How To Nurture + Grow Your Network With Social Media

At it’s core, networking is simply building relationships and seeking opportunities from those relationships.

At it's core, networking is simply building relationships and seeking opportunities from those relationships. Click To Tweet

With that in mind, networking doesn’t have to mean attending events and slinging business cards if that’s not your style… You can totally do it online.

You’re still going to have to reach out and connect with people, you’re still going to have to nurture those relationships and you’re still going to have to be consistent.

You know the saying, “the harder I work, the luckier I get”?

Since you’re an empire builder, you’re here to create our own luck… and with a rock solid strategy and consistency, you’re going to be as lucky as a happy little leprechaun at the end of a rainbow by following this strategy.

So just to reiterate and be crazy clear, if you decide to focus your networking on social media, you’re still going to have to actually talk to people with intention and consistency.

I know, shocker.

Let’s get started…

 

Stating The Obvious: Clean Up Your Image

Ok, you’re a young professional so you know this already.

… but do you?

If you’re going to use social media for business, your profile should make you seem like a person who loves their life and what they do for a living.

No, you don’t need to be perfect, but you should be a human with good vibes…

Not a brand that’s force feeding a product.

Be someone who people want to engage with, go back through that profile picture album and delete the old pictures from back in ’08 where you were partying a littleeee too hard and those ’03 MySpace pictures of your mirror selfies.

Make your default picture YOU, not your brand and be sure that if someone scrolls through your feed, they’ll see a real, live person, not a brand force feeding their spammy product.

People like connecting with PEOPLE.

… And don’t forget to update your about section!

Make sure what you do is updated, your bio, relationship status, the whole nine.

By all means, show yourself having fun, just make sure that every part of your image is curated to the message you’re trying to deliver to your audience.

 

Decide Who To Connect With

Whether you decide to focus on networking using social media or in person, you need to figure out why you’re networking.

Whether you decide to focus on networking using social media or in person, you need to figure out why you're networking. Click To Tweet

Without a solid why, you’re going to be bouncing person to person, wondering why opportunities aren’t just falling into your lap.

Here’s a hint: knowing your ask means you are keenly aware of parallel opportunities that might not directly tie in with your goal but will get you a step closer… and that’s what often happens with networking.

 

What’s Your Goal?

When I go to a networking event, I have a very specific goal in mind…

That’s to have three great conversations where it ends with a follow-up and their full contact information… and if we’re taking that a step further, I go to two events per week which totals six new contacts to my database every week.

One of the laws of networking is to feed your database every day, so this is one of the ways I do that.

Over a span of a year, I’ll add 300 people to my network that I’ve built solid relationships with.

In real estate, for every 6 people who you communicate with in a systematic, consistent way, you should get 1 deal out of it.

So every week, I’m adding a future deal to my pipeline.

You can have a similar goal with social media and focus on turning a specific number of “friends” into actual connections where you take the conversation offline and bring it to real life…. but you have to know why you’re doing it before you can figure out “the who”.

 

Who Can Help You Get There?

Listen, this question comes with a grain of salt.

Building your network is going to be like a spiderweb… You never know who you’re going to meet.

That’s part of the fun.

HOWEVER…

Understanding the type of people you want to meet will help you strategically place yourself in the right rooms at the right time to have the right conversations.

Understanding the type of people you want to meet will help you strategically place yourself in the right rooms at the right time to have the right conversations. Click To Tweet

For me, my target real estate client AND target member for MEB is a young professional, usually between 27-35, who makes $75k+ per year.

My average sales price for real estate is about $300k, so young professionals who make about $75k will generally be somewhere in that range or higher (if they have a partner they’re buying with) AND they’ll generally have friends and family that are in a similar financial situation.

In addition, that audience is also pretty similar for our MEB members so my focus is ALWAYS on finding and building relationships with my target audience, but that doesn’t mean that I ignore or brush off the other people, I just spend time in the places that I know they hang out.

Your action item here is to figure out WHO you need to meet and then start figuring out how to meet them.

If you’re really serious about staying online, Facebook groups and LinkedIn groups are INCREDIBLE for finding your target audience.

 

Create Your Lists

Facebook has a thing called “lists”, that gives you the ability to group people by however you want to.

It’s SUPER convenient because you never have to go looking for someone to connect with… You can literally log in and go directly to that list and start engaging.

Taking that a step further, social media algorithms only show you the content that they think is relevant to you while lists show you everything in chronological order.

That means without using lists, you’re missing great opportunities to connect with your weak ties that you didn’t even know you were missing.

That means without using lists, you're missing great opportunities to connect with your weak ties that you didn’t even know you were missing. Click To Tweet

This might take you an hour or so at first, but once it’s done, you don’t have to worry about doing it again and it’s super easy to keep up with.

 

Ways To Engage With Them

You know that list that you made above?

Let’s put that to work.

The idea here is to create a conversation, not just get noticed.

Ahem, all of this can actually apply to dating too, just throwing that out there.

Liking every post or picture might boost the ego of the person who’s posts you’re liking but they’re only going to see you as a fan.

If you make a habit of connecting with 3-5 people per day on the social media sites that you consistently use and interact with those people in a way that is genuine and authentic, your own engagement will grow and you’ll start to build your online community.

Comment on 5 posts, like 5 posts and send 5 messages.

It takes about ten minutes to do but over the long term, will really start to build relationships and will get you shown higher in people’s newsfeeds because you’re actually interacting.

You’re not going to actually sell them through social media.

Instead, your goal is to take the conversation OFF of social media and bring the relationship to life on the phone or in person.

You're not going to actually sell them through social media. Instead, your goal is to take the conversation OFF of social media and bring the relationship to life on the phone or in person. Click To Tweet

The key here is to make sure that you’re only interacting on posts that you want to be associated with — this is important because your friends can see what you’re liking and commenting on — plus, the more you interact with these people, the more you’re going to see of that type of stuff.

My rule of thumb is I only engage if it’s uplifting, inspiring, educational or funny.

 

Life Changes + Special Dates

Instead of just replying to someone’s post about their engagement, new baby, birthday or whatever other life event, send them a message.

Yup, it takes two extra seconds but increases your likelihood of getting a response by about a billion percent.

Ok, maybe it’s not THAT much higher but you get the point.

Connect with them or celebrate with them from the most genuine place of your heart and they’ll feel that.

You can do this for birthdays, anniversaries, weddings, engagements, new babies, job anniversaries, new jobs and the list goes on forever.

A simple congratulations isn’t going to cut it though — give them a reason to continue the conversation.

Oh, and guess what you’re going to do?

Ask a question!

Instead of just “happy birthday!”, how about, “happy birthday! Hope you have an incredible day. How are you celebrating?”

Easy peasy.

 

Friend Requests

Friend requests are the single most untapped way of building relationships quickly.

Friend requests are the single most untapped way of building relationships quickly. Click To Tweet

After you’ve cleaned up your profile and written your content to cater directly to your target audience, you’ll find that you start getting more and more connections from the right type of people.

When you get those connections, reach out, thank them for the add and ask how you’re connected.

Sometimes they’ll say, “we met at ___” or sometimes they might say something like, “I saw your post/comment/etc. on ___ and I wanted to connect with you because of ____”.

Boom.

Conversation starter.

Plus, people who are adding you are like warm leads… They want to know you, so initiate the interaction.

 

Green Light

Facebook tells you who’s currently online like back in the AIM days.

Bet you didn’t know that, did ya?

When you go to your friends list under “chat” (or in the messenger app), you’ll see little green dots next to the people who are online.

Green means go, so GO MESSAGE THEM!

Reaching out to people who are currently online means you’re more likely to have quicker response times and engage in more actual conversations instead of having to wait til they’re back online.

Think of the little green light like knocking on their door when you know they’re home vs. when you message people randomly, it’s like leaving a voicemail.

Here’s what it looks like:

 

A Word of Caution

As you’re reaching out, ESPECIALLY online, keep your questions and engagement friendly without being flirtatious or too deep.

As you're reaching out, ESPECIALLY online, keep your questions and engagement friendly without being flirtatious or too deep. Click To Tweet

Your introductions should stay semi-professional until you have some rapport.

I mean, you definitely don’t have to refer to everyone as Mr. or Mrs., but at least call them by name.

True story…

I’ve gotten a few messages on LinkedIn like “hey beautiful, how was your weekend?” ON LINKEDIN!

Say whaaaaa?!? Do they even know how LinkedIn is supposed to work or what it’s for?!?!?!

Definitely didn’t respond to that and if you make people feel like you want something or are trying to hit on them, you’re going to turn. them off.

 

Ending The Conversation

One of the hardest parts of networking for most people is to end the conversation.

One of the hardest parts of networking for most people is to end the conversation. Click To Tweet

Sounds so simple, but can be so awkward to actually do.

… and networking online is absolutely no different.

I’ve taken this “ending conversations” concept SUPER seriously because otherwise, you end up with a bunch of open conversations that sort of trail off without any specific action plan.

When you’re finishing up your interaction, it can be as simple as, “I have to run but it was so nice chatting with you”… but it doesn’t end there.

Do not end any conversation without an action item… Regardless of if it’s online or in person.

Do not end any conversation without an action item... Regardless of if it's online or in person. Click To Tweet

Being that clear on you intention AND having an action item for every conversation will change your relationships and peace of mind completely.

Your action item could be, reach out to them again in 3 months or it could be, “introduce them to ___”.

If I interact with someone who I think I can help or who I would have synergy with, my goal is to get them off of Facebook and on the phone.

My signature line is “I’d love to hear more about you and your goals and see what I can do to help so let’s hop on a quick call. Just to save all of the back and forth, here’s my calendar: [link to calendar].”

I’ve mentioned before that I use Contactually heavily and I use Calendly for my calendar.

Zapier is like the little messenger between apps to get them to work together, so whenever someone creates an appointment in my calendar, they’re automatically added to Contactually so that I can add them to my follow-up plan.

Because they’re automatically added, you’ll never worry about whether or not you’re following up enough and you’ll stop treating your mind like a memory machine instead of a processing machine so you can free up white space for other stuff that you actually LIKE to do.

In my world, there’s no better, faster or more efficient way to build rapport and learn about their goals quickly…

I just so happen to have my whole eight-week follow-up system for after people book a time with you and you can download it totally free right here:

Lastly, before you put your phone down or let go of that mouse, log that interaction in your CRM (like I said, I use Contactually.

This serves a few purposes…

Firstly, you can easily keep track of when the last time you talked to someone was, you’re keeping record of every interaction and you can set up a task for your next action item or follow-up.

Logging the interaction takes all of 15 seconds, but when you go to reach out to them again, you look like you have the best memory ever because you remembered their kid’s birthday or the big anniversary trip they took.
Growing your network using social media requires a strategy that will help you build relationships. It's not just about posting a bunch of spammy "call me" posts. Click through to learn how to start building relationships on social media.
Growing your network using social media requires a strategy that will help you build relationships. It's not just about posting a bunch of spammy "call me" posts. Click through to learn how to start building relationships on social media.

