Knockout Networking for Financial Advisors and Other Sales Producers

MICHAEL GOLDBERG is a networking expert specializing in helping financial advisors, brokers, agents, reps, product wholesalers, and other sales producers grow their business. His clients include Morgan Stanley, Merrill Lynch, John Hancock Investments, Northern Trust, Griffin Capital, SAP, Brother International, Rabobank, Guardian Life, Jackson National, State Farm Insurance, and Chubb. Michael is also a two-time TEDx speaker, a Certified Speaking Professional and an award-winning adjunct professor at Rutgers University.

• Preface xiPart 1 Opening Rounds 1Chapter 1 Networking is the Key to a Successful Career (Especially in Financial Services) 3Why Financial Advisors Should Network 3Top Producers Should Network Too 6Why Financial Advisors Don’t Network 8Chapter 2 What is Networking? Having a Networking Mindset 17Six Reasons for Networking 18Why Understanding the Six Reasons for Networking is Important 23What is Networking Anyway? 28Chapter 3 Why You Won’t Connect with Everyone: The One-Thirder Dynamic 37One-Thirder Dynamic 39Two-Thirder Dynamic 42Focus on the One-Thirders! 43Zero-Thirder Dynamic 44Mirror Image 46Sometimes You Can Reduce the Fraction 47Part 2 The Rules of Networking™ 49Chapter 4 No Selling Ever: Keep Bobbing and Weaving 51The Cost of Selling at a Networking Event 54Trade Shows: An Exception to the Rule 60Chapter 5 Everyone is Not a Prospect: Don’t Waste Your Punches 63What is a Prospect Anyway? 65True and Probable Referral Sources 69Natural Market 71Prospecting is Important! 73Chapter 6 Focus on a Target Market: Hit Those Focus Mitts 75How I Discovered My Target Market 76Do You Have the Right Formula? 81How to Discover, Establish, and Develop Your Target Market 84Why Advisors Resist Having a Target Market 90Remember, Stay Focused! 92Chapter 7 Create (and Use!) Your Elevator Speech: The PEEC Statement™93Profession 96Expertise 99Environments 101Call to Action 103The Rules of the PEEC Statement 106Sample PEEC Statements 112Chapter 8 Business Cards Breed Business: And Other Rules of Networking™ 115Have Your Business Cards and Other Tools of the Trade 116It is Never About You 119Always Be Positive, Professional, and Respectful 120Look the Part 121Know about Contacts, Leads, and Referrals 122Count Your Chickens and Eggs 124Eat and Drink Strategically 124Initiate Conversations by Introducing Yourself and Asking Questions 125Have a Goal and a Plan 126Listen More, Talk Less 127Keep Your Eyes Focused on Your Conversation 127Introduce Others with Passion 128Implement a Time Limit 129Intend to Follow Up 130Terminate Conversations Politely 131It’s a We Thing, Not a Me Thing 132Get to Know: The Know, Like, and Trust Factor 133Have Fun! 133Part 3 Where to Go, What to Say, and Who to Meet 135Chapter 9 Where to Go? Chambers, Associations, and Other High-Potential Events 137Not All Events are Created Equal 138Hard Contact Meetings 140Soft Contact Meetings 142You Can’t Just Show Up 153Chapter 10 What to Say? How to Start a Conversation, Ask Good Questions, and Connect 155What Prevents Us from Listening? 156Four-Step Process for Active Listening 157Initiate Conversations by Introducing Yourself and Asking Questions 159Chapter 11 Who Will You Meet? The Faces of Networking 167The Faces of Networking 168People Seldom Change 175Part 4 Special Topics 177Chapter 12 How to Handle Awkward Situations: Forgetting Names and Other Weird Moments 179How Do I Introduce Myself? 180How Do I Introduce Others in a Conversation Without Being Rude? 182How Do I Introduce Others and Walk Away? 182What Should I Do If I Forget Someone’s Name? 183How Do I Ask Someone for a Business Card? 185How Do I Take Notes on Someone’s Business Card? 186How Do I Know When to End a Conversation? 187What If I’ve Done Something Embarrassing or Stupid? 189Chapter 13 Knockout LinkedIn Strategies: Boom! 191Step 1: Define Your LinkedIn Marketing Goals 194Step 2: Pick Your Target Market on LinkedIn 195Step 3: Create the Right Messaging for Social Media 196Step 4: Tell Your Story to Engage People 197Step 5: Optimize Your LinkedIn Profile to Five Stars 197Step 6: Set Up the Right Networking Dashboards to Track LinkedIn Success 198Step 7: Post Something of Value Each Day on LinkedIn 199Step 8: Engage with Your First- and Second-Degree LinkedIn Network 200Step 9: Reach Out Via Direct Message to Your LinkedIn Connections 200The Bottom Line 201Chapter 14 Generating More Referrals: Why Don’t You Get More? 203Reasons You’re Not Getting Referrals 204Knockout Ways to Generate More Referrals 210Chapter 15 One-on-One Networking Meetings: How to PUNCH Up Your Time Over Coffee 219Best Practices 221Your PUNCH Card 222Important Points to Keep in Mind 227One-on-One Meeting PUNCH Card 230Part 5 Developing and Implementing Your Networking System 231Chapter 16 The Four Phases of Networking: Preparation, Presentation, Follow-up, Maintenance 233Preparation 234Presentation 240Follow-up 247Maintenance (OOSIOOM) 250Chapter 17 What Now? 90-Day Goals: Putting Your “Daily Fight Plan” into Action! 255Goals 258Objectives or Tasks 262Business and Networking Examples 263Daily Fight Plan (DFP) 264Daily Fight PlanTM 267Final Round 268Acknowledgments 271About the Author 273Index 275