Build Your Work Network

When I first got into the real estate business, I read an article on building a business that gave me direction and set me on a strong course. The advice boiled down to calling on industry professionals and asking them two questions:

1. "Who do you know that I should know?"

2. "What would you do if you were me?"

It sounded so simple that I almost didn't do it. However, since I was just getting started and needed to get moving, I was willing to do anything, and so I went ahead and did it. At first I wasn't sure what I was doing, but then I started to see the wisdom in this approach.

The first question was a pure Support Circle or Service Circle question. It was a networking question intended to open doors I would not have been able to open on my own. By calling someone up and saying, "I was told by a mutual acquaintance that you were the person to know in real estate investing, and I was wondering if I might drop by and meet you in the next few days." With that question I was able to meet a lot of quality people and was soon on the inside track to building a great Work Network better and faster than I could have any other way.

The second question was an Inner Circle question. If the suggestion someone gave me sounded halfway decent, I followed it. Then I went back and asked, "I did it, and here's what happened. What would you

Build Your Work Network With Two Questions

1. Seek: "Who do you know that I should know?"

2. Qualify: "What would you do if you were me?"

Figure 24

suggest I do next?" Anyone who was willing to be in my Inner Circle would warm up to this, give me additional suggestions, and over time, if I wanted, begin to mentor me. The quality of their advice was a qualifying factor. The better the advice was, the harder I would try to move a person into my Inner Circle.

The process worked, and over time I developed a millionaire's Work Network. This process will work for you too, if you are willing to work the process. It is simple and to the point and gets you in the Work Network-building game fast. All it takes is to ask these two questions to enough people.

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