10 Updates

Networking is Not Working: The Secret to Making Meaningful Connections

May 5 2014, 11:40am CDT | by

As a professional financial planner, networking has been an essential part of growing my business . But, after reading Derek Coburn’s new book, Networking is Not Working: Stop Collecting Business...

Filed under: news

 
 
 

12 weeks ago

Networking is Not Working: The Secret to Making Meaningful Connections

May 5 2014, 11:40am CDT | by

As a professional financial planner, networking has been an essential part of growing my business . But, after reading Derek Coburn’s new book, Networking is Not Working: Stop Collecting Business Cards and Start Making Connections , I look back and wonder how much more I could have grown over the years if I had the benefit of Derek’s lessons along the way. In short, his book points out all too clearly that when it comes to networking, most of us waste our time looking in all the wrong places.

First off, a disclosure: Derek is also in the financial planning business. He’s a direct competitor. But about a year ago, I joined his “un-networking” group in Washington , D.C., called cadre , which he started with his wife, Melanie. It’s a testament to Derek’s novel approach to solving the most common issues we all run into when it comes to networking that I might actually refer potential clients to him! How’s that for an endorsement?

As Derek describes in his book, he had a revelation one day when he realized that regardless of how much he read about great networking tips, he felt like he was spending far too much effort attending events and making cold calls without getting many tangible results in return. Derek realized that the answer to making more connections was literally right in front of him: his existing clients. What if, rather than spending all his time trying to attract strangers, he spent most of his time focused on finding ways to help his clients grow their businesses – a favor they would return?

As Derek writes:

So why was I networking? It started with the desire to build my client base and generate more business. Then it graduated to wanting to replicate the mutually rewarding relationships I had developed naturally. When I began using my connections to benefit my clients, with the intention of becoming more of a resource than a vendor or service provider, I discovered I could accomplish all of those things in a more meaningful and lasting way. I would now network in order to provide solutions and add more value for my existing clients.

That’s the foundation for Derek’s “un-networking” system he calls CONECTOR, which is short for: Clients, Open doors, Nucleate, Events, Community, and Trigger ongoing reciprocity.

The idea, as Derek describes, is to make yourself the “Ultimate Connector” by bringing together a group of 20 to 30 people who include your clients, their key relationships and other remarkable professionals with whom you want to collaborate.

Then by actively keeping in touch through events, dinners, and emails, members of your networking group can be looking to connect each other with the kinds of experts they need. Whether it might be someone who is looking to acquire a company, develop a better website, or find a great local sushi joint, the point is to put your relationships to work helping each other build your businesses together.

But for your “un-networking” group to be successful, you need to work hard to identify people who want the same things you do. As Derek writes, you need people, “who will keep you in the loop and help you be a better resource, while also giving you the opportunity to help them. With the right people in your group, you can open more doors for everyone–including yourself.”

Not only does Derek provide concise step-by-step directions on how to create an “un-networking” group of your own, he also peppers his book with great tips for nurturing your group and for making the most of your connections.

For example, he suggests that if you send out newsletters to your connections, stick to providing information that is relevant and interesting and not overly self-promotional. Otherwise, clogging up people’s inboxes will do more harm than good.

Another innovative idea he calls the “3 for 1”. Derek posits that the next time you have a few extra tickets to an event like a ballgame, invite a client, but also give them the leeway to invite several of their friends – people who might become connections for you as well. Similarly, you could employ the “Double Date” approach where you invite out a client to an event, then invite someone else from your network who you think your client should meet while also asking them bring someone they think you should meet.

One caveat, though: don’t ever follow up with a client’s guest unless you’re invited to.

When you add it all up, Networking is Not Working: Stop Collecting Business Cards and Start Making Connections, is the kind of book that once you read it, you’ll be jumping out of your chair to get started on building your own “un-networking” group. And maybe, like me, you’ll only wish you had known to get started sooner.

