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In this episode, host Chuck Anderson welcomes technology entrepreneur Tom Gay to discuss the art of building genuine business relationships and leveraging technology for effective networking and prospecting. Tom shares insights and success stories from his experience founding 7 tech companies, and emphasizes the importance of human-centric networking in the digital age.

Guest Bio: Tom Gay is a seasoned technology entrepreneur who has founded 7 successful tech companies, paving the way for innovative solutions in the business world. With a wealth of experience in problem-solving and developing technology solutions, Tom is a strong advocate for relationship building and its impact on business success.

Key Points Discussed:

1. The challenge of managing virtual networking chat data and the need for a solution (00:52)

2. Story of $32,000,000 added portfolio value through relationship-based software (06:15)

3. The significance of genuine human-to-human interaction in digital marketing (15:40)

4. Introduction to relationship enablement tool, ChatBridge, and its benefits (22:03)

5. Importance of networking, prospecting, and following up in business (29:18)

Must-Read Book Recommendation: “Influence” by Dr. Robert Cialdini for understanding influence and relationship building.

Guest’s Website: Find more about Tom Gay and his products at …

ChatBridge: https://chatbridgeconnect.com/?aff=cmapn    

EngagePro:   https://engagepro.com/?aff=cmapn

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Until next time, keep moving forward!

Chuck Anderson,

Affiliate Management Expert + Investor + Mentor

http://AffiliateManagementExpert.com/

Transcript
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Hello, everybody, and welcome to the show today.

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This is the Creative collaboration show with Chuck Anderson.

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And, today, if you we're gonna be

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talking with a guest who is an expert

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at, lead generation and also, you know, filling

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your pipeline full of prospects. And, you know, if you're a

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business owner, an entrepreneur, likely, this is something you think

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about every day. And, so we're constantly

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having to generate leads. We're constantly having to find new

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prospects. We're constantly putting them in our pipeline and fill it in

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and and then following up everyone that's in that pipeline. That

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is the sales cycle. That's how it works. And today, my guest

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is Tom Gay, who is a, serial

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tech technical, what what are we? Tech technology

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entrepreneur has developed several technology platforms

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and, and I would say, built

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7, companies, and we're gonna talk about a couple of

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very important companies today that he has developed. But just Tom you know, there's

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so much information that, that he's gonna share with you

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on filling your pipeline. So, Tom, welcome to the show.

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Glad to have you here. Yes. Thank you so much, Chuck. It's an honor to

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be here with you. I've, watched you for a good long while and

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and to even be teamed up with you today is is really super. Thank

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you. Oh, fantastic. Well, I'm really looking forward Tom,

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this deep dive Collaboration. And, you know, I remember when you and

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I, you know, first or last met 1 on

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1, late last year, we had a really, you know,

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good conversation about some of the tech that you that you have built,

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and I have, I have clients who use your platforms

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and partners who use your platforms. And, you know, so this

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conversation's been a long time coming. So now,

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my very short and butchered, introduction,

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was, the you know, a way to start the episode. I think a

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great place to, continue on that, Tom, is have

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you share a little bit more of the details about who you are and kind

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of the work you do, and and we'll we'll go from there.

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Well, thank you. I think the I think the a good way to

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characterize it is I've been a technology guy

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by accident. I'm really more of a

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marketing guy who's found technology,

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creates a way to solve a problem. For all

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of the companies that I've started, it always started with someone coming to me and

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saying, we have a problem. Can can you do something about

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it? And we adopted a little mantra that said in, well, anytime

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more than one person has a problem, there's an opportunity to build

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a system to solve it. And if enough people have

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it, then you may have a market and a marketplace and a

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company to make. And that's led to 7 companies over the

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years. And, a good example, the first one, it kinda

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it's a fast story. It was

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in the late seventies, early eighties and retail chains and fast

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food chains were proliferating across the US. And a lot of the

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places they would put them would fail. So they came to

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us, small consulting firm that I was a principal, said, can

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you build a system to help us tell whether a site will be good if

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we build there or not? And we ended up

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building mathematical forecasting tools that turned into an

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$80,000,000 company, worked for practically every retail and restaurant

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chain in in North America, went outside as well

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and ended up, selling that, at the end of the

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eighties for, a very nice outcome.

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And it started with a little problem. We buy a piece of property and

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and it fails. And that led to a new

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company that I started few weeks later after selling

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it. I've got this disease of sarditis. And

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and, we all A lot of us have that disease.

