Networking During the Holidays and Special Events: Part 1

Word-of-mouth advertising as you know this is one of the oldest and most powerful forms of marketing for the value you receive back from the time invested into it. During the holiday season and special events you should make sure your follow the following four suggestions to be an effective networker so future customers can learn about your business.

1. Always have your networking tools with you. Most people who are great networkers always have their networking supplies with them. Those supplies include an information name badge, plenty of business cards, brochures about your business, a pocket sized business card holder of business professionals you refer to, and a small bottle of germ killer.
2. Make sure you have a professionally made name tag since they look much better than a stick on name tag. It should include your name and your business name or profession whichever one you would prefer. You should never run out of business cards while at these events.
3. Set a goal for the number of new people you want to meet at the events. Some people go to these events with only one goal in mind- what time they want to leave? Your goal should be set for the number of contacts you make or the number of business cards you receive. Don't leave the event until you meet your goal.
4. You need to be realistic. If you are having a bad day set a lower goal than you have on the days when you are having a great day. With either case, set a reachable goal based on the attendance and the type of group you are attending.
5. Act like a host and not a guest of the event. You should pretend it is your party you are attending. You should stand near the main door to meet the people and then introduce them around the event. If you can volunteer to be an ambassador or greater at the events you attend or are a member. This will help you gain more valuable networking skills and get great exposure at the same time.
6. Networking can be a 24/7 activity if done correctly. Don't limit your to networking just at receptions you attend. You can network anywhere.
7. Listen then ask the 5 W questions- Who, What, When, Where, & Why. A great networker has two ears and one mouth and they use them proportionally. You should show a genuine interest in the other persons business or products. You should find out as much as you can about their business by asking the 5 W questions. He answers they give you will give you a better grasp on their business and how you can work with them in the future. This also gives you a better definition on what other networking events you can invite them to in the future and how to refer them to other businesses.

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Networking: Powerful or Petrifying?

At the beginning of the year many business owners start to consider ways to increase sales. One way is to attend networking events such as the local Chamber of Commerce, Rotary, or WOAMTEC (of which I am the local DeBary chapter director!**)
But what if you are petrified of networking? How can you turn networking into a powerful, positive experience?
Following is content I recently presented to our local chapter members to help them become more effective in their networking.
1. The most important question
"What is your goal for attending the meeting?"
Really, why do you attend? What do you want? Is it to let others know about a special you are offering? Is it to meet some new people? Is it to connect with someone whose services you need? You should set a clear intention/goal for every meeting you attend.
2. Presenting your 60 second introduction
a. Act and speak naturally. If you suffer from PSF (Public Speaking Fear) then pick one person in the room you already know and imagine that is who you are speaking to.
b. Make eye contact.
c. Consider the take away---what do you want the listener to take away from what you have said?
d. Make it memorable by either, what you wear, a prop, text and tone, and/or a fantastic offer.
e. Have different versions of your introduction for different settings or for variations in meetings you attend frequently.
3. Questions to create different versions of your 60 second introduction
a. What is a tip you can offer?
b. What is a special you are offering?
c. What sets you apart from your competitor?
d. Who do you love to work with?
e. What problem do you solve?
f. What is the key benefit of your product or service?
g. What is a recent example of a positive customer experience?
h. What props could you use?
4. Networking relationships take time
Don't expect to walk out of a networking event with 5 new customers. Most likely that won't happen. Like all lasting relationships it takes time to build rapport and develop trust. When you show up and act naturally (not petrified) and share valuable information you will eventually reap the powerful rewards of networking!
5. Power of networking
The average person knows 250 people. If there are 15 people in a meeting that know you, then you can potentially increase your network by 3750 people.
It's not what you know, or who you know, it's who knows you!

