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Take the Lead!

May 24, 2016

How is your IT IQ defining your networking ability? Does the “10 Second Rule” still stand for making a first impression in today’s IT business climate, with the institutionalization of social media, e-mail, Facebook and LinkedIn?

Today, we are all affected in one manner or another with our IT IQ. How is your IT IQ defining your networking ability?

I loved networking the antiquated way, live-in person, meeting new people, finding commonalities, sharing contacts, social networking … it’s all a blur; sort of like cursive handwriting taught in grade school and an essence of an era gone by.

I too use social media and Internet communication 24/7, for business, work, friends, family and social events. I probably couldn’t function properly without, but I miss the days of live interaction. Not knowing who you might meet, what twists and turns lay ahead. Are those days truly at an end?

Can we learn to incorporate business networking in with our IT networking? It’s a challenge–we have fewer opportunities, less time and lower desire to physically attend functions.

The Internet has swallowed us up. We live in the belly of the whale (the Internet) like Jonah or Geppetto in Pinocchio. We’re content not to venture out. We may have even adopted a fear of the unknown meeting when previously it was a way of life for most business professionals, especially those in sales.

As a loan officer, I built my business on networking, both socially and professionally. Calling on real estate agents, broker/owners and builders, attending functions, branding myself, developing my self-image-getting out there. I knew I had 10 seconds to make the best first impression! I can say I have made many connections that are lifelong relationships, business colleagues and others I would call my friend.

How do we do this with Internet networking?
Are we making those lifelong connections? How are we making good, lasting first impressions during those first 10 seconds without voice inflections, without eye contact, without facial expression … we are black and white. I don’t feel the connection, nor the opportunity to be a resource to an Internet connection. I hate when people endorse me or ask for my endorsement on LinkedIn that I have never met. Many do it for the noticeability it provides to them to be connected to someone that is perceived to be “well-connected.” I have sent messages in response to those asking, “I don’t recommend individuals I have never met!” Seriously, what’s the point, and more importantly, what’s the validity of the recommendations—kind of like “The Likes” on Facebook.

The Internet is an easy way to stay connected, the keyword is to “stay.” It is not advantageous in making new connections that become relationships. Which leads me into the IT IQ where some of us might be better tech skills than social skills. So how does your IT IQ affect your networking opportunities?

Key components of IT IQ would be:

Adoptability: How quickly does your brain register new IT methods. Would it be first we had e-mail, then texting, Facebook, Instant messaging and Twitter? Are you using all of these methods and how quickly did you adopt these new technologies?

Adaptability: How quickly and easily did you adapt to the above technologies?

Attitude: How well do you market yourself with your IT IQ. I know too often I respond too quickly to an Internet message with short sentences or verbiage I quip out. Not meaning anything by it, just taking for granted that the person reading it also has a similar mindset and instantly recognizes the fact that I’m busy and don’t intend to be short, curt or unconcerned. In fact, I’m not meaning to be pompous or ungracious, but they don’t know it. They are in their own world of incoming texts, messages and e-mails. They have quickly read mine and are taken aback. How do I fix this 10 second blunder? Remember the old in-person method would take 10 more contacts to correct a poor first impression. I would venture to say it may take as many, maybe a few less depending on how curt you came across and how well you know the other person. Was it your friend, co-worker, boss or new client? It does make a difference.

Acceptance: Once we have adopted a new method, adapted to its use, and have a positive attitude towards it, we must finally accept it as a new method of communication and embrace it.

How do we brand ourselves with our new IT IQ?
Have you developed a brand … a picture and a few words that we use on our social media that depicts in a few seconds who we are?

Branding can be simplified using social media, we can choose a byline, a quick one sentence blurb about who we are, add another sentence about what we do, have a specific picture we identify ourselves with and use it regularly through all social media.

I like this, I don’t have to remember my 10 second signature line, I get it right every time on the Internet. But at what cost? Have I lost the personal part of me that makes me memorable? I’m not talking about whether I look good, but I’m talking about a specific characteristic that might be identifying to me or you. Like red hair, blonde hair, a special cut, a signature scarf, a hat, a high pitched voice, green piercing eyes? We see or hear none of this via social media, how do we gain the competitive advantage then via the internet.

We use our IT IQ and build strategic posts, making us memorable. We use a specific photo striking a chord of remembrance to our target audience. Start a blog to become multi-dimensional. Keep in mind; we control 100 percent of what others see about us. We should be able to control blunders and mishaps via IT IQ, some much easier than live mishaps.

For example, working from home, kids are sick, car is in the shop, a little under the weather via our IT IQ no one ever needs to know. You can still appear to be in the office with professionalism exuding at all times.

There is a shield that protects us from being stereotyped, whether its gender bias, generation stereotyping, or any other type of profiling, our IT IQ shields us from that. However, I do believe first impressions are every bit as critical with IT as live and in person. Keep it brief and memorable.

The 10 second rule may be reinterpreted as the first internet impression one gives is judged and a decision is immediately made as to whether someone is buying your persona or not. You are not only selling and marketing your products and service, but yourself as well. I still say make your first 10 seconds count! Always make it your best first impression. You will always have only one chance at making that first impression.

What is proper etiquette for our new IT IQ?
How to develop etiquette and social skills when using IT media:

Be respectful and take the time to think about what you are saying. Sending off a quick quip could be misinterpreted.

Ask for referrals just as you would do in-person. The person you are connected to may not know you are open to referrals and even welcome them.

A simple thank you is always appreciated, via live, written or communicated via IT … the thank you is always appreciated.

Ask what you can do for someone else …. don’t always be the taker, be the giver.

Always have your contact information readily available in your IT message, your name, phone number and e-mail are always a must.

Lastly, use spell check and proper grammar.

Do we use different skills, IT IQ when dealing with different individuals?
How we talk to our best friend, spouse, sister and/or kids verses how we connect to a client, co-worker, proposed client, past client our boss are all different. Take the time to think through each of these. Doesn’t our best friend deserve the same courtesy we afford our clients? I get the fact that in the midst of a mountain of texts , its personal and different with our family and friends, but I have sent texts that are so misspelled due to auto correct and fingers hitting the wrong keys that after sending them, I am embarrassed that the message came from my phone. So check all messages to determine they are saying what you think they are saying.

Don’t be shy to request referrals
When networking for business using your IT IQ, use your database, ask for  referrals and ask to link to others events, blogs and Web sites. It’s still all about networking, and now more opportunities come our way every day, it’s up to us to use our IT IQ and capitalize on the opportunities coming our way!

In last month’s column, “Do You Know What Your SEL IQ is Saying About You?,” we looked at social and emotional intelligence, with responses from:

Jessica Kofink, VP of Fortress Flooring, former BOA Sr. Banker
“I agree that there are multiple types of intelligences with each person as stated in Burke’s column ‘Take the Lead: Do You Know What Your SEL IQ is Saying About You?” Working in the banking industry, it was my emotional IQ that I relied on. The ability to understand my clients based on their body language, voice fluctuations, and facial movements helped me to become successful in my position with sales. While I have never given much thought as to how I obtained that skill, I would say that I have always had an interest in observing others. As a child with poor vision, I would often study my friends’ and families’ mannerisms in order to identify them because it was hard for me to see their face from a distance. As stated in the article, environmental factors are believed to be contributors, and in my case, I would agree. My Emotional IQ comes in handy often and this article definitely made that more apparent.”

Genevieve Riley, Program Representative for not-for-profit Dancing Classrooms Greater Chicagoland, former Labor Administration
“Great article! I can definitely relate to Internet technology IQ and Emotional Intelligence. My work often requires that I relate to people and clients both on the phone and via e-mail. When sending correspondence through e-mail/phone to sell my "product," which in my case is a program, I will tailor to each particular person and what I think they will respond to. I research my clients online and then apply that knowledge to my correspondence, putting in personal touches that help me relate to them and in turn help to sell my product. I find it much easier and comfortable to correspond through email and have had excellent results.”

Take the Lead! It’s your turn now … join in our media discussion, via online connections through Facebook, Twitter and e-mail. We want your voice to be heard. We will share your stories, ideas and suggestions, giving you credit for your participation. Let’s grow together! Submit your responses to [email protected].



Laura Burke, MBA, MS, MIS, CFE, EA is an author, and trainer with 20-plus years of experience in the mortgage arena. She was recently one of six members chosen for the IRS IRPAC Advisory Committee, where she will serve a three-year term. She may be reached by e-mail at [email protected] or [email protected].



This article originally appeared in the April 2016 print edition of National Mortgage Professional Magazine.

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