In the real estate industry, the difference between occasional clients and lifelong partnerships often hinges on one crucial factor: trust. Attorney Marc Rovner, a seasoned professional in real estate development and investment, points to professional networking as the cornerstone of client confidence.
“Who do you know?” This simple question forms the foundation of Marc Rovner’s approach to building credibility in real estate. Your professional connections speak volumes before you even present your first proposal. Having contractors, title companies, and property managers readily available demonstrates preparedness and efficiency.
The true advantage emerges when clients recognize you’ve created an entire ecosystem of professionals who facilitate smooth transactions. These relationships function as a powerful asset in your business arsenal. When maintenance issues are resolved promptly, clients don’t just see the individual service provider—they witness your operational excellence.
For new real estate professionals, building these networks should be a top priority. Start by connecting with reliable contractors, responsive title companies, and dedicated property managers. These relationships don’t form overnight; they require consistent communication and mutual benefit.
The quality of your network directly impacts client perception. When your contractor arrives quickly to address concerns, this reflects positively on your business practices. Similarly, having a title company that processes paperwork efficiently saves time and reduces stress for all parties involved.
Marc Rovner suggests maintaining regular contact with your professional network, even when not actively working together. This ongoing relationship building ensures availability when needed and creates a sense of community around your business.
Technology can help manage these connections efficiently. Customer relationship management systems track interactions and set reminders for follow-ups. However, the human element remains irreplaceable—personal connections build stronger loyalty than digital interactions alone.
Your network should expand beyond immediate service providers to include financial institutions, insurance agents, and legal professionals. This comprehensive approach ensures you can address any client concern that arises during transactions.
The value of these connections becomes particularly evident during challenging situations. When unexpected issues occur, having reliable professionals to call upon can transform potential disasters into minor inconveniences. This crisis management capability significantly enhances client trust.
For those looking to strengthen their position in real estate, Marc Rovner recommends attending industry events, joining professional organizations, and participating in community activities where you might meet valuable contacts. Each new connection potentially adds value to your service offering.
Remember that networking is reciprocal—provide value to your contacts by referring business their way when appropriate. This mutual support system creates stronger bonds and increases the likelihood of prompt service when your clients need assistance.