JOGESH JAIN THE RULE OF 33% Your Network = Your NetWorth IN ASSOCIATION WITH DR. ATTREYA, AUTHOR OF 30+ BOOKS ON MANAGEMENT Background Declaration It was a rainy evening on the 16th of At 6:29 PM, when I left Dr. Attreya's July 2016. I, in a semi drenched state home, I made a declaration to the landed at Dr. Attreya's home at 5 pm world (in my mind of course) that I sharp. I didn't want to leave a first bad would write and publish my 1st book impression on the 93 year old author of titled "How To Get That Job". many books who had cared to give me a time slot after many requests. I know what you are thinking. What changed between 5 PM to 6: 30 PM Dr. Attreya is a well known that I made this declaration and how is management guru, who has authored it related to The Rule of 33%. more than 30 books and has founded various management associations I will come to that but before that, let across India. me explain you the concept of The Rule of 33. I did not know back then that the 90 mins I spent with Dr. Attreya would change my life forever. The Rule of 33% I lost the concept of time, while he According to Dr. Attreya, if you really talked and explained me the rule of want to flourish and prosper in life, you 33%. It was not a concept that was must always remember the rule of difficult to understand but I did not 33%. It goes like this. understand why I had not heard of it before. Spend 1/3rd (33%) of your time, energy and effort with people When implemented, one can change who are ahead of you. the course of their careers and their lives. I had read so many books on ____________________________________ personal development, time Spend 1/3rd (33%) of your time, management, people management and yet, none of those best selling energy and effort with people books mentioned this simple yet who are at the same level as you. profound concept. ____________________________________ I forgot about all the challenges in my Spend 1/3rd (33%) of your time, personal life, while I sat with Dr. Attreya energy and effort with people and understood The Rule of 33%. Such was the power and honesty of Dr. who are behind you. Attreya, my first mentor. Impact of 33% Your 33% - 33% - 33% On that rainy day, had I not met with Now think about your circle of people. Dr. Attreya, someone who was clearly Which of those people can be a part of ahead of me in life, I would not have your 33% (Ahead of You) - 33% (With got the idea of writing my first book. I You) - 33% (Behind You). would not have known that there is an author within me. I would not have What are you going to takeaway from known that I too was capable of each set of people? writing a book. I would have become an author in the first place. Remember always, that your network is equal to your networth. Dr. Attreya, had given me clear guidelines of writing the book, so that I could write it and publish it sooner Law of Reciprocity than later. Now, I know what will happen. He had told me in advance that I No matter what your situation in life is, would be facing a writer's block, a whether you are a job seeker or challenge that most author's face and whether you are a coach, trainer or how I could overcome it. consultant, the first thing you will do is find someone ahead of you in your 33% He had told me the publishing list and approach them. guidelines, what publishers look for, what is the investment that goes into Once you approach them, the first publishing a book so that I could be thing you will ASK them would be for a better prepared when time came. job reference, recommendation or solution to wherever you are stuck in Do you think all those valuable lessons life. would have come to me, had I spent time with someone who was at the That is normal human tendency. same level as me, or someone who was behind me. This is where the Law of Reciprocity comes in. In the subject of Psychology, I have similar lessons about the Law of Reciprocity states that accomplishing things when I spent people tend to favour people and give time with people of the other two them something only when they have categories. I will share them some received enough from them already. other time. In other words, GIVE GIVE GIVE (3 But I hope you got the idea, the gist of times) before expecting anything in 33% rule. return. Avoid WIFM Networking Quotient WIFM stands for "Whats In It For Me". Networking Quotient is the measure of one's ability to convert their network When you come from a place of WIFM, into a worthy opportunity. your energy is very polluted with anxiety, fear of rejection, desperation, So if you think about your network, scarcity. This kind of energy does not what would be your Networking attract anyone but only repels Quotient. everyone. People assume you to be self-centered, selfish and transactional. It is said that the higher your networking quotient, the higher is your But when you OFFER someone your networth. help, expertise, your value, they assume you to be a giver, kind, helping, and your respect in their perspective gets Increase Your elevated. Networking Quotient Your energy becomes more attractive, Following are some tips to improve loving, pleasant and people want to do and increase your networking quotient. business with you. 1. Care For Your Network: Care for So always avoid WIFM and provide your network just as you care for value first. your family. If you would not count how many times you help your Elevate Your family members, do not count how many times you helped your Networking Quotient network. 2. Understand Their Now that you are coming from a place Problems: Everyone is going of WCIG (What Can I Give) instead of WIFM (Whats In It For Me), lets define through some problem or the other. your Networking Quotient. Be empathetic towards your network and try to find out what Ask yourself:- challenges they are facing and try to solve them. How many people do I know in my network who are ahead of me (______)? 3. Be Genuine: We humans have a magical ability to sense who is How many of them are on a similar journey helping genuinely and who is just like me (_____)? pretending to help. So always be How many of them are behind me (_____)? genuine. Expand Your AS IS - > TO BE Networking Quotient After Dr. Attreya, another influential authority that I met with was Brig. Sushil Bhasin. After getting coached by him under his TTT (Train the Trainer) program, I launched my organisation JJ School of Employability, under which I launched the "Making India Employable" initiative. His coaching program also exposed me to many industry professionals who were stalwarts in their own domains. I also met with many start-up Before you put your network to work entrepreneurs just like me. for you, the first thing you need to do is chart out, where you currently are, Had I relied on myself for building my career wise and where would you like network, I would have connected with to be. a limited number of like minded people but because I joined his What is your income and what would coaching program, my Network you like it to be? Quotient Expanded dramatically and I worked closely with many of those What is your position and what would professionals. you like it to be? Question For You What is your profile and what would you like it to be? "How are you filling the gap with your Who is your role model and who would networking quotient"? you like it to be? Which events, webinars, Answering these and more questions will give you clarity on your destination, seminars, community are your dream profile and then you can you part of which is chart a process of how to you get to your dream profile and what kind of helping you bridge that NETWORK would you need for that. gap? For Example Follow Up For You If your dream profile is to become a Draw the AS-IS and TO- CEO/CIO/CFO of a big organisation, what kind of people can help you get there. Obviously you will need people BE role for you. who are already there. Design the networking Once you nurture and provide value to this category of people, they will share strategy that will help with you strategies that will help you get there. you get there. Then you also need people who are List out all the things with you in this journey, pursuing the same goals. They could become your accountability partner and keep you you need to start doing on track towards your destination. with your network to Conclusion nurture them? Thus, your Network plays a crucial role in helping you become that person List out all the ways you who gets that dream profile. can be creative about Many people under estimate the power of networking and these are the your networking? people who have no results in their life. If you observe any CEO profile person, All The Best! their biggest asset is their NETWORK. Therefore Your Network = Your NetWorth.