COACH'S CORNER By Victoria Fifield
NURTURE YOUR NETWORKS
FOR BIG RESULTS
In order to grow your business, you’ve got to be willing to step away from your email, texts, and Facebook pages, slip on your best strappy heals or cushy Easy Spirits and shake some
hands and kiss some babies, better known as: Net-
Maybe at this point in your career you’ve become
quite diligent in your networking attendance. Perhaps you’ve mastered the art of exchanging business
cards and even grown from being a wall-flower to
flowering the room with your cheery chit-chat.
So, why isn’t it working like they said it should? Why
aren’t people scrambling to meet with you to discuss mutually beneficial, business growth strategies?
Where are all the referrals, and why is it that the
only person who is calling on you is that guy who
There are two reasons…
First, the attend-attend-attend approach is mediocre at best as a networking strategy, and if that’s all
you’re willing to do, then expect mediocre results.
Secondly, most people when put in a group setting tend to slip into roles, take on other people’s
agendas, and lose sight of their own networking
goals, which should generally remain the same…
make connections-nurture those connections-gain
Where we really begin to grow from mediocre networking results to gaining magnificent networking
results is when we nurture these new connections
over a dedicated period of time. How much time,
you ask? As much time as you need to develop one
of two outcomes:
1. You have successfully built a trusted, cross-refer-
ring business relationship.
2. You have discovered that a trusted, cross-refer-
ring business relationship is not attainable.
The very first step in your, “NetNurture Strategy”
begins with identifying professionals from your networking groups with whom you share common interests, similar goals, or just plain ole’ like, and then
making the effort to reach out to them individually
to invite them for brief coffee or lunch meetings.
It is during these one-on-one opportunities, over
lunch, coffee, cocktails, or an impromptu office
pop-by where you’ll get to know one another on a
deeper level and eventually grow from “professional
acquaintances” to “professional friends.” It’s a well-known cliché, but no truer statement has ever been
uttered, “She with the most friends, wins!” It was
never, “She with the most acquaintances wins.”
So, how do people ultimately decide when they will
give you their business?
The majority of professionals will give their business
to a person when they feel that they know, like, and
trust them. Here’s the thing…you can’t get to know
and like someone if they aren’t consistently showing
up in your world, and you certainly can’t develop
trust in someone until they’ve demonstrated knowledge, value, and trust-worthy behaviors.
Nurturing new business connections takes time,
consistency and a plan. In order to help you get on
the right track, here is a simple and very effective,
“NetNurture Strategy” that is working right this
very moment for professional mortgage women Ü