Oct. 18, 2025
Ep 159: Relationship Rhythms: A Simple System To Grow A B2B Network Without Cold Pitching | Jessica Lackey
Send us a text We break down a simple framework for growing a B2B network without spam: expand into the right communities, deepen ties without more calls, and invite people closer with specific five-minute asks. Clear systems, steady cadence, and trust-first behavior turn goodwill into predictable revenue. • the three seasons of growth: expand, deepen, invite • how to spot season changes in your pipeline • deepening without Zoom: comments, spotlights, intros, resources • making small, specif...
We break down a simple framework for growing a B2B network without spam: expand into the right communities, deepen ties without more calls, and invite people closer with specific five-minute asks. Clear systems, steady cadence, and trust-first behavior turn goodwill into predictable revenue.
• the three seasons of growth: expand, deepen, invite
• how to spot season changes in your pipeline
• deepening without Zoom: comments, spotlights, intros, resources
• making small, specific asks that get a yes
• blocking a weekly sacred sales hour for five touches
• prioritizing past clients, referrers, superconnectors, supersharers
• joining one new niche community per quarter
• right-sizing asks to relationship trust levels
• avoiding vague referrals with researched introductions
• using light tools to avoid outreach overwhelm
Head down to the show notes page and sign up for the wait list to join the tiny marketing club where you get to work one-on-one with me with trainings, feedback, and pop up coaching that will help you scale your marketing as a B2B service business
Meet Jessica Lackey -
**Jessica Lackey** is the founder of Deeper Foundations, a consulting and training firm that helps expertise-based business owners grow and scale sustainable companies rooted in stronger business foundations. She brings a unique blend of corporate expertise and soulful business building, drawing on an MBA from Harvard Business School, a coaching certification from iPEC, and experience at McKinsey & Company and Nike, Inc. Jessica has supported over 200 entrepreneurs through her programs, blending systems thinking, operational rigor, and deep values alignment. She lives in Charlotte, North Carolina, with her husband.
Website
Predictable Revenue Roadmap
LinkedIn
Join my events community for FREE monthly events.
I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy.
Join the community here!
Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.
Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!
Join the challenge here.
Apply for the Tiny Marketing Club >>> Join the Club
Come tour my digital home :) >>>Website
Wanna be friends? >>> LinkedIn
Let's chat every Tuesday! >>> Newsletter
Catch the video podcast on YouTube >>>YouTube
Join my event group for live events >>>Meetup
01:37 - Welcome And Episode Setup
01:58 - Defining Relationship Rhythms
03:39 - The Three Seasons: Expand, Deepen, Invite
07:23 - Deepening Without More Zoom Calls
10:45 - Making The Ask Specific And Small
15:22 - Systemizing Outreach Without Burnout
18:28 - Who To Track: Clients, Referrers, Superconnectors
22:11 - Action Steps For Each Season
26:12 - Warm-Up, Trust, And Non-Pushy Prospecting
29:09 - Book, Program, And Practical Resources
32:39 - Tiny Marketing Club Invitation And Closing
WEBVTT
00:00:03.120 --> 00:00:07.440
Podcast that helps B2B service businesses do more with less.
00:00:07.839 --> 00:00:12.720
Learn lean, actionable, organic marketing strategies you can implement today.
00:00:12.880 --> 00:00:16.239
No fluff, just powerful growth tactics at work.
00:00:16.480 --> 00:00:18.000
Ready to scale smarter?
00:00:18.160 --> 00:00:22.160
Hit that subscribe button and start growing your business with tiny marketing.
00:00:23.920 --> 00:00:26.000
Hello, my name is Jessica Lackey.
00:00:26.079 --> 00:00:34.240
I'm the founder of Deeper Foundations, a consultancy helping experts implement the foundations for sustainable growth and scale.
00:00:34.799 --> 00:00:35.359
Yes.
00:00:35.520 --> 00:00:41.600
So we had a pre-call and you were telling me about relationship rhythms.
00:00:42.320 --> 00:00:48.479
And I feel like it's probably pretty close to what I do.
00:00:48.560 --> 00:00:54.159
And I'm dying to hear what this is from your point of view.
00:00:54.399 --> 00:00:57.840
So can you describe what relationship rhythms are?
00:00:58.320 --> 00:00:58.640
Yeah.
00:00:58.719 --> 00:01:06.400
So it's the systematic approach to build, engage, and invite people within your network.
00:01:06.640 --> 00:01:12.319
A lot of relationship building happens when we're not in sales mode, it happens intuitively.
00:01:12.480 --> 00:01:20.640
We're just like we, you know, send birthday cards, we send, you know, we send mail, we invite people, we ask them to do things.
00:01:20.799 --> 00:01:26.400
But whenever we get into sales mode, it feels challenging, it feels hard, it feels like I don't wanna.
00:01:26.560 --> 00:01:40.480
So relationship rhythms is a structured approach to build your network, build those relationships, and really starts to outline the invisible labor that happens when you build relationships.
00:01:41.680 --> 00:01:42.000
Okay.
