Sarah, provided practical advice on networking in the mortgage and other industries, emphasizing the importance of clear communication, tailored interactions, and consistent follow-up through her MAPP framework.

Sarah discusses her upcoming book on networking, which focuses on the MAPP framework (Mindset and Intention, Authentic Presence, Precise Messaging, and Purposeful Follow-through) and incorporates AI tools to enhance preparation for business interactions.

Sarah, an East Coast native and former college athlete, transitioned from a potential career in physical therapy to mortgage financing after facing challenges in pursuing a doctorate. She founded the International Networker, an organization that helps entrepreneurs build meaningful relationships and scale their businesses. Sarah emphasizes the importance of adding value to networking partners and tailoring interactions to individual personalities. Her MAPP framework, enhanced by AI, aims to streamline preparation and foster genuine connections.

Sarah discussed challenges clients face in navigating mortgage information and networking. She emphasized educating clients to make informed decisions and finding the right networking groups that align with their goals and energy levels. Sarah recommended starting with local chambers of commerce and suggested joining groups where members are further along in their careers for better networking opportunities. She advised attending meetings twice to assess fit and leaving inspired.

Sarah shared her approach to networking in the mortgage industry, emphasizing collaboration and openness despite challenging market conditions. She highlighted the importance of clear communication, avoiding overcomplicated language, and tailoring requests to specific individuals rather than using broad terms. Sarah also stressed the significance of meaningful follow-ups, suggesting alternative ways to engage with contacts that go beyond generic messages.

Sarah shared her MAPP framework for networking success, which includes mindset and intention, authentic presence, precise messaging, and purposeful follow-through. She emphasized the importance of preparation, sharing personal stories to build trust, and crafting specific asks rather than broad ones. Sarah also discussed the importance of follow-up and maintaining relationships through consistent communication. Manny complemented Sarah on her ability to share personal information and noted that her advice would be valuable to listeners.

Contact Data:

Website: https://sarah-hubbard.com/

Instagram @sarahannflann

Linked In: https://www.linkedin.com/in/sarah-hubbard-flannery/

In this episode of the Targeted Lead Generation Podcast, Coach Manny Nowak discussed the importance of mastering facial expressions during video calls to maintain professionalism and avoid misunderstandings. He explains how facial expressions can convey emotions unintentionally and impact group dynamics, decision-making, and personal credibility. Manny provided tips on how to control facial expressions, including self-awareness, practice, mindfulness techniques, and strategic pauses. He emphasized that controlling expressions is not about hiding emotions but managing responses for effective communication. Manny encouraged listeners to prioritize mastering their expressions and consider it an essential skill for video meetings.

Summary

Mastering Facial Expressions in Video Calls

Manny introduces the episode of the Targeted Lead Generation Podcast, discussing the importance of mastering facial expressions during video calls. He explains how video calls can reveal more about others than in-person interactions, highlighting the need for control over facial expressions. Manny encourages listeners to connect with him through his website for further engagement.

Mastering Professional Facial Expressions

Manny discusses the importance of controlling facial expressions in professional settings, particularly during video meetings, to avoid misunderstandings and maintain credibility. He emphasizes that facial expressions can sometimes contradict verbal communication and strain relationships, advocating for the use of a "poker face" in professional interactions.

Non-Verbal Cues in Virtual Meetings

Manny discussed how facial expressions and body language during video calls can significantly impact team dynamics and the reception of ideas. He highlighted how frowns, eye rolls, smirks, lack of eye contact, and tense expressions can convey skepticism, disapproval, or disbelief, potentially influencing others' perceptions and stifling open dialogue. Manny emphasized the importance of maintaining trust and fostering a collaborative environment, noting that these non-verbal cues can create tension and fear, especially in sensitive discussions like budget constraints or layoffs.

Sales Training and Expression Control

Manny discussed the importance of controlling facial expressions in meetings to avoid misunderstandings and conflicts. He then promoted a sales training program he offers, emphasizing its interactive nature and the crucial role of prospecting in sales success. Manny encouraged listeners to contact him for more information about the training program.

Mastering the Poker Face Technique

Manny discussed techniques for mastering a poker face, emphasizing self-awareness through recording past meetings and seeking honest feedback from colleagues. He suggested practicing neutral expressions by watching controversial videos and using mindfulness techniques to stay present during meetings. Manny also advised role-playing with a friend and incorporating deep breathing exercises to manage emotions effectively.

