Ep184 Nancy Zare PhD - The Unconventional Path to Communication and Sales Mastery

00:00:00:00 - 00:00:09:00
Nancy Zare
what's happened to many selling situations. And I think to communication in general is that there's a degree of exaggeration going on.

00:00:09:00 - 00:00:10:18
Nancy Zare
posturing, that positioning,

00:00:10:18 - 00:00:13:04
Nancy Zare
I'm somehow better or different than you

00:00:13:04 - 00:00:20:21
Nancy Zare
And that puts up barriers between people genuinely getting to connect and bond with each other.

00:00:23:10 - 00:00:33:06
Mike O'Neill
welcome to Get Unstuck and On Target, the weekly podcast that offers senior leaders insights and strategies to not only lead with competence and vision,

00:00:33:10 - 00:00:36:06
Mike O'Neill
but also to achieve groundbreaking results.

00:00:36:17 - 00:00:46:17
Mike O'Neill
I'm your host, Mick O'Neill. I coach top level executives on the power of ethical leadership to forge teams to be as united as they are effective

00:00:47:16 - 00:00:48:18
Mike O'Neill
in each episode.

00:00:48:23 - 00:00:59:00
Mike O'Neill
Join me for insightful conversations with leaders just like you, providing practical advice to help you get unstuck and propel you and your company forward.

00:00:59:23 - 00:01:00:24
Mike O'Neill
Let's get started.

00:01:04:23 - 00:01:37:00
Mike O'Neill
Joining me is Doctor Nancy Zare as the creator of the AlikeAbility System. Nancy shows professional entrepreneur how to turn 50% of their prospects into clients. Nancy earned her master's and doctorate from Boston College and has authored seven books, including an Amazon International bestseller. Nancy lives in South Florida, is a student of spirituality and recovery, and volunteers as a foster family for the Farm Dog Rescue.

00:01:37:02 - 00:01:44:10
Mike O'Neill
Long term listeners will remember Nancy from episode 72. Welcome back Nancy.

00:01:44:15 - 00:01:51:14
Nancy Zare
Oh my gosh, it's a pleasure to be back. Thank you Mike and 72. Is that what you said?

00:01:51:16 - 00:01:58:08
Mike O'Neill
It is. And just to put this perspective, if if my numbers are right, this is episode 184.

00:01:58:10 - 00:02:17:06
Nancy Zare
I know that's what I was thinking like over 100 episodes. That means two years. So I'm so glad to be back and to talk to the audience. And of course, during this time you and I have both evolved quite a bit, right? So this is the area I'm sure we're going to delve into and explore.

00:02:17:08 - 00:02:38:06
Mike O'Neill
You know, as a business owner, you and I both have evolved. We've evolved because our customers had asked for that. I don't make it a habit of inviting guests back on, but there's a number of reasons why I asked you one, what you just did. For those who are watching on YouTube. You've got a very charming way about you too.

00:02:38:08 - 00:03:07:19
Mike O'Neill
You were able to explain concepts in a way that I can really relate to. I love your post. I read them and I find just good practical guidance. And though I did not use this in the introduction, why don't we start with your tagline if that's the right word in, your profile for LinkedIn and it reads Nancy, the LinkedIn whisperer, Zare, PhD.

00:03:07:21 - 00:03:08:05
Mike O'Neill
Tell us.

00:03:08:05 - 00:03:53:06
Nancy Zare
More. so interestingly not I did not create that name tag. It was given to me first by Jojo Le. Yeah. She said, you're the LinkedIn whisperer. And then Crystal Kelly actually changed it to The Sales Whisperer. And why did they give me the name Whisperer? Well, as you know, whisperers communicate, usually with animals with, you know, inanimate objects while I communicate or teach the skill of how to communicate with LinkedIn profiles, websites, other material on the web communicate in the way, Mike, of identifying what is the personality style that is being promoted or, you know, is coming through the page.

00:03:53:08 - 00:03:56:06
Nancy Zare
If we just care to look.

00:03:56:08 - 00:04:06:02
Mike O'Neill
You know, I introduce you is the creator of the AlikeAbility System for those who are not familiar with that system. Walk us through what that is, please.

