Continue Reading "The Top 5 Reasons People Network"]]> And why you need to know what they are! Well, you may not need to know. You may not even care. But if you’re a networker and put a value on the quality of connections you make – you should care!

Remember, networking is about the connection!

I open many of my keynote talks, trainings, seminars, and events asking if anyone knows the 5 reasons people network. Most people can’t. (Can you?) They can only name one or two.

It’s funny when I ask the question, the audience will only come up with the one reason why they network and that’s it! This may seem obvious, but if you’re only focused on your own objectives it means you’re losing out on 80% of the impact you can have in helping people achieve their objectives. And what’s networking all about? Helping the right people so they help you right back. Give and take. Back and forth. Punch for punch.

And as any good boxer will tell you – it’s always better to give than receive.

Here are the 5 reasons people network:

More Business
More contacts, leads, and referrals. More recruits that you’re looking to hire. More votes to win the election. More opportunities for career advancement. More sales. When you attend a professional association, chamber mixer, young professionals group, networking meeting, or service group, what’s on people’s mind is usually more business. It’s up to you to learn about what type of business the people you meet are interested in landing. Even better if you know specifically what type of business you’re looking for – think target market!

Land a Job
According to the outplacement firm Lee Hecht Harrison, 76% of job searchers are landing their next work assignments through networking. That’s saying something! (By the way, I volunteer to help job searchers with their networking efforts all the time and, I watch them get interviews and land the job before my very eyes. My cousin just did so this week! He had an effective networking strategy because he knew what industry, profession, target companies, and geography to focus on. And that’s in a slow economy in the field of banking which is drastically changing. Not bad!) Bottom line, most job searchers aren’t nearly as effective as they could be. Why? Because many in job search were in roles where networking was not a natural part of their job. Now that many in search are “forced” to be in sales (as in selling themselves), they’re in unfamiliar territory. Anyway, the same focused strategy works for sales people – know specifically what you want (industry, profession, actual companies) so you’ll know where to go, what to say, and with whom. And why should you care about job searchers? They need your help and most are willing to help you right back!

Learn Something
Need some insight about an industry, profession, company, product, solution, designation, advancement, course, certification, software, hardware, geography, culture, dynamic, demographic, activity, sport, hobby, career choice, or whatever? Well, there is probably an organization out there that focuses on the area you may want to learn about. These days it’s as easy as ever but it’s up to you to find it! And go!

Social Reasons
The reason why dating sites like eHarmony.com and Match.com are so successful (I’m told) is because they match up the likes and dislikes of people in a noninvasive way. It’s similar with speed dating groups and other meet-ups although more daunting as these are face-to-face encounters. If you can target groups that attract those with similar interests relating to career, activities, age, religion, nationality, sports, fitness, or whatever, the ability to network can help you ease into the dating scene or even meet the love of your life! Just saying.

Solve a Problem
You can make an argument that looking to make a sale, land a job, learn something, or date is solving a problem – which is true. But there are problems that go beyond this. For example, my mom has Parkinson’s disease. Thankfully, there are all kinds of organizations like the Michael J Fox Foundation and Northwest Parkinson Foundation that have been helpful to me in coping with and learning more about the disease. The information I’ve received over the years has been priceless. There are those looking to solve problems that go beyond the scope of business and dating. There’s the home health care issue, dealing with aging parents, sickness, financial challenges, marital problems, the list goes on. These issues impact all of us at one time or another so bear this in mind as you’re meeting and greeting at that next mixer. Remember, great advice is hard to come by!

Bear in mind, I’m not saying that other benefits don’t come out of attending events or meeting new people through introductions and networking. There are plenty! But there are really only 5 reasons that people will look to join or attend an event and proactively meet other people. Everything else is just gravy on the potato!

Also, if you know specifically what you’re after (type of business, job, information, etc.), you’ll have a better understanding of where to go, what to say, and with whom!

So why is it so important for you to know the 5 reasons people network? So you’ll be more compelled to ask people you meet at events, “How can I help you?”

And if you’re lucky, they’ll help you right back!

Continue Reading "How You Present Yourself Matters"]]> I worked on the Jersey Shore over the weekend helping people that lost their homes (or had serious damage) clean the mess thanks to Hurricane Sandy.