6 Reasons Your Networking Isn’t Working

Networking works… If you work it.

It’s a skill that most people never really learn and are sort of just thrown into the world to figure it out.

… and because they don’t know what they don’t know, they go to a networking event, don’t get results and write off networking all together.

If that’s you, hold up.

At it’s very core, networking is connecting with people and being a resource for them which ends up leading to income.

That little mindset shift from “I’m networking for a sale” will change your whole strategy.

So let’s break down the six most common mistakes people make when they’re networking:

 

1. You’re Terrified Of People

Meeting new people is uncomfortable.

I get it.

Seriously, I do.

It feels like you have to force yourself to open up to a complete stranger when you have no clue what their intentions are.

You’re making yourself vulnerable with the risk of being taken advantage of… and that’s terrifying.

If you’re like most people, that’s the deep-seeded mindset about networking.

Your thoughts influence your feelings, your feelings influence your action and your actions influence your results.

That means if you’re already opposed to meeting new people, you’ll have negative feelings towards building relationships, which means that you won’t do it and as a result, your network will be smaller and you won’t have the powerful connections you need to reach your goals.

… You get the point.

 

How To Fix It

Start by changing your mindset about meeting new people.

Yes, you’re going to have to let your guard down to have genuine conversations… There’s no way around it.

For the sake of the length of this post, I’m not going to get crazy into detail here because I wrote an entire post about how to do that:

 

2. You Have a ‘Small Circle’ Mindset

Our culture encourages us to restrict our feelings, act like we don’t care, keep our friends close and forget about everyone else.

The people closest to us are what we call strong ties — these are our friends, family and coworkers.

They likely do the same things that we do, have similar networks to us, talk the way that we do and think the same way that we do.

That’s what it’s all about, right?

Wrong.

No New Friends = No New Money

By keeping your “small circle”, you’re adopting the mindset of the poor.

While I was doing research for this, I came across an article that says…

“Economic uncertainty also leads to the search for contingencies and poorer people invest far more in building multiple strong ties who will directly help them if they are in difficulty. However this may serve to anchor their status further and reduce the chance of upward social mobility. Upper class people are more relaxed about weak ties and so tend to have more. However, they have to resort to expensive clubs and other filtering mechanisms to find ‘people like them’ with whom they can build stronger ties. The modern approach to business networking is based on the principle of weak ties: having a wide range of acquaintances can be far more helpful than having just a few good friends.”

In other words, if you want to make more money, you need to have more connections.

 

How To Fix It

They say that you’ll be the same person five years from now that you are today except for the books that you read and the people you meet — your acquaintances (also known as weak ties) encourage you to meet new people who you wouldn’t have met otherwise and they share stories and perspectives that push you to think bigger and they create opportunities for you to think differently.

With this new perspective, you’ll start to see yourself become more dynamic and innovative.

Now you’re probably like ok, ok… I get it! I need to build relationships with more than just my friends… But where do I start?

With your weak ties!

You know… Those acquaintances who you might connect with on social media and like their posts but probably don’t speak to in person because you don’t know if they’ll actually recognize you?

Yea, them.

Just so happens, I have a blog post for that too!

 

3. You only reach out when you need something

There’s a girl who hits me up everyyyy time she has something to sell or every time she needs something…

Pretty please with a cherry on top don’t do that.

I stopped answering her messages because it’s draining.

“Hey, I just created a YouTube channel — can you go subscribe for me?”

My thoughts: how about no? I’ve talked to you once in my life.

“Hey, I’m having an event for ___ and I see what you’re doing with MEB so I wanted to invite you”

My thoughts: Ok, so why have I never seen or heard from you in my life ever? If you love what we’re doing, why haven’t you been to an event?

If I had a dollar for every time someone did this, I would be rich.

They’re asking before they’ve ever built rapport or given anything first — they haven’t earned the right to ask for anything in return.

 

How To Fix It

You may have heard of the golden rule (treat others the way you want to be treated) or even the platinum rule (treat others the way they want to be treated)…

Let me introduce you to the diamond rule — give 10x more than you’ll ever need to ask for.

When you focus on giving more, people will jump at the opportunity to help you… and believe it or not, that’s also where introverts shine over extroverts.

When you focus on giving more, people will jump at the opportunity to help you. Click To Tweet

That’s not to say that extroverts aren’t givers, however, introverts are wired to build deep and meaningful relationships whereas extroverts are perfectly content talking to anyone.

The people in my network who ask for favors will get whatever they ask for from me plus some.

… Not only do I subscribe to their channel, I’ll share it, talk about it and give feedback.


The more you give, the more you get.

Oh, and did I mention I have another post for this too?

Maintaining your network doesn’t have to be crazy complicated or difficult… You can do it in about an hour a day (and if you’re looking to make networking as part of your strategy to grow your business, don’t tell me you don’t have enough time!)

 

4. You Have Commission Breath

I don’t think this is so much an issue with the millennial generation as it is with the generations before but we still have to mention it…

If you sound desperate for the sale orrrr you can’t stop talking about the features and benefits of your product or service, your ideal client might be nodding politely but they checked out the second they sensed your desperation.

If you sound desperate for the sale orrrr you can't stop talking about the features and benefits of your product or service, your ideal client might be nodding politely but they checked out the second they sensed your desperation. Click To Tweet

If this is you, I hate to break it to you but you, my friend, are the used car salesman that everyone avoids.

Don’t get me wrong…

Sales is sales.

You DO have to sell.

… but if you’re not hitting your goals and are pushing hard, it’s because you’re turning people off by your approach.

 

How To Fix It

Instead of trying to force a sale, spend more time identifying the need… Focus on learning what they need instead of what you can sell.

Instead of trying to force a sale, spend more time identifying the need... Focus on learning what they need instead of what you can sell. Click To Tweet

What I’m about to tell you is going to change your whole life, you ready?

People will tell you exactly how to sell them if you just ask the right questions.

Instead of focusing on you and your product, learn to ask better questions and you’ll quickly find that people let their guard down way faster.

It feels less salesy and comes from a place of “I can help” rather than “I can sell”.

I talk a wholeeee bunch more about meeting people and how to initiate that conversation in this post:

 

5. You’re Not Following-Up

Here’s how most people network…

… They go to an event

… Talk to a bunch of people (with shallow conversations because they’re trying to be polite and follow the rules)

… Collect a bunch of business cards

… Throw the business cards in the trash (or stash them somewhere which is basically the same thing)

… Decide networking doesn’t work and dread when they have to go to events

Is that you?

(Just for the record, attending events isn’t the only way to grow your network!)

99.999999999% of business that comes from networking does NOT come from the first meeting.

That means you have to follow-up.

 

How To Fix It

Start by using a CRM or some sort of system to organize your people.

I’ve written at length about why I love Contactually but use whatever works for you.

From there, make sure you have a way to categorize people that AUTOMATICALLY adds them to a follow-up plan.

And no, I don’t mean your company’s email drip system that will spam them to death.

Add them to a follow-up plan that actually fosters a relationship.

I’ve written a whole blog post for you about how to do it right here:

If that’s not enough, here’s the follow-up plan I use with the new people in my network:

Following up with a system is GAME CHANGING.

 

6. Your networking is All About You

Continuing from #2, even if you are following up, your follow-ups are more irritating than they are anticipated.

They probably sound something like this…

“Hey, did you check out my company yet?”

“Hey, are you gonna buy it?”

Stop doing that.

Oh, and just to clarify…

If your marketing and messaging isn’t relevant and useful to THEM, it’s spam.

If your marketing and messaging isn't relevant and useful to THEM, it's spam. Click To Tweet

Let me say that again… If your marketing and messaging isn’t relevant and useful to THEM, it’s spam.

The example I always use here is if I were sending information about selling a home to someone who just rented a property, it’s spam.

If I sent info about selling a home to a homeowner who’s recently gone through a life change, THAT is valuable.

That’s a HUGE distinction.

Just because you worked hard on your marketing doesn’t automatically mean they’re going to find it useful.

 

How To Fix It

Make the people you meet look forward to hearing from you again by learning what THEY need and giving them what they want.

It’s as simple as that.

I’m a hugeeee advocate of five minute favors…

Quick favors that will make an impact for them are easy to do but deepen your relationship.

If you’ve read basically any of my other posts about networking, you already know that I’m in love with making introductions because it’s so powerful and so simple.

Yup, you guessed it… I have a blog post for that too!


Networking does work but you have to approach it the right way. Here are the six most common mistakes that most people make when it comes to networking and how to fix each of them. Click through to learn more.
Networking works if you do it right. Here are the six most common mistakes that most people make when they're building their network. Click through to learn more.Networking works if you do it right. Here are the six most common mistakes that most people make when they're building their network. Click through to learn more.
Networking isn't supposed to be hard. At it's core, it's simply building relationships that lead to opportunities. Here are the six most common mistakes people make and how to fix them. Click through to learn more.

How to Be A People Connecting Ninja

The easiest way and my absolute favorite way to create MASSIVE value for your network is by connecting people to each other.

Yup, sounds soooo basic.

So basic in fact, you’re probably like “duh“.

… but like with anything else, building the mindset of being someone whose focused on connecting people is a habit and skill to develop.

It’s super easy to connect people and the benefits are insane.

First and foremost, when you connect people your network learns to help each other and you look like a rockstar because you’re at the center of it all.

By becoming a connector, your network learns to help each other and you look like a rockstar because you're at the center of it all. Click To Tweet

You probably hang around the same type of people as yourself, so by connecting people in your community to each other, you’re infinitely magnifying your own impact.

Not to mention, it trains your network to give referrals.

Connecting people trains your network to give referrals. Click To Tweet

When you go to ask for a referral, they realize it’s the norm of the relationship and are way more likely to give it.

In the name of efficiency, you connect with two people at the same time so you’re doubling the number of people you can keep in touch with while using half the effort.

When they do connect, the first thing they have in common is you… So what do you think they’re going to talk about first?

Yup.

They’re going to talk about you AND how awesome you are.

Andddd can we talk about the fact that people will actually open and answer your emails because you’re CONSTANTLY creating value for them.

Think about it this way…

One connection can literally change someone’s life AND it takes you less than 5 minutes to make the connection.

One connection can literally change someone's life AND it takes you less than 5 minutes to make the connection. Click To Tweet

I don’t think there’s a better way to create such a massive impact while still being efficient with your time and energy.

People like to associate with movers and shakers, so the more connecting you do, the more credibility you gain.

Plus, connecting people shows people that you actually care… and when you care, they care too.

That teeny tiny introduction can literally change your entire experience with your community.

Now that you’re sold on the concept of connecting, how do you actually do it?

