©Joshua Wexler 2010

Networking is the practice and art of building, maintaining, and tapping into the power ofrelationships to accomplish goals. Networking is the most important skill you can have. It is not a innate skill; instead, networking can be learned, practiced, and improved. The LEARN model (Learn, Expand, Assist, Retain) is an integratedcomprehensive framework that transforms the way you network by breaking up networking into its core components. The model provides a flexible, trusted, and relatable method for building deep relationships to achieve goals.

A Definition of Networking and the LEARN Model

Most people are aware of the importance of networking however they struggle to network successfully. There are a number of barriers to good networking. Some of the most common are that good networking is hard work and takes effort, the rewards of good networking are not immediately apparent, fear of rejection from others, and/or negative stereotypes about networking. The LEARN model lowers these barriers by transforming how you think about networking and how you practice networking. The LEARN model removes the barriers to good networking because it:

• Is easy to learn and use• Was designed with “introverts” in mind• Places learning at the center of building

relationships and deep authentic relationships at the center of networking

• Goes beyond the stereotypes of networking (i.e. fake, superficial relationships)

• Gives an end-to-end, comprehensive process for networking – from building initial relationships to maintaining relationships to utilizing your network to achieve goals

• Is based on well-researched principles from positive psychology and social psychology3

• Incorporates the “best of bread” of networking books and ideas4

Networking can be an incredibly positive,empowering force in every individual’s life and create great value for companies. The LEARN model is the fastest and most reliable way to teach and learn these skills.

The Value of the LEARN Model

LEARN How To Network

1 Ferrazzi, K. & Raz, T. (2005) Never Eat Alone, Doubleday, New York; Misner, I. R. & Donovan, M. R. (2008) The 29% Solution, Greenleaf Books, Austin, TX; 2 Lank, E.(2006) Collaborative Advantage, Palgrave Macmillan , New York; Powell, W. W. & Grodal, S. (2005) Networks of Innovators in Fagerber, J., Mowery, D. C., Nelson, R. R. The Oxford Handbook of Innovation, Oxford University Press, New York3 Cialdini, R. B. (2006) Influence, Collins Business, New York; Peterson, C. & Seligman, M. (2004) Character Strengths and Virtues, Oxford University Press, New York.; Snyder, C. R. & Lopez S. (2005) Handbook of Positive Psychology, Oxford University Press, New York4 For Example: Ferrazzi, K. & Raz, T. (2005) Never Eat Alone, Doubleday, New York; Mackay, H. (1999) Dig Your Well Before Your Thirsty, Doubleday, New York; Baber, A. & Waymon, L. (2007) Make Your Contacts Count, AMACOM Books, New York

Relationships are more important than ever in today’s knowledge economy. In a sense, the world runs on relationships. Working together allows us to accomplish more for ourselves and for others. From an individual perspective, networking is crucial because a strong network1:• Provides the quickest and often the best way to

achieve your goals or dreams• Gives you access to hard to reach people• Greatly increases efficiency and effectiveness in

your work• Increases enjoyment of work• Makes you invaluable to an organization,

enhancing job securityOrganizations that foster networking enjoy the following benefits2:• Attract and retain talent• A stronger corporate culture• Increased productivity, collaboration and

innovation• Better and more effective communications• Increased employee engagement• Facilitate knowledge exchange and transfer

especially from older generations

Why is networking crucial?

Sources

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The LEARN Model

AssistAssist refers to the two way street of assisting others and receiving assistance from your network. When done correctly, assisting helps strengthen relationships by showing others how they make a difference in your life.• Be Strategic: Work to understand the strengths and

weaknesses of people in your network and always try to play to their strengths. When offering to help a member of your network, only offer help that you are capable of giving based on your availability, skills and resources. If you are going to utilize a relationship be sure to have a strategy so as to gain the most from the time the other person is willing to give to you. Make it about them, not about you.

