Networking is Building Community, Part 3

Power Thought of the Week

By Patricia Parham, Ph.D.
Contributing Writer

Achieving Similar Goals

Do you ever consider connecting people who have similar goals and businesses? Or do you see them as competitors? As we rid ourselves of the consciousness of lack, competition disappears. With a consciousness of abundance, people in the same business with similar goals might pool their resources and generate more dividends overall. Working out the details of partnering takes some effort. In the long run, well-executed joint ventures multiply the resources and profits of both parties.
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Networking is Building Community, Part 3

The One Word That Will Destroy Your Networking Efforts

Mastering the Membership Maze with Glen Gould

One word? Can it be that of the 616,500 words in the Oxford English Dictionary there is one word that we’re using that is sabotaging our networking efforts? Indeed.

Networking is about communicating effectively how you and the people you touch can bring value and benefit to the person you are communicating with and the people they touch (and vice-versa). Those who communicate effectively win.

Yet communication is something that few of us do exceptionally well. What’s more, most of us are wingits (Whatever Is Next Gets Into The Script). We stand up or walk into an event and we wingit; whatever is next in our mind falls out of our mouth. Few of us spend time thinking about what we’re saying, why we’re say it, what others hear us say, and what that means to our bottom line.

Professionals don’t wingit. They have a script from which they are speaking. Sure they occasionally with speak off-script, however it is rare that the adlib to the script changes the context of the scene. Robin Williams is a master at improvisation. You may be too, but somehow I doubt that Williams adlibbed the lines in “Good Will Hunting” for which he won an Oscar. When it really counts professionals read, practice, try and retry; analyzing each detail of facial expression and gesture that results in a perfect performance. Anything less is left on the cutting room floor.

So what if anything does all this have to do with our “one word” offense? Plenty. Without carefully crafting a message that you know how, when and why to deliver, without carefully planning the purpose of communicating your message, without thoughtfully and strategically developing a message that will bring in the desired results you seek, you will undoubtedly utter this odious noun: Anybody.

O.K. it can be “someone, somebody, anyone” and occasionally “everyone”. How is it used? “Everyone is my target customer.” “Anyone who is looking for a house.” “Somebody who has good credit.” “Someone who uses supplements.” You get the idea.

When we make a new acquaintance or when we’re listening to an elevator pitch at a networking event, we’re engaged in a search for matches to the requests we hear. We hear that Mary is into quilting and we think of Aunt Jane. We hear that Bob is a golfer and we think of the new customer we just landed who loves golf. Whether we’re conscious of it or not, we’re always trying to relate to the messages we are hearing.

When we hear the word (or variation thereof) “anybody”, we immediately lock up. The same thing happens when we try to process too much information on our computers: it’s the blue screen of death effect. We can’t possibly think of “anybody” because we’re thinking of “everybody”. It’s our job to focus attention on the specific person or persons we are looking for and the place where we might find them.

For example: I’m Bob with Widgets Unlimited. We make widgets for the widget industry. A great referral for me would be the people you play golf with on Saturday. A variation on this is to be specific when you know specifically whom you’d like to meet. Not long ago I urged the audience at one of our Leads To Business events to tell us exactly whom they’d like to meet. One attendee said she needed to meet Tyler Perry and as fate would have it, I had met someone who worked for Tyler Perry that week. If she hadn’t been specific, I wouldn’t have drawn the correlation.

Big groups are great places to obtain referrals. People want to help us. It’s our job to help them help us. When we determine exactly what we are looking for, craft and practice a message that attracts those referrals until we know it cold, and then update the message based on the results we get, we will get better results. What’s more, we’ll be seen as the professionals that we are in all the other facets of our work.

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The One Word That Will Destroy Your Networking Efforts

The Larger the Networking Group, the More Referrals it will Generate

Networking Success with Dr. Ivan Misner
Ivan's section is sponsored by qAlias.com

It is certainly true that larger networking groups can exponentially generate more referrals. True, that is, within each type of referral group. Among strong-contact referral groups, such as BNI, studies have consistently shown that a group with forty members will typically generate more referrals per member than one with twenty-five members. It stands to reason: The more people in your group, the more databases you have access to. But the same thing happens among casual-contact networks like chambers of commerce, a two-hundred-member group will probably generate more referrals than a one-hundred-member group.

