Building a Meaningful Network
Last week I interviewed John San Filippo as part of my video webinar series on personal branding. He has been a good friend of mine for many years and his most impressive trait is by far his ability to meet and connect with people. John is a financial advisor at Fortis Lux and is one of the few professional service providers I know who isn't just focused on making a sale, but developing a real relationship. Here were some of my takeaways from the conversation.
Focus on long-term value creation. A consistent theme in our conversation was not only creating value for your network but making sure you have the foresight to build long-term value. John gave one example of how he persuaded a client not to buy a certain product because it wouldn't have been in their best interest. If he sold the product, it would’ve resulted in significant revenue for John. This example might seem obvious, but many people sometimes forget that a reputation takes years to build and only seconds to destroy.
Be Empathetic. This seems to be a recurring topic in my essays and conversations. When you first meet someone especially in a sales capacity, their guard is up. They are expecting you to sell them. Instead, get to know them. Try to view the conversation or the meeting from their perspective. What makes them tick? What are their challenges? How can you create value for them? Make sure you are present and show that you care. After the conversation ends, it is important to take notes. Writing down facts such as when is their birthday or what are their children's names goes a long way. The next time you interact with them, it gives you an opportunity to demonstrate that you paid attention and really cared about the relationship.
Don't be afraid to say no. Some people, especially when they are starting out, think they have to accept all the business that comes their way. It's OK to say no. It goes back to creating long-term value. In this case, is the revenue coming in outweighing the stress that the client might cause? It's important not to always think of things in terms of dollars, but to think about the quality of life and the types of people you want to be involved with in business. Saying no isn't just about relationships, but also about time-management. It's important to block off time to focus on personal and professional commitments. John blocks off a few hours a day to make sure he completes certain tasks.
Be curious and take risks. So many people live in fear. They stick to their corner and don't go out of it. It's important to escape this mindset. Don't be afraid to take a risk and try new things. John's biggest mistake wasn't taking enough risks earlier in his career. Now, he is not afraid to ask people questions or try new things. The worst-case scenario is someone says no or it doesn't work out.
Don't be an expert on everything. Many people in their career become a jack of all trades, master of none. Find something that you enjoy and that you do very well and own it! For things that you don't enjoy doing or aren't good at, find people in your network that you can leverage to work with you on those jobs. Ultimately, whatever you do focus on, make sure that your priority is driving revenue. If you are doing that, everything else will come naturally.
Some books John recommends that helped shape his thinking:
Start with Why: How Great Leaders Inspire Everyone to Take Action
The Starbucks Experience: 5 Principles for Turning Ordinary Into Extraordinary
Watch our entire conversation by CLICKING HERE.