Networking That Works: Build Relationships, Get Referrals, Grow Your Business | Sybil Hale

Are you tired of networking events that feel like a waste of time? Sybil Hale gets it—and she’s here to flip the script. In this episode of Small Business Pivots, Sybil, Founder & CEO of both Pro’s Make Ready Sanitizing Services and Mix and Mingle, shares how she turned authentic connections into real business growth.

As an entrepreneur who started her journey cleaning homes and navigating pandemic challenges, Sybil discovered that success doesn’t come from handing out the most business cards—it comes from building real relationships. That’s how her local lunch idea grew into 15 Mix and Mingle chapters with over 3,200 members across Oklahoma.

You’ll learn:

• Why traditional networking often doesn’t work—and what to do instead
• How to structure one-to-one meetings that lead to referrals and trust
• Easy tips for introverts who dread big networking events
• The role of systems and follow-up in turning connections into clients
• How community-based networking builds business resilience

Whether you’re stuck in a cycle of bad networking or looking for a better way to grow your business, this episode is packed with practical insights.

🔥 Plus, hear Sybil’s exciting announcement about new Mix and Mingle membership tiers launching August 1st.

Sybil Hale: Pro's Make Ready, Founder & CEO / Mix & Mingle, Founder & CEO

Website (Pro's Make Ready): https://www.prosmakeready.com/

Website (Mix & Mingle): https://mnmbusinessnetworking.com/

LinkedIn: https://www.linkedin.com/in/sybil-hale-74203616/

Mix & Mingle Social Media -

Facebook: https://www.facebook.com/people/Mix-Mingle-Business-Networking-Organization/61558392294037/

Instagram: https://www.instagram.com/mixnminglebusinessnetworking/

#SybilHale #MixAndMingle #ProsMakeReady #BusinessNetworking #NetworkingTips #SmallBusinessConnections #ReferralMarketing #RelationshipBuilding #NetworkingForEntrepreneurs #OklahomaBusiness #SmallBusinessPivots #MichaelDMorrison #BusinessGrowth #NetworkingSuccess #EntrepreneurLife #OneToOneMeetings #NetworkingEvents #NetworkingSuccess #Sales #Prospecting #BusinessReferrals #CommunityNetworking #GrowYourBusiness  #BusinessPodcast #Oklahoma

Chapters

• 0:00 Introducing Sybil Hale
• 2:27 From Maine to Oklahoma
• 8:35 Building Pros Make Ready Business
• 13:10 Birth of Mix and Mingle Networking
• 22:02 The Power of One-to-One Meetings
• 32:10 Tips for Effective Networking
• 38:30 Success Through Systems and Processes
• 42:37 Mix and Mingle Membership Announcement
• 46:19 Don't Quit: Final Business Wisdom

Transcript

Speaker 1: 0:00

All right, welcome to another Small Business, pivots. Today we have another special guest which many of you listeners probably already know as she's world-renowned networking queen. We have all kinds of names, but I know no one can say their name in their business like the business owner, so I'm going to let you introduce yourself, like I usually do with our guest.

Speaker 2: 0:20

So I am Sybil Hale, the owner of Pros Make Ready Sanitizing Services, and also the founder owner of Mix and Mingle Business Networking Organization. So I do a lot of different things. I love people.

Speaker 1: 0:34

Yes, you do, and people love you too, so we've known each other for quite many years, very active in the community. How do you think we're going to help our listeners best today, before we get started?

Speaker 2: 0:49

Before we get started. We are going to help them number one understand how to network correctly. And networking really does work if you do it the right way. It hurts my heart when people network and they're like I'm getting nothing out of this because they're not doing it the right way. And I just want to make sure that people know I'm not maybe the expert, but I've got a little bit of experience underneath my belt and I know what works for me and I've seen it work with millions of people too and I think I can give some value there.

Speaker 1: 1:25

Absolutely Well. I'm looking forward to it, as I know our listeners are as well, but let's introduce the show real quick and we'll be right back. Welcome to Small Business Pivots, a podcast produced for small business owners. I'm your host, michael Morrison, founder and CEO of Boss, where we make business ownership simplified for success. Our business is helping yours grow. Boss offers business loans with business coaching support. Apply in minutes and get approved and funded in as little as 24 to 48 hours at businessownershipsimplifiedcom. All right, welcome back to Small Business Pivot. Sybil, where would you like to start? Well, let me start here. A lot of people don't know your upbringing. We see you in the community a lot. You're very active, philanthropic, all that good stuff. But tell us a little bit about your background that people may not know.

Speaker 2: 2:23

Okay, well, little bit about your background that people may not know. Okay, well, let's start at birth. I'm from California All right, yep, and lived in Maine until 81 and came here in 81 when I was in eighth grade. It was a huge culture shock for me, coming from Maine, and the school I went to was Harding Middle School and then from there I went to Northeast High School. I think that really developed me a lot because it was multicultural and in Maine it wasn't multicultural and so this was a whole different world for me. Learned to adapt to that, made some amazing, amazing friends. I will say when we were in Maine, what built my work ethic is we owned a chicken farm. Most people don't probably know that.

Speaker 1: 3:09

I had not heard that.