00:01:42.560 --> 00:01:44.079
Um, I'm intrigued.
00:01:44.319 --> 00:01:55.439
So that's kind of what I talk about in that like what we're doing here, especially when you like hate sales, it's you're building relationships at scale.
00:01:55.599 --> 00:01:58.799
You're just making friends, and sometimes those friends become clients.
00:02:00.319 --> 00:02:04.719
So can you walk me through what those rhythms look like?
00:02:05.280 --> 00:02:05.680
Yeah.
00:02:05.840 --> 00:02:12.080
So, you know, when we're trying to build our network, we are expanding our network, talking to people we don't know.
00:02:12.319 --> 00:02:18.479
We are deepening the relationship with the people that we do know, and then we are inviting people in closer.
00:02:18.639 --> 00:02:23.680
So we don't just do this with clients, we do this with collaborators and connectors.
00:02:24.000 --> 00:02:30.560
Because, you know, when we one of the ways to get in front of uh, you know, get new clients is to get in front of other people's audiences.
00:02:30.719 --> 00:02:37.599
But if people don't know you, if people are kind of like, oh, I see you on the internet, like they're not going to be like, oh, let's collaborate.
00:02:37.759 --> 00:02:42.319
Let me use my platform to spotlight someone who I don't know very well, right?
00:02:42.719 --> 00:02:44.639
We have to build that relationship.
00:02:44.800 --> 00:02:45.360
Yeah.
00:02:45.680 --> 00:02:57.919
This is it's making the explicit, you know, making the implicit rather explicit, which is like you have to meet them, then you have to become friendly, and then you have to make the ask.
00:02:58.080 --> 00:03:08.000
And by breaking it down into those phases, it becomes uh people can be like, oh, I'm in a season of deepening, I'm in a season of expansion, I'm in a season of inviting.
00:03:08.080 --> 00:03:16.159
And those are by putting names on it, it makes it clear what we're trying to do here versus just like, let's get a coffee chat together.
00:03:16.479 --> 00:03:17.120
Yeah.
00:03:17.680 --> 00:03:18.000
Okay.
00:03:18.400 --> 00:03:25.039
Can you walk me through those seasons and how you would even identify them for yourself?
00:03:25.360 --> 00:03:25.599
Yeah.
00:03:25.680 --> 00:03:27.199
So the expand season.
00:03:27.360 --> 00:03:35.919
So the this is when you figure out that you've been talking to kind of the same 50 people for like a couple of years now.
00:03:36.080 --> 00:03:42.800
You're like, all right, the same people are coming to my events, the same people are the ones I'm following up with, the referrals are coming from the same people.
00:03:42.960 --> 00:03:44.960
And at some point, you're gonna tap out your network.
00:03:45.120 --> 00:03:49.520
So expand season is a season of like, I'm going to get to know different people.
00:03:49.680 --> 00:03:53.840
I'm going to ex, you know, clearly put myself in new communities.
00:03:54.080 --> 00:03:57.360
I'm going to maybe DM some people on LinkedIn.
00:03:57.520 --> 00:04:02.879
I'm going to like a make a concerted effort to get outside my existing network.
00:04:03.120 --> 00:04:03.759
Yeah.
00:04:04.240 --> 00:04:08.159
Deepening is the season where you are building those relationships.
00:04:08.240 --> 00:04:13.120
And again, most people, when we think of deepening, particularly with like clients, you're like, oh, let me check in.
00:04:13.280 --> 00:04:14.240
How are you doing?
00:04:14.400 --> 00:04:18.639
But deepening doesn't have to just be like, hey, let's get on a Zoom call and catch up.
00:04:18.800 --> 00:04:20.800
This can be demonstrating your authority.
00:04:20.879 --> 00:04:22.720
It can be offering to help when this is something.
00:04:22.959 --> 00:04:24.240
It can make connections for them.
00:04:24.319 --> 00:04:30.639
There's lots of ways that don't require a Zoom call to demonstrate to people that you're paying attention and you care about them.
00:04:31.040 --> 00:04:32.079
That's good.
00:04:32.399 --> 00:04:33.279
That's good.
00:04:33.920 --> 00:04:36.639
People are so tired of being on calls anymore.
00:04:36.720 --> 00:04:41.839
And that's probably the biggest pushback I get from clients is like, I don't want to be on calls.
00:04:41.920 --> 00:04:44.240
I'm like, yeah, calls make you money.
00:04:44.560 --> 00:04:45.120
They do.
00:04:45.279 --> 00:04:49.839
But a lot of times, you know, I, you know, I've made money.
00:04:50.000 --> 00:05:00.800
I've sold, you know, lots of things to people who I'm not on calls with, but when they post something on LinkedIn, I comment on it, I'm go out of my way to make a connection for them.
00:05:00.879 --> 00:05:04.399
I go out of my way to spotlight them in my newsletter when they didn't ask for it.
00:05:04.480 --> 00:05:06.959
And they're like, oh my God, you put my stuff in your newsletter.
00:05:07.120 --> 00:05:11.360
That counts as deepening the relationship, even though it didn't require me getting on a call.
