Welcome to relationships rule the podcast, where we explore the power of relationships in business. Today, we're diving into the evolving world of networking, relationship building and referrals with Linda Walters, a master connector referral strategist and the founder and CEO of lead tribes, Linda has built a thriving community centered on real relationships and authentic referrals, and she's here to share her insights on how entrepreneurs can grow
their businesses through genuine connections. So let's dive in right away with Linda. Welcome to the show, Linda. Hi
Janice, thank you so much. I'm so excited and grateful to be here. Thank you for having me.
You're very welcome now, Linda and I go way back, and both I think, think the same way about referrals and networking and connecting, and it's such an important part of the work that we do. And Linda tell us how lead tribes started first of all,
yeah. So I had had so many networking experiences and belonged to other groups, and just learned from those groups and decided that, you know, I want to be able to have a networking group, that I want to get up in the morning and be like, I can't wait to go to that meeting. And so I realized that feeling was missing, not just for myself, but a lot of people. And I thought, why is it that we can't make money, you know, do business and have fun all at the
same time? And, you know, get serious about business, but have fun while we do it. So I created lead tribes back in 2019 and here we are, five years later. It's fantastic community, and we're having fun as we build all of our businesses together.
And you're growing your your your tribe as well, right? You're not you started as a online, because, I think, right. Did you start online because of the COVID thing? It
was really, it was really close, like we were about six months in person, and then, wham, we had to go online. Yeah, yeah,
you're back in person. And do you do some hybrid as well? Or no,
um, I don't have a hybrid group right this moment, but I foresee that will, you know, serve some entrepreneurs. So I absolutely see it in the future. But
now you've grown to more than one chapter, right? So that's what you're doing, building your empire. Now. I love it. Yeah,
thank you. Thank you. It's growing. It's growing. So, yeah, I'm excited. So
what is special and unique about League tribes?
Oh, thank you for asking. Um, so our group of I call them unicorns all the time, because we truly already get it. We get it. We don't need to be coached and managed and micromanaged and all the things we are there to, like, help one another roll up our sleeves and say, What can I do for you? And you know that wherever it comes back may not be from the person that you spent the hour with, but it'll come from somewhere in our community, or some connection from our community.
And so that's what's really great. I've shortened the meeting to what I now call power hours, because I really want people to get back to business, and get back to their business, and not have roles and things like this when they do come to the meeting. So it's this fun, open, networking space that has, you know, structure, obviously, accountability, obviously, these are the things that lead to success. But inside every meeting, you get to connect, you get to network, you actually get
to have side conversations. You'll get a boost of inspiration, I can assure you that. And and then go back about your day. And most people, if they weren't feeling up to it, or when they got there, they were having a bit of a down day, you know, it changes the trajectory of their day. And I love having that impact for entrepreneurs, because we beat ourselves up a lot, and or our customers beat us up and things like that, and so we're really hard on ourselves, just
naturally. And so this is a space where you can come let your hair down. Have fun, have a breakfast, have a lunch, learn a referral tip, hear a presentation from someone, get to deep dive, know their business and how to refer them, which is super important, but then go back to your office and get on with your business. And I think that's super important. So
I'd love to get your opinion on on the art of referrals. And specifically, because I've been listening to somebody lately who actually was on my podcast a long time ago, and she has her she has a podcast, and I was listening to her recently because her premise about referrals is that you don't need to ask for them. You need to be in a in a you need to be worthy of them. You need to get your name out there. You need to have your yourself. Remembered enough and so that
people will say, Oh, you want. So I know exactly who, who you need, rather than you asking for referrals. What's your take on that? Because I think it's a really interesting
thing. Yeah, great question. And you know, I I understand the school of that thought I do. But here's what I know, okay, is that when you ask number one, you're sharpening a skill, right? You You have to actually sharpen the skill of learning how to ask for business, and whether it's a referral group or your prospect, or you're presenting to a future investors of your of your business, you have to sharpen
that skill. So, number one, we want people to keep asking and getting better and at crafting their 30 seconds or 60 seconds, or a promo, you know, and those things in a safe environment where you're going to get great feedback and honest feedback to help you again, sharpen your skills. The other thing is, is that we are human, human nature based. So that means that, you know we're not thinking of you if you are not top of mind. And it's not because we don't like you, right? And it's not because
you know you're not the best at what you do. It is but if I, if I don't hear exactly what you need, then I won't know, and I won't go think of it. You know what? I mean, I get the thought of earning the referrals, and just That's amazing, and that's great, and probably everybody's gonna get to that point,
you know, in a group, you would certainly hope so, when you're building that community right, that you would hope that, that you would get to that point. Do you meet weekly?
