Take names to kick networking b*tt

The following has been excerpted from an article by Keith Ferrazzi, "The 10 Secrets of a Master Networker." It's good advice.

"I'm constantly ripping out lists in magazines. I was one of Crain's '40 under 40' when I was 30. Interestingly enough, I had been ripping out 40-under-40 lists for years and continue to do so. Those are individuals who somebody has spent enough time to identify as an up-and-comer, a mover, an intellectual, and these are the kinds of people I want to surround myself with. I rip out lists of top CEOs, most admired CEOs, regional lists. A recent book by Richard Saul Wurman lists the 1,000 most creative people in the United States. It's fantastic."

Either Ferrazzi or his assistant enters the gathered names into a database. He has call sheets by region, listing the people he knows and those he'd like to know, and when he's in town, he phones all of them. The numbers are also put into his two PalmPilots, one that has names strictly relating to the particular business he's involved in at the moment (YaYa now) and another that contains his own personal contacts. There are more than 5,000 contacts in all, some of them people Ferrazzi doesn't know yet. Those are what he calls "aspirational contacts."

He pulls out his Palm and shows me the contact information for Richard Branson, chairman of the Virgin empire. "I don't know him. But I want to," he says. Then he scrolls down and comes to Howard Stringer, CEO of Sony Corp. of America. "He was on my aspirational list once. I now know Howard," he notes.