AmSpirit Business Connections Networking Tips

When NOT to give someone your business card

2011-10-11T07:02:00.001-07:00

Sale at a Funeral
Cadillac Man— MOVIECLIPS.com

2011-09-17T10:22:00.000-07:00

Here are some tips on proper business card etiquette. There are times when it is absolutely NOT appropriate to hand a business card to someone. Like in this following example:

Sale at a Funeral
Cadillac Man— MOVIECLIPS.com

What Do AmSpirit Chapter Presidents Need To Do?

2011-05-11T12:58:00.000-07:00

The role of being an AmSpirit Business Connections Chapter President involves a lot more than meets the eye. If the chapter President slips in any areas of being an effective leader, it easily can erode an entire chapter culture and have a 'ripple effect'.

While not everyone would agree with me 100%, here is my list for the attributes of an effective chapter President:

1) Overall, the Chapter President must lead by example. How can the leader of the chapter ask others to carry out tasks or exemplify certain behaviors if they do not hold themselves to a higher standard?

2) Attend nearly every chapter meeting throughout the year. The President runs the meeting. If they're absent, the responsibility falls onto the Vice President. If the VP runs more than 1/3 of the meetings, it's a problem. It also sends a message to the membership as a whole that attendance is not a priority.

3) Oversee Effective Board Meetings. Have specific agendas every month for board meetings. Hold all board members accountable for their roles and ongoing tasks. Devoting one hour per month is sufficient to discuss any chapter business and putting plans in place for continual chapter improvement. Take corrective action as needed throughout the year, do not let problems linger to become larger issues later.

4) Attend as many outside functions as time allows, AmSpirit or otherwise. Again, it goes back to 'leading by example'. If others see your effort, they will follow your lead. Even if they don't, you will benefit by expanding your own network.

5) Be punctual with meetings. Everyone is on a schedule, so be sure to be respectful of others' time commitments.

6) Inspire others to achieve. I've witnessed Presidents who lack so much energy and enthusiasm that no one is particularly interested in even being in the meeting. Show energy and always maintain a positive attitude. Your demeanor is picked up on by others in the meeting.

7) When other board members let you down, go back to them and reset the expectations. Not necessarily negative, but reinforce what you need from each person until they're proven to be able to carry out duties responsibly.

8) Let others know when they're doing a great job. Too often, Presidents can seem like they only point out others' shortcomings, but should praise good networking behavior at every opportunity.

9) Rely on your Area Director for advice and guidance. They've seen so many situations over time that they can be an asset to problem resolution. They can help you avoid pitfalls that others haven't been able to avoid in the past.

10) Build leaders in your chapter board. Once you've been able to accomplish that, the role of President gets much easier. Everyone is accountable to each other when leaders emerge in the group.

How to Avoid Becoming the 'Networking Jerk'

2011-01-24T10:22:00.000-08:00

Working FOR the Room...

2011-01-06T11:39:00.000-08:00

With full credit being given to AmSpirit Headquarters, here's a very useful piece of advice. The next time you attend any networking event (Business First Breakfast, Chamber After Hours, etc.), make it your goal to help connect others and not look for business for yourself.

You know roaming around glad-handing, distributing your business cards and generally trolling for business seldom works, unless you are intent on being annoying.

Instead, try working FOR the room. Be a facilitator of conversation amongst less outgoing people. Introduce other people you have just met to people you have known for years. Find out how you can help someone and take action on that. Share useful information about other events and happenings.

When you work for the room, you will transform yourself into a superhero of sorts. People will actually welcome seeing you at events. Try it and see what happens.

Potential or Productive?

2010-11-12T19:56:00.000-08:00

I meant to post this earlier this week while it was still fresh in my mind. I was watching the 2nd half of the Monday Night Football game (Steelers vs. Bengals).

Jon Gruden, NFL Analyst for MNF and former NFL head coach, said something very profound that relates directly to business people as well as athletes. He and his colleagues were discussing how a team like the Bengals, one year removed from sweeping games from their division rivals, can now be so bad. Ron Jaworski stated that the Bengals have so much potential with great players on their team.

That's when Gruden chimed in, "You know what potential really means? It means you haven't done squat! The Steelers are full of productive NFL players and the Bengals are full of potential."

I think the same can be said of business people and it is demonstrated in their networking efforts. I know quite a few people who could be so much more successful if they would just go the extra mile to actively engage their network, help others selflessly, spend time thinking how they could contribute more to their networking groups, etc.

So the question is, "are you full of potential or are you a productive networker?"

Perseverance is Key to Success

2010-11-09T06:32:00.000-08:00

I woke up today thinking, "what a lucky guy I am to have the life that I have!" I've been blessed with a wonderful wife, good friends, family, and a business that I love to run every day. I also started thinking about what things have enabled me to be successful in my business thus far.

The #1 reason is that I have followed a process consistently that has delivered results. Too often we give up before we ever see the fruits of our labor. This made me think of an incident that happened to me when I was about 12 years old.

Every summer during my youth I spent a good amount of time fishing and camping with my family. On one of our camping trips, I spent an entire afternoon fishing off the end of a dock. I patiently watched the bobber at the end of my fishing line for at least a solid 2 hours with nothing to show for it, not even the slightest nibble.

During that same time there were probably 4 or 5 others fishing off the same dock, but after 20 minutes of inactivity, they all left. I sat and waited, and waited, and waited...

All of a sudden the bobber disappeared underneath the water's surface like someone had attached cinder block to the end of my line!! I jerked the line to set the hook and began reeling in whatever was on the other end. At the same time I began yelling for my Dad to come down to see what was happening.

I reeled in a "Channel Cat" (catfish) that was one of the largest fish I had ever caught, weighing about 10 lbs. and almost 30 inches long. When everyone in the campground area heard me yelling several made their way down to the dock to see what the commotion was all about.

Next thing I knew, there were about 10 other fisherman on the dock casting their lines into the water. Funny thing is, I don't remember if any of the others caught any other fish that afternoon.

What happened to the Channel Cat? I took him home in a very large bucket of water. Later that same day I delivered the fish to our neighbor next door, an old man who lived by himself by the name of Seif Friend. Dad said he loved to eat catfish and would really be surprised so see what I had brought to him. I'll never forget how his eyes lit up when he saw what was in the bucket!

The reason this story is relevant to me is that it is a perfect analogy to why some people are successful following processes and persevering, while others give up too soon. Whenever I get the least bit discouraged about business or networking in general, I remind myself to persevere just like I did that afternoon on the dock with my fishing line in the water.

Long term success in networking and business comes from following processes that work and not giving up too soon.

Wrong Number, Right Mindset

2010-11-01T09:56:00.000-07:00

I have a story to share with all of you that perfectly illustrates how to 'think outside the box' when it comes to inviting guests to chapters. Congratulations go to Daniel Barker with ACS Title and also a member of the Towne Centre Chapter for this success story.

Daniel was attempting to text someone and inadvertently sent a text to the wrong number. After a few minutes both parties realized it was a wrong number. Instead of simply apologizing and exiting the conversation, Daniel invited the person as a guest to the Towne Centre Chapter.

Shawn Cromartie was the guest invited and owns MSC Contruction & Design. After visiting 3 times, Shawn submitted his application and was voted in as the newest member. Shawn has already engaged at least 3 members of the chapter to use their services in his business.

Had Daniel not been 'thinking on his feet', that opportunity would have been lost. He was definitely 'thinking outside the box' on this one! This should serve as a great reminder that we all need to be aware of the opportunity in every conversation and interaction we have with others!

Grow with Quality, not Quantity...

2010-10-14T22:07:00.001-07:00

Now that the 4th quarter of 2010 is upon us, AmSpirit Business Connections chapters are more focused than ever in growing their chapter memberships. The outstanding chapter program requires chapter growth as one of the defining criteria to be a GOLD chapter.

That being said, I worry about some chapters taking in anyone submitting an application without screening the prospective member at all. Prospective members get the impression in some chapters that they're being recruited like a high school football star. It looks desperate in some cases. This leads guests to think that there is no voting process, or that it's just a formality and everyone gets in.

