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Meeting and greeting people are the first steps to networking. They are how we gain "visibility" and enter into the "knowing" that someone exists. Have you ever noticed that it's in this first step of networking that people seem to focus? "Grip, Grin and Graze" is a saying that I've coined that describes this first step. It describes the outward behavior that people exhibit in the early stages of networking. Working the room, is an important skill, however, just working the room keeps you stuck in the "grip, grin and graze" loop. To break through this, a solid strategy helps you make the most of your networking moments.

Steven Covey's first habit from his book, "The Seven Habits of Highly Effective People", is "Begin With The End In Mind." That's your pre-work before a networking situation. What is it you want from this networking time? I speak to thousands of people a year and every time I say this statement, "Time is -" they readily fill in the blank in unison - MONEY! As a coach, I lead people through a shift that possibly "Time is MORE VALUABLE than money". All of us can invest money in ways that make it grow, multiply and work for us. The Basin's real estate market today, is very lucrative for someone wanting to invest in rental property and see some great return quickly. However, from the kindergarten student to the richest person on earth, we all have 86,400 seconds in a day - no more, no less. Your networking moments need to be purposeful investments instead of time expensive snacking ventures!

Just like any other sport, you need to know who is on your team. Networking is a contact sport! So, who are you in contact with? Your database is the most valuable "inventory" that you have. It's valuable in "fireproofing" your career, networking your way to work, seeking referral partners or contacting for clients. Do you know who is in your database? Do you have current information on them? Do you have information in your database that is important to your contact? For example, do you know where they went to school, what organizations they belong to, are they married, do they have children, etc.? There are twenty questions that will help you make great connections with your close contact network. First things first, though, make sure you have current information. It is vital to you! Your social capital will determine your success. As Wayne Baker states in his book, "Achieving Success Through Your Social Capital", your net"worth" is determined by your net"work". Even in retail or a product-based business, we know the value of our "inventory" in the backroom; the cost of doing business; or the cost of making an item sale-able. One of the CEO's in the CEO network I facilitate, states the importance of "making your numbers work on paper instead of running out there and just expecting to make it work as you go." Your social capital is very valuable so take inventory before you go spending time.

There is great value in the "Ready, Aim, Fire!" approach as opposed to what you see happen with many networking groups which is "Ready, Fire!,Aim" That mentality centers around the value of telling people week after week what you're looking for and hoping that will empower them to find someone. This is a "sales" model of networking. This model seeks to put more people in the networking pool with constant repetitive reminders of what's being sought and "voile" you find someone! It's still the "quantity" model that was prevalent in the 80's, 90's and early 2000's. But, just like Y2K our networking evolves into being more "quality" based than "quantity" based. It's not just "who" you know or "who knows you" it is "who knows you well!" I know, it's a shift! We shift into a "high tech, high touch" time, so your relationships, your social capital, move into even greater importance now.

What you can do? Cull your database. I know, it's not easy, however, it is necessary to manage your network.

Then, identify your status with each person in your database. Are they a client? Are they a referral source? Do you have great visibility with them? Do they give you testimony? Or, do you have great credibility with them?

Next, identify six people that you would like to deepen your relationship with who you either have great credibility with; or they've given you great testimony; or they're a wonderful customer who could become an advocate. A long time ago a great teacher did this with twelve people and from that twelve he changed the world! What could you do for your business or career with... six?

Maria Elena Duron is president of Buzz To Bucks Coaching Alliance and a champion of connections coach, providing attraction marketing, branding and networking coaching. She can be reached at maria@buzz2bucks.com or 978-2009. She is recognized as one of the "top influential Hispanics" in Nuestra Cultura Magazine and a National Expert on Marketing and Branding in Entrepreneur Magazine.