00:05:11.519 --> 00:05:12.959
That makes total sense.
00:05:13.279 --> 00:05:14.720
And then there's inviting.
00:05:14.879 --> 00:05:22.399
How many of your people, you know, they build relationships, they add value, they serve people, but they never make the ask.
00:05:22.560 --> 00:05:39.920
And the ask doesn't have to be let's work together, although sometimes it should be and it can be, but sometimes the ask is just moving them a little closer to you, asking for feedback, asking them for a connection, you know, asking them to, you know, asking to collaborate on something together.
00:05:40.160 --> 00:05:48.000
We, you know, when we have planted seeds, we have to, you know, use what we planted every once in a while.
00:05:48.079 --> 00:05:50.959
Otherwise, people don't know how to be of service to you.
00:05:51.040 --> 00:05:52.319
And people love being of service.
00:05:52.480 --> 00:06:00.639
Actually, that's, you know, when when we don't ask our neighbor for a cup of sugar, then our neighbor doesn't know that it's okay for them to ask for a cup of sugar.
00:06:00.720 --> 00:06:04.480
They don't know that it's good for them to like, it doesn't strengthen the bonds.
00:06:04.560 --> 00:06:06.480
And we try to pretend like we can do it all ourselves.
00:06:06.720 --> 00:06:10.800
So asking for little things makes it easier for everyone to ask for the big thing.
00:06:11.360 --> 00:06:18.399
That is something my husband and I talk about all the time because we both have such a hard time asking for help.
00:06:18.639 --> 00:06:23.199
And we have to remind each other like that's how you build relationships.
00:06:23.360 --> 00:06:31.600
Like, that's how you build a deeper relationship is being vulnerable and allowing other people to feel comfortable being vulnerable with you.
00:06:31.839 --> 00:06:32.079
Yeah.
00:06:32.160 --> 00:06:34.399
And a lot of times people are like, Well, I asked for referral.
00:06:34.480 --> 00:06:41.120
I'm like, well, one, no one just like thinks of people to refer to you when you say, Do you know anyone that wants to work to me?
00:06:42.800 --> 00:06:52.079
But two, like, help help them help you by doing the emotional and physical mental labor of who do you want to meet in their network?
00:06:52.240 --> 00:06:55.439
Do some research and say, Can you make an introduction to this person?
00:06:55.600 --> 00:06:58.079
versus, do you know someone that you can introduce me to?
00:06:58.240 --> 00:07:00.480
If someone says, Can you make an introduction to this person?
00:07:00.639 --> 00:07:01.759
I'm gonna do what I can.
00:07:01.920 --> 00:07:05.680
They're gonna send me a blurb, they're gonna tell me the context, I'll make the introduction.
00:07:05.759 --> 00:07:07.759
When someone says, Who do you know that could use me?
00:07:07.920 --> 00:07:09.439
I'm like, I I don't know.
00:07:09.600 --> 00:07:11.519
If something comes to mind, I'll think of it.
00:07:11.759 --> 00:07:16.480
So don't just ask for an introduction, ask for the one you want.
00:07:17.279 --> 00:07:19.680
That is such good advice.
00:07:20.000 --> 00:07:21.839
That is such good advice.
00:07:22.079 --> 00:07:29.120
Like all they'd have to do is go and see who you interact with or who you've connected with on LinkedIn to be able to come up with that.
00:07:29.360 --> 00:07:30.800
It's so specific.
00:07:31.199 --> 00:07:32.480
It I love that.
00:07:32.720 --> 00:07:32.879
Yeah.
00:07:33.040 --> 00:07:36.480
You know how at the end of every Zoom copy chat, someone says, Oh, how can I help?
00:07:36.720 --> 00:07:38.160
Yes, every single one.
00:07:38.560 --> 00:07:43.439
Be prepared with something that's super small they can do for you.
00:07:43.600 --> 00:07:49.600
If you're like, hey, I'm hosting a workshop, can you put it in your newsletter?
00:07:49.680 --> 00:07:52.560
Or, hey, I'd like to get some traction on this LinkedIn post.
00:07:52.800 --> 00:07:56.800
Can you comment on it or say something insightful about it?
00:07:57.040 --> 00:08:09.279
People give people something to actually help you with that doesn't take more than five minutes of their time that they can actually help you with because then you've closed the loop in a way that makes them feel good.
00:08:09.439 --> 00:08:11.120
Like they actually could help you.
00:08:11.279 --> 00:08:12.319
It's something simple.
00:08:12.480 --> 00:08:16.319
So you know they're gonna ask you, they're not gonna have a client for you right away.
00:08:16.560 --> 00:08:20.160
Um, they might not want to collaborate with you because they don't know you very well.
00:08:20.480 --> 00:08:22.720
But when they say, How can I help?
00:08:22.879 --> 00:08:28.399
be prepared with a way that they can help you with something short, sweet, and small.
00:08:29.199 --> 00:08:29.680
Yes.
00:08:29.920 --> 00:08:32.720
I love how specific you are too.
