Professional networking is one of those things everyone knows they should be doing — and almost no one is doing it well. Most people show up once or twice, expect something to happen, and then wonder why their network isn't producing results. David Clithero has spent nearly 40 years building relationships the old-fashioned way — and the proof is in the people who, when he leaves a room, can't stop talking about how he's helped them. This episode is a masterclass in what genuine, long-term relationship building actually looks like in practice.
In this episode, you'll learn:
- The tortoise-and-hare philosophy of networking — why the people who win in networking are the ones who show up consistently over time rather than expecting immediate results, why the "know, like, and trust" framework only works with repeated presence, and why most professionals fail at building a referral network because their organization doesn't give them enough time to actually succeed at it
- Why genuine relationship building looks nothing like traditional sales — how David approaches every relationship without expecting it to produce a transaction, why asking open-ended questions and listening twice as much as you talk (his grandmother's wisdom: God gave you two ears and one mouth) is what actually sets people apart, and why responding to every message — even obvious sales pitches — is a lost art worth recovering
- How to balance giving and receiving in a network — why being a resource connector, referring business to others without expecting reciprocity, is one of the most overlooked and powerful networking assets available to small business owners and professionals
- What small business owners specifically need to build into their network — why your banker should be more than a teller and what a real banking partnership looks like, why you need to surround yourself with other entrepreneurs, and critically — why the most important time to talk to your banker is when things are not going well, not when they are
- How to approach a room as someone new to networking — why you should walk toward the person standing alone in the corner (they may open more doors than anyone else in the room), how to transition from being isolated to being present and consistent, and why isolating yourself as a small business owner is one of the most expensive habits you can have
About the guest: David Clithero is Vice President of Private Banking and Treasury Management at Hawthorne Bank, serving the Columbia and Jefferson City, Missouri markets. With nearly 30 years in higher education advancement at Truman State University, Washington University in St. Louis, and the University of Missouri before transitioning to banking in 2014, David is known throughout central Missouri as one of the most well-connected and genuinely generous networkers in the region.
Chapter Markers:
- 00:00 — David's Career Journey: From Farm Kid to Higher Ed to Banking
- 05:17 — The Transition From Public to Private Sector
- 07:45 — David's Networking Philosophy: Be Consistent, Be Present, Be a Resource
- 09:44 — Building Relationships in the Digital Age: Two Ears, One Mouth
- 11:26 — Why David Doesn't Come Across as a Salesperson (And Why That Works)
- 14:09 — Balancing Giving and Receiving: The Power of Being a Resource Connector
- 18:26 — A Real Networking Success Story: When Long-Term Presence Pays Off
- 20:41 — Advice for Someone Just Starting to Build a Professional Network
- 22:39 — Advice for Small Business Owners: Build Your Banking, Professional & Peer Network
- 27:01 — What to Look for in a Banking Partner and What to Do When Things Go Wrong
If you're building a business and want to know whether your HR and people operations foundation is actually in good shape to support the growth your network is helping you create, the free HR Audit is a great starting point: saltandlightadvisors.com/hraudit
🔍 Ready to find out what's really going on inside your business? Take the free Salt & Light HR Audit at saltandlightadvisors.com/hraudit. In about 10 minutes, you'll get a clear picture of where your people operations stand — and exactly where to focus next. No fluff, no sales pitch. Just clarity.
Resources to keep building:
🎯 Take the free HR Audit — Score your HR systems in 5 minutes and see exactly where your gaps are. 👉 saltandlightadvisors.com/hraudit
🎙️ Listen to Don't Waste the Chaos — The podcast for small business owners building strong people operations. 👉 kerrimroberts.com/podcast
📖 Get The HR Easy Button — Kerri's book on building HR systems that actually work for small businesses. 👉 https://amzn.to/4cPyrFh
✉️ Subscribe to the newsletter — Weekly HR insights for founders, in your inbox every Monday. 👉 saltandlight.myflodesk.com/saltandlightadvisors
Need fractional HR support or want to talk through a specific challenge? 👉 saltandlightadvisors.com/contact
Ready to build foundational HR systems on your own? 👉 saltandlightadvisors.com/hrfoundations
Connect with Kerri: 📷 Instagram: instagram.com/kerrimroberts 💼 LinkedIn: linkedin.com/in/kerrimroberts 🐎 Hippo Creek Farm on Instagram: instagram.com/hippocreekfarm
Episode-specific resources mentioned:
- Hawthorne Bank — hawthornebank.com (no E at the end of Hawthorne)
- David Clithero — searchable on hawthornebank.com staff directory
- Rotary Club of Columbia — referenced as a civic networking example
- Columbia 1 Million Cups — referenced as a community business network
Full show notes + transcript: kerrimroberts.com/dontwastethechaos/35
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