Networking That Actually Converts: Body Language, Trust, and the Follow-Up System That Gets Responses

Michael explains that while most people understand the sales cycle and their product, many are not taught how to network properly, and argues that follow-up is more important than the initial meeting. The episode covers the purpose of networking (to build business and make money), the idea that people like to buy but hate being sold to, and practical in-person networking techniques such as smiling, eye contact, politeness to everyone from janitor to CEO, confident posture, clear enunciation, active listening with a pause, and avoiding distracting phone use. It outlines how to approach groups at networking events by listening first, contributing thoughtfully, then shifting focus to others using the FORM framework (Family, Occupation, Recreation, Message) to find common ground and build trust—emphasizing the mantra: know you, like you, trust you, do business with you. The speaker contrasts extroverts and introverts, recommending introverts bring a “wingman” to help with introductions until they gain confidence. The core system is a structured follow-up process: send an initial thank-you message that evening, mail a handwritten thank-you note the next morning, wait three days, then email again with reminders of where they met and what they discussed, aiming for multiple touches (noting it often takes 8–15 touches). Additional follow-up ideas include connecting on social platforms, providing value through relevant articles before asking for coffee, tracking contacts in a CRM with consistent outreach, and avoiding spammy mass emails in favor of personalized messages. The speaker also discusses post-pandemic networking as more relational than transactional, limiting the number of business cards collected to ensure proper follow-up, practicing continuously, and using AI as a tool (not a replacement) alongside content like articles, podcasts, and courses to stay visible. The episode closes by stating that lack of results is usually a communication problem—how someone sells and presents themselves—and reiterates the importance of handwritten thank-you notes.

00:00 Why Networking (and Follow-Up) Beats the Traditional Sales Cycle

01:11 The Real Goal of Networking: Solve Problems and Create Value

03:18 People Love to Buy, Hate to Be Sold To (Sales Approach Shift)

04:10 First Impressions That Win: Smile, Eye Contact, and Respect Everyone

06:43 Confidence & Body Language: Posture, Hands, and Clear Enunciation

09:44 How to Work a Networking Table: Listen First, Then Join In

11:33 The FORM Method + Servant’s Heart: Get Them Talking

13:31 Build Trust Fast: Find Common Ground in Events and 1-on-1 Meetings

16:13 Introvert vs Extrovert Strategies: Bring a Wingman and Practice

18:04 The Follow-Up System: Email + Handwritten Thank-You Notes + Touches

23:02 Scale Your Network Online: LinkedIn, Reels, YouTube, and Meetup

25:38 Practice Your Message, Use AI Wisely, and Final Q&A on Spam Emails

Michael is a business networking expert specializing in enhancing professionals' networking and communication skills to drive profitability. As a leading authority in this field, he is highly sought after for his dynamic presentations and workshops. His extensive experience has consistently led to significant improvements in corporate profitability by empowering individuals and organizations to connect more effectively and efficiently.

https://www.youtube.com/channel/UCI6GkxoRFCk969A_rCfpHWQ

Digital Courses

https://michael-s-site-fc88.thinkific.com/

Bob Burg

bob@burg.com

Please share a brief Bio.

Bob Burg is coauthor of the bestselling business parable, The Go-Giver (1.5 Million Copies Sold, translated into 30 languages) and author of the sales classic, Endless Referrals. He publishes the very popular Daily Impact email. You can learn more about Bob at www.burg.com.

What are 2-3 things you would love to talk about?

How do you define Networking? What is the Golden Rule of Networking? What do you mean by the term, "Go-Giver"?

What are 2-3 things you would like to gain as a result of being on this podcast?

People visiting my website, www.burg.com and subscribing to the Daily Impact email.

Any website you wish to share with the audience?

https://burg.com/

Any social media links you wish to share with the audience?

https://www.linkedin.com/in/bobburg/

Michael is a business networking expert specializing in enhancing professionals' networking and communication skills to drive profitability. As a leading authority in this field, he is highly sought after for his dynamic presentations and workshops. His extensive experience has consistently led to significant improvements in corporate profitability by empowering individuals and organizations to connect more effectively and efficiently.

https://www.michaelaforman.com/

https://www.linkedin.com/in/michaelforman/

https://www.instagram.com/flyboy_197/

https://www.youtube.com/channel/UCI6GkxoRFCk969A_rCfpHWQ

Digital Courses

https://michael-s-site-fc88.thinkific.com/

#BusinessNetworking #CorporateSuccess #Leadership #CommunicationSkills #ProfitGrowth #ExecutiveCoaching#Conference #EventSpeakers #ConferenceSpeaker #MarketingConference #NonprofitConference #BusinessEvent#Networking #Conferenses#Profit #Sales #Communication#Podcast #networkingevents #businessowners #businessideas #businessinnovation #growyourbusiness #professionaldevelopment #businessconnections #networkmarketing #EventProfs #PublicSpeaking #SpeakerTips #ConferenceSpeaker #EventMarketing #ProfessionalSpeaker #MemorableExperiences #EventStrategy #SpeakingEngagements #BeUnforgettable #SpeakerLife #EventSuccess#NetworkingUnleashed #BusinessCommunication #PublicSpeaker #ProfessionalDevelopment #StrategicNetworking #MichaelAForman #SpeakToConnect #AwardWinner #LeadershipThroughConnection

Nina Cleere

nina@harohelper.com

Please share a brief Bio.

Nina Cleere is a revenue growth strategist who helps law firms and small business owners attract good leads and turn their marketing into consistent revenue through better strategies. With 25+ years of experience and a track record scaling multimillion-dollar companies, she builds marketing systems that do what they’re supposed to: make you money.

What are 2-3 things you would love to talk about?

1. How to Show Up in AI Searches

2. Marketing Mistakes Businesses Make

What are 2-3 things you would like to gain as a result of being on this podcast?

Helping people who are confused by marketing and/or AI. Getting known by a bigger audience.

Any website you wish to share with the audience?

harohelper.com

Any social media links you wish to share with the audience?

LinkedIn: https://www.linkedin.com/in/cleeremarketing/

Michael is a business networking expert specializing in enhancing professionals' networking and communication skills to drive profitability. As a leading authority in this field, he is highly sought after for his dynamic presentations and workshops. His extensive experience has consistently led to significant improvements in corporate profitability by empowering individuals and organizations to connect more effectively and efficiently.

https://www.michaelaforman.com/

https://www.linkedin.com/in/michaelforman/

https://www.instagram.com/flyboy_197/

https://www.youtube.com/channel/UCI6GkxoRFCk969A_rCfpHWQ

Digital Courses

https://michael-s-site-fc88.thinkific.com/

#BusinessNetworking #CorporateSuccess #Leadership #CommunicationSkills #ProfitGrowth #ExecutiveCoaching#Conference #EventSpeakers #ConferenceSpeaker #MarketingConference #NonprofitConference #BusinessEvent#Networking #Conferenses#Profit #Sales #Communication#Podcast #networkingevents #businessowners #businessideas #businessinnovation #growyourbusiness #professionaldevelopment #businessconnections #networkmarketing #EventProfs #PublicSpeaking #SpeakerTips #ConferenceSpeaker #EventMarketing #ProfessionalSpeaker #MemorableExperiences #EventStrategy #SpeakingEngagements #BeUnforgettable #SpeakerLife #EventSuccess#NetworkingUnleashed #BusinessCommunication #PublicSpeaker #ProfessionalDevelopment #StrategicNetworking #MichaelAForman #SpeakToConnect #AwardWinner #LeadershipThroughConnection