Power Of Networking In A Veterinary Business

Host: Hello everyone, welcome to the veterinary business podcast, you are ultimate resource for developing a successful wet practice and career. I am Narayan Aroudraja, the founder of veterinary business podcast and one of the co-hosts. On this podcast, we bring you insights and expertise from industry leading doctors, experts and thought leaders. We cover a wide range of topics, including practice management, marketing strategies, leadership development, HR best practices, and much more. Whether you are a practicing wet practice owner, the veterinarian, a practice owner, a practice manager, or a student studying to be a veterinarian, this podcast is tailored to help you navigate the unique challenges and opportunities in the business of veterinary medicine. Every lesson of this podcast is welcome to visit veterinarybusinessinstitute.com for additional resources and tools to support your growth. And remember, you can subscribe to our podcast

Host: on iTunes, Google Play, Spotify and other popular podcast platforms. Today I'm excited to talk to Jennifer Dyerak, who is the CEO of veterinary team solutions about the power of networking in a veterinary business. Let's jump in. Before we get started, Jennifer, why don't you take a minute to tell us a little bit about yourself? Hi, everyone. As he said, my name is Jennifer Dyerak. I have been in the veterinary industry a little over 20 years, started out with managing and consulting and now I'm the CEO of veterinary team solutions. We are a corporate office for hire. We don't buy practices. We just help support them. And we have teams of veterinary technicians throughout the country for relief. So I understand, veterinary team solutions is all about helping practices when they are short staffed. Somebody even turned maternity. Is it like a really short term, like one or two days or is it a little bit longer term? It can be either. So we've had

Host: some of our practice clients use us, you know, one or two days and then not again for a year. And then others will use us when they're trying to hire and they have a couple of positions open. So they'll use our relief teams for a couple of months at a time and then whenever they need help. So. Perfect. So I really like this topic. This topic of the power of networking in the veterinary business. So let me start by asking the obvious question. How does networking help a practice on a slash manager? Well, I've found over the years that it helps with, you know, hiring number one, um, getting recommendations from candidates and two candidates. So for example, if you have a large network, people might recommend that their friend go work for you, or inquire about the job that you have because people ask their friends. It can also help with, you know, valuable industry information, things that are up and coming, changes happening,

Host: that sort of thing. Um, community networking. So like, you know, your community, you're calling it bond. Um, so there's all sorts of kinds of networking you can do, but it really just overall kind of helps strengthen your business and your career. Absolutely. Um, let's talk about the network itself. Who should you try to include? Let's say, yeah, we are advising a veterinary practice owner and you're having this conversation. And the first question they ask is, who should I include in my network? Pretty much everyone. Um, everyone holds some sort of value and they can, you can help each other. They can help you throughout your career and your business. So I would say, you know, you go to any sort of event, try to meet as many people as you can, um, because almost everyone has some sort of value, will piece of information that you could potentially use, or you could help right? So I'm going to kind of ask you some follow up questions on that. So let's say there are

Host: different types of, like, so you said one of the benefits could be hiring, right? I bet the second benefit could be getting new new clients, right? Absolutely. Yeah. And what are the other reasons why somebody may want to, you know, network? Um, well, valuable information industry, right? So networking has brought on all sorts of connections, partnerships, that sort of thing, as well as getting information like this interview, for example. Um, you know, we started connecting through networking on LinkedIn. So otherwise that opportunity might out of come around. 100% so, like, for example, let's say that somebody in the network who works for radio station, I'm making this up, or who is, you know, who is the head of, you know, apartment complex, where there are tons of people with pet pet owners, you know? So you, you never know who you're going to run into. So what you're saying is, when you talk to someone, you, you might see an angle

Host: or a way where you can help them and they can help you. Absolutely. Right? So when you, when we, the question, who should we aim in our network, I love you and so which is like everybody. So do you kind of, you know, if you are doing it and you are proactively thinking about your network, let's say there are 100 people in network. Do you kind of come up with what can this person do for me and what can I do for them? Is that like, how do you go about, you know, like, making them, because it's one thing to say, oh, I have a large network, but it's a thing to really, you know, leverage and work with the network. And well, it comes down to getting to know people a little bit. And so when you go to an event, you don't just ask about their, their industry, right? They're business. What, what do they do with their title? Ask a little bit about them as well. Because you might have, for example, you might have someone who is working at an animal hospital,

