024 - How To Leverage Your Worst Failures Into Your Best Wins With Paul Edwards

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Show Notes

Josh Tapp 0:00
What's up everybody? Josh Tapp here again and welcome back to the lucky Titan podcast. So today we have Paul Edwards on the mic and Paul is an entrepreneurial business coach and international best selling author of the book business beyond business. So Paul is here today to share with us how to leverage your worst failures into your best wins. So Paul, let's hop right in. All right, Paul. So tell us something about yourself that most people don't know.
Paul Edwards 0:26
I love this one Josh. I
Unknown Speaker 0:29
I'm never sure how this sounds. So I invite people to feed back to me on it but I speak two different languages. I hold three different passports and I've lived in five different countries. How's that?
Josh Tapp 0:41
Yeah, world traveler their way so I do have to ask for like how'd you learn another language and everything.
Unknown Speaker 0:48
I grew up in Southern California and I was encouraged because I had a an outsized English vocabulary. My parents believed I was pretty good with languages and it turns turned out I was I took Spanish in junior high high school in college became conversationally fluent, I guess you could say. And then, when I was in the insurance business, I had an opportunity to really practice that skill and really add a lot of meat on the bones because we had a lot of Spanish speaking clients in the agency as a result of the other salesman who was a native speaker. But whenever he wasn't there, and especially after he left, it was up to me to take care of the Spanish speaking clients. So I really at that point, I really had to become quite the gringo you know, for dealing with with all these clients who you know, otherwise really couldn't understand what they were getting in the mail.
Josh Tapp 1:43
Right and they weren't getting service correctly. Yeah, that's really awesome that you were able to take that and you know, actually apply the language because a lot of us who speak other languages not able to share that very often, you know,
Unknown Speaker 1:54
so especially not in business, right? Especially Say hi, how are you? right but right can you Carry on a business conversation. Explain. I mean, insurance coverages, right? This is a little bit boring insurance information. But in in Mexico, they don't have it. Right. Right. So it's like explaining a totally foreign concept to them. Right? You know,
Josh Tapp 2:16
and it can be taken care of.
Unknown Speaker 2:18
Exactly. Yeah.
Josh Tapp 2:20
That's awesome. Well, let's hop right into it with some of the questions more about you know, you your business journey where you're at. So to start with, give us a little bit of background on yourself and your journey to where you're at now. Well,
Unknown Speaker 2:35
my journey has taken me all over the world, but to put it in a mainly in the context of my adult life and professional life. Up until the age of 2021 22, I was I pretty much had no idea what I wanted to do with myself. Then I had the good fortune of living for a long time with a mentor, who taught me a lot of really good skills about interacting with people, and all of a sudden life began to go a lot more of my way than I've ever had. Once I left that environment, I just found that I was starting to get along with people a lot better. And I knew things to say that the average person who had always outpaced me in this regard didn't know, right, I knew how to strike up conversations with strangers. I knew how to ingratiate myself to the point that people would give things to me for free that other people they charged thousands of dollars. Not because I was you know, kissing their butt or anything just because I knew how to talk to them in a way that made them feel important and invalidated them. So
Paul Edwards 3:45
but I also
Unknown Speaker 3:48
at around the same time, took on a very bad internal agreement with pride and thought myself to be quite a bit more than I was and as a result brought in a lot of Professional chaos in my in my life for the ensuing two decades. And that's just to say that it's been a struggle for me to get to where I am. And it's been a struggle for me in the journey I've been on in the last year and a half as an entrepreneur to undo a lot of the damage that I did to myself there, but all throughout there, God's been gracious. So I went from working in telecommunications in England, joined the military spent five and a half years on active duty to two deployments to Iraq. Came back got out of the US Army. We settled here in Olympia, Washington where I live by that time I was married and had my first child. I went to Pacific Lutheran University and got a communications degree. All on the taxpayer dime, you know, basically by then the post 911 GI Bill had kicked in and so it was a free ride for me, which is wonderful. My second son was born and the bottom of the recession I tried to get into media tried to start my own podcast, tried to be in radio couldn't hack it. So I went as a diversion into the insurance business for six years. Because if there's one industry that's hiring, whether there's a recession or not, it's the insurance industry.
