Making an Impact and Standing Out with Paul Finck

Hello, everyone and welcome back to kickstart the conversation. I am your host, Catharine O'Leary. And it is my great pleasure to introduce you to Paul Pinck, who is the maverick billionaire. And Paul and I actually met on the marketers cruise where he was number one in our hearts, but number 69 in the in the actual brochure on the pages, so yes, so we're gonna start there. No.

So I invited Paul here, Paul actually helps entrepreneurs design their dream life and business using systems strategy and mindset work. He is the maverick millionaire, one of the foremost authorities in business and personal development today, he has over three decades of sales, marketing and entrepreneurial experience. He's moved over $20 million in real estate transactions and sold over $30 million of informational products. And you know, ran over 250 live events. So the boy has been busy. He's been he's been working. He's worked with some of the best known speakers in the world to take their events to the next level coached entrepreneurs and small business owners from around the world to build their business and create a abundant future for them all. So when you're desiring that real difference in your personal or financial world, and you know, looking for that strategic game plan, building that great team maximizing your income dramatically. Paul is the maverick for you. So welcome. Welcome, Paul to kick start the conversation. How are you today? I am awesome. How are you? I am good. Thank you. So we met on the marketers cruise, which is an amazing event for those who haven't attended. And what I what I appreciated about Paul on the cruise was that he had time for everyone. So if you had a question, if you had, you know, can we brainstorm if it was just a case of hey, you know, like, I've seen you on events, or I've seen you on speakers, summits and so on. He always had time for people and and that's obvious because he's here today. So thank you, Paul, for for joining us. What I'd love to get into today is a little bit about some of the lead generation strategy because a kickstart the conversation is all about that kind of that client attraction that leads list and leverage. So we'd love your thoughts on on some of that.

The lead gen strategy and so interesting that we met on a in a networking event. And so one of the components and, and 30 plus and almost 40 years in as an entrepreneur, now, I have the odd situation of understanding both old school and new school, if you will, and understanding what network he looks like in lead gen, in live experience as well as online. And I think that's a piece that that people miss in this day and age, and especially new entrepreneurs coming to the table is there's so much that's talked about the the online and press a button and all all these leads are going to come flowing in that they forget about the personal touch, and the personal connection. And they treat, just like it's talked about on the front end, in most, most conversations, they treat the relationships as if they are another number in the mix. Just another number coming through without realizing that those numbers Oh, we had 100 People respond to our lead gen Oh, we had, you know, 12 clicks. So we had 25 of that those are real people? And how do you connect and absolutely stay focused on the person on the other side of all that engagement? The person on the other side of that communication?

Yeah, cuz I feel like and I love that you have both the old school and the new school because I feel like what people are doing now is they've got an idea of what their ideal clients need or want or struggle with. And they put it out there saying, Hey, do you want to grow from six to seven figures? And they immediately go into a sales conversation without actually asking any questions like without and everyone that has ever listened to this podcast knows that drives me absolutely bonkers. Because it's, it's proposing marriage on the first date. You haven't actually gotten to know anybody about, you know, their, their, their unique situation. I think there's some when you just looking at the numbers, you you lose the uniqueness of each individual problem or, or business, if you will.

And so following up with that concept of old school, new school, what people tend to do is that they would they'll do things online that they would never do ever do in person, they would never walk up to someone and just say, Hey, I saw you standing here, you just looked like the perfect person to come and hang out with me and come to my event, here's the ticket, like you wouldn't like there would be more of a conversation, you would say, Hi, how you doing what's going on, there would be more of that. And yet, because it's behind the screen, or because it's automated, we're able to do this thing that is so unnatural, and so fake, that people feel it instantly and run. And so being aware that there's someone on the other side, and treating all those engagements, as if they're right in front of you, is a great mantra to keep in mind as you're responding to social media posts, and you're responding the people that you're engaging with in a in a dialogue online. Remember that? What would you do if they were right in front of you? How would you act?

