Networking Like a Pro: Turning Contacts into Connections

by Ivan R. Misner, Brian Hilliard

Grow Your Business with the Right ConnectionsIt’s easy to feel like networking is a waste of time, energy, or money—but that just means you’re doing it wrong. In this new edition of Networking Like a Pro, networking experts Dr. Ivan Misner and Brian Hilliard reveal key networking techniques to help you grow your business.In this comprehensive guide, you’ll discover strategies that go beyond collecting business cards and turn networking into a profitable resource for your business. Dive into this book and discover how the most successful networkers leverage their brand, expertise, and customers to achieve greatness in life.You’ll learn how Attract the right people with a carefully crafted Unique Selling PropositionGain your most valuable customers with referrals from networking partnersMake your best first impression with the 12 x 12 x 12 RuleChoose networking events and activities that best fit your needsBuild and expand your network with a calculated follow-up strategyAvoid behaviors that damage your reputation and push potential partners awayPlus, gain access to worksheets, templates, and the Networking Scorecard designed to help you get the most out of your network. If you’re ready to build connections that turn relationships into profitable customers, the Networking Like a Pro is for you!

Genres: Business, Nonfiction, Buisness, Self Help, Communication, Relationships, Management

323 pages, Kindle Edition

First published January 1, 2009

About the author

Dr. Ivan Misner is the Founder & Chairman of BNI, the world's largest business networking organization. BNI was founded in 1985. The organization has over 5,800 chapters throughout every populated continent of the world. Last year alone, BNI generated 6.5 million referrals resulting in $2.8 billion dollars worth of business for its members.

Dr. Misner's Ph.D. is from the University of Southern California. He is a New York Times Bestselling author who has written twelve books including his latest #1 bestseller, "Networking Like a Pro".

He is a monthly columnist for Entrepreneur.com and is the Senior Partner for the Referral Institute - a referral training company with trainers around the world. In addition, he has taught business management and social capital courses at several universities throughout the United States.

Called the "Father of Modern Networking" by CNN and the "Networking Guru" by Entrepreneur magazine, Dr. Misner is considered one of the world's leading experts on business networking and has been a keynote speaker for major corporations and associations throughout the world. He has been featured in the L.A. Times, Wall Street Journal, and New York Times, as well as numerous TV and radio shows including CNN, CNBC, and the BBC in London.

Dr. Misner is on the Board of Trustees for the University of La Verne. He is also the Founder of the BNI-Misner Foundation and was recently named "Humanitarian of the Year" by a Southern California newspaper. He is married and lives with his wife Elisabeth and their three children in Claremont, CA. In his spare time!!! he is also an amateur magician and a black belt in karate.

Reviews

[Karen · Rating 5 out of 5]

Title: Networking Like a Pro
Author: Ivan Misner, Ph.D., David Alexander & Brian Hilliard
Publisher: Entrepreneur Press
ISBN: 10-1-59918-356-0
ISBN: 13: 978-59918-356-5

It seems in today’s high tech world, a great deal of promotion and networking is geared toward online readers and businesses. But, the world does not begin and end with the internet—we tend to forget about the original form of networking which is face-to-face.

Networking Like a Pro is not only a reminder that face to face business networking is still alive and healthy, but in many businesses it is also a necessity. And it, along with online networking is a skill like any other that needs to be learned and honed. The co-authors took great care to cover all facets of the networking arena and show that whatever your method or focus, creating social capital is a necessity.

To better understand the importance of networking, the co-authors compare social capital to financial capital. While financial capital is material wealth, money or property, social capital is, according to Networking Like a Pro, “the accumulation of resources developed in the course of social interactions, especially through personal and professional networks.” They go on to explain that “these resources include ideas, knowledge, information, opportunities, contacts, and, of course, referrals. They also include trust, confidence, friendship, good deeds, and goodwill.”

It’s also understood that social capital can actually lead to financial capital as the subtitle of the book describes, Turning Contacts Into Connections. The essence of our marketing endeavors is to sell our services or products; those we come in contact with, whether online or fact-to-face, are possible customers, resources, or contacts leading to referrals.

Networking Like a Pro covers a wide-range of networking topics: The Networking Mind-Set; Your Networking Strategy; Networking Face to Face; Making Your Network Work; Secrets of the Masters; and Is Your Networking Working? Each of theses topics is thoroughly examined and explained through analysis, step-by-step instruction, conversational examples and even diagrams.

In Part III, Networking Face to Face, the co-authors examine: Joining the Crowd; The 12 x 12 x 12 Rule; Where’s Your Attention Focused?; Telling Your Company’s Story; and Quantity is Fine, But Quality is King. This section is so detailed it provides networking mixer diagram configurations with explanations on how to read a room.

In the chapter, Telling Your Company’s Story, the co-authors delve into the unique selling proposition (USP) which every marketer must have. A good USP is a memorable one sentence pitch that “simply tells people what you do, in a manner that gets them to ask how you do it.” Each section is conveyed in the same meticulous manner; nothing is left to guess-work.

I was impressed with Networking Like a Pro. It provides a tremendous amount of practical information in an understandable format. Co-authors Misner, Alexander and Hilliard created a comprehensive book that covers networking strategies from A - Z. It explains with great detail the ins and outs, and tricks of the trade of Networking Like a Pro and turning contacts into connections.

[Dave Hall · Rating 4 out of 5]

This is a hard book to rate.

On the one hand, it may be the most boring book I have read. The sidebar stories are inserted in the middle of sections which is also a bit distracting.

