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Showing posts with label danielle lum. Show all posts
Showing posts with label danielle lum. Show all posts

Thursday, March 26, 2009

U.S., HAWAII: A Lesson From My Oldest Friends

By Danielle Lum
Hawaii Bureau Chief

I was recently pulled, kicking and screaming, into the world of Facebook. “I have 200 contacts on LinkedIn!” I cried, “Why do I need to be on Facebook? It’s a waste of time.”

But a friend convinced me that I would have fun on Facebook, so since I’m always out to have a little fun, I set up a page. Rudimentary information only: Name, schools, jobs, etc. Nothing that I wouldn’t mind sharing with a couple million people.

Within 24 hours, I had 60 friend requests. Not business contacts, but friends from elementary school, from previous jobs, and from college. I decided Facebook would be my “let off some steam and let my hair down” world. No business contacts, only friends from days gone by.

I like to think that I’m pretty good at keeping in contact with friends. About once a month I go out for drinks and revelry with people I went to school with starting when I was just five years old. I go hiking with high school classmates at least twice a month, and I communicate on a pretty regular basis with college roommates and floor mates.

But Facebook is fun and addicting and keeps me in touch with friends in a much more relaxed and “let it all hang out” kind of way. So I poke, I send smiles, I update my status and comment on others’ status, too.

And then one day a light bulb flashed bright neon.
I updated my status about a work project with which I was struggling. I got a number of comments and messages from people across the globe (yes, I even reconnected with friends who are no longer in the United States). Some offered to take my mind off the project, while others asked, “What exactly do you do for a living?”

Several of those inquiring about my professional exploits were people I have known for more than 40 years. One is part of my bi-monthly hiking group.
Picture that light bulb getting brighter and brighter.


Just click on the Logo above for a no-strings TEST DRIVE

I realized that, if my friends have no clue what I do, then I do a really bad job of networking with the people I have known the longest. And the people who, presumably, know me the best.

I explained what I do to those who asked. Not in a 60-second elevator speech kind of way, but a less polished, more friendly manner. I told them about the kinds of clients
I have and what kind of work I like to do best.

And my efforts turned into referrals. Two so far, amounting in about $20,000 worth of business. Imagine what would have happened if I never said a word about anything I do professionally on my "fun page."

So the lesson of the story is this:
  1. Nothing is ever strictly for fun. There are always business ramifications involved.

  2. Make sure your closest and oldest friends know what you do. You may think they do, but there is a good chance they have a vague idea and nothing more.

  3. No matter how good you think you are at keeping in contact, you can always do better.



__________________________________________________________________

Danielle Lum is the president of NK Design, Inc., a public relations, advertising, and marketing company in Honolulu. A boutique agency, NK Design specializes in assisting small and new businesses to create memorable message strategies and reach potential customers.

Learn more about Danielle and NK Design:

http://nkdesignhawaii.com/
http://www.linkedin.com/in/nkdesign
http://prponderings.blogspot.com/




_______________________________________________________

Posted to THE NATIONAL NETWORKER.



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Wednesday, January 28, 2009

U.S., HAWAII: Six ways to bomb during your networking effort

By Danielle Lum

U.S., Hawaii Bureau Chief


I had the pleasure of hearing Dr. Ivan Misner speak at a special event for BNI members in Hawaii. If you ever get the opportunity to hear him, jump at it. He is a fantastic speaker. He peppers his talk with anecdotes, examples, and live demonstrations to keep the mood upbeat and the audience energized. He was even undaunted and unfazed by two (not just one!) fire alarms during his hour-long talk. To top it off, he leaves the audience with very solid information that you can use pretty much right away.

His talk centered on his new book, “The 29% Solution,” and he gave the audience many different -- and easy to implement -- tools and tips on how they could become better networkers. If you want to know some of his tips, pick up the book, go read his blog, his Web site, or his article in The National Networker, or attend one of his speaking engagements.

What I want to focus on in this article is the networking event that surrounded Dr. Misner’s speech. It being a BNI event, naturally there were a couple of hours before and after the talk specifically dedicated to networking.

