Link System® News

2008-05-26T22:18:00.000-07:00

Yesterday I received an email from a man who had taken The Link System® Training at least two years ago. He wanted to let me know he had answered a blog question relating to the usefullness of industry conferences. Many people were frustrated with the "Same (stuff), different powerpoint", aspect of them.

The Link System® Grad said in part: "I agree with (others) in evaluating the value of a conference based on what you can do before, during, and after relating to the attendees to maximize the value. Content you can get elsewhere. The in-person contact and out-of-office attention you can garner is hard to replace. I use criterion I learned from Mel Kaufmann, a networking pioneer and inventor of The LINK System®.

1. Get all lists you can prior to the event (registrants, sponsors, exhibitors, partners, etc.) and identify high value introductions and connections.

2. Research these contacts and leverage existing relationships for direct introductions and referrals whenever possible prior to or at the event.

3. Arrive 30 minutes early to every speaker session, meet and/or assist the speaker and sit in front next to someone you don't know. Be ready for the speaker to introduce you to others and vice versa."
Thank you to Link System® Grad, Jon Cline. http://www.successrabbi.com/

Last week I took a client's staff through an exercise related to the same topic. They were sponsoring an upcoming high-visibility awards dinner. Prior to the event, we went through the entire attendee list and discussed potential Link possibilities with each...who had connections there, etc. It gave them new ideas on how to leverage their sponsorship investments. The Link System® teaches us networking & relationship-building strategies we didn't know we didn't know!

2008-05-24T22:18:00.000-07:00

The Link System® in Long Island...AGAIN!

It was several months in the making. I first heard from Ellen Volpe, President of American Business Associates, when she purchased the CD audio program from the website. When I saw she was from Long Island, a quick google search told me she was a major player in the local Business to Business Networking scene. A phone call was in order! Five months later I stepped up to the podium in front of almost 100 people gathered at the Clubroom of Hofstra University in Long Island, New York. What a thrill!

Here is Ellen Volpe, (second from the left) and the rest of her crew who help out that morning. The Hofstra Club is a very posh venue located on the Hofstra University campus in Hempstead, Long Island.

"The event on Friday was engaging, entertaining and most of all informative. Mindy, your energy and interactive presentation made the time fly by. Ellen and Gene, thanks for making this quality program available. " Joyce Zimmerman - JoyWriter Communications

In the crowd was Paul Pileggi who had been to the workshop I presented last year for Greiner Maltz Commercial Real Estate. It was he who shared this information with Ellen in one of her networking groups.. Thank you Paul!

In the picture to the right, this man is no doubt explaining to the other that the nametag goes on the RIGHT lapel! This group was very vocal and willing to engage...so fun to work with!

"Mindy has a passion for networking"
"Awesome!!"

Very enlightening and refreshing....A wonderful session!"

"The concept of 'linking' vs. 'selling' takes a lot of pressure off. Great information!"

I hope to return in the fall to present another workshop. Bye!

"I have received a lot of calls and you were a HIT~ Thanks so much for making me look good and for making a difference in the lives of so many people." Ellen Volpe, ABA

2008-02-23T14:24:00.000-08:00

Merrill Lynch Presents The Link System® to NSHMBA

It may have been a while since this blog was updated, but that does not mean that The Link System® trainings have been inactive...far from it! There have been several 3-hour workshops entitled Making The Connection, all filled to capacity. I have also participated in several phone interviews and teleclasses.

American Business Associates of Long Island contacted me in December. ABA is the longest-running professionally-managed business-to-business networking organization in New York. Ellen Volpe, president since 1988, had heard about The Millionaire's Handbook, most likely from someone who had attended my workshop there in October. We may do a workshop together in May.

One of the most exciting events recently was my presentation at the National Society of Hispanic MBAs (NSHMBA) at the Torry Pines Hilton earlier this month. I had been approached last year by Gary Graessle of Merrill Lynch, whom I had met when I first started my own training education with Mel. They wanted to bring The Link System® concepts to their alliance partners, NSHMBA. Then....One thing led to another and I will be conducting a 3-week training in the downtown Merrill Lynch office in March.