Guests should see what a great opportunity AmSpirit Business Connections is for them and that they should hope the vote goes their way so they are approved. One of the chapters that I help to mentor does a great job of asking the prospective member to meet one-on-one with several of the chapter board members prior to any voting taking place.

This way the chapter knows not only about the person, but the company that they are representing. There is a good sense of whether that person is going to fit in with the rest of the group personally and professionally. They've even postponed voting until they have time to properly screen their applicants. I applaud them for that.

In the long term, if you properly screen your prospective members, you will have a more effective chapter and lower turnover. If you do not, your chapter culture can be eroded very quickly.

Networking Goes Beyond Dollars and Cents...

2010-08-27T09:55:00.000-07:00

Every member who ever belonged to any structured networking group will evaluate whether it is worth it to continue their membership at some point. How often have you ever heard anyone say:

"I don't know if I'm getting any value here."
"I don't get enough referrals or the ones I do get are really bad."
"I don't like the structured meetings. They're boring."
"I'm the only one in my chapter doing anything right."
"What do I really get for my networking dues?"
"I give referrals a lot and rarely does anyone ever help me."

I'm sure there are other common themes you will hear from people, but those are some of the ones I hear about the most. Let me respond to each one individually:

"I don't know if I'm getting any value here."
I usually respond with 'what value are you providing to others?' Do you attend regularly, give to others, visit more chapters than just your own, go to socials, go to area wide luncheons to meet others, routinely mention your networking group to your own clients/prospects? If you are doing all those things and still do not believe you are getting value in return, then you have a legitimate point. Otherwise, you're just reaping what you are sowing.

"I don't get enough referrals or the ones I do get are really bad."
What kind of referrals are you giving to others? If the quality of your referrals aren't good, then maybe that is why others do not feel compelled to refer back to you. Also, do you let others know when they give you a bad referral? If you do not let them know, you may just get more of the same.

"I don't like the structured meetings. They're boring."
The structured meetings serve more than one purpose. If you have guests every week ( and you should) the structure is on display to let them know how organized and professional your chapter is and that you're serious about helping each others' businesses. It also adds a level of accountability that helps to keep the chapter on track with its goals throughout the year. The structure is not about 'members' as much as it is about the 'guests'.

"I'm the only one in my chapter doing anything right."
Rarely is this ever a true statement. It often times is used as a way to justify dropping out of a chapter. If it is true, then find a chapter that takes things more seriously! Don't give up on networking altogether.
"What do I really get for my networking dues?"
You have access to hundreds of business professionals in the networking organization, you have the opportunity to stand in front of other business people every week to promote your business, you improve your public speaking skills, etc. It really does reflect the 5 primary benefits of AmSpirit Business Connections:

Generating opportunities for new business
Improving the scope and quality of your network
Acting as a resource for your clients
Enhancing your communication skills
Giving you the satisfaction of helping others succeed

"I give referrals a lot and rarely does anyone ever help me."
Never, ever, should you keep score. I keep score only to see how many referrals I can give to others each year. I compete with myself from the previous year. Naturally, we're drawn to people who reach out to help us. But anyone who feels that 'I won't refer to him/her because they've never referred to me' will never be successful at networking.

So that's it! The next time you hear anyone make statements similar to the above, try coming back with any of these responses. But do it in a nice way, not in a condemning fashion. Most everyone wants to do well and care about others, they just need help along the way to learn how to do it the right way.

How Much Does Your Chapter Care?

2010-04-15T20:34:00.000-07:00

It's interesting to visit various AmSpirit Business Connections chapters and see how different they really are. Ideally, your experience as a visitor should be the same no matter which AmSpirit chapter you visit. I was reading a new book this evening that I just purchased, "The Little Big Things: 163 Ways to Pursue Excellence" and in just the first few pages I was inspired to compare the content in the book to AmSpirit Chapters.

In the first few sections, the book details how successful restaurants almost always have the same thing in common: spotless, clean-as-you-can-possibly-get, restrooms. They pay attention to the little details to provide a great experience for their customers.

What about your AmSpirit Chapter? What little things does your chapter do to make it a great experience for your guests? (That is, if you have guests coming on a frequent basis, but that's another story for another day.)

Do you have a sign in sheet for your guests to register their contact info so that you have a tracking process in place for your membership chair to follow up easily?
Do your members arrive early so that they can meet guests and make them feel welcomed before the meeting begins?
Do you follow an agenda for the meeting so that your chapter is organized?
Do your chapter officers provide their weekly reports in detail or do they often say 'no report' or give it little attention like 'I'm the Secretary, I track referrals, back to you Mr. Vice President'?
Do your members stay afterward to talk with guests and ask them if they have any questions about the chapter or the organization?
Does your chapter get involved in the area wide events offered every month by AmSpirit HQ (MORE meetings) or other Chapter Socials? Does your chapter promote your socials on the AmSpirit web site?
Do you as a member make an effort to get out to other chapters to meet other AmSpirit members and see how you can help one another?
If you see a member struggling to give or receive referrals do you make a point to approach them in order to offer help?

I'm sure there are other 'little things' that I could list here but this is a great start. When you have a chapter doing none of these things or very few of them, you might as well hang a sign outside your meeting space that says, "We Don't Care".

Dress for Success

2010-02-12T13:49:00.000-08:00

When you attend chapter meetings be sure you project the correct identity. If you would be meeting a potential client for the first time, how would you dress for the meeting? Would you wear blue jeans? If you're a landscaper or other industry where that is the norm, it's ok. But if you're a financial planner, probably not the best idea.

Whether we want to admit it or not, we are judged by others every day we interact with them. How we talk, our demeanor, our grooming, wardrobe, etc. are all things that other people use to formulate opinions about us.

If you treat all your AmSpirit Chapter meetings like a first meeting with a client, you'll always project the correct identity. Maybe I should qualify that statement more. If you take first meetings with potential clients very seriously and dress professionally, you'll convey the proper identity. And you just may get a few more referrals coming your direction because you've established credibility for your profession.

Be Patient...

2010-02-10T14:19:00.001-08:00

Joining any networking group and expecting immediate results is unrealistic. I am often asked by people in networking groups how long it takes before seeing benefits (referrals)?

One way to answer the question would be for you to ask yourself, "How long does it take for me to make a buying decision when I'm the prospect?" Do you normally begin doing business with someone after one meeting, one networking event, one phone call discussion? Probably not.

You have to invest the time in building rapport with others to get the most out of your networking efforts. If you're not willing to invest the time, then you probably should find a thick phone book and get busy making cold calls.

The lesson to be learned here is to be patient, spend time building rapport with others, and make sure you let everyone know that you want to help them first. When you've accomplished those things the referrals will come your way.

Forms from MORE Meeting Presentation

2010-02-08T20:34:00.000-08:00

For anyone wanting to get copies of the forms I referenced in my February 9th, 2010 MORE Meeting presentation, here they are:

Meeting Log and Referral Feedback Form

Do You Know Them...Really?

2010-02-05T11:01:00.000-08:00

While the snow is piling up outside and there's no where to go today, I thought I'd catch up on some blogging and social media postings.

In the world of networking, we always stress the KNOW, LIKE, and TRUST factors. What's interesting is to find out how everyone defines these terms. My definition from a networking standpoint is this:

For me to refer someone to another and say that I know them, I would expect that I would stake my personal and business reputation on the line for that other person. In essence, what I am saying when I state that I KNOW someone is that I have firsthand knowledge of their business or the owners of the business and am confident they're going to deliver great products and services for their clients. I am vouching for them.

Others believe because they have met someone previously, they can say that they KNOW them and will refer freely to them. I think that's a mistake that can cause great harm to you and your reputation. I learned the hard way.

When I first joined a networking group, it wasn't long after that a landscaper joined the chapter too. He seemed like a nice guy, friendly, and everyone liked him. A month or two went by and my friend mentioned wanting to do some outside yardwork in front of his house. I gave him this guy's name as a quality landscaper who'd do a great job for him.

What a nightmare! He took a big deposit from my friend (more than $500) and disappeared. He stopped showing up at our weekly chapter meetings too. We came to find out later that he was in jail for spousal abuse, had a cocaine habit, and his business was bankrupt. I could not have been more embarrassed that my name got tarnished in my friend's eyes because of this ill-fated 'referral'.

