WEBVTT

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Estimated Runtime: ~8 minutes

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Tone: Systems-oriented, motivational — the unsexy work that makes everything

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else pay off

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Here's the truth about networking that nobody talks about. The conversation is

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the easy part. It's what happens AFTER the conversation that determines whether

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you've built a relationship or just had a chat. And most people — ninety percent

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— do nothing. They have a great informational interview, say they'll stay in

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touch, and then... silence.

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That silence kills opportunity. Today, we build the system that prevents it.

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Every networking conversation you have should be followed by exactly three

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touches over the next thirty days. Touch one within twenty-four hours — a

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specific, personalized thank-you that references something they said. Not

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"thanks for your time." Something like, "Your insight about how smaller

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companies actually give you more strategic exposure than big firms really

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shifted my thinking.

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Touch two within one to two weeks. This is where you follow through on something

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from the conversation. They recommended a book — you read it and share your

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takeaway. They mentioned a challenge — you found an article about it. They

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suggested you talk to someone — you did, and you report back. This touch says: I

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listened. I acted. I valued your time.

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Touch three within a month. This time, you give something without asking for

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anything. Share an article they'd find valuable. Congratulate them on an

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achievement you noticed. Make an introduction between them and someone they'd

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benefit from knowing. This touch cements the pattern — you're someone who gives,

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not just takes.

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After these three touches, shift to quarterly maintenance. A brief, genuine

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check-in every three months keeps the relationship warm without being needy.

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You need to track this. Your brain is not a reliable CRM. Set up a simple

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spreadsheet or use any tool you like — Notion, Airtable, even a Google Sheet.

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Track: the person's name and role, when you connected, what you discussed, what

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follow-up actions you owe, what stage of the 3-touch sequence you're in, and

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when to check in next.

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Review it weekly. Every Monday, look at who needs a follow-up this week. It

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takes five minutes and prevents relationships from going cold.

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The follow-up system is the unsexy part of networking that makes everything else

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work. Set up your CRM today. Complete three-touch sequences for your most recent

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conversations. And remember: every relationship that goes cold is a missed

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opportunity. Module Four is complete. You now have a complete networking system

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— strategy, informational interviews, a board of advisors, community activation,

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and follow-up. Module Five takes us into application strategy — sending

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targeted, high-quality applications that actually get read.