Today lets chat about the infamous ‘elevator pitch’. In my 11 years of networking, I have heard probably a bazillion of these, maybe more. What bothers me the most is when I hear someone say the exact same thing I just heard someone else say.

I’ll give you an example:

Lame Jane: Hi, I’m Jane, I’m a realtor who helps people buy and sell homes. Do you know anyone looking to move?

Wake up Jane!!! The average person has 3 realtors in their sphere of influence and I have over 100…so you need to say something to get my attention and stand out from the hundreds of other realtors that I know.

Fun Jane: Hi! I am Jane and I am a home ownership specialist helping people all over the city discover the home of their dreams.

OR

Hi! I’m Jane and I use my passion for helping others everyday to work with individuals in the search for their new homes.

OR

I turn houses into homes by finding their perfectly matched owners. I’m Jane and I am a Real Estate Agent.

There’s just a few examples, but the point is, change up your intro. Share your passion not just your title. Stand out from the crowd.

Happy Network

I was honored with the opportunity to present LinkedIN 101 to a room of college administrators this week and thought I would take some of that presentation and pass the cliff notes on to you.

Most of us HAVE LinkedIN but not many of us USE LinkedIN. Whether you use it regularly or not, here’s some basic tips to keep in mind:

• Make sure all your contact information and work experience is up to date
  • Check phone numbers, email, blog links and other websites
• Respond to messages as you would any others
  • Have the app on your phone so you can get immediate notifications
• Status Updates
  • Updates go out to newsfeeds but do not stay on your profile history
  • Share knowledge, its not always all about you or your business
• Posts
  • A post stays on your profile for others read in the future
  • You can see stats on how many people read, liked, commented and shared your post
  • Treat a post like you would a blog post or article
• Groups
  • Join and be active in groups
  • Share knowledge, present yourself as the expert in your field
• Give to Receive
  • Write recommendations for others and ask them to do the same
  • Introduce connections to show that you’re a great resource
• Know Who You’re Meeting
  • Look up the person you’re having coffee with to learn more about them
  • See what they look like
  • Impress them with a few fun facts you know about them
• Stay On Top Of Things
  • Keep your experience and photo updated
  • Congratulate people on job changes and anniversaries
  • Log in and browse your feed at least once a week

Feel free to contact me for more tips or for more information on my presentation.

Happy Networking!

Pet Peeve #17: If I have taken time out of my day to send you a referral, you better take time out of your day to thank me.

Isn’t that how we are supposed to function? The Golden Rule: Treat Others As You Would Like To Be Treated

Its definitely easy to forget to say Thank You. Especially when the reward comes long after the initial introduction, however those 2 little words can play a large part in re-occurring referral business. When people feel appreciated and remembered they will keep doing what it takes to feel that appreciation again.

A Thank You can be as little as a quick text, a handwritten card, maybe a phone call even, or small gift. It does not have to be huge, time consuming or expensive. Just set your Thank You plan in motion and stay on top of it.

Wouldn’t you love it if your business was all referrals? Just remember this…the more Thank Yous you give the more Thank Yous you’ll give. (Get it)

Now its my turn, THANK YOU to everyone who reads, shares and comments on my posts. It means so much to me to know that you’re getting something out of them and its worth my time to keep writing them. It lights a little spark in my heart every time I get feedback. Keep it up!

Happy Networking!

Today’s tip is a little less networking and little more organizing.

Have you ever received that call or text that’s just a number…no name? And you’re like…do I answer? Should I answer? You get that pit feeling in your stomach when you think of stopping what you’re doing to answer it. Or worse, you answer the call with your regular “hello” script and the person on the other end replies with “wth! Why don’t you have me saved in your phone?”

Avoid both these situations TODAY! Stop what you’re doing and go into your phone and find every text that doesn’t have a name assigned to it and save their name. Go through your voicemails and save those contacts.

Then get in a habit of saving those contacts EVERY SINGLE time you get a new one. I promise you’ll thank me.

