Jamming with Jason E54: Networking is for Sales People

#Internalaudit professionals don’t need to networking, they need community.

In this #jammingwithjason #internalauditpodcast episode I explain the differences between networking and joining a community, and believe me there is a big difference. Even when people think they have community it is often just networking, which is a big waste of time.

Networking is for sales people to collect sales leads. Unless you are trying to sell people products or services, it’s time to stop networking and join a community.

I also discuss the elephant in the room with the world-wide corona virus pandemic and some ways you can minimize the impact on your career.

Join the thousands of people training each month with cRisk Academy at: https://ondemand.criskacademy.com/?affcode=105582_jpp6czlf

If you are a #ChiefAuditExecutive ready to join a community of top CAEs from all over the world, schedule your complimentary no-obligation 30-minute call with Jason Mefford to see if it’s right for you at: https://jasonmefford.mykajabi.com/caeforum

Have conferences, trainings and meeting been canceled you planned to attending this year? If you are like most people, the answer is YES.

Are you trying to figure out how to get yourself and your team the training you need?

If you are a manager or #chiefauditexecutive responsible for training, book a complimentary 15-minute call to explore the various virtual training options that would work best for you and your team.

Mefford Associates has been doing virtual #internalaudit #training for years, so this is nothing new to us. Book a call to learn about options for you and your team. calendly.com/jasonmefford/15min

Jamming with Jason is the #1 #internalauditpodcast in the world has interviews and discussions (jam sessions) relevant to Chief Audit Executives and professionals in #internalaudit, risk management, and compliance.

Transcript

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Jason Mefford: Welcome to another episode of jamming with Jason. Hey, my friends, welcome back. It is good to be with you again this week.

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Jason Mefford: Hey, this week I want to talk about networking and I’m going to explain here in just a minute why I’m talking about that.

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Jason Mefford: And why this episode is actually titled networking is for sales people. But before I get into that, just because of a lot of the things that are going on in the world right now.

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Jason Mefford: So we know that there’s a pandemic with coronavirus that is starting to impact people all over the world. So I didn’t want to ignore.

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Jason Mefford: You know, the big elephant in the room. And so before we get into our regular discussion today I want to talk to you a little bit about that and some of the impacts that you may be feeling

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Jason Mefford: From this, but also some of the things that you can do. So this week’s episode the show notes are going to be a little bit longer than normal.

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Jason Mefford: Because I’m going to go through and talk about a few things. And I want to make sure that you have links so that you can access some of these resources as well.

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Jason Mefford: So this week, don’t just listen. But actually go into the show notes and click on the links and get yourself some help. Okay, so

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Jason Mefford: You know, depending on where you’re at in the world. This coronavirus pandemic is probably affecting you in different ways, but I know here in Los Angeles, where I live, you know, we’ve gotten to the point now where a lot of schools are actually closing

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Jason Mefford: They’re banning kind of large group gatherings. So a lot of events are being cancelled as well.

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Jason Mefford: And I know this, you know, how does this affect you. Well, obviously, if you have children, if the if the schools end up closed where you’re at.

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Jason Mefford: If you are starting to work maybe from home because your office has actually closed and they’ve actually asked you to stay at home.

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Jason Mefford: This is going to start to change kind of your daily or weekly routine that you have. Okay. Now, just as I said, you know, schools are closing

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Jason Mefford: As, as a result, well you know there’s been a lot of training and conferences that have actually been canceled as well. So even this week come into, you know, the GAM conference from IIA. That’s a big event where a lot of audit management and in chief audit executives.

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Jason Mefford: You know, end up going to that conference each year. Well, it’s been cancelled the live event in Las Vegas has been canceled.

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Jason Mefford: They’re still trying to do some virtual stuff, but they’re scrambling on that here at the last minute, so you know as an example.

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Jason Mefford: If you were going to the game conference, all of a sudden you have a free week because you physically can’t be there. And unless you’re you’re tuning in virtual you’re not getting the information. Okay.

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Jason Mefford: Now, I know I’ve seen that too with, you know, local II chapters in other people that are doing live training. They’re canceling that training.

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Jason Mefford: Which means, again, if you’re one of those people that was relying on going to one of these live trainings.

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Jason Mefford: You know, for a couple of different reasons to be able to get your CPA get trained, get some ideas for how you can change or do things differently.

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Jason Mefford: Or even just to kind of network. And we’re going to get back to that. Remember, that’s what we’re going to be talking about today. But let me get through first these these couple of other items as well.