The Link System® Training is heading more into the corporate realm as opposed to open enrollment for individuals. I start another 3-week training for a national accounting firm in May. This marks an evolution that is truly exciting for me. I am expanding out with more trainers, too. I will bring the first trainees with me to Merrill Lynch, to learn the way I did...On the Job.

The next Millionaire's Handbook Workshop, "Making the Connection" will be Friday, Feb. 29th from 8:30am - 11:30am. Click here for more information

2007-11-04T17:26:00.000-08:00

I Love New York!

I'm back from my week in NYC. It was for business AND for fun. I got the business out of the way first by traveling up to Brentwood, NY on Long Island for a workshop sponsored by Tom Attivissimo of Greiner-Maltz Commercial Real Estate.

The Millionaire's Handbook workshop was very-well received and was (as always) a lot of fun to deliver. The majority of the attendees were seasoned professionals in transportation, banking, land development, staffing, etc . The sponsor Tom, confirmed that the feedback he received was positive... everyone got something of value from the workshop...he was happy! Words cannot describe how exciting it is to have information to share that I can take literally ANYWHERE and get rave reviews.

After I returned to New York City from Long Island, I met with Jennifer Seeger, the director for the NYC Chapter of eWomen Network. We talked like long-lost sisters as we had TWO friends in common...Amanda Mineer (a Link System Grad and director of eWomen Network here in San Diego) and a former client of mine, Ellen whose Manhattan apartment I was able to use for my trip. It truly is a small networking world. Jennifer and I talked of future trainings that could take place in NY.

In the weeks before I went I also made contact with the NYC director of NAWBO, which I belong to here. In an extremely generous gesture she invited me to take part in their HUGE networking extravaganza being held at Saks Fifth Avenue (the REAL One). She would have even given me the opportunity to address the gathering. But it was too short notice and I could not change our flights to stay the extra three days....Oh, how I wanted that, though! Again...more connections for the next time. And there will be a "next time"!

2007-09-18T08:27:00.000-07:00

New York, here I come!
I recently wanted to plan a trip to New York and thought I would do some business "while in the neighborhood". I looked back through my files and found three people who had purchased copies of The Milllionaire's handbook in recent months. One such customer was Tom Attivissimo, a senior director with Greiner-Maltz Commerceial Real Estate.

I suggested a 3-hr workshop on The Millionaire's Handbook and he said "Let's do it." This will be on Long Island about 40 minutes from New York City. This will be my first to to LI, my 3rd trip to "The City"

Here's the scoop:
Wingate Inn Hotel
801 Crooked Hill Road
Brentwood, NY 11717

Tuesday, October 9th
8:00am (check- in) 8:30-11:30
$59 pre-registered - $70 at the door
(631) 434-1818
Register Now

On the Home Front, I just started a new Link System® training last week. I have a great, fun bunch of people learning together how they can help and support others in their quest for success. Life is good!

2007-07-28T17:08:00.000-07:00

New Training Dates

August 16th - Millionaire's Handbook Workshop - Escondido Chamber of Commerce
Sept. 7th - Millionaire's Handbook Workshop - Jewish American Chamber of Commerce
Sept. 14th, 21st, & 28th - Link System Training - La Jolla

For more information on times, locations, & registration, click here.

I've been busy talking to different organizations. I did a 90 minute training at Southland Title and a "Lunch & Learn" at Pacific Southwest Association of Realtors. BOTH of those opportunities were arranged by mortgage pro Antwane Rucker of Partners Funding.

Thanks, Antwane!

I also gave a presentation at a Vista Chamber of Commerce luncheon. This came after their Member Services Director, Carla Noble attended a Millionaire's Handbook Workshop a few months ago. I hope we can get a workshop on the schedule there soon.

Here two volunteers help demonstrate how NOT to network. One is wearing a sign that says "I have a Rolodex filled with your new clients". The other one is asking the type of random questions common to someone who does not have a plan of what type of information they need to know about each new contact. After this demonstration we teach The Four Link Questions and then get the audience up and have them try out the information they just learned on others in the audience. That exercise is always a hit!

