Business Networking is a Marathon, Not a Sprintstring(47) "Business Networking is a Marathon, Not a Sprint"

May 22, 2023
BNI, Credibility, Networking 2

In the world of professional relationships and business growth, networking plays a pivotal role. As the founder of BNI®, an organization built on the foundation of networking, I have witnessed firsthand the transformative power it holds. Networking is not merely a sprint to collect business cards and make quick connections; rather, it is a marathon that requires patience, perseverance, and the cultivation of genuine relationships. Today, we will explore why networking is more of a marathon than a sprint, embodying the principles and philosophy I have advocated throughout my career.

Building Authentic Relationships

Networking is about building authentic relationships, not just accumulating contacts. It is essential to invest time and effort in getting to know others on a deeper level. Building rapport, trust, and a genuine connection requires a commitment to long-term relationship building. Like a marathon runner training to endure the miles, networking calls for consistent engagement and follow-up with others, nurturing connections that go beyond the surface level.

Establishing Credibility and Trust

A successful networker understands the significance of establishing credibility and trust within their professional community. This is not something that can be achieved overnight; it requires consistent effort and demonstrating reliability over time. By consistently showing up, delivering on promises, and providing value to others, one can establish themselves as a trusted resource and expert in their field. This reputation cannot be built hastily; it is cultivated over the course of a marathon networking journey.

The Power of Referrals

Referrals are the lifeblood of successful business networking. However, they are not instant gratification. Similar to the stamina required to complete a marathon, it takes time and a solid network foundation to earn referrals. As connections grow stronger and trust deepens, individuals become more willing to recommend your services or products to people they know. Referrals flow naturally when relationships have been nurtured and when others are confident in your abilities. This process cannot be rushed; it evolves steadily as your network expands and your reputation spreads.

The Depth of Connection

While a sprint may be a quick burst of energy, networking thrives on the depth of connection. It is not about the number of connections one can acquire in a short period; it is about the quality and depth of those relationships. By taking the time to truly understand others, their needs, and aspirations, one can offer genuine support and be a valuable resource to them. This depth of connection allows for collaboration, partnerships, and long-term business opportunities that are often missed in a sprint.

Patience and Long-Term Vision

Networking is a journey that requires patience and a long-term vision. It takes time to develop a network of trusted individuals who believe in your mission and are willing to support you. Like a marathon runner, there will be times when progress seems slow, and the finish line feels distant. However, by staying committed, consistent, and focused, networking will yield invaluable rewards that a sprint can never provide.

 

Business networking is undeniably more of a marathon than a sprint. It necessitates dedication, perseverance, and the cultivation of authentic relationships built on trust and credibility. By understanding that networking is a long-term endeavor, we can appreciate the true power it holds in creating opportunities, fostering collaborations, and ultimately achieving professional success. So, let us lace up our networking shoes, embrace the marathon, and forge lasting connections that will propel us forward on our journey to success.

 

 

 

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Business Networking and Friendsstring(31) "Business Networking and Friends"

April 13, 2023
BNI, Business Networking, Networking

I have found that one of the strengths of a good networking group is that most of the members become friends. Ironically, one of the weaknesses in networking groups is that most of the members become friends. Yes, it’s both a strength and a weakness. Accountability is crucial in running a good network because friends don’t like to hold friends accountable. I have also found that people who truly understand business networking recognize the need to have a system and structure to get results.

It can be dangerously easy for a networking group that meets regularly to become a talk session over coffee with little or no networking taking place. That is what happens when the group loses sight of their purpose, their focus, system, and structure – or it happens if they never had any of those things to begin with.

Often, people begin to make up their own agendas and they lose their focus on networking. When you lose focus, the meetings become social. Networking should be about business. Of course, there will be a social aspect, but it’s mainly about business, commitment, and accountability.

