He arrived in the office somewhere between 7 and 7:30 a.m., and trudged out for his hour-plus commute typically 12 hours later. Managing editor Herb Ballinger was devoted to Boating Industry Magazine with a tacit passion that you dont see much any more. Somewhere around 4:30, Herb would begin to show signs of wear. It was understandable, I was just out of college as a Boating Industry assistant editor and Herb was really old - perhaps 45.
But no matter how fatigued he was, about 15 minutes before the end of business day, you would find Herb on the phone calling three people. To each one he would say You know, I just came across a piece of information and I thought it might be of use to you.... He defended this ritual to me by explaining that all day long we writers and editors interviewed, and essentially took information from people. If you unexpectedly gave some of it back at relative random, you would, as Herb put it balance the scales.
* The Give-Back Discipline. Like a pre-meal pause for grace, daily situps done just after rising, setting aside a specific time for a give back moment assures it will get done. Regardless of what form your favors take, its a good idea to keep an ongoing file of those who have helped you throughout that week and month. Not only does it allow you to target whom you call, it makes you aware of who is buttering your bread.
It may work out that a daily or even weekly appointed time of giving back simply wont fit your schedule. Fine. Just keep the concept in mind. Scribble down or tap in the info pieces as you encounter them, then pull them out of the file, and practice paying back as time permits.
* What to Give? Information is probably the easiest favor to pass along. It announces that you have been thinking of that person, and marks you as a source he can count on. It also is achieved quickly and affords you another contact with this valuable person. You personally have only your time and labor to offer. Make it fast and simple. If its not a tidbit of helpful news, perhaps you hold some individual in your Rolodex that a cohort might profit from meeting. Nationally renown business speaker Teena Cahill has cultivated the habit of suggesting a beneficial contact to many of the people she meets. It entices you to always open up her latest e-mail.
Remember, you seek more than mere altruism here. You are striving to establish yourself as an individual worth knowing. Sending a bottle of wine to a business acquaintance on her birthday is a thoughtful gesture and notes you as a nice guy. But it fails to establish you as a worthwhile resource.
Attitude Adjustment. As daily distractions assault, its difficult to raise our vision above our own needs and gaze on an expanded business picture. But the benefits are manifold. Try to think, like the thoughtful lass standing before the thrift shop clothing rack, Well, this wont fit me, but I bet it would fit my friend handsomely. You will not only win gratitude, but a greater awareness.
Blunders to Avoid. Dont fawn. Offer your favors as an unattached gift between equals. The slightest whiff of obsequiousness announces loudly (and wrongly) that you are trying to insinuate your way into this persons good graces.
- Also, dont get too hung up on one or two individuals. Cast your bread widely upon these waters, and contact many folks. Dont call anyone too frequently.
Tips and Tasks. Such scale balances may be done by e-mail or with a quick phone call. The sheer surprise of this personalized piece of information makes your e-mail appreciated. Phoning it in is more effective and allows for further conversation. Try both. Keep a file on your hand held device or a special pad and note down certain interesting people or bits of information so you can send them out later.
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