CFMA Midwest Conference 9-2016 1PW.PPTX

transcript

LifeNet℠Building Relationships Through Authentic Networking

The Core of Happiness and Satisfaction

85% RelationshipsBetter Decisions

Increase Skill LevelImpact

Help Family & FriendsAdaptability

How You View the World

CONSTRAINTSExpansivenessCONSTRAINTS

WIIFM?How Does it Help Other?WIIFM?

SCARCITYPlentiful/AbundanceSCARCITY

DO IT FOR MEDo it for Greater GoodDO IT FOR ME

TAKERGiverTAKER

LifeNet℠

Family

Community

Volunteerism

CareerWork

ProfessionalTrade

SpiritualMotivation

What is a Network?

It is the process of expanding your individual contacts, converting those that make sense into mutually beneficial relationships for the purpose of “fill in the blank.”

Why Network - Summary

• Many times no or little sacrifice is required • Life may in fact get easier• Be a positive force in your world and see others win too• Make better decisions with better information• Gain access to “confidential” information• Recognition/Promotions/Raises• Influence – access• Help you fit into or understand new environments

Research supports the more you give the more you get

LifeNet℠

Family

Community

Volunteerism

CareerWork

ProfessionalTrade

SpiritualMotivation

HappinessGiving BackOpportunityLess Stress

Financial RewardImpact

Satisfaction

LifeNet℠

Family

Community

Volunteerism

CareerWork

ProfessionalTrade

SpiritualMotivation

LifeNet℠

NETWORK WITH A PURPOSE

LifeNet℠

$ LOCALVOLUNTEER

LifeNet℠

$$LOCAL

NATIONAL

VOLUNTEER

DONATE

LifeNet℠

NATIONAL

GLOBAL

VOLUNTEER

DONATE

FOUNDATION

LifeNet℠

NATIONAL

GLOBAL

VOLUNTEER

DONATE

FOUNDATION

Network Value Graphic

Value Received or

Number of Contacts

Time and Effort

Expectation

Investment

What We Need…

T O B ES U C C E S S F U LALENTTIVATION

ESTIONS FFORT

OPPORT

Motivation

Internal and external factors that stimulate desire and energy in people to be continually interested and committed to a job, role or subject, or to make an effort to attain a goal.

Business Dictionary.com

The general desire or willingness of someone to do something.synonyms: enthusiasm, drive, ambition, initiative, determination, enterprise

Google

Establish an environment where others win too, get deals, get promotions, find new jobs, succeed, etc. while building your relationships.

A Few Questions You May Be Asking Yourself

• How does business networking differ from my personal connecting/helping activities?• Does Networking = Sales? If so, is that bad?• Do I have a responsibility to convert the gifts I have

to Be More and Do More?• How does networking help me fit into or

understand new environments better?

So What Does This Have to do With the CFMA

• Best Practices• Training and technical competence• Leadership opportunities• Giving back by improving the profession• Career growth for self or contacts• Personal satisfaction, unfiltered references, sales• Succeed in being accepted in your company

“The more we Give the more we Get”

How to integrate Networking - CFMA

• CFMA Meetings• Committees• Social Events• Training sessions• Conferences• Presentations or speeches • LinkedIn groups and discussions• Answer and ask questions

Sounds Easy, So What Holds Us Back?

FAILURE

EMBARRASSMENT

REJECTIONGary Pines - 2014

It takes effort to take risks and move through FEAR.

What Role Does Effort Play?

• Makes the difference• Differentiates leaders • Allows people to thrive when confronted with the

most challenging times in their lives• Defined as the "conscious exertion of power"

E F TRF O

Give (EFFORT) before you Get!

• Ask how you can help someone • Follow through - leave positive impression • Build reputation as a good “guy/gal”• You never know the impact you might have on

someone or they on you• You get Lucky

Giving (EFFORT) does not have to be hard

• Other person oriented – it will become a habit• Respond to emails, call people back, give thoughtful

answers to questions/problems• Mentor support those “younger”• Freely acknowledge and share credit with others• Thank You• Introduce and make connections

Implement the 5 Minute Rule

Powerful Research Supports

• Ask Questions• Listen• Do Not Interrupt• Follow-upAlso:

Do not sell Ask for advice Research who you will meet Ask for advice - good things can happen and it is flattering Volunteer but follow through Have integrity Do not “fight” below your level (Instinct by TD Jakes)

Givers finish first but they also finish last

KNOW THE DIFFERENCESelf-Interest and Other-Interest are not mutually exclusive.To stop being a doormat, think about impact on your family

thethrillionaire.com

Give and TakeAdam Grant

Networking – The Specifics

• Social Media • Re-connect• Networking tips• What is a good meeting• Asking questions• Follow-up tips

Social Media, A Must Have

• No Network effort would be complete without social media • Using all the different tools are beyond the scope of

this talk• Do understand and use the CFMA Construction Café

Reconnect With “Old” Contacts

• You build up a trust bank that keeps value long after you lose touch• Send out interesting information but summarize “why read”• Invite to coffee or some function• Offer to stop by when in area• Survey of people who had recently changed job

• 17% heard of job from a strong contact• 28% heard from a weak contact

• Weak or dormant contacts may provide insight• Ask senior well thought of people to help you

Networking Tips – Big Picture

• Make a plan(with purpose) to develop the skills and confidence • Practice in all aspects of your life• Be smart about using your time it is finite• Have a positive attitude and enthusiasm• Focus on people or organizations that you care

It does not matter if you are an Introvert or Extrovert

Networking Tips - Details

• Work the Room i.e., ballgame, charity event, training:

Show-up early and be near entrance to say hello to people

Have business card readily available Have confident elevator speech memorized Do not hang out with people you know If you see someone standing alone introduce your self

• Follow up within 24 hours on all connections• Create a system or routine and be consistent

Networking Tips - Summary

• Always be thinking of doing Favors• Help out others’ family members• Free advice• Referrals• Job• Introductions

• It will become second nature and take less time• As you become good at it you will have more fun

and make a bigger impact

What is a Good Meeting or Discussion?

Ask yourself (ask your staff) when you think you had a good meeting

What % of the time did you LISTEN?If you Listened 70 to 80% of the time and spoke only

20 to 30% of the time it can be considered a good meeting

Think about it - Why do you have two ears and one mouth?

People will forget what you said; people will forget what you did; but people will never forget how you made them feel

(anonymous)

Questions - Overview

• Listening is an pro-active activity• Be authentic, be genuine• If you are going to Listen you better practice asking

questions• What, Why, Where, How, impact questions

Questions to Ask - Specifics

• What do you do outside of work• Who is your competition, what are they doing today• Where do you want to be in 3, 5, 10 years• How did you accomplish “X”• What is your best networking story• What 1 or 2 things could I do to improve• What could I do to help you accomplish “X”• Would you be open to providing some career advice

Follow Up Tips

• Within 24 hours• Send email with something personal• Initiate a social media connection request(s)• Update and categorize your contact list

• Print out and carry around your contact list (yes old technology )• Send out valuable information, blog, send LinkedIn

congrats or comments

Closing

The Time You Have (In Jelly Beans)

https://www.youtube.com/watch?v=BOksW_NabEk

Questions

rjulien@dkcole.com 630.971.2990 x3@LifeNetRick

Connect with Rick Julien and LifeNet℠

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CFMA Midwest Conference 9-2016 1PW.PPTX

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