In the ever-evolving world of real estate, having the right strategies is crucial to achieving success, especially when it comes to building a strong team and nurturing client relationships. As a realtor, you quickly learn that it’s not just about the properties you’re selling—it’s about the people you’re working with. It’s about making connections, understanding needs, and delivering on promises.

Recently, I had the honor of sitting down with Ben Laube, one of Central Florida’s top realtors, to discuss his approach to these critical aspects of the business. Ben’s insights were incredibly valuable, and I’m excited to share them with you.

You can watch the entire podcast episode here.

Let me break down the key takeaways from our conversation and how they can be applied to your real estate practice.

How to Nurture Client Relationships and Build Strong Real Estate Teams

In real estate, relationships are everything. Whether you’re dealing with first-time homebuyers or seasoned investors, how you connect with people can make or break your success.

Here’s how Ben did it and became one of the best agents in Central Florida.

Data Collection

One of the first points Ben emphasized was the importance of collecting key data points from your sphere of influence (SOI). So, apart from having a list of contacts, you should know the right details that can help you serve your clients better.

“And it's surprising when I see that a lot of agents when they talk about their SOI, it's like you really need key data points to market to your SOI and to stay top of mind. And without those data points, you're not really hitting them as much as often as you could or staying top of mind,” Ben stated.

“And so that's where we train them as like, okay, you may have their phone numbers, work to get their email addresses, work to get their birthday, work to get all these extra pieces of information so that you can really reach out and be proactive and showcasing how much you love them.”

Imagine knowing when your client’s lease is up or when their anniversary is. These small details can lead to timely, meaningful interactions that keep you on their mind when they’re ready to move.

Personalizing Connections

Collecting data is just the beginning. Ben takes it a step further by personalizing connections with his clients. Knowing details like children’s names, pets, favorite restaurants, and workplaces allows you to engage in more meaningful conversations.

For instance, if you know a client loves a particular local restaurant, sending a gift card there as a thank you after closing a deal could leave a lasting impression.

Personalized connections also mean addressing your client’s unique needs when buying a home.

For example, you might help them find the right mortgage brokers who specialize in the types of properties they’re interested in. Or perhaps, you know of a local contractor who can help them with renovations after the purchase.

These thoughtful gestures show that you’re not just interested in closing a deal but in ensuring their overall satisfaction.

Effective Use of Social Media

In today’s digital age, social media is a powerful tool for maintaining and strengthening relationships. Ben advises connecting with your SOI on social media and engaging with their content.

Liking, commenting, and sharing their posts not only helps in data mining but also ensures that you remain visible in their feeds. This ongoing engagement keeps you top of mind. So, when they think about real estate, they think about you.

Genuine Approach to Conversations

One thing that stood out from my conversation with Ben was his approach to client interactions.

He doesn’t believe in constantly pushing his services. Instead, he focuses on making genuine connections. Sometimes, a simple check-in or a comment on a social media post can open the door to real estate opportunities organically.

People are more likely to reach out to you when they feel that you care about them as individuals, not just as potential clients.

Team Structure and Meetings

When starting a team, it’s crucial to define your structure early on. Whether you’re building a leads-focused team, a group centered on education and referrals, or just adding an assistant, your team’s structure should align with your long-term vision.

As your team grows, this structure needs to be adaptable to accommodate new challenges and opportunities.

Ben shared how his team operates with a mix of virtual and in-person meetings. They hold virtual meetings three times a week, focusing on sales, education, and motivation. In-person gatherings are also reserved for property tours, collaboration, or training sessions.

This balanced approach ensures that everyone on the team stays connected and aligned with the goals.

Overcoming the Challenges of Team Growth

As Ben’s team grew, so did his responsibilities as a leader. He explained how the role of a team leader changes significantly depending on the size of the team. With a smaller team, you can provide direct support and shadowing opportunities, but as the team expands, you need to focus more on operations and delegate responsibilities to experienced members.

One of the strategies Ben uses is batch onboarding for new agents, which allows for better education and support. They also create agent avatars to help them identify and attract the right type of agents for their team. This targeted approach ensures that the team remains cohesive and driven toward common goals.

In addition, having real estate coaches can provide invaluable guidance and support. In a way, these mentors can help you navigate the complexities of building a successful real estate business.

Tune Into Leads & Leverage Podcast for More Insightful Conversations with Industry Experts!

Ben’s insights are not just for new agents but for anyone looking to elevate their real estate career. Whether you’re just starting or you’ve been in the game for years, the strategies and tips he shared can help you build stronger relationships with clients and create a more effective team.

If you’re interested in more stories and advice from successful real estate professionals, I highly encourage you to follow Leads & Leverage. It’s a treasure trove of information that can inspire and guide you in your real estate journey.

And, if you’re in Orlando, Florida, and need help buying, selling, or investing in a home, contact us here at GPG Home. Together, let’s find the best property in this beautiful city!