Networking Unleashed: Building Profitable Connections. An Interview with Dana Alfirevic and Michael A Forman

  Welcome to Networking Unleashed, building Profitable Connections. The show where conversations stop being polite and start creating opportunity. I'm Michael Forman, and today we're tackling one of the biggest reasons people leave business on the table. They have a network, but they're not using it well.

My guest today helps professionals make small changes in how they communicate that lead to more referrals, stronger partnerships, and better opportunities without working harder or talking louder. We're diving into how. To explain what to do so people actually remember it. How modern networking really works and how relationships turn into long-term growth when you approach them with clarity and intention.

If you've ever said, I know great people, I just don't know how to get enough for my network. This episode is for you. So let's jump in. I would like to introduce to all my listeners Dana. Dana is a great networker from North Carolina, I believe, and and she has her own group out there, but I don't want to really bastardize her background.

So I'm going to give you over to Dana. Dana, welcome to the podcast, and tell us a little bit about yourself. Thank you so much, Michael, for having me on the show. I'm really excited to be here. So a little bit about myself. I founded the group, Charlotte Networking Knowledge in 2024. We're a local group for business owners here in the Charlotte area.

I also am a networking and client visibility and acquisition expert for businesses. So I help you gain more referrals and double your sphere of influence and get more clients through networking. And my strategy's, not just networking, it's leveraging your current network, finding those strategic partnerships.

And also posting organically on social media and connecting with your network that way, in addition to hosting your own events and speaking engagements. That sounds great. That sounds great. It sounds right along the lines of what I do for a living. So that's why I was I couldn't wait to get this podcast started.

Okay. I have a series of questions that I'm gonna ask you and just gimme your answers and just let's see where it takes us. Most people have a network, they just don't use it well. Where do you see professionals leaving the biggest opportunities on the table? So I think a lot of people aren't asking their network for support, advice, or help, and I think.

This is important because you want to have a network where people support you. I believe in having a network where people will actually help you. Now, not saying that someone you meet at a networking event for the first time, they don't owe you anything, but if you have a professional relationship with someone, you've been going to the same events for years.

But you've never reached out for advice or help. How can they help you if they don't know what you need? Also, another mistake. Is not having a one-to-one with folks in your network because you might consistently see them at a networking event, but it, can be busy and distracting and you might not be able to remember exactly what they do and they probably don't remember.

Exactly what you do. So it's really key to have a one-to-one with everyone in your network, at least once a year, even more often if possible, so you stay relevant to them and they know exactly what you need and you'll be top of mind for referrals. They can't refer you if they don't understand what you do, who you're looking for, and who you help.

That's great advice. What would you say to somebody who has a huge following? Let's say I have 10,000 connections on LinkedIn. How many people should I keep in that close sphere of influence to have those one-on-ones or keep them, in top of mind to network together? So I think there's like a different, there's some different levels to the type of relationship you have, but I do agree that 10,000 followers or 10,000 people in your network, that's too many to realistically be close to you because.

I've had one-on-ones and they go nowhere. So it's important to really strategize or strategize your time. So you have one-on-ones with folks who are in a similar industry or an adjacent industry where there's synergy and they're clients are similar to your clients as well. So you guys are working with the same clients.

So I think it's important to. Narrow down how many people you are actually close with because like followers don't mean anything. Like these could be like robots online or something, but, or just folks you've never met in person. I know a lot of people will follow me on LinkedIn or send me a request and I'm like, who is this?

But I think it's really important to. Have at least 10 people where you're seeing them, consistently, like once a quarter and in person is definitely the best way. So I'd say, have 10 people in your network. You say you see once a quarter and kind of go from there. If you wanna, call other people and try to add, but it's really important to nurture your current relationships because trust takes time and you can't get a referral.

From someone who doesn't trust you. So it's a process. So I would say, focus on your current connections. Try to nurture them and if you have time for other connections, add them. But you wanna make sure you're giving adequate time to each connection. There is a mantra in networking. If they know you, if they like you, if they trust you, then they'll do business with you.

And to know me or to know you, that's a wide circle, right? But to like you, that narrows it down a little bit because everybody doesn't like you. You have to just face facts, but know you, like you, trust you. That's the important part, because if they don't trust you, they'll never do business with you.

So you always have to keep that in mind. So absolutely. You talk about small shifts in communication, creating big results. What's one simple change that immediately increases referrals and introductions. So I would say when you're meeting someone for the first time at a networking event, when you say, when they say, oh, what do you do?