I absolutely love that, because I think that that is lost in the automations. And the and, you know, yes, the virtual world or the new school world does let you, you know, do the automations? And does let you, you know, get get in front of a lot more people and so on. But, you know, are you doing it authentically and have you just copy like, it's almost like when you apply for a job and you're applying for a lot of jobs, like right out of school or something, you know, like, you have a cover letter, and you just like copy and paste the cover letter, and sometimes you don't even like change the name and you send the wrong cover letter to the wrong company. And like you kind of called on it. Like that's what it feels like we're doing sometimes is that we're just copying and pasting, like this form letter. And sometimes we even forget to change the name of the person that we're trying to reach. Like, it's just it's so disconnected.

Right? Yeah, it's so so and I'm gonna equate some two things I teach, for instance, I teach entrepreneurs how to live and how to how to create their great life as well as a great business. And one of the things I teach them to do is how to hire an assistant how to hire people for their team. And one of the things that I do in the hiring process is I it's it's a complete state change for the person responding. And I tell them, specifically, do not send your resume. And tell me what you believe you're going to bring to the table and a 250 word essay, tell me what you believe you're gonna bring to this company, go check us out, look at our website and tell us that I don't look at their resume. I don't look at all the stuff that most people send out, like their cover letter, because it's, it's that rote, just traditional thing that is meaningless. After a while, I look to create a new engagement with them. And flip that around. That's the thing to do. And to keep in mind, when you're looking to lead gen was someone that on the other side of that equation, they want a different experience. How do you stand out and make a different, you've got to create a state change, you've got to create an engagement that doesn't look like every other engagement. One of the biggest challenges that I see, like on social media is, especially as an influencer, and you know, a leader, I get a ton, like every single day, have the exact same message. Hey, I saw you online. And I just thought we should really connect. I've got this great opportunity. Have you ever thought about increasing your lead gen possibilities? And I know you deal with coaches and trainers and speakers, and those are the exact people that we help just link here and we should have a conversation. I'm like, No, I don't want to be sold to thank you so much.

And we all smell it, we all smell it a mile away.

That the challenge is and I guess, you know, there is a certain factor of the numbers game that they do this enough. They're gonna get just enough business walking in the door. That helps them keep the lights on. But oh my gosh, it's painful to watch. You want to be a leader, you want to be someone that stands out, you got to be doing it differently, which is one of my mantras, you got to approach the market in a different way. You know, one of the things that we connected with is, you know, doing a quiz and going through, that's something that is not being done effectively in the marketplace, by most of the people out there. And so you stand out when you're able to guide them through a process that has value and meaning for them. Yeah, that's the focus with this whole conversation.

Yeah, I love that. I love doing it differently. I love reframing it and And you know, coming at it from that new that, like just a new mentality that different that not a form letter like don't do the form letter thing. Please don't do that

thing. So it's it's one of the things that on the on the networking event that we met at which was a coordinated effort with a whole lot of people, one of the things that I do and this is can be applied both online and offline, is that you want to be an attraction factor for the people in the community. So wherever I network, if you will, I'll do a deep dive. And, and a big splash, you, you're not going to attract the attention by just dipping your toe in the water and seeing what happens. There's a big difference between you know, a little bit of a dipping your toe in the water, and a big splash about the impact that you're going to have on them as well as on your business. And so I do a big splash. And what that looks like is, you know, all the different places that I can be prominent when I first entered, enter a marketplace or a community, I'm there, I'm the big banner, I am the person in the front of the room, I'm speaking I've got a stage, I'm sponsoring the lunch. And I'm doing all the pieces because that they pay attention to someone who dips a toe in the water, it's like, Oh, who's the new kid, I don't know, when they walked the other way. So that's one of the techniques is to show up with with style and substance show up in a large way. Don't sneak in the back door, come full boat in the front door. And if you look at like, famous, you know, big time, celebrities, celebrities that everyone in the world knows their name, watch how they enter a room. And and utilize that for the for the factors for your business. How do you enter into the marketplace? Because people pay attention that you want to lead generation of effectiveness, man show up larger than life that they that they're looking at the shining star going holy cow, what is that? And that's that's the reaction that you want.

