Nfs3 workshop oct 2016 version c

10/20/2016 WWW.SLIDESHARE.NET/LEAHCIMSEMAJ2013 1

Dr. Sandra Palmer
Business Guru & Resultant
Above or Beyond

Dr. Sandra Palmer...
A results oriented visionary leader w
ho
capitalizes on business opportunitie
s with a record of profitability.
An author, educator, coach extraordi
naire

Dr. Leahcim Semaj
Intl. Keynote & Motivational
Speaker
Above or Beyond
876-383-5627

Dr. Leahcim Semaj...
Noted among the leading Motivational
Speakers, Creative Thinkers and Problem
Solvers in the Caribbean.
This Psychologist combines ancient wisdom
with contemporary ‘livity’ to bring fresh
insight to old human problems.

10/20/2016 www.SlideShare.net/LeahcimSemaj2013 7

Objectives
 Become a magnet for attracting the right people in your
space
 Create a master plan before attending any event and execute
 Stop handing out business cards and make real connections
 Become the go to person in your sphere of influence
 Command any room the minute you walk in
 Join any conversation at any event
 Become the most liked person at an event
10/20/2016 8www.SlideShare.net/LeahcimSemaj2013

Objectives cont’d
Be always warm and open to starting a conversation
Make building and managing your network a part of
who you are
Take your networking to the net
How to build a network
See your career, business, practice and personal
relationships take off

HTTPS://HBR.ORG/2016/04/5-MISCONCEPTIONS-
ABOUT-NETWORKING

A good network keeps you informed.
Teaches you new things.
Makes you more innovative.
Gives you a sounding board to flesh out
your ideas.
Helps you get things done when you’re in
a hurry.

Misconception 1:
Networking is mostly a waste of time.
A lack of experience with networking can
lead people to question whether it’s a
valuable use of their time, especially when
the relationships being developed are not
immediately related to the task at hand.

Misconception 2.
People are either naturally gifted at networking or
they are not, it’s generally difficult to change that.
Many people believe that networking comes easily for
the extroverted and runs counter to a shy person’s
intrinsic nature.
If they see themselves as lacking that innate talent,
they don’t invest because they don’t believe effort
will get them very far.

Believe it and You Will See it
if you believe that networking is a skill you can
develop you are more likely to be motivated to
improve it,
work at it, and get better returns for your
networking than someone with a fixed mind-set.

Misconception 3:
Relationships should form naturally.
One of the biggest misconceptions that people
have about networking is that relationships should
form and grow spontaneously, among people who
naturally like each other.
Working at it strategically and methodically, they
believe, is instrumental, somehow even unethical.

Misconception 4. Networks are
inherently self-serving or selfish.
Many people who fail to engage in networking justify
their choice as a matter of personal values.
They find networking “insincere” or “manipulative”
— a way of obtaining unfair advantage, and
therefore, a violation of the principle of meritocracy.
Others, however, see networking in terms of
reciprocity and giving back as much as one gets.

One study discovered that
views about the ethics of networking tend to
split by level.
While junior professionals were prone to feeling
“dirty” about the instrumental networking they
knew they had to do to advance their careers,
their seniors did not feel the slightest bit
conflicted about it because they believed they
had something of comparable value to offer.

The difference came down to
confidence or doubt about the worth of their
contributions, with junior professionals feeling more
like supplicants than parties to equitable exchange.
My own research suggests that the only way to
conceive of networking in nobler, more appealing
ways is to do it, and experience for oneself its value,
not only for you but for your team and organization.

Misconception 5:
Our strong ties are the most valuable.
Another misconception that gets in the way of building a
more useful network is the intuitive idea that our most
important relationships in our network are our strong ties —
close, high trust relationships with people who know us well,
our inner circle.
While these are indeed important, we tend to
underestimate the importance of our “weak ties” — our
relationships with people we don’t know well yet or we
don’t see very often—the outer circle of our network.

Our mind-sets about networking
Affect the time and effort we put into it, and
ultimately, the return we get on our investment.
Why widen your circle of acquaintances speculatively,
when there is hardly enough time for the real work?
If you think you’re never going to be good at it?
Or, that it is in the end, a little sleazy, at best
political?