Unknown Speaker 5:16
So I'm
Unknown Speaker 5:18
throughout those six years, I started to do a very significant amount of business networking. I knew to a degree how to speak the entrepreneurial language. I'm very much a free market capitalist committed in every sense of the word love the opportunity to to earn as much as the market is willing to pay me. And over the time, I began to craft a brand out of this, it was a primitive brand that wasn't as nice as it should have been. But I called myself the business owners personal agent. And I started to do business with a lot of entrepreneurs. A lot of people who were in business owned the business or were in business development. And, and from this when I finally exited the business a year and a half ago exited as a euphemism for getting fired. I got fired because all of a sudden, everything I used to do didn't work. And so I was still generating opportunities, but I couldn't close any of them. And I took that as a sign, it's time for you to go and start your own thing. You're getting to the end of your 30s you still haven't really learned a lot of lessons and you haven't broken through to a lot where a lot of other guys are breaking through too. And so it was time for for me to go out. So I decided to fall back on. I'm going on a bit here. You asked me my story in the short version.
Josh Tapp 6:51
No, it's good.
Unknown Speaker 6:52
context. I became an author. I wrote my first book self published it, it went nowhere. Then I went and hired a good team. publishing PR promotions and wrote my first bestseller business beyond business. And, and from that I decided that I was going to take after a lot of the coaches and mastermind leaders that I had learned the most from over the previous decade, that it changed my life time and time again. And it made me better and better time and time again. So I was like, I've got to go do this for some for somebody else. And so now as you and I are picking up the trail here, end of October 2019. I'm just now starting to form my target client really niche down really do the homework, really lay the foundation to start building that group and adding the right people into the mix.
Josh Tapp 7:45
Yeah. Which is awesome. Because you've been able to go out and interview some top name people on your podcast, you've gotten the best salary and you're able to get that strong foundation for yourself. So let's, let's talk a little bit and first off actually, before I go forward, I have to say thank you For your service, it was a very, it was a while back, but I just want to make sure you know, we're grateful for that. So, before we kind of move forward, though, let's talk a little bit more about the networking, right. I mean, that's kind of reason I brought you on the show was was let's, let's talk about your strategies and your, you know, your, your process for helping us to network and to grow b2b. Hmm.
Unknown Speaker 8:21
Well, recently, I was interviewed on ktb, in Boise, Idaho, and they asked me a lot of the same questions. And so I, one of the things they said was, you know, you in my book, I outline five of the best things that you can do, no matter who it is you're trying to network with. So the first of these is what I call be an angler. And so, to put it to put it succinctly, what you're doing there is a lot of people go to networking functions luncheons, gatherings fundraisers, etc, etc. And they're thinking, I'm going here to to make a sale to make a transaction. Right? And I say go for business reasons, rather than to transact business. Right. So any outbound appearances, public, you know, public appearances you make, where you are interacting with the public, you're interacting with your target client, whatever the case may be. The only reason you're ever taking money or signing forms is because they bring it to you, and put it in your hand and say, here, I need to do this because I don't have any other time to do it. In other words, you put it completely out of your mind because you were there for business reasons only. So that's step one. The next thing that I say is pro bono publicity. So you and I are doing a version of this right now. And it's basically the development of your own personal media platform as a means of promoting other people instead of yourself. Because we all Figure it out by now, the baseline of this right? Don't go out there and talk about my company is great. My product is great. Look at this, look at what I do look at it, nobody pays attention to that. Right? It's white noise. Yeah. But if you're out there promoting other people. Now, that's a different story that's potentially tying together creating a strategic connection for that person. Now you're saying to them, I want to have you on my show. And potentially, a listener, would hear what you say, and want to get to know you better and get in your funnel, right? And see what you're up to. Okay, that's it. That's being pro bono publicity, because you're not charging that person. In fact, you're approaching them. They don't have to do the work of finding a podcast or a show or a magazine or whatever the wants to interview them. Right. So now you're becoming that, that free PR agent, and the next step that comes after this, as I call it, keep your ear to the ground. And so not only do you do this with your personal media platform. You also do it when you're out and about. You're also listening for cues that say, check my Rolodex, who needs this? Right? Somebody says, for example, you know, you're out, you're out a new group and you meet somebody who's a tax attorney, and you just talk to somebody who's having a hell of a time with their tax returns. The first their first year turning a profit, they don't know what to do. They're throwing their arms up, pulling their hair out, and boom, you are now the person who can make that connection. And I've read a book, I write an episode about this in my book that has nothing to do with that. What I did was I took the mayor of Lacey, which is an adjoining city here to Olympia. And I took him to a gun club where I was a member and got him in on a guest pass. Now he's too busy. He is that busy that he can't find time to go down, purchase a membership and fire off his guns which he loves to do. So I said, Look, all you got to do is bring your heat, right they gotta suck. garlands in the back, we'll buy some stickies. We'll pop off a bunch of rounds. And afterwards, we can go back and talk about whatever you want to business doesn't matter. Right? He said, that sounds really cool. And so I got him there. And then later on, he became an insurance client. Right? Right. All because I was I had my ear to the ground. I was listening for what was important to him. And then I was matching it with exactly the opportunity he needed. And he didn't have to do anything other than show up. Yeah.
