I consider myself a pretty proficient networker. I’ve been doing it consistently for over 30 years. I’ve studied it for years. In fact, I’ve written articles, created training workshops and taught networking skills for more than a decade. Today, I was reminded by someone who is a true master at the craft what it takes to be exceptional.
I got a text last week from a friend, Bobby Kelland, wanting to meet for coffee while I was in town. My time was limited but I wanted to make it work. Bobby has been a big fan and supporter in the past and I thought it would be good to catch-up. We arrived to our meeting and before I knew it, Bobby was looking for ways to help me with my business. He had identified some speaking opportunities for me; one for a networking group he started and another for his fellow AFLAC associates at a sales training program at one of their state meetings.
We were meeting at a local coffee shop, where Bobby was also meeting the publisher of a local paper for lunch after our meeting. Of course, as a master networker, Bobby introduced Tom to me before they went off to have lunch at another table. And before his lunch was over with Tom, Bobby had passed my card onto him because Tom might want to write an article on me. Of course, that was only because Bobby had given me accolades during their lunch together.
Most networkers are only looking out for what they can get. Bobby knows that if you focus on giving, the rest will eventually come back, usually three-fold. The “Bobbies” of the world are a rare breed and that’s exactly why they stand out. So ask not what someone else can do for you, but figure out what you can do for them. The old sales mantra used to be “ask and get.” Bobby’s way is much more effective, “give and get.”
(BTW, if anyone is looking for a man of integrity for their financial and supplemental insurance needs…Bobby Kelland is your man. Contact him at robert_kellandjr@us.aflac.com).