I worked with a team of 10 friends as we helped an owner remove cabinets, counters, floor boards, and doors. Everything had to be hauled to the curb (as in carried or dragged through the sand uphill) as bulldozers came and removed the debris. Every homeowner on the street was doing the same. You couldn’t help but feel sorry for those that lost everything and yet at the same time be happy to help.

The amount of support offered by volunteers was amazing! In fact, our team worked through an organization that provided food and hot beverages while organizing all the work efforts. It was quite an operation!

Team Leaders (yes, that was me) received a work order with the homeowner’s name and the nature of the job. We were given tools, masks, and gloves and sent with our marching orders. Before taking on a project, we needed to attend an orientation to learn more about the process. Our team, along with maybe 80 people, assembled into a room and we were briefed.

The coordinator was great about explaining the condition of some of the homes, safety measures, supplies and equipment, food and beverage, breaks, hydration, and timeframes. He also went into detail about the attitude of the homeowners and how to deal with their situations. He kept reminding us that we’re in their homes and to show respect, compassion, and understanding – they’re the boss. His points couldn’t have been more important.

When we got into the truck to head to the job site, I mentioned what a great job the coordinator did with his orientation. One of my friends said if the coordinator said “um” one more time, he was going to snap. Some of the other members of my posse said the same thing. It became comic relief at a serious time but he made a good point.

You don’t need to be a motivational speaker (or Zig Ziglar) to speak to a bunch of volunteers about hot chocolate and bathroom breaks but you do want to avoid anything that’s going to detract from your message – especially when it’s important.

Here are 5 quick tips on how to deliver a more powerful message in any situation.

Do a Practice Run
Yes, this seems obvious but practice does not make perfect. Practice with feedback and then application of that feedback makes perfect. (Not as catchy I know.) Deliver your demo in front of a small group of people that you like, trust, and respect. Get their feedback about your talk, apply the advice that makes the most sense, and do the presentation again with the same group. If you have the time, you can deliver to multiple groups and get different perspectives. The feedback you get may be about verbal pauses (ums, ahs, likes), looking at notes, eye contact, tone of voice, volume, and clarity of message. Zig would be proud!

Start with Your Best Stuff
Tell a story! Offer an anecdote, a ‘Did you know,’ a quote, statistic, powerful opening statement, a ‘Let me tell you why you’re here!’, or a call to action. Try to present whatever you think would be the greatest thing you have to say first. This way you’ll catch your audience’s attention and get better control over your own anxiety. You’ll be in the groove in no time!

Highlight Your Main Points
This can be done as you prepare to deliver your talk. What are the 3-5 main points you’ll need to cover to get your message across? You may want to present all of them at once and then explain each. A better method may be to present your first point, tell a story or give an example, and then apply it to your audience. Then the next point, story, application, and so on. This way, your audience won’t get ahead of you and you’ll keep them in suspense as they await your next key point. Got the point?

Get Your Audience Involved
The best way to get your audience involved is to ask questions. Good questions. Fun questions. Meaningful questions. Questions that make them think. Questions that get them interested in what you have to say. But be careful! I’ve watched speakers ask questions of their audience and when the audience doesn’t respond quickly enough (or at all), they just go ahead and answer their own question. So the next time the speaker asks a question, what do you think happens? Yup! The audience probably won’t respond because they assume the speaker will just go ahead and answer the question for them. You must train your audience to follow your lead. When you ask a question of your audience (it must be a good question that at least some know the answers to) and remain silent until someone responds to your question. Always respond to a question positively. When you ask another question, do the same thing. Now the audience knows what’s expected and will play along. And this will be the precedent you set the next time you ask a question. Any questions?

End with a bang!
Deliver a powerful closing story, call to action, key take away message, lesson learned, or positive affirmation. Never end a presentation by asking the audience if they have questions because if they don’t (or if they have bad questions – it happens!), you’ll end awkwardly. Always end on a positive note and if possible with a bang! Never give up control of how you finish your talk no matter how informal. Audiences typically remember opening points, a story that they can relate to, and a powerful closing point. So make it!

Apply these tips to your next job interview, sales appointment, seminar, orientation, or holiday dinner speech. And have a great Thanksgiving!

