In every networking event, there’s always that one individual — confident, approachable, magnetic — who seems to know everyone. They’re the ones you notice at every Chamber of Commerce luncheon or industry mixer. People gravitate to them. They make introductions, build connections, and seem to make opportunity appear out of thin air.
In our industry, we call them Shakers and Movers.
While some people appear to be “naturals,” the truth is that becoming a Shaker and Mover is a learned skill. It’s about developing a mindset — a combination of confidence, discipline, and emotional intelligence — that draws people in and keeps your pipeline filled with opportunity.
1. Build a Magnetic Personal Presence
The foundation of every Shaker and Mover is presence — how you carry yourself, how you communicate, and how people feel when they meet you.
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Dress with intention. You don’t have to wear a designer suit, but always look polished, confident, and professional. People form first impressions in seconds.
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Maintain eye contact and a genuine smile. These are the fastest ways to make others feel respected and seen.
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Be genuinely curious. Ask great questions. Listen actively. Most “networkers” talk about themselves — but Shakers and Movers make others feel important.
Tip: Practice remembering names and using them naturally in conversation. It’s a small touch that instantly sets you apart.
2. Develop Exceptional Social Intelligence
Shakers and Movers understand the energy of a room. They know when to step forward — and when to let others shine.
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Read the room. Observe before you engage. Find where the energy is.
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Adapt your tone and tempo. Speak enthusiastically to high-energy people and more calmly to those who are analytical.
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Follow up fast. The follow-up message, call, or LinkedIn connection within 24 hours is where relationships are cemented.
Tip: Keep short notes in your CRM or phone after each event. Personal recall is power. When you remember details, you build credibility and rapport.
3. Master the Art of Introductions
Shakers and Movers are connectors. They introduce people to each other constantly — and people love them for it.
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Be the bridge. When you meet someone new, immediately think of who you know that could benefit from meeting them.
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Create value first. The most influential people don’t lead with “What can you do for me?” They lead with “Who can I connect you with?”
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Be generous with credit. Publicly compliment and recognize others’ achievements. This builds your reputation as a leader and influencer.
Tip: Each month, set a personal goal to make five meaningful introductions between people in your network. It will grow your influence exponentially.
4. Embrace the “Visibility Discipline”
Shakers and Movers don’t hide behind their desks — they show up. Every week, they’re at luncheons, mixers, ribbon-cuttings, or webinars. Consistency is what makes them recognizable.
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Attend everything that matters. If it’s a Chamber event, a trade show, or a local business expo — be there.
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Leverage social media. Post photos, congratulate others, and share short takeaways from events.
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Be seen as the connector in your niche. The more you show up, the more others view you as essential to their network.
Tip: Treat networking like exercise — schedule it. At least two events a month should be on your calendar.
5. Cultivate Confidence Without Ego
True Shakers and Movers radiate confidence but remain approachable. They’re humble enough to learn from others and strong enough to lead.
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Develop your expertise. Confidence comes from competence. Know your products, your industry, and your value.
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Be comfortable in your own story. Everyone has setbacks; use yours to inspire others.
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Avoid arrogance. People follow confidence but avoid ego. Always make others feel they belong.
Tip: Study body language and communication. Confidence is 80% non-verbal — posture, pacing, tone, and calmness under pressure.
6. Keep Your Energy High
People are drawn to energy. You can’t inspire or attract others if you’re running on fumes.
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Take care of yourself. Sleep, exercise, and a balanced lifestyle make you more magnetic.
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Manage stress. Factoring brokers handle pressure daily — learn quick resets like breathing exercises or short walks before events.
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Stay inspired. Read books on influence and leadership. Listen to motivational podcasts. Feed your enthusiasm regularly.
7. Always Be Authentic
The most powerful Shakers and Movers don’t “perform” — they connect. Authenticity is your most valuable personal brand asset.
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Be transparent about your intentions.
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Stay consistent with your values.
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Build relationships that last, not transactions that fade.
When you lead with authenticity, people feel it — and they’ll remember you long after the event ends.
In Closing
Becoming a Shaker and Mover isn’t about being loud or flashy — it’s about developing influence through consistency, connection, and confidence.
In our world of commercial finance, deals follow relationships — and relationships follow visibility. By mastering the Shaker and Mover mentality, you not only expand your referral base, you become a leader in your community, a trusted resource, and a true ambassador for your profession.
So start today. Step into that next event with purpose, energy, and a plan to shake hands, move hearts, and build your success story one introduction at a time.