Networking Like a Pro Turning Contacts into Connections Ivan Misner 270p 1599186047

308 Pages·2018·25.16 MB·English

I
"THE TITLE SAYS IT ALL AND THIS BOOK
SURELY DOES NOT DISAPPOINT."
MICHAEL E. GERBER, AUTHOR OF BEYOND THE E-MYTH
,
. --, , ,
, ,
,/
--- /'/
SECOND EDITION
CONTACTS
CONNECTIONS
IVAN MISNER, PH.D.
NEW YORK TIMES BESTSELLING AUTHOR & FOUNDER OF BNI
AND BRIAN HILLIARD

Networking Like A Pro is the most comprehensive book I've seen on
networking-bar none. From beginning to end, Misner and Hilliard
divulge networking concepts and strategies which will catapult
you from an average networker to a master networker and
empower you to achieve greatness in business and life.
- JACK CANFIELD, CO-AUTHOR OF CHICKEN Soup FOR THE SOUL
AND THE SUCCESS PRINCIPLES
Wow! This book breaks the mold in professional networking.
Its practical, powerful ideas will accelerate your success
in ways you cannot imagine.
-BRIAN TRACY, CHAIRMAN AND CEO OF BRIAN TRACY INTERNATIONAL AND AUTHOR
OF MILUON DOLLAR HABITS
Done well, effective networking is 'the speed of trust' in action.
No one understands networking like Ivan Misner, so if you want to
get the maximum results possible from your networking
efforts, you need to read this book-period.
-STEPHEN M. R. COVEY, AUTHOR OF THE NEW YORK TIMES AND NUMBER-ONE
WALL S7REET JOURNAL BESTSELLER THE SPEED OF TRUST
Dr. Ivan Misner is to networking what Michelangelo is to the
Sistine Chapel. So, absolutely everything you've ever wanted to
know about networking is guaranteed to be discussed in Dr.
Misner's new book, Networking Like a Pro. Save yourself a
lifetime of networking trial and error; read this book!
-DR. ToNY ALESSANDRA, AUTHOR OF THE PLATINUM RULE AND
HALL-OF-FAME KEYNOTE SPEAKER
The title says it all and this book surely does not disappoint.
But don't take my word for it; read Networking Like a Pro, apply
the new knowledge you gain to your networking efforts,
and the results you get will speak volumes.
-MICHAEL E. GERBER, AUTHOR OF BEYOND THE E-MYTH
\
I
. --
-
SECOND EDITION
IVAN MISNER, PH.D.
Ep
NEW YORK TIMES BESTSELLING AUTHOR & FOUNDER OF BNI
AND BRIAN HILLIARD Entrepreneur
PRESS·
Publisher: Entrepreneur Press
Cover Design: Andrew Welyczko
Production and Composition: Eliot House Productions
© 2017 by Ivan Misner
All rights reserved.
Reproduction or translation of any part of this work beyond that permitted by
Section 107 or 108 of the 1976 United States Copyright Act without permission
of the copyright owner is unlawful. Requests for permission or further infor
mation should be addressed to the Business Products Division, Entrepreneur
Media Inc.
This publication is designed to provide accurate and authoritative information
in regard to the subject matter covered. It is sold with the understanding that
the publisher is not engaged in rendering legal, accounting, or other professional
services. If legal advice or other expert assistance is required, the services of a
competent professional person should be sought.
Givers· Gain® and VCP Process® are registered trademarks of BNl. Certified
Networker® and Referrals for Life® are registered trademarks of the Referral
Institute. Networking Like a Pro!® is a registered trademark of Agito Consulting.
Library of Congress Cataloging-in-Publication Data
Names: Misner, Ivan R., 1956- author. I Hilliard, Brian, author.
Title: Networking like a pro: turning contacts into connections / Ivan
Misner, Brian Hilliard.
Description: Second Edition. 1 Irvine, California: Entrepreneur Press, 2017.
1 Revised edition of the authors' Networking like a pro, c2009.
Identifiers: LCCN 20170275841 ISBN 978-159918-604-7 (paperback) 1
ISBN 1-59918-604-7 (ebook)
Subjects: LCSH: Business networks. I Business referrals. I BISAC:
BUSINESS & ECONOMICS / Small Business. 1 BUSINESS
& ECONOMICS / Skills. 1 BUSINESS & ECONOMICS /
Entrepreneurship.
Classification: LCC HD69.S8 M5724 20171 DDC 650.1/3-dc23
LC record available at https://lccn.loc.gov/2017027584
Printed in the United States of America
22 21 20 19 18 10 9 8 7 6 5 43 2 1
Contents
Acknowledgments ........................... xiii
INTRODUCTION
Debunking the Bunk ........................... 1
Debunking the Bunk ................................ . 3