Host: it's going to start a podcast, right? And at some point, maybe a year down the line two years down line, they're going to be like, oh, I remember meeting Jennifer at this conference. Maybe maybe I'll call her and see if she wants to be on my podcast to kind of get it going, right? Or maybe she can tell people about it. So I'll maybe she'll share it on a social media platform when she sees it. If it's a topic that interests her, um, that sort of thing. So when I say everyone, I mean, literally everyone, um, if you talk gender or even just another, like, say, your technician, you talk to a technician, um, you never know where the connections are going to line up. And when it comes down to do I actively go, okay, well, this person can help me with that. Not necessarily. I go in and just try to get to know people as people. And then usually those opportunities kind of present themselves or something comes up. I might remember a detail about

Host: my meeting with you and reach out to you to see if you're willing to either tell me about your experience a little more in detail about that thing we talked about or, um, give me a recommendation on someone who could have maybe helped me. So, right, this is a challenge that I have, and I have to be honest, I'm not good at networking or at least, uh, I think there are people who are better than me at networking. How do you keep relationships warm? So let's say you run into somebody at a conference, but that now is seven months ago. So how do you stay in touch with them? How do you make them want to help you? Um, I think you pick up the phone and call like, they should be excited to get your call, right? As opposed to, I don't even know this person. Yeah. Well, for me, I'll, um, on occasion, just go through like a list of, let's say, on LinkedIn, for example, and just message people and to say, hey, um, keep me across your profile again today. Just want to say, hey, and see how

Host: you're, you know, your job has been going, your life has been whatever it was, right? And just do that. Or sometimes I'll just text people. I'm kind of known for in my network for just texting random good morning texts, like have a great day. Um, it just kind of keeps those, like, that thought in their mind of me and vice versa of a positive morning, because sometimes you're having a rough morning and sending a bunch of good morning text means you get a bunch of good morning text back, right? And so it just sets your day up to be even better, right? So, um, like a cloudy, like, we're in Chicago area, right? So the last few days have been cloudy and rainy, and, um, so doing that, just kind of, you know, search your morning off well. So don't do it before 7. Nobody wants that. Nobody wants you. You're phone, you know, they're phone buzzing when they're like still in the band. Yeah. Right. They're like still trying to get their coffee going. Yeah. You're really like,

Host: why is she texting me? So yeah, things like that, just reach out once in a while. Or when you do, say it's been a year, right? And you want to start rebuilding a reconnecting with some of those connections you had, um, go back around and just message them in any details that you remember about the conversation or the connection that you made. Um, I've even gone so far as to, like, I'm linked in people I don't know, connecting with them and then messaging them and say, hey, I really like networking. Would you want to hop on a call real quick? And maybe make it kind of timely, right? Say, like, 15 minutes, I just wanted to get to know you. And I have not been turned down yet. So wow. That's such an awesome tip. So you just say, hey, I really enjoy networking. Do you want to hop on a call for 15 minutes to get to know each other? Right. Yep. Yeah. Makes sense. Like, do you have a frequency like we are like, I need to touch everybody in my network

Host: at least once every three months, six months, once a year. Or do you have like different categories of people? These are the people I touch every three months versus these months. Oh, maybe one for you. No, I don't have like a set structure like that. I just do it every once in a while. Whatever I have some spare time. And that's you. You allocate time for this. You find the time. Like, every week, you will say, I'm going to give one hour for networking stuff every week. Probably about once a month, actually, just because my schedule is kind of packed. But yeah, about once a month. Even if it's just five minutes and you're just sending out like copypays the same message to say, hey, do you want to touch base? I know we haven't met. Maybe they're an entirely different country or state. And you just reach out and you're like, hey, you want to hop on a call for 10 to 15 minutes. I'd just like to network and want to get to know you profile song and

Host: interesting and just go for care. And then that way for the rest of the month, you have calls lined up for about 15 minutes. Because everybody can find 15 minutes in their schedule. You know, even if it's only once a day or every other day. So I love that because it's a good way to grow your network. What about strengthening your network? What about let's say, you already have 50 people. What kind of messages would you send them? I know the good morning text is a great message. It works for people you already know. But any other kind of messages or any other kind of ideas to like keep those relationships warm. Like for example, I'm thinking one just talking to you like, I might know somebody who's looking for a job and I know you want a veterinary practice. So I could just say, send you, you know, texting, hey, I know this person who's looking for a job at a veterinary office. I just thought a few. If you're interested, I can share

