The Financial Executives Networking Group
The Power of Networking. The Power of Friendships.

Matt's Editorials: Sailing is a Metaphor for Life

The ultimate scam

I was recently reminded of one of my favored approaches to networking that I discovered in the early 90’s.

(Sometime in the late-90’s I stopped calling some of the things I was doing “scams” and started calling them “approaches,” which for some reason those in polite society found more acceptable.)

Anyway, the problem circles around trying to find reasons to be in touch with the “regular” contacts on your networking list. As you make the rounds during your search, you are frequently in the position of the copywriter for news radio shows who has to keep freshening up the copy just in case you are still tuned in. The “new and improved” resume that you are taking the time to send out just really doesn’t cut it as an acceptable explanation for your being back in touch. Neither does your having gotten a new shirt or a new computer.

So, let’s assume that you have been networking within The FENG or perhaps a few other organizations and you have “fallen in love” so to speak with another member (by which I mean you like and respect them), and as an added bonus they have several background connections with you that would make your introducing them to your friends and them introducing you to their friends make sense.

This is the ultimate scam. Oops, I mean approach. You can’t really lose introducing a quality individual to someone you know for networking purposes. It truly is one of those “everybody wins” situations. The way you win is that as the munificent benefactor making the introduction, you name is mentioned during the meeting and if you really want to push the envelope on this approach, you will use the setting up of the meeting as a reason to call.

What an unselfish person you are to take your time to do this. (Even I am impressed!) As I listen to the synopsis of your friend’s background and why I should take the time to meet with him/her, I can’t help but think “So how are you doing, and is there anything I can do for you?”

Yes, it is true. Not only have you created two debts on both sides of the potential table, but you have also managed to find a reason to call folks you might otherwise have been reluctant to call because you couldn’t think up a reason.

This is all part and parcel of our “taking in each other’s laundry” approach in The FENG. And, you will be surprised at how effective it is.

Regards, Matt

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