Knockout Networking for Financial Advisors and Other Sales Producers

CHAPTER 9Where to Go?: Chambers, Associations, and Other High‐Potential Events

“Networking is the first step in building a relationship, not the last. Enjoy getting to know someone. There will be plenty of time to sell.”

—Lisa Vioni, Co‐Founder and CEO, Hedge Connection Inc.

Networking is about going to the right places, saying the right things, and meeting the right people. This chapter will cover the “going to the right places” part of the show.

In real estate, the prime selling point is “location, location, location.” Location is everything! The places where you network are like the real estate market, in a sense. Your networking locations mean everything because they drive the market you're looking to attract.

The places you network are so important to your strategy because hopefully you're putting yourself in a position to meet future prospects (both types), referral sources, and clients. Over time, you will create visibility and establish credibility with the people who count.

As we discussed earlier, having a target market helps you become specialized, become an expert, and become knowledgeable about a specific industry, profession, vertical, or marketplace. It also helps you determine “what ponds to fish in,” as in where to go. If your target market is the manufacturing industry, that should help you determine exactly where you need to go – maybe to an association meeting or cocktail party that is provided for manufacturing executives. That may sound as obvious as ...