I’m not the guy who works a cocktail room like a politician. I’m the guy who notices the other person standing by the wall and thinks, “Maybe we can be wallflowers together.”
In this episode of Networking Unleashed (Season 1, Episode 88), hosted by Michael A. Forman, I spoke about what I call human-first networking: replacing performative handshakes and scripted small talk with real connection. We discussed why honesty and transparency aren’t just “soft skills” but smart strategies for long-term relationships that create both meaning and measurable results.
Where Purpose Meets Networking
Michael’s Networking Unleashed focuses on authentic relationship-building in business. I joined him to explore what it means to make networking personal, purposeful, and human.
I run a company that buys dental scrap (old crowns and bridges) and lead a national team of 38 representatives. Alongside that, I’m building Gladly Network, an employee-perk platform that connects workplaces with innovative, impact-driven companies.
Our conversation circled around one idea: networking that starts with service, not self. When you focus on helping others succeed, the connections you build become your greatest source of opportunity.
Human-First Beats Room-First
Small, honest, personal interactions will always outperform large, impersonal ones.
“For me, ‘human-first’ means swapping large, impersonal events for lunches, personal meetings, and calls — whatever creates more humanity than a room of people awkwardly trying to find who can help them most.”
— Brandon Sherwood, 3:22
“Look at every interaction through the other person’s lens: ‘How can I help them?’ In our world it’s, ‘How do I bless this person’s life?’”
— Brandon Sherwood, 8:45
When you enter a room asking “What can I give?” the pressure drops and trust rises. That trust becomes the foundation for real follow-ups and long-term opportunities.
Introverts Can Out-Network the Room
The myth that networking is for extroverts keeps talented people away from opportunities.
“Some of the best salespeople I’ve managed are introverts. With planning and practice, anyone can network effectively even if it drains them.”
— Brandon Sherwood, 6:17
“You don’t have to talk nonstop. Listen. Let the conversation come to you; join when it’s a fit — or move on.”
— Brandon Sherwood, 7:58
Preparation and clear intent beat charisma every time. Quiet pros win by targeting the right people and letting good conversations find them.
Niche Your Network to Grow Your Results
Narrowing your focus leads to more relevant conversations and better opportunities.
“I worked in dental sales for years; when I hear ‘DDS,’ I perk up. If you focus on an industry, you speak the same language, share contacts, and have more meaningful conversations.”
— Brandon Sherwood, 12:28
“Target by industry or even by type of person — like someone who looks like they’re having a hard time. Go talk to them.”
— Brandon Sherwood, 24:58
A niche filters noise and surfaces high-fit relationships faster. Shared language and context make intros warmer and outcomes stronger.
Honesty and Authenticity Build Trust Faster Than “Polish”
Being genuine is more effective than being impressive.
“I’d rather someone say, ‘My boss made me come and it was a free lunch,’ than give me fluff. Straightforwardness leads to honest, useful conversations.”
— Brandon Sherwood, 14:35
“Being real disarms people. Walls come down, and you get authentic responses that scripted pitches never will.”
— Brandon Sherwood, 16:41
Realness interrupts the script and accelerates trust. Trusted conversations convert better and last longer.
Service Mindset Drives Sustainable ROI
Relationships built on helping others naturally produce revenue, referrals, and reputation.
“Competitors have taken business with forceful tactics, but those relationships don’t last. Put yourself in the other person’s shoes and aim to help — revenue, referrals, and reputation follow naturally.”
— Brandon Sherwood, 19:54
“If I chase money and ignore people, things fail. When I evaluate decisions through our mission to bless lives, success follows.”
Serve first and compounding goodwill does the heavy lifting. Warm referrals and repeat business are the natural byproducts.
Appreciation for the Host
Many thanks to Michael A. Forman, host of Networking Unleashed, for creating such a thoughtful and grounded space for this discussion. His work consistently highlights the real human side of professional growth.
To dive deeper into the full conversation, you can watch the complete episode on YouTube, listen to the podcast version, or explore more episodes of Networking Unleashed on the podcast hub.
