Start-Ups and Your Collective Intelligence
Your Networking Business Model

Insurance of Your Pre-existing Network

I was talking to my relatives in Italy. We were comparing notes on the relative (no pun intended) virtues of our countries. Since they have lived in both countries, they had an advantage in evaluating both. My cousin's wife said, "you have the pursuit of happiness and we have the guarantee of health. She asked, How do you pursue happiness without your health? Here's what the Italian Constitution says:

The Republic safeguards health as a fundamental right of the individual and as a collective interest, and guarantees free medical care to the indigent.

Here was the interesting part for me. When you have a pre-existing condition in Italy you will get medical treatment/care for life! The exact reverse of what we think in the US. A pre-existing condition is a bad thing. It is to be avoided. It will trigger exclusions of your insurance, especially if you change jobs. In Italy, as it relates to insurance and medical treatment, a pre-existing condition is a good thing. It assures you and your family that you will have the medical care you need.

Not here to debate these systems, but perspective is a powerful tool.

Clearly when you have insurance, you have confidence. When you have confidence, you have courage. When you have courage you have the opportunity to become fulfilled and happy.

Each of us has pre-existing conditions of our lives. We have to accept the facts, idiosyncrasies, and attributes of our lives. Sometimes we think of these things as liabilities, as things we should hide or ignore. We know that every liability can also be an asset. One of the most overlooked assets is our pre-existing network of friends and family. It is an under-utilized resource. We seek the new over the tried and true. Why? As Seth Godin says, we tend to like the shiny over the known. Like the youthful and naive sales rep who thinks new customers are the only source of a strong business. We know that most business comes from our existing base of customers and connections. And you gain the new connections through the existing ones--we usually call this word-of-mouth. For some reason we ignore this logic when it comes to our careers.

Connecting with people we know is so much easier --People with whom we have a relationship. But human nature is to think we already know them, when it is virtually certain we do not--because we have not engaged them in the specifics of our quests. We are seeking connections to opportunities at companies, employers, people who are doing what we want to do etc. It is truly amazing who people know and how they know them. Tennis partners, church goers, school parents, college roommates, neighbors, colleagues......never underestimate the breadth of another's network and therefore your pre-existing one.

Your desire to redefine your life, get a new job, go back to school or start something should push you back into your existing contacts. Fewer excuses to talk to people you know. Almost everyone procrastinates meeting new people, because it takes effort and overcoming fear. But talking to people you know to be introduced to who they know is easy and even fun. Don't make this an All About Me mission. You catch up with people, you offer to help them and you engage them in your objectives. Plus your network wants to help you. And you want to help them.

The key is being introduced. Never just get a contact from someone. Always get your contact to introduce you through email or a phone call. Warm hand offs eliminate cold calling.

Your best and most effective insurance plan for the health of your future lies in your pre-existing network. It is a great source of confidence and courage. Mine it. Explore it. Strengthen it. It will help you advance your goals, expand your network, and reconnect you with people you care about.

Thanks for reading. John

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