However, it is important to realize that this does not imply that a one-hundred-member chamber of commerce will pass more referrals than a forty-member referral-networking organization. The strong-contact group is focused primarily on generating referrals for its members, and it is structured in such a way that time for passing information and referrals is built into each meeting, and that members are personally accountable for generating referrals for other members of the group. A chamber of commerce will offer plenty of opportunities to pass referrals, including forming some special committees that can serve as a sort of strong-contact referral group, but in general, it is not structured to focus on this as a primary activity. Because of this, this type of organization is really made up of three parts: It is part information network, part service organization, and part referral group.

Bear in mind that a master networker does not exclusively need a highly structured organization in order to generate and receive referrals. She can do this in almost any setting, because she has highly developed relationship skills. She constantly looks for ways to help or benefit her networking partners, and she has developed a reputation as someone who can get things done, no matter what the organization or situation. For her, a casual-contact group can serve as well as a strong-contact group—perhaps better, because there are more possible connections in a larger group, whether it is structured to make those connections automatically or not.

A master networker carries her entire network with her at all times, and can make connections that benefit people in different industries, interest groups, and geographic areas who would probably never have heard of each other without her help. This requires a strong desire to help others succeed: You must constantly be on the lookout for people who have need of the service a member of your network provides.

It’s also true that, despite the built-in structure and focus on referrals, a member of a strong-contact group can fail to generate referrals for other members or to receive referrals for himself. Networking skills are the number one requirement; the setting only makes it easier to use these skills. Simply being a member of a strong-contact group does not entitle you to expect or receive referrals. Nor does being a member of a casual-contact group limit the number of referrals you can generate or receive, if you have the skills and use them.

One savvy – and extremely successful – networker loads the names and cell phone numbers of every member of her networking group, and when new members join, she adds them to her database immediately. She has found that she has a much bigger chance of seeing closed business between her contact and the person to whom she is making the referral when she can make the introduction immediately – right when she learns of the need of her contact.

For example, you are at meeting with one of your clients, who mentions that his wife is expecting twins, and that he is consumed with trying to figure out the best life insurance options for his family. You have an extremely knowledgeable life insurance professional in your network, you tell your client, and you would be happy to provide his contact information – better yet, you say, let me just get him on his cell. You look organized and well-connected to your client, and – if you and this agent are close enough to be on a “cell phone basis,” you must know him pretty well, so the comfort level of your client with your referral is already elevated.

Whatever you pay to join a referral-networking group is only the price of admission—it gets you into the room where opportunities may come your way, but it doesn’t entitle you to receive referrals. It’s not enough just to show up and participate. You also have to perform.

In other words, if joining a referral-networking group doesn’t work out for you, it’s all your fault. (Okay, “your responsibility,” for those of you who are more diplomatic).

___________________________________________________________________

Called the “Father of Modern Networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author. He is the Founder and Chairman of BNI (www.bni.com), the world’s largest business networking organization. His latest book, The 29% Solution can be viewed at www.29PercentSolution.com. Dr. Misner is also the Senior Partner for the Referral Institute, an international referral training company (www.referralinstitute.com). He can be reached at misner@bni.com.

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The Larger the Networking Group, the More Referrals it will Generate

Self-designated “Token Male” Proudly Steps Forward

By Ann Barczay Sloan

Women's Networking Editor

Ann's article is brought to you by The Joy of Connecting

Introducing Bruce Newman

Vice President, The Productivity Institute

and

Mid-Atlantic Bureau Chief, The National Networker

+++++++++++++++++++++++++++++++++++++++++++

The Joy of Getting Acquainted

I actually got to “meet” Bruce Newman over the phone – he in Carmel, New York, I on Bainbridge Island, Washington ─ during a recent TNNW Bureau Chiefs / Editors conference call. When I mentioned I was looking for my next interview subject, Bruce jumped in:

“How about me? I am the only man in an all-women company, so women would still be our main focus – right?” We both chuckled – and immediately realized this would be a novel twist on my Women’s Networking articles. So, after a couple of phone calls (when I first connected with Bruce’s wry sense of humor), we proceeded with the interview.

How would you briefly describe what you do, Bruce ─ what’s your “elevator speech”?

