How to save time money connecting to successful people and founders

ALL RIGHTS RESERVED. EMMANUEL “MANNY” OMIKUNLE
SPONSOR: FOUNDERS UNDER 40™ GROUP + GREATESTFOUNDERS™
HOW TO SAVE TIME - MONEY CONNECTING WITH QUALITY FOUNDERS & SUCCESSFUL PEOPLE
blog: mblog.bjmannyst.com
POWERED BY : MANNY
TWITTER: @THEBESTMANNYO
WEB: HTTPS://MBLOG.BJMANNYST.COM
SPONSORED BY: BJ MANNYST TEAM + FOUNDERS UNDER 40™ GROUP
( www.FOUNDERSUNDER40.com ]
GreatestFounders.com

Just like a car needs fuel before it moves so to does a business or person need quality
connections to move up in life. I remember a time when as a entry level sales rep I was expected to
sell a certain home security service and the only way to quickly see the quantity of people I needed
was to just get out into the neighborhoods and pound-the-pavement. There was never the idea
whether these people were already qualified or already had a provider. It was simply go for the
random quantity of homes and qualify in the moment.
And the reality for many founders, venture capitalist, wealth managers
and professional service providers was that the same thing applied
when it came to finding quality founders and successful people to
hangout with or sell to.
In today's market that would likely be considered a waste of time and resources. In today's A.I, 5G,
world you are expected to narrow down your target and get to the concentration quickly. For example,
if you wanted Investors you go to Angel Investment Clubs/ join NVCA. If you wanted educated young
adults, you go to colleges and university. If you wanted to be friends with founders and successful
people like Jeff Bezos, you had to be worthy to be in their inner circle. If you wanted beautiful women
for casual encounter, you go were beautiful women gather for such things. If you wanted marriage
material men, you go where responsible men gather.
Going there is one thing, now the key challenge was getting them to pay attention to you or
consider you, or eventually buy what you are selling.
One tip is to know their world and how they think.
From my many years writing, engaging, listening, selling, . . .I know the biggest challenge many
businesses still face is finding the “just right lead”. So my goal here is just to share some insights and
tips for connecting with quality founders, quality successful people, and quality leads.
CONTENT SPONSOR:BJ Mannyst + Founders Under 40™ Group currently serves
founders and b2b around the world with creating / improving their service marketing and helping
them connect with other awesome founders via private founders community.

CONTENT
TOOLS FOR QUALIFY.................................................................................................................................16
SUGGESTED TAKE AWAY...........................................................................................................................20

Q IN = Q OUT

PEOPLE’S STANDARDS & EXPECTATION HAVE CHANGE
There’s usually a number one player in a service space that continues to out performs everyone else.
That number one service provider has used technology or other means to deliver hire quality output /
performance. So to stay competitive learn why the number one keeps attracting and keeping people.
AVERAGE IN AVERAGE OUT
Like Warren Buffett and Bill Gates once said. “It's better to hang out with people better than you. Pick
out associates whose behavior is better than yours and you'll drift in that direction.” If you hangout
with average, you stay average. And if average doesn’t keep improving, they can become very
unattractive in certain context.
NETWORK WITH SUCCESS
Everyone has various definition of success so choose wisely. Justin Beiber, music artist, has success in
terms of money, power, influence, fame however he lives a life of staying-on-guard. In his world
there’s likely more people trying to use him than simply be a good friend. So surround yourself with
drive, potential, character. Successful people are constantly making effort to connect with others.
Warren Buffet has a contest that gives people with lots of money a chance to hangout with him. The
money raised usually goes to charity.
EAT, SLEEP, DRINK, ENTERTAIN NEAR SUCCESS
There are certain behaviors that your quality leads may display like where they eat out, sleep on trips,
they drink after work, and their entertainment spots. I have heard of stories of people not staying at
an hotel but just grab coffee - start networking in the hotel lobby. And because most people are
travelers sometimes they may be open to talk to others but like a safety expert would advice, be very
careful engaging strangers.
THEY GIVE BACK & CONNECT WITH PEERS
There’s just a natural inclination for founders, successful people to give back. The desire to help others
was universal but only if done on their own terms. No one wants to be threatened or guilt into giving.