Want to take it even one step further? Save your contacts first name with a reference of how you know them. Example: I save all my realtors like this REALTOR Casanova Brooks so then I automatically know when my phone rings who he is, how I know him and if I want to answer my phone or not. (I also started adding a fun emoji for some contacts too, like a house, so their name stands out even more)

ALSO once I save all my contacts like this, if I have a text I want to send to all my realtors I just sort my contacts by “REALTOR” and there they all are. I don’t have to think over and over about hmmmm who do I have in my phone.

This may sound time consuming, but I promise, you’ll enjoy it.

Happy Networking!

 

Are you familiar with the term “Sphere of Influence”? If not, here’s a quick review before we move forward: Your sphere of influence is the people closest around you that contribute to your mental, physical and financial well being. That’s not Webster’s definition but for the sake of this post, that’s the version we are using.

So today, I want to remind you that you should ALWAYS BE NETWORKING and growing your Sphere of Influence. What does this mean?

• Networking does not only mean when you are at a “networking event”
• Networking means anytime you are around human beings 😉
• Entertain casual conversations with the parents at your son’s soccer games
• Get to personally know the ladies in your book club
• How about the young gal that always helps you at the bank, does she need a home?
• Chat up your workout buddies at the gym
• Build a relationship with the caddy at your favorite golf course
• How well do you know the gentlemen in your bible study?

My point is, that everyone around you is, and can be, a great referral source. So don’t forget to always be networking with them and growing your sphere of influence. HOWEVER, be cautious and don’t be that annoying guy at the BBQ that comes in flashing his business cards around and selling used cars…Be the guy flipping burgers and handing out cold beers and chatting people up. They will open up to you, I promise.

Happy Networking!

So often I hear people say “What do you mean you bought a house with your friend and not with me?!” or “How did you not know I provided that service” or even “Well if I would have known … I would have used you” or the WORST is “Oh…I didn’t even think to use you”.

Those are some of the hardest, gut wrenching words to hear. We often get so wrapped up in our own worlds that we forget not everyone is living and breathing our business like we are. Of course we would like to assume that our friends and family think to use us first but that just doesn’t happen.

Did you know that the average person has 3 realtors in their own personal sphere of influence? And that’s just the average Joe…you and I who are active networks are surrounded by so many more professionals and industries.

So how can you help avoid losing out on referrals? My best tip… You ready… ASK FOR IT! You have to ask your friends and family for referrals. You have to remind them regularly that’s what you do for a living, what you do to feed your kids, and what you’re professionally trained to do.

Here’s some quick samples on asking:

• Oh hey Aunt Jody, I see your friend’s kids are moving out, would you please introduce us so I can see if she needs help moving into a smaller home?
• Hey Bob, I heard you say your client just bought a new home, would you mind introducing us so that I can help them with any plumbing needs they may have now or in the future.
• Cindy, I want to introduce you to Ron because I think the two of you would be a great referral source and by the way, don’t forget I can also help both your clients out with their needs.
• Kathy! Congrats on the baby, have you thought about moving to a larger home?
• Tim, its been so nice working with you, do you have 2 contacts you can introduce me to next week?

Also…ask you friends and family to post testimonials about the work you do. They can tag you in them on Facebook and LinkedIN so all their friends see.

Just remember, if someone has used your services and was happy, they used them because they like you and if they like you they will not have a problem referring you, you just need to ask.

Happy Networking!

Alright, let’s admit it, we don’t post video blogs because we are camera shy…right? RIGHT? You know it, I know it. I’m totally guilty of this one. We always think we are too fat, or our hair doesn’t look right or that double chin just has to go!

Well… I have news for you… you (and I) still have that double chin in person!

Why are you hiding behind the camera when you can be in front of people and letting them get to know you…every wrinkle, pound and out of place hair! People don’t learn to trust you by hearing your voice, they learn by seeing your body language, by being drawn in by your smile and they even learn to love your quirky mistakes.

Live video (Facebook and Periscope) can be super scary, so try this… shoot a video just on your phone. Don’t go live, just practice, then practice again and again and again.