Great question.

 

Finding The Opportunity

First things first, before you even think about connecting people, you have to have an intimate understanding of their goals.

One on ones are INCREDIBLE for doing that… and it just so happens that I have a wholeeee post about how to do a one on one:

As you're chatting with people, make sure that you're asking about their goals AND their challenges. In fact, I would argue that understanding their challenges is MORE important than understanding their goals. Click To Tweet

As you’re chatting with people, make sure that you’re asking about their goals AND their challenges.

In fact, I would argue that understanding their challenges is MORE important than understanding their goals…

By understanding what their challenges are, you can present someone in your network as a potential solution and THAT will generally help get them to their goal.

The more you get intimate with their goals, the faster you’ll identify opportunities to help them and the best way to do that is to ask great questions and to make them feel comfortable enough to share.

As a side note, keep in mind that to continue connecting people, your network has to be constantly growing otherwise you’ll run out of people to introduce to each other.

 

Reasons To Connect People

More specifically, here’s how to identify opportunities to connect people:

SOLVE THEIR PROBLEM: I feel like you’re probably rolling your eyes right now by how obvious this one is but we miss the opportunity all the time. Most people think in challenges, not solutions. With that in mind, as a connector, it’s your job to hear their challenge and connect them with the person that can be their solution. For example, one of my girlfriends was complaining about having to get waxed and shaving all the time, so I told her about laser hair removal and connected her with my girl. If I wasn’t focused on making connections, I’d just go along and agree about how much waxing and shaving sucks.

GET THEM AROUND THEIR TARGET CLIENT: this won’t apply for everyone, but in a lot of industries, sharing resources actually helps them. For example, being that I sell real estate, introducing me to another realtor is of ABSOLUTELY no value to me. I also have a lender that I love, so introducing me to them isn’t of value to me either. However, given the fact that my ideal client is a young professional who makes $75k+ per year and wants to stay in South Florida for BOTH my real estate business and for Millennial Empire Builders, inviting me to happy hour where you’re meeting your friends who fit my target audience would be CRAZY valuable. Any quality professional is going to know who their target audience is and will be able to tell you. As a side note, you should also learn about their approach with their ideal audience or else you might find that you bring your new contact around your people and they’re on them like vultures.

SHARE RESOURCES: This exact reason is why mastermind groups are so powerful. By introducing people who can share resources, ideas, tools, systems or manpower, you’re helping them leverage and elevate their business. Maybe you have a friend who’s KILLIN it with Facebook ads and another who is doing amazing with blogging… Those two should meet as they can teach each other and share best practices.

MAKE THEM FEEL LIKE THEY BELONG: you know how we all have that one weird thing that we’re into that we feel like no one else is into, too? We’re constantly DYING to feel like we belong somewhere, so by introducing them to people who share their passions and interests, you can give them that sense of belonging that they’re looking for. This ESPECIALLY goes for nonprofits! If you know that one of your contacts is really passionate about a specific cause and you have a contact at a nonprofit whose focus is that cause, get them involved. The nonprofit wins because they get another volunteer or donor while the individual wins because they’re fulfilling their passion.

Ready to put this into action?

I’ve got a free worksheet that you can use to identify the opportunity and make the connection every. single. time.

 

How To Make The Connection

Seriously, connecting people is way easier than you think.

When you make the connection, tell them why you think they should chat and make sure you brag about them to each other. A quick little intro about how you met them is helpful too.

Here’s an example:

 

Subject Title: Intro 🙂
Hi [FIRST NAME]!
As mentioned, I wanted to introduce you to ___. They are [why they’re awesome] and I thought you guys would make great connections because [how the person can help them]. Here’s their bio to learn more about them: link to bio or LinkedIn profile

Hi [FIRST NAME]!
Hope all is well! I met ___ the other day at __ and they were telling me about __. I was so impressed by __ and you instantly came to mind because [make sure you mention how it’s a win for both sides].

You guys should grab lunch or coffee! Happy connecting 🙂

Kindest Regards,
[Your Signature]

This little script works like crazyyyyyy.

Firstly, the title alone gets people to open the email.

Next up, make sure that you’re bragging about them to each other equally and you’re reminding them why they’re valuable to each other.

As a little disclaimer, I ALWAYS let them know how I met the other person because if for some reason, the person ends up being a dud, they’re not going to be mad at me since I just met them too.

Oh, and you see the little suggestion at the end telling them to grab lunch or coffee?

Yea, don’t leave that out.

By you setting the stage for how they should connect, they will follow instructions.

Remember, when there’s rapport, the person who’s most certain will influence the other.

You have rapport with both of these people so they’re going to look to you for proper etiquette for handling each other.

I’ve made no secret about how passionate I am about one on ones, so by encouraging them to do the same, you’re making it easy for them to start building a relationship.

 

Pro Tip: Follow-Up After Connecting People

About two weeks after you’ve made the connection, follow-up with both of them to make sure they connected and got value out of it.

If you’ve been reading my blogs for awhile, you already know that I’m going to tell you that you need to have great systems in place to do this without burning out and this little follow-up is part of my eight week follow-up plan for new connections that you can get right here.

You know they say, “it’s the thought that counts”?

That doesn’t apply here.

If the people in your network aren’t connecting, it WILL hurt your credibility.

Checking in to make sure they’ve actually connected ensures that you’re keeping tabs on whether or not they actually connected… and if they can’t even bother to connect, you don’t need to be investing your time in them anyways.

Yes, I’m fully aware of how harsh that sounds.

In fact, I said that during a workshop I did recently and one of the women raised her hand and said, “I’m the person that probably won’t connect… Not because I don’t want to but because I don’t have time”.

I get that.

I know that people get busy and there’s nothing wrong with that… but it’s not worth it to invest time in them if they don’t have time to invest in you, your network or any other opportunities.

That’s just a fast road to burn out mode.

Once they get things settled, you can always reconnect and make those introductions later.

It’s not harsh, it’s protecting your time, reputation and energy… and no one is going to do that except for you.

 

Putting It To Work

To help you put this into action, I went ahead and created a totally free worksheet for you to follow-up after you meet people.

It’ll help you breakdown the person’s goals, identify the other people who can help them and then outline the introduction.

Go ahead and download it right here:


The fastest way to gain credibility, become a mover and shaker and offer MASSIVE value to your network is to focus on connecting people. In this article, you'll learn exactly how to do it and get a free worksheet to help you put it into action.
The fastest way to gain credibility, become a mover and shaker and offer MASSIVE value to your network is to focus on connecting people. In this article, you'll learn exactly how to do it and get a free worksheet to help you put it into action.

4 Laws Of Networking You Should NEVER Break

I feel like I’d be doing you a disservice if I kept talking about networking on the blog but never really talked about the four laws at a high level.

A law is a rule that you shouldn’t break and if you do, you suffer from the consequences.

If you’re going to commit to building your brand or business with networking, you need to internalize these four laws and make it part of your daily, weekly and monthly routine.

If you're going to commit to building your brand or business with networking, you need to internalize these four laws and make it part of your daily, weekly and monthly routine. Click To Tweet

Most of my posts are usually 2000+ word monsters, but this one is going to be shorter than usual because I’ve already laid out the details in some of the related posts.

This is just a high level overview to help you understand the strategy of networking.

As a disclaimer, I can’t take credit for these four laws…

They come from the Millionaire Real Estate Agent by Gary Keller, which is basically like a textbook for how to build a million dollar real estate business.

The more I’ve learned and internalized this concept, the more I realized these four laws can apply to any industry, whether online or offline.

Let’s get started.

 

Law #1. Build A Database

If you’re going to start building your network, you’ll need to have a place to keep all of your people.

If you’re going to start building your network, you’ll need to have a place to keep all of your people. Click To Tweet

… and no, keeping your contacts in your phone isn’t going to be enough.

I mean sure, if you like feeling overwhelmed and stressed out, do that.

However, if you want to make it easy, you’re going to need to have a place to keep your contacts and keep your records of your contacts.

I know this part isn’t sexy but it’s INCREDIBLY important that you set it up right from the beginning.

Contactually is the “google” of my contacts where if I run into someone I haven’t seen in awhile, I can pull up their contact and recall every single conversation we’ve ever had.

Oh, and it just so happens that I’m walking you through that right here:

If you’re an online entrepreneur or blogger, your “database building” is going to probably look different than mine and will probably look more like segmenting, tagging and automations in your email service provider like ConvertKit*

 

Law #2. Feed It Everyday

Listen up.

If you’re in a business that you’re trying to grow, you need to focus on finding more leads.

You can absolutely generate more business from your existing clients but at some point, you’re going to burn them out and you’re either going to need to find new leads or get referrals from your old clients.

You can absolutely generate more business from your existing clients but at some point, you're going to burn them out and you're either going to need to find new leads or get referrals from your old clients. Click To Tweet

Whichever route you decide to go, your business will not succeed if you don’t have enough leads.

This law should never, ever be broken.

That means, if you go to work one day and don’t feed your database, you didn’t do your job that day.

That means, if you go to work one day and don't feed your database, you didn't do your job that day. Click To Tweet

I grow my network with events (MEB’s workshops and open houses), attending events and social media (soon to be adding Facebook ads).

Whichever way you decide to grow your network, you should definitely plan to feed it into an email list where #3 becomes way easier:

Also, this seems overwhelming to some people, so I wanted to make sure I touched on how I maintain my own network on a daily basis:

 

Law #3. Communicate With It Systematically

My whole approach to networking is totally focused on building genuine relationships.

However, I don’t want to make my brain work too hard and I don’t want to burn out.

My whole approach to networking is totally focused on building genuine relationships. However, I don’t want to make my brain work too hard and I don’t want to burn out. Click To Tweet

With that in mind, the key is systematic communications.

I could go on for CENTURIES about systematic communications and luckily, I already have in GREAT detail in these posts:

 

Law #4. Service The Business That Comes Your Way

While this might sound obvious, it’s essential that we talk about it.

My first broker was spending soooo much money on marketing and leads and he was getting the business, but his reviews were GOD AWFUL because he’d basically forget about his clients once he got them.

He was like “hit it and quit it”, except with clients.

You know I’m alllll about systems so this should be done in a systematic way as well.

My follow-up systems were created to make sure that my clients are educated about every step of the process so once they are ready to make a move, the process is super simple.

They’re stress free because they know what to expect and when they’re stress free, my life is easier too.

Once we go under contract, I have a transaction coordinator to make sure our dates and deadlines stay on track so that nothing falls through the cracks.

You don’t necessarily need to hire help to deal with your clients, but you should have some sort of system in place to make sure that every client gets the same experience.

