The Secret to Authentic Connections (For People Who Hate Networking!)

0:00Hey, everybody. Welcome to another episode. In this case, it's the networking episode of Business Lunch. because Ryan and I consider ourselves to be pretty much the best networkers on the planet. Would you agree with that, Ryan? I would not agree with that, not for any stretch of the imagination. Just to set this up, Roland's like, I think we need to do an episode on network. And I was like, I think that'd be great because I suck at it. I'm not very good at networking. Roland's like, do you think I'm good at it? I'm like, yeah, I think you're really great at it. He's like, well, I don't. It's like, cool.

0:32So networking tips from two people who both think they suck at networking, go. But this is who you want to listen to, guys, because it's you want like networking is something that a lot of people absolutely dread. When if you told me I was going to a networking event or Ryan, we would do everything we possibly could to get out of it. Is that correct? Or just just get it like not even go like even if we couldn't still not go. Yeah. Yeah. You know, like like Ninja Smoke Bomb, like like I went and then like you actually do that. So Roland does this. Roland, we will go to, I'm not going to say which, there is a group that we're a part of, and the organizer likes to put on these really big networking parties, the flashy celebrities and all this stuff.

1:17I mean, literally, TMZ will be there. Paparazzi will be there because of the people that are in the room, obviously not there for us. And we'll be like, all right, we're going to do it. Let's do it. We're going to go. We're going to freaking network. It's networking time. and I'll like psych myself up. You're like, all right, yeah, I'm definitely going to go. And I'll turn around, man. And like five minutes in, you just vanished. Like, where are you? It's like, yeah, I'm in the car. I'm back to the hotel. So that's a good setup. We both hate this and yet we both do it. Yeah. So here's the, well, here to me, here's the takeaway.

1:52So you have to think about what, what is networking to me? Networking is meeting people that you don't currently have a relationship with, and maybe that you've never met before who can potentially broaden your connection to other people. Let's just say that. So there's not necessarily a business component to it, even though when most people talk about networking, they're talking about it from a business standpoint. But I would argue that you never know who you meet is going to know in their network. And therefore, you really shouldn't have it as a business agenda. And I think that without a pre-agreed upon expectation that everyone is there to meet for business, it's kind of what I would call transactional networking, which I don't think is long -term effective.

2:47And that's what people teach. like if you read a book on networking or you and I know like networking experts, I generally tend to find a lot of what gets taught out there, like not only just ineffective, but like super cringe. Like I don't want to do it. And I can tell when it's being done to me. Like, you know, the person who walks up there and they're just a little bit too slick. And the first question is always like, Hey, so what can I do for you? Like what's going on in your world? What can I do for you? And I feel obligated to give them some, you know, profound answer when And it's like, I'm generally fine, but I just feel like somebody gave me homework.

3:23Like, I hate that. Like, what are, do you have any other examples from like your world, your experience that people do that you're like, all of that?

3:33It's all of that, you know, everything from, you know, it's ambush networking where that, that we're, you know, or, or in a group setting very often, it's like, okay, we're going to do a networking tables. Everybody's going to break up at the meeting and the tables and then, you know, say what your biggest challenge is. It's like, I mean, I'm working on all my challenges and, and I've, I've tried to work on this as a, you know, as a, Hey, I must have a limiting belief around that, you know, that I'm good with all my challenges and I'm not good at accepting help. I am, but I, I know I'm good at accepting help, but I'm not good at accepting help in a forced group environment with people.

4:09I don't know, because I don't know that I should trust them yet. And I don't know that I should trust the advice or referrals they give me. And I don't know that I want to be vulnerable with those people about things that could be competitive disadvantages in the wrong hands. So I think that asking somebody to do that without any context or experience is tough for a lot of people. And so that's why I wanted to do an episode on networking, because I don't think you or I, if you drop us in that TMZ room type environment, or you drop us into a chamber of commerce party or most other things, I don't think either of us is going around and expanding our network by leaving with, you know, any contacts.

