Author: Scott Asai

Helping people develop their leadership skills to advance in their career

An Introvert’s Guide to Networking

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You’ve heard that building your network is important, but how do you do that? 
Seems easy for an extrovert, but what if you’re an introvert?
Rewind my life 5 years ago and I’ll personally answer this question for you…
When I started my business in 2007, I had few contacts. I heard networking was a good idea, so I joined my local Chamber of Commerce. After attending two events, I collected a ton of business cards yet left feeling tired and hoarse. Networking wasn’t for me. Next, I attended conferences, but left feeling the same way. It wasn’t until a couple of years ago that I made the switch from networking to connecting and everything changed.
Networking is a bad word. Connecting is building relationships. When I focused on meeting people, getting to know them and figuring out ways to help them succeed, results changed for me. Instead of chasing people at different events, I created my own, Career Synergy. My advice to you is create your own network group. If you don’t have a desire to do that, try these 3 easy tips:
Ask current contacts to introduce you to new contacts. Think temperature. Warm leads are better than cold ones. When introduced to a new contact through an old one, you have something in common to talk about. Listen more than you talk. Ask questions before telling the person why you’re so great. Start a relationship that can last over time. 
Quality over quantity. Sure, it’s a numbers game, but would you rather have 10 strong connections or 100 acquaintances? Strengthen what you have before you try to reach the masses. Relationships are meant to be long-term investments. Over time build trust to the point where you can refer others and vice versa. 

Follow-up. 10% is meeting the person. 90% is what you do after. Starting is easy. Finishing is hard. Most people don’t follow up, so if you do, you’re standing out. Mean what you say when you mention following up. That’s integrity. If your goal is to be a trusted connection, then follow up is crucial. Be a closer.

The next time you attend an event or get introduced to a new contact, try these tips. Networking is simply building relationships. Focus on that and you’ll be fine. When you’re ready to practice these skills in person, check out my network group or sign up for my workshop!

When Good Becomes Bad

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“Good is the enemy of Great.” – Jim Collins
There’s nothing inherently wrong with “good” except when it’s used for measurement. For example…
Lack of honest feedback. When you ask for an evaluation and the only response you get is “it was good,” then someone’s lying. “Good” is a vague, non-descriptive answer. If you really want to be helpful, be truthful and specific. Don’t just compliment to be nice. If their performance was bad, call them on it. If it was great, tell them why. I’ve been around too many groups who only want to hear positive feedback and reject any constructive criticism because their egos are too sensitive. Last time I checked, you can learn more from areas you can improve upon, than always being showered with praise. 
Low standards. What does “good” really mean? Better than average? When you and I live in the “land of good” everything is the same. The bar is lowered because it slowly disappears. “Good” is a lazy response that we can’t learn anything from. It doesn’t tell us anything. It’s neither hot nor cold. It’s in between.
“Good” saps your motivation. It’s a generic label. Be bold enough to ask for clarification the next time someone mentions the word “good.” Why settle for good, when you can strive to be great?

The Importance of Local Partnerships

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If small businesses really are the solution to our economic woes, how do we make that happen? 
Local partnerships.
Communities need to embrace businesses around them.
Business owners need to partner and work out deals to support each other.
Consumers need to spend their hard earned dollars in their neighborhoods.
Local is the new global. Look at an organization like Unique LA. Their push is to “buy local” and strengthen your community. If each city took care of themselves, we could turn this economy around. It’s going back to pre-internet times where you’d buy what’s around you. Picture links in a chain. We’re stronger together.
 
Networking is like forming a partnership. Local events draw local crowds. The same thing you and I do to build our personal network can be done on the local level. Connect online, but meet in person. It’s easier to build trust face to face. Aim to build local partnerships. It’s the pulse of your community.

Local growth is organic. Visit your local farmer’s market. Nothing fancy, just good product delivered consistently. Everyone starts small, but treat your customers right and they become your salespeople. It may take longer, but in the end it’s more sustainable.
I’ve been fortunate enough to experience this at a group I created called Career Synergy. We have monthly network meetings where the motto is “relationships first, business second.” This inclusive community has a friendly, give-first attitude that’s infectious. Personally, I’ve invested my time building new and strengthening old relationships which I know will result in the collective success of the group.  

Wondering how to get started? Step outside your home and reach out to the local businesses in your neighborhood. Introduce yourself and offer your hand to support them. We can turn the economy around together, not apart. Nothing great is accomplished alone. Who will you partner with in your community?

