Your network isn’t just a list of contacts, it’s your most valuable asset, your referral engine. I’ve built mine to generate leads that bring in investment dollars for my deals and to connect with consulting clients. But here’s the key: I’m also the first to make referrals and create introductions that benefit everyone involved. A strong network doesn’t just happen; it’s something you build intentionally. Here’s how I create a referral engine every day:

1. Be Authentic

Networking isn’t about collecting business cards; it’s about forming real relationships. Forget about the numbers game. The goal is to connect with a select few people you can have meaningful conversations with—those who could become long-term partners or clients. Quality always trumps quantity when it comes to building a referral engine.

2. Give Before You Receive

Networking isn’t about what you can get—it’s about what you can give. You never know who knows who or what opportunities might arise, so approach every interaction with genuine curiosity. Think about who in your network could benefit from an introduction. When you help others, you create a sense of reciprocity that can pay off down the road.

3.  Stay Consistent

Building a referral engine isn’t a one-time task. You won’t close a deal after one conversation. It’s about consistent touchpoints and adding value over time. Regularly check in with your network—whether it’s a quick text, an email, or a LinkedIn message. Keep showing up at industry events and share relevant content to stay top of mind.

4. Leverage Your Existing Network

Your network is your best resource—don’t overlook it. Use LinkedIn to see who your connections know, and don’t hesitate to ask for an introduction over coffee, drinks, or lunch. And make it clear that it’s a two-way street: let people know they can browse your LinkedIn and ask for introductions too. A well-maintained network feeds itself.

5. Follow Up and Follow Through

If you want to stand out, create immediate value for new contacts. Always be thinking, “Who can I introduce them to that will benefit both parties?” But don’t just think it—do it. When you promise to make an introduction or share information, follow through immediately. Reliability builds trust, and trust turns new contacts into long-term, mutually beneficial relationships.

Spencer Farrell

Spencer Farrell is a growth-focused executive with deep experience in operations, strategy, and business development. He works with Nacre Consulting, Meritas Equity Partners, and in private equity—leading deal origination, fundraising, and structuring. A former SaaS sales leader, Spencer also invests in startups and real estate across WNY. He holds a B.S. in Finance and an MBA from Niagara University and serves as President of the Canisius High School Board of Governors.