Monday, December 22, 2008

A Gift of the Season

Last week I was single-handledly trying to prevent a global recession by injecting some hard-earned capital into local merchants' pockets.

Bouncing off various shoppers, strollers and seniors in a local mall, I sought the perfect holiday gift.

An amazing array of colourful shawls, scarves and hats caught my eye. As I was fondling the merchandise (are we still allowed to say that?) the vendor let me know she had more varieties on the other side of her booth (Tierra Sol Crafts).

"These are beautiful, are they are from South America?" I enquired.

"Yes, most are from Bolivia and Peru."
"Is that home originally?" ( I'm a curious guy!)

"No, I'm from Equador."

"Equador! I've always wanted to go there! It's supposed to be a beautiful country.

"Yes" she replied "It has so many different ecosystems, from the mountains to the jungles to the Galapagos Islands."
"I used to teach scuba diving, I've always wanted to go there! So how did you end up in Canada? Oh, I'm sorry, my name is Dave."

She smiled, "I'm Patricia. My husband and I emigrated here a number of years ago, first to Toronto and then to Vancouver. I must admit, I didn't like Toronto when we moved here, too cold and the impersonal...Vancouver was much nicer."
"But you're back here now?" I countered
"Yes, and I must admit, I really like Toronto now. I suppose it is because I have friends who come from so many places that it's really hard to be racist when you live in a city like this. Back in Equador, there was a lot of racism. But it is hard to be racist when you know so many people who are white, black, brown and all different shades. So...I guess you could say I don't see colours any more."
What a beautiful irony. Surrounded by a shades and hues...Patricia finds happiness by not seeing colours.

Tuesday, December 16, 2008

A watch success Story

Hey Dave,

Thanks for showing me the blog about Diana. Some times I wish I had an agent helping me [as well as a scuba instructor in Tobermory, Mike has an art gallery] , but for now it is my good looks and charm that gets me around. If that counts for anyhthing.

I wanted to tell you that I got the new truck and was in Barrie about ten days ago. Friday morning I donated my hair to Kids with cancer. The woman who owns the Hair Prosthetics shop is also collector of my artwork and my good friend's mother.

She was having an open house at her house that evening. I put on my best sweater and want to the occassion to show off my new hairdo. Her son, Jerritt wanted me to meet this one gentleman who was a very wealthy contractor and had high end clients. But just as Jerritt was going to leave we were unable to make the introduction.

BTW I was a litte uneasy about being sold on the spot as an artist ...which may have been just talking about me and what I do.

However as Jerritt was leaving he ended up shaking hands with the contractor. I noticed he was wearing a Rolex and complimented him on it as I have the same one, (mine is a very good fake!).

We talked about watches, which led to the subject of scuba diving. Apparently he had taken a 65 foot yacht to Tobermory, stayed for a week and was unhappy with the service of some local boat captains. I let him know how our boat captains were helpful and gave interesting descriptions of local dive sites and aquatic life. Then his wife appeared and mentioned how bored she was in Barrie; that there was nothing to see, I mentioned my Art Gallery and she was overwhelmed that she had neve heard of it and would love to go there next year.

Then we talked about their art collection as well as Italy (she is Italian and I have spent time there painting.)

Suffice to say I had an enjoyable evening and made a good aquaintence without trying to sell myself directly, and it could even payoff next year. Have a great day and stay super, Dave.

Cheers. Mike

Monday, December 15, 2008

Agent? What agent?

I admire people who take control of their own life.

Two business associates and I were intent on enjoying a cool beer and a light lunch at a Toronto pub. The waitress swung by our table with a smile on her face and asked how we were doing.

I admire serving staff; their incentive system means that their compensation is a directly result of their behaviour. If you’re surly, tardy or unknowledgeable (what stops us from being good guys or amazing women) …you make less money.

I try to practice what I preach (watch your weekend challenges) and I looked for something to make a connection (compliment their taste and not their genetics). Diana was wearing a beautiful Celtic cross as a pendent.

