ENTREPRENEURIAL NETWORKING: Nature vs. Nurture

Entrepreneurial Networking with Lydia Sugarman

Lydia's article is brought to you by foundercontact group

foundercontact group

Meet Sara Trail was brought to my attention via Peter Shankman's HARO Tuesday afternoon queries.

As you may know, one question I always ask the entrepreneurs that I interview is whether they think entrepreneurism can be learned or if it's just part of our DNA. Another question that gets asked by many people who are thinking about going into business for themselves is how does one choose what that business is. the standard response (because it's true!) is to find something you're passionate about and turn it into a business.


When I followed the link and read Sara's story, I knew I wanted to share it with you. It is a short article by the people who are now handling her PR, but it addresses these two particular points as well as briefly alluding to the intrinsic value of focused, purposeful networking to the success of your venture, your life.

Hope you enjoy learning about Sara Trail as much as I. I think she'll be blazing a very bright trail for many years to come!

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Posted to THE NATIONAL NETWORKER.



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ENTREPRENEURIAL NETWORKING: Nature vs. Nurture

ENTREPRENEURIAL NETWORKING: A Man of Few Words Still Has A Lot to Say

Entrepreneurial Networking with Lydia Sugarman

Lydia's article is brought to you by foundercontact group

foundercontact group

I met Bill Winkler about two years ago through the organization that was then called IBI Global, now CEOSpace. It attracts all kinds of entrepreneurs at all stages who are interested in learning how to take their companies to the next level, whatever that may be for them and in meeting and networking with other entrepreneurs. Frequently, we invest in each other’s companies or join their boards in different capacities.

Bill is one of those quiet people who’ve diligently applied themselves over the years to build a successful business that most of us don’t necessarily understand, but know we need, providing Information Technology solutions that help companies run smoothly and efficiently. He can also be a man of few words, but I think you’re going to enjoy his unique and unfiltered responses to our questions.

Enjoy! And, when you’re in New Jersey, look Bill up for a cup of coffee and some interesting conversation!


1. Please tell us about yourself, personally and professionally. Where did you start out? Where are you now? Where are you headed?

a. I am an only boy in a family of 6 women and grew up in Toms River NJ. The environment was stable with a loving parent that made sure that we always had something on the table to eat. School was a challenge and could not wait to leave into parts unknown. Personal discipline was never much of a problem except that I had none to share with others. Then one day while in Florida with no job, no money and no place to go a sign was on the side of the road. GO NAVY!! AHHHH problem solved. Discipline, college and an adventure all in one signature. The best-dumfounded thing I ever did.

b. Trenton State is a teachers’ college and I found that my bug for adventure has taken a strong hold on me that clearly said that conforming to the education system, as a wood shop teacher was never going to work. At least not at 11k per year at the time. So it was self-employment land for me. Cutting lawns and selling lemonade, as a kid was a common thing and the only honest way to make money. As an adult I learned who I was and starting building houses. For a good many years stability was ok but seasonal while I grew my second company. My first was a custom furniture biz that helped put me through college. The second was Wilwink Inc. which did very well. But I believe the 10-year business cycle is an eminent factor and so is the income level such as now.


c. In more recent years ESW Enterprises (http://www.eswtech.com) started up with a focus on technology and is still active today. While Managed Computer Service model is king for the mid-size company market to save 30% or more on IT budgets we are now into the Internet space to stay on the cutting edge for activity with Internet Distribution as a core focus. www.uecom4u.com is now in the making to address how products and services are moved on the Internet.

2. What does being an entrepreneur mean to you?

a. Great Question…??? Simple answer…. no is not an option but rather an objection to find a solution. Each solution that is solved provides revenue for jobs and to grow a company.

3. Many people I’ve met have told me they were influenced at a very early age to follow the entrepreneurial path. What set you on an entrepreneurial path? Do you think entrepreneurs are “born”? Can it be learned?

a. I am now 53 and only had 3 jobs in my life with my first one at 13. Never needed one per se and still don’t. No is not an option when it comes to paying your bills and I never had a problem providing a service of some sort for the community. The need for me to be an entrepreneur was always being sick of hearing “no, I can’t do that job” which is the same as saying “no, I can’t pay my bills or have a nice life either.” Well, nowadays, people take me quite a bit more seriously, especially my friends and colleagues that know me well. Today I look for pain in the biz community and find solutions to solve the issue.

b. I firmly believe that entrepreneurs are in two leagues. First is out of necessity. Go to jail or make something of yourself by stepping up to the plate and just get the job done. Or, two go the corporate route and somewhere build a passion and a dream so strong that the end results become a done deal. As always…….easier said than done.

c. Can it be learned? No…………either you do it or you don’t - very simple. What are you made of? It is a very lonely life to be out front in business and you get used to it or fail. But the real dreams are fulfilled by making your failures all base hits. Sooner or later, a home run will arrive.

4. What makes an entrepreneur? What makes entrepreneurs different? What do you think sets entrepreneurs apart?

a. The answer to all three of these questions can be summed up with a statement. There are two kinds of people in this world and only two. Those who say why? Those that say why not?

5. What have you found to work well when networking? What caveats can you offer?

a. Say hello to everyone……it is very refreshing

b. Ask everyone questions to find the biz / personal pain.
i. What is your challenge and what are your business goals?
ii. What do you need next?
iii. Provide the solution.

6. What networking lessons can we learn from the way entrepreneurs operate?

a. Follow them…….they go where others only dare to

7. How can thinking like an entrepreneur give one an advantage in the networking and in general?

a. Easier said than done but learn to always think outside of the box. You can always step back in at any time.

