Think of the all the places you go over the course of a month. Consider all of the people you interact with. How many of those are repeat interactions (meaning people you see more than once)?

Every single exchange you have with another person is actually an opportunity to expand your network. Ask yourself these five questions as you go about your day:

• How many of these people do I know the names of?
• How many of those people know my name?
• How many of these people do I have a quality rapport with?
• How many of these people know what I do?
• How many of these people know how what I do relates to them?

You have to start relationships by showing interest in the person opposite you, not the other way around. Take things slowly, but be objective from the start. You don’t need to hit every cashier with an elevator pitch, but that person who has been making your coffee for the last six months, the one who writes your name on the cup, needs to remember it when you leave.

For that to happen, you’ll need to remember their name. From there you establish yourself as an authority in your field, let them know that you have a wealth of knowledge and you’re always willing to answer questions.

Carry yourself with positive energy, and be open and welcoming in the way you address people. Plant as many seeds as possible. When you cast a wide net, your influence expands. You will look back after closing a client and be fascinated by the wonderfully strange series of interactions that took place and culminated in a sale.