First gear – I would be self-involved and wouldn’t say anything
Second gear – I would pay her a compliment and want something in return
Third gear – I would pay her a compliment. If I got the wave (better service) I would be appreciative but that’s not why I complimented her.

The conversation quickly turned to what she did when she was not serving drinks. (watch your weekend challenges) Diana informed us she was a singer and songwriter and had just returned from a multi-city tour in Alaska. By the way, this was all happening while she was serving a number of tables!

“Do you use an agent?” I enquired.

“Why?” she responded, “I book all my own business.”

Impressive! Too many people (especially artists) put their destiny and business development in the hands of others.

As the meal progressed, Diana and I had made an arrangement to swap her CD (All I Want) for my new DVD (Knocking down Silos).

I listened to her CD on the way home. Diana has a beautiful voice, an energetic personality and a “can-do” attitude. I asked her about her biggest challenge (watch your weekend challenges) If you need a singer at your next corporate function or want to order a CD for a holiday gift, check out her website.

People tell us we need to “network” for opportunities and friends. In reality, we are surrounded by amazing people. You just need to look up and they are all around you. Like Diana.

Thursday, December 04, 2008

3rd gear gets a RHB his dream job

Michael Yang is one of those people who makes you look good and so is the type of guy you like to help.
Mike and Chelsea Smyth helped organize a Knocking down Silos event at the University of Toronto/Mississauga in the Fall of 2006 (both were completing their Masters of Biotechnology degree.)About 250 people from the business and academic community showed up and we raised a significant amount of money for a local charity.

Mike found work at GlaxoSmithKline shortly thereafter. Then he and did something smart.
He kept in touch.
I'd get an email from him every once in awhile saying hello, or connecting me with an opportunity, or he'd leave note on my Facebook wall.

A few weeks ago, I got a call from Mike asking for advice about an upcoming sales position at GSK. Mike has no sales background and wanted to ask me a few questions while preparing for the interview.

I'll let his email finish the story:
Dear Dave,
I hope you are doing well.
Three weeks ago I was suprised to find out that I landed an interview for a pharmaceutical sales position. As you know, I am currently a Master of Biotechnology student with zero sales experience and have only been in the pharmaceutical industry for less than 1 year. From the outset, I thought I wouldn't stand a chance in getting this job, even my current manager did not believe I will land the job.
After talking to you three weeks ago, you taught me that "you can explain and predict human behaviour if you understand their incentive system" and how important it is for a pharma sales rep to be in the "3rd gear" mode.Taking your valuable advice, I went out and spoke to many doctors in order to understand what their incentive scheme is in Canada.
I learned that most doctors are paid by the number of patients they see per day. Have you ever wondered why your family doctor is always trying to get you out of their office as fast as possible? Well, thats because the less time they spend on you, the more patients they can see and therefore make more money. This means, docotors will spend very little time talking to pharmaceutical sales reps! Because they don't make money talking to sales reps.
By understanding their incentive scheme I was empowered to come up with strategies to overcome this obstacle and I was able to leverage this information during my interview. Even though I had zero experience in sales, I still ended up landing this dream job!
My current manager was shocked that I got the job because she didn't think that a person still in school, just completing his Masters, with less than 1 year of experience in the pharmaceutical industry, and have absolutely zero sales experience can land a pharma sales job especially in GSK. She was telling me that these jobs are usually filled with people who at least some business-to-business selling experience, and a couple of years in the pharma/medical device industry, all of which I lacked.
Thank you very much for all your advice Dave, you've helped me to see how this world works from a different perspective and helped me move up one step in my career!
Michael Yang
Congratulations Mike, I'll take 20% of the credit and your enthusiasm, personality and hard-work gets you 80%!

Wednesday, November 26, 2008

Two good guys: two great insights

Let me tell you about two "good guys."

