Forget Networking. Do This Instead to Get in the Room.
The no-fluff way to build real relationships with entrepreneurs (and get responses to your DMs) on social media
I get 100+ DMs a week on social media.
Some are leads. Some are tire-kickers. Most are some version of:
“Love your content, man.”
Which is cool. I appreciate it.
But 99% of the time, those conversations end right there. They don’t lead to anything. Not because I don’t want to connect, but because I’ve got 17 irons in the fire and don’t have enough hours in the day.
That’s where Matt stood out.
He’s a college student. Not a typical real estate or business person. But he kept showing up in my messages—not with asks, not with “pick your brain” stuff—but just dropping consistent support and ideas.
Eventually, he pitched me:
“I’d like to write a research paper on you.”
Now, I don’t know many people who get excited about being someone’s college essay topic... but I thought that was cool. No one had offered to do that before. It was different. He framed it as value for me, not a favor for him.
And he caught me at the right time—between capital raises, when I wasn’t drowning in calls. So I took the call. Gave him 30 minutes.
He didn’t expect it. But he’d earned it.
Most people say they want mentorship, opportunity, a foot in the door. But most people quit after one message. Or worse, they open with an ask and never follow up.
Matt kept showing up. He didn’t lead with what he wanted—he showed what he was willing to give.
That’s why it worked.
So if you're trying to get on someone's radar—anyone—you don’t need the perfect pitch. You need consistency. You need creativity. You need to not be annoying. And yeah, you probably need a little bit of timing and luck too.
But people notice.
I did.
Matt’s Paper On MAK Construction & MAK Capital
Below is the full version of the paper Matt wrote after our conversation. I didn’t edit it. I didn’t coach him. I’m sharing it here because effort like this is rare—and it meant something to me.
Introduction
The entrepreneur I chose is Marc Kuhn, the president and founder of both MAK Capital and MAK Construction. I first came across Marc on LinkedIn, where his insights on real estate and entrepreneurship had a direct impact on my own career path. His posts not only deepened my understanding of real estate investing, but more importantly, I was drawn to Marc’s emphasis on building financial freedom through ownership, creating systems that work without you, and “unfollowing the herd” (Kuhn). Marc started MAK Construction in 2010 with only $2,500 in his bank account. 10 years later, in 2020, Marc started MAK Capital and now, in 2025, boasts a $65 million portfolio. His journey from getting fired from his W2 job to building two thriving companies is inspiring and a strong example of the concepts we have been learning in class applied in the real world.
Getting Started
Before starting MAK Construction, Marc had a long history in the construction industry, working for his father's concrete company, where he earned $1 per hour with a yearly raise of $1. Despite his experience, Marc’s entrepreneurial journey did not begin with a visionary goal but out of necessity. After being fired from his job, with only $2,500 in his bank account, Marc experienced what Michael Gerber describes in The E-Myth as an entrepreneurial seizure. In classic E-Myth fashion, Marc began as a technician who had worked his entire life in the construction industry and believed his technical construction skills would allow him to run a construction business. Marc began looking for any work he could get. In his first independent project he installed a fan, making $300 in two hours. That moment became a turning point. It wasn’t just about the money; it was the realization that this was something worth pursuing, there was a demand for the skills and knowledge he had, and he could generate more value on his own than he ever could working for someone else. He no longer wanted to trade time for money, he wanted to create something that would give him freedom. It was then he decided to pursue his entrepreneurial path, stating, “I just decided to go all in” (Kuhn). He didn’t care that he was a technician who lacked traditional business education or experience; he was committed to learning through action and building something of his own.
MVP and Product Market Fit - MAK Construction
Starting out, Marc did not have a minimum viable product or unique value proposition, but he had 20 years of experience and the willingness to test his assumptions to find demand and his niche. In Marc's own words, “Elon didn't know electric cars were needed, and in 2010, no one knew you just have to go out and do things, see what works and what doesn't” (Kuhn). Marc called it the “stupid tax,” the price of doing something wrong, learning from it, and adapting. This view parallels The Lean Startup method talked about in class. The Lean Startup emphasizes rapid experimentation, building a minimum viable product, and then continuously testing and iterating based on customer feedback: the Build-Measure-Learn feedback loop. Marc was out in the field, testing demand for different services he could offer, identifying gaps, refining his pricing, and uncovering who his customers were. Initially, Marc discovered a strong demand for high-quality, specialized concrete work, particularly stamped concrete, in his local community of Grand Forks, North Dakota. At the time, this product was new to the area, and there was high demand, allowing Marc to differentiate himself from traditional concrete contractors. Marc also completed several garage additions, discovering a high demand and finding it provided substantial profit margins. Lastly, Marc aimed to transform the construction experience for clients and built his business around transparency and accountability, which he thought were lacking in the industry. In our conversation, Marc stated that at “MAK Construction, we believe keeping one good customer happy is better than finding 40 customers and doing an OK job” (Kuhn). Marc found his initial product market fit not by reinventing the wheel, but by offering a specialized, high-quality service in an underserved market.
