The Art of Networking: Tips, Tools, and Interactive Training - IASA 2016
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The document discusses networking strategies presented at the IASA 2016 session, emphasizing the importance of preparation, follow-up, and understanding networking fallacies. Key speakers include Darin Reffitt and Rex Bagwell, who bring extensive experience in marketing and business development within the insurance industry. Attendees are encouraged to set goals, practice active listening, and effectively engage with others during networking events.
The Art of Networking: Tips, Tools, and Interactive Training - IASA 2016
- 1. The Art of Networking: Tips, Tools, and Interactive Training IASA 2016 Session #120 Presented on Sunday, July 12, 2016
- 2. Speakers Darin M Reffitt, Director, Demand Generation & Campaign Management EIS Group Darin Reffitt is Director of Demand Generation and Campaign Management with EIS Group (formerly Exigen Insurance Solutions.) With over 18 years of experience in marketing and communications, his focus at EIS Group is on lead generation and lead nurturing in marketing core system software to insurance companies. He is also a volunteer with the IASA and chairs the Social Media Subcommittee, leading the efforts of the IASA to better engage with carriers, vendors, and individual members across social media platforms. He volunteers with other organizations, writes about marketing, social media and networking as a Market Expert for Business.com, and golfs, poorly.
- 3. Speakers Rex Bagwell, Business Development Manager, Insurance Productivity Services Salient Commercial Services Rex is the Business Development Manager with Salient Commercial Solutions and his background centers around leadership, developing people and administration. Rex’s insight into understanding people and what moves them has allowed him to succeed in various professional areas. Rex has worked directly in the insurance industry for 10 years as an agent, a district manager and now with Salient Commercial Solutions for the past 7 years. In addition, Rex has worked for over 25 years in various levels of leadership and administration with various businesses and organizations. From an accomplished athletic background, Rex brings many principals of preparing, competing, team dynamics and coaching to the business environment. Rex has also been very successful in developing strategies to reverse trends and develop growth in the business world as well as authoring his own leadership training materials. Rex remains active in various community organizations nurturing his passions for serving, leading and developing others. Rex is extensively involved as a volunteer for IASA serving previously as a former Director on the national IASA Board and on several other national committees. Rex also serves as a speaker for both the national conference and multiple chapter events across the country annually.
- 4. 3 Networking Fallacies 1. Introverts don’t make good networkers.
- 5. 3 Networking Fallacies 2. Networking is just about selling.
- 6. 3 Networking Fallacies 3. Online networking can replace in-person networking.
- 7. 10 Mistakes People Make 1. Failing to Prepare
- 8. 10 Mistakes People Make 2. Arriving too late
- 9. 10 Mistakes People Make 3. Drinking too much
- 10. 10 Mistakes People Make 4. Focusing on the food
- 11. 10 Mistakes People Make 5. Waiting to be approached
- 12. 10 Mistakes People Make 6. Spending the whole time with existing contacts…
- 13. 10 Mistakes People Make …or, 7. Neglecting existing contacts
- 14. 10 Mistakes People Make 8. Fixating on the phone
- 15. 10 Mistakes People Make 9. Not finding a reason to follow-up…
- 16. 10 Mistakes People Make …or, 10. Failing to follow-up at all
- 17. Planning for Success Determine your networking target(s) • Types of jobs • Industries/Companies • Seniority Level • Is there a pre-attendee list?
- 18. Planning for Success Set Goals GOALS
- 19. At the Event Alternate water/soda with drinks
- 21. At the Event Watch your body language…
- 22. At the Event …and your posture
- 23. Reading the Room Look for others standing alone. …they’re likely feeling as insecure and out of place as you.
- 24. Reading the Room Look for “open” groups
- 25. Reading the Room Look for an “open 2”…
- 26. Reading the Room …instead of a “closed 2”
- 27. Reading the Room Look for an “open 3”…
- 28. Reading the Room …instead of a “closed 3”
- 29. Reading the Room Open groups come in all sizes
- 30. Minding Your Manners Think about whether YOUR group is open or closed…
- 31. Once You’re Connecting Give your undivided attention.
- 32. Once You’re Connecting Practice Active Listening
- 33. Once You’re Connecting …and ask follow-up questions
- 34. Once You’re Connecting Offer to help the other person
- 35. After the Event Follow up. FAST!
- 36. After the Event Connect on LinkedIn
- 37. Let’s Practice!
- 38. Questions? Thank you for your time! Any questions for today’s speakers? Darin Reffitt Rex Bagwell
- 39. References Bounds, Andy; “The Jelly Effect” – Detailed networking planning and examination of open/closed groups Brown, Rob; “Networking for Introverts: How to Make Connections that Count Without Being Sleazy” Coburn, Derek and Chris Brogan; “Networking Is Not Working: Stop Collecting Business Cards and Start Making Meaningful Connections” Gitomer, Jeffrey; “Jeffrey Gitomer's Little Black Book of Connections” Richards, Peter; “Networking Meaningfully: How to get from a handshake to a business opportunity”
- 40. Please Complete the Session Evaluation Form on the Conference App