Here I am with Carla Noble of the Vista Chamber of Commerce

2007-07-02T12:45:00.000-07:00

Kaufmann Corollary #139

Link A Temp

Why link with someone in an Em-
ployment Agency? ... Why someone
in temping? ... Some call this the
"temping of America" ... I discovered
start-up firms often hire temps a few
weeks before hiring their permanant
employees ... Permaneant employees
are hired after a firm enters a commu-
nity ... So if you can benefit from
firms that are entering a city, find a
Link in a temp business ... And
Employment Agencies also know

Who is merging ... Who is expanding ...
Who is downsizing .. If any of these firms

represent new business for you... Link a
temp ...

Temps Are Permanent Opportunities

2007-06-18T10:00:00.000-07:00

Letter From A Listener

I do Teleclasses with MLMU every other month. MLMU is an online training company for those in Multi-Level Marketing. My classes usually have over 100 people and the feedback has always been very positive.

In my class I am up-front that what I am going to teach them will "fly in the face" of everything their upline has told them to do...pitch their product and business opportunity to anyone within 5 feet of them. The response to the Link System approach is usually one of relief from those who were not comfortable with high-pressure sales and recruiting tactics.

Here is a typical letter that I received after my last class on June 5th. Permission was granted to publish this letter and my response.
~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Hello Mindy,

First of all, may I say a huge "thank you" for sharing your expertise with us yesterday on your coaching call for MLMU on the subject of "Making the Connection". You invited me to email you about what approaches I have been making to people in the area for the purpose of expanding my business.

A short history: I have recently moved to a small community in a large rural area in far north Queensland, Australia. The chief crops are sugar cane, payaya and bananas which are subject to weather conditions. For example, in February 2006, a massive cyclone called Larry devastated the area, and people are still in trauma because of that.

I have been busily networking by going to as many local business events as I can locate, and by meeting as many people as I can, particularly business owners in the surrounding towns. So far I have sponsored one person locally, and have others currently interested and in the pipeline.

During the past week, I have been concentrating on a few prominent local community leaders, and been granted appointments with them, for the purpose of creating links and leads. I have already had these appointments, where I approached on the idea that I, too, like them, wanted to help the local community. I suggested that my business (Neways International) could help people gain stability and financial freedom, as well as help with the ecology. (We live right on the Great Barrier Reef and are surrounded by rainforest.)

I was received most graciously by all, with varying interest, and offers of help. However, after listening to you yesterday, I feel I left out a very important part. That part is offering to specifically help them build their businesses.

I intend to email them all, thanking them for their cooperation and help (which I have yet to receive). What I am wondering is, how should I offer my help to them personally? What words would convey my sincerity? By the way, apart from recommending their businesses, I don't really know how I can help them, unless it is with the products and services of Neways, which could be relevant in one or two cases where they said they would look at my website. Should I ask them what I can do to assist them in any way?

I would really appreciate your advice on the "language of success" in this case.

Thanks so much, Mindy.

Annette Whybird,
Queensland, Australia
Neways Independent Distributor

Hello Annette,
I just put down the atlas after looking up your part of Australia...I like to know where in the world I am writing to!

I'm glad that you found the information in the teleclass useful. I appreciate your observation of what may be missing in your approach. Please do not fault yourself...we do not receive this type of training in the normal course.

In thinking of possible link professions, think along the lines of anyone in the personal services industry...massage therapist, nail technician, personal trainer, hair stylist. However, health is not an industry-related field.

If you happen across (for example) a graphic artist, and you really click with this person, there is nothing to stop you from building a relationship with them. In addition to keeping an eye out for a potential customer (referral) for them, you would also want to sit down and really learn what you can about their challenges...what do they need to advance their business? Possible questions to ask:

Do they want to speak to groups?
Who do they need to meet?
Are they interested in Business Expos?
What marketing challenges do they have?
Do they need any support services? VA, organizer, bookkeeper tax person, etc.