Speaker 2: 3:11

Well, I don't really share a whole lot. So it was a four-story chicken barn. We got the little baby chicks when they were baby chicks and we would raise them until they were big enough for poultry when the trucks would come get them and haul them off for food. They were big enough for poultry when the trucks would come get them and haul them off for food. And there were six of us there's six of us kids, mom and dad, and we all worked in the chicken business.

Speaker 2: 3:31

We all made sure that we'd go in there every day, make sure that the chickens had water, make sure that their grain feeders were working, making sure if there was a sick chicken we would have to take him out and take care of his head and then put him in the incinerator. When all the chickens were gone, we would all go in there and clean everything and get rid of all the old sawdust and all that. So I believe that taught me work ethic and so none of us out of my siblings, none of us, were afraid to work. So that was a very good thing to learn. So here in Oklahoma, it took me a minute to get used to the weather here, because in Maine it's much cooler and we don't quite have the humidity, so I also trained for a marathon, like you did, which congratulations on doing that, that is so cool, does it not just make?

Speaker 2: 4:22

you feel so good it is almost surreal, to be honest, it really is.

Speaker 1: 4:23

That is so cool. Does it not just make you feel so good? It is almost surreal. To be honest, it really is. It was really cool.

Speaker 2: 4:29

I totally agree with you. So it was back in 2005,. I did my very first full. It was the second annual women's Nike marathon in San Francisco and I did the full marathon. Thank God they didn't put us on those hills that went like this that's the first thing that came to mind.

Speaker 1: 4:46

I was like, oh my goodness.

Speaker 2: 4:49

Thank God they didn't do that. But you know, when you do the Oklahoma Memorial Marathon, you've got that first hill that you get to go up.

Speaker 1: 4:54

That's a little steeper than the hill.

Speaker 2: 5:06

So after doing that I knew, I don't know.

Speaker 2: 5:06

It just teaches you that no matter what you do, you can accomplish anything in the world. Amen, all you gotta do is set your mind to it and I've always felt that way. But doing the marathon, I think, really helped me understand that that much more. And then after that I've done eight of the half marathons with oklahoma city and I am done with those days. It was funny when I was done, I was done. So just a commonality you, that we both have, right there is, you know, the marathon.

Speaker 2: 5:27

So with that in, let's see, in 93, I started my very first business, which was pros, was a cleaning business, is called Sibs housekeeping and more. I started that because the place that I was working, my boss, was like you need to get into a business, that's a need, because his business was going into bankruptcy. He's like you need to go into one, that's a need. So I was like what he said? Well, get into housekeeping. I'm like no, no, no, not interested in housekeeping. I had a girl from high school that did that. I'm not interested in doing that. But the more he talked to me, he's like you can make as much money as an RN. My ears start perking up, you can work the hours that you want to work and I'm like, oh my God, I like that. So I went ahead and jumped in and started a housekeeping service and, as of this year, I am 30, fixing to be 33 years in the industry.

Speaker 1: 6:16

Wow.

Speaker 2: 6:18

So in 2012, so 19 years into my business, I had a girl that was a no-call, no-show. I was out of the country enjoying vacation, came home, confirmed she filed unemployment. When I came home, I confirmed that she was no longer working for me. She went out and filed unemployment and they gave it to her. She was a subcontractor. You cannot do that. She never paid unemployment taxes. But this was during the time the country was hurting for money. This was in 2012. Obama was president. They did not want people being subcontractor, contractor. They wanted employee employer money that's paid in on a regular basis, right? So with that, the Unemployment Security Commission came in and said we're going to audit you.

Speaker 2: 7:00

For the last three years as an employer, I was like no, no, I paid my taxes the 1099, my people. When I made cash, I turned it in, I did everything legit. So I talked to my CPA. He said close it down, start under another name and do things differently. Well, I did pay attention to the 1099 form and the thing I guess evidently I missed was you had to make a checkout to a business, not to a person, and I was making it out to people. That's why they said I was an employer. So at that point gave four girls clients and customers said here, take it, thrive, grow. I don't want anything for it. Here's how you do a business, but please take care of the people and take care of yourself. At that point I stepped out of picking up any new clients. I was like I'm done, took the wind out of my sails, but I still kept taking care of my clients because you build that relationship that is one of the biggest keys relationship. So I had great relationship and I worked hard to build that business right. So I got into some multi-level marketing and did okay with it.

Speaker 2: 8:02

Didn't get where I wanted to go and so in August of 19, my husband went through kind of a midlife crisis type of situation and that made me hit my knees and God directed me back into the housekeeping industry with lots of reservation and fighting. I did not want to do it because I've been trying to get out for seven and a half years right. So after fighting and arguing, he won. We launched October 15th of 19, pros make ready and after doing about three jobs, my thought was we were going to do a very detailed cleaning service. In other words, we're going to go into commercial buildings and we're going to go into empty homes. Guaranteed you would not find a fuzz bunny anywhere. I don't care what crevice crack. You looked at drawers you can pull them out. Underneath there, there's nothing. We did three of them and after I got done with that, I was like you know what? I just cannot do this anymore.