Paul Edwards 12:28
So
Unknown Speaker 12:31
the other part of this is what I call focus on the farm team. And the reason I say that is because it's where i, where i write this out in the book is included in a chapter called How to network with dream connections. In other words, you suddenly get the opportunity to be in front of a celebrity or a major influencer or an athlete or a civic leader, right? What are you going to say to him? You're definitely not going to say would you like to buy some insurance right? Okay, we all know that, but what do we say to them? Right? And I found that if I practice these other four principles that I just mentioned, on the average, everyday people I encounter in business networking, then it comes to me instantaneously when I have the opportunity to meet someone who plays at a much higher level. Because I think the same way. I'm approaching them for business reasons, but not to transact business. I'm approaching them as a pro bono publicist, I'm approaching them as somebody who keeps their ear to the ground, a scout for them, right. Yeah. and shoot, there's one other one now I'm gonna have to flip through the book to look at it, but you get the idea,
Josh Tapp 13:42
right. That's why you write books, so you can remember it later.
Unknown Speaker 13:44
I know. Apparently, it doesn't work for me.
Josh Tapp 13:48
No, I'm saying it that way. It's a reference point for you. Yeah, yeah. Well, I really love the direction you're taking this because a lot of the time, especially with young entrepreneurs, right. We're constantly trying to figure out Oh, how can I do this? All online, you know, and I would say, especially agency owners, right? If you're doing any sort of insurance, real estate, marketing, whatever you're doing, if you're only trying to do it online, you're competing with hundreds of thousands of people. But if you take yourself offline, like you're talking about, keep your ear to the ground, see what other leaders that are in the area. I mean, you're going to start getting these clients by just taking the right steps, like you're saying, you know, really, really figure out what their needs are, and provide that value for them.
Unknown Speaker 14:28
So that's really awesome. Well, not only that, Josh, but here's the other thing, you can do a digital version of this. Oh, absolutely. I'm just saying don't neglect the one and favor the other. So here's an example that I recently did. In fact, one that when it was a success, I met a guy who is in the autumn years of his life, to put it kindly, who doesn't want to check out and feed the geese he's written books that are valuable to people. Who do what he used to do? until he retired? And he wants to publish them and get them in the hands. And he's got a $500 course. Right that that's the back end offer on that. And so he said, How do I, I've written these books, but I don't know how to market them? Well, I know exactly what to put them in charge with, because I had just marketed my book to bestseller status through the expert on doing it. Yeah. And so I said, Look, I don't know what your budgets like, but I'm happy to connect to personal introduction, right to you know, straight from the horse's mouth, get you right into the talking with the CEO about this and see if it's a fit for you. And we, you know, that was a that that's a simplified version of the conversation. There's, there's more to it than that. But it involves all of that kind of listening, that thinking that opportunity listening to what they're saying and saying is this, you know, do I have a viable lead here? Yeah, well, over the process of doing that, you know, I sent out a joint email, put the two of them together. Then the next thing you know, bingo success, he's publishing both of his books. Yeah, with my coach. And all of that was online, except for the phone call. Right? All of that was zoom. It was Facebook, it was emails instant message. So I never left my house to make that deal happen. Yeah, in my coach made, you know, 10s of thousands of dollars from it without lifting a finger on
Josh Tapp 16:26
spending $1 on advertising, which is incredible. And, and something I have to kind of highlight with, with what you just explained there. What I loved is the fact that you came, you found somebody who had a need, but instead of you having to fill the need, you just said, Hey, here's a guy who feels it way better than I ever could, right? Is the problem I think a lot of people have is they're talking to somebody and they realize, Oh, well, they're not gonna be able to buy this, they check out immediately. And you're just you're throwing, you're throwing that relationship to the toilet because you're too worried about making the sale in the moment. But if if you'll just spend the extra three or four minutes it is to talk to somebody Figure out what their need is and then know somebody who can fill that need. You just send them their way. There you go, you've solved their big problem. And then when they need their house sold, or insurance or whatever,
Unknown Speaker 17:10
you're the person they come to. And that's how it works for me over and over again in the insurance business. By the time I left, I was 100% referral. I didn't know paid advertising, I networked because I liked it. And yeah, I would still get some business out of it. But I didn't. I only did twice a week. I wasn't doing events anymore. I wasn't, you know, chasing people on the phone. I wasn't dialing for dollars. I wasn't calling internet leads. I wasn't doing Facebook leads. I was just getting 100% referral. All I did was sit in my office and wait for the phone to ring.
