How Successful Entrepreneurs Turn Relationships Into Revenue

Is it okay to make money from your friends, network, and the rooms you invest to be in? Chris and I have some strong opinions on this one. In this episode, we break down how the right relationships can lead to more clients, referrals, collaborations, and opportunities without making people feel like you're only there to sell them. We share real examples of entrepreneurs who have turned relationships into massive business opportunities, including one introduction that led to a $20K/month client, plus the networking behaviors that will get you avoided or even uninvited from the room. If you want to build a powerful network that creates opportunities for everyone in it, this episode will show you how to become the person people WANT to hire, recommend, and introduce. Check out our Sponsors: Shopify - Try the ecommerce platform I trust for Glōci. Sign up for your $1/month trial period at http://Shopify.com/happy. Monarch Money - Get your first year of Monarch Core for half off at http://Monarch.com with code EYH. Northwest Registered Agent - Visit http://northwestregisteredagent.com/EarnFree and start using free resources to build something amazing. Fabric - Join the thousands of parents who trust Fabric to help protect their family. Apply today in just minutes at http://meetfabric.com/earn. Indeed - Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Momentous - If you want to try Momentous Signature Spec Creatine, head to http://livemomentous.com and use code EARN for up to 35% off your entire first order. Brevo - Meet Brevo…the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today—or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy HIGHLIGHTS How to turn your network into clients, referrals, and new opportunities without feeling transactional. The networking mistake that can get you avoided or even uninvited from high-level rooms. How one introduction turned into a $20K/month client. The difference between creating demand for what you do and chasing people for business. How to become the person your friends actually WANT to recommend. The relationship-building strategy that creates opportunities long after an event ends. How to stop keeping score and build relationships that pay off for everyone. Chris' "equal energy exchange" rule for building profitable relationships that last. What to do when you enter a mastermind, event, or high-level room so opportunities naturally come to you. Why giving more than you expect to receive can become one of your biggest business advantages. RESOURCES Want to join Chris and a small group of high-performing entrepreneurs, founders, and executives for his upcoming Southern California experience? DM Chris on Instagram: @chriswharder Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow Chris: @chriswharder Follow glōci: @getgloci

• 0:01Speaker 00

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• 1:27Speaker 00

  This episode is brought to you by Shopify. Ready to launch your business before Black Friday? Go to Shopify.com forward slash happy to start your free trial. Monarch Money, Monarch breaks the debt cycle, turning that endless gloom into a plan with an end date. Use code E Y H at monarch.com to get your first year of Monarch Core half off at just $50. Northwest Registered Agent, Northwest gives you access to thousands of free guides, tools, and attorney drafted documents to help you run your business with confidence. Visit northwestregisteredagent.com forward slash earn free and start using free resources to build something amazing. Indeed, spend less time searching and more time actually interviewing candidates who check all your boxes.

• 2:10Speaker 00

  They're giving Earn Your Happy a $75 sponsored job credit. Go to indeed.com/podcast right now and support our show by saying you heard about Indeed on this podcast. Life at the Speed of Play, Mark is offering our listeners two books for the price of one. Go to getmarksbook.com/earn. Sequencing, sequencing.com is offering our listeners up to 10% off your full genome test plus free shipping. Go to sequencing.com and use promo code earn for 10% off. I absolutely believe that friends want to recommend friends. And so when I have a friend who does something that I can't do,

• 2:54Speaker 00

  or even if they do something that I do, but do it in a little bit different way, or say it differently, or can can reach someone in a way that I can't, I'm going to recommend them first over everybody else. I believe that is why you have close friends that you appreciate who do really cool things is because it should be this whole referral network.

• 3:14Speaker 01

  And it becomes this self fulfilling circle of everybody winning.

• 3:17Speaker 00

  Everybody eats.

• 3:18Speaker 01

  Everybody eats, and that's the way it should be.

• 3:26Speaker 01

  And we're back.

• 3:27Speaker 00

  With another episode of He Said She Said.

• 3:29Speaker 01

  All right, so this, what do you call it? Episode might be a little bit controversial today, but I'm kind of excited to get your opinion weigh in on it.

• 3:37Speaker 00

  Like controversy.

