624: How to Scale the Relationship Building Process w/ Mike Luzio

ABOUT THIS EPISODE

In this episode we talk to Mike Luzio, Co-founder and Managing Director of The LVE Group.

LinkedIn: https://www.linkedin.com/in/mikeluzio/

There's a ton of noise out there. So how do you get decision makers to pay attention to your brand? Start a podcast and invite your ideal clients to be guests on your show. Learn more at sweet fish Mediacom. You're listening to the B tob growth show, a podcast dedicated to helping betb executives achieve explosive growth. Whether you're looking for techniques and strategies or tools and resources, you've come to the right place. I'm James Carberry and I'm Jonathan Green. Let's get into the show. Welcome back to the BEDB growth show. We are here today with Mike Lucy o. He is a CO founder and managing director of the LV group. Mike, how you doing today? I'm doing great, man. Good to talk to you, James. I'm excited to chat with you, Mike. So I will get to this later in the interview, but I actually first saw you on, I think it was a daily V episode from Gary Vander Check. I didn't realize that we were in the middle of our first conversation a few weeks ago when our well, I was like, your story sounds familiar. I think I've actually seen you at a in a daily V episode. Will get to that later in the story. But, Mike, I want listeners to understand a little bit of contacts, a little bit of what you're doing now and what you did leading up to the LV group. So could you explain now what is the LV group all about and then tell us have a brief glimpse of of of your prior life before starting this company? Yeah, so, so the LV group, LV standing for Lucy overs everybody group. I started this about a year a little a year ago. You know, the goal was too full, right, it was. I wanted a business component side to it and I wanted a social media components side to it. Right, I always knew that I could build a consulting firm after coming out of my other business, which was industry retail group. was going to be very easy for me because the connections in the relationships that I made at sea levels with a ton of different companies, I knew I could go in and build a consulting group that goes...

...in and help some of those business with things that they're doing and what have you. Really easy for me. But that they I did a little bit different this time and we talked about that and how Gary Vander truck influence that a little bit. Was I decided use my big personality and build a social media following, because I could build that consulting brand on my own and do that for the rest of my life, because the exit I have for my business was was very, very good. I didn't really have to work again. But I said, you know what, let me do it a little differently, let me use my my kind of big character, my big personality, if you will, and try to build a social media following and, in essence, put the darn lve group on steroids and and you know, we're having some great success. We invest in businesses. I'm always looking too, in Astin and small midsized businesses. I'm looking at, you know, how to take a business that's doing maybe a million revenue and saying hey, let's take you to fifty million and rabbit work, or business who's doing fifty million and saying, Hey, I'm looking to make an exit from this business and I need help to understand and how to do that. All things that I'm very, very good at and I've done I love it. And so so with this interview Mike, we're going to be focusing on the two parts of the story. One, you know, I love, and of how you built your first business. I don't know if it was your first business, but the last business that you exited, you really built it on the back of relationships and, and I'm also very passionate about relationships and kind of intentionally creating very strategic relationships, nurturing those relationships to build that last business on the back of that. And then we're going to transition and talk about how those relationships combine now with the social stuff that you guys are doing is allowing you to grow the LV group. So so let's go back to your your last business. Talk to us a little bit about how you went about creating relationships with all of these senior level, sea level decision makers at these different massive companies that you now have relationships today, but walk us back when you...

...didn't. How did you go about creating those relationships? Yeah, so the definitely the first business that I had was my only business. Is Right. I kind of fell into being an entrepreneur. I never had these grandiose ideas of being an entrepreneur, but I fell into this. Somebody came to me with that idea. I was at a run in my job. I was doing very well in my job, but I made the decision. It said, the hell with it, I'm twenty seven years old, I'm going to take a shot, right and and we did, and we started. This is my last business, Irg and, and it was built on relationships. You know, people talk about marketing and how did you market yourself? Listen, I didn't have the money, right, I wasn't born with a silver spoon. I didn't come from money. I got a great family. My file was a law enforcement and my mother was a teacher. But this was how am I going to build this thing, because I don't have capital right to go out there and do traditional marketing. So you know what we really did? It was it was built on the cornerstone of relationships, going out cultivating relationships and then using those relationships to form others. I met a guy a long time ago, was a very, very I won't say his name, but he's a real powerful guy, and I said, how do you know so many people? And he said to me, I make it my business to know everybody. And that was in like two thousand and six and I said to myself at that point, if I am going to be successful, I got to make it my business to know everyone. Traditional Marketing for me was, you know, we put out PR press releases through companies like Pr News. Why our PR Web? Right, because it was cheap, it was easy. But what I would do I was always a big believer in, you know, I got to spend money to make money. I would do networking events, my own events. Maybe that was running out a sweet at giant stadium. Then once I started getting things going and I had some really strong customers, and I'd take bring my customers to the giant stadium, spend the twenty grand on the suite and I bring prospects there because my best marketers by far where my customers. Right. Look, I could sit in a room all day and I could sell anybody and I was a pretty good sales guy. But at the end of the day, when I had a SEACA level or sea sweet sitting in a giant stadium with me talking to...

