How to Build a Network—Even If You Hate Networking
Michael Foreman · Episode 17
Increase Visibility & Influence Authentically
Michael Foreman, corporate speaker and author of "Networking Unleashed," shares a practical, introvert-friendly approach to networking built on strategic connection and a servant's heart rather than performative socializing. He argues that networking is a learnable skill—not a personality trait—and that introverts can thrive by bringing an extrovert wingman, practicing small talk in advance, and focusing on giving value rather than extracting it. The episode reframes networking as a long-term career investment that is just as critical inside your company as outside it.
Networking is a tool. It's a talent. It's a skill. It's something that you have to practice, practice, practice in order to get good at it.
Your follow-up is so much more important than actually meeting the person.
If they know you, if they like you, if they trust you, they'll do business here.
I go with something called a servant's heart. I'm looking to give value, not receive it.
Key Stories
- The Business Card Guy: Michael describes watching someone walk up to a table at a networking event, hand out business cards to five strangers, and walk away—everyone threw the card away immediately. Used to illustrate the biggest misconception about networking (talking first, listening never).
- The Shoebox of Cards: Early in his mortgage career, Michael came home from events with a shoebox of business cards he’d never follow up on, illustrating why follow-up discipline is more valuable than attendance alone.
- School of Hard Knocks: Michael’s career arc—Air Force, pizzerias, graphic design, mortgage, law firm—showed him he had to learn to speak differently to employees, vendors, and customers, which became the foundation of his networking philosophy.
Techniques & Frameworks
- Extrovert Wingman: Introverts should bring an extroverted friend to networking events who can introduce them into conversations at the right moment, releasing social pressure.
- FORM Framework: A structured small-talk guide—Family, Occupation, Recreation, Message—to find common ground with any stranger without going blank.
- Seven-Touch Follow-Up System: After meeting someone, send a thank-you email the next morning, a handwritten card, then a sequence of three-day-spaced emails with a specific call-to-action, before moving them to a monthly drip campaign.
- Servant’s Heart Mindset: Go to networking events to give value, not receive it. Ask “How can I be a good referral source for you?” before pitching yourself.
- Strategic Networking: Identify the four types of people you want to meet at any event rather than casting too wide a net—but stay open to their networks as well.
- Prepare 10 Small-Talk Topics: Write them out before the event; practice the top three so you can deploy them naturally without looking at a card.