If anyone’s interested in NCAA tickets, come up to the office,” said Craig Irving, causing a chatty and exciting group of 300 to snap to attention. It was a show-stopping ending to an entertaining luncheon presentation sponsored by the commercial real estate firm in the unfinished eighth floor shell of Broadway 655.

The group of Irving Hughes clients, family and friends came together to dine on box lunches (nice ones) and hear from author, motivator and master-marketer, Keith Ferrazzi. A networking lion who disdains that term, Ferrazzi preaches building relationships rather than accumulating acquaintances with the goal of trading favors.

Near the start of his talk he drops names, his intercontinental travel schedule, his network television appearances, and his über-impressive resume that includes being the youngest partner in Deloitte history. It is all to make a point. I know what you all are thinking now, he says, “Asshole.”

He then makes a much more compelling introduction by talking about how his cleaning lady mother and laid-off-father sacrificed to send him to a private school in Pittsburgh. He speaks of the indignities of being poor, such as being caught by classmates wearing thrift-shop uniforms — another student’s name was written inside the garment — and watching his father, after spying a used big wheel in the trash before Christmas, stop the beat-up car, walk to the door and ask the woman if he could have it as a present for his son. (The woman, whose grandchildren had recently moved away, was so touched she also presented his father a go-cart and other treasures, making for a great holiday toy haul. And a life lesson about asking.)

Ferrazzi earns a living as the president of Ferrazzi Greenlight and is author of the best-selling “Never Eat Alone And Other Secrets to Success.”

During the dreaded audience participation time, he first asked everyone to exchange typical business pleasantries with a nearby stranger. Then he had them repeat the effort, only this time sharing something they were passionate about. The much louder buzz in the room made his point. Small talk is a worn formula; asking people about their passions livens the discussion and usually makes for better relationships.

You can bet there was passion later in Irving Hughes’ 16th floor as guests schmoozed NCAA ducats.

— Tim McClain