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<v Speaker 1>I am pleased a bunch to have someone on Wait,

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<v Speaker 1>hang on, let me do this because I'm an idiot.

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<v Speaker 2>Wop say how you doing? Let me just don't try this.

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<v Speaker 1>At home, kids, it's very technical radio. I'm pleased to

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<v Speaker 1>have someone with us who knows more about networking than

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<v Speaker 1>your average bear by a long long shot. Doctor Ivan

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<v Speaker 1>Meisner is the founder of B and I. As it's

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<v Speaker 1>commonly known, it is the Business Networking International Groups.

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<v Speaker 2>They're all over the place.

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<v Speaker 1>I was part of one of them in Florida because

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<v Speaker 1>I suck at networking and I figured I needed all

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<v Speaker 1>the help I could get.

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<v Speaker 2>Why are we talking about networking?

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<v Speaker 1>To be really honest, there's a lot of economic uncertainty

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<v Speaker 1>out there, and you may or may not in the

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<v Speaker 1>near future find yourself getting laid off. We do know

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<v Speaker 1>that some federal workers are going to be out of

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<v Speaker 1>their jobs, so it's time to kind of review what

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<v Speaker 1>we're doing when it comes to networking, because networking is

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<v Speaker 1>not something you do when you get laid off. It's

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<v Speaker 1>something you do all the time. And i'd like to

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<v Speaker 1>welcome doctor Ivan Meisner to the show.

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<v Speaker 2>Hey, I even welcome my friend.

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<v Speaker 3>Thank you so much, and you were a member at

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<v Speaker 3>one time.

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<v Speaker 2>Yeah, about I know about fifteen years ago.

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<v Speaker 1>No, no, twenty years ago. Now, I was selling insurance.

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<v Speaker 1>So we signed up and it was a very positive experience,

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<v Speaker 1>and it really did help me because everyone at the

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<v Speaker 1>organization was so friendly and they came to me and

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<v Speaker 1>sort of helped me get over that hump of you know,

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<v Speaker 1>talking to people that.

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<v Speaker 2>I didn't know.

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<v Speaker 3>Well.

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<v Speaker 1>I know, people listening to me on the radio right

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<v Speaker 1>now were like, really, Mandy, you're not.

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<v Speaker 2>You're too afraid to talk to people. You know, It's

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<v Speaker 2>all true.

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<v Speaker 1>You can be an introverted extrovert or an extroverted introvert.

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<v Speaker 1>And that's where I found myself. And you tell me

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<v Speaker 1>you found yourself in the same place.

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<v Speaker 2>Yeah.

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<v Speaker 3>Yeah, I'm a situational extrovert. You know. I found this

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<v Speaker 3>out fifteen twenty years ago when my late wife said

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<v Speaker 3>I said something about being an extrovert and she's like, no,

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<v Speaker 3>you're not. I'm like, yeah, of course, I run the

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<v Speaker 3>world's largest networking organization. And she's like, no, you're an introvert.

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<v Speaker 3>And I got mad and I went into the Internet

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<v Speaker 3>and I took a test and it said, congratulations, Ivan Meisner,

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<v Speaker 3>you are an introvert who is a situational extrovert. Now

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<v Speaker 3>go apologize to your wife. And we didn't say the

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<v Speaker 3>last part, but I was surprised by that. Honestly, I believe,

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<v Speaker 3>having now done that years ago, it introverts can be

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<v Speaker 3>great at networking. And here's why. When you're an extrovert,

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<v Speaker 3>you're great at introducing yourself. You can meet people, introduce yourself.

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<v Speaker 3>What's your favorite topic?

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<v Speaker 2>Yourself?

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<v Speaker 3>Yes, you love to talk about yourself. If you're an extrovert,

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<v Speaker 3>that's a problem. If you're an introvert, you have a

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<v Speaker 3>hard time introducing yourself, but you're a good listener. And

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<v Speaker 3>a good networker has two years in one mouth and

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<v Speaker 3>she use them both proportionately. So I would argue that

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<v Speaker 3>extroverts have a strength at networking, but they have to

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<v Speaker 3>learn how to listen. Introverts have a strength at networking,

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<v Speaker 3>and they have to learn how to connect with people,

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<v Speaker 3>and there are definitely tech niques that you can use

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<v Speaker 3>to do that.

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<v Speaker 1>Let's talk about what a network actually is, because in

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<v Speaker 1>my experience, from industry to industry, there are subtle changes

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<v Speaker 1>and sort of how things sort of get grouped out,

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<v Speaker 1>and I think some people don't recognize that they have

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<v Speaker 1>a network when they do.