You don't necessarily need to hire help to deal with your clients, but you should have some sort of system in place to make sure that every client gets the same experience. Click To Tweet
Networking isn't just about luck or being in the right place at the right time. It requires skill, follow-up and the right approach. To make it super simple, here are the four laws to help you start seeing results from your network.
Networking isn't just about luck or being in the right place at the right time. It requires skill, follow-up and the right approach. To make it super simple, here are the four laws to help you start seeing results from your network.
Networking isn't just about luck or being in the right place at the right time. It requires skill, follow-up and the right approach. To make it super simple, here are the four laws to help you start seeing results from your network.

How I Maintain My Network On A Daily Basis

This is probably going to be one of my shortest posts ever because maintaining my database isn’t that complicated… and it’s not supposed to be.

If it were complicated, I’d never stick to it so I keep it real simple.

We talked about the four laws of your network in another post (ahem, law #3 is “communicate with it systematically), so I wanted to touch on how I manage my network on a daily basis.

Once you’ve set up your database, maintaining it is easy so long as you do it every day.

If you need some help setting up your database, here’s a wholeeee post about organizing your database:

I like to do it first thing in the morning before the day gets hectic and crazy.

That means before I check my email, before I return phone calls, before anything else.

If someone calls during this time, I’ll text them back and let them know I’ll call them back after 11… That’s how serious I am about it.

Nurturing my network is the single most important part of growing MEB and my real estate business, so I don’t mess around.

As a caveat, in addition to my daily network maintenance, I also do mailings and video emails on a monthly basis to my database but that’s systemized too.

You can learn how I do it right here:

 

Add and Categorize (Bucket) New Contacts

Estimated Time: 2 Minutes

The second law of the database is “feed it every day”.

That means every time I meet someone new, I add them to my database and then categorize them so they’re added to a follow-up plan.

I used to do this only on Mondays but I found that I didn’t want to do it because it ended up being like 20 people to add at once, I hated doing it andddd waiting a whole week to follow-up with people meant that I forgot a lot of what we’d talked about during our meeting.

Now that I do it every morning, it takes all of 30 seconds to add the 2-3 new people I’ve met and I don’t have to think about it again.

 

Complete Actions

Estimated Time: 20-30 minutes

When someone is added to a category (bucket) in Contactually, they’re automatically added to a follow-up program.

I’ve talked about how and why I do eight follow-ups over eight weeks in this post:

After I categorize my new people, I complete the actions that Contactually tells me I need to do.

The emails are automated to go out, so I just go down the list and call the people that Contactually tells me to call and I send the mailings that it’s reminding me to send.

I don’t fight with it, I just do them.

You can try Contactually for free for 30 days and you’ll get access to my follow-up templates too.

 

Follow-Up Reminders

Estimated Time: 15-30 Minutes

When you bucket someone in Contactually, you can assign a follow-up reminder period for them.

For example, my “long term nurture” bucket has a follow-up reminder for every 90 days.

That means, if I go 90 days without talking to someone, there’s a follow-up reminder that pops up to remind me to reach out to them.

I’m never trying to figure out who to call or what to say, I just setup my system in the beginning and then stick to it on a daily basis.

For my long term natures, I call them once every 90 days and each quarter I have a different topic to talk about.

For example, my Q1 call goes like this, “hey ___! Happy New Year. Just checking in to hear about your big goals for the year and to see if there’s anything I can do or anyone I can introduce you to that can help.”

Sometimes they’ll go, “so funny you called! We’re thinking about selling the house and have been meaning to call you.”

Those 90 day calls make sure I stay top of mind.

 

Update Pipelines

Estimated Time: 5 Minutes

Lastly, one of the things I’ve recently started doing is keeping track of everyone in Pipelines.

That’s because even with reminders, I’m a super visual person so I like to see where everyone is in my business, how much income I can expect to generate in the next few months and if I’m on track for my goals.

This takes 30 seconds to update on a daily basis but gives me a perfect picture of my business.

Once all of that is done, I’ve done the most important part of my job for the day and I never have to worry about if I’ve followed up with someone enough.

If you want the templates I use for my eight week follow-up plan and a free 30-day trial of Contactually, you can get them right here:


Growing your network requires consistency and focused action on a daily, consistent basis. Here's a step by step walkthrough of every single thing I do to make sure my network is constantly growing. Click through to learn more!
Building your network is all about consistency. It doesn't have to be complicated, overwhelming or hard, it just takes itty bitty steps every single day to build a thriving network. Click through to learn how to manage your network in less than an hour a day.

Contactually CRM Review and Best Practices

Let me begin by saying that I’m an app junkie.

I like to try new apps, I like talking about them and I’m even the annoying person who actually sits down and watches Apple’s WWDC event every year (and I may or may not be watching it as I’m writing this).

… Being that I’m an app junkie and pretty tech savvy, it’s really hard to impress me.

Make no mistake though, even though I’m tech savvy, I’m picky as HELL about using apps that are beautifully designed and super simple to use.

I truly believe that the ability to make complicated things simple is a talent, beauty and art.

The ability to make complicated things simple is a talent, beauty and art. Click To Tweet

For me, that’s Contactually.

As a caveat and affiliate disclosure, if you decide to join Contactually through this post, I will get a small commission off of it (actually, enough for a smoothie since I don’t drink coffee).

I’ve been using Contactually since 2012 or 2013 and even though I’ve tried every CRM under the sun, I always come back.

If you’re counting, as of this writing it is currently June 2018 so I’ve literally been using it for 6 or 7 years… and you know app junkies have commitment issues when it comes to apps and yet, I’m still here.

That should tell you something.

So yes, I would recommend it even if I wasn’t being paid (you can ask the people in my office about all the times I’ve taught them how to use it and wasn’t getting paid for it) and if it REALLY kills you that I’m going to get to get to buy a smoothie, you can go directly to their site and try it out there.

Caveat #2…

They’ve niched their marketing down for realtors.

Being that in addition to selling real estate, I also lead a young professionals organization (ahem, that’s where you are right now), I’m here to tell you that the system is flexible enough to work for ANY system… and there

literally isn’t ANY real estate mention in the entire system unless you choose to go to the global library where there are email templates for alllll types of industries, including real estate.

It just so happens that realtors blow money on technology more than any other industry, so of course they niched down.

Alright, so now that we’ve got all of that out of the way, let’s get started.

 

Easy, Flexible + Beautiful of Use

First things first, like you, I’m a millennial.

That means that I’m not gonna be logging into some system that looks like it was built before I was born every single day.

I’ve gone off on tangents about the importance of beautiful design for the apps that you use in CRAZY detail right here:

With that in mind, this is actually number one and it might be for you too, without you even realizing it.

If you’re going to use it every day, you should enjoy using it… and it should LOOK pretty.

Here’s what the dashboard of my CRM, Contactually looks like:

It gives you the meat in a beautiful way, without you having to go looking for anything.

 

Bucket Game

Listen up, and listen close…

Having a big long list of contacts doesn’t mean shit if looking at the list gives you anxiety.

Having a big long list of contacts doesn't mean shit if looking at the list gives you anxiety. Click To Tweet

It’s IMPERATIVE that you get to segment your contacts… and I have to say, Contactually has killed it with their bucket game.

When you register, you sync your email accounts and your google/iCloud contacts and it pulls in alllll the people you forgot even existed.

Warning: you’re going to be overwhelmed at first because of the sheer number of people you have in your network.

I have 12,000 people plus an additional few thousand on our MEB email list.

Of those 12,000, only about 2,000 actually stay in Contactually and the rest are archived.

You’re going to have to go through and segment your contacts no matter how you slice and dice it but at least the bucket game makes it bearable.

Oh, as a heads up, only do 100 or so per day AFTER you’ve set up your programs or you’ll sort through 500 people and end up with 9,000 tasks on your dashboard.

Ahem, I’m speaking from experience.

Which leads me to…

 

Programs

There are a tonnnnn of CRMs out there and there are even a bunch of free ones…. but not all of them make it easy to systemize your follow-ups.

Without that, having a CRM is basically just a fancy excel spreadsheet.

The whole point of using a CRM is to reduce your stress and the amount of effort you have to take, not add to it.

The whole point of using a CRM is to reduce your stress and the amount of effort you have to take, not add to it. Click To Tweet

In my own practice, every single person who comes into my life is added to a follow-up campaign.

I have a campaign for people who join us on Meetup, a campaign for people who become a member or join our online academy, a campaign for my new real estate clients, people who send me referrals and even people who

I meet while networking.

The third law of networking is to communicate with it systematically and if you can’t have campaigns, there’s no point in even having a CRM.

Contactually’s programs are easy to set up, integrate with buckets and it will give you peace of mind that when people come into your life, you don’t have to worry about whether or not you’re building a relationship with them until their name comes up on your dashboard and tells you what to mail, call or send them.

 

Data Collection

Ok first of all, I’m going to sound like a super nerd right now but I need you to understand how important this is.

If every time you email someone, you have to go and manually add that person to your CRM and still log the interaction, how likely are you to do it?

What about every time you get someone’s number?

Precisely my point.

Contactually syncs with your contacts and email so whenever you email someone, it pulls in the contacts AND email… all you have to do is bucket them.

Here’s what I mean:

I don’t have to actually pull in their emails, it automatically comes in… And say hi to my mom (if you can’t tell, we’re going through a whole healthy eating kick with her tower garden haha!)

Oh, and not to mention that if you text from your computer, you can quickly copy and paste the info back into Contactually so everyone is always updated.

I have a weekly reminder to myself to bucket my new contacts so that everyone is added to the appropriate follow-up plans and with the mindset of committing to clearing the dashboard on a daily basis, your networking machine runs and grows without a whole lot of effort on your behalf.

 

Follow-Up Reminders

Their follow-up reminders are actually what got me interested in Contactually in the first place.

We talked about the bucket game earlier, so when you set them up, you assign a follow-up timeframe.

For example, I have a 30 day follow-up reminder for our MEB members to reach out to them, check in on them and keep them engaged.

I’ve laid out in CRAZY detail how I organize my network in this post:

My long term nurtures hear from me every 90 days.

Then, you’ll go and decide how many follow-ups you want to do per day…

Follow-ups are different from programs.

Programs are preset campaigns that tell you exactly what to say or send while a follow-up reminder is just “you haven’t talked to this person in ___ days and you want to talk to them every __ days.”

Thennn, taking it a step further, Contactually gamifies it with your RPA (relationship point average) which is calculated based on how many people you’re in touch with and how may people you’re out of touch with.

I was never a straight A student but my RPA is always an A because it drives me crazy when it’s not.

For the sake of my sanity, I only do about 5 follow-up reminders per day and recommend you do the same if you’re also using programs.

 

ScaleMail + Scheduling Emails

This one is my little holy grail, just don’t tell the people in my “inner circle”.

Imagine combining email marketing with the personal touch… and that’s what you get when you use ScaleMail.