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Networking Isn't New

A number of recent publications have heralded networking as the new wonder drug that will enable you to thrive in either a slumping or a booming economy. They give the impression that simply by following a few relatively easy steps, presto chango, you can propel the smallest, most obscure business straight to the top of the Fortune Five Hundred list. Or you could meet the perfect partner, get the ideal job or otherwise strike the mother lode.
First, lets clarify that networking isn't new; it's been around as long as our species. Until recently networking was referred to as being "well connected," having "contacts" or a great Rolodex. It's something we've heard about all of our lives, but with different names. It's an age-old process of exchanging leads, referrals, tips and recommendations; it's mutual support alliances. Whenever someone recommends
a restaurant, a travel agent or a book, that's networking. Networking isn't new and it isn't some miraculous potion that you can gulp down at night before bed that will cure whatever ails you by the next morning.
Undeniably, networking is a valuable tool. Reports claim that over 80 percent of all jobs are obtained through networking. Clearly, networking can boost sales and increase profits. It can help you find a wonderful place to live, a great caterer and an endless stream of supportive services that will lighten your load. However, these benefits are little more than byproducts that emanate from something substantially larger and vastly more important.
The essence of networking is surrounding yourself with outstanding, caring and helpful people. It's building mutually supportive relationships with those who will happily help you, it's the process of making and spending time with close friends. Networking is more than a career, marketing or social tactic, it's a way of life. And it doesn't occur overnight! New York attorney Richard Solomon put it best when he said,
"The object in life is to be rich in the resource of people." And we agree! Nothing is more important or will enrich your life as greatly as forging close personal relationships, which is what networking provides.
January 11th, 2011

About Rick Frishman - Rick Frishman, the founder of Planned Television Arts, has been one of the leading book publicists in America for over 30 years. Rick has worked with many of the top book editors, literary agents and publishers in America, including Simon and Schuster, Random House, Wiley, Harper Collins, Pocket Books, Penguin Putnam, and Hyperion Books, he has worked with best-selling authors including Mitch Albom, Bill Moyers, Stephen King, Caroline Kennedy, Howard Stern, President Jimmy Carter, Mark Victor Hansen, Nelson DeMille, John Grisham, Hugh Downs, Henry Kissinger, Jack Canfield, Alan Dershowitz, Arnold Palmer, and Harvey Mackay. Rick and his wife Robbi live in Long Island with their three children, Adam, Rachel and Stephanie, and two Havanese puppies named Cody and Cooper.

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Understanding the Importance of Your 60 Second Presentation

I am often asked the question; "How important is a good 60 second presentation?" People sometimes gasp at my answer. They look at me as if I am a little crazy because my answer is simple and very straightforward. The value of a good 60-second presentation is only as high as the importance you place on it. However this does not show you're the importance of this marketing tool.
I go on to say that, if people place little value on creating a good introduction for themselves, they will usually wing their 60-second presentations. By always winging their presentations, they lose their perspective. They will never know the value of a good 60-second presentation, and they will not reap the rewards associated with delivering them. The way I see it, three things create value in your 60-second presentations. Your efforts, (time spent on it), the feedback you receive from your trusted peers and the measured results.
To start with, good presentations are created, (i.e. thought out and written down), practiced and then refined. It does not matter if you are great at winging it, you will always present better if you have a focused clear message that is tested and practiced. A little hard work on your part will add value to your message by clarifying and focusing it.
Another way is to ask for feedback. Ask someone you trust to summarize what you said. This person should be skilled at doing 60 second commercials, (at least better than you do). Ask them for constructive criticism. If they can't tell you what you said in two or three sentences you know message is not clear and it's defiantly not focused.
The best way to see the value of a good 60-second presentation is to track the results. What should you track you ask? Well here is what I track; I always track the name of 60-second presentations, (yes you should give your 60 second commercials names), I always track the venue I attend, the venues date, the people I talk to, whether a person showed interest in my product/service and who I closed business with. Tracking your results is the only objective way of knowing whether your efforts are bearing fruit. What's amazing about this is that most people never track their results.
Take the time to write out and practice your 60-second presentations. Ask trusted associates for feedback and finally track your results. Doing these three things will get you more referrals and make you more money. The value of a good 60-second presentation will become clear as fine crystal once you see the money coming in.
That's my opinion, whats yours.

