“There are no traffic Jams along the extra mile. –Roger Staubach

1. Talking with those you already know for an exorbitant amount of time. Business networking is about making contact with strangers. One of my favorite sayings by “best selling” author Harvey Mackay is, “If you’re networking with people you already know. You’re not a network, you’re an ant hill!” By the way, an exorbitant amount of time is any amount of time over five minutes. How long does it take to ask and get an answer to “How’s things since I last saw you two weeks ago?”
2. Walking into a networking event and making a “bee line” to the first person you spot that you already know. Old habits are hard to break. If you want to avoid the results mentioned in number one above. You must make the effort and have the courage to walk up to the first stranger you come face to face with at a business networking event. If you don’t do this immediately it will become even tougher to break out of your comfort zone. The function will quickly turn into net-socializing instead of “Net-working”
3. Spending a lot of time around the buffet table and wet bar. If you have read any one of my three books on Fearless Networking, you know that these locations are where the shy and bashful people hang out. Having sold over 120,000 networkers my books, right here in the Houston, it’s a pretty good chance that you have been pegged. Just kidding. People that spend a lot of time around the buffet tables or wet bars are some of the easiest people to approach. Just don’t block my path to the hors’ douerves are to the wineJ.
4. Not having any business cards to hand out. This can easily happen.  You can leave them in the coat you wore last. So, keep twenty business cards on hand in your car’s glove compartment. Even if you parked three blocks away, around a corner, go get your business cards!
5. Failing to take the time to build a relationship first, instead of immediately jumping into your 60 second product or service spiel or your 30 second elevator talk. It’s a proven fact that People do business with people they know and like. The next time you are tempted to do this, ask yourself:  “How can people get to like and know me, when I am talking about myself and my needs rather than listening for their needs, concerns and business issues?” Remember the old adage, “People don’t care how much you know until they know how much you care.” Trite but true!
6. Using a networking meeting as a way “net-fun” or “net a date.” Those who do this, you know who you are. The sad thing is, just about everyone else also knows. When your primary purpose is to “net-fun,” just know that this type behavior gets around very fast. Even if you are a terrific businessperson you can quickly gain an unwelcomed reputation.
7. Drinking to gain the confidence to meet strangers at a networking event. This usually backfires for several reasons. Unbeknownst to you. You become louder, sometimes red-faced and sometimes jumble your words. Even when you’re good at, as you might say, “holding your liquor” others quickly can detect when a shy person is drinking to act braver. A shy person, who is drinking to overcome his shyness, is still a shy person when he drinks. He just thinks he’s braver.

Learn how to network fearlessly by ordering Ken Marsh’s DVD, “How to Fearlessly Network for New Business Development Seminar” today!! Go to: www.fearlessnetwokers.com.

“Today, your success has to come from you. And therefore, it belongs to you.”

-Sally Hogshead, author of “Radical Careering”

Loss of a job and the proverbial job hunting process can be devastating to our self-esteem. Our self-confidence and self-perception can take a beating the longer we remain unemployed. Our intimate relationships with our spouse and children can become severely strained due to the repercussions from the loss of financial stability. Finally, our personal health can be harmed from the accompanying stress, anxiety, hopelessness and depression that most job hunters contend with; especially, those over 40. The good news is that there are steps we can take to minimize the negative impact on our self-esteem, relationships and personal health often attributable in large part to job loss and job transition. Following are principles fearless networkers follow on a daily basis in their networking that help them naturally cope with these issues mentioned above:

Fearless networkers:

1. Stay active. They join and actively participate in career development and management groups such as “between job ministries”, job transition and business networking groups.
2. Stay productive. They utilize their portable (transferable) skills to work as community volunteers or take on part time jobs to contribute to the often strained household budget.
3. Stay positive. They maintain a positive mental attitude by listening to motivational tapes and CDs by speakers such as Zig Ziglar whose timeless series on “Staying at the Top” has inspired many. Most importantly, they avoid “pity parties” inundated with negative nay-sayers and complainers/whiners who spend much of their conversation on the poor economy, the lousy job market, the many layoffs and the “poor me syndrome”. Instead, they practice self-affirmation talks and visualize themselves succeeding in their networking and job search.
4. Stay personally accountable. They are not finger pointing blame-finders. They don’t waste time that could be used to stay focused and persistent in planning and performing their job search, on berating their former co-workers, bosses or colleagues.  Nor complain what the government is or is not during to improve their plight.
5. Maintain healthy relationships. They understand and are aware of how stress, anxiety and irritability can strain relationships. So, they readily see things from their family’s point of view and openly communicate with their spouse and children about the impact their job search is having on the family. Most importantly, they are aware of the gender perspective on financial security. In other words, for example, women are concerned most about financial security and men most about feeling appreciated. So arguments about finances and not during enough to contribute are rare.
6. Stay physically healthy. Another way they cope with stress, anxiety and irritability is through aerobic-type exercises like walking, jogging are swimming and anaerobic activities like yoga and tai-chi. They also make healthy eating choices.
7. Stay prayerful. Most fearless networkers understand and appreciate the power of prayer and of having a relationship with God. They know how to let go and let God take over while maintaining their personal accountability.
8. Stay focused. They understand that a job does not define them. As Sally Hogshead says in her book “Radical Careering” “a job description is not a self-description”.
9. Stay active “go-givers”. Their philosophy of giving serves them well in their job transition. Their focus on helping others increase their business volume, find a job or career and deal with the negative impact of job, loss helps keep their focus off themselves and their own worries.

Read Fearless Networking’s rave reviews and purchase the book at www.amazon.com. Read excerpts at www.fearlessnetworkers.com. For faster delivery contact Fearless Networking at 832-368-4434.

“Fear exists only when you’re focused inward”To network with courage, confidence and assertiveness is easy when you apply these 7 Keys to Becoming a Fearless Networker. The results are immediate. As you work a room, at a networking event, you will begin to feel more poised, relaxed and confident. Notice that the focus of a fearless networker is always outward.

1. Prior to walking into a networking event, visualize yourself confidently greeting others with warmth, sincerity and enthusiasm. The key here is to use visualization with emotion.

2. Set a reasonable objective of the number of people you will help. Remember a tiny step, like a word of encouragement, may be a big step for you.

3. Focus solely on being of service to others. Ask yourself:” How can I help others to feel good about them selves?”  When your focus is on “How can I get others to feel good about me?” you come across as insincere and, perhaps, needy.

4. When complimenting or giving positive re-enforcement to others, always use evidence to support your compliment. For example, “Sue, you were very helpful to Frank, offering him on-target advice on how to solve his dilemma.”

5. Keep your network in the forefront of your mind, while listening for the opportunities, needs, issues and concerns of those you come in contact with.

6. When in direct conversation with a prospective referral, make sure that you get enough information (behavioral examples) through using open-ended questions. This will help identify members of your network qualified to assist the prospective referral with a solution. Example: “What are some challenges you’re having implementing your new subscription service?”

7. Set up a face-to-face introductory meeting with the prospective referral and a member of your network. Your attendance at this introductory meeting will add more credibility.

After the networking event, conduct an analysis (what went well? what could have gone better?) of your fearless networking technique. Immediately make arrangements to attend your next networking event within one week of the last event. Then put the “7 Keys to Becoming a Fearless Networker” into action again. Continuous repetition of the 7 Keys will enhance retention and learning and re-enforce positive habits.

Read 5-star rave reviews and purchase the book Fearless Networking at www.Amazon.com.

Call 832-368-4434 or go to www.fearlessnetworkers.com for more information.

If you think you’re too small to be effective, you’ve never been in the dark with a mosquito.

–Author Unknown

Ever wonder why some networking groups are more successful than others? Well, it is definitely not by accident. Successful networking groups have a well thought out plan of action.

- (Face Time) members are reporting on successful one-on-one meetings to learn the details about each other’s business. They are excited about knowing how to market each other’s business.

- (A catchy phrase) the members are giving memorable, catchy phrases about their product or service at the end of their 60 seconds product introduction? This helps each to recall an associate’s PRODUCTS when in front of a prospective referral

- (A mind is a terrible thing to waste) the successful business networking group is providing new members an orientation soon after signing up? Also, weekly professional development tips on how to effectively network from someone who has earned the right by example, should be given.

- (The proof is in the pudding) members are providing testimonials from satisfied CLIENTS? Some are fellow members!

- (Getting my money’s worth) the group is keeping track of the dollar amount of referrals being given each meeting? The aggregate number is an impressive number?

