This May marks Inman’s sixth annual Agent Appreciation Month. Look for profiles of top producers, opinions on the current state of the industry and tangible takeaways you can implement in your career today. Plus, the prestigious Future Leaders of Real Estate return this month, too.
Networking is the lifeblood of success in real estate, especially for new agents stepping into the industry. As someone who has built a thriving, referral-driven business over decades, I can tell you firsthand that the right relationships will be a critical part of your foundation for a successful career. But effective networking isn’t just about collecting business cards — it’s about cultivating meaningful and potentially mutually beneficial connections (within and outside of the industry).
1. Be authentic, always
Authenticity is your most valuable asset. People are drawn to those who are genuine, trustworthy and transparent. When you meet someone, don’t just think of them as a potential transaction — think of them as a potential relationship. Be yourself, show genuine interest in others, and always lead with integrity.
Personally, I’m less concerned with being interesting and generally focus much more on being interested. I also try to add key things I learn during interactions into my notes for a particular contact. It really helps with thoughtful follow-up. Ask about someone’s background and interests — and you’ll be amazed what you’ll learn!
2. Master the art of active listening
Listening is more important than talking. When engaging with someone new, ask insightful questions and truly listen to their answers. This not only helps you understand their needs and interests but also leaves a memorable impression.
3. Develop a strong digital presence
Your online presence is an extension of your personal brand. Invest time in optimizing your social media profiles and websites. Share valuable insights about the market, client success stories and educational content. Let your digital presence reflect your expertise and personality.
When I started to use social platforms and blog, my aim was to have an online representation of my “offline” brand, so to speak. Generally, I’ve opted for sharing client success stories, behind-the-scenes insights and market updates, and I’ve connected with clients (and agents in other markets) who probably wouldn’t have found me otherwise.
4. Attend industry events consistently
From your local office meetings to international real estate conferences, attending industry events can be a powerful way to build your network. Be strategic — choose events that align with your goals and where you can meet like-minded professionals.
Inman Connect has been a perennial favorite for me. Beyond learning from industry leaders, I have connected with professionals from across the globe — many of whom are now valued referral partners and friends. I have also attended (and organized) a wide variety of events, with various organizations throughout and adjacent to the industry.
5. Join professional organizations
Membership in respected organizations like the National Association of Realtors (NAR), local real estate boards, luxury real estate networks and affinity groups can enhance your credibility and provide valuable networking opportunities.
Personally, I have been a part of many organizations over my decades in the industry, and at various times have been an active volunteer and leader, creating relationships, expanding connections with top-tier brokers, and creating access to referral opportunities that might not otherwise have been accessible. Many organizations may have events where you can attend as a non-member, but before joining, check out organizations and their local chapters to explore possibilities.
6. Nurture existing relationships
Networking isn’t just about meeting new people — it’s also about maintaining connections with your existing network. Send follow-up emails, share articles or information that may interest them, and take the time to catch up. Sometimes it’s as simple as a happy home purchase anniversary note. But in general, the more detailed you are in how you maintain your database, the easier it is to access the information you’ll need to continue to nurture your relationships.
7. Give before you get
One of the most powerful networking principles is to offer value before you ask for anything in return. Share your knowledge, make introductions and support others without expecting immediate returns. Over time, this approach will establish you as a trusted resource.
I often share market insights with fellow agents and clients without any expectation. It has positioned me as a go-to advisor and led to valuable referrals. In particular, doing this with my colleagues in other markets has been a key contributor to a continuous stream of referral opportunities.
8. Leverage social media thoughtfully
Beyond just posting, use social media to engage with others. Comment on posts, participate in discussions and celebrate others’ successes. This active engagement can turn online connections into real-world relationships.
9. Develop a memorable elevator pitch
Be ready to clearly articulate who you are, what you do and how you can help others in a concise, engaging way. A strong elevator pitch is your introduction to the world.
For instance, when someone asks me what I do, I say a variation of, “I’m Nicole Beauchamp, a trusted advisor and global real estate expert with Sotheby’s International Realty. I specialize in connecting discerning clients with exceptional properties in New York City and around the world. Whether you’re buying, selling or investing, I provide data-driven insights, bespoke advisory and a global network you can trust.”
I have variations that incorporate other areas of my life, including everything from my dog to mentoring of entrepreneurs and volunteer work. Take some time, and think about what your on-your-feet response would be.
10. Be persistent but respectful
Follow-up is key, but it should never be pushy. If someone doesn’t respond immediately, don’t take it personally. Be polite in your follow-ups, and always respect others’ time and boundaries.
After meeting someone at an event, I follow up with a personalized message referencing our conversation. If they don’t respond, I may follow up again in a few weeks, always with a friendly tone.
Whether I obtained a physical business card or a digital one in our initial connection, I try to make note of anything interesting when adding someone to my contacts. Not only does it help when a few weeks or months have gone by, but also something that was shared presents an opportunity to reignite a somewhat dormant connection.
Networking is an ongoing process that evolves with your career. For new agents, it’s not just about who you know — it’s about who trusts you. Be intentional, authentic and generous with your knowledge. Remember, relationships are the currency of real estate.
Success isn’t measured solely by transactions, but rather by the connections you build, the trust you earn and the impact you make. As a trusted advisor and knowledge broker, you have the power to transform connections into opportunities.
Relationships can lead to referrals, which can lead to revenue. It all starts with the right network.
Nikki Beauchamp is an advisor with Sotheby’s International Realty in New York City. Connect with her on LinkedIn.