Fast forward to just a few weeks ago. One of my clients was having computer problems and the referral I had given her in the past for computer issues wasn't working out as good as it should have. I knew of another AmSpirit member that I had met a few times and always thought he presented himself well. I referred him to my client, but with the following disclaimer:

"I have met this person several times, I know nothing about their business firsthand, but he appears to be able to solve the kinds of problems you're having with your computer. If it does work out well for you, please let me know so that in the future I can refer to him with more confidence."

It turned out great! She has mentioned on more than one occasion how happy she is with the service that was provided to her. I took comfort in knowing that I did not foolishly risk my reputation by just slinging any referral her way without qualifying it first.

So if you see me out and about and I ask you if you know someone, I really want to determine if you'll put your reputation on the line for that other person. There are people already around Central Ohio that know lots of folks, but far fewer would risk their own reputations vouching for others.

http://www.jongordon.com/newsletter-011810-5waystomotivate.html

2010-01-18T08:29:00.000-08:00

Here's great information on how to motivate your 'team'.

http://www.jongordon.com/newsletter-011810-5waystomotivate.html

Summary of Article in Business First Regarding Referrals

2010-01-10T11:53:00.000-08:00

After I posted the link to the article regarding the core principles or giving and receiving referrals I realized that people who do not subscribe to Business First will not be able to read the article in its entirety unless they have a subscription. So I'll summarize:

The Author, Greta Schulz, writes that a lot of people struggle in the fact that more of their clients do not provide referrals back to them. It's not as simple as asking clients, 'who do you know that can use my products/services?'

You have to do 3 things well:

Paint a picture: teach others to listen specifically for certain statements when they're with others. She used an example of an accountant. If someone says 'I had a really large tax bill last year' you should remember to bring up the name of your accountant friend. Don't just ask others if they need a good accountant. Listen for specific circumstances.

When others come first, so do you: Give without hesitation. The more referrals you give, the more you will get in return. I'll add my own spin on this here. Don't ever expect it to be a 1-to-1 ratio. That thinking will get you in trouble every time.

Make swiss cheese out of paper: Every time you see something in the paper or other magazines that makes you think of someone in your network. Cut it out and send to them. They'll appreciate it and you'll stay on top of mind. Handwritten notes, not cards with pre-printed messages on them that look handwritten.

The bottom line is to always look out for the best interest of others and you'll benefit in the long run.

Giving, receiving core principles in finding referrals - Business First of Columbus:

2010-01-10T11:46:00.000-08:00

Here is a great article appearing is the current issue of Business First regarding business referrals.

Giving, receiving core principles in finding referrals - Business First of Columbus:

Be Proactive

2010-01-09T13:36:00.000-08:00

Be proactive, don't wait for another member to be assigned as your 'lunch buddy'. Get to know all the members in your chapter as much as you possibly can on a one-to-one basis. Learn their business, learn what you must ask others to uncover referrals for that person. What statements should you be listening for that would lead to a referral for another person?

Once you have great rapport with your own chapter, now go find other members in other chapters and do the same thing.

Giving to others first and not focusing on what you want and need will come back to pay off for you...be patient and it will happen.

Reasons Why You Don't Get More Referrals...

2009-11-16T11:00:00.000-08:00

Often times I will hear members say, "I just don't get many referrals. I don't know if this networking 'stuff' works for me." Yes, we all joined AmSpirit Business Connections for the same reasons. We want more referrals for our businesses. The question is, "How do we get more referrals?"

It's better to illustrate what 'not to do' in order to have a better appreciation of networking, I think. Too many people sabotage their efforts and you probably for witnessed firsthand some of the bad networking behaviors. Here's a partial list of what 'not to do':

1. Don't follow up with the referrals you are given. Misplace the referral slip given to you and then do not bother asking the person who gave you the referral to provide the information again.

2. Better yet, do not ever give feedback to the person who provided the referral. That way they'll never know if you made a connection or not.

3. Always talk about your business, focusing on what you need. You don't have time to learn about what others need in their businesses, you've got a quota to hit.

4. Go to networking events and pass out as many business cards as possible. Don't take the time to talk to anyone at length. It'll cut down on how many cards you can pass out.

5. Don't give referrals to anyone unless they give one to you first. Let them know you keep score and if they're not going to give something to you, you won't help them either. Also be sure to tell other members in your chapter that you don't get referrals from anyone.

6. Don't get to know anyone from other chapters, it takes too much time. It's hard enough just going to your own chapter meetings every week.

7. If you have a chance to meet a paying client, schedule them over your weekly chapter meeting. It's much better to try to close that one sale than to go meet with your networking group. You probably wouldn't have gotten any referrals that day anyway.

8. Miss meetings for any reason, most likely they won't even know you're not there. Time management is important to you and you can get more done if you don't elect to attend your networking meetings regularly.

9. Don't meet one-on-one with other chapter members. You'll see them at weekly chapter meetings (at least the ones you attend). So why should you take another hour out of your week to meet them individually? It seems like a waste of time.

10. Don't go to any of your chapter or area wide socials. You've put in a full day already, why extend the workday any longer? It's better go get home and unwind watching TV instead. You'll be better rested for the next workday.

So, how many people do you recognize in any of the above statements? You may have even chuckled at the recollection of seeing some of these behaviors in action. If you ever find yourself asking 'Why don't I get more referrals?' do a quick analysis of yourself to be sure you aren't exhibiting any of these behaviors.

Find Good in Everyone...

2009-11-06T12:24:00.000-08:00

We all have people in our lives that for whatever reason, we just do not see 'eye to eye'. That's ok, though. If everyone agreed on everything, we'd be bored to tears. Right? Come on, agree with me!

Diversity is what makes life interesting. If there's someone in your network that you perceive as mean, unapproachable, distant, or any other negative qualities do this when evaluating them. Find something GOOD about them. Maybe they're a great parent, or very knowledgeable in their business, or you find that you share a common interest. Something, anything, that might help soften your negative outlook about that person can make a world of difference.

Your future interactions with that person may be much more productive and enjoyable as opposed to you avoiding contact at all cost.

Helping Others First

2009-10-16T08:22:00.000-07:00

It never ceases to amaze me how some people in the world view networking. One of the best things you can do for yourself to ensure that YOU are successful is to help others first and to also constantly evaluate yourself on how others perceive you. Self-evaluation is a powerful exercise.

Unfortunately, there are a lot of people who are so focused on their own needs that they either do not take the time or do not care what others think. They're too busy hitting THEIR goals.

Here are two recent examples from my own experiences. The first is a person who started a new company. He's out there working his tail off to get new contacts and new business: FOR HIMSELF. He's accepting new business for anything and everything, rather than focusing on a specific niche in his new industry. Basically he's willing to 'step on toes' of former referral partners because he needs the money. Had he specialized in a given niche he would have found that those referral partners would have been happy to help him by giving him referrals with the hopes he would return the favor. Greed won out instead.

In the second example, a member of a referral group asked everyone in his chapter to provide him with 2 referrals in the next month so he could reach HIS monthly sales goals. Yet he had generated 6 referrals to the rest of the group over eight months. If he had been a consistent contributor helping everyone throughout the year in his group he probably would have already met his sales goal without specifically making this plea.

The lessons to be learned in these two examples are that you should not make requests for others to help you when you've offered little help to them. You should also be considerate of your referral network and not compete against them for the same business. Your short term sales will result in a long term failure. If you're perceived as selfish, any potential referrals will dry up for you.

Connecting Naturally

2009-09-25T05:59:00.000-07:00

While on vacation this week, I realized that my wife, Cheryl, is a natural born networker. She doesn't even know it, but she is. For whatever reason, people are drawn to her. It's because she always smiles at others when she makes eye contact.

Last night we visited the laundromat so we wouldn't be packing a suitcase full of dirty laundry for the trip home on Saturday. Cheryl asked me to go next door to get some change at the restaurant for the machines. Five minutes later I returned and Cheryl introduced me to the family next to us doing laundry. They were from Cincinnati and have lived here for five years and have three kids. She made a connection in the few minutes I was gone!

