My good friend, Al Martella, Executive Coach to the Stars who coached and mentored thousands of financial advisors at a major financial services firm is back with another nugget this week. I am SO fortunate to brainstorm weekly with Al, who I worked with for many years and he is a world of continuing knowledge.
Here are his words from the people he coached who are effective business developers and practice the art of networking:
“I have learned so much from the many individuals I have known who have built multi-million dollar practices in the financial services industry. So when Andrea asked me “what are some of the characteristics of ‘effective business developers’ who see the value of ‘networking’?” I felt I could add some value to the discussion. Here are four “C s” effective business developers possess:
CONSULTATIVE – The best practitioners are consultative and recognize that a deep, long-lasting client relationship only comes from knowing their client’s needs and dreams. It means ongoing conversations and frequent check-ins as to what is new and different in their client’s lives. Similarly, great networkers understand that deep relationships only come with ongoing conversations.
COMMITMENT – The best practitioners are willing to invest in themselves and their practices. These investments are not only monetary – they invest their time and talents in those things that can better serve clients. They understand the importance of meeting new people and organizations to further grow their practice. Andrea suggests “Place their needs first. Find ways to make their lives and work easier and more productive.”
CURIOSITY – They have a natural curiosity and an interest in genuinely getting to know those around them better. They don’t see networking as “work” – they see it a natural thing to do.
CLARITY – It is easy to listen to others who say “networking doesn’t work.” The best practitioners believe that “networking can work” if they have “clarity” on the type of person they want to meet. They build their networking activities around their “natural” clientele – people they share interests with.
What do you think? I would love to hear from you and your thoughts and suggestions.