Man of the People

Once in a while, and quite rarely, you attend a presentation and you really GET what the speaker is conveying. He/she speaks to you on a higher level, creating that “Vulcan mind meld” that only Mr. Spock could manage, it was so true and strong.

I felt that message from David Volkman, (whose last name appropriately translates to “man of the people”). I heard him speak this past winter and I imagine I appeared to him to be a bobble-headed doll in the rear window of a car--my head kept nodding up and down in agreement with what he was saying. I am pleased to say he is now a good friend, colleague and trusted referral source.

David is an articulate, humble, honest individual; his primary business role is a financial advisor, but his self-appointed duty is show others how to engage in smarter, more effective networking, what he calls ROIT, as any financial maven would look at it as: return on invested time spent networking.

I recently interviewed him for 40 minutes, which you can listen to by clicking here and you’ll hear him speak glowingly of his simple, yet unique thoughts on creating an effective network, one in which your helping someone, who needs your assistance, becomes so strong a feeling that they voluntarily offer to help you back as a way of saying thank you.

The gist of his message: Imagine if an incremental sliver of the business world operated this way….then some would get on board to help others, the infection would spread. It’s a 180 degree reversal of what chambers of commerce, leads groups and speed networking meetups are teaching.

Start a relationship, ask in person to get involved in what that person’s business needs really are, then offer to satisfy their need by voluntarily introducing a person that you already know well to help them. They can do the same for you or someone else.

Brilliant, right? Networking to David is a cerebral activity, one in which we have to consciously remember to thank and return the favor. That takes extra brain cells.

Life Lessons
Self-made business entrepreneur in high school, the funds from the sale of the business he started in high school were used to put himself through college. David learned from his mother and grandmother some of the life lessons that became his philosophy: help others when you have the opportunity while you take care of your own family.

Fast forward…he was stopped by a rabbi after giving a presentation this spring for Harvard Business School to a combined overflow audience of 9300 people (as he says: “suddenly I became a rock star”) and reminded that his message at its most boiled-down essence is Talmudic: help out someone else without any expectation of receiving anything in return.
David’s message contains 3 core elements:
1. Do something nice for someone else. Add a nice smile (he has that!), charisma, engage someone in a way they were not expecting. This gets a memorable response.
2. Do something that makes you feel good in the process. That leads to a more honest and open conversation about who you know that can help them. They feel your sincerity and you come across that way as a volunteer of your trusted resources
3. Ultimately something that will be good for your business will result. They will remember you for your help and either offer to help you sometime or you can ask them.
Now do it again.

Working the room
David’s tactic of entering a room full of people he doesn’t know is to stand back a while and watch the body language: arms crossed in front, hand gestures, eyes trolling the room for the next prey. Identify only a few people whose stance, eyes and conversational abilities point to their being interesting and engaging. If he is asked for his card, he gives it; if not, he moves on. He’ll only spend time with the ones who appear experienced in powerful networking, likes attract. A good night is one in which he hands out 3 cards. Smart operating on his part: the rest of the people will never commit to more cerebral networking anyway so it ruins the ROIT.

Strategic Friends vs True Friends
Quoting him from the interview: “It’s the relationships that you have with your friends that add richness to your life. If you have the opportunity to help them-to truly help them-that’s where you’ll find your relationship catapults to a whole other level.” These true friends will always rally to your side vs. strategic friends who may not be reliable.

“If you can systematically do something where you put yourself in a position, or at least have a chance to do something like that {truly helping someone}, then the most amazing referrals will happen…What if you systematically did this? Suddenly you are not networking where it’s work…it’s now fun. You don’t want to stop doing that-it’s a way of life.” Pay it forward.

Elevator pitch: a wrap
Elevator speeches are just boring and too long. David’s wraps up who he is:
“I am an independent financial advisor. I help people organize their finances to help them get to a better place.”

I know David has helped me reevaluate my brand equity and connection assets to get to a better place. His sincerity and humility are admirable. His passion is infectious.

My suggestion for some time well-spent: listen, really listen, to the interview. Read more about him.

How else can I help you?

A current client emailed me asking to help his sick family member raise money for hospital costs, asking if my services could provide fundraising.

