Knockout Networking for Financial Advisors and Other Sales Producers

CHAPTER 3Why You Won't Connect with Everyone: The One‐Thirder Dynamic

“Networking is really the intersection of community and connection. When you find your right people and help them, the result tends to uplift the entire group, including yourself!”

—Kathy Tague, AVP Learning and Development, Guardian Life

In boxing I've been taught and too often reminded to throw punches in bunches. Typically, a boxer is encouraged to throw three‐punch combinations: jab, jab, hook or jab, cross, hook. Sometimes you can throw an uppercut into the mix for good measure.

It seems that before your opponent gets tired and drops their guard (defensive posture), you most often connect on the third punch thrown. Ideally, you want that third punch to be your power punch. Jab, jab, boom! When a boxer connects, or lands a punch, it means the punch hits the intended target, which is usually the head or body. When the punch is blocked or avoided, there is no connection.

A computerized scoring system called CompuBox is used in boxing matches across the world. CompuBox's purpose is to settle controversies surrounding fights by counting each punch thrown by each of the fighters, and also each punch landed. These metrics provide fight viewers with a final punchstat count and a perception of who should ideally be given the judges' decision, in the cases where a fight lasts the full distance.

Often, the punchstat count does not impact the judge's determination when deciding who won a given round or who ultimately ...