By Ivan Misner, Ph.D., Contributing Writer Ivan's Bio Email article RSS feed 
Referral networking is more about farming than hunting! An overemphasis of running from one networking event to another looking for new relationships is a waste of time, money, and energy that you should be using to develop the relationships you’ve already started. It’s like running around knocking coconuts out of trees, when you should be planting coconut trees for the future. When we train people to network, we surprise them with one of the first things we tell them: Stop networking for a few moments! Stand still, look at what you have, prioritize it, database it, cull it, and then, rather than continue to work on only the “V” part of the VCP ProcessTM (visibility, credibility, profitability—see Business by Referral by Misner and Davis), devote more time to the “C” and the “P.” Credibility comes with a closer, deeper relationship, and profitability is the goal that can be maintained only through constant nurturing of that relationship for mutual benefit. It’s not “Nice to meet you; now I’ve got to go talk to someone over there,” it’s “How are you doing, and how can I help you achieve your goals?”
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