Cheryl gave a gold token to the smallest little girl that came out of the change machine. The little girl told her she was a nice lady and hugged her. A small act of kindness to a stranger meant a lot.

What can we do to 'connect' more effectively with those around us? Do we remember to smile at those we do not know? Or do we remain expressionless, appearing aloof? What random act of kindness could be in your future to help you connect with another or network more effectively?

Once we practice smiling and being kind to others, it will become second nature to us. Unfortunately, we can't all be naturals like Cheryl.

The True Value of Your Network

2009-07-29T05:49:00.000-07:00

I read a post this morning from Keith Ferrazzi, author of 'Never Eat Alone'. While it was a short statement, it was also a real epiphany for me. Here it is:

"When I judge the value of my network, it’s not by how many people are in my rolodex. It’s by how many people I can pick up the phone to call and say, “I need help” – and by how many of them would call me to say the same." --Keith Ferrazzi

Can you think of any statement you can make about your own network of contacts that holds more true than this?

What Kind of Chapter Do You Want?

2009-07-15T20:16:00.000-07:00

All chapters in AmSpirit Business Connections WANT to be successful. The hard part is putting forth the effort to make it happen. Frank Agin often says, 'be the person you want to network with'. What if everyone in your chapter behaved that way?

It'd be great! Wouldn't it? So many chapters allow people to join who really should be screened a bit before taking a vote. It's so much more difficult to remove a bad member than it is to approve their membership in the first place.

Cultures are created by the collective behavior of your chapter. I'm proud of my chapter, the Towne Centre Chapter, because we are doing so well in inviting guests. In fact, so far in 2009 we have had at least 1 guest at every meeting this year. I have not heard of another chapter being able to make such a claim. By writing this, I hope I do not 'jinx' us.

While we have lots of guests, it is no guarantee that anyone submitting an application is automatically approved. We absolutely want to grow our membership, but with the right people on board.

If your chapter is not performing well (having guests, giving referrals, having great attendance, etc.) think about how much you screened members before they were approved. Having a strong mentoring program in place will help turn mediocre members into great members too. But if you do not screen applicants and do not mentor existing members your chapter is going to fall short of being a great chapter.

Rely on your Area Director for advice or help to turn things around. That's what we're here for, to help your chapters be successful. If your AD is not helpful, don't settle. Communicate with AmSpirit HQ to see if there are other resources to help (other ADs). I know I've not always hit it off with all my chapters, but those I currently support do know that I only have their best interests in mind, not my own. I know that their success will contribute to my success as well.

Remember, if you attract the best people and then mentor those who can be developed you will have great results in your chapter. Trust the process and success will follow.

Who Are You...Really?

2009-06-30T08:05:00.000-07:00

Over the past few months, more AmSpirit members are diversifying their business categories. Good idea? It's not a bad idea to ever have multiple streams of income.

But here's the danger. Under the 'know, like, and trust' concept how does talking about multiple business categories build the 'know' or the 'trust'? It can be confusing if every time you do a 30 second commercial or a presentation in your chapter and you are always switching gears. I'm not referring to people discussing different aspects of their industry. There can be variations there. For example, I will mention web hosting, web development, email newsletters, etc. But they all belong in the 'web' category.

You can easily confuse your referral partners if they don't know who you really are from week to week. It also creates the impression that you struggle with everything so you have to work 2-3 jobs to create one income.

My advice. It's perfectly ok to have multiple jobs, just don't talk about all of them in your chapter meetings. Focus on where most of your income lies and build relationships and referrals around that particular job title. Otherwise you may end up losing referrals on all fronts. Because no one knows who you really are and are uncomfortable giving you referrals.

Core Groups: Important or not?

2009-02-27T22:52:00.000-08:00

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...

2009-02-24T08:45:00.000-08:00

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

2009-02-19T18:35:00.000-08:00

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.

Lessons Learned from John Miller

2009-01-24T09:16:00.000-08:00

There's a wonderful book written several years ago entitled 'QBQ: The Question Behind the Question', by John Miller (http://www.qbq.com). In the book John writes of an experience he had while visiting a restaurant. He placed an order for a diet Coke only to find out that they only served Pepsi products. He changed his order to water with lemon and thought nothing of it.

Minutes later his meal arrived along with a diet Coke. To make a long story short, the server had his manager go around the corner to a local store and bought a bottle of diet Coke. The lesson is one of going the extra mile to provide service.

Every week I meet with my AmSpirit Business Connections Chapter at GameWorks at Easton. This past week we had near full attendance plus 9 guests attending. GameWorks staffers were doing the best they could to bring in extra chairs and tables. Our regular server was off for the day, so the new server had his hands full to say the least.

We took a short break before our featured speaker. I left the room to go to the ATM across the hall (needed money for our weekly raffle). As I briskly walked back into the restaurant to re-enter the meeting, two elderly ladies motioned me over to their table. "Could we please have some menus", they asked. I guess because I was wearing a name badge and walking briskly I looked like one of the managers. I responded that I did not work there, and started to walk away. It's at that moment that the QBQ lesson hit me.

I saw a stack of menus sitting next to one of the registers and grabbed a couple and delivered them back to the two ladies. The expression on their faces was priceless! "I thought you didn't work here", one of them said. "I don't, but I knew where the menus were. Your server will be right with you", I replied. I smiled and walked back to my chapter meeting.

How many of us go out of our way to be servants for others? What I did was very little effort on my part. But I bet the two ladies will remember it for some time.

Making an extra phone call, connecting people who can help each other, doing the little things to make a difference for others. I was about to write 'that's what makes a successful networker'. It's not, though. That's what makes a successful life!

The Tale of Two Chapters

2009-01-21T14:21:00.000-08:00

I attended two chapter meetings today. One in the morning, one at lunch time. The morning group had no guests, the lunch group had 9 guests. What's the difference?

It's amazing to see how two chapters with relatively the same professions can act so differently. The morning group wants badly to grow the group, but always looks for some magical formula that requires little or no effort.

The lunch group never really discusses 'we need to bring guests'. They just do it. No complaining, no whining, no 'let somebody else do it'. Members of the lunch group are so proud of the chapter they belong to and are genuinely thrilled to be there every week. They can't wait to showcase their chapter.

The morning group has the demeanor of 'this is such a chore' that they appear bored at the whole concept. It's not hard to see why guests are NOT chomping at the bit to visit the chapter. The members aren't even thrilled to go, so why would they bring guests to see it?

The bottom line is that everyone in AmSpirit Business Connections wants to be in a chapter with someone who is enthusiastic, brings lots of guests, and generates lots of referrals. What's stopping you from being that very person? Why not be your chapter's savior, rather than looking for someone else to do it?

If you can fill a room with like-minded people that have the 3 characteristics above (enthusiastic, bringing guests, generating referrals) you may just find a culture like the lunch group I mentioned here.

Underestimating 'Socials'

2009-01-11T21:12:00.000-08:00

I often wonder why more people in AmSpirit Business Connections do not attend 'Socials'. Whether they're in their own chapter or even other area wide socials that chapters promote across the organization.

One chapter last year had very poor attendance at their monthly socials. Several members came up with the solution to the problem. Stop having them. What??

Rather than correct the behavior of 'bad networking behavior' stop having them? For the last 15-20 years it has been said that the chapters that 'play together, stay together'. I just attended my chapter's social this past Friday evening and I couldn't believe how pumped up I was afterward. Not only was it a lot of fun, but I got energized seeing others in our chapter bond at a deeper level. It all feeds into the "know, like, and trust" concept that leads to more referrals for everyone in the group.

The culture in my own chapter, or at least my guiding statement that I've shared is this:

We will create a chapter of members where each member will not hesitate for 2 seconds to provide a referral to their best clients with any member of the chapter. If we all feel the same way about each other and have the utmost confidence in each other's professionalism, we can not lose!

Every opportunity you get to socialize with your chapter, seize upon it! Until you make it a habit, you may not even know what you're missing.

Here are some tips for 2009!

