Knockout Networking for Financial Advisors and Other Sales Producers

CHAPTER 16The Four Phases of Networking: Preparation, Presentation, Follow‐up, Maintenance

“Whenever you go to network, look for what you can do for others first. Ask them what they need or what they are looking for, and then help them achieve it. You will ultimately have everyone asking you what you need in the end.”

—Bill Bartels, SVP, Director Advisor Operations, West, First Command Financial Services

The best networkers have a system in place so that they can stay focused while systematically building their database – and ultimately establishing great relationships. A lot of what I've been talking about so far has dealt with what to do, where to do it, and with whom.

In this chapter, a lot of the jigsaw puzzle pieces start to come together regarding how to network. I developed a four‐step system to help financial advisors, sales producers, business owners, and job searchers maintain a networking mindset while navigating the rules of networking, PEEC statements, PUNCH Cards, and the other concepts I've discussed throughout the book.

The “Four Phases of Networking” is a battle‐tested footprint that I created years ago. I have been using it myself and teaching it, and the results have been pretty incredible. Four Phases is a great process for ensuring that your networking fight plan makes sense and remains focused. I have found it to be the best way to get to the right places, say the right things, and meet the right people on a consistent basis.

The components of the Four ...