Broadli

Use Broadli to sort your LinkedIn connections, uncover your trusted network and then activate that network to push forward the projects that matter most to you.

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Networking lessons from West Elm

In this blog you'll see us quoting lots of experts on the science of networks and network analysis. To be honest, we didn't expect to be quoting retailers. However, the folks at West Elm have made converts of us.

As a result of their recent reinvention effort, they are trying to be more like the old-fashioned general store that acted like the hub of a community. This means knowing what's going on in town and helping connect people to people, events and places:

"We talk about being the connector for like-minded strangers," says Abigail Jacobs, West Elm's VP of brand marketing. "Most people have an affinity to a person who's constantly introducing them to new things: She's always got something interesting going on or she's sending me a new article or telling me about an app she downloaded. That's the kind of friend we want to be." Once that personal relationship is forged between a customer and a shopkeeper, "it doesn't take much for them to say, 'Sally at [a West Elm store] always has the answers, let me call her,' " says West Elm's northeast district manager, Billy Kissel. In theory, that customer will then also give her a buzz when it's time to buy that new dining table.

People appreciate introductions to other people and useful information. And they really appreciate the person who takes the trouble to make the introduction. If you want to have a truly effective network, start providing introductions. It will translate into relationships of value.

And isn't that the whole point of networking?

[Photo credit: Elliott Brown]

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Close triangles for better networking

Old-style networking is about reaching as many people as you can. However, that approach can lead to superficial connections that rarely satisfy either party involved.

A far better approach to networking is to find ways to close triangles. What does this mean? It means introducing people who may normally be in completely different networks, but who can be helpful to each other. You know this because you bridge their separate networks and know each of them. Your act of introducing them creates a "closed triangle" in which there are now direct lines connecting each of the three of you to the other. 

In her blog post on triangle closing, Beth Kanter provided an example in which she realized that one of her connections, Vicki Davis, could help another of her connections, Charlene Li. These two women did not know each other. The person they had in common was Beth.

Beth Kanter gave credit for the triangle closing concept to network expert June Holley and then went on to report a refinement to the technique recommended by another noted network expert, Valdis Krebs: 

Explaining the value of the triangle you are closing eases the path for these two strangers to get to know each other. They will connect based on their willingness to trust you and your explanation of the value in their potential relationship.

Now in this instance, Beth used Twitter to close a triangle. That made sense since Twitter was where she learned of the need for this particular intro. We've created Broadli as a platform for triangle closing. We're all about introducing people in two different networks to each other so that they can help each other move their personal missions forward. In the process, all three people in the triangle affirm their value of each other and deepen their relationships with each other.

Closing those triangles is key to effective networking.

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To be an effective networker, we can't directly pursue the benefits of networks, or focus on what we can get from our networks. The best prescription is to take [ourselves] out of the equation, focusing on how we can contribute to others. In practice, `using' social capital means putting our networks into action and service for others. The great paradox is that by contributing to others, you are helped in return, often far in excess of what anyone would expect or predict.

Wayne Baker, Achieving Success Through Social Capital: Tapping the Hidden Resources in Your Personal and Business Networks (Jossey-Bass, 2000), pp. 23-24.

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How to network when networking is broken

The feeling of dread in the pit of your stomach every time you think about networking should be a clue -- something about how we were taught to network isn't working. Catherine Berman (Sr. Vice President, Entrepreneur Programs at Astia) will tell you that this is because traditional networking is broken. 

Here's a traditional networking scenario: you go to an event, armed with your business cards and a personal agenda. At the top of your agenda may be finding a new job or connecting with a sales prospect. When you arrive, you try to scan the room to find the best person to talk to, but give up and talk to the person standing next to you. Next, you begin what Catherine refers to as "this awkward dance of qualifying questions to figure out if you can meet each other's agenda." If the answers to the questions are good, you exchange business cards. Otherwise, you excuse yourself and make a beeline for the the bar. Sound familiar?

You know this is sub-optimal. Here's why Catherine Berman thinks it's broken:

It takes a ton of effort and yet the individual meetings (and outcomes) are largely random.