I always suggest that my clients subscribe to their business journal to keep up on events, business calendars, watch for any upcoming events and keep their links in mind. The intent is to learn to share ideas, information and resources which can result in multiple business opportunities and are easier to find than referrals.

In my audio program there is actually a form to fill out about what you need, who you need to meet, all the different aspects of your business that you will give to your Links and you will collect the same info from them. That act alone set the stage for a new level of collaboration like none before. It gets people's attention. The reason most attempts to establish this type of relationship fail is the lack of clarity of what each of you can bring to the relationship, uncertainty of what to do, and unclear expectations. Our model helps pave the way to open possibilities.

You want to establish yourself as a hub through which information flows...the person who knows what is going on. I know that you are relatively new to the area...all the more important to get out there.But be selective...you cannot give to everyone...you have to pick and choose your links carefully.

I hope this sheds a little more light on the subject...

Good Luck to you! Please stay in touch,

Until our next connection,

Mindy Selinger
http://thelinksystem.com/
760 788-9524

2007-06-04T08:41:00.000-07:00

Where's Mindy Speaking?
Speaking engagements are lining up. Some are free to attend, others...like the chamber events, are not. In all presentations the audience learns skills they can use immediatley (If given enough time, I will include audience participation in the learning process). Please contact me if you would like to bring these skills to your networking group, association, or sales office.

Here is my schedule:

June 4th -Monday- Downtown Library 6:30- 7:30 pm - Free
June 5th -Tuesday- Teleclass with MLMU - Free
June 6th -Wednesday- Business Alliance Group (private weekly networking group of SD Regional Chamber members)
June 21st -Thursday- Del Mar Chamber Breakfast
June 28th - Professional Exchange Network at the University Club (Contact me for info)
July 11th -Wednesday- Vista Chamber Lunch
July 12th Southland Title -10:00am- (for those in the RE industry. Call me for more information)

I hope to see you soon!

2007-05-14T09:28:00.000-07:00

RBN in OC!

Orange County's largest networking organization, Relationship Building Network (RBN) asked me to speak at their luncheon at the Irvine Dave & Buster's last week. I had met their founder, Yousef Shafiee, last year when I spoke at the eWomen's Network in Irvine. With only 20 minutes, I had to talk fast!

The Link System's philosophpy of not "selling" at networking events ... instead asking "The Four Link Questions" to pre-qualify each new contact for "Link Potential" is such a mindshift for most people, it takes a while for the concept to be digested. If the number of people who came to talk to me at the back of the room is any indication...20 minutes stirred a lot of interest for many people!

Thank you to Yousef and his organization for allowing me to share our concepts with RBN-OC.

2007-04-29T13:51:00.000-07:00

I'm going to recommend this to all my students!

Kaufmann Corollary #191 - By Mel Kaufmann

Brown Bag Bonanza

Make it a company policy that anyone who

attends a conference or seminar give a

brown bag informal luncheon presentation

to the entire staff ... sharing the information

gathered at the conference ... this reinforces

what the facilitator learned and gives others

some exposure to the new ideas and information

the facilitator gained ... And it gives the facili-

tator an opportunity to teach and share

information ... The best way to learn is to teach.

Turn a brown bag into a gold purse

2007-04-29T12:53:00.000-07:00

Elite Networking Professionals

I learn a different perspective about The Link System every time I do a training. Recently I presented a Millionaire's Handbook workshop for a networking group that meets in the Carmel Mountain area. I have written about Elite Networking Professionals in my newsletter. They are a very pro-active, dynamic group and one of their founding members is Norman McWilliams, an agent for American General Life & Accident Ins. Co. Norman is a Link System Grad...in fact, in the last year since his first exposure to The Link System, he has attended most of the trainings to continually hone his skills.

It was the vision of the founders that the membership fee would include education, so Norman recommended the 3-hr. Millionaire's Handbook training as an introduction. One of the most enthusiastic that Saturday morning was Benjamin Hoga of Docstar Document Imaging. While the rest of the group was reading the Millionaire's Handbook for the first time, Benjamin had purchased the book in January after reading my quote in Investor's Business Daily. He commented the he felt that when he used the pre-qualifying questions we teach, he was being perceived as a professional more than with random conversation.

