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What...Do You Want?!? I Have To Go Now.

In one of my last post , I wrote about how to have the "Proper FORM" when having a 1-on-1 meeting. On top of having a genuine conversation with someone and learning about them personally and professionally, you should also ask them these two questions: Who is your ideal client - "If you could only work with one type of client in this restaurant, who would it be?" Who is your ideal referral partner - "Who is someone that is working with your clients that could be your partner and not a competitor?" I tell people, "These next two questions are the most important questions that I can ask you because this is how I am going to help your business." The reason why I ask these questions is that whenever I am meeting with someone, I am thinking, "Who can I introduce this person to?" Either during the meeting or after, I will look through my database and/or journals to see if I can find any commonalities between this person and someone el

The ABC's of Networking

A few years ago, while attending a networking luncheon, I was selected to be interviewed during the “Member Press Conference” section of the meeting. One of the questions that I was asked was, “What is one thing that most people don’t know about you”? To the surprise of many, I answered that I am a "people-oriented introvert." If you are reading this for the first time and wonder why they are shocked it is because I am in the mortgage business and consider myself a "Master Networker". Every week I attend 5 - 7 networking functions, meet 25 - 30 new people, and have 7 -10 "one-two-one meetings". This is why most of the people in the room were surprised by my answer. Many were skeptical. The reason I have created this blog is that most people that are introverts really make some of the best salespeople and marketers. They naturally do no do not sell, they connect. Many people in sales think of Alec Baldwin’s famous quote, “ABC… Always Be Closing”, from the

Commission Altoids

Have you ever had coffee with a person and 5 minutes into the meeting you are looking for the nearest exit? It's not because their breath wreaks of garlic or coffee but because of "Commission Breath" and the sale that they are trying to make. In my previous article, I talked about how sales and marketers need to be careful to not have commission breath. Since January 7th of this year, I have attended 38 networking functions, have met over 140 new people and scheduled over 50 one-on-one meetings. There have been multiple instances of when I meet with people at an event or over coffee and they are so focused on trying to earn a commission that they forget the purpose of networking. One of my favorite books is Speed of Trust by Stephen M.R. Covey. In the book, Covey talks about how people do business with people that they KNOW, LIKE and TRUST. If the people that I had met with, had taken the time to have a genuine conversation so that I could KNOW who they are... lea

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