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Jason Mefford: So if you’re one of those people that is, you know, find yourself right now and going, oh man, how am I going to get my training. What am I gonna do

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Jason Mefford: Well, I got some very good news for you. Okay, I saw things like this coming. Many years ago, that’s why. Four years ago, I started see risk Academy

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Jason Mefford: Now see risk Academy is the largest on demand webinar and certification training platform for internal auditors so thousands of people go through our training each month.

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Jason Mefford: And it’s established, it’s already there. We’re not scrambling like everybody else is to try to start switching from in person to virtual

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Jason Mefford: We saw this going on for a long time. And so we have hundreds of courses that are out there.

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Jason Mefford: And available for you to be able to take from the comfort of your home office wherever you happen to be

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Jason Mefford: It’s completely virtual so there’s no coronavirus risk with C risk Academy. Okay.

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Jason Mefford: So one of the links that I have down below for you is, again, if you find yourself in that situation where you’re like, oh man, how am I going to get my training this year.

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Jason Mefford: Since everything is getting canceled see risk Academy may be exactly the right thing for you so down below. I’ve got links where you can sign up. You can register for a free account.

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Jason Mefford: And then you just select or pick the training that works for you. So like I said, search through the hundreds of courses, find out what information you need.

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Jason Mefford: And get registered, you only pay for what you actually use and here’s something that we do different to there’s a 30 day money back guarantee.

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Jason Mefford: So most online training providers do not provide that we do. So again, there’s no coronavirus risk. There’s also no risk of getting a bad course.

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Jason Mefford: Okay, and we’re actually, you know, actively bringing on new instructors, because we’re trying to have some of the best

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Jason Mefford: Internal audit risk and compliance instructors on the platform, providing their training. So again, check out that link down below.

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Jason Mefford: Now, because of the time to I’m going to tell you about a special offer on see risk Academy right now there’s a new certification course that we have called the certified total quality auditor.

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Jason Mefford: Now this is a certification course that you can get in one to two weeks and it teaches you the principles of total quality auditing.

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Jason Mefford: Okay, so it’s a it’s an actual topical practical thing for you to be able to improve the quality

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Jason Mefford: Of your internal audit department. So in how you do it as an individual auditor, but also how you as your whole team can actually improve the quality

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Jason Mefford: Of the assurance that you’re giving. Now the reason I’m telling you this is we just launched this at the beginning of the month.

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Jason Mefford: And right now, you can save $500 on this course if you register before the end of March. So if that’s something that is of interest to you. Don’t miss out on saving $500 you know

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Jason Mefford: Get registered for that before the end of the month. And again, I’ve got that link for you. Down below, that’ll take you right to the course the coupon is already applied. All you have to do is go ahead and register and pay

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Jason Mefford: The next thing you know, again, if you are a chief audit executive or maybe somebody who reports directly to the CA your kind of that number two level in a bigger audit organization.

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Jason Mefford: I know a lot of you were planning to go to GAM this year, many of you cannot travel and cannot go to GAM. So, there again that once in a in a year opportunity is now gone.

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Jason Mefford: Okay, but there are other options. You know, again, I told you I’ve been seeing things like this coming for a long time. That’s why I facilitate what’s called the chief audit executive forum.

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Jason Mefford: The ca forum is actually a group of top chief audit executives from all over the world. We meet virtually each month. So it’s not a oh my goodness, I only get to go once a year.

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Jason Mefford: You actually get to meet with top chief audit executives once a month, but it also provides you a whole bunch of other benefits and things that I can’t get into here.

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Jason Mefford: But again, I’ve got a link down below for that, you know, part of that includes actually having some personal one on one time with me. Each month as needed.

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Jason Mefford: And really having me in your corner. So again, you know, I don’t, I don’t do much one on one coaching. Most of the coaching that I do with Chief Executives is done within the chief audit executive forum.

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Jason Mefford: Excuse me. So again, if, if you’re one of those people that are missing out on GAM

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Jason Mefford: Here’s another option for you. But it’s not just a couple of days, once a year. It’s actually support for you. Throughout the year, as I said in these group calls. There’s other

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Jason Mefford: Courses and information that kind of get included with this. And so if if that sounds like exactly something that you are looking for.

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Jason Mefford: Click on the link down below and and fill out a very brief application so that you and I can have a 30 minute discussion to see if the chief audit executive forum is for you.

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Jason Mefford: It’s no obligation, you don’t have to. It’s not a pushy sales call or anything like that because I only want people in the group.

