Hank Shrier - Guest Speaker at the Gush Etzion Business Networking Group

Hank Shrier, Author of the Natural Networker has been networking since pre- school. He recently reconnected with three of six of his classmates. One classmate found him on Linkedin, four found him at a recent class reunion, and Hank found one of them through a contact at the reunion. Hank’s motto is, “To get what you desire in this life, give the people what they desire first.”

Hank’s networking and business career started just out of High School. Hank’s first job was with The Nebraska Clothing Company. Irv Wezelman taught Hank HOW to network, and WHY it works. “The phone and I became fast friends during my time at The Nebraska. We’re still best friends.” By staying in touch with customers, Hank was able to ask for and GET referrals. In the days before computers, index cards served as a database for most people. Hank’s database was in his head. Most of it is still there.

From clothing sales, Hank moved on to the Auto Sales business. His first sale was to someone who walked in the door. The next three were to customers he called. While working at Dillon Anderson Motors, Hank was introduced to Clint McGee’s GO system of sales and follow up. It was from Clint that Hank learned the axiom, “Ask a closing question and “SHUT UP” That advice has led to success in business and in Networking.

After a successful career in the Auto Industry, including a regional top ten sales award, Hank turned his attention to the Video Production Business. Hank’s first business partner in California was a friend from a Jewish Singles Group in Minneapolis. “My first customers came from referrals from Photographers. I agreed to produce videos of them at work that included testimonials from happy customers. They were then happy to suggest video to their clients. While at events, Hank carried two business cards, his own and the card of the photographer who had referred him. “Third party unsolicited recommendations are priceless. They are the Key to effective referrals”

Hank’s next career was in the computer industry. He opened a store called Reruns, selling used and new Apple computers. Most of the customers were referrals from his kid’s school, and from the families of his wife Judy’s (May she rest in Peace) store. The store was in the back of his wife’s store. “It was perfect. Families came in for clothing and came back to look at the computers.

Hank’s frustration with user hostile software led to his next career move. He taught himself to write databases using FileMaker. He joined the FileMaker Solutions Alliance. This association led to many referrals and to significant help with other aspects of FileMaker.

Hanks next business venture took him to the world of Credit Card Processing. By combining networking skills with software development skills, Hank launch Atlas Innovation, a company providing Credit Card Process, database integration and Credit Card Processing Software.

In 2002, Hank became a found member and the first President of BNI Cupertino, the first BNI chapter chartered in the Silicon Valley. During the four years Hank was a member, he produced the most referrals each term for the entire four years. His referrals also led to the most total closed business for the chapter members. He also sponsored the most new members into the chapter and brought the most visitors.

In 2006 Hank moved to Jerusalem and joined a Hebrew Speaking BNI Chapter. In spite of not knowing a word of Hebrew or a single person in Israel, he produced referrals that led to closed business for others of $40,000.00 in the first three months here.

Global Business Networking was launched in January of 2007. The membership grew to 35 with the first six months. The Natural Networker was published on Jerusalem Day 2007. It is currently in its second printing. The first 18 copies of the book were sold for $1000.00 before the book had even been published. Many of the readers have found that reading the book was a life affirming and life altering experience.

At last week’s meeting, members of GBN announced closed business for the week of nearly 80K NIS.

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