It's highly transactional, but this isn't how most of us like to interact. We are hardwired for connection rather than transaction: we want to be seen and heard; we want a sense of connection; we want a sense of belonging. So operating in a transactional mode when we meet people feels "unnatural, uncomfortable and inauthentic."

It requires consistent follow-up, but not many of us are good at that.

Even if you follow-up, how do you really know if the other person has the interest or time to help you further your agenda?

So how do you network when traditional networking is broken? Catherine's solution is to turn networking on its head: Focus on creating trusted relationships rather than winning transactional interactions.

Here's how she suggests you build trust trusted relationships:

Before an event, do your homework and identify the five people you would really like to meet. This lets you avoid the "awkward dance" since you've essentially prequalified them.

When you meet someone, don't focus on your own wants and needs. Focus instead on understanding their passions and how you might help them achieve their wants and needs.

When you follow-up, keep the focus on them and keep it human.

If you are a regular reader of this blog, you'll know that Catherine's focus on trusted relationships is 100% in sync with Broadli's approach to networking. We think that when you invest in relationships and keep it human, you unleash connected networks with enormous power and potential to make a difference.

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Four networking habits your contacts hate

In Networking for Dummies: 4 Habits Your Contacts Hate, Maya Townsend explains some networking behaviors that can kill your networking efforts:

You're not really there -- you can't focus on the person you're with because you're too busy looking for the next prospect.

You put off networking until it's too late -- networking is an obvious activity when you're job hunting. Unfortunately, your network will be less productive then unless you have stayed in touch with folks while you've been gainfully employed.

You network only with people like you -- when you lack diversity in your network, you cut yourself off from potentially valuable information and insights that can "fill your blind spots."

You're too busy to follow-up -- Making initial contact and getting a business card are just the first steps. To turn your new acquaintance into a valuable part of your network, you need to follow-up by engaging with them regarding something that matters to them.

The first bad habit is a mixture of poor manners and a lack of understanding of the best way of conducting yourself in a typical networking situation. You can solve this one with a little empathy and some planning. Townsend suggests that you focus entirely on each person you meet and then, unless you are enjoying the conversation, move on after five minutes.

The other three bad habits arise in large part because networking is WORK. It takes intention and effort over a period of time. Unfortunately, too many of us cannot muster the necessary energy to do this work in a consistent fashion. This is where it helps to have a strategy that allows you to engage with your network regularly without hijacking your day.

Our strategy is an app called Broadli* that gives you insight into the projects and questions that matter to the people in your network. Better still, it gives you a quick and efficient way to do something for them that will help deepen your relationship and move you from a mere contact to a trusted network connection.

Networking is WORK. But is doesn't need to be impossible. Let Broadli help.

(*Broadli currently is optimized for iPhone 5. We're working on other devices.)

[Image source: Samantha Ealy] 

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How to become a Super-Connector

Great tips from Scott Gerber, founder of the Young Entrepreneur Council, Dave Kerpen, CEO of Likeable Media, and Martina Welke, co-founder of Zealyst:

Do things for others before yourself.

Access is everything. (Figure out how you can own something (e.g., access to the right people) and then maximize what you own to help others achieve their goals.)

Meet, connect and repeat. (The more you can connect people who can help one another, the more you will be seen as a super-connector.)

Make introductions others dream about. When you meet people, ask them "who are the two or three people you'd most like to meet you could help you in your business?" Then connect the dots to deliver those introductions.

Look for opportunities to help other entrepreneurs without an agenda. Set a goal for weekly intros and share resources.

Source: Ask Gerber via Inc.

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Come on, get happy!

The pursuit of happiness was a right recognized by the founding fathers of the United States in the Declaration of Independence. But they were not the first ones to understand that people want to be left in peace to find and do the things that make them happy. The problem is that not all of us really understand what makes a person happy. Some would say wealth, others would say possessions. However, research has shown us that neither of those actually guarantee happiness.

So what works better?

