Most people think communications strategy is about press releases and media placements. Get the coverage, pat yourself on the back, move on. Barry Finkelstein has spent 30 years watching that playbook fail — and building something far more durable.

Barry is the Founding Principal of Truth Advisors LLC, a consultancy that helps mid-sized companies navigate seismic change — mergers and acquisitions, leadership transitions, new market entry, crisis scenarios — by building strategic communication roadmaps that shift perceptions with the audiences that matter most: employees, investors, and customers. After decades on the agency side working with companies up and down the East Coast, he launched Truth Advisors in 2024 to offer something agencies rarely can: direct access to 30-plus years of expertise, without the overhead.

In this episode of the Network Build Grow Podcast, Barry breaks down how communication strategy actually works in the real world, how his approach to networking shifted dramatically when he went from agency life to solopreneur, and the three-part follow-up formula that keeps his relationships — and his business — moving forward.

IN THIS EPISODE:

→ The PESO model — Paid, Earned, Shared, and Owned — and why a truly strategic communications platform has to account for all four channels, not just the ones you control.

→ Why going solo is both harder and more liberating than working in an agency, and the mindset shift that changes how you network when you are the team.

→ The biggest mistake Barry sees networkers make: talking before they listen. The difference between hearing and active listening — and why active listening is your fastest route to a genuine connection.

→ Why your first client as a solopreneur is probably already in your network — and the simple, low-pressure outreach move that landed Barry his very first consulting assignment.

→ Features vs. benefits: the communication lesson Barry teaches every client, and why it applies just as much to your 60-second intro in a networking room as it does to your marketing copy.

→ The question Barry uses instead of "so, what do you do?" — and why asking about challenges opens up more honest, useful conversations than almost anything else.

→ Barry's three-part follow-up formula: immediacy, follow-on action, and making good on your promises — and why all three together are what separate dependable partners from forgettable contacts.

🌐 Connect with Barry: startwithtruth.com

ABOUT THE NETWORK BUILD GROW PODCAST:

Hosted by Melissa Taylor, the Network Build Grow Podcast is where business owners, entrepreneurs, and sales professionals come to learn real, actionable strategies for building relationships, growing their circle of influence, and turning their network into their most powerful business asset.

New episodes every week. 🌐 Join the community: networkbuildgrow.com

🔔 Subscribe for weekly conversations on networking, leadership, branding, and business growth
 🌐 Join the Network Build Grow community at networkbuildgrow.com

Most people treat networking like a transaction. Meet someone, hand them a card, wait for something to happen. Then wonder why nothing does. JJ Highshaw played a completely different game. 

JJ is Vice President of Bergman Brothers Staffing, a national agency now doing $15–20 million a year, GSA-certified to staff on any military base in the country, with operations across the U.S. and a 7-day communication center in Nicaragua. The entire opportunity came from one thing: a relationship that was consistently nurtured over 18 years.

In this episode of the Network Build Grow Podcast, JJ breaks down exactly how he thinks about networking, why he does it daily, and what separates people who build lasting business relationships from those who just collect contacts and wonder why nothing converts.

IN THIS EPISODE:

 → The 18-year friendship that turned into a VP role at a $15–20M company and the simple habit that kept the relationship alive through all of it.

→ Why every referral you make puts your personal reputation on the line and how that should change who you recommend and when.

 → The one networking mistake JJ sees constantly that kills a warm introduction before it even starts.

 → Why follow-up isn't about chasing business, it's about honoring the commitment you made to yourself when you walked into that room

 → The simple tip JJ learned from Melissa that makes every follow-up feel personal instead of generic and it takes less than 60 seconds.

 → Why taking even a small leadership role inside a networking group multiplies your visibility in ways that just attending never will.

→ The mindset shift that changes everything: "We all know we're here for business. That can go unspoken."

ABOUT JJ HIGHSHAW:

JJ Highshaw is the Vice President of Bergman Brothers Staffing, a national staffing agency headquartered in Charlotte, NC, founded in 2001. The agency operates across the United States with locations in Charlotte, Orlando FL, and Virginia and runs a 7-day communication center in Managua, Nicaragua, making it the only staffing agency in the country to offer that level of weekend coverage. Bergman Brothers specializes in construction staffing (heavy equipment operators, skilled tradesmen, electricians, carpenters, plumbers), environmental work, direct placement, and temp-to-perm solutions. GSA certified, the agency holds authority to staff on any military base in the country.

An active and intentional networker, JJ is a member of Network Build Grow, Charlotte Chamber (Wellness Committee), Charlotte Twelve Mastermind, Charlotte Referral Group, and Business Leaders of Charlotte (BLOC).