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<v Speaker 2>So let's just kind of take it back to basics.

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<v Speaker 1>What is a network and how does that How do

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<v Speaker 1>you determine what your network should be.

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<v Speaker 3>Well, your network is a group of connections that can

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<v Speaker 3>help you to connect with other people throughout your community.

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<v Speaker 3>They may help you to connect for jobs. They may

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<v Speaker 3>help you connect for referrals for business. When you were

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<v Speaker 3>an insurance agent, you were looking for referrals for business.

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<v Speaker 3>And so it's really the community that you have around you.

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<v Speaker 3>They may be friends, they may be neighbors, they may

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<v Speaker 3>be business associates, they could possibly be old classmates that

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<v Speaker 3>you have connections with. And so these are the people

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<v Speaker 3>around you that you know, like and trust and they're

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<v Speaker 3>willing to help you in some way and you're willing

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<v Speaker 3>to help them. That's important.

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<v Speaker 1>So if you've cultivated a network of people that meet

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<v Speaker 1>those characteristics. And for me, I don't necessarily want people

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<v Speaker 1>in my network where it's only going in one direction,

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<v Speaker 1>meaning they're only seeking help or seeking favors or seeking

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<v Speaker 1>you know, connections from me. I've had that experience in

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<v Speaker 1>the past.

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<v Speaker 2>I don't like it.

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<v Speaker 1>How do you delicately maybe remove someone from your network

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<v Speaker 1>that isn't serving your purposes or you find to be

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<v Speaker 1>a time waster or even worse, an askhole. And I said, ask,

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<v Speaker 1>there's a case there is a key.

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<v Speaker 2>I think I heard ask, yes, ask.

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<v Speaker 3>So my recommendation is that you sit down with them,

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<v Speaker 3>uh and have a conversation and maybe let's let's just

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<v Speaker 3>for arguments sake, because me and I as a referral organization,

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<v Speaker 3>that's my background. So let's say you've given them a

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<v Speaker 3>into referrals. You sit down with them and rather than say, hey,

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<v Speaker 3>you haven't given me anything, which just makes them defensive.

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<v Speaker 3>Instead you sit down and you say, how did this

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<v Speaker 3>referral workout for you? And you may know, but you

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<v Speaker 3>get them to talk about it. How did that referral

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<v Speaker 3>work out to you? How did this referral? These are

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<v Speaker 3>referrals you gave them. Then listen to their answers. Now

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<v Speaker 3>this is really important. They may say to you they

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<v Speaker 3>didn't work out at all, which case you need to

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<v Speaker 3>reassess just how much you've helped them. Most of the time,

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<v Speaker 3>several of them worked out, and they'll tell you, yeah,

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<v Speaker 3>this worked out great, this worked out great. That's when

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<v Speaker 3>you have the conversation. It's easier when you do it

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<v Speaker 3>this way, as you say to them, well, I'm really

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<v Speaker 3>glad those worked out for you. Can we talk now

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<v Speaker 3>about how you might be able to reciprocate and possibly

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<v Speaker 3>give me referrals in the same way that I gave

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<v Speaker 3>you referrals? Then listen to their answer, and if their

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<v Speaker 3>answer is that they can't do it for some reason,

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<v Speaker 3>then that's when you cut them a litters right. But

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<v Speaker 3>if their answer is, as I've seen many times, oh

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<v Speaker 3>my goodness, you're absolutely right. I can't believe I haven't

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<v Speaker 3>given you any referrals. Let's talk about that. Then you

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<v Speaker 3>open the door to being able to build a relationship.

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<v Speaker 2>How do you maintain a network?

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<v Speaker 1>I mean, how much time do you need to spend

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<v Speaker 1>making sure that you stay in contact with people. For me,

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<v Speaker 1>in the radio industry, I try to go to radio

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<v Speaker 1>events at least every other year just to say hello.

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<v Speaker 2>To old friends.

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<v Speaker 1>This is a very small industry when you get right

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<v Speaker 1>down to it. But how do you maintain those relationships?

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<v Speaker 3>You know? Just in general, Well, it's really about the

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<v Speaker 3>number of touch points that you have with somebody, and

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<v Speaker 3>as your business grows, the touch points become a little

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<v Speaker 3>more difficult. You can't pick up the phone and call

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<v Speaker 3>every friend or associate that you have. And by the way,

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<v Speaker 3>Facebook is kind of redefind what a friend is. I'm

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<v Speaker 3>talking about real, legitimate friends that you know, like and trust,

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<v Speaker 3>and it's really about touch points. It might be an

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<v Speaker 3>email that says, hey, Mandy, how are you doing anything new.

