In this highly digital world, the ability to network effectively is a valuable personal skill that enables us to capture the element of human connection and create meaningful relationships. After returning from my fifth Compass Annual real estate retreat, this one in San Diego, I wanted to share 5 key factors to keep in mind when networking.

Authenticity and Genuine Connections

The foundation of networking is authenticity. People resonate with sincerity, spirit, energy and openness. When networking, it's essential to be genuine and interested in others. Instead of approaching interactions with a purely transactional or “what can this person do for me” mindset, seek to understand the person behind the professional facade. Try to uncover the personal, rather than the professional, characteristics of the person. Authentic connections are built on common interests, shared experiences and a mutual desire to connect, relate and communicate with each other.

Active Listening

Effective networking involves more listening than speaking. By actively listening to others, one can gain insights, understand wants and needs, and identify potential areas of collaboration. This not only shows respect for the other person but also allows for more meaningful and relevant exchanges. When people feel heard, they are more likely to remember and reciprocate the attention. As Dale Carnegie once said, “to be interesting, be interested.”

Networking Events and Conferences

Physical networking events, like the Compass annual retreat that I attended, remain integral to building connections. These gatherings offer opportunities for face-to-face interactions, which can be more memorable and impactful than virtual exchanges. To maximize the effectiveness of such events, it's important to show up, have a clear purpose, set specific connection goals, and follow up with new contacts memorably promptly. An effective networking strategy is to set up an action plan or a specific process for outreach, connection, collection of information (about the person), and follow up.

Reciprocity and Adding Value

Networking is a two-way street. The energy, communication and interest has to flow in both directions. While it's essential to seek support and opportunities, it's equally important to offer assistance and value to others. Being generous with knowledge, resources, or introductions strengthens relationships and builds a positive reputation within the network. Reciprocity and contribution create a culture of trust, collaboration and mutual growth. I believe that you have to give before you can receive.

Connect the Dots

We’ve all heard the phrase “birds of a feather flock together.” People tend to convene with others that they know, like and trust. Connecting with someone that results in a new relationship can lead to others as well. Once you’ve established a good rapport, ask about other people that the person feels might be a good connection and add them to your outreach list. Either contact them directly or ask your contact for an introduction. Continue to grow your network with the help of those you meet. As the famous American restaurateur, Danny Meyer says, “ABCD” ... always be collecting the dots so that you can be connecting the dots.

Conclusion

In a world of constant, digital communication – email, voicemail, texts, audio messages, and DMs – it’s easy to lose touch with the long-standing art of networking. There’s no better way to connect with people and create relationships than being belly-to-belly and eye-to-eye. When done with purpose, authenticity, active listening, reciprocity and contribution and growth, networking is an art that can bring happiness, meaning and success to one’s personal and professional life.