And there was a lot of networking going on. The room was loud, with many people talking, laughing, and doing what they came to do: networking. There were many connections being made that evening.

And while there were so many people doing things right, there were a few who could use a refresher course in Networking 101. So I thought it would be fun and different to do a list of things I observed during the networking portion of the meeting that are perfect ways NOT to be an effective networker:

  1. Hang out only with the people you know...either from your chapter or your company. It’s natural for people to want to be with the people they know. I know this from experience. I’m shy so I prefer to be with the people I know because it is comfortable and safe. Others justify that they don’t get to hang out with their friends from work or from BNI, so something like this is a good time to catch up. My advice is simple: Make a date with them to socialize later. Networking time is work time. 


  2. Don’t bring business cards. Common mistake, and I’m sure it’s happened to all of us at some point or another. I saw it quite a bit at this event, though, so be aware and prepare.



  3. Don’t wear a name tag. The corollary to this that the name on your name tag be so hard to read that people need a magnifying lens to see it. BNI provides plastic name tags that are the size of a business card. People put their business cards in them, thinking that their name, company, and phone number information is now available if someone wants it. Wrong! I saw people squinting to see the names in 12-point type. Your name tag is your calling card when meeting someone for the first time. So your name should be easy to read from at least five feet. So if you really want to use the BNI name tag holder, create a special insert that has your name in large, easy to read letters. 



  4. Arrive to the event late. This is self explanatory. You can’t network if you’re not there.

  5. Spend your time outside the room. This is a corollary to #4. Again, you can’t network if you’re not there. Besides, you made your way to the event, on time, why not go inside the room and meet people? 



  6. Spend the whole networking time standing in line for food. The line for hors d'oeuvres was poorly thought out by the hotel staff so the line snaked across the room. Yet people insisted on standing in line for food, bypassing an opportunity to network with anyone other than those standing directly around them. Is there another way? Can you eat and network at the same time? Yes. Wait for the line to get shorter. Keep an eye on it and when it’s reasonable and there is a break in the networking action, excuse yourself (if need be), and step away. 



In all, the Ivan Misner event was excellent. The speaker was second to none and the energy and excitement in the room was unparalleled. If Dr. Misner ever stops in your city, be sure to attend. And be pack your best networking skills when you go.



Danielle Lum is the president of NK Design, Inc., a public relations, advertising, and marketing company in Honolulu. A boutique agency, NK Design specializes in assisting small and new businesses to create memorable message strategies and reach potential customers.

___________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newsletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free, continuous RSS feed (available either by traditional RSS or by direct email), go to: http://thenationalnetworkerweblog.blogspot.com. You are also invited to click our buttons:
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Thursday, December 25, 2008

U.S., HAWAII: The Riddler

By Danielle Lum

Hawaii Bureau Chief

Ask questions. That’s the advice good networkers will give newbies to the networking world. Ask lots of questions and people will think you’re a great networker.

Unless you’re “The Riddler.”

I ran into The Riddler at an event I recently attended. He asked a million questions. What’s your name? What do you do? How long have you been doing that? Who are some of your clients? Do you have children? Where did you go to school? Is this your first ABC event? Do you enjoy what you do? How long have you been in business for yourself? Do you enjoy being in business? How long have you lived in Hawaii?

They were good questions, actually. He would have been doing really well… if he bothered to listen to the answers! He was looking at me, he appeared interested, but it was painfully obvious that he was so busy thinking about his next question that he wasn’t listening to a word I was saying.

But it didn’t stop him from asking additional questions. And more questions. Then even more questions. He asked questions about information I provided in the first five minutes of conversation. After a while it felt like he was going down a previously selected list. All too soon I felt like I was being interrogated. Too many questions!

And as I drove home from the event, I think what bothered me the most about The Riddler wasn’t the constant barrage of questions, but that he was asking for the sake of asking. He wasn’t really interested in the answers.

Missing the point

Networking is about making connections. The easiest way to make a connection is to ask questions. The key is listening to the answer. Because it is only when you listen that you will find a commonality to make the connection.

