LocalBiz Magazine Q3 2023

The Fabric of Family

Some may buy furniture with the hope that it will last a few years. Hilton Head Furniture Company provides their clients with an experience and furniture that will last generations. Every upholstery item purchased comes backed with a lifetime guarantee on the frame, springs, and construction.

As a trusted local source, your furniture will be tailored to fit you, your style, and your lifestyle. If you are planning to furnish or refresh your space, be sure to visit their showroom and Design Center to take advantage of the vast array of options and complimentary design team which is focused on creating the perfect layout for your home all while delivering top tier customer service and extensive knowledge.

Sally O’Connor, Larry Setola Jr, Julie Setola & Pawlie

Not all furniture is created equal.

THE TEAM

EDITORIAL &

Editor-in-Chief

Lance Hanlin

Editors

Lucy Rosen, Laurie Laykish

Art Director

Jeremy Swartz

Vice President Sales

Lori Goodridge-Cribb

Graphic Designer

Charles Grace

ADVERTISING & AUDIENCE

Digital and Social

Ashlan Saeger

Audience Curation

Bruce Wolf

Sales

Sharon Jauch  sharon.jauch@wearelocallife.com

Rebecca Kerns  rebecca.kerns@wearelocallife.com

Lauren Alston  lauren.alston@wearelocallife.com

ADMINISTRATION & MANAGEMENT

Finance

Leah Ortega

— DR. IVAN MISNER Founder, BNI

Beyond business cards

CREATE A ROBUST NETWORK TO PROPEL YOUR BUSINESS FORWARD AND OPEN DOORS TO NEW POSSIBILITIES.

IIn today's interconnected world, building and maintaining professional relationships has become paramount for thriving in any industry. Whether you're an entrepreneur, a seasoned executive or an aspiring professional, effective networking can open doors, create opportunities and propel your career to new heights.

In this Q3 issue of LOCAL Biz, we delve into the multifaceted aspects of networking, offering valuable insights, practical tips and inspiring stories from industry experts and local business leaders. We explore the various dimensions of networking, from traditional face-to-face interactions to the rapidly evolving digital landscape, all from a local perspective.

We shed light on the importance of cultivating meaningful connections, both offline and online, and how to navigate the delicate balance between personal and professional relationships.

We delve into the power of networking events and conferences, uncovering strategies to maximize your presence, engage with key influencers and leave a lasting impression. By engaging with professionals in your field, you can stay ahead of the curve, adapt to changing market dynamics and make informed decisions for your business.

We also examine the growing impact of social media platforms on networking, providing guidance on leveraging digital platforms to expand your network and enhance your personal brand.

We hope this issue inspires you to embrace the power of networking, to step outside your comfort zone and to forge genuine connections that will propel your business forward. Remember, networking is not just about exchanging business cards; it's about building relationships, offering support, and creating a network of trusted allies who can help you navigate the ever-changing landscape of business. May your network flourish with abundance and prosperity.

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LANCE HANLIN Editor-in-Chief

“Networking is not about just connecting people. It's about connecting people with people, people with ideas, and people with opportunities.”

— MICHELE JENNAE, AUTHOR

Q3 2023  NETWORKING

Start. Grow. Lead.

Embark on a transformative journey with a collection of inspiring stories tailored to guide you through the three pivotal stages of your business's growth.

Spotlight

Enhance your professional growth by gaining insights from seven influential local business leaders and cultivating a powerful network of skilled professionals within the community.

Faces

Three local networking powerhouses share their secrets for establishing meaningful connections and expaning your professional network.

76

NETWORK ULTIMATE NETWORK ULTIMATE

Roundup P. 24

Unconventional networking strategies for business owners

Inspiration P. 32

How to use social media to make (and keep) great contacts

Marketing P. 46

Networking mistakes to avoid: Cultivating contacts with care

HR P. 48

Build a strong network with trade associations

Money Matters P. 60

Networking is a priceless investment for business success

Ask the Experts P. 74

Local owners have questions. The Biz Whiz has answers

Events P. 84

Upcoming networking events worth attending

Smart Stuff P. 86

Tactical tools, tips and resources

Links P. 91

Bonus content at LocalBizSC.com

After Hours P. 92

Raise a glass to the Lowcountry's networking hotspots

Resource Directory P. 94

Good contacts for doing local business 18

David & Dale Cross

THE HOT LIST

WHAT TO WATCH, READ AND LISTEN TO IN Q3

NEWSLETTER

BNI America

No one knows networking like BNI (Business Network International) whose mission is to help members grow their businesses through a structured, positive and professional referral marketing program. Sign up at bniamerica.com/en-US/newsletter.

BOOK

Never Eat Alone by Keith Ferrazzi

It’s often better to think about the people in your network not as connections but as relationships: Real people with real needs you can engage with. Never Eat Alone offers a valuable, human-centered perspective on networking that emphasizes kindness and give-and-take techniques over cold, unfriendly Rolodexes.

STREAMING YOUTUBE

Tom Friel: How to Network

Stanford Graduate School of Business

Go back to school with Tom Friel, former chairman and CEO of Heidrick & Struggles, who shares the most effective strategies to build and maintain a professional network with Stanford Graduate students. This video has 110,191 views.

SOCIAL MEDIA

LinkedIn

LinkedIn is an invaluable tool for networking in the business world. Create a professional profile highlighting your skills and experience. Connect with industry professionals, and personalize connection requests. linkedin.com.

PODCAST

Work Life with Adam Grant

Season 2, episode 3. Networking for people who hate networking. The skinny: Ditch your business cards. There are more effective, less awkward strategies for building your connections. Available on most podcast services.

FOLLOW

Bill Gates profile on LinkedIn

LinkedIn is the world’s largest professional network, but who is the most connected person on LinkedIn? Bill Gates is one of, if not the most, followed person. Bill was always a top profile, but now that Microsoft owns LinkedIn, it can only help Bill’s profile. He has 36,332,700 followers.

YOUTUBE TEDX TALKS

David Burkus: How to Hack Networking

What if all the advice we've heard about networking is wrong? What if it's not about meeting strangers but about getting a better understanding of the existing network that’s already around you? In this talk David Burkus, author of the book, Friend of a Friend, examines the science of how networks work and reveals what the best networkers really do. The video has 321,312 views.

WEBSITE Meetup

Meetup is an online platform that facilitates in-person networking events and gatherings based on specific interests and industries. It allows you to find and attend relevant events in your area, meet like-minded professionals and expand your network in a more personal setting. metp.com.

Sweet dreams

SOCIAL MEDIA NETWORKING IN THE MIX AT GLUTENFREE BAKERY

BY LESLIE T. SNADOWSKY

JJumbo cinnamon rolls, cinnamon streusel coffee cake, lemon bars, and carrot cake are just a few of the popular gluten-free delicacies found at The G-Free Spot, a Hilton Head bakery that specializes in tantalizing the tastebuds of those struggling with gluten intolerance and celiac disease. With a mission to serve the best gluten-free gourmet goodies, The G-Free Spot has a dedicated gluten-free kitchen, separate from its regular kitchen, to serve those with dietary restrictions. Specialties include an extensive collection of palatable brownies, custom cakes, cheesecakes, cookies, cupcakes, muffins, pies and scones and breakfast and lunch sandwiches.

The niche-centric bake shop’s founder and CEO, Nicole Gardner, said traditional face-toface networking helped spread the word about her appetizing offerings, but it was social media that started feeding the frenzy of a hungry underserved community.

“It was a steep climb because I come from a generational place where social media is not my

Three key takeaways

1

Nurture relationships. “I think it’s the most important thing that we can do just as human beings, not just as business owners,” Gardner said.

2 Be consistent and honest. “We bake things that are really, really great,” Gardner said. “And then there are things we don’t do and we find the people who do them really, really great and let the rest of our folks know. And then, sometimes when customers come in, they’ll come with recommendations that we’ve never known about.”

3

Be open-minded. “There’s so much out there to learn and our network is not just one way, it’s not just us sharing information, but it’s us receiving too,” Gardner said. “It’s not just about making a sale but it’s about getting better and constantly improving.”

©KIM SMITH PHOTO

norm,” Gardner said. “But, I learned a lot fast. When we are able to touch a person with a particular need, like the ones we focus on, they tend to share our information with all of their friends and family and anyone else who happens to be in that same type of situation. You may think it’s a relatively small community, but once you get out into the social media landscape and start connecting with other people, you realize it’s broad and it’s big. It worked tremendously well in our favor because it connected us with people we never would’ve seen come through our front door.”

While The G-Free Spot’s social media numbers for Facebook (2,000 followers) and Instagram (1,300 followers) may seem modest, the Main Street bakery’s delights have been featured in front of millions of viewers on TikTok.

“We’ve gone viral about six times now in various TikTok accounts,” Gardner said, “and it’s been extraordinary. There were more than a million views on three different posts that were associated with us. Our online sales went through the roof.”

Gardner’s g-free journey started when two family members received gluten-intolerant diagnoses, meaning they had to steer clear of ingesting food that contained gluten, a protein found in wheat and several other grains. Combining her passion for baking with a new set of rules and ingredients, Gardner set forth to create tempting treats worthy of foodies everywhere. At her bakery there are items to be enjoyed by the whole family, whether they are pursuing a gluten-free lifestyle or not. The G-Free Spot additionally occupies a unique space in the food service industry in that they aren’t so much competitors as they are collaborators with other bakeries serving the same customer base. Gardner said because of the bakery’s size they understand their limitations and try to connect with other outlets to satisfy demand. “As opposed to trying to keep everything really close, we have a much more holistic kind of mindset,” she said. “We know what it’s like not being able to find quality gluten-free food, so our social media is supportive and allows us to explore a very free-flowing, informational type of mindset when it comes to recommending other places to find quality alternatives. It really opens up the opportunity to work more collaboratively, as opposed to a completely competitive way.”

Social media, Gardner said, really supports that business mantra and model and has propelled her online sales in between peak seasons on the island.

“I step back and try not to be afraid of it,” she said of the volume of business her bakery has gained through social media. “I’m just in awe of it and so very grateful. It’s mindboggling, it’s humbling, it’s exciting, and it makes you realize what you’re doing is right, which is reassuring. We just get so excited about what’s next and what we can do and how we can do it. That’s the biggest thing. How do we keep doing this well? It’s pretty cool.”

Gardner said her bakery stays busy from open to close, and even though the demand for her “life-changing” products grows more than its capacity, she don’t exploit her biggest asset. “We could go longer with our open hours, but we don’t because our team is really important to us,” she said. “The people that we have here making all of these things locally, they do it with a lot of care and a lot of love. So we make sure that even though there’s demand, we can’t necessarily go longer and harder. But we give our customers our all when we’re here.” ■

Savoring success The G-Free Spot’s founder and CEO, Nicole Gardner, said social media is baked into the success of her retail and online business and helped spread the word about her gluten-free goodies.

Deliciously gluten-free The G-Free Spot’s founder and CEO, Nicole Gardner, describes her jumbo cinnamon rolls (shown on top) as “lifechanging.” The G-Free Spot in Hilton Head proves that a gluten-free lifestyle can be an enjoyable, and yummy, experience.

Smoking out the competition

FROM CANNABIS TO CRYPTO, THIS LOCAL PROVIDER GROWS ITS BASE THROUGH NETWORKING

BY LESLIE T. SNADOWSKY

IIf the Secure and Fair Enforcement (SAFE) Banking Act is signed into law, banks and credit unions will be allowed to provide services to legal cannabis businesses. Hilton Head-headquartered merchant service provider (MSP) Equity Payment Merchant Processing is waiting for the industry to catch on fire.

“We’re watching the federal regulations closely on cannabis and CBD,” said Tami Bream, Equity Payment Merchant Processing president and COO. “Now, it’s against the law to use anything but cash because cannabis is still a Schedule I substance, so you can’t use a federal banking system for sales. But we have been slowly networking and taking small initial steps into that arena.”

Bream said 95 percent of Equity Payment Merchant Processing’s business comes from networking, and they hope to be the first to jump into the billion-dollar cannabis industry to help clients process payments. The company also is making inroads networking with crypto companies and peer-to-peer (P2P) digital payment services like Venmo and Zelle.

“We don’t really do any kind of cold calling, and we don’t have telemarketers,” Bream said. “Everything

Key takeaways

1

It’s work. “I would definitely say it takes work,” Bream said. “You have to put in the effort and what you put into it is magnified with the results you get out of it.”

2

Never waste a networking opportunity. “Whether you’re fishing offshore or playing golf, never waste a moment to talk to people and tell them what you do. But you have to follow up and meet them beyond that initial contact,” Bream said.

3

Track progress and keep accountable. “If you have a referral and three weeks later you’re like, dang it, I forgot to call that person I was supposed to, they’re going to think, well you don’t follow up very quickly, so why should I do business with you?” Bream said.

©REBECCA HUGHES

is through networking because in the kind of business we’re in, you really have to trust who you’re dealing with because it involves your money and your bank accounts.”

Since 2004 Equity Payment Merchant Processing has been providing essential debit card, credit card, prepaid card, electronic benefits transfer (EBT), ACH processing and digital wallet solutions to both momand-pop shops and companies that process millions of dollars of transactions.

Primarily working on “warm leads” and through existing relationships with their clients, Bream said Equity Payment Merchant Processing prides itself on its conciergelevel service when building individualized, affordable and highly effective merchant solutions for national retail, e-commerce, mail order, telephone order, Internet-based, home-based and service industries, as well as nonprofits.

“You always get one of us on the phone when you call,” Bream said. “And we will take care of your problem right away. We’re very much consultative in our approach.”

Bream said through groups like Business Network International (BNI) and Rotary Club of Hilton Head Island, she and her team attend many events in Hilton Head and get referrals to help struggling businesses. As an industry leader in customer support, technology and delivery. Equity Payment Merchant Processing helps to manage credit-card processing services properly, enabling clients to keep more of their resources to invest in other areas of their businesses.

“Meeting clients face-to-face is absolutely a strength when you’re dealing with people’s money,” Bream said. “When you’re texting and emailing, you lose all the nuance that you have in your voice, your inflection, your facial expressions, your body language. We feel we’ve got such a great team that when people meet us, they kind of become our friends. And many of our merchants feel that way and have called us for other things besides just merchant processing, like advertising help, banking help and accounting help.”

Bream said she networks at local sports events and wine festivals and follows up after an initial contact. She tries to spend quality time getting to know clients so they can get to know her and her company. But despite the social lunches and meetings for drinks, Bream said networking is work.

“It’s like any relationship in life,” she said, “you have to put effort into it. If you're not willing to do that, then you’re not going to be successful.” ■

Power of connections

Equity Payment Merchant Processing president and COO Tami Bream said 95 percent of Equity Payment Merchant Processing’s business comes from networking.

Networking in action

Equity Payment Merchant Processing employees are shown networking at the Southeast Acquirers Association Conference.

Bright Idea

LOCAL LEADER IN AUDIO-VIDEO SEES THE LIGHT

BY LESLIE T. SNADOWSKY

SSandy Benson, the owner/ operator of Custom Audio

Video in Bluffton, leads the region in innovative solutions to residential and commercial audio, video, and integration needs by providing premier custom designs and smart home technologies. But recent networking opportunities have proved quite illuminating.

“We’re currently working with the Don Ryan Center for Innovation in its growth program, and we’re stepping into the lighting design arena,” Benson said. “Our business started with speakers and TVs and little knobs on the walls, but we have evolved into an integration company. Everything is streamed and networkbased, and now you can literally run your house from your phone. There are no more clunky remotes. We help make technology simpler and more accessible, attractive, and aesthetically pleasing for our clients, and lighting design is essential to home decor. We design lighting systems that can be controlled by these same systems that operate your audio, your video, your pool and your HVAC. It’s an incredible industry.”

Key takeaways

1Give back to the community. “Being active in the community, giving back to the community, understanding and being committed to the community is so important in growing your business,” Benson said. “Becoming a sponsor for nonprofits and charity events is our way to give back to those who support us and those who are in need.”

Networking meets innovation

Custom Audio

2

Stay engaged with partners. “Our partners are the architects, the builders, the interior designers and the subcontractors in the construction industry,” Benson said. “Staying engaged with them is really important. And staying engaged with our clients through unrivaled customer service is the most important thing that we do. And not only our clients, but clients from other vendors that aren’t able to get the help they need. We have marketed ourselves very well in that area to be able to help people who just can’t seem to get somebody from another company to call them back.”

3

Set up an idea factory. “We provide education that allows people to understand what we can do as their audio-video integration and lighting design company,” Benson said. “It’s how we network and become relevant in our market.”

From sound to light Sandy Benson, the owner/operator of Custom Audio Video in Bluffton since 1996, said networking opportunities helped grow her business and expand to include lighting design.

Video’s 6,000-square-foot showroom in Sheridan Park, Bluffton, has become an idea factory where industry leaders come to network and learn about CAV’s services.

Networking has ignited Benson’s 27-year-old business in Hilton Head, Bluffton, Beaufort and Savannah. She said meeting with clients in their homes or for lunch, sponsoring community charity events for nonprofit organizations that she supports, producing newsletters and using social media all help potential clients see the light. And like a moth to a flame, a recent beacon is shining a spotlight on her services,

Benson said her 6,000-square-foot showroom in Sheridan Park, Bluffton, is being remodeled to showcase Custom Audio Video’s innovative solutions. It’s where her team of experienced audio-video designers, networking wizards and programming gurus invite architects, builders and interior designers for education sessions and in-house training to learn about which products and systems they could suggest to their clients.

“Bringing in leaders from those sectors, networking with the people who are touching the clients way before we touch them, is important to our business,” Benson said. “The goal is to get the clients to know about us in the design phase of their projects, whether it be a remodel or new construction. Our showrooms also are places where clients can see our top-of-the-line products and how things operate and how they look. We give them a tour of the latest and greatest of what’s out there and invite them into our space so they can learn what they can do in theirs.”

Benson’s spaces feature indoor and outdoor sound systems and lighting designs, home theaters with seating, projector screens and acoustic panels, music-listening rooms with hidden speakers and the latest in networking solutions, shading and security systems.

“At our showroom we’re creating a kind of idea factory where we become more strategic with the client,” Benson said. “It’s where they can learn about our audio-video integration and lighting design company, and we can learn what they want to create and how we can meet or exceed their goals and expectations.” ■

Networking nexus

Custom Audio Video’s owner/operator, Sandy Benson, said networking events bring in architects, builders, and interior designers who recommend their products and services to their clients in the design phase of their residential and commercial projects.

Faces of networking

MEET THREE NETWORKING POWERHOUSES LOCAL BUSINESS OWNERS SHOULD KNOW

IThey say that in business it’s all about who you know. But more often than not, it’s really about who knows you. And in the Lowcountry it’s hard to find a local activist, community figure, or business leader who hasn’t met or heard of our Faces of Networking.

Jean Beck, the CEO of Hilton Head Area Realtors, has used her organization’s network to place the HHAR at the forefront of local and regional real estate policy decisions. Mario Incorvaia uses his positions as chief operating officer of the Hilton Head Symphony Orchestra and vice president of the Rotary Club of Hilton Head Island to bring community members together through the arts, fundraisers and service. And Kathy Cramer, executive director of SOAR Special Recreation of the Lowcountry, looks to her organization’s wide base of donors and volunteers to host Beaufort County’s Special Olympics.

So if you’re at all involved with local entrepreneurship or philanthropy, these are three networking powerhouses that you need to know. ■

In perfect harmony

MARIO INCORVAIA FINDS SYNERGY IN HIS ROLES AT THE HILTON HEAD SYMPHONY ORCHESTRA AND THE ROTARY CLUB OF HILTON HEAD ISLAND

STORY BY LUCY ROSEN PHOTOGRAPHY BY JEAN-MARIE CÔTÉ

TThe first dance song at your wedding. A classic that takes you straight back to the backseat of a car with your friends. That one song that, when you hear it, makes you feel like you’re dancing at the concert again. Music can have a powerful effect on people’s lives, which is what drew Mario Incorvaia, the chief operating officer of the Hilton Head Symphony Orchestra (HHSO), to the arts.

