1. WORD OF MOUTH: NETWORKING YOUR WAY TO SUCCESS Leslie Franklin  2013 AADA Conference, Branson MO

2. Agenda Speaker credentials Why networking? Benefits: What networks can do Theory: How networks work Methods: Networking in action Actions: What to do, what not to do Giveaways 2 NETWORKING your way to SUCCESS

3. The presenter Where does the credibility come from? What makes me credible? Are we going to talk about insurance? 3 NETWORKING your way to SUCCESS

4. WHY NETWORKING?

5. Why networking? 5 NETWORKING your way to SUCCESS It takes a village There’s a lot of work to do, and we need a lot of people to do it.

6. Why networking? We need company 6 NETWORKING your way to SUCCESS It’s better ― and more enjoyable ― when we do it together.

7. Why networking? The whole is greater than the sum of its parts 7 NETWORKING your way to SUCCESS Look what can be accomplished by a team!

8. Key players Who can help you Peers/colleagues Mentors Supporters/volunteers Legislators Patients Friends/neighbors Vendors Media Who YOU can help 8 NETWORKING your way to SUCCESS

9. Key players What kinds of people are the best networkers? Politicians Salespeople Realtors Fundraisers Sorority/fraternity members Hair stylists Drug dealers Volunteers Business professionals 9 NETWORKING your way to SUCCESS Not everyone uses their talents for good.

10. Key players Who do you know that is a good networker? Why? 10 NETWORKING your way to SUCCESS

11. Activity Meet & Greet 11 NETWORKING your way to SUCCESS

12. Instructions Handout: Worksheet with empty grids Goal: Fill in as many grids as possible Time: 2 minutes Scoring: 1 point per grid filled in 2 points per grid with follow-up detail 12 NETWORKING your way to SUCCESS

13. How did you do? Comments How many connections did you make? How strong were those connections? Who discovered something surprising? Who discovered something in common? Who provided help you didn’t expect? 13 NETWORKING your way to SUCCESS

14. Quantity vs. Quality 14 NETWORKING your way to SUCCESS Quality (depth) Mining for gold: Find a vein, then dig as deep as possible Quantity (breadth) Casting a net: The bigger the net, the more fish you’ll catch Which is better? Why?

15. BENEFITS: WHAT NETWORKS CAN DO

16. Benefits of networking Strategic Accumulate information Discover/expose needs Expand a sphere of influence Establish rapport Build consensus 16 NETWORKING your way to SUCCESS Tactical Attract/motivate volunteers Solicit referrals Solicit funds/donors Get elected to office

17. Benefits of networking When does it come in handy? Professional functions Traveling Religious worship Personal/professional growth Relocation Organizational operations Anytime you do something new 17 NETWORKING your way to SUCCESS

18. Benefits of networking How have YOU benefited already? What examples have you seen? 18 NETWORKING your way to SUCCESS

19. Benefits of networking Personal benefits Build bridges Learn things Express yourself (goals, gratitude, perspective) Stay active Enjoy the experience Help others/give back Reduce stress Develop a contingency plan Leave a legacy 19 NETWORKING your way to SUCCESS

20. THEORY: HOW NETWORKS WORK

21. Networking theory Social Network Analysis (SNA) The mapping and measuring of relationships and flows between people, groups, organizations, computers, and other connected knowledge entities 21 NETWORKING your way to SUCCESS

22. Parts of a network The players NodePoint of contact (person) ConnectorLink between nodes HubCore of the network ClusterGroup surrounding a hub PeripheralNode on the outside of a hub 22 NETWORKING your way to SUCCESS

23. What does a network look like? 23 NETWORKING your way to SUCCESS

24. What does a network look like? Node Hub Node 24 NETWORKING your way to SUCCESS Connector Peripheral Cluster YOU ARE HERE

25. What does a network look like? Kite Network Connector Node Hub Cluster Peripheral 25 NETWORKING your way to SUCCESS © David Krackhardt, PhD, Carnegie-Mellon University

26. Networking theory Centrality Location of actors in a network 26 NETWORKING your way to SUCCESS Which is better? Centralized or decentralized?

27. Networking theory Reach 27 NETWORKING your way to SUCCESS © David Krackhardt, PhD, Carnegie-Mellon University

28. Networking theory Reach 28 NETWORKING your way to SUCCESS 6 degrees of separation? No! In our “small world” most connections are less than 3 steps away! © David Krackhardt, PhD, Carnegie-Mellon University

29. Networking theory Who is the best placed person in this network? 29 NETWORKING your way to SUCCESS © David Krackhardt, PhD, Carnegie-Mellon University It’s not always best to contact the person in charge… Sometimes the person who is a step or two removed is actually a better resource.