8. How do you network?

a. Currently I use social nets to do almost all of my networking. Chambers and net meetings are too expensive in any number of ways and I feel they’re unproductive, a poor use of my time. On the social nets I can do more in one week to the right target than almost a year of in-person handshaking.

b. Search out Networks that have common interests online and off and just get involved.

9. What’s one secret you can share for successfully leveraging networking to build success into our businesses?

Build the funnel of contacts and the rest will come. Make sure that you carefully consider becoming a CEO Space grad. It works and is a gift of life for life.

10. Finally, what’s coming up in the next few quarters for you and your ventures? How can we meet up with you?

a. If you are in the NJ area I’m agreeable to a meeting. For the near term my focus is getting through this challenging business environment.

b. After that I will be pressing on with my project. www.uecom4u.com


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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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ENTREPRENEURIAL NETWORKING: A Man of Few Words Still Has A Lot to Say

ENTREPRENEURIAL NETWORKING: Life Is Like A Box of Chocolates

Entrepreneurial Networking with Lydia Sugarman

Lydia's article is brought to you by foundercontact group

foundercontact group

I don’t know Andy Ciordia…yet. A long-time “friend” I’ve never met in person referred him to me. Marty Landman and I have been on the same discussion list, WWWAC (Worldwide Web Artists Consortium) for years and so, have built a trusting relationship. So, when he recommended Andy as a great interview subject, I wasted no time. When you read Andy’s responses, I think you’ll agree that he and his outlook on life and business is pretty extraordinary. I can’t wait to get to know Andy better and maybe even meet him in person one of these days.

I continue to be blown away by the great people I have the privilege of interviewing for this monthly column. I hope you enjoy this month’s installment.

Sincerely,
Lydia

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1. Please tell us about yourself, personally and professionally. Where did you start out? Where are you now? Where are you headed?

Loaded questions! I've got more facets than a diamond. I find it hard to talk about myself these days because of the breadth of items I find myself in. I hope I found a somewhat middle-ground stream that works.

I'm Andy Ciordia and I have referred to myself as a highly driven creative soul. The line between personal and professional has never been blurrier. I've been the artist, photographer, skydiver, personal trainer, agricultural advocate and a lot more. I'm a husband, laying the foundation for a family and working close with much of my extended family. I love experiences and have long believed in living life, not just watching it go by.

Professionally, I started in computers at a young age and had a natural affinity for problem solving. I found programming too dry and switched into fine arts for a good number of years. Never staying far from technology I continually fell back into it, from graphic design, systems engineering, to enterprise level technology management.

Currently I find myself running on multiple tracks.

Slow Food Charlotte

I participate as the director of technology for Slow Food Charlotte, a chapter of the national and international Slow Food movement. We're trying to educate and build programs that help support Good, Clean, and Fair foods. Awakening consumers to the realities of our food systems and helping bring us back from the brink is hard work but inspiring.

Nuance Labs, inc.

Always close to technology, my best friend and I started Nuance Labs, inc. It was initially started as an application development company targeting solutions for the productivity community. Unfortunately, you learn a lot in your first major endeavor and our lessons included handling partners, momentum, investors, and what happens when everything is mistimed.

Every failure is a lesson and we try to learn from them. While our labor of love has had to take a back seat while we keep capital in the company we're still dedicated to finishing our initial project, Liquid Minded. At this time, we help small businesses understand today’s technology and how it applies to them. Leveraging that tech to get them further online and talking with the communities out there. It's been a lot of fun.

The Secret Chocolatier

The Secret Chocolatier is one of my personal favorites. What happens when an untimely job loss of a family pastry chef and a thought to make a family company come together? For us, it was finding a passion in artisanal chocolate and working it from the grass roots up. My father- and mother-in-law, with my wife and I, started the delicious idea and we've been vetting it at the local markets in the community. We've been growing our base and having a blast doing it.

To help matters, I've applied my tech background to their cause and our main shop is coupled with a target blog, Homemade Chocolate - The Secret Chocolatier's Diary. We also have a Twitter account that has been fun to get more in touch with like-minded chocophiles (@secretchocolate). Like with anything it is taking time to root but the benefits are starting to show their potentials and we are really excited.

Now the trick will be figuring out how to convert our market sales and momentum into a sustainable brick-and-mortar establishment. I wish the country were in a better state as I feel that no matter how profitable we are, this will be a harder
endeavor than it should be.

I've got more going on but I could bore your audience if I continue. Follow me on Twitter (@ciordia9) if you want to get further into who I am and what I am up to.

2. What does being an entrepreneur mean to you?

Keeping your feet firmly in touch with the earth (ready to run) and your head on a swivel looking for where opportunity is going to be. My wife and I took up ballroom dancing over the last year and I find a lot of analogies when it comes to being aware of life's rhythms, being a good leader, and having ideas and notions for how to do more with what you have, or where you find yourself to be.

3. Many people I’ve met have told me they were influenced at a very early age to follow the entrepreneurial path. What set you on an entrepreneurial path? Do you think entrepreneurs are “born”? Can it be learned?

Most anything can be learned. We are amazing creatures that are blessed with an adaptability almost unheard of in nature. It just takes willpower.

I was raised in a divorced family but one that had a great relationship. My father is a Doctor and always encouraged me to be better, do more, and know that the world was mine if I applied myself. My mother was the nurturing kind, sheltering but at the same time would raise me up when she knew I needed it. Looking back I don't think I was prepared for just how hard one has to work to achieve, but as long as you pay attention and don't let setbacks slow you down, you will achieve personal success.

The only thing I am not sure if it is learnable or is just part of your makeup is willpower. You can have all the desire in the world, but if you don't have the will to make it happen, it never will. I've coached a number of people from personal training to productivity and when people have that inner fire (whether they know it yet or not) they end up achievers.