It was that passion that led to a 25-plusyear career in arts administration. He spends much of his workdays putting his experience in marketing, event production, artist representation and corporate sponsorship solicitation to work for several local orchestras and ensembles, but at night, he finds himself onstage playing the violin alongside his fellow musicians.

The keyword there being much of his workdays. In 2015 Incorvaia was inducted into the Rotary Club of Hilton Head Island, Hilton Head’s longest-standing service club with 120 members. He embraced Rotary International’s slogan of “Service Above Self” through volunteering for the RBC Heritage golf tournament, holiday bell-ringing, and “Happy Feet” event, just to name a few. Beyond his service on membership and fellowship committees, Incorvaia was named a Paul Harris Fellow and in 2021 was presented with the club’s President’s Award in recognition of outstanding

Key takeaways

1

Give first. Building your network is all about how you can help, not what you can get. When you give to someone, they remember. Rotarians live this in our motto "Service Above Self."

2

Ask for a favor when you need one. It’s in our human nature to want to help others. People remember when you trusted and respected them enough to ask for their opinion or assistance.

3

Follow up soon after meeting someone with a personal note that includes a reference to something specific that you enjoyed in your conversation with them.

Chiming in Mario Incorvaia (center) stands with R. Vito Farsetti (left) and Mary Briggs at the unveiling of the pitched chimes at SoundWaves, the Hilton Head Symphony Orchestra’s concert venue.

initiative and support.

Incorvaia is completing a one-year term as the Rotary Club’s vice president and will serve as the club’s presidentelect next year. He then will serve as club president from 2024-25.

“Upon my introduction to Rotary, I was inspired by the generous spirit that I sensed permeating the room during weekly meetings,” he said. “It was quickly clear to me that this group of people shared a commitment to take action to create lasting change, both locally and globally, aiming to serve others and to promote peace and goodwill.”

It’s the Rotary Club’s spirit of generosity that Incorvaia carries into his work with the HHSO. He says that both organizations are alike in their “existential necessities” to serve their communities. And with corporate sponsorships, volunteer coordination, patron relations and outreach all under his purview, Incorvaia’s mission is to maintain a relationship between the HHSO and its patrons.

Incorvaia has been on the symphony administration team since 2000, where it has grown from a $1.1 million annual budget to its current $2.4 million operation, allowing the symphony to expand its frequency and style of concerts. In response to the COVID-19 pandemic in 2020, Incorvaia assembled a team of HHSO musicians and technical personnel to live-stream weekly concerts to thousands of viewers, using music as a way to bring people together, even when they were apart. And in 2021 Incorvaia launched a series of successful Supper Club dinner concerts, which quickly sold out. The dinner concerts’ second season tickets are available through a wait list.

Incorvaia credits much of his success at the HHSO and the Rotary Club to each organization’s strong community networks.

“Each [organization] is better served itself when its community is better served first,” he said. “I would take it one step further to say that, similarly to each other, both the HHSO and Rotary actively seek the support of those individuals who are pillars of our community to assume the leadership roles required to be effective in this important community service.”

Both the HHSO and Rotary Club are heavily involved with facilitating local youth development and enrichment programs, an interest that Incorvaia shares. He is vice-chair of Savannah’s Coastal Youth Choirs board of directors and says that one of his favorite – and most successful –network-based developments was installing interactive, pitched chimes for children to play with at SoundWaves, the HHSO’s concert venue.

Incorvaia was inspired on a family trip to Baltimore with his family several years ago. His children enjoyed the outdoor chimes near the Baltimore Aquarium, and he saw an opportunity to create an interactive musical installation at SoundWaves. He, along with then-symphony President Mary Briggs, sought the expertise of fellow Rotary Club member R. Vito Farsetti to design and construct a set of outdoor

chimes modeled after those Incorvaia’s family found in Baltimore.

Incorvaia is relying on the Rotary Club’s network to develop an environmentally focused Impact Companion Club, an organization for people who are interested in preserving natural resources and fighting climate change. He is confident that connecting people like Sea Turtle Patrol’s Amber Kuehn with the Rotary Club’s membership leadership team, including Joe Chappell, Jody Levitt, and Terri Kolander, will help the organization make a lasting impact.

In addition to his multiple current and upcoming projects, Incorvaia’s goals for the next few years include reaching more people through the power of music, whether through the expansion of the symphony’s new Gullah Cultural Series, new concert series at SoundWaves, or a yet-to-be cultivated collaborations on Hilton Head Island. ■

Cleaning crew Mario Incorvaia and his wife, Jennifer, 17-year-old son, Rocco, and 14-year-old son, Bruno, participated in a Rotary Club of Hilton Head Island beach cleanup event.

Going the distance

KATHY CRAMER PROVIDES SPORTS OPPORTUNITIES FOR ATHLETES OF ALL ABILITIES THROUGH SOAR SPECIAL RECREATION OF THE LOWCOUNTRY

BY HANNAH MASSEN

MMany people work for nonprofits to change other people’s lives, but Kathy Cramer says that her career in special education has profoundly changed her own.

Cramer is the executive director of SOAR Special Recreation of the Lowcountry, an organization that oversees local Special Olympics programs, including equestrian, tennis, bocce, swimming, kayaking, cheerleading, basketball, track & field, pickleball and bowling. SOAR gives children and adults with physical and cognitive disabilities the chance to participate in sports at all levels throughout the year, giving them the opportunity to develop physical fitness, build confidence, and discover new abilities.

“Special Olympics is essential to those in our community with intellectual disabilities,” Cramer said. “People with intellectual disabilities often are overlooked, resulting in a lack of access to opportunities and services, including education, employment, health care and other needs. I want to make

Key takeaways

1Grow your network. By expanding your network, you increase your chances of finding new opportunities and spreading your message.

2

Join a service club. This will help you forge a deeper connection with your community and is great for morale.

3

Listen more than you speak. You’d be surprised at what you learn when you actively listen.

Breaking barriers In 2015 Kathy Cramer founded and became the Executive Director of SOAR Special Recreation, an organization that develops programs to enhance the lives of individuals with disabilities.

Kathy Cramer shares three of her networking secrets.

sure that these individuals have the same opportunity to participate that everyone else has.”

Cramer moved to Hilton Head in 1977 and spent 33 years teaching special-education classes in the Beaufort County School District. While she was teaching, Cramer was the co-director of the Area 8 Special Olympics and made it her mission to instate the Special Olympics as an official school sport. Kathy founded SOAR in 2015, growing the organization’s roster from 140 athletes to the over 650 athletes who participate today.

Many of SOAR’s athletes have been there since the beginning. While Cramer says that these athletes (too many to count) have touched her life, she is especially proud of one 32-year-old man who has been participating in the local Special Olympics since he was 10. He has gone on to be a Special Olympics ambassador, representing the program at various events, and has competed in tennis at the Special Olympics USA Games in Orlando, Florida, as well as in equestrian with Heroes on Horseback at the Special Olympics World Games in Greece – his first trip on an airplane.

Although Cramer sees mostly familiar faces at each week’s sports practices, she says that no two days are the same for her. One day she’s at a bowling competition for adults with special needs and then the next day at a community resource fair with the Beaufort County Disability Coalition. That’s why she relies on SOAR’s over 300 volunteers to run its various weekly programs as well as the organization’s extensive network.

“Networking is a huge part of what I do, as we need a great deal of funds and resources to run Special Olympics programs,” she said. “We offer 10 Special Olympics sports as well as other programs for individuals with special needs, so there's a lot of ground to cover. I spend a lot of time connecting and meeting with individuals, companies and other organizations in our community to partner with Special Olympics.”

In March 2023 Cramer was invited to speak at BNI Lowcountry Early Risers meeting, after which many of the members donated money for one of SOAR’s athletes, Charlotte Lewis, to compete at the Special Olympics World Games in Berlin. She also intends to speak at the Bluffton Rotary Club later this year. Cramer has been a member of BNI Lowcountry Early Risers for the last five years.

Although Cramer says she traversed a steep learning curve transitioning from being a teacher to her role as a nonprofit director, she wouldn’t go back and do anything differently if she could.

“My favorite part of what I do is having the honor to be around the greatest group of people put on this earth,” Cramer said. “I’ve learned that successful people have to have a passion for what they are doing.” ■

Making a difference

Kathy Cramer is shown with Rose Fotia, who founded the Children's Relief Fund with her husband, Frank, in 1991. The group consists of volunteers who raise money to help fund therapy, equipment, summer programs and other group activities for disabled children in the Hilton Head Island and Bluffton area.

Embracing inclusion SOAR is committed to supporting people with disabilities in their pursuit to live, play and participate in the community. They do so by partnering with individuals, families and local agencies to explore recreation and social opportunities.

From handshakes to homes sold

HOW JEAN BECK UTILIZED NETWORKING TO GROW HER REAL ESTATE ASSOCIATION’S PRESENCE IN THE COMMUNITY

BY HANNAH MASSEN

LLongtime Lowcountry residents can attest that Beaufort County looks very different in 2023 than it did in the early 2000s. Back in 2003 the population hovered just above 130,000 residents, a far cry from the over 194,000 people that call Beaufort County home today. The housing market “boom” has been a driving force behind the Lowcountry’s rapid economic growth and development, advancing the careers of real estate professionals like Jean Beck, CEO of the Hilton Head Area Realtors.

Although Beck is the head of one of the largest trade associations for real estate professionals in the Lowcountry, executing the vision and strategic plan set by the Board of Directors and managing the association’s day-to-day operations, she too was a homebuyer once. Beck moved to Hilton Head from New England in 2003 for more than a change of scenery: she wanted a change in career too. While looking for a house, Beck befriended her Realtor, who was willing to become her mentor. She earned her real estate license in 2004 and joined the local Realtor Association soon after.

Key takeaways

1Don’t make networking all about yourself. Instead, focus on offering value to others by sharing your knowledge, expertise, or resources. By approaching networking with a mindset of giving, you will naturally attract opportunities and build meaningful connections.

2Be a good listener. Show genuine interest in their stories, challenges and achievements. By actively listening, you can establish rapport, foster deeper connections, and uncover ways to support and collaborate with others.

3

People relate to stories, so share yours. By sharing your experiences, challenges, and successes, you become more relatable, authentic and memorable. Your story can inspire others and provide a foundation for building trust and forging lasting relationships.

Hop to it Jean Beck is shown with her husband, Jim, at the Hospice Care of the Lowcountry's Yacht Hop.

At that point, the only person Beck knew on Hilton Head was her brother-in-law, so she became more involved with the HHAR as a way to make connections. Beck credits much of her early success to participating in the Realtor Association’s Community Service and Professional Development committees, proving that the real estate industry isn’t all about location, location, location. It’s also about who you know.

“Realtors are really good at helping each other, even though they compete,” Beck said. “Everyone was welcoming, I felt comfortable attending events, and it helped me learn about my new career.”

By 2006 Beck was named to her association’s Board of Directors, but it was that same year that she began to wonder if she had made the right choice by becoming a real estate agent. So once again she turned to her association’s network for support. Beck invited the association’s former executive vice president, Eleanor Lightsey, for a lunch that would be a major turning point in her career. Lightsey told Beck that she’d be retiring in about a year and that Beck would have the opportunity to apply for her position. In January 2008 Beck became CEO.

“When I took this position, I looked at different groups and organizations that play a role in our community. The most obvious was the Hilton Head Island-Bluffton Chamber of Commerce,” Beck said. “It provides a large networking opportunity, and it aligned with my goals to meet other leaders, businesses and nonprofits. This networking has put [the HHAR] at the table of many discussions on current affairs and the future of the region.”

Beck says the best part of her job is representing HHAR members at the local, state and national levels.

“I have met so many fabulous people from across the county, it’s amazing,” she said. “I think I could go

to any state and know a Realtor or another association executive.”

In 2022 Beck was inducted into the National Association of Realtors’ Dr. Bud Almon Smith RCE AE Leadership Society, an honor awarded to association executives who have demonstrated outstanding leadership and a willingness to help others, qualities which are reflected in Beck’s work with several nonprofit organizations.

Beck serves on the Board of Directors for Hospice Care of the Lowcountry as well as the Hilton Head Island-Bluffton Chamber of Commerce. She is a member of the Deep Well Project’s resource team in its Circle Chapter and was on the Hilton Head Hospital Board of Governors from 2015-20. Before that Beck was a member of the Zonta Club of Hilton Head from 2009-21 and was president in 2013.

Perhaps as expected from someone who works in the real estate industry, Beck calls her house her oasis. When she’s not working, she can be found relaxing around her backyard fire pit with her husband or strolling the beach with her friends. Beck’s fondness of the Lowcountry’s natural beauty and laid-back lifestyle

is partially why she’s not looking to advance her career past her current position. Doing so would require her to move, and she says that’s simply not happening.

“Coming from New England, it is amazing to me how young the Hilton Head Island and Bluffton areas are,” Beck said. “While they have a rich history, the housing inventory is very new. In my time in the area, I have seen a lot of growth and changes, just like generations before me. While the growth can be challenging, it also brings opportunities for jobs, cultural activities and new friends.” ■

Capital gains Jean Beck is shown with members of the Hilton Head Area Realtors Association at the Capital Conference in Columbia.

Family bonds know no distance Jean and Jim Beck are pictured with grandchildren from Waxhaw, N.C., and Sylvania, Ohio.

You met where?

UNCONVENTIONAL WAYS TO MAKE NEW CONTACTS

BY LESLIE T. SNADOWSKY

BBefore you sign up to attend another huge convention where you’re just a face in the crowd with a pocket full of business cards, think of some unconventional ways to get attention. Can you meet your next client volunteering at a charity function? Land a big fish on a group charter boat excursion? Or get hired after an entrepreneur hears you speak at a Toastmasters event?

When you “get out there,” outside the confines of a cubicle or business conference, you can meet potential contacts and create genuine connections. Doing business when you’re relaxed and having fun may prove to be the smartest thing you’ll ever do while climbing your ladder to success.

HOBBY HOOKS

Take your penchant for muscle cars and turn it into a vehicle to meet new people with similar interests. Whether you like making jewelry, baking muffins or collecting old coins, make more contacts and land more business prospects by letting your passion lead you to like-minded enthusiasts. Go to MeetUp, Eventbrite, Citysocializer and even Groupon. They help bring people together in creative ways as opposed to the old standards of social media networking and joining an industry association.

Participating in sporting events can help you get healthy and wealthy at the same time. Join a gym or a summer softball league, play pickleball or take a ballroom dancing class. In these less formal settings, people often open up, talk more and make your networking efforts more memorable. If you don’t want to sweat in front of potential sales prospects, think about attending sporting events and tailgating. You may not lose a lot of weight, but you could gain some hefty accounts.

SIGN UP

To make more sales and build better relationships, skip signing on to LinkedIn every morning, and, instead, volunteer at a local school, a nonprofit organization or an animal shelter. Here you can share your interests and values with potential clients. If time is tight, donate what you have to offer to your favorite charity as consulting time or pro-bono work.

When serving on a nonprofit board or becoming a chair of a committee, you don’t just attend. You lead, placing yourself in an enviable environment ripe for giving and getting referrals. Civic organizations like Rotary, Kiwanis, Elks, Moose and Lions are great places to start. Or be a leader at your local American Cancer Society chapter or an organization for the arts. Helping your community often brings benefits to your business.

DOMINATE THE ROOM

Want to get known by those who count? Get in front of them and make a speech. If you’re not having much luck attending events where you listen to a speaker and then try to work the room by asking, “What did you think?” switch the dynamic and shine the spotlight on yourself.

Don’t push your resume and accolades onto people, pull them in at work meetings, public conferences and career days where you can take center stage and give a presentation. With the help of SpeakerHub and Toastmasters, you can become the featured attraction where contacts come to you. Those with stage fright can opt for creating a blog, a podcast or a video workshop on Udemy.

It’s all about building community, your network and attracting motivated people to what you do. Language classes are also an alternative favorite. You’re in a space where people are there to improve themselves, and you can make lifelong relationships while learning Mandarin at the same time.

PET PROJECT

Build your reputation and earn some respect by creating something that others can talk about. Whether it’s a short “how-to” booklet or a new device or tool, connect with those in your market and expand your network. Being a creator also gives you a calling card to reach out to successful people in your field and ask for their input, quotes, experience and participation. They may choose to invest in your efforts.

If you don’t want to create something tangible, create something experiential. Start with a wine-tasting night for accountants, a realtor hiking group, a book club for lawyers or a monthly food service dining event. Plant a community garden where you can network over tilling soil. Getting out of “work mode” can often help you get the job done.

BACK TO BASICS

With more than seven million members, online space Alignable provides effective ways for small businesses to network, build trust and get referrals. It lets you promote your local business and increase your visibility.

But if you want to go old school, don’t discount the power of a real conversation. To get ahead and land a job, don’t send an email or text. Instead, pick up the phone and make a call. How about sending an old-fashioned, hand-written thank-you note? They may seem like outdated gestures, but nowadays they can make you stand out, get to know someone and let someone get to know you. Do you remember the last time you were standing in a long line and decided to talk to someone instead of staring into your smartphone? Changing the way you communicate with peers can prove to be one of the best networking tips of all. ■

Unlocking the powers of networking

HOW SETTING DAILY GOALS CAN BROADEN YOUR CIRCLES AND BOOST YOUR SUCCESS

YYou’re a natural networker. You strike up conversations equally with executives or parents on the sidelines of the soccer field. You attend social and professional events, knowing that each event is filled with promise. Along the way you are thinking about how you can help others. You think about who you know that can help or what strategies they should try. Even if you were born with the gift to connect, you might be surprised there is more you can do when it comes to networking. What you need, though, is a plan. Those who plan their networking goals find that they can broaden their circles. Yet surprisingly, few businesspeople – even the savvy ones – do this. The best way to get started? Take out a pen and paper and define your goals.

By defining your networking goals, you are taking a critical first step in building an effective association. Before you start identifying your goals, clarify what you need or want. Simply saying “I want more business” will never be enough. This takes research. Determine the industries you want to establish more relationships with. Figure out whom you need to meet. Then set up a realistic plan of what you will do to try to build these relationships – not only by attending various events but by putting in place a plan that will make networking and relationship-building part of your routine.

Setting a goal of daily networking may seem intimidating; it’s not. It all depends on how you view networking and how you approach making new connections. For those people who view networking as having to go to yet another networking function, doing this on

a daily basis would be an unattainable goal — and also unpleasant. That’s not what daily networking is all about. What setting a plan for daily networking means is a plan to do something every day that is going to allow you to reach out to just one person with whom you might not have otherwise contacted. Maybe it’s a former co-worker from one of your first jobs who has risen in the ranks and is running their own successful company. Or maybe it’s the person at the last networking meeting whom you heard was looking for advice about fundraising and you can help. Whoever it is, and whatever it takes, stick to your daily networking plan, and you’ll see results from making one call, and re-connecting with just one person a day. ■

SIX BEST TIPS FOR SETTING NETWORKING GOALS

1. Be specific in describing your goals.

2. Lay out your goals into the short term, which is month-by-month.

3. Make your goals realistically attainable within the designated timeframe.

4. Set up a daily networking plan and set daily goals – making sure to connect with someone each day.

5. Make one of your goals to have fun while networking – treat each event as a fun party with interesting guests, taking the work out of networking.

6. Review your goals monthly and adjust as necessary. Keep your goal sheet out where it's visible.

Fueling our community

TIPS FOR SUCCESS FROM GREG PARKER, FOUNDER OF PARKER’S CONVENIENCE STORES.

BY SHEILA PAZ | PHOTOS BY JORDAN MATTHIS

WWork hard. Surround yourself with a great team. Make success measurable. Stay hungry and nimble. Those were a few of the secrets Greg Parker shared in a presentation to local small business owners on March 22 at Venue 1223 in Bluffton.

