Building Authentic Relationships for Business Success | Interview with Adam Connors

Jared Zuckerman: Welcome to the Business Insider Roundtable Podcast. I'm your host, Guy. And on today's episode, we are diving deep into profession networking, how to build a meaningful relationship, expand your influence, and turn connections into real opportunities in business. I want to introduce today's guest, Adam Corners. Adam is the founder of NetworkWise, where he helps professionals and entrepreneurs master the art of building authentic, high-value relationships. He's also an author. Bringing a structured approach to networking that ⁓ goes beyond surface level connections and focuses on creating long-term mutual benefits relationships. Adam, welcome on the show. I'm thrilled to have you here with us today. ⁓ why don't you give us a bit of a background about yourself? Thank you. Great introduction, great energy. Appreciate that. Thank you so much. ⁓ yeah, ⁓ listen, ⁓ I appre appreciate the opportunity. to have this conversation and to socialize a little bit about my background in my organization, you know, with your followers. So thank you for that. To answer your question, Gee, you know, my name's Adam Connors. I am the founder of Network Wise. And, you know, they they nicknamed me a social architect. The reason being is, you know, there's a problem that we exist to solve, right? ⁓ most professionals know that networking matters, but almost nobody has a system for it. And without a system, you know, networking feels random. You know, without a community, networking feels lonely. You know, without accountability, it stops. And that's the gap. So, you know, we built network wise to close it. ⁓ you know, and at at the core You know, of what we do is something called the network-wise way, which is a methodology for building high trust relationships that accelerate your career, that accelerate your business, and ultimately accelerate your life. Most people do it wrong because they think networking is about them. and it's not. And that was one of the beauties of the conversation that you and I were having before we went live. It's actually about the other person. And ⁓ you do that long enough and you're consistent enough. And ⁓ you know, for the most part, everything that you want comes back to you anyway. That's the irony, and you know, we call that selfish benevolence. That's ⁓ a really great answer and a really great introduction about yourself to our audience. Let me ask you, ⁓ do you feel that in today's world networking is something that is becoming, let's say, not appreciated? I think it's actually going to be appreciated more than ever. We're entering something called a relationship economy. Trust is is the hierarchy of a relationship. And by and large, thanks to technology, thanks to AI, trust has been eroded. So when you have high trust relationships, you know, that's going to be the difference maker, right? That's you know, that that's gonna make all the difference in the world because You know, somebody knows you, they'll talk to you. If they like you, they'll let you, you know, take ⁓ out for lunch or dinner. But when they trust you, that's where the magic happens, Gee. That's where that's where they hire you. That's where they confide in you. That's where they invest money in you. And that's where they ultimately, when they put their name behind you. And when someone says your name, the sound carries twice as far. So there's never going to be or never been a a moment where having these kinds of relationships is going to be more important than it is today. I mean, there are I think ninety percent of business decisions are influenced by referrals, right? ⁓ eight eighty four percent of buyers ⁓ start their search through a referral. That's not AI, that's not technology. So ⁓ yeah, it's important. Yeah, the word of mouth is still ⁓ a big Let's say ⁓ channel to client acquisition. And ⁓ what do you think is network wise superpower when it comes to helping people network? Well it's a loaded question. I think th there's I don't know if there's one magic bullet. I think it's ⁓ I think it's really about understanding that it's called networking, not net funning, right? Like there's work that needs to be done, that there's I I think the systems like what I what I addressed earlier. A a system, a process, accountability are uber important to building relationships. It's you know, you you've you gotta put in the work. So Okay. Yeah. So you feel that the superpower you have is ⁓ getting people to figure that they have to work before they get anything from the relationship? I think the superpower is rewiring their brain to help them understand what what networking really is, right? We're all told to network and network and and how important it is, right? But no one's taught us how to do it properly. And you know, what's what's really interesting is networking is like growing bamboo. And I don't know how familiar you are with bamboo, but bamboo takes like three to five years where you plant the bamboo and you're, you know, you're you're putting it in the ground and you're watering it and you're making sure it gets sun and You don't realize it that you don't think anything's happening, but then one day a stalk shoots up. And then over the course of the next sixty to ninety days, the bamboo shoots up, and I I forgot the the the height, but it had a massive trajectory. And the same thing happens