Working By Referral: March 2008

Thursday, March 13, 2008

Become the GO-TO PERSON to get more Referrals

Working by referral and networking are really just two sides of the same coin. Expanding our networks to enrich them with diverse and practical outlets is important to become known as THE GO TO PERSON.

I'm an INSURANCE AGENT and yet just this week I found a Plumbing Contractor for one of my General Contractor Clients. Bob (the General) has been insured with me for over 20 years. He's 65 now and is trying to "wind down a little", but he really likes what he does and just can't seem to not take on the next project. We talked about this for awhile when he dropped in my office to start a new policy on a rental property he has just repossessed from the owner (he was carrying all the paper...)

As HE talked, I LISTENED. How can I be of service to this great client of mine? I know Bob likes no-nonsense in or around his job sites. "Don't whine, don't complain and don't give me excuse." he says, "just get the job done. Tell me what you need (materials, more help, whatever) and I'll have it there for you the next morning."

I asked him..."Bob, what's the most frustrating part of your work right now?"

He thought then said, "Well, I don't have a good plumbing contractor any more because Jerry moved to $%^$% Oregon."

"Want me to find you one?"

"Can you do that? What do you know about building?"

"Nothing," I replied. "But I know a lot of people."

He gave me a puzzled look and finally said something like, "well...whatever...ok... I guess. Yeah.... that would be great."

Long story short, I made some calls to a couple of QUALITY General Contractors I know who fully support WORKING BY REFERRAL and explained my situation. Got two for Bob to call today.

Moral of the story, I think is this....

You can never be connected to too many people.
Always listen with your NETWORKING ears on and ask, "What or who do I know that can help this client/prospect/friend.?
Step up to the plate, make the calls and make the connections.

Here's one last little tidbit for you to EXPAND your knowledge base. How many times have you known someone who says, "The insurance company is only giving me $2000 for my $3500 Chevy!" Well YOU CAN HELP THEM. Just click this link to THEY'RE NOT OFFERING ME ENOUGH FOR MY VEHICLE . Now you're kind of an ad hoc insurance helper/adviser/confidant. Bookmark it. You may not need it for a few months, but you'll run into somebody.

It's a Good Life !

Dennis Volz Insurance Agency
10783 Jamacha Bl, Suite 1, Spring Valley, CA 91978
OFFICE: (619) 670-1000 - FAX: (619) 670-1121 - Cell (619) 339-1339
Email: Dennis@DennisVolz.com
Websites: Company Site: DennisVolz.COM, Client Convenience Site: 6701000.com

My 'Other Blogs'

The San Diego Insurance Blog

Active Rain Networking Site

Musings from California
Read more!

Saturday, March 1, 2008

The Art of Networking

Networking. it really isn't part of your job, it's more a lifestyle than anything else.

Trying to network during the day if you're not a networker can hands be frustrating. It's kind of like being an artist -- Either you have a passion for it... or you don't. If you don't, you can draw or paint when you have time, but there's nothing that drives you to it. Its just a chore; something you do because you seek something from it that's not what you're ultimately going to receive.

But NETWORKING can be learned. It can become part of you, your lifestyle, the essence of who you are.

We usually begin networking to get some more leads which, hopefully, leads to more business. If you get any good at it, you'll write some business, but it's still a daily task you have to complete unless you're a networker AT HEART.

The secret, i think, to being a networker AT HEART is that you have to stop networking for money and start networking for the rich relationships that are such a natural byproduct of the art of networking. Yes, networking is more like art than anything else. It becomes such an integral part of your foundation that you couldn't NOT do it.

Artists end up giving much more than the paintings or sculptures or photographs that they render. Ultimately, networking, like art, is about giving. Giving your time. Giving your passion. Giving more than you get.

Sure it's a profitable venture from a monetary perspective. Sure its work. (at least it is at first) And even when you're not a networker AT HEART it's important to keep on going because anything worth doing is worth doing poorly at first.

Keep at it... the rewards are rich, substantial and life-changing.