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Greg’s Articles
First Impressions are Not Unfair
We've heard the statistics. Depending on who you believe, you have between two seconds and a minute to make a good first impression. Or, more to the point, when you meet a new person, they will make a snap judgment about the kind of person you are within that...
Why We Do What We Do, Part 4: The Art of the Story
So, we've about beaten this dead horse into the ground now. We've talked about why you should understand your underlying reasons for doing what you do, how to uncover them, and when to use the information you obtain. Now we just need to talk about...
Why We Do What We Do, Part 3: Your Emotional Origin Story
In the previous two posts, we talked about why you should know your reasons for what you do and then how to uncover them. Now comes the "what", as in, what should I do with this now? The underlying emotional reasons are good to use in casual conversation. They...
Why We Do What We Do, Part 2: Digging for Discomfort
Yesterday we talked about the importance of knowing why we were doing whatever it is we are doing. Those underlying reasons -- almost always emotional and sometimes painful -- are our human connection to the path we've chosen for ourselves. In sharing these reasons...
Why We Do What We Do, Part 1: Why Know Why?
One of the parts of the INFER process is the idea of finding out the other person's "Epic Journey". This is where you get to find out how they got from where they were to where they are now. This is the series of questions you are going to ask which allows them to...
The Two Faces of Networking
Good networkers must almost maintain a dual personality. The first personality is the strategist and the manager. That personality figures out what the ultimate goal of the networking should be -- more business, a new job, contributions to a cause, etc. It then...
Start the Timer!
I've been networking now for more than fifteen years with the goal of increasing my business and I've had a certain amount of success doing it. The question arises, though about how much time I spend actually doing this networking thing on a daily basis. Let's take...
The Limited Networker Field Guide: The Strong-Arm Salesman
This is the another in the "Limited Networker Field Guide" series. Name: The Slimy Strong-Arm Salesman Environment: Hovering vulture-like while hunting or blocking their latest victim from escaping the corner. Behavior: The Strong-Arm Salesman attends...
The Trouble with “Givers Gain”
Before we go any further, understand that I think that BNI (Business Network International) is a great organization. I know many people who either are or have been members of a local group and have met with great success as a result of the connections they've made...