2009-01-05T10:56:00.000-08:00

By now most of us have settled back into a regular work routine. Isn't it nice to have a Monday with regular hours again? I guess I need the structure of a work week to get me focused and have the ability to get done all the things that are important for my business and my life.

Ever notice that AmSpirit Chapters with the most structure more often than not also have:

larger member rosters
more referrals generated
more enthusiasm

Has anyone ever visited a chapter with little or no structure that has any of these 3 items above? I know I haven't. Let's all commit to rolling up our collective sleeves, helping fellow members, and putting our best networking efforts into our chapters in 2009.

Here is a link to an article that I thought was truly insightful as well as entertaining. Do you recognize any of the behaviors listed in this article? Let's all be aware and not fall into any of these behaviors ever.

Enjoy this article. I know that I did. http://www.dumblittleman.com/2008/02/perfect-way-to-lose-at-networking.html

Check Your Ego At The Door...

2008-09-25T23:24:00.001-07:00

It's a great idea to become a leader within your chapter by taking on a board position. There are several benefits:

You are a more visible member in the chapter with more prominence.
Others will look up to you as a leader.
You will gain respect from other chapters, especially when your chapter does well. You'll be partially credited with the success of the chapter.

However, you do a disservice to your chapter if you:

Carve out your own kingdom.
Are unwilling to listen to advice and suggestions from others in your chapter or in leadership positions.
React negatively to anyone's ideas that differ from your own.

The key to remember is that 'we're all on the same side, wanting what is best for our chapters'. No one person is more important than anyone else, or as Charles Dickens wrote, 'The needs of the many outweigh the needs of the few'.

Make the effort to understand someone else's point of view and intent, before judging or acting in a rash manner. You'll have less regrets if you do.

Try New Approaches

2008-07-06T21:09:00.000-07:00

We're half way through 2008. In looking back at the first half of the year, how would you rate your personal networking efforts and those of your chapter's? If you are dissatisfied with either, it's not too late to turn things around in the second half.

Sometimes it is the little things that will lead to greater success in AmSpirit Business Connections. Maybe try something a bit different like some of the following:

Visit another chapter. Pick one that does not have your category represented if possible. Why not build relationships across chapters? If your category is very popular, then just go to the other chapter to see if you can learn one new thing to take back to your own chapter.

Ask someone to go to lunch that you haven't met before from another chapter, or pick someone from your own chapter that you haven't been able to spend any one-on-one time with for a long time.

Find another networking event this month to attend that is not AmSpirit-related. Maybe you'll find a person to invite to your chapter, or maybe a contact for someone else in your chapter.

There are lots of opportunities to change your networking efforts in another direction. If you're 'stuck', break out of your rut with a new activity. It just might jump-start the second half of your year!

Owners, Renters, and Squatters...

2008-06-12T09:40:00.000-07:00

Networking groups, whether it is AmSpirit Business Connections or otherwise, all tend to have 3 types of members. There are Owners, Renters, and Squatters. Which are you?

Owners--Members of this type are fully engaged in their groups. They take leadership roles, whether as a board member or just demonstrating leadership skills and setting good examples for others in the group. They attend their chapter meetings diligently, generate referrals constantly, and are always looking for ways that they can contribute to the continual improvement of their chapter.

Throughout the week, they are always thinking of how they can help and serve others. Rather than having a mindset of 'what do I have to do to be successful?', they have the mindset of 'what else can I do to be successful?'

They seek out other networking opportunities, also with the thought that they will attend the event in the hopes that they can uncover opportunities for others, not themselves.

Renters--Members in this category are able to contribute to their networking groups, but usually only do the bare minimum to get by. If they're required to do something, they'll do it, but rarely will go beyond what they're required to do. Their thinking is dominated by, 'what am I required to do to remain in good standing?' If 2 referrals a month will be required, they'll make sure that they generate 2 referrals, but no more.

As long as they belong to groups with strong leadership, they can be good members, because they will be held accountable.

Squatters--Members in this category take up space in chapters and do not follow the guidelines of good networking behavior. They scoff at structure, minimize the success of others as irrelevant, and erode the effectiveness of their groups. They want all the benefits of networking without putting forth any of the effort.

They miss meetings frequently, generate referrals only if it is easy (like someone asking them if they know a good realtor), and rarely attend any other networking events. They love making excuses as to why they can't attend events or meetings, and if questioned about their behavior, will be indignant about it. They take up a business category in their chapter and keep it from being occupied by any other business professionals who could be a much better fit for the chapter.

Before anyone thinks I am overly harsh in describing these types of networkers, please understand that I am only sharing what I have observed over the years through my involvement in AmSpirit Business Connections. I have been a Renter myself. Until I fully understood what it meant to be an Owner and the benefits associated with it.

I do not expect every member to generate tons of referrals every month or to attend every meeting. I do expect professionalism. I do expect that members deem their chapter meetings just as important as any client meeting. I do expect communication from members when they cannot attend.

We all have times where we have a conflict and cannot attend an event or a meeting. It should be the exception, though, and not the norm.

Owner, Renter, or Squatter: which are you?

It's Just Lunch

2008-03-19T19:50:00.000-07:00

Actually, no it's not. If you're in a chapter that distributes 'lunch bunch' assignments, don't ever miss out on meeting other chapter members one-on-one. If you belong to a chapter that thinks it's unnecessary to have such a thing, too bad for you.

This is one of the most important activities to accomplish within your chapter each and every month. What do we always say? It's all about Know, Like, and Trust. What better way to quickly get to know, like, and trust someone than to spend at least an hour of one-on-one time with them?

It's very difficult to know everything there is to know about another person's business when you only hear a 30-second commercial weekly and maybe when that person is the featured speaker a couple of times throughout the year.

If you're the Social chairperson for your chapter, don't ever neglect getting this out at the beginning of each new month. Also implore your chapter members to not only meet with their assigned partner, but choose someone else in the group you'd like to know better. Or even seek out members from other chapters to meet. What a concept! You might generate a cross chapter referral or be better able to refer business back to someone in your own chapter.

The more chances you give yourself to interact with others the more successful you will be as a networker. So why limit yourself? Also, don't make your lunch bunch forms too complicated. It really just boils down to having two columns with member names listed across from each other. Keep rotating one column until everyone in both columns meets one another, then re-shuffle the list.

One last piece of advice. The next time you meet with your lunch partner for the month, I challenge each of you to come up with at least one referral for each other over the course of your meeting. Think about it, how many more referrals could your chapter generate if this happened at every lunch bunch meeting throughout the year. A 16 person chapter would generate 192 additional referrals. That's more than half of what some chapters accomplished in 2007.

Introduction to Another AmSpirit Business Connections Member

2008-02-14T21:08:00.001-08:00

Hello Everyone:

I'd like to introduce all of you to Joshua Wagner, a new member of the TGIF chapter. Joshua is a motivational speaker and life coach. His recent posting on his blog is very relevant to what we experience in our AmSpirit Business Connections chapters. He writes about how small deviations in direction can lead to being way off the mark in the end.

Think about your experience in your chapters. How often have you witnessed chapters that begin deviating from the proven formula and end up losing members or falling into mediocrity?

Read Josh's blog here to be entertained and reminded of why it's important to 'stay on course'.

Putting Others First

2008-02-09T00:23:00.000-08:00

The next time you attend a networking event, be deliberate in your efforts to help others. Seek out new people to chat with, ask questions about their business, and ask how you can help them as far as getting business leads or making introductions.

Too often I run into people at events that are so driven to talk about themselves and care nothing about listening to anyone else. These people fail at connecting with anyone because they're perceived as selfish.

Do you know the best part about helping someone else find leads or making introductions? They'll usually feel inclined to return the favor!

Keep An Open Mind For Other Potential Members

2008-01-29T16:08:00.000-08:00

Everyone wants more business and more clients to work with, right? At least most of us fall into that category. That's why almost everyone joined AmSpirit Business Connections in the first place.

The wonderful thing about AmSpirit Business Connections is that when we are members of our respective chapters, we are not competing with others in our business categories: only one member in a distinct business category in each chapter.

However, there are times when this should not be taken so literally. If we let our chapters become so territorial that we reject potential new members because of a perceived conflict, we're hurting everyone in the chapter.