I’ve seen networking tips that advise you to have a list of questions you can use to start a conversation. But if your whole game plan is to ask questions, though, you’re missing the point.
Instead, you should prepare three or four standard questions you use to break the ice, and then hold your end of a conversation. It may entail asking additional questions, but it might not. The key is to listen and take your cues from what the other person is saying.

I have a friend that I consider a master networker. It seems like he knows everyone in Hawaii. We can’t go to too many places where he doesn’t meet up with someone he knows. I watch him in utter amazement.

Whenever he sees someone he knows, he recalls a special tidbit about the person and asks about it. For example, he knows a woman who loved her red VW Beetle. Whenever he sees her, he asks how “The Love Bug” is treating her. If the person has children, he asks how they are doing. If they participated in an event together, he brings it up in conversation.

The key is that he knows the details of the person’s life because he 1) asks questions and 2) listens carefully to the answers. He’s not just waiting for the person to stop talking so he can talk or ask another question. He is genuinely interested in what the person is sharing. He asks just enough questions to keep the conversation going.

It also doesn’t hurt that he has a great memory that he exercise daily to keep supple and functioning.

Riddle Me This

I’m sure The Riddler went home feeling pretty good about his networking experience. After all, he asked me 20 questions, and the networking guide said that people who ask questions are memorable.

Yeah, I’ll remember him all right. Not the way he intended, I’m sure.

If you can identify with The Riddler, ask yourself what you can do differently next time. How can you use questions to guide a conversation without being the entire conversation?

When you can do that, you will be positively, absolutely memorable.




Danielle Lum is the president of NK Design, Inc., a public relations, advertising, and marketing company in Honolulu. A boutique agency, NK Design specializes in assisting small and new businesses to create memorable message strategies and reach potential customers.

Learn more about Danielle and NK Design:

http://nkdesignhawaii.com/
http://www.linkedin.com/in/nkdesign
http://prponderings.blogspot.com/


________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newsletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.

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Saturday, December 06, 2008

Promote Yourself Through Captive Audiences

By Danielle Lum

Hawaii Bureau Chief

The economy is hitting many below the belt. A number of my clients have had to tighten up the bottom line and have asked me to fashion public relations plans out of shoestring and no-string budgets.

My goal for clients is usually the same: increase the public profile of the company or individual. How we go about attaining that is different for each client and depends on a number of factors.

So the present dilemma is this: How to increase public profile without spending a lot of money.

It's not a hard question, actually. The answer is one that effective networkers should also be considering and pursuing.

Speaking engagements.

Speaking engagements are wonderful opportunities:

  • You can showcase who you are and what you do. You're in the spotlight the whole time.
  • You have more than 60 seconds to explain why you are an expert in your field.
  • You have more than 60 seconds (usually between 10 - 20 minutes actually) to create a connection.
  • You have a captive audience that is hanging on your every word, waiting for you to share nuggets of wisdom
  • It's low cost - maybe even free if the organization you're speaking to picks up the cost of your lunch or conference fee
Go. Do. Don't Come Back Undone

The mere mention of public speaking can make even the most confident person break into a cold sweat. In fact, a great majority list public speaking as their number one fear -- ahead of dying.

Don't let this deter you! The benefits of speaking engagement s are limitless and, well, no one has ever died from speaking in public. None that were recorded anyway.

Booking a speaking engagement is often easier said than done. Most organizations won't schedule a speaker unless s/he has something -- information, wisdom, etc. -- to offer their members. And the bigger groups won't book you without knowing that you will do a good job and not bore their members to tears.

So you need to create a track record. First thing you need to do is to figure out the topics about which you can speak. Make a list. Which of those topics can you expound on for 10 minutes? Which of those topics will be exciting and interesting to others? Put those at the top of the list. Look for different and new angles to topics that others have already covered.

Once you have your topics set, make a list of the organizations in your area. Look for organizations that have interests similar to those about which you can speak. For example if you are a massage therapist with an expertise in ergonomics, consider groups whose members are human resource managers or business owners. These people will want to hear you so they can pass the information to their employees. They might even hire you to talk directly to their employees.

