The Nuts and Bolts of Successful Networking

Based on a survey with more than 2,000 people from four countries, Misner found that the No. 1 characteristic of a successful networker was a person who follows up on referrals. The other top four traits, in order of importance, are: positive attitude; enthusiastic; trustworthy and a good listener.

(PRWEB) May 19, 2003 -- What makes one businessperson better than the next at networking? Dr. Ivan Misner, author of the New York Times bestseller Masters of Networking, has found there are universal traits that are the most important in good networking, and the list may surprise you.

Based on a survey with more than 2,000 people from four countries, Misner found that the No. 1 characteristic of a successful networker was a person who follows up on referrals. The other top four traits, in order of importance, are: positive attitude; enthusiastic; trustworthy and a good listener.

Misner, dubbed the Networking Guru" by Entrepreneur magazine, has dedicated his professional life to the study of networking. In 1985, he founded BNI (Business Network Intl.), the worlds largest referral organization with a presence in 14 countries that includes 2,700 chapters -- more than 80 in the Greater Los Angeles area alone, where BNI was started.

Often, business people dont have a clue how to build their business through word of mouth," said Misner. Most of them know its very important, but they think they cant do much about it."

One of the keys to successful networking is having a system and structure in place, Misner said, and BNI provides that. Each BNI chapter has about 20 to 30 members, and each member is from a different profession. The chapter meets weekly with each member speaking about his or her business for a minute, and one member giving a more detailed presentation. Members are encouraged to bring referrals for someone else in the group, and leaders are trained and use a manual to run the chapters.

Michael Ryan, of RAM Financial Wealth Management Company in Pasadena, is one of the founding members of the first chapters of BNI, and continues to participate today.
Ryan said beyond simple referrals, you meet other professionals who have shared interests. It permits you to partner in your particular sphere of interest," he said. BNI encourages you to have a relationship with the people in your group."

Ryan says he continues to receive referrals today -- anywhere from a dozen to upwards of 40 a year. You give and you get."

Since BNIs inception, members worldwide have referred almost $1 billion worth of business to other members. For more information about BNI, visit www.bni.com.
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If you would like to schedule an interview with Dr. Misner, who is also on the business faculty of Cal Poly University, Pomona, or find out about specific chapters in your area, call Olivia Mayer at 303.796.9469.