Circles of Influence: The Ultimate Networking Masterclass [Uncensored]

When I woke up this morning and saw this nice weather outside, I just thought, Why not take advantage of it? And so, here I am, a few hours later recording this “Circles of Influence” Masterclass outside.

[00:17.0]
And I guess this is one of the perks of nice weather and working from home… When you combine them, right? But I’d say that… Now that I’ve set the scene, or maybe I should’ve said, “Now that the scene has set me” let me give you some quick context around this video, this Masterclass.

[00:37.3]
And first of all, maybe for those of you wondering, I believe that this Masterclass is for EVERYONE. Whether you are just starting out, and trying to build these first Circles of Influence, or maybe you’re already pretty advanced.

[00:53.1]
And I know that it may sound like a bold promise, but I also really think that I’m gonna deliver on that promise. For this new video, what I wanted to do is talk about a topic that I get asked about all the time —whether DIRECTLY about networking, and how to network, and how to expand your network…

[01:12.7]
OR INDIRECTLY: I want to raise funds, or I want to sell more, or I want this or that— and I think that it’s… one of those topics, NETWORKING, that on one hand doesn’t get talked about enough —at least not in a way that’s actually useful or practical— And on the other hand, I think it’s also a topic that a lot of people THINK they understand.

[01:37.4]
But honestly… From what I can see, or from what I can experience, most DON’T really get it. There is more to networking than what meets the eye. And… I know that when I say “networking”, some of you, just hearing that word, it probably makes you roll your eyes and think like, “But why don’t you talk about something actually useful?” Or, things like, “Isn’t AI Automation and outreach —automated outreach— gonna handle networking for us anyway?” Or something like that…

[02:10.7]
And if that’s what you believe, that’s perfectly fine. Go ahead, skip this video. This one, this Masterclass is for all the people who’ve been asking me questions, but also for those who get that “Networking” is way more than just a buzzword.

[02:28.2]
Networking = Access to Opportunities. That’s my very definition of networking. Networking = Access to Opportunities. And… It doesn’t matter where you are in your career, or what job you have, or are you running a business, or what you’re trying to achieve.

[02:46.0]
It could be moving a cause, an NGO forward, or raising funds, or finding a mentor, or just simply getting the best opportunities for you, for your family, and for your kids. And so that’s why I say: Most of what you want in life usually comes down to your Circles of Influence.

[03:07.3]
And if you really think about it, and strip it down to the basics, I’d say that the most powerful institutions on earth, governments, corporations, the billion or even the million dollar deals, they’re nothing more than CONVERSATIONS between important people.

[03:26.1]
At the end of the day, it’s all just people talking to people. And, IF you can find your way into the “right circles,” it’s almost impossible not to rise. I’d even go as far as to say that, “Success will practically take care of itself.” Now, of course, it all depends on how you define success.

[03:50.2]
But remember: Networking = Access to Opportunities. YOU are the only person who gets to define what an “opportunity” means to you. But one thing is for sure: The more influential people you know, the better the conversations you’ll have.

[04:09.6]
And the better the conversations you’ll have, the better opportunities you will create. My objective with this video, with this Masterclass, is to give you a Crash Course on Networking in 2025 and beyond.

[04:26.4]
It’s to give you… EVERYTHING that you need to know, and that actually works. Physical, digital. Networking everywhere, not just at those “networking events” —which don’t really work.

[04:43.8]
Not in the standard sense of business clubs, and all of that. But anyway, that’s a different debate. Now, before we get into it, let me explain to you… I tend to make long intros, but I think it’s important to get the whole context.

[04:59.7]
So, let me explain why I say that despite the endless flood of content on LinkedIn and everywhere else, Networking, in my opinion, isn’t talked about in a way that’s actually useful or practical. Or simply, let me explain why I say that MOST people just don’t get it.

[05:22.1]
And the thing is, I have done my fair share of Networking —I still do— I’ve been on the RECEIVING END of Networking enough to notice that most people, they’re still using Networking tactics that feel stuck in the early 2000s.

[05:43.3]
Or even a lot of the advice out there, the videos, the articles on networking, it’s just outdated. I don’t need to tell you that, “The world has changed.” But the thing is, the advice when it comes to Networking HASN’T.

[05:58.8]
And some of the stuff still works, sure… But in the grand scheme of things, most of the advice out there is just outdated. It’s not just about… It’s no longer about “handshakes” and “business cards” anymore. And it’s WAY more than a clever, catchy pattern interrupt or all of that stuff.

[06:18.4]
It’s PHYSICAL. It’s DIGITAL. It’s HYBDRID. It’s everywhere, all at once. You can call it “Omnichannel” or if you want to sound extra Corporate —or trendy, depending on your definition— You could call it “PhyGital” Physical and Digital.

[06:37.6]
Now, on top of that, like I’ve been repeating over and over in my other content, if you’ve been following me for a while, TODAY, everyone is fighting for a slice of everyone’s attention. We’re in the “Attention Economy,” where distrust, skepticism, and people’s mental walls, mental defenses, mental’s antivirus, are HIGHER than ever.

[07:08.4]
That’s the Attention Economy. And so… Over the years, I’ve had to ADAPT —or die, the good old Darwinian principles at play— But, the methods and tactics that I’m about to share with you, they are refined, they are built for today’s world.

[07:29.4]
And they’ve literally helped me connect with influential people all over the world. And my hope with this video, with this Masterclass, is that they’ll do exactly the same for YOU. Now, 2 things that I want to add before we get going.

[07:46.1]
Two disclaimers. And the first one: If you’ve been following my content, you probably know by now that I’m not a big fan of Corporate Bullsh*t or trading being “politically correct” for the truth. That’s not really my thing.

[08:02.1]
Some of the things that I’m about to share are NOT “mental safe spaces.” It’s going to challenge you, and it’s based on DEEP human nature, you could say “Dark Psychology” but not in the manipulative way. It’s just on how human beings actually work.

[08:22.7]
And it’s not about being shady, it’s about being effective. So, if you are into fairy tales, and the usual, “Just be 100% yourself, calculate nothing, give without restraint, expect nothing in return,” and believe that the world is gonna somehow magically bend around to hand you everything that you “deserve.” Well, I’d say this video is NOT for you.

[08:52.0]
Because the world owes us nothing. Most of what you’ll get in life, you’ll get because you plan for it, because you train for it, because you take it. Not because you “deserve” it. My second disclaimer is that many people have told me, “Oh, but… it’s easy for you.

[09:13.5]
You’ve got away with people, you got away with words.” But it’s NOT. It’s not easy for me. Despite what people might think, I’m not a natural networker. I’m not naturally the “life of the party” like some of my friends can be —and it’s kind of an impressive skill if you think about it.

[09:34.0]
But I also didn’t come from a family, or a background, where someone just opened the doors for me. —and it’s great if you are, if you come from that background, it’s great! I’m not criticizing, okay? It helps— But everything I have, everything I can do, it is the way it is because I’ve worked for it, because I tried, because I failed, because I picked up books, because I’m humble enough to know when I don’t know, to shut up and listen.

[10:05.5]
So, DON’T believe the myth that you must be a “natural” to be a good networker. And sure, it helps —like with anything in life— if you are a natural… But it can absolutely be learned. And I’m about to give you the exact foundations. The foundations to reach out to, and connect with high-level people.

[10:25.7]
What to say, what they’re thinking, and how to turn those connections into REALopportunities. Networking isn’t just a skill. I think you’ve to understand that it’s the key to everything.

[10:42.2]
And just so you know, in this video, I’ll also cover the DIGITAL dimension of Networking. And so, especially LinkedIn, at the end. Maybe a last disclaimer before we go. Usually, when I share some of these networking hacks or tactics, I get this almost —sometimes— this “disgusted” reaction from some people…

[11:07.2]
Like, “But isn’t this like manipulation?” Like being “efficient” is somehow beneath them. ONE: I don’t think so. I think that if you just genuinely enjoy what you’re doing, this isn’t really manipulation.

[11:22.4]
And on top of that, I’d say that, if you DON’T truly enjoy networking and building new relationships, you might be able to “trick your way” for a while, but you’ll never last. Okay? And it’s a long run, it’s a marathon, it’s not a sprint. TWO: If you DO enjoy it, why wouldn’t you maximize the odds?

[11:44.6]
Let’s be real for a minute: If you look at things from that lens, then EVERYTHING in life is manipulation. Marketing is manipulation. Seduction is manipulation. My 4-year-old tries to manipulate me every single day.

[12:01.2]
Enough of the intro, and the disclaimers, and all of that. I think you get the gist by now. Let’s start with the BASICS. First basic: Like I said before, almost everything in life comes down to people walking into rooms and starting to TALK, right?

[12:22.0]
Whether it’s politics, or business, or classrooms, passing an exam if you’re a student, job interviews, raising money, court trials —hopefully you don’t appear in those rooms too often. Even your health, the ability to accurately describe your symptoms to a doctor.

[12:43.2]
So, lesson number one: You need to get good at TALKING, or good at WRITING —for digital communication. This is foundational. It’s really foundational. Being able to take a complex chain of thoughts from your mind, and project that into someone else’s mind with vivid clarity.

[13:07.8]
That’s gonna be a defining success factor in Networking, or in anything in life. The better you get at talking, the more you’re gonna sell. Okay? Sell yourself, sell a vision, sell the next steps into whatever it is that you want.

[13:24.3]
Of course, “Networking” and “sales” have a lot in common. So, HOW do you do that? Well, FIRST STEP is you need to learn to talk convincingly. So don’t be boring.

[13:41.4]
Put ENERGY in your interactions. That energy, it’s key, it’s critical. And of course, use your own style. Okay? Don’t be a radically different person. We’re not talking about schizophrenia here. But put loads of energy every time you speak.

[13:58.4]
Don’t be low energy or you will just bore the hell out of them. That was number one. Number two: Find a way to be engaging. How do you do that? Well, analyze and study people who’re naturals, who are good at engaging, and find out why they are.

[14:18.4]
And then, at the end of the day, it’s only about train, train, train. Especially, in low pressure interactions. Talk to everyone, everywhere. Make it a habit. It’s just like a muscle, you need to train it. Number three: NO filler words or stuttering.

[14:41.8]
If someone asks, I don’t know, “Tell me how this works.” Most people will try to buy time “Euh… So…Yeah… Well…” DON’T do that. Train yourself. Especially On topics you’re in control of, on topics you are SUPPOSED to master.

[15:03.7]
So if your job is to do XYZ, you should know everything about XYZ Right? In networking there will always be VARIABLES, like in any equation. But don’t leave anything that’s under your control to chance. So, go in with high energy.

[15:19.2]
“I’m going to tell you exactly how XYZ works. Here is how it works. We came to this because we noticed that. Look at this.” Key, that’s key. Four: Of course, it’s BODY LANGUAGE.

[15:35.1]
—I’m not gonna turn this into an in depth course on Body Language. But, along the Masterclass, I’ll hint to a few key aspects here and there. Especially in the part about Cold Approaching people.

[15:51.2]
But mastering your own body is absolutely key. Get your body under control, get your mind under control, get your ability to talk under control. That was for the first basic, get good at speaking.

[16:06.5]
NUMBER TWO: Next on, Networking, just like success, is exponential. What do I mean by that? I mean that, once you’ve done something ONCE, it gets easier and faster the 2nd time, and then even easier by the 5th time, and the 10th time.

[16:24.6]
And I think you get the idea. So, just like starting your first business: it’s HARD, but it gets easier over time. Because you’re not broke anymore. —even if, of course, new problems will arise— or, because you’ve learned the legal and financial hurdles, and the mechanics.

[16:42.2]
Because you’ve built a network. Because you’ve hired and fired. And so on, and so on. You’ve acquired a lot of skills along the way. Well, it’s the same with Networking. You probably won’t be great at it at the beginning, and that’s fine. Train that muscle.

[16:57.9]
We’ve already covered that. Work your way up. Start with low stakes, low pressure situations, and build from there. NEXT: Talking about “low stakes” and “low pressure,” let’s be brutally real here for a second before we move on.

[17:18.2]
Most people have UNREALISTIC short-term goals and ambitions when it comes to networking. They try to skip the natural progression, and they want to network… way outside of their league, way too quickly.

[17:33.5]
They’re not just reaching for the next Circles of Influence, they’re trying to jump 30 circles ahead. That’s not ambition, that’s delusion. Networking, as in all things in life, is an EXCHANGE OF VALUE.

[17:52.7]
Same with sales, same with marketing. It’s an EXCHANGE OF VALUE. So, If you have NOTHING interesting to offer, if you bring nothing to the table: No expertise, no valuable insights, that you are not a “great entertainer” —because that’s also something you can bring to the table— Well, FIRST make sure that you have something interesting to offer.

[18:17.4]
And I’d say, UNTIL THEN, DON’T talk to others. Really! I mean, ask yourself this question: Imagine you’re either already successful in your business, or project yourself as someone successful in business.

[18:32.6]
Imagine if someone came up to you and said, “Help me with my business… Please!” Just like that… Without offering anything in return. Would you say YES? I don’t think so. So, why would you make that kind of offer to someone else?

[18:50.4]
That’s pure selfishness. And I know I’m being hard here, but… it’s for your own good. IF, of course, you’re currently in that situation. But I get it all the time. My DMs are flooded with people just asking, “Help me, please.” So I make FREE content, I make videos like this.

[19:10.5]
But on an INDIVIDUAL level, I have NO time for that. There is no EXCHANGE of value. So, why would someone influential, someone way ahead of you, waste their time with you? And I’m not saying this to be a jerk, or to be unpleasant, or to say that I am 1.000 times better.

[19:31.2]
But life is not a fairy tale. It doesn’t matter how smart you think you are —and even if you are— It’s NOT enough. 99% of the time, people want something in return. They want mutual benefits, access to valuable information, to opportunities, to connections, maybe even just to entertainment.

[19:52.9]
So always ask yourself first: “I need this person to get X [whatever] I need this person to get whatever. What can I offer in RETURN to make them want to help me?” And just by thinking that way up front, I’ll tell you, you’re already in the top 10% of people who know how to network.

[20:17.4]
It’s a question NO ONE asks themselves. They always think about themselves. I want THIS, now I’m gonna try to get it. No, no. If I want that person, very specifically, to help me get THIS very specific outcome, WHAT do I have to offer in exchange? But if you have no experience, no knowledge, nothing to share, then CREATE IT.

[20:37.9]
First, build experiences. And if you are young, just go around the world for a year, try crazy stuff, take risks, earn trust, deliver value. And then, one circle at a time, you move up.

[20:54.2]
But trying to “quantum jump” your way into Elite Circles, or just ones that’re too far away from where you’re right now, or what you have to offer, it’s unrealistic. And some will say, “Fake it until you make it.” And… it works, okay?

[21:14.4]
But within certain limits. You have to be real about: WHO you are right now, WHERE you are right now, and what you actually have to offer. Life is not a Hollywood movie. You don’t network yourself up by forcing yourself into rooms you don’t belong in.

[21:33.7]
You build your way this there. And sure, it will work for some, but it’s an exception, not a rule. So, it doesn’t matter who or where you are. If you’re just starting out or advanced, there will always be Circles that’re out of your reach, right now.

[21:53.9]
That doesn’t mean that they’ll still be in 6 months or 2 years, but only if you put in the work. And I know that people hate hearing this, but it’s the brutal truth. Do the work, build the value. Become someone worth knowing.

[22:10.2]
All right, now that we’ve covered THE BASICS, Let’s talk about a few Mindset Foundations. And, related to those MINDSET foundations: PHYSICAL foundations. And when I say PHYSICAL foundations, of course, I’m gonna skip the obvious stuff, like have a good hygiene, and all of that.

[22:33.5]
I assume that your parents handled that correctly. Now, the reason we talk about Mindset & Physical Foundations is because they go together. You know, “A strong body in a strong mind,” and all of that.

[22:50.2]
That’s the first reason. But the second reason is that if you don’t have the right Mental Framework, you won’t get far. And people hate this also. How you present yourself matters.

[23:06.4]
Some will say, “It SHOULDN’T have to!” maybe, BUT how you present yourself matters. Your energy, your posture, your presence. Are you strong? Do you carry yourself with authority? Do you look like someone who commands attention, or someone who just blends into the background?

[23:26.2]
This all has an influence on the leverage that you get in Networking. And your Mind and Body, they’re your FOUNDATION, and you need to build both. Because Networking isn’t just about who you know, it’s also about who wants to know you.

[23:47.5]
So first of all, this is more of a hack, but have a PHYSICAL PRESENCE. There is something deeply evolutionary about how people respond to strength. And life is unfair, some people are born and they’re 2 meters tall [6’5″], and others are 1m50, or 1m60 [6’3″].

[24:11.2]
—I don’t know what that makes in inches and feet, but I’ll convert it anyway— So, life isn’t fair. But, there is something deeply evolutionary about how people respond to strength. When they see you as STRONG, they’ll naturally respect you more, and trust you more.

[24:27.9]
There are things you cannot change, but there are things that you can do. Number one: Go to the gym, or train yourself at home. Watch your food. And I’m not talking about crazy diets, or becoming a bodybuilder.

[24:44.1]
You can build a strong body with just 10 minutes a day, and a decent diet. So obviously, I’m not gonna share a complete workout plan here. —I’m not the best teacher for that— but trust me, it works! I’ve personally seen the difference.

[25:01.4]
And I’m not saying that I’m Hulk, or whatever, you don’t have to be. But I’ve been… FAT, and today I’m FIT. And for my size, I look relatively strong. And it definitely changes how people perceive you.

[25:18.8]
You can call it “unfair,” that’s just the way it is. Maybe even more important than the way PEOPLE perceive you, it definitely changes how you perceive yourself. You feel stronger, you have more mental and physical energy, and you’re also more confident when you’re not trying to…

[25:42.7]
hide a roll of fat. Let’s call things the way they’re. Will this change everything? Of course not. And I know there’s always someone to say, like, “I know a guy… Super oversized, super successful.

[25:57.9]
He commands respect” Sure! There are people like that. You can be successful without being big and strong. But what I’m telling you is that building PHYSICAL PRESENCE makes your word more valuable. It gives it more weight, and it shows some level of commitment.

[26:17.1]
But think about it this way: Even if it only helps by 10%, that’s a lot. That 10%, that could be the difference between small and big money. If money is what you’re after.

[26:32.7]
Percentages, they compound, they don’t add up. Every percentage point that you gain somewhere will speed up your process. It will magnify your results. So, not only is it good for your health. It’s a good hack, and it will speed up your results.

[26:48.6]
Number two: In the Mindset & Physical Foundation is CONFIDENCE. People like confidence. When it comes to Networking, always ASSUME that they actually WANT you to be extremely confident.

[27:07.0]
Now, I didn’t say, “They want you to be a bullsh*tter,” or “They want you to be cocky.” That doesn’t work. And ironically, it often comes off as NOT confident. But you need to build that strong confidence.

