MHN Executive Council: More Networking Tips From the Pros (Part 2)

Networking is often essential to get ahead in your career. But sometimes it’s hard to go up to someone you don’t know and strike up a conversation. Our experts share their best suggestions for successful networking. (And read part 1 for more ideas!)

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Be Curious

I wish I’d learned earlier that the best networking isn’t about collecting contacts—it’s about building genuine relationships before you need them. The conversations that have had the biggest impact on my career didn’t start with an agenda or an opportunity; they started with curiosity, listening and a willingness to learn from someone else’s perspective. At Kairoi, we talk a lot about creating meaningful connections, and I think that applies just as much to our professional relationships as it does to the resident experience. When you invest in people consistently and authentically, those relationships tend to create opportunities you could never have planned for. —Kari Warren, COO of Property Management, Kairoi Residential

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Have a Conversation

One networking lesson I wish I had learned earlier: stop trying to collect contacts and start building relationships.

The real value of networking comes from taking the time to actually know people—understanding what matters to them, what they are working toward, and where they may be struggling. The more curious I became about other people, the more meaningful those relationships became.

I also learned not to underestimate the power of picking up the phone. A real conversation builds rapport in a way another email or LinkedIn connection often cannot.

For me, networking is less about asking, “What can this person do for me?” and more about asking, “How can I be useful?” Can I make an introduction, share an idea, solve a problem, offer perspective, or simply be a resource?

The best relationships are built when you show up with genuine interest and a willingness to help—whether or not there is anything in it for you. —Maria Pietroforte, President, Maria Pietroforte Consulting

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Read the Room

I was fortunate to learn a lot about networking before I ever considered it “networking.” Growing up, I watched my dad, who was incredibly involved with our community both socially and professionally. It was rare that he didn’t know someone in a room. I later learned it myself working in restaurants and bars, where your ability to read people, connect with them and respond in real time directly impacts how successful you are.

So, if there’s a lesson I wish I’d understood even earlier, it’s that good networking isn’t really about being good at networking. It’s about reading the room, being someone people genuinely enjoy being around, and maybe most importantly, having something to contribute.

People like to work with people they like. That part really isn’t rocket science. Our work is complicated enough; nobody is looking to add another hurdle by working with someone they don’t enjoy or trust. But being likable isn’t enough. I’ve seen plenty of people mistake being outgoing, fun or charismatic for being a great networker. Particularly in a service business, you also have to know what you’re talking about. You need enough knowledge, curiosity, and perspective to contribute something meaningful to the conversation fairly quickly.

That matters even more today. Post-COVID, conferences, and networking have evolved, and people are much more protective of their time. There’s less appetite for an hour of schmoozing just to earn the “real” conversation later. The real conversation needs to start in the room.

Read the room. Be someone people want to spend time with. But bring something to the conversation. People can tell the difference between someone genuinely interested in exchanging ideas and someone simply working the room and that difference is ultimately what makes networking valuable. —Josh Kassing, Managing Principal, Mary Cook Associates

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Interested in joining the MHN Executive Council and sharing your insights? Email Jessica Fiur.