Continue Reading "Staying in Touch"]]> How do you do that? And how do you follow up with those you have met through networking? Do you have a focused and organized strategy to stay in touch with your prospects, clients, advocates, friends, and centers of influence? Should you? Well, the obvious answer is YES.

An effective Staying in Touch campaign includes 3 components.

Follow Up
Following up means following through on your promise – to send information, get back in touch, or make an introduction (it’s usually one of the three). Be true to your word! If you make a promise to get information to someone, do it. Like in the next day or so. Following up quickly makes you look good. Real good! As a practice, I follow up with people I meet within 24 hours of meeting them or the next business day. Or when we both agree makes the most sense.

Don’t follow up with everyone you met at a networking event unless there is good reason to do so (and you like them!). What’s a good reason? They can refer you business. You can refer them business. You can refer one another business (ideal!). They want to hire you. You want to hire them. They’re your soul mate!

If you plan on following up with someone you met at an event, make sure they are expecting to hear from you. It shouldn’t be a surprise. In fact, coordinate with them at the event. “May I contact you over the next day or so to set up a time to continue our conversation?”

Keep in mind that most people you meet through networking events, introductions, and even direct referrals will never get in touch with you. You MUST get in touch with them. Don’t ever count on someone following up with you – unless you’re their prospect! Make sure you have their business card and follow up!

Passive Touch Point
Newsletters, blogs, and social media campaigns are good examples of passive touch points that hopefully give value and keep you top of mind. It’s always best if your subscribers have actually subscribed! Don’t just collect business cards at events to add to your mailing list. Most newsletters and blogs are sent once a week. I know of some that arrive in my inbox every other day and one that arrives every day. Use your best judgment and know your audience. Once a week seems like the right amount of time to send out a newsletter or blog – provided it’s heavy on the value (helpful information you can use) and light on the promotion (of your products and services).

Active Touch Point
Phone calls, emails, and hand written cards (or postcards) are great active touch points. Hand written cards are a nice way to add the personal touch. When was the last time you received a hand written card? Exactly! What would happen if you dropped one card in the mail a day to a prospect, client, or center of influence? I’m just saying.

In my last blog called People, I suggested making a list of your True Prospects, Clients, Centers of Influence, and Advocates. Use those lists as your hit list to make contact. Why? So you can explore exchanging ideas about how to help one another. Remember, out of sight is out of mind! My favorite reasons to contact those on my list are to make plans for a meal, attend a sporting event together, or to give them a business referral. It is never to ask for their business unless I have that type of relationship with them.

Decide how often you should call each of the people on the list. True Prospects might receive a call every 30-60 days, Clients every quarter, Advocates every month, and so on. Determine with each what makes the most sense. I like to arrange scheduled calls (as in we schedule them) with Centers of Influence every month or every other month.

The point is to have a system in place that makes it to your calendar and forces you to be Active. Or you won’t do it.

Staying in Touch is the last component of the Standing 8 Count or the eight strategies you should practice to be a Knock-Out Networker – Readiness, Modeling, Target Markets, Communication Strategies, Places to Go, Process, People, and now Staying in Touch.

The Standing 8 Count is my networking system that I teach to groups of financial advisors, realtors, and other sales professionals to help them stay focused and get the most out of their networking efforts. It’s also the model I use to coach top sales producers so they can help more people while generating more and better clients.

In boxing, the Standing 8 Count allows a fighter that is knocked down at least 8 seconds to recover and “shake the cobwebs out”. If they don’t get up by the count of 10, they lose the fight. As a networking system, the Standing 8 helps a sales producer the same way it helps a boxer – recover and hopefully not lose the fight.

Consider this your Standing 8!

What’s the first thing you’re going to do when you get off the mat?

Suggestion: Review the first blog of this series called Readiness. Read it. Then read it again. Shake the cobwebs out.

Are you ready?

Continue Reading "How to Become an Absolute Legend"]]> Bert Sugar, the iconic boxing writer and sports historian best known for his trademark fedora and ever-present cigar, passed away on Sunday.

I had the pleasure of meeting Bert at the Boxing Hall of Fame this past November (he was inducted himself in 2005). Along with the hat and cigar, Bert was donning a yellow shirt and green pants with little lobsters on them. You couldn’t miss him! I bought his latest book (he wrote over 80), he signed it, and we posed for a picture together. Bert pointed straight into the camera as he always did.