00:04:06:04 - 00:04:28:11
Nancy Zare
So AlikeAbility, that's like with an A in front of it. It's not popular. Pretty. It's about having the other person say to themselves, wow, you get they were alike. So, listener, why don't you to think for a moment, what would it be like if somebody thought the other person you're speaking to now said to themselves, wow, you get me?

00:04:28:13 - 00:04:57:15
Nancy Zare
We're alike. Would they feel more comfortable? Would they feel more relaxed in your company? Absolutely. And that comfort and that relaxation allows trust to build quickly. And since I talk about selling, everybody has a certain resistance. They they put up a wall, they're on guard, especially if it's an employee talking to, you know, a manager or higher up or in this case, somebody in this sweet, sweet, oh my goodness, your heart's pounding.

00:04:57:15 - 00:05:11:17
Nancy Zare
Right. So the fact that this person's made you feel comfortable now your guard drops and guess what happens. It just opens up the ability to communicate authentically. And hence you can do business together.

00:05:11:19 - 00:05:28:02
Mike O'Neill
So let me see if I got this right. What you offer is a tool that when people are familiar with that tool, they could predict how the other person might be such that they can tailor their interactions well.

00:05:28:02 - 00:06:11:06
Nancy Zare
Predict is an interesting word. and so I wasn't sure I was going to buy into the prediction part, but definitely you will have a sense of what how this person is hardwired to communicate. And it's about the communication, Mike, that I think is the value of AlikeAbility. more so than selling. AlikeAbility is about communication and about communicating in a way that allows both parties to feel connected and feel like they're being authentic, because this is when true business can take place, as opposed to putting up a front or artificially, you know, making having a posture, you know, taking a position.

00:06:11:11 - 00:06:16:19
Nancy Zare
No, it's about being authentic really connecting on that level.

00:06:16:21 - 00:06:47:05
Mike O'Neill
You know, we touched on you've also been coined as the sales whisperer, but it seems as if there's a lot of my word, a lot of baggage associated with the idea of sales. And I know that he you describe how you can be very effective in sales without being salesy, and you just use the term authentic, and that is the importance of authenticity in today's environment.

00:06:47:05 - 00:06:56:22
Mike O'Neill
With all the distractions we have, in what ways have authenticity been compromised?

00:06:56:24 - 00:07:26:05
Nancy Zare
Wow, that is quite the question. Because certainly when we are now embracing artificial intelligence, I tools, AI tools have been programed to give what I call of the Nil luck response. You know, an average kind of middle of the road type of response. And so is that authentic? It's authentic for an AI tool, but it's not then to people, to people and you know, sales are done.

00:07:26:08 - 00:07:55:21
Nancy Zare
One person to another person, they're not, you know, it's what's happened to many selling situations. And I think to communication in general is that there's a degree of exaggeration going on. And, and again, that posturing, that positioning, I'm somehow better or different than you are. And that puts up barriers between people genuinely getting to connect and bond with each other.

00:07:55:23 - 00:08:02:09
Nancy Zare
So those are some of my thoughts about, you know, from from what you just shared.

00:08:02:11 - 00:08:19:04
Mike O'Neill
You know, with your advanced educational training, with your experience doing what you do. so let's go back to the sales situation. most of your clients, are they selling face to face or is it something different than that? Nowadays?

00:08:19:06 - 00:08:43:22
Nancy Zare
I would have to say that the majority of my clients are selling online as opposed to face to face. And obviously, since the pandemic, when, you know, we practice social distancing, many of this happened back to be actually more convenient and more expedient to be able to meet people and talk with people online. the thing is, Mike, that there are two ways to talk with people online.

00:08:43:24 - 00:09:05:23
Nancy Zare
What you really are doing right now is we're in real time. Communicate to listener. You are watching or listening to a replay. You're not communicating with us in real time, but you are communicating with us. There are thoughts going in your mind and you're pondering what we're saying. And you may be adding a, reputation like, no, I don't agree.

00:09:05:23 - 00:09:26:18
Nancy Zare
Or you're saying, yes, I do agree and validation. And so there is a dialog going on in your mind. The challenge is that Mike and I don't know what's happening inside your mind unless you're kind enough to drop a message in the comment section, which of course, we hope you do. And then we have a conversation, but it's not happening in real time.