00:08:32.879 --> 00:08:36.240
Like it's such a specific ask that you have.
00:08:36.720 --> 00:08:48.720
And a lot of the asks that you came up with as examples were really kind of gives because you were giving them um like a platform or a spotlight.
00:08:48.799 --> 00:08:58.000
Like if you ask them to be, like if you could supply a quote for this article as an example, you're also getting that backlink and you're getting that extra visibility.
00:08:58.240 --> 00:09:01.679
So it's a little, it's a little bit of a give, too.
00:09:02.159 --> 00:09:06.000
We we always want to serve, and people just people are so busy.
00:09:06.240 --> 00:09:09.360
People are just inundated with information.
00:09:09.600 --> 00:09:12.879
If you can make it simple for people to help you, they will.
00:09:13.039 --> 00:09:14.240
They want to help you.
00:09:14.399 --> 00:09:20.559
And so that's where having a system, a structured system of saying, you know, what season am I in?
00:09:20.639 --> 00:09:23.360
Am I in an expand season, a deepen season, an inviting season?
00:09:23.519 --> 00:09:26.240
Grant, you do all these things naturally in a season.
00:09:26.320 --> 00:09:31.440
Like you're not gonna be like, oh, I'm gonna spend an entire quarter just talking to new people.
00:09:31.679 --> 00:09:42.080
But yeah, you might over-index on like, let's talk to, let's talk to new people, let's join some new communities, let's make some, you know, new connections.
00:09:42.320 --> 00:09:54.000
I'm in a book launch season right now, so I'm going to go back to everyone who podcasts I've been on, whose work I've spotlighted, whose relationships I've built, and said, Hey, can you put my book in your newsletter?
00:09:54.159 --> 00:10:00.080
Like I'm going back to everybody because it's been a couple of years where I haven't really tapped into those relationships.
00:10:00.240 --> 00:10:04.799
And people are like, Oh my God, you've been so supportive of me over the last couple of years.
00:10:04.960 --> 00:10:06.799
Of course, how can I help you?
00:10:06.960 --> 00:10:09.120
And I can say, here's how you can help me.
00:10:09.279 --> 00:10:10.559
So I'm specific.
00:10:11.200 --> 00:10:26.480
Because I think we have to be direct, not pushy, not salesy, but we have to be specific because, you know, if they can't do what you're asking in like five minutes, you know, what's the chances that they're gonna get distracted by something else and not do it?
00:10:26.639 --> 00:10:28.639
Like a hundred percent because all the time.
00:10:28.960 --> 00:10:31.519
We're we're really, really busy right now.
00:10:31.600 --> 00:10:40.879
And so I think that's where having a system for staying in touch with people is about kind of bite-sizing things so that they're not so intimidating for anybody.
00:10:41.200 --> 00:10:42.320
Yeah, yeah.
00:10:42.639 --> 00:10:51.759
I yeah, I I currently have a guilt in me because someone asked me to do something and then I got COVID and I forgot.
00:10:52.000 --> 00:10:54.559
It never happened and it missed the deadline.
00:10:55.039 --> 00:11:00.399
But if it was like just like one of those bite-sized favors, I would have just done it that second.
00:11:01.519 --> 00:11:16.159
Yeah, and I think this is where, again, going back to that invisible labor, um, you know, this is one of the things people are like, oh, let me do a hundred touch challenge or let me do one email a week to your one email a day to people to build my network.
00:11:16.399 --> 00:11:24.799
Well, if you send out a hundred emails for, you know, outreach emails, you know you're gonna get like 50 back kind of quickly.
00:11:25.120 --> 00:11:29.279
Do you have the time to respond to all the pings you sent?
00:11:29.360 --> 00:11:30.399
Do you have time to pong?
00:11:30.559 --> 00:11:37.759
Do you have time to follow up with people so that you actually kind of build that relationship and do something with what the conversation you started?
00:11:37.919 --> 00:11:46.879
Most people don't have dedicated time to send emails and send outreach and send cards, but they also don't have dedicated time to respond to these things.
00:11:47.039 --> 00:11:59.600
The worst thing you want to do is like start a bunch of conversations with people that then you get overwhelmed because you didn't block the time to respond to the conversation because then someone else is like, oh my God, they reached out and started a conversation with me and then they dropped it and didn't go anywhere.
00:11:59.840 --> 00:12:00.399
Yes.
00:12:01.360 --> 00:12:02.000
Yeah.
00:12:02.240 --> 00:12:07.840
Um, okay, I have a lot of questions, but I want to ask them organized.
00:12:08.559 --> 00:12:13.440
Um, so what you cued, like you teed me up for one specifically, though.
00:12:13.759 --> 00:12:18.879
How do you create a system where they don't, where this doesn't fall apart?
00:12:19.039 --> 00:12:20.879
Like, are you time blocking?
00:12:21.120 --> 00:12:24.960
Is it like the world's best CRM in the air table?
00:12:25.120 --> 00:12:26.720
What is a good system for this?