Even around the time of the Declaration of Independence, people understood that happiness was not about selfishness. In fact Adam Ferguson wisely noted that when we do a kindness for someone else we feel happy.

Fast forward several centuries and we discover through research that giving is good for you.  Among other things, giving triggers a chemical reaction in the body of the giver:

Giving has also been linked to the release of oxytocin, a hormone (also released during sex and breast feeding) that induces feelings of warmth, euphoria, and connection to others. In laboratory studies, Paul Zak, the director of the Center for Neuroeconomics Studies at Claremont Graduate University, has found that a dose of oxytocin will cause people to give more generously and to feel more empathy towards others, with symptoms lasting up to two hours. And those people on an "oxytocin high" can potentially jumpstart a virtuous circle, where one person's generous behavior triggers another's, says Zak.

So if you're serious about your pursuit of happiness, do something nice for someone else. Try doing a five-minute favor. Pay it forward. Help someone accomplish their mission on Broadli.

Come on, get happy!

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Mindshare will open doors for you

Michael Simmons writes about authentic relationship building for Forbes, and we've discovered that a lot of what he has to say resonates with the Broadli team. In The #1 Relationship Building Habit You Should Do Daily, he shares insights on network relationship management from Patrick Ewers. Simmons describes Ewers as "one of Silicon Valley's top relationship management experts and coaches."

According to Simmons and Ewers, too many of us have been ignoring the value hidden in our personal networks and, as a result, are missing great opportunities. To have access to these opportunities you must have what Ewers calls "Mindshare." This means that you are top of mind for the people in your network who are most likely to find key opportunities and then pass them on to you because they thought of you.

So if Mindshare is the goal, how do you achieve it? Here is Patrick Ewers' advice:

The only way we can increase the serendipity is by increasing the number of interactions with our network that people perceive as valuable, meaningful, and relevant. Mindshare is something you have control over. It is a choice. It is a skill set that comes with best practices that you can choose to learn and then systematically deploy. Staying top of mind has a direct correlation to the number of opportunities you get from your network. [emphasis added]

So how does this translate into how you live your life?

"Patrick simply recommends reaching out to one legend* per business day that you would not have been in touch with otherwise with something that is valuable, relevant, and meaningful ...."

(*Patrick Ewers' approach involves categorizing your contacts as legends, champions, stars and players.)

If you're using the Broadli app -- and we hope you are! -- this advice would apply to the folks in your "Inspired" category. They are the ones with whom you should systematically stay in touch by helping them with their missions.

Everyone appreciates receiving something that is valuable, relevant and meaningful. We created Broadli prexactly for this purpose. It simplifies the process of making key introductions that help your Inspired contacts accomplish great things in their lives. And as you help them, you gain MIndshare. That will open doors for you.

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Moving beyond connections to true friendships

In The Curse of the Connector, Lane Wood writes about being "part of an inter-connected, pseudo-incestuous group of `influencers.'" These influencers seem to be connected to everyone, but Wood classifies their relationships as friend-like rather than true friendships. And he finds them ultimately unfulfilling. This is because they never move beyond mere connection to real friend:

The world needs more friends. More specifically, the world desperately needs more "connections" to become true friendships.

We launched Broadli to help you transform your connections into real relationships. By making it easier to know each other's key concerns and help each other over hurdles, Broadli gives you a way to invest in those relationships. Over time, these investments can yield a deep friendship.

Our approach syncs up nicely with Lane Wood's conclusions:

Proximity (both physical or virtual) can give the illusion of intimacy. If we're not careful, we forget what it really means to give and receive true friendship and opt for just being friendly.

Maybe it’s time to be honest with ourselves about the quality of our relationships, to truly identify the real friends in our lives and invest deeply in them. After so many parties, trips, conferences and dinners, maybe it’s time to build a true community, not just a network of endless connections that feeds our collective ego.

Let Broadli help you build a true community of friends by helping you invest in the relationships that matter to you.

