The Networking Question Every Agent Should Ask (But Most Are Too Scared To)
When Brian Foraker meets another agent for the first time, he skips the small talk.
"How do you get all your business?"
That's it. Right off the bat. No warm-up. No dancing around it.
"Nice to meet you. What's your goal? What are you doing? How do you get all your business?" Then he moves on from it.
It's direct. It's uncomfortable. And it works.
Why Most Agents Avoid the Real Question
Brian knows why people hesitate: "The important thing to networking is to not be scared. Once you do that a few times, the uncomfortableness goes away."
Most agents treat networking like a performance—polite, safe, forgettable. But the agents who are actually good at this business? They share everything.
"Good agents will share everything they know with you," Brian explains. And they'll respect you more for asking directly than for wasting their time.
Every Connection Pays Off—Even the Difficult Ones
Brian treats every agent interaction with respect, even when the other party doesn't reciprocate.
"I've had people who just relentlessly cancel on me, people who've been disrespectful in my listings, or just walk out of a deal. But you have to network with all of them because I've gotten deals from them in other states."
Foraker Realty is licensed in Pennsylvania, Delaware, and Maryland. That means agents licensed in only one state can refer their out-of-territory business to Brian. When inventory is tight, those relationships open doors—literally.
"I can get the foot in the door when I'm trying to get my offer accepted or trying to get in before it gets listed," he says.
Where to Start
Brian's advice for newer agents:
- Lean on your board of realtors
- Show up to team and office events
- Attend paid networking groups and real estate mastermind events
"The harder it is to get to—like they flew somewhere to learn about real estate—the more serious they are," he says.
He recently paid $5,000 to attend a small mastermind at Tom Ferry's house. "I'm overly ecstatic about that," he adds.
The investment matters. The more you pay, the more committed the people in the room.
The Guarantee
"Every single connection you make, you will make money off of it," Brian says. "I guarantee you."
That's not hype. It's pattern recognition after years of doing the work.
Networking isn't about collecting business cards or LinkedIn connections. It's about asking the real question, showing respect, and staying in the game long enough for the relationship to pay off.
Most agents won't do it. That's why it works.
FAQ
What if the other agent doesn't want to share?
Brian moves on. Not every conversation will be productive, but the ones that are make up for it. The key is to ask respectfully and not take rejection personally.
Should newer agents pay for networking events?
Yes. Brian believes the more you invest, the better the quality of people in the room. Free events attract casual participants; paid events attract serious professionals.
How do you network with agents who've been rude or unprofessional?
With respect. Brian has received referrals and deals from agents who previously canceled on him or acted disrespectfully. Relationships compound over time, and you never know when someone will send business your way.
