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You want to build a network in commercial real estate. What's the best way to get started?

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Networking is one of the most important skills for any professional, but especially for those in commercial real estate (CRE). CRE is a relationship-driven industry, where referrals, recommendations, and reputation can make or break your career. Whether you are a broker, an investor, a developer, or a service provider, you need to build a network of contacts that can help you find opportunities, close deals, and solve problems. But how do you get started? Here are some tips to help you grow your network in CRE.

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1 Identify your goals

Before you start reaching out to people, you need to have a clear idea of what you want to achieve with your networking. Do you want to find new clients, partners, mentors, or employers? Do you want to learn new skills, insights, or trends? Do you want to raise your profile, credibility, or influence? Having specific and realistic goals will help you focus your efforts and measure your progress.

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Tyler Sellars

Self Storage Investor | CEO @ Cactus | Commercial Real Estate AI Provider.
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Days 1-15: Immerse in commercial real estate nuances via online resources. Learn legal requirements, communication norms, and innovative marketing. Connect with brokers for insights, noting down your unique approach. Days 16-45: Engage with developers, brokers, and property owners via LinkedIn, Google Maps, and calls. Aim for 10-15 meaningful conversations daily, prioritizing learning over sales. Offer value and suggest meetups to foster relationships. Days 46-90: Chart a focused course based on insights gained, prioritizing client service. Embrace opportunities to join local groups and events to expand your network. Say yes to every opportunity in your early years.

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Seth Eslami

Senior Executive & Asset Manager Specializing in Sustainable Real Estate Solutions | Passionate Advocate for Eco-Friendly Practices and Operational Leadership
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The best way to start building a network in commercial real estate is by engaging with industry groups and forums, attending relevant events and conferences, and actively participating in discussions on platforms like LinkedIn. This approach helps in connecting with peers and industry leaders, fostering relationships that can offer valuable insights and opportunities.

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Rubén Canales Manresa

Business Consultant / Suelo y Terciario / área Profesional / Intrum I Solvia /…Vendedor
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Define tus objetivos de networking: Decide si buscas clientes, socios, mentores o empleadores, y establece metas claras y alcanzables para enfocar tus esfuerzos. Investiga tu industria: Aprovecha herramientas como LinkedIn para identificar profesionales relevantes, aprender sobre sus antecedentes y áreas de experiencia, y entender las tendencias del mercado. Aporta valor primero: En lugar de buscar conexiones directas, busca formas de brindar valor a otros ofreciendo información útil, consejos o recursos relevantes que puedan beneficiarlos en sus negocios.

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2 Research your targets

Once you have your goals, you need to identify the people who can help you achieve them. These are your target contacts, and they can be anyone from industry leaders, experts, influencers, peers, or potential customers. You need to do some research on them, such as their background, interests, achievements, challenges, and needs. You can use online platforms, such as LinkedIn, CoStar, or LoopNet, to find and follow them. You can also ask for introductions from your existing contacts, or join industry associations, groups, or events where they are likely to participate.

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Rubén Canales Manresa

Business Consultant / Suelo y Terciario / área Profesional / Intrum I Solvia /…Vendedor
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Define tus objetivos específicos: Identifica si buscas clientes, socios, mentores o empleadores en la industria de bienes raíces comerciales y establece metas claras y alcanzables para orientar tus esfuerzos de networking. Investiga a tus contactos objetivo: Utiliza herramientas como LinkedIn, CoStar o LoopNet para investigar sobre antecedentes, intereses, logros y desafíos de las personas que pueden ayudarte a alcanzar tus objetivos. Esto te permitirá iniciar conversaciones más relevantes y significativas. Aporta valor desde el principio: En lugar de buscar beneficios directos, enfócate en ofrecer valor a tus contactos objetivo. Brinda información útil, consejos relevantes o recursos valiosos que puedan beneficiar sus negocios o carrera.