When I said the ENP founders were pro-active, it was because I have yet to learn of any other single-chapter fee/membership-based networking group that hire outside trainers to give their members the competitive edge with specific networking and relationship-building training. Kudos to Elite Professional Network!

2007-04-16T13:43:00.000-07:00

Kaufmann Corollary #767

The Older Patron

The older patron … If the Patron is older and you
are young … you have a challenge … What
do you do? … The Older Patron already has his
long term relationships that were developed
over decades … You will not become the patron’s
Link … The response I suggest is to ask …
“Who in your firm is about my age? …
Who in your firm has about the same years of
experience? Who in your firm is headed for
a leadership role? … Then add … “I
Would like to know that person … I want to
begin a relationship so we can work together
over the years to help each other develop
more business” … This process takes
longer than prospecting but the financial
rewards are worth the wait …

Be Patiently Productive

2007-04-16T13:35:00.000-07:00

Kaufmann Corollary #788

A Guru

A man traved to India to find a Guru
to give him the secret of success…
The Guru took him to the ocean and
pushed his head under water until he
could not stay under any longer …
The Guru said … “When you want
success as much a you wanted air …
you will find success” … I find so few people
have a Profit Passion … Most
have more passion for their Alma
Mater than their checkbook …

Passion Preceeds Profits

2007-04-02T13:57:00.000-07:00

I, too have heard similar comments..."Gee this is so simple..."

"Is it"? I'll say...

Kaufmann Corollary #716 By Mel Kaufmann

Network Sophistication
I hear all too often ... "Mel, your approach to

business development is not sophisticated

enough for the learned executive" ... True ...

I am not sophisticated...Thank God! .. I do not

teach networking calculus ... I teach simple network

arithmetic ... Simple enough for the unlearned ...

And overlooked by the erudite ... Einstein stated ...

"Genius is simplicity" ... I must be in good company ...

George Fisher ... CEO of Motorola ... "Ninety-nine

percent of business is common sense." ... Common

Sense is not commonplace in the marketplace ...

William James ..."Human individuals live well within

their limits" ... With commonplace common sense in

uncommon hours you will discover uncommon rewards ...

Make Common Sense Commonplace

2007-04-02T13:30:00.000-07:00

Pictures From the Last Millionaire's Handbook Workshop.

Please forgive the the delay in posting these...or not posting at all! The second week of March my computer died...and I have been limping along on an old, old laptop. I just got my computer back with a clean & shiny hard drive, totally devoid of anything familiar. Fortunately I do have my data...each hard drive crash is less traumatic...I have learned!

On March 3rd, over 20 people met at Elijah's Deli at 8:30 in the morning for the workshop...here are some pics!

The classes are very interactive...usually I get pictures of everyone up and talking to others...practicing that they learned.

The next class is scheduled for April 28th at The Water Conservation Gardens in El Cajon. Information on the website!

2007-03-02T11:57:00.000-08:00

Kaufmann Corollary #539 by Mel Kaufmann

The Resourceful Speaker

I have been conducting seminars all around
the globe for the last 20 years and I can count
on one finger the number of professionals who
approached me before the event and asked me
about my expertise … Do not make this business
blunder .. I have six immutable rules to follow
when you meet a speaker …

1. Do your homework
2. Research the speaker
3. Begin with a recognition of their stature
4. Do not share a story of you life
5. Begin the conversation with a few prepared questions
6. Ask questions that elicit productive information

You will leave the event with information well beyond
those who entered the event and sat with their
friends and immediately place their derriere in a
comfortable chair ...

Preparation Precedes Production

2007-03-02T11:21:00.000-08:00

Kaufmann Corollary #573 By Mel Kaufmann

The Miracle of Giving

Giving creates a natural narcotic called
endorphins….Let's support this addiction
in becoming an epidemic … I am listing
nine ways of giving...