Let me explain this further. I'm not saying it's good to have two realtors, two mortgage lenders, etc. What I am saying is that it's entirely possible to split some categories and respect the other person's niche. Even though you may be able to handle commercial and residential home sales, you will find that by focusing on the one area you will benefit more in the long run. If you do residential, let a commercial realtor join. That commercial realtor may be your best referral source, and vice versa.

I've also heard members say, "Well, let them into the group, but I won't refer anything to him. I can handle both commercial and residential." That's fine. But think of the other members in your chapter who could benefit from knowing, liking, and trusting the new member. Every time you add one more person to your chapter's network, it opens the potential for referrals to all the other business categories in the chapter.

So the next time you reject a potential new member because you see a conflict, think objectively about it. Is letting this person join really affecting your bottom line negatively? I've seen groups with 3 insurance agents and 3 attorneys before. They all respected each others' core businesses and even though they overlapped, they only spoke of their core focus areas.

The more you hold onto everything in your category, the more your business loses opportunity for growth and expanding your sphere of business contacts.

Committing To Each Other

2007-12-14T08:30:00.000-08:00

Since we are so close to beginning the new year, what better time is there to re-commit to all of your fellow chapter members? Re-commit to:

Attending your meetings regularly
Giving referrals to each other
Attending outside networking events so that you may better refer to others

In my own chapter, I've borrowed some of the ideas from others (thanks to Dean Curry) and created two documents that I will actively use this year. One is for new member applicants. At the third meeting that a guest attends, they will be asked to complete a short questionnaire and address questions. Basically, what can you bring to the table as a new member and how can we support you in your business? Here is a copy of the document.

We also want existing members to renew their commitment to the success of the chapter in 2008. A similar commitment letter will be in place for all existing members. Here is a copy of the letter:

If everyone invests in each other in 2008, we can make it the best year ever for giving referrals, building our own businesses, and helping others succeed. If anyone would like a copy of either document to use in their own chapters, please contact me and I'll be glad to send to you via email.

Happy Holidays!

Just One Thought...

2007-11-28T09:35:00.000-08:00

To be the most successful person you can possibly be, you only need to remind yourself of one single solitary thought when you meet with another person. That thought is actually a question you must ask yourself and it is this:

"How can I help this person and bring value to them?" That's it. Nothing else.

As an AmSpirit Business Connections member, that thought could lead to:

Inviting them to visit your chapter thereby helping that person build their network and potential business referrals.
Finding out if the person you're meeting with has a need for a product or service offered by one of your chapter members.

The quality of your business relationships will exponentially grow when you are perceived as a resource by others as opposed to 'that sales person' working for ABC Company.

It's not that difficult to give referrals, get referrals, and build your chapter membership if every person in the chapter adopted this same mindset.

If you train yourself to always ask that simple question when meeting others, you'll be 'paying forward' just like the legendary Ohio State football Coach Woodie Hayes often was quoted as saying.

What Makes a Great AmSpirit Business Connections Chapter?

2007-11-15T10:16:00.001-08:00

With so many chapters in AmSpirit Business Connections, and the fact that each chapter has rosters large, small, and in between it can sometimes be difficult to exactly determine why some chapters flourish and others tread water.

I'd like to spark some healthy debate on this forum. This is your chance to 'tell it like it is', but be professional. I'm not going to post comments if I deem them to be inappropriate. As an Area Director, I am helping 8 chapters throughout the year as a mentor and 'coach' of sorts. I see common traits in chapters that succeed and those that do not. However, it is so much more powerful for individual members to see those traits.

I'd love to hear the perspectives of as many members as possible. The leadership of AmSpirit Business Connections meets regularly to discuss ways to improve the organization. I'd rather hear from the members what works for them and what they'd like to see improved upon. I'm afraid we rely too much on our own personal assumptions without hard evidence to back it up.

If you take a few moments to read any of my prior 'posts' to this blog, you'll read my thoughts on what it takes to be a productive member as well as a productive chapter. I look forward to reading what everyone has to say! If you'd like to leave a comment, just click on the 'comments' link next to my name at the bottom of this 'post'.

One last thought...Go Bucks! Beat Michigan!!

Do Not Accept Mediocrity...Part II

2007-11-06T19:20:00.001-08:00

Have high expectations for everyone in your network and chapter. If you're a leader of your particular AmSpirit Business Connections Chapter, ensure everyone carries out their responsibilities the right way. If you see something being done incorrectly or not at all, don't ignore it.

Pull the person aside and ask them if they need help in carrying out their duties as an officer of the chapter. If they do not know their role in the chapter, refer them to the chapter guide which is available on the AmSpirit Business Connections web site. Small tasks make a big difference. Encourage the Secretaries of your chapter to file a report every month so that all business referrals are tracked. It is the best evidence that your chapter delivers results. If they do not know the procedure, review it with them or ask your Area Director for guidance.

If you let others cut corners or skip procedures altogether, you are settling for mediocrity which in turn will erode your chapter's ability to gain more members and generate more referrals for one another.

Too often we can focus our attention on 'getting more members' without paying attention to our collective referral giving. If a large number of referrals are generated, the membership numbers will be easier to build upon. If a guest visits your chapter and sees 70-80 referrals generated each month on your Monthly Newsletter, do you think they'd be interested in becoming a member?

Extend Yourself

2007-11-06T10:59:00.000-08:00

In order to develop a large network of contacts, you have to be willing to extend yourself to many different networking functions. Many opportunities are available every single month for you to get involved beyond just belonging to your local chapter of AmSpirit Business Connections.

If you network well throughout the AmSpirit Business Connections organization, don't just stop there. If you do, you'll eventually have a 'closed network'. A closed network, meaning that everyone you know will know the same people thereby limiting your ability to meet new people.

There are hundreds of associations in Central Ohio. Do a search on Google to find out more information or visit your local library and have the reference desk help you. Ask others in AmSpirit what other groups they may visit or belong to as members.

Just do not limit yourself with a small network. If you find that you aren't getting enough referrals for your business, ask yourself how much time you've invested in building a quality network?

Building Rapport with Others

2007-10-17T13:18:00.000-07:00

For those of you who have been in the AmSpirit Business Connections organization for a few years or more, think back to how long it may have taken you to 'get comfortable' with the other members of your chapter. How long did it take before you started getting referrals?

From my own experience, I remember that it took nearly a year before I received my first really good referral. Obviously, everyone will have different experiences because of their business category too. There is much more risk at stake in doing business with a financial planner as opposed to buying flowers on Valentine's day from the florist in the group.

Here is my point. Invest time as much as possible to meet one-on-one with members of your chapter when you first join. Continue going to outside events as much as you can (chapter socials and/or business showcases). You will get to know others so much faster and learn so much more about helping one another when you interact as individuals. If you only see other members of your chapter each week for the 1 hour and 15 minute meeting, then you aren't building much rapport.

Here's another thought to ponder. If it takes several months of interacting continuously with your own chapter to build a solid business rapport with others, how much time do you think it might take to get to know members from other chapters? I see members visit the area wide luncheons once or twice, then they disappear. They think if there isn't an immediate payoff, it's not worth their time.

To get to 'know, like, and trust' with those in other chapters it may take more than a year for it to happen. In some cases, I've had referrals come from people I've known for 4-5 years or more. But for whatever reason, we were not referring to each other previously. But once the floodgates are finally open the referrals flow.

In a nutshell, networking takes patience, persistence, and consistency. If you consistently seek to help others and do so on a consistent basis, you will be rewarded.

Connect The Dots...

2007-10-10T20:33:00.000-07:00

Whether we choose to believe it or not, everything we do as business people is evaluated by others. There are a lot of little things (they're not really little, be we think they go unnoticed) that can trip us up in our pursuit to succeed in business.