4. What makes an entrepreneur? What makes entrepreneurs different? What do you think sets entrepreneurs apart?

Agility. You have got to be able to flow with the situations life kicks out at you if you are going to survive in the market. Many people stay in their sheltered positions and when times are tough they have a serious crisis. An entrepreneur, successful or rising, every day can bring some serious fireballs. I think we get used to handling dynamic issues of the day and good market or bad we are able to find what needs to be done where.

5. Have you ever experienced a seminal networking moment that impacted you as an entrepreneur?

I try and look back and find something monumental but I find a peppering of knowledge all around. My father’s charisma, Guy Kawasaki's momentum and leadership, global leaders who get behind a cause with the roar of approval of a large crowd.

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

We teach this a lot to our Nuance Labs’ clients because everyone always gets this wrong on the first try. Networking is about relating to others and sharing things you find valuable that they will too. For some reason when you sit a newbie down to communicate, this hard salesman comes out of them and they want to SELL SELL SELL. What?! Where did the great person we were just talking to go? Where did the stories about your kids, your trip, your life, just go?

It's all about value. This is the beginning of the era of transparency, if you are not ready for it, don't play, but it's so easy to play. Share who you are, share why you are passionate about what you do, what you sell. Show the benefits but don't overdo it. The classic “treat people how you would like to be treated” is still how it should be. It's about building relationships.

7. What networking lessons can we learn from the way entrepreneurs operate?

Look, listen, and be proactive not reactive.

8. How can thinking like an entrepreneur give one an advantage in the networking and in general?

You're an opportunity hunter. It's not just about business, it's about life. How can you help others and how can you be aligned to be helped? I forget the author who said luck doesn't happen, it's about positioning yourself at the right place, at the right time, to create the opportunity. Don't scheme for it, just engage your passions and relationships and the puzzle pieces have a natural way of coming together.

9. How do you network? (You can read this several ways, I know. Please choose how you’d like to respond.)

On a physical level I work with groups and causes that I love and this brings me in contact with hundreds of people who share my passions. I've tried to get involved with local business groups but for the most part they usually feel like old school networking events that are a bit hit-or-miss and feel more surface than engaging. Not that they aren't a method to use but everyone’s community is going to be different.

Digitally I engage on as many levels as I can from social media like Twitter to group building on Facebook. There can be a huge signal to noise issue you have to deal with but if you are about communicating and relationship building you can get good and fast at juggling the information stream. Now that our local social media groups are large enough we crossover to a lot of physical MeetUps as well. It's great to be a part of engaging communities.

10. What’s one secret you can share for successfully leveraging networking to build success into our businesses?

Be human. Sounds too simple doesn't it? Be a friend, care, share, and engage. Has it ever been this easy? With practice and care everyone has natural charisma, use that to start great things. Back it up with responsibility and follow through and you can't go wrong. Don't be afraid to ask for help or advice. As I said earlier, listen. Don't just hear, listen. Integrate, respond well.

10b. #1 Networking Don’t

Don't, don't, DON'T, hard sell people. The best way to sell is how your best friend sells you on something. They know you, they know your likes and dislikes and generally only sell you things you have an interest in. If there is no interest, isn't it a waste of time and energy trying to convert someone? With the amount of people online and in the world you can better spend your time finding those people with natural affinities.

11. Finally, what’s coming up in the next few quarters for you and your ventures? How can we meet up with you?

My technology business needs to find its calling in consulting so we can generate the capital to re-engage our primary passion of productivity. When you are so close to the finish line it really is painful to know that you have a beautiful project in cold storage.

The family wants to see The Secret Chocolatier turn into a physical shop and grow as best it can. As long as we keep it artisanal and pour our passion into great products I think we're in for some fantastic fun!

With everything else I apply energy for progress. Combine that with working with great people and there can only be great things ahead! I can be found plastered all over the net (http://claimid.com/ciordia9) and am as accessible as they come. If I can ever be of help from technology to friendly thoughts, feel free to reach out.

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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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ENTREPRENEURIAL NETWORKING: Life Is Like A Box of Chocolates

You Are In My Power...And, You Really Like Being My Customer!

By Lydia Sugarman

Entrepreneurial Editor

Lydia's article is brought to you by foundercontact group

foundercontact group

An Interview with the master of subliminal persuasion.

Dave Lakhani was brought to my attention last summer, g_d! that seems so long ago!, at the same weekend, Christine Comaford-Lynch’s Rules for Renegades Summit. Dave’s presentation about the power of persuasion was so persuasive that I attended his weekend in Las Vegas, Renegades of Persuasion that was a real eye-opener.

Dave is a fascinating man. I mean he is the expert on persuasion. But, seriously, he is truly fascinating, his story is amazing, his lessons are invaluable.

Enjoy his interview. I’m really pleased to be able to follow up Dr. Kevin Hogan’s great interview with another one equally great with a recognized expert and a truly nice guy. Be sure to visit his site, Bold Approach, subscribe to his blog, follow him on Twitter @davelakhani, and maybe even, buy his books. You’ll be surprised at what you didn’t know about the art and responsibilities of persuasion!

Enjoy!


1. Please tell us about yourself, personally and professionally. Where did you start out? Where are you now? Where are you headed?
I was raised in a cult from the time I was 6 until my late teens. I left home at 16 to get away from that mentality and began my study of persuasion and entrepreneurship.

I’ve studied both for the past 27 years and have written two books on the topic of persuasion – Persuasion: The Art of Getting What You Want and Subliminal Persuasion: Influence and Marketing Secrets They Don’t Want You To Know. I’ve also written a book on focus called The Power of an Hour: Business and Life Mastery In One Hour A Week and One on Business called The 12 Factors of Business Success. I try to write one new book about every 18 months.