• 3:38Speaker 01

  Oh, I actually love it. You guys, that's a weird thing.

• 3:39Speaker 00

  I don't.

• 3:40Speaker 01

  Lori hates any kind of confrontation.

• 3:44Speaker 00

  I can handle it now, but I hate it.

• 3:46Speaker 01

  And I thrive off of it. And I'm not saying it's a good thing. It's not a good thing whatsoever.

• 3:50Speaker 00

  I mean, it's actually helped me in so many ways that you do, but also I've been a part of, you know, moments where you like controversy and I hate it and I'm trying to pull you away from it.

• 4:01Speaker 01

  Well, and that's why we're good together is we end up in the middle, right? I give you a little tougher skin and I think you're able to face things a little bit better. And then you pull me away from burning down everything.

• 4:12Speaker 00

  Yep.

• 4:13Speaker 01

  And we pull each other in. And anyhow, that's not what today's topic is about, but it's a good one. We can go into that one on the He Said She Said. But the controversial topic today is this, you ready? I know people have opinions on this. Is it okay to profit off of your network and your friends and like the programs that you join? Is it okay to join a mastermind and profit off of it? Is it okay to, I don't know, come on one of our trips that we put on and profit off of it? Is it okay to, you know, not only be friends with people, but then also profit off of it? What do you think?

• 4:45Speaker 00

  I have so many opinions on this because everything is contextual in my opinion, but the answer mostly is yes. Because here's the thing, I'm going to summarize this like in a short way, then we're going to go into it more. But I absolutely believe that friends want to recommend friends. And so when I have a friend who does something that I can't do, or even if they do something that I do, but do it in a little bit different way, or say it differently, or can can reach someone in a way that I can't, I'm going to recommend them first over everybody else. If I have a friend with a car business, with a clothing business, with a travel business, like I am going to recommend them first. So I believe that that is why you network.

• 5:30Speaker 00

  I believe that is why you have close friends that you appreciate who do really cool things is because it's just, it should be this whole referral network and that you stay a stand up person enough in your life and in your business that your friends want to recommend you. They feel safe with it, not only safe with it, but they actually feel like a hero for recommending you to somebody else. Like it's a huge, you know, with us, like massive social credit essentially. When we can recommend one of our friends who totally changes somebody's life and business and brings them money.

• 6:08Speaker 01

  Well, so I think you nailed it. Now here's my kind of my take on it. As long as somebody's service or business is fucking spectacular.

• 6:16Speaker 00

  Yep.

• 6:17Speaker 01

  As long as it's really good, then you should be recommending them. They are your friend, they are your acquaintance, you have experience with them. Why would you ever be like, ah, no, go out there and search the internet and find a stranger? When you actually have the answer to who's the best person for your botox, who's the best person for your taxes? Who's the best? I just made a big recommendation to our accounting firm. Now we get nothing for doing that, but I have worked with Dan and his team for 15 years and I love them. And I send as many people I can there. And Dan and I just had a quarterly call and he's like, hey, man, thanks for sending these people over. Like this is really amazing. You don't have to do this. I'm like, yes, I do because you are the one I trust. What am I supposed to tell these people? Eh, go out there and just find somebody, you know, go read reviews?

• 6:58Speaker 01

  No, when you know somebody and they've worked hard to be in your network and they've proven that they do a good job, then you should be their biggest advocate for two reasons. Number one, that's what you do when you're a friend or when you're a friendly acquaintance. You just advocate for people. The world's a better place when you do. Number two, you want to give recommendations and play the hero from a place of knowing that someone's work is good. So let me give a few case studies here, like to prove this is how it's supposed to work. The first one I'm going to give is my, you know, physical therapist and all around, you know, body genius, let's call him Matt Zannis. Now Matt's been a friend for a long time.

• 7:38Speaker 01

  He helped me with my PT and then he also worked his way into some of our weekend VIP masterminds. He invested in them to be there with the other 10 people. And that's where we remodeled part of his business for when he retires from the Olympics coming up in 2028. It's where we remodeled it to this really high end concierge program. Now this program's amazing. Like he will change your body and your health and monitor it like nobody else. But it's expensive, not expensive, it's high end. That's a better word for it. It's several, several, several thousand dollars a month. So we're in this VIP weekend and he's like, you really think people would pay this much money for this kind of concierge care?