Host: his or her details. Would that be a good example of a text or a message? Yeah, I would definitely send that message. I would probably make a lot of people have faith, you know, someone with the state of the market right now for the areas and jobs. So yeah, I mean, you could send that message or you could say, hey, are you hiring or, you know, someone local that's hiring that kind of situation, like say it's a practice manager job, which are a little less in demand than veterinarians, you can say, hey, I got this great practice manager that might be looking to jump ship, wants to put some pillars out, but quietly, do you know anyone? And most of the time, they won't, but on occasion they will, right? And then you have a recommendation from a recommendation, and then you've also kind of built your network that way too, because through the sidelines, say you have, you know, Dr. Sally, who you reached out to, because you met at a conference and you wanted to

Host: pass along the information for the March smanger. Well, Dr. Sally, now told you about Dr. Z, who has a practice that's, you know, in the same local area, is looking for a manager, but now Dr. Z knows your name, too, right? So, so that's kind of like a passive networking in a way, so your name gets out there without you even having to do much, right? So somebody else kind of knows you, but doesn't know you. But now I'm not sure potential resource for them, so they might look you up. Perfect. So I guess the key thing for networking, if I remember one thing and one thing alone, it's all about what can I do for you? The more I think about what can I do for you, the more they're going to reciprocate, the more they're going to take your call, the more they're going to, you know, do things when you need them to do things. Is that, is that a good way to think about this? Yes, absolutely. Yeah, because it shouldn't be self-centered focused as, you know, what, what can they do for

Host: me, more or so, and what can I do for them that might also potentially benefit me? Why not, you know, and if it doesn't, maybe it will some other time, or maybe it will for somebody else? That's brilliant. So if I was new to networking, let's say I'm a practice owner, practice manager, I'm new to this. I've never done it. Where do you think I should get started? Well, I would get started at CE events. If you're, you know, brand new to doing this, you're already going to have to attend them more likely, right? So, I mean, you can do some virtual, but in person, if you really want to start networking, LinkedIn, absolutely need to have a LinkedIn profile and take a look at it both on desktop and mobile. Like, a lot of people use their mobile, but if they're looking to hire for career-based, they're going to be on their computer doing that, right? So you want to see what your LinkedIn profile looks that way. And then start asking for recommendations. So don't just be on LinkedIn and like

Host: connect with those 15 people that you know, actually do something on there. Whether it's, you know, go through and list all the people you can think of names and ask them to connect, as well as anybody in the local industry that you could possibly connect with on LinkedIn, but post once in a while too, or just share something of you want to create your own post. So you can share something you saw on LinkedIn that you thought was kind of interesting just to kind of get your profile out there a little bit, and then start messaging people, want to make those connections. But networking events, like if you go to a CEO event, and you see someone sitting alone, walk up to them and ask if you can sit with them, maybe they're nervous about being there, maybe they're near to the area, maybe they're near to the industry. But now you've also kind of made someone's day, right, because they're not sitting alone and the event is a little more positive for them,

Host: because, you know, there's someone sitting with them and maybe talking to them. Even if you're not going to end up being best friends, that's okay. They still have a positive experience with you, and then your experience at that event is a little more positive too, and you're building your confidence with networking. Because I find a lot of people get nervous about networking because of the confidence piece. So that can play a lot into it, and a lot of times it stops them from even trying. And some of these events, people are there to, yeah, they're there to get their CE credits and education, but they're also there to meet people. So if you're going to a CE event, talking to vendors, introducing yourself and then asking them something about them. So something as simple as, how is the event going for you? Like, how is this event going for you? You can simply ask them that, and that's a little more sort of personal side, and sort of more

Host: conversation making than just them telling you about a product you may be already know about, and use, right? So talk to the vendors. That's a good way to build your confidence too, because once you get talking to vendors a lot, talking doesn't seem so scary when it comes to because they're really good at it, right? They're definitely talking to you. That's what they're, that's not how they're hired, right? They're very, really good with people. So yeah, so, and if you go to a CE event and you go with your group of people, say like half the people from their practice go, right? Veer off just a little bit. Doesn't mean you have to obey them in your group, but Veer off just a little bit. And invite like the person sitting alone, just be like, hey, do you want to come sit with us? Yeah. More than half the time they're going to say yes, or, you know, you talk to a vendor or talk to someone who's throwing the

