The Dealer Playbook
The Dealer Playbook

Episode · 4 months ago

Build Your Network Before You Need It w/ Judi Fox


There's no substitute for preparation, and the same is true for building a powerful business network. 

Whether you're a car sales professional or dealership owner, industry titans like Ali Reda have demonstrated how crucial having a network in place can be, especially when a crisis hits. 

In this episode, Listen as Judi Fox and Michael Cirillo explain why it's important to build your network before you need it. Doing so will eliminate stress and desperation. 

Connect with Michael Cirillo:





Yeah. Mm Yeah, build a network before you need it Ithink. Would you agree a lot. This is how I feel at least a lot of thefeelings I've had about say clubhouse or the way people navigate social mediabecause of that desperation that I pick up on. I must sell today. I must getthe macro goal accomplished today. It's because really they're, they're tryingto make up for lost time of the thing they knew they always needed. Forexample when lockdown started occurring, I was raised to always have a foodstorage and so because I had proactively littlebit here have water on hand, have non...

...perishables on it because of that. Weweren't rushing like fools two grocery stores and supermarkets because youknow, or afraid of not knowing what to expect because we were already preparedand that's kind of the visual that comes to my mind when you say somethinglike build a network before you need it. Had you built that network and you'reliving proof of it when you needed it. Would would you saythat that kind of eliminated fear or unnecessary stress from the mix? Yes.It, it's not only eliminated it at that moment in time, but it, if I can beconfident enough to say that, I feel like it's eliminated it for the rest ofmy life and here's why I say that. Um, When I went through another big lifemoment change in 2014 I um, became a single parent, which is a bigtransition in life to being the sole...

...provider of your child and wanting toputting a roof and buying a home and doing all those things. Um I was ableto quickly network to a job like that that I That it all came from, that was2014. So it all came from the activity in 2009. Everything. And what'sinteresting is the people when I showed up at work, there were people that Ihad networked with all the way back To even 2000 and 1999. So I had eitherdone a project early on in my career and I walked into work And there wasone person that I had worked with back in 2000 and worked on a project and Iwill even circle it even further back. There was a woman there that I had metwhen I was 17 when my dad took me to work And she is somebody I interviewedwhen I was 17 with these little no cards with my shaking hands as a 17year old like talking to the the senior...

VP of environmental at a major company.It was a, you know When I was 17 years old And I met her and I kept in touchwith her over the years and I kept as the 17 year old, I just circled backand she was one of those people in 2009 that I wrote her an email and I said, Ijust wanted to reach out to you and let you know that you impacted me as a 17year old to do a couple things in my career because of some of the thingsyou said and the notes I wrote down on my note card, we're still in that bag.Crazy. So I know that's analog. I even get goose bumps because before she wentinto and got on retirement and left that company, I took her out to lunchand I just feel like it came full circle, like it's so cool, like it's socool and she never forgot me and I never forgot her. So, you know what Ilove about this conversation is it's...'s because look, I know you get askedthese questions all the time. I know people are like, what I've ever toldthese stories though. Yeah. No, and that's why I love this because I'mgetting a different angle about linkedin where I think historicallypeople just want to know what are the three actions I can do today. But whatI love about this is no, this is about the power of building a network. Can Ishare a quick little very recent experience with linkedin and why Ithink it's such a powerful platform and speaks to the whole concept of buildinga network. So, um, and I think it ties in perfectly to everything that you'vebeen teaching on this on this interview, which is uh and this is two weeks ago,about a week and a half ago at the time of recording this. So, so now you havea contextual reference when you're listening in the year 2045. 2 weeks ago at the time of recordingthis, um we were talking through some things that we want to accomplish as acompany and other companies that we...

...need to get some connections with andyou know, who do I need to know there so that we can start building arelationship that sort of a thing. Well, according to what you're saying here,most people and I've observed this, they go and it's direct to the thingneed job post about how I need job uh need to hire post about how I need tohire um um want to grow, want to get more clients. Post about how I needmore clients. Well, you've taught me that in the spirit of networking. It'smore about like getting to know people and and being real human and showingthat side of things I posted recently a picture of my wife and I, which Ihaven't really ever posted on linkedin and I was just saying, here's a memberof my team that nobody sees, who rarely gets the praise in the same way that,you know, a traditional employee would...

...get praised but who is very much on theteam and I posted about this. Anybody can go and see this that morning judy. I had researchedsome of the companies that I need to get in touch with. Okay. And I'm like,and I listed them out. Then I go to linkedin. I do my linkedin activity. Ipost this thing two hours later, two hours later, I get a connection request from a keydecision maker in one of those companies who I've never had contactwith before. You know how he found me though through that post, through thatpost because one of my friends who has nothing to do with the automotiveindustry, who actually lives in France right now, one of my friends just sohappens to have been a friend of his that he went to college with andbecause my friend liked my post, it showed up on this man's news feed andthat man said, hey, I'm friends with...

...scott. I went to school with him. I seeyou know him, I saw your post, which has nothing to do about that. And nowwe have an open conversation and a connection in a way that I would havenever like, I don't believe in coincidences, but boy oh boy, do Ibelieve in the power of not just like what you've been teaching, not justgoing right to the thing, taking the steps before the things so that whenthe thing arises, you're ready and prepared for it and it completely blew my mind. It, it that is what I it's exactly. First ofall, that is an amazing story. And it is, you know, we want to think somepeople might be like, well that's just unique to Michael. No, it's availableto every single person. I just had a client who made a comment on somebody'spost and his comment got 300 plus likes...

...and comments. 300 on a comment and Ithat's not his own post. It's it's commenting on the power of somebodyelse and it opened up doors and conversations to people that he mayhave had on his I need to get a hold of these people but without sitting around constantlyfocused on, I only want to talk to the Ceo of this and we forget that the Ceohas how many people supporting them that they're hiring that theirnetworking with their barbecuing with that they're best friends from collegewith that are now traveling and they happen to be in France and I have anamazing client that is in France and he runs one of the top language schoolsfor business communication between translating between french and english.And he found me on linkedin and it's not because I was posting and being themost amazing expert. I was not working... a wider community and I ended upmeeting somebody and not really judging the fact that they own a winery inFrance, they make champagne or you know what I mean? Like, I don't know if Ican, they can call it champagne everywhere. It has to be in a specificregion. But it's funny because I am I trying to get hired by a winery inFrance, but this was like the kindest person to me and I think we just forgetthat everyone knows somebody, everybody knows somebody we never know who wasthe Opare for somebody 20 years ago who was the accountant that worked on aproject and you all happen to work together at this whatever firm and thenyou followed your career's going forward who went to college together,we an undergrad and now somebody went to go to law school and somebody elsewent to become a Youtube star. I don't know like all these different paths,but we never, we cross paths with so many people on this planet that we justnever know.

Mhm mm Yeah. Mhm. I'm Michel Cirillo andyou've been listening to the dealer Playbook podcast. If you haven't yet,please click the subscribe button wherever you're listening right now,leave a rating or review and share it with a colleague. Thanks for listening. Mhm. Mhm.

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