It allows you to send personalized emails to a group of people at the same time and if you’re not ready to send it yet, you can schedule it. As you’re going through the editing process, you can also customize the message for a specific person within the group to make it even more personal.

I’ve used this to send emails to our leadership team, invite a group of people to lunch and for promoting our events.

The open, click and reply rates are infinitely higher on these than on traditional email marketing because they’re so personalized.

I don’t use this feature as much as I could but every time I do, it blows my mind.

 

Pipelines

If you’re in sales, you know the importance of keeping a full pipeline.

Contactually does a beautiful job of breaking down your pipelines in a useful, visual way with their drag and drop editor, allowing you to assign programs to each step of the pipeline and giving you a visual overview of your business.

What I love about this so much is it can be as simple as you want it to be or as complex as you want it to be and either way, Contactually has the power and simplicity to handle it all.

 

Integrations

The more you can streamline in your business, the less you have to do on your own and the more you can enjoy your life without burning out.

The more you can streamline in your business, the less you have to do on your own and the more you can enjoy your life without burning out. Click To Tweet

Integrations make it super simple to eliminate most of the double data entry, give you the ability to duplicate yourself and do the work of like 10 people even when you’re only one.

Remember, Contactually’s shining feature is that it has the incredible ability to be super simple or crazy complex.

After six years now, I’ve continued to refine and develop my process which has grown to include working with various apps that all run in the background (before I could start building a team, these were the only way I could grow without burning out).

We use Invoiced for membership dues, Typeform for new Meetup subscribers and leadership applications, RealScout for buyer property searches, Spotio for tracking my door knocking, Calendly for scheduling appointments and Spacio for my open houses… and every one of those contacts goes into Contactually.

You don’t need to do or use all of those, but I wanted to make sure to outline how powerful the system is.

Growing two COMPLETELY different companies at the same time is impossible without incredible systems and all of these integrations make it possible.

Try Contactually free for 14 days and get it pre-loaded with my networking follow-up sequence right here.

 

What I Don’t Love

Now, this wouldn’t be an honest review if I didn’t throw in the things I’d like to see different in the system.

Don’t get me wrong, overall, I love Contactually.

… but when you’re a power user like I am, there’s small stuff that makes you want to rip your hair out.

For most people, these won’t even be an issue but because I have so many automations and other things running, it DEFINITELY affects me.

In fact, for every thing I LOVE about Contactually, there’s something that I’d fix or change.

Their customer service: they don’t always update you with issues that you’ve reported and sometimes you can tell that the people reading the emails are just trying to respond as quickly as they can and giving you a basic answer, instead of actually reading the email you sent them. You’re a million times more likely to get a solid response from their Facebook group than from reaching out to customer service.

ConvertKit Integration: Contactually + ConvertKit = ?. My life would be a million times easier that way and my contacts in Contactually would be a COMPLETE view. Ideally, when I click on a contact, I want to see their

ConvertKit activity too (what tags they’re part of, what forms they’ve downloaded and so on). ConvertKit is one of the fastest growing email service providers around so it’s only right that my two best friends get married already. I’d LOVE to see Contactually’s tags AND buckets be part of the integration… I’d have a marketing automation MACHINE that way.

Programs: Being that I’m in real estate, when I’m going through a transaction, there are a lot of split points and a bunch of things that need to happen on a certain timeframe. Their programs are totally linear so they don’t allow for you to set dates like “10 days before __” or anything of that nature. I’d love to see their programs also include third party integrations too (ahem, ConvertKit and Dotloop) and for tags to be part of both programs and Zapier triggers. That’d give you next level automation and seems like something that wouldn’t be that complicated to do. These few functions alone would also make pipelines way more useful. Their programs need to take on more of the heavy lifting and instead of just doing the frontend of following up, need to become a hardcore closer too.

Dashboard: they DESPERATELY need to allow us to categorize our tasks (specifically in programs) so that when you log into Contactually in the morning, you can batch your tasks by filtering your mailings, calls, and so on (or whatever order you’d like) and can focus on that one type of task. It can get super overwhelming when you log in in the morning and have 50+ tasks. Batching would make it a million times less overwhelming and I think people would complete them more often.

Like I said, most of these things I can live without, but a girl can dream, right?

Try it out yourself and let me know what you think.
In order to grow your network, you've got to have INCREDIBLE systems to help you manage all of the people. In this article, I'm walking you through why I LOVE Contactually for managing my network and how to get the most out of it. Click through to learn more.
While Contactually markets to realtors, the system is so powerful and flexible that I built a young professionals organization using it, too. Click through to check out my review of Contactually, how I use it and my best tips for power users.

7 Must Have Networking Email Follow-Up Templates

I was listening to a podcast recently that started with, “what is the one thing that no one is asking you that you feel like they should.”

As I thought about it, I realized that no one ever asks how I consistently build my network without burning out.

My answer would be systems and templates.

Burnout usually happens when you’re doing unfulfilling work without the prospect of growth or the attachment of a big why.

You might not realize it, but if you’re in the service-based industry, you repeat yourself WAY more than you think… and that’s a super easy cause for burnout that you can totally get rid of in just a few minutes.

You might not realize it, but if you're in the service-based industry, you repeat yourself WAY more than you think. Click To Tweet

Even though writing an email doesn’t take that long, it’s still using brain power that you don’t need to be using and when you have to think about it, you risk falling victim to the “I don’t feel like it syndrome”.

… and the less you have to think, the more likely you are to do it.

Perfect example….

I went to an event where I met five new contacts.

The next morning, I wasn’t in the mood to follow-up but I added them to Contactually and the email I use to invite people to a one on one popped up and I just had to confirm and send.

Templates bulletproof your networking strategy so you beat the “I don’t feel like it”.

So, here are the must have text and email templates for following up and building your network:

 

1. Following Up After Meeting Someone New

First things first, the most important follow-up you can have is the one you use right after you meet someone new.

First things first, the most important follow-up you can have is the one you use right after you meet someone new.First things first, the most important follow-up you can have is the one you use right after you meet someone new. Click To Tweet

No one gets excited about following up, so making it systematic will make it easier.

The follow-up email that I use has an 85.71% response rate (yes, you read that right — response rate, not just open rate).

If you want access to all eight of my follow-up templates and how to put it into action, you can get them right here:

 

2. Here’s what happens Next…

You can just thank me now for the amount of time I’m about to save you AND for the level of customer service you’re about to give your people.

If you adopt one thing, let it be this…

Whenever you end a conversation, end it with, “here’s what’s going to happen next….”

In the name of efficiency, do this in email form.

Lay out your entire process in email form with each email representing a different step.

As your leads, clients and prospects move through your process, being able to walk them through the process easily will make your life easier too.

An educated consumer means you have to answer less questions, they’re happier and it’s stress free for both of you.

 

3. Confirming Appointments

I cannot stress enough how important this template is.

Do you even realize how annoying it is when you show up somewhere and the person forgets?

Here’s a bonus tip: when you schedule an appointment, schedule the confirmation email for the night before or the morning of at the same time so you don’t have to think about it later.

I used to do this regularly but I’m allllll about automating my life so I started using Calendly to eliminate a bunch of the back and forth emails and to automate my meeting confirmations.

At this point in my life, I just follow my calendar and show up where it tells me to.

I highly recommend Calendly for coordinating your appointments or bookings — it’ll simplify your life a million times over.

 

4. Making Introductions

You guys know I’m like a psycho about making introductions and in the next few weeks, I’m going to be publishing a post allllll about the art of making introductions.

Seriously, it’s an art and if you master it, it’s the fastest way to gain credibility, get more referrals and gain tonssss of social proof with basically no effort.

Being that I make so many introductions, having a template is essential.

The template I use for this is part of my eight week follow-up plan that you can download right here:

 

5. Referral Instructions

You ever have someone go, “hey! I gave such-and-such your number because they’re looking to [insert your service here].”

It’s awesome that they’re thinking of you and referring you, howeverrrrr….

I treat referrals the same way that I treat my new contacts.

If I give them my card, I’ll probably never hear from them again because the average person sucks at follow-up.

If I give them my card, I’ll probably never hear from them again because the average person sucks at follow-up. Click To Tweet

If I get their card, we’re a bajillion times more likely to reconnect because I have systems in place that make certain we reconnect.

With referrals, I don’t want them to “give them my number” because they might never call.

I have a text template that thanks them for thinking of me and then tells them exactly what to text their friend which directs them to a lead capture page so they’re automatically added into my follow-up system… and a second template that asks them for their info so I can make sure we actually connect.

Your instructions don’t have to be that complex but you should have a standard system for how you handle incoming referrals.

 

6. Referral Thank You

Want to get more referrals?

When people refer you, make sure you thank them.

Simple, right?

I know…. but it makes a huge difference.

Have a thank you template that you send when someone refers you.

This applies to bloggers selling ecourses and thanking affiliates, SAAS companies or apps thanking their users for introducing the product to their friends and service-based people thanking their network for referring them.

Thank you goes a long way, so make sure you do it.

 

7. New Lead

Lastly, you should have a template and system for when you get new leads.

If you’re a blogger, this might look like your new email Subscriber indoctrination sequence.

If you’re a service based professional, what do you send them when they call and say, “hey! I’m ready to work with you”?

Templates will streamline and simplify your entire business, so I HIGHLY recommend you start implementing them.

If you want the email templates I use for my first 8 follow-ups, you can get them right here:

Networking follow-up email templates make it a million times easier to grow your network without burning out. Click through to learn the 7 templates that you absolutely have to have in order to reach your goals.
The easiest way to grow your network is to use follow up email templates so you never have to think about what to say to your new connections. In this post, you'll learn about the 7 must have email templates you need to grow your network and you'll get my free 8-week follow-up plan for new contacts. Click through to learn more.

How To Organize Your Contacts So You Don’t Burn Out

I’m a huge fan of systems and I’m obsessed with automation… so it’s no secret that organizing my network is one of the most important parts of my business and as you’re going through this networking blog series with me, I hope you’re starting to fall in love with it too.

Great systems will help you do the work of like seven people, even if you’re just one.

… and as an entrepreneur, sales person or someone who has goals to hit, organizing your network is the single most important thing you’ll do for yourself.

Organizing Your Network with Systems

In order to run this (or ANY) system, you need tools.

In order to run this (or ANY) system, you need tools. Click To Tweet

Could you use the good ol’ spreadsheet or notecards?

Sure.

… If you want to burn out.

In order to grow your network, you need a system that does the heavy lifting for you.

In order to grow your network, you need a system that does the heavy lifting for you. Click To Tweet

Realistically, if you’re going to be a business owner, the first thing you SHOULD invest in is a way to manage your leads and your network.

I’ve been using Contactually for-ev-er… We’re talking about going back to like 2012… I’ve tried approximately nine million different CRMs and I always end up back at Contactually…

That’s because I like powerful systems that are beautiful and simple to use.