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<v Speaker 3>It might be connecting with them on some social media platform,

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<v Speaker 3>or you say, hey, that's a great love the photo

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<v Speaker 3>of your grandchild. Right. You're making these use your touch

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<v Speaker 3>points with your closest friends. It's a phone call. As

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<v Speaker 3>a matter of fact, just today I called a co

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<v Speaker 3>author of mine for one of my books, who I've

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<v Speaker 3>known for twenty years. Loved this guy, and I called

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<v Speaker 3>him and I just said, hey, how are you doing.

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<v Speaker 3>We haven't talked in a month, and give me an update.

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<v Speaker 3>And so it's all about touch points. But the people

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<v Speaker 3>that are most important in your life, you got to

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<v Speaker 3>do it otherwise benign neglect kicks in. Yeah, and benign

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<v Speaker 3>neglect can be both good and bad. If it's benign

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<v Speaker 3>neglect with somebody you don't want to stay in touch with,

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<v Speaker 3>that's a good thing. But if it's a benign neglect

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<v Speaker 3>with somebody that you love and care for, then you

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<v Speaker 3>don't want to let that happen.

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<v Speaker 2>I'm talking with Ivan Meisner.

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<v Speaker 1>He's the founder of B and I, which is a

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<v Speaker 1>massive networking operation and I eleven.

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<v Speaker 3>Three hundred chapters in seventy five countries.

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<v Speaker 2>Holy cow, that's amazing. That's amazing, it really is.

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<v Speaker 3>You know, we generated last year twenty five billion with

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<v Speaker 3>a B twenty five billion dollars with of a business

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<v Speaker 3>what we call thank you for closed business for our members.

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<v Speaker 3>Now here's the awesome thing. I love this business. Here's

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<v Speaker 3>the awesome thing. There are actually, based on United Nations estimates,

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<v Speaker 3>one hundred countries in the world, one hundred with a

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<v Speaker 3>lower GDP than what we generated for our members in

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<v Speaker 3>the last twelve months. That blows my mind. When I

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<v Speaker 3>started being and I, I had no idea that it

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<v Speaker 3>would resonate this well with businesses.

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<v Speaker 1>Well, as I said, I told you off the year

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<v Speaker 1>I was a member. Probably now that I did the math, God,

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<v Speaker 1>I you know, I've reached that age where I think

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<v Speaker 1>that the nineteen nineties were like ten years ago. And

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<v Speaker 1>clearly I don't know going out with my brain, but

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<v Speaker 1>I was a member because I didn't know anything about networking,

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<v Speaker 1>and I needed something that had structure and that was

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<v Speaker 1>already there.

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<v Speaker 2>You know what I mean.

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<v Speaker 1>And I got a message said, ah, I'm not a fan.

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<v Speaker 1>There are plenty of free networking for someone who's a

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<v Speaker 1>complete like. The thought of the word networking gave me

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<v Speaker 1>cold shells down my spine.

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<v Speaker 2>I'm not exaggerating it.

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<v Speaker 1>It was like a horrifying thought to walk into a

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<v Speaker 1>room full of strangers. It provided a structure for me

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<v Speaker 1>that I found invaluable. So my experience was very good.

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<v Speaker 1>Let me ask you this question, because I think this

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<v Speaker 1>is really hard. If someone finds themselves in a position

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<v Speaker 1>where they get laid off, how do you kick that

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<v Speaker 1>network into gear?

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<v Speaker 2>How do you start? How do you make those phone calls?

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<v Speaker 2>What do you do?

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<v Speaker 1>Do you just pick up the phone and start saying, hey,

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<v Speaker 1>I'm looking you know, let me know?

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<v Speaker 2>Or do you need to be more specific?

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<v Speaker 3>Well, so there's two parts to that answer. The first

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<v Speaker 3>part is you know the old Chinese proverb when's the

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<v Speaker 3>best time to plant an oak tree? And the answer

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<v Speaker 3>is twenty years ago? When's the second best time in

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<v Speaker 3>the answer is today? So you should start building your

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<v Speaker 3>network now. So Anyone who's listening to this should really

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<v Speaker 3>start to develop their network now. And the technology today

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<v Speaker 3>is so great. When I was in graduate school, we

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<v Speaker 3>didn't have any social media to stay connected. I went

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<v Speaker 3>to school with a deputy director of the Federal Aviation Administration.

