Who is Coach Papa• Born March 29th, 1955 on a farm in Sutherland, NE• I was on a State Champion Football team in 1969• I was a State Champion in Track in back to back years, 1972-73• I joined the army in 1973 and retired in 1998• I met my wife on May 6th, 1974• Married while on active duty on April 11th, 1975• Dawn was born March 5th, 1976• Shawn was born October 22nd, 1980• Brandon was born July 14th, 1982

I married April on April 11th, 1975

I was raised on a farm in Sutherland, NE. where I graduated 5th in my high school class but did not make the top 30%.We raised chickens, cows and hogs. We planted corn and alfalfa and a few soy beans.

Education

What Have I done to pay the bills?

I have– • delivered the Tribune – • Pumped Gas for J&L Gas Stations• Sold Filter Queen Vacuum cleaners door to door – • Heat Treated Drill Bits for Precision Twist• Security for Pinkerton• Demolished Buildings

• I have –• Worked for a plumber• Was an electrician for ten years• Moved into Industrial management as a Maintenance Supervisor• Became a Production Supervisor/OSHA Safety Coordinator• Became a Plant manager• Total time in Industrial Management 25 years• On September 10th, 2001, I left management to become

• A Financial Representative for Edward Jones• Then, moved into the Banking Channel with First Midwest Bank• In 2007, I left the financial world to write a novel and start a speaking

career.• During all the positions above, I was a scholastic coach at the middle

school and high school levels coaching Basketball, Soccer, Cross Country, Track and Field. I am nationally licensed soccer coach and a certified referee. • I also founded the feeder basketball programs in Johnsburg and

McHenry and coached private league baseball, softball, soccer, and volleyball.

Publishing• I published my first book in 1995 – • A book of poetry titled

“I Owe it to My Friend”• 2008 – “Positive Force”• 2010 – Co-Author on “The Art of Grandparenting”• 2016 – “A Guy Named Frank”

Networking 2:87By Tim ‘Coach Papa’ Stewart

Networking 2:87• Today’s Agenda• Have Fun• Think outside of your favorite geometric shape• We are going to breakdown networking in to itty bitty pieces• We are going to examine each of the itty bitty pieces

• Preparing for networking events – 5 W’s and H• Developing your infomercial from 24/7 to 30/60 seconds• How to enter a networking situation• How to act at a networking situation• How to become wildly profitable from a networking situation• How to convince your spouse that this is really work

• We are going to put the itty bitty pieces back together

Defining 2:87 Networking• 2% of the people in any room you walk into need what you do right

now• At least, they know they need what you do right now.

• 87% of the people in that same room know someone who needs what you do right now.

When you understand these numbers, you can be more relaxed and you will be more fun, which will attract more people and will bring you more success, which will make you even more relaxed and you will be even more fun to be around which will attract even more people and bring you even more success which will ----------

Test - How many of you in this room right now need a life coach?

Please hand me your business cards Test – How many of you in this room know someone who needs a life coach?

Please hand my your business cards

Why Did the Chicken Cross the Road?• To Get to the other side• To prove the raccoon and skunk that it could be done• To boldly go where no chicken has gone before• Because it could not resist the power of the dark side• The truth is, the chicken crossed the road because it didn’t really stop

and think it through. • Many of us approach networking situations in much the same way.• We have this misguided belief that if we just show up, someone will notice us

Just Take Two and Think it Through• What do you think about?• Who is going to be there• What do I wear• When is the event• Where is the event• Why am I going to this event• How am I going to act at this event

Who is Going to be at the Event?• Who Cares • Just kidding

• Or, am I?