Mind-sets can change and do
But only with direct experience.
The only way you will come to
understand that networking is one of
the most important resources for your
job and career is to try it,
Discover the value for yourself.

WHY IS IT IMPORTANT?

What is Networking?
Why is it important to anyone who wants to succeed
Critical to personal, career and business development
Successful persons create and nurture a network of
contacts
Your income can grow only to the extent that you grow
I create my life versus what happens to me

What is Networking?
Essentially, networking is getting to know
people who can help you develop your career,
business or personal prospects .
You don't need to be a big shot or the most
outgoing person in the world to network
effectively.
Its simply connecting with people

One simple rule
 “It takes only a moment’s conscious decision
to become a networker, with no interference
to one’s daily routine.
 All it requires is a slight shift in attitude, and
adopting one simple rule:
 Greet each new acquaintance with an
openness to learn more about that person, a
willingness to help, and an offer to stay in
touch.”
[Buzzy Gordon - http://entrepreneurs.about.com]

How big is your network?
People you
have known
in the past
People you
know now
People you
will know in
the future

Dunbar’s number
 150 = the maximum number
of people with whom we can
maintain relationships
 Hypothesis by primatologist Robin
Dunbar that 150 is the maximum
number of social interactions you
can manage
 It is the number at which groups
start to break down
 The number is higher or lower
across different species of social
primates

Map your network
My Network
Prof. Orgs. Universities Friends Suppliers Customers
Colleagues

What are the benefits of
networking?
 A lot of good jobs never make it to the pages of a recruitment website
or newspaper.
 They get filled by word of mouth and the more senior the position, the
more often it happens this way.
 Even if the job is advertised, it helps to know someone inside the
new organisation who can give you the inside line.
 They may even end up interviewing you which will always make it a less
stressful experience

What are the benefits of
networking?
 Access to their rolodex
 Ability to genuinely helps others
 Inability to network can hinder your performance on the
job, in business and in personal life
 In the end business is conducted through personal
relationships
 Cannot focus only on financial aspect

Operational
• People who can help you
get your work done
• Often internal & current-
focused
Personal
grow personally &
professionally
• Usually external & share
common interests
Strategic
shape your future goals &
direction
• May be internal or external
& are future-oriented
3 reasons for networking
How Leaders Create and Use Networks
by Herminia Ibarra and Mark Hunter HBR Jan. 2007

Networking vs. Relationship Building
 The word “networking” is commonly used to
describe the process of cultivating business
relationships.
 There’s nothing inherently wrong with
networking, but it often has the connotation of
being manipulative and self-serving.
 Should we shy away from it?
 No matter how good your service or product is you
are in the people business

Not all network contacts are equal
Networks contain a small number of
people that have proportionately more
influence over the network than others
This 5-10% of individuals, called
critical connectors by organisational
anthropologist Karen Stephenson,
occupy specific places within networks
Ref: http://goo.gl/mWXgA

Hubs, Gate-keepers & Pulse-takers
Hubs are directly
connected to many
people and, as a result,
have the ability to
disseminate
information quickly
Gatekeepers stand
at the intersection
between parts of the
organisation, or areas
of expertise
Pulse-takers are the
covert influencers
within networks who
are often more
knowing than
known, and they
connect with others
strategically

Your networking plan
Map your
network
Identify
your critical
connections
Engage and
add value
Develop &
grow your
network

Consider volunteering your services for
organizations that align with your interests and
values.

Shyness researchers
have found that people forget themselves
and their anxiety more easily
if they’re involved in activities that are
helpful to others and give them a pre-
determined role or job.
For example,
many self-described shy people don’t
have any problem talking to strangers if
it’s part of their job.

Be yourself, at least for now.
what is the “self”?
If temperament and personality is 50%
inherited, is your self your genetics?
Is it the other 50% — the particular way you
happened by chance to be raised?
Is it an amalgamation of the millions of
commercials you’ve seen on TV and online
that has influenced your perspective in ways
you’re not consciously aware of?

More importantly,
 what if your self would like to sit at home in a
sweat suit 24/7, playing video games, and eating
chocolate?
Should you still be “true to yourself”?
 Rather than being yourself,
 I think you should decide who you want to be,
find an ideal, and act in accordance with it.
 Take whatever you think is inherent to your
personality and marshal it towards excellence.

