Highly Effective Networking: Nikki Beauchamp Of Sotheby’s International Realty On 5 Strategies for Successful Networking, Both Online and Offline
An Interview With Athalia Monae
Networking is a two-way street, a key to building lasting connections is when the relationship is mutually beneficial. As an example, always be willing to share relevant content or contacts. One of my favorite things to do is to curate experiences, amongst clients and colleagues where the opportunity for connection exists. When you are a connector, you bring great value to all of your varied contacts. I have been in my industry for several decades, and I often serve as a resource for colleagues when they need contacts or context.
The art of networking is pivotal in today’s interconnected world. Establishing meaningful connections can accelerate career growth, foster collaborations, and create opportunities that might otherwise remain hidden. Yet, the dynamics of networking are intricate, often requiring a nuanced blend of authenticity, strategy, and adaptability. And with the digital revolution, networking has transcended beyond face-to-face interactions to virtual platforms, expanding its scope and complexity. In this series, we would like to discuss the art and science behind effective networking. We are talking to seasoned professionals, career coaches, networking experts, and thought leaders who’ve mastered both traditional and online networking techniques. As part of this series, we had the pleasure of interviewing Nikki Beauchamp.
Nikki Beauchamp, is a seasoned and multilingual real estate broker with over two decades of experience. A genuine Manhattanite, Nikki, who hails from the Upper East Side, possesses expertise that extends nationally and internationally. Her holistic advisory approach considers clients’ lives beyond city limits, catering to a diverse clientele that includes first-time homebuyers, sellers, and international investors. Globally recognized for her comprehensive skill set, Nikki has garnered accolades from Forbes, The New York Times, Brick Underground, and US News & World Report. In 2023 she was named a RIS Media Newsmaker, and she actively contributes to several industry publications, offering insights into evolving real estate landscapes. Nikki’s commitment to excellence is evident in her numerous designations, philanthropic endeavors, and roles at the Real Estate Board of New York. She supports non-profits, maintains alumni connections at Fiorello LaGuardia High School of Music & Art and Performing Arts, and New York University. She serves on the boards of East Midtown Partnership and Friends of Art & Design. An avid arts supporter and music enthusiast, Nikki balances her brokerage practice with a love for fine wines, cuisine, and capturing the world’s beauty through her lens while running around New York City or jet-setting globally with her beloved Morkie, Hudson.
Thank you so much for joining us in this interview series. Before we dive into our discussion about networking, our readers would love to “get to know you” a bit better. Can you share with us the backstory about what brought you to your specific career path?
I came to real estate after a successful career in finance and technology. In many of most situations, I was often the “New Yorker” in the room, so naturally questions not only about life generally in the city, but where to live came up with great frequency. Never shy of sharing opinions, I gladly shared my perspective, as someone who was raised here (and often joked that I was proof you could grow up here and be okay LOL)- and I would, when they were really ready, and when asked, offer an introduction to a dear friend, who was an agent. This friend for many years suggested I get my license, so that they could legally offer me referral fees- as over time I was contributing significantly to their practice. I resisted for a while, until my friend made a convincing argument. I took some time to take the pre-licensing course, and obtained my license, initially intending to primarily be a referral agent. I was contemplating my next steps and starting a career in real estate was on the list, I thought about what my business plan would be…and well here I am a couple of decades later!
Can you share the most interesting story that happened to you since you started your career?
I remember, in the early days, as I toddled into the office with my cell phone AND blackberry, being asked — WHY I would want to see my email when I wasn’t at my desk/computer, and people were often aghast that my mobile would ring and I would just chat away with whomever called (in those days, your costs to use your cell phone were PER MINUTE- however, one of the things I did as I was contemplating a new adventure, was find a phone plan that had a higher up front cost, but no per minute overage charges!) In general, I often feel like my decades in this business are peppered with interesting stories, however I truly believe in discretion for my clients. In some ways, the most interesting part of my career- is that I have the opportunity to work with a wide variety of individuals and institutions- and I truly believe that no matter the transaction, everyone, if they choose, should have a trusted advisor on their team. One of my most impactful, early deals, involved a sale and a purchase, that had a heavy emotional component to it-and it was a test of managing a complex sale and purchase during a time of major transition for my clients- but it was also watching a great love story in its final chapter. It has been decades, and I have never forgotten the transaction. Buying and selling your home is one of the most personal moments — and often it is not always a happy transition, as there maybe loss involved or prompting the transaction. Sensitivity, and discretion are essential skills in my toolkit.
