Networking Beyond the OrdinaryFebruary 5, 2010

Presented by

Co - Founders

St. Thomas the Apostle

Job Ministry

Bob Garcia Jim Ziganto

1 @ Copyright Monterrey Partners 2010. All Rights Reserved.

Networking Definition

Networking is a planned and intentional effort to meet face-

to-face with business professionals in target companies

and in a variety of professions and industries.

Purpose: Gain Advocacy

Build Your Brand

Awareness

Gain Market

Intelligence Networking

Obtain ReferralsUncover Hidden Jobs2

“85 percent of all job placements happen through networking, as a

parishioner you can play a very important role in helping others find

work. It is not a matter of having a job for them. It is simply a matter of

taking time to talk with a job seeker or provide information and

guidance. “

“What is important is “contact” building, which is what networking is all

about. Most of us don't have unfilled positions at our workplace, but

maybe we have a friend, or a friend of a friend, who has an open

position and would be glad to get a referral. Job seekers are looking for

contacts.”

3

STA Job Ministry – Web Site

Our Networking Story

2006 2008 2009 2010

3 HR Guys in Transition. Form support group &meet for lunch and a cigar on a Saturday.Informal group grows to 5 and then 7.

125 paid members.

4 quarterly events.

Host Golf Tourney –115 participants.

5 informal meetings.

1st Annual Holiday Party.

7 grows to 15.

15 grows to 30.

HRCigar Network

is formed.

4 events/year.

Host Golf

Tourney (90

participants).

Target 150 paid

members.

4 events/year.

Golf Tourney -

120 participants.

Open 2 new

Chapters:

Milwaukee and

TBD.

4

Jo

b S

earc

h S

uccess

Job Post- Monster

- Career Builder

- Indeed.com

-Simply

Hired.com

- HR Ladders

- Execunet

Extended

Multiple

Meetings

2 Way

Exchange

Helping

Others

Face-To-Face

Network

Meeting

Phone

Meetings

Social

Networking

-Linked-In

-Facebook

-Twitter

-Blogs

Referral

-Peers

-Family

-Friends

-Neighbors

E-mail-Exchanges

-Cold Calls

-Responding

Networking Levels of Engagement

Level of Comfort - Meeting People - Building Relationships & Rapport 5

24%

23%

5%

48%

Direct Contact

Agencies

Job Boards & Ads

Networking

Source: US Bureau Labor Statistics

JOB SEARCH STATISTICS

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80% of jobs are hidden

You won’t know about most jobs, unless you go find them

You may be behind!

A networked person has access to the hidden jobs AND has already been referred into any other job.

5% 15%

80%

Job Boards & Ads Recruiters Networking

JOB SEARCH MANAGEMENT

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Using The Phone – Keep It Simple

YOU KNOW THEM

Hi Name. This is Greg

Shaw.

As you may know I am

active in the market.

I wondered if I could stop

by for 10 minutes to say

hello and get your

suggestions and advice

regarding my job search.

COLD CALL

Hi Name. This is Greg

Shaw.

I am a marketing

professional networking to

expand my contacts.

Would you be open for a

brief 15 minute meeting so

that I can introduce myself

and get some networking

suggestions from you?

I will be near your office

on Tuesday & Thursday

next week. Is there a

chance you would be

available either day?

WARM REFERRAL

Hi Name. This is Greg

Shaw.

I am contacting you at the

recommendation of a

mutual friend of ours, Bob

Garcia.

Bob speaks highly of you

and suggested it would be

a good idea for us to

connect.

I wondered if I could stop

by for 10 minutes to

introduce myself and get

your suggestions regarding

my job search.

8

Academia Professors, Career Center Directors

Associations Professional, Industry Association Leaders

Community Orgs Church and Non-Profit Leaders

Consultants All Varieties (Business, Insurance, Brokers, etc)

C-suite CEOs, COOs, Presidents, Business Owners

Doctors Your Family Physicians

Finance CFOs, Finance Professionals, Bankers

HR HR Executives

IT CIOs, Other IT Professionals

Labor Unions Union Members

Legal Attorneys - - Corporate and Private

Operations VPs of Operations, Production, Logistics

Public Officials Politicians, Civil Servants

Sales & Marketing VPs and Other Sales Professionals

Search Professionals Headhunters, Executive Search

Outplacement Outplacement Coaches

Vendors Service Providers

SUPER CHARGE YOUR NETWORKING

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1. Who do you know?

2. Who do you want to know?

3. Track your progress

4. Maintain contacts / build relationships

GETTING STARTED

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Cell Phone

Address Books

Holiday Card Lists

Religious Organizations

Linked In / Facebook . . .

Business Cards

Microsoft Outlook

Alumni Associations

Company Directories

Community Organizations

Trade Associations

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WHO DO YOU KNOW RIGHT NOW?

1. Is curious and inquisitive

2. Is intentional and disciplined

3. Purses diverse contacts

4. Is confident

5. Is a great listener

6. Connects others

7. Is organized

8. Is generous, helpful and giving

9. Is positive and authentic

10. Is accessible

11. Always follows - up

Taken from 100 Executive Interviews conducted by Greg Shaw

People fail at follow-up

because they aren’t

inquisitive and do not

find points of personal

connection!

GET TWO FACTS for

each person you meet!

ATTRIBUTES OF A GOOD NETWORKER

12

Status Date Name Title CompanyReferred

By

Thank

You

Sent

Resume

Follow-up

Notes

Open 10/01/09 Tom Hays Director ACME Tool Co Jane Doe Yes Yes XXX

Closed 9-28-09 Jill Adams HR Manager Navistar Frank Smith No No

1. Face-to-Face Meetings

2. Groups Meetings

3. Interviews

4. People Contacted

5. Jobs You Applied For

Stay Organized

for Effective

Follow-up!