Implementation is simple:
when you reach a point where you get tired
of your shyness, say to yourself
This is dumb!
I’m just going to start acting confident.”
And then you do so;
act loose and relaxed, look people in the
eye, and start talking to them.
Works like a charm.

To Deposit in
My Social Capital Account?

Nothing to deposit in my social
capital account?
Networking for Students
Young entrepreneurs
Graduates
Early career professionals

 Take the role of the mentee
 Believe in your vision and share it
 Find your tribe
 Use school connections to your advantage
 Know your target and go out
 Know where you fall in the pecking order
 Ask great questions
 Interview successful people and ask them to help
other students by sharing their knowledge

 Use the classes you take – Get an A and
others will take you seriously
 Lead a group. Help others succeed
 Go online and be credible – no one can tell
you age except you state it or share a picture
 Volunteer and deliver
 Find opportunities to prove yourself before
meeting with anyone in person

THAT’S WORTH MILLIONS

Building a network that’s worth
millions
 What if you maintained contact with all the persons you
had great relationships or interactions with since
childhood?
 What would that be worth over a life time?
 Where do you start?
 How to create a system that works for you?

won’t work at another.
Just as your skills should evolve, so
should your network.

Your career isn’t static—
 In order to get ahead, some things have to change.
 Your skills should evolve, and you should check periodically
to make sure they’re keeping you competitive.
 Even the way you use social media to find jobs and get your
name out there should also change over time.

But what about people?
We often think of our professional network as a continuously
expanding thing.
Meet someone new, add them to the list.
The list gets longer, your opportunities get ever wider.
It may not be that simple, though.
Just as we discard some skills in order to pick up others,
it’s smart to focus on different types of people who can offer you
the most support depending on where you find yourself.

at each stage of your working life.

FAMILY CONNECTIONS AND
ALUMNI GROUPS

When you’re just starting out
New grads have found for
generations, that family
connections and alumni groups
are still your best bet.

The alumni network is powerful,
 In this day and age when people are so
super-connected,
alumni are more likely to lend a hand to a
new grad in need than they might’ve been
previously.
It’s like your whole university becomes
your fraternity.

School contacts can be especially useful at
the graduate level
When those people finally enter the
workforce,
they usually find the colleagues they’ve made
at the graduate level to be their strongest
professional resources.

A PROFESSIONAL RECRUITER
AND A FORMER BOSS

The Changing View of Recruiters
Recruiters used to be just for executive-level
people and people in temporary jobs
The stigma associated with headhunters is
beginning to dissipate as younger workers
begin reaching out for professional help.

The reason
when you’re at an associate level, you’re really
looking for that next step
It’s really a numbers game—all those people are
looking to move into that junior-manager role
fewer factors may set them apart as there are
among candidates for senior-level positions.

depends on where you want to
go next.

Looking for a new employer?
Then a manager that you’ve
previously worked for who’s
moved onto another company can
be a great person to stay
connected to.

Prefer to stay put?
A senior person within your own
organization who can serve as a
mentor or advocate for you to
start moving up is your best bet.

The key, in either case,
Use those first few years to build
relationships with people one or
two levels your senior.

COLLEAGUES WHO’VE MOVED
TO COMPETITORS

It’s at mid-career that the contacts
outside your own company may
begin to matter more for you,
The people to focus are really going to be
your peer group and your previous
colleagues who’ve moved on, especially to
competitors.

They want to know what you’ve
already done
This means they need someone who can
vouch for the concrete results you’ve
delivered in the past and how you did it.
This means contacts who were right there
with you when that happened.

PEOPLE YOU’VE PREVIOUSLY
MANAGED

Once you’re at the upper reaches
of the career ladder,
it can be tempting to rub elbows mainly
just with the other people there.
But if it was your peers who helped you
most around mid-career,
They may not always be your most
powerful contacts at senior levels.

You can’t devalue people who are less
experienced than you
Maybe someday they’re going to be the ones in a hiring
position.
You should stay in touch with the people you’ve previously
managed
If they’re now at another organization [that’s] looking for
another high-level role to fill,
 they can go to whoever it is in that C-suite and say, ‘Confidentially, my
old boss at X-Y-and-Z would be a great fit.’"
Of course, the prerequisite to benefitting in this type of
situation is having been a good boss and mentor earlier on.