Early Challenges to Opportunities
While Marc found early traction in his first year with concrete work, garage additions, and any other jobs he could get his hands on, the winter in North Dakota made it nearly impossible to pour concrete for several months, halting many of his projects. Instead of waiting for his next opportunity in the spring, he seized the downtime to generate cash for his business by removing snow. Marc stated, “It was normal for me to work 16 hours a day; if there was a snowstorm, I wouldn’t sleep. I just made as much money as I could” (Kuhn). The decision exemplifies the entrepreneurial mindset we studied in class: being adaptable to challenges, working tirelessly, and always seeking the next opportunity, especially in the early stages when cash is tight. When Marc told me this story, it reminded me of the Airbnb founders, who sold custom cereal boxes just to stay afloat. While less flashy, Marc’s strategy reflected the same relentless hustle and resourcefulness. During this time, Marc also attended home shows, advertising his concrete business and gauging demand for additional services he could offer. By spring, he had over 100 leads and work to keep him busy for the next year. While the winter initially presented a challenge, Marc acted proactively and turned it into an opportunity to generate income, build demand, expand his network, and set the stage for growth.
Scaling the Business - MAK Construction
As capital began to grow and trust in MAK Construction's work deepened, Marc began expanding his geographic reach and offerings in general contracting. When I asked how he found demand for these new, larger projects, he explained that as word spread about the quality and reliability of his past work, new opportunities came to him. This organic growth, fueled by referrals and a strengthening reputation, enabled him to expand into developing educational facilities, gas stations, convenience stores, agricultural buildings, and multifamily units. This expansion marked a critical phase, transforming MAK Construction from a small operation into a robust enterprise. Similar to many of the entrepreneurs we explored in class, a major issue Marc faced as he grew was the additional roles he had to take on. He was no longer a technician doing one-off jobs; he was a concrete contractor, general contractor, accountant, human resources manager, sales director, and anything else the business needed. Initially, like many who experience an entrepreneurial seizure, Marc was deeply involved in every aspect of the work. However, unlike Heather Evans whom we discussed, Marc quickly recognized he couldn't remain the best employee; he needed to build a team and delegate responsibilities. Marc emphasized that he spent an immense amount of time ensuring the right people were hired and that these hiring decisions, which he still makes today, are the most important decisions for the success of his business. By handing off day-to-day operations to people he knew could do the job, Marc was no longer buying himself a job; he was building a business that could operate without his constant involvement. This transition from being an indispensable employee to building an operational system that worked without his oversight allowed Marc to concentrate more on strategic decisions, “buy back” more of his time, and work on the business rather than in it. Marc’s experience reinforced a major lesson we’ve discussed in class: if your business falls apart the second you step away, you haven’t built a business, you’ve built a job. In our conversation, Marc noted that as his business continues to grow, he’s remained focused on hiring deliberately, bringing on the right people at the right time, and ensuring each has a valuable role. This has improved the efficiency and strength of his business and allowed Marc to have much more freedom in his own life.
MAK Capital
Having scaled MAK Construction and implemented systems that worked without him, Marc began working on his next venture, MAK Capital, which launched in 2020. MAK Capital is a real estate investment and development company that focuses on owning and operating high-end luxury storage and multifamily projects. MAK Capital wasn’t just a business expansion; it was a strategic shift toward long-term wealth creation by leveraging the experience gained from MAK Construction. Marc recognized that while contracting generated cash flow, true wealth and financial freedom came from owning income-producing assets.
MAK Capital’s business model centers on three core functions: real estate development, asset management, and capital raising. While the vision for MAK Capital was clearer in the beginning than for MAK Construction, the specific projects Marc would pursue still required intense deliberation. Starting off, Marc didn’t limit himself to a single asset class. He understood the Midwest well — areas with stable population trends, low cost of land, and strong demand for housing and storage — and took an opportunistic approach, acquiring and developing multifamily, self-storage, and industrial assets.
