Richard A. Lindsey, CPA

Lindsey & Waldo, LLC – Certified Public Accountants

  • May 24

    They played baseball together for ten years, and it happened so often, Franklin P. Adams, a New York Evening Mail columnist, wrote an eight-line poem about it. Originally published under the title “That Double Play Again,” it is better known as “Baseball’s Sad Lexicon,” or simply as “Tinkers to Evers to Chance.”

    These are the saddest of all possible words:
    “Tinkers to Evers to Chance.”
    Trio of bear cubs, and fleeter than birds,
    Tinker and Evers and Chance.
    Ruthlessly picking our gonfalon bubble,
    Making a Giant hit into a double—
    Words that are heavy with nothing but trouble:
    “Tinkers to Evers to Chance.”

    A little background: Back when the Chicago Cubs were a dynasty they won the National League pennants in 1906, ’07, ’08, and ’10 and the World Series in 1907 and ’08. Anchoring their infield were shortstop Joe Tinker, second baseman Johnny Evers, and first baseman Frank Chance -the best
    double play combination of the day.

    Adams considered the poem a throwaway when he wrote it. He simply wanted to get out to the ballpark and watch the game. But those three may still be the best known Cubs of all time.

    But, it didn’t happen by chance. (Did you see what I did there?) It happened by teamwork. It happened because they practiced. It happened because Tinkers and Evers and Chance developed a special relationship with one another unlike most others. The same is true if you’re trying to grow your business by word-of-mouth. You can’t expect people to shout your praises and send you referrals just because you showed up at the ballpark. It takes a relationship to make it work. Referral relationships work just like other relationships work.

    Think about the relationships you have with your neighbors. How willing would they be to help you out if your car broke down? Depending on your relationship, they might each respond differently. One might outright refuse to help. Another might share the name of his favorite mechanic. Another might be willing to take you or pick you up at the garage. Still another might insist on fixing it for you at no cost. Each of your neighbors may display a different willingness to help. And naturally, your willingness to help them would probably differ as well. Even your requests for help would be dependent on your history with each of them.

    Great referrals don’t happen just because you ask. At some level of consciousness, people who are good salespeople know this. Yes, sometimes, just asking for referrals will work, but more often, asking someone with whom you haven’t yet developed a relationship, may sour them forever.

    Like a great double play combination, it may look easy, but it takes a lot of work behind the scenes to make it happen. Getting ideal referrals with strong introductions from influential people involves planning, preparation, and practice. It involves developing that special relationship.

  • Jan 20

    In the book Masters of Networking, Don Morgan asserts that there are three ways to increase the power of your network and improve its ability to help you achieve goals. Fortunately, he says, anyone can create this leverage by understanding three fundamental characteristics of human nature. However, he goes on, only those dedicated to becoming master networkers will commit to mastering the arts of friendship, generosity, and character. The person who creates this trilogy of leverage will be on the road to unlocking the full power of networks.

    Friends like to help friends. And at some point in your life, you’ve probably helped a good friend do something that you might not have enjoyed doing— painting a room, helping out with the move–just because he was your friend. You really couldn’t avoid it. If you make good friends of your networking associates, you gain the same kind of leverage.

    How do you turn networking associates into good friends? There’s nothing complicated or mysterious about it, Morgan says. Think back how you and your best friend became friends. You went places together, did things together, talked about things, and one day you realize that you have been best friends for some time without even realizing it.

    That’s what you do with your networking partners. Go places with them, do things with them, help them when they need help. Soon you’ll discover that associates have become good friends. Not all of them, of course, but the more effort you put into it, the more friends you’ll make. And the more powerful your network will be in helping you achieve goals.

    You’re at a party. You’re given several presents. You don’t have anything to give in return. How do you feel? A little less than wonderful, right? It’s human nature to want to give a gift in return.

    The same holds true in networking circles, when you give something to a networking associate- a business referral, emotional support- she’ll want to give you something in return. Perhaps you won’t get a return gift immediately. However, the more you give your networking partners, the more inclined they will be to reciprocate.

    A true gift is an unconditional gift; you give without expecting anything in return. However, usually you get something back anyway. First, you gain the satisfaction of helping a friend. Second, human nature dictates that you will get something in return. When you least expect it, you may receive a gift worth far more to you than the time and effort you expended.

