# tactiq.
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00:00:00.240 Networking is one of the most important
00:00:02.159 aspects of business because deals, jobs,
00:00:04.799 and partnerships don't just go to the
00:00:06.640 most qualified, they go to the most
00:00:08.480 connected. The truth is 90% of people
00:00:11.040 don't know how to network. Most people
00:00:13.120 think networking is about collecting
00:00:15.200 business cards and meeting people. And
00:00:17.199 that's an element of it. The hard part
00:00:19.039 is building relationships and
00:00:20.960 maintaining relationships. And now I'm
00:00:22.960 going to share seven strategies and
00:00:24.800 principles anyone can apply to build
00:00:27.359 their network. Number one, invite
00:00:29.679 everybody. This past year, I was going
00:00:32.558 to a Polar Plunge. I had 20 tickets and
00:00:35.600 I would call people up and invite them,
00:00:37.200 be like, "I'd love to do this event with
00:00:38.719 you. It's a fundraiser. You know, we're
00:00:40.640 going to jump in a frozen lake. It's a
00:00:42.160 Polar Plunge." Now, some would say no,
00:00:44.719 but they still appreciate it and thank
00:00:46.800 me so much for thinking of them. And
00:00:48.960 others would say yes, and then we had an
00:00:51.039 incredible experience and memory
00:00:52.640 together. But the bottom line is I
00:00:54.719 didn't invite 10 of the 20 tickets.
00:00:56.640 Everybody gets an invite. Go out of your
00:00:58.800 way. Invite everybody. Fill up the
00:01:01.199 tables because people feel heard and
00:01:03.840 wanted and they remember and appreciate
00:01:06.000 the ask. Number two, gifts are a
00:01:08.720 powerful weapon. So, I'm a big believer
00:01:11.520 in gifting. Every time that I do a
00:01:14.000 podcast, I send the person that hosted
00:01:16.640 me on their podcast a gift. It should be
00:01:18.880 the opposite. Usually, like the person
00:01:20.320 that does the podcast, maybe they would
00:01:21.920 get a thank you note. I flip the script
00:01:23.920 on that. And I'll say this. Hey John,
00:01:26.400 there's 8 billion people in the world
00:01:28.320 and you chose me to be on your podcast.
00:01:31.040 Thank you so much. As my appreciation, I
00:01:33.600 want to send you this whatever you're
00:01:35.200 sending a book, a gift card, a watch, I
00:01:38.240 don't know. Gifts can be a really big
00:01:40.159 part of your business strategy and
00:01:42.159 certainly of your networking strategy.
00:01:44.400 And a gift doesn't have to be expensive.
00:01:46.479 It's the gesture and the thought when
00:01:48.399 people least expect it. That's the key.
00:01:51.119 Gift them. Number three, three minute a
00:01:53.439 day rule. So networking isn't about
00:01:55.759 collecting business cards. It's not even
00:01:57.680 about how many people you know. It's
00:01:59.840 about who knows you. And everybody is
00:02:02.320 one meeting, one referral, one
00:02:04.079 introduction away from changing the
00:02:05.759 entire trajectory of your life. So I've
00:02:07.759 always been a big believer in planting a
00:02:09.840 lot of seeds in a lot of different
00:02:11.599 directions. And I take about 3 minutes a
00:02:13.840 day to do it. I'll give you an example.
00:02:15.760 I went to a basketball camp every year
00:02:17.840 for 20 years that Coach K, the coach at
00:02:20.239 Duke puts on. So, one day I was getting
00:02:22.080 on a plane. I shot coach a text that
00:02:24.400 just said, "Coach, thank you so much for
00:02:26.080 doing this. Every year I feel like an
00:02:27.680 8-year-old when I go to your camp. No
00:02:29.680 need to respond. Thank you. You're
00:02:31.840 having an impact. Send." Took about 45
00:02:35.120 seconds to send that text. But what now
00:02:37.840 what I've done is now I have permission
00:02:40.239 now if I see Coach K ever at a
00:02:42.400 restaurant to say hello to him. He'll be
00:02:44.080 like, "Oh, coach, I sent you a text.
00:02:46.000 Who's the first person he's going to hug
00:02:47.760 at out of a hundred campers at camp?"
