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LEVERAGEDNETWORKING&PROFESSIONALISMThe Backward Step
AlonHiltonPrice
UniversityofGeorgiaSchoolofLaw
November15,2011
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I. Leveraged Netwwoorrkkiinngg ((qquuiicckk ssyynnooppssiiss))
A. Networking: Using personal relationships people have with one another to increase your exposure to information and opportunity.
B. Leveraged Networking: Cultivating continuing relationships with people who are
constantly in contact with large numbers of people in a target group.
C. Being successful at Leveraged Networking is this simple: 1. Determine target contacts. 2. Figure out who is most likely to know such people (leveraged contacts). 3. Gather target contacts from primary network, 4. Get a personal introduction 5. Create a personal relationship.
II. What is the “bona fide” or authentic definition of “Professionalism?”
Traditionaldefinitionsof“Professionalism”(noun):
․ Thecombinationofallthequalitiesthatareconnectedwithtrainedandskilledpeople.․ Expertise:Theexpertnesscharacteristicofaprofessionalpersonorskillfulnessbyvirtueofaspecialknowledge.․ProfessionalStandards‐GeorgiaRulesofProfessionalConduct
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MiltonGlasersaid:
I discovered that all the work I had done that wasmeaningful and significant came out of an affectionaterelationshipwithaclient.
And I am not talking about professionalism; I am talkingaboutaffection.Iamtalkingaboutaclientandyousharingsome common ground. That in fact your view of life issomewaycongruentwiththeclient,otherwiseitisabitterandhopeless struggle. Theabovequote is fromTenThings IHaveLearnedPartofAIGATalkinLondon,November22,2001–themainpointisofthissectionis:YouCanOnlyWork[for]PeopleThatYouLike.
In Art Italo’s article on Leveraged Networking he states: The people with whom you create personal relationships should have certain basic qualities:
1. You should respect them. 2. You should like them.
The first refers to your respect for their competency as professionals.
Number 2 cannot be overstated. No matter how good a contact you think a person is, if you don't like him/her, don't go any further. If you do, you will always feel like a phony that is just using this person to get business. This will strongly inhibit your motivation to continue networking. Rather it should feel like you are building a network of friends rather than a network of obligatory business contacts.
Definitionof“Affectionate”(adj): Havingordisplayingtenderfeelings,affection,or
warmth
Definitionof“Congruent”(adj): Inagreementorharmony
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III. The Nuts and Bolts
A. The cause and effect principle of humanity: Beliefs, attitudes, and behaviors.
․Ones standards and values
․Professionalism consists of certain attitudes, beliefs, and behaviors sometimes known collectively as “virtue” or “good character”
Consider the most fundamental cause and effect
principles among beliefs, attitudes and
behaviors: Beliefs are the causes of our attitudes, which
in turn cause our behaviors.
Becoming a professional is an attitude adjustment
process that begins by understanding what it means to
be a professional and aligning one’s values in accordance
with that image.
If you were to understand professionalism, then claim it
as your set of personal values.
Where would you start to begin your professional tune‐
up?
First Chapter of HTWF&IP: Don’t Criticize, Condemn or
Complain.
The above information is from a Blog called “Clancy's Quotes:
Inspiration from Development Beyond Learning.” The particular
above information is from Professional Attitude ‐ Series: The ABC’s of
Professionalism March 26, 2009.
(see: http://clancycross.wordpress.com/2009/03/26/professional
attitude/)
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B. “Know Thyself” – awareness of one’s behavior
DiSC Profileis a self‐scored behavioral assessment. Behavioral styles aregrouped in four categories: Dominance, influence, Steadiness andConscientiousness.DiSCprofilesprovidefeedbackforbuildingonstrengthsandincreasingpersonaleffectiveness.
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(“KnowThyself”continued)
The Myers‐Briggs Type Indicator (MBTI) assessment is aquestionnairedesignedtomeasurepsychologicalpreferencesinhowpeopleperceivetheworldandmakedecisions.
Myer’s Briggs Profile for Alon Hilton Price
ENFJ: Smooth-Talking Persuaders (Extraversion) (iNtuition) (Feeling) (Judging)
If you need to sell the impossible to a reluctant buyer and make the buyer like it, then you'll do no better than to call upon an ENFJ. These smooth-talking persuaders are life's salespeople, and once an ENFJ is convinced that you need the product in question, then you will become putty in the ENFJ's hands. He or she will combine the perfect combination of words and rapport to clinch the deal.
Each of the ENFJ's preferences compound to make them a natural
convincer:
(i) Their energy comes from the outwardly directed, socially
oriented, gregarious external world (Extraversion).