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It's it's it's really a pandemic in my family.

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Mhmm. But, nevertheless, another

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company, Chuck, that started right after was,

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I'm an insurance company. How do I know if this property that I'm

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writing policy on is insurable?

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Well, since I knew a little bit about arithmetic and

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programming there, 2 people turned it into

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800 people inside of 9 years. Look at

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the Nasdaq, went public, And

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we owned in the course of that, if you say,

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property, we ended up owning most of the nation's

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multiple listing services because that's where property begins. That's

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where insurance begins in terms of property, a transaction.

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And we sold that to a big, title insurance

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organization, Fidelity National Financial. And on

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we go. And over the,

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the the big transition point was doing a turnaround for a

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gent who was a referral sales trainer.

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And when I saw what he trained on and learned and

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we then turned this company around, I said, we can take all of

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this knowledge and turn it into a software tool. And that

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became refer.com with close to 5,000,000

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subscribers globally and sold that

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into a private equity firm about 6 or 7 years ago.

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And there's been lots of little stories in between then, but,

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it's it's it's fun. Someone came to me this is a

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fun story. Someone came to me, a dear friend of mine. You may you may

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have have met Jeff Sheehan from Atlanta.

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Big influencer on Internet Anderson

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LinkedIn and in social media. He came to me and says, Tom,

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I've known you for 10 years. I have a problem. What do I

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do with these, saved Zoom chats that I get when I come out of

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a a networking meeting? It's it's horrible.

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I can't use what we save. I said,

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Jeff, let me take a look at it. Few months

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later, we have have a program that's you see above called

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ChatBridge. We just said, well, there's a

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problem that one person has. It's same problem as owned by

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tens of 1,000, if not millions more. What could we

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do? And, that led to the building of a

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exciting product that, is now reaching into global audiences.

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Mhmm. Well, it's always been find the problem first, find a way to

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solve it efficiently. And if you're lucky,

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you may have a company in the in the making.

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Exactly. And and that exactly it. And, you know, even in my

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journey, we've we've come up with that with that same, you know, that same thing

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is learning to recognize the opportunities. And

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and what you did was you found a way to solve a problem.

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And that problem, it's a huge problem that

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exists, I would say, especially post 2020,

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because now in in, for the lack of better term,

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post pandemic world, where

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virtual networking opportunities are

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more plentiful than they've ever been and have now

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become a normal

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way of prospecting or finding partners or whatever. And the

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work that I do with affiliates, especially, where we're we're on

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networking meetings every single day looking for

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partnerships, looking for affiliates. And you're right. Like, the

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the the chat that you get, it's it's it's like trying

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to take a sip of water from a fire hose. It's so much information. And

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then how do you have the patience to go back and go

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through it all Anderson so that you can follow-up with

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we've both gone to some networking meetings in in common, and

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there's one I go to regularly where there's a 130 to a

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140 people. And as they go through the process of

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how they present that meeting,

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everyone gets a chance to speak to everyone else.

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And very often, there's a 1,000 chat posts in a

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meeting like that. Someone will post 4, 5, or 6, or

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7 times. So you take a 130 times

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5 or 10, you've got a 1,000 cat posts. What

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happens is nothing. People don't do anything with

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it. So they just spent an hour and a half on something that was

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a waste of valuable time, and

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there's enormous gold. I used the title of

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the book 3 Feet Tom Gold. The people who are doing

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networking today and using virtual

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platforms literally are standing

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3 feet from gold with what lives inside of

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that saved Zoom chat. And the question is,

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how do you dig that 3 feet to get into that, gold mine that's

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awaiting you? That is such a great

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point. And, you know, sometimes all it takes is just one good

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connection, and it can it it can exponentially

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grow your business. I I've I've lived that numerous times.

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And then but, you know, it's it's you're always looking

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for those relationships, and you never know which one is

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is going to be that one that does turn into gold. And

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and like you said, you could have met that person numerous times or

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you could have bumped into you're you're you're attending the same meetings

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numerous Tom. And unless you're following up really well,

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then then you you might miss out on that opportunity.

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Yeah. Absolutely. And and and today with the,

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Anderson we have in virtual networking, I've created a,

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you know, sort of a flowchart or an illustration. I call it

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a a, sales ecosystem.

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And what I mean by that is we start everywhere

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at the networking level, but the

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results come by how you follow-up. And

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then they require you turning that

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suspect that you're following up with into a prospect,

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which means communications and relationship building.

