From minute one, you should assume the practices and behavior of a Rainmaker.  Because in the end, a search is about making a sale: the sale of yourself and your abilities to an employer.

Great sales skills are important in knowing what to sell, who to sell to, and how to get in front of key decision makers.  All of these areas are covered in TAG’s Mentorship Program.

How many people do you meet that say “I am too busy to network”?

Your full- or part-time networking offers a great deal of value to people you meet, simply because you are the one out there making connections while they are in the office.  By virtue of your focus (meeting new people), you are keeping up-to-date with new networking tools, professional groups, and industry information.  You are likely making connections that they can use to help build their business or even help them find another job (this is critical; see “The Golden Rule of Networking”).

Expectation setting #3:  Don’t go into a meeting with your hat in your hand.  Bring something of great value to the table (those that go through TAG’s Mentorship Program know what value to bring).

Source: Mark Richards, Candidate’s Chair

For many professionals, networking is not a priority (sad, but true – imagine if everyone recognized how valuable it is!).  As you reach out, you will likely find loads of people that ascribe little to no value to networking.  That’s ok.  If they are busy (and keep brushing you off), keep trying.  Never forget: after the final “no” comes the “yes”.

Expectation setting #2:  These folks can still help you, but you need to be persistent and guide them on how they can help you (see “Getting Started: Search Document Triple Threat”).

Source: Mark Richards, Candidate’s Chair.

Expectation #1: Get ready to meet loads of people

Intelligent networking can be a full-time job – expect to shake a lot of hands and kiss a lot of babies.

For upper-level executives looking for their next job, the rule of thumb is that it takes between 200 – 250 meetings.  I know, “holy (insert your favorite expletive).”

Even for entry level job seekers / networkers, if you develop a networking plan you will find that you will hit 100 networking meetings before you know it.  An example helps drive the point home:

Week #1:  Meet five people.   Assume each contact provides three additional names.  So in five days, you generate twenty potential meetings (5 meetings and 15 leads).  You can see how quickly the math adds up (it’s the network effect!):

20 x 3 = 60.

60 x 3 = 180.  …

Of course, not every contact you get works out, but you will fill your calendar quickly enough.  Your biggest challenge will be getting the right type of meetings (for details on this topic, see “Lake Wobegone & The Food Chain”).

Expectation setting #1:  Getting your “numbers” will happen faster than you think.

Special thanks: Mark Richards, Candidate’s Chair.

1. Reach out to friends and family or solicit strangers for contacts
2. Hope they are in the correct industry
3. Wait for response and willingness to network with you
4. Try and coordinate schedules and get a meeting
5. Hope there is a willingness and desire to meet again, and that they are actually able to help you
6. Start over

Here’s a newsflash to the uninitiated: networking isn’t easy. It takes time, energy, money and a seemingly endless devotion. Plus, you must be able to convert networking contacts into your proponents. That’s a rare and valuable skill that takes years to develop.

If this revelation makes your head spin, you are not alone. In fact, there are millions out there with the exact same problem. Which is why you must work even harder to get what you want in life – there is competition at every turn!

But I am not writing this post to scare you. I am writing to offer you a solution: You see, there is a better way to win the right connections – the connections that can help get you on your way to landing the job you so desperately want.

What is this magical method?

TAG

With TAG, you gain the network and knowledge required to get what you want out of your career. And it’s painless – it’s far easier than what I described in the first graphic. Heck, it’s as simple as signing up, getting matched and meeting your TAG professional. You pay after each meeting and only if you’re happy. That’s it!

Whatever path you choose, I urge you to not delay. For your career dreams are at stake.

Note: If you want to slog it out on your own, please see our Knowledge Center for a step-by-step roadmap for winning professional connections. It can be found free of charge right here. Well, what are you waiting for?!

And thanks to some groundbreaking research, this once untested idea now has the weight of the scientific community supporting it.