4:59But let's say that we accidentally, you know, leave with one or two, we're definitely not leaving with a pocket full of business cards and we're going to follow up and reach out. That's just not going to happen. Right. So that's why I like us talking about it, because if you're that other person, then you're networking just fine. But you may learn something here that's different. And so what I would argue... So this is networking for normal people. Yeah, networking for non-networkers. Love it. So the first thing would be there are transactional... There's transactional networking and there's actual networking.

5:31And transactional networking is I'm going in with an agenda that there's something that I want to get from these people who I'm meeting. and I'm going to try to think of something I can give them, hopefully, but sometimes not, that I can give them to cause them to give me the thing that they have that I already know I want. To me, that's a really short-term kind of thing. And there's not anything wrong with it. That would be in like a BNI or LATIP or those networking groups where you're supposed to come with a couple of leads. And if you're actively looking for leads, you'll probably find them.

6:03I mean, I'm sure that we could send a lot of business to a lot of people if we were actively thinking about how can I find business for these people? And so a group like that could be very good for you, particularly if you're just getting started. Now, I think that you and I have pretty extensive networks that we're, you know, we talk about accidental entrepreneurs. I think that we are accidental networkers because whenever either of us talks to someone and we do talk, we're curious. So you're going to ask somebody if you meet them now, not at a rubber chicken dinner or those stand up tables with too many people in the room.

6:39But if you get introduced to someone or even if you're, say, sitting down somewhere and there's somebody next to you, you're very likely to strike up a conversation. Either they're going to talk to you or you're going to talk to them. And then you're going to say, so what do you do? they're going to tell you, and then you're going to be curious and you're going to ask questions about what it is they do, both because it's socially cool to do that. And because it's very awkward to go, all right, but, um, but when you do, they're going to start talking about them, which is going to be their favorite subject to talk about.

7:19Cause it usually is for all of us. And when they start talking, if you are curious and you ask more than the most surface level question, then an actual conversation will come about that might cause you to feel that you connect with them in some way. And that then can lead to networking. Now, what both you and I will also do is if there's anything based on what they say that we could offer as perspective or help or experience to share, we're going to do that because that's just who we are. Right. And so if you can, you know, even if like you're not a generous person like that or you're not a curious person to start out with, create and cultivate curiosity and create and cultivate a sincere interest in other people.

8:08it's actually fulfilling to learn about what other people do and what challenges they have and then give them any perspective you've got. Not like I know it all and I'm telling you how you should solve your problem, but just asking questions can be like that curious questioning kind of connection can be really, really good. And what ultimately happens is there's going to be some benefit that they're going to get, which will trigger reciprocity. And they'll want to do something for you. And then if you did feel that you had any connection, you're going to exchange contact information and you're likely to stay connected.

8:47Maybe you thought of a connection you could make, in which case I'll text them together right there. Because if I don't, I'll never do it. And, you know, like what is it that I can do for this person? And I don't expect anything back is always to me the best way to approach that kind of situation. And by doing that, I have thousands of people in my phone that I can reach out to and probably, you know, four or 500 that I know well. And I know you've got a pretty extensive network there too. And then when we come together in business, my network is your network and your network is mine. And like that expansion just really explodes.

9:24And it turns out you're very connected, but you didn't mean to be. You weren't, you know, howdy in a handshake at every function to get to know them because those usually are not going to be lasting connections. They're not going to actually turn into somebody that's in your network. They'll be in a, you know, there'll be a contact in your billions of contacts, but they won't have any context or any experience in any investment in the relationship to where you would actually be able to think about doing something for them. So I think that's like the, that first level of networking for non-networkers.

10:00And the second level is learn. Can I, can I, can I speak on that just a little bit? You said, you said a couple of things that I think are so important that I haven't heard anybody articulate it quite the same way. Good networking is curious, not strategic. Yes. Right. That's what real true relational networking is, is you are genuinely seeking to know the other person. You're not simply being strategic and trying to figure out, okay, what's something they need that I can connect something to so I can extract value from. And I would call it, I agree with you. The only distinction I might make is it is strategic.