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And with the view that make it through that filter,

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it's sort of like narrowing down.

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The ecosystem is is turning you towards

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building a relationship, which then creates a real prospect and leads,

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to a sale or partner or an affiliate

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relationship or whatever it is you're looking for speaking stage. But it

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starts here broadly in this networking

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ecosystem. And you've Gay to break it down through step by step by

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step to get it to the point where you're getting the results that you're looking

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for. And it's taken something that

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looks pretty, you know, random, if you will,

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or disorganized and puts it into an orderly flow so that you can

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do the right things at the right point at the right stage in that

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process. So, you know,

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again, staying on this idea of of the

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problem that that is being saw I mean, there's 2 things. 1 is,

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I mean, networking and following

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up from that networking. And, you know, what you and I were talking about even

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before this interview was, you know, filling filling your pipeline

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and and and and and following up and all of that.

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And so so you've you've got these these two

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amazing products that do that. Let's let's talk a little bit about, because

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so many people in my audience and in my network, they are

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attending these networking meetings all the time. And so Mhmm.

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So, you know, tell tell them a little bit about what what

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the program does and, you know, you know, what what, you know,

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what are some of the steps that they should be taking to make sure that

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they are not missing out on these opportunities? Like you said, 3 feet from

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gold. Yeah. That's,

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thank you. What they should be doing

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and, again, obviously, I'm here with the platform, and it

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has organized the process. Mhmm. I'll I'll describe

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what happens and see if that doesn't,

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create an understanding that we both are seeking him. You go to a

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networking meeting. You save the chat. Everyone screams there's 2 things we've

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learned in our in our language today. Save the chat,

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and you're muted. Okay?

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So we're not gonna talk about the mute. We're gonna talk about save the chat.

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It's now automatically downloaded to your computer to

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a documents file with a Zoom brand on it label on

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it, and that's usually where it ends up staying

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unused. With the

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tool that we have, it's called ChatBridge, chat bridge connect.

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It's the bridge between Zoom chat and

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the opportunity that lies inside of that file.

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You get a a you have a a saved, Zoom

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chat, and most people are using the the

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vanilla save chat. Some people have little AI tools that,

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do a little work with it. Zoom has a little AI tool. It doesn't work

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with it. We don't care. We we work with all that

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we've discovered. In a couple of milliseconds, when

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you bring that awful to use dot text file

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into ChatBridge, it converts it into a follow-up

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database organized by name,

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alphabetized by attendee name, if you will.

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If they posted once or 17 times, all of those posts

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have been brought into their record for that person. So now you

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have a way to screen everything that they posted. If

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they've added their email address and phone numbers,

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it's all displayed there because that's the start of a follow-up.

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But before you follow-up, you wanna look at what they

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said in ChatBridge click on a little icon and up post

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everything they said for the whole day in that meeting.

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But if they've added links, like,

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oftentimes, you'll see a link to to their LinkedIn profile

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or their Calendly calendaring tool or their

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website. If they've added that to their chat, we've extracted

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that, put it under another icon. You click on that, and you can open up

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their profile in LinkedIn or Facebook or Linktree or whatever else

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it is that they put there. And now all of a sudden, you've got

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the of seeing who they are, seeing

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how to contact them, seeing what they said that may

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attract you towards them because they could be a prospect

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or a speaking opportunity or whatever. Chuck,

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and this is important, this next step. Click on their links

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to find out what they're all about. Because in

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order for you to turn that contact into an opportunity,

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you you need Tom pass through the gateway of relationship.

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See what they're all about, learn where they what what their

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interests are, where they went to school, what their their causes may

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be, whatever it is that you're going into. So now you're equipped with

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information on how to talk to them.

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Give you an example. I got a, one of those introductions

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from a friend, Tom meet Charlie.

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Charlie meet Tom. The person who introduced me, I have

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a a good standing with, so I knew it would be a good introduction.

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I I went to Charlie's LinkedIn page, learned that he's a Miami

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Dolphins fan, learned that he's a he's a

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director of the Little League Youth Baseball

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in his city. Now I have two pieces of information

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about him. There was more.

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I have these two pieces of information that I now bring

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over into my follow-up conversation and lead

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with that. When I lead with

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things about what anyone else

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cares about, ChatBridge of

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trust starts to be formed. So we become

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receptive to communicating when we're talking with people who

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Show interest in what it is that we have an interest in.