You definitely don’t need to use Contactually, but I highly recommend them and pretty much every blog post that I write mentions it because it’s at the core of my entire business.

You can try Contactually for free for 30 days and you’ll get access to my follow-up templates too.

They call their contact groups “buckets”, so I’m going to break down for you the different buckets that I use.

I have a different bucket for every type of contact in my life because each bucket is set up with a different follow up program.

Every single bucket has an automated program attached to it, so when I add someone to a specific bucket, the tasks start triggering automatically.

Every morning, I log into Contactually to do the tasks on my dashboard.

If it tells me to call someone, I call them.

If it tells me to mail someone, I mail them.

If it tells me to check on someone about something specific, I do that too.

This is my lead generation time and it’s the only way I can maintain my relationships and nurture my leads without burning out.

You have two jobs…

Make no mistake, if you’re in sales, own a business or want to own a business, you’ve got to spend time generating leads.

If you're in sales, own a business or want to own a business, you've got to spend time generating leads. Click To Tweet

Every single business has two jobs… What you do and lead generation because until you have enough leads, there are no other problems.

Until you have enough leads, there are no other problems Click To Tweet

You can choose to find those leads however you want to but you have to find them…

Once you figure out how to leverage your lead generation so you can have someone else do it for you, you might not have to be so involved but if you want your business to stay afloat, you’ve got to be looking for new leads.

The ONLY way to handle it all is with some serious organization and crazy systems.

So here’s how I organize my network to make sure Contactually does the heavy lifting for me:

 

Categorizing Your Contacts

Newly Met Bucket

For the longesttttt time, I was CRAZY overwhelmed with all of the new people I was meeting and trying to figure out how to organize them all. When someone brand new comes into my life, they’re added to this bucket.

The follow-up system for this reminds me to invite them for a one on one (I generally try to do at least 3 one on ones per week) and then once that’s complete, to add tags for them and remove them from this bucket.

I have a rule that says if I have to do anything more than once, I have to find a way to streamline it.

I have a rule that says if I have to do anything more than once, I have to find a way to streamline it. Click To Tweet

So whenever someone new comes into my life, they’re added to this bucket.

I leave nothing to my memory.

Every interaction gets logged in Contactually (if they’re emails, they’re automatically pulled in) but I add texts, calls and one on ones.

I don’t try to remember anything… I just add it and when I need it again, it’s there.

It definitely takes some getting used to but as you start seeing the benefits, it becomes addictive and every time you go back to those notes or have a reminder to follow-up and someone goes “I’ve been meaning to call you”, you fall in love with the system more and more and you manage it totally stress free.

One of the things I love MOST about Contactually is it pulls in everyone you email or add to your contacts so you don’t have to actually go in and add them unless they hand you a business card.

 

New Relationship Bucket

Once we’ve completed our one on one, they’re added to this bucket.

I’ve talked about the importance of building a relationship over a period of 8 weeks a million different times and even wrote a whole blog post about it:

No matter how memorable you think you are, people are freakin’ busy.

No matter how memorable you think you are, people are freakin' busy. Click To Tweet

They’re not going to remember you and even if they do, you haven’t solidified the relationship enough to earn their business so regularly contributing value to them will keep you top of mind.

Since the 8×8 in the blog post above is a simplified version of my “new relationship” follow-up plan, I’m giving you the actual templates I use to follow-up with my new contacts right here:

Reconnect + Rerun 8×8 Bucket

You know when you meet someone that you don’t really hit it off with right away or you take too long to follow-up and then you don’t hear back from them?

*Drum roll please*

That’s what this bucket is for.

I met these people but for whatever reason, we just didn’t connect so instead of just trashing them, I find a way to connect with them still.

Basically, this bucket consists of adding them on social media and interacting with their stuff every so often so that when I do run into them again, there’s a little more rapport there and we can have a better conversation.

Think about it this way…

Connections = $

Connections = $ Click To Tweet

With that in mind, no good contact ever goes to waste.

Every person that comes into your life is someone you can help and who’s lives you can make a difference in so instead of just archiving them, they’re added to this bucket.

 

Inner Circle

Next up, these are my core 50 people.
That number can be whatever you want it to be but for me, it’s 50.

These are people I actually like talking to, want to (or have) done business with, have the capacity to help me reach my goals, are also well connected and the value that we can exchange is pretty balanced.

The key here is that these people can help me reach my goals, so I want to make sure that I’m REALLY taking the time to invest in them.

These are the first people I invite to different events, the first ones that I share opportunities with and the first ones that I check in on.

You don’t need to be besties with every one of them, but making sure that you’re regularly contributing value to them will ensure that when the opportunity arises for them to help you, they’re actually excited because you’ve done so much for them.

New Leads

I actually have two separate buckets for this…

The first is for buyer leads and the second is for seller leads.

I mentioned in a previous blog post that when someone tells me they want to buy or sell real estate, the campaign they’re added to includes 33 touches over 90 days…

Yup, sounds like a lot, but believe it or not, they love it.
There are 12 emails, 13 texts, 4 mailings and 3 calls that go out… and every single one of them are pieces of value that someone who wants to buy or sell a house would actually find valuable.

Oh, and if you’re doing the math, that was only 32… The 33rd touch is either a property search (which sends every time a new property comes up in their criteria) or a property valuation (that sends out monthly).

All together, it actually ends up being way more than 33 touches but I don’t count the property searches or home valuations.

With that in mind, because the buckets are attached to programs that automate all of that for me, I just add them to the correct bucket and the program starts firing.

I know that probably sounds like a lot but here’s the thing: the emails and text messages are automated.

All I had to do was create them once, set it up and now they go out automatically.

I look like a rockstar to my leads and because I automated it, I don’t have to think about it until I get an email from someone with a question or telling me how much they love the emails.

I get a reminder to send out the mailings and that’s systemized too. I already have the four mailings printed and Contactually just tells me which one to send them on what day.

Yes, I have to set up the property searches and home valuations but again, once I set it up (which takes less than 30 seconds per person), I don’t have to think about it again until they respond.

Lastly, all I really have to do is make the phone calls and in the follow-up plans, it tells me what to say when I call so I never have to think.

I’m a huge fan of the phrase, “the more you have to think, the less likely you are to do it”.

… and with this follow-up plan, I don’t have to think. I just do what Contactually tells me to do and I get to look like a rockstar.

Do you need to set up such a complicated and advanced follow up plan?

Hell no.
I didn’t start that way either… They were layered in, one piece at a time.

I started with the mailings and phone calls like I mentioned in the 8×8 blog post above, then added in the emails, then the property searches and valuations and the most recent thing that was added was the text messages.

If you try to start out too complicated, you’ll never do it so start simple and build.

Yes, I know, that doesn’t sound sexy and you want to do everything at once… but trust me.

One baby step at a time.

It’s the only way to sustain your growth without burning out.

One baby step at a time... It's the only way to sustain your growth without burning out. Click To Tweet

 

Long Term Nurture Bucket

After someone finishes my new relationship or buyer/seller follow up campaign, they’re automatically added to my long term nurture bucket.

I know you’re tired of hearing this but you’re going to keep hearing me say this over and over again…

This is totally automated so I don’t have to think about it.
I use BombBomb to send out monthly video emails to the people on my long term nurture list so I sat down for a couple of days, recorded 12 short videos and scheduled them to go out… and I don’t think about it again until I start getting responses.

Does all of this take time to create?

Absolutely… but it’s worth it.

Too often, we’re stuck on the income roller coaster where we hustle for new business, find new business and get tied up servicing it, once that new business is handled, we’re right back to hustling.By having a short term and long term nurture plan already automated, it takes an hour or two a day to go through and make the phone calls and send the mailings and your business starts to grow.

I’m so passionate about automating your follow ups that in addition to the 8×8 blog post above, I also wrote a blog post that’s basically what I used to create my long term nurture campaign. You can check it out right here:

My point in all of this is if you want to grow without feeling overwhelmed and without burning out, you’ve got to have systems in place and that’s exactly what this is all about.

Other Buckets

The above buckets can be used for anyone, regardless of what industry you’re in, whether you sell a product or service and whether you’re digital or in person… but because in addition to selling real estate, I also lead MEB, I have a few other buckets that I wanted to make sure I mentioned, just in case.

MEB Collaboration: This bucket is for bloggers, venues and anyone else who we’ve collaborated with in the past or may want to collaborate with in the future. I’ve left this as a very general bucket because I narrow down with tags rather than having 50 different “collaboration” buckets for each type of collaboration.

MEB Members: These are people who are members and attend our workshops so I reach out to them often for ideas, feedback and random pieces of value.

Vendors: Similar to the collaboration bucket, this is for anyone who I’d recommend to one of my real estate clients.

Other Realtors: I interact with other realtors regularly, so this bucket is where they all go.

Nonlocal: These are people who don’t live in the area anymore but I won’t delete them because as we start opening chapters in other cities, knowing people that live there will help us grow faster.

 

Tags

Originally when I started organizing my network, I had like 9430438030238938293024834589 buckets (that’s only a slight exaggeration) and I was trying to figure out how to minimize those without losing the customization, so enter tags. Buckets are categorized by how I interact with people while tags are quick little notes that allow me to sort people by type of relationship. With that in mind, here are a few of the tags I have for people:

Past Clients: I don’t have a specific bucket for them because I don’t interact with them any differently than my long term nurtures except around Thanksgiving when I send out a gratitude card to them. Because there isn’t a whole lot different, I don’t keep a separate bucket for them.

Shit List: You’re probably laughing but I’m dead serious. There have been vendors that messed up or people who pissed me off that I just won’t work with. Because I don’t try to keep everything in my mind, I just added a tag for this. There are only a few people on it, but when someone asks for a roof recommendation, I don’t have to remember who the one that tried to screw one of my clients over is, I just have to make sure they’re not the one with the shit list tag.

Met at: I recently started doing this and it’s been cool to see how this comes in handy. Whenever I meet new people, I’m

Invite to MEB: Before workshops, I send out a reminder to the people with this tag to invite them. They’re usually people who’ve attended a workshop but haven’t become a member or someone I met with and want to get them introduced to MEB.

Mentors: This one is self-explanatory. I like to keep a tag of them so when I need advice, I can go to my mentor list and ask a few of them.

Gave Referral: Another self-explanatory tag, I like to keep track of the people who’ve given referrals because it helps me see who I should be investing more of my time in.

Type of Collaboration: As mentioned above in the “other buckets” section, these tags will look like “MEB Collab: Blogger” or “MEB Collab: Venue”. This helps me keep track of what type of collaboration we can do together and quickly helps me narrow down what I’m looking for.

Type of Vendor: Similar to the ‘type of collaboration’ tags, I also have tags for “Vendor: Roofer”, or “Vendor: Mortgage” and things of the like to quickly narrow down to exactly what I’m looking for.