So so how do you know how do people do that? Right, like so, you know, like, we've got, you know, after after COVID, after, you know, the great resignation, there's a lot of people online, there's a lot of people that are trying to, you know, have an impact. They're reading all the same stuff. They're going to all the same seminars and summits and so on. And they're starting to look alike, right? So they because they've got all the same templates, they've got all the same swipe files they've got. So how do you? How do you how do you bottle yourself? Like how do you how do you how do you walk into the room and make that impact? I mean, I've got some ideas, but I'd love to hear from you.

Great question. You know, first of all, you the the branding matters. And so a lot of people talk about branding only, it's really about who are you? How are you showing up Is there a consistent message that people can see from across the room, I've got one of my clients it and orange became Perth thing. And so there is never a time that you will ever see her anywhere where she isn't wearing orange. And it became the branding of her company. Her company logo is orange, everything down to her nail polish down tours through the frame on her glasses, orange across the board. And and that becomes the monitors she walks into a row people take notice. Now even before you start with your color branding, or your logos or anything else, you can walk into a room. And I love and I know we do a lot of online only. I'm going to talk offline first I'm going to talk about live engagement first and then we'll go into online and to duplicate this in walking into a room. You walk in with confidence you walk in with with understanding where you're going and you go right to the most prominent people in the room and introduce yourself. You know you're walking into a room and you see the person who's the head of the of the room one way or the other either it's the head admin, the head salespeople that head speaker, walk right up to him and introduce yourself. They will never ever ever reject you. Because they're greedy. you into their room, they will always greet you with with honor and style. After you meet them and you greet them personally, before anything starts, do you have a deeper relationship with them than 90% of the room? Yes, will that show up, he will catch your eye more often during the the event, then 90% of the other people who will engage with you will actually use you as a reference, almost guaranteed. Because there's only 10% of the people that did what I just told you to do. That builds your connection. And once you have the connection, now you feel more comfortable approaching him about other things or on breaks or after the fact, which now develops that relationship. And one of the other techniques that I do and so if you're in the room with me, now we're being competition, because here's what I do, I walk to the front of the room. There's always that time, 1015 20 minutes before an event starts, where people are starting to sit in their seats, but there's nobody on stage. I go up in front of the room, I stand in facing the audience and just start saying hi to people, it's not my event. I'm just another participant, but I'm doing the front. Nobody does that. Because they're all like, oh, no, no, no, that's for that's for the people running the event. I just walk in front and really just start talking to people, Hey, how you doing? How's everything going? Now, when you're talking to people you have, you know, 510 1520 30 people that are sitting in front of you, and you stand in front of them and face them? Do they start responding to you? Absolutely. It's an automatic, they think this is the event started?

What do you think? Part of it?

You they think you're it. So they just started all of a sudden all the all the conversation quiets down and they start responding to you as if you're leading the parent season starting? Hey, what brought you here? What's going on? You know, what do you what do you think we're going to get out of this? What are you looking to accomplish here? What are your intent, you don't just start engaging in normal conversation. Only because you're standing there sitting because you're in front of the room, and they're, and they're sitting there in our seats, you automatically position yourself as the leader and they start responding to you. And then the people started starting the event, I was like, Oh, we're gonna get started, I'm gonna go take my seat down. And they go, like, what does that been from for the rest of the day, though, for the rest of the event, you're one of the leaders, they look at you, they lean into you, they come and find you. It's amazing. You want to do great lead gen. Do that. In the virtual world, and you do the same thing. Go to any any webinar, any and start immediately in the chat. Start welcoming everyone to the event. Start asking questions in the in the chat, especially if you've got an open chat and some of the webinars and zoom calls etc. Or open chat where you can communicate with everybody there. Start acting like the leader, act like the host from second one. Be amazed at what happens. edify all the people that are on stage on virtual stage, edify them in the chat. Oh, yeah, I know them. Oh, yeah, I just looked at their profile. They're amazing, edify them in the chat, you become the leading authority in the chat room. All of these are techniques on how to stand up and you want to be a great lead generator, be the person that people lean into as the leader. And it's not.