🌐 Connect with JJ: Bergman Brothers Staffing

ABOUT THE NETWORK BUILD GROW PODCAST:

Hosted by Melissa Taylor, the Network Build Grow Podcast is where business owners, entrepreneurs, and sales professionals come to learn real, actionable strategies for building relationships, growing their circle of influence, and turning their network into their most powerful business asset.

New episodes every week.

🌐 Join the community: networkbuildgrow.com

▶ Subscribe so you never miss an episode

⭐ Leave a 5-star review — it helps other entrepreneurs find the show

📤 Share this with someone in your network you haven't spoken to in too long. This episode is a reminder to reach back out.

🔔 Subscribe for weekly conversations on networking, leadership, branding, and business growth
 🌐 Join the Network Build Grow community at networkbuildgrow.com

Jason Otte, franchise owner of Instant Imprints in Charlotte, NC, and Greenville, SC, has grown a business where 65% of all orders are repeat business, his top 20 customers every single one came through networking, and one email to his chamber of commerce list produced 40 appointment requests in under an hour.

In this episode of the Network Build Grow Podcast, Jason breaks down exactly how he did it and what most small business owners are leaving on the table by treating networking as optional.

IN THIS EPISODE:

→ The real reason Jason's business runs at 65% repeat orders, and what That number does for your revenue predictability every single month.

→ How one relationship becomes two: when a loyal customer changes companies, they bring Jason with them, and he keeps the old account too

→ The chiropractor story that perfectly explains the difference between more marketing and smarter marketing.

 → Only 20% of any group's members actually show up to events, here's the strategy Jason uses to reach the other 80%

 → The "14 large customers" rule: once you know your break-even number, your entire networking strategy becomes sharper and more intentional

 → Why the person in front of you at a networking event doesn't have to be your next client — they just need to know someone who is.

→ Do your friends, family, and neighbors actually know what you do?  The most overlooked referral network sitting right next to you.

 → The mindset shift that only came when Jason opened his second location: stop working in the business so you can actually grow it.

→ Why networking can never be done passively and how to treat it with the same intention you'd give a paid marketing campaign.

 ABOUT JASON OTTE:

Jason is the franchise owner of Instant Imprints, with locations in Charlotte, NC, and Greenville, SC, and a third Charlotte location is currently in the works. Instant Imprints produces branded apparel, promotional products, signage, vehicle graphics, laser engraving, custom awards, and virtually anything that carries a logo. Before entrepreneurship, Jason worked in banking and industrial analytics, and he brought that strategic, data-driven thinking directly into how he networks, qualifies opportunities, and builds customer relationships.

🌐 Find Jason: Instant Imprints – Charlotte, NC & Greenville, SC

ABOUT THE NETWORK BUILD GROW PODCAST:

Hosted by Melissa Taylor, the Network Build Grow Podcast is where business owners, entrepreneurs, and sales professionals come to learn real strategies for building relationships, growing their circle of influence, and turning their network into their most powerful business asset.

New episodes every week.

🌐 Join the community: networkbuildgrow.com

IF THIS HIT, TAKE 30 SECONDS:

 ▶ Subscribe so you never miss an episode

⭐ Leave a 5-star review — it helps other entrepreneurs find the show

📤 Share this with one person in your network who's showing up to 

   events but not seeing results

#NetworkingStrategy #SmallBusinessGrowth #BusinessNetworking #CustomerRetention #ReferralMarketing  #NetworkBuildGrow  #CharlotteNC #BusinessGrowthStrategy

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Most small businesses post on social media and then… nothing. No replies to DMs. No engagement with referral partners. No strategy. Just shouting into the void.

In this episode of the Network Build Grow Podcast, host Melissa Taylor sits down with Jackie Benjamin, founder of We Assist Marketing and outbound social media management expert to break down how home service businesses (HVAC, plumbers, remodelers) can use social media as an actual networking and relationship-building tool, not just a broadcasting channel.

 Jackie also shares how she built a purpose-driven business employing women in the U.S. and Guatemala, why extroverts can actually struggle MORE at networking events, and the simple "strive five" strategy that turns any conference into a pipeline-building machine.

📌 IN THIS EPISODE YOU'LL LEARN:

✅ What "outbound social media management" actually means and why it's a game-changer for trades businesses (HVAC, plumbers, remodelers).

✅ Why social media without engagement is like going to a networking event and standing in the corner.