Now you have your topics and your target organizations. Make your calls. Sell yourself. Get booked!

Prepare for negative responses. And definitely keep going because someone will want to hear you or give you a chance. Stay positive!

Along the way, practice, practice, practice.

When you think you know your presentation, practice it again. Practice until you feel comfortable and the presentation is second nature to you. Solicit your friends and family to serve as surrogate audience. Ask for their critiques to help you improve.

When you do get a booking - and you will get a booking - remember that the audience is captive. You want to make a good impression and boring them to tears is not the best way. Instead, wow them with your brilliance, your confidence, and your ability to connect.

One last tip

Be sure to bring business cards and a flyer/brochure about your business. I've attended many luncheons where the speaker doesn't leave way to contact him/her after the day is done. Talk about missed opportunities!

Instead, be sure to bring a "leave behind." Something your audience members can take with them to remind themselves about how much they enjoyed listening to you and how much valuable information they learned. And, most of all, give them a way to contact you to book you for something else, purchase your services or your product, or just create a deeper connection with you.

Happy speaking!






________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newsletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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Saturday, October 25, 2008

When Networking, Don't Be The Mouth

By Danielle Lum

Hawaii Bureau Chief

I was invited to attend a meeting. There were about 15 people there, of which I knew maybe three people. A great networking opportunity ever I've seen one!

The beginning of the meeting was open networking around a tray of sushi, shrimp and chips and dips. In networking fashion I met people, made connections and traded business cards.

I met some very nice people, and enjoyed the give and take of "what do you do?" and "how is your business doing in this economy?"

Enter The Mouth.

We all know The Mouth. You know, the person who won't stop talking about him or herself. How many times have we wanted to run, screaming, in the other direction when we see The Mouth coming? I know I can't count that high.

Anyway, I was in a two-way conversation when The Mouth edged her way into our sphere. We were talking about our businesses and people we knew in comment; there was give and take. She listened to me. I listened to her. It was quite pleasant actually.

It all changed when The Mouth joined us. The conversation switched to The Mouth. What The Mouth does, how great The Mouth is, how The Mouth single-handedly whipped Hawaii's economy into shape. I swear she didn't take a breath long enough for either of us to speak.

I was happy when the meeting got started because I finally had a way to politely excuse myself from The Mouth.

True to form, though, The Mouth dominated the meeting. She told of her experiences, viewpoint, and opinions. It was exhausting, and actually lengthened the meeting by at least 30 minutes. I could see rolling eyes around the meeting table as The Mouth droned on and on.

So today's lesson is simple: Don't Be The Mouth

Networking is about making connections. Finding what you have in common so the next time you see the person you're positively memorable. It means talking, asking questions, and more importantly, listening to the answers. Let the person you're connecting with be part of the conversation. Be a participant in the conversation, not the dominator.

You may be great at what you do, or you might be the expert on the topic of conversation. However, bombarding others with your brilliance at a networking function will earn you The Mouth status. If you really need to make a point or feel your insights or expertise would be valuable for the person with whom you are talking, arrange a follow up meeting or coffee.

You will make a better first impression and you'll get a second chance to make a connection.

I find that the people who leave me with the best impression are those who can hold a balance conversation. They ask as many questions as they answer and talk as much as they listen. It's easy to talk with them. Effortless. Connecting is easy because they make it easy to do so.

The choice is yours. Do you want to be The Mouth or leave a favorable impression.

________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.

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Sunday, September 07, 2008

Networking in Times of Need

By Danielle Lum

Hawaii Bureau Chief

On April 30, 2008, my mom was transported by ambulance to the emergency room in respiratory distress. Later that day she was moved to the Intensive Care Unit and intubated, wholly dependent on a respirator to help her breathe. One hundred and nine days after her ambulance journey, mom went home – and in those three and a half months, I learned valuable lessons in networking.


A bevy of specialists, nurses, technicians, social workers, and administrators streamed in and out of her room. I kept notes of their names, their purpose and what they said to us. Some handed over their business cards, displaying impressive titles like thoracic surgeon, pulmonologist, and unit director.


