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My wife Beth and I had the opportunity to experience a dog-sled excursion while visiting the Ice Hotel in Sweden last year. While waiting to get onto the sleds and take off across the frozen river, we observed a very interesting behavior being exhibited by the lead dogs in each dog team. Virtually all of the dogs in the pack were leaping and straining against their harnesses, barking, yipping, howling and generally making quite a ruckus. However, Beth and I noticed that the lead pair in front of each of the sled team...


So often, I see people who are frustrated about not getting more business referred to them. After all, they say, isn’t that what business networking is all about? What many of these people don’t seem to realize, however, is that they need to actively share information (5 key things, in particular) about themselves with the right people before they can expect to have business referred to them by the people in others’ networks. The fact is, it’s not enough that you’re great at what you do and can offer a lot ...


The new video for International Networking Week® 2014 has just been released! This short, six-and-a-half-minute video, sponsored by the Referral Institute, explains how the week of February 3rd-7th, 2014 will bring about great opportunities for businesspeople around the world and increase worldwide awareness about the powerful benefits of business networking.  2014 will mark the 8th annual celebration of International Networking Week which is now recognized by many countries across the globe, with thousands of e...


A few years back, I was speaking to a friend of mine who is a partner in an international consulting and training company. We discovered that we had a mutual acquaintance who is a bestselling author and fairly well-known speaker. In our discussion, we found out that he had contacted each of us individually to see if there were any possibilities for some type of strategic alliance with our companies. We were both open to that possibility but couldn’t see any immediate and dramatic way our companies could link up wit...


In a video blog I posted recently, I talk about the Law of Reciprocity which is one aspect of social capital theory.  In today’s video, I specifically address what social capital is and why investing in social capital is one of the best investments you can make in order to secure future success for yourself and others with whom you network. My friend Alex, whom I mention in this video, is a master at building social capital and there isn’t a person who knows him who wouldn’t help him in an instant ...


If your network is a mile wide and an inch deep, the fact is it will simply never be very powerful.  In this video, I talk about why investing the time and effort into really getting to know your contacts and building deep, trusted relationships with them is key to networking success. Do you know your contacts’ hobbies? Do you know their family members’ names? If your answer is no, this means you’re not delving beneath the surface with your contacts and you’re not building fruitful relationsh...


Local communities and organizations–be they service clubs or professional groups–depend on sponsorships to make ends meet at some of their events.  This is also true for association trade shows and exhibitions.  In most cases, the dollar amounts for sponsoring events of this sort are modest–ranging from a few hundred to a few thousand dollars. How many times have you been asked to be a sponsor?  How many times have you offered to sponsor a select event in order to help out someone in your network...


Givers Gain® is a philosophy based on the law of reciprocity.  In the context of networking groups, people who adopt this philosophy dedicate themselves to giving business to their fellow networkers rather than making their foremost concern getting business for themselves.  In doing so, other people naturally become eager to repay their kindness by sending them business in return.  Givers Gain is a great way to live life in general and it is a standard which we can all apply to ourselves—key word being “ourse...


Engagement involves a promise and an action.  In order to achieve success in your group of networking relationships, you and your relationships must promise to support one another and then take the actions necessary to fulfill that promise. There are many ways that you can become engaged.  Have you taken the time to regularly meet with the people in your network?  Have you taken the time to educate them regularly on the key features of your business so that your products or services will be top of mind in the even...


In order for a networking group to be successful and thus ensure optimum networking results for each of its members, the first thing the group needs to do is ensure they are embracing quality. Embracing quality means being very selective about who you bring into the group.  The only people you should be inviting into the group are quality business professionals who have a positive, supportive attitude and are good at what they do.  If an individual does not meet these criteria, they should not be permitted into the...


If you interact with your clients, customers, referral sources, and contacts with a referral mind-set, show them that you are a giver, help others, and continually and strategically give referrals, you’re modeling the behavior you want others to exhibit toward you.  By itself, however, that’s not enough to train them to give you referrals. Contacts who are not involved in your strong-contact network may not be aware of what is involved  in the kind of true referral networking that you are conducting.  ...


A few years ago my company was in the midst of one of the largest projects in the history of our organization.  The project involved many people—it was very complex and financially challenging.  It was also in trouble.  I needed to select a key player for the project team.  The man I chose had incredibly strong technical skills.  He was very qualified for the project and was the perfect person to help turn this around . . . or so I thought.  I knew he came with a lot of baggage.  He didn’t always play well...


