You're eager to break into commercial real estate. How can you tap into your network to make it happen?

My first goal when I started in commercial real estate brokerage was to create a list of 500 people I wanted to provide brokerage services to over my career, and to focus on being known to them. I called it my Famous 500, and it was key to my early success.

In my first year, my goal was to choose a certain number of deals to do. It didn't matter the dollar amount, just the quantity. The quantity allowed for me to gain an understanding of different asset classes, and work flow so that I could work more effectively and with more intentionality.

We consistently provide our commercial investor prospects and real estate agents with a comprehensive package that includes the following components: 1. A selection of potential properties. 2. Detailed cash flow projections with three funding options. 3. Potential for property appreciation. 4. A clear exit strategy. Our packages are designed to be easy to read and understand. We believe that this straightforward approach helps investors and agents make informed decisions and take action more effectively in the commercial real estate market.

I believe that knowing your goal is important when navigating the real estate market. As a real estate investor and flipper, my goal is to help homeowners in difficult situations sell their properties quickly and easily. Whether it's a home affected by divorce, abandonment, or foreclosure, I offer a straightforward solution: I'll buy it as-is for cash. Beyond transforming distressed homes into impressive properties, I'm committed to contributing positively to the community. By rejuvenating these properties, I help improve neighborhood aesthetics, increase property values, and provide safe, beautiful homes for new families. It's about creating win-win scenarios—helping sellers move on while enhancing the community.

Why not start in an industry where you already have experience and a network? Have you worked in hospitality and now want to transition into commercial real estate? Consider joining a specialist broker in hotel and leisure properties first. Employees from hospitality are always in demand. They can juggle multiple tasks, are accustomed to long hours, handle customers well, and know how to present themselves professionally. If anyone from the hospitality sector is looking for a new job, feel free to reach out to me. Your skills are highly valued and can be a great fit for the commercial real estate industry. Let’s explore the possibilities together!

Take inventory of your current network. Your contacts may include former colleagues, mentors, industry professionals, or even friends and family with ties to CRE. Evaluate who among them might have valuable insights, connections, or opportunities. Remember that the quality of the connections matters more than quantity; a few well-placed individuals who trust and understand your capabilities can open more doors than numerous superficial contacts.

Networking is the key. Be there on LinkedIn as a thought leader on Commercial Real Estate. Leasing or Preleased markets. Upskilling always helps. Write about client experiences. Address the pain points but give possible solutions.

Entrepreneurial teachings for entering CRE is something that is very crucial in facilitating new relations and bringing business. I have discovered that commitment, genuineness, and mutual respect are crucial in communication. The best way of gaining an entry is to use your network by making informational interviews with people you already know. Make personal contacts in person especially when attending industry related occasions to ensure that your potential employers know what you are good at, more especially when giving out the simple introductions. If done right, networking will lead to the development of meaningful relationships with people in a commercial real estate, and you will become a relevant authority not a fake one.

The principle of giving back threefold applies in the real estate industry as well. Here are five ways to do it: 1. Mentorship: Share your knowledge and experience with newcomers to help them grow and strengthen your network. 2. Community Engagement: Participate in local events and support community projects to build goodwill and enhance your reputation. 3. Professional Development: Invest in training and development for your team, as a skilled workforce benefits everyone. 4. Networking: Actively connect with others in your field and share opportunities for mutual success. 5. Sustainability: Implement eco-friendly practices in your projects to benefit the community and attract like-minded partners. Giving back enriches our industry.

Networking is a two-way street. Consider what you can offer to your contacts in return for their help. This could be market insights, assistance with projects, or even referrals. Providing value strengthens relationships and increases the likelihood that your contacts will be willing to assist you. It's important to be seen as a resourceful individual, not just someone who takes but also gives back to their professional community.

(Co)author book, blog, etc. that contributes value in some incremental value. Find a problem and attempt to solve it. This may involve legislative/regulatory changes &/or interviewing SMEs for podcast (long or short).

Stay engaged and friendly with your contacts. Why not leave a thoughtful comment on their LinkedIn posts to stay on their radar? You can use the notification bell 🔔 to get updates whenever they post. You can even choose to see all their posts or just occasional ones. This keeps you informed and helps maintain the connection. Consistent, meaningful interactions can lead to stronger relationships and potentially your first deal together. Engagement and presence are key to building valuable professional relationships. Remember, it’s not just about connecting, but about staying connected. How do you stay engaged with your network to foster lasting professional relationships? Good luck and stay connected!

Finally, ask your existing contacts for introductions to other professionals in the field. A referral from a trusted connection can be incredibly powerful in CRE. Attend industry events, join relevant online forums, and participate in discussions to meet new people who can further support your goals. As you expand your network, maintain the same level of professionalism and courtesy that you've shown your initial contacts.

Great share by John Crossman. Never let the fear of the unknown (including the fear of a phone call) prevent your success. Information is knowledge and many who have succeeded in a career path are waiting for someone to ask for their assistance. Why? Someone helped them and the older / more successful you get, the more you want to pay it back.

One thing I have found success in is using my network to learn about personal advancement & career opportunities. I found the first two certifications I had an option to pursue in my vertical of CRE finance through my academic network: the University of Alabama offered a certification in basic financial underwriting using excel for CRE called FARM (Financial Analysis for Real Estate Modeling). Further, my next opportunity was through ICSC in an intensive course on ARGUS Enterprise at 50% off thanks to a student email. I only learned about these thanks to my then just beginning network. Being an engaged student provides you a lot of opportunities to get some of those early resume items that help you stand out for internships, and later jobs.