It’s not what you know. It’s who you know. This old adage expresses the importance of networking and establishing connections. However, in order to become a truly successful businessperson, it is essential to use your unique value to your best advantage. For power connectors, it’s both what you know and who you know.

Judy Robinett is an active public speaker and networking expert. With more than thirty years experience in positions of power within public, private, and Fortune 500 companies, she has developed the reputation of having a “lithium rolodex”. In her book How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits, Robinett provides step-by-step directions to help you build up and maintain a dynamic group of connections.

Power connecting goes above and beyond networking. It is the art and discipline of providing value-adding connections to people in your network who would not have met otherwise. Building strong personal connections with powerful people can help you get things done in the future. Through cultivating power connections, smart businesspeople will accomplish more and become more successful.

Let’s take a look at the 5+50+100 Rule and 4 phases you can put into practice in order to become a power connector.

The 5+50+100 Rule

Building a powerful network begins with identifying your Top 5, Key 50 and Vital 100. The ultimate goal is to build a vibrant network made up of 155 movers and shakers in their own fields.

Your top 5 will consist of friends, family and business associates you are closest to. These relationships should be vigilantly maintained with daily contact.

Your Key 50 will be made up of talented friends and colleagues you can call on for advice when needed, and should be connected with on a weekly basis. You should also be looking for ways to add value to these people at all times.

Your Vital 100 are relationships that should be maintained on a monthly basis. These connections may not always be top of mind, but it is important to look for opportunities to connect these people with others from your network.

“When you organize your strategic relationships by the 5+50+100 model, it gives you a sense of control and organization that will make your life easier,” writes Robinett. “Evaluate your current relationships and choose who will go in which circle. You want to ensure that you are selecting the best people for your power circles.”

Phase 1 – Prepare to power connect

Becoming a power connector takes work and preparation. Your goal will be to create a varied personal network, so getting to know lots of different types of people is imperative. You must look outside of your current circle in order to access resources and knowledge that are different from your own. Power connectors are essentially network based matchmakers who add value by putting the best people in touch with the best resources.

Establish where your current connections reside in your 5+50+100 model, and identify the types of people you need to get in touch with in order to achieve your goals. Create a wish list of the people you want in your network. Some research may be required at this stage. Target people who are at the very top of your industry, who have local connections and who have a background different from your own. Remember: diversity is key.

Phase 2 – Target, connect and engage

Once you identify a person with the potential to add value to your network, it is time to prepare to connect with them. You must be ready to take advantage of an opportunity to form a connection at any time. Be clear about your share, your value-add and your ask. Be honest with yourself and take an inventory of your achievements, strengths and know-how. Everyone has their own unique set of skills, so be sure to get acquainted with your own and be prepared to share them in a confident and succinct manner.

When you have a chance to introduce yourself to a potential connection, never start with your ask. Instead, you should ask questions, offer compliments, be fully present and take the time to listen to what they have to say. The first three minutes of in-person conversation sets the tone for how you will be remembered, so take this time to build a rapport. When you do get to your ask, be sure it is appropriate to the stage of your relationship.

Phase 3 – Reconnect, activate and multiply

When engaging in an introductory conversation, be sure to get the person’s contact information so you can follow-up. Turning an introduction into a lasting relationship hinges on reaching out shortly after meeting. Reconnecting with the person you’ve just met within 24 hours will demonstrate your professionalism and thoughtfulness, and will set the tone for your ongoing relationship.

Once you have determined if a new connection fits into your 5+50+100 network, the regularity of your interactions will correspond with their level. Daily, weekly and monthly check-ins will help to deepen your relationships and increase trust. Scheduling time to get in touch with contacts and keeping track of the number of “touches” you are providing to the people in your network will help to maintain consistency.

Multiplying the value of your connections will mean that you may have to be the “giver” multiple times before you make a request, and you should be prepared to do this. It feels good to give, and the more you give to your connections, the stronger your network will become. Strong relationships benefit both parties, so thinking about what others need will cause them to follow suit.

Phase 4 – Connect your contacts with others

This final phase will push you past traditional networking towards being a power connector. As you develop your network, you should draw out a map keeping track of the connections people within your network have with one another. Once your network is mapped, you can begin to connect people and resources based on their needs.

Everyone needs something to help them achieve their goals, so it is your job as a power connector to figure out match-ups and make them happen. A “power triangle” is formed when value is created for multiple parties at the same time. If you can make a connection and get out of their way, you are leveraging your time by creating value without direct involvement.

Connecting people within your network makes you look good, plain and simple. Learning what people need and connecting them with the right resources will create an environment of generosity and contribution within your network.

While you work to build up your connections, it is important to frequently refer back to the 5+50+100 Rule. The connections you target and the amount of time you put into developing these connections all relates to this model. Putting in the time to build, cultivate and connect your network will pay you back in increased influence and success.

“Human beings are wired to connect and form alliances, to cooperate and collaborate, and to support each other,” Robinett writes. “Therefore, you should put time and effort into helping others through your connections and resources. Power connectors do everything possible to make their connections work.”