| Networking is all about developing the relationships | | | | sponsor of this very worthwhile event. Sue's boss |
| that are mutually beneficial, where you can help with | | | | agreed, although he provided funding at a lower level |
| the success of a referral source as much you can be | | | | than Sue had hoped. Sue then introduced the Realtor |
| helped in return. With some relationships, that means | | | | to one of Sue's clients who also shares the same |
| the exchange of referrals back and forth. With other | | | | interest in child abuse prevention. This person also |
| relationships, the give and take is more creative. | | | | decided to sponsor, and actually gave more support |
| Sue Haines works as a mortgage originator for a local | | | | than Sue had hoped for. You can bet the Realtor |
| company. She has developed connections with | | | | now sees Sue as someone with whom she wants to |
| several Realtors, but in the last year one of these | | | | continue to share business. |
| relationships has matured to a stronger extent. Sue | | | | Was Sue done? No, she went the extra mile by |
| now wants to maintain and even increase that | | | | asking her boss if the Realtor and the developer |
| relationship, but doesn't know if she has enough | | | | could speak at the next sales meeting about the |
| business to give more to this Realtor. | | | | unique features of the homes they will build and |
| Sue's first step was to have lunch with the Realtor. | | | | represent. Did both actions take some time on Sue's |
| She realized that while she knows this Realtor | | | | part? Yes, but the payoff was that Sue received |
| professionally, she really doesn't know her well as a | | | | four referrals from the Realtor in the very next |
| person. During lunch Sue found out that the Realtor is | | | | month. |
| passionate about a non-profit organization that funds | | | | Sue found out that there were many more ways to |
| programs for the prevention of child abuse. She also | | | | give back to people who give her referrals. While it is |
| became aware that the Realtor was representing a | | | | assured that everyone likes business to come their |
| developer that would be building homes with some | | | | way, they are also motivated by many other |
| very special features, different from the norm. | | | | methods. Sue addressed just two ways, recruiting |
| Because of this time spent, Sue now knows there | | | | sponsors and arranging a speaking engagement. She |
| are ways she can help the Realtor in addition to | | | | will continue to send people who want to buy or sell |
| sending customers. | | | | a home to this Realtor, and you can bet that she will |
| The Realtor was involved in finding sponsors for an | | | | think of other creative ways to showcase the |
| upcoming event that would benefit the non-profit | | | | Realtor - ways that will make the Realtor appear |
| organization she supports. Sue went to her boss and | | | | successful to the community. Success builds more |
| suggested that they might want to be seen as a | | | | success. |