• 8:22Speaker 01

  And we're like, absolutely. And somebody who was there at the event said, yeah, I would pay for it. And then became a customer just a couple of weeks later at several thousand dollars a month. And that was the proof that wait, there's a program here. So he went on to max out the number of clients he can take because first he learned about it in the network. He had worked with me for a long time, so I knew that he was the best of the best out there. And then when opportunity met that preparation of, do you really think this is a program? Somebody, somebody sitting there in the program said, yes, and I would buy it right now. And they did.

• 8:58Speaker 00

  Okay, so let's break this down because there is a way that he approached it that was acceptable, wonderful, amazing. And then there's a way that people approach this in a very predatory way that are going to burn bridges. And so let's say that Matt had an experience where he was going into the mastermind day essentially just to find clients. That's all that he was doing. It was not to learn, it was not to network. It was like, of course, it's great if you are good enough that you show up and you can find clients. But if you're going in specifically to close people and use that day and that experience to then continue and try to get people through the DMs nonstop and push them from a specific, someone else's event and someone else's audience, that's when it gets a little predatory.

• 9:43Speaker 00

  So for an example, like let's pretend, which Matt is not this way at all. He's the most spectacular person.

• 9:47Speaker 01

  Who does he get?

• 9:48Speaker 00

  Let's pretend a version of him came in who.

• 9:52Speaker 01

  Dark Matt.

• 9:53Speaker 00

  A dark Matt who sat at the table and essentially told everyone why they need him. And then kind of cornered them at the event and was like, you really should work with me and here's why. And would pressure them at the event and then pressure them in the DMs. And then all of a sudden Chris and I are like, oh man, this is ruining the experience for our people. This is not good. Then you have a weird conversation and then he actually ruined the experience altogether for everybody. So now it becomes our responsibility to go have a conversation with Matt to say, hey, this isn't appropriate. Which then gets weird, then your name gets around about how you are and how, you know, the person who showed up and then they get a bad rap too. So it's bad, it's a bad look for everybody.

• 10:37Speaker 00

  So I do think like you need to go into these things with 100% value, which is what Matt did. All he did is came in and talk about exactly what he does with the expertise that he does with the energy that he does. And he attracted people to the point where it was like, no, I must work with you. Like the people coming to him saying, I need what you have, which feels very clean. The energy is clean and we're excited about it because Chris and I aren't going to go work with someone for X amount of dollars per month and help them with their health. We don't know how to do that and we love Matt. So it's like, of course, go to Matt. This is what we want. This is why we have these events.

• 11:13Speaker 01

  Let me give another case study as to why it's supposed to work this way. So we had somebody else, this incredibly talented woman come to one of our VIP weekends and.

• 11:24Speaker 01

  It was there as the first time that I really got to truly see her talent and understand truly that she was one of the world's greatest go to market specialists. Like if you're launching a tech company, if you're launching an app, she is a go to market specialist. And because I got to learn and actually feel over the course of those few days, how talented she was, I ended up hiring her for a little bit of consulting for my go to market plan for Frollo. And I was so blown away that then weeks later, I met with a gentleman who was launching an app and he was launching it in a big way. And he had a really big budget. He sold several companies in the past. And I said to him, I said, you know who you need? You need this person who's done a little bit of work for me and

• 12:09Speaker 01

  who's come to our events. She is the greatest go to market specialist you could ever imagine. She was employee number six at Postmates and then Uber Eats and everywhere else, you name it. And she did their go to market plans. And he's like, you have to make this intro. So I made the intro. And she ended up getting a massive $20,000 a month retainer from this gentleman. And they're still like, they're gonna work together forever. Now, here's where it gets full circle really cool. Not only did she help me with my go to market for Frollo, but then she also is doing great work for one of my friends. And he is so happy that he's like, Chris, who else can I introduce you to? How can I pay you back? Like, I got this guy to go hire somebody I knew. And he's so happy with

• 12:54Speaker 01

  it that he's doing favors for me in the area here, introducing me to people that I need. But then it gets even better. So now, because we've all had such a good experience together, she is coming on my trip that's coming up, where we're gonna spend four days, snaking our way up to the southern coast of California, and is reinvesting into another one of our programs. So that money comes full circle. See how it works? Somebody invests in your network, they learn something, you learn something about them, you make some referrals, or you hire them, they make a bunch of money off those referrals, then they can take that money and they can invest it in more of your programs, and it becomes this self fulfilling circle of everybody winning.

• 13:34Speaker 00

  Everybody eats, everybody

• 13:35Speaker 01

  Everybody eats.

• 13:36Speaker 00

  And feeds each other.

• 13:37Speaker 01

  Everybody eats. And that's the way it should be. So I am a huge believer that as long as you operate with integrity and with the right intentions, you should be in a circle where you're profiting from that circle. You should be joining programs where you're finding clients in those programs. You should be exchanging business with each other and with your network. That is the shortcut. And that's especially the shortcut when you have a circle, or when you have a network that is really affluent and really successful, and everybody is doing well, and everybody is looking to do well, and everyone is has that mentality of, I want an equal energy exchange. So what are some do's and don'ts?

• 14:16Speaker 00

  Okay, I want to give you three do's and don'ts. And these are pretty much a perfect summary of how to walk into these things. So number one is to lead with value, not pitching. So do come prepared to contribute, to make introductions, to keep your rolodex open, to share really useful insights whenever somebody, whenever you know that you can contribute to something like speak up, solve a problem, connect someone to somebody that you know without them ever asking for anything. And don't treat the room like a prospect list, though. So if you are going into a room and scanning for who you think is the most wealthy, or most valuable, or most connected person, and

• 14:55Speaker 00

  immediately going up and leading with a pitch whenever you talk to them, that feels so icky on the other side of it. Like, I've had this happen multiple times. And I will tell you that it's, you almost feel used as that person, and it doesn't feel good. And that starts to create this weird energy in the room.

• 15:15Speaker 00

  There was a stretch in my early twenties when I was chipping away at credit card debt. And it honestly felt like it was never going to end. I'd make a payment, I would feel good for a day, and then I'd look at the balance and feel like I did nothing. And what changed everything was finally seeing a finish line. That's why I love Monarch's debt pay down simulator and visualizer. It shows your exact debt free date based on your real balance and payments. And you get to watch that timeline move. Every extra payment, the date gets closer. That kind of visible progress keeps you going. And my favorite part is playing out your options. You can run

• 15:56Speaker 00

  different payment scenarios side by side and instantly see which one gets you debt free the fastest. You're in control of the plan. Monarch takes that heavy endless feeling and turns it into a plan with an actual end date. And a quick check in on my phone means I always know where my money is. Going from this will never end to a date you can circle on the calendar, that feels like freedom. Write your own money story with Monarch. Use code EYH at monarch.com to get your first year of Monarch Core half off at just $50. That's 50% off your first year at monarch.com with code EYH.

• 16:39Speaker 00

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• 17:56Speaker 00

  When I launched Glossy, my drinkable skincare brand, I was obsessed with the formula. The product was my baby, but the store part felt way more intimidating. And that's a big reason we built on Shopify in the beginning, because you really don't have to be an e-commerce expert to get up and running. And that's a big deal in the beginning of a business. And here's the biggest lesson I learned about the holidays. You do not want to be building your store in the middle of the rush. You want to be set up, you want to be tested and ready before the traffic hits. So two things I love. First, Shopify mobile app. I'm on planes, I'm on stages, I'm here recording with you, and I can still check my inventory, help a customer, see payments right from my phone, which is so

• 18:36Speaker 00

  much fun. And that's the second they check out. So Shopify checkout with Shop Pay converts up to 36% higher than the competition. When you've worked that hard to get someone to your site, that last click matters. So if you've had a business idea sitting in your notes app for way too long, this is your sign. Launch before Black Friday, a time of year when more people are already shopping and ready to buy. If you're ready to launch your business before Black Friday, go to Shopify.com/happy to start your free trial. That's Shopify.com/happy. Go to Shopify.com/happy today to hear your first.

