In Episode 7 of From The Darkhorse’s Mouth, titled “Duck, Duck, Goose,” Dan and Carly Garzella are joined by Kristen Geer, Director of Operations at BNI Arizona, for a powerful conversation on why networking still matters – and how to make it work – in today’s digital-first world.

Kristen shares her personal journey in the world of structured networking and offers a behind-the-scenes look at how BNI has become a global force for referral-based business growth. Together, they unpack the real value of relationship-building in an industry increasingly dominated by automation and cold outreach.

The episode dives into the Know-Like-Trust cycle, the Givers Gain® philosophy, and how structured networking systems like BNI drive better results than informal connections alone. Kristen also shares practical tips for insurance pros: how to network without sounding like a pitch, how to build cross-industry referral partnerships, and how to turn conversations into real pipeline equity.

Looking beyond the individual, the conversation expands to how small businesses can scale through networks – building credibility, creating team-based momentum, and leveraging leadership within local chapters to drive exponential growth.

Whether you’re new to networking or trying to make better use of your connections, this episode delivers fresh, actionable insights to help you stand out, follow up, and grow through authentic relationships.

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