By: Lawrence Bellido
As a new real estate professional who is a REALTOR®, you’re stepping into a competitive world where success goes beyond closing a deal—it’s about earning trust that brings clients back and inspires them to refer you. The numbers tell the story. In 2023, the National Association of REALTORS® reported that 20% of an agent’s business comes from repeat clients and 21% from referrals. That’s a powerful opportunity for young professionals like you to build a thriving career.
To turn that opportunity into results, I recommend focusing on three key areas that drive lasting relationships. Here’s what I’ve learned and what I encourage you to put into practice.
Leverage Social Media with Purpose
Social media isn’t just a tool, it’s where your reputation takes shape. For new agents, it’s a chance to connect with clients in a way that’s authentic and strategic.
- Craft a genuine online presence: Clients research you before they reach out. Your digital footprint should reflect your expertise, showcase your understanding of the market and consistently reveal a bit of who you are across platforms.
- Offer real value: Stand out by sharing local market insights, simplifying the home-buying process for followers, or highlighting a client success story. It’s about proving your worth, not just promoting listings.
- Engage with intention: Respond promptly to questions, ignite conversations with insightful inquiries and participate in industry discussions. Use analytics to identify what resonates, then refine your approach.
Deliver a Personalized Client Experience
In a digital age, the human touch still sets you apart. Clients who feel valued don’t just stay, they become your advocates.
- Understand their needs: Start with a real conversation. Ask about their goals, listen to what matters most and pick up on the details they might not say outright. That’s where trust begins.
- Adapt to their style: Some clients prefer a quick text; others want a detailed call. Tailor how and how often you communicate to fit their preferences, not yours.
- Anticipate what’s next: Great service means being proactive. Know the answers to questions they haven’t asked, prep properties with their needs in mind and offer solutions before they hit roadblocks.
Personalization turns a transaction into a relationship—and that’s the foundation for referrals and repeat business.
Stay Connected Beyond the Closing Table
A sale isn’t the finish line; it’s the starting point for a long-term connection. Past clients can become your strongest allies if you invest in them.
- Follow up thoughtfully: A handwritten thank-you note after closing shows you care. Check in a few times a year, maybe on their home anniversary or when you know it’s time to file a homestead exemption, to keep the relationship warm.
- Keep adding value: Share updates on their neighborhood’s market, recommend reliable local contractors or provide a quick property value snapshot. It keeps you relevant between deals.
- Build a Client Network: Host a small appreciation event or create a resource just for past clients. Position yourself as their go-to real estate expert—for life.
Bringing it all Together
As an active practitioner who is a REALTOR®, I’ve seen what works. A strong online presence, a commitment to personalized service, and staying connected after the deal. These aren’t just tactics—they’re the building blocks of a sustainable business. Put them into action consistently, and you’ll create a cycle of trust that grows your network and your impact.
In today’s market, standing out means showing up for your clients, your community, and your career. Focus here, and you’ll build something that lasts.
Lawrence Bellido is the 2025 president of the Orlando Regional REALTOR® Association (ORRA). ORRA is the 8th largest real estate association in the country, representing roughly 20,000 REALTORS®.