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August 17, 2020 6 min read Viewpoints expressed by Entrepreneur factors are their own.
Recently, somebody asked me this question: “Let’s say that you, Ivan, return thirty years and think of where you were early in your career. If you didn’t know somebody personally and you actually admired them and wanted to take a shot at reaching them, how would you do that?”
The short response to that question is I would not connect to them directly. I would find somebody that knows them and I would get an intro. And that’s precisely how I satisfied Harvey Mackay, author of Swim with the Sharks Without Being Eaten Alive, back in the 1990s. Getting an intro from a relied on third party smooths the path to meeting somebody , especially if that someone is very effective or widely known. In the ’90s, my service was still small and I had not composed any best-selling books, so extremely few people knew anything about BNI or who I was. Still, I wished to fulfill Mackay and ask if he would contribute a piece to a book I was dealing with at the time. He had written about networking before and I thought he would make a great contributor to my book. The problem was that without any name recognition, I couldn’t get past his assistant no matter how many times I tried.So, I began asking coworkers if they understood Mackay personally or if they
knew anyone who may have a connection. I asked everybody I understood. I asked, and I asked, and I asked. It took the bulk of a year, but one day, while in another state on a book tour, a BNI member in that city asked the local director if he might pick me up at the airport and take me to my hotel. We spent a long time talking on the drive and he asked me many questions about my book and about the BNI organization as a whole. He concerned the event I asked and did that week if I ‘d like a flight back to the airport the next day. I happily agreed.Related: 4 Details for Effective Networking That The Majority Of People Neglect
On the trip, we continued our previous discussion. As we got closer to the airport, he thanked me for all the suggestions I had actually offered on how to construct a powerful individual network. He asked, “is there anything I can do for you?” Well, as I said above, I had actually “asked, and asked, and asked” if individuals knew Mackay and I felt that I learnt more about this private well enough to toss that out there. I said to him, “I have actually been attempting to link with Harvey Mackay and I haven’t had any luck. I simply can’t surpass his assistant. You wouldn’t happen to understand somebody that knows Harvey, would you?”He said,”Sure, I know his assistant pretty well. I have her mobile number!”
All I can say is that I sat there absolutely surprised. “You have her number? How do you understand her?” He went on to explain that he constantly volunteers to drive checking out authors from the airport due to the fact that it is an excellent method to get them in a vehicle for an hour and gain from them. That’s why he volunteered to drive me. He informed me that he talked with Mackay’s assistant many times when he accepted drive Mackay from the airport the previous year. He asked me why I wished to connect with Mackay– in other words, he wanted to qualify me before he passed it on to his trusted contact. I told him I wished to ask Mackay if he would be willing to contribute to a book I was writing called Masters of Networking. I informed him that Mackay had actually written a book on networking and I knew he ‘d be a great factor. The driver stated he ‘d be happy to reach out to Mackay’s assistant and explain what I was doing and ask her to get in touch with me.Guess who
called me the next week? No, not the assistant– Harvey Mackay himself. What a great discussion it was! Mackay is an icon in the business world and I was so honored to speak with him. It was a great conversation. I learned that he absolutely “walks the talk” when it pertains to networking. He was masterful in getting to find out about me and about the book I was composing. He even consented to provide a contribution to the book. I got to know Mackay much better over the years. He spoke at one of our BNI conventions and I had a possibility to talk with him on many other occasions.Related: 4 Foundational Networking Tips for Finding Your People
Some people might believe all of it happened just because “I asked.” But I would state that’s only part of the story. Yes, I asked. I asked individuals who I understood and who I believe trusted me. More significantly, they understood I would not betray that trust by doing something besides what I said my designated function was. People don’t wish to offer a referral to somebody who simply wishes to offer something to an important contact they have.So, if I were to return 30 years and think of where I was early on in my profession and I wanted to fulfill somebody I actually appreciated, how would I do that? That’s simple. I ‘d ask people who trust me for the referral. It worked for me then and it still works for me today.
Article curated by RJ Shara from Source. RJ Shara is a Bay Area Radio Host (Radio Jockey) who talks about the startup ecosystem – entrepreneurs, investments, policies and more on her show The Silicon Dreams. The show streams on Radio Zindagi 1170AM on Mondays from 3.30 PM to 4 PM.