 

Simplifying Your Life With Tasks, Templates + Plans

I’m not going to get into a whole lot of detail on this since we’re just talking about organizing your network in this post but I at least thought it was necessary to mention it…
Tasks: I’m hugeeee on having action items after every conversation. Even if it’s just ‘check in on them again in 90 days’, I don’t end a conversation without an action item. Once people go into my “long term nurture” bucket, that’s usually what the task is. When someone’s in the buying or selling process, the action items can vary… but every single person gets tasks added to them. I’m a FIRM believer in doing what I say I’m going to do, so if I make a commitment to you, best believe it’s going into Contactually.

Email Templates: This is probably going to steal some of the magic but email templates make me look like a superhero. 99% of my communications are templates and I’ll just add a quick little note to make it more personal. The less I have to think, the more I can do, so templates allow me to be that rockstar.

Follow Up Plans: I’ve mentioned it a few times throughout this post, but each bucket has a follow-up plan. I never have to worry about not following up with someone often enough or trying to find a way to add more value to them, I just do what Contactually tells me to do because I know my follow-up plans work.

 

Caveats

I know this probably sounds crazy and overwhelming, but I promise with a little practice, Contactually makes it totally sustainable and keeps you from getting overwhelmed on a day to day basis.

Your network becomes a living breathing organism that’s growing, maturing and changing.

Your network becomes a living breathing organism that's growing, maturing and changing. Click To Tweet
The best networkers have a wide network that includes a lot of people and a deep network where you have a great relationship with them.

This system takes some time to build and requires daily maintenance in the form of making your calls and doing the mailings, but it makes it infinitely easier to manage a larger number of leads and relationships without burning out and making every single person feel like they’re the most important person ever.

The second caveat to this is you have to actually do it every day… Systems do the heavy lifting, but you still have to work the system.

Systems do the heavy lifting, but you still have to work the system. Click To Tweet

Depending on how large your network is and how you meet people, you’ll have days that pop up with like 3 tasks and you’ll have days that pop up with like 30 tasks… but you have to commit to doing them so that all of the programs run right.

Want to know how I do this?

Get my follow-up templates right here:

In order to effectively grow your network, you'll need to have a system to organize your contacts so that you don't burn out. Every person of value should be on a follow-up plan so that you don't have to think about them until it's time to reach out again. In this article, you'll learn how to organize your network and get the 8 email templates I use to follow-up with new connections. Click through to learn more!
To grow your network effectively, you'll need to have a systematic way to manage and organize your contacts so that you can continue meeting new people without burning out. In the post, you'll learn how to organize your contacts so you can do just that. Click through to learn more and to download my free 8-week follow-up plan.

7 Powerful Ways To Stay Top Of Mind With Your Network

There are sooooooooooo many ways that you can share your message with your audience.

When you’re starting out, choose ONE format you want to use to communicate… and once you’ve systemized it so that it runs on it’s own, then and only then, should you add another format.

The biggest mistake that I see people making when they start trying to form their marketing plan for their network is they bite off more than they can chew.

(and I’ve been here more than once)

Seriously though, start with one.

I know I know, you have a huge master plan that you want to put together… but do yourself a favor and start with one.

While you’re selecting your format, think about what you LIKE to do and can realistically do it consistently.

I love love love going live on Facebook and doing little chats in my Instastories but I don’t do more video stuff because I freakin’ hate editing videos…

I’ve also found that my community appreciates the raw realness of unedited videos, so I’ve been doing more of it.

In next week’s blog post, I’m going to teach you how to create a year’s worth of marketing in one week but for this week, I want you to think about the method you want to focus on.

 

Method #1: Email Newsletters

There’s no place more sacred in internet marketing than someone’s inbox.

Social media algorithms will change, they always do… So if you have a direct line to their inbox and you create engaging content that gets them to WANT to open and click in your emails, you can monetize your email list.

Whether you’re a blogger, you’re trying to build your credibility with your network or you’re trying to convert a lead into a client, email works.

Don’t let anyone tell you otherwise.

Don’t believe me?

Just got this text last night:

… and it just so happens that I have a wholeeee article about what to send to your email list:

 

Method #2: Blog Posts

I freakin’ love blogs (if you couldn’t tell)…

Specifically because when someone comes to me asking for advice on something, I’ll give them a quick little answer and then direct them to a blog post that I’ve written that will answer the rest of their questions.

It allows me to blow people’s minds without taking up a ton of my time.

Plus, it doesn’t hurt that I regularly get emails or messages from people like “I read your ___ article and I had to bookmark it because it was so good!”

It’s good for the ego, builds brand loyalty andddd it reinforces my blogging philosophy: I only publish if it’s epic.

So sure, I don’t publish every week like some bloggers do… but when I do, you know that I’ve poured my heart and soul into it and you know that you’re going to get something out of it.

The key to blogging and monetizing it is getting them to take action… and specifically, get their email address (which brings us back to email newsletters).
 

Method #3: Video Emails

I’ve dabbled in video and totally see the value of it, I just don’t do more of it because I hateeeeeee editing videos and I haven’t found someone yet to do it for me who’s style I like, turn around is fast enough and is affordable (if that’s you, hit me up!).

You know how they say that a picture is worth a thousand words?

I just saw a statistic somewhere that said one minute of video is worth 1.8 million words.

If that doesn’t tell you the value of video, I don’t know what does.

I actually did a poll on my Instagram about whether my audience preferred super scripted and edited videos or if they preferred the raw, real life videos that I normally do in my Instachats.

Believe it or not, they preferred the rawness of the unedited videos which motivated me to start doing a monthly video email to my real estate list about the things going on in the community. I’ve already recorded and scheduled emails for an entire year and they’re LOVIN’ it.

In addition, video consumption goes up every single year so I anticipate that in the future, video will be our main form of communication.

I also do tonssss of videos on my Instastories… Sometimes they’re chats related to MEB topics and sometimes they’re property videos. Those stories have increased our memberships, attendance and gotten me wayyyy more real estate referrals so yes, video totally works.

 

Method #4: Social Media

Firstly, I know I just clumped all of the social media platforms into one category when they all deserve their own sections but for the sake of the length of this post, we’re not going to get into detail here about how to build a following on social media.

If you’re going to choose this route, choose one platform and master it first. You don’t need to be on every platform.

That’s how you burn out.

Here’s what you need to know: hangout where your target audience does.

If it’s Instagram, become a boss on Instagram. If it’s Facebook, master that shit. If you’re a blogger, you probably already know about the impact Pinterest can have on your list building and traffic… or maybe it’s Snapchat.

Whatever the platform is, master it before you go to the next platform.

By focusing on one platform, you can GREATLY increase your impact on your audience because of how much content you can create for that one platform.

The more they see you contributing value, the more they’re willing to do business with you.

Oh, and for the love of God… Do yourself a favor and systemize it.

My absolute favorite social media scheduling platform is SmarterQueue because they recycle the posts so it’s ACTUALLY set it and forget it.

Social media can be done a few different ways…

You can use social media as a mini-blog itself and focus your content on educating, informing and inspiring your audience or you can use it to promote your other avenues.

Either way, your content should be useful.

… If your content is not educational, inspiring or useful, you shouldn’t be posting it.

The content that you share doesn’t have to be alllll yours.

You can share other people’s content that’s related to your topic, but PLEASEEEEE do not continue to post “50% off! Call me now!”

That just makes you look spammy.

 

Method #5: Mailings (And yes, I mean snail mail)

I know this is a millennial blog so you’re probably like, “um, excuse me, what?”

Hear me out…

If your mail pieces are valuable, they will get opened and they won’t get thrown out.

In fact, when someone tells me they want to buy or sell a house, they get four mailings from me.

The first mailing is a handwritten note and the other three are worksheets or cheat sheets to help them get ready for their move.

I cannot even tell you how many thank you’s I’ve gotten for them.

Specifically, they’ve LOVED them because it gave them actionable content to implement right away.

We’re not talking about junk mail here…

We’re talking about hardcore, useful content.

And ‘why mail’, you ask?

Great question…

Not everyone is going to open your emails… but when is the last time you got something USEFUL in the mail that wasn’t a bill or junk mail?

Probably never.

It’s the something-something to make you stand out.

Over the long-term, think about sending them something once a month that might be useful for them.

Sure, mail is more expensive than some of the others but it works so incredibly well because you’re getting to them in a way that most other people have forgotten.

Ready to put this into action?

I’ve got a totally free workbook for you to help you decide which method to use and how to figure out how much money you’ll make per method.

 

My Secret Weapons

I don’t include these secret weapons as actual “methods” because they are part of the bigger picture of marketing. You’re probably not going to do a one on one with every person in your network every month and you could either email or mail your checklists and worksheets.

So with that in mind, these two little things upgrade your marketing a million times over:

 

Weapon #1: One On Ones

Do not underestimate the power of the one-to-one connection.

Do not underestimate the power of the one-to-one connection. Click To Tweet

Whether that’s phone calls, one on one meetings or personal emails, the one-to-one connection is the single most powerful connection you can possibly have.

So long as you focus on the right people, this is hands down the most powerful form of building credibility with your community.

I’m going to write an entire post about how to organize and maintain relationships with your community, just haven’t had a chance to do so yet but when I do, I’ll make sure I add it right here.

Don’t try to do everything… Pick one or two ways to create value for your audience and do them at a high level.

… and whatever you do, do it consistently.

 

Weapon #2: Checklists and Workbooks

I’m obsessed with checklists, worksheets and cheat sheets… I have checklists for everything that I do and I created checklists for everythingggg that our MEB team needs to do on a regular basis. I have open house checklists, client intake checklists, and worksheets for pretty much everything that happens in my businesses.

They help us stay consistent, systemized and it makes it incredibly easy to track our results (since what you don’t track, you can’t improve).

These are SUPER popular with bloggers and infopreneurs but ANYONE can implement this into their business.

People will LOVE you for them because you’re giving hem clarity… and clarity is power.

Here’s a sneak peak of some of my worksheets and checklists:

Most people get overwhelmed by things they don’t understand, so if you can simplify it for your ideal client, remove the fog and help them see the process from beginning to end, you’re the person that made them feel like they can conquer it… and you’ll get the business.

For example, for my real estate business, I have a checklist for my sellers of everything that they’ll need to do to prep the house before we go up for sale… I have a worksheet for buyers to use to keep notes of the houses they’ve seen. I have a flow chart that walks them through the whole closing process.

Not only do they love it, but it saves me tonsssssssssssssss of phone calls of “what did you say about ___ again?”… because they know they can go back to the worksheets and checklists I gave them.

I’m all about giving someone a “wow” experience and blowing their mind but I FIERCELY protect my time and by creating alllll this content up front, I can do all of that simultaneously.

