Yesterday I was driving downtown with my friend Patrice Marks of National Realty Network.  We were discussing different networking groups (BNI, NAWBO leads groups etc…)  What makes a group successful and what makes a group less than successful?

We were also discussing a great lead Patrice had received and how she handled an almost closed deal that someone else had to reopen the negotiations using Patrice as the Commercial Broker.  Both discussions were interesting and posed many questions that need to be answered.

1. What makes a good networking experience?
2. What makes a bad networking experience?
3. What makes a good referral for you?
4. What do you do to set yourself apart from everyone else in your category?
5. What are some of the great networking groups in Chicagoland?

I would love to hear some of your comments on this.  Remember, each one of us has our own ideas of what is great, so the discussion should be lively.

“He sounds different.  That is why they can hear him.”  This sentence is a quote from the movie Man of the Year with Robin Williams.  This quote was said by Lewis Black to Robin Williams when Robin didn’t understand why he got elected as President.

“Hello, my name is Sue Smith and I am a ——”  You can fill in the blank with whatever category of business you would like to add.  Mortgage broker, banker, real estate broker, insurance agent, auto repair dealer, etc…  You name it, we have all heard it, but did we listen?

We are bombarded with 1000’s of messages a day.  How are you going to be sure that your message gets through to the people you network with?  How are you going to be sure that they hear you and more importantly LISTEN to you?  How can you make your message strategic and start to build the relationship you need in order to furter your relationship with people?

One way is to tell a story - get your audience involved in your business life.  Use the emotions to draw them in.  Try telling a story next time.

We are all in sales!

When you think about your job or your business, each one of us is in sales in someway or another.  We had to sell ourselves in order to get the job if we work for someone.  We had to sell our thoughts for buildng a business to investors or people that are buying our product or service.  To develop new friends at work or outside the workplace, you have to sell yourself to these new people.  You have to prove to them that your friendship is worthy of them to have.

Networking is only one aspect of sales.  The principles of Boomerang Business Success, Boomerang Sales and Boomerang Networking take the basic principles of listening, asking questions and giving, giving and giving unconditionally to a new level to make sales so much easier.

I once gave a presentation for the IAAP, and these Administrative Assistants did not know how “networking” would fit into the picture.  Let’s say that you work with the VP of Advertising.  She needs a report from the VP of HR by Friday.  If you do not know the Admin that works with the VP of HR, you may not get the report on time.  But if you network with the people in your company, and help them achieve goals and make connections, when you need that report ASAP, your request moves up the line.

We are all in sales - so we each need to listen, ask questions and give unconditionally to become better sales people, but more importantly, better friends.

How do you feel about networking?  How often do you attend events?  What do you like about networking?  What really bothers you about networking?

We are conducting a survey on networking and connecting.  This survey is going to be used for future postings and for articles related to boomerang sales, boomerang connecting, boomerang networking, strategic relationship networking and making connections in our personal and professional lives.

Click here to take the survey. 

We are also in the process of adding articles about boomerang sales and boomerang networking on our website.  These articles will help you develop the skills you need in sales, rapport building, asking pertinent questions just to name a few.  Please let us know what you would like to know more about so we can address these issues in future postings.

I read a great posting yesterday about the aftermath of attending networking events, bootcamps, educational seminars, etc…  How many of us are gung-ho about attending events, we get all psyched about what we learn, head into the office the next work day, implement 100’s of new projects and by the following workday - nothing!

This happens so many times to the best of us.  I remember when I was in the dental industry and I went to hear someone talk about the latest and greatest in dental management.  I couldn’t get back to the office fast enough, but I didn’t take the time to go over my notes, to decompress, so to speak.

With my business now, I schedule time into my week to follow-up with seminars, meetings and events I have attended to read my notes and determine what course of action to take.  This time is scheduled BEFORE I attend an event.  As far as networking events, I look at my list the next morning and put in my Outlook what needs to be followed up with and schedule the alarm for my own reminder.

I loved the post and think we can all benefit from acknowledging our own procrastination techniques.

When was the last time you met someone new that had a story that HAD to be told?  When was the last time you really listened to someone’s story and were compelled to do whatever you could to help them?  When was the last time you were so moved by someone that you wanted to see them succeed and were determined to help them in any way possible?

This morning, I met with Robert Katzman at his store in Morton Grove called Magazine Memories.  Anyone that has grown up in Chicago will remember Bob because he owned the largest newstand in Chicago on the corner of Randolph and Michigan Avenues next to the original Chicago Public Library.  He now owns Magazine Memories in Morton Grove and we all know this store because it is on the corner of Austin and Dempster in Morton Grove right next to the Magical Mystery Tours shop.