10:38It's not transactional because strategically you might choose to, if you're in the pool cleaning business and you want to network in the pool cleaning business, you might attend functions for where you knew that people like that would be. Or if you're looking for funding or financing, you might go to a venture capital or growth. You might hang out in those worlds. That's strategic, but not transactional. Does that make sense? Yeah. And I was thinking more strategic in your line of questioning. You're just genuinely asking questions. You're genuinely curious. And then you're looking for opportunities.

11:18I think, you know, when I think about, I know I'm at my best, like I've done a really good job when I take the advice I give to my kids, which is to ask five questions of any person that you meet. Like ask five questions before saying anything about yourself. If they ask you, then by all means answer, but try to be very, very deliberate and intentional about, you know, asking five questions. And I'll actually, even when I'm, when I'm doing this, cause I know I have a propensity to just shift gears and start giving advice. My wife says I'm prone to monologue. I mean, all these kinds of things. So a game that I'll play is I'll like have my hand in my pocket and I'll like ask the first question.

11:52I'll press down like my thumb to my thigh. And then like, you know, just so I can keep track, like, am I actually doing it? So I'm not a jerk. Part of the reason that I want to do that is so I can control the conversation I can get out of it. because that's the introvert in me, but it's not good networking. And it's not just like being a normal, kind human being. So asking those questions and then trying to think along the way, not what can I get based on their answer, but what do I have to offer? Like, am I willing to go first? And I think if you approach networking from a go first mindset, from a curious mindset, and from an I'm going to go first mindset, I'm going to buy the first drink, literally, and or figuratively, then you're going to be far more effective long-term because you're practicing relational networking, not transactional networking.

12:41I just know some things that you said that I thought were worth double clicking on. Do you have five questions in mind or do you have a starter question in mind? I mean, it's almost always if it's in a business context. So tell me about your business. But when we were over there with Pat and Kelly, with your friends that were over. He's in a totally different business. And I was genuinely curious. And so it was like, how's that going right now? You know? And so asking like, I know stuff's a little weird. Is that good for you? Is that bad for you? And I think the important thing is I have no problem asking a quote unquote, stupid question of somebody like that.

13:20I have no problem asking a question that would reveal my ignorance. You have to not have a better idea of things that you don't know anything about because it's totally okay. And nobody expects you to be awesome at that, right? Correct. And I think that's where a lot of times in networking, what people are doing is they're trying to posture. Yeah. They're trying to, you know, maintain some kind of frame. They're trying to, to, to signal status over the person. And if what you are is just kind and curious throughout. Um, but then at some point you are looking for like, I'm not trying to give somebody homework by asking them what they most need.

13:56I'm trying, if it's somebody that I, if I genuinely want to expand my network and I, and I think that this somebody's worth knowing, I see it as my job to come up with an opportunity for them. A hundred percent. And that's huge, huge, huge, huge. I think that, that you should consider it your obligation to learn enough about the person to know what you might be able to do to help them and then offer it or better yet, if you can just do it right then and there, that's the text them together, right? If you can, if you can think of something that you could do for them right there, then that's the time to do it.

14:32And, and I agree with you so much because I don't know, but if you, if you put me in a room with five consultants, you know, and a couple of psychologists, they'd tell you all kinds of things I need help with, right? So find those out and then just help me, right? That's, that's the way to go. I think that's, and it speaks volumes. And, um, our friend Steve Harward does an amazing job of that. Like he's one of the better networkers I know, and he's not a shaken howdy guy either. He's very much, well, tell me about your bit. Let me understand. And he will then go and just do it. He won't even ask you if he can do it.

15:10Just, it will come your way. And that might be, you know, he simply sends you something thoughtful because he knows you're into, you know, uh, he sent, I know he met with Richard Branson and, uh, uh, sent him a thing, uh, one of those little, uh, motorized things that sets half in and half out of the water that you ride on. It's not a surfboard, but it's not a jet ski. It's, you know, somewhere in between and had, uh, the Virgin logo, uh, emblazoned on it, not Steve's company's logo, by the way. Um, and just gave it to him. And it's just, you know, like, of course that's a high value relationship potentially to him.

