Frank Agin, host of Networking Rx and founder of AmSpirit Business Connections, has a conversation with Michelle Tillis Lederman about her book The Connector’s Advantage and how to embrace abundance. Find her at https://michelletillislederman.com/
You are ambitious. You are savvy. You want to be more successful. You want to work smarter and not harder. You know that referrals are the means of achieving that. Referrals are the most effective means of creating this greater success.
The best place to be in business, (any business or profession) is the point where your new clients are almost exclusively generated from people in your network. These are friends, colleagues, strategic partners and even former clients sending you prospective clients.
At this point, your network becomes your sales force. In short, you have effectively created a referral machine and that machine (i.e., your network) is working for you, even when you are not working.
This begs the question, “How do I create a referral machine?” We start on this in Part 2.
Frank Agin, host of Networking Rx, shares thoughts and commentary from an article by Adam Connors of NetworkWise (@TheNetworkWise) on how trust is built. https://www.networkwise.com/how-do-you-build-a-trusted-professional-network/
Frank Agin, host of Networking Rx and founder of AmSpirit Business Connections, has a conversation with Adam Connors of NetworkWise (@TheNetworkWise) about the company’s certification program. See https://www.networkwise.com/course/getnetworkwisecertified/
In the tale, Stone Soup, stingy villagers have no interest in sharing their food with anyone but their own.
However, when a peddler offers to share some stone soup with them (essentially rocks in a pot of boiling water), one by one, the villagers begin to share – a head of cabbage here, some salt beef there – and before long a pot of delicious “stone” soup awaits them.
This tale suggests that generosity and altruism are contagious. Nicholas A. Christakis, M.D., Ph.D. and James H. Fowler, Ph.D tested this assertion and shared their results in their book Connected.
120 students were put into groups of four. Each group member was given some money to perform a series of tasks. Members both profited and lost in this capitalistic exercise. Afterward, members had the option of giving some funds to others at their own expense.
The exercise was repeated, with different group configurations. In the first few rounds, no money was gifted.
Unbeknownst to the participants, one of them was a plant — someone in on the experiment. This person was the “Stone Soup Peddler.” At some point, the Stone Soup Peddler started to give away some of his money to others.
In the exercises that followed this exhibition of generosity, the people who benefited from the gift gave more. Even people who had only witnessed the gifting began giving more. These altruistic gestures began to spread through the group.
In business, you depend on others giving to you. You look for people to give you information, and to share referrals, insights, and ideas with you.
But people don’t just give; they are somehow moved and inspired to do so.
As the tale and the study illustrate, you have the power to inspire generosity through your own generosity. Any simple gesture can be contagious – a simple referral, an introduction, or just sharing valuable information. This will inspire your network to give to you and to others.
Frank Agin, host of Networking Rx, shares insights from Diane Darling, author of The Networking Survival Guide. For free other free networking tips text the word “DIANE” to 345345.
Frank Agin, host of Networking Rx, talks with Tim Nichols, author and networking maven, about the 3 Million Percent Membership program (https://access.3millionpercent.com) and the related online course (https://access.3millionpercent.com/masters-of-influence).
The United Kingdom has had a longstanding milk distribution system. Milkmen in small trucks bring the milk in bottles to each country house. Early in the 20th century, these bottles had no top, giving birds easy access to the cream on top.
The titmice and the robins capitalized most on this opportunity, quickly learning to siphon off the cream from the bottles.
In the 1940’s dairies began to install aluminum seals on milk bottles, effectively preventing the birds from gaining access.
This worked for a while but one by one, the titmice learned to pierce the tops and before long, the entire titmouse population was only mildly inconvenienced by the aluminum caps.
Other than an occasional few, the robins as a species never learned how to get around the bottle cap and were foiled (no pun intended) from getting at the milky cream.
Why? After all, robins and titmice are similar in size and physical characteristics. The difference was in how the birds interacted within their own species.
Robins are individualistic, self-serving and territorial birds. Rather than cooperate, they chase each other off when approached.
Titmice, on the other hand, are communal birds, relying heavily on other titmice for survival. Through this mutual dependency, they cooperate and collaborate, quickly learning from each other and adapting accordingly.
In short, the titmice won the battle against the aluminum caps because they learned from one another, while the self-serving robins, unwilling to share information, found themselves denied access to the sweet cream.
The lesson here is simple: Birds that flock, like titmice, learn faster, evolve more quickly, and increase their chances of survival. This is true for you as well. When you interact with others, you learn – new information, new techniques, and new ways of helping others succeed.
So, in short, build a network of titmice, not robins.
Frank Agin, founder and president of AmSpirit Business Connections and host of Networking Rx, shares a framework for helping you make powerful requests for introductions and referrals.
Frank Agin, host of Networking Rx, has an engaging conversation with Josh Tapp about bring value to your network and getting value back. For a free tribe of titans, go to https://tribe.theluckytitan.com/.