Knockout Networking for Financial Advisors and Other Sales Producers

CHAPTER 10What to Say?: How to Start a Conversation, Ask Good Questions, and Connect

“Networking is a tool that is used every day but can take years to master. If done right, it can be a game‐changer in your business.”

—Mike Reis, Head of Sales, Horace Mann Company

The ability to communicate is the most important thing we can ever learn. What's ironic is that even though it is the skill (or set of skills) that people practice most often, it is the thing we are worst at. In part, this is because we take it for granted – we communicate (or try to communicate) so often that we don't think there is anything to it. Other than getting the language correct and learning the basics, we lose sight of how important communication is. It is a myth that effective communication comes naturally.

What does communication have to do with networking? Everything! Without great communication, there can be no networking. Being purposeful about articulating who you are, what you do, and with whom is all about communicating well.

Communication isn't just about saying stuff – that's roughly 20 percent of it. The other 80 percent is having someone listen and understand what you are saying and why. This is vital when you are networking so that the contacts you make refer you the type of business you may be looking for – and of course, helping those contacts right back.

What Prevents Us from Listening?

Often, it's hard to stay focused on one thing, and our minds wander, especially with cell phones ...