Lee Sumner Certified Professional Coach
for inspiration, strategies, and results	MAY 2005	Vol. II - Issue 5

Lee’s Dream Team Wouldn’t it be great if we both knew ALL of the best professionals to refer to our clients and friends for WHATEVER need they had? I’ve prepared a list of the 70 best professionals I know – from remodelers to divorce attorneys. And I’ve included a link for you here. I hope it comes in handy for you and your clients, family and friends. Get your private Yellow Pages here. (PDF) Words of Wisdom "Anyone or anything that does not bring you alive is too small for you." ~David Whyte from Sweet Darkness Quizzle Imagine you're in a steel box with no window, no door, and no lock. The seams of the box are all welded tightly shut. How do you get out? (For the answer, scroll down to the bottom of this column.) Catch Coach Lee in action on NBC-13 News... Watch the video! Quizzle answer: Stop imagining.

The Top 10 Ways to Make Your Contacts Count 1. Shelve your shyness. Be enthusiastic and positive; don't grumble or lament your tough day. People want to do business with a winner, not a whiner. 2. Enter a conversation circle gracefully. Don't butt in. Interrupting will create a bad first impression. Stand close by and, when a pause or opening presents itself, ease into the conversation. 3. Learn her name…in 4 easy steps. Repeat her name when she says it. Look at her nametag - boldly and proudly. Comment or ask about her name. "Lynda was my college roommate's name - and she spelled it like that, too. Shertz - like Hertz but with an "s" - right? Introduce her to at least one other person. 4. Remember "givers gain." Be prepared to give to your new contacts. As you converse, keep your antennae up for ways that you can be useful to him or her. Can you provide a contact with someone in your association's industry? Can you introduce them to someone they would benefit from knowing? Can you recommend a resource, a website or a book? 5. Teach people what you have to offer. As you network, think about building what marketers call "top-of-mind awareness." When someone needs your specific expertise, you want to come to mind immediately. You will be most successful if you're able to say, "I do this, and if you need this, call me." 6. Use success stories to tell what’s new. The best way to give someone else an idea of who you are and how you operate is to tell a success story. You will need to develop a two- or three-sentence story in advance that portrays you saving the day, serving a friend or client, or solving a problem. 7. Replace, "Do you know anyone who...?" Say instead, "Who do you know who...?" 8. Show up for all THREE meetings. The meeting before the meeting, the actual meeting, and the meeting after the meeting. Hallways, buffet lines and elevators are ideal for contacts. 9. Teach that you can be trusted. Quickly develop rapport and a level of mutual trust. Make sure that your character and competence shine through in all you do and say. 10. Get a sponsor. If you are entering a new group, having a sponsor can speed your acceptance. Look for one among the movers and shakers. Tell your sponsor your goal: to exchange ideas with various people in order to diversify your network and to provide new insights for those people from your "world." Ask your sponsor to introduce you to others within the organization. Bonus Tip: Remember the fortune’s in the follow-up. After the event, follow up good contacts within 24 hours with an email, letter or phone call. Whether you want cash, career success, or a chance to contribute, I hope these practical tips will help you make your contacts count. Thanks for your support and for sharing my newsletter with your networks! Lee Sumner is a Certified Professional Coach based in Birmingham, Alabama, who has helped hundreds of people create high-quality lives. She is President of No Limits Coaching and is a popular speaker, columnist and facilitator. (205.870.1877) Email Lee: lee@nolimitscoach.com Get more info on the website: www.nolimitscoach.com You are receiving this e-mail because you signed up for this service, are a valued client, a prospect or someone I met who expressed interest, a colleague, or a former client I want to keep in touch with. At any point you may opt out of this subscription. I NEVER release, sell or give a subscriber's name or e-mail address to anyone. If you received this mail in error I apologize. Please unsubscribe to be deleted from future mailings, and feel free to re-join at any time. DUPLICATION of this FREE newsletter is encouraged. You may copy, forward, or republish it only in its entirety and with all attributions intact. Copyright © 2005 Lee Sumner, all rights reserved.