1. Give Information
2. Give ideas
3. Give concepts
4. Give referrals
5. Give compliments
6. Give recognition
7. Give compassion
8. Give gentleness
9. Give love

The Miracle of Giving triggers the brain
to secrete endorphins … Endorphins relieve
pain .. You cannot feel pain when you
are in the act of giving .. either professionally
or personally ... You cannot out-give the
Universe ... Try it!

Peace is The Miracle of Giving

2007-02-08T14:28:00.000-08:00

The Millionaire's Handbook Workshop Is A Hit!

The Millionaire's Handbook, by Mel Kaufman was written over 20 years ago. As those familiar with the genesis of The Link System know, it was developed as a learning tool for Chamber of Commerce members and grew from the workshops started by Mel.

When I began my involvement with Mel and The Link System, the full training was the only curriculum he was working with, so that is where I started too, by offering the multi session 8-hr training.

The Link System is a concept that has been embraced by those who have taken the leap of faith necessary to plunk down $300 to see what all the excitement was about. However, I saw the need for an intro level training as well. Less money, less time, with a lot of valuable content. Those who love it can then advance their skills with the full program.

I developed a 3-hr. program that covers just the information in The Millionaire's Handbook. That book is packed with stand-alone value...lots of Nuts & Bolts strategies and tactics. In addition, the foundational philosophies are applicable in life as well as business.

In October, we had a beta training with a small focus group. I made some refinements, then in December, we held a high energy workshop with 20 people at the Met Life office in Mission Valley. This was open to the public, so we had a diverse group of industries. The workshop is very interactive so everyone has the opportunity in interact with the other participants. The overall consensus was It's a hit!

"…much more professional..not so much "motivational", but realistic training we can all use." Dave Bernhard, MetLife

"Your seminar is the only one that I have attended and retained in my head the information taught! Thank you so much!"
Kyna Hubbard, Jazze Wonderz

"A different, kinder, gentler way of networking…takes the pressure off"
Ava Gudeman

This training is perfect for
* Associations
* Chambers
* Networking organizations

2007-01-25T18:55:00.000-08:00

As Seen In Investor's Business Daily!

Never in my wildest dreams would I think that I'd be quoted in Investor's Business Daily, but here it is!!

Last month I was contacted by Morey Stettner, a reporter from Portsmouth, NH . He was researching the hot new thing in networking...speed networking. After chatting for a minute, I asked him if I could compose my official statement and get it to him in an hour.

How did he find me? I had posted the same article that is on this blog, On your Mark, Get Set, Network! on EzineArticles.com. To read his article, which also quotes Dr. Ivan Misner, founder of BNI click here.

2007-01-21T21:45:00.000-08:00

The Link System in Ohio

October 2006

A few months, ago Melissa James took over the Norwalk, Ohio Chamber of Commerce as their new executive director. In the drawer of her new desk was a copy of The Millionaire's Handbook.

Every time she picked up the book she thought that the information would be valuable to her members.

The author's telephone number was on the back of the book, so one day she called Mel Kaufmann. She asked if he was available in October for a training. Mel has a heavy schedule with Merrill Lynch, so he recommended that I take his place.

I was thrilled to take this assignment and the arrangements were made for a date in October. Then I got two jobs in one! The North Coast chapter of the Building Industry Association was having their monthly luncheon on the afternoon of my evening Chamber presentation....So their manager, Jean, called and asked if I could speak to their group too. Well, sure!...Since I'm in the neighborhood! Read their testimonial letter.

Here we are doing the "Super Soap" networking demonstration at the North Coast BIA.

I gave two presentations and a 3-hr. training within a 24 hr. period. It was fun meeting new people and it was my first visit to Ohio. In October, the trees had not yet started to turn into their fall colors, so it was still very green. It amused me to notice that my sense of direction was knocked for a loop. There are no mountains to orient myself with and as we drove through the countryside, I felt like I was being driven around in circles!

The Chamber held an evening presentation and in the morning, a three-hour training. It was held a large lecture hall on the campus of the High School.

They put me up in a wonderful Bed & Breakfast built over 100 years ago and gave me the royal treatment.

But most important....they REALLY embraced The Link System...many purchased the audio program to help keep them on course. There were lots of questions and lots of participant interaction.