- (New Blood) a successful business networking group should be bringing in new members. A third of the membership should be new members with less than 6 months tenure.

- (Integrity is obvious) Successful networking groups, have 60%+ of members doing business with each other. When a member makes a claim that another member’s product or service is exceptional, it comes from personal experience.

- (More than a one man or one woman show) Successful networking groups have a leadership team usually including a president, secretary/treasurer, membership chair and a professional development officer.

- (The networking pie is expandable) Successful networking groups encourage members to belong to other networking groups. This is of mutual benefit to all members.

Check out Ken’s upcoming seminars, latest books, DVDs, TV guest appearances, free white papers and video clips on    business and career networking at www.fearlessnetworkers.com.

This question appears on the surface to have an obvious answer: To grow my business! However, there are many more reasons to belong to a networking group that may mean more to the reader. Following are 15 more reasons from the author of “Fearless Networking”:

1. To work together with colleagues to build each others’ businesses.
2. To socialize with people you admire, respect and enjoy being around.
3. To increase our personal joy through serving others.
4. To spur new business development in a cost-effective way.
5. To build a diverse database of people with diverse products and services that you can count on.
6. To practice our interpersonal skills of caring, kindness, patience, respect and helpfulness.
7. To provide personal and business advice to one another.
8. To encourage one another and to build each other up.
9. To work together with the purpose of building relationships with the intent of sharing referrals.
10. To help or contribute to the business needs of others by referring people in your network.
11. To practice the universal principle of “Give and you will receive.”
12. To become more fearless as a networker through focusing on the needs of the group and not on your  needs.
13. To practice our communication skills of active listening and asking the right questions to determine how to help one another.
14. To develop, fine tune and practice our 60 seconds product or service presentations and our 30 seconds elevator talks.
15. To understand the value of and know how to conduct word of mouth marketing.                                   16. To obtain a job.

Belonging to a networking group is a privilege and not an entitlement. Most groups have a requirement of each member sharing at least 2 leads a month with members of their groups to remain a member in good standing. Being focused on others (outward-focused) and not focused primarily on our own needs (inward-focused) should make this requirement easily attainable on a weekly basis.

Read 5-star rave reviews and purchase Ken’s book “Fearless Networking” at www.amazon.com. Or go to www.fearlessnetworkers.com to purchase a book using PayPal.

Fearless networkers help each other in more ways than just sharing referrals. At networking events we contribute and help others in the following ways:

1. We encourage each other through giving positive reinforcement. For example: telling an associate in ear shot of a prospective referral, “Andy does a top-notch, professional job in search engine optimization and web development.”

2. We accept each other and offer to help or contribute to each other’s business, even when we are struggling in our businesses, or in a long-term hunt to find a new job or career, or dealing with tough personal relationship problems.

3. At every opportunity, we recognize and sincerely applaud our associates personal growth and accomplishments.

4. We support each other’s business and cultural interests through attending, ribbon cuttings, anniversary parties, and associate’s cultural events such as Chinese New Year, Cinco de Mayo celebrations, and Black History Month programs.

5. We respect each other when we listen without judgment during our one-on-one meetings to learn more about each other’s products and services.

6. We mentor and coach each other by sharing what has worked successfully in our business or job search.

7. When listening to the challenges and concerns of others, we listen with the intent to share a referral that could assist in providing a solution.

8. At networking events, our focus is on how we can support the businesses of others through referral sharing.

9. We let others know how much they are valued by taking the time to lend a hand and being there for them in times of need, such as, moving to a new home or office, or needing a ride to leave a car with an auto mechanic.

10. We personally use the products and services of our associates and encourage our acquaintances to do the same.

In summary, fearless networkers understand and practice give and take. They know the importance of working and growing together. They intrinsically understand the universal saying, “When one suffers, all suffer.”

Read 5-star rave reviews and purchase Ken’s book “Fearless Networking” at www.amazon.com. Read excerpts at www.fearlessnetworkers.com. For faster delivery contact Fearless Networking at 832-368-4434 or go to www.fearlessnetworkers.com.

“You make a living by what you get, but you make a life by what you give”
–Author Unknown

• Fearless networkers put their time and energy in contributing, helping and serving others in the non-profit community, business and academia. They know that when they focus on helping others their fear and anxiety decreases.