Parker is the founder and CEO of Parker’s convenience stores, a rapidly expanding company with 70 locations across South Carolina and southeast Georgia. If you couldn’t score a ticket to the sold-out event, here are a few highlights from Parker’s presentation.

CREATE A FOUNDATION OF EXCELLENCE

Parker started his first convenience store at age 21 in Midway, Georgia. He learned how to do everything from pumping gas, cooking food, making change and checking oil and tire pressure. He did not take a break for the first 3 1/2 years of his budding success. This was the first part of his presentation: entrepreneurs in their first decade out of college need to take the time to make their foundation of excellence. This is the time when young adults need to forget about a work-life balance and learn the ins and outs of their industry. Parker kept his head down and worked nonstop in exchange for having one of the most profitable convenience store chains in America.

Local connections Meet the sponsors of this LOCAL Biz experience. Pictured from left: Bill and Mandy Arnold (Eagle Creations), David Nelems (Don Ryan Center for Innovation), Bluffton mayor Lisa Sulka, Greg Parker, Natalie J. Osterman and Mark Nixon (Greater Bluffton Chamber of Commerce).

4 keys to success

1. Work hard: You should know more about your business, industry and competitors than anyone else.

2. Surround yourself with a great team: Create a board of advisors, and learn the best practices from other companies. “Work with the best team, even if it means firing a veteran and hiring a new person,” Parker said.

3. Make success measurable: Make a dashboard for success. Track KPIs and ROIs daily to measure success over time. “If you can make success measurable, you can make it achievable,” Parker said.

4. Stay humble and nimble: Always keep learning, keep growing, and stay open to new ideas.

IDENTIFY THREE PILLARS OF SUCCESS

After a company has been established and placed its roots, there are three ways to set your brand apart. Parker calls them the three pillars of success – innovation, adaptability and giving back.

1. Innovation

The first pillar is all about being able to change and reinvent the way you do business. It's knowing and believing that there is always a better way to do business.

The Boston Consulting Group found that 75 percent of companies indicated that innovation is among their top three priorities, and 62 percent of high-growth companies plan to invest in technologies that lead to higher rates of innovation. It's this type of data that drives Parker to figure out how to get three steps ahead of his competition.

Parker’s Kitchen innovation was Chewy Ice. It was a small idea that turned into its biggest success. Everyone told him that he couldn't patent ice, but he did more than that: he came up with a smoother, faster dispensing technology. Parker went so far as to make the sound of the ice dispenser sound better than his competitors' dispensers that “plunk” into drink cups, whereas his dispensers “whoosh” into drink cups. It's a sound that words cannot do justice to, and a trip to your nearest Parker’s is worth it. Chewy Ice is just one of the several innovative ideas that have been incorporated over the years.

2. Adaptability

Parker’s Kitchen realized that the convenience store industry is more than a “gas, smokes and Cokes” industry. Rather than a convenience store that offers food service, Parker wanted to change and adapt his brand to being a food service that sells convenience. This one change has led to higher sales and an increase in merchandise sales. Parker is always thinking about the future and has been watching the evolving definition of fuel. He has started adding Tesla superchargers to certain locations to get a jump start on fueling his customers.

3. Giving back

The third pillar is part of Parker’s DNA. He believes that being successful is not enough – business leaders need to give back and support causes that are important to customers. Parker makes giving back intentional and is focused on how his company can impact each community in which his convenience stores are located. Parker’s doesn't just focus on one charity but multiple because they see the multiple areas of need within their communities. The Parker’s Community Fund is dedicated to supporting education, healthcare, hunger and heroes. Parker knows that when he invests in the causes that customers are supporting, this will create lasting loyalty between his company and his customers.

Knowing these three pillars are important for businesses to stay competitive and establish loyalty in today’s dynamic marketplace. Learn to utilize and incorporate these pillars into your business strategy, and watch your business soar. ■

Innovation that excites Greg Parker is pictured with David Nelems, CEO of the Don Ryan Center for Innovation. Learn more at donryancenter.com.

Get the party started

IIf you’re a gregarious person who looks forward to social events, loves meeting new people and has the ability to work a room — congratulations! You’re a perfect candidate for any networking event. But let’s be realistic and address a far more common scenario. For the shy as well as the many brilliant businesspeople out there who are introverted, there are few situations more intimidating than entering a roomful of people. The prospect can be so daunting, it prohibits many from attending networking events at all.

There are common themes around networking events, especially from those who are more reserved, among them:

■ “I often feel that new people I meet at these events might not necessarily be interested in what I do.”

■ "When I enter a networking event, it seems as though everyone there already knows each other and I’m a stranger.”

■ “I never know who to talk to first.”

■ “I have difficulty starting conversations with strangers.”

■ “Because people are already conversing, I feel as though I’d be interrupting them to introduce myself, so I just don’t do it.”

These are all valid issues, although usually incorrect assessments of networking situations. Let’s take for example the first complaint. “I often get the feeling attendees might not necessarily be interested in what I do.”

GRASPING YOUR VALUE

It’s not about what you do. Most novice networkers think when going to a networking event, it’s about them: who they can meet and what they can accomplish for their own business. Instead, think of networking as a way to help – connecting others with people that you know who might be beneficial to their business. So it’s not at all about what you do but who you might know. Do you coach a Little League team? Sing in a church choir? Are you involved in the PTA? Sit on a board for a nonprofit? Look at all the people you know! If you feel as though you are only your job — what you do — then you are right; it sure is going to be uncomfortable and boring for anyone you’re talking to. But if you think of yourself like a walking contact list, then you can also understand the value you bring. You are now able to listen when people talk about what they do and make connections. By maintaining this mindset, you’ll be eager to attend many events. More importantly though, people are going to be eager to meet, and get to know you.

Everyone is there for the same reason: to engage in conversations that can open doors to new connections.

MAKING YOUR WAY THROUGH A NETWORKING FUNCTION

ROOMFUL OF STRANGERS

Now that you understand that networking is not about you but about others, think about your initial concerns about entering an event and feeling as if you’re a stranger in a room full of people who know each other. Sure, it’s quite possible that some people do already know each other. Smart businesspeople tend to recognize the benefits of connecting by networking and attend many similar events. This means the more networking events you go to, the greater the chances that you will know people there. So given time and numerous events, you’ll no longer feel like an outsider, and not only will you be on the networking fast-track, but you’ll find yourself in the networking inside track.

Suppose this is your first event and it appears that everyone in the room is engaged in conversation. Chances are there are also many strangers within the group — although they may not be as readily apparent on the surface, and you may have to seek them out. Networking organizers understand the value of inviting a variety of guests to these events, so the opportunities remain fresh, meaning there are always new people with whom to exchange information.

AVOID BEING FASHIONABLY LATE

Arriving at networking functions fashionably late will work against you if you find these events intimidating. As mentioned earlier, if you are not accustomed to making an entrance, there may be nothing more frightening than stepping into a crowded room. So, instead, arrive on time or even a bit early.

SOMETIMES IT’S NOT WHO YOU KNOW … IT’S WHERE YOU STAND

Placing yourself at the rear of the room, by the restrooms or in a corner will not serve you well in a networking scenario and can actually do you more harm than if you stayed at home. The preferable spot is by the entrance so you greet people as they enter. This is not to say you should overshadow the actual hosts of the event, but rather, position yourself so that you are able to extend a greeting to those passing. By acting like a host, rather than being a guest, you put yourself in control of the experience. More importantly, you will be perceived as someone confident and in the know and someone that others want to meet.

NO SELLING ALLOWED

Playing host at an event definitely adds an element of success to networking — and can be a breeze once you get into the swing of it. But there’s one thing that you need to avoid doing at all costs during any type of networking event: selling. Networking is about helping others achieve their goals. Rather than approaching the event as a way to increase your business, consider it an opportunity to form new relationships to do good. Believe it or not, this tactic takes the pressure off you for the night. Now you can move about the room freely, without the burden of feeling as though you are there to drum up business.

START THE CONVERSATION

Everyone attending a networking event is there for the same reason: to engage in really great conversations that can open doors to new connections or future business relationships. Excellent conversation starters include:

■ “What brings you here?”

■ “Do you know many people here?”

■ “What type of business are you in?

■ “What made you come to this event?”

■ “What’s the best part of your job?”

■ “How do you typically spend your day?”

■ “Whom can I introduce you to in this room?”

■ And the most important of all, “How can I help you with your business?”

Think about it: how often do you call someone you know on a business level and ask what you can do for them? But that is exactly what networking is about — doing for others. In the long run, you do often receive back what you give.

WORKING THE ROOM

Position yourself at the entrance of the room as people are arriving. Once the gathering is underway, maneuver your way around the room by starting on the outside of the group along the wall and walk the wall, introducing yourself to every person that you see.

An effective networker can work a room by moving around, not standing still, but in all probability most people in the room aren’t moving. That’s because they haven’t figured out the host act yet. Make eye contact, say hello, shake hands warmly and firmly. Talk to each individual by asking what they do and why they are there. Once you know why they are in attendance, it’s easy to figure out to whom to introduce them. Keep each person you meet in mind as you work your way around the room, all the while considering who you can match up. Remember, you are all at the same event — it’s just that you know what to do! Keep connecting as you go, but don’t just point out Jim to Sue; take Sue over to meet Jim and introduce them. That is, after all, what a gracious host does. ■

The real social network

HOW SMART NETWORKERS ARE USING SOCIAL MEDIA TO MAKE (AND KEEP) GREAT CONTACTS AND WHAT YOU NEED TO KNOW TO KEEP UP

BY HANNAH MASSEN

IIt’s easy to forget that platforms like Facebook started as something other than a place to post selfies and see what your ex is up to these days. If original Instagram filters are any indication, early social media users were less concerned with posting aesthetic pictures than with amassing a network of online “friends” – something that can still be done and used to your advantage.

These days, most people attempt to grow their follower base for one of two reasons: either they’re trying to prove that they are, well, someone worth following, or they have not-so-secret dreams of becoming an influencer. But while a curated selection of online connections might not land you major brand partnerships, it can help you grow your personal network strategically.

True networking is not just a face-to-face meeting with a new contact; the number one objective is to ultimately become a part of their network. In other words, the goal is to not only meet one person but to hopefully gain access to their network of contacts. The same holds true for social networking: through the power of social media, you’re able to make one connection that not only gives you access to their network of friends, but can allow you to reach a larger network of friends-of-friends, and “meet” people right from your desk.

BE WHERE YOUR CONTACTS ARE

If you’re a social media-savvy person, chances are good that you have an account on almost every major platform. But if you’re looking to grow your professional network in a way that could result in real opportunities, spending hours engaging on TikTok when your most valuable connections are on Facebook and LinkedIn is a waste of time. Research which platforms your connections (or hopeful connections) use most, then build a strong presence there. Focus on one or two platforms at a time, because as with your connections, quality is more important than quantity.

AVOID THE HARD SELL

No one likes a bragger, especially online. So while it’s tempting to make several lengthy LinkedIn posts about your latest award, people will likely have the same reaction toward that as they would if you didn’t stop talking about said award at an in-person event. While you should make what you do (and why you do it) clear, overt self-promotion can be a serious turn-off. Instead, consider ways in which you can be helpful to people. Creating useful content and responding to posts is the best way to show your expertise.

DON’T OBSESS ABOUT SENIORITY

The great thing about social media is that it allows you to connect with people who you might not otherwise interact with on a regular basis. But while people who are new to a company or industry often jump on the chance to follow their higher-ups, executives tend to think – and follow – laterally. While business owners may think that following their peers is the best way to advance their professional network, they miss out on a plethora of opportunities by not connecting with people who are earlier in their careers. Today’s managers are tomorrow’s CEOs and can offer valuable opportunities in the future.

PRACTICE GOOD ETIQUETTE AND GRAMMAR

Good etiquette and grammar are just as important online as they are off. That’s right: emojis should be used sparingly, if at all. If you want to portray yourself professionally, then don’t post anything that you wouldn’t be comfortable saying out loud at work. Office etiquette also applies to the digital space, which includes sending well-written connection requests on LinkedIn and following up with thank-you notes.

GIVE IT TIME

Most overnight successes didn’t happen overnight. It’s rare that an individual or company catches fire, collects thousands of followers, and becomes a social media star all within a day. Just as in traditional networking, developing an online network and creating brand interest takes time, but it shouldn’t take up all of your time. Social media is not the end-all-be-all for networking or marketing, though it’s a good start. ■

Maximizing the power of your personal network

STRATEGIES FOR SUCCESSFUL NETWORKING AND RELATIONSHIP BUILDING.

EEven if you have yet to actively network, chances are you already have a foundation of people to whom you turn when you need to know more about a topic. In turn, more than likely you also are a good resource – a person people turn to when they need assistance.

Sit down, and again make a list, this time identifying to whom you turn to and who turns to you in all facets of your life. By recognizing who you know, from your past and present, you will best be able to assess who would benefit by meeting new people.

The people on your list make up your personal network. They are of great value to you and have proven themselves to be reliable resources. You can take this foundation a step further by creating your own networking events – and you don’t even have to be a great organizer to do so. For example, invite a few of your contacts to meet you for lunch or coffee. Host a small dinner party at your home, or invite the entire list of people over for a potluck. Not up to entertaining at home? Organize a meetup at a centrally located place for drinks. Ask your contacts to bring a friend. Now you – and your contacts – are expanding your circles two, three and even fourfold.

When building your personal network, remember this: People generally want to do business with people they know – and like. Creating and nurturing a strong personal network of people who not only know you but what you can do is one of the most important parts of successful networking. It’s these people in your personal network who can increase your business. Be sure, though, that everyone in your personal network understands not only what you do but how great you are at what you do. Your personal network can be your chief allies, advocates and your most valued relationships. Nurture them, value them and help them as much as they help you. ■

People generally want to do business with people they know – and like.”

TIPS FOR NURTURING YOUR PERSONAL NETWORK

Quantity vs. Quality

Like most things in life, it’s not quantity as much as quality. Your personal network is really comprised of those people in your inner circle whom you not only trust with your reputation but whom you would also bet your reputation on – and who share your sense of responsibility and commitment to helping others.

Make sure everyone in your personal network knows exactly what you do.

Fine-tune your 30-second elevator pitch, and use it, even if you’ve known someone for years.

Listen

Make sure you’re not the only one doing the talking when you get together. Keep an ear open for something that might spark an idea as to how you can help, and ask questions that show your sincere interest.

Do someone a favor — no strings attached.

They’ll not only value the help you’ve provided, but they’ll value your relationship and generosity even more.

Meeting someone for the

THE REAL NETWORKING HAPPENS WITH THE FOLLOW-UP

BY LUCY ROSEN

Networking events are a great way to expand your professional network and meet new people. However, the true value of networking events lies in the follow-up.

Following up with someone you meet at a networking event is essential for building a strong professional relationship. By connecting on LinkedIn, sending a personalized email, referencing something from your conversation, proposing a specific next step, being respectful of their time and following up in a timely manner, you can make a lasting impression and set the stage for future collaborations and opportunities. ■

first time is only the first step.

HERE ARE SOME BEST PRACTICES FOR FOLLOWING UP:

Connect on LinkedIn

One of the easiest, most effective ways to follow up is to connect on LinkedIn. This allows you to keep in touch and stay up to date on each other’s professional accomplishments and interests.

Send a personalized email

Personalized email is a great way to show that you value your new connection. In your email be sure to mention where you met, and express interest in staying in touch.

Reference your conversation

In following up it’s helpful to reference something from your conversation that will remind the person of you and the context in which you met. This could be a shared interest, a professional accomplishment or something else that stood out from your conversation.

Propose a next step

Keep the momentum going by proposing a specific next step in your follow-up. This could be as simple as scheduling a coffee meeting, attending another networking event or collaborating on a project.

Be respectful of their time

Remember the person you’re following up with has a busy schedule. Be respectful of their time, and keep your follow-up message concise.

Follow up in a timely manner

Maximize the impact of your follow-up by reaching out within 24-48 hours of the networking event.

Networking is like dating (only better)

THOSE JITTERS AND JUST GET OUT THERE

BY LUCY ROSEN CALM

You feel a flutter in your stomach. You find yourself uncharacteristically apprehensive, giving everything the once-over before you go out the door – making sure you’ve got the right outfit and the right frame of mind for what lies ahead. You’ve got your mental list of conversation starters and tidbits of current events trivia you’ve been stockpiling for days – and can speak on topics ranging from key issues in politics to the hottest restaurants in town. You’re ready. You’re armed. And, if you’re like millions of other people, you’re nervous.

Sound familiar? Everyone has felt this way at one time or another during the dating process — just as many people feel those same “pre-date” jitters when venturing to a networking event. Actually, dating and networking are incredibly similar – and approaching the networking process like dating makes sense — great business sense.

Whether dating is a distant memory or you are currently navigating your way through the dating pool, there are good reasons to approach networking like dating. And just like dating, you never know when that one date — or networking event – will turn out to be “the one” that transforms your life.

Oh, to be carefree and single

When you’re single and dating, you may go out with many. And for good reason. After all, you and your next date just may click. And that click leads to another rendezvous. And another. You grow mindful of this person’s wellbeing, sharing information about subjects of interest. Soon enough you start thinking of this special someone, wondering how to make their life happier, easier and more fulfilled. Along with romance come friendship and trust. With trust comes commitment, where both parties are determined to help each other whenever possible.

It’s the same with networking. You’ve got to try on a host of different people and be willing to give a little. Be patient and understand that this effort is all about the relationship. Now here’s the downside. Just like dating, sometimes networking relationships don’t take off either. And that’s OK. As a mature adult, you won’t simply discount the person who isn’t a fit for you. Instead you’ll introduce them to another in the dating pool. Who knows? That person may be the perfect fit for someone else. When it comes to networking, don’t just share the misfits. Make introductions all around – even if it means sharing your best contacts.

Good things come to those who … share

Good networkers share their contacts altruistically. They are not expecting anything in return, other than perhaps heartfelt appreciation that someone went out of their way to be helpful. These do-gooders know that somewhere down the line they will receive the same courtesy and understand the profound impact from an act of kindness, not to mention the boost it can give business.

They may not see results right away. That’s okay. Lasting relationships aren’t built overnight. Trust and friendship take time, and the more seeds you plant, the more fruitful the rewards.

The more creative and proactive you are as a networker, the more likely you are to build relationships – especially when extending acts of kindness beyond networking events.

There’s a chance that some will not reciprocate the favor, or worse, close in on your territory. Yes, there is always the chance that the new people you meet may like someone in your circle better than you. And yes, they may even do business together – after all, people generally cut deals with the people they like. They may share some of their business referrals and information with others, rather than you. It happens.

Some chalk up these unfortunate episodes to experience, discovering a thing or two about a person’s character that they would prefer to learn sooner, rather than later.

So go ahead and play matchmaker. Share your contacts. In fact, share it all. But, if somehow that generosity is not reciprocated to some degree, don’t take it personally – and put aside any insecurity. Instead, recognize that it may be time to reconsider individual relationships with those not as giving as you. Move forward and keep sharing with the many others out there who understand what sharing is all about. Network by example, and be a networker at every opportunity. You’ll find that not only does sharing the wealth make you a more successful networker, but it makes you a trusted, valuable contact. And that, of course, is what networking is really all about – and why those who share unconditionally find that they often get back just as much as they give. And then some. ■

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THEMES FOR 2023

An elevator speech

SHORT AND CLEAR. THAT’S THE WINNING COMBO

BY LUCY ROSEN

An elevator speech is a short, concise message that sums up who you are, what you do and what makes you unique.

Developing an effective elevator speech is crucial for networking, job interviews and other professional interactions.

Developing an effective elevator speech is essential for making a strong first impression in professional settings. By identifying your objective, knowing your audience, focusing on your unique value proposition, keeping it short and sweet, practicing, and being flexible, you can create an elevator speech that effectively communicates who you are and what you have to offer. ■

Practice your speech until it feels natural.