(ii) They prefer to perceive the world as having endless
possibilities and meanings (iNtuition), which they use to
make subjective, interpersonally based decisions (Feeling).
(iii) They prefer to live their daily lives in a structured,
scheduled, and orderly fashion (Judging).
Another strength of ENFJs is their interpersonal skills. At their best, they can keep any number of people, issues, and events moving toward happy conclusions. ENFJs are good psychologists, with or without training, and generally listen well to others' problems. They can also conciliate stressful situations that may be blocking productivity.
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Readings Networking – some beginner stuff
1. Improve Law Firm Marketing Using Leveraged Networking by Art Italo (see: http://www.italoconsulting.com/articles/leverage.htm)
2. How to Get and Keep Good Clients, by Jay G Foonberg Basic Texts
1. How to Win Friends and Influence People by Dale Carnegie 2. How to Read a Person Like a Book by Gerard I. Nierenberg, Henry H.
Calero and Gabriel Grayson
3. Cheap Psychological Tricks: What to Do When Hard Work, Honesty, and Perseverance Fail by Perry Buffington and Mitzi Cartee
Behavior Profiles
1. DiSC Profile Assessment 2. Myers‐Briggs Type Indicator (MBTI) Assessment
Advanced “Know Thy Self” “Textbooks”
See Alon for a list of these texts.
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2011
TThhiinnggssttooKKnnooww
Alon Hilton Price, Esq., CCIM
DDDRRRAAAFFFTTT DDDOOO NNNOOOTTT DDDIIISSSSSSEEEMMMIIINNNAAATTTEEE
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IInnttrroodduuccttiioonn
NNoonnee ooff tthheessee iiddeeaass aarree mmiinnee.. AAllll iinnffoorrmmaattiioonn hhaass bbeeeenn bboorrrroowweedd ffrroomm
aannootthheerr ssoouurrccee.. IInn mmaannyy ppoorrttiioonnss ooff tthhiiss ddrraafftt vveerrssiioonn,, cciittaattiioonnss ggiivviinngg
ccrreeddiitt ttoo tthhee aapppprroopprriiaattee ssoouurrccee hhaavvee nnoott bbeeeenn iinnppuutttteedd..
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PPhhoonnee EEttiiqquueettttee && TTaaccttiiccss
GGeenneerraall TTiippss
․ Answer the phone within two to three rings (never more than three rings.)
Answering a phone too fast can catch the caller off guard and waiting too long can make the caller impatient (angry).
․ When you answer the phone what does your “Hello” say? Is it “I am interested to
know who is there” or “oh how boring I have to pick up the phone again?”
․ If the caller has reached a wrong number, always be courteous.
․ When you call someone and they answer the phone, do not say "Who am I speaking
with?" Identify yourself first.
․ When you reach a wrong number, don't argue with the person who answered the
call or keep them on the line. Say: "I'm sorry, I must have the wrong number. Please excuse the interruption." And then hang up.
․ Answering calls when “available”?
Consider this: During a phone conversation ONLY 7% of the spoken communications
(words) are comprehended. Since one cannot observe body language and facial
expressions during a phone conversation, the absence of physical contact during
phone conversation will lead the person to rely heavily on tone and tenor of voice. It
is estimated ONLY 93% of the entire communication process weighs on the TTOONNEE of
voice and the MMAANNNNEERR (tenor) in which the spoken words are delivered during the
phone conversation. (More to follow in the section titled “While on the phone”).
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RReettuurrnniinngg CCaallllss
․ Returning calls is a matter of integrity. It's the right thing to do. Calling people back
is a sign of respect, even if they don't deserve it. There is very rarely a valid excuse for not acknowledging a phone call.
․ Calls must be returned as soon as practically possible. At an absolute minimum,
calls should be returned by the end of the business day (“Sun Down” rule).
․ On occasion, an emergency arises or your schedule does not permit a return call by
“Sun Down,” then request someone else communicate with the caller and tell the caller you will call them as soon as possible.
․ Even in the event you have nothing to report, or you are awaiting information from
third parties, the caller’s message is still returned per the aforementioned rules, and you update the “original caller” stating there is nothing yet to report or explain you are still waiting on pertinent information.
