Networking is essential at every career phase and every level of business. Connections are the pathways to new clients, partnerships, and opportunities. This is especially true for commercial real estate professionals. For new professionals in the industry, networking is the fastest way to obtain valuable industry insights from first-hand perspectives. For seasoned leaders in the industry, maintaining relationships can make all the difference in a lasting partnership. Learning how to leverage biz-sport networking events to meet your needs can set you on the path towards achieving your business goals in a uniquely beneficial way.

Set Your Goals

Are you new to the industry and looking for knowledgeable insights? Are you a vendor looking to make your company more recognizable in the industry? Are you looking for examples of best practices to execute at your property? Face-to-face contact with the people who could help you meet these goals is essential.

Take a look at any connections that would benefit your business or career needs and what types of industry professionals you could collaborate with. In a fun atmosphere like a biz-sport event, there are unique opportunities to connect. As you meet professionals, inquire about their expertise and skill sets. Gauge how their background may apply to your needs. Even if they don’t, see who they work with and expand your network further. Throughout each conversation though, keep these goals in mind so that you don’t lose track in all the fun.

Step Out of Your Comfort Zone

Jumping into a large event with your business peers and partners can be daunting. Especially without knowing other attendees, it can be difficult to strike up a conversation. Through a biz-sport event though, there are a variety of conversation openings at your feet. Utilizing sports as a networking tool provides the benefits of a relaxed environment.

“Just say yes! It’s easy to say no to what is unfamiliar. We must push ourselves beyond our comfort zone into the unfamiliar to grow and evolve,” said Natalie Tyler-Martin, Director of Real Estate at Veritiv.

Try to connect through discussing the activity at hand. Whether you’re new to the sport or not, it can be the quickest way to relate with someone new. Sports are an easy opening to connect on shared experiences. They offer the ability to gauge someone’s sense of competitiveness, intensity, or overall demeanor. Sports also create a window into other topics such as health, hobbies, and work-life balance. You might find a newfound love for the sport and learn about other networking opportunities along the way.

“Your life’s purpose is sitting in the unfamiliar… I challenge you to go on a discovery mission! Get comfortable, being uncomfortable… and enjoy the journey!” said Tyler-Martin.

Network Intentionally

It is often best at biz-sport networking events to keep the conversation informal. To build rapport with others at these events, shy away from starting a conversation directly talking about business. Instead, focus on getting to know others both personally and professionally. Get acquainted with your peers first and then let the conversation start flowing. Pay attention to body language and other cues that may indicate whether or not someone is interested in discussing work. For some, sports networking events are not when they want to take action on new partnerships. Rather, many people would prefer to catch up with old friends and expand their professional network while having fun versus talking shop.

“Be intentional in growing your relationships so that you get to a point where you can speak about anything and they no longer create a pause in your thinking,” said Amanda Madrid, Senior Vice President at JLL.

For sport networking events such as golf, there is an extended duration of time to connect. Use these longer interactions as a tool for relationship building. Incorporate any work-related topics naturally and listen for appropriate openings in conversation. Building trust and rapport strengthens connections, making you more memorable the next time you cross paths with those you meet during networking events.

Be Adaptable

Try to avoid walking into an event with a one-track mind. Placing limits on conversation topics and the people you speak with can hold you back from new opportunities you may have never considered. You never know when you will meet the right people with the right information at the right time. Rather than utilizing a standard elevator pitch, consider crafting a concise introduction to you and your business that can be adaptable as conversations move along.

Be open to meeting a variety of people rather than just those whom you perceive can benefit you. Even a short conversation shows that you are approachable and easy to connect with. Any positive impression can strengthen your reputation as an individual and as a company. You never know when these relationships might be beneficial in the future.

Build Upon Previously Established Connections

When most people think of networking, they think of meeting new people. Networking is all about connection. Business relationships form when people connect, and that connection grows stronger so long as we continue pouring into it.

When entering a new business partnership, we want to know the people we are working with. Sure, you might have some contacts of those you work closest with, but why wouldn’t you expand on that? Building upon standing relationships and sustaining that trust can make the difference between a long history of collaboration or losing business to a competitor.

Keep it Professional

We may not be in the office, but professionalism should still be in play. You should aim to maintain a degree of professional appearance, even if you are in athletic wear. This is a business event, so don’t get too carried away with any comments or jokes that wouldn’t land in the office.

Additionally, familiarize yourself with any game etiquette if you’ve never played the sport. For example, in tennis you wouldn’t walk behind another team’s court to grab a ball while a point is still in play. With golf, you wouldn’t talk loudly on the phone while another player is teeing off. If you’re ever unsure, it’s best to observe what others are doing and follow suit. This is a fun event after all, so keep any competitive spirit reigned in to prevent looking like a bad sport.

Build Value

Good business collaboration involves a mutual benefit. Networking events can provide a chance to expand upon your abilities and expertise. Think about what you can offer a potential business partner. What value can you bring to their team?

If you notice the conversation heading towards a topic you have knowledge of, don’t be afraid to share your insights with others. Sharing your experience and action plan from a similar scenario while in a casual environment like a sports networking event is an easy way to market yourself. You could be the very solution to their problem.

Fine-Tune Your Online Presence

Your online presence is a public representation of you and your company. It can be a beneficial tool or a negative asset depending on how you present yourself. Craft a compelling profile that promotes your professionalism, achievements, and interests. As you do so, build up an audience and social network of like-minded professionals for ongoing connection.

Share industry-related content that your audience will find beneficial. Look for different ways to start discussions as well through your own insights and observations. In doing so, you establish yourself as a well-informed expert in the industry. Pay attention to those who engage with your content and follow-up with them for future collaboration. Don’t forget to engage with others as well. Reshare content or post about a particular subject or event that you enjoyed (like your recent biz-sport event) from others. Just like with face-to-face communication, online communication must be exchanged both ways to be most effective.

Set Yourself Apart

Not everyone is the most talented or skilled athlete, but that doesn’t mean you can’t stand out in other ways. What makes you different and what sets you apart from the rest? When others speak about you, what is the first thing that comes to mind?

Capitalize on your strengths as an individual and as a CRE professional. Whether you’re the welcoming face, the one bringing the laughs to the event, or the one who never hesitates to help out, there is a unique asset of yours that others will notice. Identify traits and qualities that you admire in others and strive to exemplify that in your day-to-day life.

Maintain Communication

Even though the event may be over, your connections don’t have to be. Keep in mind, not as many people will be carrying physical business cards with them when playing sports. If you can, bring business cards with you and have a place to store the ones that you collect as well. Alternatively, consider using a digital business card, QR codes, or simply sharing LinkedIn profiles via your mobile devices.

Follow up with any new connections post-game. You never know when business opportunities will strike. It could be in your first match, at halftime, or the 18th hole. It could also be three weeks later via email or LinkedIn. Open the door up to new opportunities and keep it open to ensure that you maximize your potential for collaboration.

Networking is vital every career, and the best way to build a framework for success is through collaborating with others in your industry. In the commercial real estate industry especially, connections and relationships are the basis of our community. Above all else, if you lean in to building valuable connections, you will surprise yourself at the lifelong knowledge and friendships that come as a result. Get out there, stay engaged, remain connected, and enjoy the game!

Interested in learning about the state of play of the CRE industry? Read the full State of Play publication with this link. The publication features articles on the State of The Medical Office World; the Reality of Cyber Threats and Your Liability: Cybersecurity Outlook for CRE; Looking Ahead to CRE’s Next Normal; The Sustainability Imperative: Practical Strategies for Office Buildings; and Elements of Economic Development.

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