In this short video, I share a portion of the results from the survey of 12,000 businesspeople on which my most recent book, Business Networking and Sex: Not What You Think, is based. The results I discuss here indicate that there is a very powerful, direct linear correlation between the time spent networking and business success. You’ll also hear some colorful comments in the video relating to the book and my co-authors (e.g., “Frank, you’re a bad, bad boy . . .” ). After watching the vide...
read moreIn this short video, I share a portion of the results from the survey of 12,000 businesspeople on which my most recent book, Business Networking and Sex: Not What You Think, is based. The results I discuss here indicate that men and women act differently when it comes to the VCP Process®, transactions, and relationships. Based on your experience, would you say these results jive with what you’ve found to be true in the networking world? Please share your thoughts in the comments section–I’d lo...
read moreEmotional Equations 01/23/12
I had the opportunity to hear Chip Conley speak at the Transformational Leadership Council this last weekend. He spoke about his new book Emotional Equations. Chip created this self-help paradigm in order to break down life’s toughest obstacles into manageable facets that you can see clearly – and influence. When Chip suffered a series of tragedies in the space of just a couple years – and his heart inexplicably flatlined after a speech – he began using what he came to call “Emotional Equations” (li...
read moreWhen it comes to networking, we’ve all unfortunately encountered people who believe that the simple act of meeting another person entitles them to ask that other person to share their contacts with them in order to try to drum up more referrals. In this video, Susan RoAne, my good friend and an international networking expert who consistently puts out some of the most outstanding content on networking around, explains why anybody who believes that networking is an “entitlement program” (i.e., the ty...
read moreEntrepreneurial DNA 08/29/11
One of the reasons I am so endlessly passionate about business networking and finding new ways to inspire the growth of businesses around the world is because I absolutely love surrounding myself with people who exude the entrepreneurial spirit. As children, we have the sense that “the world is our oyster,” so to speak, and that anything is possible. Unfortunately, over time, many people lose this sense of wonder and adventure and the accompanying faith that anything is possible. Entrepreneurs, howeve...
read moreA Life in Leadership 04/04/11
Last week I had an opportunity to go out to dinner with Dr. Warren Bennis after his presentation at the University of La Verne. It was a true pleasure to spend time with him in a small group. Dr. Bennis sat on my doctoral committee at the University of Southern California and I had a chance to study under him for a brief period while I was there. For those few people who may not know who Warren Bennis is, let me suggest that you pick up almost any major book on the subject of “leadership” and I ca...
read moreGreat Opening Question 03/21/11
A good networker has two ears and one mouth and should use them both proportionately. When you meet someone in a networking environment you should ‘listen’ more than you ‘talk’ (especially if it is the first time you’ve met). Consequently, in books like The 29% Solution and Networking Like a Pro, I’ve written a lot about the kinds of questions you should ask when you meet someone for the first time. Recently, I was at a networking event and, at the end of the conversation, someone asked me a question that...
read moreFrank De Raffele, Hazel Walker and I are working on our new book about gender and networking. It discusses the difference between men and women in regard to how they network. We have a REALLY short (two question) survey that we need as many people as possible to take. The purpose of the survey is to gauge how comfortable people are when networking with the opposite sex. If you have 30 seconds to spare, PLEASE take this survey (if you don’t have 30 seconds to spare, good luck with getting everything done–...
read morePeter Guber, Chairman and CEO of Mandalay Entertainment, has a powerful new book coming out on March 1st called Tell To Win. This book is not only an extremely interesting read, it is also an important resource for networkers in every part of the world. Peter is a master storyteller and, with this book, he teaches readers how to achieve success in business and life by connecting with people and engaging them on an emotional level through the power of stories. I met Peter at one of his storytelling symposiums whi...
read moreHow to Make Networking Comfortable 01/13/11
Very few people argue with the value of networking, so why do people resist doing it? Aside from all the excuses–I don’t have time, I’m not a good networker, I don’t like to network–what’s the REAL reason people resist networking? I was reading a book the other day called “Manifesting for Non-Gurus,” which was written by my friend Robert MacPhee (pictured at right) whom I’m in the Transformational Leadership Council with, and the book explains a concept which I ...
read moreScott Ginsberg is celebrating his tenth anniversary. He’s been wearing a nametag for 10 years in a row. He has never taken it off. That’s right, 10 years = three thousand, six hundred and fifty days = 87,600 hours = 5 million two hundred fifty six thousand minutes = 31 million 531 thousand seconds and counting. He’s the world record holder. He has even tattooed his nametag on his chest and is the only person in the world who has made a career out of wearing a nametag. Scott developed the nametag professio...
read morePersonality in a Deck of Cards 11/24/10
Everyone wants to learn about their personality style. This is especially true with people who understand the value of networking. But most people don’t like taking boring written quizzes and assessment. Enter “Personality Poker” – what I think is a fun and interactive way to learn about your personality. Personality Poker is played with a specially designed deck of cards. They look like regular poker cards except they also have words printed across the faces. The words are personality descriptors like o...
read moreThe Handy Guide to Networking 10/25/10
I have just released my first e-book. It is called The BNI Handy Guide to Networking and is available to the public for FREE. The book includes topics such as: 6 Types of Networks Every Networker Must Know About, The Top 10 Traits of a Master Networker, The 5 Most Common Networking Mistakes to Avoid, The Layman’s Guide to Networking Online, Using Technology to Network Better , as well as other topics. You may download the book for free by going to this link: The Handy Guide to Networking . Download the b...
read more'Mastering the World of Selling' 08/30/10
When one of your business relationships passes you a referral, don’t assume that the prospect is ready to hear a presentation on your product or service. When an associate passes you a referral, say thanks . . . then start digging for more information. You will want to determine whether what you offer is a fit for what the prospect needs. Taking the time to do this upfront saves a lot of time and energy–for both you and the prospect. Exactly what does the prospect do? What products or services does ...
read moreHappy 21st–How To Work A Room (R)! 11/16/09
I’ve mentioned my good friend Susan RoAne’s networking books in a few of my previous blogs because her content is not only invaluably effective and simple to implement, it’s also a real treat to study because she’s hilariously witty and it shows in her work. If you haven’t yet checked out any of Susan’s networking content, now is the perfect time to start. Susan’s bestselling book How To Work A Room has just turned 21, and the information it offers is timeless. In fact, it&...
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