[27:22.7]
And I know that the world is constantly trying to tell you the opposite, or you have been raised that way. But it’s wrong. Just look around you. Successful people are confident.

[27:37.7]
Always. And I repeat it: The people you’re gonna successfully network with, they WANT, and they EXPECT that confidence from you. Remember that Networking, at its core, is an EXCHANGE OF VALUE.

[27:55.3]
So again, think about it. These people, they might go in business with you, they might introduce you to someone that they know —I’m gonna get back to that later on— Or you might introduce them to someone. They may invest in your project, they may trust you with their money, WHATEVER.

[28:14.5]
What kind of person do you think they want to give that money to? Or stick their neck out for? What kind of person do you think they want to introduce to someone that they know? Or step into business with? A CONFIDENT PERSON, not a loser.

[28:30.0]
And I’m not saying this to be condescending, but let’s not sugarcoat it… Secretly, EVERYBODY loves a winner. They want to give their money, their trust, their friendship to the BEST. Because they know that the best are more likely to DELIVER.

[28:47.9]
Hate it, Love it. It’s true. So again, don’t be a bullsh*tter. Just be smooth. More “James Bond” style. But as far as Networking is concerned, or business in general, don’t come in complaining.

[29:06.2]
Like, “Oh, times are hard!” or NEVER admit that you’re struggling —even if you are— In business, in networking, in life in general, the idea that “Show vulnerability and the world will reward you” It’s ridiculous!

[29:22.1]
It’s a crazy fairy tale. And sure, again, there will always be someone to point to the exception. But what I’m doing is, I’m pointing to the RULE. Confidence is key. So things like, “We’ve been struggling for 2 years now, but… you know, that means that we really value each customer…” Or, “I’m ready to work hard for ANY opportunity, please!” That DOESN’T make people want to buy…

[29:53.6]
Or buy into you. I’m gonna be blunt again, but: NO ONE TRUSTS A LOSER. With all respect to “losers.” We all lose at times. You need to lose to win. —hopefully you lose less than you win, but still.

[30:09.6]
Don’t forget the basics: People want to gain something from the exchange. They don’t want to “lift you up” or “reboost your confidence” because you really seem like someone who DESERVES it. Don’t buy into this.

[30:26.5]
From others or from yourself. Don’t get in that fairy tale. And I know that I’m gonna exaggerate a bit, but you need to come along and convey the impression or the idea of, “My business is fantastic.

[30:42.3]
We make so much money, we have so many clients, we are great! You WANT to work with us.” And even if you don’t have a business, I think you just get the gist. Be a little bit more like Donald Trump. Again, no bullsh*tting and cockiness.

[31:00.6]
But genuinely, you have to come across as a winner, because people are far more likely to trust you. And I’m gonna repeat it: Maybe it’s “not fair,” but that’sthe way life works.

[31:15.8]
So, do anything to build that confidence. There again, PHYSICAL PRESENCE helps with that. Now next, still in the Mindset & Physical Foundations: STRESS RESISTANCE.

[31:34.9]
Or stress tolerance, at least. You need to learn to… Care about things mentally, but not emotionally. How successful you’re at anything, basically, is directly correlated to how much stress you can handle.

[31:56.8]
And building a network IS stressful. Not especially the anxiety-inducing kind of stress. —although for some people it will be, especially at the beginning— But it’s work on top of work. It’s not a one-off thing —and I’ll get back to that— You will face rejection in the beginning.

[32:16.8]
Things will go slower than you initially expected —because all things in life always go slower than you initially expected. You might attend events and get home late. I mean, it’s a whole constellation of elements that will ADD stress on top of all the stress that you already have.

[32:34.6]
When it comes to Networking, just like most things in life, the number one reason why most people aren’t successful, it’s because they cannot tolerate stress. And because they’re lazy. I’m really gonna make a lot of friends with this video…

[32:53.1]
But it’s true. And let me be clear, I’m not saying “I am above this!” Okay? I’m most people too. I fall prey to the same things. “I’m tired” “I’m scared” (We don’t admit that one easily) “I don’t know what to do next” “I cannot handle more things.” And it may be true, but so what?

[33:22.5]
Most things you want in life, they happen OUTSIDE of your Comfort Zone. And what keeps you INSIDE that Comfort Zone, is lack of stress resistance. You need to learn how to build up that stress resistance.

[33:42.0]
So, those are the very basics. I have a lot of things to add to this, but before we get into all of that, Let me start by sharing what I believe to be the biggest overall mistakes to avoid.

[33:59.8]
Because Networking is… A double-edged sword. It can OPEN doors for you, but it can also CLOSE them. And some of the things that I’m about to mention, I might circle back to it later on, but in another form.

[34:16.1]
For now, I’m gonna share with you the top mistakes when it comes to Networking. What’s the NUMBER ONE mistake? And I see it all the time. It’s people networking ONLY when they need it, or when they need something.

[34:34.2]
That’s like… Only exercising when you’re already way too fat. And then, once you gain a normal weight again, you stop. Networking, if you wann be successful at this, if you want to grow your Circles of Influence, it should be part of a consistent —and because you want it to be consistent— part of a “sustainable routine.” So, the things that you DON’T do: Don’t just only reach out to people when you need a referral.

[35:02.1]
Or wait until you’re out of a job to start building connections, or reconnecting with people that you know. Don’t reach out only when you need investors or clients—if you are a business owner. Or even reach out to potential mentors —which I strongly recommend and encourage by the way— only when you’re struggling.

[35:25.4]
It’s WRONG. It’s dead wrong. Because remember what we said, the EXCHANGE OF VALUE. Most of the time, what happens when you reach out “last minute,” is that yo’ll have nothing to offer. Because, ONE: You maybe don’t really know them, or don’t really know them anymore —where they’re at.

[35:44.8]
Because your timing is way too narrow, you don’t have the TIME to build up the VALUE that you NEED to get what you want in exchange. That’s one. That’s the first reason why it’s wrong. Two: People can feel it when you’re needy. We can smell that.

[36:00.3]
Just think about it. When someone is needy and comes to you. You FEEL it. And remember, no one trusts losers. And when you come off as needy, you come off as a loser. Think about it: Would you personally be willing to risk your reputation by referring a loser?

[36:23.0]
Or giving your money to a loser? No! You would not. And because of these factors: The lack of value, the bad timing, the neediness. Most of the time it WON’T work. If you reach out only when you need something, you will not get what you need.

[36:42.2]
And because you will not get what you need, you will just reinforce that idea that “Bah, networking doesn’t work!” “It’s for the naturals!” And so you won’t network anymore. You’ll stop. You need to REGULARLY engage with your network and build relationships BEFORE you need them.

[37:00.4]
—I’ll get back to my system for doing just that at the end of the video— But that’s the number one mistake. That was number one. The SECOND biggest mistake is to take someone’s advice and disappear. To never follow-up on the advice you were given, or the referral, or whatever.

[37:19.7]
And let me tell you, this should maybe have been the “number one” mistake, but still, I’ll stand with my number two. Never… CLOSING THE FEEDBACK LOOP is the best way to burn bridges, and come across as an unreliable, disrespectful person.

[37:38.7]
Even if you didn’t mean to, even if you were “too busy.” Do you really think that they’ll be eager to help you NEXT time? Of course not. It’s obvious. That’s the first problem. But the second, by doing that, you’re missing out on a huge opportunity.

[37:58.3]
Because closing the feedback loop on the advice that you’re given, or a referral that you’ve received, that maximizes your odds of a positive outcome. It maximizes the potential success rate of any advice that you get.

[38:15.0]
And it keeps… the flywheel of “relationship building” into motion. Which is what you want. Relationships are built over time. You need to keep that flywheel in motion. Now, why do I say that “it maximizes the odds of a positive outcome?” Let me give you an example of what I mean.

[38:34.8]
Let’s say you meet this extremely interesting GIRL —let’s say girl, to be inclusive. Like, I don’t know, a marketing genius, an absolute goddess of marketing, or whatever. And you have a dinner with that person —or whatever can be a dinner or elsewhere— and she gives you some killer advice for your business.

[38:59.1]
Or building your Personal Brand, or it doesn’t matter. What do you do next? Think about it. What do you do next? Well, let me tell you what you should be doing. You take that advice and you apply it as fast as you possibly can, try it out as fast as you can.

[39:17.3]
And it’s key here, SPEED is key. You take the advice, you try it out. Why would you be doing that? Because putting someone else’s advice into action, it almost always creates a WIN-WIN situation for you. You either WIN, or you either WIN…

[39:35.0]
IF you close the feedback loop. Why do I say that? It’s a WIN-WIN situation for you. Because in Scenario #1: If you apply the advice and it WORKS, you can go back to that person and say, “Hey, you gave me this tip.

[39:53.5]
I tried it, and it worked. Thanks!” What is that person gonna think? First of all, the advice WORKED. So, you’ve gained something already. But that person is gonna think, “Finally! Someone who actually listens and follows through!” And so, it’s a good “ego stroke.” —I’ll get back to “ego stroke” later on— But first scenario: You put it into action, it works.

[40:16.8]
You’ve gained something, AND you’re gonna reinforce that person’s ego. Scenario number one. Now, scenario #2: Let’s say you apply the advice, and it DOESN’T work. Well, you can go back to that person and say, “Hey, you know what?

[40:31.9]
I tried your thing, I did this, I did that. But it didn’t work. What did I do wrong?” And at that point, unless you’re a complete and obvious moron, that person is invested.

[40:48.9]
The goddess among men gave you advice, and it didn’t work. Now, her EGO is on the line. And he or she, or that person is usually gonna drop “everything” —Okay, I’m exaggerating— To help you figure it out.

[41:04.1]
And they’re gonna invest way more time and energy than they rationally should to make sure you succeed. This happened to me so many times. From both ends of the spectrum: When I’ve closed the feedback loop, and asked for help.

[41:19.3]
I’ve seen people invest crazy a amount of time helping me make it work when they shouldn’t have. But they did because I closed the feedback loop. Or, and even if I know the trick, when I’ve given advice and people closed the feedback loop on me —which by the way, is very rare— but irrational amounts of FREE time and energy GIVEN, and of course, received.

[41:44.2]
And so just like that, because you close that feedback loop, you’ve got someone in your corner ready to help you solve your problem. The conclusion is simple, right? Take action on people’s advice, on their referrals, on the insights that they’ve shared with you, and circle back to share your progress.

[42:06.4]
You show them that their time and their advice matters. And that’s also why I tell you, do it fast. Because if you meet someone, and that person gives you advice, and then you are no longer in touch with that person, and a year later you circle back and say, “You know, I tried this and that” That person will probably not even remember you.

[42:26.5]
Speed is at the essence. Also, when people get the feedback loop closed on them, and they KNOW that you’re gonna act and implement it FAST… Well, they’re much more willing to invest their time. Number THREE: Next big mistake that people make.

[42:44.9]
—I just had an helicopter fly over my terrace, so not only perks to working outside— Anyway, THREE. The third, next big mistake is: People thinking that they need to DOMINATE the conversation with their OWN achievements.

[43:03.0]
And you’ll see it all the time. They think that they somehow have to impress the other person. To prove their value, or to prove your value. And sure, of course, you need to establish your value.

[43:18.6]
But don’t rush things, and definitely, don’t make it all about YOU. And what I’m about to say may sound counterintuitive, but the best way to truly impress someone is to make it about THEM.

[43:36.8]
And I’m not saying this in the traditional coaching BS sense. But take the time to learn about their world, listen carefully, and find ways —that’s the key— to connect their universe with your expertise, or network, instead of just going about and firing random shots.

[43:57.5]
And for that, if you wanna be able to do that, and make the right connections, you need to shut up and listen. And of course, ask THOUGHTFUL questions to elicit the right answers. —and we’ll get back to that— But practice what is called Active Listening.

[44:14.9]
Aim for something like 30% talking, 70% listening. And I know that it sounds cliché, but that’s how you build REAL connections. More on that later on. While we’re on the topic of “Shut Up & Listen” I cannot stress enough how critical this is, especially when you’re around people who make REAL money, or have impressive businesses, or maybe even more generally speaking, when you’re around people that are miles ahead of you in ANY area you’re trying to grow in.

[44:56.9]
These are the moments to ABSORB, not dominate. That’s how you grow. That’s how you learn. That’s how you get better at anything. And maybe you’ll even pick up a few cool stories, or insights along the way. Things that you can later use, and leverage in your own networking, further down the line.

[45:17.0]
So, when you are around these type of people: Say enough to convince them to talk, then shut up and learn. Talking about yourself and your business is a waste of time. You know your business, right?

[45:33.1]
Unless you ask for feedback, of course, which is something else. But you know your business, DON’T talk about it. And I’d say that a corollary to that is: There is NOBODY you cannot learn from. You can learn things from anybody that understands anything.

[45:50.6]
This is important. There’s NOBODY you cannot learn from. Even if you believe, “Oh, that person is below me” or whatever. There is NOBODY that you cannot learn from. This should be a foundational mindset. FOUR: Next big mistake, and it is 100% related to that one.

[46:07.6]
Don’t forget to ADD VALUE. It’s not just about the great questions you ask. This is step number one. But it’s about what you do with the answers that you get. So, you learn about their goals, their vision, their dreams, their challenges, their problems.

[46:25.0]
—the traditional stuff— what they would do if they could “wave a magic wand.” And then, you actively look for ways to help them succeed. And it could be on the spot, it can be something that you think about later on.

[46:40.3]
It can be: Sharing advice, making an introduction, offering a resource, a link to a video, etc. Show them that you are invested in their success. It’s an EXCHANGE of value. And even “good intentions,” if they’re targeted will, be rewarded.

[47:00.4]
FIVE: Another big mistake, is to let valuable connections fade away. And again I’ll get back to that. But it’s a huge mistake. You need to create a simple system, and make it a habit to TRACK your check-ins, and send quick personal notes about their achievements, or share a resource you think they’d find useful, or just to stay in touch.

[47:26.5]
It doesn’t have to be complicated, it just has to be thoughtful. The key to successful networking, it isn’t just about MAKING connections, it’s about keeping these connections ALIVE. SIXTH: Which is the last, but definitely not the least of the big mistakes.

[47:45.6]
It’s ignoring ONLINE networking. —or you could also say OFFLINE networking— but online networking? We’re in 2025. So, I’ll get back to that as well. But don’t treat LinkedIn like a resume database.

[48:01.9]
Share valuable content, engage meaningfully —by commenting on posts, or add real value on these posts— at least 5 per day. But celebrate their milestones, send them personalized DMs when you spot something relevant, whatever.

[48:17.7]
Again, I’ll get back to that. But don’t ignore online networking. All right, now that we have covered THE BASICS, let’s dive into the more advanced stuff. Let’s really get into the psychology and the unspoken rules of networking and strategic relationship building.

[48:39.6]
And I know that here again, some people will disagree with me, some will be offended. I mean, that’s life, right? Let’s get into it. And the FIRST RULE, which sounds pretty simple but is important, “You don’t know who I know” And of course, the corollary, “I don’t know who YOU know” What do I mean by that?

[49:07.1]
By “You don’t know who I know,” and “I don’t know who YOU know.” Most people, they don’t “openly advertise” WHO they know. Or they usually don’t brag about it. And if they DO, because we all know Uncle Joe or whatever, who does that.

[49:23.8]
If they DO, unless they have proven credentials, it’s usually a HUGE RED FLAG for time wasters, or even liars or pathological liars. So usually, if they don’t know you really well, people don’t advertise who they know.

[49:43.2]
They’re often low-key or even secretive about their connections. You never really know who someone might be able to introduce you to, or what doors they could open. In fact, your strongest opportunities, they often come from your WEAKEST connection.

[50:01.8]
And this is pretty well documented. It’s not something that I made up. I think there is research on that… How was it called? “The Strength of Weak Ties,” and many other. I think that’s it. I forgot the name from the author. But, it shows that it’s often the people you BARELY know —like acquaintances, or ex-colleagues, or distant relatives— who open the most unexpected doors.

[50:26.3]
So whether it’s jobs, deals, funding, new opportunities, these “weak ties” are often far more valuable than your closest friends. And one of the main reasons for that, is that they introduce NEW, unexpected information into your world.

[50:45.6]
Your best friend and your mom, they know you, and they know what you know, usually. But if you think about an ex-coworker from 5 years ago, they’re in a whole different orbit now, in a different world.

[51:02.1]
So they introduce UNEXPECTED information. The people you’re the closest to are also the people you have the biggest life overlap with. So that’s the reason. But anyway, regardless of the reason, what should you do with all this?

[51:18.9]
I’m gonna split that into two different dimensions. And on the “You don’t know who I know” side, let me give you a few random hacks. And the first hack is: Instead of “name-dropping,” which, please, DON’T do that.

[51:37.7]
It’s the worst. It doesn’t make you look bright or smart. Don’t name drop. So, instead of “name-dropping,” you can USE PROXIES, you can say something like, “Oh, a friend of mine, who works in [whatever industry], was just talking about XYZ.” When you do that, it’s subtle.

[51:57.3]
And it makes people naturally assume that you’ve that high-value connection without you having to force it, or name drop, or whatever. That’s the first hack. Second hack is: Whenever possible, create Social Proof Loops.

[52:14.3]
If you meet a high-value person, try to introduce that person to someone in your network who could be valuable to them. Without expecting anything in return. That’s a powerful way to build trust. But when you do that, now BOTH —someone from your network, and that new high-value connection— they’ll see you as a CONNECTOR.

[52:37.6]
That’ll raise your perceived value. And probably the nice bonus to that is if they hit it off, they’ll talk about you when you’re NOT there. Your influence grows without you doing anything. Another one, and I’ve said it already, but have a SYSTEM to track and reach out to your old valuable connections.

[53:01.0]
Just even with a simple check-in, something like, “Hey, btw, I just saw this” or “stumbled into that person, and it reminded me of you. How’s life?” No ask, no agenda. Just a genuine way to rekindle a weak tie.

[53:19.3]
And you would be surprised how often those little check-ins can really lead to something cool. And of course, I mean those are little hacks that you need to integrate as part of your mindset and routine.

[53:36.9]
That was on the “You don’t know who I know” side. Now, on the “I don’t know who YOU know” side, again, you never know who’s hiding behind someone. With high-level people, it’s obvious that they’ve got a high-level network behind the scenes.

[53:54.6]
You still don’t know exactly who, but it’s obvious. But it’s not ONLY about those high-level people. The guy at the gym —we’ve been talking about hitting the gym— Well, one good reason for hitting the gym is the guy at the gym might be best friends with…

[54:12.8]
a top investor that you need. Or, the new intern in your company might be the cousin of a unicorn founder that you desperately tried to pitch. ALWAYS STAY CURIOUS. Train your engagement muscle.

[54:29.9]
Always try to genuinely engage with people. Anyone, everywhere, and all the time. At the store, at the gym, at the bus stop. Remember: There’s NOBODY you cannot learn from. If that’s part of your mindset, you’re gonna see how many doors it’s going to open for you.