You can’t devalue people who are less
experienced than you
They’re creating innovative companies.
They’re people who can offer even more
senior people something to learn from.
Maybe someday they’re going to be the ones
in a hiring position.

Can we take a picture?

THE NUTS AND BOLTS

Many Options
 Old school, college or university classmates, alumni
 Family members and their friends
 Professional organisations
 Trade organisations
 Professionals -doctor, lawyer or accountant, etc.
 Club members or anyone else you meet socially
 Civic and charitable organisations
 Faith based organisations
 Professors, advisers, coaches
 Former or present work colleagues or bosses
 Pick up a sport – golf, tennis, sailing, shooting

How to decide what to do and where?
 What are you interested in?
 What’s your passion?
 What inspires you?
 Shared beliefs, experiences – child with special needs, same
faith, giving back (ability to do more with others)
 Only works if you do the work – get to know people, work
on projects, deliver

Build Relationships in Diverse Ways
 The world has gotten quite complex – Facebook, Linkedin, etc.
 Remember the 6-degrees-of-separation principle.
 Go to reunions
 Join your alumni
 Simply provide good service
 Go after the # 2 person to reach a power broker

 Don't ask directly for a job - networking is not a job fair; it's an
opportunity to gather potentially useful information.
 Give and take - networking is a two-way exchange, there's no such thing
as a free lunch.
 Do the groundwork - research your contacts before meeting them and
always follow up good leads or pass them on.
 Think laterally – try to expand your network outwards, beyond your
comfort zone or usual sphere of operation.
 Patience is a virtue – getting involved in networking is being in there for
the long haul; don't expect to land a plum job at your first meeting.

 How you do anything is how you do everything
 Be a class act
 Be impeccable in your words
 When in doubt check
 Practice uncommon appreciation
 Better to say no than to break your word
 Give more to get more without immediate benefit
 Find a way to serve – Webinar, Blog, Newsletter

Drop out of the ‘Ain’t it awful club’. No one wants to
hear your complaints [except those who are in your
inner circle]
Ask, Ask, Ask
Act in spite of fears because it is not necessary to
try to get rid of fear in order to succeed
The informational interview

Can we take a picture

A NETWORKING EVENT

Planning effectively for a networking event
3 Phases Pre-Event, The Event, Post Event
Pre-Event
- Why are you going,
- What do you want to accomplish
- Who will be there you want to see/meet?
- What’s the dress code? Can you comply?
- Am I current on what’s happening?
- Can I be of service?
- Be conversant in topics of interest to your target (sports, current
affairs, music, etc.)

At the Event
 - Be pleasant
 - Smile and make eye contact with others
 - Enter the room with confidence
 - When you start a conversation do not hold the person
captive , circulate
 - Pick out the wall flowers standing by themselves nursing
a drink and engage them

At the Event
 - Do not pass out your business cards like confetti
 - Ask someone for their card first
 - Focus on making a connection
 - Ask great question – not ‘What do you do?’
 - LISTEN
 Be helpful by playing host
 Focus on quality not quantity
 Promise to follow-up

Listen!!!
 Ask a question and wait to get an answer
 Do not interrupt! Its rude. It says what I have to say is more
important
 Don’t just wait to speak and formulate your thoughts
 Pay attention
 Put away the Smartphone
 Do not try to show –off with the on-up manship or womanship
 Make the other person feel important
 Don’t flaunt your accomplishments
 Become a master Listener and see your popularity soar!

Post Event
 Start building the relationships
 Do what you promised to do. E.g. Call, set a time to get
together right away. Do not delay.
 Review the notes you made, shared interest
 Determine how you can be of value
 Keep in touch in a consistent way
 Share - ideas, articles, tickets, products, lunch
 Nurture the relationship

Mastering the art of conversation and
meeting people anywhere
 Every master was once a disaster
 Hone your social skills
 Have something interesting to share
 Keep abreast of current affairs and local happenings
 Let the other person talk and really listen
 Be pleasant and treat everyone the same
 Make Relationship Building a Way of Life

How to make instant connection and build
rapport with anyone
 Ask a thoughtful question
 Ask what you can do to help
 Give them a reason to remember you.
 Focus on quality not quantity
 Ask what makes them happy, excited, lose sleep
 Remember their name and story.