All of which leads me to…

 

Repurpose, repurpose, repurpose

I. Cannot. Stress. This. Enough.

If you answered a question in a video, make a quick little meme about it and share it on whatever social media platform you love.

Then turn it into an infographic….

Add the video to a blog post and then detail the answer in writing too (that way people who prefer to read it can and the people who prefer to watch it can too).

Tell a story about it on your Instastory or Snapchat.

Create a worksheet, checklist or cheatsheet about it.

Turn it into a tutorial.

You work hard to create your content so if you use it in a bunch of different ways, you’ll make sure that you get enough eyeballs on it for it to make a difference.

I don’t care how epic your video, blog or meme was… People are busy and social media algorithms aren’t your friend.

It doesn’t matter how many different ways you create the same content, most people won’t see it in one way and everyone digests information differently so even if they DID see it, it doesn’t mean they actually remember it.

Just because you post about it once on social media, doesn’t mean everyone saw it (in fact, less than 5% of your friends and followers will see your posts on social media so you HAVE to repurpose for it to be seen).

Just because you sent out an email, doesn’t mean they read the whole thing (or even opened it).

Next week, we’re going to talk about how to create a year’s worth of marketing for your network in just one week, but for this week, I really want you to focus on the ONE (not three or five) method you want to implement in your business. Start there… and once you’ve decided, creating a year’s worth of content will be easy peasy.

In the meantime, I created a totally free workbook to help you brainstorm which method you want to use and how to figure out how much money you’ll make per method.

You can download it right here:


Ever feel like your network has a ton of opportunity, you just can't get them to pay attention? In this article, you'll get 7 of my best marketing ideas to help you grow your income from your network. Oh, and there's a free workbook to help you break down the cost of each method and how much income potential they have. Click through to learn more
Networking can bring you a ton of opportunity, so long as you keep in touch with them and stay top of mind. In this article, you'll get 7 of my favorite business marketing ideas to grow your income and make sure your network thinks of you first. Click through to read the article and download the free workbook.
If you want to generate more income from your network, you have to stay top of mind with them and market to them in a systematic way. Here are 7 business marketing ideas to help you increase your income. Click through to learn more and download the free workbook!

What To Say During A One-On-One Networking Meeting

One on one meetings are the very foundation of our in-person chapters.

When we established our leadership committees, I created worksheets and cheat sheets for pretty much every single thing they need to do… but I didn’t include the one on ones so I was going to make a quick cheat sheet for them.

Instead, I decided this was too valuable to only keep to our leadership, so here’s a wholeeeeee post for you!

Of any form of marketing, networking, advertising or otherwise, the one on one meeting consistently has the HIGHEST conversion rate from turning potentially interested people into actual members for our in-person chapters.

Here’s the kicker… During my one on ones, I only spend about two minutes telling them about MEB and the rest of the time I focus on them.

There are a million different ways to approach a one on one meeting but I’ve found that this method reallyyyyyy gets them engaged and helps me figure out the best way(s) to help them.

Before we get started, if the thought of asking for the one on one makes you nervous, I’ve got a wholeeeee blog post for you right here:

… And if you’re the person who treats your business cards like frisbees instead of having a genuine conversation when you meet them, this one is especially for you:

Now let’s get to work.

Write this down…

Everyone wants to buy but no one wants to be sold.

Everyone wants to buy but no one wants to be sold. Click To Tweet

With that in mind, most salespeople spend like nine million years talking about how great their product or service is and the listener might nod along politely… and you may or may not be getting through to them but without asking great questions and understanding what they actually need, you literally have no idea.

Instead of talking their ear off about stuff that may or may not be important to them, listen more… Ask more questions.

You’ll be amazeddddd at what people will tell you if you just ask the right questions and make them feel like they’re being heard without being judged.

With this approach, they’ll usually tell you exactly how to win them over and you can finesse your way through that conversation without actually trying to sell them at all.

Your goal is to be a solution to their challenges, not to try to force a sale.

Your goal is to be a solution to their challenges, not to try to force a sale. Click To Tweet

 

Do Your Research Before You Meet


Social media and Google are goldmines of information on people.

See what mutual friends you have, check out their interests, take note of any awards they’ve received and anything you have in common.

A quick 3 minute search on someone will give you TONS to talk about.

Keep in mind, when you go into your one on one, you’re not going with the “I stalked you and know everything about you” mentality…

You’re just looking for something to help relate to them and guide your conversation and it will help you seem genuinely interested in them.

A few quick little icebreakers that you might use are things like…

“When I added you on [insert social media site], I noticed you’re connected to ___. So funny! [insert how you know them]. How do you know them?” (PLEASE NOTE: Never ever ever speak lowly of anyone with this approach)

“I saw you recently went to ___. I’ve been meaning to go there! How was it?” 

Figuring out what you have in common means you can build rapport with them quickly.

The research part of networking is so important that I created a quick little worksheet to help you flesh out the important information before you meet with someone and you can download it totally free right here:

 

Be Human + Ask Great Questions

For the people who don’t think small talk matters, I hope I can give you a quick mindset shift…

I want you to write this down…

People don’t care how much you know until they know how much you care.

People don't care how much you know until they know how much you care. Click To Tweet

Is that airy-fairy? Sure.

Let’s put that a different way…

People will zone out of whatever you have to say until you start talking about something they’re interested in.

How do you decide what they’re interested in?

By getting to know them first.

People will literally tell you how to sell them if you just ask the right questions and you listen.

People will literally tell you how to sell them if you just ask the right questions and you listen. Click To Tweet

Instead of spending all of your time talking about how great your product, service or opportunity is, you can literally just focus on what they’re looking for… and then customize your “pitch” (and I use that word lightly) to them.

Make no mistake though, if you are going for an “ask”, you are selling.

We are ALL salespeople, but instead of a hardcore sales approach, we’re taking a consultative approach.

We are ALL salespeople, but instead of a hardcore sales approach, we're taking a consultative approach. Click To Tweet

Whether it’s a product, service, yourself or an opportunity… You’re selling.

For example…

Let’s say you’re a financial advisor and someone says, “I never heard from my last person.”

When you go to sell them, your presentation goes like this…

“I can tell that communication is important to you… Here’s how I communicate with my clients…”

Boom.

Sold.

Easy peasy.

By knowing exactly what they’re looking for, your pitch will be shorter too.

By knowing exactly what they're looking for, you can customize your sales pitch to exactly what they're looking for. Click To Tweet

They don’t need to hear every piece of your pitch, just the parts they care about.

If you’re still not comfortable with what to talk about, I wrote a wholeeeee post just for you.

Even if you are comfortable with it, I still recommend that you read it because it goes through a super simple approach for basically getting someone’s whole life story in a matter of 30 minutes.

 

Offer Value

As you’re chatting, start thinking about the ways you can offer value.

Instead of just interrupting them to fake relate to them, figure out ways to help them.

Instead of just interrupting your new connections during conversations to fake relate to them, figure out ways to help them. Click To Tweet

The amount of effort you put into helping them will be reflected in the amount of effort they put into helping you.

My absolute favoriteeee way to add value to people is to introduce them to someone else in my network…

Think about it… Introducing two people can literally change the course of both of their lives.

… and by doing that, I keep the attention on them, am contributing value, I get to reconnect with two people at the same time (aka killing two birds with one stone) and I know that once they connect, they’re going to brag about how awesome I am since the first thing they have in common to talk about is me.

Talk about getting your audience to brag about you!

Among other ways to add value, you can tell them about a book, podcast or other resource that you came across that can help them reach their goals.

… but I like making introductions the best.

 

Go For Your Ask

After you’ve gotten to know them, learned about their goals, challenges, successes and so on… At some point, they’re going to ask about you.

It’s human nature…

We don’t like to feel vulnerable if the other people in our space aren’t also vulnerable.


So by focusing on connecting with them and showing them that you care, they’re going to CARE about what you have to say.

Yup.

After you’ve asked them how you can help them, they’ll usually finish it off with, “so how can I help you?”

So when they do ask about you, tell them about your goals… and more specifically, make your “goal” your “ask” clear.

During my usual one on ones, there’s a point where they go (literally almost verbatim at every single one on one), “so what about you?”

I’ll usually laugh and talk about why I do what I do.

They almost always comment on my passion for helping people reach their goals…

At this point, my “asks” vary based on what context I’m meeting the person.

Some people I’d like to have sponsor MEB events, some are for real estate clients, some are for specific introductions and some are for members.

Whatever you do, make your ask easy to say yes to.

Whatever you do, make your ask easy to say yes to. Click To Tweet

Instead of, “become a client” or “buy my product”, give them a baby step to say yes to…

Ask for an introduction, share a resource with them that they might find valuable or ask them to come to a free event.

When you’re first getting started, keep your ask consistent.

With one specific ask, whenever the people in your network talk about you, they’ll start to mastermind about how to help you.

Seriously, I’m not kidding.

I’m a huge fan of earning the business in the follow-up so my first ask isn’t usually hardcore. It’s more of like a temperature test… and as I go through the follow-up process after our meeting, they warm up to the idea.

If the idea of following up seems overwhelming, I’ve got justttttt the post for you.

As for going for the ask, it’s probably going to feel clumsy and weird to ask at first, but it gets easier.

… but have an ask and ask it often.

 

Action Items and Recap

My goal is to blow people’s mind… but I don’t want to have to kill myself to do it.

That’s why I’m obsessed with systems.

My goal is to blow people's mind... but I don't want to have to kill myself to do it... That's why I'm obsessed with systems. Click To Tweet

At the end of your meeting, recap with your action items and do them as soon as you finish.

Let me say that again so that you don’t skip over it.

Do a quick recap with the person you’re meeting at the end of the meeting…

This is superrrrr simple.

You ready?

“I’m going to ___ and you’ll have it by __ and I look forward to [whatever they said they’d do].”

If you don’t end your meetings with action items, it’s wayyyy too easy to have a great conversation that nothing ever comes out of.

If you don't end your meetings with action items, it's wayyyy too easy to have a great conversation that nothing ever comes out of. Click To Tweet

Every. single. conversation. should have an action item at the end.

It’s how you keep things moving forward.

Thennnn, do the action item right after.

I like to do them sitting in my car before I drive off or if I get to my next destination with a few minutes to spare, I’ll do it while waiting.

Keep in mind, my absolute favorite way to add value is to make introductions.

It’s the easiest way to have a hugeeeee impact on someone’s life that takes you literally no effort.

For the sake of length of this post, I’m not going to get into alllll the details of following up after a meeting because I’ve written an entireeeee post about how to turn your new connections into real relationships that you can monetize.

Don’t forget, you can download the free meeting prep workbook right here:


No matter how many times you search networking tips for business, you'll never actually see your new connections turning into income until you build a relationship. In this article, you'll learn the five steps of a powerful networking meeting that will create new opportunities for you, your brand and your business. Click through to learn how to put it into action and to download the free workbook.