It was an honor to meet Robert and hear about his life in Chicago.  Robert has truly taken the lemons in his life and turned them into lemonade.  He is a survivor that has been giving pleasure to people for years through his business and personal life stories.  Walking into his store today I was amazed at all the nostalgia he has collected over the decades.  Unfortunately like all of us, Robert is getting older and must now think about retiring his store of over 20 years.  Robert has published 3 books about his life in Chicago and it is filled with colorful - true stories about life in Chicago. 

I was introduced to Robert through Eubus D’Souza of LaSalle Bank.  Eubus is my personal banker and Robert is his client.  Robert wants to get into the professional speaking business, and Eubus knew I that I help people by giving unconditionally.  We spent 90 minutes talking about Robert’s life and what I could do to help him.  I asked strategic questions and made a list of 13 people I can introduce Robert to.

Did that help my business income?  No, but it sure felt good.

Did that help my personal income?  No, but it sure felt good.

Robert had an impact on my life today.  All it cost me was my time and the gas to get to his store and then to Panera.  I am a richer person today because I met Robert.  The pleasure that I will receive by introducing him to my strategic alliances knowing that they can help him - that is what relationship networking, boomerang networking and Paying It Forward is all about.

As many of you know, I have spoken about Dean Klassman on several posts.  It is so easy to talk about Dean when it comes to networking because he truly lives and breathes “networking” in the true sense I speak about in Boomerang Networking. 

I have the type of business that is difficult to refer, but that doesn’t stop Dean from continually racking his brain trying to find ways to help me.  He is always helping other people, and his passion is Keshet Buddy Baseball.  Last year we played baseball at Thillens Stadium.  This year we are playing baseball at Wrigley Field!  Dean, Leslie and his two children are all volunteers and leaders in this program.  They give and give and give - unconditionally.  They Pay It Forward every day of their lives.  I am proud to have the Klassman family in my database and honored to know them.

I interviewed Dean last week as one of the great networkers in Chicago.  To find out more about Dean, please watch:  http://www.youtube.com/watch?v=_9N7oWh4gCQ

Wow - what a night last night!  I as in the city for the launch of a new group called SWWAN which stands for the Single Working Women Affiliates Network.  Now as many of you know, I am a single working woman, I am on the Affiliates committee for NAWBO, and I love to network - so this was a perfect group for me to speak in front of.  The interesting part of this story has to do with how I met the founder, Barbara Payne.

I was given Barbara’s name by Ben Wollitz at the Chicagoland Chamber of Commerce.  As the Chair of the Ambassador Committee, I called Barbara to talk to her about the great benefits I have received from being a member of the Chamber.  Of course I asked a lot of questions about her business.  When she told me about SWWAN I told her that I was a single working women and a professional speaker.  She offered to have me speak for her inaugural event in Chicago and I agreed.  Now I have a new set of women and men in my cadre of contacts, and I met some amazing people last night.

Here is the link to see the blog entry on the SWWAN website.  If you are a single working woman, or you support the cause, please sign up for their blog and keep in touch.

http://www.swwan.org/blog/2007/08/single-women-reach-out-and-give-without.html

One of my favorite people that I enjoy seeing at events is my dear friend Anna Maria Viti-Welch of Guy Viti Insurance in Highwood, IL.  I had the opportunity to sit with Anna Maria last week and ask her about her success in using the skills of relationship networking as a strategic marketing tool to build and maintain her 3 generation insurance company.  When I first met her at a NAWBO leads group in Highland Park she did have have the sophisticated skills of building strong relationships with strangers as she does today.

Anna Maria is a wonderful role model for her team that is now actively networking in the north shore area of Chicago and involved in NAWBO-Chicago as a Corporate Partner and Co-Chair of the Corporate Retention Committee with me.  Her ability to ask questions, listen and give unconditionally makes Anna Maria a Great Networker and a wonderful Boomerang Networker.

I hope you enjoy her movie.

http://www.youtube.com/watch?v=WQn02-wcuMg

Do you remember when you were a little boy or girl sitting in pre-school or kindergarden listening to your teacher read a story to you?  Imagine what that was like.  You were probably sitting with your legs crossed on the floor, your arms folded in your lap, or you were leaning forward with your arms on your legs.  Your mind was totally concentrated on your teacher.  Everything she said was golden.  You were so engrossed in the story that your mind was right there IN the story with the words.

Can you imagine how wonderful you would make someone feel if you had that same concentration when they were telling their story?  Can you imagine how special they would feel?  You would be able to really hear the words that were being said and feel the emotion.  Now, I do have to agree that some people don’t know how to communicate with the spoken word very well, but just a small amount of interest makes a difference.

Next time you meet with someone at a networking event, or at the grocery store, or Borders, or on a one-on-one, remember the feeling you had when you were totally engrossed in the story your teacher was telling you.  Give them the same quality listening skills you once knew when you were 4 years old.