Good in a Room

10. Arrive early and if possible leave early. You know the benefits

• “I help parents find their quarterly number.” • “I’m like a financial midwife.”

psychological obstacle: You must subordinate yourself to the buyer.

Principle 1: Use an Indirect Approach

for Prime Numbers. Thus, he answers the question “What do you do?” in one of the following ways: • “I’m an investigative journalist. I focus on the intersection of art and technology.” • “I write articles for Prime Numbers magazine for people who love technology.” • “I help people who love gadgets figure out what will work best for their style.” •

The best networks are built one person at a time.

• “What’s your thinking on ____?” • “How did you come up with the idea to ____?”

requests. Don’t ask for a referral. Eventually, the person will see the value you bring to the table and she will make the first move toward talking business. If she doesn’t, then she’s still

• Add an interesting detail. Liz might say, “I was raised in New York in a house my grandfather built from the ground