Lesson Three: Join a “lead” generating group. In lead generating groups, individuals usually pay an annual fee to become part of an exclusive business networking group. This means that only one or two individuals from specific industries are represented.

Lead exchange groups limit the number of members from various industries, like law, accounting, insurance, marketing, real estate or interior design, to name a few. Most groups meet weekly, bi-weekly or monthly with the specific intent of delivering business referrals to each other during the meeting. Traditionally, the group as a whole gets permission from the other members in the group to share their names with anyone they come in contact with who might be interested in doing business with them. That’s different from randomly giving out names to other people without the other person’s knowledge (as you already know, I do not support that practice).

Some lead groups work better than others. Do your homework first. Get as much information about the group as you can. Talk to people who are already members. See if you can attend a function as a guest and observer. Carefully study who else is in the group. Make sure they are people you want to associate with before you commit.

For a lead group to work well, four key criteria must exist: 1. Mutual respect for each other; 2. Trust among group members; 2. High business standards/ethics; and 4. A generous or giving spirit. When those four criteria exist, the group will work well for you.