Unlocking Opportunities through Networking
The relocation and real estate industry is all about networking and networks. Whether sending referrals to one another or sharing best practices, we don’t stand alone. Everything we do depends on our ability to trust our various partners in the industry to deliver what we can’t based on location, access, or skill set. And it is how we generate new sources of business.
We partner with companies for a reason. They backfill our deficiencies in a way that makes us look good and delivers what our various customers or partners need. Or it delivers business to us from sources we couldn’t get directly. It's hard to be all things to all people.
Your network may be a broker network or an affiliated network of providers, or it may consist of people who hold the same job in another company. No matter who they are, it is critical that we have confidence in their ability because it elevates our baseline.
Just because someone else has allowed them into a predetermined network doesn’t mean we must accept them without doing our own due diligence. Make sure you know your partners. Don’t take anyone else's word for it. I don’t care how many awards they have won; take a minute to review customer feedback and performance metrics. Awards sometimes only mean they know how to play the game.
17 ways to build a high-performing network.
We are a pretty social and extroverted bunch. But actively networking and promoting our services and ourselves can keep us at the top of minds for opportunities. Any time we can increase our own visibility is a good thing.
Don’t just network with those who can help us directly. Network with those who work with entities that can help us. You never know when they might be asked for a recommendation, and your name will pop up.
Ensure you always connect your name, company name, and market area in every marketing effort and interaction. You may miss opportunities if they remember your name but not your service area.
Identify those people and companies that align with your culture, style, and service delivery. Engage with them online, at conferences, and in membership groups. Follow their company on social media platforms. That is the circle of high achievers you want to be a part of. No matter our experience, there is always more to learn.
Seek out success and model the behavior and mindset of those who succeed. We may think we have everything dialed in, but we don’t. Our industry is changing so rapidly that there is no ‘right’ way to do anything anymore.
Be careful about only sticking with your ‘brand.’ Brands can get a little inbred. I was guilty of that. I loved hanging out with my brand counterparts because we had a lot in common, and it was easy. But that doesn’t help anyone. Many up-and-coming companies and people may not align with our network affiliations. While I appreciate loyalty among brands, it doesn’t mean we can’t explore how others are blazing the way these days.
Sometimes, we may not be in the mood to network at events if we don’t know anyone. Take a deep breath and do it anyway. Walking up to strangers can be challenging for some, but if you stick to asking them questions about themselves, they will remember you and think you are the most interesting person in the room. People love to talk about themselves.
Mentorship is not only a way to ensure the next generation successfully carries on, those connections may provide insights we haven’t been exposed to. Mentees may challenge and inspire us unexpectedly. The more we give, the more we receive.
Networking can also lead to job opportunities and career advice that may not be publicly available.
It can be lonely at the top. Networking with others in our field can be cathartic and reassuring, validating our actions. Most broker owners or leadership teams don’t know exactly what we do, so it's nice to have a sounding board of people who understand the challenges. Having a support system is critical to reinforce our own worth.
Networking can help boost our self-assurance and communication skills. It forces us out of our comfort zone.
Don’t discount people you meet just because it doesn’t appear they could help you in any way. You never know who they may know and would be willing to make an introduction.
Volunteering on committees is the most low-key way to network. Working with people hand in hand builds trust and shows you are a hard worker.
With budget cuts and dwindling business, networking can connect you to tools, resources, training, and even revenue opportunities that may be difficult to obtain on our own.
Only hang out with those who inspire you. Some people in our industry can be an energy drain or emit negativity. Just because they are in your network and hold a position of prominence doesn’t mean we have to allow them to stifle us. It’s ok to steer away from those who don’t inspire us.
Be a giver. Think about how you can connect people who can benefit from knowing one another. They will never forget that you were the one who made a meaningful connection.
Play the long game with networking. Just because you meet someone once, doesn’t mean they will remember you. Right after your first encounter, send them a message and connect on LinkedIn, reminding them of how you met. Set them up on a drip email and reach out periodically to just say hi. That’s how relationships form.
The mindsets, decision-making processes, and ways of thinking of others may feel risky or counterintuitive. But if we are brave enough to adopt even a fraction of their approach, it might significantly improve our own performance. Just by taking action, we are doing what most won’t. That’s why coaches and consultants exist. Sometimes, we need a neutral party to give us a nudge.
No conversation is ever wasted. Whether good or bad, there is power in connections.
“The true value of networking doesn't come from how many people we can meet but rather how many people we can introduce to others.” ~Simon Sinek, English-born American author and inspirational speaker on business leadership.
