“If you think that networking in the 21st century is passing out business cards as fast as you can, or hiding behind a social media profile, this book will set you straight. David combines theory and practice into an approach that anyone from a rookie professional to a veteran executive can use and should!” Michael J. Muriel Central Region Manager for Vector Marketing “In the course of my career, I've found that the technical skills aren’t always sufficient of success. Knowing the law is just a part of being a great lawyer; it’s the relationships you build that create the means to navigate in the professional world. I've known David for years, and I've watched him apply the tools in Networking in the 21st Century to build his network, and to help the clients he works with. In fact, networking is how we met! If you are ready to build relationships the right way, don’t waste time – make this the next book you read!” Pia Thompson Executive Director/Deputy General Counsel Global Management Consulting Firm "I knew the author in college, and we got back in touch because he very effectively networked with me. And that's what you'll get out of Networking in the 21st Century - tactics that work in the real world of fast-paced information and insanely busy people. David uses a humorous, down-to-earth, and conversational approach to unpack best practices from creating relationships outside your immediate sphere to asking the relevant "next question." I've been in this space for 10 years and I learned a thing or two!" Alexandra Levit, author of Blind Spots: The 10 Business Myths You Can't Afford to Believe on Your New Path to Success and They Don't Teach Corporate in College “As we get older, time seems to become a scarcer and scarcer resource. Networking in the 21st Century distills the essence of how to build the relationships that you need to succeed in business and in life—a critical path to ensure optimal use of your time.” Adam Stock Financial Planning Guru and Founder of The Next Level Planning Group "If you are in business—and especially if you're in sales— this book will make you way more efficient at meeting the people you need to be successful. For the last seven years, D. Fish has made a study out of understanding how social media changes networking. He has answers to questions like: How do you make a strong first impression when you're being looked up online before a meeting? and How do you find balance when people expect 24/7 accessibility? His answers are direct, easy to follow, and easy to execute." Jason Seiden, entrepreneur and author of Super Staying Power: What You Need to Become Valuable and Resilient at Work “David Fisher has developed the comprehensive blueprint most books on networking are missing! He helps you to understand the obstacles that have kept you from creating a vibrant network in the past and then shows you how to develop strategies to inform and influence your tactics moving forward. Why re-invent the wheel when you can learn from a master who has used this field- tested approach to become a top producer and successful entrepreneur.” Joey Davenport, CLU, CLF President of the Hoopis Performance Network Networking in the 21st Century: Why Your Network Sucks and What You Can Do About It DAVID J.P. FISHER A RockStar Publishing Book Copyright ©2014 David J.P. Fisher All Rights Reserved Edited by Nancy L. Baumann All rights reserved. Published in the United States by RockStar Publishing, Evanston, Illinois. No part of this book may be reproduced, scanned, or distributed in any printed or electronic form without written permission from the publisher. Please do not participate in or encourage piracy of copyrighted material in violation of the author’s rights. Cover Design by Debbie O’Byrne Interior Design by JETLAUNCH Library of Congress Control Number: ISBN: 978-0-9841236-2-9 MOBI ISBN: 978-0-9841236-3-6 EPUB ISBN 978-0-9841236-4-3 Printed in the United States 10 9 8 7 6 5 4 3 2 1 Contents Introduction ..................................................................................................7 Section I: How Your Network Got In the Condition It’s In Chapter 1: What the $^*@ is networking?! .........................................13 Chapter 2: But is this really worth my time? .......................................22 Chapter 3: Why Has Your Networking Sucked? .................................27 Chapter 4: Weak is the New Strong ......................................................37 Chapter 5: Are You an Introverted or Extroverted Networker? .......47 Chapter 6: The Social Media .................................................................57 Section II: Unsucking Your Networking Chapter 7: The Path Forward ................................................................69 Chapter 8: Become an Autodidact ........................................................72 Chapter 9: Become Socially Savvy ........................................................79 Chapter 9.5 Personal Development ........................................................91 Chapter 10: Make Technology Your Friend ..........................................95 Chapter 11: Live a Profersonal™ Life ....................................................114 Section III: Taking Steps to Unsuck Your Network! Let’s Talk Tactics! ......................................................................................125 Concluding Thoughts ..............................................................................189 For my parents Mary and John, my first and best networking teachers Introduction hat are you trying to accomplish in your professional life right now? What are your goals, your dreams, your W aspirations? We each have a vision for the future that we carry in our hearts and minds, but no matter how unique our goals are, we have one thing in common: We need help to accomplish them. We traverse through webs of relationships and connections, and what ultimately determines our professional success is how skillfully we navigate them. If we want to rise to the heights of our fields, develop reputations as skilled and competent experts, and become financially successful, we need help from others. This book had its birth on February 1, 2006, the day I “officially” started my own professional development firm. I had just finished my ribbon-cutting ceremony, which consisted of a piece of ribbon stretched over the desk in my home office, along with a pizza with two friends. My friends left, and I sat at that desk and thought, “Now what the hell am I going to do?” I had started my own company because I didn’t like my other options (I would find out over the next ten years that this is not an uncommon reason), which meant that I hadn’t taken time for business planning or to create a marketing system. Even worse, my service offerings were simply a page I’d thrown up on a hastily constructed website. NETWORKING IN THE 21st CENTURY 7 Introduction I needed clients, but I wasn’t sure how to get them. I didn’t know what kind of marketing would work. Oh, and I didn’t have an adver- tising budget. Not that I hadn’t constructed a budget, it’s just that the budget wasn’t funded because I didn’t have any money. So I reviewed a checklist of marketing ideas I’d found online and measured myself against them. I couldn’t afford newspaper ads or radio. I didn’t have the reputation to do public speaking. Social media wasn’t on the scene yet. (Heck, Facebook wouldn’t even open up its membership until that September.) I didn’t know how to generate enough traffic to make a blogging or pay-per-click campaign work. And I didn’t think passing out flyers would sell business coaching and training services. But the word “networking” kept popping up on the list. Ah, now here was something that held some promise. One thing I could do was go out, meet new people, and talk to them. I’d spent time during college and immediately after as a top direct-sales representative for Cutco Cutlery, selling kitchen cutlery in people’s homes. I had risen to sales manager in the Chicago area and ultimately trained over 1,500 new salespeople. I had long ago gotten over my fear of meeting new people, so if there was one thing I felt comfortable with it was talking to people. I knew that if I could call a stranger on the phone, set up an appointment, and then go sell them knives in their own kitchen, I could approach someone at a networking event and give them a business card. I looked up a local networking event—and the rest is history. Well, not quite. My goal with this book is to minimize your learn- ing curve, because I certainly had a steep one. I want to help you get past the years of trial and error I waded through to build my profes- sional network—and there was a lot of trial and error. I started from square one, and I had to learn what was working and what wasn’t at the same time that I was building my network. It wasn’t as easy as I thought it would be, but I kept at it. For a while, I became a network- 8 NETWORKING IN THE 21st CENTURY Introduction ing machine. I would go to at least one or two networking events every week, and I had hundreds of networking coffee meetings. I read books and articles about networking and eventually started writing my own. I immersed myself in building connections with as many people as I could. While doing this, I learned about “networking karma.” Experienced networkers know that the more you give to your network, the more good stuff comes back to you. I had an interesting opportu- nity to give back to my network because I’m a RockStar. I mean, not a real one, but I had played in a band for years and was comfortable in front of a group as a speaker.