00:09:26:23 - 00:09:53:15
Nancy Zare
It's happening in delayed time. And so that those are two different communications, Mike, where we're online and we're not in person and yet we are definitely communicate you and I mean, you're nodding I'm making faces. You know, there's there's a clearly you and I are joined and communicating. But then there's this delayed communication where we don't know what is going on in someone's mind.

00:09:53:20 - 00:10:08:10
Nancy Zare
We might speculate or as you say, lead and predict, but we don't know exactly. And so there is a time delay. And that time delay can interfere with understanding thoroughly what someone's thinking or feeling.

00:10:08:12 - 00:10:42:23
Mike O'Neill
I have to go back to something that I said very much, at the very top of this podcast. And it is how to help your clients, typically entrepreneurs turns 50% of their prospects. And to clients, that's a staggering number. And I know that you would say that unless you had it to back it up. What is it about what you do for your clients that really differentiates, that that they could look forward to such a high conversion rate?

00:10:43:00 - 00:11:05:05
Nancy Zare
So there are three things that I practice and that perhaps differentiate needs from other people who help folks with selling. The first is to ask for permission, because when you do that and the prospect says yes and you never worry about being pushy, aggressive, or salesy because they have invited you and consented to your, communicating with them.

00:11:05:07 - 00:11:28:22
Nancy Zare
the second is to speak naturally conversational, like without a script. And it sounds easy to do, Mike. But as you and I mentioned about the fact that you are such a great conversationalist and a great listener, it takes work. This is not an easy thing that you can snap your fingers. And I know you work at it and you are superb as a listener and a communicator because of that.

00:11:28:24 - 00:11:57:13
Nancy Zare
So that's principle number two. The third one is where the 50% comes from. And that is to adjust what you say to match the prospect's personality style. And there are four distinct personality styles. They're probably biologically programed in us. and so when you know what that style is and you would just what you say again, you're not being, disingenuous.

00:11:57:13 - 00:12:16:15
Nancy Zare
And by doing so, you're actually being very authentic by using the language and the words that this person will respond to, easily. And so that's the third principle, which then allows the prospect to say, wow, I feel comfortable with you, and now we can go forward and do business together.

00:12:16:15 - 00:12:31:17
Mike O'Neill
You know, you mentioned the four styles, and I don't think we have the time to go to these through these in a very detail, but just for reference, because I know people are going to want to learn more about that. Can you give us an overview of what those four styles are, please?

00:12:31:19 - 00:12:57:23
Nancy Zare
So many of your listeners, I'm sure, are familiar with Desc or Myers-Briggs. There's animals, colors, objects and just words, etc.. I actually use numbers to reference these four styles, and the numbers relate to how many contacts touch points are needed before the person can make up their mind. And this is 35 years of research that was done by my colleague.

00:12:57:23 - 00:13:20:20
Nancy Zare
I went ahead and continued the work that she had started. Mary Tech is I got this from her ton of marketing career. And so I label these styles with numbers, as I said, 2 or 6 and eight. And because I'm focused on selling, I think of them as the buyer. Buyer number two, buyer for buyers six and buyer eight.

00:13:20:22 - 00:13:46:09
Nancy Zare
So what are the distinguishing characteristics? Well, first look at the numbers. The person who's a number two is making up their mind. And only one at most two contacts where the whereas buyer number eight is taking at least eight or more contacts. So we're getting a differentiation between fast decisions and slower decisions. Right. again, what is it that number two is paying attention to that.

00:13:46:09 - 00:14:14:08
Nancy Zare
Number eight, you know, is not and vice versa. So number two, they're looking at speed efficiency results. Get it done. Do it now. Action off my plate. Very different mindset than on number eight. Who is thinking I need more information I have questions I need scientific information and data and and touch touchpoints. You know you know I need that that statistics before I can and I want to know return on investment.

00:14:14:12 - 00:14:26:17
Nancy Zare
So again very different ways of thinking and proceeding. So in a nutshell and again the four in the six are different as well. That's those are the four styles that I'm referencing.

