The Art of Networking: Tips, Tools, and Interactive Training - IASA 2016

The Art of Networking: Tips, Tools, and Interactive Training

IASA 2016 Session #120

Presented on Sunday, July 12, 2016

Speakers

Darin M Reffitt, Director, Demand Generation & Campaign Management

EIS Group

Darin Reffitt is Director of Demand Generation and Campaign Management with EIS

Group (formerly Exigen Insurance Solutions.) With over 18 years of experience in

marketing and communications, his focus at EIS Group is on lead generation and lead

nurturing in marketing core system software to insurance companies. He is also a

volunteer with the IASA and chairs the Social Media Subcommittee, leading the efforts

of the IASA to better engage with carriers, vendors, and individual members across

social media platforms. He volunteers with other organizations, writes about marketing,

social media and networking as a Market Expert for Business.com, and golfs, poorly.

Speakers

Rex Bagwell, Business Development Manager, Insurance Productivity Services

Salient Commercial Services

Rex is the Business Development Manager with Salient Commercial Solutions and his

background centers around leadership, developing people and administration. Rex’s

insight into understanding people and what moves them has allowed him to succeed in

various professional areas. Rex has worked directly in the insurance industry for 10

years as an agent, a district manager and now with Salient Commercial Solutions for

the past 7 years.

In addition, Rex has worked for over 25 years in various levels of leadership and

administration with various businesses and organizations. From an accomplished

athletic background, Rex brings many principals of preparing, competing, team

dynamics and coaching to the business environment. Rex has also been very

successful in developing strategies to reverse trends and develop growth in the

business world as well as authoring his own leadership training materials. Rex remains

active in various community organizations nurturing his passions for serving, leading

and developing others.

Rex is extensively involved as a volunteer for IASA serving previously as a former

Director on the national IASA Board and on several other national committees. Rex also

serves as a speaker for both the national conference and multiple chapter events

across the country annually.

3 Networking Fallacies

1. Introverts don’t make

good networkers.

3 Networking Fallacies

2. Networking is

just about

selling.

3 Networking Fallacies

3. Online networking

can replace in-person

networking.

10 Mistakes People Make

1. Failing to Prepare

10 Mistakes People Make

2. Arriving too late

10 Mistakes People Make

3. Drinking

too much

10 Mistakes People Make

4. Focusing on

the food

10 Mistakes People Make

5. Waiting to be

approached

10 Mistakes People Make

6. Spending the whole time

with existing contacts…

10 Mistakes People Make

…or, 7. Neglecting

existing contacts

10 Mistakes People Make

8. Fixating on

the phone

10 Mistakes People Make

9. Not finding a

reason to follow-up…

10 Mistakes People Make

…or, 10. Failing to

follow-up at all

Planning for Success

Determine your

networking target(s)

• Types of jobs

• Industries/Companies

• Seniority Level

• Is there a pre-attendee list?

Planning for Success

Set Goals GOALS

At the Event

Alternate

water/soda

with drinks

At the Event

Smile!

At the Event

Watch your body

language…

At the Event

…and your posture

Reading the Room

Look for others

standing alone.

…they’re likely feeling as

insecure and out of place

as you.

Reading the Room

Look for “open” groups

Reading the Room

Look for an “open 2”…

Reading the Room

…instead of a “closed 2”

Reading the Room

Look for an “open 3”…

Reading the Room

…instead of a “closed 3”

Reading the Room

Open groups

come in all sizes

Minding Your Manners

Think about whether YOUR

group is open or closed…

Once You’re Connecting

Give your undivided

attention.

Once You’re Connecting

Practice Active

Listening

Once You’re Connecting

…and ask follow-up

questions

Once You’re Connecting

Offer to help the

other person

After the Event

Follow up.

FAST!

After the Event

Connect on LinkedIn

Let’s Practice!

Questions?

Thank you for your time!

Any questions for today’s

speakers?

Darin

Reffitt

Rex

Bagwell

References

Bounds, Andy; “The Jelly Effect” – Detailed networking

planning and examination of open/closed groups

Brown, Rob; “Networking for Introverts: How to Make

Connections that Count Without Being Sleazy”

Coburn, Derek and Chris Brogan; “Networking Is Not

Working: Stop Collecting Business Cards and Start Making

Meaningful Connections”

Gitomer, Jeffrey; “Jeffrey Gitomer's Little Black Book of

Connections”

Richards, Peter; “Networking Meaningfully: How to get from

a handshake to a business opportunity”

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