Archive

Posts Tagged ‘Dr. Ivan Misner’

Gentle Networking

October 15, 2010 4 comments

As you will know from previous posts – I really like the work/blogs/books of Chris Brogan. He’s just launched a new blog called Escape Velocity – and one of the first blog posts he has created is about “Gentle Networking”.

I can’t think of a better term to describe “how to” develop a Personal Network. His post is full of popular themes:-

GIVING

“it’s not what people can do for you; it’s what you can do for others.”

“That’s the secret. If you can do a lot for a lot of people without needing

…..Thank you for visiting. My blog has moved. You can find the rest of this post by clicking here.

the money, then the bigger ticket paybacks end up being amazing, and you end up having a strong and powerful network.”

“you MUST do these things without EXPECTING anything back. This is the super secret (and really really really hard to learn) part of this.”

This mantra is called “Pay it Forward” by Neal Schaffer, “Giver’s Gain” by Dr. Ivan Misner, “Don’t keep score” by Keith Ferrazzi and “Love Cats” by Tim Sanders.

FARMING – NOT HUNTING

“However, you can’t rush networking. You can’t rush friendship. You can’t rush the serendipity effect that happens from these experiences. Just like you can’t dig a hole, throw some seeds in, and wait a few minutes for the apple to fall into your hand, you have to grow your network slowly, and feed it value. You have to find opportunities to tend it, to give it light (by promoting others), and you have to give it plenty of water (or potential deal flow) to make it worthwhile.”

“We’ve connected each other with others in our networks. THIS is the longer value yield of gentle networking.”

Again, Dr. Ivan Misner’s puts this forward in his book “Networking Like a PRO” – and others follow the theme.

Chris is keen on “a face to face connection”. I’m also a fan of “real-life” relationships – and find that on-line networking is a poor substitute. However, I would take the view that with distant contacts (weak ties) on-line is an effective way to “ping” and keep in touch. I’m coming to the conclusion that the Pareto principle should be prescribed to networking time – 20% on-line (communicating efficiently with the many) and 80% real world (building deeper relationships with the few).

Chris’s “Gentle Networking” pulls together many of the key principles of Personal Networking so neatly. Do subscribe to Chris’s Escape Velocity blog and newsletter – it’s a good read (and hopefully a healthy supplement to this blog!).

Advertisements

Keeping Score?

October 10, 2010 2 comments

There’s a small news story in today’s FT Weekend about BNI (Business Network International) making an award to the UK’s most successful networker. Step forward 36-year-old Simon Johnson, who is a flooring specialist from East Anglia. The story is on the FT website – but you will need to register to get access.

The story says that over the past 12 months, Simon has generated his contacts £634,233 of business after creating 102 money-making

…..Thank you for visiting. My blog has moved. You can find the rest of this post by clicking here.

referrals for his colleagues in the King’s Lynn BNI Chapter. It certainly shows the value of Personal Networks that are well managed – Simon seems an expert.

I am not sure whether Personal Networking is just about referrals (especially the measured and recorded type). In previous blog posts I have supported the view of people like Keith Ferrazzi (author of “Never Eat Alone”) that networking is not about keeping score. Also, one of my favourite quotes on networking is from Mick Cope (who wrote the FT’s book “Personal Networking”) – he puts forward the view that a network is about having contacts who support you, NOT that you sell to.

I find the BNI model interesting – but it does challenge my views on networking. The BNI’s “Handbook” – “Networking like a PRO” by Dr. Ivan Misner – makes a strong point about being a “Farmer” not a “Hunter”. I struggle to see how you are a “Farmer” when you keep score on a day-to-day basis. Does BNI – or Simon – get a “cut” of the referrals? Is this a “sale” to friends – or just the generosity of a good networker (with a small “thank you” attached).

I’m going to track down Simon in King’s Lynn – and ask him for his comments/thoughts. It would be good to meet an excellent personal networker – and I’d like to get his views on “keeping score”.

Reading List – the research so far … and the summer reading shelf

As mentioned,  I have been running up my Amazon bill doing this Personal Network research.  See the picture of my Personal Network bookshelf…..

I’ve created a list on my LinkedIn Profile – http://uk.linkedin.com/in/philobr.  I would be interested

…..Thank you for visiting. My blog has moved. You can find the rest of this post by clicking here.

if you have any other suggestions. List – as of this evening – is below.  I need to get reading….

Profit Power Economics: A New Competitive Strategy for Creating Sustainable Wealth

by Mia de Kuijper

See this book on Amazon »

Phil has read this book

Recommended

Comment: “Mia actually signed the book for me – I’d gone to shelter from the rain in Waterstones at the back of the LSE … and I could not resist. Fascinating read – especially if you transpose her thoughts on power nodes as the business units of the future …. to individuals. One day, I will be a power node…..”