[54:46.6]
And by learning to, or training yourself to connect with everyone, by being genuinely nice, and taking real interest in people —especially those people who might not get that much attention because they’re medium or “low-value,” without being disrespectful— But by doing that, what you’ll do is ONE: You’ll train your muscle in low-pressure situations.

[55:15.6]
TWO: By training that muscle, you’ll become “a natural.” And THREE: Sometimes, the most unexpected connections lead to the biggest opportunities. And of course, it’s not gonna be ALL the time, but you only need ONCE, right?

[55:35.5]
Who was Bill Gates’ associate? Steve Ballmer. I think something like that. He basically did nothing great for the company. He’s still one of the richest people on earth because he happened to share a dorm with Bill Gates.

[55:51.5]
—I think that’s the story. Let’s double check it— But again, regardless of that story or not, sometimes the most unexpected connections lead to the biggest opportunities. You only need for it to happen ONCE. TWO: The second rule of Networking and Deep Psychology that you need to understand is that: When people have a connection that is important, they don’t want to GIVE that away.

[56:20.8]
Even if someone tells you who they know —we’re already one step further in the relationship— but they’ll be very… GUARDING of that relationship. If it’s an important relationship. And you might say, “WHY?” But honestly, think about it.

[56:36.9]
It completely makes sense. And there are several reasons. But number one is because they’re AFRAID of getting side-tracked, or worse CUT OUT. It’s something deeply rooted inside us. But if I introduce someone high-value to someone new that I think is cool, I might be cut out or side-tracked.

[56:59.8]
That’s one. But another one, that’s also the reality. It’s because people are usually petty and jealous. And of course, everyone loves to say, “Oh, but I’m not like that!” No one is ever like that. And you know, maybe YOU’re the exception.

[57:17.7]
But as a general rule, if I know that introducing you to someone I know is gonna improve your life, what’s my motivation to do that? What’s in it for me?

[57:33.3]
If you two become best buddies, what have I won in that transaction? What have I gained? Especially as I said, if there is a chance that I might get cut out of the equation. And maybe it’s “not fair,” maybe it “shouldn’t” be that way, MAYBE.

[57:49.7]
But it’s human nature. That’s just how people are. Understanding this dynamic is absolutely key if you want to navigate networking effectively. What do we LEARN from this?

[58:05.6]
What’s the playbook from here on? IF people are deeply wired to care about themselves first, it’s human nature. You need to ALIGN your approach with their interests, with their goals, with their needs.

[58:22.9]
And even better, because you’re playing the LONG game. DON’T ASK for introductions. Create LEVERAGE first. Most people won’t share valuable connections without some clear self-interest anyway.

[58:41.2]
Instead of asking for access to someone’s network, SHOW them, demonstrate How connecting you benefits THEM. Okay? And there is way more strategy that goes into effective networking than people imagine.

[58:59.6]
As with anything worth pursuing, it’s HARD. So, I don’t know: For SPECIFIC value they cannot provide themselves, or position yourself as someone who makes them look good by ASSOCIATION.

[59:18.0]
And that’s very strong. How many people do you know like to sometimes associate themselves with the accomplishments of someone else? That’s one way, if you want to create that leverage, find ways to make them look good by association. And the cold-harsh truth is that: Meaningful connections are rarely handed out for FREE.

[59:39.0]
They are EARNED, through what I call that Strategic Positioning —that leveraging— OR they’re EXCHANGED, as a currency. THIRD RULE: Or Deep Psychological Pattern, which builds upon the previous one, and ties directly into WHY people don’t hand over their important connections just like that.

[60:05.5]
One of the reasons is: Because it’s IMPOSSIBLE to refer someone without also referring your reputation. Think about that. It’s impossible to refer someone without also referring your reputation.

[60:25.1]
Every introduction that someone makes comes with their name and their credibility attached. And that’s a big deal. In other words, if you f*ck up, that reflects on THEM. It directly impacts their reputation.

[60:43.5]
And sure, IF you succeed, the person who recommended you BENEFITS. Their reputation is reinforced. But if you fail, they take a hit. When people recommend you, they put their reputation, their credibility, their trust on the line.

[61:02.2]
And those things, they’re usually built over time, but understand that it’s way faster and easier to LOSE them. To lose that trust and that reputation, than it is to EARN that trust and reputation.

[61:19.4]
So… They need a MOTIVATOR to do that. If you want them to put their reputation on the line, they’ll need a motivator to do that. The good old Risk-Reward, Upside-Downside, and that’s probably the number one HACK.

[61:39.9]
And yes, of course, it’s about VALUE. But more than value, the entire Networking game ultimately comes down to MOTIVATORS. I think that the biggest mistake people make is: Trying to convince others to refer them without giving them a GOOD reason to do so.

[62:01.6]
Without motivating anybody, ever. All right, now that we have established this. —and I hope that you agree with me— Let’s talk about those MOTIVATORS. And I think that if you really boil it down, there’re basically only 3 MOTIVATORS that’ll get someone to refer you.

[62:23.6]
If someone is gonna recommend you, they’re making a conscious decision to take one of their relationships, something that they’ve built and that they value, and SHARE that relationship with you.

[62:39.4]
So, what are the 3 Universal Motivators? Number one: And I think you may guess it, MONEY. And no, I’m not talking about bribery. Although, let’s be real, it’s a universal constant that has worked tremendously well for many—that bribery.

[62:59.5]
But hey, I will leave the level of shadiness you’re comfortable with and that you want in your life, that’s up to your judgment. I’ll leave it up to your judgment. But when I talk about MONEY as a motivator, it’s more about your ability to generate money for others, to CONNECT them with money.

[63:21.9]
So this could be, I don’t know: The network that’s behind you, the people behind you, the introductions that you can make that could lead them to money. It could be collaborations, partnerships, just opportunities. Investment opportunities that you bring on the table.

[63:38.7]
Can also be your track record: the investments that you’ve turned into profits, or the startups or businesses that you’ve built into “money making machines” or creating value in some other way.

[63:55.5]
I think you get the idea, but it’s NOT just about DIRECT money. It’s more about your ability to connect them to money. To opportunities, to resources that lead to money, to financial growth.

[64:11.3]
And that’s a HUGE motivator. Even when you’re talking to wealthy people… They never have enough money. Now, let me add something important here. I think that money is a tricky one because if you’re starting out, or not yet in a position to connect them with money —it is a powerful lever, but it’s also one that will have to come later.

[64:39.2]
It’ll have to come as you network your way up, as you grow your ability to create or connect opportunities. So this motivator, MONEY, becomes more accessible over time.

[64:54.5]
It’s a long game. Now, what are some practical, no-BS hacks when it comes to MONEY as a motivator? Number one: Become a DEAL FACILITATOR.

[65:13.3]
Find ways —the perks of being outside— Find ways to position yourself as the “missing link” between two profitable… opportunities. Find, for example, two businesses, or two people that SHOULD be working together, but are NOT.

[65:34.7]
Map out how they would COMPLEMENT each other, and you show them. You articulate clearly how connecting them creates money. That’s the first one, it’s being that DEAL FACILITATOR. Another one is: Become a PROVIDER OF INTEL.

[65:53.7]
I’m not, again, saying “insider trading.” You’re the judge of the level of shadiness you invite in your life. But… This one gets you in prison, by the way. But what I mean is, become and position yourself as a valuable resource.

[66:11.6]
Someone who’s sharp, someone who spots emerging trends, emerging opportunities, untapped potential. Learn to connect things in a way no one else sees. And I came with the concept of OMNOLOGY, or becoming an “Omnologist” in another video.

[66:30.5]
So I’m not gonna expand on that right now. But when people see you as someone sharp, they’ll keep coming for more. And you’ll INDUCE RECIPROCITY, or they’ll introduce you to others to look good BY ASSOCIATION —remember that one.

[66:49.2]
And sure, it takes work. Becoming a PROVIDER OF INTEL, there’re certainly no shortcuts with that one. But I think that becoming sharp, or sharper, should be a nice motivator for you in-and-out of itself.

[67:06.8]
and talking about MONEY, let me add something critical. And that’s so often misunderstood… I think it’s the number one beginner’s mistake. It’s the surest way to scream, “Hey, look, I’m a rookie!” And it’s BUSINESS IDEAS.

[67:27.3]
You may THINK that they’re great. Let me tell you this: IDEAS are really NOT that sexy to people. And I know that when you’re starting out, it’s easy to equate “business ideas” with the concept of “money” or “making money.” But they’re NOT the same thing.

[67:47.8]
Now, whether you’re a beginner or not, I think that the biggest mistake we make when we have an IDEA —and I’ve been prone to that so many times— is that we tend to fall in love with them. We tend to fall in love with our ideas.

[68:03.2]
I know, but trust me… The reality is that, unless you have proven that you can actually CONVERT ideas into money, unless you’ve demonstrated that you can EXECUTE and make things happen, no one really gives a f*ck about business ideas.

[68:26.9]
Ideas are cheap. Execution is everything. And successful people are either too busy with their own ideas, their own businesses to care about your ideas, or they just won’t trust YOU to execute them.

[68:45.9]
So, ideas on their OWN are NOT SEXY. It’s the capacity for action that is. And the ideas that’re really sexy, the ones that ARE: They’re usually or too complicated, or too different to hook someone with your ideas, to even get them to LISTEN, they need to: Know you, trust you, and LIKE you.

[69:14.8]
And that’s already a lot, just to get them to listen. All right, so that was for MONEY as a motivator. And sure, there are other HACKS, but this is not an in-depth course.

[69:31.2]
TWO: If not for MONEY, people will… Another motivator is because THEY REALLY LIKE YOU. That’s one of the reasons they will want to make a connection: Because they REALLY LIKE you. And that’s a skill in itself.

[69:48.5]
Being “highly likable” is a skill, and some are naturals, but it can be learned. A few months ago I released another Masterclass. I think it was a 3-hour Masterclass called: “HexaBrain: the Ultimate Science of Persuasion.” Where I go deep into brain science, influence, persuasion, stuff like that.

[70:11.9]
And yeah, of course, “being likable” falls into that. So I’d say, check it out. “HexaBrain, the Ultimate Science of Persuasion.” But if you don’t go and check it out, let me give you the CRASH COURSE version of “being likable” in a pretty basic way.

[70:33.3]
You BECOME LIKABLE when you “Allow people to talk about THEMSELVES.” You become likable when you “Allow people to talk about themselves.” Now, there is a science to that.

[70:51.9]
It’s not just about asking random stupid questions… That will just annoy them. It’s about making them SEE YOU as someone sharp, as an equal. Or at least someone worth their “precious” time and advice.

[71:11.4]
And that’s a critical nuance. You can get anyone to talk about themselves, but if they don’t see you as worth their time, they will NOT ENJOY IT. It doesn’t have the same flavor to it, so it will not have th same VALUE TO THEM.

[71:30.6]
And that’s the difference between, a “polite obligation,” and a real pleasure. Allow them to talk about themselves in a way that’s enjoyable for them. And EVERYONE loves that. Even the most selfless people.

[71:47.2]
They’ll happily dive into stories about what THEY did for others, of course! In their non-profit… Or how THEY made a difference, in all selflessness, of course. but it’s still about THEM.

[72:02.5]
And they’ll love you for giving them that space. People like themselves. That’s a reality. I like myself. You probably like yourself. Especially successful people, they’ve put in too much work, too much time, too much energy, too much effort in becoming who they are.

[72:24.0]
And so… Even when they’ve NOT put in all that time, and energy, and all of that. They THINK they have. Everyone likes to believe that their success is because of their hard work. They don’t like to hear it’s about luck, or family money or connections, or whatever.

[72:41.7]
So, now: With that in mind, the fact that people are egotistical —and it’s a good thing— And usually, the more successful you are, the more EGO you grow.

[72:57.2]
Some can hide it very well, but the more successful you are, the more positive feedback life gives you about your skills, and abilities, and all of that, the more EGO you grow. It’s natural. You have to STROKE THAT EGO.

[73:13.6]
Now, when I say, “stroke their ego” NUANCE is everything. You’ve got to do it in a way that doesn’t make you look desperate, or that doesn’t embarrass yourself.

[73:30.0]
If you do that in that way, they’ll NOT see you as an “equal” or as someone worth a risk. They’ll not take you seriously. And if they don’t take you seriously, they definitely will not refer you. And number THREE: The last motivator, next to MONEY, and because people LIKE you, people will refer you because IT RAISES THEIR STATUS.

[73:57.3]
And to be clear, this isn’t gonna happen when you’re at the “bottom.” It happens as you climb the ladder, or if you’re already at a certain level. People want to associate with WINNERS. We’ve covered that already. And if referring you makes them look good, then they will.

[74:19.1]
All right, so that’s a lot to take in. There are still quite a few things that I wanna share with you. Before we move on, and before I get back inside —because it’s getting actually quite hot. Let me try to tie it all together.

[74:37.4]
To nutshell everything that I’ve covered so far: EVERYBODY you meet, whether it’s the President of the United States or a waiter, there are a few things that you need to keep in mind.

[74:57.1]
ONE: Introduce yourself. Be confident. Be good with words. Own your body language. Be self-assured. But don’t cross the line: Don’t be arrogant. Be smooth. (TWO) Don’t waste their time.

[75:15.4]
Get to the point. Make it count. Number THREE: Something you should never forget. Important people, people in general, they’re not really interested in you.

[75:30.8]
And I know it’s harsh, it’s a difficult realization. But it’s a very subtle dance, a very fine balance of: Asking them questions —stroking that ego, not in a pathetic way— but also subtly validating yourself.

[75:51.2]
That’s the balance you need to find. Asking the RIGHT questions, and subtly validate yourself. You need to show them you’re worth their time, without overdoing it. And by the way, again, if someone is way out of your league, like He’s the President of the United States and you’re not even the president of your local book club, it’s gonna be VERY HARD to level up.

[76:20.9]
Almost impossible. Keep that in mind. Be realistic about your ambitions and the steps that you will have to take.

[76:34.2]
As with most things in life, you will have to network your way up to the top, step-by-step, building connections, and accumulating value along the way. So for example, if you meet…

[76:49.9]
a top banker, or someone from London’s finance landscape —that’s high up in finance, or private equity. IF you approach them and you say, “Yeah… I’m a millionaire…” —even if it’s true— “I’m a millionaire…

[77:07.4]
and I’ve done this and that” I mean, think about it. That person could be making 1 million per week, okay? Or they are maybe dealing with Billionaires —with a B— on a daily basis. So, do you really think that your approach will catch their interest, let alone actually impress them?

[77:29.2]
Of course it won’t. Now, instead, if you said something like, “I’ve actually been looking for a reliable banking solution for ages! I need to move large sums of money regularly… and quickly….

[77:45.8]
but I’m struggling to get it done! The delays, the hidden fees, the inefficiencies… It’s driving me up the wall! What’s the best banking solution?” Now that’s different. That’s meta-communication.

[78:00.9]
It’s interesting. You’re subtly signaling something. You’re triggering their curiosity. And at the same time, you’re positioning yourself as an INTERESTING EQUAL looking for advice. Okay?

[78:16.2]
Plus, there is a MONEY component in there: You could connect them with MONEY, because you HAVE money. Now they’re thinking, “Let’s talk!” You see the difference? What I did here is I validated myself smoothly, and I stroked that person’s ego by asking a smart question.

[78:38.3]
By recognizing that they’re an expert, that they know something that I don’t know… Although I’m an INTERESTING EQUAL. Always frame your questions with, “I’ve always been interested in…” Or whatever. Show curiosity, respect.

[78:55.5]
And that also positions you as someone eager to learn without coming off as desperate. Because again, we don’t want the desperate, needy people. Maybe something else before we move on and before I get in.

[79:13.7]
But it’s REPUTATION CONTROL. You know the saying, right? “Your reputation precedes you.” And if it doesn’t precede you, and people check you out —and trust me, they WILL! Especially today— Your reputation FOLLOWS you.

[79:31.8]
Your reputation either precedes you, or it follows you. But anyway, REPUTATION CONTROL. That’s why it’s absolutely key. You need to control your reputation. At every level. In your business, in your job, your online presence, even the comments that you leave or that you post on social media, under a news article, etc.

[79:58.2]
EVERYTHING you do leaves a trail. And people are paying attention, more and more. Now, of course, you’re never gonna make 100% of the people happy. That’s just reality, and you have to accept it. But the equation to reputation control is pretty simple.

[80:16.6]
Do more good than bad. Keep the balance in your favor, and usually your reputation will take care of itself. So most people, they’ll not go out of their way to slander you. Unless they’re complete psychopaths.

[80:33.1]
But usually, the only thing that makes people really blow up is being ignored. In your business, if someone emails you, or calls you to complain…

[80:48.6]
Well, that’s actually a GOOD thing. It means that the issue is still with you. It’s still within your control. —again, some kind of strange engine— If they do all of that, the issue is still with you. Don’t let that spiral out of control.

[81:07.1]
Do the clever thing: You pick up your phone and you say, “Hey, I know you have a problem. Let’s work it out and try to find a solution.” And even if they’re being completely unreasonable… A little acknowledgement usually goes a long way. Now, let me get inside before we talk about the more advanced stages of networking.

[81:31.7]
Alright, so here we are back in my lair. This is a typical example of an entrepreneurial journey. This is what happens when your plan meets reality and they clash. I was really convinced that I would record this whole video outside.

[81:51.3]
Obviously I’m not. So, back to networking. We were saying let’s talk about the more advanced stages of networking. This [part] is also an IN BETWEEN. After that, I’ll get to something else. But I think that at this point, it’s important to say that, once you reach a certain level, Networking becomes EXPENSIVE, or more expensive.

[82:16.9]
It’s no longer about just showing up. So the key to the highest-levels of networking, and it’ll happen as you grow your Circles of Influence, is having money. It’s also some kind of a “virtuous circle” —or a vicious circle, some will say— But the more you build a network, the more money you’re supposed to make Maybe not short-term, because as I said, it’s a long-term game.

[82:42.1]
But this should be one of your metrics. It’s the ROI of Networking. Are you ultimately making more money? Or at least getting the things that you want? The key to the highest levels of Networking is having money. And so, let me explain what the “different levels” mean in that statement.

[83:03.8]
Because there is not just one level. LEVEL ONE to this. And I mean, even if you don’t have the money yet, it’s accessible to anyone. And it is: Don’t be impressed by things.

[83:19.1]
The wine, the place, the car, WHATEVER. Remember: You want to engage as an EQUAL. And even if both of you know that you’re not an equal, no one will respect you if you’re losing your mind over their Ferrari.

[83:38.1]
STAY NORMAL. Act as if it’s the usual, just another day. If you end up… In a private jet for the first time in your life: Be completely unimpressed. Like you’ve done it a 1.000 times before.