00:02:49.840 Me. It took less than a minute. If I
00:02:52.400 invest three minutes a day and send
00:02:54.480 three of those text, DM, handwritten
00:02:57.440 letter, the three people a day over the
00:02:59.599 course of a year, I'll plant over a,000
00:03:01.840 seeds in all kinds of different
00:03:03.760 directions. Number four, follow up on
00:03:06.159 everything. If you say you're going to
00:03:07.680 do something, do it. Now, what does that
00:03:09.680 have to do with network? It is
00:03:11.120 everything to do with networking because
00:03:13.280 networking is built on trust. People
00:03:15.599 want to do business with people that
00:03:17.040 they trust. People want to be around
00:03:18.800 people that they like to be around and
00:03:20.319 that they trust. Everything gets a
00:03:22.319 follow-up. You have a meeting, they get
00:03:24.239 a thank you note. You get a call and
00:03:25.760 say, "I'm going to call you back in an
00:03:27.040 hour." You call them back in an hour.
00:03:29.519 It's part of your reputation, and your
00:03:31.440 reputation is a huge part of your
00:03:33.840 network. Number five, drop in when they
00:03:36.159 least expect it, but they need it the
00:03:38.560 most. So, this year was the 2-year
00:03:40.640 anniversary of my father's death. I woke
00:03:43.440 up that morning and there was a text on
00:03:45.360 my phone from my friend Moren. I'm not
00:03:47.440 even that close with Moren. And it said,
00:03:49.840 "Just thinking about you today. I know
00:03:51.680 it's the two-year anniversary of your
00:03:53.200 dad's death. Really hope you're doing
00:03:54.959 okay. Sending love. Our family's
00:03:56.959 thinking about you." How in the world
00:03:59.760 did Moren remember that it was the
00:04:01.760 2-year anniversary of my father's I have
00:04:04.560 over 10,000 people in my contact list.
00:04:07.280 Of those 10,000, Moren's the only person
00:04:10.159 that reached out to me 2 years after my
00:04:12.239 father died. Unbelievable networking
00:04:14.720 tool. And I'm sure she didn't do it to
00:04:16.320 network. She wanted to reach out to me
00:04:18.238 on this day, but I'll never forget it.
00:04:20.720 And anything Moren wants, I'll do for
00:04:22.960 Moren just because of that simple
00:04:24.800 gesture. I actually call that Mo's rule.
00:04:27.919 That's Moren's rule. So, one thing you
00:04:30.080 could do is just make a list of people
00:04:31.840 in your life that are important to you
00:04:33.360 and big moments in their life. Call them
00:04:35.360 on the anniversary of those days. Maybe
00:04:37.360 they stopped drinking, maybe they
00:04:38.639 stopped gambling, maybe it was a victory
00:04:40.320 or celebration or an anniversary of
00:04:42.160 selling their company, whatever. Reach
00:04:44.080 out to them when they least expect it
00:04:46.000 and they need it the most. Number six,
00:04:48.800 show up. People do business with people
00:04:51.120 that they see all the time and people
00:04:53.040 that they trust. And showing up is one
00:04:55.919 of the most impactful, underrated skills
00:04:58.960 that anyone can do. I had a terrible
00:05:01.360 thing happen to our family. The next
00:05:03.759 day, I get a knock on my door. It's my
00:05:05.520 friend Douggee Fresh the rapper. I'm
00:05:07.120 like, "Doug, what are you doing here?"
00:05:08.479 He said, "Man, when you get news like
00:05:10.400 that, you don't call. you show up for
00:05:13.120 the rest of my life, I will never forget
00:05:16.000 that. And it's so true. If you have
00:05:18.080 people in your life that are grieving
00:05:19.919 and you don't reach out to them or show
00:05:22.080 up for them, they'll never forget it.
00:05:24.000 And if you do, they'll always remember
00:05:26.080 it. Be remembered for showing up. I've
00:05:28.320 met so many people in my life that like
00:05:30.560 are so much more talented than me,
00:05:32.800 smarter than me, but I was always the
00:05:34.880 one that showed up. More times than not,
00:05:36.960 it got me deals. Number seven, stay in
00:05:39.520 the mix. Stay top of mind with people.
00:05:42.560 Don't ever underestimate the importance
00:05:44.479 of reaching out to people and sending
00:05:46.400 them an email. If you know somebody
00:05:47.919 loves surfing, send them a YouTube clip
00:05:50.240 on surfing. If you know someone loves
00:05:52.320 some kind of healthy food, send them a
00:05:54.240 recipe. Like, stay top of mind. I think
00:05:57.039 that's the most important thing of
00:05:58.720 networking is to create a strategy that
00:06:01.759 allows you to stay top of mind. So, for
00:06:04.240 me, that's emails, that's DMs, that's
00:06:06.720 handwritten letter. Man, who would love
00:06:08.560 this information? Who would love to go
00:06:10.400 to this concert? Who would? And send
00:06:12.240 them. Hey, thought of you. Thought you
00:06:14.400 would like this. Hey, thought of you.
