Send a Thank-You Card

Tip 19 - Send a Thank-You Card
(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan0

For most written communication, we simplify our lives by turning to the computer, but in doing so we make our personal messages feel somehow less personal. For that reason, a hand written card of thanks now carries even more cordiality than when it was the norm. A typical thank-you note might consist of 3 sentences. (Honestly, how long does it take to write 3 sentences?) When someone goes the extra mile for you, send a card.

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"The strongest human instinct is to impart information, the second strongest is to resist it." - Writer, Kenneth Grahame

Your action for today is to notice whether you are imparting or resisting information.

Thanks, everyone who referred me as a speaker, I am now appearing
- 17th May - Lake Macquarie Business Club
- TBA - Toronto Business Chamber - see website

Master the Top 10 Traits of a Master Networker

Tip 7 - Master the Top 10 Traits of a Master Networker

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

1. Timely follow-up on referrals,
2. Positive attitude,
3. Enthusiasm/motivation,
4. Trustworthiness,
5. Good listening skills,
6. Commitment to networking 24/7,
7. Gratitude,
8. Helpfulness,
9. Sincerity,
10. Dedicated to working one's network

"A happy person is not a person in a certain set of circumstances, but rather a person with a certain set of attitudes." - Broadcaster & Television Producer, Hugh Downs
Your action for today is to focus on maintaining a happy attitude for the whole day.

Give to Others First

Tip 5 - Give to Others First

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

Giving to others is not only an essential networking technique: it is a fundamental ethic. Givers Gain. No other two words capture so vividly, accurately, & simply the power & potential of networking at its best. By giving to others first you take the first step in building two-way, win-win networking relationships. You're being proactive & positive - and the people on your list of professions will work hard to reciprocate.


Whether you think you can, or whether you think you can't, you are right." - Henry Ford

Your action for today is to identify something that you have accomplished where others doubted that you would.

Help You TEAM find you Referrals

If you want to get more referrals from people in your network, you have to be able to make it easy for them to find and give those referrals to you. They want to help you, but most will not step out of their comfort zone to make it happen,

Here are 5 things to help you start the process of making it easy;

1. What should they listen out for? When your around people you will hear them complaining or sharing some news. Each of these conversations is an opportunity to develop referrals. What complaint will people hear for you?

2. What visual clue? might we see that would lead us to recommend or refer you? Such as someone who's car has a dent in it and you are an auto body shop owner.

3. Your target market Are there things that I might see that would help me recognize someone as your target market? Example: A motor cycle or boat in a drive way for the insurance agent.

4. What kind of things might be happening that would lead me to believe that someone is in the market for your services? A child being born, and child going to college, or a new business that just opened?

5. Is there an activity that you clients often engage in? Such as running in mini-marathons, jogging, bike riding, working out, skiing, or any number of activities that would help me identify our clients?

The more you can paint a picture for your network members the easier it is going to be for them to help you. Unfortunately, this means that you have to give some thought to what and who you are looking for as clients. Anybody or everybody will not be as effective. Profile you clients and teach your network members how to spot the clues.

"LET ME SUGGEST THIS... Once a month, read one biography, company profile or case study about successful inventors and entrepreneurs. Take notes from the masters. Email me your list of three lessons learned from each and I'll use them in an upcoming article or blog!

The difference between perseverance and obstinacy is that one often comes from a strong will, and the other from a strong won't." - 19th Century Cleric, Henry Ward Beecher

Your action for today is to reflect on whether you have a tendency to be persevering or obstinate.

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2 MORE Ways to Increase the number of Referrals You Give

Here is another 2 simple ways to increase the amount of referrals YOU give and at the same time help promote yourself.

1. Whenever you write up a sale, give them your business card holder (filled with the cards of the people you refer) to browse through while you do the paperwork of the sale. The client will be drawn to the business cards like a magnet and will ask you about the people and services represented. This gives you a chance to brush up on giving someone else's presentation. This will teach your client's that there is more than one reason they should be doing business with YOU as at the same time help make them more successful by introducing them to reliable people.
2. Send a follow up letter or email to everyone that you have been able to refer, and thank everyone. This is also a subtle way to promote yourself.

"Excuses are the nails used to build a house of failure." - Author, Dan Wilder

4 Ways to Increase the number of Referrals You Give

(The more YOU give, the more YOU receive).

1. Carry a business card holder every where you go. Don't leave home without it. Keep it current with cards of the people who you refer business.

2. Get yourself an extra set of eyes and ears! Give your spouse or significant other a business card holder of the people who refer you.

3. Each week, pick out one card from your card holder and try and find them a referral that week.

4. Don't be a hermit: practice the 3 foot rule! In other words, start a conversation with anyone within 3 feet of you.

"The bad news is time flies. The good news is you're the pilot." - Personal Achievement Coach, Michael Altshuler

Do you have Contacts or Connections? Part 2

Continuing from last week, Do you have Contacts or Connections? I would like to offer the following tangible ways to deepen the strengths of your network:

Build quality relationships: Take the time necessary to deepen the relationships between you and your referral sources. I know we are all pressed for time; but in order to deepen your networking relationships, you must make the time to go beyond the normal business interactions with those from whom you want to be able to ask for support in the future. Invite them to appropriate social functions, backyard barbecues, and sporting events. Get to know these key people outside of the business environment whenever possible. The more of a friendship you can count between you, the more expectations you can both have from each other's networking efforts.

Think about where to network that can build deep roots: There are the tried and true places to network, such as referral groups, networking mixers, social events, and online networks. Remember however, it is not enough to just show up; you must establish credibility with people before you can expect them to help you in some way. When someone tries to hurry the process they tend to hurt relationships not build their business.

Change your focus from "what's in it for me?" to "what can I offer you?": This is perhaps the most powerful technique for deepening AND widening your networks. When building a deep network, do the things you can to bring business and contacts to your networking partners. Share pertinent information with them; invite them to business meetings that will position them favorably with others they need to get to know. Keep in mind that you want to get to the point where your networking partners know you always have something to give them. In short, do what it takes to "earn" the help you might need to ask for down the road. Powerful networkers live by the philosophy of "Givers Gain."

When deepening your network, you want to focus on giving to your referral sources. It's that tried and true analogy of farming versus hunting when building a business through word of mouth. Give your time, give your knowledge, and give what your referral sources need to succeed. As you develop stronger networking skills, it's better to put on the farmer's overalls and cultivate the connections you need to be able to call in support for programs and products you want to promote.

We all know that the best time to plant an oak tree was 25 years ago however, the next best time is right now! It's never too late to change your focus and develop business relationships with very deep roots, as well as far-reaching breadth.

Written by Glenn Kirkwood & Dr Ivan Misner

The greatest definition for concentration I ever heard is, "Wherever you are, be there! - Jim Rohn