with your relationships. So we help people to understand what networking truly is, how it works, the importance of the process, the excuse me, the importance of playing the long game and by being sincere. And what happens is when you do, you follow that, you get great outcomes, like I was telling you about, and it shows up in all facets of your life. So I I I hope that answers your question. It does, sure. Yeah. How how do you pick up with who do you network with? Because you can network with everybody, but not everybody can give you value. Listen, I think there's utility in every relationship. And I think it depends again, getting back to what n networking is. Maybe we should level set and and ⁓ you know, I'll share with you how I, you know, what we I should say ⁓ define as networking and that that's taking a proactive approach to relationship development with the ultimate goal of actually benefiting another person. Not about you, right? But it it is about transcending a connection. into a relationship that ultimately becomes your ally. Right? So that's the problem people go in. They say, ⁓ well, I gotta I wanna I'm I'm gonna meet Ghee. What can Ghee do for me? And that's the wrong attitude, right? Like that's short term. So so Gee superficially, maybe today, outside of this podcast, there's nothing that that there's, you know, n quote unquote nothing that you could do for me, but that's short sighted. See, so first of all, I should go into the go into this thinking about what can I do for you. And you actually again, prior to our conversation, I know that you think that way because you were talking about making an introduction. So you're thinking you're already thinking about me. So that's that's that's the way to go about doing it. And and the thing with networking also is the best time to network, well actually the always be network. But what more often than not, people think of networking, they have it wrong. They think of actually leveraging their networking when they say, ⁓ I got a network. That that's different there's a difference between networking And leveraging your networking. And you know, the networking is actually doing it's the proactive approach. That's when you're good. That's when you're in a good position. That's when you have a job. That's when you have a lot to offer. That networking is helping. It's planting seeds. It's it's benefiting other people, making those deposits in a bank and and hoping that you never need to make a withdrawal. But if you've made a bunch of deposits, you've got a really plush bank account that's there ready for you. So To answer your question, there's utility in every connection. How much time that you spend with other people, that's a different story, right? Like there's only so much energy you have, and there's only so much that you can do. Otherwise, you're never going to be able to, you know, again, ultimately benefit yourself. But, you know, how how I approach things or how we like to approach things is to ⁓ first and foremost understand that there's utility, understand that your your job first is to offer to help. And to see what you can do to benefit others. And then to to identify people that you think are just people that you are genuinely good, that you have a connection with, that you think there is long term value. And it doesn't necessarily mean translating into dollars and cents, right? That that's short term and that's transactional. And that that's not what true networking is about. The the cream ultimately will rise to the top. I said so. I was about to ask you ⁓ one thing, which is do you believe that the Best network happens when you don't realize you are networking or meeting someone. Again, getting back to what networking is, right? Like this is the you know, to me it's about that again, not going in with an agenda, right? Or or that agenda being how can I connect? You know? So for me, going into this conversation with you, I I wanna, you know, obviously I wanna highlight myself in the best way possible, but I I wanna connect with you, right? Like, like I I like, you know, the energy that you have. You know, I like the fact that you're offering a platform that's gonna help get my message out. You know, you you're you're coming from a good place. So, okay, that you know, this there's a good guy here, right? And you've got a business and you're hungry and those are the things that you're thinking of. So those are things that gravitationally I'm attracted to. So that would be you so so remind me your question 'cause I'm going down a tangent and I wanna make sure I'm gonna answer it the right way. Do you No, y you you answered it right. You had ⁓ you said that that The best networking happens when you don't have an agenda or you don't expect anything from correct the actual network. So yeah, you will answer answer the question perfectly. I want to ask you, ⁓ how long ago have you been ⁓ running this company? So I started network wise in ⁓ December of ⁓ wow ⁓ wow, nine years. December of twenty seventeen, as a matter of fact. Wow. Yeah. So if you could talk to yourself, let's say ten years ago before you started network wise. What would you do differently? What would I have done different? Probably a lot of things. You know, you know, de defin definitely a lot of things. I I I will tell you one thing that I would have done that I wish that I had that I had taken my own advice and that was to lever leverage my networks