Earlier this week, researchers from UC and Harvard published research that proves that cooperative behavior is contagious and that it spreads from person to person to person. When people benefit from kindness they “pay it forward” by helping others who were not originally involved, and this creates a cascade of cooperation that influences dozens more in a social network.

“Pay it forward” really works!

So now that we know paying it forward pays off, one question remains:

WHO WILL YOU HELP TODAY?

P.S. The idea behind “pay it forward” lies at the heart of TAG’s Golden Rule of Networking, which simply states: “To build a powerful connection with another person, you must give value first.” You can read more here.

Caption: This diagram illustrates how a single act of kindness can spread between individuals and across time. Cooperative behavior spreads three degrees of separation: if Eleni increases her contribution to the public good, it benefits Lucas (one degree of separation), who gives more when paired with Erika (two degrees of separation) in period 2, who gives more when paired with Jay (three degrees of separation) in period 3, who gives more when paired with Brecken in period 4. The effects also persist over time, so that Lucas gives more when paired with Erika (period 2) and also when paired with Lysander (period 3), Bemy (period 4), Sebastian (period 5), and Nicholas (period 6). The effect also persists at two degrees of separation, as Erika not only gives more when paired with Jay (period 3), but also when paired with Harla (period 4) and James (period 5). All the paths in this illustrative cascade are supported by results in the experiments, and it is important to note that if Eleni decreases her initial contribution then her uncooperative behavior can spread and persist as well.

Credit: Courtesy James Fowler, UC San Diego

But there is one crucial concept that is strikingly absent from this mansion-sized pile of research. There is one gaping hole that has yet to be filled…

How do you build a powerful network of your own?

A proven roadmap for intelligent networking doesn’t exist. Not one that goes beyond the mindless drivel of “reach out to friends and family.” Nothing has been created that is truly helpful for those that want to master the art of professional networking. Nothing, that is, until now.

Today, I am announcing the unveiling of TAG’s Intelligent Networking Guide. Developed in conjunction with Mark Richards of Candidate’s Chair, this guide dives deep into the mechanics of professional networking. In it, you will discover:

• How to initially reach out to a networking contact (email templates are provided).
• How to prepare for a networking meeting, including what to bring.
• Which questions you should ask (the questions are provided).
• How to structure your meeting to get the most out of it (a minute-by-minute meeting template is provided).
• How to follow-up after a meeting (email templates are provided).
• And it also covers the Golden Rule of Networking – this alone will fundamentally change the way you approach relationships, both personally and professionally.

______________________________________________________________________

I decided to release TAG’s Intelligent Networking Guide for two reasons:

1. Networking is one of those critically important skills that sadly does not get covered inside the classroom. This is an educational travesty.
2. There are some huge misconceptions about networking that should be cleared up, once and for all.

The sad reality is…

Most people confuse “having coffee” with networking. This is simply not true.

There is a huge difference between “having coffee” and “getting things done over coffee.” It’s the difference between talking about a Ferrari and driving a Ferrari. One is passive, the other active. (I should know…I wasted months “just having coffee” before I realized how to take charge of a networking meeting and get things done.  It was only after learning this skill that I was able to build a valuable network of my own.)

TAG’s Intelligent Networking Guide is like giving you a Ferrari. You get all the tools you need to start building a career-enhancing, dream-job-getting network…all you have to do is start driving.

And the best part of all…you get this “Ferrari” for FREE. So check it out on the website and let me know what you think.  I have only one request…

If you find it valuable, share it with your world!

P.S. If you go to TAG’s main site, you can also view the Intelligent Networking Guide by clicking the words “Knowledge Center” in the footer below:

Are you developing meaningful relationships?

A few months ago, I wrote a post titled “An Explosion of Networking Noise“. The crux of my argument was this: we don’t need any more communication platforms – plenty already exist. What we need is to learn how to use existing platforms to build and develop valuable relationships.

This is something I’ve been thinking a lot about recently. Especially with the rise of personal branding, social networking, and most especially in this economic environment, where a powerful network can mean the difference between moving up in your career or moving back home with your parents.