So get out and volunteer. Look up some awesome non-profits and get involve if you want to meet
some diverse awesome people. And the fact remains this sense of serving and giving is due to making
conscious effort to imitate their heroes. Guys like Bill Gates imitate John D. Rockefeller and Andrew
Carnegie when it comes to philanthropy.
THIS IS WHAT THEY LOOK FOR IN QUALITY PEOPLE
It’s always a great feeling for successful people to be able to identify traits to avoid and traits to adopt.
The following is what they look for:
 Good habits
 Healthy positive mind set
 Trustworthiness
 Encouraging attitude
 Fanatic loyalty in good times & bad times
 Financial stability or financial responsibility
 Good work ethics
 Individual accountability
 Strong willpower and discipline
 Passion and enthusiasm
 Gratitude

Q
A QUALITY LEAD
A quality lead or quality founder or successful person is usually when all the requirements for a sale
are aligned, also known as the ideal client. There’s a need, there’s authority, timing is right, and the
budget is right. So it becomes crucial to fine tune how prospects screen themselves out of your
pipeline or how you direct them to alternatives. The fact is just as you can reject others so to others
can reject you.
GATHER DATA & INFORMATION
You can save yourself time and money by simply doing some basic homework. It’s like if you found one
of your new co-workers attractive are you just going to just ask them out to see a horror movie? You
are likely to ask them directly or indirectly what do they do for fun or do they like watching horror
movies. There are plenty of ways to find out about a business or person so that you can assess if there
would be a fit or not. Location, Industry, buying signals, interest, attitude, views, . . .are some ways to
segment.

THE GATED CONTENT FOR INBOUND MARKETING
Almost every website looking for leads or subscribers uses some form of gated content where site
visitors fill out contact info just to get access to something premium. Well my tip is make sure it’s
content worthy of the hassle plus remember that people can fill out the form with “bull shit” or find
free alternatives. I believe content that helps solves a crucial problem does help but make sure it’s a
problem people still need experts to help them. For example, every nation has different tax codes
every year and usually ordinary people don’t have the patience to keep up with all the changes. Being
the trusted person / institution that helps educate and navigate the system does help them.
QUALITY IN QUALITY OUT
In a world of commodity services and products, the differentiating factor why you will be number one
could simply be the quality of people in your organization. What I sometimes say is, “A quality car,
quality driver, quality routes, quality maintainance will get you to your destination most of the time.
BLOG & DISTRIBUTE LIKE CRAZY?
Well, not like crazy. There are little advance tricks for blogging effectively for a person or business
trying to generate leads. One simple one is you can boost leads through numerous blog post because
search engine like Google crawl and index your sites content which might make Google think your site
is invaluable to people. Another tip, write for a specific target or problem. Another tip, find out your
targets extreme challenges, trends, regulation changes, other and share your insights/ expertise.
However make sure you are confident that you can assist them if they contact you. If you haven’t built
or studied rocket science don’t claim to know how to fix BFR (Big F&^$% Rockets).
Your Individual content post should cover one of these areas and for different targets:
 Interests and Educational (what, why, when, how. . .)
 Objectives (what are they trying to accomplish)
 Sales & Marketing Triggers (why would they need what you’re selling and what will you deliver)