00:14:26:17 - 00:14:40:07
Mike O'Neill
We are recording this both audio and video for those who are watching you, and watching this on video, they see something they probably don't see right now. Describe what is it that they would be seeing if they can't see it?

00:14:40:09 - 00:14:58:07
Nancy Zare
Well, I'm wearing my blue hat and I, as Mike knows, I wear hats all the time. In fact, if you go look me up on LinkedIn, you'll see me with hats. some people refer to me as the hat lady, and that's just fine. there are four different color hats that I wear based upon the four styles.

00:14:58:09 - 00:15:19:07
Nancy Zare
One I will also share with you. The listener. And I don't often give away this information. I'm five foot one. I love to speak in front of audiences, and when I do, I'd like to actually walk amidst the audience. Well, at five foot one and you're walking, you know, on the floor and they're sitting there not seeing you so well.

00:15:19:07 - 00:15:37:22
Nancy Zare
So I hat especially I boldly colored hat will make you distinctive. And so hence that's the secret of the hats. However, if you ask me professionally, I will tell you it's that entrepreneurs wear many hats in the hat they dislike the most is the marketing and sales space.

00:15:38:02 - 00:15:54:13
Mike O'Neill
And let's go ahead and follow that. What is it about sales and marketing that business leaders, business owners sometimes really struggle with any sense of why that might be the case.

00:15:54:15 - 00:16:22:08
Nancy Zare
It is because we think of sales and marketing as, you know, convincing people to do something against their will. And that's so far from the truth. you know, it isn't about convincing people to buy things and give up their money for whatever service or product we're offering. It's a true a really good salesperson looks at what are your needs, what are you want?

00:16:22:12 - 00:16:44:01
Nancy Zare
What are your your specifications? Does what I offer it any in the this. And if it's not a good fit then can I refer you to someone I know who may be a better? if it is a that, then it's my obligation to let you know how I could, help resolve and bring you the results you're looking for.

00:16:44:03 - 00:17:07:23
Nancy Zare
So, good selling is really about good communication skills, which is what we've been talking about. but you asked why people, you know may be shy away from it. Might. They haven't been trained in it, but. And most of us I have a PhD. I didn't get trained in this either. And lo and behold, when you set up your business, you established your business.

00:17:08:00 - 00:17:30:03
Nancy Zare
You are selling. You are influencing others to take an action. And no one, no one is giving you formalized training around this topic. And so you may try to give it away to someone you know who says they know how to do it. Marketing will help generate visibility and credibility for what you're doing, but they don't make sales.

00:17:30:05 - 00:17:45:08
Nancy Zare
So then you think, okay, I've got to go find someone who does the selling bar. And again, that selling car, it's not about convincing. It's about making sure there's a good match between what the prospect is saying and what it is we offer.

00:17:45:10 - 00:18:09:20
Mike O'Neill
Now you describe kind of a shift in mindset, and that is it's not convincing. It's just seeing is this a a good match? You didn't say it, but the implication is in if it's a good match, great. If it's not, that's okay. you know, I don't want to gloss over this because I think this is so critically important.

00:18:09:20 - 00:18:35:08
Mike O'Neill
And what I think I understood is that your approach, you reduce it to numbers and colors. Is that what you are teaching? Coaching is for people to be able to kind of get a sense of the person who they either are or will be interacting with. Is that it may be one only needs two touches, one might need eight.

00:18:35:10 - 00:19:08:15
Mike O'Neill
It doesn't mean that one is better than the other. It just means that if you're willing, see if I'm hearing this correctly, if you're willing to adapt, that is acknowledge it will take more touches to recognize that when you show a willingness to adapt to how they prefer to be interacted with, I love that. What use the word you know, it comes across as authentic and genuine, not salesy.

00:19:08:17 - 00:19:30:18
Nancy Zare
If I may, Mike, I want to give an example that's unrelated, but maybe the listener can relate to. And that is, you've decided to invite a very special person to your home for a home cooked meal, and you think about what it is that you love and that you prepare and is your favorite dish. And you go ahead and you you serve it up.

