Unlocking Networking Mastery: Michael Forman’s Guide to Meaningful Business Connections

By Adrienne Barker, Host of No Prep Needed

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Networking is often misunderstood as an event where you simply collect business cards or LinkedIn connections. However, as Michael Forman shared in our recent episode of No Prep Needed, true networking goes far beyond that. Michael, a corporate speaker and veteran with experience across multiple industries, revealed some of the most effective networking strategies that can transform how you build relationships.

The Foundation of Networking: It’s About People, Not Business Cards

One of the most profound points Michael shared was this:

🗣️ “When you attend a networking event, it’s not about how many business cards you collect—it’s about the quality of the connections you make.”

Too often, we must focus on the right goal when attending events. It’s easy to think that more connections mean more opportunities, but Michael flips this idea by emphasizing the power of fewer, but more genuine, interactions. At a typical networking event, if you’re collecting more than 15-20 business cards, it’s likely that those interactions weren’t deep enough to be valuable.

1. Listening: The Most Underrated Networking Skill

Michael shared a personal story of a salesman at an event who rapidly handed out business cards without engaging in meaningful conversation. Every person at the table threw the card away afterward. This is a prime example of what not to do.

Instead, Michael emphasized the importance of listening:

🗣️ “You don’t talk—you listen. Listen to the conversation around you and decide whether you can contribute meaningfully. If you can’t, it’s perfectly fine to move to another table.”

The goal is to engage with intention. Michael suggests contributing two sentences to the conversation once you’ve listened carefully and found a meaningful point to add. This not only shows you’ve been attentive but opens the door for deeper dialogue.

2. Following Up: Handwritten Notes Create Lasting Impressions

In our digital-first world, few people take the time to follow up in a personal way. Michael’s advice? A simple handwritten note can make you unforgettable.

After an event, Michael writes a thank-you note by hand. He makes sure to reference something personal from their conversation, whether it was a topic discussed or an anecdote shared. This level of thoughtfulness shows that the interaction was more than just transactional.

📘 Pro Tip: On the back of the person’s business card, jot down the date, event name, and a key point you discussed. When you write your follow-up note, include those details to show you genuinely listened and remembered the conversation.

Even in the age of email and LinkedIn messages, this analog approach can help you stand out. Michael notes that while sending an email follow-up works too, it doesn’t have the same impact as a personal card arriving in the mail.

3. Networking Etiquette: Small Gestures Matter

Networking is not just about what you say—it’s also about how you carry yourself. Michael brought up several subtle but significant etiquette points that can make or break your interactions.

🖋️ Handshake Etiquette: Michael encourages a firm handshake, even for women. This communicates confidence and readiness to engage. He advises against “dead fish” handshakes, which can give the impression of disinterest.

🥂 Food and Drinks at Events: Avoid holding food or drinks while you’re networking, especially if no one else is eating. It’s hard to fully engage with someone when you’re balancing a plate or a drink. This small misstep can create a distraction that takes away from the interaction.

📱 The Phone Problem: Michael passionately warns against the constant temptation to check your phone. Whether in-person or virtually, having your phone out communicates that you’re not giving someone your full attention. In his view, turning your phone off—or at least silencing it and keeping it out of sight—is essential to show respect for the people you’re speaking with.

🗣️ "Put the phone away and be present. People can feel when they don’t have your full attention,” Michael stressed. The little things matter, and they can be the difference between forming a meaningful connection and losing someone’s interest.

4. Virtual Networking: A Growing Opportunity

While Michael prefers in-person interactions, he acknowledges the importance of virtual networking, especially in the post-pandemic world. Platforms like Chatter and Zoom are becoming more popular for hosting networking events, and they have their own set of rules.

One thing Michael stressed about virtual networking is maintaining the same level of professionalism as you would in person. Turn off your distractions, make eye contact with the camera, and speak clearly.

In our conversation, Michael mentioned that while virtual networking is here to stay, it still needs to be approached with the same level of authenticity and focus that you’d bring to an in-person event.

5. The Power of Follow-Through: How to Stand Out Post-Event

One of the biggest mistakes people make is failing to follow through after an event. For Michael, the real work begins after the initial interaction. He has a three-step process for ensuring his new connections remember him long after the event is over:

1️⃣ Email Follow-Up: The night after the event, send a short email to say it was a pleasure meeting the person and you look forward to staying in touch.

2️⃣ Handwritten Thank-You Note: Within a couple of days, send a personalized thank-you card that includes a specific reference to your conversation, such as “I hope your son recovers quickly from his Little League injury” or “It was great hearing about your recent project in marketing.”

3️⃣ Second Email to Set a Meeting: If you haven’t heard back, follow up with a final email suggesting a time to meet or chat. Mention that you’ve checked your calendar and are you are free on specific dates to make scheduling easier.

🗣️ “This three-step follow-up process can increase your response rate to around 75%,” Michael shared. The key is persistence, but in a thoughtful way that respects the person’s time and interest.

6. Networking Etiquette 2.0: Being the Host, Not the Guest

Finally, Michael left us with an incredible insight that I found powerful: Be the host, not the guest, at networking events.

🗣️ “If you see someone standing by themselves, walk over and introduce them to others. Be the connector, not just a participant.”

This shift in mindset can elevate your networking game instantly. It shows leadership, creates a positive impression, and helps others feel welcome and connected—something they’ll remember you for long after the event.

Final Thoughts: Michael Forman’s Networking Mastery

Networking is more than just exchanging cards or adding contacts on LinkedIn. It’s about listening, following up, and making real connections that last. Michael Forman’s strategies are simple but effective, reminding us that the art of networking lies in the details.

I encourage you to adopt these insights and take your networking to the next level. For those wanting to dive deeper, Michael’s book, Networking Unleashed, provides even more tools for transforming your approach to building relationships.

Catch the full episode of No Prep Needed: Adrienne Barker Speaks here for more valuable tips on networking and professional development!

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