The Three Core Competencies of Referral Success

The Three Core Competencies of Referral Success

Last week, I met with my business partner in the Referral Institute, Mike Macedonio (seen below with me), and as we were discussing what it really takes to drive your business by referral, one of the first things Mike mentioned was that the first core competency of referral success is the need for correct knowledge.  It didn’t surprise me that Mike would start with this; […]

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The Speed of Trust

The Speed of Trust

I’m in Cancun this week, participating in the Transformational Leadership Council (a network of transformational trainers and profesionals started by Jack Canfield in 2004). I had an opportunity again to hear my friend Stephen M. R. Covey speak about his book, The Speed of Trust, and it reminded me just how much I love this book and why it is so important to networking. During […]

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Business Networking Trends (Part 3): Small Companies vs. Large

Business Networking Trends (Part 3): Small Companies vs. Large

Here is the final installment of my thoughts about trends in 2008 for business networking. Small companies will continue to have the edge over big companies relating to business networking. For the most part, big companies are clueless about building sales through the networking process. They continue to teach salespeople traditional methodologies while relying heavily on advertising to create buzz. Mind you, there’s nothing inherently […]

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Business Networking Trends (Part 2): Networking Education

Business Networking Trends (Part 2): Networking Education

Continuing with my discussion on “Business Networking Trends,” here are my observations about networking and social capital education: Don’t hold your breath for the colleges and universities of the world to begin teaching networking and social capital. At this point, only two colleges in the world offer regular, core-curriculum college courses on networking and social capital. One is a course at Davis College in Ohio […]

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Business Networking Trends (Part 1): Online Vs. Face-to-Face

Business Networking Trends (Part 1): Online Vs. Face-to-Face

Several emerging issues and trends surrounding the process of networking are being created out of the need to find an effective way to develop business for entrepreneurs and salespeople in this new century. Over the next few blogs, I will address three of the most prominent trends that I believe will become more important in the coming years. Here is the first one: Online and […]

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The Case of the Disappearing Business Cards

The Case of the Disappearing Business Cards

Are business cards disappearing? Well, sort of. I don’t mean your business cards. They better not be disappearing. You need them to network with. But what about all the cards you’ve been collecting when you meet people? What’s happening to them? Business cards are the most powerful single business tool, dollar for dollar, that you can invest in to help build your business. They are […]

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International Networking Week–It’s About Time!

International Networking Week–It’s About Time!

Finally, there’s a week to recognize one of the most important ways that people can build their businesses–networking. International Networking Week is right around the corner. Last year, thousands of people from around the world recognized the week, and even more are expected to recognize it this year. International Networking Week is about celebrating the key role that networking plays in the development and success […]

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Finding the Right Referral Partner

Finding the Right Referral Partner

Victoria Trafton, a Referral Institute partner and franchise owner in Arizona, shared with with me some ideas I’d like to discuss here. She said to me recently that, in her experience, the key to having a stream of referrals coming to you is finding the right referral partners. We all know people we like, people we want to help, but it can be difficult to […]

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