The sad reality is that most of us simply aren’t very good at meeting new people, winning their support and nurturing vested interest relationships. But let me tell you…it’s not your fault! The problem is that most of us have never taken a course in “Intelligent Networking”. These weren’t skills that we were quizzed on in school. If school didn’t teach us this stuff, it must not be important, right? WRONG!

In fact, dead wrong.

Here’s a little secret: if you develop great networking skills – skills that are employed by other intelligent networkers – you will be able to call your own shots in life. Period.

I was fortunate enough to recognize this as a junior in college. And this realization helped me land my “dream job” out of school. But the fact that I was fortunate enough to stumble upon the importance of networking is not good enough for me. No, no. I want every student in the country to acquire and develop the same skills. Why? Because this is the founding mission of TAG. It’s also my raison d’être.

Within the next few days, I’ll be releasing TAG’s Intelligent Networking Guide for FREE. This Guide will help you navigate your way to social circle mastery – and empower you to take control of your career destiny. All I ask in return is that you spread TAG’s ideas throughout your network by sharing it with your world. Until then…

But there is another benefit to having a great network: it increases your productivity, particularly when it comes to in-person networks.

A recent MIT study found that in one organization the employees with the most extensive personal digital networks were 7% more productive then their colleagues—so wikis and Web 2.0 tools may indeed improve productivity.

In the same organization, however, the employees with the most cohesive face-to-face networks were 30% more productive. Electronic tools may well be suited to information discovery, but face-to-face communication, an oft-neglected part of the management process, best supports information integration.

Let me repeat: Employees with the most cohesive face-to-face networks were 30% more productive.

So, if you want to increase your productivity (which leads to better jobs, better pay, and a better life), start networking!

With so many platforms, you’d think everyone would have huge, important personal networks filled with vested interest connections.  With a huge network of “vested interest” connections, everyone should be working in their dream job, with their dream company, and be getting paid their dream salary. But alas, this is not the case. Why?

I’ve thought a lot about this issue lately. With so many platforms for communication, why do we continue to struggle to make meaningful connections with others? It makes me wonder…

…could it be that these platforms just create more networking noise?

Is it just me or has Twitter devolved into an endless stream of self-promotion and pointless babble?

Are your Facebook “friends” sometimes not your friends at all?

Do your recent LinkedIn “connections” signify superficial relationships?

And have you noticed that new networks like Brazen Careerist – which claim to promote more meaningful conversation – have groups titled “Beer”?

Could it be that in this ”always on” world of connectivity, we have missed the most important aspect of communication:

Learning the right way to build and develop relationships?

I think the answer is a resounding “Yes.” And I’m making it my personal mission to change this sad fact.

In the next few weeks, I’ll be unveiling TAG’s Intelligent Networking Guide – a specific, step-by-step instructional guide that [finally!] gets to the specifics about how to approach people and build a valuable network of connections. And, I’m following the Golden Rule and will be giving it away free to anyone and everyone. Until then…

P.S. Questions / comments? Let me know what you think!

In 2005, Accenture teamed up with Robert Cross from the University of Virginia and Thomas Davenport at Babson College to answer an important question:

What distinguishes the top performers from everyone else?

What they found is insightful. Their research suggests that the strongest performers share three distinguishing characteristics:

1. A capacity to learn from experience effectively and efficiently
2. Large and diverse personal networks, and a dedication to developing them
3. Access to fluid and customized information environments

At this point, you’re probably thinking, “Great, so what does this mean for me?” Well…

• Do you have access to the experiential knowledge you need to become a top performer?
• Do you have access to a large and diverse professional network?
• Can you tap into trusted sources for personalized information?

If not, then how will you ever stand out from the other white sheep? Hint: TAG is here to help you.

P.S. Want to get more info on how you can become a top performer? Click here.

Why, you ask? Well, there are many reasons.  Here are just a few:

+ Keith is a power networker – a great one. In fact, he’s the world’s best networker. To become the world’s best networker requires a Tiger-esque focus and android-like work ethic. Both of those qualities are the fabric of Keith’s being.