You explain it, but you wanna have a catchy phrase. Something like you don't, if you're a financial advisor, you don't wanna just say, I'm a financial advisor. 'cause that's boring. They don't, there's a million of you, and that's not to, be rude or negative, but there's billions of people in the world.

So there realistically, there's millions of people doing exactly what you do. So you need to make your value proposition very clear like. What separate separates you from your competition and also who you work with as well. So that's really important because like you can have a financial advisor for businesses or retirees or young families.

Like what exactly do you offer? So being specific about who you work with. Is gonna be key to getting more referrals because they might say, oh, I actually know a retiree. But if you just say, I'm a financial advisor, people will say, oh, okay. What does that mean? Especially folks who aren't in your industry and don't understand the jar your industry jargon, that's very important to say who exactly you serve and make it clear for peop anyone to understand what exactly that is.

You do. Very good. Very good. And so when somebody asks me. What I do and I do a plethora of things I just very quickly say I'm a networking strategist, and I say, what does that mean? I help you increase your money, increase your profit margin. Less time narrowing in what you do, what you say and everything else.

And that usually leads into other conversations. But I give them just enough so they ask me questions, and I think that's what your whole goal is to have the other person to ask you those questions so you can delve a little bit deeper into it. Yes, and I will add to that point. I think that's really so true.

And one mistake I see is when people, someone asks you, oh, what do you do? And then you respond, and then immediately after you tell them what you do, you say, what about you? They were trying to figure out what exactly you do, but now the focus is back on you and you gotta think of what to say. So it's hard to have a conversation about what you do if you turn it immediately back to them.

Now, I think it's important. To learn about them, their business, and that way you're gonna build rapport and trust and yeah, get them to like you, but. You can't put all the focus on them. The focus needs to be on you as well for a little bit, and your business as well. So I think some people in networking, they say, oh, you have to, make the focus all about them.

No, that's not true. I don't believe that personally, it has to be about you as well. Okay. Why do so many capable people struggle to explain what they do and how does that confusion cost them business? So I think they don't adequately explain what they do, because for the most part, they're not looking at it.

From a third party. So if I say I'm a networking coach, I know what that is, but someone who's like new to networking, they might think oh, what exactly does that mean? I, I get it, you are, you're coach, but like. How exactly do you coach people? How exactly do you advise them?

So it's really important to think about like how someone who's not in your industry, how they would respond and understand. So typically, your referrals and your network are gonna come from people not in the same industry as you. Because that could be, competition, but there is like collaboration.

But really, your referrals are gonna be from people outside your industry. So it's really important when you're practicing your elevator pitch, you could ask someone outside your industry to. You know what they think and make sure that what you offer is crystal clear to them. Because that's why I think there's so many benefits of a networking coach.

'cause I have clients who are bookkeepers, financial advisors, business lenders, and. It's hard, 'cause they're in their they think, oh, I know what that is. I do it every day. I don't need to, explain this, but sometimes you need to even simplify what you do so everyone has a crystal clear understanding that's true.

And really the most important person to understand what you do is you. You have to, people can't exactly explain what they do in its entirety because they're like a shotgun shell. They're all over the place. When I coach my students, I always have them first. We figure out their 32nd elevator pitch, right?

We have the, I have locked that down. Then I have them take the 30 seconds down to 10 seconds. They say I, it took me so long to do 30 seconds. You expect me to do 10? Yes, do 10. And as soon as we get that hammered down to 10 seconds, I say, okay, now throw it out. Now what do you mean? Because now you know exactly what you're going to say.

So let's work on that. We work on that. So you know, you don't sound robotic, you don't sound like this is a canned response. You're being yourself. Authentic Self authenticity is thrown around like a very common buzzword, but it's so true that your authentic self has to come through because if the person doesn't believe you, then it nothing's gonna work.

Okay. Yeah, that's so true about being authentic. I'm a big believer in being your true self at networking events. Yes. When someone says, I don't get referrals, what usually, what's usually missing from the way that they communicate with their network? So typically there could be a few. Reasons why you don't get referrals.

So I, I think the main reason is have you, been reaching out to your current clients and letting them know about, I have some additional openings this quarter. If you have anyone else, who would wanna prove your networking skills, I would love to help out. So just, I think.

Letting people know that you have some. Availability. Availability is key. And also serving your current clients very well, doing such a good job that they're gonna wanna tell you and tell. They're gonna wanna tell other people about your services naturally. So it's really important. You wanna go above and beyond for your current clients because they're gonna be your best referral source, in my opinion.

