You are using your conversational skills to initiate and continue a conversation with someone you meet at a networking event that you've carefully selected because your best clients, prospects, or referral and vendor partners are there. You do want to exchange business cards; however you want to do it the Wealth Networking way. You don't want to be a careless Collector or Giver.

The first step is to plan and prepare for the ritual of the exchange. Once you initiate the conversation (see Chapter Three) with questions that invite your conversational partner to talk about their reasons for attending the event and their biggest challenges, you continue to encourage them to elaborate.

During this time, your listening and respectful questions may prompt your partner to ask for your card. It is hugely important that you handle the card exchange carefully.

When your partner pauses and asks "May I have your card?" you have a golden opportunity to move from a transactional to a relational conversation.

In advance of the event, you must prepare for this question. First be sure that you have a professional quality card holder. You're going to display it long enough to make an impression, so you want to make a good one.

Second, have a good place to store your card holder. Men can easily place it in the inside pocket of their suit coat. Women who have a jacket pocket at the hip can use that. If you don't have a jacket pocket, carry a purse or other small bag that has an outside pocket in which you can place your card holder. It must be hidden yet easily accessible.

Why all this planning for your business card exchange? The simple answer is this-your business card has a high value and must be treated accordingly. If you throw them around, pull them loose out of a pocket or an envelope, or hold bunches in your hands, you are devaluing their importance.

Yes, business cards are pretty inexpensive to print. You get hundreds at a time. What is the big deal?

Your card has your company name and location on it. What resources went into building the company, creating its logo and brand name, and its reputation? What does it cost to maintain your physical location; your telephone and your web presence? These investments make it possible for you to exist as a business. Don't minimize the investment by thinking of your card as a cheap piece of paper that you can give away with impunity. Most importantly, when you value your card, the people who receive it will value it as well.

Your conversational partner has just asked you for your card. What do you do?

1) Make eye contact while reaching carefully for your card holder. 2) Ask, "What did I say that makes you interested in having my card?" 3) Listen to the answer. 4) While they are speaking, you are slowly and reverentially removing one of your cards from the holder. Once it is removed, you hold it in front of you in your two hands. 5) Encourage them to explain a little more. 6) Repeat/rephrase what they told you, asking for their concurrence that you have it right. 7) Extend both hands and give them your card. At the same time, state that it is your pleasure to provide them the details of where they can learn more about your company and how they can reach you. 8) You may then ask for their card. Hopefully they will handle your request the same way. 9) If they don't, you must do it for them. 10) Take their card in both hands, and hold it in front of you while you look at it. Stand firmly on both feet and don't fidget. 11) Read and comment on some of the information-their location, their logo, their title or responsibilities. Let them know that you understand the value contained in the information on your card. 12) Hold their card in both hands until the conversation is completely finished.

This card exchange ritual has taken place after you initiated a conversation. You learned in Chapter Four how to smoothly end a conversation. You will do those same things after the card exchange.

Wealth Networkers know that the first meeting at a specifically selected event is just the first step in building a connection that will grow the Wealth Net. Chapter Six elaborates on effective post-meeting actions.