    The most lasting impression others have of you is the first impression: the way you looked and behaved when they first met you. If that’s a bad impression, it may take a long time to overcome and others may be reluctant to get involved with you. A master networker understands this and puts a lot of effort into creating a good first impression by dressing and behaving appropriately at all times.

    However, your long-term image goes well beyond how you look at first glance. Equal in importance, according to Morgan, are three character attributes: responsibility, reliability, and readiness. The group needs some tasks done or problem handled, do you take responsibility? Can you be counted on to come through when the need arises? Are you quick to volunteer your services?

    Above and beyond the first visual impression you make, your responsibility for, reliability within, and readiness to participate in group activities become the most important aspects of your image in the long run. If the group sees you as an asset by virtue of your character, individuals in the group will trust you, rely on you, and enjoy associating with you. And they will feel more comfortable referring their friends and associates to you— and your business.

    In the end, this trilogy of networking leverage comes down to an old principle, known in some parts of the world as the “Golden Rule”. In BNI we just phrase it a little differently: “Givers Gain.”

    To find a BNI chapter near you, visit BNI.com.

  • Apr 15

    There seem to be certain misconceptions about the networking process. Some would-be networkers use a spray and pray approach. They show up at a networking event, like a chamber function or a BNI meeting, talk to as many people they can, shove their business card in the prospect’s hand, and move on to the next one, never pausing long enough to actually learn anything about the person they’ve just met.

    That unlucky prospect has likely dismissed that “networker” as someone only interested in themselves and are therefore unlikely to do business together.

    Others feel networking is just a waste of time and don’t get out there at all. Perhaps they feel: “If I do a good job for people, they will naturally tell others about me.” If this was true you can only imagine the amount of business referrals you would have. What is true is that the only way you’re going to really kick in word-of-mouth referral marketing is to far exceed your customers’ expectations. In the book, Masters of Networking, Ron Sukenick calls it going into legendary status, with the people you do business with. Remember the story where a lady returns a set of automobile tires to the famed Nordstrom department store and requests a full refund? Within minutes, the cashier returns her money, thanks her for the visit, and the customer walks out satisfied. If you’re asking what’s so legendary about that, the answer is Nordstrom doesn’t sell tires and never has. You see the point is, if you want people to talk about you, you have to far exceed their expectations. I’m sure you’ll agree that Nordstrom did just that.

    So, let’s also address the myth that networking just takes too much time and energy. If you include it as a part of your marketing strategy, it isn’t. Networking is not a place you’re going to, but a place you’re coming from. Sukenick describes it like this: Instead of walking up to the fireplace and getting warm, think of yourself as coming from being in the fire. By doing this, you’ll bring your whole self to the meeting and people will be impressed with your presence. Don’t confuse it with something you have to do as drudgery or something you must spend a lot of time preparing for. Just have it be a part of everything you already do. Remember, it’s a process for developing and maintaining relationships and it’s a passion that one develops from the work they do.

    So, don’t just think of networking as something you do sometimes and some places, but instead as something that you can do with ease all the time and everywhere.

    If you’re interested in developing relationships with referral sources as opposed to just handing out business cards, come, be my guest at a BNI meeting. We meet every Wednesday morning at the Church of the Redeemer, located at 1100 Cody Road S. in Mobile, at 7:30 AM. Give me a heads up you plan to come and I guarantee a warm welcome.

  • May 3

    If you want to succeed in your business, whether that’s a part-time Mary Kay gig or a multi-company empire, then meeting people who’ve already succeeded before you is going to be a huge help. In fact, this could be the sole difference between success and failure. But how do you network locally and at seminars? Learn from my mistakes… and from many years of watching these groups work. Of course, these tips hold true for online networking as well.

    I think it was renowned author and speaker Bob Burg, who said: “All things being equal, people will do business with and refer business to, those people they know, like and trust.” All things not being equal, people still prefer to do business with people they like.

    If you want someone to share with you their success stories for building their business, then step number one is to build a friendship with them. Get to know them personally, and allow them to get to know you. Show a little vulnerability, as well as curiosity and interest toward them.

    Once you have a relationship, then talk business.