I’ve owned ten different businesses in the past 15 years including a bar, a security company, a pre-employment background investigation and employee testing company, a computer store, a PR/Marketing firm, a day spa (currently with my wife) and my firm Bold Approach, plus several others. I’ve also led turn-arounds for over a dozen companies ranging in revenue from about $2 million in sales to $100 million.


2. What does being an entrepreneur mean to you?
Being an entrepreneur is a little like being an alchemist, I can create income at will out of the opportunity around me. Being an entrepreneur gives me the advantage of being able to design and live the life I want and to change when I feel like a change. It also rewards me for the work that I do spiritually and financially. I can make as much money as I want and no one can put a cap on it. Being an entrepreneur also means being able to give back to my community and the world at large in ways I couldn't as an employee.


3. Many people I’ve met have told me they were influenced at a very early age to follow the entrepreneurial path. What set you on an entrepreneurial path? Do you think entrepreneurs are “born”? Can it be learned?
I think often times entrepreneurs are pushed on a path at an early age or they get a taste of it by working at a smaller (or startup) company and catch the bug. Entrepreneurship can definitely be learned.

In my case, my first entrepreneurial endeavor was selling hamburger presses that our family chiropractor had left over in his garage. I sold them for $3 and he took $1, he just wanted to be out of them and had several hundred in his garage. I also had a Grit newspaper route at the time so I just sold the presses in the beginning to people who already bought the paper from me. My big ah-ha was that it was easier to sell more to people who were already buying from you than to sell to new people.

When I was 13 I got an insurance settlement and bought into a heavy pole and timber construction business and the owner who was also a mentor to me said he’d treat me like an adult if I invested. He did and I learned a great deal working after school, weekends, holidays and summers, running crews of construction workers, selling jobs and negotiating supplies. I knew from then on that I wanted to own my own businesses.


4. What makes an entrepreneur? What makes entrepreneurs different? What do you think sets entrepreneurs apart?
Interesting question. I think what makes an entrepreneur is the ability to consume a lot of information and input and see an outcome that others might not see and then be able to quickly implement on that information. I think that there is an element of willingness to take risk but I think the bigger skill is the ability to manage risk. I also think that entrepreneurs are fierce individualists who aren’t content with the status quo.

[Editor’s Note- Seth Godin’s Dec. 5th Blog post ”The Making Chasm” directly addresses this. Be sure to click through to read Timothy Coote’s observations. I could also quote Yoda, but, Gentle Readers, you are already familiar with his position! Please comment or email me your thoughts.]


5. Have you ever experienced a seminal networking moment that impacted you as an entrepreneur?
There have been many seminal networking moments to be sure. I've done a lot of business by being in the moment and present rather than just going through the motions when I was networking. Those moments have been worth millions of dollars in sales over my career.


6. What have you found to work well when networking? What caveats can you offer?
Being present while you network is the most important thing you can learn. Don’t just go through the motions, listen to the person you are talking to, ask powerful questions that let you learn about their needs, their desires. Be a connector. A lot of people are nervous about meeting new people or being at networking events. Be the person that connects people and makes the connection easy. Follow up. Email, voice mail, hand written card, it doesn’t matter. Just let people know you appreciated them and let them know that you heard one thing that was important to them to deepen the connection. Finally, take pictures with people and post them on your website or on Flickr with links back to their sites. Be a connector.


7. What networking lessons can we learn from the way entrepreneurs operate?
Opportunity is everywhere, dig in, ask questions, deals happen when you put people together, try and be in the middle of deals you put together to get a piece of the action when it is appropriate.


8. How can thinking like an entrepreneur give one an advantage in the networking and in general?
When you are constantly on the lookout for opportunities you learn to listen to and look at people differently. That ability to think outside the book and see outside the moment is what makes networking powerfully effective.


9. How do you network?
Because I speak a lot, I have dozens of opportunities a year to network with very interesting people so I do, I don’t just run off to a speaker’s dinner or back to my room, I mingle, I get to know people, I spend time finding out about their observations, needs, wants, desires, interpretations of events etc.

I’ve also been spending a lot of time lately networking online using tools like Twitter, Facebook, and Linkedin to network virtually and the results have been phenomenal. It is very important to network like you would in person, ask good questions, be open, be a connector, add something to the relationship and when you do, you’ll be amazed at what happens with people you’ve never even met face to face.

Finally, I belong to two important groups, a mastermind of like minded entrepreneurs who help me connect and EO, the Entrepreneur’s Organization (formerly YEO) this is a place where I can discuss my most important business or personal issues in total confidentiality and get strong feedback from a forum of Entrepreneurs just like me. They share their experience and their network to solve the toughest problems in life and business.


10. What’s one secret you can share for successfully leveraging networking to build success into our businesses?
Simple, do it. People talk about networking or think that handing out business cards is networking but they don’t really network. Make it a point at your very next meeting or networking opportunity to have a series of five questions that help you deeply understand who you are talking to, what you can do for them and if they are qualified to help you. I like questions like:

1. Tell me what you do . . .
2. How do you do that?
3. Who are your best or most interesting clients?
4. What is next for your company, how do you get to the next level
5. (If I’ve developed deep rapport) What is the biggest challenge facing your company in the next few months or year?
6. Who might I know that I could introduce you to that would help you out right now?


11. Finally, what’s coming up in the next few quarters for you and your ventures? How can we meet up with you?
I speak at about 80 events a year so just watch for me. If you want to get to know me and connect, follow me on twitter www.twitter.com/davelakhani or friend me on facebook.com and link in with me at Linkedin.com then engage with me, start a conversation and let’s get to know one another, I’d love to see what I can do to help your dreams come true.

