What do Boxing and Networking have in common? You need to protect yourself at all times! Make sure you don’t put people on the defensive when networking. The goal while networking should always be about learning about someone else with the intention to help them.
Believe it! If you don’t have deliberate (and creative) ways of staying in touch and reminding prospects and clients that you’re a valued resource, they won’t call you. Well, they may not call you. Odds are they won’t call you. Everybody is busy and rarely does it occur to your prospects that they should be getting in touch with you. It’s a case of staying top of mind! In the spirit of OOSIOOM (see the catchy title), here are some approaches you can put into practice to jump start your OOSIOOM strategy. Make your calls. Way back when, I worked on Wall Street as a broker which is to say I was a cold caller. This is before the Federal Trade Commission and Do Not…
I’m asked by financial advisors (and other sales folks) from time to time if there was just one thing that needs to be done to grow a practice, what would it be? Kind of reminds me of that classic scene in City Slickers. You know the one! Jack Palance (Curly): “Do you know what the secret of life is? One thing. Just one thing. You stick to that and the rest don’t mean ****.” Billy Crystal (Mitch): “But, what is the one thing?” Jack Palance (Curly): “That’s what you have to find out.” Well, I’m not sure what the secret of life is but I do know it takes more than just “one thing” to be a successful financial advisor. So here are six things…
Mike Tyson has a great quote. “Everyone has a plan until they get punched in the face.” Yes, it’s one of my favorites! Now, Tyson is no Shakespeare (although he has a lot of great quotes you can look up) but he is going into the Boxing Hall of Fame next month. That’s got to count for something. Of course, what Tyson meant applies to the boxing ring. Once he hits you, scrap your game plan and make sure your life insurance is in order. And his 50 wins with 44 knockouts (28 in the first round) backs up the claim. The same claim can be made for your game plan for networking and generating referrals. I know, I know. You have all the best…
To have a meaningful conversation, you must ask meaningful questions. If your questions are about the weather and other topics that aren’t significant, your conversation will not be meaningful—unless we’re about to have a big storm. Even if you don’t feel like you’re in an environment that is a true networking environment—like a holiday party—it’s still an opportunity to consider the five reasons people network: to get more business, to land a job, to solve a problem, to get ideas or learn something, or to make social connections. The extent to which your conversation is meaningful is directly proportional to the quality of questions that you ask. That’s always what it comes down to. One great way to start a conversation is to mention something…
Networking is about learning from and potentially helping people. That’s it! Networking is NOT about selling a product or service or handing out resumes. If you learn from and potentially help the right people, they tend to help you right back! The essence of networking is knowing what you want (more business, land a job, learn something, solve a problem, social reasons), going to the right places (associations, chambers of commerce, conferences, networking groups, alumni organizations, social clubs), saying the right things (strong intro, asking good questions, delivering an elevator pitch, exchanging business cards, creating interest and engagement), meeting the right people (those that can help you accomplish your goal – economic buyer, hiring manager, referral source), and following up the right way (promptly making…
The essence of networking is being able to relate to other people, empathize with them, and have a giving nature. If you can make other people feel good about what you do and say, that feeds into every networking approach that I can think of. Keep this in mind when you practice the little things all day, every day.
Holiday parties are great! Whether it’s your company party, your client’s party, or a party with family and friends, it’s a chance to have fun and get into the holiday spirit. Of course, there are also some great networking opportunities to be had. Especially if you’re a financial planner or advisor looking to help people get a fresh start for next year. I spoke to a group at a firm yesterday about networking. The whole holiday party thing came up. One woman in particular struggled with the concept of looking at a holiday party as a chance to network. She felt that nobody would want to talk about work and that a holiday party was simply a place to socialize and celebrate. Hey, why not…
Do you have more than 100 friends on Facebook? What about 200? 300? 1,000? Well, let me tell you something: They’re not your friends. Not all of them, anyway. Here’s a test: Post a note to your 1,000 friends and ask them to help you move. Those who respond and offer to help – now they’re your friends! These are some of the sentiments of Jimmy Kimmel, who declared Nov. 17 National Unfriend Day. And I don’t disagree. I’m probably one of the few people on earth who has absolutely no patience for Facebook. Do I think it’s a valuable tool that helps people meet and stay in touch? Yes, of course. Is it interesting, fun, and even addicting at times? No doubt. But I don’t need to…
Question – have you ever received a “referral” from someone that wasn’t exactly what you were looking for? Maybe it wasn’t the best of connections or the need, timing, and interest wasn’t there. Better Question – do you know anyone (not you of course) who has given a “referral” to someone that wasn’t exactly what they were looking for? In my book, that’s not a “referral” at all. The intention of the giver might be good but the outcome probably won’t be. Or the intention of the giver might be to hit a quota if they’re in a networking organization or business group that tracks the amount of “referrals” given. In this case (which I’ve seen), it’s all about looking cool. Not cool. Of course,…
Through Michael's networking ideas, I have gained three new clients that produced about $20,000 in revenue. I also feel that I now have the confidence to talk to anyone about what I do and how to grow.
— Derek C. Cherney, Financial Services Representative
Brooklyn, NY
I have picked up five clients with asset totals in excess of $3,000,000 and commissions over $30,000. Michael has given me the skills to begin speaking, which is my best opportunity to grow my business.
— Jay Rovert
Financial Services Representative
Michael helped me gain direction... I have gained the confidence to deliver seminars and make connections. As a result, I have made two sales using Michael's techniques that resulted in over $5,000 GDC.
— Adam Klein, Financial Advisor
Staten Island, NY
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