That being said, one of the most powerful entrepreneurial strategies we’ve studied is the ability to identify unmet market needs, test assumptions in the real world, and adjust based on what the market reveals. This is exactly what Marc did. Through market engagement and a commitment to testing assumptions, Marc identified an opportunity within self-storage that would become the cornerstone of MAK Capital: luxury storage.
Instead of investing heavily upfront in a large, unproven concept, Marc tested his hypothesis about demand for premium storage features. In his first test, he built identical storage units, except he heated half and left the other half unheated. He charged $100 more for the heated units and found that they provided better margins and leased up faster. This was a direct, low-risk method to gauge willingness to pay for a superior product. As Marc noted, he "saw the demand for heat and that 'luxury' and just kept going with more and more luxury" (Kuhn). That discovery became the foundation of the mega storage facilities that MAK Capital builds today, with climate control, overhead doors, electricity, high security, and modern design, catering to both consumers and businesses.
This was MAK Capital’s product-market fit: high-margin, high-demand luxury storage in markets often overlooked by institutional investors. Today, MAK Capital is rapidly growing, focusing on luxury storage and multifamily investments. MAK Capital’s story is compelling because it embodies key entrepreneurial principles we’ve discussed in class: opportunity recognition, lean testing, iterating, and disciplined execution. Marc didn’t start with a perfect blueprint; he began with an understanding of the market, tested various ideas in real time, and scaled what worked. Marc's work with MAK Capital mirrors many concepts from the Lean Startup framework, demonstrating how a hands-on technician can transition into an investor and operator.
Raising Capital
One of the biggest challenges for capital-intensive businesses like MAK Construction and MAK Capital is funding growth. While many of Marc's strategies align with what we studied in class, what differentiates him is his emphasis on creative financing. Beyond relying on credit cards, bank loans, personal capital, and support from friends and family, Marc uses inventive deal structures and attracts individual investors to move projects forward.
One of his most effective tools has been seller financing, which allows him to defer large payments over time, free up capital, lower financial risk, and enables him to secure deals that would otherwise be out of reach. In multiple cases, Marc has been able to finance deals with no money down, effectively using the deal to finance the purchase.
As MAK Capital’s track record grew, Marc’s financing strategies evolved beyond creative deal structures. Today, a major source of capital comes from individual accredited investors who serve as limited partners (LP), providing funding while Marc oversees acquisition, construction, and long-term operations. This strategy has enabled MAK Capital to take on larger projects while maintaining control of operations. Additionally, Marc explained that by utilizing waterfall structures and performance hurdles, MAK Capital has achieved outsized returns on many of its projects.
A crucial part of Marc’s success in attracting LPs has been his approach to building trust through his online presence. By sharing project updates, financial insights, deal structures, and lessons learned across LinkedIn, YouTube, and his website, Marc has built credibility with potential investors well before they ever meet him. This transparent online strategy has become one of his most powerful financing tools, allowing him to stand out in a competitive capital-raising environment. Overall, this combination of creative financing and attracting capital through his online presence has enabled Marc to expand his business without giving up control.
Vertical Integration
Vertical integration between MAK Construction and MAK Capital has become one of the most powerful competitive advantages Marc has built. Marc described (and as we've discussed throughout our assignments), vertical integration allows a company to control more of its value chain, reducing costs, improving efficiency, and enhancing quality control.
For MAK Capital, this means instead of relying on outside contractors who may delay projects, increase budgets, or cut corners, they could rely on MAK Construction to ensure quality and efficiency. For MAK Construction, this means a more stable deal flow. Marc also explained that this structure has instilled greater confidence in investors, knowing that the same team raising capital is responsible for building and operating the project. Vertical integration has allowed Marc to streamline operations and become a key part of his value proposition as a developer and capital manager.
Networking
From Paul Hargraves' conversation in class, I thought it was important to ask Marc about the effect networking had on the growth of his business. Especially since, like Paul, Marc is in the real estate business. Marc also shared that networking and mentorship have played a crucial role in his personal development and the growth of his businesses.
He emphasized that having people to learn from and get honest feedback from was one of the most important factors in his growth. Whether through direct relationships or learning from those who’ve shared their knowledge publicly, Marc explained that surrounding yourself with the right ideas and people can accelerate growth in a way that would otherwise take years.
