Casanova Brooks
Casanova Brooks

Licensed Agent

3 Best Principles of Building Connections To Achieve Success


Table of Contents

Mastering the art of building connections can result in more business and better deals for agents and their clients. Here are three principles of building connections to follow when building connections in the real estate industry.

In the business world, it is often said that “it’s not what you know, but who you know.” This adage rings especially true in the real estate industry.

These principles are trust, logic, and emotion. A great relationship builder knows how to utilize all 3. Let’s take a closer look at each one.

What is Trust?

build trust

When it comes to trust, it is essential to be genuine. People can see through fake relationships and overtures very quickly. When you establish trust, you build a foundation of honesty and respect that will serve you well in any business relationship.

The deal is likely to fall through if an agent can’t be trusted to have their client’s best interests at heart. And yet, some real estate agents try to fake their way through building relationships, thinking they can simply put on an act until the deal is done. 

But as any experienced agent knows, this is a recipe for disaster. Sooner or later, the actual relationship – or lack thereof – will be exposed, leading to disillusionment and mistrust. It is far better, to be honest, and genuine from the outset.

By establishing trust early on, real estate agents can create strong relationships that will serve them well throughout their careers.

What is Logic?

When it comes to the real estate industry, being able to think logically is critical. This means seeing beyond the surface and understanding the numbers involved in a deal. It also means being able to anticipate potential problems and solutions.

In addition, real estate agents must be able to think creatively to find win-win solutions for their clients for a good relationship.

They must also be able to think critically to identify red flags and potential scams. Real estate agents could not effectively help their clients buy or sell the property without these essential thinking skills.

What is Emotion?

Emotion is often the driving force behind many real estate transactions. People buy and sell homes for various reasons, and understanding what motivates your clients is essential for a successful connection. Emotion in your contacts will help you build stronger relationships with your clients.

build connection

How to Build Trust?

A real estate agent’s job is to help people buy and sell homes. To do this, they need to build trust with their clients and see them as human beings. The best way to build trust is through communication.

Real estate agents should be transparent and honest with their clients to build good relationships. They should keep them updated on the status of their sale or purchase, and they should answer any questions they have.

Furthermore, real estate agents should be available when their clients need them. If clients feel they can’t get in touch with their real estate agent, they will quickly lose trust in them. Therefore, good communication is essential for building trust in the real estate industry.

The Role of Logic in Creating Relationships

Real estate agents often use logic when working with clients. For example, an agent might explain to a client that a particular piece of property is a good investment because it is located in an area with a low crime rate and good schools. 

However, logic is not only crucial for convincing clients to make a purchase or sale. It is also essential for real estate agents to use when evaluating properties.

For example, an agent might look at a property and realize it needs significant repairs. If the agent only uses emotion when making decisions, they might convince themselves that the property is a good deal because the sellers are motivated and willing to negotiate.

However, if the agent uses logic, they might realize that the repairs needed would be too costly and the property is not worth pursuing.

The Role of Emotion in Building Relationships with Humans

While logic is essential for making decisions in the real estate industry, emotion is also a key factor. In many cases, emotion motivates people to buy or sell a home.

For example, someone might sell their home because they are going through a divorce and want to start fresh. Or, someone might buy a home because they are starting a family and want more space. 

Understanding the emotional needs of your clients is essential for real estate agents. If you can tap into your clients’ emotions, you will be able to help them better find the right property.

How to Combine These 3 Principles of Building Connections To Be Successful

understand what client needs

Real estate agents are always looking for new ways to build client relationships, whether through lead generation companies or simple networking.

However, there is more to it than just making small talk. At its core, building mutual trust is about finding ways to connect with people. 

Real estate agents need to learn how to combine trust, logic, and emotion to be genuinely successful. Trust is the foundation of any relationship.

Without it, there can be no actual connection. Logic comes into play when real estate agents provide their clients with information. To gain trust, real estate agents need to be able to back up their claims with logic and facts. Leadership success revolves around these things.

Emotion is what ties everything together. If real estate agents can find ways to connect with their clients on an emotional level, they will be much more likely to build lasting relationships. This means better health, new relationships, and positive career goals for their clients.


Building relationships is essential for success in any field, but it can be imperative in the real estate industry. To be a successful real estate agent, you must know how to build trust with your clients, use logic to build relationships and self-esteem with your clients, and focus on and tap into their emotions.

If you can do all these things, you can create strong connections with your clients that will help you achieve tremendous success in the industry.

casanovabrooksCasanova Brooks is a real estate entrepreneur. With a background as a licensed realtor at Berkshire Hathaway and currently serving as a Change Agent at eXp Realty, Casanova brings a wealth of expertise and experience to the table. Beyond real estate transactions, Casanova is a seasoned motivational speaker, author, and podcast host. His book, “Real Estate: Play the Game Like the Winners,” reflects his commitment to sharing insights and strategies for success in the ever-evolving world of real estate. Join him on his journey as he continues to make waves in the world of real estate and beyond.

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