TRACK YOUR PROGRESS

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When to Follow Up

After an event, function

or meeting

After a face-to-face

meeting

After a phone call

After an e-mail

Items for Follow Up

Thank you note

E-mail note

Resume

Provide a referral

Make an introductions

Invite to events

Send an article

Other

BE MEMORABLEBE PROFESSIONAL BE TOP OF MIND

FOLLOW-UP WITHIN 24 HOURS

14

Check In Every 4 to 6 Weeks

E-mail Note

Article

Book Recommendation

Meeting Recommendation or Invitation

Coffee, Lunch, Dinner

Invite Several People to Get Together

Phone Call

Personal Note

Creative Touches

Sales Cycle – 7 touches. Get Started!

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CONVERTING CONTACTS TO FRIENDS & ADVOCATES

QUESTIONS

?1616

Contact Information

R

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Bob GarciaManaging DirectorCell: 630. 303. 1142

E-mail: rgarcia@monterreypartners.com

Jim ZigantoManaging DirectorCell: 630. 217. 1130

E-mail: jziganto@monterreypartners.com

@ Copyright Monterrey Partners 2010. All Rights Reserved.

Banish Approach Anxiety and Make the Sale!Posted on January 12th, 2010 by Keith Ferrazzi

The hardest challenge is to be yourself in a world where everyone is trying to make you be

somebody else. ~ E. E. Cummings.

I don’t care how good you are: If you’re in sales, you struggle with approach anxiety. There's been a time

where you've psyched yourself out of a successful meeting because of self-doubt. And we’re all in sales,

whether you’re selling paperclips, companies, or ideas. Are you dating? You’re in sales too!

Here’s a five minute mental routine that you can use before calls, meetings, networking events, and

presentations to calm your anxiety, get yourself grounded and ready to be your best self.

1. Create an authentic environment around you. How? Take a deep breath. Relax. Prepare to let the

other person see who you are and what you have to offer — your concern, your interest, your passion,

your intelligence, your skill. Listen to that authentic inner voice. Meditate for several minutes or just

take a few deep breaths.

2. Suspend your prejudice. This is a mindset shift. Prepare to walk into every situation with as few

assumptions as possible. Look for ways to express your interest in and concern for the other person. It

means opening your mind to the possibility that the person or people you’re meeting are individuals

you could care about.

3. Project the positive. Once you’ve found your inner voice and know you’re speaking authentically,

from there it’s a simple step to projecting positive feelings onto other people — the kinds of feelings

that will help to bridge the gap between you and establish a welcoming, safe environment for the other

person. Expect the best!

Take five minutes to walk through these three steps before your meeting or event. Bring a

cheat sheet if it helps! 18KeithFerrazzi.com

Warming Up Meetings and Interviews: Five Tips to Disarm with CharmPosted on February 2nd, 2010 by Keith Ferrazzi

The best portion of a good man's life - his little, nameless, unremembered acts of kindness and

love. ~ William Wordsworth

Never ever, walk into a meeting cold. Because cold is how you'll leave it. Instead, walk in ready to spread

around what I call “universal currency” – ways to be generous and spread goodwill to anyone that we meet.

Generosity is the first step to warming up to a relationship.

Universal currency is particularly important at first meetings and interviews, where even if you do your

homework, you may be limited in your background knowledge. Here are five forms of universal currency

and suggestions for how to put them into play.

1. Give compliments and admiration freely. Make sure they are genuine. Not genuine = Not generous.

2. Be a knowledge broker. Read everything, talk to everyone, be everywhere – particularly in regard to your

business or industry. Don't rely on others or be passive about it; become an absolute expert by taking

the lead.

3. Share hobbies and passions. Yes, sharing what’s important to you is a form of generosity. Not everyone

is brave enough, or thoughtful enough, to divert from business as usual.

4. Discuss current events. Focusing on what’s happening in the world at large can provide a welcome dose

of perspective, as well as some connective tissue between you and a new contact. Know what’s going

on!

5. Share humor. It's a cliche that in potential mates, woman are looking for “someone who can make me

laugh." But it's true! And it’s no different in the business world. Make someone laugh – especially when

they don’t expect to – and they’ll do what they can to give you a primetime slot!

19 KeithFerrazzi.com

In Transition? Four Surefire Steps for 2010Posted on January 5th, 2010 by Keith Ferrazzi

If you fall in the mud puddle, check your pockets for fish. ~ Unknown

Here are four pieces of advice to those who are in transition in their jobs or careers. My wish is

that 2010 is full of wonderful transitions – and that more of them are voluntary!

1. You may have heard people say, “If you can think up the question, you can think up the

answer.” Your mind and your character are up to any challenge. So focus on answering this

question: “How do I make this change the best thing that has ever happened to me?”

2. Reach out to the real relationships in your life. What better time to figure out who they truly

are? No one is better positioned to help you consider what’s next – and how to get it. Also

have someone really close help you brainstorm around your greatest strengths and

weaknesses; these can provide clues and spark ideas.

3. In addition to the career quest, which will inevitably take twists and turns, commit yourself to

some personal pursuits that you have been meaning to take on for a long time but never had

the time – for example, run a marathon, become an expert in social media, restructure your

personal finances, find the charity to which you want to meaningfully commit, help a friend in

need, etc. These will become part of your answer to the question in (1) above, and as

important, they’ll provide a positive experience and purposefulness every day.

4. Once you figure out what you want, create a long list of people you need to meet to get there.

It’s so much easier for your friends to help you by making introductions if you have your “wish

list” mapped out on paper. But don’t rush it: No one can ever help you until you know what you

want.

20 KeithFerrazzi.com