“My company, The Productivity Institute, LLC (PI) offers a free service that matches the needs of companies with the expertise of rated outstanding consultants.”

Terrific! And what is your specific role?

“My position is Vice President, in charge of the technical aspects of this process ─ including the web site and much of the marketing functions. Actually, I am the ‘token’ male in a 100% female owned company.”

That’s got to be interesting! How many women comprise Productivity Institute?

“Currently, there are three women and myself. Hopefully, we’ll be able to add staff as the business continues to grow.”

I’m curious: how is it your services are free?

“It’s simple, really: We only work with independent, consistently rated “outstanding” consultants who pay us a small fee for our matching service. Since they pay the fee, there's no cost to our clients.”

What is the primary goal or mission of what you do?

“You mean me, personally? At this point in my career, I no longer desire to set the world on fire. Instead, my beliefs and attitudes have evolved into being able to accomplish specific things to the best of my ability. These include being a great dad, helping people and successfully growing PI.”

You speak of wanting to be a great dad. Tell me about your kids ─ genders, ages?

“I have two children, the oldest is 18 and has very special needs. She’s a wonderful young lady who is operating at about five years old. My son is 15 and an honors student. He was adopted from El Salvador.

Would you share a bit about your “helping people” activities?

“My activities primarily center around special needs children as I have a very special needs daughter. I also work as a volunteer in an old age home where I talk with several of the residents.”

Now let’s take a closer look at your organization, as described on your web site: http://www.prodinst.com

“There’s an excellent summary, if I may say so, on our home page:

The Productivity Institute, LLC is a 100% woman-owned company, built on the construct of prodinst. Our approach reflects the initial values of the Internet ─ providing a free service that can help people and companies. We discovered the large need for this type of service based on our work with many clients and through numerous conversations with a wide range of businesses and consultants. “

I see your team has coined a unique term: Prodinst.

“Yes, and you can see the meaning right alongside: Prodinst (def): Services that enhance value and increase productivity.”

Give an example of usage?

“Again, here’s an excerpt from our web site:

Consulting, when done properly, can greatly enhance the prodinst of a company. The converse, however, results in a low prodinst and can be detrimental in many ways to a company's performance, often not even addressing its specific business requirements.”

Tell me a bit more about consulting services offered by PI:

“Here’s how it works. Each client goes through a four-step process – each step at no charge:

1. Create an Account

2. Select Consulting Service area(s)

3. Refine his/her specific needs criteria

4. Receive proposals from rated experts”

We assure our clients that:

• At no charge or obligation, we provide up to five independent, rated outstanding consultants to meet their company's specific needs.
• We constantly track our consultants’ performance to ensure that their work is consistently outstanding; anything less is unsatisfactory. Rated outstanding consultants greatly enhance value and prodinst so each client can focus on what their company does best.
• We will not send solicitations for signing up -- and will not share their private information with anyone else.”

Great! I see you also offer an Affiliate program at PI!

“Yes, we extend an invitation our web site to become an Affiliate Partner. It’s a win-win for all. Here’s how we describe it:

The Affiliate Program provides an opportunity for affiliate partners to refer companies to our site either automatically through their website or by manually filling out a form on our website. Payment to the affiliate member is made once a referred company signs up with a service provider through our website… Participation in this program is free.

I’d like to switch directions again. How did you get started in all this, Bruce, and how did you arrive where you are currently?

“I have 25 years of experience in the computer field. In 1991, my (then) seven month old daughter began having seizures. At the time I was the Vice President of Software Development in a company INC magazine had recently named to its 500 fastest growing companies.

I went on the ‘daddy track’ at that point and two years later, started a consulting company. The Productivity Institute, LLC, where I am now, is the evolution – for me ─ of that consulting and is based on the consulting experience and business acumen of its staff and founder.”

How much of your work is focused specifically toward women?

“Women play an important role in our paradigm at PI. Maybe it sounds sexist to say this, but I think women think differently than men – not better or worse, just differently. The viewpoint of the women here at PI is generally geared more towards relationship building than hard-hitting sales. They are tough, but very insightful. I’m happy to be here: I’m really learning a lot from these ladies. “

What are some of the ways you promote your enterprise?

