Knockout Networking for Financial Advisors and Other Sales Producers

CHAPTER 8Business Cards Breed Business: And Other Rules of Networking^TM

“Networking is more about helping your peers add value than looking for the next opportunity.”

—Andrew Magnus, Business Development Officer, Schwab Financial Services

There are lots of rules to discuss in this chapter, concerning business cards (and other tools), “It Is Never About You,” being positive, looking the part, and some other cool ideas that will help you be much more effective at networking. And being more effective at networking means being more referable. Ready?

Have Your Business Cards and Other Tools of the Trade

When you're networking, you have to have your networking tool kit with you. A boxer has his or her corner to supply tape, Vaseline, towels, ice, a bucket, medical supplies, smelling salt, and other necessary stuff. When you're attending a networking event, you're on your own. No corner to help you! You must bring your own networking tool kit or tools of the trade.

I know that when I meet people for the first time at a cocktail party, networking event, or wherever it might be, I expect people to be prepared – to have tangible, physical things with them that would make them networkers. That sounds basic, but you'd be surprised how unprepared many people are.

Tangible Tools

Here are some tangible tools and related resources to have on hand as part of your networking tool kit.

Pens.    First of all, you need a couple of pens – throw‐away pens, because if someone walks away with ...