that I'd built all these times. I didn't leverage my networks. I actually went through a traditional business process with this business. You know, in terms of like you know, I I did a lot of like social media and things of that nature, but But that go that go and and you need to do that, right? The brand is important in getting your name out there. But but I I I went through in the first two years of of business, I really didn't do that well. ⁓ I I candidly struggled. And I was having a conversation with someone one day and they're like, I can't believe with the networks that you have that your business isn't thriving. And I was like, ⁓ my God, my networks. I I I I just can't even believe that I wasn't leveraging. I'm always Teaching people, showing people, building them, but I never leveraged them for the time of need. And in two weeks of making phone calls to people that I had relationships with, I set up my business to do more business in two weeks than I had done the previous two years. So yeah, it was a no brainer. Right? And and ⁓ so so I would have leveraged my own again, you know the saying, shoemaker's kid has no shoes, right? So exactly. Yeah, that's what I was about to ask. Yeah. So so that was that's probably the the single biggest thing I would have done. But in in terms of like building a business, you know, you you ⁓ go fast alone, you go farther, you know, with other people. That's a an African proverb that I love. And I would have, you know, I would have surrounded myself with other people earlier. That's probably the other biggest biggest thing. So do you believe you missed out on the actual value you provide to other business owners? You were you were not applying the value yourself? Yeah, I mean yeah, correct. Yeah, I wasn't. Okay. Okay. So let's say I wanted to make an introduction for ⁓ with you, like you or with someone else that I have on my network. What what would be the best way to do it to do it? Which channels would you use? Which words would you say? How do you phrase it? Awesome question. And I love the fact that you're thinking about making an introduction for somebody else. So first and foremost. Love it. There there's a whole entire process, right? Like, first of all, there's there's an embedded, like, immediate trust when somebody facilitates an introduction through their own networks, right? And it has to be done the right way in order to gain the most value from it, right? So so in introductions and referrals, they're probably two of the most powerful facets of your social capital. And ⁓ And as you're continuously fostering your relationships and you're building your networks, it's important that you act as a connector, like what you're offering, right? And you bring people together to genuinely benefit from from meeting each other. So, so so to answer your question, ⁓ so first of all, thank you for thinking. That's a great question. It's a great way of thinking. So the fur there's a bunch of steps that you've got to do, right? You first and foremost, you you want to identify Who are two people that could mutually benefit from getting to know each other, right? So, ⁓ and and sometimes one person benefits more than the other, right? That's just normal. But let's say that you've identified two people, right? And first thing you got to do is something called a double opt-in. You need to reach out to both parties to get their permission to make that introduction. And a lot of times people do not do that. They just say, I know Jimmy, I know Jenny, they need to meet. And it's a good intention, but when you don't do the double opt-in, a lot of things go wrong there. You put them on the spot, right? Maybe they do want to meet and maybe it could be a great connection, but the timing is bad. So it will fall on deaf ears. Maybe you you you piss somebody off because they don't want to meet this person. Or maybe you caught them at the bad time and then it backfires, right? There's so many things. So there's a significant amount of time that that that would be wasted. So and since you're gonna put in the time Why not get the outcome that you're looking for? You want Jimmy and Jenny to connect. You want them to be friends. You want them to have the outcomes where they both benefit. So first and foremost, double opt-in, right? Secondly, when you get the d when you get the double opt-in, then figure out what's the best medium to make that introduction. You know, maybe it's LinkedIn. Maybe that's the best way to capture that introduction. Maybe it's over email. Maybe it's text message. ⁓ maybe it's just a phone call or or or a meeting. So That's another important piece in the puzzle. You got to figure out what works best for them. Okay. Then you want to make an introduction and you want to be very clear on why you're facilitating the introduction. So when I make an introduction, I I put in the subject line introduction and I'll say the reason, or maybe I'll just put introduction and I'll put both names. I hyperlink their LinkedIn profiles. So this way it makes it very easy for them to see who the other person is. Again, the idea, you wanna, you know if you're gonna spend the time to do the double opt-in, to send the introduction, whatever that might be, let's do whatever we can to reinforce and get the to the the outcomes that we're looking for. I suggest that they meet. I give a little background, you know, hey Jimmy, I've known Jenny for for seven years. ⁓ here's how I know her. Here's the things that I've been impressed about her, and here's the reason why I think you guys should connect. Jimmy, maybe you can help her. She's looking for a job. Or Jimmy, she's looking to learn a little bit more about this company. Or whatever it might be. Boom. Then I flip it around. Okay, Jenny, let me tell you about Jim. You know, he knows he's really good at his craft. He's he's grown through the organization. There's a lot you can learn from him. Boom. So you make the introduction, you give him a little background, you put the LinkedIn profiles. An important piece of the introduction is at the end of it. You make it very clear who should follow up with who. Jenny, you know, and and usually it's the person that can benefit the most. You want to put the, you know, make them the driver of that relationship. Of the conversation. Yeah. So Jenny, hey, you know, ⁓ you know, J Jimmy's got a lot on his plate right now. And I know he's gonna be busy over the next week or two. If you could ⁓ you know, ⁓ you know, run point on following up. Now it also gives her an opportunity to follow up a couple times, right? And then I typically like I'll ask everybody to say, hey, please let me know the outcome of this introduction because now I've spent a lot of time, right? That's a lot of time. All these things that we talked about is a lot of time. And I want to know that my relationships, the social capital that I'm using, the borrowed trust that I'm using for everybody to get to know each other is going to ⁓ is is worth something. It's paid off. Because I I need to know that these people are going to follow through because maybe I don't want to introduce them again. I can't put my name behind them if they don't, but I also like to see the outcomes. I want to be, you know, I'm I'm I've invested a lot of time building those relationships and I want to see that it's worth something. So that's just selfish. Most people will not follow up, but it's something that I I highly encourage that they do. And and and as the recipient of that introduction, bare minimum you should do that. You know, even if not even if they didn't follow up. Hey Adam, I really appreciate that you took the time to to make that introduction happen. For some reason we weren't able to connect, but you know what? Thank you. Or hey, we had that introduction and and he was able to introduce me to somebody else, and here's what happened. Does all that make sense? I know I just I threw a lot at you. That's a lot of steps. No, no, no, no. Yeah, that's that's something that that's some things that I need to ⁓ catch, but I was catching everything and it's paid value that you are giving here. ⁓ for free. So ⁓ thank you for that as well. So something you said ⁓ was about figuring out if ⁓ both parties would ⁓ benefit from this introduction. How do you do so? Well if you don't need yeah I mean listen if you don't know yeah I mean it's not objective, right? Yeah. It it depends. Every situation is different. I mean there are some people getting back to networking that they just don't need anything. Right? Like they they don't or they don't need anything now, right? They've got a good job, family's good, they're healthy. You know, sometimes what what they get out of it is just the satisfaction of being able to help somebody else, right? And and and there's a great Hollywood saying that if you're fortunate enough to make it to the penthouse, don't forget to send the elevator back down. Right? So sometimes just sending the elevator back down is the gift. That's the benefit. Okay. You know, and and we all hope to be in that position, right? Nobody ever wants to ask for something. Nobody ever everybody not everybody wants to need something. It's a vulnerable position to be in. So, you know, ⁓ so I encourage people when they're you know, when they can't do something for somebody else, I'm like, really? You know, you're in a position that you can help somebody. Come on, do the right thing here, right? We're all busy, but but be thankful that you're busy. You know, be thankful that you're in that position. You know, send that elevator back down. That's that's yeah. That's a good point, I actually. I wanted to ask you as well, that comes ⁓ from what you said earlier. Do you believe that ⁓ physically meeting the person would help p more ⁓ to the connection than online meeting? Hundred percent. There it it's scientifically a fact. There's something called oxytocin that you it's it's ⁓ it's a trust hormone. And we're doing this virtual, so on the the scale of hierarchy, ⁓ You know, ver this is better than a phone call, right? ⁓ obviously, you know, a a text is the lowest form, right? You know, then you in text and email are kind of sitting in that same thing. A zoom or what's out meeting, the next level, right? Because at least there's eye contact, we can read body language, which is really a good way to better connect and understand where somebody is. But in person, there's a handshake, there's touching, there's an energy. And there is that chemical, that oxytocin that we talked about, ⁓ that is the trust hormone that physically cannot be released over a Zoom. So unequivocally, can't even it's not even close to to what you can do in person versus Zoom. But listen, there's geographical, you know, ways of ⁓ of of hindering that. So, you know, ⁓ that that's in a perfect world. If you could wave a a magic wand, obviously you want to meet in person, but You know, nine out ten times that might not be feasible. And even a a f ⁓ a online meeting ⁓ can turn into a physical meeting in in years. So yeah. It's it's a great way to A hundred percent to know. You know, my goal it's it's funny, people ask me about LinkedIn and I say my goal with LinkedIn is to take a relationship off of LinkedIn. Right? Like that's that's that's the goal. It's not to stay there, right? Hopefully that again I don't see why people like LinkedIn that much, actually. 