'cause they know your work and they've experienced your work and also letting them know, just asking them if they have anyone else who would be interested. And it, it's not a pushy thing, but you could, there's nothing wrong with asking, I think a lot of people don't ask for referrals, so I, I'm a big believer in you don't get what you don't ask for, so you need to ask for what you want.

If you want more referrals, ask for it. Ann. Also in your network, are you having, these one-on-ones, multiple, one-on-ones with the same person? Are you making introductions for them? Are you referring them business? I think another way to get referrals is to refer other people business. 'cause natural and it's not supposed to be, so transactional.

But really I do think, you can't. Be asking your network for referrals, like what are you gonna do for them? You need to do stuff to help them as well. It needs to be a mutually beneficial relationship, and it's not like tit for tat in that nature, but you should be consistently going out of your way to help your network.

Grow their business by offering introductions, giving them advice or support where needed, and also just asking them, Hey, I have this new coaching program I'm rolling out this quarter. I have a few slots left. Wanted to see if you know of anyone who might be interested in joining, and just go from there.

I think it's really important to. Have those relationships and also that your network needs to understand what you do exactly and who you're looking to connect with as well. And one last thing I'll add is trying to find your strategic referral partners. So folks who work with the same type of clients, it's good to partner with them, so it's a natural re referral source.

Yes I'm in this area. I'm known as a connector. I'm actually referred to as a super connector because I make sure, yeah, I love to make sure that I put two people together, one that needs each other's services, and I step away. I don't look for anything for myself. I put the two of them together and say, go ahead.

But I know in the back of my head that each one of them say, oh, you know something, Michael referred me to this person. I better give something back to Michael. So if I think about that without even thinking, anything's gonna come back to me. If I just connect to people I know it's really gonna come back to me.

So it, that's a good way of doing it. Absolutely. Yeah. Yeah. And I think, yeah, it's important to get that good karma flowing in the universe. And I think eventually if you're going out of your way to help your network and make introductions, it's gone, gonna come back around one way or another. I think it's important to have, a few, like at least 10 people, you see consistently.

Yeah and what you had said before about referrals, about asking for referrals, you're never, once in a while somebody will feel magnanimous and they're going to refer you, but if you haven't asked for your referrals, then you're really leaving a lot of money on the table. And so I, I do that in my coaching class.

I coach them on. Asking for referrals, but I too ask for referrals when the class is over. When I realize that, that's when they're the happiest, I ask for the referrals. Because they're more likely to give it to you if I wait two a week afterwards. The peak has gone. And they're not, oh yeah, that's Michael, okay. But I always ask before it's over because that's when they're, it's like when you buy a car, you're always so happy. Oh yeah. You start to see that same car all over the place. 'cause you're in the mind for it. So the same thing I'm gonna be, you're gonna be in the mind.

To hire a coach. Okay. What does it sound like when someone finally gets clear about their message and how does their network respond differently? So I would say it sounds like you are getting people to engage with what you say for your elevator pitch. If you say. I'm a financial advisor. A lot of people aren't like engaging with that, like it doesn't give them much to work with.

So I think a good, measurement is to see what kind of engagement are you getting back after you deliver your elevator pitch? Are they asking open-ended follow-up questions about what you do? Like you mentioned, you're networking. Coach and people are like, tell me more. Are people asking to the listeners?

Are people asking you, are they saying, tell me more. When you deliver your elevator pitch, are they saying is it kind of basic things like, oh, what kind of company or what company do you work for? That's not an open-ended question. That's a closed-ended question. But really, if they're showing interest by asking open-ended questions.

After you deliver your elevator pitch, I would say that's a good sign that your elevator pitch is very clear and it's intriguing to them. It's very intriguing and it's very interesting, and when you begin to network. Properly I should add, because if you don't do it properly, you're never going to enjoy it, but you're really gonna have fun.

You're going to enjoy networking, enjoy going out and meeting with people because you're networking properly, right? In modern networking, attention is short and trust takes time. How do you build relationships that last beyond the first meeting? So you gotta have your one-to-ones, and this is so key.

You need to be having your one-to-ones. If they seem like a good connection for you. Now, you don't need to have a one-on-one with everyone. You meet a networking event. I think people need to use their own judgment and see who would be a beneficial connection for them. But you have to have those one-to-ones and continuous.

Have those one-to-ones like once a quarter with solid folks in your network. Also, it's so important to get involved in, I'd say two networking groups, and you'll see the same people consistently over and over again, and that's a good way to build trust because by seeing them over and over again.

