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Never Eat Alone Secrets to Success and Relationships

Written By: Keith FerrazziPresented By: Ryan Greene

+Preview

Summary, Never Eat Alone

What really is Networking and why do it?

Understand how to develop a healthy Networking philosophy

Set the foundations for building a Network of help

Learn how to use Networking to achieve goals with the Networking Action Plan

+Summary Personal account of networking successes

and failures.

From blue collar family to Harvard M.B.A. to many exec. posts.

Crain’s 40 Under 40 and selected as a Global Leader for Tomorrow by the Davos World Economic Forum.

Owner of Ferrazzi Greenlight, an enterprise consulting, research and training firm.

+What is Networking?

Networking is building relationships Relationships are solidified by trust, Institutions are built on it. You can gain trust by asking not what people can do for you,

but what can you do for others.

Networking is the acquisition and maintaining of lasting relationships.

Pinging helps to ensure longevity in a relationship Follow up or die!

“Relationships are more like muscles, the more you work on them, the stronger they get.” - Keith Ferrazzi

+Why Network?

It never gets boring. You are always learning about yourself, other people, business,

and the world, and it feels awesome!

Today’s primary currency is information A wide-reaching network is one of the surest ways to become

and remain thought leaders of our own respective fields.

Autonomy is a life vest made out of sand

Entrepreneurs never achieve their full potential without the support of others!

Lifetime corporate employment is dead, we’re all free agents now.

+Networking Philosophy

Be personal, it’s not about mass, it’s about a real connection.

You can’t amass a network of connections without introducing such connections to others with equal fervor.

Never keep score! It’s not a numbers game.

“Ping” All the time Ping- staying in touch, maintaining a relationship

+Rules for “Pinging”

People you are seeking a relationship with need to hear your name in at least 3 modes of communication- email, phone, and a face-to-face encounter – before you can establish a relationship.

Once the relationship is established, you need to nurture a lasting relationship with a phone call or email at least once a month.

To transform a contact into a friend, you need a min. of 2 face-to-face meetings out of the office/classroom

Maintaining a secondary relationship requires 2/3 pings a yr.

+Following up

Timeliness Give 12-24hrs after you meet someone to follow up

Always express your gratitude

Be sure to include an item of interest from your meeting or conversation- a joke or a share moment of humor. Set yourself apart and give them something to remember you

by.

Make following up a habit. Make it automatic.

Brevity is essential to a lasting relationship.

Be personal

Success

+Who should Networks include?

Relatives/ Friends of relatives

Current colleagues

Members of professional and social organizations

Neighbors, past and present

People you have worked with in the past

People in your religious congregation

Former teachers and employers

People you socialize with

People who provide services to you

+Networking Action Plan (NAP)

NAP Criteria: Be specific with goals Goals must be believable, yet don’t discount yourself Goals must be challenging and demanding Our achievements grow according to the size of our dreams

and the degree to which we are in touch with our mission.

Lessons from Bill Clinton: Be specific about what you want to do in life Be sensitive to making a real connection in your

interactions with others.

+Networking Action Plan (NAP)Step 1) Goal Setting Process

Find your Passion A goal is a dream with a deadline

What do you truly love? What are you good at? What do you want to accomplish in life? What are the obstacles that are stopping you?

Step 2) Putting Goals to Paper Work backwards from your goal to the present Set yearly and quarterly goals Make a primary and back-up goal

Step 3) Create a Personal “Board of Advisors” 2 or 3 enlightened counselors

+NAP Outline

“An unwritten wish, is just a dream” –Keith Ferrazzi

You are

here

Work your way back from Q4 to the present

+Tips from Dale Carnegie, How to Win Friends and Influence People

“Become genuinely interested in other people”

“Be a good listener.”

“Let the other person do a great deal of talking”

“Smile”

‘Talk in terms of the other persons’ interests”

“Give honest and sincere appreciation”

+Networking Conclusions

Networking is building relationships and relationships matter “Your network is your net worth”

Don’t keep score, go out of your way introduce people, and it is quality over quantity-be personal, you are not a robot

Your network is all around you, seize it !

Working backwards from a future goal grounds your efforts, provides motivation, and limits detours

+Who’s in your Rolodex? Follow up or Die!

Thanks for listening to my presentation

Send me a follow up email with a comment at

greenerj@muohio.edu

Ryan Greene

Keith Ferrazzi