00:06:16.240 Thought you would like that. Very
00:06:18.160 simple, one way, without asking for
00:06:20.240 anything. And watch the floodgates open.
00:06:22.639 The whole web is connected. It might not
00:06:24.800 be the person you meet, but it could be
00:06:26.479 the person that you meet that can
00:06:27.759 introduce you to the person you need to
00:06:29.600 get with. I remember when I went to
00:06:31.360 college, the first day I got great
00:06:33.680 advice, and it was like, put yourself in
00:06:35.600 your dorm room and go right to the
00:06:37.120 basketball courts. And I was like, "The
00:06:38.800 basketball course?" They're like, "Yeah,
00:06:40.479 get in a pickup game and you'll meet 10
00:06:42.400 people right away in the first hour."
00:06:44.960 And I actually did that and met some of
00:06:47.600 my best friends, joined the fraternity
00:06:49.440 of the guys that were playing basketball
00:06:51.280 and totally changed my college
00:06:52.960 trajectory cuz I put myself in a
00:06:55.039 situation to meet people. Since then,
00:06:57.039 when I graduated college, same thing.
00:06:59.520 I'm not making connections sitting in my
00:07:01.919 apartment and watching the Kardashians.
00:07:04.000 I'm making connections, walking the
00:07:05.680 streets, going to coffee shops, going to
00:07:07.759 events, and putting myself out there.
00:07:09.759 So, anyone that just moved to a new
00:07:11.280 city, go out, put yourself in situations
00:07:13.759 where you can network. And don't sit in
00:07:15.520 the corner of the room. Own the room.
00:07:17.280 Make yourself stand out. You know, stand
00:07:19.120 out through caring the most. Stand out
00:07:20.880 through your energy. Stand out from
00:07:22.880 being friendly. Stand out by asking
00:07:24.720 questions. Stand out by being curious.
00:07:27.199 Stand out by following through after you
00:07:29.199 leave the club when you have people's
00:07:30.639 numbers. The best networking is for me
00:07:32.720 has always been face to face. Especially
00:07:34.639 in my 20s and 30s, I really spent a lot
00:07:37.039 of time making sure that I was going to
00:07:38.800 the places where people congregated that
00:07:40.880 I wanted to meet. That was really
00:07:42.400 important. And I also followed up. It
00:07:44.479 happened the other night to me at the
00:07:45.599 Nick game. I saw someone sitting across
00:07:47.520 from me and I wrote him a text and it
00:07:49.520 said, "I didn't get to introduce myself
00:07:51.280 in the Nick game. Saw you. I'm a big fan
00:07:53.520 for XYZ reasons. Send." put yourself in
00:07:56.400 situations where you can network, but
00:07:58.080 you can also do virtual taps on the
00:08:00.080 shoulders, too, to stay and get
00:08:01.919 connected. I met my business partner on
00:08:03.840 a basketball court in New York City
00:08:05.680 playing basketball. He was in the
00:08:07.840 apparel business. I owned the Go New
00:08:09.440 York Go, the trademark at the time for
00:08:11.120 the Knicks. I wanted to put the Knicks
00:08:12.879 song on a t-shirt. I went to him and we
00:08:16.000 built four businesses together after
00:08:18.080 that for a lot of money. Every
00:08:19.759 situation's an opportunity. Standing
00:08:21.680 online at a coffee shop is an
00:08:23.840 opportunity. My brother's close friend
00:08:26.240 was at a bar and met a guy at the bar
00:08:29.680 that gave him a job at his hedge fund.
00:08:32.559 They ultimately became partners and
00:08:34.719 ultimately became billionaires. Totally
00:08:37.039 true story. Now, that's one in a
00:08:38.958 zillion, but it happened. He put himself
00:08:40.958 in a situation to meet somebody,
00:08:43.279 network, then worked himself up through
00:08:45.279 talent, skill, and everything else. So,
00:08:47.920 it happened. The most important deals
00:08:49.839 that have come to me or that I've been
00:08:51.600 involved with are with people that I met
00:08:53.279 in my 20s, 30s, and 40s. They're not
00:08:55.440 people that were from my hometown or
00:08:57.360 that I grew up with. The more people
00:08:58.880 that know you, the better the chances
00:09:01.440 that you're going to meet that one
00:09:02.800 person, have that one meeting that can
00:09:05.200 change the entire trajectory of your