100% all of our meetings are weekly. The difference is, you know, I have flexible options for membership, so they don't have to come weekly. But you know, well, the thing is, is that top of mind is just that, if they don't see you and hear you. This is the difference. That is where, humanly, we just won't think of it. It's not personal. It's not because they're not entirely
true. I do agree with you there, however, there, as you know, as we both know, there are many different ways to nurture relationships. Okay, so one is about nurturing relationships. The other is about being visible, online, offline, pick up the phone, say hi, send a card here or there, share through your content on the your platform of choice, where your clients, your referral partners are, but keep
all of that happening. I remember when I and I'm going to ask you a different question in a minute, but I remember when I first started networking, and this is back in the early 2000s when it first became a thing, and I was just getting into working for myself, and I didn't really know what I was doing, but I do remember being an extrovert at that time, way more than I am now, I would say. But knowing that, I just got myself out there and talked to everybody, and everybody knew
who I was, and that started to bring the people to me. Okay? I also did some presentations at the Chamber of Commerce and got my name out there as well. I wasn't on social media to any it had just started happening then, but, um, but that for me was, you know, back in the day, people used to say, oh, you should talk to Janice. She knows everybody, or you should talk to Janice because, and that's how I built my connector piece. And I really think that it can be the same with relation with
referrals. However, I don't know. I mean, yes, I like the way you said that you can you need to sharpen your skill, but there's a difference between sharpening your skill on asking for the sale than asking for the referral. I don't know they're different, but I hear what you're saying, and there is definitely some some merit to that. So I forgot what I was going to say. See, I knew I was going to say something, and then I forgot story. You
know, the only thing I'll add is that, you know, when markets change and industry changes and things change, your referral is not a status quo referral ask, right? It shouldn't be. I mean, you want to attract different people, different, you know, price points, different things in your business, so you do have to keep asking for what it is you want. And so that changes quarterly, weekly, whatever. And so that's where the asking all the time really, really is
helpful. It's really helpful. And not not only that story Janice, there's three things that we do teach as well. Like, you know you when you come into to the tribe or networking in general, is that you know what's your low bottom hanging? Fruit, what's your mid referral? And what is the whale referral? Tell
me your biggest referral. Because when you actually tell someone what that is, and it's happened in our community, so many times, it's because they go on a coffee connection and realize what that whale referral is, and by gosh darn it, you know, it's like we're in a spider web here. Somebody knows somebody who knows somebody that can get that whale referral, and it just makes your day. I mean, a whale referral is almost like
a once a year, like it's a big one, right? And so it happens more often, because we talk about those different levels of referrals. So that's where the opportunity to talk about it every single week is interesting to people. That's the other thing you know, bring interest, bring conversation, bring connection on a different level. When they go, Oh, I never realized that you are looking for that and, you know, and then it just opens up a whole other thing and a whole other
conversation. So that's what I like about asking every single week, you control the narrative. Yeah,
that's good. And do you teach? So you're, you're basically, when people join your networking community, you are also teaching them how to network better on a regular
You bet, you bet, because it's a skill you know, along with you learning, you know, the master of connections. I mean, that is, that is also what I'm to getting known for is like, Oh, just Linda. Linda will know somebody, and that's great. But is that a referral, right? So it could lead to it, you know? It's just knowing, but, but what I was going to say about that was, now it's left me, see I got what? Yeah, it's
not just you Janice, you know. But the thing is, my gosh. Now I have to pause and think I was on a total train of thought there. So
it's not necessarily the right referral, it's it might lead to it, you said, but yeah, and oh, teaching, sorry,
well, teaching. And the point being is that what I do love about people coming into lead tribes. As I said, they're kind of seasoned. They already understand the power of networking, and they're really here to, you know, roll up their sleeves and dive in and help other people. But what we teach is how you give a referral is how you will get a referral. So be very cognizant and very purposeful, intentional on making that connection. You know, it's usually a triangle follow up. And let's
talk about that for a second. Because, yeah, yeah, some people think a referral means, oh, you need to talk to this person, exactly right? So let, let's talk about that. Because I think it's really important to understand how to give a proper referral?
