"We make a living by what we get, but we make a life by what we give."

- Sir Winston Churchill

I met David Stein at the annual World Golfs Gala dinner in early February this year.  After two or three decades of business experience, he has a lot of wisdom and insight to share, albeit sometimes in a curmudgeonly joking manner!

As a lifelong sales professional, he offers a unique perspective on what he believes constitutes a true entrepreneur as well as what effective networking is really about.

David Stein’s professional career has ranged from Sales Manager to Vice President/Director of Sales to President. These days he handles business development for Automatic Mail Services. 

Philanthropic activities are an important part of David’s life He is now organizing business professionals to mentor young people, both able and disabled in choosing the right career paths.  Prior, he was involved in the launch of Project Liberty matching services, ranging from financial to housing and mental health services, to returning vets.  The goal is provide world-class customer service with one phone call - they deserve it.

In his spare time, he also produces the NJ Comedy Festival where the college students perform complete with celebrity judges and a professional emcee to make it a fun filled night.  

David have been married to the love of his life for 25 years this August and I have 2 daughters, one graduating from Penn State and one graduating from high school this spring.  

2.  What is the single biggest reason you have followed an entrepreneurial path?  Was there a signature event as you were growing up?

I would have to say my grandparents were my biggest influence. They were good people, nice people - salt of the earth.  I think being depression babies put your values in clearer perspective than today.  It is okay to have nice things but it is not what defines you.

3. Are entrepreneurs born or can it be learned?

I could go on forever on the topic of what makes an entrepreneur.  Like good salespeople, I think entrepreneurs are born but can learn to be good.   I think what many call entrepreneurs are business owners responsible for their own destiny, but they are not trailblazers and that’s what I think defines an entrepreneur.

3.  What makes entrepreneurs different? What do you think are the qualities/characteristics that make entrepreneurs different?

They are cutting-edge and are willing to lose it all. Get back up and lose it all again.  It is an aphrodisiac, kind of like political megalomania,

4.  Do entrepreneurs network differently?  What networking lessons can others learn from entrepreneurs?

It is your life 24/7 365 days a year.  Figuring out what’s the next big thing.

5.  What have you found to work well when networking?  What caveats can you offer?  What's unique about networking from an entrepreneur's perspective?  Do entrepreneurs have an advantage in the networking arena?

Any networking event where there are people who are decision makers is a good networking event.  Always remember to be nice to everyone.  You just never know who is the person in the room who can and will help you - life works in mysterious ways. 

Entrepreneurs have the edge because they have buying power, title, and the clout that comes with it.  They are decision makers and decision makers live among other decision makers and that is how deals get done.

6.  What is the “successful” model for a master networker?

If networking is going to work you must initiate the relationship. You can't wait for the other person.  If you are committed to networking and allow yourself to learn the skill, it will over time define who you are.  It will become your personality.  You need a contact management tool that will enable you to automate the way you stay in touch with people.  For example, sit down and say December is a snail mail card and 3x a year we will announce deals that were closed and a quarterly newsletter- then figure out where to go from there.  I believe you should ask your database whether they want email or snail mail as their primary way to communicate.  Outsource as much as you can including a way to send gifts to new clients and people that sent the lead.  Remember a gift with your name on it is not a gift - it is a promotional tool.  Use them, but not at Christmas and certainly not to say thank-you.

7.  What are the primary goals for most networkers?  Do you feel these differ from those of an entrepreneur?

Most networkers feel they have to go to everything and collect as many cards as possible.  Networking is about relationships. I will never send a pile of my card around a networking table.

8.  How do you help other entrepreneurs find and network with each other in your business?

I take people out from time to time and invite people that I think will create synergies and will continue a relationship after the initial meeting.

9.  Please expand on your particular thoughts about what constitutes a quality networking experience.  What do we each need to bring to the table to make that happen?

Most successful people including entrepreneurs don't network formally.  But they do get leads and referrals.  Formal networking takes time and most people are no good at it and don't take the time to learn the process.  The process leads to you becoming a natural "networker".  Eventually you will wake up every day and not think about helping other people - you just do it because that is who you have become.  

If entrepreneurs don't spend time networking they are to busy working.  So how come they are such good networkers?  Because they are likable, personable, generally good listeners and they are perceived to care about others - skills they have learned to master.  If they help their neighbors or a fellow rush hour rider they are networking, effortlessly.  So stop trying so hard to network and invest more time helping others achieve their goals and stop groaning about no one helping you.

An invaluable book is Templeton's book “Referral Of A Lifetime.”  It is an easy read that will give you the basic understanding of your role in the referral process.  I also like any of Andrea Nierenberg’s books on networking, simple fact-filled ideas to get you to the next level of income.  These masters teach you to show up prepared with an agenda and a target list of whom you want to meet.

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Automatic Mail Services is a full service printing, mailing and electronic marketing company. We specialize in postal savings and variable print data.  Automatic has the ability to take data from any computer or software program, extract it, reformat it, print it and mail it.  Today we are getting ready to launch a Marketing Automation program that will allow businesses to nurture relationships over time - no matter the size of your book of business it is difficult to stay in touch with everyone.

The NJ comedy Festival needs sponsors that target the college market and we will pay commissions!

You can reach David by email.  His business website is:  http://www.automatic-mail.com.

'Til next month!
Lydia

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