Please share your thoughts in an email - LSugarman@privatelabelinteractive.com

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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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You Are In My Power...And, You Really Like Being My Customer!

Networking Comes in All Styles and Flavors

Entrepreneurial Networking with Lydia Sugarman

Lydia's article is brought to you by foundercontact group

foundercontact group

Just like everyone else, I'm being bombarded by media from all sides and in all forms with regards to the worldwide economic emergency we are experiencing. It isn't always easy to see the relationship between seemingly disparate events that are coming at us from every direction but add up to a global crisis. Media, by and large, fall into two main categories. The first is "doom and gloom." The second is "lemonade from lemons." Or, half-empty glass versus half-full glass.

I do believe that for entrepreneurs and other self-employed business people that the glass is more full than empty. There are those, like me, who are experiencing a boost in business. When the economy is booming, people do email marketing. When the economy sucks, people do even more email marketing.

This is a time that we're reminded that opportunities abound if we bring to bear energy, imagination, and, probably most importantly, every network at our fingertips.

As I read this Special Section on Leadership: Moving Forward in Challenging Times - Knowledge@Wharton, I was inspired by the examples of agile entrepreneurial strategy, even inside established, large corporate structures and the diverse networks that contribute to success, formal, informal, inside and outside the corporate "membrane." From the girl who grew up in Indiana who now runs Burberry and balances that with a family that includes three children to a CEO of an investment bank that's hiring to the Chairman of a sports ownership group to the CMO of General Mills, all these heavy-duty executives offer great examples of entrepreneurial thinking, innovative action, and creative networking.

We may or may not have the opportunity to personally network with these people, but the virtual networking we can do via these articles is a pretty good substitute!

So, I just really wanted to share this incredibly rich resource. If you aren't already familiar with Knowledge@Wharton, I saved the best for last. It's free!

Enjoy the articles and podcasts and please comment, send me emails, let's get a dialogue going!

And, thank you for reading what I write! I offer it in service to you.

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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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Networking Comes in All Styles and Flavors

Entrepreneurs are the Heart of a Free Country

by Lydia Sugarman
Entrepreneurial Editor

The path I traveled to meet Kevin Hogan started here in San Francisco with an email from Edith Yeung (edith@edithyeung.com) from The San Francisco Entrepreneur Meetup Group announcing the one-time, two-day conference called “Rules for Renegades Summit” offered by Christine Comaford, one of the first investors in Google in Irvine, CA.

Not only did Christine share invaluable information and insight with an audience of fewer than 300 people, but her friends did, too. Jack Canfield, Mark Victor Hansen, Dave Lakhani, Alex Mandossian, Brendan Burchard, and Seymour Segnit.

That led me later in the summer to Las Vegas to spend for Dave Lakhani’s “Renegades of Persuasion event. Two days, 100 people, free. This is where I met Dr. Kevin Hogan along with Ben Mack, Deb and JP Micek, and many others.

Two incredible unique weekends.

The reason I’m relating this is by way of introducing a new series of interviews where several of these recognized experts have agreed to be interviewed for this column. I am so thrilled to be able to share these conversations with you.

Beginning with Kevin Hogan, they share some very special insights into themselves, how they came to be where they are, and some very insightful lessons we can use to propel ourselves forward with a much greater level of success.

Just like this introduction, this interview is not short, but it is jam-packed with wisdom. I think you’ll find yourself re-reading it and perhaps even printing it out for future reference. Visit the incredibly modest Kevin Hogan’s site (www.KevinHogan.com). Sign up for Coffee with Kevin Hogan and take advantage of all the free resources he makes available.

You’ll be very glad you did! And, without further ado, here’s Dr. Kevin Hogan!

1. Please tell us about yourself, personally and professionally. Where did you start out? Where are you now? Where are you headed?

Lydia, I grew up in poverty and didn't escape that until I was a sophomore in high school. Then because of my Mom's remarrying, my family lived in what would be considered a lower and then middle lower class lifestyle. I worked starting at age 11 cutting people's grass, delivering papers, selling greeting cards, shoveling snow, pulling weeds, anything I could to help my Mom. (We had six people in the 24 x 24 house after my step dad died....five kids and my Mom)

Today I have cycled through a successful career as a therapist, I owned the first State-licensed hypnosis school here in the Midwest for seven years. Going back in time, I sold advertising, worked for nonprofit organizations at the gritty level, not the cushy office level. (I worked directly with homeless Vietnam Vets, for example.) Today I have evolved my work into a variety of expressions. I do body language analysis for media, I teach corporations how to be more influential in their sales and marketing, and I show people how they can build themselves into a "brand" so they can have the security and freedom of being their own boss. I've never stopped working 16-hour-days...the difference is I now enjoy what I do where for so many years that wasn't the case.

2. What does being an entrepreneur mean to you?

Being a homemade millionaire. Having home base in your home where you get to see your kids when they come home....being able to deliver a superb experience for everyone when they cross my path, whether that is a presentation, or a product, or seminar. Being an entrepreneur is the ultimate form of security and safety in difficult times. It allows people to develop wealth in every economic climate where millions of others will lose their jobs at the whim of employers to whom they have entrusted their lives.

3. Many people I’ve met have told me they were influenced at a very early age to follow the entrepreneurial path. What set you on an entrepreneurial path? Do you think entrepreneurs are “born”? Can it be learned?

Certainly not born. I became an entrepreneur by necessity at age 11 and two years later I see on my Social Security report that I earned Social Security wages from McDonalds and other companies when I wasn't working for myself. I hated the labor of restaurant work. I was a kid and I was terrible at it. I had asthma so lawn, garden and snow removal were not helpful but necessary work for me. I loved selling greeting cards and was proud of building my paper route over the years.