Speaker 2: 8:55

And it came back to a remembrance about fogging. About four years previously, due to networking, I had met a girl who did fogging sanitizing services and I thought, man, that is so cool. If ever I was to get back into cleaning, I need to look into that. So I just threw it in the back burner, never thought of it again, right? So here I am doing it and it's like I can't do it anymore. And God brought it back to my remembrance and it was like it's time to go talk to her boss. So it took about a month to get in talk to him. He's like sure here. This is what you need to do.

Speaker 2: 9:26

We started fogging December 23rd of 19. And what happened? February, march of 2020? Covid hit Exactly and we were all set and going and I'm telling you a hundred percent, not 1%, of that was me. That was not my idea, I didn't want it, but I love what I'm doing now.

Speaker 2: 9:46

So what we do now is we use electrostatic fogging and we go in and we kill all the germs viruses, allergens, odors, mold, mildew. We can do it short term, we can do it long term. We treat the HVAC system. That's the air that you breathe all the time. So there's microorganisms up in there, your pollens, your mold spores, there's all kinds of odors. All that stuff lingers up in there and so, no matter how much you clean your house, if you don't take care of the air that you're breathing, you're still going to have some issues. So we figured all that out and so we offer that we do short-term and long-term solutions, whereas we can put something in the HVAC system. It's a device that treats continually, we help people in a whole different way and it's going beyond clean and it's all safe. It's ions. There's no ozone or anything like that. With that.

Speaker 2: 10:44

I had a girl step up and ask me one time hey, because I've been a networker for about 10 years now. I'm part of a group that's an industry exclusive. You meet once a week. They're great. I think everybody needs to be a part of a group like that when you can afford to be a part of that group and you just got to figure out which one's right for you. But that taught me the foundations of networking. I didn't really know how to network before, other than I just love to help people. So I had people all the time who do you know that does this? Who do you know that does that? So I was just naturally networking but I didn't know how to network. So I had a girl reach out and say I want to start a networking group teaching people how to network. Would you do it with me? And I was like, oh, I can't. This is about a year and a half after I started pros and I was like I've got to focus on this business. So I helped her get connected with another person. They started a networking group, went to that first networking and at that networking group they're like pick two or three people and set up a lunch. So I did.

Speaker 2: 11:40

But I got to looking around the whole room and I knew everybody in the room. There is 39 people because of all the networking I do and this. So I went around and just told them hey, we're going to go have our lunch over at this one place. You're more than welcome to join us if you want. I didn't know if anybody would show up. I knew the two people that I set a lunch with would. 38 people showed up for lunch. Wow, talk about blown away.

Speaker 2: 12:05

I'm coming off of multi-level marketing, which is a very hard thing to do. You've got to work really hard. Any business is hard to do, right? No business is easy. It takes work and effort. And when 38 people showed up, it was a very emotional thing for me because it was hard to get people to come to things and I had 38 people show up.

Speaker 2: 12:26

So, number one, we changed that business that day. Everybody bought lunch. Can you imagine what it did for that business? That's, that's over 30, three or $400 or more for lunch that day and that's at a very low amount, right? So we're all in the room and it was like do you guys, do you see the power in this room? We have to go around and do a one minute, find out who's here. So we did.

Speaker 2: 12:48

When we got done, everybody's like are you going to do this again? I'm like well, I don't know, would you come? And they're like yeah. I'm like okay. They're like how about next week? I'm like no, no, we can do it maybe once a month, and that's how Mix and Mingle started. So this was March 18th of 21. It never fell below 38 people and it just started growing and growing. And I contribute that to a couple things. Number one I believe it's a God thing. Again, I believe God works in our lives if we allow him to, and I think I was just an open vessel and I was willing to do it. Do.

Speaker 2: 13:24

I like getting in front of people. No, that's not my space. I'm the person that likes to be in the back of the room. Make sure everything's working.

Speaker 1: 13:30

I don't make sure everybody else is getting to people.

Speaker 2: 13:32

Yes, you get the exposure, I don't. I'm going to get back here. So when everybody did that and decided that's what they wanted to do, we had the 38 and it just kept growing and growing and growing and we had gotten to the point that we had 69 people in this little bitty room that held about 35 people comfortably.

Speaker 1: 13:53

Oh goodness, when was the first location?

Speaker 2: 13:56

Whip Bakery Cafe.

Speaker 1: 13:57

Whip Bakery, okay yeah.

Speaker 2: 13:59

Yeah, so over there in War Acres.

Speaker 1: 14:01

War Acres yeah.

Speaker 2: 14:02

And so I came out after that meeting. We had 69 people. We were for sure we were pouring out the doors. They had two separate doors. Not everybody could fit in that room and it's always been standing room only anyways, because that room was 35 people. We've never had less than 38. So we were always a little bit too big for the room, but we just kept having it there, kept having it there. So 39 people.

Speaker 2: 14:25

And I talked to Kim, who was the owner at the time. I said, kim, as you notice, we've outgrown your place. We're going to have to go do something different. She said nope, nope, nope, we don't want you to leave. You can go ahead and take over the whole restaurant and we'll put our regular clientele in the room. I'm like okay, cool, going to have to limit how many people come and I don't want to limit it because it's too good of a thing. And there was two ladies from Midwest City that reached out and said hey, we would like to start something like what you're doing here in Midwest City. Could you teach us? And I was like sure.