What Separates the Good from Great Speakers

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“The two words ‘information’ and ‘communication’ are often used interchangeably, but they signify quite different things. Information is giving out; communication is getting through.”  
– Sydney J. Harris
Communication is one of the most powerful tools we have. You hear tons of messages daily, but what actually sticks? I believe one factor separates the good speakers from the great speakers: FOCUS.
Good speakers focus on themselves. Great speakers focus on their audience. 
Good speakers are more interested in hearing their own information and in the process they create a divide between themselves and the crowd. Outwardly, good speakers communicate, “I’m smart, you’re dumb, listen to me.“
Great speakers cater their message to who’s listening. They study the characteristics and values of who they are communicating to and speak to their hearts and minds. Outwardly, great speakers make it feel like they are talking directly to you in a conversation.
Preparation to speak should be based on the 70/30 rule. Spend 70% on the presentation, 30% on the content. As a speaker, when you try to “teach” too much information, people end up leaving with nothing. The biggest mistake as a communicator you can make is speaking too long. Engage the audience with stories, visuals and conversation. Remember, when speaking it’s NOT about YOU, it’s about the audience. Spend more time on “how” to say it, than “what” to say.

Good and great speakers also differ when it comes to response.
Good speakers stick to their notes regardless if the audience is bored, confused or distant.
Great speakers have a Plan A, but are willing to improvise to Plan B if needed. 
As a speaker, where is your focus? Is it about YOU or your audience?

Speaking is personal branding. It’s not what you think of yourself, but what others think of you. Speakers make the transition from good to great based on their focus. God gave us two ears and one mouth for a reason. Great speakers listen to the pulse of the audience, so they can prepare and perform a message that inspires action. What will be your focus the next time you speak? Don’t settle for just giving out information, communicate to get through to your audience!

How to Develop Talent

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Talent is defined as a special natural ability or aptitude. Sometimes talent is labeled as potential, yet if undeveloped it becomes wasted. Once talent is identified, it’s vital to develop it into a strength.
Let’s use the show X-Factor as an example:

Coach/Mentor – Find someone more successful than you and ask them to mentor you. Since they are where you want to be, ask them to help you refine your talent. Talent needs to be invested in and nurtured. A coach can help you see your “blind spots” and keep you humble. All the top athletes hire coaches to perform at their highest level, why not you?
 
Measure it Against the Best – Talent never gets tested without stress and competition. Surround yourself with others as good or better than you. You’ll never know how good you are in isolation. If you want to be the best you need to compete with the best. Strength and accountability rise in numbers.
Challenge Yourself – Hard work beats talent when talent doesn’t work hard. There’s nothing worse than underachievement. Even with additional help and perspective, it still comes down to how much effort you put forth. No one can force, motivate or push you harder than you can. Ultimately, it’s your responsibility to develop your talent into a strength.

Malcolm Gladwell argues in his book Outliers that it takes 10,000 hours of practice to become successful (that’s 2 hours a day for 10 years!). If that’s the case what are you waiting for? Make sure you find a coach, compete against the best and push yourself to greatness. Practice may not make perfect, but it definitely makes better. If you don’t do the hard work, there’s always someone hungrier ready to take your place.

Mind + Body Connection

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Performance in sports is about 80% – 90% mental. Is work performance any different?
Athletes spend more time training and resting before they perform, what if you did the same?
Strong Mind + Strong Body = Strong Performance
As “Corporate Athletes”, you and I need to train our mind and body if we want to perform at our highest level. Here’s an easy way to remember how:
Visualize. Imagine your ideal outcome. What is your goal? What are you going towards? Positive thinking has a huge effect on our energy. What we choose to focus on usually happens. Add in routine breaks while you work so you can muster up short bursts of high quality productivity. Visualizing means reprogramming your mind towards the desired outcome.
Initiate. Your ability to manage (cope) your emotions will either drive or drain your energy. How will you respond to situations and circumstances that come your way? Ever see athletes listening to music before a big game? Music can be a “pre-routine” to calm yourself. Emotions exude in your body language; the way you carry yourself. Surround yourself with a support system of friends. To initiate means preparing yourself for the stress and unexpected ahead.
Perform. A combination of exercise, eating and sleeping habits (all physical). Did you know that working out in the morning actually boosts your mood for the next 12 hours? What you eat and when you eat adds to or takes away from your daily source of energy. Lastly, studies show you need 7 – 9 hours of uninterrupted sleep each night. That may seem impossible (especially if you have kids), but it’s something to shoot for. Performance is the sum total of your preparation. (Remember to give your mind and body a break after 90 – 120 minutes of sustained activity or your productivity declines.)

Performance is all about managing your energy. V.I.P. (visualize, initiate, perform). How you prepare determines how you will perform. So start thinking and training like an athlete today!   

