1.  I listen for what people feel passionate about - what they naturally lean into, get excited about, or are emphasized. That usually points to what really matters to them and what sets them apart (and what makes them the best).

2. I keep it simple, one quick note tied to a person and what they care about. Just enough to remember the feeling behind it so I can connect them to the right people later.

3. Because passion is a strong signal. When someone genuinely cares about something, they’re more engaged, more open, and more likely to act on a connection.

It also makes referrals feel more personal. I’m not just connecting based on a need. I’m connecting based on what actually matters to them, which leads to better conversations and stronger follow-through.