'Cause you can't lie about everything, I think. Yeah, yeah. I mean you yeah, you can and people do, you know, right? But that's again getting back to that trust factor, right? That's that's the trust that we talked about. So hey, maybe you have that connection and then you meet them in person or you you do the follow up you'll you'll quickly sniff out how accurate, you know, what they what they're professing to be or or who they are is. Yeah, okay. So what is something you you wish ⁓ everyone knew about networking? Before they come to you. Yeah. ⁓ what they knew before they came to me you know they knew before coming to me. I I you know, I guess just understanding the long game. You that that's really, you know, there's no again getting back, there's no magic bullet. You know, it's it's it's not transactional. You know, again, understanding how important that is, that you're, you know, if you're coming to me and you're looking for a hack, there's no hack. There's you know, there are things that I can tell you that can help expedite the the and that's what we do, we expedite ways that you can build relationships the right way and to show up properly, but ⁓ they need to come in understanding that you're playing the long game. Again, what we talked about earlier, it's net working, not net funning. Although you can make it more fun when you do it the right way, but there's work involved. Right. So where do you see the future of networking going? I think you kind of answered it before, but I want to see your perspective on Yeah. I mean it will be the fut it will be the future. There are people are also craving analog experiences, right? In person experiences. That that's going to be craved. So people are, you know, we've we've been going through a really ⁓ interesting time with loneliness, right? Like Vivek Murphy has talked about this. There's a lot of other people. There's like health consequences. So The pendulum always swings, right? And I think over the past probably decade or two, with the rise of technology, it's been amazing for doing so many other things, but it's gotten us away from true connection. It's given us ways to connect, but differently. So I I I think there's a really strong future in connection because people are gonna start really recognizing how important those relationships are. We're we're about to see job loss at like a like something like we've never seen before. And that's when unfortunately, that's typically the biggest wake up call for people. You know, that's the time where like, holy shit, you know, I I I know I knew networking was important, but now, you know, that job, you know, the 70 something percent of getting jobs comes through your or it's 90 something, depending on your level, you know, it's gonna come through the networks, right? Or if you're gonna now you're gonna have to start your own business. Well, get it, guess what? Just like what we talked about earlier, that's going to come through your networks. That's going to come through. relationships. So yeah, I think that that's I think that we're the future's bright for me and then our organization because this is extremely valuable. Such a nice perspective. Thank you. What what has been the hardest thing about scaling your own business? This is kind of pe peop people don't people don't want to do it. You you they think they want the networks, but they they don't. They it's that work part and people get they're too busy. And you know to me busy is bullshit. You know, that's it that's just an excuse. That is really a signal that it's just not important to them. It's not a priority. So the biggest part of the business itself is helping people to understand that the number one predictor of career success is the quality of your relationships. That is a fact. They've done studies on that. They've done the s the the Chicago ⁓ school, the Booth School of Business, arguably one of the top five business schools in the world, identified that. There's a polling ⁓ my God, I forgot the name of it. They're based out of Washington. Very famous ⁓ polling institute. ⁓ year after year they poll executives and and they come up with the exact same answers, relationships. So, you know, unfortunately people just don't want to do the work. They're looking for that magic bullet and it's just it's just not there. Yeah, I think people today are are getting kind of lazy because if I said to you I would ag I would I would be able to give you a million dollars But you'd have to do anything. You would do anything for that. I mean, not anything, but you would do a lot of things and you will not be busy for that a million dollars. Correct. Hundred percent. It's funny how you can create that time. There is always value. Yep. There is always value. So what advice would you give to the the younger generation that wants to start networking with wise or wise it? You know, it it it's to start Start networking now, not when