by Ron Gibson
Cold calls and polished pitches can work — no doubt. But the real, lasting business? That usually comes from showing up, building trust, and being someone people want to work with.
This isn’t about working the room or handing out a stack of business cards. It’s about simple, everyday habits that help people remember you, like you, and want to work with you. These are the kinds of habits that lead to real referrals, quality introductions, and steady business.
Whether you run your own business, work in a practice, or just want to be the go-to person in your space, this is for you. If you’re busy with meetings and activity but your pipeline’s looking a bit empty, it might be time to rethink how you’re networking.
These six simple habits will help you:
• Stay top of mind without being a pest
• Build trust with the right people
• Turn casual catchups into solid business or referrals
• Get more from the time you’re already spending with others
You don’t need more hours in the day — just a better way to use the ones you’ve got.
There’s something magic about a 7:30am coffee catch-up. While most people are stuck in traffic or racing to the office, you’re already sitting down with someone who made time to see you — coffee in hand, maybe a pastry on the side. That says a lot. Early morning coffees attract switched-on people — decision-makers, business owners, and professionals who get things done — the kind of people you want in your network. People are fresh. Clear-headed. Present. You get their best thinking — not what’s left over after a full day.
Some of my best referrals and biggest opportunities have come from these early chats. They’re relaxed, real, and often lead to a win for both sides before the day even properly begins.
So — who are you catching up with for a coffee (and maybe a pastry) this week?
Brekkie meetings are underrated. They’re calm, focused, and personal.
No phones going off, no meeting hangovers — just a proper chat over eggs and toast. People open up. You get to what really matters faster.
The best thing? Everyone has to eat, and sharing a meal first thing shows you both value the relationship. It also builds momentum for the day ahead.
Aim for two breakfast catch-ups a week. They’ll make a real difference to how you network — and quickly.
Lunch catch-ups are great for building deeper business relationships.
While others are munching on a sandwich at their desk, you’re sitting across from someone and having a proper conversation. That matters.
Lunch slows things down. People talk more openly. They’re not rushing off or checking emails. You hear what’s really going on in their world — and where you might be able to help.
Take an existing client to lunch. Better still — bring along someone they think you should meet. It’s a great way to open doors.
Who’s on your lunch list this week?
Some of the best business chats I’ve had have happened at the bar, not in the boardroom.
People let their guard down. You have real conversations — not formal ones. A relaxed drink often leads to genuine insight and great introductions.
It’s not about the alcohol. It’s about the atmosphere that allows a real connection. You learn who they really are, what they care about, and how you can help.
Catch up with a client or contact for a beer or vino once a week. You’ll keep relationships strong and the referrals flowing.
Don’t just reach out when you need something.
The best networkers keep in touch — even when there’s no deal on the table. A short message to say congrats, a quick call to touch base, or forwarding something useful shows you’re thinking of them.
I keep a list of good people I don’t want to lose touch with — clients, past clients, referrers, past referrers, contacts, interesting characters. I check in regularly, no agenda. Just because. Just staying connected.
Those small touches build trust — and when someone needs what you offer or knows someone who does, guess who they think of?
So — who are you touching base with today?
Networking doesn’t need to be all suits and formalities.
It happens at the gym, in dog parks, on the school run, at community events, the local footy club, or over a beer after work.
These are places where people are relaxed. And they’re more open to a real conversation — the kind that builds long-term trust and leads to opportunities down the track.
I’ve landed great work from a chat at the dog park. I’ve had brilliant introductions come out of Rotary conversations. And some of the best connections have started on the sidelines at my kids’ sport.
When you show up consistently in these places, people get to know the real you — and when business comes up, they think of you first.
Where are you showing up this week — outside of “normal” work hours?
Final Word: Make It a Habit, not a One-Off
The best networking isn’t about working harder — it’s about showing up smarter, consistently.
These six simple habits don’t need a lot of time or energy. Just intention.
• Grab a coffee
• Catch up over brekkie or lunch
• Have a knock-off drink
• Touch base with someone
• Be present where your people already are
Do that regularly, and referrals will come your way. Business will follow. And your network will become one of your biggest assets.
Footnote: Here’s something worth thinking about — about 95% of business owners, salespeople, and professionals try to do all their networking and sales during the regular workday, between 9 and 5. The trouble is, that’s when everyone’s busy doing their job. They’re stuck in meetings, juggling emails, dealing with clients, and trying to get through their day.
If you’re trying to start a new conversation, book a meeting, or make a fresh connection, 9 to 5 is often the worst time. People just aren’t in the headspace for it.
The best time to build business and relationships? It’s usually outside those hours. Before 9am, people are clear-headed and more focused. After 5pm, they’re more relaxed and open to a proper chat. And lunchtime? It’s a sweet spot in the middle of the day when people are more present, a bit more social, and easier to connect with.
Brekkie catch-ups, early coffees, lunches, and knock-off drinks aren’t just a nice way to pass time — they’re where the good stuff happens. People talk more openly. They share what’s really going on. They bring up opportunities that don’t come out in a boardroom or email thread.
And sometimes, it’s not about the timing at all — it’s just about staying in touch. A quick message or call to someone who’s been helpful in the past, someone you admire, or someone you haven’t spoken to in a while — no pitch, no ask, just a “thought I’d say g’day” — can go a long way. Relationships thrive when you make the effort, even when there’s nothing on the table.
The best operators — the top 5% — know this. They don’t try to squeeze networking into the gaps in their day. They make time to show up, connect properly, and build real relationships. They know that when you do that consistently, the referrals come, the deals happen, and your network actually starts working for you.
So, if you’re flat out but not seeing the results, maybe it’s time to rethink when — and how — you’re showing up. Be the person who catches up for coffee, brekkie, lunch, or a beer. Reach out to people who matter, just because. That’s where trust gets built — and where the real business happens.
