The Value Of A Bridge Connection, Roland In The Hot Seat (Part 4).

Foreign. You're listening to Business Lunch with Roland Fraser. This is your seat at the table. Welcome to the show. This is the producer, Darren Clark. And we continue today with another episode on making connections and networking. This is part four of Roland in the Hot Seat. Our host has done deals and partnerships with an extensive list of names and companies, including Microsoft, which he talks about today. So we asked him for more tips on how he does that. If you haven't already listened to episode 240, Roland's superior networking strategy, make sure you do. And don't forget to hit subscribe on Apple Podcasts. And thanks to everyone who entered the Apple AirPods contest. We'll be announcing this week's winner on Wednesday. All right, here's Roland. So, Roland, last week you shared an awesome networking strategy, and we know our listeners are eager to hear more on that. So can you share more on how you've done some really big deals and worked with some huge companies like Microsoft and people like that? Can you share more on how you made some of your biggest groundbreaking connections? I mean, how do you go from not knowing someone at all to getting an introduction and do it authentically?

What's interesting about that is the value of a bridge connection. So one of the best ways to get connected is to say, who's the bridge that's going to get me where I want? There's a controversial friend of mine whose name is J.T. fox, who's very smart and also very polarizing. People love or hate him. And he had a strategy he wanted to get. This is years ago. Whether you like Donald Trump or not, you have to give him credit for this. He said, I want to get to Trump. So he said, and this was before Trump was political. He said, so what I did first was I got to know some people that knew Trump. So one of those people was Rudy Giuliani. But Rudy was a little bit removed for him at that time. So what he did first was he got to know George. I can't remember the guy's name, but he's Trump's attorney. So well known, but not had made a couple of appearances, I think on one, you know, on the Apprentice or something like that, but not like known like any of those other guys were. Got to know that guy. And then one other person in the organization. And then that person introduced him to, I think it might have been Eric as one of the. One of the kids, and also Giuliani. And he started inviting those people out to the events. And the other people had already spoke at the events that this guy puts on. And so he stairstepped his way up to, you know, riding on the Trump private helicopter, you know, and getting to meet him in person by building around the building blocks and building relationships around it. So he got referred up. I think that's a cool strategy. It's very methodical, but as long as you're honest about it, I think it's, you know, I think it can. It can be very viable. That is a great way to have a bridge that takes you to where you want. The other way is to identify somebody that already has the relationship with the people, the company that whatever that you want to meet. So Microsoft. I had been working the Microsoft deal for two years, and there were 13 or 11 divisions of Microsoft, like some crazy number of divisions that they had. And then. And every time I get to the right person, that person would get transferred to another place and then they would disappear and I get the new person. And then you don't get any continuity of relationship. So it just wasn't happening. And I noticed that a buddy of mine's podcast was sponsored by Microsoft. And I called him up and I said, dude, you're sponsored by Microsoft. He's like, yeah, you know, they have this ambassador program, and I know a couple of those people, and I'm actually on the short list to be one myself. And so they sponsor my podcast and they, you know, promote me throughout their network and do all this stuff. And I was like, that's pretty amazing. What would the best way, in your opinion, be to get connected with the right people for us to look at doing something like that? And of course, I built my equity in advance. This wasn't a, you know, somebody I had never done anything for. And he said, oh, well, I can introduce you. I was like, that would be really nice. And so he's like, oh, yeah. So he makes the call and says, let me set up a meeting. And he set up the meeting, and he's like, so just be ready to explain all this stuff. And I was like, okay, I got all my notes, I got my PowerPoints, I'm ready to go. I got this. And we get on the phone and the guy goes, yeah, I just walked out of a budget meeting. So this is really good time for us to have a conversation because we're deciding the budget for things. We're going to speak right now. And the guy that introduced me, his name is Scott, he said, so Scott says that you're great. Yeah, we're in. Let's do this. I gotta go Just send me this. But wait, obviously don't say anything, but it was like that easy. It's like just because I had the bridge, so looking for those bridge connections that can get you there, you know, I couldn't do that in two years, right? It happened without me saying a word. So that, I mean, I did say hi, you know, so that was.

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