you need something, not when you're in between jobs, not when you're raising money. Now, the best time to start, you know, or what's the saying? The best time to plant a tree was 20 years ago. Well, the second the the second best time is today. And that same rule applies to people, that same rule applies to your relationships. What happens is, you know, people come to me asking for help. when in a crisis and those are the ones who didn't work on this in the calm. Right? So don't be that person. You know, to all those people that are listening, do not be that person. You know, be the person who's making the deposits over the years. You know, then when you need to make a a withdrawal, your account is full. You know, the the best networkers aren't the ones who need something. They're the ones who built it before they needed it. Okay, so for the ones that are not still ready to invest on a professional like you, you think your book would help them? Yeah, I do actually. Thank and thank you for asking about that. The the book that ⁓ that I wrote is actually it's called Connections Count and it's fables of networking and relationship building. ⁓ rather than write a boring, you know, textbook on networking, I tried to make it fun through stories, you know. page or two that are fables that c really kind of drive home a point. And ⁓ what's really the the great feedback that we've gotten is we have questions after each story. And they, you know, some people give the books to their kids as they're going into college or getting out of college, but some organizations, they actually, you know, during some of their events or lunch events, they'll read just a a chapter, which is only a page or two, and then they'll talk about it with their group. questions that we've listed afterwards. So ⁓ yeah, I do. That that's the the that that's the goal. Thank you. ⁓ so do you believe that you want to write any more books or you are done for for the books? I do not enjoy writing books. However it's it's it's ⁓ it's not a s a strength of mine. ⁓ but what I'll do is I'll leverage my networks to see if someone could help me 'cause there are a couple of really good ideas I have out there. I also ho host a ⁓ private lunch that has ⁓ gained a lot of notoriety and I've been asked to write a book about that, so that might be something in the future. I center. ⁓ so what is one thing you should want you would want ⁓ listeners to walk away knowing about you and ⁓ your business network wise. I'm a kid at heart that graduated at the bottom, I think probably five percent of my class. But today I build a company that really you know, creates community and teaches networking to some of the most successful people ⁓ that are out there. And it's not because I'm smarter than anyone. It's because I figured out early that you can't do it alone. You you do it with people. You know, it turns out that's the secret that nobody tells you. Right? It's the ones that pretend they are, they're lying, right? The ones who admit that they didn't, they're the ones that are worth listening to. So I think the big takeaway is that great people no great people. And that's the whole game. Such an enjoyable answer, Adam. ⁓ so tell me, are you guys taking more clients if anyone is interested in your programs and your lunch, as you mentioned? Yeah, I appreciate that. Yeah, we have a private lunch that's not necessarily our business, but it gives somebody a sense of kind of who we are and how we operate. In terms on the enterprise front, we're always open to having conversations with organizations that value relationships, communication. And and how important building trust can be. And ⁓ we also run a private membership community of business owners and executives that are looking to surround themselves with other people that want to ⁓ see their boats rise with them. So yes, thank you for asking. Okay. So if one of our viewers wanted to get in contact with you, what would be the best way? Go to our website, which is networkwise.com. And ⁓ you can you'll get a good sense of kind of who we are, what we're doing, and there's multiple ways of connecting with us through the site, networkwise.com. Thank you so much, Adam. It was such a pleasure having you on the show today. ⁓ thank you so much for coming. If you want to say the the final words, yeah, no, I listen, I I really appreciate this platform. I I I love the curiosity and getting back to what we talked about earlier, just the way that you're thinking about the using your platform to as an opportunity. to get to know other people and also to benefit them, right? You're people are people are gonna want to see you. I heard you say that and it makes me want to see you do well, Gee. And I think that if you apply that, you know, the the compound effect that you're going to get with that ethos is going to pay dividends. There there's something that ⁓ you know people always talk about an ROI, a return on investment. Well I think in terms of ROR and that is a return on relationships. And There is no other there's no better, higher yielding investment out there than those that have the right relationships. They pay dividends for life. So ⁓ on that note, I ⁓ I thank you for this opportunity, this platform. And if there's anything that I can do for you, please know that I'm a resource. Such a nice episode, Adam. Thank you so much for watching until the end and see you on the next episode, guys. Make it a great day.