Interactive Career Skills Development training session on Networking that kicked off the 2016 IASA Educational Conference and Business Show in San Antonio, TX

1. The Art of Networking:
Tips, Tools, and Interactive Training
IASA 2016 Session #120
Presented on Sunday, July 12, 2016

2. Speakers
Darin M Reffitt, Director, Demand Generation & Campaign Management
EIS Group
Darin Reffitt is Director of Demand Generation and Campaign Management with EIS
Group (formerly Exigen Insurance Solutions.) With over 18 years of experience in
marketing and communications, his focus at EIS Group is on lead generation and lead
nurturing in marketing core system software to insurance companies. He is also a
volunteer with the IASA and chairs the Social Media Subcommittee, leading the efforts
of the IASA to better engage with carriers, vendors, and individual members across
social media platforms. He volunteers with other organizations, writes about marketing,
social media and networking as a Market Expert for Business.com, and golfs, poorly.

3. Speakers
Rex Bagwell, Business Development Manager, Insurance Productivity Services
Salient Commercial Services
Rex is the Business Development Manager with Salient Commercial Solutions and his
background centers around leadership, developing people and administration. Rex’s
insight into understanding people and what moves them has allowed him to succeed in
various professional areas. Rex has worked directly in the insurance industry for 10
years as an agent, a district manager and now with Salient Commercial Solutions for
the past 7 years.
In addition, Rex has worked for over 25 years in various levels of leadership and
administration with various businesses and organizations. From an accomplished
athletic background, Rex brings many principals of preparing, competing, team
dynamics and coaching to the business environment. Rex has also been very
successful in developing strategies to reverse trends and develop growth in the
business world as well as authoring his own leadership training materials. Rex remains
active in various community organizations nurturing his passions for serving, leading
and developing others.
Rex is extensively involved as a volunteer for IASA serving previously as a former
Director on the national IASA Board and on several other national committees. Rex also
serves as a speaker for both the national conference and multiple chapter events
across the country annually.

4. 3 Networking Fallacies
1. Introverts don’t make
good networkers.

5. 3 Networking Fallacies
2. Networking is
just about
selling.

6. 3 Networking Fallacies
3. Online networking
can replace in-person
networking.

7. 10 Mistakes People Make
1. Failing to Prepare

8. 10 Mistakes People Make
2. Arriving too late

9. 10 Mistakes People Make
3. Drinking
too much

10. 10 Mistakes People Make
4. Focusing on
the food

11. 10 Mistakes People Make
5. Waiting to be
approached

12. 10 Mistakes People Make
6. Spending the whole time
with existing contacts…

13. 10 Mistakes People Make
…or, 7. Neglecting
existing contacts

14. 10 Mistakes People Make
8. Fixating on
the phone

15. 10 Mistakes People Make
9. Not finding a
reason to follow-up…

16. 10 Mistakes People Make
…or, 10. Failing to
follow-up at all

17. Planning for Success
Determine your
networking target(s)
• Types of jobs
• Industries/Companies
• Seniority Level
• Is there a pre-attendee list?

18. Planning for Success
Set Goals
GOALS

19. At the Event
Alternate
water/soda
with drinks

20. At the Event
Smile!

21. At the Event
Watch your body
language…

22. At the Event
…and your posture

23. Reading the Room
Look for others
standing alone.
…they’re likely feeling as
insecure and out of place
as you.

24. Reading the Room
Look for “open” groups

25. Reading the Room
Look for an “open 2”…

26. Reading the Room
…instead of a “closed 2”

27. Reading the Room
Look for an “open 3”…

28. Reading the Room
…instead of a “closed 3”

29. Reading the Room
Open groups
come in all sizes

30. Minding Your Manners
Think about whether YOUR
group is open or closed…

31. Once You’re Connecting
Give your undivided
attention.

32. Once You’re Connecting
Practice Active
Listening

33. Once You’re Connecting
…and ask follow-up
questions

34. Once You’re Connecting
Offer to help the
other person

35. After the Event
Follow up.
FAST!

36. After the Event
Connect on LinkedIn

37. Let’s Practice!

38. Questions?
Thank you for your time!
Any questions for today’s
speakers?
Darin
Reffitt
Rex
Bagwell

39. References
 Bounds, Andy; “The Jelly Effect” – Detailed networking
planning and examination of open/closed groups
 Brown, Rob; “Networking for Introverts: How to Make
Connections that Count Without Being Sleazy”
 Coburn, Derek and Chris Brogan; “Networking Is Not
Working: Stop Collecting Business Cards and Start Making
Meaningful Connections”
 Gitomer, Jeffrey; “Jeffrey Gitomer's Little Black Book of
Connections”
 Richards, Peter; “Networking Meaningfully: How to get from
a handshake to a business opportunity”

40. Please Complete the Session Evaluation Form on the
Conference App