Don’t let your business card end
up in the trash can!
 Clearly define what you do best.
 Tell a story
 Smile and make eye contact
 Say their name
 Send an intro email on the spot
 Talk about your passions
 Give a genuine compliment

Nurturing your Network and setting targets
Want to or committed to? 99% or 100%
The #1 reason most people don’t get what they want is
because they don’t know what they want.
Be committed to promoting yourself and your value
Return phone calls immediately
Connect people – refer and let your contact know
Restore damage relationships – communicate, clean-
up, apologise, forgive, be sincere

The Power of Karma
Give outside of the giving season
Share tickets to games, concerts, plays, movies and sit
together.
 Lunch, dinner, breakfast.
Celebrate others’ success every chance you get –
 promotion, national award, children’s success
Determine how you can be of value

Nurturing your Network
 Always be thinking about the other person, not
personal gain.
 Maximize access.
 Don't go for meaningless "numbers".
 Systematize it.
 Always be connecting.
 Dedicate real and meaningful time.
 Be a hybrid.
 Above all else, be there to help people.

Nurturing your Network
 Have the right mindset –
 Networking is more like farming than hunting.
 Have the tools to network with you at all times.
 Listen and ask questions.
 Small courtesies count a lot in today’s world
 Make a point to meet new people.
 Write notes on the backs of business cards you collect.
 Be yourself.
 Follow up!

Is your Network Dying?
 We make ~2000 contact by age 35
 At any one time we can maintain 150 fairly good relationships
 People go away or grow away
 What happens as we build new relationships?
 How do we maintain old relationships?
 Telltale questions you have a problem
 You can’t afford this as traditional marketing is more
expensive/less effective

More people own a
cell phone than a
toothbrush
- 60 Second Marketer

Taking Our NetworksToThe Net
•Now if the aim of networking is to connect with
likeminded professionals to help you achieve your
professional goals while making meaningful contributions,
then social media is the perfect vehicle.
•Social media allows you to reach, anyone, anywhere,
anytime. It possesses the astonishing capability to create
a one-to-one personal connection with virtually anyone –
the wonders of the perfect cold message or email.
10/20/2016www.SlideShare.net/LeahcimSemaj2013 111

What Social Media Can Do
1. Build your personal and professional brand.
2. Have control over your brand’s perception.
3. Connect you to employment/leadership opportunities
4. Increase thought leadership & influencer status.
5. Create business opportunities – partnerships/funding.
6. Help you be heard, and promote your skills.
7. Give valuable insight into your market and competition.
8. Help you listen & gain feedback to sentiments in real-time.

•Personal branding, then, is key to optimize your social networking – a
great personal brand is like a well sharp business suit – it makes you
look good.
•Before going to any event use social media to do a bit of research on
your prospects – the people you would like to meet.
•Keep consistency across all your profiles, when you show people who
you are they will believe you.
•LinkedIn is the best network for networking as it allows each of us to
display digital resumes for the perusal of prospects.
A FewTips For Effective Social Networking

•Do treat your profile as your professional brochure. Use an
appropriate-looking profile image and put in complete and up-to-date
information.This will be your first impression for many.
•Don't blanket connect. Before you ask for a connection, learn about
the candidate. Be ready to explain why they should connect with you.
•Do get intentional testimonials and endorsements that speak to your
actual skills.
•Do reach out and make meaningful connections.Take the time to find
common ground based on your profiles and consider how you can
bring reciprocal value.
•Do get intentional testimonials and endorsements that speak to your
actual skills.
LinkedIn Dos….

•Don't let your profile sit inactive. Even if you only post an
update once a week, keep it alive.
•Don't treat LinkedIn as a chore. Dedicate real time and
effort to make the most of your connections, and you'll
establish worthwhile, long-term relationships.
•Don't create verbiage combinations that no one
understands.
•Don't hog the conversations in groups or make it your
personal soapbox.You should always consider others and
bring value with every post.
LinkedIn Don’ts….