Identify your objective: Before you start crafting your elevator speech, determine what you want to achieve with it. Introducing yourself to someone new? Hoping to land a job interview or sell your product/service? Identifying your objective helps craft your message.

Know your audience: Tailor your speech to your audience. Think about who they are and what they’re interested in, helping you to choose the right language and tone. Focus on your unique value proposition: Highlight what sets you apart from others in your field. What unique skills, experience or perspective do you bring to the table that others don’t?

Running a small

Free up your time. Our small business certified tax pros have an average of 10 years’ experience and are specially trained to handle your small business needs year-round. We’ve helped millions of small business owners do more of what they love by doing what we

Keep it short and sweet: You’ve got about 30 seconds. Be concise and get to the point quickly. Start with a strong opening sentence, grab your audience’s attention, and follow it up with a brief summary of your background,and unique value proposition.

Practice, practice, practice: Practice your speech until it feels natural. Record yourself and listen back to identify areas for improvement. Practice in front of a mirror or with a friend until you feel confident in your delivery. Be flexible: Be able to adapt and tweak your speech to different situations and audiences.

Here are some tips on creating your own elevator speech.

Strategic alliances

CATAPULTING TO A NEW LEVEL OF SUCCESS

BY LUCY G. ROSEN

Whether you are looking to share risk, resources or expertise, a strategic partner might be what your company needs to grow. Getting an edge on a competitive marketplace is usually the reason that people form strategic alliances. They are different from networking relationships, although most have come from effective networking. Strategic alliances allow one company to tap into the strengths of another without the complications that accompany a merger or acquisition. They also are easy to start or get out of; you can form a strategic alliance for a few projects, or for years.

First steps

Where do you start? How do you grow your business? You may think this is too difficult and time consuming. However, the benefits are worth your efforts. One of the first steps you need to take in finding a good strategic alliance is research. When you need to attract businesspeople who share your values and work ethics, this is where your networking skills will be put to the test. In addition to going through your lists of contacts, remember to continually expand your connections. Attend networking events. If you aren’t networking, it’s going to be tough to know your choices of partners beyond those with whom you already work. That’s why the first step in developing any strategic alliance is to understand what you are looking for and where to find it.

You’ve identified the perfect alliance and could work well together. Now it’s time to:

Stipulate goals and how to meet them

Be specific in identifying your strategic-alliance goals. Specify how you want your connection to grow, the number of hours you can commit to your project, the other commitments that may affect your business or financial situation and any fears you might have about this new relationship. You will be investing valuable time and money, so consider what might happen if this new alliance doesn’t work out.

Communicate everything

Many business alliances fail because incorrect assumptions are made. This happens from lack of or poor communication. Every detail regarding your alliance must be addressed to avoid misunderstandings and problems. Clarify everything. Don’t be afraid to state the obvious. What’s obvious to you may not be to them. Take notes. Confirm everything in writing as soon as possible, and get commitments from all parties involved.

Set specific deadlines

Set specific timelines and deadlines for what needs to be accomplished. Many people agree in principle to something but then find they can’t honor their agreements.

Exit gracefully

When forming your alliance, make sure you stipulate exit clauses. It’s much more preferable to lose a partner early on than to lose your good name over time. Sometimes differing styles of management and leadership create disharmony. Or something that initially seems to be a small annoyance may become an irritation.

Be positive, but consider both sides of the coin

Before confirming, brainstorm on the best- and worstcase scenarios regarding this partnership. Think about the worst thing that can happen and what you’ll do. If an alliance is not based on a win-win goal, it has little chance of success. Without an agreed-upon approach, one partner is likely to become frustrated, reluctant and eventually resentful.

Celebrate success

People are so busy doing that they forget to stop and celebrate joyful moments. When there are budget constraints, we often think we can’t afford to celebrate, so we do nothing. In order to maintain motivation, it’s important to record milestones in your alliance. Your first payment from your first order is a shared achievement that deserves recognition. Celebrations of shared achievements build the relationship.

Starting the process

Of all the people you know, which two people would be perfect to start a strategic partnership with? You may have to do some research to find contact details, but it’s worth the effort.

We can find excuses every day to stay in our comfort zones and not approach others who can help us grow, yet if we have courage, we can overcome rejection and pursue our goals through strategic alliances. Remember, no one is an island! That holds true in our personal lives and business lives. ■

Branding that makes scents

HOW ALPHAGRAPHICS’ REBRANDING APPEALS TO ALL FIVE SENSES

TThe long-awaited re-opening of Sprout Momma is any day now. Sprout Momma won LOCAL Biz’s Business Makeover Contest presented by AlphaGraphics. As part of the grand prize, AlphaGraphics is refreshing the Sprout Momma brand, including logo, graphic assets, menus, in-store graphics and more. Barry and Rita Wilson, owners of AlphaGraphics, along with their creative team, are putting the finishing touches on the branding and marketing as Sprout Momma’s founder, Kim Travino, and her team are setting up their equipment and getting ready to open the doors.

“The new Sprout Momma branding is more than a logo redesign. We wanted the redesign to appeal to all the senses and considered all aspects of the brand experience,” says Wilson.“We started with a logo that depicts the brand personality along with consumers’ perceptions and then extended the redesign to signage, interior décor, and other marketing assets.”

The Five Senses

SMELL The scents of baking bread and fresh coffee will welcome guests as they enter the restaurant.

SOUND Breaking bread comes with that sound of a crunch as that crispy crust snaps and crumbs flutter to the table.

SIGHT The color palette of the interior and marketing collateral are natural and warm, the same qualities of homemade bread.

TOUCH The menus, business cards, and other collateral will be printed on a natural and environmentally friendly paper stock to reinforce the authentic brand experience.

TASTE No explanation needed

Sprout Momma’s new, larger location is being renovated to accommodate restaurant-style service with breakfast, brunch, and libations. AlphaGraphics is sharing this peek into the kitchen to see the new branding and restaurant. However, the best way to see it is in real life. Follow Sprout Momma on Instagram or check its website for details. sproutmomma.com. ■

The warm-toned imagery and wood frames feature pictures of the product with an artistic flair.

The new Sprout Momma’s dine-in experience is enhanced with natural wood wall panels and wall graphics that evoke an old-world bakery feel.

When you enter the new restaurant, you will feel an urban country vibe.

Networking no-nos

CULTIVATING CONTACTS WITH CARE

BY LESLIE T. SNADOWSKY

AAccording to LinkedIn, 85 percent of jobs are obtained through networking. That means whether you’re at a happy hour event, a career fair, a regional conference or a splashy convention, you need to network if you want to get ahead. But there is a lot of “work” involved in networking. To effectively build relationships, manage your career and steer conversations with confidence, LocalBiz has compiled 10 networking mistakes to avoid and tips on how to come out on top. ■

Don’t dance at every wedding

Recruiter.com recommends being selective when you network. Skip the big events, and target smaller networking groups instead.

Mind Tools, a platform that helps develop personal wellbeing and career skills, agrees. You don’t have to attend every networking event you’re invited to. Focus on meeting the right people at the right time and place, and discuss issues that fit your workplace priorities.

If you feel you don’t have time to network, use selective social media. Fast Company, which caters to progressive business leaders, suggests LinkedIn, Twitter chats and Facebook Live events if you can’t attend a face-to-face function.

Too much to say?

Don’t dominate every conversation. Indeed, the No. 1 job site in the world, with more than 300 million unique visitors every month, reports nerves can make you run at the mouth and monopolize the narrative. Let other people speak; otherwise, they could lose interest in what you’re saying. Ask about their background and interests, and be an enthusiastic listener.

Don’t ignore juniors or peers

According to AARP, even if you’re more senior in your career, don’t forget to connect with younger colleagues. The nation’s largest nonprofit, nonpartisan organization dedicated to empowering those older than 50 asserts that younger people may bring new approaches and ideas that can help you grow in your field.

The website Indeed professes that professionals who are less experienced than you or in a similar role can be just as valuable as higher-up contacts.

Some of the best ideas come from talking with other professionals in your field. The Ladders, which connects qualified professionals with hiring teams, advises to be open to meeting other people at the same place in their careers, and discuss the challenges you both face.

Give and you shall receive

Indeed proselytizes a “give first” mentality at networking functions. Instead of asking for something, ask if there’s anything that you can do for someone else, like a referral or an invitation to a professional event.

The folks at Forbes magazine find when networkers ask for help, a large percentage of contacts will take action, but you have to be specific and focused in your ask.

Columbia University’s Center for Career Education cautions, don’t come right out and ask for a job. Networking is for developing and strengthening relationships, not for asking people to hire you over a handshake at a meet-and-greet.

Don’t go in unprepared

Do some homework before attending networking events, and try to get a list of attendees. Mind Tools proposes focusing on those whom you’d most like to meet. Try cyber-sleuthing through their social media to research their careers and interests to come up with inspired icebreakers, talking points and questions. The most intrepid networkers reach out and connect early and arrange to meet at the event.

Quid pro no

Don’t take networking, or asking for a favor, for granted. LinkedIn maintains many people ask for help as if they deserve it and, in turn, don’t get much out of their efforts. Be gracious and grateful when you make a new contact or ask a connection for something. Show them that their information and advice are valued. A goodwill gesture, a phone call or a note will always be appreciated and sets you apart from a sea of classless contacts.

Hamana, hamana

Don’t be a Ralph Kramden at your next networking event and find yourself with nada to say. Mind Tools suggests preparing a few questions and an informal introduction so you don’t end up standing next to someone in silence. Pre-prepared, open-ended questions and memorizing something to say about yourself can help with panicked pauses.

Forbes finds the art of conversation trumps emails because the most effective networking approach is to have a one-on-one conversation with someone. They advise the conversations should be live and convey energy and knowledge. It makes you a more memorable contact.

Don’t forget your 411

Kelly Services, which connects employers and employees, suggests bringing business cards to networking events. The company advises it’s a quick and easy way to introduce yourself. If you’re caught empty-handed, you look unprepared and uninterested in making a connection. You also can impress with a digital business card you can zap to another person’s mobile device.

Don’t forget to keep track and follow up

Keep a record of contacts, and consider creating a spreadsheet. Indeed theorizes it’s an organized way to keep notes as to where you met them, what they do and what interests they have. It helps when you want to reconnect.

Columbia University’s Center for Career Education advocates sending thank you notes after meeting a contact. You also can share an update on your progress based on advice you got from the connection, send a relevant article about industry news or events and/or send a congratulatory note after a major event in that person’s life.

Don’t be boring

Show you are passionate about what you do at networking events. Riley’s Way Foundation, which provides young people with the support they need to thrive as change makers, finds passionate energy is infectious and gets others excited about what you’re doing. No one wants to talk with someone who looks like they are miserable in their job, so find something that gives you joy about your profession, and use that as your calling card to get people to want to get to know you and, ultimately, give you what you want.

In the zone

BUILDING A STRONG NETWORK WITH TRADE ASSOCIATIONS

BY LESLIE T. SNADOWSKY

AAs the owner of Hackett Homes & Construction, Cameron Hackett hung up his shingle in Bluffton in January 2022, and is building his business foundation with the help of local industry association Hilton Head Area Home Builders Association (HHAHBA).

“It’s the best $650 I have ever spent,” Hackett, a 30-year-old Charleston native, said of his membership dues. “Coming into a new area, you need to have connections. You’re not going to succeed in this business on your own. I was skeptical at first because there are a lot of these organizations that say they’re here to help, but some of them don’t. But this one, in particular, is just incredible. It’s really been the best thing for my business.”

After earning his degree from The Citadel, Hackett worked for David Weekley Homes, where he received the Builder of the Year award for five consecutive years. He said he combines his love of coastal architecture and the laid-back lifestyle of the Lowcountry in all of his projects. After joining the HHAHBA, a nonprofit professional trade association, Hackett was floored by the supportive community, the productive networking events and how everyone is willing to help one another. Hackett said he found his footing as a new business owner when receiving referrals from other HHAHBA members.

“The value I’m getting out of my association with the HHAHBA is

Building success together Cameron Hackett of Hackett Homes & Construction, seen here with wife, Lauren, and son, Jameson, said his family business has benefited from his membership with the Hilton Head Area Home Builders Association.

tremendous,” Hackett said. “They host many events, and when you’re shaking hands with people, some are new like me, but some have been down here for decades and are very established and highly respected builders and tradesmen. Just getting to commingle with those guys, I have never experienced it anywhere else. They’re falling over themselves to help you. That’s just the culture down here, doing everything you can for the next guy because it may be you tomorrow who needs the help.”

According to Dun & Bradstreet, the U.S. business and professional associations industry includes more than 23,000 organizations. The local HHAHBA is one of 15 homebuilder associations in South Carolina.

HHAHBA’s Executive Officer Meg James comes from a long line of builders and craftsmen and said her association has 525 members who are architects, builders, remodelers, plumbers, electricians, mortgage lenders and Realtors throughout Beaufort, Hampton and Jasper counties.

“For a builder who’s starting off on their own, we help them navigate the Lowcountry,” she said. “From education, to government affairs, to advocacy and networking, we help create their team of subcontractors and connect consumers with the right professionals. From an associate standpoint, they want to join specifically to meet those other builders. We create that environment where they can make those connections.”

James said HHAHBA bolsters new members by matching them with a “buddy” or mentor who helps them deep dive into the different county rules and permit processes so they don’t have to figure out everything on their own. “It’s almost like they can skip a lot of mistakes because we’re putting them together with the right people,” James said, “so they’re getting the right information before they even start.”

HHAHBA members get to network at general membership meetings, fishing trips, corn-hole tournaments, clay shoots, holiday hoedowns, annual oyster roasts, compete in its annual LightHouse Awards and participate in its Builders Cup golf tournament, the biggest building industry golf tournament in the state. James said one of her favorite events is the HHAHBA’s monthly builder breakfast where builders and tradesmen drill down to talk about their businesses and projects. From budding builders to oldguard fixtures, members get to float their ideas, elevate their businesses and exchange contact information.

“Knowing exactly where they’re doing projects, what price point they build in, what square footage they work

with, getting as much detail from those builders as possible is what I find out to become the best liaison for the consumer when they call looking for a builder or a remodeler for a project that they have,” James said.

The HHAHBA membership fee also includes getting members’ information on an online directory, in a printed directory and the LowCountry Home Magazine. Plus, members automatically become members of the Home Builders Association of South Carolina and the National Association of Home Builders.

“Even if you don’t have a website, you’re going to pop up on our website, so you’ll have that web presence,” James said. “I think that’s helpful, especially for the smaller guys who are just starting out. We give them that platform to kick start their business.”

“We want to build relationships,” she said. “I think everybody agrees they want to work with people that they enjoy and that they like. So getting to know each other and building that relationship is important. At our events we encourage that.”

“Take these opportunities, and don’t let them pass you by,” builder Hackett said. “Don’t ever close a door that opens for you without stepping through it first, and always see things through. Even things I didn’t have high hopes for have turned out to be great successes.” ■

© OCEANO BLUE

Fostering connections and collaboration HHAHBA’s Executive Officer, Meg James, said through networking events, she helps connect her 525 members who are local architects, builders, remodelers, plumbers, electricians, mortgage lenders and realtors throughout Beaufort, Hampton and Jasper Counties.

Don’t be a phony

TAKE A MOMENT TO REFLECT ON WHO YOU ARE WHEN NETWORKING. DO YOU REMAIN YOUR TRUE SELF WHEN NETWORKING AND IN BUSINESS SITUATIONS?

You may not be conscious of it, but we all wear masks in business — whether it’s to impress, influence or be someone else. But we shouldn’t; we need to be ourselves. People connect on a deeper level, an energetic level. Have you ever met someone and knew you wanted to know them better? Most of us have, and these gut reactions aren’t just formed because we think they can do something for us. The instant connection is formed because they remind you of someone or something that was good — and this person is bringing those feelings back. If you aren’t being your genuine self, the real you isn’t able to shine through. You can’t make meaningful connections with others if you’re disconnected from the real you.

BEING YOURSELF

Being a natural networker means coming to every situation as yourself. Easily said, but putting this into practice takes time. That’s because networking events are in fact, artificial environments: contrived scenarios where strangers are thrown together to get to know one another. In complete contrast, a more authentic situation might be bumping into someone at the supermarket, striking up a conversation and discovering common interests. That’s a genuine encounter. At a formal networking function you act differently than at the supermarket. But with practice you can be comfortable being who you are at all times. Self-talk and relaxation techniques can help.

Let’s say you are getting ready to go into a networking event. Before you walk through the door, take a moment, in your car or at the entrance to the event — wherever you feel comfortable. Shut your eyes for a moment, and allow yourself to experience whatever you’re feeling. Do you feel tense? Then relax that spot. Do you feel uncomfortable?

Understand where that’s coming from. If it’s coming from your unease about going into a room full of strangers, that’s OK. Remember, they don’t know each other either. They are all here for the same reason – to meet you!

So take a moment and breathe deeply. Remind yourself of your strengths and accomplishments and that the people you are about to meet are excited to get to know you.

Finally, take a moment to think about your intentions for attending this event. Ask yourself who are you there to meet. Visualize people talking to you, exchanging information, making plans to meet in a week. See yourself moving from one conversation to another, smiling, and enjoying your time.

These methods also work if you are going to a business meeting. Think about your intentions. Why do you need to meet these people? What do you have to give them? Who do you know that’s going to make a difference in their business? Who can you refer them to?

ATTRACTING GENUINE PEOPLE

Like attracts like. Now that you’ve made it a priority to be your genuine self, think about the type of people you’d now like to attract. Chances are you’re looking for the same type of upfront, honest and down-to-earth networkers.

But first be aware of who you don’t want to attract. You don’t want needy people. Needy people in a networking relationship suck the energy right out of you. You want to network with confident, assured people whose actions and words measure up. Those who, like you, are themselves and comfortable with who they are, whether at a casual social event or a high-visibility business function.

Be conscious when meeting someone for the first time. By being present and in the moment, you also will be aware of how you feel when you are talking to a new person. Don’t be waiting until it’s your turn to talk — be an active listener. Do you feel something as this new acquaintance is speaking to you? Is it positive or negative? Does she spend all the time talking about herself and not asking you any questions? In addition, note her body language. Is she looking you in the eye, or is she scanning the room, ready to move on? Is she responding to what you say or making superficial remarks? Take note of all this – it requires effort but can save you time and misdirected energy.

PRESENTING YOURSELF

While it’s good to be authentic at all times, including networking, that doesn’t mean being unprofessional. Being “natural” should never mean being inappropriate. There is a time and a place for everything. ■

Why business and golf go well together

LEARN FROM LOCALS WHO SHARE THEIR EXPERIENCES

BY KINGSTON RHODES

EEnjoying golf is obviously a popular pastime for lots of people here in the Lowcountry. Our abundance of outstanding private and public courses makes it easy to play.

Also, there’s no denying that a high percentage of business owners and other professionals in real estate and law love getting out on the course.

According to Harvard Business School, golf courses have long had the reputation of being places where business relationships are cemented, fundraising is set in motion and deals are closed. It has been estimated that at courses near metropolitan areas, one in every three golfers is involved with some kind of business activity. Even locally, with our high percentage of retirees, old habits of business golf camaraderie continue.

MAKING GOLF AN ASSET FOR DOING BUSINESS

Drew Butler, a top salesman with Charter One Realty, grew up on Hilton Head Island and has been playing golf since childhood. After starring on his college golf team, he had the opportunity to pursue being a golf professional.

Instead Butler listened to his father. “Enjoy golf as an asset for your business career, and you will be better off in the long run,” said his father.

A two-time winner of the Hilton Head Island Open (1983 and 1993), Butler is quick to credit his dad’s advice as proving absolutely correct. “For me golf has been an enormous resource for building referrals, leading to my successful real estate career,” said Butler. “It’s one of the best ways to learn

about how people respond to adversity and success. It a game where most people drop their guard and reveal their temperament.”