[Photo Credit: Duncan Hull]

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No strings attached

Life can seem very transactional at times. Some of us worry about getting ripped off or taken advantage of so we want to know upfront the terms of every deal. Others of us want to be sure that we maintain a sense of fairness in our relationships so we keep tabs on whose turn it is to buy a round of drinks, invite us over for dinner, or take out the trash.

Many of us have been taught to be what Adam M. Grant calls "matchers" -- people who try to keep a balance in the giving and taking within a relationship. In fact, this behavior can seem supremely rational. After all, why wouldn't you want to hang out with folks who don't take advantage of you?

Yet, there is an alternative approach. Dave Kerpen (CEO, Likeable Local) calls it: Show Your Friendship First. This alternative approach encourages you to start by giving, not taking. Here's how he describes it:

[W]hen you want something from someone, give them something instead, with no strings attached or expectations. Ask how you can be of service. Act like a true friend, even before you've established a friendship. Are you guaranteed to be able to leverage this later? Absolutely not. But that's not the point; the point is that when you act unselfishly; when you behave as you would to a great friend; trustworthy and trusting, respectful and kind; then more often than not, good things will come in the relationship.

Here at Broadli, we want to make it easy for you to experience this alternative approach. Our app helps you help others -- with no strings attached. We agree with Dave Kerpen and Adam Grant that this is the better approach. Not because it necessarily leads to short-term benefit, but because in the long-term it makes all who try it better people and it makes the world a better place.

Try living with no strings attached.

[Photo Credit: Stuart B]

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How do you show you care?

How do you celebrate Valentine's Day? With cards, flowers, chocolates? While the Broadli Team would never turn down any of the above (especially the chocolate!), we'd encourage you to show you care in a more lasting way by helping someone in your trusted network solve a problem, jump over a hurdle, or otherwise push forward a mission that matters to them.

Broadli exists to make it easier for you to extend a helping hand. Broadli exists to help you turn your personal and professional networks into networks of generosity.

Sometimes the five-minute favor you do can completely transform another person's life for the better. Wouldn't that be a great way to celebrate Valentine's Day?

[Photo Credit: `heart in a double espresso' photo (c)2007, Dan Lacher]

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How should I sort my connections?

When you open the Broadli app, you'll see a fun (and slightly addictive) game that allows you to sort your LinkedIn connections into the following four categories:

Inspired: These are the folks in your trusted network, the people you'd gladly do a favor for.

Want to Know: These folks aren't in your inner circle. But since you'd like to know them better, you'll help them if you can.

Don't Know: You don't really know these folks and just don't have the bandwidth to develop a relationship.

Dormant: These may be great people, but they aren't part of your life right now.  

DON'T WORRY -- This sorting game is private. Broadli doesn't send alerts or announcements about it to your contacts.

As we've said before, don't agonize over categorizing, just trust your instincts. And if you should have second thoughts, go to the My Network screen. You'll easily be able to drag folks from one category to another there.

When you're thinking about the categories, be aware that this is just a snapshot of your network and your connections at this time. As your life, priorities and missions change, you'll change your approach to the categories. And that's perfectly fine.

Please let the Broadli team know if you have have any questions or need further assistance with this.

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Mission possible!

Your mission, should you choose to accept it, is to create a mission (or three) on Broadli.

What's a mission?

A mission is a near-term project you're working on. Think of it as something you're doing now (or very soon) for which you need someone with a certain expertise, skill set or experience. How do you find this person? You add your mission to Broadli, explaining the type of person you need an introduction to, and then let your trusted network locate that person and provide the introduction.

Does a mission need to be major?

Not at all! It's wonderful if you're on a mission to end world hunger -- and if there's a way Broadli can help, please let us know -- but for most of us, our missions are a bit smaller in scale:

I'm moving to a new town and would like advice from someone who knows it

I'd like to hire a fluent Russian speaker with call center experience

I'm looking for a running partner

I'm interested in shifting into the design world and would love to do an information interview with someone who has experience in the area

I'm trying to decide between two different graduate programs and would welcome advice from someone who has faced a similar decision

I need a new dentist in Boulder

What happens to my mission?

