In this episode of Connected Leadership Bytes, Andy Lopata revisits his interview with Michael Roderick, host of the “Access to Anyone” podcast, exploring the dynamics of recommendations and referrals. Michael, who transitioned from a high school teacher to a Broadway producer, shares his insights on how to build a personal brand that encourages people to recommend you. Andy and Michael note that people like to feel useful, not used. It’s crucial to focus on the benefit you provide to clients rather than just describing what you do, framing it as solving a problem for them. This makes it easier for others to see how they can recommend you when the opportunity arises.

Michael also discusses the nuances of reciprocity, highlighting that individuals have different impulses and timelines for reciprocating. Some feel compelled to immediately reciprocate, while others take time to vet those they recommend. Michael uses his “fast to view, slow to recommend” approach from his Broadway days as an example of considered and thoughtful recommendations. They also explore the importance of trust and consistency, emphasising the need to do what you say you’ll do promptly to build confidence in your credibility. Furthermore,

they address how word-of-mouth, qualified recommendations, and clear communication impact success.

To build a personal brand for referrals, Michael uses the acronym “AIM” – Accessibility, Influence and Memory. You need to have an accessible message, make people look good when they share it, and be memorable. Ultimately, it is better to be focused on the curiosity it creates than the access it gains, as this will mean people will be more likely to recommend you.

Key Takeaways:

1. Focus on Usefulness, Not Just Functionality: When describing what you do, highlight the problem you solve for clients, making it easy for others to see who in their network could benefit.
2. Reciprocity is Nuanced: Understand that people have different impulses and timelines for reciprocating. Some are quick to reciprocate, whilst others take a long time. Be aware of these differences.
3. Consistency Builds Trust: Follow through on your commitments promptly to establish credibility and encourage recommendations.
4. AIM for a Referrable Brand: Make your message accessible, so people understand it. Ensure it creates influence which helps the sharer to look good and create memory by using language, emotion, simplicity and structure.
5. Prioritise Curiosity over Access: Craft your message to generate interest and curiosity rather than just focusing on getting in front of people.
6. Stories Enhance Memorability: Use stories and metaphors to make your message more engaging and easier for others to remember and repeat accurately.

Connect with Andy Lopata: Website | Instagram | LinkedIn | X/Twitter | YouTube

Connect with Michael Roderick: Website |LinkedIn |

The Financial Times Guide to Mentoring

Episode 131 Featuring Michael Roderick

Most Recent Episodes

January 5, 2025

The Mole and the Mountain: Navigating Your 2025 Journey with Jane Gunn

Welcome back to the Connected Leadership Podcast! We kick off 2025 with a returning guest, commercial mediator Jane Gunn, who joins Andy Lopata to discuss her new book, "The Mole and the Mountain."...

Listen · 41:19

December 29, 2024

Bytes: Vulnerability, Habits, and Productising Your Business with Andy Lopata

In this episode of Connected Leadership Bytes, Andy Lopata revisits his interview with Malcolm Palmer on making Making Your Business Less Dependent On You. Andy and Malcolm discuss the challenges of...

Listen · 21:25

December 22, 2024

Connected Leadership Bytes: Investing in Relationships for Success with Melina Palmer

In this episode, Andy Lopata revisits his guest interview with Melina Palmer on The Brainy Business Podcast, to explore the power of connected leadership. Andy, a master of networking, discusses his...

Listen · 21:38

Load More Episodes

Andy Lopata Author, Podcast Host and Speaker on Professional Relationships Strategy

Andy Lopata is a specialist speaker on professional relationships, mentoring, networking, and social media strategy. He is a firm believer that professional relationships underpin our success in business, our roles, and our careers. The right relationships with the right people can lead to new business opportunities, investment, collaborative working, innovation, and career progress. We just need to be comfortable approaching those relationships strategically, without making people feel ‘networked’ by us.

Andy has worked in the field of networking and professional relationships for 25 years, working with global giants such as Paypal, GSK, AstraZeneca, Wella, HSBC, Wembley Stadium, the BBC, and the Prime Minister’s Office of the UAE, among many others during that time. He has also worked with leading universities including NYU, Duke University, and Oxford University’s Said Business School.

A regular blogger for Psychology Today, Andy has been quoted in The Sunday Times, The Financial Times, and The Guardian, as well as many other national and regional newspapers and magazines worldwide. He has written or co-authored six books on networking and professional relationships, with his sixth book, "The Financial Times Guide to Mentoring," being published in Spring 2024. He is also the host of The Connected Leadership Podcast and has interviewed globally recognized names in business, academia, sports, and entertainment for the show.

Andy has been inducted into the PSAE Hall of Fame – the Professional Speaking Association Award of Excellence, which was held by only 21 other speakers at the time it was presented. He is a Fellow and a former President of the Fellows’ Community of the Professional Speaking Association (PSA), a Fellow of the Learning and Performance Institute (LPI), and a Member of the Association of Business Mentors and the Meetings Industry Association.