Josh Tapp 17:40
Right? Which that's what everybody dreams, right?
Unknown Speaker 17:44
I've lived the dream trust. And I had a better business plan at a time I might never left it.
Josh Tapp 17:49
But yeah, you know, it is what it is. Well, and sometimes I think you have to see those successes in order and then the failure in order to say okay, this really isn't the direction I want to go. I mean early on in our In our podcasts, I talked about this with us. I mean, we've made some big transitional, I mean, just transitions in general for our company, because we said, You know what? I could take this further, I could dedicate a lot more time to this section and probably make it here. But then you're like, well, is this really where I want to be? You know, maybe I could put that effort somewhere better.
Unknown Speaker 18:17
Yeah. And that brings up an interesting point. And I know you've got other questions to get to here, Josh, your vision is so important for networking. I learned this because I spent years networking without a vision. And here's what I want everybody to hear. When you network without a vision, you're hoping that a bunch of random strangers with whom you might have some things in common will refer your ideal clients. Now, that's just not an equation that works together. No, right? That's just that's like saying one plus seven equals 35,000. That's ridiculous. Right? Right. On the other hand, if you go to if you if you Only network where your target clients already mingle, to learn to meet people to and all that, and eventually to have those kind of conversations with the right people, then you're going to be targeting your target client, who also knows other target clients, right? Because what you want when you get a target client as you want them to, to multiply, you want more and more of that same kind of person. Right? You want to serve that person you don't want to serve. Because when I was in the insurance business, right, I get some referrals that were just out of out of this world good. And other ones that I'm like, Yes, I still wake up and do a full body shiver at night. How did I ever sign that person up for insurance? You know? So, I just want to say that vision, don't network without a vision. Take it from somebody who's already done it. That got the T shirt doesn't work.
Josh Tapp 19:56
Right. And I think that's a really good piece of vision. Good, good wisdom. So I really like that. So I just want to I want to throw in a little piece here too, like you're talking about this all as completely as relates, relates and can be translated directly to the digital space. Like you're saying, you could go to networking events, you could knock doors or whatever you're already doing. But if you're, if you'll take the time to find those places online as well and be mingling with people with no agenda, other than just let me just meet people, when we get to know the industry, they just start falling in your lap. That's happened to us so many times, because people start to ask you what you're doing. And when you get to that point where somebody's asking you what you're doing, you know, you've made it.
Unknown Speaker 20:36
Exactly. And that just comes. Now I've remembered my missing point from my Firefox.
Unknown Speaker 20:44
So there's more than one way to do this.
Unknown Speaker 20:47
And this is probably one of the most important ones because you can use this absolutely anywhere you go. I've never seen it fail. So there's three big questions, right, three important questions. You don't always word them the Same way but they always have this these undercurrents. So the first one I asked people when I'm especially when I'm first meeting them, and just you know, you get the conversation going, hi, how are you? This is my name is what I do. Okay, yeah. And then I'll say something like, so tell me about what's going well for you lately.
Unknown Speaker 21:19
A lot and then zip your lips and let them talk.
Unknown Speaker 21:23
And, you know, you get the opportunity. If they say something that you can speak to, you'll maybe get a chance to do a follow up question and all that and then eventually you'll you'll probably get to the opportunity. And this is the most important one to say, Okay, well, what's not going so well. Whereas it hurt right now. Where's the challenge? Where's the pain? Now you're talking because as soon as people are telling you your pain points, just like we agreed on earlier,
Unknown Speaker 21:47
right? Yeah,
Unknown Speaker 21:49
you've got Oh, this is I mean, I carry a notebook to write this stuff down because I can because I got a Rolodex so big you name your problem. I know someone who can fix it.
