• September 2012

The Business of Networking on the Golf Course

By Bryan Beatty
Partner
Egan, Berger & Weiner, LLC
Columnist, Be Inkandescent Magazine

Please join me for a day of golf to benefit the Alzheimer’s Association on Sept. 13, 2012, from 1-8 PM at the Reston National Golf Course in Northern Virginia. More details are below, and click here to register.

I am hosting this event because I have seen the effects of Alzheimer’s on many of the families I have worked with as a financial planner. In my experience, this is one of the toughest issues that we have to deal with, and I want to do something to make a difference.

Consider these statistics:

  • 5.4 million Americans are living with Alzheimer’s disease.
  • One in eight older Americans has Alzheimer’s disease.
  • Alzheimer’s disease is the sixth-leading cause of death in the United States and the only cause of death among the top 10 in the United States that cannot be prevented, cured, or even slowed.
  • More than 15 million Americans provide unpaid care valued at $210 billion for persons with Alzheimer’s and other dementias.
  • Payments for care are estimated to be $200 billion in the United States in 2012.

Of course, golf outings are also great ways to make friends, and build business relationships.

To help you network better while playing 18-holes, below are tips from two experts who have decades of experience making their golf games work for them—on and off the course.

The first comes courtesy of golf pro John Byrne, creator of the UK website Into the Rough. This impressive website aims to be the most comprehensive listing of golf courses, driving ranges and hotels in the UK. “We offer the full package from tee to green to a good night’s sleep,” Byrne insists, noting the site also provides golf articles and features.

The second set of tips is by business development expert Traci Nolan. For years, she has helped land clients, make friends, and improve her swing in her role as a manager at GeoDesign Inc., a firm in Portland, Ore., that provides a full range of geotechnical engineering, environmental, geological, hydrogeological, mining, and pavement design-consulting services.

Here’s to playing a great game!


10 Tips to Network On The Golf Course

By John Byrne
Golf Pro, founder
Into the Rough

Golf is a game of networking and there are many opportunities for success and failure on the course. If you’re not close friends with your boss then a game of golf could be a daunting prospect. Follow our tongue-in-cheek guide to networking and playing with the boss to get ahead or avoid the sack.

1. Turn up on time. Who wants to be waiting round for an idiot who can’t turn up on time? It’s time they’ll never get back – and may never forgive you for

2. Play competitively… Be civil but never spare your opponent when the chance is there – this is a competition.

3….but never get carried away. If you suffer from “golf rage” then keep a lid on it or don’t bother at all. No-one wants to see a maniac swinging a golf club into the turf

4. Dress appropriately. Dress according to the golf course you’re playing on and the personality you either have, or want to convey. If you’re not an exuberant person then coming dressed like Payne Stewart.

5. Don’t spend too much time on lost balls. Balls aren’t expensive, time is. And if you are trying to impress people, then their time is even more expensive. So do everyone a favour and hit another.

6. Don’t take too long on shots. How many practice swings do you need? You probably don’t need more than 3 so get on with it – before you get left behind.

7. Stay sober. Being drunk is generally a bad idea for obvious reasons. However if your boss is ok with that and encourages you, then stay ahead of the curve and be more sober than him/her. This will mean you won’t feel guilty and will actually remember what happened.

8. Chat but don’t gossip. No-one likes a gossip, people love to gossip but you don’t want a reputation. But you’ve got to be chatty even if it’s not in your makeup. Golf is a social game so make the round easier by talking it through. Ignore rule if networking with computer programmers.

9. Offer to pay. Even if you don’t intend to and know your boss or friends won’t accept it, offer to pay – be it in the round or afterwards in the bar. Hopefully they’ll say no but you’ll have made a good impression.

10. Relax and be yourself. Have fun and let your personality show through. Be natural and all else will follow – and if you can’t get on then at least win!


6 Tips for Successful Business Networking on the Golf Course

By Traci Nolan
Golf Networker extraordinaire
Manager, GeoDesign Inc.,

“Warm summer days are here, and golf tournaments abound—many to benefit good causes,” Nolan explains. “So consider using time on the links for business development before hitting the delete button. Strategic use of time on the golf course can yield results.”

Tee up with the following thoughts:

1. Pick the right venue. Choose venues that are aligned with your business. For example, if you are an engineering firm, the American Council of Engineering Companies’ tournament is the one for you. If you want to meet members of local public agencies, then give the American Public Works Association’s tournament a try.

2. Play with a new client. If you choose to participate, don’t let your involvement stop with writing a check. If you are a golfer, choose a key client or a potential one to golf with you. Golf tournaments typically last about six hours. Think of all that uninterrupted time.

Resist the temptation to golf with a client with whom you already have a good relationship, and instead seek out new people. For maximum benefit, do not group more than two players from your firm in a foursome (you certainly do not need to market to yourselves). Instead, pair more players from your firm with additional clients. You can ask tournament organizers to group your foursomes back-to-back. Tournament play often slows enough so that golfers will be able to meet folks in the groups ahead and behind.

3. Remember to carry business cards. This is an opportunity for relationship building rather than hard selling, but new golf buddies should know how to find you later. Business cards also are useful for raffles, which are a part of almost every tournament.

4. Sponsorship is another form of participation. Often, a firm is promoted in pre-event marketing materials, as well as at the event itself. Some organizations even list their sponsors on their websites. Imagine all that promotion from simply writing a check! Don’t stop there, though; go to the event. Sponsors at all levels usually have opportunities to go out and shake 144 hands (considered a full field for a golf tournament), and people are often more open since they are relaxed and having fun.

Hole-sponsorship is an excellent value at tournaments. It comes with the aforementioned advertising perks, individual signage at the hole, and usually the opportunity to engage in a private “meet and greet.” This is a chance to really score by leaving a memorable impression.

5. Give a gift. A small token for each golfer is always appreciated. Consider a ball marker or golf ball with your company logo, bottled water, or a snack. Take it a step further by giving your hole a theme or providing a fun game to keep the golfers occupied while they wait. Remember to keep activities short so you do not slow play, and be courteous by being quiet when players are teeing off. Have business cards ready and a small notebook to record any information for follow-up after the tournament. Leave your corporate brochures at home—golfers generally will not take brochures on the course, and they have a tendency to blow away in the summer wind.

6. Be safe. Finally, be prepared behind the scenes. Take a portable, outdoor awning for protection, sunscreen, and plenty of water to stay hydrated. Always have the phone number to the clubhouse so you can be picked up for breaks or emergencies. Most holes are not within short walking distance.


Now, let’s make a difference in fighting Alzheimer’s!

When: September 13, 2012, 1-8 PM

Where: Reston National Golf Course
11875 Sunrise Valley Drive, Reston, VA 20191
Note: This is a soft-spikes-only course.

Schedule of events:

  • Check-in: Noon
  • Shotgun Start: 1 PM
  • Dinner: 5 PM
  • Awards: 6 PM

Fees: $150/golfer or $525/foursome
This includes:

  • Green fees
  • Cart
  • Time on the driving range
  • Professional scoring
  • Refreshments
  • Dinner
  • Awards ceremony.

Sponsorship Opportunities:

  • Club Raffle: $1,000
  • Hole-in-One: $1,000
  • Hole Signage: $200
  • Program Sponsor: $500
  • Closest to Pin: $500 each (1 male and 1 female)
  • Longest Drive: $500 each (1 male and 1 female)

Check should be made payable to: Bryan Beatty FBO Alzheimer’s Association

To register, and for details, please contact:

Bryan Beatty, 703-506-0843 / BBeatty@ebwllc.com

Christy Heere-Beyer, 703-506-0030 ×109 / CHeere-Beyer@ebwllc.com.

Note: All net proceeds from fees and sponsorships (after costs) will be donated to the Alzheimer’s Association.


About Bryan D. Beatty

Bryan Beatty is a Certified Financial Planner™ and partner at Egan, Berger & Weiner LLC, which is based in Northern Virginia. With more than 20 years of experience in the financial industry, he is a principal of this independent financial services firm, which is experienced in all aspects of investment and retirement planning.

An active member of the Financial Planning Association’s Career Development and College Outreach Committees, Beatty is a graduate of the University of Maryland with a BS in Finance. A former president of the Finance, Banking and Investment Society, he is an avid musician who plays guitar and writes music in his spare time, and occasionally plays area venues. Originally from Baltimore, Beatty has lived in Northern Virginia since 1992.

For more information about Beatty’s services, send him an email at bbeatty@ebwllc.com.

For additional information about Egan, Berger & Weiner, LLC, visit www.ebwllc.com.

_Securities and Investment Advisory Services offered through Voya Financial Advisors, member
SIPC. Egan, Berger & Weiner, LLC is not a subsidiary of nor controlled by Voya Financial Advisors._

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