Strategic Pauses in Meetings

Manny discussed the importance of strategic pauses and managing facial expressions in meetings, emphasizing that while a pause can help control reactions, it can also be manipulated by others. He highlighted the need for emotional intelligence and suggested maintaining a "poker face" to manage responses effectively without hiding emotions. Manny stressed that the goal is to manage expressions for better communication and outlined the importance of having an action plan moving forward.

Mastering Facial Expressions in Video Meetings

Manny emphasized the importance of mastering facial expressions during video meetings, encouraging listeners to practice with a colleague for mutual feedback and accountability. He noted that turning off cameras is becoming less acceptable, and advised watching oneself in calls to understand and improve expressions. Manny concluded by thanking the audience and encouraging them to subscribe and share their thoughts, while also expressing gratitude to the sponsor, Coach Manny Sales Training.

Manny introduced the Targeted Lead Generation Podcast and discussed strategies for addressing inconsistent business closures in sales, emphasizing the importance of focusing on unique value propositions rather than being intimidated by competition. He shared personal experiences and stories from colleagues to illustrate how persistence, creativity, and personalized approaches can overcome internal struggles and external fears in sales. Manny highlighted the significance of consistent follow-up relationships and flexible sales cycles, encouraging listeners to embrace creative strategies while maintaining commitment to their sales processes.

Sales Consistency and Lead Generation

Manny introduces the Targeted Lead Generation Podcast and discusses the topic of inconsistent business closures in sales. He explores potential reasons for this issue and outlines a proven approach to help sales professionals succeed. Manny also mentions his website and the podcast's sponsor, Covert Leadership Training.

Overcoming Sales Fear Through Value

Manny shared a story about a sales colleague, Tom, who felt overwhelmed by competition and compared it to being a goldfish in a shark tank. After encouraging Tom to conduct a survey with existing customers, he discovered that customers valued his personalized service and felt valued, which made them loyal despite competitors offering lower prices. Manny emphasized that internal struggles can be overshadowed by external fears, and the key to success is focusing on one's unique value proposition rather than being intimidated by competition.

Creative Sales Solutions for Prospects

Manny shared a story about a sales trainee named Sarah who consistently claimed her prospects lacked funds, leading to a lightbulb moment when Manny suggested offering payment plans and subscriptions as creative solutions. Manny emphasized that salespeople should never assume lack of funds is a barrier, drawing from his experience with Brian Tracy, and encouraged attendees to explore innovative approaches to sales.

Sales Consistency and Persistence Strategies

Manny emphasized the importance of consistency in follow-up relationships for sales professionals, stating that the real issue often lies in a lack of persistence when dealing with qualified prospects. He shared personal experiences from various industries, including real estate and car sales, to illustrate how maintaining consistent contact with prospects can lead to successful sales over time. Manny also highlighted the patience required in sales cycles, which can vary significantly depending on the industry, and shared a story about closing a deal after 14 months of consistent follow-up with a Fortune 1000 company.

Creative Sales Cycle Strategies

Manny discussed the importance of flexibility in sales cycles, noting that while some deals may take 18 months, others can close more quickly. He emphasized the need for creative follow-up strategies to maintain engagement with prospects, including regular check-ins, personalized voicemails, and the use of humor. Manny shared a story about his colleague Jason, who used a creative approach by recording a custom song to pitch his services to a difficult-to-reach client, ultimately securing the deal through humor and uniqueness.

Creative Sales Follow-up Strategies

Manny shared a creative sales strategy involving Linda, who reconnected with a potential client by visiting their favorite coffee shop and leaving a personalized gift card with a coffee-themed joke, which successfully revived the conversation. Manny emphasized the importance of personalization and persistence in follow-ups, encouraging listeners to embrace creative approaches while staying committed to their sales processes. He concluded by thanking the audience and sponsor, expressing Targeted Lead Generation's commitment to helping build successful sales careers.

Manny@mannynowak.com

https://covertleadershiptraining.com/

http://coachmanny.com/

Michael, a business owner and consultant, shared his experience growing Ski Town U.S.A. by implementing unique strategies like a ski guarantee, which led to increased sales. He emphasized the importance of identifying and addressing customer and employee problems that they don't want, rather than focusing solely on financial incentives. Michael discussed his current work with trades businesses, highlighting the challenge of finding qualified employees and the growing importance of work-life balance for today's workforce. He introduced his book, which offers a 7-step formula based on the 80-20 rule to help business owners focus on activities that drive 80% of their revenue.

. Manny encouraged the audience to connect with Michael for more insights and book interviews by visiting nextstepcfo.net/contact and mentioning "book interview" in the message box.