Core Groups: Important or not?

There are several opinions out there in the AmSpirit Business Connections community on the importance of core groups. Some think they can't exist without them. I think they're less important than a lot of others.

Why do I think that? I think of my entire chapter as my core group. If I thought for one minute that as the owner of a web development company, I could only count on leads from the printer or the advertising firm in my chapter, I'd lose.

Every time I hear a mortgage person or title company (I'm not picking on real estate, it's just a clearly defined core group) say, "I'm looking to switch chapters because I don't get any leads from the realtor in the group", it makes me cringe. What they're really saying to me is, "I really want to focus on low-hanging fruit that doesn't require me to put in a lot of effort to receive referrals."

If they truly thought that the realtor or title person were the only referral sources, why not pick one realtor and one title person and go to lunch with them every week and leave the rest of the chapter alone? That way the chapter could focus on recruiting members who completely understand the power of networking with everybody, not just their core group.

Don't misconstrue what I'm getting at here. Core groups can be very beneficial, but they need not take precedence over building solid referral relationships with everyone in your chapter. I view them as a side benefit, not the primary benefit.

You may disagree, but think about it. Which would you prefer? A room full of referral partners, or two core group partners?

The Little Things Do Add Up...

My favorite line from the movie "Butch Cassidy and the Sundance Kid" came from Paul Newman. He said, "I have vision, and the rest of the world wears bifocals". It's that way often times in how people see the art of networking with others.

You can build up or damage your networking effectiveness without ever realizing it. Let's start with some positive points first. Here are some of the actions that will help you get ahead in AmSpirit Business Connections:

• Attend meetings regularly. Never fail to call your chapter Vice President to let them know that you cannot make a meeting. Also call if you will be late for a meeting. It's simply practicing professionalism.
  
  
• Attend area wide functions and socials. The area wide functions enable you to meet more people. Go to them with the attitude that you hope to find referrals for others. Do not selfishly think of only taking for yourself. Others will find you if they have a need, especially when they do not perceive you as constantly being in 'sales mode'.
  As for socials, you will find that others in your own chapter will increase their level of 'know/like/trust' when they see you wanting to interact with them and getting to know them better.
  
  
• Follow up with the referral giver. Let the person know what's going on with the referral that they gave to you. It lets them know that you took action and feedback as to whether it was a good referral or not.
  
  
• Meet with your lunch buddy every month. This is your opportunity to know more in depth about the other person's business. It may take months to learn the same information if you only see them in the weekly chapter meetings.
  
  
• When you are the featured weekly speaker, focus on how the other members can create referrals for you. Do not merely talk about what you do. That's ok for the first or second time you present to the group, but after that it serves no purpose to educate others on how to refer to you. The membership is your sales force. You must arm them with the information that will generate referral business for you.

Now let's list some of the little things that will negatively impact your ability to be an effective networker in AmSpirit Business Connections.

• Don't attend meetings regularly.
• Don't attend area wide events or socials.
• Don't let the referral givers know what happens with the leads they give you.
• Don't meet with your lunch buddy.
• Don't prepare for your presentation when it's your turn to speak to the group.
• If you do attend the weekly chapter meeting, make sure to show up right when the meeting begins and leave immediately when it adjourns. That way you don't have to worry about having to talk to other members or guests before or after the meetings.
• Don't take networking too seriously. It's just extracurricular activity anyway. You really need to be focusing on yourself and what you need and not waste a lot of time thinking about anyone else. Besides, it's a bad economy out there, you've got to look out for yourself.

I'm sure there are other positive and negative steps to be considered, but these two lists are a good starting point. Which list will you adopt as yours?

Following Up

Whenever you receive a referral from another member in AmSpirit Business Connections, or business leads from anyone, it's a good idea to follow up with the person who gave you the referral. I admit that I have not always followed this rule myself.

It's easy to forget when we get busy. But if you want to encourage the person who provided the lead to you to continue providing leads/referrals, let them know what happened to the last lead they gave you.

If someone gives you a referral that was not the greatest, have the courage to go to the person and explain to them why it probably was not a good lead. That way they'll have a better understanding of what kinds of leads are best for you.