Trust Agents: Using the Web to Build Influence, Improve Reputation, and Earn Trust

by Chris Brogan, Julien Smith

See this book on Amazon »

Phil wants to read this book

Comment: “Bought, on the shelf … and soon to be read!”

The Tipping Point: How Little Things Can Make a Big Difference

by Malcolm Gladwell

See this book on Amazon »

Phil wants to read this book

Comment: “In my bag for reading on holiday. Will do a short review soon. I found an extract on Malcolm’s blog – and he kindly game me permission to use on my blog. Nice guy.”

The 4-Hour Workweek, Expanded and Updated: Expanded and Updated, With Over 100 New Pages of Cutting-Edge Content.

by Timothy Ferriss

See this book on Amazon »

Phil has read this book

Recommended

Comment: “I’ve read it – I got my wife to read it … and I’m going to send a copy to a few friends. Tim does a great job on getting you focussed on what is important in life. thought provoking….”

Different: Escaping the Competitive Herd

by Youngme Moon

See this book on Amazon »

Phil wants to read this book

Comment: “On the shelf – and will be read soon!”

Six Pixels of Separation: Everyone Is Connected. Connect Your Business to Everyone.

by Mitch Joel

See this book on Amazon »

Phil has read this book

Recommended

Comment: “Would thoroughly recommend this book. Mitch Joel is one of the ever increasing band of Canadians setting the digital networking and blogging world on fire. This book got me over the line to create my blog – and is a great read.”

Who’s Got Your Back: The Breakthrough Program to Build Deep, Trusting Relationships That Create Success–and Won’t Let You Fail

by Keith Ferrazzi

See this book on Amazon »

Phil is reading this book

Comment: “This is on my summer list – and I’m about 1/3rd of the way through. I do like that even though Keith is obviously a confident guy – he will share how he has got things wrong and helps others to learn through the occasional failure. More soon….”

Never Eat Alone: And Other Secrets to Success, One Relationship at a Time

by Keith Ferrazzi, Tahl Raz

See this book on Amazon »

Phil has read this book

Recommended

Comment: “Keith Ferrazzi is a leader in the world of networking. This books gives a great overview for anyone who wants to improve their networking skills. It’s a little “american” for a Brit like myself … we are a pretty reserved race. However, the principles and tips are excellent – and the principles sound. “

Six Degrees of Connection: How to Unlock Your Leadership Potential (Volume 1)

by Liz Dow

See this book on Amazon »

Phil wants to read this book

Comment: “I’ve bought this – and had a quick skim. I am going to read after the “Tipping Point” by Malcolm Gladwell – which this book and Liz’s work was inspired by.”

Brilliant Networking: What the Best Networkers Know, Do, and Say

by Steven D’Souza

See this book on Amazon »

Phil wants to read this book

Comment: “Brilliant (BRIGHT) cover – and an amazing quote/speech from Robert Muller of the UN in the intro/preface. On the reading list for the summer”

Personal Networking: How to Make Your Connections Count

by Mick Cope

See this book on Amazon »

Phil wants to read this book

Comment: “Bought from amazon – and on the reading list. I like the FT business books – I used one of these books (on Business Plans) as a reference throughout my business life. Looking forward to reading.”

Social Network Analysis: Methods and Applications (Structural Analysis in the Social Sciences)

by Stanley Wasserman, Katherine Faust

See this book on Amazon »

Phil wants to read this book

Comment: “Now – we are talking SERIOUS book here. Dan (my technical partner) and myself are battling for who reads this one first. I was attracted by the fact the book series was edited by Mark Granovetter (who developed the idea of “strength in weak ties” in the 70s). Will be a challenge to read … with my little brain…!”

How Many Friends Does One Person Need?: Dunbar’s Number and Other Evolutionary Quirks

by Robin Dunbar

See this book on Amazon »

Phil wants to read this book

Comment: “I’d read about the principle that you should have/only need 150 friends/contacts. Research lead me to Robin Dunbar (this is called the Dunbar Number). In the bag to be read this summer.”

Six Degrees: The Science of a Connected Age (Open Market Edition)

by Duncan J. Watts

See this book on Amazon »

Phil wants to read this book

Comment: “On my reading list – and on the shelf. Will get read this summer.”

Connected

by Christakis, Nicholas A., Fowler, James H.

See this book on Amazon »

Phil wants to read this book

Comment: “This is waiting to be read on my shelf. Flick through says that it’s going to be a great resource to understand about visualising Personal Networks.”

Bursts: The Hidden Pattern Behind Everything We Do

by Albert-Laszlo Barabasi

See this book on Amazon »

Phil wants to read this book

Comment: “The follow up to “Linked” – on my shelf and ready to be read this summer.”