What DWTS and Your Career have in Common

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Each week a celebrity couple gets excused from the competition, but is it just me, or are the wrong people getting sent home? When you add “America’s Vote”, it no longer becomes about competence, but popularity. How is this similar to your workplace?

Skills are vital, but politics and popularity rule. Look around your workplace to see who gets “promoted.” In DWTS, the judges play a more objective role, yet the viewers ultimately keep couples around each week. In the workplace, you are judged on more than just performance. How well do you get along with your co-workers? Do you stand out to other department managers? Have you given your supervisors a reason to look your way? Politics and popularity are part of the game. You may want to sit on the sidelines, but I suggest you participate.
Playing the game isn’t about selling your soul or going against your morals. It means your job isn’t just about you. It’s about the organization. You can be the most skilled worker, but if you can’t get along with your co-workers, do you think they will want to help you? It’s important to be socially and self-aware. For example, my wife and I are frequent Disneyland visitors and it never ceases to amaze me how unaware people are in the parks. Whether they stop right in front of a crowd or let their kids run wild, they’re blind to how their actions affect others around them. Today, take a step outside of yourself and think how your actions affect others. 

Your career is much more than experience, skill set and performance. Those are all very important, but remember how much “people” are involved. Some of the best leaders don’t carry a big stick. They don’t need to be the best performer or the smartest. Think of the best leader you’ve had…they were probably great listeners, cared for people, humble, confident, etc. Instead of thinking of how you can get ahead, pause and ponder how you can help others around you. What will you do to raise the level of your team?

How Zappos Changed the Game

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A couple of years ago, my wife and I took a tour of Zappos in Las Vegas because I wanted to meet their coach at the time, Dr. Vik. I was impressed how they picked you up at your hotel, dropped you off for a 1-hour tour of the company and brought you back for free! You may have heard of Tony Hsieh, CEO and author Delivering Happiness. What you may not know is Zappos started as a shoe company, but what turned them into a billion dollar company was their core values.
 

Take care of your employees and they will take care of your customers. Simple, yet revolutionary.
Currently I’m working with a business development team, Status Gro, and they’re helping me formulate a business plan. Since I’ve never tackled the hard questions about my business, it’s a challenging process, but I understand the importance. As for all the things we’ve worked on so far, I’m the most satisfied with our core values.


Relationships First – by valuing our relationships with employees and customers first, we will create long, genuine relationships that are about more than making a profit

Be Unique – acknowledge and express the unique contributions your strengths and style can make

Be Efficient – we will constantly evaluate our work processes and priorities to work smarter

Create Freedom – it is important that we allow enough flexibility for our staff to get things done, their way

Constant Growth – we will encourage our employees and customers to constantly challenge themselves to continue setting goals and pursue learning opportunities

Creating a culture before you hire employees attracts the right type of people. My core values are centered around my strengths. Core values are behaviors that shape the organizational culture. Whether it’s your personal or company brand, core values matter. Don’t wait until you need them, think about them now. What are your top 3 – 5 core values? 

The Next Level Networker

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Beyond being a connector (as Malcolm Gladwell mentioned in his book “Tipping Point“), how do you become a next level networker? Having more contacts? Strengthening your network?
 

The answer is: forming triads. What is a triad? A triad (explained in “Tribal Leadership“) is when you introduce two people to each other. There may be no direct benefit for you, but the idea is to create a bond between two people you know so they might form a connection. The indirect benefit of this is you being the source of the connection. If networking is truly about giving, not receiving, than a triad is one of the purest forms of connecting out there. 
The downside is your ego. Use the example of leadership. Most people desire to be labeled as a leader. Yet, the most effective leaders don’t talk about themselves as leaders, but are more concerned about developing those around them. The “followers” of the leader determine how effective the leader is. The hard part is true leadership is more about succession than success. 
You can apply the same principle to networking. You and I would rather connect for personal benefit, not to help others and get potentially nothing back in return. The challenge is to take your ego out of the situation and be focused on helping others succeed. Lately, I’ve experienced triads myself. It’s fun to connect two people who can mutually benefit from each other. Consider the larger your network, the more opportunities you can form triads. It doesn’t mean you have to physically introduce the two people in person (although it is the most powerful way). You can also do it via email or social media. 
Remember, think of networking as a lifestyle, not a task. If it’s a task, you’ll do it with an end in mind. Instead, why wouldn’t you want to connect with more people for the rest of your life? The next level networker isn’t concerned with getting the credit. Be genuine. What matters is the heart. What two connections can you introduce today?