I’ve got a Super Connector tied up in my basement. Made him tell me everything about building a network.

He put up a little bit of a fight. But the whole kidnapping thing 

Adult-napping?

Went pretty smooth

I want to build a giant network. I mean you’re great. But I want to know EVERYONE.

Everyone?

But building a network isn’t a numbers game

Well I guess it is

It’s really a way to establish yourself as someone people know and trust

So I got my hands on Jim Ries, Director of Business Development at Offit Kurman.

He shouldn’t have trusted me

Super Connector to the stars!

He’s great and shared a bunch of super smart strategies about developing a value dense network.

I regret the whole abduction thing now. It was fun though.

OH! There’s a gift at the end

Something just for you, you cutie patootie

Play the long game: plant those seeds, watch them grow

Be curious and kind: Identify needs and how you can help

Show up in the right rooms: Be intentional about the events you attend

Stay visible: Follow-up, there’s a lot of distractions out there

Think beyond clients: Referrals are amazing

So let’s back out of this hostage situation and get to the good stuff

You are a part of this now, btw

Just like I stalked Jim and learned his routines before capture, building a quality network is a long game. 

It’s about making those connections that won’t immediately pay off.

And that’s ok.

While different industries will have their own pipeline expectations, building a solid network takes time.

But there are ways to accelerate

This is the mindset.  

Curiosity and kindness will win, always.

Why? Because Jim said so.  

But it’s really about knowing you and trusting you.

You need a person to first know you. Be curious. Understand their needs and challenges (even if you can’t solve them now). Curiosity can be flattering, and people will feel like they know YOU when you’re asking about THEM.

Second, you need a person to trust you. This is where kindness comes in. Helping someone and asking nothing in return is strategic, sure, but it feels good too.

This one time, I saw a fish on the shore of this lake, right next to a bench, flopping all around. So I picked him up and put him right on the bench. Felt great.

Find the right rooms

Listen, when I went out to buy high quality duct tape, large zip ties, and sturdy rope, I didn’t go to the Hostage Discount Store.

The point is, it’s all about being in the right place, the right rooms, and at the right events when building your network.

It’s an efficient use of your time and travel. Do your research. Understand where you provide value, and how it can contribute to which communities and industries.

While you might want to lay low for a bit after this whole abduction accomplice thing

Staying visible to your new connections is a huge part of building your network

Follow-up after meeting within 24 hours

Grab that Linked In connection and send with a note

Check in once and a while for Pete’s sake. All your mother wants to know is that you’re ok and happy

Sorry, that was personal self-talk. 

The point is to stay top of mind for individuals who may need your help in the future.

A quick check in never hurts.

So you’re curious and kind, you’re in the right rooms, you're following up, and you know it’s a long game.

Great. But…

Here’s the thing

You’re going to meet folks who will never be your clients

What do you do? Ignore them? Forget about them? Chain them up in your basement, lock the door and throw away the key?

No.

You're going to get to know them. You’ll build trust through kindness. And one day, they won’t need you or your services, but someone in their network will.

That’s a referral. And that’s gold.

They are vouching for you. They trust you enough to recommend.

It’s a win

Jim Ries agreed to be my guest if I just simply let him free. So I did.

So I did.

Kindness in action

We had a great conversation despite our rocky start.

We talked about how building a valuable network takes consistency, generosity and time. 

It’s those relationships that help ensure people remember you when an opportunity arises.

So check out our conversation.

And remember, when this all went down, I was at your house playing Super Nintendo

I almost forgot

I have a little something for you

Just to say

Thanks for reading along and committing crimes with me

Our sponsor, Talent Harbor, has created an amazing Strategic Hire Assessment.

Give it a try

To your sales success— whatever you're confessing to 🚀

-Elana & Ryan
Find Elana On LinkedIn 
Find Ryan On LinkedIn

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