Stranger in the room
I was a stranger in the room last week for the first time in many years. I know that’s something many of you face on a regular basis, so perhaps my experience might prove helpful to you.

Dominic Lamberti, Padgett Business Services, treasurer of the Business Referral Group, welcomes potential members Natasha Bravo, occupational therapist, left, and Onelia Collazo Mendive, Coral Gables Gazette, to the after-hours BRG event.

In the beginning, I was having a hard time deciding last week between two conflicting after-hours events: the Chamber South event at On The Border Mexican Grill & Cantina, or the Business Referral Group party at Anacapri on Ponce, to introduce potential new members to the organization. I heard afterwards that both were well-attended, but I ended up going to neither.
Instead, I spent the week at our vacation home in Ocala, where we ultimately will retire. I noticed that the local chamber there, the Ocala/Marion County Chamber of Commerce, was having an after-hours event, so I decided to go. Why not? Maybe I will do some business after I move, but even if I decide to really retire and not have a business there, networking is also great for meeting the business community and finding all of the services I will need.
It was a good opportunity to practice the basic networking skills. I go to so many events in Miami that I always know many people. Even when I go to a group for the first time, I can always count on knowing a couple of people from elsewhere.
It has been a long time since I’ve been a stranger in the room. As you know, it’s never a comfortable experience. But if you follow the networking basics, you will do OK.
The event was at the Golden Ocala Golf & Equestrian Club, which was just as nice as it sounds. I drove to the guard gate and said: “Is the chamber event here?” and he replied: “Yes, the clubhouse is a mile down that road.”
The place was packed! Easily 300 people. Wow! Overwhelming! Where do you begin?
I saw a woman with a green ribbon on her name tag. “You look important,” I said, and that began a conversation with Heidi Meeks, vice president of Compass Bank. Turns out she is an ambassador, there to greet newcomers. Also, Dennis Pfeiffer of Orkin Pest Control was greeting newcomers at the door, and proved very helpful during my visit.
In all, during the two hours, I met several real estate agents and bankers, a computer repair person, two house cleaning services, the owner of a comedy club, a financial advisor, the sales manager for Dale Carnegie and someone who operates a high-end limo service. I got invited to join several other networking groups and the chamber’s marketing committee. Not a bad start.
If you want to be successful at networking in a room where you know nobody, follow tried-and-true guidelines. Bring plenty of business cards, develop your 30-second commercial, and be assertive. Have the courage to insert yourself into conversations. All these people know each other, and you can spend the whole event alone in a corner if you don’t step up.
One easy trick: “Is this the end of the drink line?” That starts a conversation, and you have a few minutes to chat while the line waits its turn. You can do that several times.
Another suggestion: Get people talking about themselves. Have a couple of conversation starters. For me, at this event, they were: “I really like this community. How long have you been here?” and “What’s the economy like here? How is your business doing in this downturn?” Then you just have to listen.
Best to know someone who will take charge of you at the event and introduce you around the room, but you will do just fine even if you are all alone.
Chamber group wants more education

Among those attending the Business Skills Workshop reunion at Chamber South were, from left, TK Heatley, First National Bank of South Miami; Larry Barditch, Aqua Marketing; Sara Granzotti, Health Pure & Simple; Ed Gorin, and Adam Ruff, Falconwind Consulting.

There will be no leads group within Chamber South, at least for now.
Participants in the “reunion” meeting of last year’s Business Skills Workshops instead decided that they want more practical education – lots of it – and the group turned into a committee that will plan for this in the future. Adam Ruff of Falconwind Consulting and the Small Business Committee will take the lead on this.
I was surprised by the outcome, since I thought a leads group within the Chamber would make sense. A leads group is a small group, usually one person per industry, that meets frequently (usually weekly), with members taking turns talking about their businesses. It’s an intense networking experience, different from the usual Chamber “large group” networking, and I recommend that everyone belong to at least one big group and one small one.
A leads group within the Chamber would allow members to have both experiences at no additional cost, which would be a significant added benefit to Chamber membership. But the reunion group decided that there were enough networking groups out there, and the real need was for programs that help members improve their business skills, like the programs we did at the Chamber last fall.
Those programs focused on networking and marketing skills, and were interactive and fun. The participants stayed long after the meetings ended, bonding into sort of a leads group, which is why I thought that would be a natural next step. But the participants felt that if they just continued the educational programs, the rest would take care of itself.
So stay tuned for further developments.

BRG successfully mixes business and fun
October 4, 2007

At the installation banquet at Red Fish Grill, Kemy Michael Aznabay, AmTrust Bank, left, was sworn as the incoming president of BRG. Also pictured are immediate past president Eli Ristine of Pan Florida Realty and attorney Carlos Castillo, president-elect.