00:12:27.039 --> 00:12:32.799
Really, I think that if you block an hour once a week in my program, we call it the Sacred Sales Hour.
00:12:32.960 --> 00:12:39.840
If you block an hour once a week and send five outreaches, generally speak that vary between past clients and present clients.
00:12:40.080 --> 00:12:44.399
Generally speaking, you're gonna hit your whole network in a year, which is fine.
00:12:44.639 --> 00:12:53.679
Because what is time, anyways, especially if you're staying top of mind with reasonably frequent LinkedIn posting and newsletters, it's not like they haven't seen you, you know.
00:12:53.759 --> 00:12:58.720
So you don't need to like follow up with people every, you know, every quarter.
00:12:58.879 --> 00:13:01.919
Cause generally speaking, you're probably in the orbit of a lot of people, anyways.
00:13:02.000 --> 00:13:03.279
People occasionally see your stuff.
00:13:03.360 --> 00:13:06.159
You're not, you know, completely out of, you know, out of sight, out of mind.
00:13:06.240 --> 00:13:09.120
If you are out of side, out of mind, I would address that.
00:13:09.279 --> 00:13:11.600
I would make sure you are not this shape.
00:13:11.759 --> 00:13:16.720
I would not uh stay where people literally don't see your name except for the one email a year you get.
00:13:16.879 --> 00:13:25.759
But this is where it's like, okay, you know, if you do five a week, five touches a week, and your network that you can stay in touch with is like 150-ish people.
00:13:25.840 --> 00:13:27.039
That's Dunbar's number.
00:13:27.279 --> 00:13:29.120
You're gonna hit your whole network in a year.
00:13:29.360 --> 00:13:30.879
You're gonna expand your network.
00:13:31.039 --> 00:13:36.960
There are some people you want to follow up with more regularly, past clients, prospects, those should be on a quarterly list.
00:13:37.679 --> 00:13:41.440
But, you know, your best referral partners probably every three to six months.
00:13:41.519 --> 00:13:43.919
But I don't think people need a super complicated CRM.
00:13:44.000 --> 00:13:53.279
I'm much more concerned with sending five emails a week than tracking who you sent them to because generally speaking, you're gonna hit everyone that matters if you commit to five a week, anyways.
00:13:53.519 --> 00:13:54.159
Yeah.
00:13:54.720 --> 00:13:59.279
I did something like this little two Januaries ago.
00:13:59.440 --> 00:14:02.399
I did like a 30-day sprint of this.
00:14:02.879 --> 00:14:05.919
And um, I've talked about this a thousand times.
00:14:06.000 --> 00:14:07.759
So you've probably heard this story.
00:14:07.919 --> 00:14:14.159
Um, but I was able to close 94,000 within that 30-day period.
00:14:14.480 --> 00:14:18.559
And um I used Airtable to track it and boomerang.
00:14:18.639 --> 00:14:20.000
Those were my two best friends.
00:14:20.159 --> 00:14:30.799
It was an air table boomerang combo, and that's how I was able to keep up with the conversations and make sure that they didn't disappear.
00:14:31.200 --> 00:14:31.440
Yeah.
00:14:31.600 --> 00:14:32.720
And I love I love that.
00:14:32.799 --> 00:14:41.440
If you are needing to get clients in the door, a kind of burst mode like what you're talking about, hugely relevant, hugely helpful, probably want to system for that.
00:14:41.519 --> 00:14:43.840
But a lot of people are like, the tech is overwhelming.
00:14:43.919 --> 00:14:55.919
They're not really, and I'm like, I don't care how you send, just you know, don't send like if you if you're kind of in maintenance mode with your business right now, just send five emails a week and do it in one block a time and just come back to that on a regular basis.
00:14:56.159 --> 00:14:59.360
Then it's not too many emails, it's not too few emails.
00:14:59.440 --> 00:15:00.799
You stay in the rhythm of it.
00:15:00.960 --> 00:15:05.360
And if you don't love tech, you don't need to love tech.
00:15:05.440 --> 00:15:09.279
In order, your goal is just to stay in motion, stay in rhythm and notice.
00:15:09.519 --> 00:15:12.240
Have I been talking to just the same people?
00:15:12.559 --> 00:15:14.639
Have I done any asking lately?
00:15:14.799 --> 00:15:29.600
It's more of like a notification noticing of the rhythms versus the specificity of when you, I mean, I don't know about you, but if someone's not in my sales pipeline and I get a notification like in my CRM to tell them, tell them, tell me to follow up with them, I just ignore it.
00:15:29.919 --> 00:15:32.080
Sales pipeline, you need reminders.
00:15:32.320 --> 00:15:32.559
Yeah.
00:15:32.879 --> 00:15:43.200
Track that stuff super carefully with your sales pipeline, but just in your regular network, every time I get like a follow-up notification for someone, like, oh, you need to follow up with them, I just snooze and ignore it.
00:15:43.279 --> 00:15:44.879
I'm like, I'll get to it at some point.
00:15:45.120 --> 00:15:46.720
Oh, I'm a snoozer too.
