and it's impacting some people's businesses and not so others.

00:31:16:08 - 00:32:37:06
Lindsay: And so you could say well gee whiz you know coronavirus or whatever it might be is around the corner or on the horizon. How does that impact that group. It could be it could be a new it could be an election around the corner. Every time there's an election that impacts business a little meeting every month we regroup talk about how you've gone in the last month and where you're going. Educated maybe you might have a special this month or a new product or a new release or new book or a new one and that's an opportunity to re-educate those people. We've got a couple we've identified those people now you mentioned that you've got two. It strikes me that we wouldn't want to have too many of these things because I sound like there's a bit of work and energy required. You can have you can have up to 20 people in UK to be a key 20. But it's too many people. And I just lock it tight and I keep it tight and I find that more powerful. You can have. You know you get it for six eight ten. You figure that whatever works for you then it's the time and the effort. Now I've got to key for so. So I work. I speak at conferences I run training seminars or workshops do a little bit of coaching. I work in New Zealand in Singapore in Malaysia in the Philippines and sailing in Indonesia at the minute.

00:32:37:08 - 00:33:46:19
Lindsay: I'm going to key four based in Singapore that I work the Asian market with and I've got a key for Australia. Then I work the Australian market and the other people in my key for all share the same target market. They also conference speakers trainers coaches and we all have different topics so we don't overlap so we don't compete. So once I finish working with a client I can say to them and just you know just for example you and I could say hey can you organise a conference for next year. I know this guy Paul McCarthy he's an amazing marketing guru. He'd be ideal for your your audience want and I refer you to him and maybe you would consider him for next year's conference or you know I noticed one of the challenges that we talked about you talked to him during your business planning was marketing Paul as a marketing guru blah blah blah. Same thing I was gonna have yeah. Antenna up for opportunities for the other people in your group. Again I wouldn't recommend you have to many more. It is a lot of work and if you do it properly it will pay big dividends.

00:33:46:21 - 00:34:18:01
Paul: It strikes me that it's a great idea a great concept. I love it and I love the fact that in the book that you're really taking I guess the idea of Relationships which is probably something that we organically understand and try to put some science behind some structures and strategy for us to follow so that we can engage expand and energise what it is that we do. Now. I know that the book is available in all good bookshops and be able to get it in At Amazon but if people want to reach out with you.

00:34:18:19 - 00:34:43:01
Lindsay: Look it's really simple. My website is Lindsayadams.com.au and if you want to email me if it's [email protected] send me an email or jump onto the website. I'm on all social media platforms and you know I would I would love to hear from your listeners and I can help and support them in any way. I'd be delighted.

00:34:43:18 - 00:34:57:09
Paul: Well that's always a pleasure to speak to. You are a master of building relationships and I thank you for taking the time to put it into a book so that we can all become much better really understand the science of building relationships. Thanks for joining me today.

00:34:57:12 - 00:35:06:13
Lindsay: Thank you Paul. It's been an absolute pleasure. And look forward to more and more of your good stuff to you great information .

00:35:06:22 - 00:35:37:07
Hope you enjoyed that conversation with Lindsay Adams and I do again apologize for the dropping quality of the audio from that interview we had tried recording it actually twice and for some reason we kept getting these kind of noise coming through said as we try to do some noise reduction for you. So you didn't have to listen to noises that sort of distorted some of the the vocal but we hope that you were able to push past that and get the core messages anyway. Now I think two of the really important things that Lindsay talked about you know one is this.

00:35:37:09 - 00:37:07:23
Who do you know who. And I think as I mentioned in the conversation with Lindsay as a marketer it's so so important that you are recognized and known for something. If you want to build a relationship with people if you want people to be referring and recommending you then you do need to be known as a specialist or an expert in some field and this is one of those times that perhaps more than ever it's going to be crucially important that you are known as an expert in something. So as people start to emerge from the kind of all the fear and confusion around the corona virus that they start looking for help in a particular area where you want to make sure that you are known for that thing there's gonna be point number one and the other point that Lindsay was highlighting was this idea of building a really trusted network what he calls his key for so many that is for you whether it's four or more people but having a network of people who do know what it is you specialize in who don't compete with you but who share the same target audience and another great point that Lindsay made about finding the right target audience and zeroed in on who you're building a conversation with and over the coming months as trying and difficult as it be while we are locked away potentially in isolation and having to operate from home or wherever you are trying to run your business from it's going to be important to make sure that we're reaching out to our ideal client still building connections building a list and being there on their playlist ready when they are to serve them. So

00:37:07:25 - 00:37:56:01
So it's important that we keep moving and stay positive and to that end. I'll remind you again if you want to get a little bit of a circuit breaker to all the negativity go to the market as Club Academy dot com slash survival trap and download your copy of the survival trap get the audio book and the physical book the digital version of it sent to you so that you can start to reprogram perhaps some of the the way you've been thinking. It's really easy for us all to slip into a negative mindset with all the things that are going on but it's going to be really important for us to really I guess take a message from the Stoics and that is really there's only two things we can truly control and that's our thoughts and our actions and so we need to make sure we're programming ourselves with the right thoughts so that we're taking the most proactive actions that we can.

00:37:56:03 - 00:38:27:16
So thanks again for joining me for another episode. I hope that you can remain safe. You and your family will stay as isolated as you can stay as safe as possible and that you will continue to be as proactive and positive as you can. With that getting your built your business going again despite the State of the economy that we're all experiencing right as we speak. So until next time I wish you all the very best of luck with your business but much more importantly with your lives. Take care. Bye for now.