But over the course of mom’s road to recovery, I would learn that it was the people without business cards that would make the most difference.


IN THE BEGINNING

We questioned everyone who entered the room, and they used official sounding words and twiddled their stethoscopes as they spoke with us about mom’s condition. During the first days I took copious notes of her treatments, prescriptions, and lab results, even though the words were foreign and numbers were basically meaningless to my brother and I.


After the first few anxiety-filled days, things settled into a rhythm. Labs were ordered in the morning, so I would call the ICU at 5:30am to see what the morning’s numbers brought. When I arrived at 9:00am (the start of visiting hours), I would ask to see the day’s x-ray results. Even without total understanding, knowing the results gave us some measure of comfort.


Then came Paul. He is a day shift charge nurse who cared for mom on her second day in the ICU, and oversaw her care when he wasn’t directly caring for her. He took us step-by-step through her CAT scan, her lab results, and x-rays, explaining what everything meant, what was considered normal, and what numbers told whether she was improving.


We talked with the respiratory therapists and nurses – all employees who didn’t have business cards – about the pulmonologists at the hospital: Who was the best? Who gets the best results? If it were your mother, which doctors would you want on her case?


We listened like sponges. We nodded and asked for clarification when needed. We talked with anyone who came into the room, from the custodial staff to the nurses to the doctors. When security guards did their thrice-daily rounds of the ICU floor, we smiled, waved, and exchanged “how’s it going?” commentaries. Each day I ate lunch in the cafeteria, engaging the staff in small talk and calling them by name when possible (thank goodness for nametags!).


When we went into the waiting area, we chatted with other family members, forming a bond with others in crisis.


PUTTING NETWORKING TO WORK

About 5 days into our ordeal, I knew the name of every day shift nurse, respiratory therapist and lab tech on the ICU floor. I spoke fluent hospital-ese and knew what all the settings on the ventilator meant.


This made mom’s doctors nervous. Thanks to the people who didn’t have business cards, I knew what questions I should be asking the doctors, and had a fair idea of the answer I should expect. When too many days passed without us seeing the doctors, the nurses suggested a good time to arrive at the hospital that would just happen to coincide with the times the doctors were doing their rounds. When I pointed out that the time was well before visiting hours began, they replied, “So? I’ll let you onto the floor.”


About 10 days into mom’s stay, the cafeteria staff greeted me by name and, get this, gave me the employee discount. They asked how mom was doing and whether it looked like she was going to get off the respirator soon. The cafeteria manager even made green jello (my favorite) just for me.

The ICU staff awaited my daily 5:30 am call and had the lab results ready to go. (Humorously enough, there were days that I overslept, so when I called in, the person answering would remark that I was late!) When I arrived at the hospital at 9:00 a.m., I could walk to the ICU door and get buzzed in without having to go through the rigmarole usually associated with getting onto the floor.


Certainly, all of the nurses were competent, but there were some with personalities and work styles that pleased us more than others. We noticed that these nurses tended to be assigned to mom’s care more so than the others. Serendipity or by design, we weren’t going to question.


One day there was a power outage in the hospital and the ICU director immediately chose mom’s room to oversee and make sure that everything was in place should the ventilator not respond to the back up generator. The outage lasted about two hours and she stayed with us the whole time.


Over time, we got to know the caregivers on a personal basis. Paul flew to Japan to propose marriage to his girlfriend. When he came back, he shared his photos with us. Upon hearing that I used to work for the teachers’ union, Val shared her story about her sons and asked my opinion about what to do. I was more than glad to help her. Chona shared stories about her miraculous twin girls. Others referred business to me upon learning that I’m a public relations consultant.


Our parking pass, at first renewed on a week-to-week basis, suddenly was lengthened to two weeks, then three. As I would leave the admitting clerk’s office, she would send me off with a cheery, “I hope I never see you again!” Meaning, she would never have to renew my parking pass because mom would be home and on the mend.


GRIM PROGNOSIS

Her doctors – one in particular – didn’t hold out much hope for her recovery. He called her state “permanent” and urged us to determine what we wanted to do, where we wanted to send her, once she was stable enough to be discharged from the ICU. (Incidentally, we asked that doctor to remove himself from her case. We kept the pulmonologist who shared that his vision was of her walking out of the hospital under her own power, sans attachment to any assistive breathing devices.)