“We are promoting our company through networking with groups, writing numerous articles, and obtaining visible positions such as my presence as the Mid-Atlantic Bureau Chief for The National Networker. We will also be starting a press release campaign in late July and a newsletter in September. We are really focused on generating interest and attention towards our website and our activities.

I would like to add that our strategy also includes using professional ─ ostensibly non-social ─ networks like LinkedIn (once we really figure them out) as a part of our networking strategy.”

Whom or what does your network currently include? How far does your network extend?

“Right now, our network is small. We’re still in the building stage of researching and reaching out to the many networking groups that are around. Their number is truly amazing. One of the things we have been careful about is being able to manage our contacts effectively. We do not want to overlap contacts or offend them by misusing them.”

What has been the best about building a network: Positive experiences? Benefits, expected and unexpected?

“I really enjoy developing relationships. Getting to know people is really exciting. One problem that I am encountering within myself is being able to translate these relationships into clients. That seems to be a major problem inherent with Web 2.0.”

Would you expand on that?

“I have found a lot of people talking about doing things but there often seems to be a disconnect between talk and actions. Not surprisingly, those people who have taken some action have been much more open and informative about many subjects. I have truly enjoyed interacting with them and building relationships.”

What challenges (if any) have you found in your networking experiences?

“The biggest challenge seems to be learning how to positively grow and interact with our network. It’s important to remember that everyone has things to do and no one likes being overwhelmed or unappreciated because of our actions. Sometimes, it seems like we’re operating along a thin line. Over time, I expect this feeling to lessen because we’re gradually becoming more adept at handling these networking relationships and also because we’re building stronger relationships and trust with the people and groups we’re interacting with on a regular basis.”

Any challenge that particularly stands out?

“I think organization is the biggest challenge. As my networking tree has expanded, I have found it increasingly difficult to manage all of my contacts while also generating new ones. I think the key to successful networking is to know where to prune your tree and how to manage all your contacts. I remember a sales trainer saying that when he saw a salesperson’s folder bursting with several months of potential clients that he concluded that the salesperson was doing a poor job because he was spending too much time on prospects with a very low percentage of success rate.”

Besides networking, how else are you promoting PI?

“Our key method of website promotion will involve an intensive writing campaign which will include numerous articles, press releases and commentary. We see this as an important means of generating buzz. Furthermore, as this campaign progresses, we plan on using our networks to further enhance our article reach. “

Which do you view as the primary vehicle and what makes it more important than the other(s)?

“I have always believed that communication is the key. Whether that involves writing, speaking, attending meetings, telephones or email, without good communication a company cannot be very successful. Our vehicle is being able to fuel these communication modalities until they are self-sustaining and increasingly widening in scope and reach.”

Bottom line – What's working especially well for you at PI?

“The use of trusted contacts and personal connections has provided a good starting point. The key thing we're working on now is being able to make the jump from this relatively small group to the development and ability to use a larger one. The lesson here is to use what you have first and learn from it so you are (somewhat) prepared when you make your jump to the next level.”

Which of your projects are you currently most excited about?

“I am very excited about Productivity Institute. I love the operating paradigm of providing free services to people / companies that need it. Having been involved with the Internet almost from its inception, I have not liked its recent movement to gross commercialization where even shareware is no longer free and rarely inexpensive. Our paradigm here at PI reflects more of the original spirit that the Internet first exhibited.”

What’s the achievement or accomplishment you’re most proud of at this time?

“Actually, this is a non-work related accomplishment: Watching my kids grow up and develop. Even very special needs kids grow and develop. The only difference is that their steps are much smaller. It’s essential to keep in mind that they’re still people with very real feelings and hopes and goals. (I only wish more people would realize this.)”

What are your plans and goals for the future, especially regarding networking activities?

“I plan on rapidly expanding our networking ability. In September, we will start releasing our newsletter which, based on my networking, will include much more feedback than we originally planned.”

Anything else you would like to add? Perhaps words of encouragement and/or inspiration for our readers?

“Never give up! Believe in yourself and what you do. I know this sounds trite, but it’s true. You can do anything you want. Appreciate what you have ─ yet at the same time look ahead: figure out what you want to have and how to get it.

My wife says there are two types of people in this world: the optimists and the pessimists. It’s easy to see the difference: The pessimists take the safe (and boring) path and are often jealous of the achievers. The optimists, on the other hand, are those “Don Quixotes” who take a chance. They might not always succeed, but they are the do-ers in this world.

