Posted by Have you ever watched someone at a networking event working the room like they’re collecting Pokemon cards? They’re hitting every person in sight, rapid-firing their elevator pitch, and moving on before the other person has even finished speaking.
You know you’ve seen people like that. Maybe you’ve even been that person.
That’s not networking though. It’s just someone making noise and stealing all the oxygen.
Your professional network shouldn’t be measured by how many contacts you have on LinkedIn or how many business cards you collect at events. It’s the genuine relationships with people who can help you, and who you can help in return, that actually matter.
Trust me – if you do it right, your network will open doors for you that you didn’t even know existed.
Why your network matters more than you think
It’s a pain in the backside, but some of the best opportunities never get advertised. They don’t end up on property portals or in the classifieds. They come through a quiet word from someone in your network – a nod and a wink that a property’s coming up for sale, an introduction to an investor at just the right time, or finding a trade contact who can help you complete a renovation at cost rather than having to hire a contractor.
Your network is an underestimated asset. Built properly, it will make things possible that you simply couldn’t do on your own.
If you really want to be a lone wolf, then go for it, but what’s the point? If you’re operating in isolation, you’re making everything harder than it needs to be.
How to build a network that works
- Stop talking, start listening
We have two ears and one mouth, right? Use them in that proportion.
People love to be listened to. If you’re so busy proving how great you are that you don’t listen to what anyone else has to say, you’re putting off more people than you’re attracting. Ask questions. Be genuinely interested in the answers. Don’t just watch their mouths moving, waiting until it’s your turn to talk again.
You’ll learn so much more about someone than you’ll ever find on a business card or their social profile if you’re getting to know them as a person. You’re building genuine connections, not just growing your contact list.
- Quality over quantity
It’s better to have ten solid relationships than a hundred superficial ones. Real networking is about depth, not breadth.
Focus on building meaningful connections with people who you actually like and respect, and who bring something valuable to the table. These are the relationships that will weather the ups and downs of the market, the ones where people will pick up the phone when you need help, and where you’ll genuinely want to help them in return.
- Play the long game
It might seem counterintuitive, but some of the best networking happens when you don’t actually need anything.
If you can establish relationships before you need them, it always makes them stronger. Build your network and get to know investors before you need their money. Connect with other professionals in your area before you need their expertise. That way, when an opportunity comes up, you’re not cold-calling strangers – you’re reaching out to people who already know and trust you.
- Look for complementary skills
If you’re looking for someone to partner with, think about finding someone whose skills dovetail nicely with your own – you know or can do things they can’t, and vice versa. Is there someone out there whose strengths complement your weaknesses?
Maybe you’re great with numbers but terrible at negotiating. Maybe you understand construction inside out but hate the admin side. Your network should fill in your gaps, and you should fill in theirs.
What NOT to do
Or, how not to be that person.
Networking is a two-way street. Offer value. Share opportunities that might help others, even when there’s nothing in it for you. The goodwill you build will come back around.
I said it earlier, but it bears repeating: don’t collect contacts like trophies. Having 5,000 connections on LinkedIn means nothing if you couldn’t pick any of them out of a lineup. Stop focusing on the numbers and start focusing on the relationships.
Remember that people can smell insincerity a mile off. If you’re not genuinely interested in someone, don’t pretend you are. It’s better to have fewer, authentic connections than a network full of people who think you’re a bit dodgy.
Building a solid professional network takes time – some of the best relationships in my network took years to develop properly. If you’re going into networking expecting immediate returns, you’re going to be disappointed.
Regular maintenance
Building your network is one thing; maintaining it is another.
The worst thing you can do is build a great network and then let it go cold. Stay in touch with your contacts. Send a message when you see something that might interest them, or invite someone for coffee occasionally. It doesn’t have to be complicated, but it does have to be consistent. Don’t disappear for months, then suddenly reappear when you need a favour.
Every now and then, take a step back and review your network. Are these relationships still serving you? Are you still serving them? Things change, people change, markets change. It’s okay to let some connections naturally fade out, but make sure that you’re building up others at the same time.
The bottom line
Your network can be one of your most valuable assets, but you have to be focused on building genuine, mutually beneficial relationships with people who can help you succeed, and who you can help in return.
Focus less on what’s in it for you, and more on what you can offer people. Yes, be confident enough to put yourself out there, but stay humble enough to genuinely care about the people you meet. Whether you’re just starting out or you’ve been in the game for years, remember: it’s quality, not quantity, that counts.