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Are You Credible When Setting Your Appointments?

I recently joined a networking group.  This group is made up of top notch, high net worth individuals.  Member businesses range from accountant, attorney, banker, financial services representative, business consulting service, human resource manager, insurance broker, investment management adviser, and real estate professional.

I have noticed a trend now that I have been involved for more than a year.  After each meeting it is usual for many of us to get together.  After the meeting we set a time and place in the future to meet. Most often the meeting is scheduled in the next 30 days.  We exchange cell phone numbers in case something comes up where we cannot get together at the appointed time.

The trend that I am noticing is that once the first appointment is broken, rarely is a second one set.  Even when the second meeting is set, frequently it is broken.  What are people thinking?

Joining a networking group is done so we can become trusted advisors then and refer business.  These advisors are the people that I could refer my clients.  Therefore, the goal is to build a referring relationship by developing trust over time.  The only thing that I can trust from individuals who break multiple appointments is that they will do so with my client referrals!

I am happy to meet with people a second and third time if the reason for the missed meeting is a good reason.   Please be the judge of one of the recent reasons given to me by a fellow networking member, “My husband wants to go see a house.  I do not want to see this house, but he is making me do so.  I would like to wait at least six months.”  Now I agree that family comes first.  My question comes to, “How will this type of reason fly with my clients?”  Will my credibility fall if I was to refer this person and they came up with a similar reason for postponing or cancelling a meeting with my client referral?  Will my client think that I referred a loser if they canceled/postponed multiple times?

Many of these people are the biggest complainers when someone does something wrong.  One such individual keeps telling me, “We still need to get together.”  Then in the next breath, he tells me how someone in the group did him wrong by allowing someone else to pass out their flyers, but he was shut out.

I am sure some will read this and say, “Your values are too high.”  To those I say, “Thank you.”  Your time is valuable, and so is everyone else’s time.  When participating in a business networking community, be careful what you commit to.

On a final note, when it comes to professional organizations, be careful for what you volunteer to do.  Often people evaluate you in those volunteer roles, comparing it to how you will do business.  People will judge you by your performance as a volunteer.  Many will not understand when you “bag” an assignment because “it is only a volunteer job.”  I have frequently had others say to me, “I will not hire them (or refer them) because they dropped their commitment to our volunteer organization.”

 

Gerry Rose runs INTEGRITY Networking Solutions in Oceanside, CA.  He works with people in business who want to attract the right prospects and generate more referrals.  More than 10,000 businesses have been presented the INTEGRITY Networking Solutions system in San Diego, Riverside, and Orange Counties.

Gerry’s stimulating presentation Unlimited Prospects, Unlimited Referrals is ideally suited for small business owners, home-based businesses, and independent professionals who want clearer direction and want to attract more prospects, develop dynamic systems, and strengthen their companies’ accountability.  Gerry does one on one consulting, conducts a range of keynote speeches from thirty minutes to full-day education workshops.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

Gerry has more than 20 years’ experience directing business owners how to grow their businesses.  He is a networking dynamo.  Those who know him will assure you that he does a great job of bringing people together—which is why he started INTEGRITY.

Involved with networking organizations since 1984, Gerry is a Distinguished Toastmaster, a member of Toastmaster International, and has chaired numerous chambers of commerce and non-profit organizations.

Are you truly committed to attracting the right prospects and generate more referrals?  If so then contact INTEGRITY Networking Solutions for availability and information.  You can contact Gerry by mail at 1610 Quiet Hills Drive, Oceanside, CA 92056.  Direct dial (760) 439-4623; e-mail to gerry@integritysd.com.  For more information, go to www.integritysd.com

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