Metcalfe’s Law posits that the value of a network is proportional to the square of its number of nodes. This concept holds whether you're defining network value in terms of access to new opportunities, career advancement, meaningful relationships, knowledge sharing, gaining new perspectives, establishing credibility and reputation, or enhancing confidence and communication skills. Once you embrace the power of networking, the benefits will grow exponentially. Although not every node carries equal value, my own experience illustrates how a network can outweigh raw talent and work ethic. I was 35 and more than a decade into my career before I began to build a diverse network within the property insurance space. My biggest professional regret is not recognizing the power of networking sooner. While insurance professionals who interact with carriers are not restricted from building networks with their peers, they are often discouraged from forming meaningful relationships outside their organizations. I’ll leave it to you to consider why this mentality persists.
With the benefit of hindsight and some success in expanding my own network over the past decade, here are my recommendations for growing and leveraging your network, whether you’re just starting your professional journey or, like me, having a late realization that focusing on network curation rather than playing it safe is the path forward.
Embrace LinkedIn: While other social media platforms can be useful, LinkedIn has become the default tool for grassroots professional networking. If someone’s LinkedIn profile is either absent or poorly maintained, I tend to conclude that they are either new to their career or no longer interested in progression—neither of which is ideal. Think of LinkedIn as the modern resume. It not only allows you to showcase your experience and expertise but also offers a platform to establish your industry voice through original content.
Implement a CRM System: Adopting and maintaining a Customer Relationship Management (CRM) system, even a basic one, is crucial. Add every potentially important contact to your CRM; you never know when a resource might become valuable. A CRM helps you build an organized contact directory, recognize patterns, and generate metrics that boost your efficiency. Additionally, it allows you to document conversations with your network in one place, whether related to marketing, sales, or other topics.
Attend Conferences and Networking Events: Despite the monetary and time investments required, the potential to create or strengthen connections at a single event more often than not justifies the cost. You’ll quickly identify where you get the best return on investment and adjust your strategy accordingly. Personally, I aim to attend at least ten in-person events each year and actively seek roles within organizations that offer the most significant networking benefits to further maximize return on investment.
Maximize Meetings: Lastly, prioritize meetings—whether phone calls, virtual meetings, or in-person coffee shop or office sit-downs. Strive to meet with as many people in your network as often as possible. If you’re traveling for a conference, use your CRM to identify who else in your extended network is in the area and schedule additional meetings to make the most of your trip. Most are predisposed to socializing with our friend groups whereas getting out of our comfort zone to establish new pipeline will yield the benefits necessary for career advancement.
There is nothing more powerful than a well-curated and ever-expanding network. For a driven individual possessing at least some of the necessary intangibles to succeed, it is what will set you apart from your peers and help you realize your full potential.
-JK
