At its core, it was probably five to eight productive relationships.
What mattered was maintaining them.
That didn’t require a CRM sequence or a complicated networking system.
It looked more like this:
– Coffee at Dunkin’ or Panera.
– A telephone call.
– An email when I saw something that might be helpful.
– A conversation when someone stopped by the store.
– A handwritten thank-you note.
– Sending a good prospect their way when I could.
And occasionally doing a little extra work before making the referral so the person receiving it wasn’t starting from zero.
I didn’t contact people because a calendar told me it was time for “touchpoint number six.”
I stayed in touch because we were actually doing business together.
That distinction matters.
A referral network isn’t a mailing list.
It’s a small group of people whose reputations become connected every time one of them says:
“You should talk with Tom.”
Maintaining that kind of relationship is less complicated than many people make it.
But it does require attention.