Knockout Networking for Financial Advisors and Other Sales Producers

CHAPTER 2What Is Networking?: Having a Networking Mindset

“Networking and humility are cut from the same cloth: They both are not centered around thinking less of yourself but rather rooted in thinking of yourself less. Focus on others; it's about them, not about YOU!”

—Ed Deutschlander, CEO, North Star Resource Group

A big part of a boxer's fight plan when training for a fight is to stay focused. That's why boxers hire trainers, conditioning coaches, and chefs, and keep family around them as part of their training team. Successful boxing is all about staying focused on doing the right thing the right way.

Stay focused on the mitts. Sparring. Road work. Diet. Training. Rest. Your opponent. Jab, jab!

What a way to make a living!

Being a successful networker requires almost as much focus. And understanding why you're looking to meet total strangers at a networking event is important. There are very good reasons to network. By understanding those reasons and being able to explain them to those you know and those you have yet to meet, the more effective you will be.

Six Reasons for Networking

There are really only six reasons (or purposes) for networking. There are many benefits, but it's important to be clear on your purpose so it's easier for those you meet to help you.

Growing Your Business

More prospects, more referrals, more business! That's probably why most of you are reading this book. Networking is absolutely one of the best ways (if not the very best way) to grow ...