Hector Cisneros is a 17 year veteran of BNI, Was BNI Director for over 6 years, he is an entrepreneur and Businessman with over 25 years experience. Currently he manages 3 businesses and coaches business people in the fine art of Word of Mouth marketing. He has several internationally published articles covering word of mouth marketing and how to improve your 60-second presentations. His new book "60 Seconds to Success" is aimed at helping business people make great first impressions and more money through word of mouth marketing. If you would like to get a FREE PREVIEW of his book, 60 SECONDS TO SUCCESS",

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International Speakers Conference - Swimming in Dubai

I went to Dubai with three objectives - to make connections, to build relationships and to learn. Gaining some business would be a bonus. The good and the great travelled to the desert in the UAE, with a goal to learn and understand how to build and do business in one of the world's most exciting developing regions.
Witnessing established professional motivational speakers at work was inspiring. At the time I had just two years in the speaking industry and was still building my business model, so to learn from those globally known and experienced was a huge eye opener. No, I don't have a university or college in Singapore (Ron Kaufman). Yes, I do return phone calls and emails (Stef Du Plessis). No, my product is not protected to the standards necessary (Janelle Barlow), nor am I a serial entrepreneur (Reg Athwal).
I am constantly gathering new and improved ways to cut my craft. I don't follow the crowd, but then, how many of us do? Styles and nuances vary from one motivationalspeaker to another, from Ali Alsaloom to Ed Rigsbee, or Graham Davies to Raleigh Pinskey. It is proof that there is space for us all, be that based in the UK, USA, UAE or in a check in lounge across the globe.
What happened as a result of attending? Some key people became friends, some became JV's or partners from time to time, others are now distant memories, and there will be those that I hope to bump into again. 90% of all promises made during the conference were broken before I had even boarded the plane home! Sad but true. The intention by many to follow up, lost its potency, and became an idle threat to act. I knew who made up the other 10% and made contact. I know that I am not lost - I have been exploring. Thanks, Jana Stanfeld.
To conclude, I have a story. Had I not been in Dubai, I would not have been in the swimming pool at the Marriott before breakfast. I would not have met a fellow swimmer, who stopped to chat about our businesses and wanted to stay in touch. As a result, I left a package including a DVD at the front desk for him to pick up later that day. I went to the final day of the conference thinking no further of the meeting, other than to challenge others for not being in the pool.
Upon my return to the hotel that evening, I was given a medium sized box, beautifully wrapped, with a business card from my swimming connection. In complete surprise I opened the gift and saw fit to ring him immediately to thank him for his generosity. His exact words were, "I enjoyed your DVD and I want you to work with me on my global expansion!" Needless to say I organised another swimming pool meeting followed by breakfast the next day and attended the gala dinner feeling 10 feet tall - which for those that know me personally, is very large!
The second swimming session and breakfast was very sociable. My contact brought his son to swim as well; we had breakfast quietly and discussed business, circumstances and further opportunities in Chennai.
At the time I did not know where this might lead. I had a proposal to put together and due diligence and background research to carry out. What I know is that had I not been in Dubai I couldn't have learnt all that I did, or walked away with a proposal to follow up on. Amazing. By the way, if you wish to know what the gift was, you will have to email me!
On the plane back to the UK, I sat next to someone who happened to work within the British High Commission in Chennai! Small world. Coincidence or fate? And yes, before you ask, the proposal did turn into a consultancy assignment back in Dubai. Well worth the effort in the pool.
My mission is to "Make Busyness Simple". That trip made making connections and opportunities simple.

Mike Pagan is a highly sought after motivational speaker, business speaker, and business coach. He is vice president of the Professional Speakers Association"My passion is productivity, one of my greatest frustrations in life is seeing talent and opportunities go to waste because of faffing about."