00:19:30:20 - 00:19:53:07
Nancy Zare
If you have not asked the other person if they have food allergies, if they're on a limited or restricted diet, if there are other, issues around their intake of food, you may be serving them the wrong meal. And again, because in your heart you care and want to obviously, you want to be the best host or hostess you can.

00:19:53:09 - 00:20:28:08
Nancy Zare
You want to prepare a great meal, one that they go home saying, wow, this was a super, you know, exceptional experience. And that's what it's like in communication. as you said, like, if I understand that this number eight buyer, it needs more touch points. They need more information. They need research, they need whitepapers, they need websites. If I understand that and I provide it lovingly, you know, with my whole heart we have connected a scent and they feel like I prepared the best meal I could.

00:20:28:10 - 00:20:42:21
Nancy Zare
If I know that the number two buyer wants it done quickly and I immediately say, here's what we can do, here's what it's going to cost. We can start today. It's like, oh, now you are again preparing the best meal I could sample.

00:20:43:00 - 00:21:19:19
Mike O'Neill
Nancy, we met several years ago, I believe. I remember the setting, but it was a setting by which people came together to get to know each other better. And I've kind of tracked you over these years. Let's put your entrepreneur hat on. And for those who are not watching, Nancy did just that. as a business owner, have you found that what you do and how you do it needed to change because of market place changes?

00:21:19:21 - 00:21:41:09
Nancy Zare
Absolutely. And you even said earlier when we were talking about the fact, yep, we've known each other for a certain length of time that both the best of the board and like you, Mike, I too have been enjoying and watching you about listening to your podcasts. You have amazing guests, but again, you are an exceptional communicator and listener.

00:21:41:09 - 00:22:07:02
Nancy Zare
I know that you are here because of the fact you enjoy the fact that Mike draws out from his guests information and, points of view that you would not get normally because of his skill as a good interviewer. so yes, my business. That's what I started off mike thinking, that I would teach, and that comes from the fact that I am a professor.

00:22:07:08 - 00:22:33:11
Nancy Zare
I retired young from, being a professor at Springfield College in Springfield, mass. and I thought, you know, that's what I know. I teach, I teach adults, and and I actually did teach adults. we had a program for working adults to get an accelerated bachelor's and master's degree. so I enjoyed working with adults. And it turns out, Mike, again, number two via comes to mind.

00:22:33:13 - 00:22:56:12
Nancy Zare
They actually don't want to learn. They want you to do it for that. And so I began to do it for them, which is how it's a LinkedIn whisper. And the sales whisper have kind of come into fruition. That was not my intention when I first started, but now I understand the value of being able to, respond to my clients and give them what they need.

00:22:56:14 - 00:23:25:18
Nancy Zare
And one of the areas that has particularly evolved is helping to identify the ideal buyer persona. Again, in working with my clients and working with my referral partners, this is an area that for many people is problematic. They don't know how to niche, they heard that the riches are in the niches or the nation is. If you're from a, you know how you pronounce it, but they don't know who that is for them.

00:23:25:23 - 00:24:00:14
Nancy Zare
They're very vague where they think demographically, well, it's a certain age and a certain gender and a certain whatever. I am a psychologist, and I think in terms of the psychographics, what is that person like psychologically? And again, I tried to differentiate between the number two by the number eight by their very different people. and hence we need to niche or find that ideal, first buyer persona by understanding who we work with best and who is the best suited for what we do.

00:24:00:16 - 00:24:33:13
Mike O'Neill
That's phenomenal. explanation. No. Your business evolved, and, by business evolved. when I started the podcast, it was an outgrowth of a webinar series. We were actually doing a live webinar series every week on Thursdays morning at 10:00. And it was fascinating because you assemble a panelist and you'd have this lively conversation. They lasted about an hour, but everything was dependent on the technology working for all involved.

00:24:33:15 - 00:25:06:01
Mike O'Neill
The thing I love about the podcast is one. We do it on a timetable that's best for the guest and what I'm learning in the process, and I really appreciate your earlier comments, is the nature of my work continues to evolved? Yes, I do consult, particularly on the HR side, the people side of growing businesses. Yes, we do deliver training, yes, we do compensation analysis.

