Week 29.pdf

WEEK TWENTY-NINE

Welcome to Week Twenty-Nine of the Jim Rohn One-Year Success Plan. We hope you

are having a great week and are ready for this week's journey.

This week, Jim and Chris discuss the in's and out's of working your network. No matter

what our profession is, whether in the corporate business world, as a parent and

homemaker, or as a business owner, we can all benefit from knowing how to network.

Networking touches many parts of our lives. I once heard a very successful network

marketer tell one of his downline associates, "In order to speed up, you must slow down.

People don't care how much you know until they know how much you care." In essence,

he was saying we can't be so hungry for the sale or the prospect that we overlook the

person. Despite our ambition for success, we must take the time to cultivate a relationship

with that new person we just met. We must remember and respect that they have their

own goals, which are not necessarily the same as ours.

If we are in a hurry to build our network and/or gain sales to reach our goals, we must be

diligent in getting out there to meet new people and/or gather referrals to add to our list.

You've probably heard it before, "It's a numbers game." The more people we put in the

top of our funnel (our list), the more we will eventually have come through.

Let your dreams help propel you forward into doing the things that are uncomfortable and

after a period of time, the uncomfortable will become comfortable, and you will be that

much closer to achieving your goals and dreams.

Keep moving forward!

Kyle

P.S. This week we are introducing Brian Tracy's Success Mastery Academy in your

listening assignments. Silver Members, if you have any questions about upgrading to

Gold, please send an email to mailto:yveatte@jimrohn.com

“Make a list of 200 prestigious, influential, and powerful people with

whom you want to work, play, grow and do business.”

-– Mark Victor Hansen

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NETWORKING A AND REFERRALS

Jim Rohn's Seventh Pillar of Success: Networking and

Referrals, Part Three – Working Your Network

Hi, Jim Rohn here. This month we have been covering the topic of Networking and

Referrals:

1. Developing the Attitude for Networking (and life). The old saying is true that your

"attitude determines your altitude." You will only go as far as your attitude will carry

you. We looked at the kind of attitudes that enable you to successfully expand your

network and make your life all that it can be. There are certain attitudes you must have

toward circumstances, and those that you must have toward yourself and others. Your

attitude also governs the process of what takes place when you are networking. We

looked at attitude two weeks ago.

2. Becoming a Person of Influence. The ability to attract and influence others is

paramount to being a successful networker. Last week we covered the principles of

influence and what motivates others to follow your lead, which in turn builds your

network. We also discussed how to expand your Rolodex with people who want to go

with you to greater heights.

3. Working your Network. It takes a certain skill to search for and gain new referrals in

order to expand your business. In this week's edition, we will show you how to develop

your network and grow your business--what to do before the meeting, during the meeting

and after the meeting, all designed to help you grow your business through an expanding

network of people.

4. Getting the Referral. The success of your business depends on keeping your current

customers satisfied while at the same time gaining new customers. The key to getting

new customers is getting the referral. We will discuss a technique for this and also cover

the in's and out's of working with people in such a way that they help you find others to

grow your business. And they will gladly refer you! We will cover this in next week's

edition.

This week we are covering the topic of "Working your Network," and I want to talk a

little about what kind of person you need to be in order to maximize your network.

Remember, the kind of person you are is ultimately what will determine the kind of

success you have.

So let's take a few moments to think about what kind of person is successful in

networking.

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Successful Networkers Are:

Hard workers. I have found that the most successful networkers are those who work hard

at their business for long periods of time. Just as in life, there are up times and down

times. Strong economies come and go. What doesn't change is that successful networkers

are hard workers.

Yes, occasionally you will hear of someone for whom wealth and success came easily,

but this is the exception and not the rule. The same is true with networking (and all of

life): the person who gets the network up and running and firing on all cylinders is the

one who is up early and goes to bed late. They are working the phones. They are sending

follow up notes. They are "working their network."

Diligent. Diligence is an offshoot of hard work but is a subtle nuance. Webster's

dictionary defines diligence this way: "characterized by care and perseverance in carrying

out tasks; quietly and steadily persevering especially in detail or exactness."

