Networking Like a Pro - A Book Review

Real Estate Agent with Samsel & Associates 0790808

Since networking is a big part of how we attract business, there are lots of networking books on our shelves. One of our favorites is Networking Like a Pro by Ivan Misner.

Ivan Misner is the founder of BNI, the world's largest business networking organization. In Networking Like a Pro, Misner outlines the strategies for successful networking and reminds us all that networking is a skill that needs to be honed over time. It's not about fast cash.

Networking success isn't measured necessarily by how many referrals one gets becuase a referral network can take years to build successfully. Instead, networking success can be measured by how well a contact remembers you in 72 hours. Contacts won't remember you positively if you handed them a business card and then walked away. They'll remember you negatively if you blabbed about your own business without engaging them in conversation. 

The myth that everyone is connected by 6 degrees of separation is tackled in this book. Most people are not well connected at all and the 6 degrees rule does not hold true for about 71% of the population. Good networkers strive to be a part of the 29% that can successfully meet the people they need to meet.

Misner talks about your unique selling proposition which is not unlike an elevator speech in that it is a brief description of th epurpose of your business stated in the most succinct way possible. In your unique selling proposition, your goal is to get your message across but that less is more. Short and sweet is the point.

Misner also explains the three step process by which networking works. He calls it the VCP - Visibility, Credibility, Profitability. You can become visible by attending networking functions, following up with one-to-one conversations, and holding leadership roles in the networking groups to which you belong. You increase your credibility by fulfilling expectations in each relationship. Be reliable and trust worthy over time to increase your credibility. Profitability is the result of building these relationships. 


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~ Wayne & Jean 

Union County, NJ - a great place to live and work!

If you're looking to buy or sell a property in Union County, call us at 908-917-4189 or email


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Dan Hopper
Keller Williams Realty Downtown LLC - Denver, CO
Denver Realtor / Author / Advocate/Short Sale

Morning Wayne/Jean.... great topic!!  Yes, networking is the backbone of creating success!  It is interesting that 71% do NOT incorporate the proper networking techniques in their every day lives.  We all are guilty of NOT getting in front of others to discover what their lives are all about, and how we can make it better for them.  "If it's to be, it's up to me!

Aug 25, 2015 12:11 AM #1
Fred Carver Personal Real Estate Corporation
RE/MAX Camosun Victoria BC Real Estate - Victoria, BC
Accredited Real Estate Consultant

Hi Wayne and Jean Marie Zuhl Yes great topic for us all in the Rain. Build a network of raving rans, avocates that like and want you to support you, gave  more than 100 %, "Do what you say you'll do sometimes more never less.."Floyd Wickman"


Aug 25, 2015 01:15 AM #2
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

The whole networking thing is the part I hate most about my business... and it's been extremely hard for me. I did BNI for a couple of years and it was extremely beneficial.  In the long run it wasn't providing any business for me, but it helped me get over some of my anxiety about meeting people.

Aug 25, 2015 02:39 AM #3
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Wayne and Jean - as a BNI member for years I have read this book and it has played true in my networking.  Networking is about cultivating and nurturing relationships and doing you part to help others as they see your value and develop trust in you.

Aug 25, 2015 04:53 AM #4
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Wayne and Jean, networking is essential in our business, the challenge I have is the time to network, it's another job all by itself.

Aug 25, 2015 08:14 AM #5
Wayne and Jean Marie Zuhl
Samsel & Associates - Clark, NJ
The Last Names You'll Ever Need in Real Estate

Good morning Dan Hopper - I agree. Sometimes we're afraid to step out of our comfort zones.

You're right, Fred Carver . It's all about building and maintaining strong networks.

Aug 25, 2015 11:59 PM #6
Wayne and Jean Marie Zuhl
Samsel & Associates - Clark, NJ
The Last Names You'll Ever Need in Real Estate

I think it's great, Sharon Tara , that networking helps different people in different ways. There's a lot of anxiety about putting yourself out there.

It's certainly true for us as well, Grant Schneider .

We prioritize networking, Beth Atalay - the only thing more important is customer service.

Aug 26, 2015 12:01 AM #7
Winston Heverly
Winston Realty, Inc. - Atlantis, FL

Hi, what a great post, I'm glad I came across it during my search.

Sep 01, 2015 01:46 PM #8
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The Last Names You'll Ever Need in Real Estate
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