You are a successful business leader. Which three-character traits do you think were most instrumental to your success? Can you please share a story or example for each?
There is a quote, which as I recall is most often attributed to Epictetus, a Greek philosopher, “We have two ears and one mouth so that we can listen twice as much as we speak”, and it may perhaps be at the core of my personality, in general. As a child, I was painfully shy and quiet, that I was even marked absent in grammar school. But really, looking back, I can see that I have always been VERY interested in observing the world around me. How this has translated in my life is as an active listener and observer. My capacity for retaining details is exceptional (and these days GREATLY aided by technology), but I remember what people share with me- and it makes them feel COMFORTABLE, and SEEN, and HEARD, and these are key ways in which I am able to work with people, in my business, personal and philanthropic life. It also makes me VERY deliberate with the words I choose to use when communicating. From a client consultation, to speaking at a conference- these skills are invaluable.
Another childhood experience I vividly recall being at a playground with a neighbor, and then another child arrived, but I was not invited to play. I learned that day, that one has a choice about how you can make people feel. I generally have opted, in my life, and especially in business, to be a connector and to be inclusive. I believe one of my primary obligations is to be kind and polite and especially when I am in offline situations. I am far from an invisible figure within my industry, so at times I may be at an event and people may approach- they may have read an article I was quoted in (or wrote), or seen me speak at an event — which draws people towards me, naturally. If I am standing in a group, I will introduce people to each other (also, I rarely say “Nice to meet you” …and instead opt to say “Nice to see you”, a subtle difference but, if you’ve met someone before, and you’ve forgotten BUT THEY REMEMBER having met you, they might be offended if you say meet versus see ….). I want people to feel included and seen. I remember (many decades later), how I felt on that playground.
My performance background is helpful- I had to learn at an early age to get over stage fright. I was classically trained as a pianist and clarinetist in my youth. Playing in recitals and at concerts was an early part of my training, and how it translates now is that I can power through my nerves and be on! (and I also cherish my downtime and am fiercely protective of it)
Ok, thank you for that. Let’s now jump to the primary focus of our interview. Let’s begin with a basic definition so that we are all on the same page. How exactly do you define “Networking?” Is it just about meeting new people?
I look at life, not just networking as cultivating connection and collaboration through conversation and community. I do not look at it as a contest of how many people can I meet or how many cards can I collect (I remember being at an event years ago when someone was intent on collecting cards from EVERYONE that was there….and when he came to me, I actually fibbed and said I did not have a card…)- it is about how can I make meaningful, memorable connections.
In today’s digital age, how important is face-to-face networking, and how do you balance it with online networking?
The online and offline must be mirrors of one another. I learned this very early on, when I started to use online as a significant part of my business practice. I recall meeting someone for the first time “IRL”, and they commented that I was JUST like I seemed online. And to me, this is perhaps the highest compliment anyone can share. When there is a mismatch between online and offline, it is damaging to your brand/business. I want for someone, no matter how they initially meet me, to have a continuation of the experience when they find me online (if our initial contact was in person) or offline (if our initial contact or their initial awareness was online).
I contribute to various industry publications regularly, and also engage with media as a subject matter expert in my field- and I try to strategically decide on what I am doing in person, in so far as conferences and also meetings. One silver lining from the pandemic, the idea of using video calls is less foreign to many- so I will gladly hop on a catch-up zoom, or even send videos to people via email or text. I aim to be intentional with my interactions. In a world that can feel completely overwhelming and fast moving, there is, for me at least, great pleasure in being with someone face to face versus screen to screen when possible!