Wave of the Future .................................. 11
PART I
MINDSET
CHAPTER 1
Why Is Networking Not Taught in Schools? ...... 15
v
NETWORKING LIKE A PRO
CHAPTER 2
Networking Disconnect-Four Ways to Avoid It ...... 19
The Great Disconnect .. ................. .... .. ... .. .... . 20
CHAPTER 3
Social Capital .................................. 23
Back to the Future .. ... ..... .... ..... .. ... .... .. .. ...... 24
Outside the Cave ..... ........ ............ ... ... .... .... 26
Relationships Are Currency .. ... ........ ...... ...... ... .. 27
CHAPTER 4
The Law of Reciprocity .......................... 29
It's the Law .......... ............. .. ........... .. ... .... 30
The Abundance Mindset ... .. ....... .................... 31
CHAPTER 5
Farming for Referrals ........................... 35
Drop the Gun, Grab the Plow. . .... ...... .. .............. 36
Down on the Farm .... ...... ..... .......... ......... .. . 39
CHAPTER 6
How Diverse Is Your Network? .................... 41
Have a Diverse Network .. ... ........ ............ ........ 42
The Bottom Line ... ....... ..... ... .... ................ . 44
CHAPTER 7
The Butterfly Effect ............................. 45
CHAPTER 8
Do Referrals Happen by Accident? ................ 49
PART II
YOUR NETWORKING STRATEGY
CHAPTER 9
Your Network Should Be Both Wide and Deep ...... 55
vi CONTENTS
NETWORKING LIKE A PRO
Make Contacts That Count. .................. ... ........ S6
Make It Personal. ............................ ........... S6
The GAINS Profile ..... .. ....... .......... ........ .. .... S8
CHAPTER 10
Building Quality Relationships Through the
VCP Process .. ................ ...... ......... . 61
Visibility to Credibility to Profitability .................... 62
Be Patient ....... .. ... .. .. ......... ....... .............. 64
CHAPTER 11
Where Networkers Gather ................. ...... 65
Five Types of Business Networking Organizations ......... 6S
Choosing the Networks That Are the Best for You ........ 76
CHAPTER 12
Online Networking: Click Here to Connect .... ... ... 79
Looking Past the Hype ...... ..... ...... .... ..... .... .. .. 80
Mind the Fundamentals ..... ..... ....................... 81
Is Face-to-Face Communication Outmoded? ...... ....... 81
Connecting with People at Web Speed ... ............. .... 82
Where Social and Face-to-Face Networking Meet .......... 87
Determining Your Online Networking Strategy .... ....... 91
Other Ways to Communicate Online ....... .............. 92
A Core Strategy That's Worth Knowing. .................. 93
CHAPTER 13
Developing Your Target Market ..... .. .. ... .... .. 95
Spheres of Influence .................................. .. 96
PART III
NETWORKING FACE TO FACE
CHAPTER 14
Seven Characteristics of a Great Networker ..... .. 103
CONTENTS vii
NETWORKING LIKE A PRO
The Seven Characteristics That Make a
Great Networker ........ ....... ... ....... .......... .. 104
CHAPTER 15
The Five Least Important Skills to Be a
Great Networker . ... .......... .. ..... ..... ... . 107
What Matters Least .... ........... .. ... ... ... .......... 108
CHAPTER 16
Top Five Most Common Networking Mistakes ...... . 111
Lack of Follow-Up .... .. ... .. ... .... ..... .. .... ... ..... 112
Unclear Unique Selling Proposition .. .. ... .... ......... 112
Confusing Networking with Face-to-Face
Cold Calling ........................ ... ... .... .... .. .. 113
Not Responding Quickly to Referral Partners .. ........ . 114
Abusing the Relationship ......... .. .... ...... ...... .... 115
The Bottom Line ........ ........... ....... .. .... ... ... 115
CHAPTER 17
Four Behavioral Styles to Know
When Networking ... .. ... .... ................. 117
Go-Getter .. ........ ........ ...... ......... ...... .. .... 118
Promoter ...... ... ................. ... ...... ......... . 119
Nurturer ......... ... .. .. .. .... .. .. ............. ....... 119
Examiner ... ............... ................. .......... 120
The Bottom Line .. ... .... ..... ...... .............. .... 121
CHAPTER 18
Where Do I Start? .. ............. ............. . . 123
CHAPTER 19
The 12 x 12 x 12 Rule ... .. .. .................... . 129
Look the Part Before Going to the Event (How Do
You Look from 12 Feet Away?) ...... ... ............ ... 131
viii CONTENTS