NETWORK MARKETING. You may not know much about this Business Model. (Even if you do, you might have the poor perception of a Ponzi/Pyramid Scheme.)
The truth is that NETWORK MARKETING is a model much like DEVELOPMENT FUNDING in the THIRD SECTOR.
It’s ALL about RELATIONSHIPS. PROSPECTS. PRESENTATIONS. INDEPENDENT ENTREPRENEURS (running their own business). LIFE BALANCE. Etc.
The “Bible” of this industry is a wonderful little magazine called NETWORKING TIMES. There are so many positive articles in every issue. And, there is always a couple of articles about NETWORK MARKETERS and their FOR IMPACT projects. (In January and February, they featured the MORE Project which is empowering the poor in Brazil. Company founder Dallin Larson has made the two-way flow of giving and receiving an integral part of this company’s culture.)
If you are really, really interested in learning more about your profession, this is a wonderful way to expand your knowledge. You can subscribe at networkingtimes.com or call 1-866-343-4005.
You can also usually find copies of this at a Barnes & Noble.
Here are a couple of articles I benefited from in the last issue:
- Bob Burg, co-author of The Go-Giver. Burg is an author, speaker, trainer. He is also former Palm Beach County Leukemia Society Man of the Year for his fundraising efforts!
Burg’s big insight was that he could actually “study” SALES! He started reading
How to the Master the Art of Selling, Think & Grow Rich, Psycho Cybernetics, The Magic of Thinking Big, Dale Carnegie, etc. He talks a lot about prospecting, endless referrals, and more. Well worth the read.
***Here’s his final thought, which tells you right away why I like his thinking. He talks about the Law of Compensation. In this way, your INCOME is determined by how many people you SERVE and how well you SERVE THEM: Your IMPACT. Sound familiar?
- There are two pages of some quotes on PROSPECTING or, as they call it, THE ART OF MAKING FRIENDS.
“The meeting of two personalities is like the contact of two chemical substances: if there’s any reaction, both are TRANSFORMED.” Carl Jung
“You can make more friends in two months by becoming interested in other people… then you can in two years by trying to get other people interested in you.” Dale Carnegie (This is what we mean when we talk about the OPEN and DIALOGUE in the flow of visit.)
“SALES are contingent upon the ATTITUDE of the salesman. Not the attitude of the prospect.” W. Clement Stone
Shoulder-to-Shoulder Quote: “Don’t walk behind me, I may not lead. Don’t walk in front of me, I may not follow. Just walk BESIDE me and be my friend.” Albert Camus
WOW. That summarizes about everything I believe in regarding the presentation, the visit, the economy, a belief and passion and enthusiasm for your cause, etc.
- Finally, there is a one-page review by Seth Godin on Tribes which reinforces some things I’ve already shared with you.
If you have any interest in SOCIAL ENTERPRENEURISM and CHANGING THE WORLD, you need to get this book.
I’ve been reading this off and on every morning for the last week or so. It’s a New York Times best seller and labeled “The book that’s changed the way people think about changing the world.”
I picked it up a few times at the bookstore. Just kept putting it off. I’m really glad I finally dug in.
It’s a remarkable adventure. Greg Mortenson combines so many of the causes that Nick, Kerry and I love to work with… Kids. Schools. Education. Peace. Etc.
Malcolm Gladwell, of TIPPING POINT and BLINK fame, writes an interesting book (Outliers: The Storry of Success) on what separates the ‘highly successful’ from everyone else.
Here are his five steps to SUCCESS:
- Find MEANING and INSPIRATION in your work. (That’s easy if you’re working at a For Impact Organization!)
- Work hard. (That seems to be a given in the 3rd Sector.)
- Discover the relationship between EFFORT and REWARD. (This is where we need some work. 97% of funding comes from 3% of our people. Lions, Mice & Antelopes. The Triple Ask.)
- Seek out complex work to avoid boredom and repetition. (I’m all about avoiding boredom and repetition. I’m not sure about the “complex” work. Think Big. Build Simple. Act Now. You won’t be bored.)
- Be autonomous and control your own destiny as much as possible. (For Impact Leaders, Social Entrepreneurs, Entrepreneurs in General, Intrapreneurs, etc.)
Special Note: This may be the major reason I enjoyed this book. Gladwell writes that talent and IQ don’t matter as much as we think they do (vis-à-vis success). That means I’ve still got a chance.
