A few years ago, I presented my Rock & Roll and Networking keynote to a group of about 40 business owners. The presentation was well received, but, as you know… one negative review is the one that will stick.

One man, let’s call him Larry, was irritated with the entire premise of my presentation. Larry thought it was complete garbage and said, “I didn’t come to this event to be told to speak to my competitors.”

Most people head into networking events with a clear idea of who they want to meet. Potential clients. Great referral partners. Interesting business owners. But there is one group many avoid at all costs… their competitors.

Here is a true story that I would have liked to share with Larry had I had the chance.

Jessica is a confident and successful Residential Property Buyers Agent. She works hard, delivers for her clients, and has a strong reputation in the marketplace. And she had always believed one thing to be true… there is no value in talking to competing Buyers Agents. In fact, she actively avoided them at networking events.

Why talk to someone who does the same thing as you? What good could come from that?

One evening, Jessica attended a charity fundraising dinner. It was not a business networking event, but when she took her seat at the table, she discovered she was sitting next to Ian… also a Buyers Agent.

Her internal reaction was instant. Of all the people in the room… why this guy?

But Ian had a very different mindset. He was warm, curious, collaborative, and genuinely interested in Jessica. They talked about the market, the challenges of buyers advocacy, and where each of them specialised. Before long, they realised something important. Their territories didn’t actually overlap. They were neighbouring. Complementary.

As dessert arrived, Ian said something that would change everything for Jessica.

“I have a client who wants to buy in your area. It is not my patch, but it is yours. Would you like an introduction? I think you would look after them beautifully.”

No conditions. No expectations. No referral fee. Just generosity.

Jessica was stunned. Why would a competitor simply give her a client?

But she accepted the introduction, served the client with excellence, and ended up with a glowing testimonial and three new referrals.

The experience shifted her thinking.

A few weeks later, Jessica was at a networking breakfast and met another Buyers Agent. This one was from interstate, visiting Sydney for a few days. They chatted, exchanged ideas, and left with a simple human connection.

Two days later, Jessica met someone looking to relocate to that Buyers Agent’s city. Without hesitation, she offered to make an introduction.

It felt good. It felt right. And it worked.

That is the power of meeting your so-called competitors.

When you replace scarcity thinking with collaboration and abundance, everything expands. Your knowledge. Your network. Your opportunities. And your reputation as a generous connector.

Competitors can be some of your best collaborators. You just need the courage to start the conversation.

I have a feeling that Larry would rather talk about himself, stuff a business card into your hand, and head over to the bar to talk to his mates.

Even though I KNOW I'm right about this... I still remember Larry's comments.

Do you have a competitor who you would consider a smart connection? Love to hear your story.

Hey… if this message resonates, let’s talk about how I can bring these ideas to your next event.