Judy Wade, a retired consulting executive from Cooper’s and Lybrand in the 1990s and later Accenture, had never played golf before joining her first management consulting firm near Washington, D.C.. – but she quickly realized its importance.

“I learned lots of business was getting done on the golf courses around D.C. — not in the office,” says Judy, who now lives in Long Cove Club on Hilton Head Island with her husband, Terry. “I discovered a majority of the men in our office were often out in afternoons playing golf and building relationships with customers,” recalls Judy, “and if I didn’t learn golf, I would always be behind.”

Fortunately, Judy says she had been a good athlete in her youth, so she took up the game. “It was fun and made perfect business sense,” she smiles. “I realized as a woman you don’t have to out-play men, but play just well enough and have a good attitude. I was soon spending several mornings a month on a golf course with clients and then finishing with lunch. Golf helped my consulting career as much as anything. You can find out a lot about a person over a couple of hours watching how they play.”

Another local retiree, Gary Frank, who owned a large printing firm in New Jersey, now resides in Hampton Hall in Bluffton. He says he closed many deals on the golf course for his company but insists he never discussed business on the course unless his partner brought It up. “Golf was all about building relationships” says Frank. “You gain a lot of insight about the people you are playing with. A hallmark of golf is that the sport is built on honesty and trust.”

HOW TO ARRANGE A BUSINESS GOLF OUTING

Golf club managers across Beaufort County are convinced that lots of long-term business relationships are born on our local courses.

Bluffton’s Hilton Head National Golf Course is a premier public course in the area and sees a significant amount of business play.

At a recent interview Sterlyn Mitchell, director of golf sales at Hilton Head National Golf Club, had just checked in a group of 24 executives from Ernst and Young Global Limited who were staying at a Hilton Head beach-front hotel. “We had set them up with a little tournament of their own. It happens regularly.”

All of the public and resort courses in the Hilton Head/Bluffton area are happy to help locals and visitors arrange golf outings. These range from just a few foursomes up to larger charity events and tournaments. Heritage Golf Group, a national company that manages the Hilton Head courses at Port Royal and Shipyard, recently coordinated a group with more than 600 participants.

For larger groups Hilton Head National and others recommend that organizers should start planning their outings and tournaments six months in advance.

TIPS FOR GOLF OUTINGS

One of the first questions you will be asked by the golf director is “what is the skill level of your players?” It will help him determine what kind of tournament should be played for the enjoyment of the players and the time it takes on the course. If the skill level is widely varied, often with both men and women players, a scramble will probably be suggested. This is a team competition where every player on the team hits from the tee. Then from that point forward the team decides the best shot and the other balls are picked up. Every player then hits from where the best shot was. The process is repeated until each hole is complete. Putts cannot be conceded in this format, meaning someone has to hit the ball into the hole.

FIVE KEY GOLF ETIQUETTE TIPS

1. Always be early. It makes your day of golf a better experience for everyone. There is no “five-minute grace” when it comes to grouchy starters. If your tee time is 9:30, don’t show up at 9:30. Arrive a solid 20 minutes before your tee time, so you can check and get your bag loaded. If you want to hit some warm-up balls, add another 20 minutes.

2. Monitor your phone. Don’t keep it in your pocket so it goes off on the green as your partner is starting to putt. Better to keep the ringer off in the cart.

3. Maintain appropriate pace. The biggest pet peeve for most golfers is when a foursome significantly slows down groups behind them. If there is no group ahead of you, and a group behind you is constantly waiting for your group, let that group play through.

4. Smooth sand bunkers. You should always rake the sand to smooth out footprints or other imprints you made in it.

5. Stay silent. Never talk when others are hitting. This is a cardinal sin. When a golfer is about to hit the ball, their concentration is at its peak. One whisper can screw them up. ■

Opposites attract

NETWORKING ACROSS GENDER LINES

BY LESLIE T. SNADOWSKY

CCristina and Ron Kirby are co-executive directors of BNI South Carolina Lowcountry. It’s a franchise of Business Network International (BNI), the world’s largest business networking and referral organization with a mission to help businesses grow and scale. The Kirbys also happen to be married, and their yin and yang helped create safe and productive environments for male and female businesspeople to network. They said their efforts are based on one core principle, respect.

“Everyone is treated exactly the same,” Ron said. “There’s no difference whether you’re a man or a woman. Everyone’s treated with the same respect and dignity at our meetings and events. The environment is created as a safe space for business owners who become business partners and do business together.”

BNI founder, Ivan Misner, wrote a 2012 book titled Business Networking And Sex: Not What You Think. In it he explores how men and women network and relate to one another in the workforce. Misner found men are transactional and rely on credentials for credibility, and women are more in tune with relationships while networking and want to build trust before doing business.

In their experience the Kirbys find women are more communicative when networking with the opposite sex.

LISTEN MORE

“Women make better networkers than men because women listen more intently,” Ron said. “And men, we sometimes think we know more, but women will always ask questions, and that’s what makes them better networkers.”

“It’s not really about opposite sexes but about how we see things and our visions,” Cristina added. “It is said that women are driven somewhat more by emotions, and men are viewed as being more practical. To me that makes a great combination. We complement each other and there’s value in seeing the point of view of the other, which otherwise would be missed.”

STAY ENGAGED

BNI South Carolina Lowcountry encompasses 36 regional chapters with a combined 722 members who take advantage of networking opportunities and lifelong learning initiatives. The Kirbys facilitate a structured, positive and professional referral

Driving business synergy Ron and Cristina Kirby are co-executive directors of BNI South Carolina Lowcountry and help members network, build relationships and share referrals to grow each other’s businesses.

marketing program that enables members to develop long-term, meaningful relationships with quality business professionals.

Cristina said she has found women network more than men because they are more outgoing. “They’re actually the ones who start the conversations,” she said. “Men and women both equally like to network, but they have a different approach. They both bring something different to the table, but equally valuable.”

FIND SAFE SPACES

In the age of #MeToo it’s not unusual for both men and women to be cautious about where, why and how to meet when networking. It helps to be specific about the reasons and helps keep the meeting in the context of business, not romance.

At BNI South Carolina Lowcountry’s networking events, Cristina said there’s no confusion. “When we set up networking and social events, there are always numerous people in the room,” she said. “It’s important for both parties to be represented and work together and never feel they have to worry about their safety. At BNI we create a safe environment, and we all share a positive and supportive attitude. It’s about getting to know each other professionally so they know how to relate and work with each other better.”

BE OPEN

BNI asserts networking is more about forming connections with new contacts than hunting for them. People want to do business with people they know and trust. It’s about cultivating those relationships.

“Networking is socializing and people like to come out of their shells and meet with others,” Cristina said. “To create things together, we help the community get stronger by facilitating opportunities for our members to get to know each other with transparency and communication. And that’s why our members

join BNI because they see this platform supports them and benefits their businesses as well.

“If we didn’t network, we would become robots, but now even the robots are socializing,” Cristina laughed. “Networking and socializing are just part of the human nature. We like to spend time together. While we are different, when it comes to our ideas and concepts, we’re curious to hear other points of view and ideas. That’s how you brainstorm. We get together and exchange ideas, and sometimes agree to disagree, because otherwise it would be so boring to all have the same opinion. It’s just part of being human.”

GIVERS GAIN

In 2022 BNI South Carolina Lowcountry members reported income in excess of $50 million in new business from BNI referrals. The underlying philosophy of BNI is that by giving business to others, you will get business in return.

“Everybody needs a network of people that supports them, having special trust and confidence in and knowing that they can go to them and that they’re going to do a great job,” Ron said. “Our philosophy is you give referrals to gain referrals, and it all comes about by building powerful professional relationships whether you’re a man or a woman.” ■

Nurture networkyour

In a world where collaboration and support are essential, cultivating a reliable network of trusted individuals becomes invaluable. Knowing that you can rely on them to excel and having the confidence to approach them breeds a powerful foundation for achieving great results together.

Forward-thinking

TRANSFORMING CAREERS ONE CONVERSATION AT A TIME

BY LESLIE T. SNADOWSKY

SSusan Edwards, the founder and owner of Forwards Career Services, remembers having a conversation with a friend whose kids attended a Ducklings Early Learning Center franchise. Through that initial casual connection, Edwards was ultimately hired as an HR consultant assisting with virtual training for 11 out-of-state Ducklings Daycare locations.

When turning conversations into contacts, Edwards said networking is key. “If you’re a job seeker, networking is more important than doing the job search itself online,” she said. “The majority of people find their jobs through networking, whether it’s directly or indirectly.”

■ MEANINGFUL CONNECTIONS

Edwards is the former HR director for Outside Brands. She now offers career coaching and HR consulting to small businesses with her Hilton Head-based Forwards Career Services. She offers a six-week Career Coaching program to help ambitious mid-career professionals. She said it all starts with making meaningful connections.

“It is so important that when you go into these networking events and enter into these conversations, you want them to be authentic,” Edwards said. “You have to have a genuine interest in the other person and get to know them so they’ll reciprocate and have the same genuine interest in getting to know you. When you do that multiple times, you build your network of people, and eventually you’re going to run into somebody to whom you might be able to provide value, or they might be able to provide value to you. It’s equally as important to share information if you have it as it is to be given information.”

■ NOT SO FAST…

Edwards recommends following up with new contacts, but wait a few days. Then you can send a message reminding that contact about the conversation you shared and what was said.

“Those who followed up with me one to two days after initial conversations always stood out to me more than those who followed up right away with an email or a LinkedIn connection request,” Edwards said. “In the moment, you forget. You start to do other things and then by the time you get back to the office, you forget all of those numerous conversations that you had. It’s better if a day or two later I get a reminder from somebody that tells me they’re thinking about me and that our conversation stood out to them so much that they remembered it a few days later to follow up.”

■ CALLING CARDS

Edwards is president of The Low Country Human Resources Association (LCHRA), whose members represent various regional businesses, educational facilities and government agencies. The chapter is an affiliate of the Society for Human Resources Management (SHRM). She said handing out business cards is not an outdated networking tactic and can even help you stand out in the crowd.

“Business cards are imperative, even if you don’t have a job right now,” she said. “If you’re going to these events to network and maybe meet somebody to help you find your next role, it’s important that they have something tangible to take with them.”

Edwards suggests your card should showcase the basics but also something cute like an aspiring job title on top.

“Just because you may not have a job doesn’t mean that you can’t network the same way than those who do,” she said.

■ WHAT IF YOU’RE SHY?

For introverted networkers Edwards suggests standing in the center of the room and networking like it’s a job you’ve been assigned to do. Listen in on conversations before joining, and set a goal of how many people you want to meet.

“If you walk away having made two solid connections from a networking event, it’s better to walk away with those two connections than nothing at all,” she said. “And you can do this in a way where it’s more of a group conversation versus a one-onone, if that’s more comfortable for you.”

Edwards said to nurture those relationships after the events, and stay in contact even if it’s once every three or six months, just so they don’t forget about you because you never know when that opportunity might come up. “When you meet people that you can have good conversations with in a professional

Susan Edwards, the founder and owner of Forwards Career Services, said engaging in quality conversations with good eye contact can be two of your best strategies when trying to make a meaningful networking connection.

way, those are the relationships that develop further, and those are the ones that are easier to grow,” she said. “That’s really how you build your network. It’s not about the number of people that you meet necessarily, but it’s the quality of the conversations that you’re having.”

■ SECONDHAND SUCCESS

While turning conversations into contacts can be an effective way to help your business, Edwards said second- and third-hand connections can be just as valuable.

“When you share your resume with your friend or former colleague or family member and they share it with somebody, that’s also a network connection,” Edwards said. “That’s a way to build your network, and you don’t even realize it sometimes.”

Edwards said you should always have at least one or two people in your network who like to connect people with other people. In her case, Edwards said she’s the connector, and it’s a job she loves doing.

“I’m constantly sending people that I think would be good at a position to my fellow HR friends in the area when I know they have an opening, and I definitely have a network of folks that I could share for those specific positions when they are open,” Edwards said. “That is something I enjoy the most when networking. It’s matching people with other people and helping to make those connections.” ■

Edwards’ podcast, “The Christian Career Coach,” focuses on helping Christians discover their true purpose and land meaningful careers. From resume tips and how generational mindsets affect the workplace to top 10 interview questions that should be asked, overcoming workplace conflicts and imposter syndrome in the workplace, weekly podcasts topics are designed to help job seekers and small business owners.

“I try to keep my faith, as a Christ follower, central and keep it at the center of everything I do and make sure that I give Him all the glory when it comes to the blessings that He provides me in my business,” Edwards said about her focus of her podcasts that can be heard on Apple Podcasts and Spotify. “God has given us certain talents that we can use, and whether you know what those talents are or not, your God-given talents are what are going to help you in your career journey.”

The Conference Queen of New Orleans

NETWORKING TIPS FROM THE BIG EASY

BY LESLIE T. SNADOWSKY

FFrom staging parades in the French Quarter for thousands of conventioneers to orchestrating fireworks displays over the Mississippi River, planning intimate dinners at world-famous restaurants and hosting business conferences at area 5-star hotels, Diane B. Lyons knows how to throw a party and let the good times roll in New Orleans.

Since 1991 this founder and CEO of ACCENT-DMC, a DMC Network company, has provided meeting professionals and convention planners with a veritable gumbo of local expertise and unforgettable experiences. ACCENT runs 100 programs in every major meeting city in the U.S., as well as in Canada and the Caribbean. Lyons is no stranger to attending professional conferences and working a room and said her stratagems (and gris-gris) could bring you some luck at your next industry function.

■ PASS A GOOD TIME

Certified meeting planner and destination manager Lyons said she has produced events for 10 to 10,000, providing services for conferences and conventions in places like the New Orleans Ernest N. Morial Convention Center and The Caesars Superdome. She also started a side enterprise called ACCENT on Children’s Arrangements, a national company with staff trained to provide on-site childcare services at conventions, conferences and meetings.

Before attending your next event, Lyons said you should have a plan in place. “We all love to go to conferences because they’re in fabulous places like New Orleans or Las Vegas or in Hawaii, and your boss is paying you to go, but what’s your goal? Are you hoping to get one new client? Are you trying to find a mentor? You should come up with a strategy before you board the plane.”

■ KINDNESS OF STRANGERS

In the Crescent City you can always meet someone new at a Mardi Gras parade, and Lyons stages at least one a week for her clients. Featuring second-lines and Mardi Gras Indians, Lyons said parades are an exciting way to move groups from one venue to the next and draw people to your events and exhibits.

Lyons said the best way to meet new contacts at a convention is to ditch your work-krewe. “At a conference, don’t sit with people you know,” she said. “The stranger you’re sitting next to might be the client you’ve been looking for. And when conferences are broken into different tracts, spend some time attending events that aren’t in your tract. You’ll hear new ideas and meet new people.”

Diane Lyons is the founder and CEO of ACCENT-DMC, a DMC Network company, located in New Orleans.

■ WHERE Y’AT?

Lyons said most conferences offer a specialized app that attendees can access to find out the latest information. She said some even include games and prizes for making the most connections.

“There are some people who are so competitive,” she said. “Before the conference even starts some attendees have already accumulated 100 points when maybe the goal is to get 500 points. Connect to the app, and find out who you know, who you want to know and where you want to be. I recommend uploading your photo and adding where you’re from and what events you’ll be attending. That way people who want to meet you can keep track of where you are.”

■ SHOW ME SOMETHING, MISTER

Lyons’ destination management consulting and event-producing company provides authentic New Orleans experiences to her clients to make their events more memorable. She advocates bringing experiential events on-site because when attendees take part in informal hands-on experiences together, it’s a memorable way to meet meaningfully when everyone has their guard down.

“I went to a conference a year ago, and there was a place where we were all making flower crowns,” she said. “We sat with people we didn’t know (yet) and were surrounded by buckets and buckets of flowers and wires. Even the guys made headdresses. It was a great interactive opportunity. At another convention we were painting shoes for children in need. They gave us plain white Vans, and we decorated them. Those kinds of breakouts make it easy and fun to network. As a conference planner, you want to have hands-on activities that break down the boundaries between people.”

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■ WHO DAT?

After spending a few days meeting new contacts and exchanging business cards, it’s time to keep your connections fresh and viable. Whether you send a note or interact via text, email, videoconference, or through social media, this is where the work really begins.

“I think preparing for a trade show or a conference is half the battle,” Lyons said. “The followup is most important. When your event is over, do you just go back to your regular routine and then don’t follow up or try to connect anymore? That’s when it’s the most important time to follow up. Writing notes to new contacts stating where you met them, what you talked about, what your connection was, is the best way to develop deeper connections.” ■

Success at any cost

THE PRICELESS BENEFITS OF NETWORKING

BY LESLIE T. SNADOWSKY

EEight to 10 hours a week. That’s how much time you should invest in networking if you want to generate more than half of your business from referrals, according to Dr. Ivan Misner, the founder of Business Network International, BNI.

When it comes to costs, LinkedIn equates networking with compound interest and dollar-cost averaging in your investment strategy. The employment-focused social media platform finds networking requires a consistent small investment, as well as reinvesting the dividends without even thinking about it. No matter how much time you invest or pay to network, it may only take one or two really good connections to catapult your business to the next level, which makes the whole exercise priceless.

■ FEE EXPECTATIONS

The Success Collective, an online platform for business women, finds you should budget $120 a month for individual networking group memberships. Attending conventions will cost you an average of $1,000 each, according to SMI Financial Coaching, when you factor in the conference fees, flying, driving, lodging, meals and entertainment expenses. Career Attraction, a service that helps job seekers land six-figure jobs, cautions you need to consider the following before you decide to pay to join an industry association or networking group: how many other members will you have access to, are those members actively involved, are the members from different business categories, what their demographic profiles are, how often does the group meet, what’s included in membership fees, and can you attend a meeting on a trial basis before committing to the membership fee.

■ INVEST X 6

Ellevate, an online community that helps women build meaningful local and digital relationships, also recommends treating networking like an investment and finds even if you spend time on one person that doesn’t yield a return, another person could introduce you to someone who will become a great connection.

There are six categories of network investment. Harvard Business Review reports they are: operational, for finding people who can help you with your current job; strategic, for finding contacts who can help you move up and in a new direction; developmental, for connections you trust and call to ask advice; social, for friends who can help you professionally; leadership, for those you meet while volunteering or serving on a board; and special interest, for people you meet when enjoying the same types of events or hobbies you do.

When positioning yourself as a leader, and planning your own networking event, don’t be afraid to charge an admittance fee. Chic-ceo.com, a site that fosters female entrepreneurship, found you should always charge because if you don’t, people won’t value the opportunity. They suggest arranging intimate networking gathering of 50 people or less and charging $20 ahead of the meet and greet and $25 at the door.

■ TAKE ACTION

LinkedIn advises to spend 15 minutes a day by phone, mail, email or social media to touch base, send quick hellos, well wishes for a birthday or life event, or to comment on a colleague’s blog. It suggests scheduling a coffee or lunch meeting with someone you don’t know or want to get to know better, once or twice a week, and planning a group event once a month, arranging for a speaker, program, or professional development initiative.

Patti DeNucci, author of The Intentional Networker, said a seemingly random conversation in an everyday setting can bring forth a valuable connection, and that having allies can accelerate professional success and overall workforce longevity. She said, “the quality of your conversations and connections can make a positive and dramatic difference in your career, life, health and happiness.” ■

Author Patti DeNucci’s work is focused on getting businesspeople to converse and connect more easily, authentically and meaningfully.

Having a SCORE business mentor provides you access to our network of 10,000 volunteers. The SCORE network becomes your network to provide you with the answers you need.

Free tools and resources to help you expand your network

CONNECT WITH A SCORE MENTOR FOR EXPONENTIAL GROWTH

BY KAREN A CASEY

AAs a business owner, you understand how important it is to get your name out into the market. You have an effective website, post regularly to your social media accounts, join local chambers of commerce and attend various networking functions as your time allows. All are very important tools to your business. Networking and running a business can be a balancing act. Wouldn’t it be nice to have the ability to network and gather information based on your availability? Better yet, what if it is free and confidential? Let me introduce you to SCORE.