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Jason Mefford: That want to be in the group. And so we get on the call for a half an hour. We talk about what you’re trying to accomplish. See if this would be a good fit for you.

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Jason Mefford: If it is, then we get you registered and get you and to that so that you can have that support throughout the year.

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Jason Mefford: So that’s another option. Again, like I said, you know, if GAM Gam is getting cancelled, maybe if you’re a local II CHAPTER has has ca roundtables

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Jason Mefford: They’re going to get cancelled to right but the chief audit executive forum does not, we do not cancel it, it’s virtual and so you have an opportunity

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Jason Mefford: To participate and get that support throughout the year as well. Now it’s an actual community.

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Jason Mefford: And I’m going to, I’m going to talk to you later about networking as we get further into this and you’re going to start to see the difference between networking

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Jason Mefford: And actually having a community. So, the chief audit executive forum is a community. Okay, and hold on. I’ll explain to you what that is.

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Jason Mefford: Now the last thing on this area as well is. Some of you may be looking at this and again you know people on your team, you had scheduled to go to certain training during the year.

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Jason Mefford: And again, as I told you, you know, a lot of I chapters are canceling their trainings, a lot of in person conferences summits, you know and and seminars are being cancelled as well.

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Jason Mefford: So you may be sitting there thinking, oh my goodness, how am I going to get my people trained this year again.

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Jason Mefford: I’ve known about this for a long time, folks. So at method associates, we have been doing virtual training for internal audit groups for years.

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Jason Mefford: So again, this is not something that we’re trying to scramble at the last minute to figure out how to do this for people

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Jason Mefford: We have been doing this for years. And so there are lots of different virtual training options for you and your team, either through see risk Academy and it kind of an on demand format.

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Jason Mefford: But also in live virtual options for you and your team. So again, if you’re one of those people that’s thinking, My goodness, how am I going to get this training done

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Jason Mefford: That we were thinking to do this year again down below. There is a link and if, if that is exactly something that sounds like what you are needing there is a link for you to set up a short 15 minute call with me.

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Jason Mefford: Just to go over and talk about what you’re trying to accomplish and what the best virtual options would be for you and your team.

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Jason Mefford: So again, if you’re somebody in that situation. You’re like, yep, that’s what I need. Again, down below. There is a link for you to be able to just have a quick call with me. See what the different options are.

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Jason Mefford: Okay, I told you this, the show notes. There’s going to be a lot more down below.

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Jason Mefford: So make sure that you go and take a look at the show notes because links to all of these things that I’ve just talked to you about

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Jason Mefford: Are going to be down there. And so again, regardless of which platform you’re on. You should see them.

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Jason Mefford: You know, if, if you don’t, for some reason, then you can always go to my website. Jason medford.com

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Jason Mefford: Forward slash jamming with Jason and you’re going to get all of the complete show notes on my website. So nothing gets truncated they’re all of the information will be there.

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Jason Mefford: Okay, so now let’s switch over to what I wanted to talk to you today about which is networking

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Jason Mefford: And the reason that I bring this up is, I hear a lot of internal auditors saying are talking about networking. Okay. Now let me explain to you.

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Jason Mefford: What networking actually is. Okay, there’s some different groups and I’ll, I’ll use some examples because, for example, there’s a group called be and I, which I think is business networking international or something like that.

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Jason Mefford: It’s usually a local group of business owners who meet each month, and they get to know each other and they kind of send referrals back and forth to each other.

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Jason Mefford: It is a networking group. Now, if you’ve ever gone to a DNI meeting and I’ve been to several

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Jason Mefford: You go, and it’s really, it is a networking event. You are going looking for sales leads people that you can sell services to okay

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Jason Mefford: You may be going to look for some providers of services that you need to buy

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Jason Mefford: But for the most part people go to networking events to try to find sales leads. They’re looking for people that they want to sell product or services to okay

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Jason Mefford: So when you go to a networking event everybody in the room. What do you think they’re thinking oh if I talked to this Jason is he going to be somebody I can sell something to

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Jason Mefford: So when you know Joe comes up to Jason and says, Hey, Jason. I’m Joe what’s going to be on Joe’s mind, how can I find out quickly if Jason is somebody I can sell to

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Jason Mefford: And the discussion is going to be tailored around whether or not I think Jason is a prospect and I can sell something to him.

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Jason Mefford: If it’s not Joe’s not going to talk to me for very long is going to shake my hand, he’s going to ask me a couple of questions.