WHEN POSSIBLE USE VISUALS INSTEAD OF TEXT
Visuals are still the fastest way to convey a message without stressing people with the idea of reading
so much text. It just becomes more invaluable in a hectic world. Just make sure to know your audience,
understand perceptions, etc. I recommend you learn or hire a trained graphic designer to help you.
For example, if you want to convey luxury there are certain elements that says that hair stylist is worth
the high price.
TRY VERY HARD NOT TO MAKE IT ALL ABOUT YOU
When you are rich, famous, influential, powerful the request for favors are endless. Stop reaching out
to them as if you’re doing them a favour if they use your service. Simply figure out how to strike a
win-win-win. Figure out how to make their lives better by offering value they desire. People don’t care
what you want till you figure out what they want. People don’t care what you have to say if they don’t
trust you. For example, it’s challenging for a dating app to get people to pay membership if the dating
app doesn’t present the benefits or advantage or value of paid membership. Founders Under 40™
Group’s GreatestFounders.com upgrade members are clearly informed of more
personal-safety-quality experience as well as the occasional match making service.
FOR YOUR DIGIAL USER TOUCHPOINTS
First, it’s important to have some consistency for a brand or offering. A luxury brand screams luxury. A
Joe brand say Joe brand. A cool brand represents cool. A progressive conservative brands keeps to it’s
lane. No brand or organization can make everyone happy so clearly define what you are and what you
are not. Also make sure the words, keywords used will help you not hurt you.
FORM NETWORKS & PARTNERSHIPS
If you’re credible and can add value to a non-competitor, you may be able to drive traffic and leads to
each others sites. For example, a luxury men clothing store can partner with a wealth manager firm to
drive business to each-other by webiners. Or what I’ve seen many founders and businesses do is guest
post on sites like Forbes, TechCrunch, VentureBeat which instantly builds instant creditability if readers
fail to see the guest contributor disclaimer.

EVERYONE NEEDS TO
UNDERSTAND SALES &
MARKETING
If you have built a good team and everyone buys
into the idea that the business success is their
success, then you are destine for greatness.
Everyone needs to grasp sales fundamental and
marketing fundamental so that you can get to
the quality prospects faster. Define sales ready
leads. Is there mutual fit and interest. Are
nurturing methods in place. Also automate
where you could automate.
DON’T MISLEAD PEOPLE
The world of founders, successful people, and
quality people is small. In most cases people talk
among each-other so if you mistreat or harm
others it wouldn’t be long before people
blacklist you. There are people who honestly
work hard for their success and made sacrifices
why would you want to hurt them. Take the
time to check your offers and terms. The more
straight up you are about the pros and cons with
your offer, then the better the quality of your
prospects.
JOIN THE RIGHT COMMUNITIES
If you think things are crazy in society, tech, government, environment. . .it could get interesting in the
next few years. Joining the healthy communities that will bring out the best in you is crucial. For
example, Elon Musk might have been brilliant but I doubt he could have achieved so much if he tried it
in Canada or South Africa. His dreams were possible because United States had laid a foundation of
encouraging entrepreneurship and risk-taking. And it doesn’t hurt to be immersed in top entrepreneur
communities in top schools or top regions or walk in the right shade.
For example, in our Founders Under 40™ Group Private Community via GREATESTFOUNDERS.COM, we
know our founders names, their businesses, their industry, their objectives, their challenges, their
performance, their background, etc therefore we are going to do everything in our power to provide
resources to assist them.
Plus:
 They could pickup better habits that can help them grow from a thousand revenue to a million
revenue business.
 Learn how to be positive contributor to their communities, nations, and more
 Learn to set goals and be accountable to it
 Become a better problem solver and solution provider
 Learn to manage marriage and other relationships
 Learn finance principles or wealth management secrets
 Be exposed to new software or technology or innovations
 Be on the receiving end of solicited advice or provide advice
 Learn to improve marketing reach and return on investment

 Better handle legal,immigration,travel concerns
 Be respectful of your privacy and preferences
 Be exposed to good fun
 And many more ways to help themselves and help other founders
THEY HANGOUT WITH PEOPLE WITH FOCUS
The thing about founders, achievers, and successful people is their strong need for focus. And that
strong need to shot out the distraction of life can also be painful for loved ones and friends and even
co-workers. However with this in life people can achieve.
THEY HANGOUT WITH PEOPLE WHO KEEP GROWING
People who keep making the effort to grow better. People who are serious about success are also
serious about their formal and informal education. People who are growing are also surrounded by
love. Anyone you see trying to buy affection and love could likely be toxic so associate with caution.
SIT DOWN WITH THEM AND ASK ABOUT THEIR EARLY DAYS,
PASSION
Bill Gates once said,”when you start something at an early point in life, you become molded around it”.
In some ways when you have dream of what you want out of life at a young age you are likely to
become successful sooner than others. It does however help to have support. You will see their level
of commitment and great passion. Winners know that life isn’t fair or perfect and they will keep
getting back up until they’ve made it.
“If you don’t build your dream, someone else will hire you to build theirs.” – Bill Gates
THEY ARE NOT TAKING SHORTCUTS
Success doesn’t happen with shortcuts. There is no person even Jeff Bezos that claims that because of
a great shortcut he became a billionaire. Because of a shortcut Windows 95 was a huge success. The
reality is great thing and built to last ideas usually takes time.