It’s that time of year when the business networking organizations install new board and officers and have parties to celebrate the occasion.
In the smaller organizations, these are family affairs where people who network together all year party with spouses and significant others. It is usually not a comfortable place for an outsider. But when the Business Referral Group invited me to join its annual installation banquet, I accepted immediately because I feel part of the family.
BRG is a leads group that meets for lunch every Tuesday at City Cellar in Coral Gables. Members are expected not only to do business with each other, but to learn about each other’s business so they can make referrals.
I interact with many networking groups, and BRG is one that has lots of fun. The members really like each other. You can tell. The slogan is, “Where Friendships Create Business.”
My wife and I got to know BRG two years ago when the installation banquet was on a one-night cruise to nowhere. The food and service were terrible, the room was awful, yet we had a great time. It was a real bonding experience and when the 24 hours were over, we had some new friends.
Now BRG has scheduled a three-night cruise in December, put together by travel agent Louise Gross, and we are going again. Louise missed the installation banquet, being in Indonesia visiting her daughter and grandchildren. She came home long enough to do laundry and pick up Carol Alexander, and they are off to some new exotic location. (I hope I don’t have any tax problems over the next couple of weeks. Carol is my accountant.)
Anyway, the BRG installation banquet was at Red Fish Grill, where the food is great but the bathrooms are in an outhouse and apparently Coral Gables won’t let them build a covered walkway. Thank goodness the rain had stopped!
Eli Ristine of Pan Florida Realty stepped down after a great year as president, and Kemy Michael Aznabay of AmTrust Bank is the new president.
Dominic Lamberti of Padgett Business Services swore in the new officers and board, having them pledge to “serve cheerfully, willingly and to the highest standard of sobriety” and “to sacrifice all my free time, ignore my spouse and children, and give all my money to the BRG.”
Commercial attorney Carlos Castillo is the new president-elect, and other officers include Lamberti, Gross, Roxana Rauseo of ADP Small Business Services, Sara Granzotti of Health…Pure and Simple, public relations specialist Connie Crowther, Julie Rico of Rainbow Reproductions and accountant Ricki Mercado.
If you want to know more about BRG, go to the Organizations page and click on the logo. Don’t be put off if you business category appears to be taken, because sometimes you will be surprised. There are enough attorneys in BRG to start their own little bar association, for example, each representing a different specialty of law.
If you want to know if you are eligible for membership, call Sara Granzotti, the membership chair, 786-521-2800. First lunch meetings are free to eligible business people who want to check out the group. See the Events page for details of upcoming meetings.

Meet Tom Bovee, networking champion

September 6, 2007

Tom Bovee of Corporate Express, left, spoke at the Progress Club of Miami, one of the area’s oldest networking groups, dating back to 1965. With him are Carlos Garcia of Please Hold Advertising, Robert Pearce of US Financial Advisors and Daniel Rojas of Kahn-Carlin.

If you network in Miami-Dade for any length of time, you soon will run into Tom Bovee.
If there was a Networking Hall of Fame in our area, Tom would be in it. He’s a firm believer in the concept of networking and promotes it all the time, convincing people to join and get active in the business organizations. If he only had a dollar for everyone he introduced to networking, he could have retired long ago.
So when I saw that Tom Bovee was speaking at the Progress Club of Miami, I dragged myself out of bed and made my way to the Country Club of Coral Gables for the organization’s weekly 7 a.m. breakfast meeting.
Tom, with Corporate Express, took advantage of his microphone time to promote his company, noting that Corporate Express is in 20 countries and the leader in office supplies. He said giving up his own small business and entering the corporate world several years ago was difficult, but eventually he realized that both required the same skill set for success – know your customers, and give them personal attention.
Tom began networking back in 1960 with the key club in high school and has been involved with as many as nine business groups at a time.
“I’m only involved in five organizations right now,” he says, and he has held so many leadership roles that he has lost track. “Mostly the head of membership, VP, President, and always on one committee or the other. I’ve chaired a lot of committees.”
The Progress Club is one of his favorite groups. One of Miami’s oldest, it dates back to 1965. It is a leads group, which means one member per industry, and members are expected to do business with each other and to refer business to each other.
Tom began the talk by asking: “How much new business do you want to do in 2008?” and went around the room, calling on each club member for an answer. Then he said:
“If our 25 members each know 250 people, that’s 6,250 possible customers for members of the organization.” He did the math on a Corporate Express calculator. “If just 10% of those buy, and spend an average of $1,500 a year, that would generate $937,500 in new business for club members each year.”
He said that advertising is almost always a waste of money for small business because it means communicating with a large market of mostly people who are not potential customers. Networking, however, is very cost-effective, targeting one potential customer at a time.
If you want to talk networking, buy lunch for Tom Bovee and you will get a whole education. You can reach him at Tom.Bovee@cexp.com. Of course, he would appreciate an order for business supplies at the same time.
To learn more about the Progress Club, go to the Organizations page and click on the logo. Interesting, while the Progress Club was meeting, a BNI chapter was also meeting for breakfast elsewhere in the same building. There’s networking everywhere!
Skills Workshop a Sellout
The first Business Skills Workshop at Chamber South sold out, and that is pretty exciting. It seems to confirm what I’ve been saying for years – that the business community needs and wants programming that helps them be more successful. If the weekly sessions continue to fill the 35 seats around the table, we will have to consider alternatives.
I am leading the lunch group every Friday with executive and life coach Pat Morgan of Smooth Sailing.
The subject for Friday, Sept. 14, will be “What Your Business Card Says about You.” We will skip Sept 21, and come back on Sept. 28 with “Cost-Effective Marketing.”
One really cool innovation is that Pat created a blog to go with the workshops. It’s a place where we can post our notes, so people don’t have to take extensive notes during the session, and also where participants can post comments and suggestions, and communicate with each other. To check out the Business Skills Blog, click on the box at the top of this page.
To register for a future program, call Nicole at Chamber South at 305-661-1621 or online at www.chambersouth.com.
Cost is $15 for Chamber members and $20 for others, and if you want to assure a seat at future sessions, you can pay in advance for 5 programs and get 6.