How do you maintain and nurture professional relationships over time, both in person and online, to ensure they remain fruitful and mutually beneficial?
I want to remain interested and invested in the connections I cultivate and nurture. These things feel infinitely easier to do now than they were before, but one thing I love to do is send handwritten notes and cards — and often for no other reason than “just because”. As I mentioned before, listening and observation are incredibly useful. When you make note of personal details, that someone might often overlook, and include or reference them. Sometimes in my travels I will come across something that is the perfect gift to send to someone, or see an article or item that someone NEEDS to know about because it fits their professional OR personal life.
How important is personal branding when it comes to successful networking, and how can individuals develop and maintain a strong personal brand both online and in person?
Consistency is key. I try to express my personal and professional style (which frankly greatly overlap if not mirror each other) so that I am easy to identity- AND I always try to be consistent with content that reflects my brand, industry and life. I would also say that the colors and patterns I enjoy the most from a fashion perspective have aligned with the brands seamlessly! (Makes it easy and fun to lean all the way in)
What is your advice for young professionals who are just starting to build their network? How can they effectively reach out to and connect with experienced leaders in their field?
One of the first things I recommend is finding affinities. As an example, whilst I may often be VERY busy, I will always make time for fellow alumna both from academic institutions and also prior work experiences. In this world where remote work has become a regular part for many industries, I am going to give the advice of finding ways to show up- in person- will still be impactful. It is definitely more challenging than it was- but the rewards will follow. Using technology is also an effective way to research- companies as well as leaders within your industry. And keep in mind- that the same also goes- consider your digital footprint VERY carefully!
Do you prioritize quality or quantity of connections? How do you determine when to invest more time in a particular relationship?
Quality over quantity EVERYDAY of the week. I think there comes a point where you mutually want to invest time in relationships. When someone is willing to pour into you, you should be willing and open to pour into them. And that is often what people get very wrong!
What are your “5 Strategies for Successful Networking, Both Online and Offline”?
1. Be present
The best gift you can give someone, is the gift of your time and attention. Especially in a world where we are so deluged by information. In some ways the near constant connectivity becomes a way that people disconnect rather than connect. As an example, I tell people, clients and colleagues alike, that there is a distinction between accessibility and availability- so when I am with a client, or friend, I want to be solely focused on what we are doing together — and unless it is urgent or an emergency, I prefer it to wait until I’ve concluded a meeting or an appointment. Setting the expectations, and the terms of engagement and communication is key from the beginning. I love when an experience is SO engaging, that we forget to capture/document it 😊
2. Add value
Networking is a two-way street, a key to building lasting connections is when the relationship is mutually beneficial. As an example, always be willing to share relevant content or contacts. One of my favorite things to do is to curate experiences, amongst clients and colleagues where the opportunity for connection exists. When you are a connector, you bring great value to all of your varied contacts. I have been in my industry for several decades, and I often serve as a resource for colleagues when they need contacts or context.
3. Going to events — virtual and in-person
Conferences, seminars, workshops and similar events can be a wonderful way to build out your professional network. Actively listen, be intentional with whom you connect, and have a concise way to introduce yourself to others. Seek out opportunities to participate as a speaker or panelist, if you are able to- this is a terrific way to elevate your profile, and attract individuals who will want to connect with you!
Over the course of my career, I have spoken to groups of all sizes, and it can be an exceptional way to network and build your reputation both off and online. This has been a significant contributor to my professional success AND has also been the start of extraordinary personal friendships. I strategically decide to attend conferences that are specific to real estate, both those organized by real estate media companies (such as Inman Connect, RIS Media CEO & Leadership Exchange) and by professional organizations (REBNY, NAR, AREAA), as well as considering other conferences that are not industry specific but align with a personal or professional interest. Additionally, I consider events and volunteer opportunities that align with my philanthropic interests as well.