It's not inauthentic. is not it's not like weird, it's not proposing marriage on the first date. It's, it's just positioning yourself as somebody that's standing up, as you said

it correct. And so you're not there to dictate to them in all my examples. It was asking them questions and helping them move into a space that would be that would help them engage more fully with the virtual webinar or with the live event. It's helping them stand up and be heard. And all that so in servitude of them. But that's what leaders do is they help the people around them stand up and be heard.

And I mean, if you think about it, folks that are listening to this, you know, these people, right, like I mean, they are they are the people that that you know you and I've done this before where Oh, I thought you were you were part of the team. It's like no, I was just helping You know, like, uh, no, no, I was just I was just, you know, like the chairs needed to be set up. So I helped set up or you know, you're just, you're helping out, you know, as, as you can, with no expectation of being, you know, rewarded or anything but the rewards do come. Because all of a sudden, you know, somebody from stage says, oh, when Catharine and I were talking, and if anyone wants to know about quizzes, you should talk to Catharine. Because Catharine knows all about quizzes. But when Catharine and I would, and it's just like, Whoa, where did that come from?

It happens all the time. To the people that play in this way. Yeah. And so we take it for granted. And other people like, how did you make that happen? It was like, I don't know, I just did the Thing. Thing. And it and it happens all the time. One of the techniques and I'll talk about time, just for a moment, because time management, and all this becomes imperative. Ah, and most people end up wasting a lot of their time wasting a lot of their life overall. And so with all success, all focus, we want to get clear with how to manage our time in live events. And in virtual, it happens in the same for both sides. Get there early, stay late, get there early, stay late, the the for live events, I am always the first one in the room, you're oftentimes beating the team that's running the event. Why would I get there so early. If I'm a sponsor, if I'm a speaker, I'm setting up my booth long before anybody else is there. And then I have time to network to help out to be the valant the the extra hand to help everyone that's there and that are now running late, because they just got there and they're running around. And it gives me a chance to solidify my get grounded, get positioned in the room, kind of get understanding of the sense in the feel of what's happening. And to connect with the biggest the best players in the room, the people that are really the movers and shakers, because they're all there early as well. They're the ones running the event. And that's when they kind of speak to you.

Well, and in a leader tends not to be the person that is running around like a chicken with their head cut off. Like I mean, if you're that person, you're like, that's not the person that I'm going to go up to and ask a question of, or try to network with. Or, like, you know, like, Oh, I wonder who that is. It's the person that's standing there looking like I got, I got the world by the tail here. Like I'm, I'm done. I'm good. Like, you know, like, if you want to talk I got time, because you know, like, here I am. It's like, quiet confidence that I think actually is attractive. In in person. And then I love the idea of the chat being, you know, like, just hey, you know what this speaker rocked like, oh my gosh, here's the three things that I learned. Because, guess what, the speakers I'll like save those chats. And you might get reach out, like you might question.

So here's one of the interesting things. And I actually haven't tested this out in all platforms and things change so readily. So however, I do believe that the order in which you show up on the screen has everything to do with when you log in. Ah, so if you're on a virtual event, and you log in 510 minutes early, you're going to be on the first screen, you're going to be right next to the host or the administrator or the people that are running the event on the screen right right right. Always have you

always have your video on always have your video on

Oh, wait. I gotta tell you, I've created leads I've created sales. I've created great JV partners and strategic partners from being on events with my video on and at where I wasn't a host I wasn't a speaker I wasn't a you know, I was just another attendee. But I had my video on so and I created expressiveness and so I would you know, that even if I was totally muted, it's the thumbs up it's yeah, go go it's it's the doing the little icons in the chat and, and paying attention to all those pieces, because you're you're engaging with the people that are there and people buy from people that they know like and trust and all these things that we've talked about our components on building that trust building that likability building the relationship like you normally would in everyday life, build it in your business as well and watch what happens. Oh, I

