In some cities, you can attend between seven and twelve networking events on any given weekday.

And considering each event will likely run at least an hour, it's easy to see how there just isn't enough time in the day to do it all. So how do you decide which events to attend and which ones to "pass" on? Create an overall objective as to who you want to meet, and then develop a set of goals to correspond with that mission.

To start out, I'd recommend looking at your existing customers and think back to where you met them. How exactly did it happen? Was it through a friend, a referral, or a networking event? Assuming you met some of them at networking events, which ones were they, and have you attended them again? (If they worked once in getting you a new client, then chances are they could work again.)

Goal #1: Attend 90 percent of the successful networking event meetings over the next 90 days.

Okay, now that we've got that established, are there any other events similar to the ones you've already identified as being successful? As an example, if you've found your local chamber of commerce to be particularly successful in finding new clients, then perhaps you should start attending meetings in surrounding chamber locations. For those of you in the Atlanta area, for example, there are at least three chambers within a 40-minute drive of each other.

Goal #2: Attend one new networking event each month.

Now that we've got the first two goals, here's our situation: You're attending events that have been successful in the past, and you've made it a priority to attend a new meeting at least once a month. But what about the actual events themselves? Should you "drill down" a bit and attach specific goals to those individual sessions?

Absolutely. As a matter of fact, here are a couple of additional goals I'd recommend using every time you go to an event.

Goal #3: Meet three to five new business contacts at every networking event.

Some people might think getting three to five new contacts per session is woefully inadequate, and instead say they want to "work the room" by getting as many business cards as possible.

While that may work for them, remember that networking is less about meeting new people than it is having them remember you after the fact. If you're running from person to person, stopping for two minutes and dropping off your business card before moving on to the next person, how are you going to find the time to add value to that conversation, and subsequently stand out from the crowd?

Personally, I like to spend about five to seven minutes listening and talking to people (in that order), so I can understand where they're coming from. That way, I can have something of substance to say later when I'm following up on that discussion.

Goal #4: Follow up with each new business contact via phone or email, within 48 hours of meeting them.

Now some people in the real estate world might balk at that because they don't see the value in doing it, don't think they have the time, or don't know what to say. In terms of the value, that comes from the fact that no one else is doing it.

Most of the new people I meet at networking events (Realtors included) never take the time to follow up with a quick "nice talking to you" e-mail, even though it only takes a minute to write. Sending an e-mail to someone (even though they're not a prospective client) is a great way, in and of itself, to stand out from the crowd.

The next issue is what to say. Let's take a look at an e-mail I've used.

John -

My name is Brian Hilliard and I'm a motivational speaker who met you at the chamber of commerce meeting last week. During our discussion we talked about how much the chamber has changed over the past few years, and if Thursday's speakers were any indication, I can't wait to see what the next five years will bring!

Again, it was great talking to you, and if I can help you out in any way, please let me know.

I got the last part from a friend of mine, Mike Litman, author of the book Conversations With Millionaires, because I think it adds a nice touch to the whole process. But as you can see, I didn't really have to say too much; just a quick note saying I appreciated our time together, and if I can be of service in the future to please let me know. If you received an e-mail like that, would you be more inclined to remember that person two months down the line?

You bet.