“Build your network” is advice you hear everywhere. 

Go to the reception. Introduce yourself. Connect on LinkedIn. Collect the business cards. 

But Chase DeCoite thinks we’re overcomplicating it. 

Now Senior Vice President of Food Industry Relations at the Innovation Center for U.S. Dairy and an AFA alumnus, Chase has built his career connecting people across agriculture. And he’s learned something simple: strong careers aren’t built on big inventions. They’re built on trusted relationships. 

1. Build Trust Before You Need It 

Strong relationships start long before when you need a favor. 

Trust is built in small, consistent actions: showing up, listening, and following through. 

“You have to build in the time to build the trust before you deliver.” 

Try this: 

• Don’t only reach out when you need something 

• Follow through on small commitments 

• Look for ways to be helpful first 

Why it matters: Trust is what makes people want to help you later. 

2. Stop Trying to “Work the Room” 

Networking isn’t a numbers game. 

Chase compares traditional networking to “catching Pokémon”—trying to collect as many contacts as possible. Instead, he focuses on having a few real conversations. 

Try this: 
Instead of meeting 10 people, aim for 2 meaningful conversations. A real five-minute conversation beats 20 rushed introductions. 

3. Be Curious Enough to Listen 

You don’t need perfect questions. You need real curiosity. 

The best conversations happen when you stop scripting and start listening. 

“Be authentic, be curious, but most importantly, that starts with listening.” 

Early in his career, Chase focused on speaking up. Over time, he learned that attention is often more valuable than input. 

Try this: 
Ask one follow-up question based on what the person just said. That small shift turns a transactional chat into a real conversation. 

4. Follow Up—Then Let It Grow 

Most people overthink follow-ups. If you said you’d do something, do it. If you enjoyed meeting someone, send a short note. Then don’t stress about the response. 

And if they don’t reply right away? 

“Don’t be offended… they might someday. Don’t worry about it.” 

Then let the relationship breathe. 

Your Career Is Longer Than You Think 

People come back around. 

A classmate, a speaker or a connection from an AFA event may show up years later in a completely different role. 

So don’t measure success by how many people you meet in a room. 

Measure it by how you show up in each interaction. 

Those are the habits that turn introductions into relationships—and relationships into careers. 

Catch the Full Conversation 

Chase joins The Cultivating Leaders Podcast to talk about what it really takes to build professional relationships that last. Chase has built a career connecting farmers, cooperatives, processors, customers and industry leaders across the food and dairy value chain. 

Listen to the full episode of The Cultivating Leaders Podcast to hear more of Chase’s insights on building authentic professional relationships.