F. Scott Addis, CPCU, CRA CEO, The Addis Group CEO, Beyond Insurance

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2 F. Scott Addis, CPCU, CRA CEO, The Addis Group CEO, Beyond Insurance Inc. Magazine Entrepreneur of the Year finalist Named one of 25 Most Innovative Agents in America Franklin Award recipient (CPCU Philadelphia Chapter) Author, Summit

3 I. The art of connecting with people II. The power of relationships III. Turning your network into a referral machine IV. 10 proven steps to networking success

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5 Brain-to-brain linkup whenever we engage with another person. We are wired to connect!

6 Awareness of feelings, needs and interests in others our social radar. It can be taught, learned and mastered.

7 Connecting begins with a desire to develop a genuine interest in and foster positive feelings from those whom you seek Support Guidance Direction Give before you receive!

8 If there is any great secret of success in life, it lies in the ability to put yourself in the other person s place and see things from his or her point of view. -- Henry Ford

9 Connecting strategy Creates emotion and chemistry Scores every time!

10 I have a curiosity about one s passions. What is your passion? What are your hobbies? What do you enjoy doing when you are not working?

11 Passions Hobbies Goals Dreams

12 Relationship Building is more like farming than hunting. Quality relationships are rarely perused and captured. Rather, relationships are rooted in rich soil consisting of a blend of mutual trust, respect and shared values.

13 88% of executives view the strength of client relationships as the primary reason revenue goals are achieved.

14 Principle of Worthy Intent Relational Capital Relational GPS Relational Ladder

15 The inherent promise you make to keep the other person s best interests at the core of your business relationships. This speaks to your character.

16 Integrity Credibility Authenticity Relational Capital

17 Goals Passions Struggles Exercise #1

18 Climb to new heights of customer intimacy and engagement. The frame represents your technical knowledge & ability to communicate your value proposition. Each rung moves you closer to the goal of a mutually profitable relationship. Climbing requires relational capital braced by worthy intent.

19 Members of your network Value proposition Customer experience Direction Appreciation & Recognition

20 Raving Fan Clients Centers of Influence Insurance Carrier Representatives People who admire you as a person and professional!

21 An individual who has a network of people to whom he or she is trusted and respected. Influence defined: other people s thinking or actions. The power to affect, the power to sway.

22 Confirm that your network of raving fans understands and can articulate your unique process value proposition.

23 Offer specific examples of how you solve problems and protect the assets of those who you serve. Turn your network into story tellers.

24 Specific individuals and/or organizations Industries Specialized expertise

25 Keep them in the loop Stroke their ego Always express appreciation Recognize as appropriate Continually ask how you may help them

26 Every so often you will discover a Golden Goose. They will lay golden eggs for you. Feed them extra love and attention!

27 Every step is vital!

28 Reason for your professional existence. Describes how you create value for others. Makes you stand out in the crowded marketplace. Unique and indispensible. You can t expect your network to be effective if they don t understand how you create value.

29 Wisdom and the ability to mentor. Role models with experience, wisdom and a gift of sharing.

30 Assume leadership roles. Warning: Don t get involved in anything unless you have a sincere interest.

31 Networks take time to develop. Focus on connecting with people using GPS.

32 Visions allow you to see yourself at some point in the future. Goals offer a road map to reach these visions.

33 Attorneys CPAs Investment Advisors Realtors Bankers

34 Newsletters E-newsletters Risk Management Leadership Series Golf outings Birthday cards Periodic lunches or dinners Articles of interest

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36 Strategic Thoughtful Deliberate

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38 Reach out to others only at the time of need.

39 Attorneys Accountants Bankers Investment Advisors Other professionals

40 1. Relational GPS 2. Connector IQ Assessment

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42 Connector IQ Types Score Power Connector Energy Connector Casual Connector 30 or below

43 Business Relationships That Last, Ed Wallace Never Eat Alone, Keith Ferrazzi Summit Reach Your Peak and Elevate Your Customers Experience The Connectors, Maribeth Kuzmeski

44 Purple Cow Leadership July 8 & 9 Philadelphia, PA More details at: Use promo code 25OFF for a 25% discount.

45 Scott Addis, CPCU, CRA CEO The Addis Group & Beyond Insurance 2500 Renaissance Blvd. King of Prussia, PA (610)