• Find Win-Win Solutions: Win-Wins are scenarios in which you and another person mutually gain in some way. To create win-wins, try to read the need of others and match your goals with their goals. When helping others, you should do it because you are willing and able to do so without expecting something in return. People will want to reciprocate and help you if the opportunity to do so arises.

• Ask for help: This is the quickest way to begin assisting in relationships, but it is harder than it sounds because you need to admit that you need help. When you ask for help, make sure you have a clear goal in mind and be considerate as you think about what to ask and how you ask it.

Set &Achieve

Goals

Set & Achieve GoalsGoals are defined as personal commitments to achieve something in the future. Your goals should be guided by your passions. Ask yourself: what gets me excited, what do I love? Set goals holistically (short term goals that help with long term goals), commit to a timeline (i.e. daily, weekly, yearly and 3 year goals), and ensure your goals align with your values, interests and capabilities. Solidify your commitment to your goals by writing them down and putting them in a place you will see them often.

Adopt theLearning

Perspective

Learn From Others

Ask Questions ListenBecome Actively Engaged

Adopt the Learning PerspectiveThe learning perspective is a mindset, an attitude and a belief founded upon the notion that the highest value in life is learning and that every person you encounter has something valuable to teach you. The learning perspective asks you to change how you perceive and interpret situations, utilizing learning and your natural curiosity as a guide to understanding the world and connecting with people. The learning perspective is a window to building relationships and networking effectively because it recognizes the central role learning plays in allowing us to understand and connect with others and it takes advantage of our innate, natural ability to learn.

Learn From OthersThe first step in building relationships is learning from others. • Ask Questions: The quickest way to establish deep authentic relationships is to ask

good, deep questions. Good, deep questions reveal a deeper truth about a person and as such you typically are eager to learn the answers to these questions.

• Listen: Listening is essential to learning and critical in every good conversation. When listening to another person, listen for the person's needs, how you can help and common interests.

• Become Actively Engaged: Active engagement involves asking questions, listening and actively thinking about the answers you hear. Remember what the person says, create connections between what is said and information you know, and extrapolate or ask follow up questions. Actively engaging others not only shows that you care about what they are saying, but it also shows them that they have had an impact on you.

ExpandExpanding your network is about building deep authentic relationships. • Connect: To connect to others you have to let go of your

fear of rejection and take the initiative to talk with others. Your main goal in connecting is to learn about the other person. The learning perspective will help you to be successful in connecting with more people.

• Node Hop: A node is any person in any network. The people who are nodes in your own network provide you with the ability to "hop" into their network or someone else's by introducing you to new people. The term node, when applied to people in your network, shows their power to connect you to new people, and in so doing, help you to achieve your goals. To identify nodes, you must ask people in your network if they know of anyone who can help you with a current goal. Once you have identified nodes, connect with them, learn from them and transition them into your network.

• Transition: Transitioning is the process of bringing someone who is currently not a part of your network into your network. Transitioning relies on your ability to identify and discuss goals, possibilities, opportunities and needs with others. It also relies critically on your ability to learn from others, which is the key to discovering the ways in which you can enrich their lives.

RetainRetain involves strengthening and securing the relationships you have with the people in your network by building trust. • Catalogue & Schedule: You must have a system to keep

track of your contacts. Use technology that works for you to keep an updated contact list. Try to record more than the usual contact information (i.e. something that you learned from them). Always have an up-to-date schedule so that you can reliably schedule your next meeting.

• Follow-Up: Following up is the fastest way to solidify your network. You should follow-up with an individual immediately after meeting and continue to connect with the person periodically to maintain the relationship. In follow-ups, show the person how they have had an impact on you (i.e. what you learned from them) and express your gratitude.

• Build Trust: Trust is the glue that holds relationships together. You build and maintain trust by demonstrating character and competence and by building your brand. Character is about doing what you say and saying what you do. Competence is about doing excellent work. Your brand is what people think of when they hear your name; your character and competence. Broadcasting your brand is about getting brand visibility with the “right” people, in a tactful manner.

BuildTrust