․ Remember that immediate availability is the single most important factor in your
being selected or not being selected after you are recommended. HOW TO GET AND KEEP GOOD CLIENTS Jay G. Foonberg
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TTiimmiinngg,, TTiimmiinngg,, TTiimmiinngg:: BBeesstt TTiimmee OOff TThhee DDaayy TToo BBee OOnn TThhee PPhhoonnee ((oorr aatt MMeeeettiinnggss)) 11
․ People – introverted or extroverted – are more productive and positive (and
agreeable) in the morning. Explanation: From about 5:00 A.M. until about 8:00 A.M., your body generates the chemicals necessary to get you up and going. The most productive time of day begins around 8:00 A.M. and lasts until noon. This is a "people time of day," when we want to listen and understand, are more likely to agree with one another, and are willing to compromise. Move your conference call to the afternoon, when the body is no longer craving these associations, and your phone calls will run longer, get tangled up in trivial detail and run into increased questioning and irritability. Remember the eight‐ to twelve‐hour rule‐when an urge or skill is at its strongest at a certain time of day, it will be at its weakest eight to twelve hours later.
․ Schedule Introverts from 8:00 A.M. to 10:00 A.M. and Extroverts from 10:00 A.M.
to Noon Explanation: If you are an introvert, you will tend to peak earlier in the day; in fact, people who prefer to work alone rather than in groups of people are most efficient between 8:00 A.M. and 10:00 A.M. Extroverts, those who love people and talk constantly, find their most productive time of day to be between 10:00 a.m. and Noon.
․ Face‐to‐face meetings: The same aforementioned rules apply.
Move your meeting to the afternoon, when the body is no longer craving these associations (we want to listen and understand, are more likely to agree with one another, and are willing to compromise), and your encounters will run longer, get tangled up in trivial detail and run into increased questioning and irritability.
1 Theinformationinthissectionswastaken(almostword‐for‐word)fromCheapPsychologicalTricks:WhattoDoWhenHardWork,Honesty,andPerseveranceFailbyPerryBuffington.
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WWhhiillee oonn tthhee pphhoonnee……
․ SSttaayy aawwaarree ooff tthhee eesssseennttiiaall mmeeaanniinnggss ccaarrrriieedd bbyy tthhee ttoonnee aanndd tteennoorr ooff tthhee vvooiiccee.. The
actual words spoke does not matter. The wwaayy you say the words determines the meaning. The tone (quality, pitch and strength) and the tenor (the drift or meaning that runs through) are the nonverbal factors that can change or slightly alter the meaning of your words. According to research made by communication experts, the factors of comprehension in communication are:
(1) The words used; and,
(2) The tone and tenor of the voice; and,
(3) The body language and facial expressions.
Remember, during a phone conversation only 7% percent of the spoken communications (words) are comprehended. Since one cannot observe body language and facial expressions, it is estimated 93% percent of the entire communication process weighs on the tone of voice or the manner (tenor) in which the spoken words are delivered during phone conversation
FFaaccttoorrss ttoo ppaayy cclloossee aatttteennttiioonn ttoo aanndd PPRRAACCTTIICCEE::
1. The ppiittcchheess of the phone caller’s voice impact the tone largely. For example, a monotonous voice can elicit lack of interest in a conversation or unwillingness to pay attention to what is being said.
2. The vvoolluummee of one's voice over the phone can send out various messages, whether it be of confidence, commitment to customers (for business organizations), and willingness to cooperate with the person on the other line.
3. The way one person eemmpphhaassiizzeess cceerrttaaiinn wwoorrddss during a phone conversation help to highlight specific areas of the conversation and makes one realize the importance of this communication process.
4. UUssee PPaauussee Use: Replace the “uh” or “you know” with a pause. Everything you say will be easier to understand and you will sound
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thoughtful and important. Remember, too, you need a moment to take a breath. Use pause to inhale.
5. ““SSeeee”” tthhee ppeerrssoonn yyoouu aarree ttaallkkiinngg ttoo: Your voice will sound livelier, warmer
and more conversational if you try “see” the person you have the phone. This will also help keep your focus. If you are mouthing messages to other people in the room, finishing lunch or typing on the computer – chances are you sound just as distracted as you really are.
6. LLeeaann FFoorrwwaarrdd aanndd GGeett YYoouurr BBooddyy IInnvvoollvveedd:: Voice and body are closely related. If you lean back in a chair as you speak on the phone and scrunch the phone between your shoulder and chin you voice will sound very flat and tense. If you slum down in your chair as you speak on the phone, your voice is also likely to sound a little “slumped” and uninterested. Instead, get your body involved in communicating your message – even though your listener can’t see the difference, your listener can hear it.
7. The wwaayy ((aattttiittuuddee)) a person speaks over the phone can indicate a lot about their enthusiasm with the person on the other line, which can often be a result of the factors listed above. Avoid a sense of indifference, annoyance, impatience, and lack of interest. Even the slightest inflection of your voice and injective you use can convey different meanings to the person on the other end of the phone.
8. RReellaaxx yyoouurr ffaaccee: It does not help to “set” your face in a smile. The result is tension that flattens the sound of your voice. Relax your smile.
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