Upgrade Your Networking Mind-Set

This article was written by Dr. Ivan Misner of Entrepreneur.com

When you're thinking about becoming a more skilled networker, you usually think about what you can do to network more effectively. This includes teaching others what kinds of referrals you're looking for, asking for referrals from your clients and using incentives for those referring you. These are all components of your skill set.

While it's important to know the right things to do while networking, it's equally important to start thinking the right way to make your networking efforts as successful and dynamic as they can be. This involves altering your mind-set. Let's take an up-close look at some elements you'll want to include in your mind-set to ensure networking success:

1. The law of reciprocity or 'givers gain' approach. The law of reciprocity sets in motion in-kind responses of individuals based on the actions of others. I like to call this the "givers gain" approach. You shouldn't approach networking thinking "I did this for you, now what are you going to do for me?" Rather, you should remember the old adage "Give and you shall receive."

The law of reciprocity takes the focus off of what you stand to gain from the networking relationship, and in doing so, creates bonds based on trust and friendship. Put it to the test. You'll be amazed by the outcome.

2. Diversity in networking. Look for groups that don't target people just like you. In this way, you'll broaden the net you seek to cast for referrals. There are many great networking organizations out there. If you stay only in groups that focus on your profession, you lose the breadth you need to develop a wide-reaching network.

3. Farming mentality. For networking to yield extraordinary success, your mentality must be that of a farmer. He prepares the soil for months before ever planting the seeds. He tends the seedlings with care, feeding and watering them regularly, putting up a scarecrow to keep pesky birds away. It's a long, drawn-out process to go from seeding a field to harvesting the crops. There's no quick return.