How to Make a Lasting Impression in Finance

Some of the worst advice out there... not only can you smell it a mile away, but it actually sets you back more than in propels you forward. “Fake It Till You Make It." The mentality might seem harmless... or even empowering. but here’s the truth: it’s a strategy that holds you back in the long run. When we rely on posturing or “faking it,” we create temporary value... a shaky foundation that breeds uncertainty and self-doubt over time. This approach can chip away at genuine confidence, leaving you second-guessing your abilities rather than embracing your true strengths. If you’re “kind of” believing in what you can do, it will lead to “kind of” results. And let’s be honest: no one invests in that. Here’s a path that builds lasting impact and real credibility: 1. Embrace Where You Are Right Now. Actionable Step: List out the top 3 strengths you bring to the table today. Focus on where you already add value. Use this clarity as your guide when you’re in new or challenging situations. This way, you’re building on a solid, authentic foundation... not pretending to be somewhere you’re not. Starting with a clear view of your strengths gives you a confidence rooted in reality... and equips you to approach each opportunity with authenticity. 2. Get Clear on Your Unique Value. Actionable Step: Identify one specific problem you can solve that aligns with your skills and expertise. Write it down in one sentence (e.g., “I help teams bridge strategy and execution gaps to drive measurable results.”). Use this as a go-to when you’re speaking with potential clients or partners. This clarity around your value will set you apart, making it easier for others to see why they should work with you... not just anyone who fits the role. 3. Bridge Your Gaps Authentically. Actionable Step: Acknowledge a skill or area you’re actively developing. Take one concrete action toward growth each week... whether that’s: - reading - building relationships - mentoring Share this journey with trusted colleagues or clients... without underselling yourself... so they experience your commitment to excellence and your drive to evolve. Owning both your strengths and areas for growth builds long-term credibility and shows others that you’re committed to being the best version of yourself. It’s how true leaders inspire and foster trust. And trust accelerates EVERYTHING.

In the past week I’ve had two different coffee meet-ups with recent grads University of St. Thomas (#ROLLTOMS) and Metro State University who have really impressed me. These two particular young people were curious yet bold, prepared (they both had questions ready) and ambitious. And this week, already, I find myself going out of my way to help them (which I love to do!). Anyway, these two young people that reached out for coffee were actually out of the norm, sadly. I get a lot of LinkedIn invites from young people at St. Thomas and Winona State (because of my connections to both), but also other local universities. And, more times than not, that’s the only time I hear from these young people. And that’s a big mistake. The LinkedIn invite is just the first little part of starting a relationship with a more experienced person in your field. There are several important steps you should take beyond sending that invite that can help you build and nurture a great network. So, recent grads (and even young people 1-3 years removed from college), after you send that initial LinkedIn invite, here’s what I would suggest: 1 – Send a short follow-up DM thanking the person for connecting. You could also reference a recent LinkedIn post in your DM. This will show gratitude and demonstrate that you’re listening and paying attention to their conversations. 2 – Make the coffee ask. I know this is hard, but people from your alma mater (in my case Winona St., but also St. Thomas where I teach), will rarely say no. At the very least, ask for a 15-30 minute Zoom coffee. But, the preference is for the in-person coffee. 3 – Nail the coffee meeting. Prepare and show up with questions to ask. Show up early. Ask if/how there’s anything you can do to help. Follow-up with a prompt thank you email/note. Overall, just make sure you're making an A+ first impression. 4 – Be a frequent liker/commenter on the his/her posts. Believe me, people definitely notice the frequent likers/commenters on their posts. Helps you stay top-of-mind with that person should opportunities come up. 5 – Go out of your way to look for opportunities to help that person. You might think, “how can I help someone with 10-20 years experience when I’m just starting?” You might be surprised! What about business referrals? What about intros to other young people? What about sending them events or articles you see/read they might be interested. Don’t underestimate the value you bring to other people—at any age! You follow those steps after sending those LinkedIn invites and I can almost guarantee you’re going to get noticed and remembered. And that’s really what matters when it comes to the hidden job market.

Want to be a good networker without being too cringy? Here are my tips for success: I call it The SCHMOOZE Method because isn't that what it is? S – Skip the Boring Intro Nobody cares about your official title, hook people with a killer oneliner about what you actually do. Instead of "I'm a financial consultant," try: "I help people stop making dumb money mistakes before it’s too late." C – Cut the Sales Pitch Networking is not speed dating for sales. If you treat people like walking dollar signs, you’ll be ghosted faster than a bad Tinder match. H – Have a Killer Story People remember stories, not stats. Got a client who doubled revenue because of your help? Share that. M – Make It About Them Ask powerful questions. The most powerful phrase in networking? "Tell me more." People love to talk about themselves. If you let them, they'll like you more and you might actually learn something too. O – Own Your Weirdness Nobody remembers Mr. Generic Business Guy. Lean into what makes you stand out. Quirky, nerdy, obsessed with a niche? Good. That’s your brand. Me? Snarky in case you didn't know. O – Offer Real Value A tip, an intro, a resource: give something before you ask for anything. It builds trust and makes you instantly more likable. Z – Zero Follow-Up = Zero Results Met someone interesting? Follow up like a human, not a spam bot. A quick email or DM with something relevant (not “just checking in”) keeps you top of mind. E – Exit with Purpose Don't let a good conversation fizzle into awkward silence. End strong: “This was great, let’s set up a quick call next week,” or “I’d love to send you that article I mentioned.” Give them a reason to remember you. "Networking isn’t about collecting contacts, it’s about connecting dots. Be the person people want to connect with, not the one they avoid. Be human, be real. You might even make friends along the way. What did I miss? Tell me below.

Twenty years ago, early in my business development career, I learned a lesson I’ll never forget. It wasn’t an easy one to hear, but it shaped how I show up to every conversation, meeting, and networking moment to this day. Here’s what happened: Someone I respected—a big name in the industry—was telling people, “I don’t like meeting with Julie because she doesn’t have anything for me.” Ouch. 🤕 I found out because someone in my network (who thankfully did love me) gave me a heads-up. And while it stung like hell, they were right. I wasn’t bringing anything to the table. That experience taught me one of the most important lessons in networking and business: You can’t come to the table empty-handed. Networking isn’t about just showing up and asking for favors. It’s about adding value and creating an exchange that benefits everyone involved. Now, before you panic, listen up: You always have something to bring to the table. Even if you don’t think you do. Here’s how to show up with value, even when you’re not sure what you have to offer: Share useful information: Maybe you read an article, listened to a podcast, or heard something industry-specific that they might find helpful. Bring that to the conversation. Offer possibilities Think about who you know that they should know. Offer to make an introduction or suggest a connection that could benefit them. Ask really good questions Sometimes, the value you bring is curiosity. A thoughtful question can spark ideas or help someone see a situation differently. Provide leads or insights Sure, a referral is great if you have one, but it doesn’t have to be that specific. Maybe you’ve heard about a project or opportunity that might align with their work. The truth is, people want to meet with those who offer something meaningful, whether that’s information, connections, or even just an engaging conversation. Even though that feedback 20 years ago stung, I’m incredibly grateful for it. It forced me to shift my mindset and be intentional about how I show up for others. So, the next time you’re walking into a 1:1 meeting, think about this: 👉What can I bring to the table today? Because networking isn’t about showing up with your hands out. It’s about showing up with something to give. Cheers to you bringing your best! 🙌 Julie P.S. What’s the hardest networking or business lesson you’ve ever learned? Hit that comment button and let me know, I’d love to hear your story!