The nurses and other staff members, however, had a different view. They didn’t give up. They cared for her and advocated on her behalf. When her muscle tone deteriorated, we asked Paul if physical therapy would help. He went to the head of the physical therapy department to get them to take on mom’s case – it’s very rare that a patient on a respirator gets physical therapy because of the obvious constraints, but Paul’s persistence paid off.


The nurses recommended we ask for special procedures, always with the caveat, “you thought this up all by yourself.” And sure enough, undertaking the procedures marked a turning point in mom’s recovery.


As mom improved, everyone remarked on how good she was looking. The custodian who cleaned her room daily for the three months gushed with joy the first time she saw mom sitting up and reading the newspaper. Staff members cried the day her tracheotomy entry way was capped and they heard her voice for the first time in three months.


When Paul piled her and her equipment into a wheelchair and took her outside to see the hospital grounds, the nurses cheered. When she took her first steps to the doorway of her room, all the nurses on duty that day gathered around to give their encouragement.


HOMECOMING

One hundred and nine days after admittance, mom was cleared to go home. She would have oxygen delivered via nasal cannula, but she was going home. She was one of the rare patients that got discharged directly from the ICU without ever being sent to the medical floors of the hospital.


The staff gave her ice cream, a card, and lei. They hugged her and told her how proud she made them, and made her promise to come by and say hello.


And as we drove off, leaving the hospital in the rear view mirror, more than one face was streaked with tears.


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Sunday, August 03, 2008

Something Novel for Busy Networkers

By Danielle Lum

Hawaii Bureau Chief


We are busy people. We work. We raise families. We participate in hobbies. We coach teams. We run businesses. We volunteer. We go to church. We make a difference. We cram so much into a day that were nearly exhausted as we collapse into bed to prepare our bodies for the next day.

It’s no wonder that businesses and activities that save us time are so successful. Things like fast food restaurants, 30-minute fitness, instant printing, 1 hour picture developing, and 60-minute dry cleaning. We even have speed dating for the single person who wants to find a mate but can’t take he time to go on actual dates.

Tammy Chang, an officer of the Hawaii Chapter American Marketing Association, was brainstorming ideas for chapter gatherings one day and did what great marketers tend to do: she put a fresh spin on an existing idea.

So move over speed dating. There is something new for networkers. Are you ready for Speed Networking?

Setting Up

In speed dating, one gender sits in the inside of tables arranged in a circle. The other gender sits in chairs on the outside of the circle. They sit in pairs as they talk for a specified time, with the goal of exchanging enough information to determine whether there is potential for a love connection.

At the end of the allotted time, a bell rings and the gender on the outside of the circle rotates clockwise to meet another potential love connection.

Speed Networking

The AMA Speed Networking event was similarly set up, with a small modification. Those who sat in the “inner circle” were selected by random drawing of business cards from a hat as opposed to gender.

Pairs sat for three minutes (a bell ringing at the halfway point to remind participants to let the other person talk, too), then rotated.

There was only one glitch: The people on the outside were never paired with each other, ditto for those on the inside. It was a minor problem that will, no doubt, be corrected next time.

After a full rotation through the circle, those on the inside chose a business card from those remaining in the hat. They then introduced the person whose card they selected. And here is where there was definite room for improvement.

Most couldn’t introduce the person they selected. Not well anyway. They stumbled and fumbled and eventually the person being introduced was allowed to assist by introducing himself or herself to the group. The whole process was a bit clumsy and could mean a couple of things:

1.) They weren’t listening during the other person’s 90 seconds


2.) The 90 second introductions weren’t memorable enough


3.) They have poor memory and recall skills


4.) They didn’t know they would be tested and froze up!


Lessons Learned

Speed Networking is a novel approach to the (yawn) standard network mixer. Attendees will certainly remember it as an exciting new method of connecting with others and learning their businesses.


