MINDSET
NETWORKING
me to a man whose company sponsored sports teams and I landed that sponsorship. I never would have had that “in” were it not for my connection to Ray from long before. Another example came several years into my local racing career. I joined dozens of other drivers for a community event where we voluntarily towed our cars into the city to mingle and sign autographs. At this event I was introduced to a man who sold t-shirts. We exchanged business cards and four years later he called me with the opportunity that launched my national racing career. He had gone to work for an advertising agency with a large client from my hometown and that client
Lead Generation through Networking CONNECTIONS BREED OPPORTUNITIES IN RACING AND IN REAL ESTATE.
was sponsoring the newly-built Kansas Speedway. He thought having a hometown driver would be a nice complement to the marketing mix. During the next two years, this company became the biggest sponsor I, or any other local racer, had ever had. I ran my first race at the Kansas Speedway with this sponsor and the rest is history. My networking strategy is to meet as many people as I can through networking events – many of which initially cost me more than they make me. But I have never put in the time and energy and not had it pay off in some way down the road. Instead of going into an event wondering what I am going to
yourself or your business requires a constant networking effort that often feels futile. When I look back at how some of my biggest sponsors or opportunities came to fruition, it was through an event or encounter that was seemingly meaning- less at the time. Early on, I knew networking was very powerful, but often, I went to networking events and rarely walked out feeling like I was on the verge of a great business deal. Generally it felt like quite the opposite. Even now, most of the time when I meet someone ready to “sign up and get on board” right off the bat, the opportunity ends up falling through. Instead, those chance encounters have been the most valuable for me. Below are a couple of examples of my favorite stories of networking successes from my career. When I was 15 years old, my first job was at a Burger King. Working the drive-thru was the most fun. This is how I met Ray, who became a lifelong friend. More than 15 years later, after los- ing touch, I ran into him at a networking event. He introduced
by Jennifer Jo Cobb
A
s an entrepreneur, business owner and Think Real- ty-sponsored racecar driver, I not only understand
Like you, I need funding in order to do my job well. And I need lots of good leads in order to find the right funding at the right time with the right partner. After years of practice and landing more than a million dollars in sponsorships, I think networking is the best way to bring in leads for my business. But, it’s not always easy. Finding money and convincing others to invest in either
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racecars, but I appreciate the work that goes into building and maintaining them. Even though I feel guilty if I am not in the shop helping the team, my Crew Chief always reminds me: the best place I can be is out and about – whether at a networking event, on an airplane or at an appearance – meeting people.
Jennifer Jo Cobb is a public speaker, corporate spokesperson and a NASCAR team owner and driver. In addition to racing, she is the founder of Driven2Honor (Driven2Honor.org), a non-profit to recognize the efforts and plights of our female military members. Learn more about Think Realty's Racing Sponsorship and Jennifer Jo Cobb by contacting Dell Hamilton at delltrracing@gmail.com.
68 | think realty magazine :: january / february 2019
thinkrealty . com | 69
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