Networking Like a Pro Review
Networking Like a Pro by Ivan Misner and Brian Hilliard translates decades of BNI-style practice into a repeatable system: clear goals, targeted groups, value-first conversations, and disciplined follow-up. It’s process over charisma.
Overview
The book covers choosing the right events and groups, crafting a concise pitch, building referral partnerships, tracking activity, and converting contacts into measurable pipeline.
Summary
Misner and Hilliard advocate structured habits: a weekly contact schedule, one-to-ones to uncover needs, give-to-get referrals, and simple CRM tracking. They define roles (visitors, contacts, prospects, partners) and move people through stages with intentional asks.
Authors
Ivan Misner (BNI founder) and Brian Hilliard write as operators: tactical, metric-minded, and grounded in small-business realities.
Key Themes
Consistency beats intensity; specificity of ask; reciprocity as engine; measure activity and outcomes.
Strengths and Weaknesses
Strengths: clear frameworks, templates, and KPI mindset. Weaknesses: heavy BNI flavor and less depth on digital channels or enterprise sales.
Target Audience
Small-business owners, consultants, and sales pros who need a reliable, trackable networking system.
Favorite Ideas
Tiering relationships; scheduled one-to-ones; referral tracking with simple dashboards.
Takeaways
Run networking like a program: pick arenas, set cadence, give value, and track conversions. Discipline compounds.