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3 Provide value first

The key to successful networking is to provide value before asking for anything in return. You need to show your target contacts that you are not just looking for a favor, but that you have something to offer them as well. You can provide value by sharing relevant information, insights, or resources, by offering help or advice, by giving feedback or recognition, or by connecting them with other valuable contacts. You can also provide value by being respectful, responsive, and professional in your communication.

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Ukeme Smart

Award-Winning Realtor | FMVA
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Before you can ask your target audience for anything, be a person of value. Nobody ignores a person of value. Also, let them see the value you’re offering. If they don’t, they won’t see the need for a transaction.

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Rubén Canales Manresa

Business Consultant / Suelo y Terciario / área Profesional / Intrum I Solvia /…Vendedor
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Ofrece conocimientos relevantes: Comparte información valiosa, consejos o recursos que beneficien a tus contactos en la industria de bienes raíces comerciales. Brinda ayuda y consejos: Esté dispuesto a ofrecer asistencia o orientación cuando sea necesario, demostrando tu disposición para colaborar y apoyar a otros en su camino profesional. Conecta con otros contactos valiosos: Facilita conexiones entre tus contactos, ayudándoles a expandir su red y crear oportunidades mutuas.

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4 Build rapport and trust

Providing value is not enough, though. You also need to build rapport and trust with your target contacts, so that they see you as a person, not just a professional. You need to show genuine interest, curiosity, and appreciation for them, and find common ground or points of connection. You can do this by asking open-ended questions, listening actively, empathizing with their challenges, and sharing some personal stories or experiences. You can also use humor, compliments, or gratitude to create a positive impression.

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Michael Haltman, Hallmark Abstract Service

CEO, Hallmark Abstract Service (New York Title Insurance); Board Chair Combat Veteran Heroes To Heroes Foundation; Podcast Host 'Do You Ever Wonder?'
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For anyone not familiar there is an excellent resource on Twitter/X found by using #retwit. Users represent some of the biggest names in CRE including Bob Knakal. Building rapport and trust is key with some great relationships formed and a great deal of business getting done. Some rules of the road include... 1) Be authentic 2) Actually listen and engage 3) Work to provide value 4) Determine a way and show your expertise 5) Work to build relationships with others in the #retwit space 6) As will all relationship building, be consistent 7) Be appreciative to others 8) As with all networking, be patient 9) Always follow-up.

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Ukeme Smart

Award-Winning Realtor | FMVA
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One thing I have grown to understand in the market is that people only buy from people or companies they trust. Consistency in communication and intentionality will help build that trust. Also, listen to them, their needs and their concerns. Let them know that you care. They know you need the deal but show some care.

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5 Maintain and nurture the relationship

Networking is not a one-time event, but a long-term process. You need to maintain and nurture the relationship with your target contacts, so that they remember you and value you. You need to follow up regularly, but not too frequently or aggressively. You need to keep providing value, but also ask for their help or advice when appropriate. You need to update them on your progress, achievements, or challenges, and celebrate theirs. You need to look for opportunities to meet them in person, or at least through video calls, and deepen the connection.

Networking in CRE can be challenging, but also rewarding. It can help you advance your career, grow your business, and learn from the best. By following these tips, you can start building a network that works for you and your goals.

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Ukeme Smart

Award-Winning Realtor | FMVA
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Relationship is a seed, you have to keep watering and nurturing. If you are careless about it, you could lose everything. Don’t appear desperate and people sense desperation. Know when to follow up. Know the right questions to ask and be careful with your tone.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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You want to build a network in commercial real estate. What's the best way to get started?

1

2

3

4

5

6

1 Identify your goals

2 Research your targets

3 Provide value first

4 Build rapport and trust

5 Maintain and nurture the relationship

6 Here’s what else to consider

Commercial Real Estate

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You want to build a network in commercial real estate. What's the best way to get started?

1

2

3

4

5

6

1 Identify your goals

2 Research your targets

3 Provide value first

4 Build rapport and trust

5 Maintain and nurture the relationship

6 Here’s what else to consider

Commercial Real Estate

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