During the pandemic, when many events pivoted to be virtual, it opened up opportunity, as counterintuitive as that may seem. Attending events in person, especially if travel outside of the area you reside in is necessary, can be cost prohibitive — the opportunity to attend and engage virtually, which many events have continued to consider in some of their events- created opportunity at a more approachable price point. I personally evaluate what I am going to attend as an investment of resources (and evaluate potential return accordingly).
4. Join relevant organizations
I strongly believe in belonging to organizations that are relevant to your industry as well as your general professional and personal interests. This will make building and nurturing your network more efficient. Connect with like-minded individuals, and if you are inclined or interested in increasing your visibility, volunteer to participate on committees and other leadership roles.
I have been an active member, beyond paying dues, of nearly every professional organization I have been a part of during the course of my career, serving as volunteer leader at the local, national and international levels. I am active with several organizations, and I currently serve as Co-Chair of the Executive Committee of the New Yok Residential Specialist designation at the Real Estate Board of New York, it is a designation that is awarded to a small percentage of residential brokers- and the qualifications are based on experience, production and completion of an advanced curriculum. One of the things this has done for me, is give me a reason to discuss the industry I am in, without a need to discuss active or past clients. It has also allowed me to nurture relationships, outside of transactional contexts as well. As pertains to philanthropy, my greatest interests are with the causes I feel the most connection or passion about, which has meant that over the decades I have often served on boards or volunteered with causes including the arts, cancer, education and youth sports.
5. Optimize your online presence so that it aligns with the offline experience people will have when meeting you!
I initially started to use some social networks, other than LinkedIn, for personal purposes, but found that there were natural synergies to explore for business purposes as well. I am fortunate, to have various passions personally and professionally that align with one another very well and add a layer to my business that is quite beneficial. I mentioned earlier the important of your ONLINE and OFFLINE being seamless mirrors of one another. Consider this a key part of how you will improve your networking skills and thus impact your business success.
What role does diversity and inclusion play in your networking approach? How do you ensure that your network is inclusive and represents a broad range of perspectives and backgrounds?
I want to remain open to all perspectives and backgrounds, and I believe in the power of mentorship and bringing others to the table. Recently, I was invited to participate on a panel, and often I think about the impact of saying yes to things on my life and business (not only from a preparation standpoint- but when there is travel involved)- and then I recall, what someone literally said to me in Central Park a few years ago. They mentioned having seen me on television talking about the real estate market, and they were watching with their young granddaughter — 1) this person mentioned they had no idea what I did for work (in context, for years, our only interaction had been on election day, and occasionally seeing me around the neighborhood) and 2) that it inspired their grandchild to think that this might be a line of work they would consider. This led us to a conversation about career 1.0 and 2.0, and the importance of seeing yourself reflected in the world. It reminded me that I could be the reflection someone sees that makes them wonder — how do I do that. It is part of the reason I continue to volunteer, and say yes to speaking and teaching engagements. Who knows who in the audience might connect, and be seeing advice or mentorship- and if I can help-it may be one of the most important contributions I can make.
You are a person of great influence. If you could start a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger. 🙂
I want more people to look at life as cultivating connection and collaboration through conversation and community. 😊
How can our readers further follow you online?
My website is www.nicolebeauchamp.com
I can be found on various social networks
www.Instagram.com/nikkibeauchamp
www.Twitter.com/nikkibeauchamp
www.Linkedin.com/in/nicolebeauchamp
www.tiktok.com/@nikkibeauchamp
My email is nicole.beauchamp@sothebys.realty and I can be reached at 212.606.4152!
If or when you should find yourself planning to visit NYC, please let me know, would be delighted to connect OFFLINE! I live in Manhattan, and am based out of the Sotheby’s International Realty office on the Upper East Side, at 650 Madison Avenue!
Thank you for the time you spent sharing these fantastic insights. We wish you only continued success in your great work!
About the Interviewer: Athalia Monae is a product creator, published author, entrepreneur, advocate for Feed Our Starving Children, contributing writer for Entrepreneur Media, and founder of Pouches By Alahta.
Highly Effective Networking: Nikki Beauchamp Of Sotheby’s International Realty On 5 Strategies for… was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.