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And that's what ChatBridge enabled

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enables, I should say. Mhmm. Now

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I could do a few things with that. I take Charlie and I put a

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click next to him. I can go through a whole list of a 125,

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30 names in 20 minutes and find the 10 that I wanna

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follow-up with. Screen quickly, check.

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Screen again, check. Go down 5 places till I find another

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one. Now with a click of the mouse, those 10

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people are set aside into your follow-up system.

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I can do more with it. I can export that list of of

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people if I wanna work with it in a CRM or or take it

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outside somewhere. I can send it over to one of our other tools that we

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provide. But it's fast. It's easy.

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Simple. Doesn't even need a user guide. We've made it that simple.

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And some people I'll give you an example. There's

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a, client we have, a raving fan. She had 20

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saved Zoom chats. She sent me a a note

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saying she was amazed. In 30 minutes, she had

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uploaded all 20 into ChatBridge and found 400

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people she had not followed up with. I'd simply

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missed. Now she had these 400 in a in a

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new list of, candidates. I call them suspects.

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Suspect versus prospect. And she was just beside

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herself at how easy it was.

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Amazing. You know, I can't tell you how many times

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like I said, I I'm on these networking meetings every single

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Gay, and I open up the chat,

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and it's overwhelming. It's it's it's first of all,

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I I make notes of everybody that I met or that I heard that I

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wanna follow-up with. But then to go back later and find

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that information in the chat, well,

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first of all, it can take a lot more than 20 minutes, especially

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we're talking multiple people. And, I think that's where it falls

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down when we don't have a lot of time to do that

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and, and then to go back and get all that information out of there. I

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love what you said, and especially what what I heard you say is you

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do your homework, And that is go and learn go and click on

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their LinkedIn. Go and click on their social profiles. Learn a few

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things about that. That's a key tip. I mean, it's not

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about the automation, but, I mean, that's a key tip, that

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I I do. Let's talk a little bit about that and the value

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of really getting to know who you're following up with.

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Well, that's it is vital. And I've spent a, the last 15 years

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of my life teaching professionals that that is the key to

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getting in the door. You will break through

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the gatekeepers. You will break through the barriers

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we all put up if you will simply build

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a relationship that reaches

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over those barriers into the areas of interest of the people that you're

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trying to meet. I have a lot of people in my,

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my client list who come out of the insurance business. Well, they're in the

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insurance business. And they

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always face the problem of people not wanting to talk with them

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because they know they're going to get offered something

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that they don't feel they need or don't know enough about to really recognize the

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need. Well, if you're going to sell insurance, you're

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not going to, likely make the grade.

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If you're going to show them your character and your competence,

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showing them that you care, you care about them,

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and also you're competent about what it is

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that you do. Those two things together are going to create

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what we call the trust ChatBridge. And across that trust

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ChatBridge, business is done.

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Anderson know, I have a

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it's it's it's sort of, an amazing story. I have one client that

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spent about $300 on a piece of software in my last company

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that helped him do that. In his 1st year, he got $32,000,000

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in AUM added to the portfolio he was managing.

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And, you know, that's $4,000,000 a year

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income for a onetime investment such as

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it was back then. And, and that'll

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that'll keep paying him for as long as he takes good care of his clients.

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Relationships always trump

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anything in the digital marketing space. I know I may offend some of

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your your, viewers, but I don't mean to do that. I just mean to

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say, don't leave out the people to

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people side of this because when you bring it in, you're gonna stand out

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from everybody else.

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So Yeah. Well, you're certainly not gonna offend me and and

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and, you know, my audience and especially my clients hear me say

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all the time, you know, with with our work, with recruiting

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affiliates and and doing JV partner deals and

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and and such, is that the foundation

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of all of this is the r word. Well, I always ask

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people like, do you guys remember what I said the r word is

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and and and the the r word is relationship. You

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you gotta build relationships. And what I I love about

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especially as you were describing, you know, that adding that feature

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to ChatBridge is going and learning a

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few things. It it helps to start the relationship. Like you said, it through

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the gatekeepers, and and it brings the filters down for

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sure where you can actually it's real connection. And all the time,

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I'm spammed on LinkedIn, say, oh, I I I wanna

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connect. And and so okay. Okay. Great. And so

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you connect. And what's the very first thing they do is they

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spew their offer. You know, they and then

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and my response is, that's not connection.

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Yeah. I call it the, show up and throw up style of marketing.

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It it doesn't work. In fact, it's worse now because there are more

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automated bots that are doing the, the showing up and

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throwing the than than ever.