Unknown Speaker 21:57
Yeah, right.
Unknown Speaker 21:59
And I love that part. I mean, I don't love the fact that they're in pain, but I love the fact that it's that I have the solution, right? Yeah.
Josh Tapp 22:06
It's like a doctor, they don't, they don't want you to be in pain, but you being in pain gets them paid, right?
Unknown Speaker 22:12
Hey, you know, it's just the reality of life. And then the last part, you sort of want to end it on a positive note. So if you get to that point, then you can ask this third question, which is what are you looking forward to? And that usually centers around, you know, maybe they got a vacation coming up, or, you know, kids are graduating or some big transition, maybe I've got, you know, the business, I'm selling the business and I'm going to retire, it could be any, any number of things. But you, you keep those three fundamental questions and you learn how to word them and alter them and tweak them for whoever you're talking to. You're going to get a ton of mileage out of them.
Josh Tapp 22:47
Yeah. I love that. And those are three gold questions. have to apply that to my new strategy, right? So I'm gonna repeat those just so everybody has a good idea of what they are. So number one is telling what's working well, right now for you? Number two is what's not working well for you. And then number three is, what are you looking forward to?
Unknown Speaker 23:07
So I stole those from Vince Del Monte who also stole them from somebody else. I just
Josh Tapp 23:12
say that you just have to quote somebody twice, then it's yours. That's how it is. Right? I'm going to get hit with some copyright and copyright laws.
Unknown Speaker 23:20
These days. Yeah.
Josh Tapp 23:21
Yeah. We'll see how that works out for me in the future. Right. I love that. So let's talk a little bit more about application. So let's talk about ways to get yourself in front of the right people. We've already talked about a little bit but so in the context of an online entrepreneur, they're most I mean, most of our listeners run an online business of some sort, or they run their their physical business online. How would you say it's for them? Like what would be the best way for them to go out and start networking?
Unknown Speaker 23:49
Well, in terms of getting in front of people that are not easy to get in front of because there's two kinds of getting in front of people, right? There's the one who you want to get in front of this person. Just go here, they'll be there. Right? Right. There are people like that politicians are like that, you know, they're always out looking for votes. If they're running businesses at the same time, it's it's a double whammy for them. Right here in Olympia, if I want to go be in front of some of the political politicians that I used to handle their insurance, I know where to find them. Right. And I have a relationship with them. So I know I can go and talk to them. But even if you don't, right, if you can add them as a friend on Facebook and and slowly like and comment on their stuff you'll and then you know where they're going to be. You can walk up say, hey, we've been interacting on Facebook, nice to meet you. I just wanted to put a name to the face and, and be here in the flesh and all that kind of thing. Yeah. So there's that part of it. You know, that's, that's just a process. In this day and age, I would say try and do it via social media First, if you can, if they'll accept your request or your connection. And then you just program the network's to give you their updates, right. Yeah, click follow and make sure you hit get notification And turn on notifications when they post. And that way you don't miss a beat. Yeah. And you're there with a comment. Hey, great job cute family. cute dog what me whatever, right? video? Yeah, funny video. Yeah, great point you made there, especially if they're posting content related to their business and you say I love the point you made Where? Right? And you can send that to them in a private message even. So there's that now. Now on the other hand, you've got people who you're not getting in front of them, unless you unless you know where the back door is. So to spread the side entrance, right. Now, let me let me try and say this without naming names. Because I haven't I have not discussed prior to being on on this show whether or not that's okay. I'll just say I had a very prominent guest on my podcast. You don't just bring this person up on the phone and say Hey, would you like like to be on my podcasts that, you know, it's a couple hundred downloads a month, right?
Unknown Speaker 26:04
Yeah.