Leadership and Teaching

People can be like water – taking the path of least resistance. Without the proper framework in which to operate, the agenda might become the current topic of the day’s news, or it ends up being whatever the person running the group thinks the meeting should be from their own personal perspective. Inconsistency like that, over time, is a problem for a networking group.

Even if the group has a good, strong leader, that person’s life will change at some point or maybe they will simply get burned out. The problem starts if there is nobody else to teach. Teaching is a leaky-bucket process. You begin with a full bucket of information. When that information is taught to someone else, some of it leaks out of the bucket and the people being taught get a limited version of the information. Then, when that person teaches someone else, the material continues to get watered down based on their personal understanding and their ability to articulate the material.

By the time you are in the third or fourth generation of people passing along the information, you only have about half a bucket remaining. When the bucket of information gets low, people start putting in their own content. The problem is that it might not be good content. I’ve seen this time and time again. By the way, very rarely does the material improve over time with the leaky bucket process.

I learned early on that the best solution is to write everything down to develop “train the trainer” material so there is consistency in the system and the way the training is conducted. Making the leadership training part of a replicable system is the best way to fill the leaks and have good leaders for the organization.

I think it is a beautiful thing when people in a networking group become close friends. The key is to make sure it doesn’t detract from the group’s goal of building each other’s business through networking and referrals.

It is important for ALL networking groups to ensure that there is a strong sense of purpose with a solid structure, and that each member is committed to carrying out the systems for networking which are already in place. This will ensure that members agree to be accountable with their business networking friends.

How does your networking group maintain its focus and commitment to systematic networking practices? I’d love to hear your thoughts – leave a comment below.  

What Kind of Man Do I Want to Be?string(33) "What Kind of Man Do I Want to Be?"

April 10, 2023
, Accountability, BNI, Networking, Recognition

I was recently talking to a good friend and fellow member of the Transformational Leadership Council, Bettie Spruill.  We were talking about relationships and she asked me “what kind of man do I want to be?”  I thought that was a great question and I decided to write this blog on that topic.

I want to be a man who lives his values and treats others accordingly.  Living my values is an important aspect of having a fulfilled and meaningful life. For me, my values are fundamental to my identity.  They shape my beliefs, priorities, and behaviors. I want to be a man who lives his values and I strive to embody those values in all aspects of my life. My values include Givers Gain, a positive attitude, recognition, accountability, traditions, innovation, building relationships, and lifelong learning. I’ve incorporated all of these into my company, BNI.

The philosophy of Givers Gain is a value that I hold dearly. I believe that when we give to others, we ultimately receive more in return. This value is particularly relevant in my professional life, where networking and building relationships are essential for success. By giving to others, whether it is time, resources, or knowledge, I can build stronger connections and foster a sense of reciprocity.

Maintaining a positive attitude is another critical value for me. I believe that a positive outlook can have a profound impact on our overall well-being and our interactions with others. By maintaining a positive attitude, I can approach challenges with a sense of optimism and resilience, and inspire others to do the same. Additionally, a positive attitude can create a more welcoming and inclusive environment, where everyone feels valued and supported.

Recognition is a value that is important to me, both in my personal and professional life. I believe that acknowledging the efforts and achievements of others is essential for building strong relationships and fostering a sense of appreciation. By recognizing the contributions of others, we can build a culture of gratitude and respect, where everyone feels seen and valued. Recognition also aligns with my belief in the importance of building strong relationships, as it helps to create a sense of trust and mutual respect.

Accountability is another critical value for me. I believe that taking ownership of our actions and decisions is essential for personal growth and development. The older I get the less I believe in words and the more I believe in behaviors.  By holding ourselves accountable, we can learn from our mistakes and make meaningful changes that benefit ourselves and others.

Traditions are a value that is important to me, particularly in my personal life. I believe that honoring our cultural and organizational traditions can provide connection and belonging and help us to maintain a sense of identity and purpose. Additionally, traditions can help to create a sense of continuity and stability, particularly during times of change or uncertainty.

