Make Networking Expectations a Reality

by Gil Fishman

How often do I meet with people that are potential clients or say that they want to refer me to their friends or business associates?

The answer is too often!

I have been a productive salesman in the insurance world, whereby I sell property, casualty, benefits and life insurance for the past 25+ years. I have daily meetings with the sole purpose of networking relationships with each other.

We may be sitting in a conference room, having lunch or just coffee at Starbucks......the frustrating outcome of the meeting is that in most cases, the person I'm meeting makes promises to send me introductions or qualified leads. However, the promises are rarely met.

I have learned that a successful meeting is when both people share names of potential leads at the meeting. Saying that it will be done later does not work for me.

The adage, “You must give in order to get,” works in my business and personal life.

Gil Fishman is a good friend of CFS, and we are proud to post his guest blog.

Gil is a Senior Vice President at York International Agency, LLC in New York.  York International is a Risk Management Consultant assisting business owners identify, assess, and mitigate risk. 

He is a risk advisor for his commercial and individual customers and has 25 years of experience in the insurance industry.  Gil is a graduate of CCNY/Baruch Business School with a degree in accounting and is currently a member of the Focus for Future Board and is a Vistage Trusted Advisor.

Gil can be reached at (914) 393-5733 or at gfishman@yorkintl.com.