Last month, I had the privilege of attending the exclusive Estate Management Conference.

It was the first in-person conference hosted by the Estate Management Network, and they chose to keep it intimate – limited to just 100 people. This type of setting was ideal for meaningful conversations and building connections. The intimate setting was perfect for deeper conversations and also posed a challenge: How could I maximize this rare opportunity to expand my network?

At the start of the first general session, I did something that shaped my entire approach for the weekend. I scanned the room and wrote down the names of everyone I knew. Out of the 100 people in attendance, I knew about 45. In many situations, it’s tempting to stick with familiar faces. After all, the people who already know you make for a really easy comfort zone.

That’s when it hit me -if I wanted to truly leverage this experience, I had to step out of my comfort zone and engage with the 55 unknown to me. It wasn’t about being present at the conference; it was about actively engaging and growing my network beyond known colleagues.

Once I made up my mind to connect with new people – I took action. Every break, I switched seats, making sure to sit with new people during meals and sessions. It’s a simple yet effective strategy that anyone can use to spark fresh connections at conferences. The goal wasn’t to meet everyone but to make meaningful connections with as many new people as possible.

I also took every opportunity to contribute to the sessions by asking questions. If no one else raised their hand, I stepped up. Asking questions does more than just satisfy curiosity—it makes you stand out. It’s a way to establish yourself as engaged and thoughtful in a room full of peers, and it’s often the spark for deeper conversations. ::Business coach Rasheeda Frazier of Empowering Greatness is my inspiration for asking questions at each session.:: 

By the end of the weekend, I’d formed 20-25 new, high-quality connections. These weren’t just brief introductions – they were meaningful relationships that have since become valuable resources. When someone needs advice on charting a jet to transport a polo pony, working with the Bureau of Land Management, or starting a family office, I have new experts to call on. These aren’t just casual acquaintances; they are trusted resources I can rely on for specialized insights.

Networking isn’t about quantity – it’s about quality. It’s about building a network of experts and professionals you can trust and refer to when needed. The real value of networking comes when you can offer meaningful introductions and solutions, not just as a benefit to yourself but as a resource for others. That’s why I always emphasize the importance of cultivating relationships beyond the initial meeting. It’s about staying connected, checking in, and finding ways to help others. When you approach networking with this mindset, you’re not just expanding your contact list—you’re building a community of people you can count on.

Cheering for your success in networking!