All right, let's let's shift gears and let's talk a little about a little networking strategy. Okay. So you do, you made the mention that you try to do at least one contact with a prospect, with a client and with the center of influence, right? Is that what you said? So do you plan that in advance or do you get into your office and you say, well, I know the client that I got to call is this guy because I got a voicemail from him.

I got to call him back. So that'll be my client center of influence. Well, it's tax season.

So I'm not going to call the accountant. So I'm going to call like, who do you set it up in advance? Do you decide in the office? What's your, what's your focus? What's your game plan? So typically, um, I do a lot of networking through provisors. So I'm a group leader in provisors.

So I typically hit between eight to 10 provisors group meetings per month. And with that comes a lunch meeting or a happy hour or a baseball game or something, uh, out of that group meeting. So that kind of dictates my schedule right there.

Right. So you figure, um, I think I was sending out lunch, uh, dates to, uh, a COI earlier today. And there was only three dates left in March that I'm available for lunch and it's, it's, it's March 5th.

Right. So I mean, I'm already, I'm already scheduled in April. Um, so that kind of works itself out and, and, um, I, it's more of a, it's, it's, it's more of a casual reflection on my day.

If I get to three o'clock and I haven't talked to one of those three, then I, then I go, okay, who can I call? Have I followed up on this prospect or haven't I? Um, but my, my networking is, is, is planned out in advance. I have my, my schedule out to, uh, April and I had a reminder that came up on my calendar today to schedule my May networking. And, um, so that'll be, that'll happen today or in the next couple of days.

Right. Because I make that a priority. And, and then I, I go out and I, and I see things.

I actually set up a, uh, a lunch meeting with, I invited about 30 people to go have lunch with me on opening day of, uh, baseball. Cause it's on March 27th. So it's going to be Yankees, uh, Brewers that day.

And so I invited a bunch of people, Hey, these are my friends. And it's a couple of guys from my baseball team, you know, let's get together. So, um, and with the clients, those, that just happens.

I mean, I'm working on something constantly for clients, right? Or, uh, you know, we have a lot of covenants. I manage about 30 to 40 clients and they've always got something going on. So I'll get who knows how many emails from a client every day that says, this is what I need.

I'm adding a signer. What happened to hear this wire? We need to, uh, it wasn't for the amount, or we need to recall a wire. There's always some sort of a service thing that goes on.

And I'll talk to my clients about that. You know, today the client interaction was, uh, he had hit me up last week asking about, uh, if he needed to advance from his line of credit. And I told him what to do and how to do it.

And then he never did. So I followed up with him today. And I also, um, said, Hey, let's go to a baseball game soon.

Cause he was in Texas. So it's, it's just, it's kind of casual. There's scheduled things and non-scheduled things that happen every day.

So there are a good deal of provisors members who listen, who watch. So tell folks who are listening and watching how you leverage provisors. Cause Nicola and I have talked about this over and over again here on the show, how we do it.

But I like your approach because everything in your area, with the exception of your meeting is in person. So you got to drive somewhere. You got to get up early.

You got to drive somewhere. And then you, you do your follow-up meetings, which we call Troika's you do those in person, right? Yeah. Most of them.

Yeah. Yeah. So, so tell folks how you, how do you pick? Cause Orange County also is a really well-developed provisors market.

And if you're not familiar with provisors and you're just joining the show provisors is a national networking organization with over 10,500 members. They're in 22 cities around the United States, over 400 groups. I happen to lead a group here in South Florida.

Nicola leads a group of attorneys here in South Florida. Mike leads a group in Orange County, and we all get together all over the country on zoom and in person. So when I go to Chicago, I try to go to an in-person meeting.

When I go to New York, I try to go to in-person meetings. How do you plan the meetings that you go to? Cause you have multiple choices on most days of the week, right? Yeah. Yeah, usually.

So there are 30 some groups in Orange County. There's about 900 members of provisors in Orange County. What I tend to do is I, I like the afternoon meetings.

So unlike a lot of areas, provisors has a lot of lunch meetings here in Orange County. So I typically just go to the ones of people that I like. The thing about provisors in Orange County is we really take it to heart.

The, the first part of provisors is, is, is no like trust referred, right? So we really focus on the like part and we're coming to, to provisors with our genuine vulnerable selves. We've also had some you know, with COVID and we've had, we've lost a couple of members. There's been a lot of stuff that have brought us to be really close and we're friends.

And you know, when, when my friend got me into provisors, he, that was one of the things that these, it becomes part of your friend group. It becomes part of your social life. And I was resistant.

I said, I don't really need that. I have friends. I have a social life, right? I got, I got, I'm full.

I got friends. I don't need these business jerks talking to me about whatever. And he was absolutely right.

You know, on, on Friday, I'm going to my friend, Josh's house. Who's a group leader. We're going to play music together.

And you know, my wife's going to come by and it just becomes social. So, so I go to the groups that I like and support the, the, the people that I like. I try to hit them all.

It's just, there's just too many. There's a handful of groups of the 30 that I've never been to their home group meeting. And in the eight years that I've been in provisors and I need to go to them at least once, but I do see them at other events.

We try to do a lot of social events. And like I said before, I try to have lunch with a client prospect or COI every day. So I'm usually hitting, if I have a free lunch or if a lunch cancels, I'll call up a friend and say, Hey, are you, are you that from provisors business professionals? Hey, are you, are you available for lunch today? So it's with networking, it's, it's a very conscious effort to go to as many activities include like, so tonight I have a happy hour.

So when you and I are done, I'm going to go visit my mother. Then I'm going to go to a happy hour with provisors, people with our distributors and manufacturers affinity group. And I'll see a bunch of other provisors there.

And then it's basically the same thing tomorrow. I don't, I think I have, and then Friday there's a, a networking meeting and then I'll be at my friend, Josh's house and there'll be other provisors, people that are friends that are there, you know, it does become a huge part. And it's, it's funny.

And another, another group leader, friend of mine, Sarah Nahidi, she mentioned to me, she pointed out to me that I have a fear of missing out and I didn't realize I had that. She says, you have FOMO and I said, it's a fear of missing out. She says, yeah, you want to do everything.

And because I do, and I see people will post things on LinkedIn or Instagram. And I'm like, Hey, that looked like fun. Why didn't, why didn't you invite me? And, and they'll be like, you dummy.

We did invite you. You were busy that night. And even if I am busy, I'm like, Oh man, I missed out on that.

I want to be at, I want to be at all the things I want to have. I want to have, I want to be with everyone and have fun. My wife, she just shakes her head at me because she knows how I am.