Scan this QR code to see what happens when a SCORE mentor introduces two of her clients. They make something very special.

KAREN A. CASEY, CPA, CFP, is a certified SCORE SC Lowcountry business mentor.

SCORE, the nation’s largest network of volunteer, expert business mentors, is dedicated to helping small businesses plan, launch, manage and grow.SCORE is a nonprofit organization and resource partner of the SBA that has over 220 chapters nationwide and 10,000 volunteers. SCORE provides free and confidential business mentoring and workshops to business owners at all stages of their lives. SCORE SC Lowcountry is the local chapter that covers Beaufort, Jasper, Hampton and Colleton counties in South Carolina and has over 50 volunteers. Volunteers come from all industries and backgrounds, including marketing, finance, accounting, engineering, human resources, and others. What tools and resources does SCORE provide to help you network?

Having a SCORE business mentor provides you access to our network of 10,000 volunteers. The SCORE network becomes your network to provide you with the answers you need. Locally, the SCORE chapter provides introductions to other clients and professionals that can help your business.

The website, SCORE.org, has a suite of business tools, workshops and information. SCORE SC Lowcountry provides online workshops on various business topics including QuickBooks, social media, intellectual property, nonprofits, starting a business and others and in many cases, access to the expert presenter to get answers to your specific questions.

A SCORE mentor provides not only access to multiple networking options but having a mentor who is impartial and keeps you moving forward is invaluable. A recent survey by UPS found that 70 percent of small businesses that received mentoring survived more than five years – double the survival rate of non-mentored businesses. The same survey found that 88 percent of business owners with a mentor said that having one was invaluable.

To find a mentor is as simple as going to our website (score.org/find-mentor) and input your zip code, provide your contact information and questions. One of our many talented mentors will reach out to you and start connecting you to the right people. ■

Listen and learn

PODCASTS AND BOOKS TO HELP YOU BECOME A NETWORKING PRO

BY LESLIE T. SNADOWSKY

The Official BNI Podcast with Dr. Ivan Misner

The Official BNI Podcast is a weekly audio discussion with Dr. Ivan Misner, founder of the world’s largest business networking and referral organization. On his podcasts, he discusses topics of interest for thousands of BNI members in thousands of chapters located in dozens of countries around the world. In addition to suggesting ways for members to get the most value from their BNI memberships, Dr. Misner also offers insight into developing business through networking and referral marketing. bnipodcast.com

Small Business, Big Network

Rated as one of the top marketing podcasts on Apple Podcasts, Small Business, Big Network is the podcast for small business owners who want to get more out of their networking efforts. Freelance voiceover artist and podcast host Liz Drury shares networking basics, and interviews business owners who are successfully using networking to grow. She likes to reach out to her listeners who want to tell their inspirational networking stories and talk about their networking tips. lizdrury.com

The Connected Leadership Podcast

You don’t have to go across the pond to listen to Andy Lopata, a U.K.-based professional relationships strategist and author of Connected Leadership. The Financial Times called him “one of Europe’s leading business networking strategists” and both Forbes.com and The Independent called him “a true master of networking.” On his podcast, Lopata is joined by business leaders who discuss the role that networks and professional relationships play in leadership success. lopata.co.uk

Build Your Dream Network

Do you cringe when you hear the word “networking,” even though you know you need to do it? Expert Kelly Hoey, author of Build Your Dream Network: Forging Powerful Relationships In A HyperConnected World, reframes the essential skill of networking for the social media age on her podcast. Hoey addresses the frustrations and challenges of networking, answers questions about how to network “the right way,” and shares creative strategies for building meaningful connections. jkellyhoey.co

IIf you want to brush up on the finer arts of networking before you hit your next meeting, conference or convention, there are many podcasts and books to consider. LocalBiz compiled a shortlist highlighting some of the most popular and effective media out there. ■

Work Your Network With The 4Cs: Turn Every Handshake Into a Steady Stream of Referrals

BY IVAN MISNER AND OUDI ABOUCHACRA

From the founder of BNI, this book shows readers how to build a powerful personal network in order to create a highly successful business. Dr. Ivan Misner writes how the 4Cs (credibility, competence, clarity and connectivity) are designed to reveal what boxes you need to tick in the mind of others before you can expect to gain highquality business referrals, potentially for life. ivanmisner.co

Superconnector: Stop Networking and Start Building Business Relationships That Matter

BY SCOTT GERBER AND RYAN PAUGH

Superconnectors are a new category of tradespeople born out of the social media era. They are highly valuable community-builders who make things happen through their keen understanding and utilization of social capital. The book presents instructive anecdotes and winning strategies from a who’s who roster of superconnectors, revealing how to systematically manage a meaningful professional community and maximize its value. scottdgerber.com

Never Eat Alone, Expanded and Updated: And Other Secrets to Success, One Relationship at a Time

BY KEITH FERRAZZI

A business classic that focuses on the power of relationships, and it’s been updated with in-depth advice for making connections in the digital world. Author Ferrazzi finds what distinguishes highly successful people from everyone else is the way they use the power of relationships so that everyone wins. His formula to connect people is based on generosity and helping friends connect with other friends. keithferrazzi.com

How to Win Friends and Influence People: Updated For the Next Generation of Leaders

BY DALE CARNEGIE

This timeless bestseller and gold standard for how to build relationships is nearly 90 years old, buts its lessons are still relevant today. This update, the first in 40 years, was overseen by Dale’s daughter, Donna, and she introduces changes that keep the book fresh for today’s readers. The book teaches how to communicate effectively, make people like you, increase your ability to get things done, get others to see your side, become a more effective leader and successfully navigate almost any social situation. dalecarnegie.com

For more information call 843.689.6612

Fast Track Networking: Turning Conversations into Contacts

BY SHEILA PAZ

TTired of the struggles and awkward moments that come with networking? Perhaps you're new to the business world and seeking a chance to explore the realm of networking. If so, it's time to change your approach and discover a more enjoyable way to build valuable connections. Fast Track Networking redefines traditional ways of networking and presents a how-to guide that will revolutionize your networking experience.

Written by expert Lucy Rosen, this book will spare you from countless trials and errors and provide you with practical advice and strategies. Filling your toolbox with the essential tips, tricks, and tools, you'll gain the skills and confidence to become a top-notch networker.

With step-by-step guidance and a little handholding, you'll learn how to gracefully navigate events, effectively engage with others and establish meaningful connections. Rosen not only shares her insights, but incorporates advice from professionals and their networking journeys.

Fast Track Networking presents a roadmap for transforming your networking approach from a selling mindset to one focused on forging genuine connections and uplifting others. Bid a farewell to fruitless networking attempts and hello to a more fulfilling networking experience.

Stop investing time and effort into networking without seeing results. Grab a pen and highlighter as dinner is served and it's time to devour Rosen's knowledge that will forever change your networking experience. Purchase a copy at Amazon.com. ■

A roadmap for transforming your networking approach from a selling mindset to one focused on forging genuine connections and uplifting others.

How will you know when it’s time to upgrade your computer system?

TIPS TO MAKE AN UPGRADE EASY AND AFFORDABLE.

BY MARK ROSSI

AAccording to industry experts, you can expect the average desktop PC to last between three and eight years. It may seem that you just updated your computers, but if you are experiencing any of these symptoms, it is time to consider an upgrade:

• The machine is slow to start up and shut down.

• Programs are slowing down and multi-tasking is difficult.

• Storage space is limited.

• Software updates are not accepted.

• The newest security software is not compatible.

• Your machines are noisy or heat up.

According to Mark Rossi, president of KML Computer Services, “Two of the main concerns we hear from clients about upgrading systems are cost and downtime, yet the cost and downtime of an outdated computer system far outweigh the price you pay for a new one. Hardware costs are much more reasonable than people realize and proper planning eliminates downtime.”

Rossi advises business clients to work with IT professionals to plan and implement system upgrades. “Technology changes quickly so when we work with clients, we ensure their system works well today and can adapt and grow with their evolving business needs. Many businesses underestimate their future needs, especially regarding speed, storage and security.”

KML Computer Solutions recently launched an online marketplace to give businesses access to a curated selection of technology products, from hardware to software, from networking to phone systems. This was a response to clients’ needs for help purchasing the right system, and most importantly, having the support needed to install, service and secure their technology.

Local experts to help with technology sales and service is long overdue in the Lowcountry, especially as many businesses are growing and/or shifting to hybrid work models. And if you need to update your technology every few years, having a local partner to help is nice. ■

Mark Rossi is president of KML Computer Services. Since 1996 he has been immersed in the technology field, working in various positions, from hardware technician and network manager to network engineer and IT consultant.

Networking with grace

NAVIGATING THE NEW ERA OF PROFESSIONAL CONDUCT

BY DONNA PETERS

HHopefully, the Mad Men-esque days of debauchery at business events are behind us. However, there is still a code of conduct for networking that goes beyond dressing appropriately and shaking hands firmly. Whether we like it or not, people will judge and be judged based on appearances and conduct, so keep your wits about yourself, and create a lasting positive impression. ■

NEVER DRINK TOO MUCH. It may be tempting to have a glass of wine to ease your nerves, but you don’t want to let it cloud your judgment. A story from my past: When I was young at a male-dominated event, one man bet my co-worker that he could take me home that evening. For the record, he did not, but that type of thing does happen, even among professional adults.

PRO TIP: Never flirt or flirt back. Period.

EAT SOMETHING BEFORE YOU GO.

Many events never have enough food, or the trays of hors d’oeuvres do not seem to make it to the corner of the room where you are standing. I have found it helpful to snack or eat something before I go so I am not ravenous at the end of the evening.

BONUS: You won’t look like a piggy at the buffet, and you reduce the chances of spilling.

TAKE BUSINESS CARDS. Nothing is worse, or more embarrassing than forgetting your business cards.

PRO TIP: Always keep business cards in your car in case of emergency.

WORK THE GUEST LIST IN ADVANCE.

Review the list to see if there are familiar names or people from a particular company you would like to meet.

PRO TIP: Ask the host to introduce you to people you want to meet.

Work the room

Don’t stress before an event. A little preparation will calm your nerves and help you stand out like the star that you are.

OPEN YOUR EARS.

We have two ears for a reason, but too often our mouths want to dominate a conversation. Too often people start preparing their comments in their minds when someone is speaking, instead of listening for understanding.

PRO TIP: Force yourself to ask questions about what the person just said; it will force you to listen. People don’t care how much you know until they know how much you care.

REMEMBER NAMES AFTER THE EVENT.

Write the names and a brief description in a separate notebook you keep for this purpose or on individual business cards you collected. It is important to do this immediately as it is surprising how quickly we need to remember little details.

BONUS: This notebook will be a resource for the next event to remind you, should you see some of the same people again.

KNOW SOME CONVERSATIONS, IN ADVANCE.

Small talk isn’t easy, so prepare in advance, and think of some neutral topics about business, entertainment or local events. Always avoid politics and religion.

Hilton Head Chamber networks with Hargray

LOWCOUNTRY UTILITY PROVIDES TECH, NEW CONTACTS

BY LESLIE T. SNADOWSKY

CASE STUDY

BBefore Michelle Pivik became the director of membership at the Hilton Head Island-Bluffton Chamber of Commerce in 2021, she was a small-business owner and a Hargray customer. She used the Lowcountry utility for her phone, internet and cable services. Now at the Chamber, she and her colleagues use Hargray at the office to help them network with the Chamber’s more than 1,300 members. But she also works alongside Hargray execs and reps to help the community and local partners.

“They are very available and accessible,” Pivik said. “I have them on speed dial to help mitigate anything that we have going on at the Chamber.”

ACTION ITEMS

The 5-Star accredited Hilton Head Island-Bluffton Chamber of Commerce uses a results-oriented approach to connect and foster relationships that build business. It hosts more than 80 events annually, designed to help businesses network, grow, garner new clients and find out what’s happening locally. It also advocates for legislative priorities, including issues pertaining to workforce, transportation, housing, Gullah-Geechee Heritage, education, taxation and regulation.

“When I was a small-business owner and a Hargray customer, I knew how important Hargray’s services were to my business,” Pivik said. “As I stepped into this role at the Chamber of Commerce, I was tasked with partnering with the top investors in our area, like Hargray, who have large teams around the area and contribute greatly to our community’s success.”

Tech upgrade

Jose Vargas, Hargray’s regional manager of sales and retention, said Hargray not only delivers a technical network for the Chamber, but Hargray also networks with the Chamber and introduces other business leaders to the organization.

Partner perspective

Michelle Pivik, director of membership for the Hilton Head Island-Bluffton Chamber of Commerce, said she has seen the value in Hargray’s services as a small business owner and as a Chamber partner.

Vargas

© HILTON HEAD ISLAND-BLUFFTON CHAMBER OF COMMERCE

“We provide the Chamber with phone service, internet and Wi-Fi for its main office,” said Jose Vargas, Hargray’s regional manager of sales and retention. “But through the years some of our VPs have actually been on the Chamber board, and Hargray has sponsored its galas. When we get new business customers, we introduce them to the Chamber’s benefits and bring them to Michelle to onboard them as members. So there’s a partnership. Not only do we help the Chamber with its actual network, but we also network and bring some of our customers to the Chamber to be part of it as well.”

BANDWIDTH

For more than 70 years Hargray has grown from a local phone company to an industry leader providing residential, business, enterprise and carrier wholesale communications services. Offering advanced internet, TV and phone systems in South Carolina and Georgia, Hargray is committed to delivering the most advanced technology and the best service for its customers.

Vargas said Hargray offers two circuits of internet service to the Chamber: one circuit for its main network and one to provide Wi-Fi. It also supplies a cloud-based VoIP phone system for the Chamber.

“When there’s some type of hurricane or emergency, the Chamber can bring its phone system with them,” Vargas said. “It’s so important for the Chamber to stay connected to the community at all times by email, its website and social media, and having that reliable phone system increases its membership and the volume of networking that it does throughout the island.”

HIGH-LEVEL VIEW

Pivik said Hargray makes it possible for the Chamber to network productively with its members via e-blasts, emails and electronic event registration forms that all have a customized approach to ensure effective engagement. Members also are included in the Chamber’s online directory and have access to valuable referrals.

“We reach out to our members on a regular basis and create a membership experience that will bring them into the conversation, give them a seat at the table and allow them to experience firsthand the benefits of our membership and how it can serve their business,” Pivik said.

Vargas said the two wifi networks that Hargray manages for the Chamber separate the main network of its office from its customer’s Wi-Fi adding an extra layer of security to maintain the online integrity of privacy for both.

GOING FORWARD

“Whenever we get new technology or new upgrades within the Chamber’s phone system or firmware, we perform those upgrades for the Chamber as part of its service,” Vargas said. “If we grow, they grow as well because we provide their technology and all the upgrades that we can. We’re definitely looking forward to partnering for many years.”

“From an industry standpoint, being innovative and being proactive are two things that you must have and you must do well if you’re going to be that leader in the industry,” Pivik said. “So the fact that Hargray is so available, so accessible and very proactive, they really think about ways to help the community before a problem arises. I think that's why we’ve selected them as our partner, why we work so closely with them and why so many partners in the business community have chosen them as well.” ■

Staying connected Hargray offers two circuits of internet service to the Hilton Head Island-Bluffton Chamber: one circuit for its main network and one to provide Wi-Fi.

© HILTON HEAD ISLAND-BLUFFTON CHAMBER OF COMMERCE

SMALL BUSINESS OWNERS HAVE QUESTIONS. THE BIZ WIZ HAS ANSWERS.

AAs a business owner, people assume that making tough choices comes naturally to you. But I know your secret: sometimes you wish you had an advisor, confidant or psychic who could lay out the answers for you. While I don’t have a crystal ball (yet), my years of high-level business experience and professional networking skills can help steer you in the right direction. Do you have a pressing business question or dilemma that you don’t trust Google to answer? The Biz Wiz offers quarterly advice on workplace dramas and traumas. Email your questions to info@localbizsc.com

Dear Biz Wiz:

I don’t want my business copy to come off as generic or ingenuous, but using ChatGPT could seriously cut down on the time I spend coming up with social media captions, blog posts, etc. Should I start using ChatGPT for my marketing efforts?

As an AI language model, ChatGPT can certainly generate marketing content for you. However, whether you should have it write your marketing content depends on various factors. First, consider the tone and style of your brand. If your brand's voice is formal and serious, and your target audience consists of professionals, then using a conversational tone generated by an AI may not be the best fit. Second, consider the complexity of the content. AI language models are great at generating coherent sentences, but they may not be able to create content that requires expert knowledge in a particular industry or topic. Third, consider your goals for the marketing content. If you need quick and generic content, then AI-generated content could be a great option. However, if you need content that is tailored to your specific audience or that addresses a specific pain point or need, then it may be better to have a human writer create the content.

Hold up, though: I did not write the paragraph above. ChatGPT did, though the program did a decent job of explaining three of the factors that you should weigh while deciding whether or not to turn to the program for help. While ChatGPT draws from thousands of online sources to craft believable responses, the AI program does have its limitations. Without incredibly specific prompts (which can take just as much time to come up with as the copy itself), the text it generates may not be right for your brand or niche. And when I say that the copy may not be right for you, I’m talking about more than just the content of the program’s responses. Most of what ChatGPT writes reads like a high school-style five-paragraph essay, which is about as compelling as it sounds.

My suggestion would be to use ChatGPT for “deep background” work only, as the program is fairly effective at suggesting new content ideas and breaking down complex topics, but you should write the public-facing copy yourself. Not only will the final product be true to your brand voice and writing style, but it will likely be more relevant to your business overall. If you’re truly pressed for time (or are sick of staring at blank documents), consider outsourcing your marketing and copy writing to an agency. Happy writing.

Dear Biz Wiz:

One of our longtime clients wants us to hire her son for our summer internship. We’ve met her son on multiple occasions (let’s call him James), and while he seems like a nice young man, we’d rather go with an applicant who’s more qualified and has a clear interest in our industry. The problem is, our client keeps ending emails with lines like, “James is really looking forward to this summer!” as if we’ve already hired him. How do we get out of this?

I think the technical term for what you’re in right now is a “sticky situation.” From the way I see it, you have two clear options to choose from:

You hire James as your summer intern, allow him to coast by in the program for a month or two, and then he (presumably) goes back to school. Sure, you could have hired a star applicant instead and found a potential future employee, but your long-time client stays happy. The problem? She may expect you to hire James back in the future or let her friends know about your not-so-selective summer internship.

You have a tough conversation with your client and tell her that you’re planning to hire someone else. While you’ll likely get more of your time and money’s worth out of an intern who’s truly qualified and committed to the position, you risk burning a bridge that likely can’t be rebuilt. At least, not in the same way it was before.

Clearly, both options have their advantages and drawbacks. Before you choose which path to take, I would start by determining how valuable your summer intern is to your team. If you rely on your annual intern to take some of the load off your team (allowing you to spend a weekend away for once), then I would consider whom you hire carefully. But if you offer the program as a kindness to help build young professionals’ resumes, then maybe taking the path of least resistance isn’t such a bad idea.

Keep me posted.

Dear Biz Wiz:

My grandpa used to say that “the only thing worse than being talked about is not being talked about at all,” but I’m not sure that’s true. I work in a small-ish office, and while I consider most of my coworkers to be personal friends, one of the newest additions to our team, “Janice,” is getting a little too close for comfort. Janice has practically made herself the office Gossip Girl, spreading around all-too-personal information that, in my opinion, isn’t appropriate for the workplace. How do I know she’s doing this? Because she’s brought up some heavily editorialized tidbits about my other coworkers’ lives with me before, so I can only imagine what she’s saying to them about me. One time, I even caught her lingering just outside my office door while I was taking a personal call. When I asked if she needed something, she look embarrassed and had a weak explanation as to why she was there. Should I confront Janice, or let her keep the rumor mill churning?