Speaker 2: 14:56

So the third time that we talked about it, I said you know what? Would you all just like to be a mix and mingle. I said we have this huge following. It's getting bigger and bigger and bigger. I don't want to have to limit how many people come, and if you start something there, people are going to come over there too and that's going to grow your group much faster and that's going to help reduce a little bit on our number. So we'll still be able to fit in our room. And they did.

Speaker 2: 15:18

And then we had people and it was successful. Then we had people in Edmond reach out and say, hey, we want to start one here. And then Southside and then Yukon. So by the end of 22, by October 22, we had 13 chapters running, still not realizing we really had anything here. Right, we're just doing a thing.

Speaker 2: 15:42

We started getting phone calls from out of state hey, what's this mix and mingle? What's this mix and mingle? I'm like I think we might have something here. We might need to protect it. So we went and talked to a couple of attorneys and decided to go with being an LLC and trademarking it. So we trademarked it for the whole United States and we LLC'd it. So we did that in March of 23. And so from that point forward we have been working on getting all our systems and processes in place, because we know we're going further. Don't know when we're going further, but we're going to get all our ducks in a row and be ready to go. So we have done that. We're four years old now. It is as of March of 25, we hit four years.

Speaker 1: 16:21

Congratulations.

Speaker 2: 16:22

I know, isn't it crazy?

Speaker 1: 16:23

Every year is a good milestone.

Speaker 2: 16:26

It is, it is, and it's just one of the stories that totally proved to me what we were doing was making a difference. We had a lady in there who was an author. She has since passed and she came to all four of the first meetings and after that fourth month she said I have made over $16,000 from Mix and Mingle and she's an author. And I was like, are you serious? That is so cool. So it's like this is working. Why would you ever want to stop something like that, so that just and continue? You kept hearing all these stories. It's like, well, we just have to keep going. This is really a good thing. We're helping the community, we're doing a great job. So our mission is so everybody kind of knows what this is. We unite business professionals and the community over incredible local food, fostering real relationships, paying it forward and strengthening the very communities we serve. Together we create more than just connections. We build a movement of collaboration, generosity and impact. So what that means if anybody's kind of like, I'm not really sure what you're talking about. So bringing business professionals together, it's all business people, all industries, people that have businesses, sales reps, that sort of thing. Business professionals with the community. That means wherever we have these chapter events, we want the community, all those other businesses around that area, to come in, experience what we got going on start doing business together, build those relationships, make connections. We do it at a local restaurant and we try to do a local mom and pop, because most of us are local businesses, we're local small businesses and we're the little guy and we need each other. So we do it at a local mom and pop. We have to have a separate room for the most part so everybody can hear. While paying it forward, we always have a non-profit come speak because we want to help the community Give, pay it forward, giving to the community while building stronger communities. The purpose of that is when you come together and you're doing business together, it makes a strong community and that's what we want to see happen in every location that we go to. So my heart is I would love to see us be in every town, every city, every state. I think it's needed.

Speaker 2: 18:43

Think about these little towns that don't have anything going on. There's a very small group of business professionals in there, but they don't ever get together, they don't even talk. That's not how it should be. If you guys can do business together and build that relationship. It's all about collaborating right, not competing. There's enough business to go around, and so ours is open to anybody and everybody. It's not industry exclusive. We may have. We've done it where we've even had six realtors in the room, and it's fun. It is. Hey, I'm a realtor too, but my niche market is this yes, you might all do the same things, but you can all talk about something different to let people know that. This is another thing that I do and it has just been super successful and fun and educational. It's just been good, just been so good.

Speaker 1: 19:34

Well, I've attended quite a few of them and have really enjoyed them and see the value in them. And you're right, they are fun. They're different. We do business coaching, business loans. There's been other bankers, business loan people, business coaches, and we've had connection meetings and we found out that we do a different type of coaching, you know, but we help each other. You know, as a I often often say that sometimes your biggest asset or advocate is someone within your industry. Right, cause you can learn together. Like you said, there's more than enough business to go around. Well, you've talked about the history and that is an inspiring story. That's exciting. Can't wait to see where it goes. But you've got a lot of things you do. You own a business. You're getting this off the ground, which it's off the ground already, but you're taking it further places. You're philanthropic throughout the community. How do you balance all that?

Speaker 2: 20:33

Did you say balance?

Speaker 1: 20:36

How do you integrate all that? How do you make it all work? How about that?

Speaker 2: 20:41

I don't think there's such a word as balance.

Speaker 1: 20:44

Well, you know, everybody keeps saying this work-life balance. I'm still trying to figure it out. That's why I asked you. But yeah, no, I like to say work-life integration. But how do you do all that effectively?

Speaker 2: 20:55

I feel like when you are in your element. It's not work, it is fun, it fills your soul, you enjoy it, and that's where I'm at with both of my businesses. I love them both. I am helping people and that is my heart is to help people. I just get to do it in different ways. It makes me so happy to hear testimonies of what connecting people has done. That really makes my day. I love that and, like you said, you know, when we have multiple of the same businesses, you're so right Having those one-to-ones which we're going to talk about here in just a second how powerful that is because, even though they may be a competitor of yours, they may do something that you're not able to do and you can be great referral partners.

