Knockout Networking for Financial Advisors and Other Sales Producers. Michael Goldberg

Knockout Networking for Financial Advisors and Other Sales Producers - Michael Goldberg


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connection and relationship.

      Paying It Forward

      Here's a better example. I was recently a speaker at a huge conference in the food and agriculture marketplace – and by huge, I mean over 14,000 people. I'm usually speaking at events in the financial services industry, so I was a bit out of my element. But the organization found me online and wanted me to share my ideas around networking. The next thing I knew I was in front of a large audience of farmers and vendors who support agribusiness.

      Great audience! (In fact, that talk I gave led to work that I'm now doing with a private equity firm and a global bank but that's another networking story.) I was impressed with how many of the speakers at the event were much older than I am. In fact, most of them had retired from careers in agriculture and supply chain management and were at the event to teach and donate their time and smarts. Most of them paid their own way and didn't receive a fee for their work. I sat in on some of their programs and they were truly experts.

      It must have felt very satisfying for these experts in their field to donate their time and contribute to the careers of the next generation. Paying it forward and expecting nothing in return gets you plenty in return. I see it happen from time to time, but not enough.

      Solving a Very Specific Problem

      Unfortunately, everyone has problems. Health issues, bad relationships, financial challenges, death of a loved one, and all the stress that comes with those problems.

      I wish there was a way I could help him and have a better relationship with him. The reality is that he's so clinically depressed (referred to as complicated grief by the experts) that he's not rational and almost incapable of having a productive conversation. So some of my own networking falls into the category of “solving a specific problem” where my conversations are focused on trying to help my dad and helping me cope with not being able to.

      This is very personal, but everyone has their personal stories. Short of making those you meet your therapists, if you're serious about getting help for your specific problem (outside of the realm of business, job search, social reasons, and learning), make sure you're going to the right place, saying the right thing, and meeting the right people.

      The right people might be therapists, social workers, grief counselors, and other professionals trained to help you address those personal problems. Or a support group designed for you to share your story, experiences, and challenges.

      Can you tell I live and breathe this networking stuff? Networking is absolutely one of those skills that can help you in almost all aspects of your life. In fact, if you're open to learning, helping, and asking for help when you need it, you can solve almost all of life's problems.

      So what's the point of the six reasons? Well, they'll bring you several important benefits.

      Being Clear in Your Communication

      Say you're going to an event that's purely social, like a ballgame through a professional association. You think this is a great opportunity to make some new friends. But you would also be very interested in generating business through some of these relationships. Again, that's two reasons you're networking: social reasons and growing your business.

      Just be clear on the primary reason you're there so you can be focused on the right types of conversations at the right time.

      Realizing That Others Have an Agenda Too

      It's easy to forget, but when you meet others at an event, they're going to have a reason for being there too. Be interested and focused on them. They may be growing their business, interested in landing a job, or have another purpose in mind. You'll only know if you ask them. Be interested, inquisitive, and engaged. Most people have a great story to tell, so give them the gift of listening to it.

      Networking is a two‐way street! If you help those you meet get what they want, they may just help you right back.

      Other Benefits

      As mentioned, there are only six “reasons” why we typically invest our time, money, and energy to network. But there are many more benefits that come out of the experience.

      Learning How to Talk to People. I mentioned earlier that I teach a public speaking class at Rutgers University. I've been a professor there a long, long, time. What's interesting is that every year for the past fifteen years, the students stay the same age but I somehow keep getting older. Anyway, there was a time many years ago when I thought the communication skills and confidence levels of the students was good, not great. Now with technology and the obsessive use of cell phones, the communication skills and confidence levels of the students are poor at best. I tell them on the first day of class that they don't know how to talk to people. They think I'm joking, but I'm not. Most of the students I work with today have not been taught and encouraged to introduce themselves, ask questions, start a conversation, solve a problem, and develop rapport without the use of their smartphones. Not smart! A benefit to taking my class is that students get to develop those skills and they're not allowed to use their phones in class. Learning how to talk to people is also one of the great benefits of networking. Once you get better at it, teach your kids! It is one of the best skills you can pass on to them.


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