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Meet Charlie Lawson—he’s the co-National Director in the UK and Ireland for BNI, the world's leading referral organisation. Learn how he became an expert in the field and get tips for building relationships, getting ace referrals and developing an ironclad networking strategy.

10 lessons

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Lessons

10 lessons

What is Networking?

“It’s not what you know, it’s who you know.” Making contacts can be used to broaden your professional horizons and open up a world of new opportunities. A great way to boost your career, networking can be used wisely and strategically. But what exactly does it entail?

Lesson 1 • 5mn

The Power of Referrals

When it comes to advancing your career and expanding your professional circle, nothing beats referrals. In this episode, Lawson teaches you the 3 types of referrals that will increase your credibility with potential new clients.

Lesson 2 • 6mn

The Point of Trust

What’s the most common mistake made by networking beginners? Approaching it with the “hunter” mindset and moving too fast. Lawson prefers the "farmer" approach. By taking your time, you’ll be able to reach your ultimate objective—the point of trust—and unlock a whole new world of opportunity.

Lesson 3 • 6mn

Size Matters

Your network is not just about who you know, but how many people you connect with. Broadening the scope of your contacts is an essential part of networking. Behind every individual, there could well be ten potential clients. Lawson shows you how to categorise your connections so you can make the most of your network.

Lesson 4 • 5mn

Networking Conversations

To stand out at networking events, you need to keep conversations going and hold the interest of your contacts. Here Lawson shares his tips for networking success by avoiding conversational burnout and finding common ground.

Lesson 5 • 6mn

Building Relationships One at a Time

As every seasoned networker knows, your contacts are more than just acquaintances—the goal is to build real relationships that will lead to better opportunities. With Lawson's conversational toolkit, you’ll learn the 4 questions you must ask to ensure the connections you build will last.

Lesson 6 • 5mn

Storytelling is Key

In the world of networking, most people fear coming across as a bore. By working on your personal storytelling skills, you’ll not only avoid that dreaded pitfall but also learn how to evoke emotions, surprise your audience, make them want to know more—and make sure they never forget you!

Lesson 7 • 6mn

Be Specific

Casting the net too wide is not a sound strategy, because building a successful network requires precision and a clear goal. Lawson illustrates this idea by telling a story about a red Ferrari—and how even the simplest strategy can be used to grow your network.

Lesson 8 • 5mn

Networking Follow-Up

Networking is a process with its very own before, during and after. After swapping business cards and initiating new conversations, don't let procrastination damage your credibility. Here Lawson shares his follow-up networking strategy for building relationships that last.

Lesson 9 • 5mn

Developing your Strategy

Now that you've learned the basics of networking, it's time to develop your long-term strategy. To complete this challenge, Lawson gives you 6 different networking examples to work through, so you’ll never again put all your eggs in one basket!

Lesson 10 • 5mn