✅ Why NOT being afraid to fail is the most important entrepreneurial lesson  ("sometimes good enough is good enough")

✅ The extrovert's #1 networking trap and the "strive five" strategy to fix it.

✅ How Jackie turned one conference conversation into a multi-year referral relationship (that's still sending clients today!).

✅ The CRM tagging system Jackie uses to track networking contacts vs. clients

✅ The one question you should always ask a new contact: "What's your preferred communication method?"

🔗 CONNECT WITH JACKIE BENJAMIN:

🌐 Website: www.weassistbusiness.com

💼 LinkedIn: Jackie Benjamin

🔗 CONNECT WITH MELISSA & NETWORK BUILD GROW:

 🌐 Website: networkbuildgrow.com

📲 Follow us for weekly networking strategies, business growth tips, and powerful conversations with entrepreneurs who GET IT.

📣 ENJOYED THIS EPISODE?

 ➡️ Subscribe so you never miss an episode

⭐ Leave a 5-star review — it helps other entrepreneurs find the show!

📤 Share this with a business owner who's posting on social media but not getting results

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 🌐 Join the Network Build Grow community at networkbuildgrow.com

What if you could apply the same customer experience secrets that made Disney a multi-billion dollar company… to your carpet cleaning business? Your coaching practice? Your service-based business?

In this episode of the Network Build Grow Podcast, host Melissa Taylor sits down with Vance Morris, former Disney executive turned customer experience consultant, speaker, and authoR to break down exactly how small business owners can create raving fans, skyrocket retention, and grow their business through exceptional customer experience.

Vance shares his "Systematic Magic" framework, the 7 Magic Keys to Disneyfy Your Business, and the exact follow-up strategies that have generated 85–90% of his business through referrals alone.

📌 IN THIS EPISODE YOU'LL LEARN:

 ✅ Why customer experience is the #1 separator between businesses that thrive and those that struggle (and the Chick-fil-A vs. McDonald's proof).

✅ The single most underrated customer service tip: answer your phone live (only 18% of businesses do this!).

✅ How to use direct mail and handwritten thank-you notes to create emotional connections  that digital marketing simply can't match.

✅ The exact biweekly email strategy Vance uses to stay top-of-mind with his entire network.

✅ Why your CRM is your most powerful business tool and how to use it to segment and personalize at scale.

✅ How a single mastermind conversation in 2013 launched Vance's entire Disney-themed events business.

✅ The goal-based networking framework that turns every event (virtual or in-person) into a business opportunity.

✅ How to gracefully exit a networking conversation and still leave a great impression

🎁 FREE GIFT FROM VANCE:

 52 Ways to WOW Your Customer, one customer experience idea for every week of the year.

👉 Get it free at: wow52ways.com

🔗 CONNECT WITH VANCE MORRIS:

 🌐 Website: VanceMorris.com

📖 Book: Systematic Magic – 7 Magic Keys to Disneyfy Your Business

🎁 Free Resource: wow52ways.com

🔗 CONNECT WITH MELISSA & NETWORK BUILD GROW:

 🌐 Website: networkbuildgrow.com

📲 Follow us for weekly networking strategies, business growth tips, and powerful 

   conversations with entrepreneurs who GET IT.

📣 ENJOYED THIS EPISODE?

 ➡️ Subscribe so you never miss an episode

⭐ Leave a 5-star review — it helps other entrepreneurs find the show!

📤 Share this with a business owner who needs to hear it

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 🌐 Join the Network Build Grow community at networkbuildgrow.com

What does it actually take to network with intention, not just collect business cards, but build relationships that fuel real business growth? In this episode of the Network Build Grow Podcast, host Melissa Taylor sits down with Eleni Gates, founder of Gates Hospitality Group, a strategic communications firm rooted in a hospitality mindset

What You'll Learn in This Episode

•       Why intentional networking beats volume every time, especially for solopreneurs

•       How to set clear, purpose-driven goals before attending any networking event

•       The simple mindset shift that eliminates networking anxiety instantly

•       Eleni's exact follow-up system after meeting someone new (including her business card trick)

•       The one red flag behavior that turns networkers off immediately

•       How speaking and moderating panels builds instant credibility and expands your reach

About Eleni Gates
Eleni Gates is the founder of Gates Hospitality Group, a strategic communications firm that helps consumer-facing brands and leaders communicate with clarity, credibility, and purpose. Her career spans over a decade in the hospitality and restaurant industry, from a childhood spent in her parents' breakfast-and-lunch restaurant on Siesta Key, Florida, to leading communications and investor relations at First Watch Restaurants through its IPO, to heading PR at Firebirds Wood Fired Grill.