Unknown Speaker 26:06
But what I found was okay, so I had been following this person's content. And they had a Facebook group where they did a minimal amount of interaction. But inside that group were a bunch of people who in some way to varying degrees were connected to them. So I joined this group, mainly just to talk about the content and see if there was anybody in there I could add value to, you know, like we were talking about, yeah, and one of the people in there took a liking to me and loved what I posted in love the comments that I gave, and we began to exchange instant messages and talk about various things, right? All related usually to the content we were talking about. And over time, I said, I said to this person regarding the influencer, who you don't just get in front of I said, How well Do you know them? And they said, Oh, we we know them quite well. And I said, Well, what do you think are the odds they'd be willing to come on my show? And give an interview? And they said, Oh, I think he would, I think he'd be happy to do that. And I said, how's What do you think is the best way? You see how I'm using the person standing next to the person I want to talk to here? You starting to get out of that? Absolutely. The person who's in the inner circle, right? Say, what do you think would be the best way to do that? Well, well, you should reach out to this so and so and send them an email and they'll coordinate. And, and so I said, Do you think they'd be willing to do that if they heard from me? And this person said, Oh, yeah, yeah. And then, you know, we kind of joked a little bit after that. And then I said, I kind of said, half jokingly, well, I'm just gonna tell him it was your idea. Just to test and see if they'd be willing to go along with it. Right. And they said, No, you can say I sent you no problem. Right. So all that time. I'm not assuming anything. I'm not putting someone in a position where I said, Can you get me what I need? I'm just saying, what do you think would happen here? What What if I did this? And oh, by the way, I'm going to tell him it was your idea. Haha. All right. No, you can tell him it's my idea. So I send the email, so and so told me, I should write to you. I want to interview him. My I will make time in my schedule doesn't matter when you tell me when and I'll be there. And all he's got to do is show up and talk. Hmm. And sure enough, six weeks later, there he was on my podcast and I was interviewing him. And it was just I was just like, I know this stuff works. And I know it's valuable. And I know a lot more people need to know this.
Josh Tapp 28:40
Absolutely. Well, I love that example. Because honestly, I mean, I can tell you, dozens of experiences just with ourselves, like with my own podcasts with other business deals done networking in that way. I mean, it's the only way that works. And already because most people are just trying to say, Okay, I'm just gonna make it a numbers game. I'm gonna throw it message in front of 100 people and see what happens. But if you're more focused on how about with every single person, I create a true relationship with them and their entire network. So many people come out of that even if you only do one network. Well, so let me ask you this question for a lot of people. Their big excuse is, well, I don't know if I have time to network that way. You know, it takes so long to do that. What would be your ob your answer that
Unknown Speaker 29:25
this is becoming less and less of a problem? In some ways, in in the age we're in now, to the extent that you can, you can actually hire people, if you're that busy. You can hire people to manage it to a degree, you can't ever replace. I guess the impulse of what you would say, especially in the in a in an online forum. Yeah. And in person, I wouldn't. I personally would not sit. I would hire if I was going to ask Source networking. I would hire somebody who's even better at it than I am. Yeah. Right. And that would be hard to do. Because people who are really, really, really good at networking, usually have their own business and they, you know, they're not
Josh Tapp 30:13
Yeah, for a job. Exactly.
Unknown Speaker 30:17
But, you know, the, on the other hand, we always have time for what's important to us, if you're hearing this and you're thinking, geez, you know, that's, that seems so doable. In some ways. I could do that. I could follow that. Maybe if I read if I read his book, and I understood what he was talking about and, and really started to implement those things over time. I could do it. And and the good news is, you can do this in like, once a week, right? One, one function a week. I used to, I tell another story. I think it's in the book, or it might be in my first book. Will I was leading this leads group with one of the local chambers, and a new, a new entrepreneur joined and she was just getting started. And she asked me, can I meet up with you for coffee? I want to ask you some questions. And I said, Yeah, sure. So we go and we sit down. And she doesn't even do any formalities. I want to know, how are you in 10 networking groups a week? How do you do that? How do you possibly find the time for that? And I'm like, I'm not in 10 networking groups a week. What makes you think that she said, because I've been to every networking group in this town, and they all say you're a member. And they all say we see him here. And I realized, oh, they're seeing me at the groups I go to, and then they're seeing me on social media, and they're not making a distinction. Yeah. So the internet is your friend here in terms of duplicating your presence right multiplying your Presence, I guess would be a better way of saying it. Multiplying impressions. Again, it goes back to having that vision going to the place where your target client gathers, and just being ubiquitous there. And then when you meet people, and you get the chance to connect with them and start following what they do and interacting with it, you know, I would do 30 minutes a day of just scrolling through the newsfeed on Facebook. Like, Comment, Like, Comment, Like Comment, you know, 30 minutes, who doesn't somebody you know, we've got 30 minutes. Yeah, absolutely. And when it comes to actually being in person, we've got two hours in a week where we can, you know, you account for travel time you show up, you practice what you, you know, the kind of the kind of things I teach people how to do. And then you go back to the office. Mm hmm. Absolutely. It's doable.
