3 tips to improve your networking

Looking back on his first attempt at networking close to a decade ago, Joe Thomas, AIF, primarily remembers awkwardness. He’d come from a career in software development where human interaction was minimal, and his initiation into talking with folks at a chamber of commerce event was less than smooth.

“I didn’t know how to interact or how networking really worked,” said the six-year MDRT member from Birmingham, Alabama, recognizing his tendency to use laughter as a defense mechanism. “I didn’t know what to say, what to do or how to carry on a conversation. It was painful.”

A lot has changed since then. While focusing his practice on employee group benefits, and retention and retirement for business owners, Thomas has spent the past 10 years doing all of his prospecting through networking — and has seen a 12 percent growth rate every year.

Thomas shared a few of the elements that have helped him see so much success through networking.

1. Know who your ideal client is. “If you don’t have a target, you’re just shooting. And you may hit something, but it may get you totally off focus of where you want to end up.”
2. Network like a free safety. For any non-football fans: That means when you’re part of a circle of people, take a step back and use your peripheral vision to notice who’s passing by to include them in the conversation as well. This will make you the focal point of the group and make a lasting impression on others. “Instead of being that person who’s awkward or just there, you become the person that’s actually bringing people together.”
3. Utilize what’s unique to you. Thomas is dad to not one but two sets of twins (and five kids total), who are homeschooled. He has networked with many families at homeschool conventions and in a group for parents who have multiples. “It’s a very easy conversation because we’re in the same boat. People do business with people they trust and like, and you get to that level faster if you have something in common with the person you’re speaking with.”

Hear more networking tips in the August episode of MDRT Presents.

Written by Matt Pais, MDRT Content Specialist