a number of other topics during the course of the short two‐hour flight. When the plane landed, Nicole introduced me to a couple of people at the gate whom she worked with, and that connection turned into a speaking opportunity.
If I had never simply introduced myself to Nicole when she was sitting right next to me anyway on that flight, the connection to her firm never would have happened. I'm not saying you should talk to everyone around you on a flight, but you could. We leave opportunity on the table every single day. It's up to you how much of a networking mindset you have or wish to develop.
All of us are busy going to restaurants, movies, shows, sporting events, stores, gas stations, concerts, beaches, hotels, airports, and sometimes sitting (or standing) on subways, trains, buses, Ubers, taxis, and ferries. We're around people all the time. Sales is a people business and as a financial advisor, you can't grow your practice without people.
Develop your networking mindset and practice developing those skills in serendipitous situations. As long as you're friendly, appropriate, interested, and collaborative, with a focus on learning, helping, and fun, you'll absolutely take your practice to the championship rounds.
Strategic Networking. Being strategic about your networking means that you're truly being proactive about where you go, what you say, and with whom. You're networking on purpose with purpose. Or with purpose on purpose. (It probably sounds a lot better when I'm saying this to an audience.)
Anyway, when most people think of networking, they think of strategic networking, which involves attending events, handing out business cards, name badges, schmoozing, raffles, introductions, loud rooms, and awkward conversations.
That's actually a pretty accurate snapshot. But if you're a knockout networker, that snapshot should be just the beginning. If you know what you're doing, events can be so much more.
By the way, you don't have to go to events to be a knockout networker. You can be great at making connections on LinkedIn or leveraging the relationships you have simply by using the phone and email.
But it really helps a lot if you're serious about growing your business or practice to go to events – the right events! (Yes, we'll discuss this in a later chapter.) Attending the right events and maybe even becoming a member of a group can help develop your visibility, friendships, skills, networking mindset, database, and ultimately your book of business.
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