[83:56.2]
Even if they know you’ve not. But confidence and composure are everything. Don’t be like a child, “Oh my God!” and start to play with all the buttons on your seat, or whatever. That doesn’t work. You may not be able to OUTSPEND them —the higher levels of your network, or your attempted networking engagement— But you can stay COMPOSED.

[84:25.3]
That’s how you earn respect. What do you think they will think of you IF you lose your mind over their stuff? If it’s a potential investor, for example, what will they be thinking? Well, one of the first things they’ll be thinking is, “Mmmh… If I gave my money to this guy, he would probably be more focused on the TOYS it will get him than the actual business…” And that’s not the impression that you want to leave.

[84:56.0]
So. But even if it’s not an investor, it doesn’t matter. Okay? Stay composed. Don’t be impressed by things. That’s level one to money. LEVEL TWO: And it’s counterintuitive…

[85:13.6]
And I’ve had people tell me “It’s nonsense!” But trust me, it’s NOT. I’ve done it firsthand, many times, and it works. What is that level two? If you’re Networking at the highest levels, and if you meet someone more important than you: YOU PAY FOR EVERYTHING.

[85:35.6]
You pay for everything. And it doesn’t matter how expensive the drinks, the food, or whatever is. When they try to pay, and they WILL —it’s a way for them to ascertain their dominance, their power— When they try to pay, you go like, “No, no, please.

[85:52.3]
It’s a pleasure meeting you. It’s on me. It’s on me.” And some will say, “Why would you do that?” Now, of course, when I say “It DOESN’T matter how expensive things are” If they order $10,000 bottles, you have a problem. Try to CONTROL the environment, so that even if it’s expensive, it remains within the realms of what you can afford.

[86:13.4]
But it’s on you. And as I said, it’s NOT about the money. This move, it allows you to level the dominance field, at least smooth it out, to assert yourself as someone confident, capable, and worth their time and respect.

[86:33.4]
Just think about it. If they’re NOT the ones after you —because if they are after you, it’s another dynamic— Of course, don’t pay. But if THEY are not the ones after you, if you stand to gain more than they do, do you really think that they’ll trust you with big sums of money if they have to invite you like a child?

[86:56.0]
Or do you think they’ll connect you with their high-level network, knowing that their connections will have to pay for you and take you around like a little kid? How does that make them look good by association?

[87:12.1]
So again, pay for everything, it’s NOT about saying “I’m your financial equal” Unless you actually are. Then I have another rule. The rule for me is: If you’re financial equals, whoever gets the most value out of that interaction, that person foots the bill.

[87:31.9]
If I’m providing a lot of value, and that someone is learning from me, he foots the bill. That’s my expectation. And if they don’t. I’ll foot the bill. But I also know that they didn’t respect my time. It’s a lack of respect, and I’ll not spend time or be giving free advice out any longer…

[87:48.4]
But that’s something else. Paying for everything is not about saying, “I’m your financial equal” Because unless you are, you are NOT. And they know it, and you both know it. But if you are NOT financial equals, it’s not about pretending you are.

[88:05.8]
It’s a subtle power play, as I said, it’s about showing confidence, respect, and that you’re not intimidated by their status or by their wealth. It’s a move that somehow says, “I’m here to bring value, not just take it.” I’d say that…

[88:22.3]
more importantly, it also ensures that you don’t come across as their lap dog. To put it politely. Because no one respects a lap dog. And trust me, I’ve been in some high spheres, with really people having way more money than you can imagine.

[88:43.1]
And I’ve experienced this firsthand, I’d say 10 years ago, with someone I got along with pretty well. And one day, that person said to me: “Oh, you know what? I’m going to LA [Los Angeles] Just come with me, and fly with me!” At that time, I didn’t really have the money or the budget to spend to just fly to LA, and spend time in LA, and whatever.

[89:06.3]
And so that person said, “It’s okay… I take care of it! No problem.” And so that person booked two tickets, first class, to LA. And we went into the lounge, and all of that… I felt a bit uncomfortable. I didn’t really like that.

[89:21.9]
But also, the thing that happened is… We took that flight, and it was a great flight, and we landed in LA. And I could feel that after a few hours, the RESPECT that person had for me started to decay. That person started to talk to me differently, to treat me differently, and at a certain point made some kind of derogatory comment that I really couldn’t stand.

[89:47.6]
And I was like, “Okay, so now I’m the b*tch! That person pays… I’m the lap dog!” —just to stay polite— Long story short, I said to that person, we were driving in that person’s car —a Bentley— and I said, “You know what?

[90:03.4]
Stop right here, get on the side of the road.” I got out, I took my luggage, I spent three days in LA —a week in LA— and I flew back. And I never spoke to that person anymore in my life.

[90:18.6]
Because I said, “I’m not your lap dog.” Anyway, long story short: No one respects a lap dog. And trust me, if they’ve to pay for everything, and they’re really way outside of your league, and they’ve money, and they’re used to buy everything and everyone… At a certain point in time, that feature, that aspect of their personality WILL surface.

[90:39.9]
Now, LEVEL THREE of “Networking is expensive” It’s the “final boss,” if you’re into video games. But LEVEL THREE is where the game changes completely and that is: HOST EVENTS.

[90:57.8]
Host events, that’s next-level. And yeah, it’s expensive. And some people will say, “Oh, but just use sponsorships if you can.” It’s not the same. It has to be YOUR EVENT, your house party —if your house can handle it— But regardless of the venue, it needs to be a good one.

[91:21.9]
But it must be YOUR NAME, your brand, your control. That’s how you truly level up. Again, it’s a later stage. You don’t want to host and blow a lot of money on a super fancy event to invite people that are not of very high value!

[91:40.2]
Because you’ve got all the intermediate steps for that. But, the easiest way to bring value to people is by putting them in contact. We’ve said that already. Making connections. I also believe that that’s the ultimate level to Networking.

[91:55.5]
It’s INDIRECT more than DIRECT. Well, the steroids version of that is when you do it at scale. And here is the key: You need to do it at scale in a NON-BORING way. It must be entertaining. And if you have SPEAKERS —because it all depends on what kind of event— They shouldn’t be just interesting or polished.

[92:17.8]
They need to be cutting-edge. Real insights, the best people, not pitches in disguise. No fluff, no boring stuff. Without going all Gatsby. But it’s about… creating an EXPERIENCE.

[92:35.5]
Something people WANT to be a part of. Something they will remember and talk about. Maybe not for years, but even if it’s for weeks… That’s how you make an impact. Now of course, SELECTION is important.

[92:50.7]
As I said: Who’s gonna present something? Who’s gonna entertain? Most important of it all: Who is on the GUEST list? Is it high value enough? Are they compatible? Or are they somehow complementary?

[93:07.5]
Or total opposites? Think about the ALCHEMY of the experience. All of that is important. But hosting your own events, that’s the ultimate power move. It’s entertainment, it’s social proof, it’s status.

[93:22.8]
You’re the master of the room, the ultimate connector. You’re the person of high value. Now, don’t forget: Make it about YOU. Not your business. Even if your business pays the bill.

[93:39.8]
People connect with people. Not with brands, not with logos. Keep the focus… Your focus for that event, your thread, personal thread, should always be: Building relationships. Delivering value or entertainment.

[93:56.6]
DON’T PITCH. This is not the place. Don’t pitch. Experience. Value. Now, here’s something else —real quick— Networking…

[94:13.0]
—it’s often overlooked— Networking is about TAKING CHANCES when they come your way. If someone, especially someone high-value, says “Hey, if you’re around New York or London or Bangalore on these dates, we MIGHT meet up” What do you do?

[94:33.6]
Well, I’m gonna tell you what you DON’T do: Don’t start pressuring them for EXACT or guaranteed dates or time slots. That will NOT work. If they’re high value, by definition, they’re very busy.

[94:51.7]
And if THEY don’t insist on locking an exact date… What will you do? What’ll you achieve when you do that? You will KILL the vibe. So instead, just say something like, “Well, I’ll probably be around.” Be chill, let it happen.

[95:09.0]
That’s how you play the game. And of course, around that date, you drop them a short WhatsApp audio, for example. “Hey Jane, remember last time we met, you were saying that you’d be in New York around these dates… Well, good news!

[95:24.7]
I’m in New York right now. Let’s meet.” Now, building on that, remember what I’ve said, and we’re gonna expand on it now: 99% of the time, people want things from you.

[95:41.3]
That’s just how it is. Everyone thinks for themselves. Nobody’s gonna sit there and say, “Oh, yeah! We’re ALL gonna make lots of money with this!” “We’re ALL gonna benefit from this!” No. It’s up to YOU to think MUTUAL BENEFITS; They will not.

[96:02.4]
Your mindset should always be: How can we reap mutual benefits? Don’t expect them to think that way. Or even to “naturally see it.” It’s on YOU to connect the dots. So many people get frustrated, “Oh, you know, I did this and that!” Always think one step ahead.

[96:21.7]
It’s on you, it’s not on them. You can build a plan based on “How things SHOULD be,” or you can build your plan based on “How things ARE.” I go with “How things ARE” And 99% of the time, people want things from you.

[96:37.6]
And if they’ve nothing to give for that, the better. So, if they want something from you, YOU’ll need to figure out WHAT —WHAT is it that you can provide that they want— And what do THEY HAVE?

[96:54.7]
What can they provide that you want? If you’ve that picture in mind and you can connect the dots —it’ll be easier to connect the dots. If you don’t know what it is that YOU want, or what it is that THEY want, you’re shooting at random. So, if they are…

[97:11.5]
How can I say that? If they’re “lower down,” lower status. And again, I say this really without being derogatory. Okay? I’m lower down than many, many, many people I network with. But if THEY are lower down, and you’re the one thinking about MUTUAL BENEFITS, think about ways to flip that in your favor.

[97:34.2]
What can you get out of this relationship? And it can either be NOW or LATER. Always keep the bigger picture in mind. And depending on where you’re and the time frame, and the window… That will define the level of energy, time, effort that you’ll invest in a relationship.

[97:50.5]
But if THEY are lower down, think about how you can flip that in your favor, now or later. —and I will get back to that later— If THEY are HIGHER UP, which is usually where you network, you need to understand that whatever you’ve to offer, they’re probably gonna try to EXPLOIT YOU.

[98:15.4]
At least, to some degree. And that is FINE. A lot of people have this silly, you could say… self-inflated conception that “I DESERVE to be treated as an equal” “I’m super smart, I’m this, I’m that…” Whatever.

[98:37.1]
STOP. You can either camp on your moral high-ground, or you can PROVE your way up. That’s the choice. It’s really First Principles thinking: If you’re currently in a position where people can try to exploit you…

[98:56.8]
Well, that’s because the power balance doesn’t work in your favor. YET. So, take that as a fuel for your ambition, not something to get angry and rage about. Use this anger, if you feel it, because I can understand that you would feel it.

[99:14.8]
But use it to push yourself forward, not to hold yourself back. That kind of rage that I have, or I had, or still have when people try to exploit me to a certain level, I’m thinking like, “Okay, how can I level up? How can I use that to level up as quickly as possible?

[99:32.5]
Or even level up up?” When someone is by all objective metrics HIGHER UP. Your job, your ONLY job, is to prove COMPETENCE and make yourself LIKABLE.

[99:50.2]
BE EXPLOITABLE to a certain degree. Let the initial benefit be in THEIR court. Because once you prove your value, that dynamic –trust me– it can shift quickly.

[100:06.7]
You should never forget that… Maybe that can help you with calming that rage —if you experience that rage— but also UNDERSTAND THEIR PERSPECTIVE. Important people are asked for favors all the time. All the time.

[100:22.7]
They’re being courted all the time. And most of that time, when they’re being courted, or asked a favor, it’s out of INTEREST. Not because of “genuine admiration.” And those people aren’t stupid.

[100:38.9]
They know this. So, what you might see as them trying to “exploit you,” could actually be a FILTER that they use to see who comes through, who’s worth their time, who’s worth their energy, who’s worth their money.

[100:56.3]
Because all of those assets are limited. Your time, your energy especially! Money, may be less limited… But still! Now, of course, some of them may just be very obvious…

[101:13.6]
motherf*ckers trying to exploit you in ways that’re obviously NOT acceptable. You should never discard that theory. You should always remember there are LIMITS. There are limits to the degree to which you can be exploited.

[101:30.8]
Now, how do you define them? And I think I’ve covered that rule already. But maybe quickly. The limits are defined by the fact that you CANNOT, and you can NEVER look desperate or embarrass yourself.

[101:48.6]
So, if what they’re gonna get from you puts you… Or if that what they want, if it puts you in that position where you look desperate, or where you embarrass yourself: RED FLAG. Or again, don’t discard that hypothesis: Maybe it’s anotherTEST on their end.

[102:08.6]
They might just be trying to evaluate how worthy you are. If you have values, if you have limits and the backbone to stand your ground… And some will say, “It’s a very tricky strategy.” Yeah, but the world IS tricky.

[102:24.0]
And the higher you get up in their spheres, the more wolves there are. So, the more they need to adapt and adjust their strategies to face the realities of THEIR world. Of their Circle of Influence, and the NEXT Circles of Influence. So, it could also be a test.

[102:39.0]
And they are trying to evaluate how worthy you are. If they can just crush you, or make you look like a fool, they’re probably not gonna invest their money in you. Because they know you may crumble under pressure, and you’ll not safeguard their money.

[102:55.4]
Right? Trust me, there is way more to high-level networking than what meets the eye. There is way more than what people who know NOTHING about it try to teach you.

[103:12.2]
And that’s also why I made this Masterclass. And I think that this Masterclass may give you a sense of that, or at least I hope so. And I still have A LOT of things to cover. Now, let me tell you because I also want to make it practical and actionable.

[103:31.9]
How do I approach this whole status imbalance, or power imbalance thing? Next to the… We’ve covered what the LIMITS are. But how do you approach that? And I have to say, I’m a bit less confronted to this these days.

[103:48.8]
Compared to earlier in my career, or even a few years back. But still, still. How do you figure out the LEVEL OF VALUE you should offer? Because your time is limited. Right? Especially if you’re trying to build something.

[104:04.8]
You cannot give EVERYONE the same amount of effort. It’s all about prioritizing and being strategic with your time, with your energy, with your effort. The first thing that I do when I come in such a situation where there is a high “power imbalance” or status imbalance in networking, but I have a connection.

[104:25.0]
The first thing I do is: I run it through my MENTAL FILTER. Because it’s really easy to get caught in the emotional aspect of it. “Oh, they’re that important!” Yes. But do they pass my 3 questions filter? And the first is: (1) Are they REALLY above me in status?

[104:46.5]
Okay, they are. Great. Then the next question, because that’s what I said: We often get emotionally caught into this. (2) Are they REALLY useful TO ME, RIGHT NOW? And if NOT, unless it’s a “once in a lifetime” opportunity to impress that person.

[105:05.3]
Focus on your IMMEDIATE priorities. Don’t try to impress someone that MIGHT, EVENTUALLY, help you out 2 years further down the road. Try to nurture that relationship. But don’t invest too much time. Because whatever you’ll deliver RIGHT NOW will be forgotten in 2 years.

[105:23.9]
So there is… Everything you deliver has a lifetime value. And it decreases pretty quickly. Hence, again, be FAST about things. So: (1) Are they really above me in status? Yes. (2) Are they really useful right now? Okay. Question number three is: (3) Even if they ARE useful, HOW MUCH do I stand to gain IF I successfully leverage them?

[105:49.7]
If the answer to THAT question is MUCH – I stand to gain MUCH if I successfully leverage them. AND “YES” to the two before that. Then, if I want to network with somebody who’s way above me: I NEVER, EVER, approach them like just some random person asking for their time.

[106:10.5]
Or like they’re a Hollywood Rock Star, whatever. I think about that person as MY BIGGEST CUSTOMER. That’s the mindset you need to get into. That person is MY BIGGEST CUSTOMER.

[106:26.0]
That one customer that drives 80% of my revenue. That important. And if you’re gonna do some favor or someone a favor, that person… GO ALL-IN. Let me repeat that: Treat them as your biggest customer.

[106:41.5]
And if you’re gonna do that person a favor, GO ALL-IN. You see, what most people do when they’re trying to start some GIVE & TAKE RELATIONSHIP with someone high-value is… They understand the dynamic to a certain point.

[106:59.4]
So, they either get into ass kissing, and a lot of stuff that DOESN’T work —and we’ve covered that already— OR, they understand that “I have to give SOME value.” So, they do A LITTLE BIT for FREE, like, “Here’s a little free value for you” And then, they go like, “Oh, you know… Look, I gave him some value, I showed some goodwill.

[107:21.9]
RIGHT!?” But that doesn’t work. That doesn’t work. They’re not impressed with a little value. What you need to do instead is —or what I do at least is— you REDUCE the number of small favors that don’t move the needle, that don’t serve you, and you GO ALL-IN on the ones that REALLY matter, on the ones that could really get you closer to your objectives.

[107:46.6]
If you actually think the relationship is worth investing in, THEN: Treat it like you’d if you were actually CHARGING them for the work. And deliver THAT LEVEL of value. The reaction that you’re aiming for is something like, “Whoa! You did ALL this?

[108:05.9]
I can’t believe you did all of that… For FREE!” Even if they don’t vocalize it, that’s the reaction you’re aiming for. That’s the moment when you EARN a little space in their crowded brain.

[108:21.0]
That’s how you stand out when you’re technically below them. You provide so much REAL value that they almost feel like they OWE you a favor. A sidetrack to that: You see, we always talk, or many people talk about the “law of Reciprocity.” I do them a favor, and then I trick them in owing me a favor.

[108:46.7]
Which is overused by the way, it used to work. But “reciprocity” in its traditional sense has lost value. But for RECIPROCITY to work with HIGH-LEVEL PEOPLE, there must be REAL VALUE involved.

[109:04.2]
Do that, provide that value and they might reciprocate. And that’s very important for you to realize: They MIGHT reciprocate. Hopefully NOW, or maybe in the future. Or at least they’ll remember you.

[109:19.3]
Or, knowing the level of value that you can deliver, and you’ve proven yourself as someone sharp and trustworthy, and all of that: They’ll also be much more willing to OPEN DOORS for you. Even if they don’t act for you immediately.

[109:34.9]
Remember, it’s impossible to refer someone without putting your reputation on the line. So, by delivering real value, you give them solid ground to feel at peace about recommending you. And honestly, ANYONE can play this game.

[109:54.5]
It doesn’t matter how far ahead someone seems, if you overwhelm them with real value: Watch how fast doors can start opening. You may say, “Yeah, but isn’t that conflicting with what you said at the beginning in trying to quantum jump?” Of course, it is. And it is not.

[110:15.1]
It all depends. Sometimes you reach… It’s more like an exponential. Or a LOGARITHMIC relationship. Sometimes you reach a certain level where even if people are way farther down the line, you can build enough leverage to make something out of it.

[110:31.7]
But let’s not… That’s a whole other conversation. All right, so to summarize this whole point: YES! People will want things from you.