Speaker 2: 21:45

But the only way you're going to find that out is by having a one-to-one. And what I mean by a one-to-one is a coffee date, a lunch date. It's where you sit down and it's an intentional time. It's not a sales appointment. And that's where I think a lot of people go wrong. They think, oh my goodness, oh my goodness, I sell this. Will you buy this for me? Here's my slideshow. This is what I do. No, that's not what a one-on-one is.

Speaker 2: 22:05

For Now you can set up a one-to-one to do that if you want to, but to get to know somebody the first time you will turn them off so fast, because it's about getting to know, like and trust one another, right? Who are you? Where do you come from? Why are you the person that you are? What drew you into what you're doing now? It has helped me immensely understand people believe it or not, and it may seem unbelievable, maybe not. I used to have a chip on my shoulder. I really did, and I don't anymore because those one-to-ones have taught me so much about people.

Speaker 2: 22:41

Everybody's got a story. Everybody's got issues. We all are messed up. Every one of us are messed up. We all have issues. But when you have that one-to-one you really get to know that person. And when you get to know them, it's like you have grace. You have grace for why they are the way they are. That's so important because we live in a world that we're so judgmental and you know we don't want to have patience. This is not okay for us to think differently, it's okay. It's okay. Everybody has a right to their opinion and we shouldn't give people a hard time for their opinion. If you believe this way, that's your choice. I believe this way, it's my choice and it's okay. We don't have to agree. We can agree to disagree, but we can still be friends, right? So one-to-one what's a one-to-one? Why do we want to have one-to-ones, right? So having a one-to-one is usually.

Speaker 1: 23:31

You're listening to Small Business Pivots. This podcast is produced by my company, Boss. Our business is helping yours grow. Boss offers business loans with business coaching support. Apply in minutes and get approved and funded in as little as 24 to 48 hours at businessownershipsimplifiedcom. If you're enjoying this podcast, don't forget to hit the subscribe button and share it as well. Now let's get back to our special guest.

Speaker 2: 24:01

What's a one-to-one? Why do we want to have one-to-ones? So having a one-to-one is usually for me it's about an hour meeting. I sit down and I have coffee, but I start out with, like I said, who are you? I want to know about you. Yes, if we get a chance, we'll get to the business. But first build that relationship. I really want to know you. Then, if we have enough time, which usually we do we get into. Why you, out of all the people that do what you do because there's other people that do the things that all of us do for the most part why pick you? What is it about you that's unique and different? Secondly, who's your ideal client? Who do you need to be connected to? Who do you want to do business with? That just thrills your heart. Now, if you say everybody, guess what? There is no, everybody.

Speaker 2: 24:49

So, you need to be specific. So, specifically, who is that? Yes, there's nothing wrong with doing business with everybody, right? But you need to be specific. And then the last one is who's your ideal referral partner, right? Who is it that brings you business that you can connect with, that you guys can be referring off of each other. That is huge and, truly, if you'll really do that when you have a one-to-one and you're purposeful, you really will do it. Your business will thrive, guaranteed. And I'm telling you, if you're doing it that way and it's not working for you, I would love to talk to you, because I would love to sit down and help figure out why it's not working for you, because we're all in business to grow and thrive, not to stay still, because that's why the doors close and it doesn't have to be that way, because that's why the doors close and it doesn't have to be that way.

Speaker 1: 25:41

Yeah, well, I know. Let's back up. Just a tidbit here. For those that are introverts, which, believe it or not, are most people I believe the last statistics I saw were over 70% are actually introverts, so even those that appear to have the floor and things they might be shaking in their boots inside. But for those that are introverts, you know what? What can they do? To come to a mix and mingle a room of 30, 40, 80 people and get involved, to get to that connection meeting Because I know a lot of people are still new to networking involved to get to that connection meeting, because I know a lot of people are still new to networking, right, well, and that's great.

Speaker 2: 26:21

We need every type of person. I think one of the biggest things is any networking that you go, do, go with a buddy. If you are an introvert, go with a buddy. Or have a buddy there that you're going to meet Somebody, that's a friend, that when you walk in the room you can go over to that friend, because that puts your heart at ease. It's like, oh, I'm not standing here in the corner and don't know anybody and nobody's being friendly and talking to me. This way, you go over to that person and that person already knows you, they know what you do, and it's like who in this room do I need to be connected to? And at that point that person can take you around and get you connected to a couple of the people. And a lot of times you start the conversation, you connect them and then it's like I'm going to step out for a minute, I'm going to go over here, and that gives you two the opportunity to talk for a couple of minutes.

Speaker 2: 27:13

And usually you don't want to go into a ton of depth at that time because you're in a networking event. Right, you want to talk to multiple people, you want to visit, you want to whatnot. That's not the time to have your one-to-one. That's the time to get their card and say, hey, let's set up a one-to-one. And that's when you do that follow-up and set that one-to-one up. Next is when you come to a Mix and Mingle. It's a very friendly environment which is unique.