Innovation is a value that is important to me, particularly in my professional life. I believe that embracing new ideas and approaches can lead to more creative and effective solutions to complex problems. Innovation brings excitement and motivation, as we explore new possibilities and push beyond our boundaries.

Building relationships is a value that is essential for me, both personally and professionally. I believe that cultivating strong connections with others is essential for personal and professional growth and can provide a sense of support and community. By building relationships, we can learn from others, share knowledge and resources, and gain a sense of belonging.

Lifelong learning is a value that is fundamental to my identity. I believe that learning is a lifelong process, and that we can always strive to become better versions of ourselves. By embracing a growth mindset, we can approach challenges with an attitude of curiosity and openness, and use each experience as an opportunity for learning and development. Additionally, lifelong learning aligns with my values of accountability and innovation, as it involves being open to feedback and exploring new ideas and approaches.

Living our values is essential for leading a fulfilling and meaningful life. My values of Givers Gain, positive attitude, recognition, accountability, traditions, innovation, building relationships, and lifelong learning are fundamental to who I am, and they guide my behavior in all aspects of my life.

By striving to live my values and treating others accordingly, I hope to inspire other people to do the same and create a positive impact on the world around me. I believe that when we align our values with our actions, we can create a life of purpose, fulfillment, and joy. It is my goal to continue to live my values and always strive to be the best version of myself so I can positively impact those around me.

That is the kind of man I want to be.

 

 

 

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Don’t Pitch!string(14) "Don’t Pitch!"

March 20, 2023
BNI, Networking, Success

One of the most important things to remember when you are networking is:
Don’t Pitch 

During my recent visit to Necker Island, my friend, Mike Macedonio, and I talked about Networking Up, which is an idea that he came up with a few years back. You need to identify who are the successful people (however you define success) that you want to know, and find a way to network with those people.

Well, Mike and I saw several examples of people doing it wrong; they were trying to pitch a sale or idea to the owner of the island, Richard Branson.

Watch this short video to see more:

 

When you are Networking Up, don’t sell to people! You may think, “I’ll never have another chance.” Well, I guarantee you’ll never have another chance if you pitch anyone, especially the first time you meet them.
Instead, connect with people and find common ground. It changes everything.

Practice EFFECTIVE Networking Skillsstring(36) "Practice EFFECTIVE Networking Skills"

March 2, 2023
BNI, Networking, Networking skills 2

It seems that some people do better than others in life. Is it because they are lucky?
No, I think it’s because the harder you work, the luckier you get. And I believe that perfect practice makes perfect.

A friend of mine once told me about the time she went to a friend’s house for lunch. Her friend was a concert pianist, and after lunch, he said to her, “I hope you don’t mind, but this is my practice time. You are more than welcome to stay and listen if you’d like.” She emphatically replied, “Of course, I would love to.”

People pay big money to watch this man play the piano, and she got a private concert. She told me, “I had this vision that I would be listening to him play scales, or maybe something that was not finished. But while I listened, my gosh, it was incredible! It was so beautiful, Ivan. I sat there while he played, and tears came to my eyes just listening to him practice. After he finished, I said to him, “my goodness, that’s the way you practice?”  I was expecting something completely different, but this was like a concert. He replied, “Practice doesn’t make perfect; perfect practice makes perfect. Every time I practice, I practice as though I’m in concert. That’s the only way I can improve my music.”

This story reminds me that practicing the skills necessary to become a successful networker is important, however, businesspeople can’t expect to become master networkers by simply going through the motions.

Avoid “Lousy” Practice

Having meaningful conversations with potential referral partners at networking events is a necessary skill for business networking success. And yet many professionals attend an event with ONE goal: giving their business cards to as many new contacts as they can meet before it’s over. Or worse yet, they confuse networking with direct selling and use the gathering as a face-to-face cold calling opportunity.

Yes, they could say that they were practicing having “conversations” with new people.