[110:47.1]
It’s normal, don’t complain. No one wants to hear, “Oh, yeah, but I’m super busy!” Especially if they are way busier than you are. So be positive, be confident, be enthusiastic. Like: “Look, I’m sure we can do great things together.

[111:04.8]
I really believe we can do XYZ. We’re gonna take over the world, blah, blah, blah!” Keep the energy high, keep the vibe strong, keep that flying wheel spinning. And maybe… leave the “We’re gonna take over the world” part out.

[111:23.1]
At least at the beginning. Let the big… Let the big talk come later, when it makes sense. When you’ve established some rapport, some relationship. Now, giving lots of value, even if you prioritize, you run it through your filter.

[111:40.1]
Great. How do you make sure you don’t get ripped off? We all know the stories, right? I got ripped off already. I mean, we’ve all been there, and we’ve heard some scary and eerie stories. So, how do you make sure you don’t get ripped off?

[111:57.6]
My quickest HACK to this —and I’ve got other ones coming— the quickest one is: Make sure people LIKE you. Most people are not absolute psychopaths. They don’t want to rip off someone they genuinely like.

[112:15.3]
Some will, of course, but most are not like that. And it may sound basic, but it works. Think about it. Think about someone you really like – even if you’re not a scammer, or a con, or whatever. But how would you feel if you had to betray that relationship?

[112:33.3]
Someone you REALLY LIKE? You’d choose someone else way quicker than that person. Number one: You don’t get ripped off by making yourself LIKABLE. Number two: Of course, don’t be naive.

[112:48.8]
That’s basic advice. But you know the saying, right? “If it’s too good to be true, it probably is.” Trust your instincts, stay sharp. Sometimes we wanna believe things because, IF they turn out to be true, the UPSIDE is gigantic.

[113:09.1]
Yeah… But if it’s too good to be true, it probably is. So, don’t be naive. Second rule. This gets me thinking, linked to all of that: “How to not get ripped off” or even just How to avoid wasting your time, or getting your hopes up with pathological liars or bullsh*tters…

[113:33.0]
It begs the question: How do you SPOT bullshtters? Now again, I’m not gonna make friends with the first one one “How you spot bullshtters” But hey… Number one: As a general rule: And YES!

[113:52.1]
There’ll always be exceptions. But as a general rule, the quickest and easiest way to tell if someone has MONEY —that’s one aspect of bullsh*tters— The CAR they drive.

[114:10.9]
And I know it sounds materialistic and all, but it’s a reality. I don’t know many investors, or people with real money and big accomplishments driving… A Mazda. Don’t get me wrong, I have nothing against Mazda.

[114:28.3]
I think they’re great cars. But I’m just saying, it’s not exactly the default go-to brand for millionaires. Or highly successful people. And of course, there are many people, —that’s the flip side of it— that are driving a nice car while living paycheck to paycheck, or with their credit card maxed-out.

[114:49.0]
That’s TRUE! But if someone claims they have money, or they imply it, the car is a strong FIRST CLUE. It’s not definitive, but it’s a good starting point to judge if their story checks out or at least if it makes sense.

[115:10.0]
TWO: Another solid clue to see if someone REALLY has money is: Look at how relaxed they are about it, how chill. I know a lot of people who actually have money.

[115:27.4]
Way more than I have, probably even way more than I ever will. And most of them, they don’t feel the need to constantly talk about it, or show it off, or prove it. They are usually calm, composed, and not caring about it.

[115:47.7]
It’s the ones who are LOUD about it that you need to question. RED FLAG. And you should question that regardless of whether they REALLY have money, OR NOT. So, what do I mean by that? (1) If they DO have money and they’re constantly talking about it and they feel the need to show off: Are these really the people that you wanna partner with?

[116:13.6]
Someone loud, flashy, constantly trying to prove something. Question this. (2) And on the other hand, if they feel the need to show off, there’s also a good chance that they are bullsh*tters. Either way, it’s a red flag.

[116:30.2]
Now, aside from checking if someone really has money or not, and success in general. If they claim they have, MONEY is a side product of success. A byproduct of success.

[116:47.5]
Usually, checking if they have MONEY implies all the rest. But aside from this, let me give you my two favorite techniques to SPOT bullsh*tters. In Networking and in life. I think it’s pretty easy: LET PEOPLE TALK.

[117:06.0]
That’s rule number one. Let people talk. Take in all the information that you can. Too many people feel the urge or the need to jump straight into the SPECIFICS when someone is telling something. DON’T do that.

[117:21.8]
Funnel them! On the top of the funnel, you ASK questions that push them to go BROAD. Let them share their ideas, their reasons, their motivations, the stories, the accomplishments, all of that.

[117:37.6]
Let them talk. That’s the upper part of the funnel. Gather every bit of information that you can. THEN, challenge them. See if they check out. There are 2 ways to do that: On the spot and afterwards.

[117:54.8]
What I mean by “on the spot” is challenge them by diving deep into the specifics. Because now they’ve given you ALL the information. Now you can start connecting dots. That’s why I say: Don’t urge to jump into the specifics. Get a full picture. Push them to go as broadly as possible, then you start connecting dots, and then you challenge them.

[118:14.4]
You dive deep into the specifics. And there you need to pay close attention. The usual tells are: Inconsistencies. Once they’ll get into the specifics of one particular element, it may conflict with other things they’ve told you at the top of the funnel.

[118:31.8]
Pay attention to inconsistencies. Pay attention to vague answers. Pay attention to the stuttering –especially if they were very fluent before that. Pay attention to the over the top claims, the shortcuts.

[118:50.0]
Or a very common bullsh*tters’ technique is the attempts to redirect the conversation. They’ll try to take whatever loophole, and redirect the conversation. Don’t let them escape. Push through.

[119:05.2]
And sometimes it may feel very uncomfortable, but push through to get to the bottom of the funnel. Because at the bottom of the funnel, that’s where the TRUTH comes out. That’s the “on the spot” part. The “afterwards” part. If potentially someone is an important connection: Do your homework.

[119:25.5]
We always talk about “Due Diligence” in business. I’ve already talked about this, about LBOs and all of that. But due diligence extends beyond business. Investigate them ONLINE. There’s not always much, but is there something?

[119:40.6]
Anything. Do you know people who know them? Do you know people that speak highly of them? Do their stories ALIGN with what you find? And I’m not saying “Go full Sherlock Holmes” on them. Some people will have very established credentials.

[119:59.4]
But if not, or if your GUT tells you something is off: Listen to your gut. That was technique number one: Funnel them. Encourage them to deliver a whole story, LISTEN, and then ASK questions, and dive into the specifics.

[120:21.3]
Number two: The second technique, and it’s actually very related to that. But if someone tells you things that are OBVIOUSLY weird, or obvious lies, or highly inconsistent: Put them on the spot.

[120:38.5]
Right here, right now. Don’t let it slide. Don’t let people lie to you or waste your time and money. Again, those are precious assets. Doing this is hard at first. We’re not naturally programmed to do that, to call people out.

[120:58.3]
Quite the opposite actually. But doing so will also forge you a reputation. It will forge a reputation. And again, reputation is key. Most people who know me know that I’m very…

[121:15.5]
—at least I like to think so— that I’m very caring, that I’m “cool.” I like to think that I’m a “nice guy,” right? But I can also be very harsh, very blunt when needed. NO bullsh*t. I hate it.

[121:31.7]
And some people love that trait, some hate it. That’s not a problem. In the end, if you do it without arrogance, if you strike a good balance in your personality: Well, it will definitely help you avoid falling into the bullsh*tters’ traps.

[121:51.0]
It’s about… See it like that: It’s about respect. Really. Both for yourself, as a person. Don’t let people obviously lie to you. That kind of thing creeps in, and it tears apart your personality and your self esteem.

[122:08.6]
So, respect yourself and respect your resources. The money, the time, and the energy that you’re gonna spend on a bullsh*tter is money, time and energy that you’re not spending on your family, on your kids, on your spouse, whatever.

[122:23.8]
It’s about respect. Okay, now something else. I’ve already talked about parts of it. But when we think “Networking,” what do we think instinctively? Up or down?

[122:39.9]
UP. We think Networking UP. Most people are only interested in Networking UP —Horizontally at worst— But it’s a wrong mindset. You can do a lot of Networking DOWN.

[122:57.6]
There are plenty of people out there that are just… Waiting for a chance, and that are also WORTH that chance. Now understand, when I say Networking DOWN, what I’m NOT saying is that you should proactively pursue that.

[123:15.7]
You should not proactively Network DOWN. But as you grow, many people will naturally come to you. Because you grow. They are Networking UP. They’re doing what you’re trying to do. And I’ve seen the shift.

[123:31.1]
Since I started posting content online, I’m being networked all the time. So, it’s all about recognizing and leveraging those opportunities. Now, let me give you a very simple example: You ‘ve acquired some experience.

[123:52.4]
And people start reaching out to you. Or looking up to you. Maybe college dropouts with a lot of energy are asking for your advice. It sounds so cliché. When I heard people talk about that in videos, I was like, Does that really happen in life?

[124:07.5]
I can tell you, it DOES. Because it’s happening to me. So, people start reaching out to you, looking up to you. And let’s say a college dropout with a lot of energy is asking you for advice. You wanna make some money? Well, find someone…

[124:24.2]
And it’s very basic what I’m about to say. It’s an example. But find someone who’s willing to pay you €1.000 for something. And then, find someone who’s eager to learn. Someone you can mentor, someone you can teach things, and who’s willing to do it for €600.

[124:42.3]
YOU pocket the difference, THEY gain the experience, and the client gets the job done. Everyone wins. And you would be amazed by the number of opportunities that are out there. Again, this is a simplified example.

[124:59.0]
It’s just to give you the gist. The difference that you pocket is also the time that you spent investing in them. But it’s the concept that matters. Leverage your experience, connect the dots, connect your network, and create value for everyone involved.

[125:17.5]
And this is not about “exploiting people.” Remember what we’ve said about that, by the way. But in this case, it’s about leveling them up. It’s about teaching them skills. It’s about networking DOWN and raising them.

[125:34.0]
The best out of these people, they might be your partner tomorrow. Maybe, if they’re really good, they will open doors for you in the future. Or they will invest in your next idea 10 years down the road. Or be your boss. I’m not gonna spend hours on this, but as someone who gets reached out to a lot lately, let me give you two tips.

[125:59.8]
Because again, your time is precious. You cannot divide it amongst everyone who’s networking with you, trying to network up. So, when you Network DOWN: VET THEM.

[126:15.6]
If you’re at a stage where you think you can partner up with people, you can mentor them, you can teach them things: GREAT! That expands your network. It’s an investment. VET THEM. Make sure that they’re competent, make sure that they’re worth your time and energy.

[126:31.4]
Basically, the short version: When someone wants to connect with me, and I think, “Okay, there might be some synergy there” I usually say something like, “Yeah, maybe we can work together sometime…

[126:46.7]
Have you heard about XYZ?” —whatever that is: agents, etc.— “Yes? All right… Email me about it. This. And by the way, I use this as step one for any recruitments.

[127:02.2]
Whenever I have to recruit someone and I get resumes in… You get 200 CVs or whatever. Step one: Ask a very specific question and see who replies. You’ll see that already 90% of the people that were on your first shortlist will NOT invest time, will not reply.

[127:22.5]
So this, when you do that, it TEST how much effort they are willing to put in. It forces them to validate themselves. Many people, I get so many emails, people asking me to invest time, or money, or energy, without anything obvious in it for me.

[127:41.2]
Without even… You can read from their messages that they don’t even really know me. Or haven’t looked past 1, or 2, or 3 of my [LinkedIn] posts. Step one: VET THEM. “Hey, maybe we can work together sometime…

[127:56.4]
Have you heard about XYZ?” —whatever is important— “Yes? Well, email me about it.” Number two: Once you’ve done that and when you find good ones —or even just the ones that are willing to put in the effort— And trust me, it’s NOT most of them…

[128:15.3]
5%? If you actually factor in the actual QUALITY of the effort that they put in. But when you find good ones: Figure out how to MOTIVATE them to work for you.

[128:30.7]
Now again, I’m a great believer of “No cure, no pay.” That’s how I started learning sales when I was 15. But that’s a story for another day. But “no cure, no pay” is a great model. If you don’t exploit people.

[128:48.1]
If the “cure” is worth the “pay” Or if the “pay” is worth the “cure.” By the way, something you can also do, is: Guide them to generate value to network YOUR way UP.

[129:05.5]
Use them as “assistants” or whatever. They will learn a lot. They will rise with you. And it’s a WIN-WIN model, if done right. They can put a few hours a week to do very specific tasks you’ve asked them, to provide value to very specific people.

[129:20.8]
You give them the guidance, you give them feedback. You use their raw material, work on it together. It’s a win-win when you do it. Okay, so as with all of my videos, this is getting longer than expected.

[129:36.0]
There are still 3 big topics that I’d like to cover. But I’ll just give you highlights on these topics. I cannot turn this into an in-depth course. Although, I think by now it probably IS.

[129:52.4]
What are those topics? Number one: How to cold approach a stranger? At a Networking Event —even if I don’t suggest that— Or anywhere, at the airport, at the hotel lobby, literally anywhere.

[130:09.9]
Second topic will be LinkedIn. The digital world. It’s critical. And the third topic will be: Your System. Let me start by quickly giving you the basics of “Cold Approaching people” —I don’t know if I should say “quickly” because I don’t believe myself when I say it— Anyway, I’ve said this before, and so I will say it again: Train, train, train.

[130:36.5]
Especially in those low-pressure interactions. Talk to everyone, everywhere. The cashier, the intern, the barista if you go to Starbucks, the janitor, the waiter, EVERYONE. Asks questions.

[130:52.8]
Learn about them. And make that a habit. Make it a habit. It’s like a muscle: The more you train it, the stronger it gets. The more “natural” you become. And this is the best and also the surest way to remove that FEAR —because that’s what it is— and to create natural connections.

[131:15.8]
And before I move on with a few HACKS, let me say this: Don’t listen to the f*ckers who say that “techniques are manipulation.” It’s about genuine human connection in a disconnected world.

[131:38.8]
That’s what I say. Now the first hack: You could say the second one. First hack being: Train, train, train. Second hack of “Cold Approaching strangers” TAKE IT AS A GIVEN!

[131:53.9]
Or as we say in sales, “Assume the sale.” And this is a fundamental mindset shift that you need to operate. Assume that people WANT to talk to you. So, what do you do when people WANT to talk to you?

[132:09.9]
You walk up with CONFIDENCE. I started this Masterclass by covering how important CONFIDENCE is. Don’t hesitate. Don’t cast that vibe. Don’t give up the vibe of “Maybe I’m bothering you?” “Is this really a good time?” What you’re implying is: “Because I’m not that important” “I can just disappear as quickly as I came” Don’t do that!

[132:37.6]
People can feel it. It’s true in sales as well. They can feel it in your body language, in your tone of voice, in your gaze, everywhere. And that kind of self-deprecating energy kills the vibe instantly.

[132:55.2]
Confidence is key. Don’t downplay yourself. TAKE IT AS A GIVEN. Assume the sale. Be confident. You walk up to them like it’s natural. Like you know they already want to talk to you. That energy, that’s contagious.

[133:13.6]
So, that’s the first hack. How do you do that? I think the best trick I can give you is: Start mid-sentence about something relevant in your shared environment. So, I don’t know…

[133:29.2]
If you are at a Networking Event —which, I’ll repeat it again, I don’t especially recommend— But you’re a Networking Event. You could say something like, “These appetizers are surprisingly good for an event this size” Or if you’re at the airport on a flight, something like, “Looks like we’re in for a loooong day.” And then you pause, and you just casually add, “I’m Gaetan, by the way.” The key is: Avoid overthinking or rehearsing complex, awkward, outdated “icebreakers” from the gurus.

[134:13.2]
And it’s the same with seduction… Don’t come in with some convoluted stuff or pattern interrupts. Simplicity works best. Start a mid-sentence about something relevant in your shared environment. Keep it natural, keep it casual.

[134:30.2]
Let the conversation flow. And that bypasses the… “Uh-oh, awkward stranger alert!” that comes in people’s mind. We’ve all been there. Thinking, “Who’s this lunatic?” Now, there is not ONE formula.

[134:49.3]
But a solid basis is, “I notice that…” And then you point to something about the immediate environment. Then you ask a question, “Have you…?” And you ask a relevant question. Okay? It’s simple. It’s natural. And that just keeps the focus on that shared moment.

[135:07.5]
The key is: Make it EASY for them to engage. Next hack: Body Language. And Body Language as a whole could easily be a 30-hour course. Let me focus on what I think is the most important for COLD approaching strangers.

[135:27.3]
—we all hate that, by the way— But it’s an important nuance: COLD approaching. COLD approaching. Why is that important? Because: YES! You need to inspire CONFIDENCE. I said that.

[135:42.3]
But there is one thing that you cannot: You cannot come across as a big ALPHA male. Or alpha female —especially if you’re interacting with men and you’re a woman, that will impress them. So, you cannot come across as a big alpha [whatever gender].

[136:00.0]
And the meaning of that is… There are enough great books on Evolutionary Psychology and Body Language, and all of that. But at the end of the day, whether we like it or not: We humans are still animals. Our Evolutionary Brains, they haven’t caught up with the modern world yet.

[136:21.5]
I know we like to think so, but it’s not. Subconsciously, our first reflex is always to scan for DANGER. That’s the primal function of the brain. “Primal,” I didn’t say “primary.” Primal.

[136:38.6]
Our first reflex is to translate DIRECT eye contact from strangers as “potential aggression incoming.” It’s hardwired into us. It’s a survival instinct.

[136:57.3]
Be cautious of this. What that means is that when you “cold approach” someone, you need to mind your Body Language. You usually position yourself slightly to the side rather than directly face-to-face.

[137:12.3]
Now, I’m not saying “Walk like a crab” But try to NOT approach them like face-to-face. Subconsciously, it feels confrontational. If you come and position yourself SLIGHTLY to the side, it’s less confrontational.

[137:29.6]
That’s one. When you approach them. Look in their general direction, but don’t stare intensely into their eyes. At least not right away. And of course, once you’ve established rapport, normal eye contact, that becomes natural and appropriate.

[137:49.3]
The contrary would be weird. But it’s all about easing into the interaction. Now, another thing that’s overlooked or under-looked, I don’t know… YOUR SMILE. It’s crucial.

[138:06.4]
The smile signals “I’m a friend, not a threat.” Maintain that friendly smile. Especially if you are a man approaching a woman. Don’t try to play the mysterious dark knight.

[138:22.1]
It’s not the vibe, it signals a threat. Now that’s the overlooked part of this. But the thing that’s important —as with everything— you need to strike a balance. OVER smiling, or smiling constantly, that can make you come across as submissive, as dominated.