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How to Network When You Have Just Started Working As a Financial Planner or Life Insurance Agent

There is a companion article to this one titled "How Not to Network When You've Just Started Working as a Financial Planner or Insurance Agent." It is vital that as a new financial planner or insurance agent that you not sell, don't talk about products and absolutely don't try to gather personal information about people you just met. Networking is a process where you get to know, like and trust people then eventually they will want to do business with you. If their first experience with you is the typical sales pitch or the "let's get together and discuss your needs" meeting, they will definitely know plenty about you, but they aren't going to like it.
So how do you network when you are a brand new financial planner? First, make sure that you have a very good marketing or advertising plan so that you'll have enough business coming in to survive on while you are building your network. Don't even count on networking for bringing you any business for at least six months to a year. Sure, even a blind squirrel finds a nut once in a while, but consider those pieces of business that fall into your lap to be unexpected bonuses. Above all else do not sell while networking.
If you can't sell, what is the whole point of networking? It is a process of building mutually beneficial, long-term relationships with people through the exchange of ideas, information and resources.
Start networking by making yourself useful, helpful and even indispensable to people, groups, events and associations. You're going to have a big trust barrier to over come and if you work hard to show them yourself as a person and not a salesperson, you will have much more success in the long run.
You'll find that some people are going to be very skeptical. You'll need to focus on service to the community or to other people to overcome this. You want to be seen as a person first and a financial planner or insurance agent second. Focus on teaching people more about your hobbies, interests and passions that on your products and services and they will come to you.
Would it be nice to feel comfortable and welcomed at networking events? Focus on building relationships and proving your value and trustworthiness to the community and your business peers before you ever ask for the business. If you do this well, you might not even have to ask.
Want to really succeed in networking? Try the advanced (but easy) technique in the companion article to this series called "How to Network: An Advanced Networking Technique for New Financial Planners Who Want to Survive in the Business."

Beth Bridges has attended over 2,000 networking events in the last 7 years as the Membership Director and Chief Networking Officer of a large west coast chamber of commerce. She wants to see more financial planners succeed the right way.

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How to Network: An Advanced Networking Technique for New Financial Planners Who Want to Survive

As a brand new financial planner or life insurance agent, you might be surprised when you start networking (the company will insist). You'll meet people, they'll smile, you ask what they do, they'll ask what you do, and then you tell them. They'll stop smiling. They'll drop your hand and they might even take a step or two back.
See, they've met a lot of financial planners who haven't taken the time to read or learn anything about networking. Those other guys think that business networking events are a place to meet prospects, hand out their card and get appointments to "get to know each other" which really means that they want to start filling in the blanks in the prospect form that the company provides.
No one likes this. And since networking is actually a process that is not selling, but instead a way to get to know, like and trust other people who you might do business with someday, their blunders are working against you.
How do you start networking with people who are way ahead of you, who have met plenty of your colleagues who have almost ruined the process for you? Surprise them - in a good way. Don't try to find out what life insurance they have, or if they have a 401k or even if they have money at all (well, hopefully they have a little bit but don't ask!).
Here's an idea that will really blow their mind and will possibly make you a friend for life. Tell them that you promise to not ask them for their business for a year. Write it down on your card: I promise to not promote anything that I sell until X date. You can tell them that you will provide them with ideas and suggestions but onlyif they ask you first!
This will help them feel incredibly safe. And they'll be open to a real relationship. Make it a joke. Laugh about it, then suddenly get all serious and tell them, "No really, it is vitally important to me to build relationships first. If you decide at some point that you very much want to do business with me, I would be honored. But until then, I pledge to never bring it up."
P.S. This requires that you have other means of bringing in business, such as advertising, seminars, articles and other marketing strategies so that you don't starve in the meantime.

Beth Bridges has attended over 2,000 networking events in the last 7 years as the Membership Director and Chief Networking Officer of a large west coast chamber of commerce. She has successfully used variations on this technique over the years (even though people always love a Membership Director).