Yeah. I mean, it definitely is all about the level of communication in which you are making that connection. Number one, it has to be on the right platform, right? Is it a LinkedIn connection, you know, through you now i I'm having more connections through LinkedIn. Thank you. But you know, is it that, or is it, you know, a text introduction? Is it an email introduction? So first of all, finding out where is the connection going to come from, like, on what platform? Then
you've got the Okay, yes, the client is ready for that. So now you're going to do that connection on that platform, and then you're going to wait and see what happens between the two people you've just connected, they're likely going to talk and take you out of the conversation as very much happens and within the next meeting. So the next seven days, either you're going to see that person at the next meeting or you're going to send a little follow up to say, so how did that go? And we do that
because we care. I mean, you this is your reputation. You're actually putting your reputation on the line to refer someone. So you really should have stake in the game and how it went. It's not just a, here's a business card. Good luck. I mean, that's that's not how you give a referral. Same thing kind of Janice. When someone says, Well, go to Janice. She'll connect you. That's great. You could just say, Oh, here's, you know, Joe. Here's his phone number. But really, that's not what
you're doing. You want to make the connection to say, actually, here's Joe. This is what Joe does. This is what reminded me to connect you for that same solution you're looking for, or, or, you know, bring the commonality together, right? This is why it's important. This is what's going to benefit you from meeting, you know, Joe, Sarah, Susan, whoever it is, and and the follow up again, it's a triangle. It's from me to you, you to the person, and then me again, following up with you.
That closes the triangle. And when the triangle doesn't happen, most likely the referral is not happening either. If you're a seasoned professional, you'll take the time to care what happened. It's your neck on the line to begin with. It's your first impression. And if it is a first time referral opportunity, then you do want to know, how is it being handled? Are you going to be giving another referral based on how it
was handled, even if they. Get the business right if they didn't get the business right.
So a couple of things out of that. First of all, the the connection, as you called it. It's very important that it is a real connection that is made by you. The the resource to to match those two people together, so you have to introduce them. It's It's just common courtesy that that gets missed. But I will like to back up a second, because, let's say I just met you at lead tribes event, and you're telling me what you are interested in finding for your prospects and
what business you're looking for. And I think I know someone who might you know, be the right person. First of all, I want to make sure that I like you and that I think that you're worthy of of me giving you someone from my my my database. Okay, so what I might do in that case, tell me what you think about this. What I might do is say, you know, I might have someone that could be a good fit for you. Let me check with him or her and see if they're open to the connection first, because they're the
person in my database. You're the new person I just met, so I have to protect that person first. And if they say, Oh, sure, I'd be open to me, you know, I'll say, I met this person at an event. Here's their LinkedIn profile. What do you think? Do you think? Are you open to a conversation?
That's what makes you professional, is that you you already went above and beyond to take the step to vet. You know, the possibility, right? And I
don't want to waste my person's time unless they right. Yeah, you don't
want to make this connection if it's dead in the water and they're not even interested. You know, one of the other networking groups, so many things I hear about, you know, the way they do referrals is like, Well, I was given a name and a number, and I called, and the person says, Oh, really, why are you calling? You know? And it's like, embarrassing, gosh, so that's not a referral, that was not a referral, and so that
doesn't happen here. We just don't even believe in that. I do preface that, you know, if you have to wait three months to get a referral, that you could just go and close because someone has prepped it for you with the bridge of trust. You know, isn't that worth waiting for, versus getting the one who says, What? Who is this? Again, why are you calling people? I don't, I don't even know why they put us in contact, you know, Oh, for God's
sakes, let's not waste people's time. It's too valuable. Again, we've honed in at lead tribes, those professional season people that I feel, you know, you can, you can get away from that type of stuff happening. It just doesn't happen. Yeah,
yeah. And I think another way I might handle it too, like I had a call this morning with a girl that was introduced to me, because this person said to me, I don't know he prefaced it by saying, I'm not sure if you guys, you know if it's a good person for your podcast or not, but I think you should two should meet. So we did, and I knew before that that really her zone of genius was not a fit for my podcast.