[138:45.7]
Especially if you’ve like an “alpha male” on the other side of the interaction. And it’s been documented a lot. It’s Evolutionary Psychology at play: OVER smiling, or smiling constantly —especially if you have an alpha— submissive, dominated.

[139:03.3]
Or the flip side of this: It can just make you look as a complete moron. Either options are not what you want. But as an opener, a friendly, natural smile works wonders. Magic. On top of that: YOUR HANDS.

[139:21.8]
Keep your hands visible. And keep your posture open —not crossed, not defensive. I know it’s basic Body Language, but “hands visible,” that subconsciously signals “I’m no threat” “I have nothing to hide.” And if you appear as crossed, or defensive, or your posture is not open: Subconsciously, you’re signaling discomfort, maybe even hostility.

[139:52.7]
Open, relaxed Body Language that makes you approachable and non-threatening. Speaking of “non-threatening,” use a non-threatening tone of voice.

[140:08.9]
Moderate volume, regular pace. Those are 2 key components of your voice. The pace and the volume. Of course, DEPTH and all of that also play their importance, but… Being too loud can signal aggression.

[140:24.9]
And not loud enough can come across as “insecurity.” You wanna strike that balance. Calm, confident, steady. And finally, it’s about mirroring and all of this stuff. MATCH THEIR ENERGY LEVEL.

[140:40.9]
It’s not about mirroring their pose. Like if they do like that, you do like that. And that’s all NLP and… might work. But it’s too complex to train. Match their ENERGY level. That’s what you should focus on. It’s easy to keep that tracker in mind. Once you’ve established a contact, I think it’s one of the easiest ways to build rapport naturally.

[141:02.9]
Energy is contagious. Match their energy. Which makes me think of a big mistake, talking about all of that. It is using SARCASM too early in the relationship.

[141:20.0]
Especially with women. And I know it’s not the most “inclusive” thing to say, but I think it’s true. You can argue with me about it, or just go out, test it, and verify for yourself… And then we can talk. But using sarcasm too early, regardless of whether it’s a man or a woman…

[141:40.5]
Avoid sarcasm too early, because it can come off as hostile or passive-aggressive. And you don’t even know if it’s a kind of personality who can deal with sarcasm. I like sarcasm. I know many people who don’t. My wife doesn’t really.

[141:56.7]
Even nowadays, when I’m being sarcastic with her, she still feels like a bit attacked. “Why are you being mean to me?” I’m like, “I’m not!” I’m just being sarcastic. It’s to make fun. But very dangerous, sarcasm. Unless you spot that it’s someone who likes it: It can play in your favor.

[142:16.3]
But it can also backfire. Remember that the primitive brain is kicking in first! Again, HexaBrain, my Masterclass… Neuroscience and all of that. Go and have a look at it. But the primitive brain is trying to assess SAFETY way before the logical brain gets involved.

[142:36.6]
So keep it light, keep it friendly, keep it chill, non-threatening at first. Non-threatening all the time, but I mean light, friendly, and chill. FOUR: Because that was for “Body Language.” So now, the next hack is: How do you become interesting quickly?

[142:54.9]
Remember: We’re talking about “cold approaching strangers.” So, now you’ve engaged mid-sentence, your Body Language is OK, you’re trying to build some rapport. Now, how do you become interesting quickly? And the trick is: Now that you’ve established that contact, you need to move BEYOND small talk to something more engaging within 30 to 60 seconds.

[143:17.4]
That’s the time window that you have. Establish contact, and you need to move beyond small talk in 30 to 60 seconds. And if you DON’T, it’ll start to feel awkward. We’ve all been there.

[143:32.6]
I think you know the feeling. Just think about it. Take a moment, pause this video, try to remember that awkward moment where you engaged with someone —or someone engaged with you— and you were like, “Okay, now what?” That’s awful.

[143:47.8]
Vibe killer. Don’t let it happen. How do you do that? How do you build that bridge? Well, I’m gonna give you a few tricks here. Of course, there are many others, but let’s start with some good ones. One way to do that is: Share something unique but relatable about yourself.

[144:12.5]
I don’t know… depending on the vibe, you could say… Like you’re at the airport, you could say, “I just got back from Dubai. —for business— The contrast with London weather is incredible.” This is interesting ENOUGH, and it gives them many things to jump on.

[144:34.2]
They can jump on “Dubai,” they can jump on the “business” aspect “Oh, business? Really? What kind of business?” They can jump on “London,” OR If all else fail, they can jump on the classic fallback, “the weather.” So, I’m NOT saying “over engineer it” But the idea is: Share something unique, relatable, and ideally something that “opens multiple paths” for the conversation to flow naturally.

[145:04.5]
So instead of trying to focus, to channel the conversation in one way, that bridge, you build it by giving the conversation many paths to flow to. When you do that, you try to BROADEN the options. Don’t narrow them down.

[145:20.4]
Give them several ways to engage. First hack. Another way is: Comment on something SPECIFIC. And it can be about THEM, that’s sometimes even better.

[145:36.5]
Something that they’re wearing or doing, or whatever. “Oh, that’s an interesting necklace. It reminds me of traditional crafts that I saw in Peru. It’s very typical of that region that, … borders with Ecuador and Colombia” whatever.

[145:55.3]
Or something even more straightforward: “Oh, I love your watch! I collect vintage watches and yours reminds me of the one that belonged to my grandfather” Same mechanic, you open multiple paths: The necklace, Peru, crafts, the border with Ecuador and Colombia —if they’ve not been to Peru, but maybe one of these countries.

[146:18.4]
Same: “their watch” can open a story. “You collect watches,” it’s also a story. “Your grandfather,” WHATEVER. It’s that mechanic of opening multiple paths. That’s how you bridge that gap and become interesting quickly.

[146:37.4]
Speaking of quickly, another way that comes to mind is: Ask questions that naturally get the conversation going and that give you something interesting or useful to work with. “What brings you to this conference?” Maybe you’re narrowing it down, but if you both are at the conference, there’s a reason why they are there.

[147:03.0]
Could be personal, could be work related, whatever. And if you want to broaden the paths, you can casually add something like, I don’t know, “I’m looking for potential partners for my sustainable farming project.

[147:18.1]
We’re entering in the 3rd phase right now.” Whatever that means, You give them one thing to jump on. “Potential partners,” maybe they are. “Sustainable farming projects,” Interesting. “We’re in the 3rd phase.” Okay, maybe there is a MONEY component to that.

[147:33.1]
There is something interesting because that means you’re already further down the road. or “What brings you here?” You can say, “I’m looking for small & medium businesses to acquire or invest in.” Again, very good mechanic. But the rule is simple: The conversation needs DEPTH to continue beyond the initial exchange.

[147:54.7]
If it stays surface-level, it’ll die out. Fast. Your goal is to create a HOOK that makes them want to continue that conversation. Maybe the hooks I gave you were not the best ones, but you get the idea. It’s all about finding that balance between “being interesting” and not dominating the conversation.

[148:17.3]
Because this is where most approaches fail. They stay stuck in the “small talk” for too long, and so they lose momentum. Keep it engaging, but don’t overdo it. Number five, I think.

[148:35.0]
Next hack is what I call THE CONFIDENT SPACE. If you wanna know what I believe to be the #1 difference between amateurs —rookies— and naturals… It’s that naturals don’t fear silence.

[148:54.1]
They know HOW and WHEN to pause. And again, if you’re acquainted with sales, this is something that comes back over and over. And people take it as, “Oh yeah, OBVIOUS.” Not that obvious. Many people KNOW it. There’s a difference between “knowing” and “doing.” Then again, there’s a difference between “doing” and “knowing how to do it correctly.” Naturals master the art of the pause.

[149:18.2]
After you say something, wait, just wait. Don’t rush to fill the gap. Give them a moment to collect their thoughts and respond —even if it feels like forever— In that kind of new interactions, a few seconds feel like minutes.

[149:36.6]
But PAUSING, it shows CONFIDENCE. It’s almost like… I’m gonna exaggerate, but it almost shows ownership of the room. It shows you’re secure, you’re in control, you’re not desperate for validation.

[149:52.8]
Don’t fall into the trap of nervous rambling or pitching too soon. I used to talk non-stop out of nervousness. Let me tell you something: Long story short, it never worked. So when you pause, you’re actually saying —without saying— I’m comfortable here.

[150:14.2]
It gives them space to actually process and respond. And remember that someone who has to fill every silence comes across as insecure. Just watch.

[150:29.4]
Just watch people who’re doing that. And just watch people who are great at conversation. They know when to pause. That’s a common thread amongst all of these people. This one hack, this one trick, I can tell you, it has completely changed how I interact with people.

[150:50.1]
Sometimes, prolonging that pause. As I said, it gives them space and time to process and respond. But sometimes they even feel a bit insecure. That power imbalance now starts to work in your favor. You’re suddenly proving something.

[151:07.7]
It’s meta-communication. You’re proving your status. Because now they feel a bit awkward, they feel a bit uncomfortable. Of course, you don’t need to repeat that over and over and over. People don’t like that feeling when it’s a sustained one. They don’t like the idea of being grilled by a police officer in some Mexico police station.

[151:25.3]
But you get the idea. So, try it out. Practice it consciously until it just becomes second nature. At first, I can tell you, it will feel awkward. But over time, it’ll just become part of how you naturally communicate.

[151:42.3]
That’s it for the “quickly” cold approaching strangers. And there are many other techniques and hacks that I could give you, but start with this. Start with this. Just go out and do it. You’ll see how well it works.

[151:57.5]
And what I’ve just shared works across all contexts. Professional, social —with friends and all— romantic —romantic advice and dating advice…

[152:13.1]
And it maybe used to work in some years. Understand this:

[152:23.6]
The ability… —I’ll put it that way— The ability to connect with strangers is becoming increasingly RARE. It’s always been kinda scarce, but now it’s like extremely rare. But something rare, is something incredibly VALUABLE.

[152:41.1]
That’s what makes that ability incredibly valuable. We humans are wired for connection, but we’ve been trained for isolation —social media and all of that. EVERY meaningful relationship in your life started with someone being brave enough to say “Hello!” So, just do it.

[153:07.3]
The only failure is NOT trying. Low pressure interactions first, build your way up. Next topic: LinkedIn. As I hope everyone gets by now, the digital world is absolutely everywhere and critical in 2025 and beyond.

[153:28.7]
It’s only going to accelerate. If you’re not leveraging it already, you’re falling behind already. But when it comes to networking, let me focus on LinkedIn. Starting from this postulate, the question then becomes: How do you build a solid network on that platform?

[153:52.9]
How do you make new friends? How do you build and grow your connections? Existing ones. How do you create a network of supporters? And even maybe the basic one, How do you get sales? Which, let’s be honest, it’s either getting…

[154:08.9]
—I’m torn on that one— I think on one hand, getting sales on LinkedIn is getting really HARD; OR really EASY, if you do things differently, if you know how to do it. Now, this is not a “sales course,” but let’s break it all down.

[154:28.9]
And by the way, LinkedIn is a strategy that I recommend for ANYONE. But maybe even more so if you’re just starting out, or if you have a main job —because LinkedIn allows you to build a network anytime, anywhere.

[154:45.0]
During your lunch break, after work, or whenever you have a few minutes to spare. It’s networking on your terms. Anytime, anywhere. Think about this, it’s really powerful. Also, LinkedIn is the only place on earth that allows you to network at scale; And again, reach anyone —no matter the level— anywhere.

[155:09.8]
You wanna network in Mexico, you don’t need to take a plane, land in Mexico, trying to find your way into something. No! You can do it on LinkedIn. Even people that are actually –or usually– far out of reach.

[155:25.3]
With the right leverage strategy, these kind of people might just be a few clicks away. Now, of course, at the end of the day, as I said, it all comes back to or comes down to the exchange of VALUE. But they are within reach.

[155:40.8]
You can potentially reach anyone, but you have to bring something to the table. So, LinkedIn hacks. In a nutshell, I’d say that being successful on LinkedIn and networking on LinkedIn all boils down to this general rule that you can print in front of you in your office: Make ENGAGING your #1 Priority.

[156:10.3]
What does that mean? What are the different dimensions of engagement? (1) Connecting (2) Sending DMs —Direct Messages— (3) Creating CONTENT —that’s a tricky one, but it’s a very good one— (4) Commenting.

[156:26.6]
And there is a reason why I put “Creating Content” BEFORE “Commenting” Now let me start with (1) CONNECTING. Connecting with people. The first thing that you need to do, but that’s valid for LinkedIn, or for any kind of networking is: You need to DEFINE WHO YOUR IDEAL NETWORK IS —what kind of people, what kind of profile.

[156:49.8]
It’s very important to define that based on a few things. The first thing is: Where are you right now? Where you are right now is the starting phase. Two: What are the next steps that you wanna take in life, business, career?

[157:08.4]
And three: What are your ultimate objectives? (1) You start from where you ARE; (2) What are the NEXT immediate steps that you want to take; (3) What is the ultimate objective? And don’t take this lightly. Don’t just “add people at random.” Sit down, define your strategy, and revisit that strategy regularly.

[157:30.6]
I’m not gonna go over details of “how to do that.” I’ve already given you the key questions to think about. But take the time to do it right, because if you DON’T, you’ll waste a lot of time, energy and effort, and it WON’T move the needle at all, or not fast enough.

[157:46.6]
And so, it’ll burn you out. Just like in Sales & Marketing you have those “ICPs” the Ideal Customer Profiles —we’re talking about IDEAL, not “average.” In Sales & Marketing you’ve got those Ideal Customer Profiles [ICPs].

[158:05.4]
A good networking strategy requires Ideal NETWORKING Profiles [INPs]. If you need more help on DEFINING your Ideal Networking Profiles, just look at good resources on “Defining your ICP” “Defining your Ideal Customer Profile” I think that the principles and the questions that you need to answer for building that Sales & Marketing profiles are kinda similar.

[158:33.7]
And of course, you can adapt them to YOUR Networking strategy. But I think it’s a great starting point. The basic idea is: If you wanna be successful at going after something —anything— you first need to clearly DEFINE what it is. Clarity is the backbone of any effective strategy.

[158:51.9]
Of course, again, your Ideal Network Profiles, they’ll redefine themselves as you go. But for now, focus on your ideal 2-3 next Circles of Influence. Don’t worry about Circle 14 or 33 yet.

[159:08.9]
Start SOMEWHERE. Where you are right now, and then build step-by-step. Once your Ideal Networking Profile is defined, you need to start CONNECTING —which is the first one.

[159:28.1]
Don’t go random, set a RHYTHM for yourself. I’d recommend to start by sending at least, at least 10 personalized connection requests per day. By the way, just a tip: For high level profiles, weekends and evenings work like magic.

[159:50.1]
They’re way more engaged, they’re scrolling late at night or on Sunday, whatever. You get noticed. Now, when I say 10 personalized connection requests per day, I mean actually PERSONALIZED.

[160:08.3]
I could give you so many examples off the top of my head because I get so many on a daily basis… Don’t go with generic crap like, “We both know Jane Smith —that actually you don’t REALLY know, or never speak to— “We both know Jane Smith. Seems like natural we connect!” Really?

[160:26.3]
Does it? I mean, everyone says that or just sh*t like that. People see right through it. Take the time to make it real or don’t do it. And if you need to start with 5 personalized requests a day, start with that, and work your way up once you get used to doing that.

[160:44.0]
But go with something like, I don’t know, I’m gonna sound crappy again, but something like, “Hey John, I saw the comment you left on Jane’s post. I really enjoyed it. It looks like you’re doing some interesting things!” Not ideal.

[161:03.1]
I’m gonna argue against myself, but depending on your current profile —and of course optimize your profile— I’m jumping from one thing to another, but optimize your profile. Good picture, good description, good title, a good header.

[161:18.2]
Look at “How to optimize a LinkedIn profile.” Look it up, do it. Don’t look at one website, collect a few websites. ChatGPT the results, come up with the ideal. It has been proven that if you have a good profile, on average, sending an EMPTY connection request works better than a personalized one.

[161:41.4]
So, I might go against what I said. You can send personalized one, but make it REALLY personal. I think the example I gave is not good enough, but it’s a good starting point. Make it SPECIFIC about what you like in the comment; What do you think about this?

[161:56.5]
Ask them a question, etc. Anyways, once they accept… —it doesn’t matter what kind of connection request type you use— Once they accept, once the connection is established, there are no different routes to go down to.

[162:12.8]
You need to start the conversations and apply Networking principles. THINK — that’s key. Think about what you’re gonna say next. Because that’s the beauty of online, you have time to THINK.

[162:28.9]
It’s not “on the spot,” use that to your benefit. And so, your ideal follow-up or first message is Meta-communication. It embeds several clues.

[162:44.2]
It embed several messages. Remember the example I gave you earlier, with the banker from London? You want in that communication… If I had to give you a recipe, or “checks” at least: (1) You want to SUBTLY signal something about yourself —that’s important.

[163:03.3]
(2) You want to trigger their curiosity. (3) You want to position yourself as an INTERESTING EQUAL looking for either ADVICE —although that’s sometimes a bit too early in the conversation, but it can be done— Or looking for their OPINION on something that you know or a have spotted that they CARE about, or they argue about, or engage about.

[163:30.1]
So, you want to: (1) Subtly signal something about yourself. Is that in your message? Yes. No? Rewrite it. (2) Trigger their curiosity. Is it good enough? Yes, no? No? Rewrite it. And then, (3) You want to position yourself as an INTERESTING EQUAL looking for advice or their comments, or their opinions.

[163:49.5]
And four, when they reply, it’s now your turn to add value and interesting perspectives in the exchange. It’s your turn to add value. It’s a give and take. It’s an exchange of value.

[164:04.6]
The principle holds when it’s online. That’s key. And don’t be offended if 50% of the people DON’T REPLY. Many people just “accept” because they want to grow their network. And then when there is time, effort and energy involved —even if they think your message is good— they’re like, “Nah!” and the higher you…

[164:27.7]
I mean the more value and status you accumulate over time, the more people will want to engage with you. Of course. Because think about it, sometimes people will say, “Okay, interesting. I don’t have the time. Do I stand to gain something from this person?” They will do a quick scan. And so, if their quick scan says “Pffff… No” — Okay.

[164:46.1]
It’s not personal. And you’ll get better at it the more you do it. As I told you, it’s exponential. And you also get better at it “mechanically.” The more you raise your status, the more value you accumulate, the better you will get naturally.

[165:03.4]
But exchange of value. Add value, add something Interesting, perspectives. That’s how you keep the conversation flowing and meaningful. Okay, so that’s for CONNECTING. Set an objective for yourself, set a rhythm.

[165:19.6]
Next, (2) Sending DMs. Because that’s part of what we said. But now that we’ve connected, and then there is conversation. And here I’m gonna shock a few people. But I’d say, try to aim for 20 DMs per day.

[165:38.5]
Ideally 50 DMs, if you’re starting out. Of course, at a certain point in time, you don’t have the time to do that. But 20 is something good to aim for if you’re already kinda advanced.