There will always be people who speculate about their coworkers’ lives, but when it turns into rumor-mongering or outright lies, gossip in the workplace can wreck reputations and create an uncomfortable situation for everyone. Yes, I do think you should confront Janice about her obvious lack of boundaries, but there is an artful way to do it so that you don’t get burned.

The first step is to shut down the conversation the next time she brings up something personal about your coworkers. You can do this by saying something like, “I’d rather not discuss John Doe’s personal life without him present, and I’d rather keep our conversations professional from now on.” If she doesn’t take the hint and continues to talk about you and your coworkers behind each other’s backs, resist the urge to come charging out of the gate and accost her in the break room. While she might deserve a firm “talking to” (as we say here in the South), it’s not your place to reprimand her, and doing so might only give her cause to speak poorly of you. Instead, take the issue directly to your supervisor (if applicable) or to an HR professional who can help you resolve the issue.

Best of luck.

NETWORK

ULTIMATE NETWORK ULTIMATE

YYou can’t always choose the time, place, family, or culture into which you’re born, but as you get older you do get to choose, for the most part, the community and support system you build for yourself. There are many benefits of networking and a community can help you achieve your goals faster, easier, and in a way that supports you as a whole human.

Networking helps you build a valuable support system of people to motivate, encourage, and ensure your success.

Finding the right community means surrounding yourself with people who understand what you’re going through and the challenges you are up against. And these people are right in your own local community.

Look for community members who share a passion for personal improvement and continued learning. Being able to bounce ideas back and forth, discuss different approaches and hear perspectives of those who have dealt

with similar issues and how they overcame them can help solve persistent problems.

Your community can provide connections via word-of-mouth referrals, creating demand for your product or service. And when you put things back into that same community by helping others and sharing your expertise, it builds lasting relationships and fosters trust in you.

By widening your view and joining communities that intentionally bring together people working across different industries, you gain access to new ideas and specialized knowledge that you might not have had access to before. There are endless opportunities when networking is involved.

Meet the seven businesses in our ultimate network: Corner Perk, Balanced Wellness, Horizon Rehabilitation, Eyeland Optique, Kinghorn Insurance, Greenscape Services and Hilton Head Exterminators.

“The currency of real networking is not greed but generosity.”

— KEITH FERRAZZI

BY BAILEY GILLIAM

Wake up and smell the success

LOCAL COFFEE SHOP OWNER SHARES HIS PERSPECTIVE ON THE IMPORTANCE OF NETWORKING

COOKE

Why do you think people gravitate toward Corner Perk Brunch Cafe to do work? We have worked hard to create a comfortable environment for everyone. Our mission statement is, “Serving artfully crafted goodness to our family, friends, and neighbors.” We must live up to that and make each guest feel right at home before stepping through our doors. We want Corner Perk Brunch Cafe to be warm and inviting. But we also try to make each place creative and inspiring to assist with workflow. This place keeps you moving: the music, the people and all the different flowing parts of it. I also think that when you’re in a brunch cafe, you can be inspired by the other people around you.

As a successful business owner, why do you think networking is important? My favorite things about networking are meeting and getting to know people from all different walks of life. I’ve learned the more you get to know others, the more you know about yourself. The more you get to know each other, the more you see things from a different perspective. There’s always a learning aspect; it’s not just about building your brand or reputation. There are always crossovers; whenever I meet someone new, I walk away with more knowledge and interest in a subject.

YOU APART FROM OTHER SIMILAR BUSINESSES?

1Our team members care about our guests and each other. By motivating our team in different ways than just financially, we have inspired them to take pride in themselves and everything they do. This results in creating a positive and upbeat environment for both our guests and our team members alike.

2 We are making a difference in our communities. Remembering a bigger perspective is essential. This is NOT just a cup of coffee. Keeping the bigger picture in focus ensures we stay goal-oriented in making a difference right here in Beaufort County and worldwide.

3There’s a true sense of our quality. We source coffee all over the world, and we roast it fresh in Bluffton.

Head (new location) and 1628 Paris Ave, Port Royal WHAT SETS

JOSH

Founder, CEO of Corner Perk Brunch Cafe

The great balancing act

THIS DYNAMIC DOUBLE SERVES DOUBLE THE COMMUNITY

DR. THERESA ROMAN & ALEX GONSOR Chief Psychologist/Clinical Director & Executive Director, Co-Owner of Balanced Birth Doula Agency Balanced Wellness / Balanced Birth

MEET THERESA & ALEX

Click: balanced-wellness.org & balancedbirthagency.com

Call: 843-212-6651 (Balanced Wellness), 843-790-3646 (Balanced Birth)

Connect: dr.roman@balanced-wellness.org, carecoordinator@balanced-wellness.org, #balancedwellnessofthecarolinas, #balancedbirthagency

Come in: 337 Buckwalter Place Blvd, Suite 201, Bluffton

How does Balanced Wellness and Birth serve the community? There are very few pregnancy and postpartumfocused mental health clinics in the area. We serve our local area, other areas across the state and along the east coast.

Theresa, how has networking shaped and grown your practice? I operated independently for a year until I met Alex at a networking event. The presence of another strong leader to provide support, engage in networking activities and explore various possibilities has demonstrated the benefits of collaboration. We now have a team of 11 staff and growing.

Alex, do you feel that this area is conducive to networking? In our healthcare practice we foster connections, conduct research to understand the community's needs and established a collaborative alliance for health/wellness experts. These connections aim to enhance our ability to serve the community effectively.

WHAT SETS YOU APART FROM OTHER WOMEN’S HEALTHCARE PROVIDERS?

1We offer everything in-house, so people don’t have to track down other services. We are also all trained by Postpartum Support International, the certifying agency for perinatal mental health.

2We are one of the few perinatal/reproductive mental health clinics that serve across the east coast with access to care for our military families. We offer online therapy to residents throughout North Carolina, South Carolina, Georgia, Virginia and Florida.

3As working mothers, our team has been through and continues to navigate the ocean of parenting. We have been where you are and know how you feel. We have selected our team members thoughtfully to create a strong base of diverse backgrounds and skill sets. We aim to pair you with the most appropriate team members for your journey to best serve you.

Game on

HORIZON REHAB & SPORTS MEDICINE HELPS YOU GET TO THE TOP OF YOUR GAME

MATT CLARK

Matt, how does Horizon Rehabilitation serve the community? We see what the needs are in our community by listening to people and our local physicians and developing robust and complete programs. We’re one of the few outpatient clinics, if not the only one, offering full occupational, physical, and speech therapy services. We’re certainly the most comprehensive outpatient therapy provider in the area. If you ask for a service, we most likely have it. We have four clinics, so we service everywhere. And one of the reasons people love to live here is because they can remain active even after years of wear and tear. So those little aches and pains can add up to something that needs a little help managing, so that’s what we’re here to do.

Why would businesses benefit from having a physical therapist in their network? Our occupational therapists look at a person’s work environment, look at the ergonomics of the job and help people return to work quicker and more safely. So if you think about it, many of our jobs involve repetitive standing or lifting. We can look at the way your workstation is set up. We can look at the way you do your individual job tasks and try to minimize injury.

WHAT SETS YOU APART FROM OTHER SIMILAR BUSINESSES?

1We offer a comprehensive array of services and accept almost every insurance company worldwide. So we eliminate any reason not to come and choose Horizon.

2We have four convenient locations, over 30 specialized programs and a 98.6 percent customer satisfaction rating. We are passionate about what we do and provide in-depth care.

3WWe pride ourselves on the diversity of our therapists, the programs we offer, and how we deliver specialized care to our patients. Our programs are specifically designed to fit the local needs of the Lowcountry by providing comprehensive physical and occupational therapy, pelvic health, balance, and vestibular therapy and an extensive sports medicine program.

Ensure you’re insured

MEET BILL

Click: kinghornagency.com

Call: 843-837-3911

Connect: bfuge@kinghornagency.com, kinghornagency.com

How does your business serve the community? We’ve been around for a long, long time. We’ve been ingrained in the community for a long time. We protect the assets of those we insure. So we protect the community through insurance. We protect the things that are important to people through their businesses and through their personal things. If you care about the community, you care about people. And caring for people is what we do.

What do you think has contributed most to your success with building strong relationships? Our professionalism. Professionalism and being helpful is important to us. Obviously, the policy is written well, but it’s also our responsibility to make sure that it covers what was sold at that time of need. That’s tremendous. That’s a big responsibility to us. We help with communication. Between adjusters and carriers, we understand the translation We take our jobs seriously – that professionalism creates success for everyone involved.

WHAT SETS YOU APART FROM OTHER INSURANCE AGENCIES?

1Experience. We’ve been around for a long time. Our partners and staff have many years of experience here in the Lowcountry. We’re deeply rooted in the area. I was born here. All of my partners have either grown up here or have been here for a significant amount of time.

2Customer service. We are customer-centric. Everything we do, all of our decisions are made with our customer at the forefront. We will make sure we’re there for any needs that they have.

3 Relationships. We care tremendously about the people with whom we work. We have strong relationships with the carriers that we work with as well. They’re accountable to us and us to them.

4Accountability. We want to make sure that we’re doing our jobs. We can be found. We answer our phone calls. We return our phone calls. We’re there at claims time. We’re shoulderto-shoulder with you to get through things and making sure everything is handled properly.

THIS LONGSTANDING INSURANCE COMPANY’S GOT YOU COVERED

BILL FUGE

Bill Fuge, Partner of Kinghorn Insurance Agency

Be the change you want to see

JEANINE LUNDSTROM, BILLY SIMMONS & DIANE FISHER-SIMMONS

Billy, how does Eyeland Optique serve the community?

We serve our community by bringing a fresh perspective of unique eyewear to the island and offering collections from independent eyewear artisans. These collections represent high-quality and exciting styles in contrast to the name brand designers that are mass produced. These quality frames are designed with the goal that appeals to individuals who are excited to wear their product line. Our mission when we reopened in 2018 was to provide the island with the bestin-class in quality and fashion eyewear along with excellent professional eye care. We have an amazing team. I personally manage Eyeland and while I am a licensed optician, my best quality is the 20-plus years of working with clients and making it my goal to exceed expectations. Dr. Bari Miller is our amazing Optometrist. Patients often say she provides the best exam they have ever had. The most recent addition to the team is Diane Fisher-Simmons, yes my wife, who now loves styling and working with clients as much as I do. Together we all make it our goal to have fun and make the client/patient experience second to none.

1Our ability to bring the most current fashion and unique style frames to the island sets us apart from most optical options, including retail chains. Not only is a client excited about how the frame looks on them, but they can also immediately feel the difference in the quality of the product, recognizing that the style and frame will look and feel great for many years.

2Eyeland Optique thrives on personalized, hightouch, white-glove service. Our clients are like family to us; we want to give them the best service.

3We offer the unique option to design your own look and custom-make frames. We have two frame lines that are known for the ability to bespoke frames for specific client needs and wants. From color and design to fit, we can create a CAD (computer-aided design), get approval from the client and then make the frame.

WHAT SETS YOU APART FROM OTHER SIMILAR BUSINESSES?

Owner + ABOC, LDO + ABOC & Fashion consultant of Eyeland Optique

Catch the networking bug

THEY TAKE CARE OF BUGS SO YOU CAN TAKE CARE OF BUSINESS

BRIAN DECHIRICO

Brian, how does Hilton Head Exterminators serve the community? Our core focus is protecting businesses, homes and people from pests. But ultimately, we’re in the customer-service business. So in one way of thinking, keeping homes and businesses pest-free is a byproduct of what we do. Ultimately, we have to take care of our customers to succeed. The backbone of excellent customer service is being prompt, professional and available when customers need us.

How have you grown to be the largest independently owned pest control company? We have earned that position because we have never compromised quality or service as we have worked to fulfill our mission statement. Our staff consists of trained, certified technicians who can handle virtually every problem when unwanted insects or other animals invade a home or yard. Having an experienced team, problems that seem new or unsolvable are everyday opportunities to provide solutions for our customers. We also recognize that our reputation is being built daily, and we can never rest in our effort to be recognized as the best at what we do.

WHAT SETS YOU APART FROM OTHER EXTERMINATION COMPANIES?

1Being family owned, we are empowered and enabled to run the business to serve the customer at the local level. Our competitive advantage is a team of professionals that have the resources and flexibility to do whatever it takes to meet any need that arises. If the customer is happy, then everybody wins. Our entire team knows that no internal process is more important than doing what’s right by the customer. I would say that our key differentiator is that we have built a culture that never compromises.

2We will always treat our customer’s property as our own, offering precise attention to detail to solve any pest problem.

3In summary, customers choose us because we are local and family-owned, offer prompt customer service and customized solutions to fit individual needs and are available for same-day services.

General Manager of Hilton Head Exterminators

On the cutting edge

LONG-TIME FAVORITE LANDSCAPER SHARES THE SECRETS TO GETTING THE GREEN

JEREMIAH DUNN

MEET JEREMIAH

Click: greenscapeservicesllc.com

Call: 843-304-4397

Connect: greenscape@gmail.com

Come in: 22 Cape Jasmine St, Bluffton

Speaking of reputation, how do you think reputation affects business? We’ve been here since the eighties. A lot of our business comes from word of mouth after being here for so long. We’ve made a lot of connections throughout the community. And so we’ve built up a reputation. It’s a third-generation family business. We do everything from the design to the concept, all the way through the installation. It’s small enough to provide the caring, personalized service our customers have been kind enough to credit us.

Do you think networking is important? Networking is one of those things that you get out of it what you put into it. What’s the expression for what networking is? “It’s a bunch of whitecollar guys with some blue-collar guys sprinkled in.” But in all seriousness, I think it’s always important to build relationships as a business owner. Even being here for years, the trust comes through time and working together. We are also members of the Business Networking International (BNI) Elite Referral Connectors chapter, which has helped increase business through referrals.

WHAT THINGS SET YOU APART FROM OTHER LANDSCAPERS?

1We offer high-quality work performed by qualified professionals. We give honest assessments and provide the right services for individual needs. We have three maintenance crews, a construction crew and a chemical tank truck to treat lawns and shrubs.

2 We offer various services that many other companies don’t provide. We offer landscaping design and installation, installation and maintenance of seasonal flowers, chemical land and shrub care, lawn, shrub and small tree maintenance, hardscapes, water features and commercial services. We are also National Association of Home Builders (NAHB) Certified Green Professionals.

3 We use the best products to handle projects with extreme care and diligence. We enjoy our jobs and take pride in the noticeable difference after a well-done job.

Owner of Greenscape Services LLC

Connect with like-minded professionals

UPCOMING NETWORKING EVENTS IN THE LOWCOUNTRY

HILTON HEAD ISLAND-BLUFFTON CHAMBER OF COMMERCE

The Hilton Head Island-Bluffton Chamber of Commerce empowers local businesses to thrive in a dynamic marketplace through educational programs and networking opportunities. The chamber is committed to shaping a prosperous future for Hilton Head Island and Bluffton, ensuring the status of both towns as a premier destinations for commerce and leisure. Sign up for events at hiltonheadchamber.org/events

CHAMBER YOUNG PROFESSIONALS

When: 5-7 p.m., July 18

Where: Indy Karting & Amusement, Bluffton

Details: Vroom vroom! Race down for some after-hours summer networking with fellow Chamber Young Professionals. There will be go-kart racing, axe-throwing, appetizers and a drink on the chamber. Complimentary, but RSVP so they know that you are attending.

BISCUITS + BENEFITS

When: 9 a.m., July 26

Where: Hilton Head Island-Bluffton Chamber of Commerce

Details: Learn how to leverage your chamber membership for maximum business success. Find out how to connect with others, increase your visibility, and deepen your business knowledge to grow. The event is complimentary and open to all chamber members and guests but register in advance.

CONVERSATIONS & COCKTAILS

When: 5:30-7 p.m., Aug. 17

Where: Hampton Hall Club

Details: Conversations build relationships, and relationships create a business. Meet other professionals across all industries in the local business community at the monthly after-hours networking event. It includes appetizers, complimentary wine and beer, and the best connections you’ll meet.

CHAMBER YOUNG PROFESSIONALS

When: 5-7 p.m., Aug. 24

Where: Aquatera, Hilton Head Island

Details: Experience and tour one of the newest Hilton Head Island residential apartments while connecting with other local young professionals.

GREATER BLUFFTON CHAMBER OF COMMERCE

Sign up for events at blufftonchamberofcommerce.org/events

LUNCH & LEARN: TIME BLOCKING YOUR WEEKLY SCHEDULE

When: 11:30 a.m.-1 p.m., July 11

Where: Don Ryan Center for Innovation

Details: Learn how to make the time for all you need to do and still network and grow. Presented by Brent Whitaker and Thomas Joyner (Business on Purpose).

FINANCIAL LITERACY WORKSHOP: CREDIT

When: 12:30-1:30 p.m., July 26

Where: Bluffton Self Help

Details: Credit scores are an integral part of our financial lives. It pays to keep track of yours and understand how your actions affect the numbers. Receive unbiased tips on improving your score, disputing errors on your report, and monitoring your credit. Lunch will be provided for every session. $50 gift card for every person who completes all three sessions (Credit, Debt, and Savings) and one-on-one financial mentoring in 2023.

WOMEN IN BUSINESS LUNCHEON: THE JUGGLE IS REAL

When: 11 a.m., Oct. 19

Where: Barn at Crystal Lake, Bluffton

Details: This event is designed to empower, support, develop, and connect you with fellow professional business women within the Greater Bluffton Community. Featured speaker Molly Grantham is a four-time Emmy Awardwinning journalist, author of two books, mother of three young children, founder of a pediatric nonprofit network, and a woman who works 2 p.m. to midnight and lives with public and social pressure. She will discuss how to keep it accurate, get it all done, and not lose yourself.

SIPS AND SEAFOOD PARTY

When: 5-10 p.m., Oct. 27

Where: Hewitt Oaks, Bluffton

Details: A night of excitement, compassion, Lowcountry dining, savory cocktails, mustsee entertainment and a live auction — all to support our Lowcountry neighbors’ path from surviving to thriving. The Sips & Seafood event is the only annual Bluffton Self-Help fundraiser to raise the necessary funds to help neighbors succeed at home, work, and in the community.

BEAUFORT REGIONAL CHAMBER OF COMMERCE

Sign up for events at business.beaufortchamber.org/events

FIRST FRIDAY AFTER FIVE

When: 6-8 p.m., July 7, Aug. 4, Sept. 1

Where: Downtown Beaufort

Details: Grab a friend and head downtown to explore and support our charming local downtown shops, restaurants and art galleries. Enjoy tasty refreshments and local live music.

EDUCATOR APPRECIATION

When: 3:30-6 p.m., Aug. 9

Where: Tabby Place, Beaufort

Details: Free appetizers and drinks, recognition of school leaders and honorees, school supply giveaways, door prizes and an expo of local businesses.

CIVITAS AWARDS

When: October

Where: Downtown Beaufort

Details: A premier networking and awards reception for the region’s top businesses and leaders. Nine coveted Civitas Awards are given annually from nominations within the community. Enjoy premier catering, bar service, entertainment and a lovely setting.

SALUTE TO SERVICE

When: November

Details: This event honors active duty and retired military members in the community. Enjoy complimentary food during performances by the Parris Island Marine Corps Band. Local businesses will support our military by participating in the business expo.

OTHER ONGOING EVENTS

Coffee with Colleagues: Many members attend the monthly Friday morning Coffee With Colleagues events at businesses around the community. It’s a great way to connect and learn about local offerings while enjoying breakfast refreshments. Business level and above members may host this event throughout the year.

Lunch & Learn: The Beaufort Chamber hosts membership meetings featuring community leaders on timely topics to help you and your business in the current business environment.

Business After Hours: Members gather at a local business each month to catch up and enjoy social time at Business After Hours. These events showcase a facility and allow members to meet the business employees while enjoying a cocktail and appetizers. Business level and above members may host this event throughout the year.

