Business Networking M.Q. (Mensch Quotient)*

business networking mensch quotient susan roane author keynote speaker

I first explained the concept of the M.Q. in The Secrets of Savvy Networking. A “mensch” is Yiddish for a person of character and it’s a huge compliment and more commonly used now than when I first wrote my book.


HIGH EQ and MQ People

As a professional business speaker, I’ve met many people while networking in business who have high M.Q.s. Several years after the publication of my book, Daniel Goleman published Emotional Intelligence…and the Concept of E.Q. Emotional intelligence is the kind of smarts that doesn’t register on the SATs or IQ tests. It’s a “special ability to put people at ease, make them comfortable and engage them. The people with high E.Q.s interact smoothly and manage feelings well and are also conversant.” When you combine E.Q. and M.Q., you have a person of the highest caliber. Interestingly, I.Q. – intelligence — has little to do with it.

Our personal and business networks should include high E.Q. and M.Q. people. More importantly,  we should strive to be one of those people as well. Think the most outstanding people you know. They’re outstanding because of how you feel when you’re with them.

Observe how they treat people and listen to what people say about them. What are their top behaviors, traits or characteristics? What do they do? How do they make you feel? Describe how these E.Q./M.Q. people impact your life.




How You

Know Them




Your Response












Here is a list of sixty-six traits of the best business networkers (and people in general). Some of them reflect our traits or philosophies while others are goals we should set for how we want to be perceived. Use these Route 66 traits to form your schematic so you can chart your personal progress.

The Top Traits of Savvy, Smart Networkers  EQ + MQ =

Route 66 To Success Both In Business and In Life


1)            Acknowledge — gifts, leads, information, ideas, support (send handwritten notes).

2)            Stay in touch when seeking nothing.

3)            Are aware of who is in their personal and professional network.

4)            Know who they like, respect and trust. (And whom they don’t).

5)            Keep people in loop about leads, projects, contracts, introductions.

6)            Don’t use e-mail, posts, tweets or Vines to fire or breakup or deliver other unpleasant messages.

7)            Don’t leave people dangling…ever!

8)            Don’t confuse conversations with grilling (avoid “questionable” behavior).

9)            Have good manners, know etiquette and internet-iquette of each online “room”.

10)            Treat people kindly and with respect.

11)            Make small talk and build conversations. with people of all generations.

12)            Take responsibility: “My error, how can I remedy this?”

13)            Apologize when in error. “I’m so very sorry I didn’t get you the financial data yesterday.”

14)           Are Matchmakers who introduce people to each other both in-person and online.

15)            Don’t suffer from “attachment disorder” (sending unnecessary e-mail attachments).

16)            Volunteer in the community.

17)            Respect privacy and property.

18)            Work hard and smart and do a great job.

19)            Take time to smell the roses.

20)            Have a good sense of timing because they pay attention… to people, to situations and to their surroundings.

21)            Are connected — not tethered —to technology.

22)            Respect others when using smarts phones whether to call, text or tweet (that means never in theaters, meetings, restaurants, parties, houses of worship, etc.).

23)            Pay attention to people when they’re talking.

24)            Embrace diversity of age, race, religion, geographic origin, expertise, experiences and cultures.

25)            Stay visible, especially in professional organizations and in both online and off-line communities.

26)            Honor peoples’ time.

27)            Nurture personal and professional networks.

28)            Refrain from F.F. — Foolish Forwarding — of e-mails, facebook quizzes and the like.

29)            Are good humored.

30)            Know how to “work” rooms.

31)            Pick up the phone and CALL people to connect. (If Pope Francis has the time to call his friends, so can we).



32)            Remember their roots.

33)            Praise and support others.

34)            Ask for help.

35)            Offer assistance.

36)            Don’t make snap judgments.

37)            Are guided by goals, not blinded by them.

38)            Don’t offer unsolicited opinions. (Corollary: There is no such thing as “constructive criticism.”)

  • Give credit where credit is due (for ideas, projects, signature stories, research, funny comments).

40)            Develop and Display solid values and ethics.

41)            Offer and collect business cards with grace. (Even in this tech obsessed world they have cards because they know it may be important for someone in their target market to get one).

42)            Understand that networking is beyond the exchange of business cards.

  • Pass on third party praise to the proper recipient.

44)            Give sincere compliments.

45)            Accept compliments graciously.

46)            Avoid gossip and rumors.

47)            Are life-long learners.

48)            “Make nice” in the rooms they work.

49)            Listen, listen, listen!

50)            Are generous of spirit.

51)            FOLLOWUP: Do what they say they’ll do — when they say they’ll do it!


52)            Know when to hold ‘em and when to fold ‘em. Leave graciously.

53)            Avoid exaggeration, embellishment.

54)            Know the difference between sympathy and empathy.

55)            Hang around with the people who inspire.

56)            Give people a second chance. The savvy people know that some who make a great 1st impression can’t sustain it.

57)            Don’t use humor as guise for put-downs.

58)            Treat people as people, not as prospects.

59)            Make people feel comfortable.

60)            Control temper — use only “I” messages when giving feedback.

61)            Are easy to be around. No diva-like demands or an ounce of arrogance.

62)            Do good deeds.

63)            Are open to serendipity and don’t attend gatherings with detailed agendas.

64)            Mentor the next generation (or the prior one).

65)            The savvy networker is a good friend who makes us feel comfortable.


66)       Above all, savvy networkers are generous…with time, ideas, introductions, kind words and thoughtfulness.


Clean Out Our Networking Closets

Good networkers make room for new contacts and deftly clean out their personal and business networks. As we grow and change, our networks do as well. The person we may have hung out with in our bowling, football, book club or single days, may not be our hanging out friend when we attend film festivals, The X Games, Little League games or the opera.

Sometimes we reconnect as our lives intersect in new ways. Sometimes we don’t.

Standard Bearers

We can and should have standards of acceptable behavior for ourselves and others. If there are traits you would add to the list, feel free to do so and e-mail me.



Susan RoAne is an international keynote speaker and best-selling author of the classic How To Work A Room® which sold 1.2 million copies. AKA The Mingling Maven®, Susan shares her strategies for connecting and communicating with audiences worldwide.


*Based on Chapter 9 of  The Secrets of Savvy Networking by Susan RoAne All rights are reserved. Contact

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About Susan RoAne

Susan RoAne leads a double life as a sought-after professional keynote speaker and a bestselling author. Known as The Mingling Maven®, she gives diverse audiences the required tools, techniques and strategies they need to connect and communicate in today’s global business world. The San Francisco Chronicle says she has a “dynamite sense of humor.” To hire Susan to speak for your company, association or college, 1.415.461.3915