People don't have to go through hard times to become an entrepreneur, but necessity can make things "easier." In other words, there was no option for failure or not working. It was a requirement to ultimately succeed if we were going to eat.

4. What makes an entrepreneur? What makes entrepreneurs different? What do you think sets entrepreneurs apart?

Entrepreneurs have beliefs that government and companies don't take care of people (or shouldn't). As we have lived for millennia, we are ultimately responsible for our own lives. Entrepreneurs have a spirit of achievement. Entrepreneurs don't ultimately fail because you can't ultimately fail. It really isn't possible. It's like going to the grocery store. You simply do that which you are good at, which you love, or which you find fascinating, or even necessary at times and you do it.

Entrepreneurs in America are doing the same thing that the colonists from England and Holland did in the 1600's when they came to America. They build wealth and value from nothing.

Entrepreneurs are the heart of a free country.

Entrepreneurs value freedom, integrity, authenticity, and loyalty above all else.

5. Have you ever experienced a seminal networking moment that impacted you as an entrepreneur?

Everyday. It's simply part of the lifestyle of an entrepreneur. By the nature of this life you meet fascinating people and are introduced to fascinating people every day, whether on line or in the brick and mortar world.

My favorite networking moments are when I can take my Inner Circle and put them
in the way of Mark Victor Hanson or Stewart Emery or Vice Presidential Candidate of the Libertarian party Wayne Root. These are the things that excite me.

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

People know who I am and they know that I am cut from a different cloth than many other people. So when I ask someone if they will be at an event I'm holding and I ask them not to sell from the back of the room and I ask them to work for expenses (or not)...they do it. They know that by being at a Kevin Hogan event that they have just set themselves apart. Everyone wants to do it. Many ask, few are chosen.

So, I'm fortunate in that I can ask people to be there for me as a friend and a favor and they do it. People like to associate with authentic people.

If you want to get good at networking, go to events and conventions where people who you'd like to meet are going to be and starting with a couple of months in advance put the bug in their ear that you'd like to buy them breakfast (they have to eat). Bring them a gift that is meaningful and I don't just mean your new book. Make YOU memorable. We meet a LOT of people in the course of a year. Make yourself stand out. Get a photo taken. Send it to me. Post a review of my books at Amazon, ask if you can help out at an event I'm holding. Put yourself positively in the way of the person or people you want to meet. It is very hard to NOT meet amazing people when you do this.

Online, everything is much simpler. Get friends to introduce you to person X. Before you get introduced make sure you DO something for the person you want to meet...something that is noticed and appreciated.

Connections are the same as status and income in the world. Connections are REAL CURRENCY. Developing relationships with people you want to know and meet is necessary.

7. What networking lessons can we learn from the way entrepreneurs operate?

When people go to work in their hamster wheel, they spin at the same thing all day, every day. There is no variation or difference. Entrepreneurs on the other hand need to make connections. They need to communicate effectively. They must be valuable to others. They must provide great experiences, services, products. It's two very different kinds of people. People who are indeed out to PLEASE other people are entrepreneurs and they become wealthy. People who don't like to please other people are divorced and in a hamster wheel. My life is about making people happy, giving people great experiences, helping people and feeling good about it. By lifestyle we are out to do good things on purpose to just about everyone we meet.

8. How can thinking like an entrepreneur give one an advantage in networking and in general?

People with jobs have an entitlement schema. Lydia #2:, "would you get me a cup of coffee?" Oh Kevin that's not in my job description. That's sexist, or racist, or something I'm not paid for."....Lydia Sugarman, "Sure, cream and sugar or black?"

People are whiners. Entrepreneurs are doers. They are self-reliant and self-responsible. They are FUN people to meet because they live to serve others. They fail daily but never in the big picture. Because they fail and recognize it, they aren't afraid of failure. It's unimportant.

Entrepreneurs don't have the mental disease of entitlement. We do for others more than most will ever do for us and that is OK because that IS how we network and how we build a truly strong network of valuable connections.

People don't like to meet whiney people who deserve health care, a mortgage, a chicken in every pot. They want to meet people who make the world a better place. Entrepreneurs are the people that other people are fascinated by.

9. How do you network? (You can read this several ways, I know. Please choose how you’d like to respond.)

There's not a lot of people I need to meet any more. I have access to just about anyone I might want to. I will probably use celebrity auctions in the future to meet specific people that are fun or interesting. EBay holds these auctions all the time. So does Starwood/American Express. Celebrities auction themselves off to the highest bidder, then the money is given to charity. Eva Longoria had a shopping spree auction this year. I didn't need to go shopping though. Beyonce had a meet and greet before a gig she did this year. That would have been worth $5,000 to meet her and say hello. Warren Buffet auctioned himself off for lunch. That got expensive, over $200,000 I believe. I love what he has done but I didn't need to spend $200,000. The cheerleader gal from Heroes auctioned herself for a whale watch day at sea. I thought that would be fun, but I just didn't have the time.

And, sometimes I'll take a call. Victoria Hopper (Dennis Hopper's wife) for example has asked me to help out on the Obama campaign. Where I respect her and find her a fascinating person, I don't feel the same way about Obama. I told her if Hillary got the nomination I'd think about it. I've gotten an open invitation to tea or a visit whenever I'm in L.A. which is nice. Cool people like to meet other cool people.

If I were starting out and I wanted to meet someone, I'd simply go to a convention where the person would be at and make it impossible for them to not have breakfast with me. Or, a drink. I'd send flowers to their room, chocolates, and I'd tell them I'd stop if they swap 15 minutes.