just got goose bumps like that. That is Like so cool, because you want to be the audience that you're speaking to. Right? Like, so if you're the speaker, like, like be the the audience that you're hoping that if you're on stage that you're speaking to, because there's nothing worse than speaking to a whole bunch of blank screens. Oh, having like, nobody gives you any kind of reaction or, like, you know, there's no facial reactions, there's no Can you hear me? Like, is anyone even there? Like, like, it's just, oh, it's just, it's terrible. So, so be the audience you wish you had, like, be the audience that you want to have? And, and that goes a long way? Because the speakers, the summit leaders, the the the promoters will see that too. Yes. Right. So you're being very late. And you're just being in the sense of all like, like, be engaged and be be present.

You mentioned that and so many people that are listening to this, and they may be new, they may be just getting started with their businesses, and they want to build this great lead gen. The people that you want to joint venture with the people that you want to create strategic partnerships with, are the people running those podcasts, running those events, running those webinars, they will see they're watching how you're engaging the people that support their stuff, guess what's going to happen, you're going to be invited back, you're going to be paid attention to you're going to be edified, you're going to be reached out to as as a beta tester for products are there things that'll happen, that won't happen when you have a dark screen and you're hiding in the in the third row, it you've got to be front and center, you've got to dare to step into the power of all this. The magic happened.

And for those introverts out there, like vertical is fantastic, right? Like, have your video on Chataway. You know, like, it's, you know, like it's a, it's, it's a way that you can engage and still build that know like and trust factor. You don't have to be standing in front of the room. But if you're in live event, like the people that are at the front of the room and sitting down and already taking their seats, those are the people that are ready to go, they're ready, they're ready to engage, they're ready to buy, they're like they're the people that are boom, like I'm here for a reason. And and those are the people that you kind of want to talk to.

Those are the people that the leaders pay attention to. Yeah, and for someone that's run 250 events plus and counting. That is well known. There's a the front row or more traditionally, in larger rooms a semicircle around the center, around center stage. Yep, is known as millionaire row. Ah, it is known in the speaker world as those are your players, those are the people that are going to succeed. If this is their first time entering the market, entering your arena, they are the buyers. It's the people that are in that front section. And it's not to go Oh, no, I'm going to avoid that. Because I don't want to be targeted. Nobody that people know you're the ones that are the most serious. And I will engage with you. When I'm the host when I'm the speaker and you're in the audience, I'll engage with you more readily, because you're right there front and center. Proximity wise, we're already close.

Yeah. And if you're new, those are the tables you should sit at. Yes. Because those are the people that are all like, those are the people that you want to be networking with, because they're probably like, you know, maybe further along in the journey, have some conversation like don't be shy about it, like get in and be that fly on the wall and soak it all up.

And then the rest of the story is online, the same thing, show up to the webinars early, have your screen on. And that's the same thing. That's the millionaire row. The people that are paid attention to are the first 1020 people on the webinar that are participating in the chat have their screen on the host can see them and engage with them. And they're on the first screen of the of the Zoom Hall if you will have it have all the faces in front of the host. You're right there front and center. That makes a difference. And they will connect with you more readily.

And they'll shout you out to them. They will they will shout you out. Oh, absolutely.

Absolutely. It happens all the time. Yeah.

Yeah, that actually literally yesterday, it happened to me, where I like ended up on a call that I wasn't really supposed to be on then all of a sudden three minutes later. It's like, oh, Katherine's here. And if you need quizzes, and I was like, Holy crap. Okay, thanks. I didn't didn't expect that. But I had been on a summit with them earlier in the week and had done what you were suggesting. So all amazing tips. Paul, thank you. Thank you so much. This is great advice. Because as we as we move forward, I believe and I think that you'll agree with me live events are coming back in big way. Yes. And you know, the virtual events are still like, I don't think that they're going to go away. But there is a, there is a heightened, I'm not a hybrid, but there is a mix of the two coming. And I think that you actually have a live event. Yes,