On the other hand, "Networking like Pro" is filled with practical how-to advice. This book is a MUST-READ for anyone who is brand new to networking or for someone who is scared to death of networking events. I wish I would've had this book in my hands 2 years ago.

[Francisco Javier · Rating 5 out of 5]

Excelente alternativa para entender la dinámica de crecimiento de mercado mediante redes se contactos

[Dr. Gerd Ehrhardt · Rating 5 out of 5]

Ever felt as though networking is a waste of time? It probably means you are doing it wrong - according to Dr. Ivan Misner who wrote this book. Dr. Misner has extensive experience in the business world, as the founder of BNI - one of the largest networking organizations on the planet.
The book takes a much deeper look at the usual methods of networking, showing entrepreneurs how to best use their time and the connections they make throughout their career. Networking is not just about collecting or giving out business cards - and discovering these new tricks is key to building a successful business.

[Yongzheng · Rating 3 out of 5]

"Networking Like a Pro" has a solid foundation of networking principles, but much of it felt familiar to me. The standout feature was the Networking Scorecard system, which I found incredibly creative and practical. It gamifies the process and adds a measurable structure to networking efforts, making it easier to stay consistent and track progress. Other than that, the book didn’t introduce many new insights for me personally, but it’s still a good resource for those new to networking.

[Jerry Summers · Rating 5 out of 5]

12x12x12, 24/7/30. They look like lock combinations. They help you unlock your networking ability. From USP to ABC you will see that letters are a good way to stay connected with quality clients, referral partners and friends/family. Networking is a science and can be learned but it is also an art. Start with your why and your business will grow.

[Matthew Mechtly · Rating 4 out of 5]

Misner present useful information about networking, but it is specifically targeted to those who have some sort of business they're trying to market, so parts have limited applicability to wage slaves like me. Still, it contains some great ideas for wage slaves who want to learn how to better market their personal brand.

[Matthew B. · Rating 4 out of 5]

For the material and how it's presented I would give It a 5, but there was a good amount of self advertising and many of the later chapters said exactly the same information as earlier chapters. Overall the topic was well covered and I do recommend the book to others

[Sean Courtney · Rating 5 out of 5]

Solid overview, moving from basic to advanced networking and providing lots of examples, stories, tips and tools along the way. With a book like this that is loaded with strategies; the key is to focus on one or two that make sense for you and implement.

[Marah Sepia · Rating 4 out of 5]

The book was really good. I did find some of the points really repetitive but there were a lot of good gems! I am interested in seeing an updated version especially post pandemic since so many things have become virtual/electronic.

[Christian S · Rating 3 out of 5]

3.5* Topic I wanted to learn more about. Bit too much focus on small business owners in the US. Nothing bad in itself - bit of a dry and too drawn out read - but maybe its the nature of the topic somehow. But motivate... it did me not.

[Samantha Shawhan · Rating 4 out of 5]

The first half of the book was good, the second half went down hill. Information was information although I found a large amount of it to be common knowledge but maybe it is now.

[Camilla Leurs · Rating 5 out of 5]

Good collection of networking tips and advice. Practical actions to take and do going forward.

[Liam Vo · Rating 5 out of 5]

Excellent book giving clear ideas on what to do and not to do when networking. Definitely recommend it

[Dawn Harper · Rating 5 out of 5]

This is a great primer for networking, filled with practical steps.

[Ashleigh Mattern · Rating 5 out of 5]

When I first started reading this book, I was worried it was going to be a sales pitch for BNI groups, and while that definitely came up a lot, in the end, the book proved its value. It turns out, I've been networking wrong! Any networking success I have had was likely more on accident. Networking is all about building relationships and helping people; networking is about bringing other people business and creating referral partners so both of your businesses grow. The book is jam-packed with tips about how to improve your networking. You may not agree with or be able to use all of the tips, but you're sure to take some nuggets of wisdom away.

[Emily · Rating 3 out of 5]

Great charts and helpful information.

[Cher · Rating 4 out of 5]

This book taught me some basic body language rules I did not know. Via diagrams. It also had pithy ideas that really helped me in terms of making small talk with new people. It is written for the independent small business owner but it was very helpful for me, someone who missed learning social cues in my development.

[Prashant Ghai · Rating 3 out of 5]

This book is primarily written towards guiding BNI members. Any BNI member will surely derive a lot of value out of this book which will help improve his/her networking in BNI chapter meetings.

Read this book if you are a BNI member. If you are not, then you may not find the information contained in this book directly applicable.

[Jacques Du Bruyn · Rating 3 out of 5]

Pretty much a waste of time reading this book. You have to be completely socially inept in order for this book to benefit you. I guess I should have known better then to read a book that is actually just common sense.

[Raluca Lupasteanu (Gramschi) · Rating 5 out of 5]

It’s a good audiobook for a start in networking, for giving structure and some tools and ideas. I didn’t follow all tools provided and yet I learned and applied several useful things. I plan to listen to it again in a fee years.

[Shawn · Rating 4 out of 5]

Ivan Misner definitely deserves the title he deserves. His ideas and books will help create that referral business you've always dreamed of.

[Chris Colter · Rating 5 out of 5]

I truly enjoy everything and anything from Dr. Ivan Misner on Networking.

[Stephen Leung · Rating 4 out of 5]

good read for those who need to go to business networking (which should be everyone in Entrepreneurship)

[David Driscoll · Rating 4 out of 5]

Constructive information of how to get work. Not in all cases will this theory apply but it gives you the option and perhaps change your thinking.

[Marianne Mullen · Rating 3 out of 5]

Great concrete tips