Despite knowing how crucial networking is to success, Marc admitted he is an introvert. So instead of relying just on traditional networking events, which he acknowledged could be great, he leveraged social media, especially LinkedIn, to network in a way that suited his strengths. He explained that posting one thoughtful piece of content could lead to 10 or more new, high-quality connections within a few days. Rather than attending a networking event and not knowing exactly the type of people he would be speaking to, social media posts gave him visibility while attracting like-minded individuals who would reach out to him directly.
This method has worked great for Marc, racking up over 50,000 followers on LinkedIn and achieving millions of post impressions. Not only has this strategy helped Marc expand his network, but it’s brought in investors to MAK Capital and opened up new opportunities. After so many people reached out asking for advice, Marc decided to launch a coaching business, which now serves as an additional stream of income for his businesses. By consistently sharing what he’s working on, Marc has built trust and visibility with thousands of like-minded people, which has helped him both professionally and personally. It’s a great reminder that effective networking isn’t about showing up everywhere; it’s about showing up in the right way, to the right people.
What I Learned and Connections to Class
Interviewing Marc and analyzing his journey showed me how concepts learned throughout our class were put into practice by my favorite entrepreneur. One of the most profound takeaways from our conversation was Marc's embodiment of the entrepreneurial mindset, particularly his resilience and adaptability. Starting MAK Construction out of necessity with minimal capital, his journey wasn't one of following a perfect blueprint but rather of relentless action, learning from mistakes, and consistently turning challenges into opportunities. This reinforces the idea that successful entrepreneurship often involves navigating uncertainty with a willingness to adapt and doing whatever it takes to survive.
Marc's journey also made me realize that there is no straight path to becoming an entrepreneur. Contrary to what we learned in class, Marc was a technician who succeeded in building a business. He also didn't make a business plan, and found his own way to raise capital and network in ways that worked for him. While Marc didn’t follow many of the formal frameworks we covered in class, he fully embodied the very first lesson: to test market demand, validate assumptions through real-world feedback, and adjust quickly.
This takeaway was meaningful to me because it reminded me that while academic frameworks are valuable, entrepreneurship in the real world is often messier and personal. Marc’s success wasn’t driven by following a textbook, but by staying adaptable, listening to customer feedback, and learning through hands-on experience.
My biggest aha moment came from something Marc emphasized repeatedly: the importance of people in your entrepreneurial journey. Initially, Marc was the prime example of using entrepreneurship to buy himself another job. What set him apart was his ability to recognize this and change. Marc told me, “Entrepreneurship is not just about buying yourself another job, it is about creating systems that work without you, allowing you to buy back your time” (Kuhn). Before Marc hired the right people, he was working 100+ hour weeks, and the second he stepped away from the business, it ceased to exist. Today, he runs two successful companies and has achieved the freedom he set out for, no longer tied to a W2 job or the constant need to work for his business.
My second “aha moment” was realizing that entrepreneurship doesn’t require inventing something radically new; sometimes it’s about executing existing ideas exceptionally well. All of the case studies we worked on in class were new, brilliant ideas, and until Ramit Varma spoke to our class, this is what I thought entrepreneurship was. Marc proved what Ramit said—that entrepreneurship is often about spotting overlooked opportunities and simply running better businesses. Marc didn’t invent a new product, he executed better, listened more closely to the market, and found smarter ways to operate.
Furthermore, Marc explained to me that there are a ton of mom-and-pop businesses owned by retirees who would gladly accept seller financing to step away and enjoy their retirement. These aren’t flashy startups, but they can be cash-flow generators from day one, and can be radically improved and scaled. Many of the entrepreneurs we have discussed have had unique ideas, but sometimes the best opportunity could be an HVAC or plumbing company already operating in your community.
Marc’s journey reminded me that entrepreneurship is inherently non-linear. Throughout our class, we have studied business plans, life cycles, innovative ideas, and capital raises, but real founders adapt and learn on the fly. Marc went from laying concrete to completing multimillion-dollar capital raises. No MBA, no past experience, just grit and determination. His story taught me that entrepreneurship is not about having everything in place. It's about having the courage to start, working hard, building alongside the right people, and learning along the way. More than anything, Marc’s story gave me the confidence to believe that with enough effort and creativity, it’s possible to carve your own path, even if it doesn’t look like anyone else’s.
Most people wait. Some people build.
You already know which one gets ahead.
See you next week,
Marc Kuhn