At the end of the event it was a great way for a networker who faces a busy day of raising a family, saving the world, and making a difference to remember two things:


1.) Our sixty-second elevator spiel must be memorable (practice, practice, practice!); and

2.) Making connections requires a healthy dose of listening. It’s often said that we have two ears and one mouth and should use them proportionately. It’s sage advice, indeed.



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Sunday, July 06, 2008

Late Bloomer

By Danielle Lum
Hawaii Bureau Chief

If today’s Ric Cornell could give advice to 18-year-old Ric Cornell, it would be to “start building your networks early.” He laments, “Outside my family, I didn’t have a network until I was 37!”

The then cocky 18-year-old know-it-all didn’t see the need for any networking. As a self-proclaimed “military brat,” Ric Cornell’s first job was stocking shelves in the Army & Air Force Exchange Service (AAFES) store in Honolulu while he was still in high school. With his “whatever it takes” attitude, he soon moved from a part time position to full time, then continued to move up the ladder. In record time, he was the youngest AAFES store manager in Hawaii. His work ethic was all he needed to further his career.

“What I didn’t know then was that a network could provide me with all sorts of information that I didn’t have,” says Cornell. “There is great benefit in knowing where to turn and a network would have helped me tremendously.”

His AAFES work soon led him to Johnson Island as an assistant manager. But the political and economical landscape soon escorted him out of AAFES and into a company that carried out government contracts. When operations on the island shut down in 2003, Cornell headed back to Honolulu where he tried his hand at his own business.

“I spent 12 years overseas. I had no network and no connections,” says Cornell. “I finally joined Business Networking International (BNI) to start building a network. It was around that same time that I concluded my business was not working well and I needed to find something else.”

Although BNI could not help with the business he was in, it led him to QMerchant Solutions, a credit card processing company. He began as an agent and then worked his way up. He is now president of the company.

Cornell laughs and blames his success on a character flaw, “I tend to take charge.” He also acknowledges that 80% of his business is generated through referrals and word of mouth marketing. “BNI helped me develop contacts and find referral partners.”

Cornell expanded his networks by serving as an Ambassador to other BNI chapters of BNI and later worked as a BNI area director. As an area director he helped to create four chapters and assumed responsibility for two others.

Networking vs Needworking

He says the key to networking is staying in touch when you’re busy and business is good. “We all know people who only call or email when they need something,” Cornell says. “That’s needworking. It’s very different than networking.”

To avoid “needworking,” Cornell takes time to keep in contact with the people in his network. “I have the strongest connections with the groups and people with whom I meet most frequently,” he says.

With others, Cornell maintains connections with a phone call, selected email, or mailed card. “I try to keep it flowing,” he says. “Just touch base with people and follow up on promises.”

He cautions people about email indiscriminately. “Be selective about the types of emails you forward. Be sure that the recipient will be able to benefit from the content of the email. That way you become a valued source of information. Otherwise you could be labeled a nuisance,” he says.

And what happens if he neglects his networks?

“Business falls off and I find myself having a lot of free time.”

Sage Advice

Most recently, he began teaching effective networking techniques with the Referral Institute. His best advice for networkers is to find a good, structured networking group. “It doesn’t have to be BNI,” he says. “Whatever organization you choose, make sure it is structured because it will help learn and develop the right habits.”

He also recommends taking a class in networking. “Not sales,” he says. “Networking. There is a big difference.”


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Sunday, December 02, 2007

A Look at Wellness

By Danielle Lum, Hawaii Bureau Chief

I heard about the networking event sponsored by the Hawaii Wellness Directory and decided to see what it was all about. I knew right off it would be different than other business networking events I’ve attended in the past as this event was being held at Tropical Smoothie, home of some of the healthiest smoothies and food in Hawaii. It was a very different venue than a hotel conference room or the Plaza Club.

I didn’t quite know what to expect. In my mind, I envisioned the types of people who would attend a wellness networking event and came up with the stereotypical: massage therapists, acupuncturists, herbalists, and mystics.

I was in for a nice surprise because the people and businesses represented were all over the map and quite interesting in both their businesses and their joie de vivre. To be sure, there were acupuncturists, aroma therapists, and massage therapists in attendance, but there is much more to wellness, as I was soon to learn.

