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Belonging to a networking group allows
you to cultivate solid referral partnerships. You can join a
formal unit such as Business Network International (bni.com)
that charge a fee, but give you national resources; or can start
your own local networking group. I know originators that are
involved in two and three groups, where they receive quality leads
resulting in a strong referral-based business.
Networking groups are made up of
professionals, from lenders and financial planners to printers and
plumbers. Anyone that wants an increase in referrals can benefit.
There is usually only one person from any given profession within
the group. You meet for lunch or breakfast on a regular basis and
share leads. At each meeting, members are given a minute or two to
state their business and what type of leads they are looking for.
One member is given a longer time (usually 5-10 minutes) to go
into more depth about their business and what they offer. This
format gives members the opportunity to get to know each other and
be a "virtual salesman" for the other members.
Meetings may also include training on
networking and sales, sharing of ideas and articles or guest
speakers. Sterling Campbell with Citiline Mortgage in Colorado
Springs, Co has been involved with networking groups for years. He
currently belongs to two, each meeting twice a month. He is the
organizer of
Sterling Connections,
enjoying a strong network of professionals who are supportive and
enthusiastic.
Find an established group to observe
to see if you would be interested in starting your own. Once you
decide, look through your database for individuals that could
benefit from being a part of this new venture and invite them to
bring someone from a different industry. Taking on a leadership
role as you start the group will give you credibility and the
trust of your members.
As our industry continues to change
and evolve, it is vital to have strong relationships and
connections with other business professionals. It is much easier
to fill your pipeline with warm leads that have been referred to
you than struggle looking for new business each day. Networking
groups can be a critical component of a successful marketing plan.
Do you need one in your business? |