00:25:06:01 - 00:25:32:19
Mike O'Neill
But the thing that I'm being asked more and more for is the coaching piece. And I really appreciate your comment because I view this as an opportunity for me if I do my job right as a podcast host, is I want to feature you. I want the listener to learn about you. I want them to be able to hear what is needed to be heard.

00:25:32:21 - 00:25:52:07
Mike O'Neill
And the only thing I know to do is to ask insightful questions where that comes out. And I hope what I'm saying is making sense, but I really appreciate your compliment. But what I would say is this somewhat is an opportunity for me to model my coaching style, and that is it's about the client.

00:25:52:09 - 00:26:17:05
Nancy Zare
And I would agree that for me, it's this podcast. It's not so much about me, although I appreciate that you're taking the time to highlight what I do, etc., but it's really about the audience. It's about you, the listener tuning in because Mike, in his full heart, is trying to give you information and encouragement and a mindset that will, you know, position you for success.

00:26:17:07 - 00:26:34:05
Nancy Zare
And he is inviting people in because they have little pieces of the puzzle that can add to your capability and your confidence. And and hence both of us are here for you. Good listener. This is this is why we're doing what we're doing.

00:26:34:07 - 00:26:57:23
Mike O'Neill
What are they to now? I'll get off this, but one thing I've found is, people kind of go, why do you do the podcast? One, it brings me in contact with fascinating people like doctors. They're two. I learn from each and every, guest. But three, I love the challenge of trying to anticipate. What is the listener most interested in.

00:26:58:00 - 00:27:21:08
Mike O'Neill
And what I'm finding is how we've been doing this for a while. We've had listeners download in over 50 countries, which is remarkable. But what I love is the feedback from listeners. And so I want to stick this plug in. I haven't never done this before. If you're listening, and there are the types of things that you would like to see come out in these episodes, please let me know.

00:27:21:10 - 00:27:50:08
Mike O'Neill
We'll make sure we'll try to make that happen. You know, Nancy, you know this questions coming. It's only the the only pre-planned question we have. But you know, doing this for a good while, you have a knack as a psychologist to understand things at a level that a lot of people might not be able to, but just sharing that understanding, which you might share an example where either you or perhaps a client got stuck and what did it take to get unstuck?

00:27:50:10 - 00:28:20:01
Nancy Zare
So I'm thinking of the several clients and I'm going to combine it into one story. and this, this client, met a person in person, a networking event. They hit it off, had a wonderful conversation. they followed it up with, you know, that week or the next week with that phone call and and so forth. And it was clear that the prospect was quite interested in her services, so much so that he asked for a proposal.

00:28:20:03 - 00:28:47:23
Nancy Zare
And off that went. And then when she followed up, there was no conversation. There was no return. That was the messaging. Everything died. It went crickets. And as you can imagine, that was extremely discouraging talk. like what happened? You know, we had this great relationship and now with silence, well, we looked up the personality style of the process and the personality style was I'm going to use the word number four buyer.

00:28:48:00 - 00:29:13:16
Nancy Zare
I haven't talked to that the number four during this broadcast. But the number four, somebody who's very heart center, very personal, cares about clauses really focused on relationships. And they had a great relationship when they met in person and when they had their follow up conversations. But the proposal she sent was very six. Number said is the number six style is very formal, very legal.

00:29:13:16 - 00:29:39:19
Nancy Zare
She's very much a process, very much a system. So now think about it. Listener, here is somebody who is with their heart connect down and then gets this legal contract that feels cold and, you know, very stilted. You didn't respond. So when I pointed that out to her, she needed to change her copper letter to explain, look, this is a, you know, template I'm sending you.

00:29:39:19 - 00:29:59:18
Nancy Zare
It doesn't reflect our relationship. She needed to do something like that, Mike. Or in this case, because it was too late to send a cover letter. She needed to contact him and let him know about the error, the mistake that she had made. And by doing that, it restored the relationship which a later allowed them to do work together.

00:29:59:20 - 00:30:25:05
Nancy Zare
So knowing someone style is so fundamental, and if you are stuck with a person and it could be, you know, it could be your family member or it could be, again, an employee or someone, a vendor that a supplier. Take a look at the personality styles and what you style, conveying and what's the style of the other person.