00:15:46.879 --> 00:15:47.120
Yeah.
00:15:47.279 --> 00:15:50.080
So sales pipeline, follow up like a hawk.
00:15:50.240 --> 00:15:50.399
Yeah.
00:15:50.639 --> 00:16:01.919
Your relationship pipeline, it's really just about rhythms and it's about being in motion and staying in the flow of it versus the specificity of, oh, when did I last talk to this person?
00:16:02.399 --> 00:16:03.039
Yeah.
00:16:03.840 --> 00:16:04.480
Yeah.
00:16:05.279 --> 00:16:17.440
I I guess my fear would be like how do I know which people in my network?
00:16:17.519 --> 00:16:19.120
Like my network is big.
00:16:19.440 --> 00:16:24.639
How do I specify like who it is that makes sense to reach out to?
00:16:24.720 --> 00:16:30.399
Is there a specific list like past clients you mentioned before?
00:16:30.639 --> 00:16:36.000
Um maybe people that you worked with at a company before might be part of it.
00:16:36.159 --> 00:16:36.639
I don't know.
00:16:36.799 --> 00:16:38.639
Tell me, tell me what are your lists.
00:16:38.960 --> 00:16:41.279
So you have your past and present clients.
00:16:41.519 --> 00:16:44.559
You have your prospects, those are on a list.
00:16:44.799 --> 00:16:51.200
You have the people that refer you business and the people where you've been on their platforms before and gotten you business.
00:16:51.360 --> 00:16:59.279
So, like between your past and present clients and the people that regularly send you business, you're, you know, somewhere in the probably 40 to 50 people list.
00:16:59.440 --> 00:17:04.000
And then you're kind of looking for like, who are like them that I can make relationships with?
00:17:04.160 --> 00:17:10.000
If these people send me referrals, who's someone similar to them that alt myself send me referrals?
00:17:10.240 --> 00:17:16.960
And if I get a lot of, you know, love from this community, how can I deepen relationships in the communities I'm already in?
00:17:17.039 --> 00:17:17.200
Right.
00:17:17.279 --> 00:17:27.039
We're, you know, we're not just trying to, we're really looking for the people that, you know, have altered have complimentary audiences, have proven that they have referred to us.
00:17:27.119 --> 00:17:31.039
We want to like continue to deepen the relationship with them instead of having to go super broad.
00:17:31.200 --> 00:17:36.400
We're like, you know, I I really feel especially, and you also want to be on lookup for super connectors.
00:17:36.480 --> 00:17:38.559
I don't know if you've covered this with your your audience.
00:17:38.799 --> 00:17:43.599
I haven't, but please do because I love my I love my superconnectors.
00:17:43.920 --> 00:17:47.119
There are people that are super, they're super connectors and super sharers.
00:17:47.200 --> 00:17:51.519
So the super sharers are the ones that tend to consume and share a lot of information.
00:17:51.599 --> 00:18:02.000
So if you're trying to get your, they're the ones that, you know, their audience expects maybe a couple links in a newsletter, or they do a lot of cross-promotion and people really like what they we they do.
00:18:02.400 --> 00:18:05.680
Superconnectors are the ones that are sort of like they know everybody.
00:18:05.839 --> 00:18:08.480
So, and they connect you to everybody freely.
00:18:08.640 --> 00:18:11.279
So you're probably a super connector within my sphere.
00:18:11.440 --> 00:18:12.799
I'm a bit of a super connector.
00:18:12.960 --> 00:18:18.400
And so you want to get to know them because getting to know them means that they're gonna get to know a lot of people.
00:18:18.559 --> 00:18:28.720
Um, like I have I have one bookkeeper who I refer, I think I've referred like seven clients to because of like how she does her bookkeeping.
00:18:29.039 --> 00:18:30.000
She loves Jessica.
