094: Becoming a Super Connector with Scott Gerber

On this episode of Build Your Network, Host Travis Chappell interviews Scott Gerber, CEO of The Community Company, founder of YBC, sought after speaker and author.

Here’s what Travis and Scott discuss in this episode:

  • About Scott Gerber
    • Featured author in my news channels and has been honored by NASDAQ and the White House.
    • Finds ways to better connect stakeholders of companies and helping them to achieve a common goal.
      • Takes the idea of community and actualizes it.
      • Helps brands from Forbes to FedEx achieve community.
    • Wrote his first book by himself, but is co-authoring his current book.
  • Is there a disadvantage or advantage to being an extrovert when it comes to networking?
    • If you have the right lens on the world, one is not necessarily better than the other.
      • There’s a stigma against introverts, but they’re probably set up better to network.
    • Introverts and extroverts can learn from one another to improve their networking skills.
    • The idea of a type-a, bravado-driven person is a myth.
      • If you’re a very smart connector, you don’t want to go into an environment where you don’t have some level of control.
    • Are you trying to obliterate the notion of networking?
      • They’re trying to get rid of the idea of a “networker.”
      • Even the best salesmen on earth might hit their numbers, but they’re not thinking about their arbitrage.
      • There’s a lens by which you have to live your life and it’s not a series of tips and tricks and gamification.
      • If you play the short game, you’ll get results, but it’s not sustainable.
    • When someone comes up to you in a salesy way, what do you do in that situation?
      • The best connectors are selective people and don’t put themselves in that situation.
      • If he knows you were out to get something he’ll either forget you or remember you from the wrong reason.
      • People who make an impression on him in a good way didn’t care what he could do for them.
    • How to avoid getting into situations where you’re only being sold to.
      • Create an oasis – look at a big piece of real estate like a conference and research who will be there that you know.
      • Curate a room of 10-30 people.
      • Ask things like “what is the biggest challenge you’re facing in your business right now?”
      • Send out an email to all attendees and let them know who will be there.
      • The best connection opportunities are when you can be a Sherlock Holmes of discourse.
      • Have a big follow-up.
      • It takes more work but the experiences will be deeper and relationships stronger.
    • How do you really feel about the question “what do you do?”
      • It’s a social script, and where can it go?
      • Everything will stay on the surface.
      • Instead choose a question – in your company right now, what are you most excited about?
      • You need to pose a question that’s meant to learn about the other person.
      • Building relationships isn’t just at conferences, it’s a lifestyle choice.
    • Curiosity is a key attribute of a connecter.
      • A lot of people aren’t curious, they just want personal gain.
      • A question Scott gets is – how should you act in the real world vs. the online world?
        • Yes, you want to speak the language of the platform, but you shouldn’t act any differently.
      • We forgot to be human and it’s impacted networking negatively.
    • Do you believe that what you know or who you know is more important, and why?
      • What you know, because that attracts who you should know.
      • When others see that you’re successful at what you do, they want to be near you to know what you know.
      • You can’t know who you know until you know what you know.
    • In your career, have you ever invested money in mentorships and masterminds?
      • He’s never bought a relationship.
      • With those kinds of purchases, you are removing noise from your life, but you still have to work on the relationship.
      • Certain consultants can be incredibly helpful.
      • A mastermind is more of a service than a mentorship opportunity.
    • There is a big difference between coaching and mentorship.
      • Coaching is a working relationship with deliverables.
      • Mentorship is someone giving their time to you with no financial gain or reward being involved.
      • If someone is offering you mentorship but saying there’s a price or they want to be your business partner – buyer beware!
    • Is there a particular level you should be looking for a mentor to be on?
      • He mentors junior achievement kids, college graduates, close friends that are equally or more successful than him but has blind spots.
      • As a mentor, you’re investing because you want someone to be successful.
      • If you really know someone, which takes time, you know if it’s right or wrong to ask them to be a more formal mentor.
    • How do we attract a mentor?
      • Like every other kind of relationship.
      • Identify people in your inner circle who can guide you to the right person.
      • You need to know what you’re trying to accomplish and figure out an honest framework of the ideal candidate for you.
        • Ask people if they think it’s the ideal framework for you.
      • The lens, framework and mindset are matters, the rest will come naturally over time.

The Random Round:

  • What profession other than your own do you think it would be fun to attempt?
    • Politician
  • If you could sit on a park bench for an hour with anyone past or present, who would it be?
    • His grandmother
    • He misses her
  • How do you like to learn best, books, blogs, podcasts or video?
    • Anything he can consume on his phone
  • Give us a glimpse of your morning routine?
    • He has 4 kids, so it’s not pretty.
  • What is your go-to pump up song:
    • Anything by Bon Jovi
  • What are you not very good at?
    • Anything that’s not what he does every day.
  • Find him online:

Tweetable Quotes:

  • There’s a difference between people who want to lose some weight and those who want to change their lifestyle.
  • The best connection opportunities are when you can be a Sherlock Holmes of discourse.
  • The lens, framework and mindset are matters, the rest will come naturally over time.

Resources Mentioned:

Buildyournetwork.com – Podcast website

BYN.media/fb – Facebook Group

The Community Company

Super Connector – Scott’s book

Give and Take – book by Adam Grant


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