Dont be a stranger

Lawrence Perkins emphasizes the importance of delivering high-quality work and building strong, authentic relationships to avoid being seen as an "empty suit". He suggests that the quality of your work can either build advocates or detractors, and that the network effect can either supercharge your business or work against you. He advises to always strive to be worthy of the referrals you hope to generate. Perkins also highlights the importance of a strong network, stating that he relies on referrals over internet searches when seeking services. He stresses that you can't fake genuine connections and that these relationships are more likely to lead to successful business interactions.

Building relationships intentionally can be likened to making a grilled cheese sandwich. The ingredients are simple: butter, cheese, and bread. However, the execution is what differentiates a homemade sandwich from a seventeen-dollar restaurant version. Similarly, the recipe for building relationships is straightforward: talk to people, help them, and be the first person they think of when they need something. This requires intentionality and regular communication, much like the process of making a grilled cheese sandwich. As Lawrence Perkins puts it, "We all have people we want to be in our lives, whether that’s because we like them or perhaps because we think they can help us in our pursuits. In a perfect world it’s both. Being around people who we like and can help (and get help from) is human. Learning to connect with people intentionally is just the next level up from something you’re already good at." The first step in this intentional relationship-building process is to clean up your contact list, ensuring it only contains the details of those you want to connect with regularly.

Touchpoints are crucial in establishing and nurturing business relationships. It's unrealistic to expect a significant business deal to materialize after a single meeting or casual interaction. Instead, the process of building a productive relationship typically involves four steps. First, create touchpoints to understand the other party's level of operation and build rapport. Second, engage in deeper conversations to explain your value proposition and understand theirs. Third, look for opportunities to assist the other party, which helps build trust and deepen the relationship. Finally, maintain regular contact and be ready to seize opportunities as they arise. This process requires patience, as relationships and trust take time to build. However, if the relationship ceases to be beneficial or enjoyable, it may be time to reconsider the investment in it.

Building genuine strategic relationships necessitates a careful and intentional approach. Avoid being overly assertive and allow relationships to evolve naturally. It's crucial not to rush the development of these relationships, as this can be off-putting. As Lawrence Perkins notes, "Relationships don’t exist in theory or on paper...You must stay in touch." It's not about the number of contacts you have, but the quality of those relationships. Interestingly, those on the periphery of your network often present the best business opportunities, as they operate in different areas and are aware of emerging opportunities. As you build these relationships, remember that not every contact needs to become a deep personal relationship; casual connections can be just as valuable. Perkins emphasizes,

In a commodity market, standing out hinges on forming authentic, interesting, and helpful relationships. This approach, as exemplified by a wealth management professional named Kevin, involves focusing on the needs of those around you and offering assistance in areas that matter to them, whether it's business-related or personal. Serving your network and utilizing your resources to help others solve their problems is the most effective way to build strategic relationships. Lawrence Perkins, a proponent of this approach, emphasizes the importance of investing in relationships, treating people well, and being generous in offering help. He believes that this approach not only fosters strong relationships but also encourages reciprocity, leading to more business opportunities in the future.

Building and nurturing strategic relationships is a process that requires patience and time. Once you've established your network and implemented systems to maintain contact, you can trust that positive outcomes will follow. In the interim, focus on assisting others and adding value to their endeavors, which will also prepare you to seize opportunities that arise. It's important to remember that the individuals we assist may not necessarily be the ones who reciprocate, but by positioning ourselves strategically, we increase the likelihood of beneficial outcomes. Embrace your unique interests, such as a passion for bread, and incorporate them into your networking efforts. These distinctive traits can facilitate memorable connections, demonstrating the advantage of human interaction over algorithmic networking. As Lawrence Perkins advises, "Be weird. Be fully weird and interested in the (noncontroversial) things that light you up... Be weird, and enjoy the people who will be weird with you".