Speaker 2: 27:34

It is it is. I don't want any of the clicks. We don't have clicks with Mix and Mingle, and if we do, I need to know about it, because that's not who we are. It's so uncomfortable, especially if you're an introvert, to walk into a room and nobody will give you any time or attention. I've gone into rooms like that. That's not fun. I don't want to network in a room like that, but I'm kind of one of those type of people. I'm a rebel. If I walk in a room like that and I feel that way, my butt's going to walk over to a group and I'm going to make my way into the group. I'm just going to, and you can tell too when that group is closed off. Nobody has an opening Sometimes if you just kind of stand there. But I'm not saying, do that, I'm just saying I'm different and I'm going to go ahead and get in.

Speaker 2: 28:24

But for the introvert, when you come to mix and mingle, it's a very friendly atmosphere. You'll notice too it is more of a go-giver mentality and people come up to you and say, hey, how are you? What can I do to help you? I mean, who does that? Right? It just makes you feel so at home. It's like you care about me. You don't even know me. It makes you feel good. So when you come to Mix and Mingle, you'll find there's a lot of places that we have the tables pulled together. It's not me and my three at my table. I don't want that. That's not what networking is. Networking is talking to other people. So when you bring them together, like in a family atmosphere, then you can talk to other people at the table that you have no clue. You've never met them before, or maybe you have, but you never really had a conversation. Now you have that opportunity. Does that help?

Speaker 1: 29:14

Absolutely, absolutely. So we've gone from the first of all showing up. You know, to be effective in networking you have to show up first. You gave some great tips Asking for the one-to-one, the connection meeting, meetup, that's another term that's used often. We've talked about what goes on in that connection meeting. What about after that? How do you, for those that aren't used to networking and kind of building those relationships, what kind of insights do you have for the after the one-to-one, so you're not annoying, because I know some people they feel like I don't want to annoy them.

Speaker 2: 29:54

I always okay. So whenever I do, a lot of times when we finish up I don't usually get a whole. It depends on who I'm networking with. Some people are very experienced in that you will get to talk about yourself more. When it's a new person that doesn't really network, they really don't know that you want to talk about both of you when you have a one-to-one. So at the end I usually say since we didn't get much of a chance to talk about what I do, I want you to know what I do. So do you care if I send you an email? It's going to be bullet point who we are, what we do, how it works. I've got two videos on there, a total of four minutes, two minutes on each video. Will you take four minutes out of your time and watch those two videos? And then they'll usually always say yes, I said. And then I'm going to reach back out to you, if it's okay with you, in about three days and just touch base and see what you thought of what you've seen, and maybe somebody will come to mind that maybe we can help.

Speaker 2: 30:45

But then you need to make sure you do your follow-up right. If you don't do your follow-up, it's just like school time, right? You did your schoolwork, did you turn it in? Well, what's the sense of doing the schoolwork if you don't turn it in? Same thing with if you set up a one-to-one and you have that follow-up. You set it up, make sure you do it, and that's you put it on your calendar. You put it on your calendar and you live by your calendar. I do Many side thought. Many of you guys know I took a trip last year and left my planner on the plane.

Speaker 1: 31:21

It was so lost.

Speaker 2: 31:25

It was awful. I lived by my calendar and all I remembered was what that Monday was. I didn't know what the rest of the two weeks was and I couldn't get my calendar. It took over a month to get my calendar back, thank, God, I got it back.

Speaker 1: 31:39

Yeah, that's worse than losing your keys or your phone.

Speaker 2: 31:43

What do I do? It was my life, it's my whole life.

Speaker 1: 31:55

And for those that don't have a planner, what I do just another insight, because there's different ways to do it is I put them in my CRM, so I create a pipeline of networking referrals, or I have different groups and so I'll put them in there to keep me on task of like what the next step is to remind me. Hey, it's Friday, you need to call or email, so-and-so. You can do that too. A lot of people don't know in their CRMs you can create different pipelines, and so that's another idea. For those that like the tech side of it, so uh. So once we've gone to a meeting, I'm kind of going backwards, cause I forgot this part People get. I can see people in the room when they have to get up and talk about themselves. So let's say, you've got the 30 seconds, 45. I can see people like what do I say? What do I do? Any, what's? What's the best tips for that? To introduce yourself in that short amount of time so that you catch the interest of others.

Speaker 2: 32:47

Well, you really want to have a hook or something like that.

Speaker 2: 32:50

But I tell people when they come in because there's people 25% of the people that come at each one of the meetings are brand new, that have never been to a mix and mingle. So you can tell because their eyes are like huge, they're like, oh my God, what did I walk in here? You know what is this. So I just tell them just be prepared to share who you are, what you do and what you're looking for. That's all you have time for, right?

Speaker 2: 33:10

So for more experienced people that do it all the time, having a hook is really important, and that could be asking a question, it could be stating a fact, giving a percentages of different things, right, like you were mentioning how many people, percentage-wise, that were introverts, something like that that people are like oh, because you get their attention, you want to do something to get their attention, and 30 seconds is very, very fast. At our meetings it's never more than a minute, unless you are a business sponsor, so you just don't have a lot of time. But really, a hook of some sort, pull them in, something they can relate to.

