Knockout Networking for Financial Advisors and Other Sales Producers by Michael Goldberg

Knockout Networking for Financial Advisors and Other Sales Producers by Michael Goldberg

Author:Michael Goldberg [Goldberg, Michael]
Language: eng
Format: epub
ISBN: 9781119651925
Publisher: Wiley
Published: 2020-04-14T00:00:00+00:00


It's a We Thing, Not a Me Thing

Networking is like a light sparring match – jab, jab, hook. It's about the give and take, back and forth, learning and helping. An even exchange. Collaborative. Even Steven. When networking, you need to give in order for networking to take. (Write that down!)

When you're having your next business conversation at a networking event, cocktail party, holiday function, mixer, conference, or even in a one‐on‐one business meeting, take note of how much time you spend talking about yourself and your business and how much time the other person devotes to their business. The distribution of time should be relatively even, not down to the minute or the second but in general.

Important note: The only real exception to a networking conversation being relatively one‐sided (and still being appropriate) is when one person is clearly in a more dominant position to help the other. If that happens and you're on the receiving end of getting help, an introduction, a referral, or a client, certainly be a great listener, but you also want your intention to be to reciprocate – if not at the moment, then later.



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