r clients patronize, just ask them.

Wealth Networkers go where their best prospects go. These include professional and/or industry association meetings and conferences; places related to their status (CEOs, CIOs, etc.); community and educational events that attract your prospects.

When you join and participate in industry/professional organizations you:

• Learn what is on their minds

• Get educated about their problems and their desired solutions

• Demonstrate your interest and desire to help them.

Become an active volunteer in the organization. Develop relationships with people as you work together on a common goal. You will show that you are trustworthy and caring, and someone it would be productive to do business with. Dining and golf clubs, arts or sWealth networking is about the NET. Focus on creating the net, and the wealth will follow.

The connection of many individual threads holds a net together. The connection of many individual relationships creates a Wealth Network

There are 3 steps to Wealth Networking. Each step or sub-step is clearly described in a chapter in this series. Print all six chapters, insert into a binder, and you’ll have your own copy of Wealth Networking- Unconventional Tactics in the Campaign for New Business at your fingertips at any moment.

The Three Steps are:

1a) Select the right events to attend and 1b) Prepare for them

2) Be ready to initiate a conversation, 2b) Smoothly end a conversation, and 2c) Create a meaningful card exchange

3) Perform effective post-meeting actions

Select the right events and prepare for them. Attend events where the people you want to meet will be. Attending events where you can network costs money and takes time so focus your Wealth Networking efforts on your best prospects. These are decisions makers who are strongly likely to need your product or service when they are experiencing the pain that your solution alleviates. Even if your product or service is widely appealing, narrow your focus. You’ll get more money from a narrow and deep sea.

You know who your potential customers and clients are by industry, demographics, location, or other means.

• If you have a consumer-focused operation your market is wide, but not unlimited. Attend events that attract people who will comfortably spend at the level of your high end sale.

• If you provide professional services, pick one or two niches in which to develop a track record, and attend events where decision makers in these niches will be. Even if you think that ‘everyone’ could benefit from your product or service, narrow your target market to one that you feel comfortable in and where you will have the opportunity to generate a stream of business, not just one sale.

Referral partners and vendor partners can grow your Wealth Network. Referral partners are people whose own business activities surround yours yet have a gap inside that you can fill.

• For example, sales trainers teach sales people a system of selling. Eventually the sales process will lead to a sales presentation. I work with the sales trainers’ own clients on their presentation skills.

• Perhaps your business is corporate gift giving. A good referral partner for you could be a marketing services firm who advises companies that from time-to-time a corporate gift should be part of the marketing plan. You would provide that gift.

Take time to imagine a variety of possibilities that would bring individual threads together for a stronger, more focused net. Create partnerships with vendors whose customers are the same as your customers. An office supply company and a copy machine company have the same customers. Realtors, appraisers and lenders have the same customers. Alternative medicine practitioners can have the same clientele as nutritionists and personal trainers. If you don’t know the other vendors that your clients patronize, just ask them.

Wealth Networkers go where their best prospects go. These include professional and/or industry association meetings and conferences; places related to their status (CEOs, CIOs, etc.); community and educational events that attract your prospects.

When you join and participate in industry/professional organizations you:

• Learn what is on their minds

• Get educated about their problems and their desired solutions

• Demonstrate your interest and desire to help them.

Become an active volunteer in the organization. Develop relationships with people as you work together on a common goal. You will show that you are trustworthy and caring, and someone it would be productive to do business with. Dining and golf clubs, arts or se Perform effective post-meeting actionsSelect the right events and prepare for them. Attend events where the people you want to meet will be. Attending events where you can network costs money and takes time so focus your Wealth Networking efforts on your best prospects. These are decisions makers who are strongly likely to need your product or service when they are experiencing the pain that your solution alleviates. Even if your product or service is widely appealing, narrow your focus. You’ll get more money from a narrow and deep sea.

You know who your potential customers and clients are by industry, demographics, location, or other means.

• If you have a consumer-focused operation your market is wide, but not unlimited. Attend events that attract people who will comfortably spend at the level of your high end sale.

• If you provide professional services, pick one or two niches in which to develop a track record, and attend events where decision makers in these niches will be. Even if you think that ‘everyone’ could benefit from your product or service, narrow your target market to one that you feel comfortable in and where you will have the opportunity to generate a stream of business, not just one sale.

Referral partners and vendor partners can grow your Wealth Network. Referral partners are people whose own business activities surround yours yet have a gap inside that you can fill.

• For example, sales trainers teach sales people a system of selling. Eventually the sales process will lead to a sales presentation. I work with the sales trainers’ own clients on their presentation skills.

• Perhaps your business is corporate gift giving. A good referral partner for you could be a marketing services firm who advises companies that from time-to-time a corporate gift should be part of the marketing plan. You would provide that gift.

Take time to imagine a variety of possibilities that would bring individual threads together for a stronger, more focused net. Create partnerships with vendors whose customers are the same as your customers. An office supply company and a copy machine company have the same customers. Realtors, appraisers and lenders have the same customers. Alternative medicine practitioners can have the same clientele as nutritionists and personal trainers. If you don’t know the other vendors that your clients patronize, just ask them.