Consider this – I once heard a music teacher tell their students, “Lousy practice makes a lousy musician.” The same is true for business networking. You can practice day in and day out networking the wrong way, and what are the results? You’ll get really good at networking incorrectly and ineffectively. 

Networking Skills to Practice

I offer these suggestions when you’re ready to practice effective networking skills.

  1. Always maintain a positive attitude. This includes the way you present yourself to other people. Everyone likes to do business with an enthusiastic optimist. Avoid complaining and don’t participate in gossip.
  2. Ask questions. When you meet someone new, ask about their business, why they love what they do, who their target market is. Then LISTEN to what they say.
  3. Maintain eye contact. Stay fully engaged in the conversation you’re having with someone. This shows your genuine interest in them.
  4. Help other people. A passion for helping others is an unbeatable complement to a hard and focused business drive. Follow the philosophy of Givers Gain®.
  5. Be trustworthy. Do what you say you are going to do. Every. Time. It is much harder to regain trust after it is lost.
  6. Follow up on referrals. ALL of them. Then update the person who gave it to you. If you don’t follow up on the referrals you get from others, you are losing potential business AND you are also losing the trust of those who referred you.
  7. Thank people. Express your appreciation to those who help you. This sounds so simple and obvious, yet an attitude of gratitude is a crucial networking skill.


All of these skills are part of the main purpose of business networking – long-term relationship building.

Master networkers know that the key to networking success is to build mutually beneficial business relationships with other professionals over time. You can do this by practicing effective networking skills at every opportunity you have to do so.

 

 

 

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The Carbon Almanacstring(18) "The Carbon Almanac"

February 9, 2023
BNI, Game Theory, Networking 2

My friend, well-known author Seth Godin, has come out with a new book called “The Carbon Almanac: It’s Not Too Late”. The section on Game Theory also relates to networking very effectively. I recommend his book. This is an excerpt from the book.

Game Theory

Game theory is the study of how people or organi­zations interact with each other in a situation where there are limited resources, desired outcomes, and a finite amount of time—which precisely describes the challenges of climate. What rules would have to be in place for countries to ‘play a game’ that would lead to a worldwide reduction in emissions? Why wouldn’t wealthy, oil-rich countries cheat by free-riding when others are scaling back?

This is a version of the tragedy of the commons. If no one has an incentive to hold back, won’t everyone graze their livestock until nothing is left?

Game theory tries to solve this challenge. The problem with reciprocity is that the countries that emit the most have the least need for reciprocal behavior by others as they are the wealthiest.

Climate degradation begins when someone dumps waste or burns fuel because it costs less than doing the resilient thing instead. Degradation can be avoided when all neighbors enjoy the same incentives. The three remedies are:

  •                  Rewarding cooperation and reciprocity
  •                  Limiting the temptation to free ride
  •                  Punishing free-riders

If members of a group or different countries work together, systems can be built that lead to mutual rewards. When a marketplace is created where the invisible rules reward people for acting with the long-term in mind, that’s what people and organizations are more likely to do. It turns out that social norms, pricing real costs into the system, and other interventions can change how organizations and countries behave.

Game theory therefore explains why some nations emit and avoid cleaning up—they get the benefits of cheap fuel while others pay for it with a changing climate and pollution.

Social norms have long changed the way organiza­tions behave because they amplify beneficial long-term behaviors. The choices made by consumers and our responses to actions by producers can rewrite the rules that industries play by. Combined with fees and dividends related to carbon emission and capture, this can lead to a ‘game’ that the players win by cleaning up the mess that the last game created.

 

 

 

The book is available on amazon and select online retailers.

More information is available at https://thecarbonalmanac.org/

Welcome to International Networking Week 2023string(45) "Welcome to International Networking Week 2023"

February 6, 2023
, BNI, International Networking Week, Networking

In 2007 I helped BNI® launch an initiative called International Networking Week® which is held during the first week of February every year.

