Harnessing the Power of Client Relationships

One of the most powerful tools in a commercial real estate agent’s tool bag is his ability to form and nurture relationships with clients. It is something we are all told early in our careers, and as we grow in this business, it becomes more apparent just how important it is. There are instances in every one of our career paths where we have missed a listing or deal because a client has a stronger relationship with another firm. It hurts, but it is further evidence of the importance of these connections.

Relationships must be based on trust, honesty and integrity. A cli­ent must be able to rely on you and trust that you have their best interest in mind.

The core of any strong cli­ent relationship is trust. Clients want to work with companies and agents they feel understand their needs, deliver on promises and act in their best interests. Trust builds over time, through consistent com­munication, transparency and a commitment to quality. When clients trust companies and their agents, they are more likely to stay loyal, forgive occasional mistakes and recommend you to others. A single positive client relationship often leads to repeat business and referrals, expanding your network.

In a crowded marketplace, agents that focus on building and nurturing strong client relationships are the ones that succeed. The pow­er of these relationships extends far beyond individual transactions; they foster trust, loyalty and long-term partnerships. By investing in meaningful connections, agents not only secure their current position but also pave the way for future growth and success.

The most successful profes­sionals in this industry recognize that their role extends far beyond finding the perfect property or ne­gotiating the most favorable terms. They are strategic advisors, market interpreters and problem solvers who must intimately understand their clients’ unique challenges and opportunities. A truly exceptional commercial real estate professional does not just listen – they anticipate, interpret and proactively address client needs before they become explicit requests.

I started this business at a young age and was fortunate to see this in action from the start of my career. Building your foundation starts with building relationships. As the years go by, you will realize that a big part of thriving today is from nurturing those connections. I constantly ask myself “How can I continue to create relationships like these?” The best advice I can give myself or anyone looking to grow their business, is to focus on building REAL relationships and always be honest, be patient and stay the course. Nourish and you will flourish!

Michael Price, ALC, a graduate of the Lutgert College of Business at FGCU and lifelong resident of South­west Florida, is principal and managing director of LQ Commercial Real Estate Services and head of LQ’s Land Broker­age that focuses on large- and small-scale development for residential, mixed-use, industrial and retail commercial, among others. Visit lqcre.com.