Recently, after one of my speaking engagements on Driven for Success, I was approached by two women who were trying to get their business off the ground. They had been in business for more than a year and seemed to be struggling very hard to develop a positive cash flow and to make a profit.

After listening to them for about 30 minutes where they told me nearly everything about what was going wrong in their business, I politely interrupted them and asked them a simple question. I asked them, “Who in your Professional Network have you contacted that is ‘most’ likely to help you get more business?” This is a simple enough question. Once again I got the deer-in-the-headlights” look! What do you mean by “professional network?” they asked.

“Have you ever considered asking people who you ‘know’ can help you grow your business to help you get more business?” They said they didn’t feel comfortable with asking people that were successful business leaders to take the time to help them; they just didn’t feel like they should interrupt these folks’ busy days by seeking help. They also admitted to me that they would be embarrassed to seek this kind of help.

I immediately sat down with them and discussed with them about the advantages of developing a Professional Network of contacts that they can contact; that this group would be extremely valuable to them as they grew their businesses and as they grew individually.

I helped them develop a list of nearly 100 people that they “would like to know” that could be beneficial to their business. We then developed a couple strategies for contacting these people to get help in securing more business.

Building a Professional Network of contacts is essential to the success of your business! I am blessed to be associated with many very successful men and women. One thing that I observe with these folks is their use of their Professional Networks to get things done and to open doors for them. It’s impressive to see them in action! I’ve discussed with these successful people how they built their Professional Networks and why it is important to have such a network.

They all have told me that if it wasn’t for their contacts that they would have never been able to achieve the things they have. Building a Professional Network was essential to them and it is essential for you if you want to be successful.

In my career, I’ve had the privilege of meeting some of the most influential business and political leaders in the world. These meetings never would have occurred had it not been for other people that I know who helped me open doors.

When I am asked “What business are you in?” My typical response is that, “I am in the relationship building business.” It is my goal in life to build as large a professional and personal network as I can. It should be your goal as well.

I have developed my Professional Network into categories. These categories are broken down into the different business interest that I have. For example, in my insurance business, I have numerous categories for insurance contacts throughout the United States and Europe. These are underwriters, marketers, executives, and key decision makers in insurance companies. I also have put together as much detailed information on each of these people as possible. For example, I know who is married, how many children they have, what are their hobbies, etc for most of them.

In my real estate business I have categories for contractors, plumbers, painters, electricians, etc. I’ve also collected as much information as I can on each individual. What they like and what they don’t like. I learn about what’s important to them. In most cases I know who I can talk politics and religion with at anytime; which can be a touchy subject if not handled properly.

I have categories for people who have helped me with the non-profit work that I do. I know what type projects that they have a heart for supporting.

I recommend that you become a master at building a Professional Network of contacts. If you don’t know where to get started, then I would highly recommend Harvey MacKay’s book, “Dig Your Well Before You Are Thirsty.” I have read this book 3 times and each time I get one or two more “nuggets” of information about building a network. There are many other books on the market on the subject and the information on the internet is endless.

Another way to get started is to never meet a stranger! Become a friend to everyone you meet and be such a person that when the meeting is over that other person will leave knowing they have met someone special!

In our journey of like, you can only open up so many doors by yourself. As you progress through life, these doors will get more and more difficult to open by yourself. You’ll need a network of contacts that can more easily open those doors for you!

MAN ON A MISSION!

Larry G. Ledford