...a prospect saying how good these guys are, and everything that Mike and his team say happens, dude, there's nothing more important and I think, I think what I did a very good job of in my team did a good job of as we never burned any bridges right. I you know, if we screwed up as an organization, which we did, like everybody does. You know, I got on the phone I said we screwed up and we fixed it right, and that was able to give me a strong foundation in these relationships. When I spoke abruckers two months ago, as I stop and I said, listen, the key to growing a successful business is all about cultivating and and relationships. It's all about no, I love that. I'm doing something very similar right now, not at a place where I can, you know, rent a suite with you know, with a giant stadium or anything like that, but just do doing dinners and and creating, you know, things that don't necessarily even cost Twentyzero, but maybe cost, you know, five hundred bucks to have a handful of folks come around dinner and and just talk shop and and have a great conversation while we're stuffing our faces. I'm really excit've actually got one tonight that I'm going to that I've that I've organized with the cohost. So I love the idea of like building a firm foundation on the back of relationships. I just read a book. We just had them on the podcast recently. His names Jason Gaynard and he wrote a book called mastermind dinners talks about kind of the logistics of how to put these type of experiences together. But it sounds like you nailed at Mike. I want to now transition into and if that was how you built your last business. I want to talk about the transition here of you meeting Gary v and then how that kind of interaction has led to what you guys are now doing with the OV group, obviously still capitalizing on the relationships you have, but also incorporating the brand building. Can you tell us about that? Sure so.

You know, one of my big taglines that I use with everybody's take every meeting. Right and after I sold the business, it became, you know, obviously financially wealthy. It was a situation where I had a lot of different, would call high net worth financial planners were calling me. All I want to take care of it the day I want little all, you're the great other you all would her. It's funny when you sell your business how that happens in entrepreneurs out there who do that know this. And I got a call from a guy and someone said meet this guy and I said great. So I said come, come to meeting right, come to a dinner, like, let's go meet over dinner and let's listen to what you have to say. Take every meeting. I was I'm comfortable with where I'm at with my financial player, but this guy may come up with something. So this guy says to me in a meeting after talking, because he looks me and he goes, my God, you got a lot of energy. Your stories incredible. And he goes, do you know a guy named Gary Vyner Chuck? And full disclosure to your audience, who was a lot of guys would love vanter chuck, like, I have no clue who gary is. And that wasn't not slap in the face. I just I didn't know who he was. He goes you remind me of right, and I said great, he said, and I know the guy a little bit, the mutual connection or whatever, and I said great. So I go home, I check out his content. I'm like wow, this guy's pretty crazy. Reminds me of me. Write his story similar with the Wine Library. The only difference is he u used social media and he goes, look, I said to the guy, Hey, if I send an emailt of Aner Chuck and puts your name in the subject line. So at least look at it. You think he'll take it? I said the note to Banner Chuck, I put his in the subject line and I just said Hey, listen, I think we're very similar, cut from the same cloth. I don't know what I want to do the rest of my life and I'd love to meet you. We goes by, I get a call from his is assistant and is this hit? His assistant says, MEC Gary, was to talk to you for five minutes. We get on a phone call in two minutes and he goes I got to meet you right. So we go out and grab it inner and then he brings me in. We meet his team and he goes, listen, if you're going to do something on your own, you got to use social media. You know, whether it's podcast, you got to do something that's repeatable, something that's evergreen. put it out on social media. And I said what's that? He goes, he goes, Mike, if you read the cover, the the front page of the Wall Street Journal, the way you do it, because I probably watch it, because...

