7 Tips for Networking in Commercial Real Estate 

Networking is a challenge in any industry, and every professional hears about how developing a good network is essential for career growth. Commercial real estate is no different. Networking helps you find new investment opportunities, improve your industry knowledge, and grow your business.

Learn what key strategies help you network efficiently and effectively in the commercial real estate industry. Whether it’s setting clear goals, attending events, developing a vibrant online presence, or mastering the art of follow-up, networking helps you start and sustain a solid and successful real estate investment business.       

1. Set clear, defined goals and objectives

Diving right into the nitty-gritty of networking may feel exciting, but before starting, it’s best to set clear, defined goals to know what you want to get out of it.

Networking goals and objectives will look different depending on your experience in commercial real estate. If you’re starting out, you may want to network to learn more about the industry, your local market, and potential investment opportunities. Attending local industry networking events and joining commercial real estate professional organizations are good places to start.

As an experienced investor or broker, you may be networking to win new and bigger business or expand into new markets. In this case, developing a strong social media presence or hosting your own seminars could be worthwhile networking activities.

Either way, knowing what you want from networking helps ensure you spend time on the strategies that most help you progress in commercial real estate. 

2. Attend industry networking events

In networking, the traditional handshake and in-person conversation are still considered one of the surest ways to make a lasting, memorable connection. Commercial real estate is the same; many conversations happen at industry networking events.

Networking events in commercial real estate take place in your market and across the country. These events allow you to build connections with other investors, raise your profile within the industry, find new investments, and learn about negotiating.

Industry networking events also help you stay up-to-date and informed on your local market and commercial real estate happenings nationwide, making you better equipped to do your job. 

3. Join professional organizations

Professional organizations often host industry events. Becoming a member of those commercial real estate organizations can improve your ability to network.

Professional organizations within the commercial real estate industry include the Building Owners and Managers Association, NAIOP, Institute of Real Estate Management, and the Commercial Real Estate Women (CREW) Network.

Joining and being involved in a professional organization expands your network with high-value, built-in industry connections. These organizations typically provide access to information about the commercial real estate industry and the opportunity to earn certifications and professional qualifications. Their value in networking comes from member-only events, job listings, and the opportunity to seek professional advice from more veteran investors. 

4. Get involved with community groups and organizations

Networking within the commercial real estate industry is valuable but is best paired with consistent involvement in community groups and organizations in your local market.

Owning a real estate investment means having a tangible footprint – a real building – within the area you do business. Consider becoming involved with your local chamber of commerce, joining local business groups, and sponsoring community fairs and events. These activities can introduce you to your market. Connections made within your community might not be able to give advice about getting a loan for an investment property, but they could know someone selling a fixer-upper commercial property nearby.

5. Develop a strong online presence

Regarding networking, what happens online can sometimes feel as important as offline conversations and connections. Developing a strong online presence is recommended for networking in the commercial real estate industry.

Networking online is simple, low-cost, and hugely popular. LinkedIn, for example, is approaching 1 billion members and offers ample opportunity to connect with other commercial real estate professionals worldwide.

To engage your online network, consider posting informative content or originally written insights about the commercial real estate market. This way, the networking you do online is based on your growing reputation as an industry expert. 

6. Host your own networking and educational events

Attending local and industry networking events is a way to network with already-established commercial real estate professionals. To build relationships with newer industry talent, consider hosting your own networking and educational events.

Many people want to learn about the commercial real estate industry, and if you have experience, your perspective is valuable. Hosting seminars in your office or webinars online helps you reach a new audience and make new connections.

Hosting networking and educational events helps establish you as a leader in your industry. Especially in an uncertain economic climate, you build trust within your profession by launching networking events.         

7. Remember to listen and follow-up

Effective networking isn’t something you do and then cast out of your mind until next time. Good, substantial networking in the commercial real estate industry means being a strong listener who follows up and acts on connections.

Networking sometimes has a reputation for being schmoozing, glad-handing, empty promises, and heightened personal interest. In commercial real estate, networking requires you to be open about your goals and objectives. Being a good listener who nurtures honest relationships will make networking more impactful for your business in the long term.

Listening so that you remember personal and professional details about other people shows that you consider networking a two-way street. It also reduces awkwardness when you have a specific ask—only following up with someone when you need or want something will signal self-interest and make people less likely to help you.

Listening and engaging in regular, conversational follow-ups are representative of networking in commercial real estate in general. It takes time, effort, and experimentation, but building a strong network will help grow your business.

Ben Mizes is the Co-Founder and CEO at Clever Real Estate, the nation’s leading real estate education platform for home buyers, sellers, and investors.