30. Networking theory Boundary spanners 30 NETWORKING your way to SUCCESS © David Krackhardt, PhD, Carnegie-Mellon University People who are connected to the movers and shakers, but who have other connections too, are often the best contacts.

31. Karma vs. Chemistry 31 NETWORKING your way to SUCCESS Chemistry (science) Action, reaction Synergy transforms good players into a great team Karma (coincidence) Right place, right time Informer, influencer, poised to act

32. METHOD: NETWORKS IN ACTION

33. 4 steps to developing a relationship Meeting Get to know each other, establish objectives Ask permission to keep in touch Follow up Do what you said you would Progress report Identify successes, obstacles Ask for assistance Closure Send confirmation Say thank you 33 NETWORKING your way to SUCCESS

34. Networking in action Ways you can connect Face to face Phone Email Mail Social networking sites Indirectly (third party) 34 NETWORKING your way to SUCCESS

35. ACTIONS: WHAT TO DO, WHAT NOT TO DO

36. Keys to success What to do Be honest Be sincere Be relevant Use good manners Ask questions React to comments Take interest Reciprocate Manage expectations Follow through 36 NETWORKING your way to SUCCESS

37. Keys to success What NOT to do Say what someone wants to hear Distort the truth Overpromise Criticize or condemn Dismiss someone as unimportant Over-flatter Drop the ball Look away or at your watch 37 NETWORKING your way to SUCCESS

38. Activity Asking Questions 38 NETWORKING your way to SUCCESS

39. Instructions Jot down: Recent purchase + 3 reasons why (price cannot be one of the reasons) Groups of 3 Count off: 1, 2, 3 Round 1: 1 = Asker, 2 = Answerer, 3 = Referee Closed-ended questions Round 2: 2 = Asker, 3 = Answerer, 1 = Referee Open-ended questions Round 3: 3 = Asker, 1 = Answerer, 2 = Referee ANY kind of questions 39 NETWORKING your way to SUCCESS

40. How did you do? Comments Who struggled the most? Why was it difficult? How can you get good answers? 40 NETWORKING your way to SUCCESS Lesson: Ask specific questions, and you’ll get specific answers.

41. Behind the scenes Preparation Research (people, events, policies) Establish goals and priorities Gather supporting material, have it handy Think outside the box Practice Hone your elevator pitch Ask probing questions Listen as much as (or more than) you talk Role play 41 NETWORKING your way to SUCCESS

42. Tactics Conversational Have a good opener Work in anecdotes Personalize your contact’s name Connect the dots Offer something unexpected Offer something of value 42 NETWORKING your way to SUCCESS The more you can give to a contact, the more valuable you will be to that relationship.

43. Tactics Physical Look your best Strong handshake Look people in the eye Body language Nametag on your right shoulder Keep a pen handy Work the room Smile Watch your breath Always carry business cards 43 NETWORKING your way to SUCCESS

44. Logistics Business cards Always have them with you Only exchange them if you’re serious Keep them in your pocket, loose Jot down something distinctive Devise an organizational system to suit your needs Consider them your “silent partner” 44 NETWORKING your way to SUCCESS

45. How to make yourself memorable GOPHER! GGet noticed OOffer to help PPhysical contact HHumor EExtra value RRight place, right time 45 NETWORKING your way to SUCCESS

46. How to build your own network Steps to success Put yourself out there Ask for help Offer to help Invest in people Spend money Keep an open mind Observe master networkers 46 NETWORKING your way to SUCCESS Great networkers won’t mind the attention… because they get it! They’re always trying to expand and improve their networks too!

47. How to maximize your network Introduce your contacts to each other Establish common ground Help them support each other Identify mutual goals, challenges, benefits Acknowledge their individual strengths, expertise They will introduce you to THEIR contacts And YOU will become the MASTER networker! 47 NETWORKING your way to SUCCESS

48. How to network with me Leslie Franklin office: 303-737-5778 cell: 303-725-1363 leslie.franklin@greatwest.com ADA Members Insurance Plans 800-568-2001 www.insurance.ada.org ada@gwl.com 48 NETWORKING your way to SUCCESS

49. Giveaways Networking can happen anywhere, anytime! 49 NETWORKING your way to SUCCESS

50. THANKS FOR YOUR ATTENTION!