Q
BARB
DAVE
STEPHANIE
LIZ
ZARA
JAMES
GreatestFounders.com

THEY LOVE THEMSELVES
The fact is every person has the ability to help shape their worth. So no matter how much they see
and engage more admired and successful people they still can love themselves and be happy with
their own accomplishments. They appreciate themselves and know they can contribute.
THEY ARE ALWAYS TRYING TO STAY HUMBLE
Sometimes society and the business world tries to make humble successful people as soft but in fact
the opposite is true. They just know they have to be tough on themselves because they know one day
they could be at the top and maybe be at the bottom in a decade. They try to stay humble not for
others but for their sanity.
“Success is a lousy teacher. It seduces smart people into thinking they can’t
lose.” – Bill Gates
WATCH HOW THEY HANDLE SETBACKS OR FAILURES
Every successful person in whatever shape or form knows you can’t run around fire without sweating
or becoming uncomfortable. It’s just part of life. It’s what you do with it that matters. History and
libraries are filled with books about those who didn’t let assholes, racist, haters, sexist or monsters
stop them from becoming great. Everyone is born great however few are not afraid to earn greatness.
THEY SHARE THEIR WISDOM
One thing successful people and successful founders and just about most founders do is to make the
effort to pass along their story. I remember listening to Herb Kelleher tell his story how he help build
Southwest Airlines. Everything I know about building a great service company is all due to him. So as
you reach out to quality prospects remember that they are thinking about their legacy.

PROSPECTING
Prospecting is about the user, decision maker, and purchaser. It could be one person or multiple
people.What is their role and responsibility. Sometimes a founder delegates operation duties to others
while they focus on vision. Not every founder or successful person thinks and acts the same in sector
like FinTech. So knowing their role and their business, their need, their budget, communicating well,
develop a great post-sale, and providing expertise and perspective does help. Also realizing that busy
successful founders are swamp with messages.
STAY RELEVENT
Everything you do online and offline needs to be relevant. People don’t care about renting a private
jet when they are bootstrapping their startup. Monitor sources and find relevant opportunity to jump
into the conversation. Everything you do requires consideration of everything else.
ENCOURAGE PARTICIPATION
People want to be apart of a conversation, part of a community, not simply passivelyconsuming
content. However if you love making money you better know what topics you need to stay away from.
People have their own thoughts and they want to share it. Find a platform that helps you manage this
interation.
MANGE INFLUENCE RELATIONSHIPS APPROPRIATELY
Influencers are still helpful when it comes to connecting to successful founders, successful people,
decision makers so make sure the influencers you use help you more than hurt you. If you pay them,
make sure to encourage them to disclose that information because trust is just something you don’t
want to abuse. Be upfront with people because not everyone on planet earth is stupid.

MORE
SPECIFIC
TOOLS FOR
BUSINESSES
WHO SERVE
SUCCESS -
greatestfounders.com

TOOLS FOR QUALIFY
The time and resources you allocate to finding quality founders or successful people to hangout
with or to sell to will depend on the complexity, business size, sales cycle, market, industry the
client is in, decision makers.

