The path to success in today’s real estate market lies in viewing other agents as potential partners rather than rivals, according to veteran East Bay broker Debbi DiMaggio of Corcoran Icon Properties, who says relationship-building has been key to her 35-year career.
The Power of Professional Networks
“Real estate agents are colleagues, not competitors,” DiMaggio says, emphasizing how this mindset shapes her approach to business. She advocates for agents to actively build relationships with their peers, recognizing that every transaction involves working with another agent.
DiMaggio points out that these relationships extend beyond local markets. She recently connected a client interested in Marbella, Spain properties with her real estate contact there. “If anytime I refer a client, there’s a referral fee, it’s a win-win. I know that agent is going to take care of my client,” she explains.
Structured Networking Approach
After decades of informal networking through charity work and community involvement, DiMaggio recently joined Business Networking International (BNI) to add more structure to her relationship-building efforts.
“It’s so organized, it’s time sensitive, it’s every Wednesday for an hour and 15 minutes,” DiMaggio says. “We’re there to pitch, and then we get all these great referrals that we can then follow through for the clients that are friends.”
The Future of Agent Relationships
DiMaggio sees collaborative relationships becoming increasingly important as market dynamics evolve. She notes that while technology has changed how agents connect, the fundamental importance of agent-to-agent relationships remains constant.
“Aside from helping the clients through having a relationship with these agents and getting the deal because they know you, and they know you’ll finish the job, and you’ll be kind, and you’ll work together, there’s referrals,” DiMaggio explains.