So, here’s the heart of my message: Believe in yourself and be a do-er.”

------------------------------------

Contact Information:

The Productivity Institute, LLC
2005 Nutmeg Drive, Suite 100
Carmel, NY 10512

Phone: 845-510-3133
Fax: 845-230-3259
Email: info@prodinst.com

For comments, feedback or
to submit an article:

support@prodinst.com

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Self-designated “Token Male” Proudly Steps Forward

The Best Friends You've Never Met!

By Chris Kauza
Technology Editor

Everyday new users flock to the Social Networking sites of MySpace and FaceBook. While the media likes to portray these as sites for your kids, that juxtaposition belies the fallacy.

The dynamics of relationships are changing, and these applications are making it so that you will most likely end up with really good friends you have never met!

What are the implications for your business?

The nature and reality of relationships is changing. “Good Networking” used to be only about who you knew in your immediate circle, and who they knew in their circle, whom you could trust. Networking is evolving to include people you may not have physically met, but may have been introduced to you by a trusted source – a friend, a professional colleague (either of which you may not have physically met either), or even through a website like LinkedIn.

People are changing how they present themselves to others. They are redefining what their Brand is, and what was once considered to be merely “interesting” or “creative” is now vital to differentiating yourself from your competition, and being “top of mind” when your customers are making purchasing decisions. Users are wresting control of their environment and refashioning it to suit their purposes – which may be very different from how the original designers intended. Or different from how you intended.

The fact is, the sum total of all of your conversations and discussions about you, your product or your service are becoming your brand! And how you choose (or not choose) to use the new environment will determine how you are perceived, the level of credibility you have (or don't have) and the kinds of customers you can attract.

Over the next two months, we will examine how you can use MySpace and FaceBook in your business and networking endeavors. We will start with these because:

1) They are two of the largest and fastest growing Social Networking applications on the web today

2) Most people dismiss these out of hand as being irrelevant to their business

3) There are people who are successfully using it to connect with others and grow their business in ways that previously weren't possible.

In the meantime, if you have questions about these or other technologies, feel free to email me at ckauza@soltusgroup.com or to connect with me on LinkedIn: http://www.linkedin.com/in/chriskauza

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The Best Friends You've Never Met!

You Have a Virus!

By Candy Webb

Network Marketing Editor

The four words that immediately panic any of us who depend upon our computer, our networks of contacts, emails, the National Networker, and other internet-based sources of communication.
But, I think perhaps the worst virus, particularly in the network marketing business, can be the NEGATIVITY of individuals (normally just a few) within the organization.

This is the person in your group who just doesn't get it. He or she doesn't demonstrate any desire to improve or to cooperate with purpose partners who are trying to implement positive change and new ideas. This is the “nay-sayer” who unfortunately can be quite influential in your organization, and they will seldom keep their negative thoughts to themselves – that’s the problems. In many ways, this kind of person is often just challenging your leadership – perhaps they think they would do a better job at the head of the organization. What do I do about this individual? How can I get him on board?

A a few individuals are content to remain Victims of Circumstance, rather than working to become Champions of Change and forward movement. And when others around them make progress, they are sometimes cynical and bitter. The best advice, of course, is don’t bring this type of person into your business in the beginning! And I’m very serious about that. Personality traits seldom change dramatically, and if you recognize this person up front as not what you'd call a fountain of encouragement, then PASS. How to do recognize these folks up front? Well, their conversations generally reveal skepticism about every aspect of life – people, government, their neighbors, their family, their work – on and on and it’s really hard to imagine them liking anything, or enjoying anyone. Stay away!

Avoiding this type of individual is key because they are unlikely to change their basic personality traits and moveover, they are always looking for someone to join him in the Depression Duet. And if you allow yourself to be drawn into a conversation with him, you're likely to catch the same bug he's got! You may suddenly hear yourself saying things like, "You're right. This weather stinks. The economy really stinks. Your downline stinks, too!" This “bug” is a bad one and it can affect large groups of people negatively.

Because this negativism can taint an entire organization if allowed to fester it is extremely important that you reach around this person, and call, contact, talk to the people under him directly. They are probably desperate for an encouraging word! Oddly enough, these folks can often be immensely talented individuals who would be a tremendous asset to the organization--if they acquired a new outlook.