Eleni holds a degree in Public Relations and an MBA, which together gave her the confidence to launch Gates Hospitality Group. Today she works with restaurant brands, life coaches, authors, speakers, financial advisors, and other consumer-facing leaders, bringing the warmth of a hospitality mindset to everything she does.

Connect With Us

•       Subscribe to the Network Build Grow Podcast on your favorite platform

•       Leave a review — it helps more entrepreneurs find the show!

•       Visit networkbuildgrow.com to join the community

•       Follow Melissa Taylor on LinkedIn for weekly networking tips

🔔 Subscribe for weekly conversations on networking, leadership, branding, and business growth
 🌐 Join the Network Build Grow community at networkbuildgrow.com

Episode Description

In this episode of Network Build Grow, Sage Harper, founder of Apollo Marketing, joins host Melissa Taylor to share 11 years of hard-won lessons in SEO, AI-driven search, and — most importantly — the power of authentic networking. If you've ever wondered why your network dried up after a life change, or how to stay top of mind without being transactional, this episode delivers. 

Key Takeaways

1. Build a business that lights you up — or risk burning out even on success 
2. SEO and AIO work together; AI search is a complement to traditional search, not a replacement 
3. Your network weakens every time you stop showing up — rebuilding is harder than maintaining 
4. Networking is both quality AND quantity; you need volume to practice and depth to grow 
5. The best connectors don't chase the deal — they chase the relationship that generates deals 

About Sage Harper

Sage Harper is the founder of Apollo Marketing, a digital marketing agency focused on SEO, pay-per-click advertising, and AI-integrated search strategies. Based in North Carolina, Sage brings over a decade of experience helping businesses grow their online presence and visibility. His background spans army communications, government contracting, and program management before he pivoted to entrepreneurship.

About Network Build Grow

Network Build Grow is hosted by Melissa Taylor and is the podcast for business owners, entrepreneurs, and professionals who want to build meaningful relationships and grow their circle of influence. Each episode features actionable insights to help you build a better network and a better business.

🌐 Visit us at networkbuildgrow.com

🔔 Subscribe for weekly conversations on networking, leadership, branding, and business growth
 🌐 Join the Network Build Grow community at networkbuildgrow.com

Episode Description

Small medical practices are drowning in chaos, and Sarah Clark is the "chaos and sludge wrangler" they didn't know they needed. As a fractional practice administrator, Sarah helps physicians turn overwhelm into operational excellence by focusing on the "4 P's": People, Patients, Processes, and Paperwork.

In this conversation, Sarah shares how networking transformed her lonely solopreneurship journey, why she became "number one on Grok" without ever using X (Previously Twitter), and the LinkedIn mistakes that will get you unfriended. Additionally, her framework for determining which networking events are worth your time.

What You'll Learn:

• The 4 P's Framework for medical practice success
• How to build relationships vs collecting contacts
• Why consistent online content matters (even when you think no one's watching)
• The "Topic, Timely, Calendar" decision framework for networking events
• What NOT to do on LinkedIn if you want to keep your network

Key Takeaways

1. Relationships ≠ Contacts: Networking is about depth over time, not collecting business cards. Sarah had a client court her for 2 years before they ever discussed working together.
2. The 4 P's Framework: People, Patients, Processes, Paperwork—everything in a medical practice is cyclical. A small change in one area affects everything else.
3. Be Intentional with Your Time: Sarah's networking event criteria: Topic (is it relevant?), Timely (does it fit where you are now?), Calendar (can you attend consistently?).
4. AI Is Watching: A client found Sarah by searching on Grok (X's AI). She's never used X. Why? Consistent content on LinkedIn + her website = AI scraped it everywhere.
5. Active Relationship Maintenance: Reach out to several people every week. Send articles, check in, share value. "I was thinking of you today" builds real relationships.
6. LinkedIn Don'ts: Blind connection requests, instant sales pitches, and automated follow-ups will get you unfriended. Personalize everything.
7. Vet Your Referrals: Your name is on every introduction. Only refer people you know personally AND professionally.

 About Sarah Clark

Sarah Clark is a fractional practice administrator, speaker, and self-proclaimed "chaos and sludge wrangler" who helps small private medical practices turn operational chaos into calm. With a clinical background and C-suite experience, through consulting, training, and speaking, Sarah shares practical frameworks like the 4 Ps of a Successful Practice and her C.A.L.M. approach to help leaders implement smart efficiencies, strengthen their teams, and build sustainable, high-performing practices, always with actionable takeaways and a touch of real-world humor.