Pick up this book. Gladwell’s style is easy to read, and full of insights.
If you are a SOCIAL ENTREPRENEUR, For Impact Leader or aspiring ‘wannabe’, you need to get Seth Godin’s new book TRIBES… TODAY!
This guy is a brilliant thinker and a powerful writer. Simple. Clear. Direct.
TRIBES is all about CHANGING THE WORLD… MOVEMENTS… and LEVERAGE.
I will write a better review/summary shortly, but you need to get the book NOW.
Napkin notes are remainder ideas/links, one-liners and chicken-scratch insights that haven’t been fully developed (yet).
- Started reading tacticalphilanthropy.com this week. Great design, insights – had not heard of the website before.
- A message is not what you say. It’s what someone hears…
- Been speaking at a lot of AFP’s. I’m starting to think of the social sector in two (very) different silos: social entrepreneurs and the ‘afp-crowd’. Two types of orgs, types of conversations and ways of thinking. Speak to AFP-ers about CHANGE And SE’s about THINKING BIG(ER).
- If you like visual data and design, check out flowingdata.com. Also found ‘The Big Picture‘ – a blog about macroeconomic stuff, the world… full of valuable reading.
- “She only gives to events…” – said by one of my coaching clients (Donna 😉 ). I had to challenge this. People don’t give ‘to events’… they give to your cause, your org, the feeling/emotion/IMPACT. More than that, ‘she only gives to events’ was an assumption.
- Starting to use twitter.com/forimpact more for more informal thoughts and quick conversations – especially with training camp alums and long-time readers.
- Picked up Tactics of Hope this week, one gem in the book only gets one page but is a HUGE concept: The Encore Generation. Those that are 60+ and heading back out for an encore – to change the world.
- Reading Think Better: One of those books purchased for the title alone. Started out awesome – need for better thinking, stories about better thinking, etc. Middle of book gets really into process/tactics.
Yesterday, Tom was in Colorado Springs speaking to the AFP with Robbert Egger about Change. Today, I’m at AFP in NW Ohio talking about more of the same. However, I think Tom had more gumption. He put together an entire e-book on change 🙂
Change (the) Rules (DRAFT) includes all the ‘no-mores’, quotes on change and lots more vocabulary. Tom and I have both been framing our discussions around this quote from Tim Kight:
“Every Organization is Perfectly Designed to Get the Results that it’s Getting.”
Our message, this book and just about everything else we’re doing is about CHANGE, specifically the CHANGE we make to get different results…. Change RULES!
Today, Seth Godin highlighted: In Defense of Raising Money: a Manifesto for NonProfit CEOs. Authored by Sasha Dichter, Director of Business Development for Acumen.
The manifesto is five pages long and only takes a few worthwhile minutes to read.
Read the piece. My commentary (an attempt at adding value) is below.
- “People think that asking for money is all about asking for money.” Sasha says it’s not. The resources come second. This is reinforcement that IMPACT DRIVES INCOME, not the other way around.
- “People think that storytelling is a gift, not a skill.” I think the skill comes in understanding how to be authentic. You’ve seen a lot of “effective” story tellers and some of them stink at “telling stories” yet they are so darned passionate they’re still effective because people still see the story.
- “Money = Power”. Nothing to say – Sasha has an AWESOME perspective on this.
- “I’m terrified you’ll say ‘no.'” I agree with Sasha, get over it. Be more terrified someone will not be fed because you didn’t ask.
Sasha closes with a call for a new language/vocabulary around fundraising. “If nothing else, then, we need a new word. Fundraising is about a transaction – I raise funds from you, you get nothing in return.”
I’m currently a fan of “Advancing the Vision.” And, while it may sound academic in some circles, those that ‘Advance the Vision’ can be Directors of Advancement or something similar. That’s what you do.
Mark Sanborn just wrote a little book called The Encore Effect: How to Achieve a Remarkable Performance in Anything You Do.
It caught my attention for two reasons. One, I heard Mark Sanborn speak many, many years ago at an Inc. Conference. I remember talking about his Harley and Colorado and much more.
Second, I am pretty big on the whole “PERFORMANCE” thing right now. Mark talks about the traits of extraordinary performers:
Just looking at this wonderful alliteration gives you 6 pretty big P’s to think about.