• 19:18Speaker 00

  Okay, so number two is create demand instead of chasing people. So you want to build credibility, curiosity, and you want to lead with generosity. You want to really think the long game. You want to have meaningful conversations. You want to show up with great energy and not have this like anticipation and expectation around what you think you're gonna get out of the room.

• 19:42Speaker 01

  That's good.

• 19:43Speaker 00

  You don't want to corner people. You don't want to monopolize conversations, force pitches, or make people feel like they're being hunted for their network. I have

• 19:53Speaker 01

  I agree.

• 19:53Speaker 00

  100% felt this way.

• 19:55Speaker 01

  And you feel it.

• 19:56Speaker 00

  And it's like, you start to avoid those people.

• 19:58Speaker 01

  I just stopped letting them come to our stuff.

• 20:00Speaker 00

  Yeah, you back away. You literally back away. Or sometimes people have gotten uninvited.

• 20:04Speaker 01

  Yeah, we have, we have uninvited at least 10 people from our stuff over the years, at least 10, if not more.

• 20:10Speaker 00

  And it's because they did not understand what was happening in the room. And we had to paint the picture of how people were feeling. And that's no fun for anybody. Like, that's not fun for us to have to do that. That really, really sucks. So number three, you want to really build relationships. You don't want this to feel transactional. Look, I've been talking a lot about this, where some people are in your life for a transaction. But that is when the transaction is very mutual. You both need each other for something. You're like, hey, we don't need to be friends. This is great. I love what you do. I love what I do. Let's mix this up. I've done pod swaps where I'm like, we will never ever be friends, but this is a topic that I want to talk about. They want to come on a, on a big show. Great. That's wonderful. And so that isn't even,

• 20:51Speaker 00

  that's like very specific transacting. But people feel when it's strictly transactional, and you're like, I just need you for this one thing, or this one person. So do think long term. Follow up. Remember what that person needs, or try to dig deep into what that person needs. Celebrate their wins. Look for ways to create value even when there's nothing immediately in front of you. So something that I do is I try to go scan people's like Instagram to see what they're up to, what they're excited about, what their family's up to. Do they just go on a trip? Did they just have something big? Can I send them a voice note around those things? But the one thing you really don't want to do around this one is don't keep a mental score, because I can feel when people think I owe them back, and that feels like shit. And I will tell you, I've even

• 21:32Speaker 00

  had moments in my life where I was like, okay, I just asked you for something that you said no to. And I have had you in my podcast two times. Like, that is so shitty. But then I'm like, Lori, you did not have them on your show with an expectation of they better return this favor. Maybe it was bad timing. Maybe they don't feel that way about you. Maybe it was like, they fully thought them going on my show was a favor to me already. And you will literally energetically burn down relationships yourself without saying a word if you're holding this feeling of always expecting something from someone, even though they never actually asked anything of you, besides something that they thought you already wanted.

• 22:11Speaker 01

  Here's kind of my best practice to add. So here's my number four. Tilt. So you've got to go into this thing first tilting reciprocity in your favor. That means you're giving way more than you're ever expecting back and you're playing the long game. So what can I do for you? And what can I do for you? And what can I do for you? Who can I connect you to? What can I hire you for? Et cetera. So first go in knowing that you're going for a imbalance on purpose where you're giving more than you're getting at first. But then make sure you're ending in what I call an equal energy exchange. That is the formula right there. Start out giving more than you're ever receiving, but then make sure that over time it ends up in an equal energy exchange. And that is the key to properly profiting off of other people's networks. You know, so listen,

• 22:55Speaker 01

  speaking of, we have one spot left. We could add another person to this amazing trip of tennis entrepreneurs, high performers and executives that are snaking up the southern coast of California. Day one is meet cool people where we're all going to meet and just bond using really cool, fun, chill ways of bonding the group way that we do.

• 23:20Speaker 00

  Great deep conversations.

• 23:21Speaker 01

  Yeah. So day one is meet cool people. Day two, day two is meet a cool founder where we're going to in Beverly Hills, meet a really cool founder and be able to have a neat experience. Day three is do cool things, just straight up having fun. Everybody having fun together and having a good time. When's the last time you did as entrepreneurs? And that's where the real bond is forged. And day four is set cool goals. Now that you have new conversations, new experiences and a new circle of influence, how are you going to up level your goals? Who's going to hold you accountable? Who's going to connect you to the right people? Et cetera. This is going to be the most beautiful, high end, purposeful four days ever with really high performing, cool people. The roster is going to be freaking awesome.