So, what to do? Well, if we were in the corporate world, we could respond with a"no-nonsense" approach. "I'm not going to fool around with this guy," call the individual into your office, and tells him, in no uncertain terms, to "Straighten up and fly right," "Shape up or ship out," and so on. But obviously in network marketing, this is a volunteer army and so that approach is not feasible.

I believe there is only one way to “save” this individual as a productive partner on the team and it will take a heart to heart to bring him or her back to their original purpose in joining network marketing. That original purpose showed the glimmer of a dream, some desire to improve their life – normally financially. The very act of joining the company indicates that in the beginning there was some positive attitude working. Start your conversation at that level, not all the things that they are now doing wrong, saying wrong and causing to go wrong in their group. Start with that feeling of expectation and excitement that drove their behavior in the right direction in the beginning. Have them clearly articulate what that purpose was, not just “make more money”, but specifically what in their life were they trying to produce? Was it to become debt free, to allow themselves or a loved one to retire and come home from a no-where job, was it to build an investment portfolio or perhaps an education fund? Get to the real positive reason behind their decision to join you in the first place.

Once you have re-established their reason “why”, you can now begin to help them understand where they might have gone astray. And be very careful at this point. Their story will no doubt include a lot of “not my fault” scenarios. They will talk about the lousy performance of their downline, some real or imagined slight from the company, some real or imagined lack of support or training. It will never be their own effort that was substandard.

Getting around to really dissecting their performance will be difficult, and it is much easier if the discussion can be focused on real, incontrovertible numbers. Numbers don’t lie, we’re told, and there is a lot of truth to that. So, what are the numbers that will indicate what they have been doing wrong? Well, if you just look at the number of people they have brought into the organization, that might be low in comparison to their peers, but it won’t tell the story. The real truth of the numbers is in the EFFORT that the person made. Have them produce their calendar and SHOW YOU the numbers of appointments they had, the number of people on their contact list, their record of calls and follow up appointments. Whatever methodology you have in your company, bottom like its all the same – number of introductions to the company and the product matters! Set some concrete goals to improve this ratio. And then assure them that you are with them ON THE CALLS, IN THE APPOINTMENTS, all the way to help them achieve their original purpose. Set up weekly check-in calls, and in those calls, always give positive encouragement. And when our friend begins their usual negative diatribe (and this will surely happen, old habits die hard!), don’t let it pass. Stop it in it’s tracks. Tell them, “John, I am here to help you. I have a strong, positive belief system about this company, and I need to spend my time with people who feel the same. Let’s focus our comments on what positive steps we can take.”

Your insistence upon the right level of conversation will slowly make a difference, and if it doesn’t? Well then, in the final analysis you may just need to focus your help elsewhere. And next time, listen carefully in your initial conversations BEFORE you invite the individual to join you in your business. Listen for those positive personality traits that are absolutely invaluable in our business.

Have fun, and my best,

Candy Webb, Your Network Marketing Coach

916 408-3637

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You Have a Virus!

And, It Gets Great Gas Mileage!

foundercontact group

By Lydia Sugarman

Entrepreneurial Editor

Lydia's article is brought to you by foundercontact group

In the interest of full disclosure, this month’s interviewee is a great guy I affectionately refer to as my cousin-in-law, Greg Jones who married one of my favorite cousins.

Greg and Ann have lived all over the country and Canada while he worked for some of the major home improvement retail chains. Greg’s job was to come into troubled stores as “the Cleaner” making hard decisions and doing what needed to be done to turn the stores around. After landing a fantastic job with a Canadian company that would move them from sunny California, he was RIF-ed (reduction in force which is a fancy term for laid off) at the end of the first week.

Eventually, they found themselves in San Antonio, Texas and when the opportunity presented itself in the late 90’s, Greg took it to start Automania with a partner on the freeway between San Antonio and Austin, a very cool dealership for classic and collectible cars, motorcycles, memorabilia, and detailing service.

They launched their website, http://www.automaniacs.com, very early on and one of their first sales was to a collector in Singapore. Since then, they’ve expanded their company with several locations in other Texas cities.