However, in the conversation, I really liked her, and I liked the work that she was doing, and I thought of somebody of an organization that might be a good fit for her. And I said to her, you might want to look at this organization. They do a lot of presentations, and you know, might be your people might be there. And I said to her, if you'd like an introduction to the head of it, I'm happy to introduce you. So I wanted to leave it to her, in this case, to say whether she thought maybe
she would like to pursue it. But I also wanted to make sure that I was in that mix, because I wanted that person in the organization to know that I had introduced her to it, you know, because it works both ways sometimes for you. So, yeah, I
love that you're a great connector that way. And I and I think what's so nice about that when you're, you know, looking at it from a professional standpoint, I mean, you're just making an impact by bringing two people together. And that may not seem like much on the onset, you know, but Janice, it reminds me of a mommy Mimosa Monday that I had in my kitchen with over 20 women, and I just literally threw it on Facebook. I had all these women wanting to come over, and two
women that met in my kitchen started a business together. I
love it. I can ask you for a story. And I
just thought to myself, that is so cool, like I created the space I welcomed people in, and magic can happen when you bring good people together just by the power of connection. As you and I already know we love the power of human connection. And that great book, great. Read and so, you know, it happens all over the place. You know, it could be in a bank lineup, it could be in a kitchen, it could be at the grocery store, and you just don't know, but you know, we
never want to go, what's in it? For me, we want to sit back and say, Wow, there was success, because I made an impact, because I took the moment of time to text a person like, Hey, do you think this would be a good connection for you? And we just sit back and say, That is awesome. This is life is good. This is what we were here to do, is to keep bringing people together, you know, for all sorts of reasons. And so if good comes of it wonderful, right? Remembered, forever remembered
for that. I mean, that's amazing,
exactly so because you work with seasoned professionals, as you call them, do you have you vet people into your organization, right? And so you only have one person per industry, is that correct?
That's right. Okay, yeah. So,
because I always found my experience with a similar organization that met weekly and did all these things, that sometimes the people in the group, I couldn't, I couldn't refer them if my life depended on it, because they just didn't feel it from them or with them or whatever. So does that ever happen in your group? And if not, why not?
So that's a great, great question, and it's been out there, that experience has happened many, many times. And so what we do and it has not happened. Janice to answer the
question, no, that has not happened. But what we do is we run by values, and in those values is the word abundance, and that word abundance means that if you go to any of our tribes, you will get the same warm, welcoming feeling, but if there was somebody in your own tribe, that you are just not comfortable for whatever reason that may be, but the same person, let's call it for home and auto insurance, is in another tribe you met at an event. You kicked it off with
them. They're not part of your own personal tribe. But that's okay. That is a fair game, because you're still fully in our community, and we want to work with the right fit. So many people are forcing these like, Oh, you must use this person. No, no, you want to attract people that want to work with you. Number one, number two, that just makes life better, and you will get the deal done. And so you'll be of service if you choose the right person to begin with. And so in our community,
that type of thing doesn't happen. We always have the right fit. And that's what's really cool. Yeah, that is cool.
So how do you feel about I know you've I think I know the answer to this, but what's your take on online versus in person networking. You know, should professionals focus on one over the other? Because I gotta admit, I've become a bit of a recluse. I don't go out as much as I used to. So I yeah, sometimes I feel I need to, and other times I can't be bothered. So I What's your take on it? I think I know the answer, but I want to hear it.
Yeah, you know, listen, I, too, am going out more in person since COVID. And then there's the other ones that just are happy at home. They they want to, you know, spare the time, spare the gas, spare the track pants, and all the things that you know, there are benefits. You know, there are benefits. You know, to be honest, the answer is, the more
in person you can get, the more traction you will get. You know, there's brilliant relationships that form online, far and wide, over our globe, which is awesome, and I want to promote that. I want to keep building on that, because I know it's possible. So it is a personal preference, right? So again, if I'm happy in that space, that's cool, right? If I'm happiest in my best self on online, cool. If it's in person, then cool. Then you should stick to in person. If it's a hybrid, then great,
right? I mean, then you get the best of both worlds, because there really are so many great people. You know, if we just had the time to meet them all would be lovely.