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And, you know, I teach a a a little segment of what I

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provide, called an appreciation exercise.

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So it's built into one of my software tools.

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And it's easy to say you can't go

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wrong by being appreciative. Let's just

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accept that as a truism. Well, I had

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one one, client, and I

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struggle with the word client because they become friends pretty quickly. Mhmm.

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He he follows this process that I that I gave to

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him as a client. On his first

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day, I gave him instruction. Go do this with 10 people.

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On his very first day, he said sent me an a,

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a message back. He said, comma, I had 6 people

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respond back to me immediately when I did this.

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And one of them gave me a referral to

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someone who needs to talk to me about what it it is I do on

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my first day. It's because we led with the

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r word, which is the subset of

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that is appreciation. So,

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it's it it's the the best marketing mechanisms

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that, I've ever seen. There

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and and it requires work in in in

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what I I I love about that is and it doesn't have to, you know,

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take you a long Tom. And what you described, ChatBridge does, is it

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saves you a lot of time in doing that. But just spend a few minutes

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on their website. Send us a few minutes on their social media,

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learning about the person you're connecting with and have real

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connections. And, you know, I I do believe that that's the foundation of

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all the affiliate relationships, the collaborations, the joint

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venture partnerships that we that we do,

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and, you know, it's it's it's building a relationship.

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Having a podcast interview like this is relationship building. We get to

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spend half an hour together. Yeah. No. It's you're exactly right.

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You're exactly right, Chuck. And and as

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as as I say it, when you have them

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by the relationships, their hearts and minds will follow.

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Okay. That's beautiful. Now that's a paraphrase of an old,

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Lyndon Johnson statement back in the sixties. There's probably no one listening to

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it old enough to remember him. But, nevertheless,

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relationships create bonds, and those bonds become the

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bridge across which everything we do

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or want to do can take place. And it's not gonna

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happen inside of a LinkedIn, Spotify community,

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or anything that's entirely digital.

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Yeah. It really does need to be human to human interaction. You

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can't you can't automate relationship building as much as

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people try, because it's gonna fall down somewhere, and

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and it's just it's not connection. It's just not Even

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AI will not deliver it to you. It can equip you,

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and it does. And I use it almost every day. However,

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it's, incomplete. As I say, it's not incorrect to use it.

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It's incomplete to depend on it solely.

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And as you know, I have I have

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a a software tool that isn't a relationship enablement tool,

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referral focused relationship enablement tool.

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And someone, knocked me over about a month ago. He came to

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me and said, Tom, what you've done

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is you've taken the principles of Bob Berg's

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Go Giver book series and very famous,

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well known. And he says you basically put it into a

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systematic tool to build

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relationships. And go givers do sell more

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as Bob's book title, describes.

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Wow. That is that that is so true. And, well,

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I I I even forgot that that's where that came from.

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But, that that really does, you know,

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certainly clarify it for me. I mean, it it's about as close to

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automation as a relationship building as as

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as you can get. Right? Yep. Yep. Yep. This is

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fascinating. Go ahead. I'm sorry. Yeah. I was just gonna say, I mean, before we

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run out of time, I had 2 things I wanna do. I've got a couple

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of follow-up questions for you, but I all I think most importantly, let's give

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some people some information on how they can connect with you about

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ChatBridge and Engage Pro, and we'll put those

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links, in beneath this video Anderson the

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podcast. We'll put them all in there so people can can get that from you.

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You wanna tell them a little bit more about what

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they're clicking on and and, what their next steps should

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be? Well, I would say everyone's first step should be to

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click on the link that takes them to Tom a chat bridge. If they're

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virtual in virtual networking, click on that that

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link. You they're gonna find it's easy to understand, very

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economical. And it

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as some of the people we work with in common

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say, it just works. Mhmm. You know, when when it's as

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simple as that. And then from there,

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the next step will will be, well, do I wanna take these 5

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people that I've met into a know, like, and

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trust relationship that will lead to our doing something together?

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Sell my product, build a joint venture, become a an

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affiliate, speak on their stage, whatever it is.

