A model I created to help explain networking to anyone.

1. ©Joshua Wexler 2010
Networking is the practice and art of building,
maintaining, and tapping into the power of
relationships to accomplish goals. Networking is
the most important skill you can have. It is not a
innate skill; instead, networking can be learned,
practiced, and improved. The LEARN model (Learn,
Expand, Assist, Retain) is an integrated
comprehensive framework that transforms the way
you network by breaking up networking into its
core components. The model provides a flexible,
trusted, and relatable method for building deep
relationships to achieve goals.
A Definition of Networking
and the LEARN Model
Most people are aware of the importance of
networking however they struggle to network
successfully. There are a number of barriers to
good networking. Some of the most common are
that good networking is hard work and takes
effort, the rewards of good networking are not
immediately apparent, fear of rejection from
others, and/or negative stereotypes about
networking. The LEARN model lowers these
barriers by transforming how you think about
networking and how you practice networking.
The LEARN model removes the barriers to good
networking because it:
• Is easy to learn and use
• Was designed with “introverts” in mind
• Places learning at the center of building
relationships and deep authentic relationships
at the center of networking
• Goes beyond the stereotypes of networking
(i.e. fake, superficial relationships)
• Gives an end-to-end, comprehensive process
for networking – from building initial
relationships to maintaining relationships to
utilizing your network to achieve goals
• Is based on well-researched principles from
positive psychology and social psychology3
• Incorporates the “best of bread” of networking
books and ideas4
Networking can be an incredibly positive,
empowering force in every individual’s life and
create great value for companies. The LEARN
model is the fastest and most reliable way to teach
and learn these skills.
The Value of the
LEARN Model
LEARN How To Network
1 Ferrazzi, K. & Raz, T. (2005) Never Eat Alone, Doubleday, New York; Misner, I. R. & Donovan, M. R. (2008) The 29% Solution, Greenleaf Books, Austin, TX;
2 Lank, E.(2006)Collaborative Advantage, Palgrave Macmillan , New York; Powell, W. W. & Grodal, S. (2005) Networks of Innovators in Fagerber, J., Mowery, D. C.,
Nelson, R. R. The Oxford Handbook of Innovation, Oxford University Press, New York
3 Cialdini, R. B. (2006) Influence, Collins Business, New York; Peterson, C. & Seligman, M. (2004) Character Strengths and Virtues, Oxford University Press, New York.;
Snyder, C. R. & Lopez S. (2005) Handbook of Positive Psychology, Oxford University Press, New York
4 For Example: Ferrazzi, K. & Raz, T. (2005) Never Eat Alone, Doubleday, New York; Mackay, H. (1999) Dig Your Well Before Your Thirsty, Doubleday, New York;
Baber, A. & Waymon, L. (2007) Make Your Contacts Count, AMACOM Books, New York
Relationships are more important than ever in
today’s knowledge economy. In a sense, the world
runs on relationships. Working together allows us
to accomplish more for ourselves and for others.
From an individual perspective, networking is
crucial because a strong network1:
• Provides the quickest and often the best way to
achieve your goals or dreams
• Gives you access to hard to reach people
• Greatly increases efficiency and effectiveness in
your work
• Increases enjoyment of work
• Makes you invaluable to an organization,
enhancing job security
Organizations that foster networking enjoy the
following benefits2:
• Attract and retain talent
• A stronger corporate culture
• Increased productivity, collaboration and
innovation
• Better and more effective communications
• Increased employee engagement
• Facilitate knowledge exchange and transfer
especially from older generations
Why is networking crucial?
Sources

2. - 1 -
The LEARN Model
Assist
Assist refers to the two way street of assisting others and
receiving assistance from your network. When done
correctly, assisting helps strengthen relationships by showing
others how they make a difference in your life.
• Be Strategic: Work to understand the strengths and
weaknesses of people in your network and always try to
play to their strengths. When offering to help a member of
your network, only offer help that you are capable of giving
based on your availability, skills and resources. If you are
going to utilize a relationship be sure to have a strategy so
as to gain the most from the time the other person is
willing to give to you. Make it about them, not about you.
