Same Party, New Venue

Old BD Vs New BD

• Old School Recruiter V’s New School Recruiter

• Compound BD & Christopher Columbus

• Online/Offline Networking

• Contact Points to Build Rapport

• Monetizing on Conversations Online/Offline

• Take Away Tips

Today’s TalkToday’s Talk

Old School Vs New SchoolOld School Vs New School

Old SchoolOld School New SchoolNew School

Sophisticated RecruiterSophisticated Recruiter

Sophisticated New-School Sophisticated New-School RecruiterRecruiter

Christopher Columbus Christopher Columbus

Compound InterestCompound Interest

++

Compound BDCompound BD

DepartmentsDepartments

ProjectsProjects

SectorsSectorsContactsContacts

How to network OnlineOnline

70 million members in over 200 countries 70 million members in over 200 countries A new member joins LinkedIn approximately every A new member joins LinkedIn approximately every

secondsecondExecutives from all Fortune 500 companies are Executives from all Fortune 500 companies are

membersmembers

Quick SearchQuick Search

Savills- 24 SingaporeSavills- 24 Singapore Leightons- 898 Australia/ 127 Hong KongLeightons- 898 Australia/ 127 Hong Kong

Conversations OnlineConversations Online

Look for Look for connectionsconnections

Join groupsJoin groups

Meaningful Meaningful conversationsconversations

Be activeBe active

Give adviceGive advice Garner expert Garner expert statusstatus

MeetingsMeetings

SeminarsSeminars

ConventionsConventions

ConferencesConferences

Charity/GolfCharity/Golf

Social eventsSocial events

Training coursesTraining courses Site visitsSite visits

Conversations OfflineConversations Offline

VISIBLEVISIBLE

• Old School Recruiter V’s New School Recruiter

• Compound BD & Christopher Columbus

• Online/Offline Networking

• Contact Points to Build Rapport

• Monetizing on Conversations Online/Offline

• Take Away Tips

Today’s TalkToday’s Talk

Contact PointsContact PointsDo your Consultants know what they are?Do your Consultants know what they are?

Are your Consultants maximising on Contact Are your Consultants maximising on Contact Points?Points?

Convert a Name Into a ContactConvert a Name Into a Contact

CONTACT POINTSCONTACT POINTS

QualityQuality

QuantityQuantity

Ultimate GoalUltimate Goal

Advisor StatusAdvisor Status

Monetizing on Conversations

NLP- Effective Communication

55%55%38%38%

7%7%PhysioloPhysiologygy

ToneToneWordsWords

NLP- Build Rapport

Helps us appreciate how others make decisionsHelps us appreciate how others make decisions

Auditory

SoundSoundListenListenHearHearTellTell

DiscussDiscuss

Learn by listeningLearn by listeningDistracted by noiseDistracted by noise““I hear what you are I hear what you are

saying”saying”““How does that sound”How does that sound”““That rings a bell”That rings a bell”““Listen to me”Listen to me”

- Use tone of voice & words carefully- Use tone of voice & words carefully- Allow them to express themselves- Allow them to express themselves

- Cutting them short will break rapport- Cutting them short will break rapport

Visual

LookLookSeeSee

ShowShowIllustrateIllustrateImagineImagine

Memorise by seeing Memorise by seeing picturespictures

Trouble with verbal Trouble with verbal instructionsinstructions

“ “ What are your views”What are your views” “ “ I can’t imagine that I can’t imagine that

working”working” “ “ I will look into this “I will look into this “ “ “ See what i mean?”See what i mean?”

- Show them pictures, diagrams and brochures- Show them pictures, diagrams and brochures- Use visual words to assist with mental images- Use visual words to assist with mental images- Avoid long instructions, their mind will wander- Avoid long instructions, their mind will wander

KinestheticTouchingTouchingPhysicalPhysicalFeelingFeeling

Memorise by doingMemorise by doing Walking through Walking through

scenariosscenarios““Stay in touch”Stay in touch”“ “ I have a gut feel”I have a gut feel”“ “ I will touch on that later”I will touch on that later”“ “ That feels right to me”That feels right to me” “ “ I have a grasp on the I have a grasp on the

idea”idea”-They need to ‘feel’ right about your offering-They need to ‘feel’ right about your offering- Make time to create a good feeling for them- Make time to create a good feeling for them

- Sit/stand close to them so they feel connected- Sit/stand close to them so they feel connected

Warming Up a Cold CallIt’s easy ...

Common Common groundground

Leverage Leverage existing existing

relationshipsrelationships

Join Join common common groupsgroups

Cite PRCite PR

ReferralsReferralsElevator Elevator

pitchpitch

SettingSetting(Attend Events)(Attend Events)

If you know If you know the personthe person(Connect (Connect online)online)

What you know What you know about the about the

personperson(Check (Check

Linkedin/Google)Linkedin/Google)

Face to Face Still Face to Face Still RulesRules

but how do you do it.....but how do you do it.....Depth of that Depth of that relationship relationship (Use contact (Use contact

points)points)

Conversations old and new go on.........Conversations old and new go on.........

ContinuousContinuous ProcessProcess

SummarySummary

Take Away Tips

Recognise different mediumsRecognise different mediums Be aware of contact pointsBe aware of contact points Develop hybrid approachDevelop hybrid approach Look for connectionsLook for connections Work on rapportWork on rapport Be prepared to giveBe prepared to give Get creativeGet creative Maximise EACH Consultant’s Maximise EACH Consultant’s

outputoutput

Thanks For Your Time

dee@redmos.com