Top Prospects & Relationships in D.C Speaker Raphael Magana

Speaker: Raphael Magana

University of California, Washington Center

1608 Rhode Island Ave NW, Washington D.C 20036

6-8 PM Room MPR A & B

Networking

An ExerciseWith a blank piece of paper

1. Write your name in the middle

2. Determine and expand the 7 Main networks you have: Fill it with names

Family

Business

Neighbors

Alumni

Nonprofit

Interests

Sports

Neighbors

YOU

BusinessColleagues

Former

companies

Strategic partners

Service providers

Suppliers

Sports InterestsTravel

Cars

Art

Music

Languages

*Religion

*Politics

*Gender

FamilySpouse

Parents

Siblings

Extended

Kids

Pets

NonprofitCharity

Community

Professional

Affiliations

EducationAlumniHigh school

College

Graduate school

executive

*Be wise about cross-networking within these groups.

Forming

Relationships

With Top

Prospects

People Belong to groups

Diff. Groups + Diff Ideas

Opportunities

Get to know the Person Not their

Profession

*Do a Relationship Chart for your Prospect

Get To Know Your Prospect

Find out what you have in common

“Ping” the person for a follow up regularly

Operating in a vacuum

Not understanding your org.,

market, and stewardship of

donors

Spreading your resources thin

Practice!

Like writing? - organize a review article with others in your field

Like presenting? - offer seminars, workshops, how-to

Like building things? - organize demonstrations at technical conferences

Just shy? - volunteer to help at professional events (e.g. conferences, workshop, info desk)

Prefer e-mail over phone? - Use the phone call to draw attention to e-mail

Practice makes perfect in

Development

Relationships Building

Communicate

Be patient in building new relationships

Treat every person as the most important person.

Respond promptly

Be more than an e-mail address

First impressions last a lifetime

with donors.

Lighter color suits = approachable, Ex. Gray, Navy, Brown, or tan suits.

Dark color suits = less approachable Ex. Black, midnight black.

Power of ties :Gold, Red, Purple & colors

Dress accordingly

What should you wear? Difference in between NY, D.C, Los Angeles & International prospects. Understanding their industry: Banking, Finance, Investment & Politics

The Power of Dress before meeting with prospects

The suggestions to the left of the slide are from a top ivy league

school brochure. Can it be improved?

Power of Dress when

meeting with prospects

Do you see a difference?

City & Industry tell you what about your prospect?

Should I arrive early or on time?

Power of Dress

Purple ties

Purple implies wealth, quality, fantasy and creativity. Works well with blue suits.

Many businessmen, royal family wear purple. Example Prince William, Duke of

Cambridge and Former Prime Minister Gordon Brown.

Power of Dress

Green & Gold

Gold ties are associated with value, luxury, and prestige. It reflects

wisdom, beauty and generosity. Many in the Accounting and Finance

world use it. Economist Tom Bernanke chair of the Federal Reserve.

Green Ties are associated with nature, health, and healing

Power of Dress

Red Ties

Red is a physical color which calls for action. Its high energy and draws

attention to itself and demands to be noticed. Warren Buffett and former

Gov. and 2012 Republican Pres. nominee Mitt Romney use red ties, to

induce “leadership”.

Power of Dress for Women

Natural Colors

Christine Lagarde, Managing Director of the IMF does a great job

implementing the use of natural warm open colors when meeting

new people.

Power of Dress for Women

Natural Colors

Christine

Lagarde, does

a great job

wearing black

with red. The

most suitable

color for her

everyday suit

is a dark

midnight blue.

Great Books to Read

The Relationship Edge: The Key to Strategic Influences & Selling Success by Jerry Acuff

How to Talk to Anyone: 92 Little tricks for Big Success Relationships By Leil Lowndes

How to Make People Like You in 90 seconds by Nicholas Boothman

What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro

Louder Than Words: Take Your Career from Avg. to Exceptional with the Hidden Power of Nonverbal Intelligence By Joe Navarro

The Silent Language of Leaders: How Body Language Can Help-or Hurt– How you Lead by Carol Goman Ph. D

blacktieguide.com

Final 3 Questions

1) Should you wear a new suit to when

meeting a new prospect? Why?

2) What color of suit would be the best option

to wear when presenting to a group of

potential donors?

3) Can you name the 7 Main Network Circles

you already have? In no particular order. Hint

(Family, Business,5 more+)

Thank you

I want to thank the University of California, Washington Center, David Burns, Jill Reyes, Kimberly Young, and Matt Dalton for inviting me to speak to you today.

Should you have any questions, comments or suggestions please feel free to contact me at

[email protected]

By Raphael Magana