• Find Win-Win Solutions: Win-Wins are scenarios in which
you and another person mutually gain in some way. To
create win-wins, try to read the need of others and match
your goals with their goals. When helping others, you
should do it because you are willing and able to do so
without expecting something in return. People will want to
reciprocate and help you if the opportunity to do so arises.
• Ask for help: This is the quickest way to begin assisting in
relationships, but it is harder than it sounds because you
need to admit that you need help. When you ask for help,
make sure you have a clear goal in mind and be considerate
as you think about what to ask and how you ask it.
Set &
Achieve
Goals
Set & Achieve Goals
Goals are defined as personal commitments to achieve something in the future. Your
goals should be guided by your passions. Ask yourself: what gets me excited, what do I
love? Set goals holistically (short term goals that help with long term goals), commit to
a timeline (i.e. daily, weekly, yearly and 3 year goals), and ensure your goals align with
your values, interests and capabilities. Solidify your commitment to your goals by
writing them down and putting them in a place you will see them often.
Adopt the
Learning
Perspective
Learn From Others
Ask Questions Listen
Become
Actively
Engaged
Adopt the Learning Perspective
The learning perspective is a mindset, an attitude and a
belief founded upon the notion that the highest value in life
is learning and that every person you encounter has
something valuable to teach you. The learning perspective
asks you to change how you perceive and interpret
situations, utilizing learning and your natural curiosity as a
guide to understanding the world and connecting with
people. The learning perspective is a window to building
relationships and networking effectively because it
recognizes the central role learning plays in allowing us to
understand and connect with others and it takes advantage
of our innate, natural ability to learn.
Learn From Others
The first step in building relationships is learning from others.
• Ask Questions: The quickest way to establish deep authentic relationships is to ask
good, deep questions. Good, deep questions reveal a deeper truth about a person and
as such you typically are eager to learn the answers to these questions.
• Listen: Listening is essential to learning and critical in every good conversation. When
listening to another person, listen for the person's needs, how you can help and
common interests.
• Become Actively Engaged: Active engagement involves asking questions, listening and
actively thinking about the answers you hear. Remember what the person says, create
connections between what is said and information you know, and extrapolate or ask
follow up questions. Actively engaging others not only shows that you care about what
they are saying, but it also shows them that they have had an impact on you.
Expand
Expanding your network is about building deep authentic
relationships.
• Connect: To connect to others you have to let go of your
fear of rejection and take the initiative to talk with others.
Your main goal in connecting is to learn about the other
person. The learning perspective will help you to be
successful in connecting with more people.
• Node Hop: A node is any person in any network. The
people who are nodes in your own network provide you
with the ability to "hop" into their network or someone
else's by introducing you to new people. The term node,
when applied to people in your network, shows their
power to connect you to new people, and in so doing, help
you to achieve your goals. To identify nodes, you must ask
people in your network if they know of anyone who can
help you with a current goal. Once you have identified
nodes, connect with them, learn from them and transition
them into your network.
• Transition: Transitioning is the process of bringing
someone who is currently not a part of your network into
your network. Transitioning relies on your ability to
identify and discuss goals, possibilities, opportunities and
needs with others. It also relies critically on your ability to
learn from others, which is the key to discovering the ways
in which you can enrich their lives.
Retain
Retain involves strengthening and securing the relationships
you have with the people in your network by building trust.
• Catalogue & Schedule: You must have a system to keep
track of your contacts. Use technology that works for you
to keep an updated contact list. Try to record more than
the usual contact information (i.e. something that you
learned from them). Always have an up-to-date schedule
so that you can reliably schedule your next meeting.
• Follow-Up: Following up is the fastest way to solidify your
network. You should follow-up with an individual
immediately after meeting and continue to connect with
the person periodically to maintain the relationship. In
follow-ups, show the person how they have had an impact
on you (i.e. what you learned from them) and express your
gratitude.
• Build Trust: Trust is the glue that holds relationships
together. You build and maintain trust by demonstrating
character and competence and by building your brand.
Character is about doing what you say and saying what you
do. Competence is about doing excellent work. Your brand
is what people think of when they hear your name; your
character and competence. Broadcasting your brand is
about getting brand visibility with the “right” people, in a
tactful manner.
Build
Trust