From Networking to Authentic Connections: Building Powerful Trust-Based Relationships

Recently, we held our All Members Meeting 2024, an event that brought together over 350 REF members in Lima. The main goal was to reinforce the concept of authentic connections.

Often, when we refer to the term 'connections,' we associate it with networking, which can carry a negative connotation. Networking is typically defined as a practice to expand one’s contact network with the aim of gaining 'transactional benefits' (such as employment, advice, access to business opportunities, collaborations, etc.). It is commonly linked to social events, conferences, and LinkedIn.

In contrast, authentic connections involve a deeper level of interaction between individuals. These relationships are based on trust, empathy, and a genuine interest in each other’s well-being, beyond professional benefits. Authentic connections usually develop naturally and can last longer because they are grounded in shared values and a real interest in the other person as an individual, not just as a professional contact.

The main difference between networking and an authentic connection lies in the intention and depth of the relationship. While networking can be seen as a professional tool, authentic connections are focused on building genuine relationships based on trust.

Here are some insights from Keith Ferrazzi and Ronen Olshansky on how to deepen and connect authentically, including strategies and mindsets that are key both personally and professionally.

The concept of the 'vulnerability and connection loop' involves:

Asking questions that create "vulnerability" and trigger "emotional contagion," leading to an "authentic connection" that encourages "new questions".

Asking questions that provoke deep reflection fosters vulnerability and encourages the formation of authentic connections.

Instead of asking, "How was your day at work?"
Ask: "Tell me about your day at work! What achievements or challenges did you encounter?"

Instead of asking, "How did the meeting go?"
Ask: "What insights or interesting perspectives emerged in today’s meeting?"

Instead of asking, "How’s the project going?"
Ask: "What progress or challenges have you encountered with the project recently? How have you felt about it?"

Instead of asking, "How’s your team?"
Ask: "How are the dynamics within your team developing? Is there any aspect you’d like to explore further?"

Instead of asking, "How was your day?"
Ask: "What moments of your day made you feel the most satisfied or motivated? Why?"

At REF, each forum is a circle of trust where vulnerability is embraced because the cases are structured to 'ask the right questions,' fostering openness and creating a safe space for discussion, learning, and debate.

Thanks to the connections I made as a Harvard graduate, I had the opportunity in 2004 to launch my first group of 'Executive Forums' in Lima. Two decades later, having fallen in love with this value proposition and contributed to the organization’s international growth, I am honored to be Chairman and deeply fulfilled by all that we have achieved.

As leaders, I invite you to reflect on how you can lead with greater authenticity by building lasting relationships with your team members.