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Breaking into new markets demands more than just cold calling and digital prospecting—it requires strategic relationship building. In this episode, we dive deep with Brendan Dodge, networking extraordinaire from VC3, who reveals exactly how he successfully entered the Philadelphia/New Jersey marketplace by leveraging his existing connections.

Brendan shares the game-changing mindset shift that transformed his networking approach: switching from "what's in it for me" to "how can I help you?" This giving-first philosophy created a foundation for meaningful relationships that naturally evolved into business opportunities. He explains his tactical approach to categorizing contacts into previous clients and centers of influence (COIs), with specific strategies for engaging each group effectively.

The conversation reveals practical time-saving methods, including Brendan's 30-minute virtual screening calls that qualify potential connections before committing to longer in-person meetings. You'll learn why being specific about your target industries dramatically increases quality referrals, and how tracking the ratio of introductions you make versus those you receive creates predictable networking outcomes.

Most compelling is Brendan's three-part formula for networking success: join strategic professional groups that allow for cross-pollination of connections, adopt a giving mindset in every interaction, and make only worthwhile introductions that genuinely benefit both parties. These principles apply whether you're an established professional entering a new territory or a company expanding into unfamiliar markets.

Ready to transform your approach to market expansion? Listen now for actionable strategies that will revolutionize how you build relationships and generate opportunities in new territories. Your network truly is your net worth—discover how to maximize it today!