I recorded this video a few years back for an organization interested in learning about business networking and when I ran across it last week, I thought it would be good information to share here as what I discuss is still just as important as ever. If you don’t know what a Contact Sphere is, I urge you to watch this short video because developing a Contact Sphere is one of the most important steps in business networking.  After watching the video, think about who might be a good fit for you in creating a Con...


In this quick video, Referral Institute® Partner & President Mike Macedonio, who is also a good friend of mine and an avid mountain biker, explains an excellent metaphor he came up with about mountain biking and networking.  Not only does Mike do a great job of explaining how aspects of mountain biking are very similar to networking, he also manages to do something that’s quite remarkable . . . he talks me into getting on a mountain bike ! After watching the video, ask yourself about your own networking g...


(Part 6 of 12 of the “Navigating The VCP Process® To Networking” Series) TR Garland (featured in this video with me) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.”  He’s also considered a top trainer for the Referral Institute. For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  Six months ago, we started a much-anticipated 12-par...


If you’re not familiar with Power Teams or Contact Spheres, they are two things that any networker aiming for maximum networking results will want to get very familiar with. I have just released a new book with my co-author, Lee Abraham, called Money on the Table which is all about how to use Power Teams and Contact Spheres to generate more referrals for your networking partners.  Why should you take the time to learn how to get more referrals for those in your network?  Because this will ultimately pay off i...


An important and invaluable lesson I’ve learned over the years is that clear, open, honest, direct communication with people solves most problems. So often I have seen relationships deteriorate to the point where people are talking “about” each other instead of talking “to” each other. This can happen more easily than you might think.  For most people, when things don’t go the way they expect in a relationship, the tendency is to talk to EVERYONE they know EXCEPT the person they h...


I’m working on a new project with Nick Nanton, Esq., The Celebrity Lawyer, which gives small business owners, entrepreneurs, and businesspeople around the world the opportunity to establish themselves as experts in their field by achieving best-selling author status. We recorded a call outlining the details of the project last month and you can listen to the call for free by clicking here.  If you have ever been interested in becoming a best-selling author, I highly encourage you to listen to the call today as...


The End is Near!01/20/11

 

No, not the end of the world, silly . . . I’m talking about the end of the recession. Recently, I wrote about “Business Looking up in 2011″ which was based on a survey of over 5,000 businesspeople and entrepreneurs at www.BNIBusinessIndex.com.  The survey was a global survey that was taken by people from every populated continent in the world. The survey found that almost 68% of the respondents say that business is growing or growing dramatically compared to this time a year ago.  What the survey...


I am excited to announce that this blog was listed as #26 in the list of “50 Best Blogs for Young Entrepreneurs”! Here’s what they said: “Networking Entrepreneur: Even if you think you’re a pro at networking, check this blog for new tips and strategies as your business grows. Recommended Posts: Make No Assumptions and Clueless When It Comes To Conversing? Four Tips” The list, published by OEDb (Online Education Database), was created as a resource for young entrepreneurs who are lo...


The business I’m in involves a lot of coaching and guiding of franchisees to teach them how to coach and guide entrepreneurs, salespeople, and professionals to generate referrals for themselves and others.  Sometimes this feels a little like ‘herding cats’; entrepreneurs hate being told what to do and it takes a real skill set to move them in a direction that involves a lot of hard work but will help them achieve the results they want. One of the biggest challenges I have in this process is not w...


My wife, Beth, and I were in South Africa recently on safari at Camp Jabulani in the Kapama Reserve. Camp Jabulani has a beautiful suspension bridge between the main lodge and the guest suites. If you’ve ever walked over a suspension bridge, you know the feeling of the springiness under your feet as you walk. It was almost like wearing those Moon Boots I got for Christmas as a boy! As we made our way over the suspension bridge, we noticed pretty quickly that when we did not walk in sync, the bridge’s flex...


Are you looking for a networking approach that will help you save time and money?  Yes? . . . I had a feeling you’d say that. Source seeking is a great way to save time and money, increase your number of sources, discover some of your best sources and opportunities, and broaden your knowledge of your sources’ networks.  It involves contacting your prospective sources to identify people they know who can help you achieve a particular goal.  For example, you may ask a source to name someone who can help ...


I posted a blog this past Monday explaining what networkers need to know about the law of reciprocity, and I promised that I’d follow up today with some tips on what to keep in mind as you learn to use the law of reciprocity in your networking efforts. Below you will find four very important things to remember: Tip No. 1–Giving means helping others achieve success. What is your plan to contribute to others? How much time and energy can you spare for this? Do you actively seek out opportunities to help...


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