[165:54.0]
If you’re really starting out, 50 DMs, but not spam. Not spam. Seems obvious, but exchange of value. Now, why DMs? Why sending DMs? I think there are several reasons. And the first of all is obvious: But the only way to build real connections is by actually engaging with people.

[166:18.4]
Sometimes I get that question. “I want to build a network” “I want to build this and that.” “Oooh! But that’s a lot of DMs!” But how’re you gonna build a network —and “a network” means real connections— How are you gonna build real connections over time if you don’t actually engage with people?

[166:33.8]
And the more people you engage with, talk to, it’s like a funnel, the more you’ll naturally figure out the ones who you can get to the next level of relationship with. Because never forget, when it’s digital many tend to forget.

[166:55.0]
But these are real people. They are not just like “pixels on your screen.” So, treat them like that. That was number one. Number two: The second reason for integrating DMs in your networking strategy is that when you start POSTING CONTENT —which I definitely recommend, and I’ll quickly get back to that— But when you start posting, the people you DM, they are: (1) Psychologically more likely to engage with your posts.

[167:27.2]
And when they do, when they engage with your post, because you’re in a relationship. “Oh!” All of a sudden they see “Gaetan posted something.” I’m gonna like, comment, share, whatever. And when they do, when they engage with your post, your content spreads further. Your REACH increases. And faster.

[167:44.5]
Further and faster, to new audiences. So, by doing that, you’re also building your credibility along the way. That’s the first reason. When you DM with people, ONE: Psychologically they are more likely to engage.

[168:02.0]
I think it’s a simple but a super effective content strategy. Even a hack. These strategies add up: You get to build relationships AND it boosts your content reach.

[168:19.7]
On top of the “Psychological” reason why people engage, there is also an Algorithmic reason. When you DM or interact with someone, your posts, they start showing up at the top of their feed.

[168:39.8]
That means that they see your posts MORE. In priority. And there’s a good logic to that. The algorithm assumes, like the more you like the posts from someone, the more you’ll see that person. Logical. If that person produces content that you like, the algorithm will suggest more of what you like.

[169:00.2]
But if you’re interacting with someone, it’s logical that that person is interested in you at that point. The Algorithmic reason is that, when you DM someone, your post will start showing up at the top of their feed.

[169:17.7]
It’s a powerful visibility hack as well. That’s just part of how the algorithm works. DMs and interactions directly boost visibility. Now, before I get into the CREATING CONTENT part, let me give you a few unique LinkedIn DMs hacks.

[169:40.1]
People often ask me, “How can you send so many DMs?” “How do you manage that?” Well, first of all, you need to understand that it’s NOT a one-on-one relationship between “new DMs” and “ongoing conversations” —that’d just be impossible to manage.

[170:00.8]
The reality is probably closer to 40-to-1, or even less. Meaning that: For 40 DMs that you send, after either the first DM, or one or two messages, they’ll die out.

[170:16.6]
That will lead to 40 DMs, ONE ongoing conversation. And there is a reason to that, because sometimes it just won’t click —YOU won’t feel the click, or THEY won’t feel the click with you. Two: Sometimes, THEY will filter you out.

[170:34.0]
They will say, “Okay, I don’t see it right now. There is no the value. I cannot get anything.” They will filter you out. Sometimes, YOU will filter them out. They’re just not your Ideal Networking Profile —which is a combination of where you are, where you wanna be, and what are the immediate steps that you need to take.

[170:53.1]
And sometimes, WHATEVER. Life happens. Just think that 40:1 is normal. Don’t overthink it. That’s why I say, “How do you manage to do that many?” It’s because not every DM becomes an ongoing conversation.

[171:09.4]
Now, a few hacks that I’m gonna give you to get the ball rolling. Number one is: Voice-to-text batching. Basically, you just record your personalized messages while you are…

[171:25.4]
walking, or commuting, or doing your workout —if you have enough stamina and lung capacity to do that. And then you edit and you send it in batches. You record, you edit. And that’s dramatically faster than typing.

[171:44.1]
And way faster than typing everything out. And it’s also really super easy to do once you get used to it. Again, it’s your brain. Your brain is a muscle, train it. At the beginning, it will be weird and then you’ll get better at it. Second hack, next to voice-to-text batching, is what I call the 80-20 templates.

[172:01.3]
Once more, our good old friend Pareto had it all figured out. Basically, once you’ve been doing this for a while, you will quickly notice which kind of messages work and don’t.

[172:16.9]
But depending on the PROFILE you’re engaging in a conversation with, you’ll already have built a database of almost-ready-to-use messaging templates. The more you do this, the more you build your database.

[172:32.8]
So, that means… that 80-20 templates means that: 80% of the content in your other messages for profiles that are ALIKE is RE-USABLE.

[172:49.0]
You’ll only need to personalize the 20% that actually matter, which saves time and keep things efficient. Number three, it’s Content Triggered… I was about to say “automation” but Content Triggered Semi-Automation.

[173:08.5]
What you do is, basically, you set up alerts, or notifications for when your important people in your network POST something. —You can go on LinkedIn and do that, activate a little bell or whatever— Then, of course depending on the depth of the content, you can either DM them something thoughtful about their content OR you can simply jump in a thoughtful value adding comment on that post —which is something that I’ll cover later on.

[173:45.0]
This strategy, that Content Triggered Semi-Automation means that… It makes it feel TIMELY, not random. Not “Oh, I just had to do it.” And it shows also that you are paying attention. So, for the IMPORTANT ones, because you don’t want to be bombarded with notifications whenever anyone posts.

[174:04.5]
For the most important ones —and if they post— just activate that notification. Of course there are many other hacks for this… One is: Send voice DMs, for example. Once you get good at those, it’s way faster, it’s more authentic, and it’s also really differentiating.

[174:20.9]
You take your phone and you record it a voice DM. Maybe a last one: I think that the real key to keep the conversation going —and yeah, I’ve kinda said this before— but I call this: The Genuine Question Close.

[174:43.4]
Not “closing” in the sense of sales. But always end your message with a SPECIFIC question about their work that shows that you’ve actually done your home work. Especially in the first initial conversation. It makes a huge difference and it gets way more responses.

[175:01.5]
Remember, DM’s —Direct Messages— are just like real life networking. Everyone is trying to figure out, “Is this worth my time?” Well, you already know what the Universal Motivators are.

[175:16.9]
So, if that person is worth your time, build a strategy and make it worth theirs. Key! That’s key to understand. Now quickly, Next on is (3) CREATING CONTENT. And that’s really next-level engagement.

[175:34.6]
I think it’s probably the ultimate level of engagement. Now, just because you go down that route doesn’t mean that you should SKIP all the other stuff. Or trust me, you’ll be really disappointed. What I mean is, it’s not because you start creating content that you should forego the Connection Requests, and the DMs, and all of that.

[175:53.9]
Because the thing with Content Creation is that it takes time, it takes commitment to consistency, and it takes patience. Results, they don’t show up overnight. It usually takes 6 to 12 months of sustained effort to see real impact, sometimes to see ANY impact at all.

[176:14.7]
I’m not gonna get into the “how to create content” or “what type of content” to focus on. Let me just tell you that, if you need any more reasons to start creating content, here are just a few, top of mind.

[176:32.8]

1. Content builds your authority. And authority is a huge component and accelerator of credibility and trust. When you have authority, you’re also more credible and more trustworthy.

[176:48.5]

2. It’s an “inbound opportunity engine” of sorts. The right content, for the right audience attracts decision-makers, or people worth networking with.

[177:04.3]
Because if you create the content, –the right content, for the right audience– what happens is, THEY will approach you first. That would cut down part of the cold outreach, but it’ll also massively improve your conversion rates if you’re selling something.

[177:21.8]
Or your “valuable conversation” rates. If people come after you, they are more engaged than if you come after them. It’s basically a “get chased” more than you’re “chasing” hack type.

[177:37.7]
And I can personally testify to this. I repeat myself because I’m amazed by the results. Since I started creating content, I can’t even catch up with the flood of requests, literally. I’ve gotten to a point now where I’m looking to HIRE someone just to pre-screen them —pre-screen, and reply, and answer, and filter, and whatever.

[178:00.2]
But that’s the power of putting yourself out there. Another good reason, it’s because it’s “scalable trust building.” Each post —if it’s good of course— COMPOUNDS your perceived expertise.

[178:15.9]
It lets you establish credibility with thousands or hundreds of people simultaneously. Instead of one conversation at a time. And if you’re thinking, “But what if I’m NOT good?” Well, GET GOOD.

[178:30.9]
Invest time, learn, iterate, improve. 4. Algorithmic Network Expansion. LinkedIn’s algorithm works in your favor. It’s introducing you to very well matched 2nd and 3rd+ degree connections.

[178:51.5]
Your FIRST degree connections are the people you are actually connected with; The SECOND degree connections is another circle, it’s the people the people with who you’re connected with are connected with. If that makes sense. And then THIRD+ is if you don’t have ONE connection between you and that person.

[179:10.6]
So, LinkedIn is very good at introducing you to very well matched 2nd and 3rd+ degree connections. And it’s not perfect, but if I have to be honest, I think it’s pretty good —I’ve seen it evolve over time, it’s gotten pretty good. That creates some kind of continuous, “pipeline” of relevant relationships without you having to pre-filter them and chase them.

[179:34.0]

5. Another reason to Create Content is what I call Competitive INSULATION. And I know many people say —or prefer to say— Competitive DIFFERENTIATION. I prefer INSULATION.

[179:49.3]
What that means is that consistent Thought Leadership, it creates a kind of competitive barrier, it creates an edge. Some kind of “structural advantage” around your professional identity. It makes you stand out, it makes it way harder for similar profiles to compete with you.

[180:10.4]
It makes… —don’t take this the arrogant way— but it makes others look like “cheaper alternatives.” Or just “less experienced.” SOCIAL PROOF is a strong thing. If you do Thought Leadership, and you start gaining some traction, and getting likes and comments, it speaks to people.

[180:30.9]
“That guy must be doing something well” Now again, this could be a 20-hour video. Let me just tell you this: If you’re wondering WHAT to do, maybe even more important, WHAT NOT to do, HOW TO do it, I’ll say one and that’s key: Don’t go AI freak, don’t “outsource your thinking.” I think the future belongs to AUTHENTICITY and to OMNOLOGISTS.

[181:00.7]
And if you don’t understand what I’m saying right now, I’ve got some good news for you: I’ve made a whole video on this a few weeks ago, and it’s called “Before He Fell, Icarus Flew” And I’m gonna put the link below this video, but it’s not about Greek Mythology.

[181:17.4]
It’s about Content Creation in the age of AI. It’s about business. Go and check it out. It’s 100% FREE on YouTube and Spotify. I also told you, go and check that “HexaBrain Masterclass” which is all about deep psychology.

[181:35.4]
Now, linked to that. Specifically Content Creation on LinkedIn, or any social media. I’ve also made another video, which was a keynote that I delivered in Zurich a few months ago about Personal Branding. And it’s called “Trillion Dollar Faces” Now, if you want to know WHY you should do it, HOW TO do it, WHAT NOT to do, and how to stand out in a world of AI, watch them BOTH.

[182:01.2]
And start with the keynote. Start with the keynote [Trillion $], and then go to “Before He Fell, Icarus FLEW” Now, last one: Under that category of “Make Engagement Your #1 Priority” (4) COMMENTING.

[182:16.9]
There are basically TWO things that you need to understand. The first one is, ask yourself this question, seriously. WHY do you think people create and post content? Really? Pause. Think about it.

[182:32.4]
Why do people post content? Now, I’m gonna give you the answer —and it’ll seem obvious— but people post content BECAUSE they want ENGAGEMENT with that content. Now here’s the thing: 99% of people measure the SUCCESS of their content based on likes, shares and comments.

[182:52.8]
And those are also called “Vanity Metrics” for a reason. Because they flatter, they flatter the ego, they please. And I’m not saying that to be dismissive. That’s just how it is. Now, little sidetrack: Those are the WRONG metrics to look at to measure “business impact” —but that’s a whole other conversation.

[183:13.5]
People post content because they want engagement. And they measure the success of their content based on likes, shares and comments. The bottom line is: People want likes, shares and comments. When you like and comment, you’re giving them exactly what they’re looking for.

[183:33.2]
You’re passively building a relationship and you get on their radar. That’s one. Which brings me to the second thing that you need to know. Don’t just “comment at random” like everyone else.

[183:49.7]
Don’t go for the “Spot on Jane!” “You nailed it Joe!” “More people need to hear this!” Be THOUGHTFUL about your comments. ADD VALUE. And add value FOR THEM, and for the rest of the world.

[184:08.1]
You may ask, “Why?” Because, “Why for THEM?” No one —literally NO ONE— CARES about random, generic comments. Engaging in this type of commenting is a useless waste of your time.

[184:25.9]
Remember that Networking is an exchange of value. If your comments stand out and actually add value, YOU stand out. You become a potentially INTERESTING EQUAL.

[184:41.5]
Someone worth wasting time with. An INTERESTING EQUAL is someone where “wasting your time” with is worth it. The third reason for making those comments good is… —and that’s maybe the strongest one— Looking at the OUTSIDE WORLD: Comments ARE Content.

[185:05.0]
And let me say that again, COMMENTS ARE CONTENT. And some people will say, “Oh… yeah” No, no! NOT obvious. And I’m gonna quote Jasmin Alić Which is someone worth following on LinkedIn, by the way.

[185:21.8]
I’m gonna put the link to his LinkedIn below this video. And I hope I’m saying the name right, but Jasmin puts it perfectly. In one of his posts he said something like: (1) Commenting on other people’s posts is LinkedIn’s biggest growth hack.

[185:38.7]
And one of the reasons he put forward is —of course, if you’re not in the Top 0.1% of creators. Good commenting gets you more views than posting content. Therefore, comments are content too.

[185:56.0]
I believe that at least 70% of your LinkedIn activity should be COMMENTING. As I’ve said, it’s not just “comment MORE” It’s about comment strategically. The simplest strategy I could give you about this, I can think about right now is: Don’t ask yourself, “Okay, how do I USE this?” Shift your mindset.

[186:23.9]
The question is, “How can I OWN this?” And what do I mean by that? Think of your Commenting Strategy as Hyper-Localized SEO —Search Engine Optimization— Meaning: DON’T just comment everywhere.

[186:44.5]
Be selective. Curate. That means engage under posts in your NICHE where your expertise can actually stand out, where you can shine. It’s not about broadcasting to everyone.

[187:02.4]
It’s about being the person who consistently adds value in the exact context where your expertise is needed the most. Let me repeat that: It’s about being the person who consistently adds value in the exact context where your expertise is needed the most.

[187:24.9]
Localized SEO. And if you can avoid the noise trap, being trying to comment everywhere, comment without adding value. You won’t just “be seen,” you’ll get NOTICED. You could actually sometimes shape the conversation in your space.

[187:43.7]
You’ll position yourself as the go-to person people are looking for. Because if you’re commenting strategically on posts that are linked to your niche, and you put in the right system to follow on that, you ll systematically be in the best commenters.

[187:58.7]
And you’ll get noticed. And LinkedIn recently —at least at the time I record this video— added a new feature where you now can see the number of “impressions” on your comments. “Impression” means “How many people saw your comment” If you go to your comments on LinkedIn, you’ll see X impressions.

[188:20.4]
1.000 impressions means 1.000 people saw your comment. Let me give you a personal example here. Okay, this is one of my latest “value adding comments.” I’m not saying it’s good or not, but apparently it is. Because as I record this video, this comment alone got me 357 likes.

[188:43.4]
It’s a COMMENT, okay? And it was seen by more than 283.000 people. ONE comment, seen by more than 283.000 people. Now maybe they didn’t read it. Impressions are not… Doesn’t mean that the content was fully consumed.

[189:00.4]
But 357 likes. I can tell you it’s a good number. And some people will say, “Oh, but the RATIO, you know, so many likes, so many comments.” Not everyone likes. This one can be polarizing, so of course, not many people like.

[189:19.3]
But I can tell you something: Way more than that, way beyond the “Vanity Metrics” —which I talked about, the likes and the views— I can tell you that this comment has had my LinkedIn inbox flooded. Same with the connection requests.

[189:37.1]
The number of potential business inquiries. Or just “new conversations” that started with people I actually WANT to network with —my Ideal Networking Profile I’ve talked about— the numbers are just insane.

[189:52.8]
And all of that came from just ONE thoughtful comment. I have many other very good or very well performing comments. That’s the kind of impact we’re talking about here. And I’m not making this about me, I’m giving you an example. I know people will get more likes, but this is kind of good.

[190:10.2]
And beyond Vanity Metrics, the business potential of this comment is huge. IF you’re not ready to start posting original content yet, start with this. It’ll get you almost exactly the same benefits as posting content.

[190:30.7]
Except, of course, that when people check your profile, they’ll not see your Thought Leadership. Which they would if you created content. Or that commenting won’t really help you with your Google or AI-search ranking —what pops up when people type your name in Google or ChatGPT.

[190:50.7]
But again, that’s a whole other conversation. Now, let me give you two last powerful HACKS related to commenting. The first one is: Once you’ve defined your Ideal Networking Profile, you might find that some people are way out of your league.

[191:13.0]
We’ve talked about this. But if you truly believe you have real value to offer —remember the whole value exchange thing— I think that at a certain stage in your life, your career, your business: You CAN —even if someone is way outside of your league— leverage your experience and your expertise to jump ahead.

[191:35.3]
Well then, if you believe you can truly add value, go for it. Take the shot. How do you get noticed by them? What’s the optimal engagement strategy? Let me tell you, don’t just add them right away and immediately try to start a conversation.

[191:54.9]
It COULD work, but these people are usually busy and drowning in DMs. When I look at MY inbox, and I’m basically a nobody compared to certain Top Voices, I cannot even imagine their inbox.

[192:10.4]
DON’T add them right away and try to start a conversation. Go into incremental steps. Take the incremental way. And step one is: Start with a TARGETED, value adding, commenting strategy. Make a LIST of the top people you want to engage with.

[192:28.6]
Ideally in your niche, and the reason for that is because most of their followers are probably part of your Ideal Networking Profile, too. So, your comments will reach them as well. Multiplying the effect. But once you’ve got that list, go to their profile and TURN ON NOTIFICATIONS for ALL their posts.

[192:48.2]
Meaning that, every time they post something you will get notified. And then, what’s the strategy? Be among the first to comment on their posts. Add value. Be unique. Stand out. Say things others don’t or won’t.

[193:04.4]
I think it’s a good mix of praise —not ass kissing— value adding, and a bit of Contrarian uniqueness. That’s how you get noticed. I don’t say you have to be Contrarian if it’s absolutely not your style. But get them thinking “Hmm, that person is sharp interesting, and probably not boring…

[193:26.2]
They get me thinking.” And if you want a few examples, just check out MY LinkedIn profile —don’t forget to follow me, btw— and look at my comments. And I’m not saying… I’m far away from being the absolute best.

