Candidate Resource Center

4 min read.

Relationships are the lifeblood of a successful career in commercial real estate. Knowing the right people can open the door to a lucrative deal, a long-standing partnership or the next career opportunity.Young professionals getting started in the industry can start building these relationships by attending CRE-specific networking events, such as those hosted by Bisnow. At these events, they can gain knowledge about the market and current trends, and meet the people pushing the industry forward. However, while some people thrive at events like these, for others, being in a room full of strangers and making the first move to strike up conversations with industry professionals can be intimidating. According to Bisnow Co-Head of Sales Tyler Fisher, networking is a skill that is learned through practice. While it can be uncomfortable at first, it becomes second nature over time.“Early on in your career, it’s hard to find the right time to approach someone or interrupt a conversation, but most things that are worthwhile are uncomfortable when you’re learning how to do them,” he said. “Some of the most successful people are not only talented and intelligent, but they have become someone that people know and trust.”Both Fisher and Bisnow Co-Head of Sales Brian Kinslow oversee the development of more than 450 networking events each year. In a conversation with Bisnow, they shared their advice on how job seekers breaking into the CRE industry can get the most out of networking events and start to build lasting relationships.Lead With HonestyWhen in doubt about how to approach an industry professional, Fisher suggested leading with authenticity and curiosity — be honest about being new to the industry and getting started with building your network and come prepared with questions and talking points that can move a conversation forward, rather than leading with a sales pitch.Break Into CRE recommends asking CRE professionals questions about their work and any ongoing CRE projects, or taking a more casual approach and asking questions unrelated to work, like “do you live in the area?” or “where did you go to college?”“If you lead with authenticity, you’re likely going to be someone that people are interested in lending a helping hand or spending time with,” Fisher said. Grow Connections, Not Stacks Of Business CardsWhile it may be tempting to connect with as many people as possible at a large event, Kinslow said that the focus of networking should be on having meaningful conversations — even if that results in only walking away with a few contacts.Fisher emphasized the importance of “focusing on quality over quantity” when it comes to making connections. “I’d rather walk away from a networking event with one very strong connection with intention behind my next steps with them rather than a huge stack of business cards but not remembering what we talked about,” he said. “Lack of personalization is a death sentence when it comes to networking.”Treat Every Relationship EquallyKinslow said that making connections in CRE is about more than closing a deal, it’s about “planting seeds that could eventually grow over time.” One mistake that young people can make is only seeking out influential CRE players at networking events.“If you're only searching for people you think are important, that could be a missed opportunity to make meaningful connections that can grow over time,” he said. “It’s important for young people to network with other young people because these are the people who will be running companies someday. Make sure you value every relationship because that could lead somewhere, whether it be gaining a professional relationship or a good friend.”Follow Through On Next StepsWhen sending follow-up messages after a networking event, whether through email, LinkedIn or text, Kinslow suggests including specific details about the event and inviting the new connection to meet up for a casual outing, such as coffee.The next meet-up serves as an opportunity to dive into the specifics of the initial conversation and establish why the connection would be valuable for both parties, Fisher said. Kinslow said that overall, the key to tackling networking and making lasting connections in CRE is to keep putting in the face time and getting in front of industry leaders.“People who network well are the ones who show up well-prepared: they have researched the event and have a sense of who is in the room, and are prepared for any conversation they might get into,” he said. “Early in your career, being publicly visible helps you get on the radar of people who can open doors. It’s often not about handing business cards, it’s about building a good reputation and being someone who is known for the right reasons in CRE.”