I run live events on a regular basis. They are what I love, because of the personal connection that I can engage with our clientele on a one on one basis. And like you said, what I do in the networking events I do in my rooms, is everybody gets included, we run events that are usually around 50 people, we don't do the 1000s of people large for these events that are coming up. They're meant to have deep engagement. It's called Maverick success live. And it is three full days of only me on stage. And it's designed for entrepreneurs, you're you're you're at you're struggling, you don't know how to get going, you don't know how to go from where you are, whether it's five figures, six figure into multi, six figure and seven figure, and you've been in that space for a length of time and just feel like you're hitting your head against the wall, this is the place to go. You are already going and you feel like you've kind of made it. But guess what, there's a whole nother level that you can go to we help you as well and moving you from that multi six, figure into that seven figure into that multi seven figure. And we've got clients in the full range. What's the the key ingredient? And the secret is understanding that wherever you are everything that you did up to that point got you there. Yeah, the challenge is most people want to get to the next level want to go somewhere different, in which case you need absolutely need different skill sets, different tools, different strategies to get to the next level. Because what got you here won't get you there. Right. And so in our in our event, we were Mavericks we talk counterintuitive strategies and systems that create a whole nother whole nother realm. And that's what we've been talking about here. The whole hour is kind of counterintuitive strategies on how to stand out and be heard and go to the next level. Well, that's what the whole weekend is all

that. Yeah. Awesome. And the other thing to remember, as you're going to live events, and I just throw this out, because it's one of the ways actually we met we didn't actually meet first on the marketers cruise we met at J VX Yes, back in back in October. So and one of the things and one of the reasons why I remember that it's because we had, it wasn't even in the room, we were having dinner, and we were doing the the hallway conversations, and you know, like, hanging out with with, with some of the other speakers and so on. That's where live events really stand apart from other events is the you know, like the idea of showing up first and leaving last it's because like that's, it's kind of like the cool kids are at like the coffee bar getting the stuff like early because they know that the lineups gonna come and then you know, afterwards you know that you're gonna end up in a you know, have a couple of you know, beverages and just chat and get some really good ideas and some really like stellar, you know, conversations that happened in at those times. So be open to those. And speaking of conversations, I believe you also have a free gift for us a here here

and absolutely, I want you to go to Maverick offer.com And that regard for.com is a is a twofer for you. One is and I talked about the importance of time management and time prioritization. There I have a whole multimedia eBook on Time Management called Maverick time you go to Maverick golfer.com You're going to get the free download of maverick time it's all there for you and ended in this elaborate multimedia engagement on what to do and how to get the most out of your day. So you magically can create hours and hours and hours in your week extra that you never even knew was available to you. In addition to that I also have and would love to talk to you more a free consultation where you can come and set up your gives you a link right to my calendar so you have complete control. You go in there you schedule a time. And yes, it's really me and we spend some time and really in talking about exactly where you are where you want to go. And what are some of the next steps that will help you get there. This isn't a sales pitch. This isn't about oh my god. Oh my god, I'm gonna I've got a high pressure you into something. This is absolutely a consultation call. I spend some real time with you and giving you some advice. on where to go next. Sometimes that's with me, sometimes it's with other people, whatever it is, this will be really valuable time for you, they'll make the appointment. And I can remember golfer.com

Now recall for.com. And I can vouch for this, because both at JB x and the market, just cruise and in subsequent conversations, Paul has helped me greatly just chatting through some ideas or chatting through, you know, like, this is where I'm at. And that's what I'm trying to do. He is a wealth of information for sure. So for like, absolutely take advantage of that one on one call with him. And if you can get to the bootcamp because it was live events are great, he walks the talk, he's up at, you know, at the front of the room, he's engaging, and it really isn't about, you know, the, the next you know, what's your credit card number or anything like that it is honestly about, you know, how can I help you get to that next level. So connect with Paul, he's, he's a great resource and, and a dear colleague and, and thank you, Paul, for being here. With with us today, I had a lot of fun. I hope you did too. And for those of you listening in, connect with Paul, connect with myself any time let us know how you're doing, and how we can support and until next time when we kick start the conversation. Have a great week and we'll talk soon. Bye bye.