[193:42.8]
But I can tell you that the results I get speak in my favor. The results I get —the business results, and the opportunities, and the good conversations— give me enough confidence to point you to my profile. The business requests are through the roof, and a lot of that comes from my COMMENTING strategy.

[194:02.7]
I think more than from my posting strategy. And the second hack tied to that is: Once you’ve identified those “way out of your league” people —whose followers are probably part of your Ideal Networking Profile. Next to engaging with those top people’s profile consistently, start replying to the most interesting and thoughtful comments IN their comment section.

[194:31.8]
Because those comments, they’ll mechanically get to the top. The more likes they get, the more interesting and thoughtful they are. Now, sometimes… Many comments get likes just because they’re “virtue signaling.” But make that filter: It has to be INTERESTING, thoughtful AND well performing.

[194:50.1]
And by replying to those types of comments that their followers are making, not only will you really realistically 3-10x your profile views. But it’ll also increase your chances of being noticed, and to get your comments on top of their comments.

[195:10.7]
And over time, not only will THEY notice you, but their followers —your Ideal Network Profile— they will too. It’s an absolute double win. This will lead to more connections and greater following over time, but it’s also a natural filter of these people.

[195:30.7]
That’s how you consistently “get chased” more than “chasing.” Alright, this is getting quite long. That’s it for LinkedIn. Before I wrap up this video, let me talk about the last key component of successful long-term networking.

[195:51.4]
Because yes, let me repeat that: It’s a long game. And that component, that tool is: YOUR SYSTEM. You need a smart database. You need a way to TRACK what’s important, what you’ve done, and what you need to know.

[196:09.1]
How to stay on top of it? On top of it all, as your network grows. And without it, let me tell you, things will get messy fast. I’m not gonna get into the technical aspects. You can do this with Notion, Google Sheets, Excel, a CRM.

[196:26.4]
Whatever works for you. Just pick a tool and stick with it. That’s important. You can of course create your own system, based on your needs and objectives and industry and all of that.

[196:41.7]
But let me share what I think are some essential components of a solid long-term Networking database. Or at least, let me give you some ideas. BLOCK ONE is what I call: Core Relationship Data.

[196:57.7]
That’s of course the contact basics: Name, company role, PRIVATE email & phone number —because they may switch companies if they’re employees or whatever. Go private, pro if you have it— and any other basic information that you might need.

[197:16.3]
And a little hack here is: Add a Link to their LinkedIn profile in your database. That way… Of course you can look them up. But before any interaction, you can easily check if anything has changed on their end. And it also shows —when you can reference that in your interaction— it shows that you care and that you’re paying attention.

[197:38.0]
Second component of that Core Relationship Data: Relationship Origin. Stuff like: Where you met, how you met, who introduced you, the context of the first interaction, all of that. The impression that you had. Another component is: Value Exchange Tracker.

[197:56.2]
Remember, it all comes down to Value Exchange. Keep track of the favors, the intros, the recommendations that you have given, and received. And I’d say there a little hack: with DATES. Keep track of this.

[198:13.3]
Core Relationship Data, still A Ranking System: How important is the relationship? Not just today, but maybe in the future. What’s the aspirational number of yearly touch points that you’re gonna have to maintain the connection?

[198:33.3]
A Ranking System, and you’ll revisit that one over time. Things change. The importance of relationships changes. Right? Another component in the CORE is: A Follow-Up System. You need to track the last touch points with dates.

[198:50.0]
You need to track the outcome. What’s the next scheduled touch point? Whether you’ve agreed about a date, or it’s “aspirational” and they don’t know about it. Add the specific context, the reason for the follow-up, so that you can keep it relevant.

[199:06.0]
At least if it’s fresh in your mind. That was module one. MODULE TWO is all about Strategic Business Intel. That is on one end: What are their professional aspirations? What are their stated goals?

[199:22.9]
What are they working towards? And maybe even more important, what do YOU believe —based on the interactions— are their REAL goals? Are they ALIGNED with what they say? Or do you think there’s something else? Maybe you’re deep enough in the relationship to know what these goals are.

[199:38.1]
What are their challenges? What are the opportunities? All of this is important. Another component is THEIR NEEDS: What resources do you know they are currently looking for? Is it funding? Is it advice?

[199:53.5]
Is it talent? Is it partnerships? Is it a new job? Is it something else? Whatever. What are their needs? And they’ll also evolve over time. Other component in Strategic Business Intel: Influence Mapping. Who do they know?

[200:09.3]
And it can be people that you WANT to know —potential introductions, right now or further down the line. It could also be in a conversation you spotted someone they know that MIGHT be useful. For whatever reasons. Like, do they know a Supreme Court judge?

[200:27.3]
Or the President’s son? Whatever. Influence mapping. Who do they know? That you WANT to know, or that can be USEFUL. Another component is: Content Triggers. What do they care about? What are the topics they engage with the most?

[200:46.0]
Use that to make your next outreach meaningful and personal. I usually say don’t get into politics, religion, all of that. But if those are conversations that you’ve had and you know that it goes well, keep that as well. Those are Content Triggers.

[201:02.9]
THIRD MODULE: Yeah, that’s a lot of work. Personal Intel. So that is… —And again, you’ll not have to fill everything in for every person. I’m just giving you dimensions, and you fill them in on an as-needed basis— PERSONAL Intel, next to the Business Intel.

[201:23.0]
Personal Intel. And that’s of course: Personal details. So what’s the name… I don’t know, from their spouse? From their kids? Significant hobbies they have? Passions? Where or what do their kids study? If they keep on bragging or talk about it all the time.

[201:38.7]
If they love their dog more than their spouse, the name of their dog. Do they have a food allergy? Baseline, whatever is USEFUL, that shows that you deeply care, and that helps you connect on a PERSONAL LEVEL. Because that’s what you’re looking for.

[201:54.4]
Another one is… in that Personal Intel part is: PREFERENCE NOTES. What’s their communication style? Do they prefer emails, calls, in-person meetings, whatever. What are their favorite spots? Their go-to places? So that if you ever have to meet up for a coffee, or a restaurant, or whatever: You know how to set the vibe.

[202:15.0]
It’s all the little things that can really, really, really make a big difference. Also when you remember them. Celebration Dates: Birthdays, theirs. Their wedding anniversary —if that’s important, their kids’ birthdays, whatever. Even some major achievements.

[202:33.1]
OR —and it’s a tricky one— but I go with it, especially if you built real rapport, it’s cultural or religious events that they celebrate. If you work, I don’t know, a lot in India, or are based in India: Diwali, for example. It’s very strong there.

[202:49.4]
Eid if they’re Muslim —the end of Ramadan. All of that. Celebration Dates. Shared Experiences: Events that you’ve attended together, memorable conversations, places. Or even —that’s not a Shared Experience, but if it led one: A RECOMMENDATION that one of you suggested, and that was really enjoyed.

[203:11.9]
Like for example, a holiday spot, or a restaurant, or whatever! All these little details, they go a long way. FOURTH MODULE, let’s call it: Thoughtfulness Enablers.

[203:27.4]
That is Life Events, or recent Life Events. Career changes, relocations, personal milestones, anything… anything significant that is happening in their life that you can acknowledge or celebrate.

[203:47.0]
Key. Content they’ve created. If you have content creators, they can have created content on LinkedIn, something on their socials —whether professional or private— an interview, a podcast, even just a single post where they express an opinion.

[204:05.0]
Whatever. A presentation at a conference, whatever content they’ve created. I don’t say “track it ALL,” I say if you think it’s interesting, or useful, or got a lot of traction: Just keep that somewhere in mind. GIFT PREFERENCES: Now, this is often misunderstood.

[204:23.0]
You don’t need to give gifts to everyone, obviously. But if something comes up in a conversation, like specific interests, hobbies, little details, that’s what you’re looking for in the “Gift Preferences.” Write it down. Why?

[204:38.8]
Because if you EVER need to give them a gift —for whatever reason— you’ll know EXACTLY what to get them to show that you care. To show that you listen, that you value the relationship. And trust me, I’ve made presents to people and they were just like “shocked.” “How did you even know?

[205:02.1]
My best friend wouldn’t have thought of that!” How did I do that? All because of something that they casually mentioned months or even years ago. It’s key. And the last one in that category is: RECOMMENDED RESOURCES: Books, restaurants, a TV show, services that they’ve mentioned.

[205:25.6]
Even if you never ever read that book, or watch that show, or even go to that restaurant. You can still reference it later. So again, it’s not about collecting EVERYTHING. It’ll make your life impossible. I’m just giving you dimensions, and you don’t need to fill them in for everyone.

[205:42.8]
But in the book example I gave you, something you can do, you never read it, but you can go and read a detailed summary and analysis. And maybe, tied to that: ADVICE that they have given.

[205:58.4]
Remember what I’ve said earlier: Putting someone else’s advice into action almost always creates that WIN-WIN situation for you, IF you close the feedback loop and let them know how it worked.

[206:15.4]
Okay, so that’s it for THE SYSTEM, or the database. Of course, as I said, I don’t use ALL these variables, and I definitely don’t use them for everyone. I also have a few other ones that I use personally.

[206:32.6]
But hey, I gotta keep some secrets. But at least I think this gives a solid idea of all the dimensions and directions you can think about. Noww it’s up to you to create your own system and make it work for you.

[206:51.1]
As I’m saying this, something just popped to my mind. I was talking with someone this morning, someone who is now using AI. I mean, I’ve managed to do a whole video without —a Masterclass— without talking about AI.

[207:10.1]
So, let’s talk about AI. I talked to someone who said now he’s using AI [Artificial Intelligence] and he built an AGENT that performs deep research on ALL the people he adds to his database. I’m meeting with that person next week because I want to figure out exactly HOW they did it and how they did that.

[207:28.2]
But the main idea is that now AI is also gathering lots of information and updating that information. And for some people that are high priorities in his profile, he gets notifications and all of that. Definetly something to explore.

[207:45.7]
I know that I’ve grown a reputation that I’m against AI. At least in some spheres. I’m not. I’m not. You should always use the best tools at your disposal. Something to explore. I think I need to wrap it up at some point.

[208:03.5]
And to be totally honest, I initially thought this would be a 40 min to 1 hour video. I guess I was wrong. But here we are. And since we spent all this time together. Well, let me wrap it up —or let me wrap this masterclass up— with my final advice.

[208:23.7]

#1 And this is really something critical to keep as your North Star when it comes to Networking. The key to successful Networking ISN’T just about MAKING connections. It’s about NURTURING them.

[208:39.9]
And nurturing relationships is the only thing that matters. It’s the only thing that’s gonna give you a positive ROI on the time and the money that you invest in Networking. NURTURING – it’s not about “collecting.” You’re not collecting Pokemon cards or whatever.

[208:59.3]

#2 And it’s tied to that. 85% of the the advice that I’ve just given in this Masterclass —especially when it comes to high-value people— will only work if you build genuine relationships.

[209:16.4]
Try to make them LIKE you. This is the key. Make a list of people that are important and high-value in your network. And build a ROUTINE to consciously stay in touch with them. It’s Quality x Consistency.

[209:32.9]
That’s the mix you’re aiming for. Which also means that you need to be selective. Hence why I said that you need to RANK your relationships based on their CURRENT, and maybe FUTURE importance. Because you cannot dedicate your attention to everyone all at once.

[209:47.9]
And it’s also maybe not only about the highest level. Strike a good mix. It’s about the path that you wanna follow. But build a routine. Try to make them LIKE you. Remember, that’s one of the motivators. But this is key. You make a list of ALL the people that are important and high-value in your network.

[210:08.1]
And then what you do is you build a routine. Build a routine to consciously stay in touch with them. It’s about a mix of Quality and Consistency. Which also means that you have to be very cautious about HOW you use your time. And that you need to PRIORITIZE.

[210:24.5]
You cannot give attention to everyone. Not even the same amount of attention to everyone —even if you’re very selective about it. This is why I told you one of the components of your system is RANKING. Current ranking of importance, and maybe future importance. But when you do that, it allows you to filter out and to dedicate the time where it matters the MOST.

[210:44.0]
Where it will deliver the most impact to whatever it’s that you try to achieve. So, I don’t know… Use all the tips, the tricks, the hacks from this Masterclass. Google some stuff, or ChatGPT it —it’s more trendy— and try to ADD VALUE.

[211:03.3]
Send them something like, “Hey, you know, I’m thinking back on that XYZ challenge you mentioned last time we spoke. I just stumbled across this article. I thought you might find it interesting. By the way, I’ll be back in the country in a few weeks, thought we could catch up.” And they probably will not CARE about the article, but it’s about the gesture.

[211:26.3]
Especially if it’s highly related to what is top-of-mind for them. Right? For him or for her. If you keep asking for meetings without adding value, well, congratulations: You’ve just become a major pain in the ass.

[211:46.2]
And keep that in mind. The more high profile they are, the more extremely busy they are, and the more requests for meetings they get. So, it all builds up to a perfect storm to make you just another pain in the ass. You gotta respect their time and make every interaction count.

[212:03.4]
And by doing this REGULARLY —which doesn’t mean “spamming them daily” to the point of maybe getting a restraining order. Time it well. By doing this at the right frequency, with the right level of quality and thoughtfulness, it’ll make them LIKE you more.

[212:23.0]
TRUST you more. And it’ll display some COMPETENCE. Another one in my conclusion: DON’T BE NEGATIVE. I’ve barely touched upon this, but… People want POSITIVITY in their life.

[212:38.2]
It doesn’t matter how doomy and gloomy it is outside. I know that sometimes I say some negative stuff. It’s a different angle, it’s from a CONTENT perspective. Because it can be on their mind. But don’t be that negative person. Okay, next one. Next to everything we’ve said about “adding value,” you need to display COMPETENCE.

[213:00.0]
And ALSO all of the other positive attributes that people want to see in someone they would work with, they would like to work with, or connect with. And people sometimes ask me, “What are these positive attributes?” Well, I’d say on one hand, you’ve got the GENERIC ones —the generic attributes.

[213:22.4]
And you’ve got the SPECIFIC ones. SPECIFIC POSITIVE ATTRIBUTES are, you could say: What matters to THAT person. It’s context dependent. It’s their goals, their values, or what they’re looking for in someone they would work with.

[213:42.6]
—hence the need for that database— But SPECIFIC positive attributes are person-based, context-based. Now, GENERIC attributes —or POSITIVE attributes— are things that matter for EVERYONE.

[214:00.8]
Like for example, RELIABILITY. Follow-up when you say you will. Be on time when you’ve a meeting. Respect deadlines, if you’ve set deadlines. And above all: Don’t just show up ONLY when you need something.

[214:17.6]
We’ve talked about this at the very beginning. Another one is INTEGRITY. Don’t be shady. Of course, that’s the obvious part. But also, admit when you don’t know something. Give credit to others where and if credit is due.

[214:33.8]
They want to know that you are someone they can TRUST. That you’re not gonna screw them. Now there is a fine line here again. A fine balance between INTEGRITY and “naivety.” Don’t be naive.

[214:51.5]
CURIOSITY is another one of those GENERIC positive attributes. People like sharp people. They like engaged minds. Show you’re up-to-date on the ways of the world and business. Ask sharp questions, thoughtful questions.

[215:08.9]
Share new ideas or concepts. And keep it —in that CURIOSITY— But keep it a dialogue. They’re not there for a lesson, or a Masterclass, or a course. It’s not a one-way broadcast, it’s a conversation. It’s a dialogue.

[215:24.6]
CURIOSITY is one of these attributes. Another we’ve covered at great length: VALUE ADDED. You shouldn’t be there just to TAKE. Sometimes you need to help without expecting immediate returns. You need to make intros without expecting returns.

[215:41.9]
Share useful resources, or just offer that cutting-edge advice to solve their problems. Another one is EMOTIONAL INTELLIGENCE. That’s an important one. Learn how to “read the room” correctly.

[216:01.3]
Adjust your style to your audience. That’s very important. It’s not about being manipulative, but the more experiences you get for yourself in life. The more different kinds of people you interact with. The more you build that spectrum, that broadband of Emotional Intelligence.

[216:23.2]
And you can be a totally different person: You can be street smart, and talk with people in the street. And then you can also be at a Gala, in a tuxedo. Read the room, adjust your style. That’s key in Emotional Intelligence: Know when to PUSH, and know when to PULL BACK.

[216:41.2]
Stuff like that, it’s all about Emotional Intelligence. It’s basically understanding people and situations. And of course, another positive attribute, which comes with time. PERCEIVED STATUS & SOCIAL PROOF.

[216:59.6]
And thinking otherwise would be silly. It’s deep human nature. People will naturally gravitate toward —or just want to associate with— those who seem respected, connected, or just successful.

[217:15.2]
It’s human nature. It’s not “just” about what you say. It’s about how others see you, and the credibility you bring to the table. Maybe the last piece of advice for this Masterclass: ALWAYS SHARPEN YOUR TOOLS.

[217:36.1]
if your tool is a “phone” —well, probably not in 2025— but if it’s a phone: Pitch. Practice. If it’s email, or LinkedIn DMs: Learn, analyze your stats, iterate. I don’t know…

[217:52.6]
You could even go as far as pay an excellent —an excellent— copywriter to analyze your texts once you have a few. Trust me, it’ll be money well spent. Or just even A/B split testing. Remember, it’s about things like —in sharpening your tools— it’s about things like your ability to speak.

[218:13.5]
So, speak a lot. Learn to structure your thoughts and project them. Practice Cold Approaching. All the time, everywhere. In low-pressure situations, and then work your way up. Learn from everyone. Learning is also a tool.

[218:29.6]
Let me give you a stupid but important example: If you don’t work in sales, but you have access to a sales team, go and learn from the most successful salesperson. Everything in life is basically a sale. Go and ask, “Hey Jane, how are you getting customers?” And then Jane will tell you, “Oh, the way I’m getting customers is… XYZ.” Okay.

[218:53.6]
Well now, the NEXT question for you becomes… It’s not just “Oh okay, it’s XYZ.” NO! The next question becomes, “How can you sharpen XYZ?” See, I think it doesn’t matter WHAT the tools are. The key is to identify them and always be sharpening.

[219:13.1]
Keep improving. Keep leveling up. That’s how you stay ahead. In Networking or with anything in life. Remember: Most of what you want in life usually comes down to your Circles of Influence.

[219:28.9]
And at the end of the day, it’s all just people talking to people. So, get good at that. Find your way into the right Circles, and I guarantee that success takes care of itself. The more influential people you know, the better the conversations you’ll have.

[219:47.8]
And the better the conversations you’ll have, the better the opportunities you’ll create. And above all, don’t forget, it’s not really about “who you know.” That’s not Networking. It’s about “who knows you and actually cares.” That’s how you leverage opportunities into something concrete.

[220:11.7]
Go and earn that. Thanks for watching.