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Today, I would like to speak about turning your 121s into business development meetings. Your first 121 with someone is a chance for you to get to know that person and for you to become comfortable referring them. It’s your second, third and fourth 121s where you can start proactively generating referrals. How do you

Last week we spoke about the Optimistic Salesperson who sold shoes to the Natives. This week with temperatures in the teens (pouring a bowl of ice into a plate) we will talk about the proverbial Salesperson who sold ice to the Eskimos. How did he do it? Enrollment.  Again, from the book “The Art of

Today is an Art Day. Stefano Basilico, our esteemed Art Consultant will be telling us about himself later, But now I am here to continue in the theme of Art, quoting from Rosamund and Ben Zander’s Book, the Art of Possibility. How do you see Possibility?  It is in the eye of the beholder. “A

How many of you have heard of The King and I?   In The King and I, Anna sang about “Getting to Know You.” I encourage you to look at the lyrics for this song closely, as getting to know you is what we do when we network.   As Sandra Bullock’s character so aptly

Le Grand Fromage, the Big Kahuna, Elexihente…….who are these people? They are the people we want to meet and greet. They are where the buck stops.  Anthony Parinello wrote in his bestselling book “Selling to VITO”, we want to get in front of the Very Important Top Officer, VITO! VITO is the CEO, President, Partner…..C

This is the first in my new series of Jedi-level Networking Tips. Today’s tips – Reducing Networking Friction. The concept is simple: I want to make it as easy as possible for people to refer me, so pick up your pens and get ready to write because there will be a quiz later. The first

A couple of weeks ago we all lost a dear friend and a mentor, Zig Ziglar. He was perhaps the first Motivational Speaker and has helped millions of people improve themselves. Lisa usually ends our meetings with a motivational quote, sometimes from Zig, but I wanted to open our meeting with some of his words of

As an additional way to highlight you as the featured speaker, please sit in the chair to the left of the Vice President. If you will be using the projector then you will actually sit in the middle of the tables closest to the doors. Download the NYC 62 Bio Sheet and complete it. BRING

With so many new members, we want to clarify what constitutes a 1-1 meeting.  The biggest question you need to answer when filling out a slip is, “Did I focus on how to grow the business of the person I met with?”  If the answer is YES, write it up!  Be careful, though, in filling

Writing a Cocktail Pitch That Peaks Their Curiosity Last week, I mentioned getting really clear on what makes you spectacularly good at your job. This week, I’m going to break down what I call a cocktail pitch. Forget 30 seconds, this is 8-15 words—about the time it takes to shake someone’s hand. I like to