Wealth Networkers go where their best prospects go. These include professional and/or industry association meetings and conferences; places related to their status (CEOs, CIOs, etc.); community and educational events that attract your prospects.

When you join and participate in industry/professional organizations you:

• Learn what is on their minds

• Get educated about their problems and their desired solutions

• Demonstrate your interest and desire to help them.

Become an active volunteer in the organization. Develop relationships with people as you work together on a common goal. You will show that you are trustworthy and caring, and someone it would be productive to do business with. Dining and golf clubs, arts or so will comfortably spend at the level of your high end sale.

• If you provide professional services, pick one or two niches in which to develop a track record, and attend events where decision makers in these niches will be. Even if you think that ‘everyone’ could benefit from your product or service, narrow your target market to one that you feel comfortable in and where you will have the opportunity to generate a stream of business, not just one sale.

Referral partners and vendor partners can grow your Wealth Network. Referral partners are people whose own business activities surround yours yet have a gap inside that you can fill.

• For example, sales trainers teach sales people a system of selling. Eventually the sales process will lead to a sales presentation. I work with the sales trainers’ own clients on their presentation skills.

• Perhaps your business is corporate gift giving. A good referral partner for you could be a marketing services firm who advises companies that from time-to-time a corporate gift should be part of the marketing plan. You would provide that gift.

Take time to imagine a variety of possibilities that would bring individual threads together for a stronger, more focused net. Create partnerships with vendors whose customers are the same as your customers. An office supply company and a copy machine company have the same customers. Realtors, appraisers and lenders have the same customers. Alternative medicine practitioners can have the same clientele as nutritionists and personal trainers. If you don’t know the other vendors that your clients patronize, just ask them.

Wealth Networkers go where their best prospects go. These include professional and/or industry association meetings and conferences; places related to their status (CEOs, CIOs, etc.); community and educational events that attract your prospects.

When you join and participate in industry/professional organizations you:

• Learn what is on their minds

• Get educated about their problems and their desired solutions

• Demonstrate your interest and desire to help them.

Become an active volunteer in the organization. Develop relationships with people as you work together on a common goal. You will show that you are trustworthy and caring, and someone it would be productive to do business with. Dining and golf clubs, arts or s sales trainers’ own clients on their presentation skills.

• Perhaps your business is corporate gift giving. A good referral partner for you could be a marketing services firm who advises companies that from time-to-time a corporate gift should be part of the marketing plan. You would provide that gift.

Take time to imagine a variety of possibilities that would bring individual threads together for a stronger, more focused net. Create partnerships with vendors whose customers are the same as your customers. An office supply company and a copy machine company have the same customers. Realtors, appraisers and lenders have the same customers. Alternative medicine practitioners can have the same clientele as nutritionists and personal trainers. If you don’t know the other vendors that your clients patronize, just ask them.

Wealth Networkers go where their best prospects go. These include professional and/or industry association meetings and conferences; places related to their status (CEOs, CIOs, etc.); community and educational events that attract your prospects.

When you join and participate in industry/professional organizations you:

• Learn what is on their minds

• Get educated about their problems and their desired solutions

• Demonstrate your interest and desire to help them.

Become an active volunteer in the organization. Develop relationships with people as you work together on a common goal. You will show that you are trustworthy and caring, and someone it would be productive to do business with. Dining and golf clubs, arts or sr clients patronize, just ask them.

Wealth Networkers go where their best prospects go. These include professional and/or industry association meetings and conferences; places related to their status (CEOs, CIOs, etc.); community and educational events that attract your prospects.

When you join and participate in industry/professional organizations you:

• Learn what is on their minds

• Get educated about their problems and their desired solutions

• Demonstrate your interest and desire to help them.

Become an active volunteer in the organization. Develop relationships with people as you work together on a common goal. You will show that you are trustworthy and caring, and someone it would be productive to do business with. Dining and golf clubs, arts or service organizations, and high-profile civic clubs are places where high-status business people go for social and business events. Join a local club, attend everything, and take the time to get to know the other members. When you’re around for the long term, people will respect you and will remember you when they have a problem that you can help them with. Business leaders often put their efforts into being good corporate citizens. Find out what local/regional issues your clients and prospects support and join their efforts. You will enjoy a reputation as a good corporate citizen, build trust and become the business of choice when your type of product or service is needed.

Two kinds of networking events tend to attract a lot of people but they are not effective for Wealth Networking. The first are mixers, held by a variety of groups, which bring people together from all walks of business life. These events can be fun for socializing, but there is a very small chance that you will add threads to your Wealth Net from them.

The second are gatherings of people in your own industry. You should go to these events for the education and camaraderie; however they are not Wealth Networking opportunities because people in your own industry generally are not prospects for you.

Learn how to prepare for your selected events in Chapter Two.