The Hub Factor The Art of Getting Connected Julia Hubbel SREB October 29, 2010

It’s a Fact! 75% of us are uncomfortable with networking 75% of us are uncomfortable with networking The most successful people spend 54% of their time building & maintaining relationships The most successful people spend 54% of their time building & maintaining relationships It’s the number one social anxiety in the United States! It’s the number one social anxiety in the United States! It’s the foundation of your success It’s the foundation of your success

Today’s challenges Building legitimacy Building legitimacy Building connections Building connections Creating community Creating community Finding/Being mentors Finding/Being mentors Creating support systems Creating support systems Building professional alliances Building professional alliances Establishing a network where we belong Establishing a network where we belong

Why We Hate Stereotypical Networking An agenda-based sales pitch An agenda-based sales pitch It’s pushing too hard It’s pushing too hard It’s all about “ME” It’s all about “ME” It doesn’t work today It doesn’t work today

Hub Factor Connecting Creating collaborative, mutually beneficial relationships Becoming a valued resource Leaving people larger Every conversation you have

21 st Century changes Diversity in the workplace and in the general population Diversity in the workplace and in the general population International stage International stage Technology creates choices Technology creates choices What’s coming by 2035 What’s coming by 2035

Networking is all about creating a space where others feel valued and powerful in our presence…which makes us feel valued and powerful!

You’d Never Guess… Your Name Your Name Your recreation/ play Your recreation/ play You’d Never Guess That I……… You’d Never Guess That I………

Networking Style Differences Transactional : Determine pecking order first, build relationship through business and over time, hierarchy important. Create deals first Transactional : Determine pecking order first, build relationship through business and over time, hierarchy important. Create deals first Relational: Determine relationship first, do business over time, “whole person.” Create “personal” connections first. Relational: Determine relationship first, do business over time, “whole person.” Create “personal” connections first.

7/10 Seven seconds to earn ten minutes of conversation

So, what do you do…? You need a Value Proposition!

Not the 30 second sales pitch!!!

Value Proposition 3-11 words (preferably 3-5 words) 3-11 words (preferably 3-5 words) Your version of Got Milk? Or Just do it! Your version of Got Milk? Or Just do it! Expresses what you do for your schools/students/administrations Expresses what you do for your schools/students/administrations Invites a question or two Invites a question or two Earns you the next ten minutes of conversation Earns you the next ten minutes of conversation

Value Questions What solutions do you offer? What solutions do you offer? What problems do you solve? What problems do you solve? What do your colleges/administrations value about you? What do your colleges/administrations value about you?

That’s a great question! What’s your greatest passion? Tell me more… Tell me more… Help me understand… Help me understand… Give me an example… Give me an example…

What is charisma?

Charisma Is how others feel about themselves when they walk away from you…

Social Capital Your “bank” of contacts and knowledge Your “bank” of contacts and knowledge Everyone you know Everyone you know Everyone they know Everyone they know Your ability to transform people Your ability to transform people “Tithe” it to people “Tithe” it to people

Reciprocity Circles I’m really good at_________________ I’m really good at_________________ A recent achievement A recent achievement I could use help with_______________ I could use help with_______________ (be very specific) (be very specific)

You can’t do it alone. Build your network and let it build you.

Now to Dr. Jean Fuller-Stanley!