00:00:03.120 --> 00:00:07.440
00:00:07.839 --> 00:00:12.720
00:00:12.880 --> 00:00:16.239
00:00:16.480 --> 00:00:18.000
00:00:18.160 --> 00:00:22.160
00:00:23.920 --> 00:00:26.000
00:00:26.079 --> 00:00:34.240
00:00:34.799 --> 00:00:35.359
00:00:35.520 --> 00:00:41.600
00:00:42.320 --> 00:00:48.479
00:00:48.560 --> 00:00:54.159
00:00:54.399 --> 00:00:57.840
00:00:58.320 --> 00:00:58.640
00:00:58.719 --> 00:01:06.400
00:01:06.640 --> 00:01:12.319
00:01:12.480 --> 00:01:20.640
00:01:20.799 --> 00:01:26.400
00:01:26.560 --> 00:01:40.480
00:01:41.680 --> 00:01:42.000
00:01:42.560 --> 00:01:44.079
00:01:44.319 --> 00:01:55.439
00:01:55.599 --> 00:01:58.799
00:02:00.319 --> 00:02:04.719
00:02:05.280 --> 00:02:05.680
00:02:05.840 --> 00:02:12.080
00:02:12.319 --> 00:02:18.479
00:02:18.639 --> 00:02:23.680
00:02:24.000 --> 00:02:30.560
00:02:30.719 --> 00:02:37.599
00:02:37.759 --> 00:02:42.319
00:02:42.719 --> 00:02:44.639
00:02:44.800 --> 00:02:45.360
00:02:45.680 --> 00:02:57.919
00:02:58.080 --> 00:03:08.000
00:03:08.080 --> 00:03:16.159
00:03:16.479 --> 00:03:17.120
00:03:17.680 --> 00:03:18.000
00:03:18.400 --> 00:03:25.039
00:03:25.360 --> 00:03:25.599
00:03:25.680 --> 00:03:27.199
00:03:27.360 --> 00:03:35.919
00:03:36.080 --> 00:03:42.800
00:03:42.960 --> 00:03:44.960
00:03:45.120 --> 00:03:49.520
00:03:49.680 --> 00:03:53.840
00:03:54.080 --> 00:03:57.360
00:03:57.520 --> 00:04:02.879
00:04:03.120 --> 00:04:03.759
00:04:04.240 --> 00:04:08.159
00:04:08.240 --> 00:04:13.120
00:04:13.280 --> 00:04:14.240
00:04:14.400 --> 00:04:18.639
00:04:18.800 --> 00:04:20.800
00:04:20.879 --> 00:04:22.720
00:04:22.959 --> 00:04:24.240
00:04:24.319 --> 00:04:30.639
00:04:31.040 --> 00:04:32.079
00:04:32.399 --> 00:04:33.279
00:04:33.920 --> 00:04:36.639
00:04:36.720 --> 00:04:41.839
00:04:41.920 --> 00:04:44.240
00:04:44.560 --> 00:04:45.120
00:04:45.279 --> 00:04:49.839
00:04:50.000 --> 00:05:00.800
00:05:00.879 --> 00:05:04.399
00:05:04.480 --> 00:05:06.959
00:05:07.120 --> 00:05:11.360
00:05:11.519 --> 00:05:12.959
00:05:13.279 --> 00:05:14.720
00:05:14.879 --> 00:05:22.399
00:05:22.560 --> 00:05:39.920
00:05:40.160 --> 00:05:48.000
00:05:48.079 --> 00:05:50.959
00:05:51.040 --> 00:05:52.319
00:05:52.480 --> 00:06:00.639
00:06:00.720 --> 00:06:04.480
00:06:04.560 --> 00:06:06.480
00:06:06.720 --> 00:06:10.800
00:06:11.360 --> 00:06:18.399
00:06:18.639 --> 00:06:23.199
00:06:23.360 --> 00:06:31.600
00:06:31.839 --> 00:06:32.079
00:06:32.160 --> 00:06:34.399
00:06:34.480 --> 00:06:41.120
00:06:42.800 --> 00:06:52.079
00:06:52.240 --> 00:06:55.439
00:06:55.600 --> 00:06:58.079
00:06:58.240 --> 00:07:00.480
00:07:00.639 --> 00:07:01.759
00:07:01.920 --> 00:07:05.680
00:07:05.759 --> 00:07:07.759
00:07:07.920 --> 00:07:09.439
00:07:09.600 --> 00:07:11.519
00:07:11.759 --> 00:07:16.480
00:07:17.279 --> 00:07:19.680
00:07:20.000 --> 00:07:21.839
00:07:22.079 --> 00:07:29.120
00:07:29.360 --> 00:07:30.800
00:07:31.199 --> 00:07:32.480
00:07:32.720 --> 00:07:32.879
00:07:33.040 --> 00:07:36.480
00:07:36.720 --> 00:07:38.160
00:07:38.560 --> 00:07:43.439
00:07:43.600 --> 00:07:49.600
00:07:49.680 --> 00:07:52.560
00:07:52.800 --> 00:07:56.800
00:07:57.040 --> 00:08:09.279
00:08:09.439 --> 00:08:11.120
00:08:11.279 --> 00:08:12.319
00:08:12.480 --> 00:08:16.319
00:08:16.560 --> 00:08:20.160
00:08:20.480 --> 00:08:22.720
00:08:22.879 --> 00:08:28.399
00:08:29.199 --> 00:08:29.680
00:08:29.920 --> 00:08:32.720
00:08:32.879 --> 00:08:36.240
00:08:36.720 --> 00:08:48.720
00:08:48.799 --> 00:08:58.000
00:08:58.240 --> 00:09:01.679