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The ChatBridge tool connects with my other tool, the link is below as

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well, called Gay. Engage

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Pro is, a tool that will help you build a circle of

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trusted relationships, your own referral team, your partners,

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and they become partners for more than business. They become partners

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for life when you focus on what they care about. Show we

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we've we've created a couple of tools. We've tied them together,

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technically speaking. I won't give you the jargon, but one talks to

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the other. And, very simple, very easy, and

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and and economical as well. And, you know, one of the

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things I'm really proud of, I'll I'll get in before before we run out of

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time, is we were approached near the end of the year

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by a company that a lot of us are are well familiar with by the

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name of Alignable, alignable.com. 8 and a half

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1000000 members. When they saw what we

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did, they said, we wanna become a partner with you. So now

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our products are being offered by them for their audience of 8

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and a half 1000000 people. So the best, I

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could say from that is we've proven it just by

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the the character of what the product does.

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I think that that really sells it for me,

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and I highly recommend that anyone who is

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actively out there networking and prospecting

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and generating leads, you'd need to take a look at both of

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these products. First of all, if you are on

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any sort of virtual networking meetings where you need to go

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back through that chat and find the gold in there, find the people you wanna

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follow-up with, you need ChatBridge. And then when you

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wanna build the relationships with those people, take a look at Gay

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pro. We've got the links to both of those programs beneath this video. If you're

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watching this on video, if you're listening to this on podcast, all the links

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there are there as well. And, you know, Tom,

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I think I have to have you back again and maybe even come and speak

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to our our group because, you know, in the work that my

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clients do with recruiting affiliates and, joint

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venture partners, I think every single one of them,

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should have this. And, so we'll definitely be chatting more,

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about that. Well, this has been

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great. I I think we've we've covered a lot of ground, but we've also only

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scratched the surface. So, I I

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always recommend people, you know, take, you know, you know,

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take action on, on what we've, talked about here

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today. So before we, before we sign off, I just have to ask because

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this has started off as a social experiment for me, in some of

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my earlier episodes, and now it's just fascinating. I ask every guest while

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they're here, if you could name just one book.

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Just one book is a must read book that everybody goes and checks out

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or make a difference in their business or their life or whatever it is, or

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maybe it's just been really impactful to you, what what

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book would that be? Well, thank you.

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And and I've been a prolific reader. There is one book that I think

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is baked into everything that I am and do today, and

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that's a book published about 25 years ago by doctor Robert

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Cialdini by the title of influence.

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And influence Cialdini is I'll spell it, cialdini,

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former professor at Arizona State University. After

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studying this, he came up with 5 factors that make you stand

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out as person of influence in whatever circles you work

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in. Those five factors are

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built into what makes my software do what it does for

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people. So we married that with what we do.

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And I'll just give you one. The one of the

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influence factors is the principle of scarcity. When

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you stand out by being one of the few who do the

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relationship building the right way, guess what?

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You grow in influence and you attract people towards you.

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So influence is is it it it's goals for

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people. We we could do an entire hour just

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on that. And, you know, of course, I have not only

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read all 3 of doctor Cialdini's books, but I

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am, fascinated by everything

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that he, has taught, and and influence, I think, is

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required reading for anyone who markets themselves

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and and and has a product that they sell

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and to really understand how those principles work. And

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they're game changers. They're absolute game changers. A 100% with

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you. We're joined together, hip to hit up on that

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one. Wonderful. Tom, this has

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been a lot of fun, and I and I and I've really enjoyed, our time

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together. Of course, like we said, go get ChatBridge, go

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get engage pro, or at least check them out. The links are all there. And,

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and connect with Tom. We've got all the links, there,

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beneath the video and in the podcast show notes. So, Tom, as we, bring

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this episode to a to a close, I'm just gonna ask you if you have

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any final, tips or words of wisdom that you

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wanna leave our, audience with here today.

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Probably the best one is is to Tom,

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think about the people you're trying to connect with and build a relationship

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with, find out what they're really all about,

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and and enter the the conversation through that

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doorway. Put your own product aside. Go talk to

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them about them. And what happens is the doors

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will will open. Talk to

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them about them. Yes. And that

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is the opposite of what we see so many people doing at these

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networking events. We could do another episode all on that. That's so

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cool. That's true. Brilliantly said.

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Tom, thank you so much. And to our audience, thank you as well. I hope

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you've learned something here today, and, make this

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meaningful. Take something you've learned here today. Pick one

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thing and take action on it. Maybe it's some follow-up

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that has been, eluding you for a while. You need to go and do

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that today, or maybe it's to go and check

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out chat bridge to make it easier for you. That is a good an easy

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action step for you to take, here as well. So,

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so thank you to Tom. Thank you to our audience. This

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has been Chuck Anderson with the Creative Collaboration Show, and we'll see you on the

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next one, everybody. Thank you.

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