I've known Ed Catinus for 15 years, even since he took a scuba instructor course from me back in Ottawa.
Eddy just sent me an email letting me know he's been promoted to Coordinator, Training Work Management for OC Transpo (City of Ottawa public transportation). Couldn't happen to a more deserving guy.

I was chatting with Ed this past Spring and he commented that in any company there always seemed to be three types of employees.

15% of the workforce: The keeners, the go-getters, the ones with ideas and ones who step outside their job description.
75%: The good employees who put in an honest day's work for an honest day's pay. Their passion is generally not the company but something else (their family, sports etc) but they contribute and can be counted on.
10%: The complainers, the foot-draggers, the employees who are the first to object to an idea and don't make one step out of their job description.

Now Ed has never heard the Knocking down Silos talk but I find it interesting he is describing 3rd, 2nd and 1st gear! By the way, great managers can inspire employees to move out of first gear; I have no doubt Eddy is that person.

The second "good guy" is Mike Rusiniak. Mike attended one of my talks a number of years back and has since endorsed me to several of his friends and family (a great compliment). Mike also keeps in touch and sent me a great photo the other day that I may use in a future talk.

If you have attended Knocking down Silos, you'll know I often use a slide that demonstrates first gear "that's not my job" employee behaviour. (In fact, presidents and CEOs often ask for a copy for their future presentations.)

Mike shot me another photo with the following comment:
I know you're always tweaking your PowerPoint, if for no other reason than to keep yourself interested. I'm attaching a picture which you could use as an alternate to the "It's Not My Job" slide (the one where the road line painters painted over the dead possum or whatever it is). The attached pic is basically the exact same message, but in my opinion it also emphasizes how some people will actually work harder than average to stay in "1st gear". Don't feel obligated to use it; I just thought I'd share it.

Thanks Mike - I definitely will use it!

Monday, November 17, 2008

An 8 year old RHB

Three weeks ago, I had to opportunity to present Knocking down Silos at the University of Guelph. The 500 people in attendence from the business and academic community had the opportunity to hear me reflect on my theory how we drive is often how we live our lives.

We have the decision to live in first, second or third gear.

More and and more people have been writing to tell me that RHB Third Gear Philosophy is not only allowing them to become more successful in their career and more fulfilled in their lives but that it is changing their driving habits as well.

Olivia was the youngest person in attendence at Guelph. Her mom wrote me the next week to pass along Olivia's story.

The morning after the talk, Olivia and her mom were leaving a doctor's appointment and were trying to merge into a long lineup of cars. Apparently no one was allowing them in.

Olivia commented:

"Mom, those men are all in first gear, they should go to Dave's lecture and get into third gear."

Her mom also related that Olivia spent the next 3 days commenting on what third gear meant to her and how amazing it was that an 8 year old not only grasped this concept but spent the next few days applying it to her life.
What I haven't told you is that Olivia lost her father in a tragic accident 3 years ago and that she has struggled with separation anxiety since then.

With maturity comes wisdom. But cynicism can also rust up our souls.

Sometimes we can all learn from someone like Olivia.

Get the rust off.

Friday, November 07, 2008

Knocking down Silos Challenge exchange!

The RHB Rules for the Challenge Exchange!

1. Post your biggest challenge with your name and email address:

bad posting: "My life is terrible!"
better posting: "I am looking for a job in hospitality"
best posting: "Does anyone have a connection with Starwood hotels or Four Seasons?"

bad: "I sell a line of products that [sentence goes on for 45 words]
better: "I sell something for people who have a lot of pain"
best: "Does anyone know a pharmacist who I can talk to and ask questions? I am trying to sell something but want a pharmacists viewpoint first)

2. Other RHBs can't get you a job or sell your product but we may be able to get you a conversation. Your job is to make us look good (eg send a thank you card to everyone who helps you and let us know how it goes)

3. Assume everyone is intelligent. Have a passion for what you do. Get over yourself. (if someone doesn't respond to your posting -IT'S NOT ABOUT YOU!)

4. Offer to help more than you ask for help; that's the code of a good guy or amazing woman.

Thursday, August 21, 2008

The PDA Prayer

Sometimes you don't know the impact your habits have on others.

Last week I was in Calgary visiting family. My brother works for a large energy firm that has operations across Canada. We were off for a run together along the beautiful Bow River when he related a telling story.

Senior management at his company was rolling out a new strategic initiative and sent a corporate team to present and acquire feedback from each plant. Mike told me to picture the scene at the first operation: 350 employees seated in rows about to hear management's vision and view the PowerPoint. Standing at the back of the hall, he noticed head office's corporate team were spread across the front row and (in his words) it looked like the front row of pews in a church.

"What do you mean?" I inquired

"It was the PDA prayer" he responded.

Apparently every maneger was hunched over their PDA - rolled shoulders, bowed head, hands in lap. From behind, it looked like they were all hunched in prayer during the talk. I had a good laugh until my brother commented on the unintended result.

"Dave, you should have heard the reaction of the employees to me afterwards. All they could see were a bunch of managers not paying attention to the new strategic rollout. They let me know if management didn't think it was important enough to listen to - why should they?"

Now you and I know that management had heard this talk before and were likely "multi-tasking."

But think of the lack of employee buy-in due to the impression they were leaving. where you do the PDA prayer.

Thursday, July 17, 2008

Networking for a job - keep your promises!

When you network for a job or to sell your product, realize that your reputation begins the moment you send your first email or make your first phone call. At each point along the way, people you have never met will think "will introducing this person to my contacts make me look good or bad?"
We sometimes forget that just keeping our promises will determine the difference between "she's amazing" and "she seems a little flakey."
Here's an email/phone stream that started 2 weeks ago:

Hi TB, I believe UM mentioned to you that I would be forwarded over my resume. As he mentioned, I am looking into the field of pharmaceutical sales and bring with me over the past 8 years an employment history of sales and client relations along with research skills and developing new business. Attached is my resume and thank you in advance for taking the time to review. I look forward to any feedback/referrals you might have. Best, DP


Thanks for your email. I spoke with my contact, Dave Howlett, in the industry. He is a great match maker and has a lot of contacts within the Pharmaceutical industry.

He asked that you first read and will chat subsequently.

Feel free to phone me if you'd like to chat.

Kind Regards, TB



Thanks for getting back to me and having a conversation with you. I will have a look at the link you gave and will get back to you after I've read it. My friend had a problem opening my resume in the format it was saved in so I have reattached for you in case you have problems as well. Thanks and I will get back to you shortly.
Best, DP


Dear Dave,

Here's DP's info. I finally spoke with her and she indicated that she read your site.
I'm not sure if/how you want to arrange a chat between the two of you

Call me if you'd like to chat. I'm in office for the remainder of the day.

Hope you are well.

Kind Regards,


Dear TB, It was great chatting with you. Ask her to call me today (Friday) as I have some free time.


Dear Dave,

She said she doesn't want to bother you. She'll call you Monday


Dear TB,




Dear Dave,

If you don't hear from her on Monday, don't worry about it.



(Wednesday, the following week)

Dear TB,

...thanks for your insights about my new website.

BTW - I never heard from DP.

Hmmm…she had a warm lead that someone set up for her on a specific day and she failed to follow up as promised…Not a good sign if she wants to be in sales….

BTW – that’s my first filter – I tell people to call me if they need help – and 50% don’t.

Wednesday, July 02, 2008

Sometimes it's not specifically about the money

I just returned from a memorable trip to Whistler and discovered a nice note in my mailbox. It was penned by an attendee at the Emerging Leaders conference in London.

Too often, people assume employees are motivated simply for a salary or other monetary compensation.

In actuality, when I have asked hundreds of people "what do you like about your job?" they often tell me that they enjoy helping people and making a difference.

Remember third gear? The salary is like the thank-you wave we get in traffic when we let someone in front of us. If we are truly in third gear, the (wave/salary) is appreciated, but it's not primarily why we do what we do.

Thanks so much for taking the time to write this note - you made my week!

Wednesday, April 16, 2008

Turning failure into a lasting memory.

From 1988 to 2001 I was a Course Director for the Professional Association of Scuba Instructors. In other words, I taught folks to how teach diving through the largest scuba training agency in the world.
These programs were run in Ottawa, Toronto (eg Scuba2000) and the Caribbean (eg Kenneth's Dive Centre).

The process to become an assistant instructor or instructor is a very exacting one; candidates learn teaching methodology in the class, pool and open water. After each presentation, they are marked using an international marking criteria that ranks them from a 5 (perfection) to a 1 (a failure).

I believe that the "strength is in the struggle" and that a failure isn't necessarily a bad thing, as long as we learn from it.

But back in 1988, I saw the devastated looks on the faces of my candidates when they prepared so diligently for a class or pool presentation and received an "ace" (1) for a goof-up (usually involving a missed objective or a potentially hazardous situation). In an attempt to make light of the situation, I kidded that they had gone to "Aceland", this evolved into a musical takeoff of Paul Simon's song "Graceland" - and further evolved into graduates of the program all receiving "Aceland T-shirts." Each year, I would hand these out, sometimes changing colour and Elvis in scuba-gear graphic. [Please see photo attached and note the red t-shirts] Today, there are hundreds of people around the world who proudly hang on to their Aceland t-shirts.

The shirts denote achievement as well as comradery under adversity. (Interestingly enough, these are the same reasons that veterans value the friendships they made under fire while still bemoaning the waste of war.)

Yesterday, Greg Vaysman, a good guy and former instructor graduate asked if he could revive the Aceland tradition (I haven't taught scuba instructors for 5 years). I was honoured that he would ask and proud that the Aceland concept would live on.

Moral of the story? 10% of life is what happens to you. 90% is how you react to it. If you're a leader in your field, keep your standards high, keep their standards high, but think of ways to make the learning experience a positive one...and it may turn into a tradition of triumph.

Wednesday, March 19, 2008

"But this one was a no-brainer."

For the last three years I have lectured on the powerful attribute of making appreciation part of your weekly schedule.

If we truly want to "get over our self", we need to recognize that we are surrounded by others who have played a role in our upbringing, our learning and our success.

Two weeks ago I was lecturing in Western Canada. Right after one of my talks, I was approached by a guy about my age who said he wanted to apologize to me ahead of time for not sending a thank you card. "That's not really my thing" he explained.
"That's OK", I let him know, "Remember, a card is like a wave, and trying to be in third gear mean that I appreciate the wave but I don't tie my actions to it."

I wish I could have sent him this article that appeared in today's Globe and Mail. It's the touching story of Bob Gainey's loss and why John McDermott knew he had to sing at the Gainey Foundation benefit night.
If saying thanks on a regular basis isn't your thing, you might want to check this out. Read on all you 49 year old guys....

From Wednesday's Globe and Mail
E-mail Roy MacGregor
Read Bio
Latest Columns
March 19, 2008 at 4:16 AM EDT

PETERBOROUGH, ONT. — 'It was like a communal wake."

Bob Gainey was not speaking this night as a member of the Hockey Hall of Fame nor as general manager of the Montreal Canadiens - but as the husband who had lost a wife to cancer at 39, the father who had lost a daughter to the sea at 25.
It was indeed like a wake: St. Patrick's Day in the community theatre, beer cooling in the basement, a spunky daughter dancing a jig on the stage and John McDermott closing out the evening with a rendition of Danny Boy so stirring even the most hardened in attendance were glad the lights took a few extra moments to come up.
It had been billed as A Night with Gainey Family and Friends - but no one had a clue who the "friends" might be when the $100 tickets went on sale back in November and still sold out immediately.

Organizer Ed Arnold of the Peterborough Examiner had hoped to raise as much as $60,000 for the Gainey Foundation, which had been established last year to honour Cathy Gainey, who died of a brain tumour in June, 1995, and her daughter, Laura, who was swept from the deck of the Picton Castle in December, 2006.

And when it was over, when the tears had been wiped away and the beers in the basement were popping open, there was twice that amount: $120,000 raised this evening to put toward that $2-million level the family hopes to reach before Anna, the eldest of Bob and Cathy Gainey's four children, begins handing cheques over to young Canadians involved in the arts or the environment. Applications are now being accepted at
The idea grew out of the tragedy that took the life of Laura just when it seemed she was finally finding herself after years of dealing with her mother's early death. The Picton Castle - sailing out of Lunenburg, N.S. - hit a storm off Cape Cod and Laura, heading out on deck without a flotation device or safety harness, had been swept overboard and lost.
It was a tragedy that forced one of the sports world's most private personalities to open himself up.

"There's a piece of me," Bob Gainey told The Globe and Mail last spring, "that would like to turn out the lights and deal with it on my own."
But it was not just himself. There were the other children: Anna, just recently married, Stephen and Colleen, the dancing leprechaun this night, who was youngest and who had battled her own demons since that day when, as a five-year-old, she had to tell her father over the telephone that "Mommy's on the floor of the bathroom - and she's not moving!"

And there was also the matter of the accident at sea, an initial investigation that was mysteriously shelved and a subsequent report that, in the end, Bob Gainey had to call a "whitewash." A third investigation, by the Transportation Safety Board, is now under way.
"One of the questions that comes up," says Gainey, "is 'Why?' Why do I give a damn if someone else is going back on that ship? Why are we doing this? Well, I think it's what Laura would do if it had happened to someone else on the boat. She would stand up and she would say all the things that were not done right.

"I have yet to run into a single sailor who has not said if there was a storm at sea you would be sure to have a clasp or a flotation device to be out on deck."
He felt he had no alternative but to speak out.

"I kind of had to break through and explore that part of my personality and life more," he says. "That was part of the package. I knew that. I had to accept it. It was what had to be done to allow us to leave behind the grieving and mourning for Laura."
But if the investigation would look back, the Foundation would look ahead. "You decided to grieve with us and move on with us," Gainey told the 650 who packed the Showplace Performance Centre to see McDermott and a surprise appearance by the famous tenor's long-time friend, Murray McLauchlan. But they also saw an impressive display of local talent including the local symphony orchestra and singers and musicians covering everything from country to the blues to hard rock - including an ensemble rendition of Laura's favourite Neil Young song, Rockin' in the Free World.

Former NHLer and current hockey analyst Greg Millen came to host the show and another former NHL goalie, Glenn Healy, brought his pipe band up from Toronto to fill the stage and bring down the house with Amazing Grace.
Yes, from Amazing Grace to Danny Boy - but worth remembering that clich├ęs only become overused because they work.

Besides, what else would fit better on St. Patrick's Day and a wake involving two big Irish-Canadian Catholic families - Bob, one of five children, Cathy, the 15th of 19 - with both elderly matriarchs in attendance?

John McDermott came for the simplest of reasons. In all the years that he had performed the national anthem, first at Maple Leaf Gardens and then the Air Canada Centre, there had only been one visiting coach and later general manager who never failed to search him out and thank him.

Bob Gainey.

"It's St. Patrick's Day, for God's sake," McDermott said when the beer was being set out.

"I had offers all over the place.

"But this one was a no-brainer."


Tuesday, March 11, 2008

"Let us dare to read, think, speak and write."

(thanks Umair Memon RHB for sending through this article)

HBO is joining forces for the first time with the Postal Service, for a multimillion-dollar, multimedia campaign that is all about the write stuff. The campaign, now under way, is promoting "John Adams," a seven-part mini-series that is scheduled to begin on the cable network on March 16. The television, print, online, retail and promotional campaign is intended to invoke the pleasures of sitting right down and writing yourself - or anyone - a letter.

The campaign will even help you do that, by offering free cards, with postage paid, that you can send to whomever you choose. The campaign, by the Civic Entertainment Group in New York, seeks to demonstrate what it calls the "Power of the letter," which is also the U.R.L. for a special Postal Service Web site that is a central element of the campaign ( The Web site is the work of AKQA, which was recently named digital agency of the year by the trade publication Adweek. A section of a Web site from HBO that is devoted to the miniseries ( also directs visitors to the letter-power site. The campaign also appears on the main Postal Service Web site ( as well as on placards and posters in post offices around the country.

Even the cancellation marks on envelopes and the sales receipts given by postal employees to customers are carrying the address of the special Web site along with a quotation from Adams: "Let us dare to read, think, speak and write."

Friday, March 07, 2008

Feedback from an RHB!

Dear Dave,
You will be getting a thank you card, your seminar [for the Great Tornto Airports Authority] that I attended yesterday morning was the best I have attended on the subject. It so much applies to not only career but your entire personal life. The 3rd Point “ Get Over Yourself” is key for me… That is my single focus…

On another note :

I am by nature courteous when I drive BUT I do get the CAT LITTER Look going some days[Dave's note: this is when people don't allow you to merge infront of them and stare straight ahead]… I get really annoyed at people coming up on the left cheating the system… Yesterday going home was no different, BUT I simply let them go by waving them on… in the end I was no longer getting home and much more relaxed… the guy behind me blowing his horn and shaking his fist I suspect was much more stressed than I was on arriving home.

[A manager]

Greater Toronto Airports Authority

Wednesday, February 27, 2008

Guys and Girls

I don't stereotype (that would be anti-Knocking down Silos ) but there are definitely tendencies between men and women. In the area of communication for example, guys tend to be a little more succinct in their thank you notes.

You will get a chuckle out of the attached "card" I got after doing a Knocking down Silos event to young Albertan farmers at Rock the Farm in Red Deer last month. OK, it's not fancy...but he wrote something, stuck it in an envelope and attached a stamp - the guy's trying!
And despite your request, you bet I'm hanging onto your card!

Thursday, February 14, 2008

Keep your pipeline filled

The concept of being in "third gear" means providing value and demonstrating integrity without specific expectation of reciprocity. I'm often asked by job seekers and salespeople how this pays off unless the prospect responds in kind ("second gear behaviour"). While second gear is advantageous in many circumstances (e.g. this is how contracts work), third gear is how you network for success.
The relatively long sales cycle of using networking (towards that successful sale or job) means you need to have a system of regular activity.
Below is an email from Bryan Childerhouse, celebrating his recent success after looking for a new position. Bryan did a lot of things well. a) he kept his pipeline full b) he acknowledged the help of others c) he continues to offer assistance to others (even after he realized his goal).
Congratulations Bryan!

Hi everyone,

Two job offers, one contract and one full time sales opportunity within
eleven weeks of the search thanks to all your help. Interestingly enough,
both opportunities came from job boards that I rarely apply for, usually a
one in a thousand chance but backed up with some networking and a number of
great references.

Here's the final networking numbers which continue to grow as more of you
stay in touch and continue to refer others:

Network contacts: 280
Meetings held to date: 127
Interviews: 22

Effective January 19th, I decided to accept the contract opportunity as a
senior relationship manager for Capital One and currently planning out the
possibility of full time work provided we both see there's a fit in the next
few months. While a bit of a risk being short term, this is an exciting
opportunity with an organization with a very clear vision.

Once again, thanks to all of you for staying in touch and keeping my
confidence level up over the past three months . If Ok, I'll continue to
stay in touch and if I can offer any assistance networking or business wise,
please don't hesitate to call

Best personal regards and Happy Valentine's Day!!

Bryan Childerhouse