On the practical side of things, one important behavior that I see people frequently forget is the importance of following up. This is probably the biggest differentiator between relationships that languish in the early stages, versus those that progress along the author’s continuum.

It’s always a bit strange when you only hear from people once every few years, just as they need an intro or career advice or whatever- the beginning of those conversations is usually a bit of sheepish catch-up on what happened after you last spoke with them. Similarly, there have been times when I have felt like a dope after realizing that I failed to follow up myself after a call, and am again reaching out for another reason.

However, when you follow up with someone as simple as “Thanks for connecting me with so and so, we had a great chat” or “I tried that thing you suggested, here’s how it worked out”, you build mutual trust and enthusiasm for a successful outcome to the conversation you had. It’s a genuine and thoughtful way to grow your relationship.