10 Things All Professionals Should Be Doing
1. Your desired outcomes?
○ Decision makers, Friends, colleagues, customers, others etc.
2. Choosing your platform(s)
3. What help do you need?
4. What to post?
5. What not to post?
6. When to post?
7. How to engage?
8. Response time
9. Gathering new insights and information
10.‘Google’ your name monthly to test your strategy.
1. – (of the first 100 hits, how many did you directly influence?)
10/20/2016 www.LTSemaj.com 121

Mistakes to avoid
 Resenting those who are successful
 Focusing on yourself and past accomplishments
 Asking someone for help when you have not spoken to them
in ages.
 Over sharing personally or professionally
 Talking too much
 Promoting several things at once

Networking Tips for Persons in Sales
 1) Be a Connector
 2) Show Up to Events Early
 3) Don’t Talk Product
/Service
 4) Find More Networking
Events
 Chambers of Commerce
 Business Networking Groups
 Mastermind Groups
 Meetup.com Groups
 Charity Events
 School Board Meetings
 High School Sports Games
 Local Youth Sports Events
 City Government
 And check out local event sites
like Eventbrite, Eventful,
and Patch.com

5) Send Your Staff
6) Have Memorable Cards
7) Set Networking Goals
8) Always Have Your Card
to give if asked.
However, you can always
ask for theirs.

9) Don’t Have
Big Handouts

 10) Do The Follow-Up
 11) Use LinkedIn To Follow Up
 12) Follow Their Business on Twitter and Facebook
 13) Follow Up Via Email
 14) Phone Call Follow Up
 15) Read “How to Win Friends and Influence People”
 16) Remember Names and Use Them Often
 17) Join a Networking Breakfast Group

18) Talk To The Wallflowers
20) Prepare General Questions About Business
21) Take Notes on Business Cards
22) Identify the Connectors
23) Keep Expectations Low at First
24) Don’t Take Yourself Too Seriously

25) Network With Your Clients
26) Always Be Networking
27) Moving Pennies Technique
28) Disappearing Cards Technique
29) The Elevator Pitch
30) Talk About What Excites You

31) It’s Not Who You Know, It’s Who They Know
32) Describe Your Perfect Client
33) Keep a Networking Journal
34) Be Memorable

Networking Don’ts
1. Don't go to networking events with friends.
2. Don't try to meet everyone in sight; curate
connections instead.
3. Don't forget to follow up.
4. Don't waste time with sales-oriented people.
5. Don't be a stalker.
6. Don’t doubt your ability to improve with practise.

Networking Don’ts
7. Don't interrupt. Ever.
8. Don't be intimidated.
9. Don't be a card spammer.
10. Don't talk so much.
11. Don't be subtle. Be explicit.
12. Don't ask to "pick my brain."

Networking Don’ts
13. Don't hound the speakers.
14. Don’t hound the speakers
 15. Don’t Scan the room while you’re talking to
someone
16. Don’t ask them who they know
17. Don’t pull out your resume

Networking Don’ts
18. Don’t get someone’s business card and misuse it
19. Don’t hit on someone
20. Don't be a product-pusher.
21. Do not, under any circumstances, ditch a
conversation partner for someone more ‘important.’
22. Don’t fail to thank the organizer(s)

Let’s Talk…..
What are some of the challenges you face in building your network?

of NETWORKING

Summary - The 10 Commandments
For Better Networking:
1 Always have your tools.
2 Networking is more like farming than hunting.
3 Understand where you are in the pecking order
4 People remember engaging people
5 The law of Karma is real
6 The little things count for much.
7 Grow Your Quality Network
8 Have a Good Business card strategy
9 Keep it Real - First Impressions Last
10 Close the circuit - Follow up!

Your action plan…
See it
Say it
Write itDo it
Review it

Next Steps
What will you do in the next 24 hours?
What will you do in the next week?
What will you you do in the next month?

Dr. Leahcim Semaj
www.LTSemaj.com
Dr. Sandra M. Palmer
www.DrSandraPalmer.guru
The Transformational Specialist
We offer two options for transformation.
Above where you are presently, or Beyond your wildest dreams
10/20/2016 142

Nfs3 workshop oct 2016 version c

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