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<v Speaker 3>I went to school. You'll love this one with the

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<v Speaker 3>Captain of the Palace card for Saddam Hussein, who I'm

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<v Speaker 3>sure is not around what I did. I went to

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<v Speaker 3>graduate school with him. But it would be amazing to

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<v Speaker 3>stay in touch with those who are still alive, and

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<v Speaker 3>social media allows you to do that. We don't teach

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<v Speaker 3>this in colleges and universities anywhere in the world. We

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<v Speaker 3>don't teach networking or referral marketing. And so the key is,

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<v Speaker 3>I think, to learn how to do this effectively, because

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<v Speaker 3>most people use networking as a face to face cold

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<v Speaker 3>calling opportunity. Hi, Mandy, my name is Ivan. Let's do

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<v Speaker 3>business right, and that's not the way to network effectively.

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<v Speaker 1>Well, when you're calling people because now you've been laid

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<v Speaker 1>off and you're looking for a new position, and are

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<v Speaker 1>you going to give them your resume or are you

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<v Speaker 1>just going to say, hey, I'm looking something for something

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<v Speaker 1>in the field of you know, broadcast or project management

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<v Speaker 1>or whatever. Is it better to call with a specific

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<v Speaker 1>ask or just call and say, hey, you know me,

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<v Speaker 1>if you hear of anything that you think I might

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<v Speaker 1>be a good fit for.

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<v Speaker 2>Let me know what's the better strategy.

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<v Speaker 3>Well, I think if it's people that you know, you

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<v Speaker 3>can get very direct. If it's people that you have

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<v Speaker 3>a relationship with, so you've gotta have to layer your connections.

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<v Speaker 3>In most of my books, I talk about the VCP

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<v Speaker 3>process and visibility, credibility, profitability. So let's start with profitability.

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<v Speaker 3>People that you have a really solid relationship. And by profitability,

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<v Speaker 3>they may be clients, they may be close friends, they

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<v Speaker 3>may be people who have referred to those people you

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<v Speaker 3>can go direct with Hey, just you know, just got

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<v Speaker 3>laid off. I'm really I'm looking for a job in

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<v Speaker 3>this area. You can get direct. They don't mind because

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<v Speaker 3>they love you, they like you. Your friends. Credibility it's not

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<v Speaker 3>quite as direct, you know you just you may reach

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<v Speaker 3>out to them and say, I'm looking for job opportunities.

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<v Speaker 3>If you know any people in these areas, please let

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<v Speaker 3>me know. Uh. And at visibility you've got to be really,

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<v Speaker 3>really tactful because they don't know you, and if you

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<v Speaker 3>go right for the for the requests, it's probably too early.

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<v Speaker 3>The other thing is to go to networking events that

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<v Speaker 3>have people in it that are in the business you

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<v Speaker 3>want to be in, and make connections there and have

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<v Speaker 3>conversations with them.

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<v Speaker 1>This is all great advice. I hope nobody in my

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<v Speaker 1>listening audience needs it anytime soon, but everybody should maintain

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<v Speaker 1>their network, and it's it's so critical. If you want

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<v Speaker 1>more information about Ivan, if you want more information about

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<v Speaker 1>B and I or anything else, I put it all

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<v Speaker 1>on my website today, ourmandy'sblog dot com. Doctor Ivan Meisner,

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<v Speaker 1>thank you so much, because you know a lot of

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<v Speaker 1>us know this.

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<v Speaker 2>You know it.

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<v Speaker 1>If you're a working professional person, you know all of

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<v Speaker 1>the things you just said. But hearing them again, I'm

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<v Speaker 1>already thinking about how I'm going to go through and

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<v Speaker 1>sort of reevaluate my contact list where I'm going to

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<v Speaker 1>put people, and thinking about people I should probably reach

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<v Speaker 1>out to just in case, not that I think anything

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<v Speaker 1>bad is going to happen, but just in case.

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<v Speaker 3>Well, you're exactly right. If you go through your contact

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<v Speaker 3>list and say, am I a profitability with this person?

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<v Speaker 3>Is there a real tight relationship or am I just

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<v Speaker 3>a am I a credibility or am I just a visibility?

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<v Speaker 3>That really helps determine the kind of communication that you

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<v Speaker 3>have with the individual.

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<v Speaker 2>Doctor Meisner, thanks so much for your time today, Mandy.

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<v Speaker 3>It was great talking to you. I'm be happy to

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<v Speaker 3>come back

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<v Speaker 2>Anytime, all right, Thanks so much,