Famous automobile executive Lee Iacocca once said, "Business, after all, is nothing more than a bunch of human relationships." Nowhere is this truer than in real estate, where success is built not just on transactions, but also on the many relationships formed along the way. 

To help strengthen connections and grow your business, here are some ways you, as REALTORS®, can build lasting relationships that go beyond just closing deals. 

Being actively involved in your local area establishes credibility and fosters trust among business owners, community members, and potential clients. A well-connected REALTOR® is often seen as a local expert, making you the go-to person for real estate and beyond. 

To get plugged in, consider attending local events, sponsoring charity fundraisers, and/or participating in neighborhood meetings. Establish yourself as a knowledgeable resource, not just about real estate, but about local events, schools, and amenities. 

Also, consider doing some boots on the ground volunteer work. Join a local nonprofit board, organize neighborhood park cleanups, or volunteer at community events like food drives or school fundraisers. These actions demonstrate your commitment to the area while also allowing you to give back, connect with neighbors, and even have some fun!

Transactions may end at closing, but relationships should not. By maintaining a client-centered approach, REALTORS® can turn one-time buyers or sellers into lifelong clients. 

First, always start any client relationship by being an active listener. Take time to really understand your clients’ needs and concerns throughout the buying or selling process. Whether they’re first-time homebuyers or seasoned investors, every client appreciates personalized attention.

Next, always try to offer value beyond the transaction—provide homeownership tips, market updates, and connections to local professionals. Whether it’s suggesting reliable contractors for home improvements or sharing insights about local market trends, these actions demonstrate that you’re invested in your client’s continued success. 

Also, be sure to follow up any transaction with a thoughtful email, a thank-you note and small gift, or a check-in call down the road to keep the connection going. And keep in mind that personalized attention really goes a long way. Remembering your client’s birthdays, anniversaries, or major life events with a simple handwritten note can leave a lasting impression.

While competition is a natural part of business, collaboration typically leads to greater success. Remember, a REALTOR®’s reputation among peers can directly impact how smoothly transactions flow, and building strong professional relationships ensures better communication, cooperation, and opportunities.

Start attending industry events, join local professional associations, and participate in continuing education classes and networking events to exchange insights and strategies. If you’re a new agent, find a mentor in the industry who can provide invaluable insights. If you’re a seasoned agent, offer guidance to a rookie who might be seeking support. 

You may also consider establishing relationships with agents who specialize in different areas of the market. For example, if you focus on first-time buyers, connect with an agent who specializes in luxury properties or maybe commercial real estate. By sharing leads and referrals, you can ensure that your clients are paired with the best agent for their needs, strengthening your reputation and earning trust with clients.

And, as always, remember your duty to the National Association of REALTORS® Code of Ethics. Treat every transaction with respect, communicate clearly, and uphold all ethical standards to build a solid reputation among peers.

Beyond connecting with the community, clients, and fellow REALTORS®, forming strong relationships with other professionals—such as lenders, home inspectors, contractors, and title agents—can significantly expand your network and enhance your business. 

When you have a strong network of industry professionals, you not only provide better service to your clients but also position yourself as a knowledgeable and well-connected expert. These partnerships often result in referrals, growing your business through word-of-mouth and professional credibility.

At its core, real estate is a relationship-driven business. By investing time and effort into building strong connections, REALTORS® can create a network of trust, loyalty, and ongoing success. Remember, relationships don’t just close deals, they open doors to brand new opportunities.