International Networking Week began as a way to help business leaders around the world connect with each other and build their networking skills together. The goal is to recognize the power of networking and celebrate its key role in the development and success of businesses across the world.

It is about creating an awareness relating to the process of networking. Not just any kind of networking, but what I call “relationship networking,” an approach to doing business based on building long-term, successful, and mutually beneficial relationships with people through the networking process.

For the past 38 years, BNI has provided a weekly networking platform for members. The process is effective because people focus on helping others, and they educate fellow members on their own target market each week. There is mutual accountability in chapters, and we use technology to help members track their referrals and the results of their networking efforts. The meeting agenda is consistent in all 10,900+ chapters around the world.

My First BNI Meeting in a Different Language

I will always remember the first time I saw a BNI meeting room where everything was printed in a different language. It was in Sweden. Keep in mind, my native language is English. Swedish is not a language like French, where many people know a little bit of French. It’s not like Spanish, either. I grew up in Southern California, and you can’t grow up there without knowing a little Spanish. The fact is that Swedish is Swedish. You probably don’t understand a single word unless you know the language.

I was listening to the entire BNI chapter meeting in Swedish and one of the members leaned over to me and said in English, “You have no idea what he’s talking about, do you?”  I replied, “Yeah. He is introducing the referral part of the meeting and he’s explaining how the referral works and if you don’t have a referral, you give a testimonial.” The man looked surprised and said, “Wow, you know Swedish!” I said, “No, I wrote the agenda.”

That’s the great thing about BNI. You can go to BNI meetings anywhere in the world, without knowing the local language, and still know exactly what is happening and what’s going on, because the BNI meetings operate very much the same all over the world. I think one of the beautiful things about the organization is that it’s all based on trust and building relationships, and that transcends many cultural differences.

How to Be Part of International Networking Week

Everyone is invited to take part in local and global events happening this week. You can participate in Speed Networking with business people from around the world.

I also invite you to be part of the Referrals for Life® webinar that is open to everyone. I’ll be one of the speakers, talking about the relevance of networking in today’s business landscape. Learn more and register at www.internationalnetworkingweek.com.

If you are a BNI member or part of a networking group, introduce new people to your group. When you bring a visitor to your regular networking meeting or a special event, make sure you introduce them to the rest of the group to help them feel welcome and to meet other attendees.

If you are new to networking and want to visit a BNI chapter, you can do so in-person or online. Go to www.bni.com and click on the Find a Chapter button to locate a meeting in your area.

 

I believe that networking is not only a great way to get business, it is a great way to DO business. International Networking Week celebrates relationship networking which is about creating long-term relationships to build your business.

I’d love to hear about your networking activities this week. Share your experiences in the comment section.

Ten Tips for Success at a Networking Mixerstring(42) "Ten Tips for Success at a Networking Mixer"

January 23, 2023
, BNI, Networking, Success, Tips 9
Some people get nervous about attending a business networking function. They may be uncomfortable meeting new people, or they don’t know where to begin when they walk into the event. Others feel that they just don’t get anything out of their networking efforts. I’ve taken my years of experience and compiled this list of ten tips to help you successfully network your way through your next mixer.

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How to Communicate Effectively When Networkingstring(46) "How to Communicate Effectively When Networking"

January 12, 2023
, BNI, Generalities., Networking, Practice

Effective communication can be challenging. If it were easy, there would be no need for books, training programs, or research on the subject. There would also be far fewer divorces–and wars. And yet, communication is vital in business networking.  Your success in marketing your business and yourself rests mostly on your skills as a communicator. The clearer and more concise you make your message, the more easily it is passed on by your referral partners.

Three Common Ways That People Miscommunicate

  1.  They talk too much.
  2.  They use industry jargon.
  3.  They speak in generalities.

Any one of these mistakes can cause your message to be misheard, lost, or ignored. Even worse, these mistakes can create confusion or misinformation, and may possibly turn people against you, causing greater harm than if you had not tried to communicate at all. 

