Relationships Still Matter—Especially in Real Estate
Below are my immediate takeaways from the 2026 REBar Camp, which I attended in St. Augustine, FL with my wife, Sabrina in late January. I went in looking for technical insights—social media, marketing tactics, and industry tools. What I walked away with instead was something far more foundational.
Everything came back to relationships.
Relationship Building vs. Relationship Keeping
One of the strongest themes at REBar Camp was the distinction between building relationships and keeping them. In real estate, there’s a tendency to focus heavily on lead generation and new connections. That matters—but it’s only a small part of the equation.
Relationship keeping is vital.
My personal takeaway is this: a Realtor’s compensation isn’t only for what happens up to the closing table. It also reflects an ongoing commitment to future service. When a transaction closes, the relationship shouldn’t. Clients still deserve guidance, availability, and follow-through long after the paperwork is signed.
That mindset changes how you show up for people.
Sellers vs. Testers: Setting Expectations Early
Another valuable discussion centered on understanding client motivation—specifically the difference between sellers and testers.
Sellers are individuals or families who truly need to sell. That need may be driven by relocation, life changes, hardship, or new opportunities.
Testers are property owners who are curious about the market and want to see what they might be able to get if conditions are right.
Either category is worthy of a Realtors efforts. Issues arise when expectations aren’t addressed upfront.
Clear, honest conversations at the beginning of a relationship help prevent misunderstandings later. When both the client and the Realtor understand the “why,” it becomes much easier to evaluate progress, outcomes, and next steps—without frustration at the finish line.
Not Every Relationship Is the Right Fit—and That’s Okay
One of the more freeing insights reinforced at REBar Camp was this: not everyone will be your client, and not every relationship is meant to move forward.
As a Realtor, some people won’t connect with your communication style. Others won’t resonate with your approach or values. When that happens—and it will—that clarity actually saves time and energy.
That doesn’t mean you stop trying to help. In many cases, the best course of action is a professional referral to someone better suited to their needs. The goal isn’t to work with everyone. The goal is to work well with the right people.
Focusing your time and effort on relationships that align allows you to serve at a higher level.
Final Thoughts
Real estate is still a relationship business.
If you have thoughts, questions, or even a different perspective on any of this, I welcome the conversation. You can find my contact information throughout this site and on my social channels. Whether it’s a quick question or a deeper discussion, I’m always open to seeing how I can help.
Thanks,
Jim Armstrong
Momentum Realty
(904) 671-4161
Jimarmstrong904@gmail.com