HILTON HEAD HOLISTIC CHAMBER OF COMMERCE

As a pivotal link between holistic eco-friendly products, services and solutions, the Holistic Chamber of Commerce is crucial in connecting these offerings with its vibrant community of active HCC members. With a steadfast commitment to the prosperity and sustainability of its members' businesses, the HCC catalyzes growth, providing invaluable support and resources. Sign up for events at holisticchamberofcommerce.com

HOLISTIC NETWORKING

When: 4-5:30 p.m., Sept. 14

Where: Don Ryan Center for Innovation, Bluffton

Details: Every month, the Holistic Chamber of Commerce hosts a series of informative business forums presented by subject matter experts to help enhance business practices of natural and eco-friendly products, services and solutions focused-business owners throughout the Lowcountry and abroad.

OTHER BUSINESSRELATED NETWORKING ORGANIZATIONS

BEAUFORT COUNTY BLACK CHAMBER OF COMMERCE The Beaufort County Black Chamber of Commerce is an organization that supports multicultural business owners and professionals in Beaufort and the surrounding areas. Its primary mission is to empower African American communities and promote the growth of small businesses within these communities. The BCBCC offers a range of products, services and educational programs to facilitate this empowerment. bcbcc.org

SCORE SCORE SC Lowcountry is an invaluable resource for aspiring entrepreneurs looking to launch new small businesses or established ventures seeking to enhance profitability. Comprising a team of seasoned professionals, SCORE is dedicated to guiding individuals toward greater success in key areas such as accounting, finance, human resources, consulting, law, operations and beyond. score.org/sclowcountry

BUSINESS NETWORK INTERNATIONAL

BNI South Carolina Lowcountry is dedicated to fueling the growth of businesses, regardless of their scale. As the world's most extensive business networking and referral organization, BNI connects professionals and fosters proactive, reciprocal relationships. Its mission is to create a vibrant ecosystem where businesses thrive through collaborative partnerships. bni.com

ROTARY CLUB The Rotary Club is driven by a mission to create positive change in our world. With unwavering passion, it works to improve crucial areas such as literacy, peace, water, health, and the environment. The Rotary Club strives to unite businesses and professional leaders to advance goodwill and peace worldwide by harnessing collective expertise and resources. The Rotary Club has locations on Hilton Head, Bluffton and Beaufort. rotary.org

Let your network grow your net worth

ADVICE, TIPS AND HOW-TOS

Oxford Economics published a study that shed light on the true value of networking.

OJust the facts:

Networking is one of the most important ways to find and keep customers. The close rate for meetings is 40 percent, meaning that in-person meetings end in a sale or deal almost half of the time.

75 percent of customers either require or prefer inperson meetings, meaning that you can lose clients simply by not meeting them in person.

The refusal to network with customers also can affect business profits. Executives reveal that they’d lose 28 percent of their business if they stopped networking.

Read on to learn the secret to perfecting an Irish exit, see how you can stand out from your competitors at events, and see what Mama Odie has predicted for you this quarter. ■

At your service The television show Silicon Valley (HBO Max) is about a tech startup and cited by startupbooted.com as a top show for entrepreneurs because it emphasizes the importance of networking and building relationships with investors. The show is definitely adult-only and filled with debauchery and profanity, but the lessons are real. Here, the company may have taken a networking event over the top with its launch party.

Perfecting the Irish exit

BE FIRST, BE SEEN, BE GONE

BY WILL BEGONE

TThe origins of the term Irish Exit are unclear, but the meaning is undisputed –an Irish Exit refers to leaving a function without saying goodbye. There is no argument that it is not the most polite thing to do at a business event when, after all, leaving any sort of event, one should thank the host.

At some functions a polite exit is not easy, especially if the host is tied up with other guests or if you fear your colleagues will make much ado about your early departure. The thought of people chanting, “Stay, have one more, don’t leave so early” is enough to make some people skip an event altogether.

When it comes to networking events, showing up is half the battle, and leaving is the other half. To exit like a pro, heed the wisdom of George Cohon, founder of McDonald’s Restaurants of Canada.

BE FIRST

Arrive early, if not first. Ensure you introduce yourself to the host and thank them for including you in the event. Have a quick chat so they remember you were there, then scope out the room.

BE SEEN

As others arrive, say hello with a firm handshake and eye contact. It will help them remember you were there. Since you have scoped out the room, you can open the dialogue with something like “Make sure you try the pimento dip; it is the best I have had.”

BE GONE

Slip out quietly. If you discovered a side door when you were scoping the room, use that. If you have to use the main door, talk on your phone so it looks like you are just stepping out to take a call.

Don’t let the worry of leaving an event early stop you from going, but use the Irish Exit with caution.

IRISH EXIT TRICKS

1. Excuse yourself from a conversation or group to use the restroom, after which you will casually head straight for the exit.

2. Stand in different places around the room. Should people ask later where you are, there will be responses like “I saw him by the bar,” “He was at the hightop talking to Susan last I saw” or “I think he went to the restroom.”

3. As you leave, talk on your phone or eat an hors d'oeuvre to create the impression you are simply stepping out. It is better to attend networking events and leave early than not to attend at all due to pre-event jitters. Perfect the art of the Irish exit so you have it in your networking playbook. ■

How to be memorable

GIFTS THAT MAKE YOU STAND OUT

Boost your brand Branded business gifts offer many benefits, from enhancing brand recognition and customer loyalty to fostering positive relationships with clients, all while serving as a constant reminder of your business's value and appreciation. These thoughtful gestures not only leave a lasting impression but also have the potential to generate word-of-mouth referrals and increase brand visibility, amplifying the overall success of your business.

YYou will meet dozens, if not hundreds, of people at various events, and as much as you like to think you will be remembered, there is a good chance you won’t. After all, everyone at networking events also meets dozens, if not hundreds, of people. So how can you stand out? Event sponsorship can increase your profile and impact if done well. Here is one example of how three local companies used sponsorship to deepen connections.

Over 100 local business leaders attended a recent LOCAL Biz speaker event. Three event sponsors stood out in different ways:

1. The Don Ryan Centerfor Innovation was the title sponsor, which allowed its staff to welcome the attendees and speaker and say a few words about the organization

2. The Greater Bluffton Chamber of Commerce representatives met with the speaker and VIPs after the event and used the event to build relationships with the many members who attended.

3. Eagle Creations provided a unique gift for each attendee. As a promotional product company, it has creative ideas to help any business stand out. To promote itself, each attendee received a branded shot glass.

Promotional product companies like local firm Eagle Creations can work with you and your budget to provide unique ideas that align with your brand and will connect with the event attendees. ■

FOR BIGGER BUDGETS

Branded chargers are useful and have high perceived value. The price depends on the type of charger and quantity but expect to pay $8-$25 each.

Give'em your best shot

Whether you're aiming to leave a lasting impression at a trade show, conference or company event, a local firm like Eagle Creations can help you navigate through their extensive catalog of products and tailor a solution that suits your specific needs.

ITEMS TO MAKE YOUR MARK

If you are considering sponsoring an event, ask if you can provide a gift item for attendees. For example, many companies put printed brochures into gift bags, but think of something tactile, meaningful and branded to stand out. You don’t have to spend big money for a big impact.

FOR MODEST BUDGETS

In the Lowcountry, chances are the audience you want to remember is the one you play golf, tennis, boat, bike, pickleball or paddleboard with. In other words, they are outside. Give a high-utility, low-cost lip balm with sun protection (and your logo). Prices can be as low as $1.40 each.

FOR MINIMAL BUDGETS

Stay top-of-mind for under a buck. iPhones have not replaced paper on desks and in briefcases. Keep your brand in front of your audience with helpful notepads.

©JORDAN MATTHIS

Q3 BusinessScope

WHETHER YOU'RE LOOKING FOR WORK, A RAISE, OR A PROMOTION, LOOK TO THE STARS TO FIND OUT WHERE YOUR PROFESSIONAL LIFE IS HEADED.

Aries Tread lightly, as you might find yourself navigating some tricky terrain this quarter. While rams are known for their ability to traverse even the most difficult cliffs and gorges, a misstep now could leave you stumbling through the rest of the year. If you find yourself caught in the middle of a sticky professional situation or stuck in a dilemma, reach out to your contacts who can help you see things from a new perspective. Don’t be afraid to take things slow if it gives you extra time to do your due diligence and plan your next move.

Taurus As much as you love hanging out with your houseplants, going home isn’t an option. You have to go big, which might mean taking a step outside your comfort zone. Although Taureans value stability, the stars are bringing you an opportunity that might require some change on your part. For example, you might be offered a beneficial partnership that requires you to double your one-man operation to a team of two. Or maybe you’re one new skill away from being able to expand your service offerings. Take a leap of faith this quarter and watch how far you’ll soar.

Gemini Seek the calm within the storm. Q3 is forecasted to be a whirlwind for you, so much so that both heads could be left spinning. While much of the upcoming activity is likely positive, including exciting social engagements and making major moves, your cerebral sign may need space to process it all. Instead of getting so swept up in the flurry that you’re left in a tizzy, stay mindful and arrange your schedule wisely. Things will feel much less turbulent – and actually enjoyable – if you allow yourself to come up for air.

Cancer When it rains, it pours, and this quarter you are truly making it rain, Cancer. You’ve worked hard in the first half of the year, and those all-too-early mornings are about to pay off – literally. You can expect to reap the rewards of your labor in the coming weeks, so go ahead: call up your friends, and pop a bottle of champagne. Just be wary of anyone who starts looking at you with proverbial dollar signs in their eyes.

Leo Didn’t see that one coming, did you? Q3 is sure to come with at least one plot twist, and because you’re used to things coming naturally to you, these sudden turns of events could throw you off your game. Consider this an invitation to learn new skills, gather information and lean on the people whom YOU are always strong for now. And remember, proud lion: there is only so much you can control. So if you find yourself watching an unexpected scenario play out, you might as well grab some popcorn, a glass of wine, and enjoy the rest of the show.

Virgo As they say here in the South, “If it ain’t broke, don’t fix it.” Virgos are notorious perfectionists, but with your summer vacation calling and your cosmic wind-down period underway, the stars are challenging you to draw – and enforce – some boundaries. Sometimes good is good enough, especially if you’ve been nitpicking over your presentation fonts since 5 a.m. If you let go and sink further into that lawn chair now, you’ll be refreshed and ready for the Q4 rush.

Libra Knock, knock…who’s there? Not you, because this quarter you’re hanging up that “Do Not Disturb” sign in an effort to get things DONE. It’s time to put in your earbuds, plop down in a distractionfree zone, and put your nose to the grindstone. With your motivation levels at an all-time high, you’re ready to mine and spend every ounce of effort you have. While we’re sure that the fruits of your labor will pay off in Q4 (and beyond), remember to reserve some of that energy for yourself. You don’t want Q4 to turn into a true “lights on, no one’s home” situation.

Scorpio Think outside any wornout check boxes. You’re craving a change of pace this quarter, and going through the motions of your 9-5 routine isn’t doing it for you anymore. But before you make a signature Scorpio move, like closing your business for good and jetting off to Tahiti (however tempting that may sound), think of small ways you can reinvent your work day. Whether you go totally remote, shake up your services or explore a re-brand, changing how you do things might help you reconnect to why you started doing them in the first place.

Sagittarius Feeling a little scatterbrained? This quarter the stars are urging you to clean up and clear out anything that no longer “sparks joy.” This minimalistic mentality should apply to all areas of your life, personally and professionally, as ditching the things that no longer serve you will help you make mental space for more important matters. While we highly recommend discarding – or delegating – any dead-end projects and tedious tasks, unfortunately, you can’t throw out your electric bill and tax forms. Bummer, right?

Capricorn So, what DO you really want? Visionary moments will be arriving this quarter that put your big-picture goals into perspective. Despite being one of the most grounded signs, you'll see sweeping new possibilities (ah!) and could be inspired to take a leap of faith. Not to be dramatic (we know you’re a “bottom-line person,” Cap), but from travel to launching a startup to spreading your message far and wide, you could have a major epiphany about your purpose. But realizations on this scale don’t just pop into your mind at random. Commit to those morning meditations, jogs, or journaling time to inspire self-reflection.

Aquarius Feelings are not facts, but good luck remembering that this quarter. As the kids say these days, you’ll be particularly “in your feels” this quarter and might have a tough time separating frustrations at work from those at home, and vice versa. Watch your own temper because you'll be prone to knee-jerk reactions. Even Aquarians that normally don't take the bait might waste hours fuming. The bottom line: don’t pick up the phone to lambast your intern when you’re really upset over a tiff you got into with a friend. Check yourself before you wreck yourself.

Pisces Curate your crew, Pisces. You’re about to embark on a major voyage that will span the last six months of the year, so the people you bring on board must be worth their salt. You don’t want your team jumping ship when things get rough, so be mindful of whom you surround yourself with now. While optimistic Pisces tend to give people the benefit of the doubt, the last thing you want is to be left high and dry because you ignored potential red flags.

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The best local happy hours and answers to challenging Mensa questions

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Networking hotspots

HOW TO WIN FRIENDS AND INFLUENCE PEOPLE

BY IWANA BEVVIE

II took it upon myself to investigate places where business and pleasure can mix after hours. As a service to our LOCAL Biz readers, I sampled many happy hour menus, tried a variety of cocktails and even tasted some flights at the local distilleries. You’re welcome.

HAPPY HOURS

Happy hour is a natural networking time, but proceed with caution. Obviously drinking and driving is never a good idea, and neither is drinking and dancing before 9 p.m. The great thing about happy hour is that you don’t need to drink alcohol to connect with colleagues.

THREE REASONS HAPPY HOURS MAKE SENSE:

1. Early exit: The time is limited by definition to one hour, so you can leave to make it home for dinner without planning your usual Irish exit.

2. Efficient: You can usually leave the office a bit early without taking too much time away from the job. Maybe the boss will join you.

3. Energy: There is often a positive vibe at local happy hours, and that puts everyone in a good mood. Maybe it’s a good time to ask for a raise.

Hidden gem

Take it easy The Centers for Disease Control and Prevention defines moderate drinking as up to one drink per day for women and up to two drinks per day for men. A standard drink of wine is typically 5 ounces.

BEST SHARABLE BAR MENU

Fish Camp on Broad Creek’s bar menu has a good selection of shareable items that aren’t too messy and don’t encourage doubledipping. Try the ahi tuna nachos, deviled eggs or jalapeño hush puppies.

BEST FOR ACTIVITY

Wine Time is a new bar on the Promenade in Bluffton. While it doesn’t have an official happy hour menu, it is open for business. The menu is shareable, and they have a fun, interactive game called Wine Battle that is a guaranteed ice-breaker.

BEST TO IMPRESS

Gather with coworkers, and experience lunch or dinner at the Market Cafe at Michael Anthony's. A cafe, Italian food market and laid-back trattoria in the evenings, it offers a bountiful menu of small plates, a full bar, and a carefully-curated array of specialty food products, fresh meats and take-home entrees.

The Market Café at Michael Anthony’s is not your typical happy hour menu, but it has happy hour pricing. The happy hour choices meet the restaurant’s exacting standards for fine Italian fare, and the fine drinks are just $8. Yes, $8 for a gin negroni, Kettle One vodka and even a good ol’ old-fashioned. You will have a ball with the arancini or meatballs.

Fun stuff

D

YOU'VE WORKED HARD. NOW LAUGH A LITTLE.

Do you have a funnier punchline? Now is your chance for 15 minutes of fame. Email a better caption to info@localbiz.com, and we’ll share the best submissions on social media.

MENSA MONDAYS

Start your week off right by correctly answering a fun and challenging question on LOCAL Biz’s Facebook or LinkedIn pages (LocalBizSC). Questions are similar to those on the Mensa Admission Test, so be sure to have a pen and paper handy. You will definitely need to write down your thoughts to figure out the correct answer.

LOCAL Biz B2B Marketplace

Welcome to the LOCAL Biz B2B Marketplace. This section was created to help local businesses do business with each other. We are appreciative and proud of every LOCAL Biz advertiser — they are leaders in their industries, and they chose LOCAL Biz as an investment in their growth.These companies and professionals have a lot to offer, and we hope you will consider them when making your purchase decisions.

AlphaGraphics alphagraphics.com

Balanced Wellness balanced-wellness.org

Corner Perk cornerperk.com

Custom Audio Video custom-audio-video.com

The David Dale Team at EXP Realty DavidDale.com

Don Ryan Center for Innovation donryancenter.com

Eagle Creations eaglecreations16.com

Equity Payment equitypayment.com

Eyeland Optique hiltonheadeyecare.com

Greenscape Landscape greenscapehhi.com

H&R Block hrblock.com

Harbour Health Insurance Solutions hhisolutions.com

Hargray hargray.com

Hilton Head Exterminators .hiltonheadexterminators.com

Horizon Rehabilitation & Sports Medicine horizonrehabilitation.com

Just Cushions justcushionshhi.com

Kinghorn Insurance kinghornagency.com

KML Computer Services kmlcs.com

NorthRiver Financial Group northriverfinancial.net

Oak Advisors oakadvisors.net

Savannah/Hilton Head International Airport savannahairport.com

SCORE SC Lowcountry sclowcountry.score.org

Smart Marketing Communications smartmarketingcommunications.com

Volunteers in Medicine vimclinic.org

Property Owner Lists

Your direct mail will reach the right audience with the most accurate and targeted specialty mailing lists and targeting strategy.

bruce@propertyownerlists.com

843-301-3788

propertyownerlists.com

Expand your business

Does your payment system offer contactless transactions, POS, a broad range of payment options, e-commerce and mobile transactions, all with personal service? Equity Payments does.

support@equitypayment.com

843-628-0505

MakeMoney@EquityPayment.com

Eagle Creations

Looking for a specific item or just browsing for ideas? We are your one-stop shop for promotional products and business gifts. With thousands of selections, Eagle Creations offers branded merchandise to fulfill all of your needs.

843.422.3372

Visit our new showroom at 2935 Argent Blvd, Suite B, Ridgeland.

eaglecreations16@gmail.com

843-422-3372

www.eaglecreations16.com

400 Main Street

Turnkey executive office suites from $450/ month. Many include wifi, utilities, cleaning. Parking and close to Main Street Village.

400 Main Street, Hilton Head 843-681-6800

HiltonHeadLongTermRentals.com

LocalBiz Magazine

Reach 15,000 Lowcountry business decisionmakers by advertising in this magazine. All packages include digital and social media as well as complimentary ad design.

Info@WeAreLocalBizSC.com

843 -802-2258

Localbizsc.com

Networking is an art and science

HOW TO BE A PRO IN SIX EASY STEPS

LLove it or hate it, networking works. And like any other skill, practice and preparation improve your odds of success. Here are a few things you can do to further increase those odds.

1. Make a list of appropriate networking events Check the Chambers of Commerce, your industry associations or your clients’ associations.

2. Make a list of the people you want to meet Think big. This can be decision-makers at your dream prospective client or a person you have tried forever to meet and had no luck.

3. Attend as many events as you can In this case, quantity matters. It takes practice and timing to connect with the right people.

4. Shake hands and make eye contact

That sounds very basic but especially since the pandemic, a good handshake is a forgotten art. Do be sensitive to how people react to your gesture.

5. Ask for an introduction

The event organizers are often happy to make introductions or ask someone you know to introduce you. If all else fails, make your own introduction.

6. Accept business cards

It might not be your style to hand out cards immediately, but if someone gets up the nerve to give you theirs, be polite and accept it graciously.

“You miss 100 percent of the shots you don’t take.”

— WAYNE GRETZKY

Seated: Al Cerrati, MBA, John Chiacchiero, MBA

Standing: Kevin Myhre, Earl Nelson, Michelle Myhre, CFP®, Sarah Huie, CFP®, Christopher Kiesel, CFA, Heidi Yoshida, CFP®