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Jason Mefford: And if he doesn’t think I’m an ideal client for him. He’s going to move on to someone else, very quickly.

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Jason Mefford: So in networking events you normally do not really establish relationships, other than, you know, shaking hands with people getting to recognize people’s faces.

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Jason Mefford: And knowing what people do for a living. That’s it, because you’re trying to sell to them. Okay. You’re not trying to get to know them.

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Jason Mefford: As a person, you’re just trying to sell them something okay now even some other events where there is an educational component to it. So think of things like I I capture meetings.

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Jason Mefford: Or one that I’ll talk about is the national speakers Association, which is a group. It’s an organization here in the United States of professional speakers.

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Jason Mefford: So again we need, you know, eight times a year or something like that and and usually again. The format is you know there’s time for people to quote unquote network at the beginning.

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Jason Mefford: In the breaks and things like that. And then there’s a little educational component to it so meetings like that. There’s an educational component. And there’s a networking component

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Jason Mefford: Now, if the education is something you’re interested in. If it’s something that you

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Jason Mefford: Need for your business, then it’s great, right, because it’s education, you’re learning, you can make changes. You can do things different. And so the educational component can be great.

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Jason Mefford: The networking side, like I said, even though it’s, it’s an association group. Most of the people as they’re talking with other people during those events.

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Jason Mefford: It’s just like those big meetings, they’re looking for, or trying to find people that they can sell stuff too. And so usually the conversations are very superficial

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Jason Mefford: And superficial conversations, do not actually lead to relationships and and you know what I’m talking about. Okay. I want you to, I want you to sit there and think about some event that you’ve gone to

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Jason Mefford: And somebody walks up to you and they start, you know, hey, I’m Jason, you know, what’s your name and about the first question they asked us. So what do you do right

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Jason Mefford: And they ask you, maybe a couple of questions and then all of a sudden, either they get very disinterested in you and they leave.

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Jason Mefford: Or they start on kind of this sales pitch to you and you probably feel a little sick to your stomach and you’re thinking, My goodness, what are you trying to do right, we don’t even know each other.

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Jason Mefford: And you’re already trying to sell me something. Well, folks, that’s what networking usually is. And so when I hear

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Jason Mefford: Internal Auditor saying things like, well, I already get networking. It just kind of blows my mind. Okay. Because as the title says networking is for sales people.

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Jason Mefford: If you are trying to sell something then go to networking events. Okay, get all your networking that you can get

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Jason Mefford: But I’m pretty sure that most of you in internal audit risk and compliance. You’re not trying to sell people things when you go to certain events.

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Jason Mefford: But if you’re going to networking events. That’s what everybody else is trying to do either you’re the target or you’re trying to sell to somebody else.

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Jason Mefford: So networking for internal auditors doesn’t make a lot of sense to hear what I’m saying. That’s why I say networking is for sales people.

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Jason Mefford: Internal Auditors don’t need networking what internal auditors need is a community. Okay. And again, I know some of the local chapters kind of try to do this. But here’s the issue.

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Jason Mefford: Most of the time when we show up to those kind of events we act like it’s a networking event. And so we do the same thing. We have seen this, you know, kind of mimic to us in going to these kind of events.

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Jason Mefford: The discussions end up being fairly superficial and we never actually develop a relationship with the other person.

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Jason Mefford: You have to get deeper and understanding, getting to know them better. You know, I’ve talked about the principles of influence before

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Jason Mefford: You going through some of those kind of steps, but actually trying to get to know people as a human being that’s that’s part of what you need to be able to develop the relationships and be able to have a community.

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Jason Mefford: Now I told you before about the chief audit executive forum and I told you it is not networking. It is a community.

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Jason Mefford: And I don’t know how many times I have heard people say this to me.

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Jason Mefford: Okay, they’ll, they’ll hear the concept and they’ll say something like, well, I don’t need to pay for networking. I have a bunch of free networking already. Well, good for you. But as I told you before, networking is not what you need. You need a community and for a community to actually

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Jason Mefford: You know, be there and and kind of go forward so that it can always support you, there are costs that go along with that, folks. Okay. And you can see this already. Any, any organization that just relies on volunteers.

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Jason Mefford: cannot sustain itself for very long. And so again, I know many of you are involved in local II and I’m going to give this to you as an example. Okay.

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Jason Mefford: Now, I used to be a chapter President myself I was also a district representative. So I was responsible for different chapters around the US.

