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When people think of networking, they often picture shaking hands at events, exchanging business cards or connecting with strangers on LinkedIn. That’s important, but here’s a secret many overlook: The most powerful networking happens not with new contacts, but with the ones you already have.
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We all have a vast network: childhood friends, neighbors, former classmates, teammates, fellow members of a faith community, hobby partners, colleagues from past jobs and so on. The list is long. Yet we rarely tap into these existing relationships in a meaningful way.
If you want to level up your networking game, start by reconnecting with the people you already know.
Make reaching out a daily habit
You don’t need to call 20 people a day. Just three to five consistent, quality connections each day will have a massive long-term impact. The key is making it a habit — and making it personal.
Prioritize calls and visits over texts
Sure, it’s easy to fire off a quick text or email, but if you want to create real impact, go old school: Pick up the phone, or stop by in person. That human touch is far more memorable and meaningful.
And when you visit or call, be intentional. Avoid saying, “I had a few minutes and figured I would reach out” or “I happened to be in the neighborhood.” That often implies they were an afterthought. Instead, say:
“I made a special trip to connect because I was thinking of you.”
That subtle shift makes a big difference; it shows respect and genuine interest.
Be genuinely interested
These conversations should never feel like a pitch. They should feel like catching up with someone you care about. Ask about their life, listen actively, and be truly present.
Chances are, at some point, they’ll ask what’s new with you. That’s your opportunity to naturally mention your real estate work, not as a sales pitch but simply as part of what’s going on in your world.
Offer to help sincerely
One of my favorite lines when wrapping up a call or visit is:
“I am always available for you. Even though we are not constantly in touch, I frequently think of you — and anytime I can be helpful, just let me know.”
It’s heartfelt and honest — and it often prompts a similar response in return. That’s when you can comfortably say:
“If you ever hear of someone looking to buy or sell a home, I’d be honored if you’d think of me.”
No pressure. No hard sell. Just a natural exchange between two people who trust and appreciate each other.
Build a simple, repeatable system
You likely have well over a thousand contacts — and even if you’re just starting out, you certainly have hundreds. That’s a goldmine of opportunity sitting right in your phone.
Let’s break it down. If you commit to calling just three people a day, five days a week, and take a full month off for vacation, that’s 720 conversations a year. And if you reach out to five people a day to ensure you actually connect with three, you’ll touch over 1,200 contacts annually.
Personally, I make these calls while driving in the morning or winding down at the end of the day. The conversations are typically short — just a few minutes each — and I can easily knock them out in 20 minutes or less.
If I call and get voicemail, I immediately follow up with a quick voice-to-text message:
“Hi, it’s Ken. I just tried to call to catch up — it’s been too long. Please give me a call when you’re free. Looking forward to reconnecting!”
Here’s the key: I don’t stop until I’ve had at least three actual conversations. Not just calls made — conversations had. That discipline is what makes this system work.
Over time, this simple routine has allowed me to stay connected with more than a thousand people each year. It keeps relationships fresh, opens doors to new opportunities, and, best of all, it’s enjoyable.
Use your CRM to stay consistent
To stay on track, I use BoldTrail, which reminds me to reach out to each contact every 11 months. Why 11? Because it rotates the month of contact each year — December this year, November next, October the year after — which keeps your outreach feeling spontaneous and fresh.
And always take notes in your CRM. If someone tells you about a vacation, a child’s graduation or a job change, add that to the contact record. Then, when you reconnect next time, you can follow up with something like:
“Last time we spoke, you mentioned your daughter was applying to college. How did that go?”
That shows you were listening — and that you care.
If the conversation leads to speaking sooner the next time, add the next call in your CRM. It is so simple, yet done by so few.
The payoff
Make the calls. Ring the doorbells. Spark real conversations. You’ll reignite old friendships, strengthen meaningful relationships, and yes, you’ll generate referrals. People want to do business with those they know, like and trust. And trust is built not through mass emails, but through real conversations.
The best networking doesn’t come from collecting more business cards. It comes from genuinely valuing and nurturing the relationships you already have. So open your phone. Scroll through your contacts. Make the call. You’ll be amazed at what happens next.
Ken Baris is CEO of Berkshire Hathaway HomeServices Jordan Baris Realty. Connect with him on Instagram and LinkedIn.