15:47So I think it might've been six or 10 grand that it costs, but doing stuff like that, he, it would do the same thing with a, um, you know, with a connection with just, you know, Hey, I texted these three people together with you. Yeah. He overheard me, um, saying, maybe I was talking to you, um, you know, complaining that I'd like left my AirPods on a, on an airplane or something like that, you know, and later that day, he's like, Hey, had somebody on my team go out and grab these for you. You know, now that to do that to a total stranger or somebody that you didn't have any relationship like buying gifts and things like that maybe that could be like ah but it was just a very very kind gesture there was no ask in return not not i mean it's just he you're absolutely right with his logo it was not it was like just in in the normal box hey i heard that you didn't have it and i heard you lost yours here you go got you some new ones because i didn't want you to be on this you know trip with that i know you're crazy busy.

16:43And so those, the best networkers are curious and the best networkers see it as their responsibility to come up with a mutually beneficial opportunity or unilaterally beneficial opportunity their way. And they ask for nothing in return. Yeah. I remember the, so strategically I chose to join the mastermind that I joined to me, that I met you in. And I joined that because I wanted to meet you and be in business with you. And it was a paid channel of access. So I was not impinging on you to get to know you. You had created a way to get to know you, which I think is another thing that I talk about a lot, like that paid channel of access.

17:25If it exists, take that. Don't take the other way. Take the paid The awkward airport ambush. Say again? You know, the awkward airport ambush. You know, you're walking through and someone walks up and goes, oh, hey, I just saw you this thing that was so great. Can I take a selfie? Oh, my God. By the way, can I tell you a little bit about my business? Like, I'm literally walking to my plane. This is not the time. Or you get off the stage. And, you know, I certainly love people that come up with questions. But if you're coming up not with a clarifying question about something, you know, and you're just there to try to make that connection or get something, that's the worst time you can do it because you're trying to get to everybody and help them.

18:02And you don't have time to go into the depth that you would need. So I think that's like that, that is really, really important. If there's a paid channel for access, then, then create it. And then when I went to the first meeting, I went with number one, there was that, the thing that you guys had wicked smart. So I wanted to stand out strategically. So I was like, I got to win that. And I told my wife, I got to win that wicked smart thing they've got. And she's like, okay, what are you going to do? I'm like, I'm no freaking idea. So I went, I looked at notes from the event that was before where everybody was saying what their biggest challenges were.

18:40And I was like, I'm going to have to solve these. I'm going to try to come up with three things. And so I presented those three things. And then when I went to dinner with, and I am not a go to, like, I would much rather have dinner awkwardly alone by myself in a room full of couples than I would to have to just go to dinner with people I don't know. So this was a, you know, a, this is a strategic stepping out and you did this recently too, I know. Uh, and I, we both still do this because it is a strategic way to expand your network. And, um, and if you're, you know, if you're in, you might as well, you might as well be in.

19:15So, uh, I went out to dinner and it was six people. And one of them was, uh, was Lori who had just been, had, uh, uh, somebody that she had given money to for SEO services run off. And there were, um, there were, uh, two other people there. And I was looking like, just how can I help all those people at the table and did, and they are still people that I know and am in touch with from that meeting, which was at this point, maybe 12 years ago. Right. And I got bad news for you. Yeah. Maybe 14, but about 15 years ago. That's, that's, that's because it was sincere, honest, how can I help? And then I did, I took the action to help.

20:03And one of them, the one with her was pretty significant. And then, as you know, I just started taking notes because I'm pretty good at taking notes. I'd take notes of all the meetings and just send them out to everybody and everybody then wanted them. And that was this thing that I did that I did for myself to, to take the notes, but I shared them because I thought they would be helpful for other people. And then that became a thing, you know, he's the note guy, but he's also a guy that's giving and his notes are way past what was talked about in the meeting. He's actually going out and doing more research.