First to introduce herself was Heera, who wanted everyone to know about her company’s Ecstatic Dance Jam classes. Ecstatic Dance, where you move as your spirit is inspired, opening you up to creative self-discovery, profound healing, and meditative bliss.

Suffice to say that once she got going, I was 100% certain that I was in for an interesting and educational evening.

Here are just a few of the attendees that caught my attention:

North Shore Naturals. The reprsentatives shared samples of their Spirulina and Ginseng Popcorn. I shied away from the ginseng because it was spicy, but the Spirulina popcorn was unexpectedly tasty. As a person who can eat popcorn for dinner, I found the Spirulina popcorn a welcome and healthy treat.

Studio Be. I really enjoyed Moana and Sandy from StudioBe, owners of a Downtown Honolulu event venue that supports artistic, intellectual and cultural endeavors. The two women are devoted to making a difference in the community and their words were peppered with a passion that is sometimes lacking in Hawaii’s business circles.

Dahn Mu Do. The Aiea Dahn Center holds classes for this Asian energy-based healing art is a mind-body training method using martial art postures and healing principles. Like most Asian martial arts, the focus is on mastering the mind though discipline.

Home and Harmony Inventory Service. These folks help before a disaster strikes by documenting, photographing, and recording your personal property giving you peace of mind in case the worst happens. Their motto, “Those who prepare the most, lose the least.”

After the introductions ended, I sought Heera out to let her know that while I found the concept intriguing, I just didn’t have the courage to go to her Ecstatic Dance class. She corrected me by saying, “You don’t have the courage…yet. But we’ll keep inviting you.”

I confessed in my last column that I consider myself rather shy. Let me digress a little to say that when I tell people that I’m shy, most react with unabashed disbelief, and usually a lot of sarcasm. After all, my profession is public relations. Networking, presenting, and socializing –things that extroverts are most comfortable – are all prerequisites in my career. And they’ve seen me fearlessly present to audiences of 300+ people, provide counsel to C-Suite executives, and help others feel comfortable in group situations. I certainly don’t appear shy to the casual observer.

Digression over. Although I am shy, I fully recognize the value of meeting and getting to know others so I compel myself to attend networking and other events. During the event, I put my networking skills to work, getting to know people, finding common ground, finding out about their business and what makes them tick, etc.

I usually leave networking events and meetings feeling a little drained. The energy it takes for me to be at my networking best is quite high, and I’m left needing some quiet time to recharge my batteries.

But leaving this wellness networking session was different. I left feeling ... peaceful. I took the powerful, positive, and healing energy generated from others in the room and channeled it into myself. I was almost ... dare I say it ... giddy.

This group meets monthly. If you want to attend, you may email Lori Chaffin.

I can hardly wait.


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Wednesday, November 07, 2007

If the glove doesn’t fit...

By Danielle Lum, Hawaii Bureau Chief Danielle's Bio Email article RSS feed

I recently took the big step of quitting my 9-5 job and becoming my boss. After having a guaranteed paycheck for two decades, I now would have to hustle, find clients, and fulfill contracts to get paid. It was spooky to say the least.

One thing I had on my side was a great network of people who knew what I could do and were willing to be my first clients. Whew. But I knew that I had to find more clients and the way to do it was by building and expanding my network.

I had always stayed away from networking events in the past. I’m shy and reserved by nature, so while I was okay in small group situations, large gatherings always left me tongue tied and standing in a corner. Seriously, a root canal was preferable to being in a large group of people. But now my very livelihood depended on me getting out, meeting people, and selling myself.


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The Emergence of The Relationship Economy
The Emergence of the Relationship Economy features TNNWC Founder, Adam J. Kovitz as a contributing author and contains some of his early work on The Laws of Relationship Capital. The book is available in hardcopy and e-book formats. With a forward written by Doc Searls (of Cluetrain Manifesto fame), it is considered a "must read" for anyone responsible for the strategic direction of their business. If you would like to purchase your own copy, please click the image above.

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