ProductiveNetworkingCreating Relationship Capital When Networking Feels Like a Challenge

Derek Jones

Reality is built from ideas - butMost people have that backwards

Richard Bandler

Benefits of Your Network

Information

Ideas

Opportunities

Financial Capital

Power & Influence

Emotional Support

Goodwill

Cooperation & Trust

MORE FUN!!

You Know You Want to..

You Know You Should..

But Many Feel There are Barriers to Networking

The Myth of IndividualityConditioned Behaviour Lack of Trust in OthersAttitudes & BeliefsEthicsDon’t Know How!It Just Feels Uncomfortable

It May Feel Difficult..Be - cause ..of

The Barriers To Progress May Seem Great..

But they are really “wafer thin” and they are just based on a personal view of the world that is holding you back.

Just noticing and acknowledging this is enough to start a process of positive change if you have the desire

“State” Management

Adopt a Higher Performance “State of Mind”

•The State or Mind Set You Need Changes With the Situation but Must be Authentic•Starts With Self-Awareness•People Can Sense What You Stand For•Your “State” Absolutely Determines your Behaviour•Your Behaviour Impacts on Your Results

Assumptionsabout our value

shape our thoughts and can help or hinder our

desire to reach out to others

All my life I wanted to be

someone..

I guess I should have been more

specific

Wake up and smell the roses

the clearer you are about who you are, what you want, what you have to offer..

and the more you like yourself, the easier it will be to develop your network

Selling Yourself

The 4S Pitch

Keep it..

Simple - How would you describe yourself in a few words?

Singular - Being unique

Sincere - From the Heart!

Symbolic - Tell as a story

Think about “Brand You”

What is it you stand for?Craft your 8 word personal position statement

Notice if you tend to hallucinate things like..

“they can see straight through me to the sham of a human being I really am”

..and find that its not true.

You Need Motivation and this comes from

within..

Find Your Reason to Act

Here is my reason..

A Wise Man Asked

“What do you have left when all of your money is

gone”

Your self-belief..

Your network..

YOUR RELATIONSHIPS

Your Relationships are a Source of Wealth

Relationship Capital

Relationships are what you have left when all

your money is gone

in 1990

• $3.5 Billion in Business Debt

• $900 Million in Personal Debt

in 2005

• Net Worth of + $2.7 Billion

What makes a man wealthy?Real wealth is..

not how much money you have.

Your Best Contacts?Jot down the names of your 10 best contacts

When You Really Think About it..

“Best” is a meaningless term in thinking of your contacts.

We can’t judge them.It’s situation dependent.

We don’t know who they know!

So Think of the 10 People You Often Turn to or Associate With

NetworkAnalysis

Notice what type of “groups” your 10 contacts belong to - are they all family? in your town? in your industry?

Draw yourself in the centre

Draw the 10 around you

Connect those that know each other with lines on the drawing

NetworkAnalysis

if all your ten know each other you have a “Closed” network.

If non of your ten know each other you have an “open” network

Remember that it’s the connections of your connections that often make the difference

Strength of Weak Ties

Close friends in a closed network might be motivated to help - but often only have similar information and ideas

Friends of friends may not be as motivated to help - but will often do so because it is not costly for them & sources of information are different & diverse

Network Goals

•Size of your Network Matters but not in an ABSOLUTE Sense- Effective size is what counts

•Density of your Network - ideally Entrepreneurial and Open rather than Closed

•Focus - Work, Family, Global? Strive for a mix

•Is the Network Diversity High? - What Gender, Age, Location, Educational background?

It’s called Relationship Capital

Because you Build it Up over Time by Being

Willing to Give

Don’t forget though..

For there to be Givers

There must also be Receivers

It’s OK to Receive!

Life Cycle

Steps to Mastery

Build your network before you need it

Reciprocity

Check your Intention - Who Cares Wins!

Embrace Novelty & Variety in your Network

Can Never Know Who Counts

Be Impeccable With Your Word

Less Technique - More Caring

What can I do now?