20:35And like, so how can you, how can you add that value that way? I didn't ask any of those people, how can I help you? I had them, I had conversations. I said, tell me what's going on. Oh yeah, this is going on, but I'm kind of in trouble because of this. And then just helped them, right. Just made it, made it happen. And that to me is what I think that's why you have a great network and why I have a great network is that even though we're not ever at any of those things and may or may not go to them for five minutes and then leave, you know, that, that that's, I think that's. And so that's why I wanted to have this episode.

21:10Cause I think a lot of people are like, I'm not a networker. And if you tell yourself the story of I'm not a networker and that the result of that story you're telling yourself is that you don't know anybody and you don't have a larger network, then you're cheating yourself. And you should say, I'm not an active networker or I'm not a transactional networker, but I do connect with people. I do help people. I am voraciously curious, you know, I want to know about people and I'm interested in their stories, then you can't help but be a networker. And then you can even call yourself an accidental networker.

21:48So that was the value I was hoping this conversation would lead to. And I think that's exactly right. What we're really talking about is just be curious, be kind, be willing to go first. And you're going to find whether you like it or not, you're a great networker because positive, helpful, kind, and kind people will always draw folks to them. And then here's the, say one thing and then we can wrap because I know you got to bounce. The, um, once you have, I got plenty of time to talk, so I want to, whatever value. Oh yeah. One more thing to say. Okay. Yeah. Once you have your network, your network should never be for sale.

22:23And I think that this is so incredibly important. And I see people essentially put their network up for sale in two ways. One, when they're connecting and networking with other people, like, ooh, I think I might know somebody. What would that be worth to you? Ick. So never offer to transactionally give access to somebody else as an aspect of networking. That's not how networking works. Also, don't leverage people in your network without their knowledge to secure access to other people. Hey, if you can be at this thing, I can probably get so-and-so there. look, I know them. Having been again on the receiving end of that, of people saying, oh, I thought you were going to be at this event.

23:05I thought you were going to be at this thing. So-and-so told me that you were going to be there. It's like, well, they asked me, I told them I couldn't, but they still acted as though I was going to be there. That is, if you make it clear that knowing you is currency to that person, you will watch your network shrink and the network that you have, they will talk amongst themselves and you will lose credibility within that network so freaking fast. So just always in the state of giving. Super, super smart and very important. And the other thing I would say is when you have high value to other people, connections in your network that a lot of people try to connect to, I have people that want to get connected to you or Frank or Damon or other people that in our network.

23:55And if you just connect them, it cheapens the network. And also it can annoy the people that are in your network. So like, I know before I connect anybody to you or anybody else that, that I know is just trying to basically go through me to meet you. Cause they know I know you, I'm going to ask you first, Hey, this is somebody that's got this deal and they want to do this, or they're looking to blah, blah, blah. You want me to connect you to them. It's a double opt in intro. That's super important. Double opt in the intro. I like that. I like that as a term. And then the other thing is, one thing that I feel like has really advanced my networking is that I have friends who are insanely good networkers.

24:41And so those people, like you and I both know Mark Anthony, for example. Mark Anthony will, he knows everybody and he walks up and he's, he's shaken howdy, but in a classy way. I mean, like he's shaken howdy, meaning he'll go up and introduce himself to somebody and then they'll be connected. They'll like, he's just got an uncanny ability to connect on a deep level with lots of people, even in any situation. I, you know, I'll never forget him walking over to Sofia Vergara in a restaurant and being, you know, at least what sure did appear to be a welcome guest and not an annoying pest. Right. So that, that Marcus Murphy, I mean, Dan Fleischman, Steve, Marcus Murphy.

25:24Yeah. When you get these, when you can connect with people who are naturally good networkers and they do it this way. Oh my gosh. There's gold. There's so great people to have in your life. Yeah. So they'll bring 14 people over to you to have the more intimate one-on-one conversations that you're comfortable with. So think about that, like identify who are the super connectors in your areas that you're interested in networking in, and then find a way to get to know them and add value to them because that will be the gift that keeps on giving forever and ever. So that's awesome. Well, I've seen now, what do you think?