Is your idea of networking collecting business cards and stacking up LinkedIn connections? According to Paul Duren, a professional with over 40 years of experience in banking and 25+ years in business development, "That’s not networking."

In this video, Paul shares insights drawn from observing the best (and worst) networkers at thousands of events. He breaks down the difference between a transactional and relational mindset and explains how to move beyond superficial interactions to build relationships that create real opportunities.

You Will Learn:

The Power of In-Person: Why trust forms faster face-to-face in a digital world.

The Right Mindset: How shifting from "Who can help me?" to "How can I create value?" changes everything.

Preparation Tactics: How to spend 5 minutes preparing so you’re useful, not transactional.

Starting Better Conversations: Why "What do you do?" is an ineffective opener, and what questions to ask instead.

Graceful Exits: How to end a conversation with courtesy and elegance so you can move with intention.

The Concept of "Weak Ties": How your network’s network provides access to ecosystems of opportunity you could never reach alone.

Becoming a Connector: The powerful habit that makes you invaluable.

Effective Follow-Up: How to turn a short interaction into a long-term relationship.

Networking is part skill, part energy, part timing, and a big part is just showing up. Stop collecting contacts and start building trust.

Special Event Mention:
Paul also announces the CalCPA ABC Spring Networking Event on May 12th (4:30 - 7:30 PM) at Gordon Biersch Brewery. Registration and early bird discount details are available at calcpa.org.

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Do you dread networking events? Are you tired of "working the room" only to leave with a pocket full of business cards and zero meaningful connections?

In this session, Paul Duren sits down with Leah Yoneda (Growth Strategist & Founder of Golden Ginkgo Group) to debunk the classic, exhausted model of networking. Leah explains why most professionals are taught the wrong way to network and how introverts can actually use their natural strengths to build more powerful, high-ROI relationships.

Key Topics Covered:

• The Networking Myth: Why you can't learn this skill in a one-hour lunch-and-learn.
• The 5-10% Rule: Why a tiny fraction of your network produces the vast majority of your career benefits.
• Permission to be Selective: Why it’s okay to leave early, talk to fewer people, and skip the "bad food."
• Conversation Hacks: The power of "Tell me more about..." and how to open a conversation without a pitch.
• The 3-Step Framework: Motivation, Methodology, and Metrics.

Upcoming Events: Join us at the ABC Event on May 12th at Gordon Biersch to put these skills into practice in a low-pressure "lab" environment with fellow professionals!

Chapters: 0:00 "Everything you've been taught about networking is wrong." 2:45 Why networking is a lifelong skill, not a 1-hour workshop. 5:30 The Inner Circle: The 5-10% that actually matters. 7:15 Transactional vs. Relational: Avoid the "business card collector" trap. 9:40 Permission to break the rules: Designing a strategy that fits you. 11:50 Reframing the room: Practical tips for introverts. 14:30 The #1 Conversation Hack: "Tell me more..." 15:30 Leah’s Framework: Motivation, Methodology, & Metrics. 18:20 Getting in the room: The ABC Event on May 12th.

About Leah Yoneda: Leah is a Growth Strategist, Trustee at the CalCPA Education Foundation, and founder of the Golden Ginkgo Group. She helps technical professionals build sales cultures and networking strategies that feel authentic.

Connect with us: [Link to Modern Ideas for Business] [Link to Golden Ginkgo Group] [Link to CalCPA Event Registration]

Are you tired of "throwing stuff" at people and calling it networking? In this interview, Dave Cowan (Founder of Silicon Valley Sales Group) breaks down why traditional "transactional" networking is failing and introduces the Sandler mindset of soft qualification.

Learn how to shift from a "pitch" mindset to a "helper" mindset, allowing you to build a high-value network of referral partners and ideal customers without the pressure.

What you’ll learn in this session:

• The Prospecting Goal: Why setting a "2-card goal" lets you go home early and guilt-free.

• Soft Qualification: How to use curiosity to determine if someone is a fit for your business.

• The Follow-Up Bias: Why you must act within 24 hours to maintain urgency and clarity.

• The "Upfront Contract": A 5-element framework for setting up successful follow-up meetings.

• Success Stories over Services: How to generate natural curiosity by talking about the "pain" you resolve.

Chapters: 0:00 Why professionals dread networking events 2:10 The Transactional vs. Sandler Mindset 4:52 How to pick the right events for your ROI 7:27 Best practices for immediate follow-up 9:38 Why you should never "sell" at a networking event 11:07 The Upfront Contract: Setting the next steps 16:51 Building a "Pain-Based" success story 22:38 Practicing at the ABC Event (May 12th)

Connect with us: [Insert Link to Silicon Valley Sales Group] modernideasforbusiness.com calcpa.org/SJABCSpring26

The conversation delves into the mindset and approach to networking, emphasizing the value of adding value and the importance of curiosity. It explores the dread of networking events, the Sandler approach, the significance of follow-up, and the power of soft qualification. The chapters cover various aspects of networking, from identifying worthwhile events to crafting effective introductions and generating positive outcomes.

Takeaways

• Mindset is key
• Networking is about adding value

Chapters

• 00:00 Approach and Dialogue in Networking