+ Keith’s story is the “archetypal American story.” Born the son of a steel worker and a cleaning lady, Keith Ferrazzi is living proof that you can do, and be, anything you want in this world.

+ Keith stays hungry. Despite his great success, Keith does not rest. Each and every day, he continues his maniacal schedule in the hopes of reaching one more person with his message: relationships are the key to success in life.

Now that I have told you why Keith is my role model, I must come forth with a confession:

I EMAILED KEITH. AND I BROKE THE GOLDEN RULE.

You see, 3 weeks ago I wrote Keith Ferrazzi. And my email was selfish. It was exactly the opposite of the Golden Rule. And now it is time to repent.

Here is my original email to the world’s most connected man:

Mr. Ferrazzi,

I’d like to engage you to be on my Advisory Board.  I’ll pay you with an equity interest in my company.  This will take little to none of your time on a weekly basis.

GIVE VALUE.

It’s that simple.  The successful mindset is not, and never will be, “What can this person do for me?”  Those that practice social circle mastery will tell you that the successful mindset is, and always will be, “What can I do to add value to this person’s life?”

GIVE VALUE.

How do you know how to add value to someone’s life?  You ask.  You’d be surprised how rarely people hear the question: “Is there anything I can do to help you or your company?”  Another, more focused question is: “Can you give me some guidance on how I can recognize a good customer or connection for you?”

These questions are the key to building a powerful network and creating positive, lasting relationships.  Ask one in the beginning of a networking meeting and you will notice your contact’s tone completely shift.  Go on, try it!

There is one giant caveat. This works, but: YOU MUST BE SINCERE AND FOLLOW THROUGH WITH REAL VALUE.

So, how does this work in the “real world”?  Here are some examples:

People are paid to work “within” a company, so the majority of the people you meet have limited networking opportunities outside of their firm. As someone who is networking, you can offer a great deal of value to them:

1. Share your networking skills: this includes new uses of LinkedIn, methods and templates for reaching out to possible contacts, etc.
2. Share your networking contacts: make introductions to people that can grow their business or become potential customers.
3. Provide intelligence: provide insight into companies that are doing deals, expanding sales teams, entering into new markets, etc.

For TAG Students that have executed their research project [TAG meeting #7], you have a tremendous amount of extra value you can offer to any business contact you meet:

1. A survey of what the company’s customers are thinking
2. Research on the company or competition
3. A summary of market trends
4. Ideas on inefficiencies and / or systems [TAG meeting #6]
5. Insight into the best practices of the companies with whom you’ve networked [although be careful not to divulge any trade secrets]

Even if you haven’t gone through TAG’s Mentorship Program [TAG’s program includes real examples of how to add / create value], there are many other areas where you can add value:

1. Show sincere appreciation [the world’s easiest way to add value; read How to Win Friends and Influence People]
2. Tell a joke [TAG meeting #3]
3. Give a toast [TAG meeting #3]
4. Recommend / share a great book you’ve read [professionally focused; see current Best-Sellers lists for ideas]

If you’re still at a loss, here’s a hint: To provide value to people, you must first determine their needs.  How do you do that?  You pay attention to keywords that reveal them, such as: want, wish, need, help, hope, hate, dislike, confused, etc.  All you have to do is listen.

There are many real world examples where people fall short of making a value-added impact on their audience.  Here are two responses from students applying for work at Groupereye.  Guess which one got the job offer?

“Hi my name is Jon and I love your site! I have looked around and think it is really great. I am a marketing student at UF and I think this would be a great tool for student organizations, faculty, and may create a following amongst career services. I also see businesses using your site to learn how a student works before hiring them. The site could also be sold as a way to get market research or student feedback. Do you offer internships? I think I could help out. Attached is my resume.”

“Hi, my name is Jon and I love your site! I can get 5 companies to post on your site, 200 students to sign up, and 4 different career centers to listen to you over the phone. Pay me $500 [after I get these things done] and set this up as an internship.”