"T" UP TO NETWORK

THEORY

Learn and understand the unwritten laws of human relationships, they being:

* Six degrees of separation – we are all connected through six lines  of contact or less (research has shown through technology and social networking sites eg Linked In, Facebook, Twitter, My Space etc that this is closing in to four lines of contact).

* A reason, a season, a lifetime – every person we meet fulfils one of these categories (due to the effect of six degrees). You can obtain a summary of this from my website.

* Influence – Robert Cialdini identifies in his book of the same name, six key areas that provide the positive impact that you have in influencing someone connecting with you. They are: Authority, Liking, Social Proof, Reciprocity, Commitment & Consistency, Scarcity.

* Questioning skills – the art of exploring people’s knowledge and experiences, thus identifying what relationship status you will have, is achieved through asking open and probing questions. Rudyard Kipling wrote,

There were six honest serving men,

They taught me all I know.

Their names were What and Where and When,

How and Why and Who?

Remember, the power is in the question!

TOOLS

A quick checklist for all that you need at an event where you can network is:

Smile, positive attitude, good energy, handshake, pen, pocket notebook, business cards, namebadge, scripts – 10 and 30 seconds, sense of humour, personal presentation.

TYPES

Networking can occur any way and any time, whether it be awaiting  a bus or attending a family function, but businesses usually identify structured events for networking. The key to each event is to focus on the purpose or charter of that event, and allow opportunities to unfold while serving that purpose. These may be community events, charitable organisations in service clubs (Rotary, Lions, Probus etc), sports or interest groups, business chambers, education groups, industry associations, or conferences.

Two groups that I would highly recommend to develop your networking skills are:

Business Networking International (BNI). Learn the art of networking and scripting dialogue for the purpose of referral business. www.bni.com.au 

Family Business Australia (FBA). For those in a family business, this is an excellent forum to network with other family businesses. www.fambiz.com.au 

TASKS

* Know your scripts. Have an intro (10 seconds) for when someone says, “Hello, I’m....., what business are you in?” Also have an explanation (30 seconds) for the next logical question, “And what do you do?”

* Questions. Be more interested in finding out about the other person. Ask questions as outlined earlier.

* Listen. Opportunities come from other people’s needs (pain) or their goals (gain), so just listen – you have two ears, two eyes and one mouth, so the conversation should flow in that proportion.

* Take abbreviated notes. The bluntest pencil is sharper than the brightest memory so write in your notebook or on the back of their card.

* Identify connections. Find opportunities for your new acquaintance – someone else you know may be able to assist them in areas that you can’t. Introduce them while at the event if that person is present – become a ‘connector’.

* Depart gracefully and gratefully. Thank the organisers, speakers, and say goodbye to those that you have had a good connection with, or confirm any arrangements/expectations that you have from that event with individuals.

* Schedule a quick follow up. Send an email, thank you card or make a phone call. Check our website for send-out cards. The fortune is in the follow-up!

TIPS

* Select networks to attend that are congruent with your interests, passion or goals. The natural energy that you bring to these groups will do the hard yards for you in the relationship development process.

* Learn the art of remembering names upon introduction. There are a number of simple methods to improve memory techniques, as this will make you feel more comfortable talking to people.

* If more than two people are in your discussion group, spread questions around to balance out the group for total inclusion. A good networker shines their light on others!

* Obtain their card first, identify key areas of interest, logo, colour, layout, title etc and do not typecast their industry or job as no two industries or occupations are the same. Explore their world through simple questions. Then reciprocate with your card (once they have asked for it).

* Do not do business on the floor or you will compromise your profession and integrity. If an opportunity arises, schedule a follow-up call to then arrange a meeting away from the event, at a more appropriate location, where you can discuss the business opportunity more seriously, in privacy and  without interruption.

* Praise in public, criticise in private. Don’t talk down others when networking or it will be your undoing!

TEAM

Through your networking you will meet people that have similar values, philosophies and market capture as you and a strategic alliance or centre of influence will develop from the relationship. A referral plan needs developing to maintain a balance in this relationship. These individuals become your extended team, so identify the following in your plan:

* How do I keep them informed of developments in my business, such as new stock, special promotions etc?

* How do I thank them for business forwarded?

* How do I keep them in the loop on my progress with referrals?

* How do I add value to their business through being in touch with their contacts?

* How do I ask for referrals?

* Do we need to share downtime (coffee or lunch) just to nurture the relationship?

Some people are more naturally inclined to network than others, however, in the real estate industry the success of the business is based on developing relationships with people. All staff within an office have their own networks and training of your team in the area of networking ensures that all business opportunities are maximised. Share these tips with your team and they’ll become T-T-T-T-T-Teeerrific at working their net!

Richie Williams is Managing Director of PRIDE Coaching Network, a business and personal coaching company. Richie has assisted businesses and individuals achieve milestones across a wide range of industry sectors. His wealth of experience in the Real Estate industry is gathered from working with numerous agencies and agents over the past 13 years. www.pridecoaching.com.au