Speaker 1: 33:54

You've now created two well, several businesses, but two currently. What would you say is some good business advice that you've learned that's been applicable to both of your businesses? Because you read your mission statement earlier and you talked about processes when you expand, mix and mingle. Even though this is a networking group, you're still treating it like a business. So what are some business insights you can help people with?

Speaker 2: 34:22

Well, this is something that Mr Michael Morrison has always said Exactly.

Speaker 2: 34:28

I don't know that guy, yeah right, well, we've known each other a long time and I remember the first time that we sat down and I love the fact that you were you're one of those coaches, that you were in the field and you've experienced it. We don't all succeed at everything we do. We fail at different things that we do and really people want to know that. But one of the biggest things you said was you need to have your systems and processes in place. You can't it's not a sellable company If you don't. It is, but you're not gonna make any money and you're going to be everywhere if you don't have those in place. So, like you said, a CRM. Oh my gosh, what a lifesaver to have all that information in there. There's so many different things you can do with that. There's so many different things you can do with that.

Speaker 2: 35:08

You know email campaign. You got track of all your people. Every time you talk to them, that information's in there. Every time you email them, all that's in there. I mean, that's so powerful because there's not one of us that can remember all of that.

Speaker 2: 35:19

And then, knowing the steps to take with that, what is your process? So, like we mentioned, the one-to-one. So you set up the one-to-one, so you set up the one-to-one. I always make sure that I text them the day before or that day earlier to double confirm that we're still meeting and where we're meeting, and I put dot, dot, dot and everybody responds back to me. If they do not respond back to me within an hour before the meeting, I will call them and make sure, because none of us have time to waste right. Your time is super valuable, my time is super valuable. Let's make sure we utilize it wisely. So by having these systems in place, I don't have the no-shows right, and if something needs to be rescheduled, we can reschedule, but I haven't already headed that way to do so. So that's just one of the things. But then also, you've got your follow-up right. So how do you keep track of your follow-up? Well, you put it in your CRM that sends you a task, or you put it in your notebook.

Speaker 2: 36:18

I've got a notebook that I still use paper. It works well for me.

Speaker 1: 36:21

I like to check things off. Everybody's different right, yeah, but it's still a system.

Speaker 2: 36:26

It is, and so for me I have it immediately, I put it in my planner and that way I know. So that's how I keep track of stuff, so I know when to do the follow-up, and then I just have to block my time to make sure those things happen. Does that?

Speaker 1: 36:41

help A lot of people it does, because there's still people that think a CRM takes too much time and I'm like no, it saves you time. In fact, for those that are still doubters, we highly encourage and almost require our clients to get a CRM if they don't, and we have seen a 30 plus percent increase in revenue. Here's why Because you can't remember everybody that told you hey, call me in six months. You're not going to remember that, and some people are just trying to put you off and others are. I've got one that says call me the first of June, that's after their fiscal year. I wouldn't have remembered that in December, right, I mean from December. In June it's summertime, late time. I got other things to do, so it really is beneficial and worth the time.

Speaker 2: 37:39

Oh goodness.

Speaker 1: 37:40

And it doesn't take long. That's the whole thing. It doesn't.

Speaker 2: 37:42

You know, if you have a whole database, a lot of times you can transfer that database in there, export it or whatever, and then that way you're not having to put all that in. But if you have to put all that in, hire you a teenager.

Speaker 1: 37:54

Yeah.

Speaker 2: 37:56

They like to make money and they love being on the computer.

Speaker 1: 38:00

Sounds like we need another podcast episode between you and I of CRMs. We got networking. Now CRMs it's all sales related. Well, sibley, you've been a blessing today. Is there anything that we didn't cover that you feel like? I really want to get this out there? I know you're talking about the future of Mix and Mingle and some things that are coming up soon. If you want to share those, you're more than welcome. Or if you've got other insights you'd like to share.

Speaker 2: 38:30

Well, I would like to kind of just let you guys know that we do have some huge, huge, huge things coming up with Mix and Mingle. We're four years old, so we are fixing to start kindergarten, if you want to look at it that way.

Speaker 1: 38:39

I love that.

Speaker 2: 38:40

Yeah, so it's time to grow. We've got to grow. It's time to get older and do little older things. So with Mix and Mingle, we didn't realize it was going to be a thing. So we've been free all this time and we've got over about a 3,200 database of people Wow. And again, 25% of the people that come, at least, are brand spanking new at each meeting. And there's 15 meetings throughout the month, okay, and each one meets once a month.

Speaker 1: 39:09

At different locations right.

Speaker 2: 39:11

Yep, 15 different locations, but every month. You know, we got one at Papadios the third Monday of every month, and we did that on purpose, because that makes it a lot easier. So starting August 1st is when we're going to put it into action, but we are introducing it to everybody as of May 15th. We are offering a membership opportunity and I am super excited about this because that is the next level and at that next level we have so many more things for you. So we're going to have, just so you know ahead of time.