Once you've entered a mission, it will show up on your My Missions screen and on the My Impact screens of the people in your trusted network. (So if your boss is in your trusted network, she will see that your current mission is to find a better job!) Then those folks increase their Impact by introducing you to the person that could be the answer to your prayers. Once you receive a recommendation, you have a choice about accepting it. If you do accept the recommendation, Broadli will help you connect to the recommended person.

Where to begin?

It all starts with your mission. So add a mission (or three) today and put your network to work.

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Best networking advice - from Dave Delaney

In a recent edition of Owner Magazine, Dave Delaney gave his Best Networking Advice:

My best networking advice is to be honest and build your network before you need it. This means you need to tend to the people around you on a daily basis. Find ways to help them first, way before you ever ask for anything in return. Networking is a two-way street.

Not only does genuinely helping people grow your network, it makes you a respected, good person. Just look at the guy who started this magazine for inspiration. Help people first, folks.

But how do you tend to the people in your network if you don't know what they want or need? That's where Broadli comes in. When a person in your trusted network posts a mission on Broadli, you'll know it. And, you'll have an opportunity to help by introducing them to someone else in your network who can provide the requested assistance.

It all starts by going to the My Impact screen on Broadli to see what missions the members of your trusted network have posted. Then take a minute to make an introduction that could change everything for the better.

That's all.

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Do you know who you know?

We love LinkedIn. As LinkedIn has made it easier to connect with people, we've all been amassing tons of connections there. The problem is that it's hard enough to keep track of your connections when you have 150 or fewer. If you have 500, 1000 or 5000 connections, how do you know who you know?

This is where Broadli can help. When you first download the app, it will import your LinkedIn connections and then give you a chance to play a sorting game. In that sorting game, you can quickly drag each of your connections into one of four categories:

Inspired

Want to Know

Don't Know

Dormant

As you sort, you'll be reminded of the people you know (or don't know so well). And you'll uncover your trusted network.

The key is to do this sorting quickly. Trust your instincts.

And don't worry. If your finger slips and you accidentally drag someone into the wrong category, you can always move them to the correct place from the "My Network" screen.

As your life changes and your missions change, you may find that people that you once viewed as Dormant or that you didn't know have now become top of mind for you. When that happens, simply go to the My Network screen and shift them to the right category.

Broadli can change to reflect the changes in your life and priorities. And throughout the process, Broadli can make it easier for you to know who you know.

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What's the point of Broadli?

We believe networking for reasons of ambition alone is a thing of the past. As Adam Grant demonstrated in Give and Take, when you operate solely for personal gain, you actually limit your potential and make the world a poorer place. However, when you act with generosity, you inspire generous behavior on the part of others and collectively help to make the pie bigger for everyone.

The new networking is intentionally generous. It’s supporting people without regard to what you might get in return. It’s supporting people to help them achieve their dreams because, when they do, you get to feel the win yourself. It’s supporting people because you care about them and want to make a difference.

Broadli makes it easier for people to be generous with their networks and with their help. And we think this sort of generous behavior can take us -- all of us -- big steps forward.

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Make your network work

Broadli helps you make your network work.

Sort your LinkedIn network to uncover your trusted network, and see ways you can help (and be helped by) the people that matter most to you. Sort Your Connections: A fun and easy way to make sense of who you really are connected with: who inspires you, who you want to know, who you don’t know, and those people you haven't connected with in a while. Help Your Network: See who in your network needs help with a mission and connect them to people in your network who might be able to help move those missions forward. Get Help from Your Network: for the things you want to accomplish. What do you need to move forward in your life? You don’t have to broadcast it widely; Broadli engages your trusted network to help you. Why Broadli rocks:  Broadli uses a unique system to enable trusted introductions that can help you accomplish your life missions: • Sort/Filter your network to connect with people who really matter to you • Add missions and have your network recommend people who can help • Introduce people, increase your impact score to get points and rewards • Get notified when you receive a recommendation for your mission • Eliminate noise and see the people in your network that really matter

Download Broadli for iPhone 5 to Make Your Network WORK!