Time is precious, especially to people who are in demand. You have to not just ask for 15 minutes. There are no open 15 minutes in a well-known person's life. But I can tell you that I have agreed to meet people in very short intervals when I'm on my way from point a to point b.

In fact, one of the best ways to get someone's attention is to pick them up at the airport or drop them off. They MUST get to the airport and YOU will get them there. I've had people do that with me. That buys 45 minutes of time for that person and it is accepted by the person you're looking to connect with.

If I want to meet someone, I connect with a connector. I know a guy out west who knows just about everyone on the planet. I've had G run my name past people. If there is a mutual fascination, we'll swap an email and say hello. If not, they won't drop me an email.

Lots of people get a hold of me because one of my friends volunteered my answering an email to them. I always fulfill for stuff like this.

Networking on lower levels is something I rarely do. Usually people seek me out. I'm pretty shy and not the life of the party if it isn't my responsibility to be so. I really don't seek out a lot of business networkers. I get 20 or so requests per day for interviews or time. I can say yes to perhaps 1 of those.

10. What’s one secret you can share for successfully leveraging networking to build success into our businesses?

Be bold.
Persistence pays.
If it's necessary, make it happen.
Do so much for someone that they can't help but know you and you will eventually get their face time.

11. Finally, what’s coming up in the next few quarters for you and your ventures? How can we meet up with you?

You can see me in March at Las Vegas at Influence: Boot Camp 2009. I don't do a lot of public stuff any more.

I've got a few books I'm working on that will be out in ‘09. There will be a couple of new CD and DVD programs and one or two e-courses that are brand new next year.

For fun, I'd like to get back to the Playboy Mansion again. It would be cool to run into some people that I want to meet. And for people meeting me, read all the above one more time. I am just like anyone else, I will succumb to persistence.

So, be sure to go to www.kevinhogan.com to subscribe to Coffee with Kevin Hogan at the main URL. That will entitle you to a slew of reports, documents, audio files (hours of audios for free). As Kevin wrote, “If they love me after all that, they can spend some money then!”

You can find Kevin on Twitter as @kevinhogan. He’s also on Facebook and yes, he will accept your invitations.

Stay tuned! And, tell all your friends and colleagues. I would really love to hear from you! Please email with your thoughts, opinions, and suggestions, breakthroughs, whatever! LSugarman@Venntive.com And, if you’re in the Bay Area, let’s meet for coffee or cocktails!

________________________________________________________

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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Entrepreneurs are the Heart of a Free Country

The Daily Flip Guy, Jim Kukral Sings Happy Birthday

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By Lydia Sugarman

Entrepreneurial Editor

Lydia's article is brought to you by foundercontact group

This month’s installment represents a big shift that I hope you’ll appreciate and please, let the emails fly with your feedback sugarman@venntive.com!

We’ve had the privilege of interviewing entrepreneurs in the trenches. Now, we’ll be bringing you interviews of entrepreneurs who happen to have created businesses advising entrepreneurs on how to use every available tool to build in success.

We’ll get to read their personal stories as well as tap into their specific expertise. People like Dave Lakhani, Dr. Kevin Hogan, Edith Yeung, Deborah and J.P. Micek, and Ben Mack.

Some of you may already be familiar with Jim Kukral’s blog, newsletters, interviews, speaking, always looking for new toys to make it easier to get his messages out to his followers, sole bread winner for a family of four. In his words, he’s a geek marketer. To us, he’s one hard working entrepreneur who’s also taught himself to play the ukelele recently and will sing “Happy Birthday” to you. He disseminates a tremendous amount of useful information while maintaining his sense of humor.

Back in mid-July, he published a great interview with Suzanne Mulville where they discussed what makes an entrepreneur and I knew I needed to interview Jim for this column. I strongly enourage you to take the 18:30 minutes to listen to the interview at http://www.jimkukral.com/can-you-become-an-entrepreneur/, before or after reading this interview.

We are hoping to bring you an interview with Suzanne next month.

In the meantime, here’s Jim! Enjoy! And, please send me your comments and questions you want me to ask upcoming interviewees.

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

I'm a big time Internet geek. More specifically, a web marketing geek really. I'm a web marketer, speaker, long-time award-winning blogger, customer evangelist, writer, online monetization expert, and well, a bunch of other things.

For years I've been working on the bleeding edge of web marketing and

business. From owning my own web firms to consulting for some of the world’s largest companies, I've experienced just about everything web related you can think of. That’s why I've become one of the Industry’s most sought after consultants and public speakers.

My main focus is on helping businesses and brands find success online. Whether that’s through providing expert advice for the firm that can’t figure out how to get their web strategy right, or helping a business achieve more publicity, sales or leads, I have the experience and knowledge to get it done right the first time.

2. What makes an entrepreneur and what does it mean to be an entrepreneur?

It's such a cliché to say, but it takes passion. And you have to be able to take some risks too. For me, being an entrepreneur is all about flexibility and avoiding that 9-5 job where I'm doing something I don't enjoy. Not everyone is an entrepreneur.

3. Many people I’ve met were influenced at a very early age to follow the entrepreneurial path. Do you think entrepreneurs are “born” or can it be learned?

Sure, I think you can learn it. I think most "true" entrepreneurs will have an easier time with it though. By "true" I mean people who just have it in their blood. But you can learn it. Many new entrepreneurs learn by failure, or because they finally realize that they're not happy or "want something better". The difference between a regular person and an entrepreneur is that the entrepreneur goes for it while the regular person just dreams about it. So, if you can get the courage up to try, you can learn how.

4. Have you ever experienced a seminal networking moment that impacted you as an entrepreneur.

I realized I was an entrepreneur when I came to the conclusion that I didn't like working for other people. I really didn't like having a "boss" per say. On top of that, when my first child was born, I also realized that I didn't want to be the dad that was always working. So the clear choice for me was flexibility and working for myself gives me that. Sure, I work a lot, but I work when it's convenient to me.