They're gonna like you more. They're gonna know you more, and then naturally they're gonna trust you more. Even if you don't think you have things in common with them, you're like, oh, hey Joe. Hey Dana. How? Like you'll recognize their face and they'll be a familiar face to you, and naturally you'll talk to them more Also.

Another modern networking strategy is to add them online as well. So you wanna connect with everyone you meet on LinkedIn and Facebook and Instagram if you have a professional Facebook and Instagram, because that way. They will see your posts in their feed as well. And it's another way for you to stay relevant and top of mind.

And I think folks need to be the one, you have to be the one to add them on LinkedIn and Facebook on Instagram. 'cause I'm sure, as Michael, a lot of people don't follow up. That's true. And half of my workshops is follow up. The follow up is I would say the follow up is more important than actually meeting the person because it's the way that you follow up is how much business you're going to get from them.

And if you don't follow up properly, then you probably won't get their business at all. You have AI nowadays, you have different ways that you can promote yourselves on social media. I'm different. I use a program called Opus Clips and all my podcasts and things like that, I post on LinkedIn, YouTube, Facebook, and Instagram four times a day.

Wow. Four times a day. And you know how long that takes me to do it? Less than five minutes. Less than five minutes. That's what Opus Clips does, right? So it's amazing 'cause it takes your podcast, it clips it up into different pieces and you get to post it whenever you want. And you see what social media platforms you wanna post it on.

I happen to sub, I happen to subscribe to. Those. Oh, I also subscribe to X Twitter, right? So when I post one item, it automatically goes out to Twitter, YouTube, Facebook, LinkedIn, and Instagram, right? So if I do it four times, four different clips, I can do all that in less than five minutes. So I'm using.

AI and this program to do what normally would've taken me a half an hour or 45 minutes, so I get to do other things. So it's just, on, on how you structure it. But it's very important because nowadays all the networking you do can't just be face-to-face. It's in social media as well.

And also 'cause folks are busy, they don't have time to meet with you once a month. I think that's a little unrealistic, especially in like Atlanta or Charlotte traffic. Yeah. Yeah. Forget about Atlanta traffic. It's no good. Okay. What habits, turn casual context into real partners over time.

So I really think getting to know them and trying to offer value to your contacts, it's so important because no one wants to be sold. Don't sell them anything. Focus on providing value and eventually they're gonna provide value back in some way or a partnership. But it's really important to think about, what you can do for them either today or in the future.

Keep an eye out for their ideal client. And if you could refer them, definitely try to refer them, make introductions and. Really, yeah. Focus on providing value to them. And I think that is gonna help people turn those, just a phone number into a real, genuine relationship. It's like a friendship, it, there's, and dating apps and also like they have Bumble, BFF I've met, some woman on Bumble BF like I get their number. I've met up with some, but like you are not gonna have a good friendship if you meet the person once. You need to see them consistently and be there for them and multiple ways and the same thing for any type of relationship.

So be there for them, congratulate them and reach out. If you hear a post on LinkedIn where they're doing, they had an achievement. Give them a call or, text them. Also invite them to networking events you're attending, so it's not like a one-to-one, but you can still see them. I learned online, which I usually say in all my workshops and my coaching and everything else, people love to buy, but they hate to be sold to.

So if you think of a car dealership. Do you want that salesman to come up to you and say, Hey, how do you like this? Oh, this is a Chevy Tahoe. It does this, it does that. It's great. Let me show you this. Oh no. Let me show you this. Okay. And it's all over you and trying to show you and sell you and everything.

Or do you want the salesman can come up to you and say, hi, I'm Michael. If you need any help, I'm right over here. It's a different. Mindset, but this is America. People love to buy things they just hate to be sold to. So if you keep that in the back of your mind, you go a lot further.

Okay. Absolutely. Where do professionals unknowingly make networking harder than it needs to be? So folks make it harder by just thinking, oh, I gotta attend all of the events, every event, happy hours, breakfast meetups, lunches, afternoon events, and also. They're just driving, everywhere across the city.

Like for folks in major metro areas, that's unrealistic to attend all the events. So it's really best to get involved in one to two groups and be very active in those groups. So stop trying to go to all of the events because also. I think a lot of people make a mistake of just going to the free events and oh, I'll go to the free events.

I'll go to all of the free events. But that attracts folks who may not be as serious to building their professional network as those who are willing to invest their hard earned money in a membership based group. So free events are fine, but if you find consistently you don't see the same people. Over and over again, and people can be flaky.