For example, in your role as a business professional in AmSpirit Business Connections, do you:

Always call your chapter Vice President to let them know if you can not attend a meeting? Or do you just not show up?
Give more referrals than you receive? Or wait until others help you before you decide to refer business to them?
Attend outside networking events like MORE meetings, B2B meetings, city wide socials, etc.? Or do you tell yourself you have better things to do with your time than spend 90 minutes with other AmSpirit members or visitors?
If you do attend outside networking events, do you talk endlessly about what you do? Or do you listen intently to learn about others' businesses and do your best to connect people who do not know one another?
Show up late to your chapter meetings week after week? Or do you show up early enough each week so that you have time to network with other members before the meeting officially starts?
Pay your dues on time with the local chapter and the national office? Or do you usually wait until you get reminder notices from your Area Director that late fees will be assessed if you do not pay your bill?
Attend the Annual Leadership Conference each year to learn more about becoming a leader in your chapter? Or do you ignore the opportunity each year telling yourself you'd rather spend that Saturday watching basketball games on TV?

All of these examples above are possible reasons why you do not reap the greatest value out of your membership in the organization. Others judge us by all of our actions whether we choose to believe it or not. So...connect the dots. You may be damaging yourself without really realizing it.

Is Your Chapter an "Enthusiasm-Free Zone"?

2007-10-04T22:27:00.000-07:00

You may wonder sometimes about others' level of enthusiasm in networking groups. Maybe you're stuck in an 'enthusiasm-free zone'.

What's that? It's a sign hanging on a wall with a black and yellow border, like a warning sign. It states something like this:

Notice
Enthusiasm Free Zone

Absolutely no activities that promote enthusiasm
in the chapter are permitted in this area.

These activities include, but are not limited to:

Telling success stories about referrals you’ve either given or received

Gushing about how much you enjoyed last month’s luncheon or social

Cheerleading about AmSpirit Business Connections

Talking about ‘networking’ as if it is a living entity

Discussing how much your business has been impacted through networking and referrals

It’s not that we’re negative. It’s just that we’re here because our company pays for it. Enthusiasm costs extra!

Don't Settle for Mediocrity!

2007-10-04T21:42:00.000-07:00

I hear from members from time to time that become frustrated with networking in their chapters. Either not enough referrals are being generated, attendance is off, not enough guests are invited, the chapter isn't growing fast enough, etc.

Why do you think that is? Take a moment to analyze your chapter. Be tough, but objective about it. Spend some time reviewing the chapter member handbook to review all of the guidelines for successful chapters. You can find it on the AmSpirit web site. Find anything there that might surprise you?

Most chapters that fall short of expectations also deviate from the guidelines written in the handbook. Reasons for not following guidelines are many:

"We don't want to be so regimented."
"This gets boring with repetition."
"I don't know why we need to do that anyway, it's silly."
"We all know this already, so why do it every week?"

I've seen chapters that used to do everything 'by the book', then gradually begin changing the way their chapter functions. New Chapter officers follow the previous years' example and continue the erosion of processes.

Before you know it, membership is shrinking, referrals are down, and everyone scratches their heads and wonders, "does this networking stuff even work?" Yes! It does work! But only when the collective chapter follows the process (developed over more than 10 years, by the way) and effort is given by everyone.

Do not settle for mediocrity! Chapter boards need to be not only the best examples for the members, but also hold everyone accountable to the standards for success. Chapter members are required to:

provide at least 2 referrals per month (average of 24 per year)
not miss more than 2 meetings in a row or 3 in a rolling quarter
stay current with any local and national membership dues

Members are also strongly encouraged to:

attend outside networking events, either AmSpirit or otherwise. This helps to become a better referral giver and also enable you to recruit potential new members for your chapter.
bring at least 4 guests each year to your chapter.
meet regularly with your lunch bunch partners in your chapter. How else will you get to know everyone on a personal level?
attend as many chapter socials as you can. This also helps you get to know, like, and trust those in your chapter much quicker.

Now, ask yourself whether your chapter does all of these things. How often have you witnessed members not hold up their end of the bargain and no one says anything? If your chapter is less than what it should be in terms of results, maybe it's time to get serious and follow the guidelines and ensure your chapter board holds others accountable as well as themselves.

If you're wary that members will leave the group, don't be. Those are usually the ones keeping your chapter from being successful in the first place. They will either step up their game and become a productive member, or they will self-select out of the group.

You just might be surprised that your chapter begins attracting serious-minded professionals who want to network. When the results are positive, the chapter will grow. Success breeds success!

So the next time you tell someone that you're not happy with the way things are going in your chapter, take a critical look at how the chapter functions. I guarantee there is a failure to follow guidelines at some level!

Values vs. Techniques

2007-09-15T07:57:00.000-07:00

How much of what you do in your daily routines supports your values as a person and how much is a technique?

AmSpirit Business Connections constantly reminds members that 'giving' is the best way to benefit in the organization. You'll hear 'givers get' and 'give first, then you'll receive' often from Frank Agin or other Area Directors.

What I find troubling is the notion that some may perceive 'giving' as a technique. That's dead wrong. You have to have 'values' in your life that you live every day. If you're treating values as a technique to gain more business, eventually people will see right through you.

When I see members act in a way that is 'giving' to others, and then after a short time, abandon that mindset, it makes me think they only pursued it as a 'technique'. Going to monthly luncheons, referring to others, making introductions between other members, etc. are all part of having a giving nature. But when I hear a member say, 'I tried doing that and it just didn't work' or another excuse is offered, I am troubled by it.

It makes me think they were only employing a technique and they didn't really believe in what they were doing. Whether you immediately get rewarded for your giving nature or not, you should gain satisfaction out of knowing you followed the 'golden rule': do unto others as you would have them do unto you.

I get discouraged from time to time just like everybody else, but knowing that you're doing the right thing keeps your perspective in place. How can feeling good about yourself ever be a bad thing?

Your #1 Goal at any Networking Event

2007-09-12T19:52:00.000-07:00

Here's the secret to being successful at any networking event: Give!

Go to the networking event with the mindset that you will:

introduce someone you know to someone new that they have not met
help find a referral for someone in your chapter
help someone to get involved in a networking chapter
learn more about someone else's business so that you can better refer to them in the future
get to know someone new, agree to meet later to learn more about helping each other's business

All of the above activities promotes giving. If you go to networking events with the sole intent to get business leads for yourself, you'll lose almost every time. I said 'almost'. Sometimes you may come away with a few leads, but once you get the reputation of 'taking' and never 'giving' you will lose momentum fast.

Guess what? I went to the CONES networking event tonight and received two solid leads. Both were a result of others approaching me asking for my help.

With the help of Brian Schiff, President of the North Outerbelt Chapter, I was able to help someone new find a chapter to join. I also made plans to schedule a future meeting to learn more about partnering with another company.

I firmly believe that these things do not happen by accident. It was because my intent was to help others get what they need, rather than focusing on my needs.

Looking For a Way to Start Your Week on the Right Foot?

2007-08-22T21:36:00.000-07:00

If you're like me, you sometimes find it difficult to always begin the Monday morning work week with a positive frame of mind. If you're looking for a way to jump start your week on a positive note, you owe it to yourself to visit the AmSpirit Business Connections Development Forum.

Each week a different presenter will offer insights gained from a business book, a seminar attended, a business article, etc. Visit the link above to learn more about what's coming up each week and to get directions to the meeting. Every week we meet at 7:30am and wrap up shortly before 9am.

Any member of the forum will attest to the fact that the information shared each week not only is valuable to their respective businesses, but the positive outlook shared in the meetings carries over to the rest of our weeks.

So if you think you could use a bit of positive reinforcement for your business and learn new information regarding marketing, strategy, sales, and/or networking mark your calendars for Monday mornings at 7:30am!

Tracking Member Referral Effectiveness

2007-08-10T09:40:00.000-07:00

I wanted to take this opportunity to share some new information with you. The North Outerbelt Chapter has begun tracking member effectiveness with a new report. As you all know, one of the requirements to be a member in good standing is to give 2 qualified referrals each month. Tanya Copley-Hegarty, their Chapter Secretary, has created a simple way to track member referral giving. Here is a copy of the report.

Through July, if the member is meeting their referral goal, they should be at 14 referrals. Anything less than that and they're below 100%. Anyone dipping below 50% for the year triggers a discussion with the member on how they can be better referral givers and letting them know it is important that they get their numbers up. If they cannot meet this requirement after being coached by board members they will be asked to leave the group.