  1. The easiest way to avoid talking too much is to listen more. Of course you want to be polite and answer questions that people ask you. However, sometimes we get carried away and continue talking about ourselves long after we answered the original question. Be sure that you reciprocate and ask the same, or a similarly relevant, question to them.
    And then…. BE QUIET.
    When you ask someone a question, be respectful and give the courtesy of listening to what they have to say in reply.
    Remember, a master networker has two ears and one mouth, and they use them proportionally.
  2. You must eliminate industry jargon from your vocabulary in a networking situation unless you are speaking with someone in the same line of work as yours. It is best to simplify your message so the average person can relate to what you are saying.
    Here are some examples of possible responses when someone asks, “What do you do for a living?”
    • Rather than saying, “I do IT consulting and system hard drive analysis,” you can say, “I troubleshoot and tune up computers to keep them free of problems.” Most people easily relate to computers that are problem-free, while terms such as  “IT consulting” and “hard drive analysis” can be confusing.
    • Instead of saying, “I’m a marketing consultant,” consider saying, “I help businesses become known in the community.”

Did you notice how the industry jargon is eliminated and then replaced with a benefit statement in these examples? We went from industry-specific, feature-related terms and changed the responses to less-specific, benefit-related terms.

  1. In business networking, it is also important to make sure that you don’t speak in terms that are too general. General requests are hard for people to fulfill because they don’t bring a specific person or situation to their mind.

    If you were to ask a realtor what kind of prospect they want to meet and they say, “Anybody who wants to sell a home,” it is very unlikely that you will immediately think of someone who “wants to sell a home.” If you do know someone who is putting their house on the market, they are probably already working with a real estate agent. However, if the realtor says, “I would like to meet empty-nesters who are looking to downsize,” you immediately think of two or three couples whose last child has moved out. This answer from the realtor is more specific, which helps you think of homeowners who may be starting to consider moving to a smaller house.I know it may seem odd but the more specific you are, the wider the door opens in the listener’s mind. To network your business effectively, think of yourself as a profiler. The more accurately you profile and identify your preferred client, and the more specific your message about your target market, the better the referrals you will receive. Being specific is also very helpful when you ask someone to help you. If you would like a personal introduction to the CEO of the ABC Company, be specific when you ask one of your referral partners to introduce you. “Juan, could you arrange a one-hour lunch meeting for the two of us and Mary Sinclair, the CEO of ABC Company? She’s someone I would really like to meet, and because you know both of us so well, it would be great to have you there.” This request is specific and it gives Juan the details he needs to successfully complete the task and arrange the meeting.

Tips to Help Your Message

A great way to help you get comfortable communicating your simple and specific message is to practice delivering it. 
This is the most-asked question at networking events: “What do you do for a living?” 
This week, practice your response to this question, and time yourself, honing it until you can answer it clearly and concisely in one minute. It is important to keep in mind that the question is what do you do for a living, not how you do it. 

Another good way to craft an effective message is to identify ten jargon words that you have used in networking situations.
I suggest that you make a list with two columns–title the first column “Jargon Words or Phrases” and name the second column “Saying the Same Thing in Layperson’s Terms.”  Then figure out a way to replace the jargon word with one that is easily understood by the average person.

A third thing you can do to practice your message is to write out a referral request before presenting it to the people in your networking group. Make the request specific by using the name, company, and description (profile) of the person you would like to be referred to. Create a clear image of what your fellow members should look for and describe what you want them to do on your behalf. As an experiment, you can show your written request to someone close to you and ask them if it is clear, concise, and specific. Incorporate their feedback before sharing the request at your networking meeting.

 

You have to be specific when you talk about what you do, using easy-to-understand language. Effective communication is imperative to get referrals from your business networking efforts. Your networking partners must understand what you do in a way that helps them identify potential referrals for you and also helps them easily connect those people to you.

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