Linked: How Everything Is Connected to Everything Else and What It Means

by Albert-Laszlo Barabasi

See this book on Amazon »

Phil has read this book

Recommended

Comment: “This is the very best book to give an overview of how similar our personal networks are to other networks (all the way down to chemical protein!!). He guides you through with anecdotes and thorough research. A copy should be on the shelf of anyone serious about networking.”

Love Is the Killer App: How to Win Business and Influence Friends

by Tim Sanders

See this book on Amazon »

Phil has read this book

Recommended

Comment: “Really enjoyable – and quick – read. Love his principle of being so positive in the business environment. I share his views on focussing on giving/doing the right thing … but as a Brit, not sure about all the hugging!! Buy and give your nice side a run out at work….”

Networking Like a Pro: Turning Contacts into Connections (Paperback)

by Ivan Misner (Author)David Alexander (Author) Brian Hilliard (Author)

See this book on Amazon »

Phil has read this book

Recommended

Comment: “This is a very good book to give you a view of the process of networking. Ivan Misner is an authority on the subject – and runs the BNI (which is heavily promoted throughout). Gives a good overview fo the principles of how networks work.”

Farming NOT Hunting – “Drop the Gun, Grab the Plough (Plow)”

July 2, 2010 1 comment

When setting out on this Personal Network journey – I was surprised to find that there was very little about networking stacked on the bountiful business bookshelves of the US or UK. The two publications I did find were “Networking like a Pro” by Dr. Ivan Misner and “Never Eat Alone” by Keith Ferrazzi.

Being a Brit (and these titles being off the US bookshelf) it was immediately apparent the very different cultures of our two English speaking nations. The principles stay the same – but us Brits are so much more uptight/shy! Maybe that’s why I like Americans and being in the US so much?

There are some real gems in both books – and today I want to deal with a crucial topic in Dr.Ivan Misner’s book – a personal network grows

…..Thank you for visiting. My blog has moved. You can find the rest of this post by clicking here.

for the long-term with a farming approach! The wham-bam style of the hunter is not going to work if you seriously want to develop a valuable personal network.

Here’s the key section of “Networking like a Pro” (quoted with permission) that resounded so strongly with me:-

“If we could impart one piece of wisdom regarding networking and getting more referrals, it would be this; networking is about farming for new contacts, not hunting them down. It’s a point that needs to be made, because most business professionals go about networking the way our cave-dwelling ancestors did when hunting for food – aggressively and carrying a big stick.

You will see them at any gathering of businesspeople. They’re so busy looking for the next big sale or trying to meet the “right” prospect that they approach networking simply as an exercise in sifting through crowds of people until they bag the ideal client, the big customer who can turn their business around. They don’t have time for regular people like us; they’re stalking the director of marketing, chief operating officer, or other high-octane connection looking for the big kill.

“Farmers” take a different approach They don’t waste time looking for the right person; instead, like those who plant seeds and patiently nurture their crops, they seek to form and build relationships wherever they can find them. If they get an immediate payoff, that’s fine, but it’s not their principal goal. They know that the effort expended upfront will pay off in a rich harvest later on – much richer than the hunter’s quick kill – and that truly profitable relationships can’t be rushed.”

Thank you Ivan for this insight (and permission to use this quote) – it must be in the top 3 mantras for anyone serious about building their personal network.

“Personal Network” Network

One thing that I believe has been a strength during my life is the ability that when I want to steer a new course or check out new ideas is to ask the people I know who they know.   With my Personal Network’s help I have managed to get so some amazing places – and develop interesting projects (both business and personal).

The other skill that I use when I am trying to develop a strategy for a new project (often away from my core knowledge and competence) is to devour information and learn as much as I can before getting to know people in a new area.

Well, here I am – in the area of Personal Networks – and I really know nobody who

…..Thank you for visiting. My blog has moved. You can find the rest of this post by clicking here.

is knowledgeable or important!  Well, actually, there is one person – Mrs Moneypenny, the Financial Times extraordinary anonymous networker!  More on her later….

As mentioned, I do like to do my research before launching in to a project – so I’ve been avidly reading books, checking out blogs and diving in to the occasional bit of academic research (which does stretch my brain a little too far!).  The result is – that the first visualisation (or visualization if you are American) project has been to map out the “Personal Network Experts” that I have identified through books, blogs, the academic world, etc.  As of today, I know one person in this network (and a very tenuous link to another) – but it is my challenge over the coming months to make an intro and try to develop a relationship and build up trust so they can become part of my “Personal Network” Network (think I’ll start to abbreviate that to PNN!).

This first network diagram has been produced in a mind mapping software that I like to use for project to-do lists called Mind Meister.  I think it’s a fun way of giving me a “helicopter” view of things.

“Personal Network” Network – Mindmap on Mindmeister

%d bloggers like this: