Golf can give clues on character

Company shows executives how to link game to business

By Chelle Cordero

For the Poughkeepsie Journal

Golf may be a game, but a day on the links could also be an educational experience, a chance to learn something about that potential client - before you begin making deals.

            "This is an opportunity that is unlike any kind of business meeting" said Dan Pincus, President of World GOLFS with local chapters in NYGolfs and NJGolfs.  "Golfing lets you know a side of your client you might otherwise not get to see."

Source for connections

            NYGolfs is a networking program for executives who wish to build their contacts and grow their business in a relaxed and productive atmosphere. By strategically matching people up to do business and network, Pincus and his staff help corporate executives meet and cultivate new clients.

            To be a member, you must be in a decision-making level of your business, he said. 

            "Social golfers, those who just enjoy the sport as a pastime, may not understand the nuances about reading clients on the golf course." Pincus said.  "Most people who use golf in business already appreciate the worth.  Golfing with a client or potential client give you valuable insight into what makes your client tick."

            The time it takes to play a game of golf allows the time to get to know your client, learn about them as people.  You find out about them where they went to school, where they live.

Pincus said for those who have never played golf, or don't know how to read potential clients on the course, NYGolfs will provide guidance.

            You can pick up signs from players that will tell you how to deal with them in business, he said.

            Here are some examples Pincus gave in a news release:

• Does the client often tend to take the lead in a foursome?  Are the player's clubs well organized?  Does he or she defer to others in the party before forging ahead?  This will give you insight as to whether your potential client had a passive or dominant personality and allow you to plan ahead before control becomes an issue.
• Watch what your fellow golfers wear to play: this could tell you how much the potential client cares about impression.
• Does the player throw a tantrum after a bad shot?  That is probably an indication of how someone will react to things going wrong in the office.
• Watch the final score for inside clues about a person's ego and, if they underhandedly lower the score, be careful in the trust department.

Happy customers

            People who have used NYGolfs, are please with the results.

            Larry Holdelder, CEO of Business Age Solutions in Hopewell Junction, is a profitability consultant and offers strategies to implement in growing businesses in the lower Hudson Valley.  He is pleased with the time and thought NYGolfs puts into its extensive referral network.

            He said he's made some very beneficial connections this season.  Holfelder said he enjoys playing and has "played all of the Dutchess golf courses."  He considers NYGolfs to be a unique opportunity for targeted and valuable networking during one of his favorite activities.

            Ken Hennessey, vice president of Key Bank in White Plains, said, "Networking is the lifeblood of how we do business."  Key Bank has branches and ATM's in Poughkeepsie and throughout the Hudson Valley area.  He said NYGolfs is "excellent at aligning members with the type of client" that is most productive for their business.  A membership in NYGolfs "enhances how we do business," and offers "great connections," Hennessey said.

3,000 members

            Pincus said WORLD GOLFS   has more than 3.000 businesses on its roster of members.  He lets members select individuals they'd like to meet and then arranges a foursome.

            The program is based on corporate memberships.  NYGolfs does not accept more than four companies in a category and allows only 100 corporate memberships.

            In addition to the game and networking opportunity, members also get breakfast and lunch with each outing, Pincus said.

            Off the links, WORLD GOLFS offers speed networking events in New York and New Jersey where members can network throughout the rest of the year.

Golf basics

Golf is a good way to get to know people and build successful business relationships, whether strengthening a current one or networking into a new one.  Here are some simple rules to help ensure the game is enjoyable and beneficial:

• Know your game: Average scores are 100 to 120.  If you are familiar and comfortable with the game, it helps to convey competence.
• Dress the part: Never wear jeans, short-shorts, tee shirts, or gym shoes on the golf course.  Wear a visor or hat for protection from the sun.
• Golf etiquette: Don't talk while someone else is teeing off.  Don't hold up other golfers if you have well over exceeded par on a hole.  Leave your cell phones and beepers in the locker room.
• Watch those complaints:  Don't whine or complain.  Control your tempers if a shot goes awry.  Always focus on the game highlights, never the bad shots.
• Never discuss business on the links:  Never discuss business on the golf course unless your client brings it up.  Keep the discussion light, saving business for the "19^th hole."
• The "19^th Hole":  This is the time for refreshments after a round of golf and the place to discuss business and make your case for whatever project you are working on.

Sources:  Dan Pincus, Illinois based Professional Image consultant Anna Wildermuth and Jeff S. Maynor, director of golf for the University of Maryland.

Chelle Cordero can be reached at biznews@poughkeepsiejournal.com