5. What networking lessons can we learn from the way entrepreneurs operate?

You can never have enough contacts. Use sites like Facebook and Linkedin and build connections. You're going to need to connect with someone one day and if you have a strong network it will be much easier to do. The other way to network is to find a strong set of associates or mentors who you can trust to talk to and pitch ideas to. Whenever I have an idea, I send it to my friends and mentors and see what they have to say. It's a great reality check sometimes.

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

Try the sites I mentioned above. Also, get out on your local scene and meet people in your city. Speak at events locally and nationally and spend time with people in your industry. Get your name out there. Don't try to be everyone's friend...don't try too hard or it may come off as you trying to sell something. Nobody wants a friend that sells them stuff.

7. Is there anything unique about networking from an entrepreneur's

perspective? Do entrepreneurs have an advantage in the networking arena?

I think all entrepreneurs think alike, so it's easy to network in a group of them because they all share the same thoughts and ideas. They also share the same pains and tribulations, so when you think about it, you're really spending time with close relatives who "know your story". They can relate, which can make the bond stronger. Avoid negative Entrepreneurs who will waste your time and energy.

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

As mentioned above. Linkedin.com and Facebook.com are two huge ways to

connect. Each offers groups to join as well. Other options are to join other smaller social networks that cater to entrepreneurs and not just join... but participate. Don't sell... make friends and associates. Be transparent.

Look for local groups in your city too. Go out and meet others and help each other out. There's nothing better than finding another entrepreneur who shares your lifestyle and working together beneficially.

Now, do not pass Go, do not collect just $200, go directly to http://www.jimkukral.com. Anyone who will tell you right up front that Your Pitch Sucks! and, then offers to help you fix for a few sheckels is someone you need to know better!

And, a friendly reminder to send me emails lsugarman@venntive.com! I need your input. Just tell me what you want…

Lydia Sugarman

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The Daily Flip Guy, Jim Kukral Sings Happy Birthday

Interview with John Follis; Web 2.0 Entrepreneur

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By Lydia Sugarman

Entrepreneurial Editor

Lydia's article is brought to you by foundercontact group

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

My career has been, and continues to be, an adventure. After flunking out of my first advertising class in college, I eventually co-founded what became one of the most award-winning agencies on Madison Ave: Follis/DeVito/Verdi. I’ve personally won over 3 dozen major creative awards. I speak nationally and write for ADWEEK. My clients’ campaigns have been the focus of national press, a Harvard Business case study, and a Prentice-Hall marketing textbook. I’ve been honored at both the UN and The White House for my agency’s anti-child abuse work. And, I’ve also been fired four times.

More recently, I’ve become an expert on Web 2.0, Social Media and Online Marketing. In ’05, I coined the term “G-Cred” for Google Credibility (see: http://en.wikipedia.org/wiki/G-Cred) and was a featured speaker at Social Media 2007 in Chicago. I author an active blog The Follis Marketing Report (http://thefollisreport.com) and host a top 20 marketing podcast The Marketing Show (http://themarketingshow.net). I also have something called “Marketing Therapy” for entrepreneurs with limited budgets who realize the need for professional marketing help. For a full bio, see my Wikipedia profile: http://en.wikipedia.org/wiki/John_Follis

Personally, I swing dance, bike, play guitar and sing, play tennis and racquetball, and performed stand-up comedy at The Gotham Comedy Club in NYC.

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

Well, getting fired 4 times definitely helped. After the second or third time I began freelancing.

I also came from a family of entrepreneurs, so maybe it’s genetic. One summer, as a kid, I had a lawn mowing business. I created a flyer that said “You Grow It, We Mow It!”

3. Are entrepreneurs born or can it be learned?

A bit of both, I’d say. Like with many things, having a natural disposition for something definitely comes into play. But I also believe that desire is key. If someone wants it bad enough, they’ll learn how.

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

I’d say that most entrepreneurs are very independent-minded, self-motivated, and creative thinkers. Leaders, not followers. Perhaps even rebellious. Most are also passionate about what they do.

5. Do entrepreneurs network differently? What networking lessons can others learn from entrepreneurs?

Good question and I think the smarter ones do. Personally, I hate the feeling of being part of the herd at a crowded, noisy networking event. Which is why I’ve decided that if I’m going to meet people, I rather do that as the person that everyone is coming to hear – the speaker. It’s the best way to have everyone in the room meet you.

Unlike most people, I also have a very creative, slightly bizarre, business card that most always sparks a conversation. (See: http://www.follisinc.com/cardstory.htm)

6. What have you found to work well when networking? What caveats can you offer? What's unique about networking from an entrepreneur's perspective? Do entrepreneurs have an advantage in the networking arena?

My comments above addresses some of that. Regarding having an advantage, perhaps they do for the reasons I mention in #4.

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

Well, this can easily be an article, and I’ve read many.

• Be a giver – focus on the other person and how you can help them.

• Be a listener more than a talker.

• Don’t shove your card in the person’s face after 30-seconds of conversation.

• Arrive early.

• Don’t spend too much time with any one person, especially if they’re sucking your energy.

• Etc

8. What are the primary goals for most networkers? Do you feel these differ from those of an entrepreneur?

In any scenario I believe it’s about sharing information and creating mutually beneficial relationships. Out of that, and over a time period of building trust, comes the potential for doing business together.

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

Email has become my primary mode and I’m always happy to match folks where I see good synergy. I also make a point of staying in touch with valued associates either face-to-face, or via phone chatting.

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Interview with John Follis; Web 2.0 Entrepreneur