I was asked recently to speak at a conference here in Indianapolis. They told me they really didn’t have money for speakers, they were a not for profit organization for medical students called, Student National Medical Association. I was reluctant,to take on the project, after all it takes a lot of time to prep for a good program even if it is only 55 minutes long. But the program was local, at the J.W. Marriott, it was only 55 minutes and it was on the basic networking skills they need to practice, so I said yes, I would do it.

I am glad that I did. These students were hungry for the knowledge. Their young heads are full of facts, numbers, and all kinds of medical information. What no one has bothered to teach them is how to build and maintain a network that will help them find a job when they leave school.

My information was basic, geared for students, but the questions and comments that the students had after the program were both heart warming and disappointing. Universities let our students down in a big way when it comes to helping them build a network that will help them find jobs.   Statistically 85% of all jobs are found thru a personal recommendation from someone in our network. That being said, our students often start in a deficit as they have no network.

When students enter the university they should be given a class on networking. From the day they start they should start the process of building their networks. Every person they meet should go into their database, the professors who teach them, the mentors who help them, the students they connect too. Every part-time job they work is an opportunity to build relationships that will help in the future.

The students on my workshop asked me over and over again, why hasn’t anyone told us this, and how can I reconnect with some people who have really helped me? I gave them tips individually on how to reach back and reconnect, but I could not answer the first question. I don’t believe that universities across the country understand the importance of or the basics of building a network. Maybe, it is time that we reach out to our universities and help the students. It is a tough economy, there are fewer jobs to be had for the graduates, they need every edge they can get, and it has to start before they are ready to graduate.

I am glad that I decided to take the speaking engagement, and I feel blessed that I got to meet such wonderful students, doing great things

I regularly meet with prospects and help them understand how much business they are getting from their network and what is being left behind. It is very enlightening and they are always surprised by their results. Do you know your referral percentage? No? Don’t worry, most people don’t know. So, grab a pencil and a calculator and I will help you find your “Referral Percentage” here we go,

1. List 4 people in your network who have passed you the most business by referral this year. For instance Tom, Sue, Bill, Kim.

2. Now, for each person write the number of referrals they have passed you in the last 12 months. Tom=4, Sue=12, Bill=5 and Kim=8

3. Think about each of those people, how many people do you believe each of them know? On average, we each know about 250 people. So, Tom=300, Sue=500, Bill=800 and Kim=200

4. Next step, add all of the referrals you have received together, in our example it would be 29, and then add all of the network members together. In our example, it would be 1800.

5.Last step, you will need your calculator to complete the process, 29 divided by 1800 equals .016%

What is your percentage? Are you surprised? Did you have 4 referral sources? Many of my clients are shocked and frustrated when they do this exercise. It is possible to increase this number. The very first time I did this it was .010 and I was shocked.

Here is the real question, what are you going to do to change this percentage? What steps can you take to develop a higher referral percentage? Hint: Stop adding people to your network, instead start digging deeper into your network and develop stronger strategic relationship! Start with the 4 people you listed here and if you did not have four then work on the ones you have. When you are sure that you have increased that relationship, then move on to create a new one, until your have your “Four”.

If you would like a system for generating a consistently higher percentage take a look at The Referral Institute for help.

“You are the average of the five people you spend the most time with.” Jim Rohn

If we are going to be the best that we can be in this life, then it is important that you surround yourself with others who are striving to be the best that they can be. When you are developing referral partners this is also very important.

The relationship between referral partners becomes very close, when the relationship is working well you are meeting and developing referral strategies, sending your best customers to one another and building each others reputation. You are helping each other to succeed.

Ask yourself these 4 questions when you are looking for good referral partners.

* Do they have a positive and supportive attitude.
* Do they have a giving attitude
* Are they open to learning and growing
* Do they support you and your vision

Surround yourself with people who are going where you want to go. When you have people on the path with you it makes the journey so much easier.

The most successful people in the world have written Goals, everyone else has resolutions, hopes, and dreams.

The New Year is almost here.  A time for a fresh start, for new opportunities, and time to reflect on what we have accomplished in the last year.  It is time to set new Goals for the coming year, time to draw the road map for business and our goals operate as sign post along the way.  Without them, we are just rambling along.

It is important to set goals in every aspect of our lives, Personal, Professional, Spiritual, and Physical.  Most entrepreneurs get so caught up in their day to day businesses that they forget about their personal, spiritual and physical goals, and that leads to a lack of harmony in their lives.

As entrepreneurs it is important that we look at all aspects of our lives and set goals with the intention of having harmony in our lives.  Everything is often out of balance for entrepreneurs but we can create harmony so that the personal, spiritual, physical and professional goals begin to have flow between them.

Spiritual – a goal as simple as taking 15 minutes daily to reflect, to go inward, to rejuvenate the soul will make a difference in your day to day life.  A friend of mine set a goal to  go to church regularly and become more active in the church.  Unfortunately she has gotten so caught up in the DOING of church that it has become just more work to do in her already hectic life.  She still is not nurturing her spirit because she is distracted with the doing.

Physical – setting goals for our physical well-being is important for entrepreneur.  If we are not in good health, we cannot perform at the top of our game when running our business.  Don’t just set a weight loss goal, set health goals.  Plan a physical, find out where you are at with your health.  Set a goal to take time out daily to do some physical exercise, even if it is only walking for 30 minutes a day.  When your health suffers your business suffers, and unlike big companies who have employees to replace the one who is off sick, most entrepreneurs do not have someone to cover for them while they take sick time.

Personal - Look at your family life, have you been neglecting it?  We often do that when we are busy working on our businesses.  Set a few goals around family time, vacation time, or dating time.  I cannot tell you how many entrepreneurs I speak to who virtually have no personal life.   I promise that when you are 70, 80, 90, you are not going to look back on your life and wish that you had spent more time at work.  Take time out honor your personal life.

Professional - What is there to say about your professional goals?  It is the one area that entrepreneurs often have goals.  They may not be written down, there may be no plan and they are often not measured or reviewed, but everyone says they have them.  A professional goal not written down and without a plan behind it, is little more than a dream.

It may be wise to set fewer professional goals and spend more time digging deep into them, make them SMART and ask yourself why?  Why is this goal important, what will it do for my life and the lives of others?  How will it affect the others Goals I have set in my life and how can I make it flow with the rest of my life.

You are one person, your goals should be for your life as a whole, they should flow with each other.  Your spiritual life affects your personal life, which affects your physical life that affects your professional life.  Each goal should support the other to create a healthy well-rounded life.

As the year draws to a close, take time to reflect on the past year was our life well rounded?  If not make, it your mission to set goals that will create a well-rounded, rich life for yourself and others.

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