Nate Riggs: Social Business Strategies; communication, social web strategies, & passion in Columbus, Ohio.

For me, one of the most relevant chapters in Chris and Julien‘s Trust Agents describes the idea of being “Agent Zero”.  In June of last year (prior to the book launch, I believe), Chris wrote this short description on his blog of what an “Agent Zero” does:

Agent Zero
Connecting and networking and building relationships is what moves you from an individual contributor to an interdependent kingmaker. Learning how to be a core element of several networks is where we think a trust agent works best. Take Robert Scoble. He went from being a guy talking about Microsoft to a guy on a mission to be moved by what he saw around him. Robert connects with people all over, and finds himself at the core of many important networks.

Are you Agent Zero to several networks?

Breaking it down, Agent Zero simply means the bigger nodes on a human social network.  The people who earn this title know how to be visible epicenters of communication.  You might even consider them to be a sort of junction point that connects various social circles (or even clicks).  Good Agent Zeroes have the ability to  be naturally jump from one social circle to other social circles, genuinely adapt their own communication styles, while at the same time leaving a wake of added value as they move through out the system.

Great.  We know what it is, and that makes sense.  But how do we get there?  What do we do to become an Agent Zero?

Let’s dig deeper, shall we?

How To Be a Good Agent Zero

• See the matrix – Part of being a good Agent Zero is being able to see how pieces in various networks fit together like a puzzle.  When you build relationships with your connections, look for the gaps they need filled and try to fill them with another connection in your network.  For instance, maybe one of your clients needs a service you don’t directly provide.  Do you know and trust someone who does provide that service?  Can you be proactive in helping them fill a gap?
• Only connect people the right people -  If you connect people only for the mere sake of connecting people, you may put them in a position that wastes their time.  Don’t do this because it will leave a bad impression about your credibility (and network).  For all of us, time is very valuable.  When connecting, always keep a respect for each person’s time in that introduction.
• Be transparent with your level of relationship – If you only know someone as a LinkedIn connection, but have a relevant reason to connect them with someone else you know, state that as the backdrop of your introduction.  Always make sure that people know the difference between your loose-tie connections and deeper relationships.  Stating your level of trust and acquaintance is very important.
• Ask your connections who they need to meet – Keith Lampe once helped me land a client by asking his contact if there was anything else he could help with, outside of what his company had to offer.  When the client said: “I’m really looking for someone who has their head around social media for business,” Keith thought of me.  See how simple that is?  Always ask that question at the end of a meeting.  It’s a good habit to get into.
• Always ask permission to connect – Don’t ever connect people blindly.  That type of a surprise is simply bad form and can put your connections in an uncomfortable position if they have to say no.  I like to start by asking the person in need if I can have their permission to introduce them to someone who might be able to fill a gap or add value to what they are doing.
• Don’t have hidden objectives – If you connect people, only with personal objectives in mind, your connections will eventually see your real intentions.  Don’t ever connect people simply to win a gold star for yourself.  That approach to being Agent Zero will eventually get you in a mess.
• Never bombard your connections with too many introductions – Less is more.  Focus on making one or two quality connections, rather than a high quantity of irrelevant connections.  High quantity and low quality will only annoy people.
• Don’t push an introduction more than once – If you make an attempt to connect and one party doesn’t respond, reach out to that person and ask them directly if they still have interest.  There’s always chance that the attempt may be low on their priority list at the given time.  If, in the end, the parties never end up connecting, leave it at that and don’t be pushy.  No one bats a perfect average.
• Make a solid introduction – This is important.  Make sure to provide enough background to let each party know why you’d like to connect them and what value they can add to each other, but don’t write a book or be preachy.  Remember that this is about them, not you.  Seed a conversation and let them take it from there.
• Use the appropriate medium to connect people – If your contacts use email, stick to email.  If they are big Linkedin users, go there.  If they like phones or web conferences, use that.  If they are local and you can have coffee, go for it.  Make the right choice by asking them how they prefer to connect.
• Don’t connect people for a ROI – Good Agent Zeroes connect people because it’s the right thing to do, not because they believe they reap a benefit from the time and effort they spend making an introduction.  Don’t view your ability to connect people in terms of reciprocity. Rather, approach each connection you make as a gift to both of those individuals.  By not expecting something in return, you will get it (eventually).  Social Capital and karma have strange ways of working out…

Agent Zeroes are simply master networkers.  From your experience networking, what would you add?

nateriggs

I advise mid-sized & large organizations on how to adopt and use social media to market through organizational culture and better serve their clients. I'm also a blended family dad who enjoys music, photography and distance racing. When I'm not writing here, you can find me writing over at the Content Marketing Institute. Like what you've read so far? Then why not subscribe HERE?

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