...you're out of your mind right and it's whole team kind of was like we agree. So we were like, all right, we know nothing about social media. You know, Chris, my business partner at the time, I know nothing about it and I said, all right, you know, outside of jumping on facebook and look at a pictures of people that you know holly turned out or what they look like now, you know, I said, all right, let's give it a shot, and here we are. I listened to batter chuck and here we are. You know, a little over a year later, we've got a heck of a following on instagram. We created this what I called fifty two American success stories. We did it on facebook. We've got thousands of likes, we've got three million impressions. And you know what, we went out and and and and build a social media brand. And the point of that brand was get eyes on me, get eyes on the brand, build the brand, build a second company, and it's working and I'm having a great time doing it and I owe that all the Gary being. I love it. And so so mike in Talking about kind of the you know, the to the naysayers, to the person that is saying and I just don't know that social is is going to bring, you know, the type of deals. To me, I'd rather be doing the relationship stuff that Mike was talking about earlier. You know, it makes much more sense for me to go out and try to get a dinner together or an event together where I can have fifteen of the perfect people. You know, come in from a from a business development standpoint. Can you speak to that person who might be, you know, a bit of a social media and they sayer and speak to the some of the some of the core benefits that you've seen with social and how that supplements of Your Passion for Relationships? Yeah, I mean I think you should. It's everything. It's both right. I mean, look, I probably was a social media and NASA are and look, putting myself on camera and getting out there and doing all the things I were doing. That was that was stepping out of my comfort so building my first business, Irg and, when I was twenty seven, was stepping outside of my comfort. So home, I didn't come out of the womb thinking I was going to be an entrepreneur. When I was twenty one years old, there was no thought that I was going to run my own business. Right. So when I went twenty seven, I stepped out.

This was me stepping out again. I absolutely to your point earlier. Listen, dinners or everything, man, I made all of my money's on dinners right, going out, having a nice bottle of wine, getting to know the person, building that core foundation of a real relationship. I mean I can say those relationships that I've built with those suits at all those companies are real. Those are real friendships right. But the social media aspect was hey, if you're not, and this is what I preached to the choir now, if you're, start and I get traditionals, I get the guy or Gal who's fifty plus years old, and it's like man, I don't know, but man, listen, social media is real. It works. I'm seeing it firsthand. I was on the cover of New Jersey business magazine in in November as the face of this at this campaign they then, and it's called the big shot campaign, and Lee tell you, how did they get to me? How did their advertisement? They got to meet through social they looked at social and said this kids from New Jersey, he's kind of out of his mind. He's kind of had some success. We want to rebrand ourselves a little bit, go to a little younger audience. They found me on social and they put me on the cover of the MAG you know, the stuff that comes to me via Linkedin, via Instagram, via facebook, is off the charts. And what I also do once I sold the business, I didn't want to die. I wanted to remain relevant and I said, you know what, put myself out there. Now I get all these C suites who used to who know me, called me go and Du it. I'm loving what you're doing man and and quite frankly, that's all an angle to stay relevant on social so that they're like, Lucy is not dead at dudes out there, he's changing lives, he's doing cool stuff and it's great and it's when it's totally working with quest I love kind of the the firsthand stories there of that it is bringing opportunities to you, because I'm experiencing the exact same thing. Mike His Passion and and I as I am about relationships. What I found with social, particular with Linkedin, recently, probably in the last six months, of really been diving into that platform and it's allowed me to scale relationships and and and engage with other people's content that...

I otherwise. You know, I've most of these people have never even met in person, but it feels like I have a genuine relationship with them because we engage with each other this content so much on the platform and we're sending messages back and forth, we're collaborating with each other, we're jumping on the phone and doing calls about things. I've gotten some of the best advice I've ever gotten in my business because of relationships that started on Linkedin and it blossomed into real friendships, even if we're not in the same city and we haven't met in real life. And so I just think the ability to scale relationships with social is so powerful and I want anybody listening to this if they're not taking social seriously already, which I think a lot of the people listening to this are. Yeah, absolutely need to Mike. I love your story. I Love I love how you've leveraged both relationships and the new dynamic of social if somebody wants to stay connected with you, they want to learn more about the LV group and they're just want to stay connected with with all the stuff you're doing, what's the best way for them to go about doing that? Yeah, I mean connect with me on Linkedin, Mike Luzio right. Check US out on instagram. Follow us on Instagram at Michael Lousy. Oh, you know facebook. We've got a platform called losey O verse. Everybody listen the come one, come all. I mean Linkedin is great for me because, you know, to your point, it's unbelievable the power of things like linkedin and what it what it's doing. Stay connected. I want to reach out to people. My goal here is is, yeah, I'm building a business, but look, I want to inspire people. When I die, I want people to look at me and say not, here lies a man who took fifteenzero dollars and turn it into fifty plus minute. Here lies a guy who really inspired the world. I want to forget about what I did in the past and I want to do something great in the future and I think we're building that here and I appreciate the opportunity to come on with you, James. I really do. Well, thank you so much, Mike again. This is this has been fantastic, so I really appreciate your time. Thanks, Fan, take care of talk to you so to ensure that...

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