Words of Wisdom From Brian Tracy

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Building Your Network—Part II
Finding success within your reference group.
By Brian Tracy

In Part I, we discussed why every successful business person needs a positive reference group. Here we discuss how to get one started—and working for you.

You begin your networking process at your place of work. Look around and identify the top people in your organization. Make these people your role models and pattern yourself after them.

One of the best ways to start networking is to go to someone you admire and ask for his or her advice. Don't be a pest. Don't tie up several hours of his or her time. Initially, you should ask for only a few minutes—and you should have two or three specific questions.

Ask questions like, "What do you think is the most important quality or attribute that has contributed to your success?" or "What one piece of advice would you give to someone like me who wants to be as successful as you some day?" You could also ask, "Can you recommend a particular book, tape, or training program that would help me move along more rapidly in my career?"

There is a law of incremental commitment in networking. It says that people become committed to helping you, or associating with you, little by little over time. In some cases the chemistry won't be right and the person with whom you would like to network won't be interested in networking with you. Don't take this personally. People get into—or out of—networking for a thousand reasons.

However, if there is chemistry, if you like the person and the person likes you, be patient and bide your time. Don't rush or hurry; just let the networking relationship unfold without over-eagerness on your part. If you try to go too fast, you'll scare people away.

Instead of asking your superiors for more money, ask for more responsibility. Tell your boss that you are determined to be valuable to the organization and that you are willing to work extra hours to make a more important contribution.

There is nothing as impressive to a boss as an employee who continually volunteers for more responsibility. Many people have the unfortunate goal of doing as little as possible for as much money as possible. But they're not the winners.

The winners realize that if all you do is what you're being paid for today, you can never be paid any more in the future. The person who continually volunteers for extra assignments and does more than expected gains the respect, esteem and support of his or her boss.

Whenever you do something nice or helpful for others, they feel a sense of obligation. They feel like they owe you one. They have a deep, subconscious need to pay you back until they no longer feel obligated to you. The more things you do for people without expectation of return, the more they feel obligated to help you when the time comes.

We have moved from the age of the go-getter to the age of the go-giver. A go-giver is a person who practices the law of sowing and reaping. He or she is always looking for opportunities to sow, knowing that reaping is not the result of chance. You'll find that successful people are always looking for opportunities to help others. Unsuccessful people are always asking, "What's in it for me?"

The surprising thing is that the more of yourself you give away with no direct expectation of return, the more good things come back to you in the most unexpected ways. In fact, it seems that the help we get in life almost invariably comes from people whom we have not helped directly. Rather, it comes from others who have been influenced by people whom we have helped directly. Therefore, since you can't control where your help or assistance is coming from, you must establish a blanket policy of giving with complete confidence that it will come back to you in the most wonderful ways.

Whatever your job or occupation, there are trade and industry associations, business associations and service clubs that you can join. Excellent networkers are among the best-known and most respected people in the community. To reach that status, they followed a simple formula. They carefully identified the clubs and associations whose members they can help and support and who can help and support them in return. And then they joined and participated.

When you look at the various organizations you should join, you should select no more than two or three. Target the ones with the people who can be the most helpful to you. When you join, your strategy should be to look at the various committees of the organization. Volunteer for the committee that engages in the activities that are most important to the organization, such as governmental affairs or fundraising. Then get fully involved in your chosen responsibilities.

You will find that the members of the key committees are usually key players in the business community as well. By joining the committee, you create an opportunity to interact with them in a completely voluntary and nonthreatening way. You give them a chance to see what you can really do outside the work environment. And you contribute to the committee as a peer, not as an employee or subordinate.

Remember, in any committee, 20 percent of the people do 80 percent of the work. In any association, fully 80 percent of the members never volunteer for anything. All they do is attend the meetings and then go home. But this is not for you. You are determined to make your mark, and you do this by jumping wholeheartedly into voluntary activities that move the association ahead. And the key people will be watching and evaluating you. The more favorable attention you attract, the more people will be willing to help you when you need them.

Networking fulfills one of your deepest subconscious needs—getting to know people and being known by them. It fulfills your need for social interaction and for establishing friendly relationships. It broadens your perspective and opens doors of opportunity for you. It increases the number of people who know and respect you. It makes you feel more in control of your career. And it can be one of the most exciting and fulfilling experiences of your life.

About Brian Tracy:

Brian Tracy is one of the top sales experts and trainers in the world. He has taught more than 2,000,000 sales people in 46 countries. He is the president of Brian Tracy University of Sales and Entrepreneurship online, and committed to teaching ambitious individuals how to rapidly increase their sales, income, and profits. For a free one-hour CD on "21 Great Ways to Become a Sales Superstar," click here.