The most effective networker I have ever known

I have just re-read The 29% Solution: 52 Weekly Networking Strategies, written by Ivan R. Misner with Michelle R. Donovan. [Please click here.] The title refers to the approximate percentage of people who are connected with everyone else in the world by no more than six degrees of separation, a concept introduced by Stanley Milgram many years ago. [Please click here.] I think highly of Misner’s book and as I re-read it, I reflected back on those I consider to be (far and away) the most effective networkers I have observed in action.

One is a senior executive (near retirement) in a local agency that represents one of the five largest insurance companies. (Let’s call him Dave.) He has been #1 in volume and profits for more than 20 years. He has two (and only two) networking innovations. One is a corporate business card that he modified to include “Please call me if you ever need my help.” The other is Dave’s custom of giving one of his cards to every person he encounters, no matter where. In elevators, for example.  Dave sometimes goes up and down in elevators in the tallest office buildings in downtown Dallas during the lunch hour. “Hi, my name is Dave. I’d sure be honored if you accept my card.” Also, in restrooms, restaurants, and barbershops; waiting in line to see a film; at grandchildren’s games, etc.

Dave once told me that the best salespeople are like those who, over time, create a garden filled with beautiful flowers. “It takes lots of time and lots of patience and lots of special care.”

Here are Dave’s core concepts:

1. Every person you already know and every person you meet by chance is special. Make them feel that way.

2. Offer your card to every stranger you meet, except in church and at funerals.

3. At any one time, at least some of those who have your card – or someone they know — will need your help.

4.  Learn what you need to know to become a referral source for others.

5. Help them to understand what they need to know to become a referral source for you.

6. It is a special privilege to help other people.

7. Never miss an opportunity to say “Thank you.” NEVER.

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