Here’s a few other tips:

• Don’t read from a script. Write down a few bullet points if you must, but don’t read them
• Don’t shoot while you’re driving. Or in your car at all…its very unprofessional
• Its okay if you mess up, no one, I mean NO ONE shoots a perfect video every time
• The more videos you shoot the more comfortable you get, so do them often
• Keep them short and sweet, 2 -5 minutes at the most
• HAVE FUN! The more “real” you are on camera the more people will get to know you and that will turn into great relationships

Happy Networking!

All too often I find myself standing at a networking event talking to the same people I talked with at the last event, and the one before that and probably the last 6 ones I attended. Or I get asked to join “tips/leads” groups just to be a warm body. Sound familiar? What a waste of time!

If you want to sit around and have a cocktail with some friends, that’s fine, but a networking event is NOT the place to socialize with your buddies. Are you really going to this event to meet new prospects and connections? Or just going because you need one more networking event on the calendar?

Knowing your purpose when you network is the first and most important step in networking. Ask yourself these questions before going to an event:

1. Will there be people there I NEED to meet?
2. Will there be clients there that I can reconnect with?
3. Will there be multiple industries represented?
4. Will there be 20 of my competitors there or will I be able to stand out?
5. Can I get in and out in an hour or less and still make some new connections?

If you answered “no” to more than one of these questions, I would seriously reconsider attending. Your time is valuable, usually worth money to someone. If you’re not going to come out of the event with new contacts, or new one-to-ones set, its not worth it.

If you answered “yes”, GREAT! Go with a purpose! I’m going to collect 5 new contacts’ business cards. I’m going to set 3 new one-to-ones. I’m going to meet 2 new bankers. I’m going to meet 4 new referral partners. I’m going to only stay for 35 minutes. I’m going to introduce Sally to Joe and Bob.

Network with a purpose. Make the most out of your valuable time. You don’t need to be everywhere, everyday if that’s not going to make you wiser, more connected or more money.

Happy Networking!

 

Today’s networking tip is short and simple; Think Ink

When you’re leaving your car or office to head to a networking event you always make sure you have business cards (right?!) well, I also want you to make sure you have a pen. May sounds simple, but let me tell you why you want to “Think Ink” before heading to that event.

1. Someone is always looking for a pen. Be the one to “come to the rescue”… even better if you can hand them a pen with your name on it 😉
2. Write on the back of your business cards when you hand them to people; put a little reminder of why they need to follow up with you
3. Write on the back of their business cards (later, when you go back to your car); write a note so you specifically remember them
   1. Red hair
   2. Kid plays soccer
   3. Heading on vacation soon
   4. Wants to know more about specific product
   5. I also always make a little note of WHERE I met them… for reference later if needed

So, next time you’re heading out the door…Think Ink

Happy Networking!

Following up after a networking event or meeting sounds pretty common sense, right? It sure does, but I guarantee you that the most networked people out there will admit they don’t always do it. I myself have looked at a pile of cards on my desk and thought “hmmmm where did I meet those people” or “wow, that event was last month already”. Follow up should happen by the end of the week of the event (yes, if it was on a Thursday you only have 1 day to follow up)

So here are 3 tips to make sure you actually do the follow up work:

1. Schedule time to follow up; I mean actually schedule it. Block out an hour after your event, or an hour the next day to make follow up appointments and calls. Put it in your schedule and treat this time with as much urgency and respect as you would a client appointment because it is worth that much weight.
2. Always carry a pen with you. At the end of your event, sit in your car and write personal notes on the back of cards so you remember something unique about each person. That way when you follow up you can ask them about the deal they were working on, or their recent trip, or their son’s soccer game. Make it personal and they will remember you.
3. Fall back. If you missed following up from an event then just fall back and don’t do it. It looks very unprofessional when you try to follow up when the person has either forgotten you by now or knows its been too long since the event. Just let it go. Hopefully you’ll see them next time and you can do a better job of following up.

Remember, if you’re not going to follow up don’t bother going. Making connections is the entire reason you should be networking in the first place.

Happy Networking!