Even if you don’t follow boxing, you’re almost sure to recognize Bert Sugar if you saw him. He’s been in movies (playing Bert Sugar of course), on sports shows, at ringside of any big fight, and anywhere and everywhere that involved a mouthpiece and a pair of 12 ounce gloves.

After passing the bar exam (‘the only bar he ever passed’ as he would say), Bert worked in advertising. He left after ten years to purchase Boxing Illustrated magazine. He later became the editor and publisher of The Ring magazine and the rest as they say is history. Bert created his own career, his own brand, his own legend and transformed himself into a Damon Runyon character. Bert Sugar’s job was simply being Bert Sugar.

As a business owner (or financial advisor for that matter), your job is simply being you. Provided that being you gets you recognized. Gets you respect. Gets you noticed. Gets you attention. Gets you talked about. Gets you associated with great things. Gets you credibility. Gets you invited to great places. Gets you business.

Here are some questions to ask yourself. And only you know the answers.

How do you think? How you think drives everything you’ve done and everything you will ever do. Your thinking drives everything! Are you open minded and do you entertain new things? Or are you slower to change? Overly critical? Opinionated? One sided? Set in your ways? (See how you are?) Positive? Progressive? Soft spoken? Inquisitive? Humorous? Humble? Self centered? Compassionate? Does your thought process make you who you want to be?

How do you behave? Your thoughts and mindset (from above) directly impact the way you behave. Do you come across as upbeat? Energetic? Dynamic? Engaging? Physical? Do you smile often? Bert was always quick with a joke, story, one liner, or factoid. When people describe you to others, what are the adjectives used? Are the characteristics valid? Is there room for improvement? If so, see above!

How do you dress? Do you dress in a way that makes you stand out (in a good way)? Pick your clothes for work on purpose and with purpose. Dress in a way that’s appropriate for the profession you’re in, the place you live, and the clients you serve. What type of business suits do you wear? Patterns? Pinstripes? Solids? What color dress shirts (or blouses) do you like? Type of shoes? Style of tie (if you’re a man of course!)? Can people you know predict the type of outfit you will wear at work tomorrow? I pride myself on always wearing either a blue or grey suit. There’s almost always a pinstripe in the forecast. I wear ties that are somewhat conservative although the color might be a bright red or a sharp blue that pops off my shirt. And I always, always wear a white shirt with a suit and tie. It’s something I never discuss but it always gets brought up by someone. People notice. That’s branding! If you don’t dress in a business suit every day, than look the best you can as it pertains to current styles and fashion sense. Find someone on television or in the movies that dresses the way you want to look and model them. Whatever you decide, dress in a way that’s consistent with how you work and how you want to be perceived.

How do you work? Are you neat and clean? Do you follow through on things quickly? Or are you more strategic and analytical? Are you more hands on or do you work through others and behind the scenes? Do you spend a lot of time talking with your clients and prospects? Are you more of a people person? Do you utilize a lot of technology or are you more “traditional”? If I were to ask you how you work, what would you say? If you asked your clients about how you work, what would they say? Would it be the same response? Best way to find out? Ask them!

Who are your customers and clients? Do you have a target market (whom you serve best and therefore wish to serve most)? If so, who are they and why? This often says a lot about you. (I work mostly with financial advisors. What does that say about me?) How do you get most of your clients? That also says a lot about you.

Do you have a gimmick that can work for you? Bert’s was the sports reporter thing. Yours could be a pin you wear. Your shtick could be an outside skill. Or activity that you can incorporate into your practice. I know an advisor that’s a cartoonist so he uses that talent to draw caricatures of his new clients. He creates an incentive and gets more clients as a result. I know another advisor that plays the piano and invites prospects to events where he plays to their requests as they sing along. Yet another sends children’s books that he writes to clients. The key is to be creative, have fun, and become known for daring to be a bit different.

No matter how you dress or go about your work, the bottom line is you have to be good (no, you have to be great!) at what you do otherwise none of this matters. Final question: What do you need to do at this point in your business to become great (or even greater than you are)?

Bert was the best there ever was at what he did and there will never be another like him.

Good night Bert Randolph Sugar. And good luck.