 
Update
10

7 weeks ago

RM47mil KWSG contributions still unclaimed

Jun 9 2014 7:54am CDT | Source: Business Times Malaysia

KUALA LUMPUR: About RM47 million of contributions in the Teachers Provident Fund (KWSG) still remain unclaimed, the D ...
Source: Business Times Malaysia   Full article at: Business Times Malaysia
 

 
Update
9

7 weeks ago

Gold shop lost almost RM1mil

Jun 9 2014 3:50am CDT | Source: Business Times Malaysia

KANGAR: A gold shop owner lost almost RM1 million after after the safe on in his shop was br ...
Source: Business Times Malaysia   Full article at: Business Times Malaysia
 

 
Update
8

7 weeks ago

Motion to debate MAS losses in Dewan Rakyat rejected

Jun 9 2014 3:39am CDT | Source: Business Times Malaysia

KUALA LUMPUR: AN emergency motion to debate the losses incurred by Malaysia Airlines last year, amounting to RM1.2 billion was rejected by the Dewa ...
Source: Business Times Malaysia   Full article at: Business Times Malaysia
 

 
Update
7

7 weeks ago

MH370 Tragedy: Hisham: RM27.6 mil spent on 1st phase of SAR

Jun 9 2014 2:11am CDT | Source: Business Times Malaysia

KUALA LUMPUR: Malaysia spent some RM27.6 million in its first phase of the search operations for missing Malaysia Airline flight MH370, said Acting Transport Minister, Datuk ...
Source: Business Times Malaysia   Full article at: Business Times Malaysia
 

 
Update
6

7 weeks ago

9.1m litres of diesel seized in a month

Jun 8 2014 1:11am CDT | Source: Business Times Malaysia

PUTRAJAYA: The Domestic Trade, Cooperatives, and Consumerism ministry has seized some 9.1 million litres of diesel and property worth RM58 million since mounting ‘Operasi Diesel Selatan’ in the southern states last ...
Source: Business Times Malaysia   Full article at: Business Times Malaysia
 

 
Update
5

7 weeks ago

Girl, 9, awarded RM2.78m compensation for medical negligence

Jun 6 2014 4:56am CDT | Source: Business Times Malaysia

KUALA LUMPUR: A nine-year-old girl who suffered brain damage during her birth at a government hospital was awarded over RM2.78 million in compensati ...
Source: Business Times Malaysia   Full article at: Business Times Malaysia
 

 
Update
4

7 weeks ago

Malaysia's total trade in April up 12pc

Jun 5 2014 11:52pm CDT | Source: Business Times Malaysia

KUALA LUMPUR: Malaysia's total trade in April 2014 rose by 12 per cent from a year ago to RM123.86 billion due to growing trading activities, International Trade and Industry Minister Datuk S ...
Source: Business Times Malaysia   Full article at: Business Times Malaysia
 

 
Update
3

7 weeks ago

Works Ministry to spend RM20m for upgrading works at 50 accident black spots

Jun 4 2014 11:35pm CDT | Source: Business Times Malaysia

JOHOR BARU: The Works Ministry will implement upgrading works at 50 accident prone locations in the country that have been identified this year involving an allocati ...
Source: Business Times Malaysia   Full article at: Business Times Malaysia
 

 
Update
2

7 weeks ago

Najib launches loan scheme for Ramadan traders

Jun 4 2014 10:24pm CDT | Source: Business Times Malaysia

PUTRAJAYA: Prime Minister Datuk Seri Najib Razak today launches RM45 million Ramadan Bazaar Sche ...
Source: Business Times Malaysia   Full article at: Business Times Malaysia
 

 
Update
1

7 weeks ago

Residents bring up objection against Kidex to Suhakam

Jun 4 2014 4:49am CDT | Source: Business Times Malaysia

PETALING JAYA: A group of 20 Petaling Jaya residents held a meeting with the Human Rights Commission of Malaysia (Suhakam) over their objection against the proposed RM2.2 billion Kinrara Damansar ...
Source: Business Times Malaysia   Full article at: Business Times Malaysia
 

 

Don't miss ...