Okay, so I had a gentleman on my podcast a while ago, a young man. He's he's actually really cool, and he wrote this book about what's it called the introverts edge, and it's about networking as an introvert, and so I'm sure, like we just talked about how important it is to build those relationships with people and connections with people. But you and I are curious. You know, we ask questions. We know how to bring somebody out of their shell. What about those
introverts? Do they even show up at you? Lead tribes. And what do you recommend for those who are more introverted and a little uncomfortable, how do they find success in a networking setup?
Yes, such a great question, because there are so many loud introverts that are just not finding their voice. And I have seen them come they either will like dabble in getting to know people and committing to getting to know people. I've had a very successful introvert stay with me for five years and just come out of her shell in terms of, you know, she did her presentation in poetry, and just like, wow. I mean, compared to who we met at the very
beginning, it was a wonderful experience. And yet, and yet, I just met someone that I know, like and trust. I think you know her as well, and she has a networking group for introverts only, okay? So I'm like, okay,
that girl might have been shy, but not an introvert. So they're the introverts. Get their energy from, you know? They they can't handle the being the center of attention necessarily, right? But they get their energy more by being alone after they can handle some networking, but it's whether they, yeah, I don't know. It's just, I find it, I find it interesting to work with those kinds of people,
absolutely. And when you say that, to work with them, it really is the way the friend I mentioned, like the way she has formed a networking group for introverts, is a, it's a beautiful thing, you know, it's not something I could say that's what I do, because I'm not an introvert, no, you know, but, but I love that that's out there. I love that there's networking for them as well as, you know, she teaches like these, you know, conferences and things like that, to get people
out of their shell. So it is a whole other. It is a whole other ball game, for sure. That's
cool. Um, so if listeners want to strengthen their networking game today, what would you say I'm giving putting you on the spot here, what are three actionable steps that they can take immediately to networking game today.
Strengthen their networking game today, I am, and I know that you didn't prep me for this question, but I am going to say, you know, changing my profile on LinkedIn. Thank you. Janice has has actually just brought a wonderful audience to me to engage. And I mean, I'm seeing the difference, so I hadn't paid attention to it. And my own fault, we get busy in our business, as we all do. But that was really, really
key for the there's a shift. There's a shift of happening, and it started with my LinkedIn profile that you and I worked on. So that's the number one thing is, you know, who? Who are you to the world of professionals, you know? And are you even on LinkedIn? It does shock me that today, I ask people if they're on LinkedIn, and they still say no. And I'm like, okay, that's the first thing you need to do, you know. But the second thing is, go look at your calendar and book some
networking events. Go, go out there and start networking. Because that's the thing, is that if you don't get started, you you can never get going. So just, you know, go out there. That's how you're going to build those connections. So the first thing is to start look at your calendar, whether you're on Eventbrite or wherever you are locally, whether it's a chamber, you know, that's what I love. Like, there's enough networking groups for everybody and so and then please. The third biggest
thing is be prepared with your pitch. Be prepared to come off like a shiny Penny, that you're a solid person, that you're professional, that you're well spoken, and take time at home, whether you're talking to the cats and the dogs or your kids on the couch or whatever it is, and take time to practice who you are. So when someone says in a room, like, tell me what you do. It's not this 20 minute story, which it shouldn't be, but like, let's get it down to 60 seconds. Real sharp, right?
Give them the three interesting things about you, and in 60 seconds time. So those things are worth, you know, again, taking some time your LinkedIn profile, looking up the networking events around you, and get out there. And then the last thing is sharpen, sharpen that skill of saying who you are,
fair enough. Thank you. That was great. All right, I'm just going to sidetrack a little bit from the networking thing and the referrals, because all of that is the way we build our business. Mostly. Today, today is through relationships in the people I work with. That's what
I teach them, and referrals and connections. So when you're not doing this, Linda, because you're always busy, and I think I would like to give you a little plug here for this new venture that you have that's a sideline from your lead tribes, and that's tribes is your magazine? Like, that's a huge thing. Tell me a little bit about that, because I'm hoping I can get in there someday.