“YOU BECOME WHAT YOU THINK ABOUT.”
This is one of the most profound ‘THOUGHTS’ (pun intended) ever recorded.
Earl Nightingale is the father of personal development. Written in 1956, his
book, THE STRANGEST SECRET, was the seed from which the personal
development industry grew.
When Earl was 35 years old, he recorded this short message for a small
group of salesmen one Saturday morning. The message had such a positive
IMPACT that everyone wanted copies to share with their friends and family.
Earl arranged with Columbia Records to duplicate this record and ultimately
received a Gold Record for sale of a million copies. (This is in
Here is THE STRANGEST SECRET:
“YOU BECOME WHAT YOU THINK ABOUT.”
I want to summarize this message, but it’s only 19 small pages and takes
only 30 minutes to read or to listen to the audio. Just order your own copy.
Remember: “We BECOME what we THINK about.”
“NOW MORE THAN EVER…”
3rd SECTOR FUNDING & THE ECONOMY
This is a transcript of an address by Tom delivered on Friday, October 3. To listen/download audio or view discussion & feedback click here.
I’m a scarred veteran of 35 years of funding visions, dreams and impact. I’m not a financial expert. I’m not an economist. I don’t know the difference between macro, micro or macaroni. I have nothing to offer on solutions to this economic mess. I’m just an OLD GUY who has been in the field for all these years and wanted to share some thoughts with other For Impact Leaders and Social Entrepreneurs.
For the last 25 years, The Suddes Group has been engaged in helping organizations and institutions raise over $1 billion. In the last five or six years, Nick Fellers and I have also been involved in coaching organizations towards another billion dollars.
‘GYA’. To grab your attention quickly, I would urge you to do the exact opposite of what most 3rd Sector Leaders and Development Staff are doing right now… which is hunkering down, hiding in the office, using “market turmoil” as another fabulous excuse for not getting out and visiting and presenting and asking your best prospects and your champions to continue to invest in what you do.
I was just with a wonderful group of dedicated development professionals, part of the Sales Team at a liberal arts college, and I used the phrase “THIS TOO SHALL PASS”…
“THIS TOO SHALL PASS…” is based on fact. The economy is cyclical. Always has been. Always will be. Full of ups and downs. You’ve just got to ride it out.
According to a recent article in Inc. magazine, I have survived 10 recessions in my life (if you count 1949 which was both a recession and the year I was born). This makes me both old and able to share some of these experiences with you.
- I was Director of Development during The Campaign for Notre Dame. $130M Goal. $50M over goal. This was also during a “recession”. I just didn’t realize it because I didn’t pay any attention to it.
- During an entrepreneurial stint in real estate, athletic clubs and other businesses, I had the joy in 1980 of going through Jimmy Carter’s gas shortages, high unemployment and interest rates that climbed from 11% to 22.5%!
For perspective, I had loans totaling $6M… at 2.5% over prime… paying 25% interest. That’s $1.2M a year, $100,000 a month. (I did not have that factored into my ‘business plan’. The good news was that it allowed me to write the first 3 chapters of a book: Chapter 7, Chapter 11 and Chapter 13.)
- I’ll never forget kicking off a $5M Economic Development Campaign in Orange County, California, the day after the county had declared bankruptcy! (I think we went 30% over goal.)
- I remember going to Cleveland and working on their Economic Development marketing effort right after the mayor had also declared bankruptcy and the river had caught on fire. (Again, goal achieved.)
- I remember, as we all do, September 11, 2001. And, I remember 9 days after those World Trade Center attacks giving a speech/talk/presentation in California with a large group of incredible staff and volunteers from the American Cancer Society. I wasn’t sure there was even going to be any flights nor that I wanted to get on one. But, I flew out and gave the talk. In essence, I said that nothing will change what happened; and that as horrible as we all felt, we had to march on… because the 6,000 plus people who had died on September 11th was the same number of people who die every single day from cancer. I told them that the work that American Cancer Society does was so important that, now more than ever, they needed to continue the Research, the Education, and the Service that ACS provides. (I’m sure you remember how the financial markets plummeted at this time as well.).
Every one wants to know WHAT TO DO. While not using these words, I think many of you also want to know how to stay positive in what are obviously negative times.
The first thing I’m going to encourage you to do is to: