Professional Agents 101
by Paula Goldsmith

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1. Bring two to three times the business cards you think you will need. Never run out. Trade shows are a great place to network.
   
   
2. Bring 3x5 cards or a 3x5 notebook and a couple of pens. You can get information from other agents who do not have business cards.
   
   
3. Dress for business -- clean, combed hair, and a nice outfit. The suppliers at the trade shows can pick out the home-based agents by their appearance. Dress for success.
   
   
4. Good walking shoes are a must. Make sure they are clean.
   
   
5. Double bag the materials you are collecting from the suppliers. The bags will get heavy. Remember the airline's weight limits when you are picking out your materials. The suppliers' business cards do not take up much room or weight.
   
   
6. Wear your show badges so they can be easily read.
   
   
7. For a multi-day event, get everything ready each night so you can grab and run each morning. This way, you will not forget anything.
   
   
8. Ladies, watch how low your tops are. You may be giving a free show as you reach for the matrials.
   
   
9. Make sure you tell the suppliers “Thank You."

Networking

1. Look professional. Hair clean and combed. Clean shoes are a must.
   
   
2. Name tag on the front of the shoulder of the hand you shake with. I saw a lady stick her name tag to her neck. Very unprofessional. Do not stick it to your briefcase or handbag.
   
   
3. Take plenty of business cards, say two or three times the number you think you will need. If you only take 20 cards, then leave after you have given out the 20 cards. You look unprofessional when you are asked for a card and you do not have one to give out. Please do not embarrass yourself by not having enough business cards.
   
   
4. Do not eat, drink and network at he same time. Eat and drink, then do the networking. It is hard to walk and talk with food/drink and give out business cards at the same time.
   
   
5. Start at the corner of a room and work your way out. This way, you will see more people.
   
   
6. Look at the person you are talking with. Do not get distracted with what is going on around you.
   
   
7. Say “Thank You” when you are given a business card.
   
   
8. Neve overdo with liquor. Make it a one-drink night. Stay with coffee or soda.
   
   
9. Keep your cards and the cards you are receiving separated. One pocket for each set of cards.
   
   
10. Have some 3x5 cards or a 3x5 small notebook and a couple of pens. This is for the people who do not have cards or run out of cards. Ask them to “please” give you their information on the 3x5 cards or in the notebook. (Many times, I have had to do this.)
    
    
11. Run color paper through a copy machine with a sheet of the business cards on top. Cut with a paper slicer. The copy stores, copy for around 8 cents a sheet and they have the slicers you can use for free. Some networking events can take 50 business cards or more. The colored paper business cards will save you a lot of money at networking events. If you like the thickness of a business card, then use post card stock paper (67 lb weight). This paper comes in many different colors. This paper does cost a little more but is still cheaper than printing business cards.

Paula Goldsmith, MCC, owns Paula’s Travel Agency in the Mesa/Phoenix area. She is a frequent speaker on business topics, and she has written seven books. You may reach her at wiinger@aol.com.