You might wanna consider a paid membership group because some of my events, I've hosted free events and a lot of folks just don't come back. And it's just because they're just like doing all of these events and they don't have a, buy-in or commitment. So I really think you should invest your time into groups where.

Other folks are just as invested with their time and their money to build their professional relationships. Absolutely. I couldn't agree with you more. I couldn't agree with you more. Think about the most successful connectors, what do they do in conversations that others don't even notice?

I think in their head they're a matchmaker. They're trying to their mind is churning, you're like, oh yeah, I do this. And I'm like, oh, I actually know someone. Like their mind is churning with people they already can connect you to even, if you haven't even said who you wanna connect with.

I'm like that, I'm like a matchmaker for networking. I love to connect people to other folks who might. They might benefit from professionally. So a key word for a super connector is let me connect you with X, or I can introduce you to X or would you like me to introduce you to X?

It's very important to offer an introduction. Yeah I often say, would you like me to introduce you to this person through an email? And I'll s I'll go online and I'll put everybody's email address and I'll say, Dana, this is Michael. Michael. This is Dana. Dana, this is a networking expert dah.

And Michael, I believe you need her expertise. You guys take over from here and I'll let you converse. So I've introduced you, I've given you each other's contact information without me even trying to promote it, and I am able to step away, and I'm usually about 80% successful in having people take my lead.

Because if I invited them, that usually means that I vetted them and they're pretty good at what they do. So that's one thing. Okay let's bring this full circle. If someone wants their network to truly work for them this year, what belief do they need to let go of first? They need to let go of the belief that these people should be referring me clients immediately.

And also, adopt the belief that people you meet at networking events, they don't owe you anything. They don't owe you clients. They don't, owe you, they don't need to be your client and they don't owe you any referrals. Stop, like thinking of it. So transactional. Think about.

Developing relationships instead of getting business. 'cause I know and I was there too, like when I was younger, I was like, oh, I was an office leasing agent. I was like, hey, do you guys, wanna, renew or relocate to our office? And it's I mean I did, close deals that way, but I really got the most deals by.

Being consistent with my follow up and talking to the same people over and over again. So really focus on providing value to them and don't force anyone to a meeting. And we talked about no one wants to get sold, don't force a meeting. We can ask if they wanna. Set up a meeting once, but if they don't want to just drop it, don't force anything.

And I'd also say adopt the mindset of focus on relationships that bring you happiness and mutual benefits. Nina, I have to tell you, this was an enlightening podcast. I love hearing about how other people network, especially someone with your background, you've created a networking environment and you're passing it on, and I love that.

If one of my listeners was listening and I want to get a hold of you, how would they do it? Thank you. So if anyone wants to. Reach me. You can follow me on LinkedIn and send me a message there. Dana Vic, my name is in the screen here. Also, you can send me a message on our Facebook or Instagram, which is Charlotte Networking Knowledge, and you can also visit my website, which is networking knowledge in growth.com.

That's the difference. Help with any if anyone has any follow up questions or just wants to know to talk about networking or need some support and encouragement, feel free to reach out. I'd love to talk. That's the difference. Clear communication makes not louder, not busier, just clearer. If something you heard today shifted the way you think about your network, don't wait.

Use it in your very next conversation. See what you do with confidence. Ask better questions. Watch how quickly doors start opening. If this episode gave you value. Share with someone who's building their future, one relationship at a time. And make sure you follow networking unleashed, building profitable connections so you never miss a conversation that helps you turn connection into momentum.

Michael Forman and remember, your network already has what you need. The only question is are you communicating it clearly enough for it to help you? Dana, thank you again for coming on the podcast and I will speak with you soon. Thank you so much again, and thank you everyone for listening.

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  a huge thank you to our guests for sharing such incredible insights today, and of course, a big shout out to you, our amazing listeners, for tuning in and spending your time with us. If you're interested in my digital courses being coached or having me come and talk to your company, just go to MichaelAForman.com and fill out the request form.

Remember, networking isn't about being perfect. It's about being present. So take what you've learned today, get out there and make some meaningful connections. If you've enjoyed this episode, please don't forget to subscribe. Leave us a review. Share it with someone who could use a little networking inspiration.

Let's keep the conversation going. You can find me on Apple, Spotify, Pandora, YouTube, or my website michaelaforman.com/podcast.

Michael is a business networking expert specializing in enhancing professionals' networking and communication skills to drive profitability. As a leading authority in this field, he is highly sought after for his dynamic presentations and workshops. His extensive experience has consistently led to significant improvements in corporate profitability by empowering individuals and organizations to connect more effectively and efficiently.

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