Speaker 1: 39:46

Well, hang on, can I? Yeah, so you know ahead of time. Well, hang on, can I? Yeah, oh, you're fine Go on to the next level, because you and I have talked about this for a long time, so I'm hooray, thank you.

Speaker 2: 39:59

Oh my gosh. Well, it took me four years to finally wrap around my mind to make it a paid networking. Prior to that, I've had you and I've had some other people speaking in my life. They're like you've got to be charging for this. It's like no, I'm not charging for this. I am not charging for this. But what we have come to find is that people don't understand the value of what we have offered them. When you get that million dollar list that is truly a million dollar list who sends you the list of all the people you're networking with when you go have a lunch? Nobody does that. We do that. We've done that since day one, and we still have people that don't realize what we're giving them. So with that, it's just time. Anything is there anything really free in this world? No, nothing's free. Everything costs money.

Speaker 1: 40:53

There is but it doesn't last and it has no value.

Speaker 2: 40:57

Exactly, and two it can't last Somebody's paying for it though.

Speaker 2: 41:04

Somebody's paying for it, right? So with this, if we ever fell short, I would be the one to come out of pocket. Well, we want to go to other places. We believe everybody in the United States and beyond need this. This is such a great thing. So with that, you have to have money, and so now it's time to step it up to that level. We're still going to have a free level, because that's what we started with, so we feel like we need to keep that, to keep our culture the same at this point in time. So we're going to have a mingler level, a maximizer level and a mastermind level with foundership opportunity Wow.

Speaker 1: 41:43

That's exciting.

Speaker 2: 41:45

Super excited. Yes, so it's still going to hit everybody's needs. It doesn't matter if you're just one of those people that just want to come and network. You're not really interested in building your business, you just want relationship. Come, it's for you. If it's somebody that's like you know what I need to grow my business. I've got to take my business to the next level. Ross, I'm not going to have food on my plate, then it's for you.

Speaker 2: 42:06

And then it was those people that want to be mentors to other people because they have succeeded in their business. They have failed in their business. Every one of us have failed. We have, and a lot of times we always focus on what we've succeeded at. But you know, those failures are so important to share because it lets people know we're real and that has not been a bed of roses. Everybody that is very successful today. For the most part they've been through hell and back to get to that point. But a lot of people that don't understand and have never had a business. Their look is you're a business owner, you've got it made in the shade, you can take vacation whenever you want, you've got all this money, you're doing fine. It's like do you know the steps I had to take to get to where I am today costly lessons yes, yes, and that's why we have gray hair or less hair for me

Speaker 1: 43:02

yeah, well, that's that's exciting, anything we didn't cover. I mean, we did a lot in a short amount of time. Sounds like we might have to do another episode soon, but I always end with a question. Okay, if you were in front of an audience of small business owners different seasons of business, different industries what's one thing that's applicable for all of them? So it could be a quote, a book, something you've learned that would apply to all of them, or that they could take with them.

Speaker 2: 43:35

Don't quit, don't quit. That's one thing. My husband, he was always, you know he's always like don't quit. That's why he was in business as long as he was. For the first 10 years he didn't make any money. After that is when it finally started kicking in. And the whole thing is when you decide I'm gonna quit. Your success could have been right around the corner. Don't quit, don't quit. Keep pushing through, pushing through. Yes, there is a time sometimes it's like okay, this is not, is definitely not happening. You know, you kind of know that. But if you're just, you know I'm tired of pushing so hard, but you've had some success. Don't.

Speaker 1: 44:11

But if you're just, you know I'm tired of pushing so hard, but you've had some success don't quit, and if you need a little bit of encouragement of how that really works, if you're physically able to go run a marathon, that'll teach you not to quit, for sure.

Speaker 2: 44:27

Yes, you're so right, Because you can't quit once you get out, but you would let yourself down. Can you imagine if you would have went halfway and said, no, I'm not going to finish this. Would you ever forgive yourself for that?

Speaker 1: 44:40

No way 22 was. I didn't do nine months of training in ice, cold, rainy weather, windy all this stuff I did to quit and my mind, you know it's a whole different perspective. So, if you are able to I know a lot of people can't, but if you are, I challenge you to run a train for a marathon because it will really help you with personal self-worth development and everything like that.

Speaker 2: 45:11

So it's a mental thing. I know it's a physical thing, but it is more mental than it is physical.

Speaker 1: 45:18

After mile 20, it sure is All right. Sybil, you've been a blessing to many. Thank you for everything you do for all of us in the community. It's an honor to know you and have you on our show today.

Speaker 2: 45:30

Well, thank you very much. Well, thank you very much. Well, thank you very much. We appreciate you, michael, for doing this, and I feel very honored to come on and be able to share what little bit of insight I have.

Speaker 1: 45:39

My pleasure. Thank you for listening to Small Business Pivots. This podcast is created and produced by my company, boss. Our business is growing. Yours. Boss, offers flexible business loans with business coaching support. Apply in minutes and get approved and funded in as little as 24 to 48 hours at businessownershipsimplifiedcom. If you're enjoying this podcast, don't forget to hit the subscribe button and share it as well. If you need help growing your business, email me at Michael at Michael D Morrisoncom. We'll see you next time on small business pivots.