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How Not to Network When You've Just Started Working As a Financial Planner or Insurance Agent

There's a quote from the movie "Heist" where the character played by Danny Devito says "Everybody needs money. That's why they call it money!" You would think that being in a business where you help people get more money would be extremely popular. It is, but oddly enough not with the people who would use the service.
I see a lot of people joining financial planning companies, struggling with it for about six months and then quitting. The turnover rate is incredible because in part, these new insurance agents and financial planners are told to "go network" in order to sell their services. Then they get frustrated because "it doesn't work" and no one wants to talk to them anymore.
If you're in this position - new to your financial planning business - and wondering how to get out there and network so you can sell your services, here's how to do it:
Don't.
Don't go to networking events, hand your card out and tell people you want to help them with their money. Don't ask anyone about their savings, 401k or life insurance the first time you meet them. And don't talk about their family just long enough to invite them to a coffee meeting where you start asking for their financial information so you can start filling in the profile sheet the company gives you.
Nobody will like you. We hardly talk about life insurance and savings with our own family, much less in front of our friends with a complete stranger at a business networking event. People do business with people they know, like and trust. They don't know you and they are going to not like you if you try to talk to them about personal issues before they have a chance to trust you.
If you don't have a pipeline of sales already coming to you from other marketing or advertising efforts, then stay in the office and make cold calls. Otherwise your desperation will drive other networkers away twice as fast.
For new financial planners, networking is definitely a long-term strategy. You'll need to invest months of effort before expecting or looking for any payoff from networking. Otherwise, you will be frustrated, unhappy and friendless.
For the flip side, the positive side of this coin, look for the companion article to this one called "How to Network When You've Just Started Working as a Financial Planner or Insurance Agent."

Beth Bridges has attended over 2,000 networking events in the last 7 years as the Membership Director and Chief Networking Officer of a large west coast chamber of commerce. She has lost track of how many financial planners she has seen come and go. Please share her information with anyone you love who is starting this kind of business.

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Christian Business Men's Connection

The Christian Business Men's Connection, also known as CBMC, has been around for decades and is a well known organization. It is a men's ministry that has been operating with the mission of presenting Jesus Christ as the Lord and Savior of professional and businessmen around the world and for helping businessmen carry out their Great Commission. At one point of time, everyone realizes that there is much more to life than what we realize. Though things may seem to be perfect we may wonder if there is anything else to living. CBMC believes that there is a perfect solution for this discontent and that is by connecting with fellow Christians and God for enjoy the satisfaction that follows after filling our lives with real meaning.
How Did It Start?
The Christian Business Men's Connection first started in the year 1930 in the US when a few Christian businessmen started a series of rallies before Easter. The Great Depression had been in its full force at the time and these members felt that there was a need in Chicago for a spiritual revival. As a result they started an evangelic crusade at Garrick Theater for six weeks in downtown Chicago. The meetings received overwhelming response right from the beginning. The theater was always packed out with people for every meeting. Very soon, the meetings that had been initially scheduled for weekdays and noon for six weeks had been extended for six months and then later for a year. Eventually, the meetings continued for 26 years without any interruption till the year 1956.
CBMC Today
The Christian Business Men's Connection recruited full time members and staff during the 70s and 80s in several cities across the US. Today, the organization has grown drastically all over the world. There are 700 teams and more than 18,000 members in the US alone. The organization is active in more than 70 countries and has more than 50,000 members today. The methods used by the organization have evolved over the years to fit the modern circumstances and needs but the basic purpose are still the same- to disciple and evangelize professional and businessmen for the Christ.
In this organization, the businessmen connect with other believers and to Jesus Christ. This is a great venue for them to get acquainted with businessmen from all over the world and from other walks of life. Though the members are diverse there is a common desire to get connected with God on a deeper level. The members help others find answers to their questions and about their own experiences with belief and faith. The Christian Business Men's Connection is definitely a valuable organization that is quite helpful to Christian men around the world.