No, I replied, unless you have a 501c3 and a bank account, and, and, and...

But back in my memory I had filed away www.chipin.com as a way nontraditional fundraising could be handled for needs that are too small for formal organizations. This was a great application, I thought. So, while I hate turning away an existing client who comes to me asking for fundraising help, I was able at least able to refer him to ChipIn.

I touched base with him this morning and asked how it was going.

His reply:

I am using Chipin.com...and have raised over $5000 in 48 hours…unbelievable and a renewed sense of the American spirit.

I am glad to be able to help in another way!

Speaking of LinkedIn...

I am speaking a lot about LinkedIn these days. A lot. Everywhere I can, in front of groups, teaching in small virtual classes, and offering suggestions to those in my leads groups. LinkedIn, for me, is a PROVEN a way to access any number of the 55 million businesspeople around the world seeking community from the expertise that people truly engaged in social networking can provide.

And what's in it for him? you might ask, why the heck does he spend the time speaking about LinkedIn?

Because it opens lots of doors to generate new business and get my brand out there. As an example, a large nonprofit umbrella organization asked me to teach my hour-long "LinkedIn for NonProfits" to its member organizations and as I spoke and showed my LinkedIn profile, they saw the types of work I do.

The next week they called me in to advise on a much-needed redesign of its online donation and class registration, a project I won in December. Finished on time and within budget, they were thrilled with the end result. So much so that they referred me to a couple of other potential clients.

That's reason enough to evangelize on LinkedIn. The network grows...

BTW my LinkedIn profile can be found at www.linkedin.com/in/marchalpert

Why are some people so RUDE?

What a week!

Obama is heckled and called a liar in the Capitol by an elected official! Imagine!

Pity the young singer at the music awards ceremony accepting an honor for her musical talent only to be interrupted and preempted by a rude and obnoxious celeb upset his favored singer did not win. At least the honoree kept her cool.

Not so in Flushing Meadow. Did you see the tennis player explode in anger and unsportsperson-like language on the US Open tennis court? $10K and an apology later, it's all but forgotten.

Today a former client called to let me have it, for nothing I did wrong. It was entirely her fault and she can't come to grip with the fact that she messed up. A shame.

Finally a friend was just laid off from her job and given 1 hour to clear out. No warning.

I sometimes feel like the world has gone mad and taken formerly polite people down with it. We all want what we expect is ours, and we want it now, in just the way we expect it to result. Dealing with our errors and disappointment is tough. But there is a proper way to do so, and with grace. Let's all try to find that grace.

Myself included, I suppose...

Sage advice

Aim with your heart, adjust with your head, and always, always, always, do all you can.

A new client sent this to me; thanks, Linda! It epitomizes what we all need to do better, continuously, in our business and personal lives.

No soapbox ranting form me. The words themselves say it all. Let's all practice this!

In re the death of customer service-now hear this!

I just received this in an email and thought it was brilliant:

Customers want you to listen to them. They want you to show them respect and listen to their needs. Don’t assume you know what they’re going to say. Let them tell you. And don’t interrupt them!

Customers want you to take responsibility. They want you to own them and their problem. Don’t pass the buck. Take care of them the way you would take care of your grandmother. See their issue through to completion. And then follow up with them and make sure they are happy with the outcome.

Customers want you to pay attention to the details. They want you to use their name when speaking to them, and call them back when you say you are going to. They want to feel important because they are!

Customers want you to remember it is their time and money. They don’t have to do business with you; there are other companies they can buy from. Remember, you are not doing them a favor. They are the reason you are in business. To serve them!

Give customers what THEY want, and they’ll be sure to come back! And they’ll tell others to come as well. And isn’t that what WE want?

I printed this and placed it on my bulletin board next to my office phone. I hope you will too.

Back with more good news from a nonprofit

I have been remiss in posting to the blog for the past couple of weeks.

Too busy installing new services at new customers, a nice problem I guess.

Here's an email I received yesterday from one of those new clients, a nonprofit:

Marc, you exceeded my expectations. We are very happy so far…….Thank you for everything, and I’ll be sure to pass along your name…. All the very best for a happy holiday season, L

That makes me feel good.

You can feel that way too, just ask us!