Connect with Sarah:

• Website: sarahclarkconsulting.com
• LinkedIn: www.linkedin.com/in/sarahbettuchyclark
• Email: [email protected]

Subscribe: Apple Podcasts | Spotify | Website
Website: networkbuildgrow.com

🔔 Subscribe for weekly conversations on networking, leadership, branding, and business growth
 🌐 Join the Network Build Grow community at networkbuildgrow.com

In this powerful conversation, Tony Caldwell shares his remarkable journey from a 27-year military career to becoming an executive advisor and coach. Tony opens up about the profound loss of purpose many veterans experience after leaving service and how he rediscovered his mission by helping business leaders increase their impact.

This episode is packed with practical networking wisdom, including the critical difference between transactional networking and relationship building, why your network needs to be "pruned" just like a garden, and the one thing most people get wrong at networking events (hint: it's not about the event itself).

Key Takeaways

1. Purpose drives impact: The most fulfilling work serves something bigger than yourself

2. Networking is relationship-building, not contact-collecting: Focus on depth, not breadth

3. The real work happens in side conversations: Don't just attend events—engage authentically

4. Your network requires active maintenance: Like a garden, it needs consistent care and occasional pruning

5. Respect people's time and choices: Avoid aggressive sales tactics and spam

6. Show up consistently across multiple groups: Repeated exposure builds trust and recognition

7. Listen to trusted advisors: Sometimes others see potential in us before we see it ourselves

About the Guest

Tony Caldwell is a retired Army Lieutenant Colonel, executive advisor, storyteller, keynote speaker, and coach with over three decades of experience cultivating high-performing leaders across military, corporate, and nonprofit sectors. He started his military career as an enlisted Soldier before becoming an officer (that’s a “Mustang” in Army lingo). That experience gives him a unique, battle-tested perspective on overcoming leadership challenges and achieving significant career goals. As a strategic guide, Tony helps pull the real answers out of high-potential leaders so they can move forward with confidence, not confusion. He never gives canned advice. Instead, he helps clients find the answers for themselves, build a realistic action plan, and then helps them stay accountable to themselves to follow through. When he’s not working with executives, Tony is an adjunct professor of American History or navigating the tactical minefield of being on his HOA board. He’s known for having a deep fondness for good bourbons. Tony has graduated from the University of Memphis, American Military University, and the U.S. Army War College. He’s been awarded the Army’s Legion of Merit and the Meritorious Service Medal six times, among other prestigious honors.

Guest Resources & Links

· Website: www.the2326group.com

· LinkedIn: www.linkedin.com/in/tony-caldwell-the2326group

· Email: [email protected]

· Network Build Grow: networkbuildgrow.com

Subscribe to Network Build Grow on Apple Podcasts, Spotify, or wherever you listen to podcasts. New episodes every week featuring entrepreneurs and professionals sharing their stories and strategies for building meaningful business relationships.

🔔 Subscribe for weekly conversations on networking, leadership, branding, and business growth
 🌐 Join the Network Build Grow community at networkbuildgrow.com

John Bradford shares 35 years of networking wisdom from the event industry. Learn why being genuine beats being salesy, the 24-hour follow-up rule, and how to build relationships that naturally lead to business without the hard sell.

Discover how to build a successful career through authentic networking with John Bradford, Director of Sales at Station West, who has spent 35 years mastering relationship-based business development in the event industry.

What You'll Learn: 

✅ The "farmer vs hunter" networking philosophy and why relationships beat transactions 

✅ The 24-hour follow-up rule that keeps you memorable 

✅ How to ask the right questions beyond "what do you do?" 

✅ Why industry-specific associations are networking goldmines 

✅ Creating multiple touchpoints without being pushy 

✅ Building trust that turns contacts into friends who refer business 

✅ Evaluating if you're in the right networking groups for ROI 

✅ The power of being a resource, not just a vendor

John's Journey: Starting in high school doing AV work, John never planned on a 35-year event industry career. From concert production to audio-visual services to event rental, and now as Director of Sales for Station West (which includes Spurline Creative coworking, Platform Coffee and Kitchen, and Acacia Events), John proves that genuine relationship-building creates sustainable business growth.

🎙️ Subscribe to Network Build Grow for weekly insights on building better business relationships!

#Networking #EventIndustry #RelationshipSelling #BusinessDevelopment #Hospitality

🔔 Subscribe for weekly conversations on networking, leadership, branding, and business growth
 🌐 Join the Network Build Grow community at networkbuildgrow.com