The document discusses the importance of building relationships with people rather than just focusing on business transactions. It provides tips for engaging with others such as asking open-ended questions, following up with people, adding value to their lives first before asking for anything in return, and becoming a connector by introducing people in your network. The overarching message is that business is about people, not just documents or deals.
2. Rules of Engagement
“You can make more friends in
two months by becoming really
interested in other people, than
you can in two years by trying
to get other people interested
in you.”
-Bernard Meltzer
1916-1998
5. Rules of Engagement
Two part questions
What are you doing
this weekend?
Helping my
daughter move
into University
Yeah I helped mine
last weekend
What is she
studying?
6. Rules of Engagement
Two part questions
“This is a people business, not a paper business”
Projects
Ideas
Vision
Passion
Unique
person
Goals
7. Rules of Engagement
Beware closed questions
“This is a people business, not a paper business”
Where are you
from?
What company
do you work for?
How long have
you been there?
Where do you
live?
8. Rules of Engagement
Use open ended questions
“This is a people business, not a paper business”
What are you
excited about?
What is the last
good book you
read?
What is you
favorite part of
what you do?
What is your
favorite thing to
do on a day off?
9. Rules of Engagement
“This is a people business, not a paper business”
ü Two-part questions
ü Don’t just call when you want something
ü Birthdays
ü Follow up
ü Always add value to their lives first
10. Add Value to Their Lives
“This is a people business, not a paper business”
Lend a
book
Share an
umbrella
Make and
Introduction
Share an
interesting
article
Give your
time
Share your
knowledge
Listen!
11. Give Even More…
Get Even More!
Ø Testimonials: give and receive
Ø Community involvement
15. Give Even More…
Get Even More!
Ø Testimonials: give and receive
Ø Community involvement
Ø Educate others
Ø Charitable events
17. Give Even More…
Get Even More!
Ø Testimonials: give and receive
Ø Community involvement
Ø Educate others
Ø Charitable events
Ø Local celebrity
18. Give Even More…
Get Even More!
Surround yourself with connectors and introducers
“Connectors are people in a community who
know large numbers of people and who are in the
habit of making introductions”
-M.Gladwell