Okay. Uh, lovely. Yeah. So I really think, as a small business owner, I wanted to do something next level for all the entrepreneurs in our community. And I, I literally just decided a year ago, because I've done five issues now that you know, I'm going to put it into print. I'm going to get a magazine. I'm going to call it leaders magazine. I'm going to
get it into print. I'm going to get some sponsors, have some fun articles, to showcase our entrepreneurs, our experts, are resources and and shine them up again, another level of exposure. And just you know, they're so happy to see it in print. I love the digital copy goes out to about 10,000 readership right now, and it's gaining traction, and it's just a fun way for me to give back to our community to boost, boost their visibility, like you said, they have to have visibility,
right? So, yeah, I never thought I'd be a magazine editor and all the things. But hey, you know, this is what happens entrepreneurs. They just build it, if it's not fair,
yeah, when I first met you, you were a mortgage broker. I mean, like, had so many careers, it's amazing, and you've done well at them all, because you are a true entrepreneur. I really think that you you think like an entrepreneur, and most people don't, alright. My track was meant to be. So what do you do when you're not working? Linda,
oh boy. Well, you know what I love? I love my dogs. I love walking my dogs and spending time with them. Obviously, as a family, we always do our family things together. So when I'm not working, it's family 100% that's why we do what we do, right? So, yeah,
yeah, awesome. And do you read like traditional books. Or do you read online on Audible, or listen on Audible, I mean, or do you read listen to podcasts? What do you do for that kind of growth? Yeah, um,
excellent. So one of the questions I just had in another interview was, what was the one thing that you would say as a business attribute that everybody should know, and that is always, put your investment into personal development, always, always, always, every single year, carve out some money to get some personal development. And with that is reading, reading podcasts and all the things. So my book that I wanted so badly, the kids wanted to get it for me so
badly, but it was sold out. Everywhere was Mel Robbins knew let them so I can't put it down. I love it. It is so good. I'm just over half half finished the hardcover. I do like a good hardcover once in a while, but I'm constantly got the university in my ear as I'm driving and as I'm doing things. You know, I've listened to a few of your podcasts as well, and, and so, yeah, I mean, that's, that's what learning is all about. This is just a journey. You gotta keep going, which I
know I've listened to Mel Robbins now on about four different podcasts talking about her book, and I haven't ordered it yet. And I keep saying I'm going to, and you have to, and it's so that it's that it's sold out of her,
but I will, because it sounds really interesting. I did see, though, a little bit of someone slamming her that it wasn't her theory in the first place, and that she didn't, she didn't acknowledge this woman, and it was actually a Canadian business coach that I saw talk about this, I'll say I tell you
offline, but it was just interesting. So it kind of put me off for a minute, so I'm not really sure, but anyway, it it's only one side, and I don't know that you know whether it's true or not, but I did find it fascinating that the theory has been around for a long time. But yes, I think that's the next one for me. So thank you. Thank you for this. I appreciate time. I appreciate your thoughts on networking, on the power of building authentic relationships, and about
building referrals. And it's all it does. It takes practice. It's it's, it's a, it's a muscle that you have to keep honed, and you have to keep practicing so we can always get better, right? No matter how good we are at networking. Things change, and so we have to go with the flow, and we have to learn the new ways of doing things. So
things for certain, I'll just leave you with this is. That if you're a business owner, yeah, if you're a business owner, one thing I can guarantee you is that you will never stop networking. As long as you're a business owner, you will continue to meet people, collect friends, collaborations, referral partners. It's part of the great part of being a business owner is that you get to keep connecting, right? And, yeah, so networking is always part of the part of the strategy, for sure, absolutely
well, thank you for that. Thank you. Thank you. Thank you. So thank you, Linda. It's been an insightful conversation for real relationships and community driven networking is, I know it's top notch, and it is inspiring. So if listeners want to connect with you or learn more about lead tribes, where's the best place for them to reach you, and I will put it in the show notes. Oh,
awesome. Yeah, absolutely. Lead tribes.com and then, of course, right on there is my direct cell phone. Anybody could text me and call me. I'm always looking for leaders, you know, the ones to step up and want a tribe and the support of a tribe so that there's no more solopreneurship. I think being solo is just, you know,
okay, perfect. And, yeah, so thanks again, and thanks to our listeners and remember relationships rule in business. So go out there and build authentic connections and watch your network work for you. Stay connected and be remembered. You.