Networking is one of the most valuable skills you can develop—whether you’re building a real estate portfolio, growing a business, advancing your military career, or simply trying to become a more connected person.
I didn’t always realize how important networking was.
Ironically, it was my time on Marine Corps recruiting duty that forced me to develop this skill. Looking back, recruiting duty wasn’t always enjoyable, but it taught me how to communicate, build rapport, speak in public, and connect with people. Those skills have paid dividends in every area of my life—from real estate investing and entrepreneurship to YouTube, podcasting, and building an online brand.
If you want to become a better networker, here are the lessons that have made the biggest difference for me.
Networking Starts with Building Rapport
People do business with people they know, like, and trust.
I remember hearing a quote early in recruiting:
“If they like you, they’ll join.”
That applies to far more than military recruiting.
Whether you’re raising private capital, interviewing for a job, building partnerships, or selling a product, people are much more likely to work with someone they enjoy being around.
Find Common Ground
The easiest way to build rapport is by finding something you have in common.
It doesn’t have to be complicated.
Maybe it’s:
- Where you’re from
- A watch they’re wearing
- Their shoes
- A hobby
- Their car
- A mutual friend
- A shared interest
People naturally enjoy talking about themselves and things they’re interested in. Give them that opportunity.
Match and Mirror Naturally
Another rapport-building technique is matching and mirroring body language.
This doesn’t mean copying every movement someone makes.
Instead, subtly mirror:
- Their posture
- Energy level
- Speaking pace
- Engagement
Done naturally, this helps conversations feel more comfortable and authentic.
Demonstrate Your Core Values
People judge you long before you ever speak.
Whether we like it or not, appearance matters.
That doesn’t necessarily mean wearing a suit every day, but it does mean presenting yourself in a way that’s consistent with who you are and the impression you want to leave.
Dress appropriately for the environment and carry yourself with confidence.
Put Yourself in Places Where Networking Happens
You can’t build relationships if you never meet new people.
One phrase I’ve repeated for years is:
Be a good person in the right place.
The second part is often overlooked.
Networking requires intentionally putting yourself in environments where conversations happen.
Some great places include:
- Industry conferences
- Local meetups
- Real estate investing groups
- Networking events
- Business organizations
- Professional associations
- Virtual networking communities
Growth usually starts outside your comfort zone.
Make a Memorable First Impression
When people leave a conversation with you, what do they remember?
Being memorable doesn’t mean being loud or obnoxious.
It means being someone worth remembering.
Have a Confident Handshake
While networking etiquette has evolved over the years, one thing remains true:
Confidence matters.
Make eye contact.
Introduce yourself clearly.
Offer a confident greeting.
Whether it’s a handshake, fist bump, or another greeting that’s appropriate for the situation, the goal is to project confidence and professionalism.
Show Genuine Interest
One of the biggest networking mistakes people make is talking too much about themselves.
Instead:
- Ask questions.
- Listen carefully.
- Be curious.
- Let the other person share their story.
People can tell when you’re genuinely interested—and they can definitely tell when you’re not.
Confidence Is a Skill
Confidence doesn’t mean you’re never nervous.
The first few speeches I ever gave were terrifying.
I was nervous.
My hands shook.
But preparation allowed me to appear confident anyway.
Confidence often comes from competence and repetition—not personality.
The Psychology Behind Great Networking
One book on this topic that I enjoyed is Like Switch.
It explains how former intelligence professionals intentionally built trust using psychology and body language.
One concept that stood out to me is what the author calls the Friendship Formula, which includes:
- Proximity — Being physically near people.
- Frequency — Seeing them often.
- Duration — Spending meaningful time together.
- Intensity — Creating positive interactions.
Think about it.
Why do military units become so close?
Why do coworkers often become lifelong friends?
Because they’re together constantly.
Relationships grow through repeated interaction—not one great conversation.
Networking at Conferences
Conferences can dramatically accelerate your network—if you have a plan.
Too many people show up hoping they’ll accidentally meet someone important.
Instead, go in with intention.
Know Who You Want to Meet
Before the event, identify a handful of people you’d like to connect with.
Ask yourself:
- Why do I want to meet them?
- How can I help them?
- What value can I provide?
Simply asking a successful entrepreneur to grab coffee usually isn’t enough.
Lead with value instead.
Treat Successful People Like Normal People
One mistake I see all the time is people becoming fanboys around successful entrepreneurs.
Don’t.
They’re just people.
Be respectful.
Be confident.
Have a normal conversation.
That alone will separate you from most attendees.
Develop a Strong Elevator Pitch
Every networking event should include one thing:
A simple introduction that explains who you are and why someone should care.
A great elevator pitch should be:
- Concise
- Inclusive
- Genuine
For example, one of mine is:
“Hi, I’m Dave, host of the Military Millionaire Podcast. We help service members and veterans build wealth through real estate investing, entrepreneurship, and personal finance.”
That’s enough.
It quickly tells someone:
- Who I am
- What I do
- Who I help
- Why it matters
Then I can immediately shift the conversation back to them.
Follow Up After You Network
Meeting someone is only the first step.
The relationship is built afterward.
Reach out.
Send an email.
Connect on LinkedIn.
Schedule a call.
Stay in touch.
You don’t have to become best friends with everyone you meet, but maintaining relationships is where networking starts paying long-term dividends.
Final Thoughts on Networking
Networking isn’t about collecting business cards.
It’s about building genuine relationships.
If you can learn to:
- Build rapport
- Find common ground
- Listen more than you speak
- Make memorable first impressions
- Show genuine interest
- Develop a concise elevator pitch
- Consistently follow up
…you’ll create opportunities that simply aren’t available to people who stay isolated.
Looking back, networking has probably been one of the highest ROI skills I’ve ever developed. Whether you’re investing in real estate, growing a business, transitioning out of the military, or simply trying to improve your career, strong relationships will almost always open doors faster than technical skills alone.
If you’d like to join a badass networking community for service members and veterans, apply for The War Room Mastermind!