Those who expand their network and are successful at networking are

those who care about their work enough to persevere. They are not the

loudest, but those who are quietly going about their business. Like the

ant that goes back and forth, over and over again, carrying his bounty

back to the nest, the successful networker does his or her business

diligently, knowing that if they have a good plan, and work that plan,

they will see success come their way... even when it may not appear

that way at first. This is diligence.

Prepared. I like the old credo of the boy scouts: Be prepared. There is not much better

advice in this world than "be prepared." Give me two people: One who is thoroughly

prepared, but of average skill, and one who is above average skill but flies by the seat of

his pants, rarely prepared, and I will take the prepared person of average skill every time.

Preparation is a key component of long-term success. In the book, "Art of War," Sun Tzu

said, "The general who wins the battle makes many calculations in his temple before the

battle is fought. The general who loses makes but few calculations beforehand."

Sincere. One of the problems with many people in business and a particular problem in

many businesses that rely heavily on networking is that there is a distinct lack of

sincerity. In the desperation to get new contacts, some people can lose their sense of

sincerity and simply say things in order to decide whether or not a particular person is a

viable prospect or not. This isn't a good practice for business or life. Remember, we are

humans first, networkers second. In all of your dealings - not just in business - be sincere.

Be genuine. Get to know people and care about them, not focused just on whether or not

they are going to buy from you. Now, don't get me wrong. I am not suggesting we spend

all of our time on people who will not be customers. I am talking more about our attitudes

toward people. They are people, not just prospects. People will be able to tell how you

feel about them, and if you are perceived as lacking sincerity, you will soon be lacking a

thriving business!

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Friendly. Let's be candid: People like doing business with friendly people. If you had to

pick between a friendly and an unfriendly salesperson, you would pick the friendly

salesperson to work with you, wouldn't you? So as you go about your business, be

friendly. Smile. Compliment people. Don't instigate problems or controversial subjects

while in conversation. This doesn't mean you have to "keep it light" all of the time, but

just keep it friendly. The alternative is that when it is no longer friendly, you will find

that business and networking is much harder to do. You have most assuredly heard

someone say, "You have to meet Charlie -- he is such a great guy -- really friendly and

nice to be around." But have you ever heard, "You really have to meet Charlie - he is

terribly unfriendly!"? Never. So be friendly, and people will want others to meet you!

Focused on others. To be successful in networking you need to be "others" focused. We

covered this in great detail last week so we won't spend too much time on it this week,

but it warrants repeating. One of the most important things you can do to be successful is

to get your eyes off of yourself and onto meeting the needs of others. People who meet

others' needs are "in demand" people! If you want to be one of those people who stay

foremost in the minds of others - and the top of their network - be the "go to" guy or gal!

Inquisitive. I love people who love to learn. Successful people are people who have an

immense desire to learn. They are innately inquisitive, and if they aren't they learn to be!

Do you love to learn? When you get together with others are you inquisitive about them,

their lives, and their work? The more questions you ask about them, the more you learn

about them and their business, the more you are sincerely interested in them and what

they are about, the more likely you are to become a successful person and networker.

System oriented. Just as you know that successful people have a plan and a system, the

same is true with those who want to be great networkers. Develop a system that

accomplishes the following things: enables you to track people, allows you to prepare for

meetings and sales calls, helps you know exactly what to do while at your meetings, and

helps you methodically follow up with people. Get these things down to a science and

into a system and you will be way ahead of the game. Work the system and let the system

work for you.

Do you have it within you to become a successful networker? You sure do! But it will

take a strong desire to develop yourself. It will require devotion to that development over

a period of time. It will require your full attention and heart. Take some time this week to

do just that and you will begin to see results that you can be proud of.

In the next section Chris is going to give you some thoughts on the process of what to do

before, during and after your meeting, so you can maximize your networking

possibilities. After that he will give you some questions for reflection and some action

points for the week.

Until next week, let's do something remarkable!

Jim Rohn

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