For all the fascinating similarities we are seeing in the entrepreneurs we’re introducing to you, it’s also interesting to learn how very different people coming from disparate backgrounds end up following an entrepreneurial path.

Greg Jones is one of those entrepreneurs who has taken all the lessons he learned within a unique corporate environment, retail building and home improvement supplies, to build a successful business that benefits from those lessons and feeds his soul by letting him pursue a personal passion.

Hey! We all want to be able to go to work every day in shorts and Hawaiian shirts like Greg!

His wife, Ann, is a successful real estate agent with Phyllis Browning in San Antonio, Texas.

1. Please tell us a little about yourself, personally and professionally.

I am 61 years old, married, four children and five grandchildren. I own a business buying, selling and consigning classic and muscle cars for sale. I spent most of my career in the retail Home Center industry managing multiple units and thousands of employees.

2. What is the single biggest reason you have followed an entrepreneurial path? Was there a signature event as you were growing up?

My parents were in business for themselves starting in their 40’s and I was a partner with them for a few years. After 30 years in the Home Center business I decided to start a business from a lifelong hobby.

3. Are entrepreneurs born or can it be learned?

I believe that it takes a certain personality to want to be in business for yourself and then to have the fortitude to hang in there long enough to make that business successful. Most people don’t make it past the first year if they don’t have a good business plan in place and are willing to work hard enough to see the plan come to fruition. Capitalization is extremely important.

4. What makes entrepreneurs different? What do you think are the qualities/characteristics that make entrepreneurs different?

The entrepreneurs that I see become successful are the ones who have imagination, courage, fortitude, intelligence, and have had experience in the corporate world. They are also people who like people.

5. Do entrepreneurs network differently?

Not necessarily. An entrepreneur uses his/her sphere of influence like other people do. What sets them apart is the diligence factor. What networking lessons can others learn from entrepreneurs? Just a personal note, I never miss an opportunity to “advertise” what I do in a group of people that I happen to be with. The website and the Internet are the biggest generators of new business for us. (*Note: Heh-heh, Greg thought I was a little crazy when I told him he had to have a Website ASAP to build his business. Thank goodness; he decided to give a try!)

6. What have you found to work well when networking?

The ability to “sell” myself and my business is important. I am confident about what we are able to offer our customers and confident that they are willing to tell others about us in a positive way. (Hey! When I was relocating to San Francisco from New York and needed to buy a car, I found a really sweet little Chrysler Maserati TC on the Autmaniacs.com site. Uh, it’s for sale. Anyone?)

What caveats can you offer? Deliver more than you promise.

What's unique about networking from an entrepreneur's perspective? The business is yours and no one represents a business better than you. No one can sell your unique proposition like you can. You may hire very responsible and dedicated employees but they will never be as devoted to the business as you are.

Do entrepreneurs have an advantage in the networking arena? Not necessarily, but the successful ones are better at it and use all the resources at hand.

7. What is the “successful” model for a master networker?

Be hands on. Use the modern technology available i.e. the internet. “Sell” yourself before you “sell” the business.

8. What are the primary goals for most networkers?

To have your customers say great things about you and your business and to come back to you when they have similar needs in the future.

Do you feel these differ from those of an entrepreneur? With a couple of exceptions, obviously to create a business that is scalable and successful.

9. How do you help other entrepreneurs find and network with each other in your business?

Our business is a very “closed community” that speaks to others in the business all across the country. Our networking sometimes involves “sharing” inventory for sale or to help provide a “search and find” service. So, while we don’t necessarily share our customers, we share inventory and build trust within our community.

Check out the Automania site at http://www.automaniacs.com. You can reach Greg directly at 830-629-4843 or by email at automania@mindspring.com.

If you’re thinking about moving to San Antonio, be sure to get in touch with my cousin, Ann Jones at ajones@phyllisbrowning.com, 210-410-5151. And, be sure to tune in for her interview in my next column!

You may ask what I’m doing these days? Or, not. Anyway, we’re preparing to launch our new site, http://www.venntive.com that will better reflect the solution we provide to SMBs to make working your business easier. Venntive = Email Marketing + CRM = Web Tracks. If you’d like to be added to our mailing list so you’ll be notified of all the exciting developments as they happen, please visit the site and provide your email address.

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And, It Gets Great Gas Mileage!