• 24:03Speaker 00

  When I launched Glossy, my drinkable skincare brand, I was obsessed with the formula. The product was my baby, but the store part felt way more intimidating. And that's a big reason we built on Shopify in the beginning, because you really don't have to be an e-commerce expert to get up and running. And that's a big deal in the beginning of a business. And here's the biggest lesson I learned about the holidays. You do not want to be building your store in the middle of the rush. You want to be set up, you want to be tested and ready before the traffic hits. So two things I love. First Shopify mobile app. I'm on planes, I'm on stages, I'm here recording with you and I can still check my inventory, help a customer, see payments right from my phone, which is so much fun. And that's

• 24:45Speaker 00

  the second day checkout. So Shopify checkout with shop pay converts up to 36% higher than the competition. When you've worked that hard to get someone to your site, that last click matters. So if you've had a business idea sitting in your notes app for way too long, this is your sign. Launch before Black Friday, a time of year when more people are already shopping and ready to buy. If you're ready to launch your business before Black Friday, go to Shopify.com/happy to start your free trial. That's Shopify.com/happy. Go to Shopify.com/happy today to hear your first.

• 25:26Speaker 00

  There was a stretch in my early twenties when I was chipping away at credit card debt and it honestly felt like it was never going to end. I'd make a payment, I would feel good for a day and then I'd look at the balance and feel like I did nothing. And what changed everything was finally seeing a finish line. That's why I love Monarch's debt pay down simulator and visualizer. It shows your exact debt free date based on your real balance and payments. And you get to watch that timeline move. Every extra payment, the date gets closer. That kind of visible progress keeps you going. And my favorite part is playing out your options. You can run different payment scenarios side by side and instantly see

• 26:10Speaker 00

  which one gets you debt free the fastest. You're in control of the plan. Monarch takes that heavy endless feeling and turns it into a plan with an actual end date. And a quick check in on my phone means I always know where my money is. Going from this will never end to a date you can circle on the calendar, that feels like freedom. Write your own money story with Monarch. Use code EYH at Monarch.com to get your first year of Monarch Core half off at just $50. That's 50% off your first year at Monarch.com with code EYH.

• 26:50Speaker 00

  Between this podcast and my beauty and wellness brand, some weeks, everything is on fire and I need help yesterday. And if I had to hire a new podcast producer tomorrow, I wouldn't just post must edit audio. I'd want someone who's worked on conversational shows, gets my style, can handle the chaos from one day to the next, trying to fit in four podcast episodes a week, all of the ads that I have to put on the podcast. So this is a job for sponsored jobs. Sponsored jobs boost your posts in search results. So you can reach people with the skills you actually need and you only pay for results. Sponsored jobs posted directly on Indeed are 95% more likely to report a higher than non-sponsored jobs.

• 27:33Speaker 00

  That's huge when you can't afford to wait around for help. Spend less time searching and more time actually interviewing candidates who check all your boxes. Less stress, less time, more results. When you need the right person to cut through the chaos, this is a job for Indeed sponsored jobs. And listeners of the show will get a $75 sponsored job credit to help get your job the premium status it deserves at Indeed.com/podcast. Just go to Indeed.com/podcast right now and support our show by saying you heard about Indeed on this podcast. Indeed.com/podcast. Terms and conditions apply. Need a hiring hero? This is a job for Indeed sponsored jobs.

• 28:13Speaker 01

  So if you guys want to go, it's really easy. There's no fancy sales page. There's nothing like this. Hasn't had to be. Shoot me a text if you got my number or shoot me a DM on Instagram at Chris W. Harder. We'll go back and forth. We can even jump on the phone if you want and see who would be a great fit for like this one last spot that we can fit. So can't wait. I'm going to do a lot of these trips. This is the first one. It's going to be the best one ever. Go ahead and just DM me at Chris W. Harder on Instagram.

• 28:36Speaker 00

  And we will see you next week. Thanks for tuning in.

• 28:39Speaker 01

  Thanks for listening, guys.