00:30:25:07 - 00:30:42:15
Nancy Zare
There's a good chance that they're somehow in conflict. And if you simply shift your language, you will find that it's like stepping in front of the photoelectric cell in a store. The door magically opens and you can walk in.

00:30:42:17 - 00:30:54:17
Mike O'Neill
That's a fantastic illustration. Thank you. Nancy, as you reflect on this conversation, what do you want our listeners to have as takeaways? Please?

00:30:54:19 - 00:31:20:24
Nancy Zare
Well, be a good listener. be a good communicator, and to be a good communicator requires listening. and Mike is a great example of a good listener. So, you know, listen and watch and emulate is this fellow has it nailed down. and so if you want to be a good communicator and who does when you think about, you know, we learn to talk and we, you know, vocalize all sorts of sounds.

00:31:20:24 - 00:31:41:23
Nancy Zare
And eventually we figure out that these sounds equal words. And then we put them together in a sentence. But communication is far more than that. It's about really connecting with the other person in in a way that's genuine and authentic. And the way you do that is to, you know, again, suspend who you are and be present for the other person.

00:31:42:01 - 00:31:46:12
Nancy Zare
Serve them the best home cooked meal you can.

00:31:46:14 - 00:32:10:24
Mike O'Neill
I love that recap. Nancy, before we wrap up, I like to invite our listeners to reflect on a question that affects all leaders, and that is, have you ever wondered why people choose to follow your lead? Is it out of mere obligation, or do they genuinely believe in your vision? It's true leadership thrives on clarity and confidence.

00:32:11:01 - 00:32:37:13
Mike O'Neill
It's not just about command, it's about cultivating practical solutions that drive real bottom line results. I invite you to visit Bench builders.com for a personalized leadership strategies that leverage the fortune 500 insights I was able to gain when I was in the corporate role. We're here to elevate your leadership potential and help you make substantial progress towards your goals.

00:32:37:15 - 00:33:04:00
Mike O'Neill
So I invite you to lead in a manner that inspires people to follow because they're drawn to your vision, not merely because they really have to do so. So I encourage you to think about how you can lead with clarity and confidence. Attracting followers not out of obligations, but inspiration. Nancy, your insights again have been invaluable. Thank you for joining us.

00:33:04:02 - 00:33:15:21
Nancy Zare
Well, it's been pleasure. thank you so much. And to the listener, take heed this this fellow knows what he's talking about. He's going to be there for you in a way that you can only just begin to imagine.

00:33:15:23 - 00:33:25:07
Mike O'Neill
Oh, man, you're so kind. Now for folks who want to reach out and engage with you further with questions or whatever, what's the best way for them to reach out to you?

00:33:25:09 - 00:33:44:24
Nancy Zare
It's easy to find me on LinkedIn, Nancy there. As long as you spelled my last name correctly. It rhymes with care. Starts with the last letter of the alphabet to C, A, R, E, or Z. If you're from, you know, the UK or Canada. or of course, they can also go to my website which is Nancy's air.com.

00:33:45:01 - 00:33:46:24
Mike O'Neill
Excellent. Thank you Nancy.

00:33:47:01 - 00:33:48:12
Nancy Zare
To your sales success.

00:33:48:14 - 00:33:59:02
Mike O'Neill
I also want to thank our subscribers for tuning in, and I hope today's discussion provides you with some insights to help you get unstuck and on target.

00:34:00:18 - 00:34:04:18
Mike O'Neill
Thank you for joining us for this episode of Get Unstuck and on Target.

00:34:04:20 - 00:34:25:08
Mike O'Neill
I hope you gain insights to help you lead with competence and drive your organization forward. Remember it, Bench builders. We're committed to your success, your leadership excellence, and your strategic growth. If you've enjoyed our conversation today, please leave a review rate and subscribe to keep up with our latest episode.

00:34:25:17 - 00:34:29:17
Mike O'Neill
This show really grows when listeners like you share it with others.

00:34:29:16 - 00:34:33:04
Mike O'Neill
Who do you know? Who needs to hear what we talked about today?

00:34:33:13 - 00:34:40:18
Mike O'Neill
Until next time, I encourage you to stay. Focus on the target and continue to break new ground on your leadership path.