In the commercial real estate (CRE) industry, success isn’t just about knowing the market—it’s about who you know. Deals are built on relationships, making networking time one of the most critical investments a CRE broker can make. But how much networking time is enough?

The short answer: It depends on your experience level, market, and business goals. Below is a practical breakdown to help you maximize your networking efforts. Whether you’re a new broker looking to establish yourself or a seasoned professional aiming to maintain and grow your network, allocating the right amount of networking time can significantly impact your deal flow, referrals, and long-term success.

Daily Networking Time: Essential Activities

Your time investment in networking will shift as your career progresses:

• New Brokers (50-60% of Work Hours): If you’re just starting, focus heavily on networking to build your brand, meet key players, and establish credibility.
• Established Brokers (30-40% of Work Hours): Even after you’ve built a strong reputation, networking remains crucial for maintaining relationships, generating referrals, and expanding your business.

Daily Networking (2-4 Hours)

• Make cold calls and follow-ups to property owners, investors, and past clients.
• Engage with prospects via LinkedIn and other professional platforms.
• Send out personalized emails with market insights.
• Walk or drive through commercial areas to identify potential opportunities.

Weekly Networking (6-8 Hours)

• Attend industry networking events, business groups, or brokerage meetings.
• Schedule one-on-one coffee or lunch meetings with potential clients, mentors, or partners.
• Host webinars or market update sessions to showcase your expertise.
• Participate in local government or economic development meetings to stay informed.

Monthly Networking (12-16 Hours)

• Go to CRE conferences, expos, and trade shows to expand your network.
• Stay involved in professional organizations like SIOR, CCIM, or ICSC.
• Sponsor and attend community events to raise brand awareness.
• Join roundtable discussions with investors and local business groups.

Smart Networking Strategies

• Quality Over Quantity – Building a few strong relationships is more valuable than collecting dozens of weak connections.
• Diversify Your Approach – Mix formal events with casual meetups to connect with different types of professionals.
• Follow Up Consistently – Real opportunities happen after the initial meeting. Use emails, LinkedIn messages, and handwritten notes to stay top of mind.
• Offer Value First – Share market insights, introduce contacts, and provide helpful information before expecting anything in return.
• Be a Connector – Introduce people within your network. Being the go-to resource strengthens your reputation and builds goodwill.

Leveraging Technology to Optimize Networking Time

Technology can make networking more efficient:

• Use CRM tools to track relationships and schedule follow-ups.
• Engage in LinkedIn groups and online forums to stay visible.
• Develop an email newsletter to keep your network informed about market trends and new opportunities.

Final Thoughts

Networking isn’t just a checkbox—it’s the foundation of a successful commercial real estate career. Whether you’re new to the business or a seasoned pro, dedicating consistent time to networking will help you close more deals, attract better opportunities, and build a powerful reputation.

Contact me today at 248-705-9115 or Larry.Emmons@nmrk.com, and let’s discuss how I can help you navigate your small market for big results.

How much time do you spend on networking? Share your thoughts in the comments!