Build Global Ties: 11 Networking Ideas for Connections
Success in the global real estate market hinges on cultivating genuine relationships that transcend borders and cultural differences—often extending beyond real estate.
Neal Oates, broker-owner of World Renowned Real Estate in Fort Lauderdale, loves Indian and Thai food, but dining at his favorite restaurants is about much more than the cuisine. “Most of my business is conducted from three restaurants right here in South Florida,” he explains.
A Look at Upcoming Florida Realtors Global Events
“I’ve developed relationships with the Indian and Thai owners who help connect me with [potential buyers] before they leave their home countries.” Eating out several times each week is more practical and cost-effective for him than traveling abroad, he explains. “Traveling across the world might seem exciting, but that’s often a challenge. It might not seem glamorous to build relationships in local restaurants, but often, the most effective approach is the one that’s hardest to [recognize],” he says.
Oates, who has been in business for 18 years, says about 67% of his transactions come from international clients who are fostered locally. According to the National Association of Realtors® (NAR) report, 2024 International Transactions in U.S. Residential Real Estate, Florida is the top U.S. destination for foreign buyers, and 20% of all transactions happen in the Sunshine State. Here are strategies from Oates—and tips from other real estate professionals—to help you broaden your international network.
1. Start in your own backyard
Oates encourages agents to get involved locally. “Our local and state associations are doing a fantastic job of bringing the world to our backyard,” he says, adding that they offer virtual trade missions, as well as inbound and outbound on-site missions. “Florida Realtors® and our local boards are partnering with global leaders to make it affordable and convenient for us to connect with any country, association or business owner we want,” he adds.
Joining a local global business council or the Florida Realtors® Global Business Committee is an important first step, he explains. “It’s all about doing the basic work of reading, studying and responding.”
Ana Smith, who immigrated to the United States from Colombia three decades ago, credits her participation in global council meetings with helping her expand her connections. “As president of the local global council for two years, I had the opportunity to attend trade missions and expos statewide and also in Canada, England, Portugal, France and Colombia,” says the broker-owner of BluMar Realty in Tarpon Springs. “Those experiences allowed me to meet some great people outside my usual coverage area, both globally and nationwide.” Her role also included representing NAR in Ecuador through her local association. “I stayed in touch with their leaders, and eventually, one contacted me for help with a client looking to invest in Florida. We connected, and I helped them close on a property in Miami.” Smith enjoys showcasing her area and learning about the diverse business cultures of her clients.
2. Get to know the culture
Local festivals, community celebrations and cultural gatherings provide opportunities to learn about the traditions and values of your target market. This goes a long way in helping to build rapport and trust. “Check out cultural events in your area,” Oates says. “My personality meshes well with Indian culture, which values respect and high-context communication [i.e., nonverbal cues such as gestures, tone of voice, facial expressions and body language]. It’s about deferring to the elders in the room and focusing on relationships over transactions.” An appreciation for even small aspects of a culture—like the food, language or attire—can deepen your connection. “The cuisine brought me in and helped me understand the people, their values and the importance of building authentic, genuine relationships,” Oates says.
3. Remember: It’s a relationship business
Oates, a CIPS (Certified International Property Specialist) designee, CIPS trainer and NAR’s 2024 CIPS Instructor of the Year, emphasizes that global business is ultimately about relationships. “People might assume it’s about the flashy lifestyle, but it isn’t,” Oates says. “You have to put yourself in the shoes of the person and consider: What do they need from us? What are they looking to get from a relationship with us? Sometimes it’s not even about real estate—it’s about establishing trust and being someone they can rely on. If you focus on building a networking relationship based on their lifestyle and a genuine connection, the deals will come. It might not even be from your original contact.”
Oates wanted a niche that jelled with his business structure here in the United States. His focus on single-family homes and land resonated with Indian buyers especially, whose ownership goals often include buying and holding onto properties for generations. “Once I understood their preferences, I started promoting how they could benefit from working with me, and that’s how India became a key part of my business,” he says.