 

<a href="/latest_stories/all/all/30" rel="author">Forbes</a>
Forbes is among the most trusted resources for the world's business and investment leaders, providing them the uncompromising commentary, concise analysis, relevant tools and real-time reporting they need to succeed at work, profit from investing and have fun with the rewards of winning.

 

blog comments powered by Disqus

Latest stories

Our Milky Way much smaller than previously thought
London, July 30 (IANS) The Milky Way, the galaxy that contains our solar system, is way smaller than astronomers previously thought, says a study.
 
 
Be aware of calories from soft drinks during meals
London, July 30 (IANS) Did you ever count calories from the soft drink you usually order along with the dinner? Now is the time to factor those in.
 
 
Simple blood test may even predict suicide
Washington, July 30 (IANS) A simple blood test can soon reliably predict a person's risk of attempting suicide, significant research reveals.
 
 
Young US troops facing more sexual problems?
Washington, July 30 (IANS) According to an alarming study, young troops in the US suffer from erectile dysfunction (ED) at nearly three times the rate of civilians their own age.
 
 
 

Latest from the Network

Our Milky Way much smaller than previously thought
London, July 30 (IANS) The Milky Way, the galaxy that contains our solar system, is way smaller than astronomers previously thought, says a study. It is approximately half the weight of a neighbouring galaxy - known...
Read more on Apple Balla
 
Be aware of calories from soft drinks during meals
London, July 30 (IANS) Did you ever count calories from the soft drink you usually order along with the dinner? Now is the time to factor those in. New research indicates that meals that include a calorific drink are...
Read more on Business Balla
 
Apple Drops Their Appeal of Samsung Verdict
After the ruling in Apple’s favor by a jury in the patent infringement case with Samsung, the company was seeking a permanent injunction on a number of Samsung’s devices. The goal was to ban sale of Samsung products...
Read more on Apple Balla
 
Apple’s Sapphire Glass Supply Getting A Boost
Ever since the announcement that Apple was going to move away from Gorilla Glass came out, people have been wondering about the new Sapphire Glass screens. They have certainly proved indestructible, but the production...
Read more on Apple Balla
 
Simple blood test may even predict suicide
Washington, July 30 (IANS) A simple blood test can soon reliably predict a person's risk of attempting suicide, significant research reveals. This may be possible because researchers at Johns Hopkins University have...
Read more on Business Balla
 
Are Samsung’s Sales In Trouble?
The battle between Samsung and Apple has been a fiercely fought one both in the courtroom and in the marketplace. Apple feels that Samsung has used their innovations to create a series of phones that are similar, but...
Read more on Apple Balla
 
Kate Moss boards flight 'drunk' without ticket
Kate Moss allegedly ''blagged'' her way onto a flight from Turkey to London without a ticket on Monday (07.28.14). The supermodel, 40, reportedly turned up at Bodrum Airport intoxicated following a detox vacation at the...
Read more on Celebrity Balla
 
Liam Neeson still struggles with wife's death
Liam Neeson still hasn't come to terms with his wife's death five years ago. The 'Taken' star was left heartbroken when he switched off Natasha Richardson's life support in 2009 following a tragic ski accident and he...
Read more on Celebrity Balla
 
20 killed in Israeli shelling of Gaza shelter
Gaza, July 30 (IANS) At least 20 Palestinians were killed and dozens injured Wednesday when Israeli artillery hit a school used as a shelter by displaced people in Jabaliya town of Gaza Strip, medics said. Ashraf al-...
Read more on Politics Balla
 
Young US troops facing more sexual problems?
Washington, July 30 (IANS) According to an alarming study, young troops in the US suffer from erectile dysfunction (ED) at nearly three times the rate of civilians their own age. According to the findings, troops who...
Read more on Business Balla