Host: event or who's working the event. Don't take up too much of the time because they're probably crazy busy, but just say hi and introduce yourself. Right? And then, of course, take down the phone number and follow up, right? Oh, I have a, hey, let me get back to you and I get back in town. I would love to talk more, and I know we didn't have enough time. So, create some way to just keep that relationship going. Right. You can even connect on social media. Like that's another reason like LinkedIn is so great and I can go in there and just feel like, all right, I look at, you know, I'm at this person. I'm going to see if they're on LinkedIn and connect with them. And then message them and say, hey, it was great to meet you. I'd love to get to know you a little bit more just because we didn't have a lot of time to chat. Right? So, make sense. Are you an introvert or an extrovert Jennifer? So, I get that question a lot. So, technically, I am both. So, I introvert at home because

Host: I recharge by, you know, being alone quite basically. But it work. I'm really extraward. Like, I get fired up by talking to other people. So, I get it all excited about it. Yeah. The reason I asked that question is, if I'm an introvert, right? Like, what would I? Like, I just talking to vendors anybody can do, right? That's probably the easy low hand work that anyone can start with. But even doing it like, the reason why I push social media a little bit for networking is to kind of build your confidence a little bit with that, like, shout to me, I'll message them. Exactly. Like, you send messages to, I think the key is not to get decided when somebody doesn't, you know, just don't take it personally. Just the numbers game. Exactly. Exactly. Yeah. So, there's networking events. One good thing, too, if your, if your practice is a member of their, like, Chamber of Commerce in your area, those people, like, when they have events,

Host: they're literally there just to network. So, that's probably one of the easiest ways to go and do it to get started and build your confidence in it because everybody is there for the same purpose as you and everybody has a similar, like, social hesitations, right? They're going to, they walk in there literally just to meet people. That's what they're, that's what they're there for. They want to meet you. Right. Right. Yeah. So, start easy. Easy as talking to salespeople, going to these networking events and our LinkedIn, where, you know, you can be doing it with a couple of why and if you have to, you know, not like, you know, what do you think about it? Just have fun and just enjoy it. Right. Thank you so much, Jennifer. I learned a ton. I think we had a very lively conversation and I really appreciate you for your, you know, real life tips because it's not just you didn't read a book. You actually did it. I think that's 10 times more useful than,

Host: you know, reading a book. So, thank you so much for that. I learned a ton. If somebody wants to learn more about you, Jennifer, or just, you know, even connect with you. How can they go about doing that? Well, I'm on LinkedIn. I'm on a line of all and they can reach out, you know, through via email either way. I was going to ask you about a line of life. I've had a few people send me messages saying connect me on a line of life. I kind of ignored it. Is it a good platform? I think it's like one of those up and coming business to business ones, okay, or networking specifically. So, it's been slow going to get started, but aren't they all? I mean, LinkedIn was around forever before we could off. So, it's more business to business, but yeah, it's, I've gotten a few connections on there on client-wise and, you know, otherwise, too, just to network. So, it is an interesting platform. How is it different from the LinkedIn? It's directly a business to business

Host: and it's set up a little bit differently. So, it almost requires you to connect and send a message at the same time. It makes you either pick one or write your own. So, that one kind of, like, forces you to network kind of passively. And then it does have groups, so it's more like Facebook groups in that sense. Okay. So, there's that, again, you know, it's a smaller platform just because it's still kind of an, in its infancy because it's, what is it? You're going to have two years of living out? Not too long. So, yeah, it's a newer platform, but decently working for networking so far. Um, yeah. That's great. Thank you so much, Jennifer, for joining us today and talking to us about the power of networking and veterinary business. We appreciate it very much. I appreciate it very much. I also want to take a moment to thank all listeners. We appreciate each and every one of you. We cannot do what we do without you. If you like our podcast, you know, my

Host: conversation with Jennifer today, for example, please share it with your colleagues and friends on social media. Also, please don't forget to leave a review on your favorite podcast platform. Maybe iTunes, maybe Google Play. Your reviews will help other doctors and practice on as finders. Until next time, keep striving for excellence in making a positive impact in the lives of your patients and veterinarians. We're seeing all of you an amazing week ahead.