• Will there be someone from your target market at this event?• It doesn’t matter if someone from your target market is there or not!• What does matter is that there is someone one there who knows someone who is in your

target market!• 2:87 Networking says that 87% of the people in the room know someone who needs what

you do right now – • 87% of the people in the room know someone in your target market

• So, Who Cares• (Within reason – Common Sense applies)

What Do I Wear?Clothes would be a good startIs it formal, or business casual?Do you have branded clothingHave you been complimented on a certain color or type of clothingIs there a contest based on a recent holiday or themeIf you are not a fashion guru, have one in your lifeTake two minutes and think about what you are going to wear

When is the event• In the morning• In the evening• At lunch time• Show up early• Stay late• Be on time• At some events, it may even cost you to be late• Take two and think it through and plan accordingly

Where is the event• At a bank• At an office• At a local restaurant• At a chamber office• Try to schedule an appointment or two in the area to be more

efficient• Take two and think through where you are going

Why am I going to this event?• Am I going so I can get some referrals• Am I going so I can give some referrals• Am I going because they serve free alcohol• Am I going because they serve free food• Am I going to support a friend who is speaking• Take two and think it through, knowing why you are going will help

you answer all of your other questions

How am I going to act at the event?• This is a very important question• Thinking about it before you go in could make all the difference in you

having a great event• Some people are natural introverts and are not comfortable in

networking settings• Some people are natural extroverts and need to dial it down• Take two and think it through will make all the difference in the

outcome of the event

Developing your Infomercial• What do the people you are meeting for the first time want to know

about you?• Your Name• What you do• What set’s you apart from your competition• And---

Why they should sit down with you• When someone makes you laugh, you want to sit down with them• When someone makes you sit up and take notice – You want to sit

down with them• When someone makes you feel appreciated, you want to sit down

with them• When someone has something you, or someone you know, wants, or

needs, you want to sit down with them• When someone needs something you, or someone you know, has,

you want to sit down with them• (Remember, you are in someone else’s 87%)

So--• Make people laugh- be fun to be around – • Make people sit up and take notice –• Make people feel appreciated-• Ask questions about what people do• When they ask you, give just enough to pique their interest• Have a mental list going of who in your world needs what

Entering a Networking Event• Walk in slowly and observe • Is there someone people seem to be standing in line to talk to?• Is there someone standing all by themselves?• Is there someone who makes people laugh?• Is there someone who makes you take notice?• Is there someone who knows someone who needs what you do?• Is there someone you can assist with something?

How to Act at a Networking Event• It is okay to have a snack, but don’t make it a meal unless it is a sit

down meal type event• It is okay to have a recreational inebriating beverage, but don’t make it

a party• You are here to get to know someone you don’t, so, don’t hang with

your buddies• If you hit it off with someone, set an appointment on the spot, don’t

have their people call your people• Know ahead of time how many appointments you want to set at each

meeting, then work for that number. But, don’t force it.

How to Become Wildly Profitable from a Networking Event• This is the thing that makes or breaks every networking event• This is the thing that everyone knows they must do, but only the

wildly successful do it well• This is the thing, that if done properly, will grow your business at an

unstoppable pace• This is the one thing that I am not going to tell you unless you sit

down for a one and one appointment with me• Just Kidding

The Fortune is in the Follow UP!• Why don’t people follow up?

The Prom Date

The Psychic

The Narcissist

The Squirrel

The Hamster Wheel

The Sales-a-phobic

Gullible Gertrude

The Fortune is in the Follow UP!• What could happen if you do follow up?• You may get a quality referral or two• You may get a new client or customer• You may make some $$$$$$• At the very least, you might make a new friend

• JUST DO IT!

How to Make Your Spouse Think this is Really WorkBecome

Wildly

Profitable!

And, Bring home a Bag of Marbles

Moral #3 – When you bring a pearl home to Mama, Mama is happy, and when Mama is happy, nothing else matters.

Moral #1 – Your life is full of pearls.Moral #2 – Focus on the positive.

Summary• I have done a lot of things in my life, but at my core, • I AM A COACH• Networking is about meeting people, not making sales• Sales come in follow up appointments• 2% of the people in any room need what you do right now• 87% of the people in that same room know someone who needs what

you do right now• Stop selling and start networking• Become Wildly Profitable!

• Now, get off the bench and get back in the GAME!• I• Am• Coach Papa• And• I do approve this message!

COACH PAPA•Tim Stewart• (409) 223-PAPA•E-Mail tim@coachpapa.com•Web Site http://coachpapa.com•Linkedin http://linkedin.com/in/coachpapa•Facebook http://facebook.com/coachpapa