• Fearless networkers understand that serving is not servitude or slavery. Slaves are people forced to give. True servants choose to serve cheerfully and willingly. They know that when they strive to help others by providing information, resources and referrals that they will in turn reach their own goals.

• Fearless networkers are total believers in the universal law of giving and receiving and therefore are not interested in finder’s fees and shared commissions. They have a positive expectancy that their giving will be rewarded tenfold or more.

• Fearless networkers believe that kindness (generosity) strengthens their livelihood (bottom-line) with plenty left over to continue to give joyfully to others.

• Fearless networkers understand and practice the philosophy that says, “You make a living by what you get, but make a life by what you give.”

• Fearless networkers know that God determines our greatness by the number of people we serve. Not by the number of people that serve us.

• Fearless networkers understand that relationships are truly active only when we are serving others.

• Fearless networkers understand the energy behind giving is lessened greatly by giving reluctantly and grudgingly.

• Fearless networkers understand and apply their kindness and generosity in the following ways:
* Thoughtfully
* Eagerly
* Voluntarily
* Joyfully

• Fearless networkers believe that trust is absolutely imperative for building long-term relationships with those they serve.

• Fearless networkers understand that people don’t care how much you know, until they know how much you care.

• Fearless networkers care about other people’s challenges, issues, concerns, opportunities and goals. They focus outwardly on striving to help others resolve their challenges, issues, and concerns and attain their goals while taking positive action on their opportunities.

Find out more bout Fearless Networkers at www.fearlessnetworkers.com.

“The time is always right to do what is right.”

– Martin Luther King, Jr.

It appears that a large number of business networkers have fear or dread about making connections with others. It has become almost acceptable that a ten percent turnout at a networking function hosted by an organization boasting one thousand members is a very good turnout. A twenty percent turnout is outstanding and almost unheard of. Two questions come to mind, “Why are such small numbers so impressive?” However, in my opinion, a better question is, “Why 80-90% of members chose not to attend the networking function?” I will accept that even 25% of the 80-90% may have a good reason for not attending such as not being able to find a baby-sitter, or not having the financial resources to attend. Perhaps 25% who could have attended found some other activity more appealing (or less stressful). This means that 25% or more of the members who could have attended did not attend because of a fear or dread related to business networking. Following are 5 ways to overcome the fear of business networking:

1.                   Self-promotion: Some business networkers do not like to talk about themselves, or what they have to offer in terms of products and services. For example, they will call on a referral and let the referral get them off track because they do not want to talk about who they are, and what they or their network can do for the referral. The number one way to deal with the fear of self-promotion is to learn to accept who you are as a person, including your warts and your assets. Then focus on helping others by finding referrals for them. This will reduce the anxiety and fear associated with self-promotion.

2.                   Rejection: Some business networkers, self-images are too closely tied to what others think of them. Allowing their self-image to be threatened can create a great deal of anxiety. The number one way to deal with the fear of rejection is to realize that true happiness is predicated on liking and accepting yourself and admiring your personal qualities and not on wanting to be liked or admired by others. Taking an inventory of your personal, admirable qualities and referring to the inventory right before attending a networking function can be a great help in reducing the fear of rejection and the dread of attending the networking event.

3.               Success: Some business networkers avoid networking because succeeding means having to change and change itself is scary: it’s easier to maintain status quo and go along unthinkingly. Life is easier when we can live it on auto-pilot. Change brings us into the unknown with its mix of exciting adventure and scary possibilities. Sometimes the fear of success is related to a fear that you will accomplish all you set out to do as a business networker and still will not be happy or content. Finally, sometimes the fear of success has to do with the feeling that you are not deserving of the good that can result from being a master networker such as increased sales, profit and business growth. The number one way to overcome the fear of success is to learn how to give yourself positive self-affirmation on a consistent basis for the hard work, effort, and sacrifices you’ve made to achieve success.

4.               Embarrassment: Many of us think that if we make the slightest mistake (like fumbling our 30 second elevator speech) people will laugh at us inside and regard us as complete fools.  The number one way to overcome the fear of embarrassment or humiliation is to realize this fear is not an accurate view of others.  The fact is that people who network with us are just like us and are pulling for us to succeed. 