Learn more about Thomas Freers is Christian and has been serving the body of Christ for over two decades. He teaches Biblical Principles on a balance life and is an Online Marketing Coach for what is arguably the World's Largest Internet Marketing School available today. He specializes in Article Marketing, Social Media networking and various other marketing strategies and works with small and large companies to help them customize their marketing campaigns. With over 50 different marketing strategies available today you must learn which one suits your personality. To learn more about Thomas Freers and to see more effective principles to explode your Internet business to create big profits and get results go to

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That Networking Social Is Coming Up, Are You Ready?

Here are some tips to get the most out of your next networking event using proven techniques that will bring home results.
Always go to any networking event with a plan. Ask yourself these questions. Who am I looking to be introduced to? What new businesses have I been working this month? What professions often send me referrals? Also are you there to get referrals just for yourself or for other. I will often bring 3 business cards from one of my referral partners and work to specially get them referrals that day. Use the above questions to help you create your list of 6 to 12 categories/people you're looking to meet.
Furthermore, remember that networking events are great places to invite potential guest for that organization. It is easy to invite people to a social, it is also a great way to introduce them to the power of networking, and more importantly, it will build your credibility with the host organization.
Your plan also has to take into account how long the meeting is. For every 10 minutes of meeting time, you can effectively talk to at least 1 person. In 1 hour time, that's 6 people, in two hours time, you could have at least 12 names. It is possible to talk to a lot more especially if you are talking to small groups of people at a time.
Make sure you bring plenty of business cards, at least 50 for big events. Also bring a pen and a pocket note pad. These are all important business tools. If you have a business card file with your referral partners' cards in it, bring that too. This could be a great opportunity to find referrals for them.
When speaking with attendees ask who they are looking for. See if you can make a connection for them. It will make a big impression on them and build your credibility. After they tell you about themselves, ask them to introduce you to the people on your list. By helping them find their connections, you have empowered them to help you.
Once you have your list, decide what you want to say as your 60-second presentation. Don't ask for too many categories or people. Ask for no more than three at a time. If you get to meet your first three prospects, you can start on another three. In my 60-second presentation, I usually say something like; "tell me about your business (or who are you looking to be introduce to) and then listen. When it is my turn, I say something like I'm on a mission to be meet these three people, (or introduced my partners). After that most people will try to introduce you if they can.
If you're looking to get referrals for someone else, remember my three card trick. Select a referral partner you have decided to help. Ask everyone you meet this. I have a friend who has helped me out a lot this month, and I want to repay their kindness. Who do you know here who is _____ and fill in the blank with the people your referral partner is looking to be introduce to! Obviously, you have to know who they need. Use this technique at every networking event you attend, and you will always have referrals for your strategic partners.
Now when attending the event, focus on your list, don't be distracted, stay on task... Don't drink or eat too much. You're there to market your business, (or get referrals for others) and meet very specific categories' of people.
With your list of who you want to meet, start working the room from right to left and go through each section of the room until the entire room has been covered, then start over again. In two hours, you should be able to go through the room twice.
Make sure every person you talk to knows who you're looking to be introduced to. Furthermore, let them know that you would appreciate that they mention it to their referral partners as well.
At the end of this event you should have about 12 names to followup on. This is not the best place to sell somebody your product or service, especially if they don't know you. Take the time to get to know them and build trust through face-to-face meetings.
Use these tips at your next networking event and get more business. If you have any suggestions, different ideas or comments, they are welcome. Click on the link below and let us know what you think.

Hector Cisneros is a 17-year veteran of BNI, Was BNI Director for over 6 years; he is an entrepreneur and Businessman with over 25 years experience. Currently he manages three businesses and coach's business people in the fine art of Word of Mouth marketing. He has several internationally published articles covering word of mouth marketing and how to improve your 60-second presentations. His new book "60 Seconds to Success" is aimed at helping business people make great first impressions and more money through word of mouth marketing.

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