4. Skip the fads
Focus on what works for your target audience, even if it’s not the trendiest option. “Facebook groups used to be all the buzz, and while we’re out here trying to do TikTok dances, Facebook groups are still proven to work,” Oates says, adding that being intentional is key. “Go where your desired contacts are. If it’s Facebook, go there. We, as real estate professionals, are great at copying what other agents are doing—but that doesn’t always align with what our desired contacts are doing.”
Tips to Help You Connect with International Buyers
5. Go on trade missions
Anita Lambert, sales associate with Premier Sotheby’s International Realty in Sarasota, has an international perspective shaped by her upbringing overseas with a Swiss mother and a British father. Fluent in French, German, Spanish and Italian, she partners with her husband, Frank, to assist buyers from countries like the Czech Republic, Sweden and China, throughout Sarasota and Bradenton.
Lambert’s background also helps her develop trusted relationships with other real estate professionals worldwide. She recently returned from a trade mission to Colombia with the Realtor® Association of Sarasota and Manatee. “NAR appointed us the [official] association to represent them in Colombia,” she says. “As an international bilateral partner with NAR, our goal was to support their real estate association, FEDELONJAS (Federación Colombiana de Lonjas de Propiedad Raíz), in educating their [agents] about the code of ethics and strengthening ties between our markets. We were also there to facilitate an inbound trade mission [for them], so they can see how we do business in Florida.”
6. Attend conventions
Lambert expands her international connections by attending NAR conventions. “There were at least 4,000 international attendees at last year’s conference in Boston,” she says. She also finds value in belonging to international associations like FIABCI (International Real Estate Federation), which originated in France post-World War II, and appreciates the networking opportunities their conventions offer. “Attending these events gives you yet another [venue in which] to build relationships with international Realtor® members that lead to business opportunities,” she says.
7. Understand what clients want
Learning what buyers’ priorities are is essential, Lambert says. “You have to be a good listener,” she says. “For some, like students attending Ringling College of Art and Design, IMG Academy or LECOM [Lake Erie College of Osteopathic Medicine], their stay is temporary.” Others are drawn to Sarasota’s vibrant culture.
8. Stay Up on global trends
“You have to stay on top of world news and understand economic and government dynamics,” Lambert says. “Watch market indicators like where the GDP is growing and where buyers are coming from. Experts like [NAR Chief Economist] Lawrence Yun offer a lot of insights, too.” Her association invites global NAR ambassadors as well as attorneys and lenders from foreign countries, giving members an opportunity to learn from professionals.
9. Nurture contacts
Maintaining communication is vital for building lasting business relationships. “It’s a waste if you don’t nurture your contacts after your international trips,” Smith says. She makes a point to check in on her contacts and offers them tailored insights and updates beyond general news. “I email them valuable reports about specific market segments, [engage] with their social media posts and congratulate them on their achievements,” she explains. She also shares their achievements with her audience in the United States. This strategy strengthens their bonds and opens the door to potential referrals.
10. Make your credentials known
Smith believes her professional designations, including CIPS, C2EX (Commitment to Excellence) and AHWD (At Home With Diversity), among others, are essential for presenting herself as a qualified expert. “People may not understand these [acronyms], but the knowledge I gain is beneficial,” she says. She recalls a voicemail from an unknown number in Colombia: “The caller had found me on NAR’s CIPS website and wanted to discuss business.” After returning his call, they are exploring several opportunities. Smith stresses the importance of maintaining an updated professional profile. “You never know when someone will find you and reach out for your expertise,” she says.
11. Think beyond real estate
“Given everything we faced in the industry last year, networking beyond real estate-specific events—like the International Economic Forum of the Americas, for example—helped me position myself in a good place,” Oates says. He connects with many of his clients around shared interests, such as golf, reading, martial arts, hiking and fishing. “These connections not only help me understand their motivations,” he adds, “but also [ensure] I’m the go-to real estate professional on their team.”
No matter how you build global ties, focusing on genuine relationships is key to succeeding in the international market. “It’s incredibly rewarding to help buyers from around the world find their dream homes here,” Lambert says. “When we satisfy one person, especially from cultures where family and friends follow, it opens doors to more opportunities.” #
Leslie C. Stone is a Vero Beach-based freelance writer.