Mingle Madness

W ill you be the belle of the ball or are you a shy wallflower at that business function? Many professionals do just fine talking to prospects one-on-one but find crowds intimidating. Mingling is akin to networking, and any decent independent agent knows the value of networking. Mingling successfully means harnessing your confidence, taking a deep breath and diving in.

Whether it be a Chamber of Commerce mixer or a Rotary Club breakfast, these social gatherings offer unequaled access to the community in which you sell. It's an opportunity no ISO can afford to ignore. Thomas Edison once said, "Opportunity is missed by most people because it is dressed in overalls and looks like work." Rather than silently sit in the back of the room at the next seminar, use the following hints to make mingle magic.

- Strength in numbers. Enlist an outgoing associate to accompany you to your next event ? someone who understands your reticence and will introduce you to contacts they'll undoubtedly meet during the event. - Do your homework. Treat every function as you would a prospect. Find out all you can about the event - who's sponsoring it, who'll be attending, what's the purpose. - Read the newspaper. Go online or in person to your local paper and search for any news on attendees, speakers or sponsors of the event. Knowledge is power. - Listen to the room. Once inside, be genuinely interested in what you hear. Listen intently to each conversation you strike up. Even if you think the contact is a dead-end, give it a little time before moving on. You never know what may be revealed. - Ask questions. A good sales professional knows the secret to a successful encounter isn't just telling them about you, it's finding out all about them. Give each contact center stage with engaging questions. They'll appreciate the attention. - Take notes. Carry small index cards in your jacket pocket or purse. Jot down each new contact's name and key historical facts after you've parted company. Don't bother with company name and phone number - you got their business card for that. You did ask them for their business card, didn't you? - Look for the link. A key element in mingling is finding the common ground between you and your new contacts. How can you help each other? Discover what you can do to get you both closer to your goals. - Add excitement. You may wake up every morning and see the same face, but your new contact has never seen that face before. Make that first impression a memorable one. Smile, it improves your face value.