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Jason Mefford: I’ve served on lots of I international committees as well. Okay, so I understand what it’s like to run a chapter

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Jason Mefford: And local chapters are relying on volunteers. Okay, and that’s why so many chapters struggle.

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Jason Mefford: Because they’re relying on volunteers. They’re not really charging or they’re charging a very small amount. And so, financially, they always have some difficulties. Okay.

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Jason Mefford: They rely on big events like my local chapter there to de van event that they rely on for a lot of their money for the year just got canceled.

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Jason Mefford: Which means financially, it’s going to be difficult for them. This next year.

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Jason Mefford: Now, the other thing with these free groups is because they don’t have a lot of money or because they’re charging very little for people to be able to participate.

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Jason Mefford: The educational side of it often is lacking they rely on somebody who maybe is not an expert.

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Jason Mefford: Works for a professional service firm that wants to come in and network with you. So they’ll give you a free

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Jason Mefford: You know, they won’t charge you to talk for an hour, but they’re going to talk about the services that they want to sell to you.

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Jason Mefford: And they’re going to use that as an opportunity to try to find sales leads, because those people from the professional service firms that show up are usually sales people. Okay.

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Jason Mefford: So they’re using those chapter meetings as a way to actually find sales prospects. So that’s why when you go to some of the events.

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Jason Mefford: The title looks great. You show up and you’re like, yeah, that kind of sucked okay and and a lot of times it does some of some of its very good some of its okay some of it just sucks.

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Jason Mefford: And the reason is because it’s free or practically free anything that is free or practically free will not have a high quality aspect to it.

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Jason Mefford: Why, because you know what the professional speakers that people that actually really know their stuff. They do this for a living. And would you expect an expert, a world class expert to want to work for free.

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Jason Mefford: Do you want to do your job for free. Now, everybody should have said no. Right. So again, if you want to have higher quality.

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Jason Mefford: You can get all the free stuff that you want free networking free quote unquote community.

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Jason Mefford: It just isn’t going to be there for very long because what typically happens is those people that volunteer their time they get burned out.

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Jason Mefford: Or they move on to another organization they can no longer end up helping out. That’s why those things tend to really struggle or burnout and just not end up happening.

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Jason Mefford: The chief audit executive forum, as I told you is not networking. It is a community. Okay. And it’s run by and supported by a team of people

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Jason Mefford: That takes some money to do. But you know what the quality is hire as well. So you get what you pay for.

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Jason Mefford: So if you’re one of those people that ends up saying, oh, I don’t need to pay for networking, I get plenty of free networking

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Jason Mefford: Well, guess what you’re getting a whole bunch of free value and free usually does not equal value. OK. So again, as internal auditors. You don’t need networking

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Jason Mefford: You need a community and you need to be able to find a place that becomes a community for you because here’s the difference between networking and community. Yeah, when it really comes down to it.

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Jason Mefford: When you go to a lot of those meetings and you’re just talking superficial chit chat BS with people. If you have a problem if you need something if you have a question. There’s a very good chance those people will not be there to support you, when you need help.

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Jason Mefford: If you are a part of a community, a community where you actually develop relationships with people they know who you are. You know who they are.

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Jason Mefford: When you have a problem when you have a question. When you need something those people will be there for you.

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Jason Mefford: That’s the big difference between networking and just superficial versus actually being a part of a community. Okay. You got it.

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Jason Mefford: If you didn’t go back and listen to this episode. Again, but like I said folks in internal audit risk and compliance. You don’t need networking

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Jason Mefford: You need a community and so quit trying to network and instead try to join things that are actually a community to be able to help you grow and learn as an individual.

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Jason Mefford: But also to be able to have that group of people there when you need something. And when the other people need something that you’re there for them.

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Jason Mefford: As well, a community is both a give and take. And so again, if you’re only a taker. If you only want people to answer your questions. But you’re not there to support other people

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Jason Mefford: Then a community probably isn’t for you, and you probably should work on, you know,

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Jason Mefford: Do some soul searching people if you’re only a taker, then, that sucks. Okay. If but if you really want to be a part of a community actually give and take. That’s what a community does

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Jason Mefford: Then go out and find that because like I said networking is not what you need. You need a community.

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Jason Mefford: So with that, my friends, I’m going to sign off this week, make sure, again, because at the beginning of this, I told you a whole bunch of stuff.

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Jason Mefford: And all the links for that are down below in the show notes. So with that, stay safe and I’ll talk to you next week on the next episode of jamming with Jason. See ya.

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