00:09:02.159 --> 00:09:06.000
00:09:06.240 --> 00:09:09.360
00:09:09.600 --> 00:09:12.879
00:09:13.039 --> 00:09:14.240
00:09:14.399 --> 00:09:20.559
00:09:20.639 --> 00:09:23.360
00:09:23.519 --> 00:09:26.240
00:09:26.320 --> 00:09:31.440
00:09:31.679 --> 00:09:42.080
00:09:42.320 --> 00:09:54.000
00:09:54.159 --> 00:10:00.080
00:10:00.240 --> 00:10:04.799
00:10:04.960 --> 00:10:06.799
00:10:06.960 --> 00:10:09.120
00:10:09.279 --> 00:10:10.559
00:10:11.200 --> 00:10:26.480
00:10:26.639 --> 00:10:28.639
00:10:28.960 --> 00:10:31.519
00:10:31.600 --> 00:10:40.879
00:10:41.200 --> 00:10:42.320
00:10:42.639 --> 00:10:51.759
00:10:52.000 --> 00:10:54.559
00:10:55.039 --> 00:11:00.399
00:11:01.519 --> 00:11:16.159
00:11:16.399 --> 00:11:24.799
00:11:25.120 --> 00:11:29.279
00:11:29.360 --> 00:11:30.399
00:11:30.559 --> 00:11:37.759
00:11:37.919 --> 00:11:46.879
00:11:47.039 --> 00:11:59.600
00:11:59.840 --> 00:12:00.399
00:12:01.360 --> 00:12:02.000
00:12:02.240 --> 00:12:07.840
00:12:08.559 --> 00:12:13.440
00:12:13.759 --> 00:12:18.879
00:12:19.039 --> 00:12:20.879
00:12:21.120 --> 00:12:24.960
00:12:25.120 --> 00:12:26.720
00:12:27.039 --> 00:12:32.799
00:12:32.960 --> 00:12:39.840
00:12:40.080 --> 00:12:44.399
00:12:44.639 --> 00:12:53.679
00:12:53.759 --> 00:12:58.720
00:12:58.879 --> 00:13:01.919
00:13:02.000 --> 00:13:03.279
00:13:03.360 --> 00:13:06.159
00:13:06.240 --> 00:13:09.120
00:13:09.279 --> 00:13:11.600
00:13:11.759 --> 00:13:16.720
00:13:16.879 --> 00:13:25.759
00:13:25.840 --> 00:13:27.039
00:13:27.279 --> 00:13:29.120
00:13:29.360 --> 00:13:30.879
00:13:31.039 --> 00:13:36.960
00:13:37.679 --> 00:13:41.440
00:13:41.519 --> 00:13:43.919
00:13:44.000 --> 00:13:53.279
00:13:53.519 --> 00:13:54.159
00:13:54.720 --> 00:13:59.279
00:13:59.440 --> 00:14:02.399
00:14:02.879 --> 00:14:05.919
00:14:06.000 --> 00:14:07.759
00:14:07.919 --> 00:14:14.159
00:14:14.480 --> 00:14:18.559
00:14:18.639 --> 00:14:20.000
00:14:20.159 --> 00:14:30.799
00:14:31.200 --> 00:14:31.440
00:14:31.600 --> 00:14:32.720
00:14:32.799 --> 00:14:41.440
00:14:41.519 --> 00:14:43.840
00:14:43.919 --> 00:14:55.919
00:14:56.159 --> 00:14:59.360
00:14:59.440 --> 00:15:00.799
00:15:00.960 --> 00:15:05.360
00:15:05.440 --> 00:15:09.279
00:15:09.519 --> 00:15:12.240
00:15:12.559 --> 00:15:14.639
00:15:14.799 --> 00:15:29.600
00:15:29.919 --> 00:15:32.080
00:15:32.320 --> 00:15:32.559
00:15:32.879 --> 00:15:43.200
00:15:43.279 --> 00:15:44.879
00:15:45.120 --> 00:15:46.720
00:15:46.879 --> 00:15:47.120
00:15:47.279 --> 00:15:50.080
00:15:50.240 --> 00:15:50.399
00:15:50.639 --> 00:16:01.919
00:16:02.399 --> 00:16:03.039
00:16:03.840 --> 00:16:04.480
00:16:05.279 --> 00:16:17.440
00:16:17.519 --> 00:16:19.120
00:16:19.440 --> 00:16:24.639
00:16:24.720 --> 00:16:30.399
00:16:30.639 --> 00:16:36.000
00:16:36.159 --> 00:16:36.639
00:16:36.799 --> 00:16:38.639
00:16:38.960 --> 00:16:41.279
00:16:41.519 --> 00:16:44.559
00:16:44.799 --> 00:16:51.200
00:16:51.360 --> 00:16:59.279
00:16:59.440 --> 00:17:04.000
00:17:04.160 --> 00:17:10.000
00:17:10.240 --> 00:17:16.960
00:17:17.039 --> 00:17:17.200
00:17:17.279 --> 00:17:27.039
00:17:27.119 --> 00:17:31.039
00:17:31.200 --> 00:17:36.400
00:17:36.480 --> 00:17:38.559
00:17:38.799 --> 00:17:43.599
00:17:43.920 --> 00:17:47.119
00:17:47.200 --> 00:17:51.519
00:17:51.599 --> 00:18:02.000
00:18:02.400 --> 00:18:05.680
00:18:05.839 --> 00:18:08.480
00:18:08.640 --> 00:18:11.279
00:18:11.440 --> 00:18:12.799
00:18:12.960 --> 00:18:18.400
00:18:18.559 --> 00:18:28.720
00:18:29.039 --> 00:18:30.000