This is an excellent way for chapters to monitor themselves and put a process in place to help members give to each other and maintain the integrity of the chapter's accountability.

Kudos to Brian Schiff for his leadership as President of the North Outerbelt Chapter and to Tanya Copley-Hegarty for her willingness to create this report and her attention to detail.

Do You Only Watch One Channel?

2007-07-19T19:29:00.001-07:00

Anyone who watches TV every night probably 'surfs' hundreds of channels a week. Me too. Jerry Seinfeld even put the topic in his act before. He stated that while women want to find something to watch, men always search for 'something else to watch'.

What does this have to do with networking, you ask? I've said more than once that when you join a networking organization like AmSpirit Business Connections, why would you only go to your chapter meetings and never go anywhere else? There are monthly luncheons, Business to Business Meetings, Chapter socials, other chapter meetings throughout the week, The CONES tradeshow, the AmSpirit Golf Outing, etc. All of these events are other opportunities to build relationships with other business professionals.

If you only invest 1 hour and 15 minutes each week to your chapter, it's just like buying cable TV (or a satellite dish) and only watching one channel! Why limit yourself when you can either help others by referring to them or helping your own business by promoting yourself?

Obviously, I'm not advocating going to chapters where your business category is already represented. But if you look hard enough, I'm sure you will find chapters that might not have your category represented. Or go to area wide events and market yourself all you want! Who cares if you're a realtor and there are 5 other realtors there? Convince people that you're the best of the bunch! It's also possible that your perceived competitors may be referral sources if you find that you each specialize in different areas/products/services.

So stop watching one channel and SURF AmSpirit Business Connections to get the most out of it!

Do You Have a Networking Mindset?

2007-07-13T08:31:00.000-07:00

First, a 'networking mindset' could be defined differently depending on who you ask. Let me tell you how I define it.

A successful networker cares more about others than themselves. They go to networking events in the hopes that they can potentially be a resource to help connect other people to each other, or offer advice/tips that can help others in their businesses.

They DO NOT meet new people and immediately start telling them why they need their products/services. Their values and actions are not dictated by "what am I gonna get out of this?"

Ok, now that I've written this you're probably thinking, "Wow, what a Pollyanna!" I'm not at all. Think about it. How much would you be able to gain if every time you went to an AmSpirit Chapter meeting and every person in the room was focused entirely on helping others and not themselves? If twenty people are in the room, 19 of them are focused on trying to help you.

Think about going to area wide AmSpirit events with the same attitude. I've heard from some AmSpirit Business Connections members that they do not go to area events because they think that their 'target audience' customer will not be there. Or perhaps they will not go because too many people in their same business category attends.

If you think that AmSpirit Business Connections is just comprised of 'potential customers' you are selling yourself short. Think of it as hundreds of potential advocates for your business!! By not going to events because you think your ideal customer will not be in attendance isn't accurate. What if your 'ideal customer' happens to be the best friend or next door neighbor of someone who IS in attendance. Wouldn't you like the referral?

I've never thought of my chapter as my potential customers. If I did, I would have finished 'farming' for business from them and quit by now. Which is why some AmSpirit members join and give up in a few months, never realizing the true value of the organization.

In summary, take some time to evaluate your 'networking' mindset over the next few weeks. By thinking of others first, you will realize a return on your investment. More people will want to reach out to you if they know that you will do the same.

Yes, there will be a few self-centered people in your life that will always think of themselves first, not matter what you do. The more successful we can become by giving can maybe convince the selfish of the 'error of their ways'.

Officer Reports Done Properly

2007-06-29T09:53:00.000-07:00

Part of what makes AmSpirit Business Connections so effective is the commitment to a proven process. Officer Reports are but one component of that process.

I've witnessed more than one chapter over the past few months not covering Officer Reports the way they really should. It's not acceptable to simply state, "I have no Report", in a chapter meeting. At a bare minimum, an Officer should stand up, explain the duties of his/her position, and then move on to the next Officer.

It's also important that all Officer Reports are covered whether that Officer is in attendance or not. This is especially important if guests are present at the meeting. They need to see that there are professional members involved who value these weekly chapter meetings and take it seriously, just as they would in their own business. If several Officers are missing and no one reports for those missing, it does not show the guests a true measure of the chapter's procedures.

This is especially true when key Officers are missing. Secretaries have extremely important reports to share each week. If no one explains the referral tickets and the monthly newsletter (referral report) that is a big mistake. Guests are left to figure it out by themselves.

I know this seems trivial, but little things like Officer Reports can make or break a chapter in the long run. If these become casual, the culture can slowly erode as well.

A Useful Tip For Networking Events

2007-06-28T07:04:00.000-07:00

If you attend a networking event where food and drink is offered, consider arriving early in the event so that if you do have something to eat and drink, you can do that first. Why? Because it will be easier for you to network with others if you aren't holding a plate or cup in your hand. Tables aren't always readily available.

I've often seen others attempt to exchange business cards while juggling plates and cups too. It's kind of awkward. You also have an easier time writing down info when you network if your hands are free.

Make Yourself a Resource for Others

2007-06-27T14:43:00.000-07:00

First, my apologies for not posting here more often. I promise to post here at least once a week from now on. Please send me feedback if you find this information helpful to you as you network with other business professionals.

If you'd like to subscribe to this blog and have it delivered to your email inbox whenever there is a new posting, click on the 'subscribe to post' link at the bottom of the page.

Now on to today's topic:

Whenever you meet with clients or prospects, be sure to let them know just how 'connected' you are. I've gotten into the habit of informing clients and others that if they need anything at all, whether it may be a realtor, an attorney, a landscaper, a mechanic, etc. to please call me.

I know a lot of people in and around Central Ohio who do great work in all kinds of professions. You will be surprised at how you can strengthen your bond with your clients and prospects. They will truly perceive you to be a resource for many needs and not just trying to sell you something from your company. You will position yourself as having their best interests in mind. If you're not already perceived this way, this will help you get there!

Prepare Your Presentation

2007-04-12T10:20:00.000-07:00

Whether you're the featured speaker in your weekly chapter meeting, or guest speaking at a public event, take time to prepare your presentation. I have been an audience member for a few presentations recently, and it was obvious the speaker hadn't prepared.

Here are a few tips:

Don't wait until the last minute to prepare. If you're up late the night before, your focus and energy probably aren't where they should be. Do your best to work on it a few days before.

Rehearse. If you have 10-15 minutes to speak, make sure your material covers that time span. If you have too much, you'll never get through the material. If you have too little, it makes your presentation look bad.

Also leave enough time for questions.

If you're using other audio/visual equipment, make sure you've tested it beforehand. How many times have you seen someone struggle to launch a PowerPoint presentation? You don't want to start with a bad first impression.

Your presentation skills provide and insight into who you are as a professional. It goes a long way to instilling confidence in your fellow AmSpirit Business Connections members that they can refer to you without reservation.

How NOT to Network at Events

2007-01-30T11:56:00.000-08:00

Recently I had an opportunity to mingle and network with a lot of other business professionals at a breakfast event. I used to love going to these types of events because, like most everyone who goes, I wanted to make more contacts and expand my database.

What I've found in the last year or two is that I now seem to use these events as a training ground for myself to observe networking behaviors of other professionals. What I observed at this event was mostly what NOT to do when meeting others for the first time.

Almost every single person I met immediately whipped out a business card and went into 'sales mode'. Holy Cow! I just met you and you want to tell me why I need your product or service!? How about a little rapport building first?

Not that I'm perfect in my networking habits, but I've learned to treat others as I would want to be treated (the golden rule, if you will). It's almost as if you can tell immediately when someone is on commission only, or being pressured by quotas, or just doesn't have a clue about sales.

So my advice to others would be to be friendly, ask lots of questions about the other person and what they do, and if they ask you about your business keep it brief and turn the attention back to them. If there is truly an interest, ask them if they would be interested in learing more about each other at a lunch or sharing a cup of coffee.

To view it in a humorous context, you don't want to 'scare the squirrel away' with sudden movements when you're trying to get him to take the peanuts from your hand.