5.               Failure: Fear of failure is based on not being sure what will happen at a networking event. Most people can learn to accept and even deal with the worst, if they really knew what was coming. They may not like it or look forward to it, but they can deal with it. Not knowing is a different story. It creates dread, anxiety, vacillation and a very gut level desire to escape this feeling of failure by not attending the networking function. The number one way to deal with the fear of failure is to realize that whatever we humans have learned, we have learned only through mistakes. Then we take action by attending the networking function we are dreading attending, by seeing mistakes as opportunities to learn.

Find out more about Ken Marsh’s books, Fearless Networking – 2^nd edition and “How to Fearlessly Network for Jobs” both at www.fearlesnetworkers.com and in e-book format at http://www.buymyebook.com/buy/AuthorLibrary.asp?Aid=1550

Create joy and happiness for others by, joyously giving unconditionally to others your time, interest, connections and support. You will receive joy and happiness in return.

–Fearless Networking Principle

In today’s economic recession, it’s unusual if you don’t know someone who is out of work and looking for a job. Following are 10 suggestions on helping an out-of-work friend in his or her job search:

1. Understand that your friend must go through a grieving process (shock, denial anger,

    guilt, depression/withdrawal, acceptance) and, that it takes time to grieve. Avoid phrases

    like “you need to get on with your life.” Just sitting and listening is most appropriate at

    the beginning.

2. Encourage your friend to consider joining a job support group like a ministry group for

    people in job transition.

3. Buy a book on networking for a job. Of course, I will first suggest going to

    www.fearlessnetworkers.com and ordering my e-book “How to Fearlessly Network for a

    Job.”  Another good job and career book is by Sally Hogshead called “Radical

    Careering.”

4. Give positive reinforcement. Encourage the friend to look at the positive side of being laid

    off, the opportunity for self-discovery. Surveys suggest that 50-70% of workers are

    unhappy with their job/career. This could an opportunity to reassess career choices or

    consider self-employment.

5. Take your friend to a business expo or industry trade show. Getting out and meeting

    others in the industry always helps your friend stay on top of the latest happenings in the

    industry.

6. Provide a referral in the form of a job referral, informational interview with an associate or

    contacts in the recruiting/staffing business.

7. Tactfully suggest that the friend be an active rather than passive job searcher. Passive

    job searchers tend to spend and exorbitant amount time applying for jobs online and

    mailing out resumes. Active job searchers are attending networking functions, being

    active in job support groups, meeting referrals and are personally dropping off resumes.

8. Be an empathetic listener. However, don’t forget to share words of encouragement and

    favorite positive quotations.

9. Help recall good times. Remember, laughter is truly the best medicine.

10. If your friend appears to be battling depression encourage him or her to seek help from

     a grief counselor, if appropriate his pastor or Rabbi.

Check out Ken’s latest books, DVD and video clips and free white papers on business and career networking at www.fearlessnetworkers.com.

“Be devoted one to another in brotherly love. Honor one another above ourselves.”

-Romans 12:10 NIV

Our true purpose can only be attained through heartfelt connections (relationships) with others in our network. Fearless networkers actively build group and individual relationships in the following ways; through:

1. Encouraging one another.
2. Helping or contributing to each other’s business.
3. Resolving business, career or personal challenges by referring members to assist from their network.
4. Listening intently to others as they talk about their needs, issues, challenges, opportunities, or wants
5. Being there for one another as they struggle to find a new career, direction or purpose.
6. Being there for one another even during their own troubling times.
7. Comforting one another with positive uplifting words.
8. Relating to one another by sharing how they overcame similar struggles or challenging situations.
9. Minimizing the pain of loneliness.
10. Building a mutual network of people they can count on and eagerly sharing the network in response to requests or observed needs.
11. Sharing solid, pre-qualified referrals.
12. Focusing on the needs of others while subjugating their own needs.
13. Easing each other’s fears and doubts.
14. Contributing skill set abilities, business acumen and network members by being sensitive to the needs of others.
15. Giving personal time.
16. Being patient.
17. Building rapport first and finding a common ground.
18. Sharing hope and dreams.
19. Seeing themselves as problem solvers.
20. Serving others above self.

In summary, fearless networkers understand and practice give and take. They know the importance of working together for the common good. They intrinsically understand the universal saying, “When one suffers, all suffer.”

Check out Ken’s latest books, DVD and video clips and free white papers on business and career networking at www.fearlessnetworkers.com.