TOOL 1: Questionnaire / Research of the End Customers
Purchasing process
1. Can you describe the purchasing process of the company?
2. What is their role in the purchasing department?
3. Who are the people involved in the purchase?
General background
4. What is organizational structure of the company?
5. What is the departments primary role in their company?
6. Does the department and over all business have integrated strategy planning?
7. What were the important business objectives at the time of the decision?
8. What is the competitive situation in their industry?
Problem recognition
9. Who or which departments recognized the problem?
10. What are the factors of the problems?
11. What kind of a mid to long-term plan do you have for solving the problem?
Need specification
12. Are the skills and knowledge of personnel enough to support the proposal for the decision?
13. Are there usually external suppliers or consultants actively involved in the process?
14. What period of time elapsed between the idea generation and the decision to go ahead?
15. Were any financial techniques used to assess the investment?
16. What were the alternatives to problem?
Supplier search
17. If others have tendered for the opportunity with client, how did they do it?
18. Where do they look for potential vendors?
19. Did they engage your proposal, organization or ignore you or are they just probing for
information?
Evaluation of alternatives and selection
20. How have they assessed the vendors? Have they changed the evaluation criteria through time?
21. What sort of criteria do they use prior to any evaluation decisions?
22. How do they weigh past decisions in their current decisions?
23. Why the chosen solutions is the best choice? a. according to them b. according to us
24. Did past experiences of current solution have an effect?
25. Did past experiences from media, other companies experiences or other have
an effect?

Post evaluation
26. How do they determine if they have been successful?
27. What do they believe were the reasons behind successful / not so successful decisions?
28. What benefits were identified?
29. What costs were associated with the decision?
30. Which risks were identified?
31. Was it implemented as planned?
32. Was a post-implementation study conducted after the project completion?
33. How well has the solution done in comparison to other initiatives?

TOOL 2: Other Sample Questions to Ask Yourself and / or
Client
1. What is your role in the sales process of your company?
2. How much experience do you have in handling our solution or product?
3. What size or capacity are you serving?
4. Do you face fierce competition or do you have more stable customer relationships to leverage?
5. What are the main pain points in your industry, organization, customer?
Decision biases in the purchasing process
6. Does your prospect ask only for a selected solutions or brand?
7. Is it possible for you to question your clients’ RFPs (Request For Proposal)?
8. Are there one or more person that has more say about the purchase?
9. What are their perception of us and our abilities?
10. What primary information have we, and the client explored?
11. What Secondary Information have we, and the client explored?
12. What primary information have we, and the client not explored?
13. What demographic do they prefer in a provider?
14. Are there any pre-sales suggestion / conditions/ prerequisite?
15. Have we consulted with others like peers, co-workers, third parties?
16. Has the organization or decision makers communicated their values, vision, goals, fears, causes,
culture, personality, strength, weaknesses, opportunities, threats?
17. Do you understand the macroeconomics and social-economic factors facing the prospects present
and future operation?
18. Have you built a rough / a good profile of the organization?

SUGGESTED TAKE AWAY
Ultimately the founders, leaders, businesses that know how to identify and serve their ideal clients
better will out perform the ones who fail to learn.
Even though this content is not absolutely perfect, we believe it is a starting point towards helping
credible & trustworthy people in engaging successful people, founders, etc.
Moments That Matter.
 The fact is business is driven by referrals
 Being proactive in your image, reputation, and knowledge
 Opportunities to demonstrate industry, client and product understanding.
 Great on-boarding process that makes a great first impression can make or break a deal. And can
shape the expectation.
 Deliver, managing promises and managing expectation
 Handling issues and disputes professionally
 Your adaptability and reasonable flexibility in moments of change.
 Having foresight to anticipate needs, desires, issues, etc and addressing it.
 Building a relationship not just a transaction through nurturing, communication, rewards,
appreciation.

BJ MANNYST
DIFFERENTIATION IS THE
KEY IN A NOISEY &
CHANGING WORLD
BJ MANNYST + FOUNDERS UNDER 40 ™ GROUP
In today's business environment everyone is fighting for attention. Everyone wants
more sales. Shorter sales cycle, Everyone wants to matter. So what do you do?
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sex helps keep your marriage hot.
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***This material has been prepared for
general informational only and is not
intended to be relied upon as specific
professional advice. Please refer to
your advisers.The views of third parties
set out in this publication are not
necessarily the views of BJ Mannyst
Copyright © 2019 Emmanuel “Manny”
Omikunle & BJ Mannyst
All rights reserved.
BJ Mannyst™, its logo, and
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