Josh Tapp 32:51
Yeah. And I love what you're talking about even 30 minutes a day. I like to call it toilet time. I mean, everybody has to go to the bathroom three to four times a day. If you And just did it in the time you're in the bathroom for five minutes. Now you go, you're at 15 minutes, 20 minutes a day that you could be networking.
Unknown Speaker 33:08
That's right, dude. That's right. You don't have to have pants on or anything.
Josh Tapp 33:13
Yeah, I think it's kind of a funny way to go about it. But, but for most people, they're like, well, I saw time. You're on social media, on average for two hours a day as an adult.
Unknown Speaker 33:21
Yeah, you're just not using it intentionally.
Josh Tapp 33:23
Right? Don't be Don't be a consumer of social media, be a producer, go out there and find people that you want to network with be in those groups. So I love and exclude everybody else.
Unknown Speaker 33:34
Yeah, right. I did this last night now that I'm really dialing in on this target client. I'm not doing unfriending people. I'm just not following them. Right, because it doesn't make any sense for me to do that. Right. I'm not going to make any money. I do, but I'm not going to make any money off of that. And I'm using it as a business tool. Right? Primarily, yeah, right. If you want to read if you actually want to have a personal relationship with me, then we're going to be texting, right or gambling or meeting up for coffee. Otherwise, this is this is mainly for me this is this is where I express myself, right? I submit written content or photo or video or something. And then I use it outbound as an outbound marketing tool for one, you know, those client touches as they used to call them.
Josh Tapp 34:19
Yeah. Well, awesome. Well, thank you so much for coming on and sharing all of that. I think you've really covered that. Well, I think a lot of our people are going to get some true value out of this podcast. So before we sign off, though, tell us one last piece of parting parting piece of guidance, excuse me, and then how we can connect with you.
Unknown Speaker 34:38
Well, let's see. There's so many I could choose from but I'm gonna say this. No matter where you go in business, or if you have a job, no matter what it is you're offering. If everything is going to be accelerated and improved by the quality, and the quantity of good relationships that you have. And so if you're thinking that I can just sit here and produce this thing in my basement and shut everyone out and I'll somehow make a lot of money and retire fat and happy. I'm very I for one, I'm very happy to tell you, you are mistaken. And that's just to say, look, you know, this is, I get a lot of people that well, I'm an introvert and and I'm like, No, no, this is for introverts, right? You learn how to do this the way I did, I'm a fairly introverted guy, right? I am not a loud, boisterous, extroverted, you know, type of guy. I'm, I'm very driven and very determined I can and I love being on stage and I love being on the mic, but I'm actually not a very extroverted person. Actually, my my spare time I would rather hear dead silence. Right. So this is a this is an approach that is, is actually in my opinion is very, very geared toward an introvert but whether it no matter whether you're introverted extroverted, doesn't matter, no matter where you fall on the personality scale, you will rise and fall in your life on this planet based on the quality and quantity of relationships you have. So if you want to find out how I did this, if you'd like to read the book, you can, the good news is you can get it for free. And all you have to do is go to the Paul s Edwards, calm. That's my website, the th e Paul s as in Simon Edwards comm where you'll be prompted you can get through, put your email in, you get a free digital copy of business beyond business, it'll come straight to your email after you sign up. If you don't want to do that, that's okay. I'm looking for. I'm not looking to build a massive audience of millions of people. I just want a small audience with the right ones. And if you just want to take advantage of the book, and leave me high and dry, you're welcome to do that, too. You can do that by just reaching out to me over social media and saying I'd like a copy of this Beyond business, I heard about you on Josh's show.
Josh Tapp 37:03
There you go. When I do have to highlight that for our audience, too is if you're not looking to build a huge list, that means you're willing to give time to the right people. So if you feel like you're the right person, go to D. Paul s. Edwards, calm, and you'll be able to get that free book. So, thank you again, Paul, for coming on the show.
Unknown Speaker 37:20
Hey, Josh, my pleasure. Thank you for having me.
Josh Tapp 37:23
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