I am in the process of using this experience to formulate a program that can be presented to other chambers. The Link System was born at a Chamber of Commerce and is tailor-made for the needs of the entrepreneur.

2006-11-20T00:19:00.000-08:00

KAUFMANN COROLLARY #902 by Mel Kaufmann

The Addictive Brain

In the kingdom of a baboon … there is a dominant male … Scientist have discovered that the dominant male has a extra hormone … This hormone seem to make him more dominant and powerful than his male brothers and cousins … The scientists discovered if they remove the dominant male from the others … another male takes his place and becomes the dominant male … A strange thing happened on the way to becoming dominant … He developed the same extra hormone of his former leader … I conclude that if you decide to be dominant in your profession … God gives you an extra financial hormone to achieve your goals and dreams …

Becoming A Leader Is Addictive

2006-11-17T18:56:00.000-08:00

These testimonials were taped last April...but until I found Audio Acrobat, I didn't know how to use them. Better late than never! Enjoy!

2006-10-12T20:30:00.000-07:00

KAUFMANN COROLLARY #233

Eagles Don't Flock by Mel Kaufmann

Eagles don't flock...Pigeons flock...The reason I don't like pigeons is not what you think...I don't like pigeons because they beg for food... Have you ever seen an eagle on the street corner begging for food? No! ...They are sky high in search of their prey...And they are not holding hands with another eagle... Every eagle is intelligent enough to soar alone. You must soar around your community alone...

Stop being a network pigeon begging for more business...Become an economic network eagle circling your community...Circle alone for your financial food and your career will take flight...

You Have To Soar To Score

2006-09-28T09:10:00.000-07:00

On Your Mark...Get Set...NETWORK!!
by Mindy Selinger

First there was speed dating - now speed networking - it’s all about the numbers, right? Maybe yes, maybe no. If you have an ineffective approach, all the numbers in the world won’t help! (On either front!) I recently attended my first speed event and I learned that to fully utilize this format, preparation is in order.

Speed networking is gaining in popularity and it works like this: half of the participants are seated for the entire event and the other half move from seat to seat at regular intervals. Each participant has a couple of minutes to “pitch” to the other before moving on.

No matter what industry you are in, the odds dictate that there will be very few people at any given event actively looking for the solution you provide with your product or service. Whether or not you believe they “need” your solution is another issue. I am always dismayed when I encounter someone trying to convince another, at a networking event, that they are in need of whatever product or service they are selling. No one likes to be on the receiving end of an unwanted sales pitch.

Here are some guidelines when attending a speed-networking event:

When they are pitching and you are listening, ask relevant questions about their business such as:

* Who is their best type of client?

* Who is their best referral partner?

* What type of connections do they need to further their business?

Take notes on the back of their card and get back to them with any connections you can make. When you connect them with someone who can be of value to them, you will have a business friend for life (if they are smart!).

When you are pitching:
(When possible, I let the other person go first. The more I know about them, the better I can tailor what I say so that it is relevant to them.)

* The most important point to get across is the solution you offer and who you offer it to. Minor details do not matter - not how long you have been in business, not your dedication to customer service or your location.

* Tell them your best type of client, your best referral partner and who you need to meet to further your business.

* Have something of value to give them. It doesn't even have to be related to your industry; as long as it is something they can use to increase their business. For me, I have The San Diego Networking Guide, and lots of contacts.

* DO NOT add them to your mailing list without their explicit permission. I am very careful to get permission, then I tell them the name of the publication and when to expect it.

Preparation is the key….know exactly who you need to meet, then ask for those contacts. Being vague, general, or trying too hard to sell your services to everyone one you talk to, will not produce the results you want. Offering to help others find the contacts they need will be an approach that will get their attention. You will be the only one asking these questions….AND the only one who did not try to sell to them in two minutes or less!

©2006 All rights reserved. Mindy Selinger publishes The San Diego Networking Guide
and is an authorized Link System Trainer. She is available for speaking and can be reached at 760 788-9524. For free networking tips, please visit her on the web at http://TheLinkSystem.com