Built on Trust: Why Strong Networks Matter

As the year wraps up, many business owners are taking stock of what worked, what didn’t, and where to focus their energy in the upcoming year. In commercial real estate, as with most industries, markets shift, conditions change, and strategies evolve, however, one thing that remains consistent is the value of a strong network.

At Anton, Sowerby & Associates it’s evident that sustainable success is rarely built on transactions, it’s built on networks rooted in trust, consistency, shared values and relationships that continue to create value long after a deal is done. Just a couple of weeks ago, we received a call in the office from a client looking for an agent who’s partially retired and works part-time from home. This man insisted that he would only speak with this agent, who facilitated a transaction for him 30 years ago! These types of calls aren't uncommon here.

A Network Is More Than Contacts

For many business owners, a “network” is often defined by who you know. In real life, it’s better defined by who knows you well enough to trust you. A strong network isn’t transactional, it’s made up of people who understand how you operate, trust your judgment, and feel confident reaching out when something important arises. I heard a great example a couple of weeks ago about how someone called on a potential client and found them frantically trying to decorate for an event that evening. She reached out to someone in her network, who she knew could help, that person showed up within the hour to help decorate and when it was over, both ended up with potential business. In our experience, the most valuable connections are the ones built through years of thoughtful conversations, problem-solving, and follow-through.

The Real Work Happens Between Transactions

One of the most overlooked aspects of relationship-building is that it requires effort when there is no immediate payoff. Trust develops through responsiveness, honest guidance, and a willingness to listen before advising. For our clients, this often means having candid conversations about timing, risk, or alternatives, even when the advice doesn’t lead to an immediate deal. For business owners, the takeaway is simple: the relationships you nurture consistently are often the most fruitful.

Trust cannot be rushed or manufactured. It’s earned by doing what you say you will do, by being transparent when conditions change, and by prioritizing long-term outcomes over short-term wins.

Practical Ways to Build Your Network in the New Year

As we all look ahead, remember that building a stronger network doesn’t necessarily mean more events or more contacts, it requires intention:

·         Start with the relationships you already have. Before focusing on new connections, take stock of existing ones: past clients, longtime partners, and trusted advisors are often your strongest advocates. A mindful check-in without an agenda can reinforce trust and reopen meaningful dialogue.

·         Be clear about how you create value. People are more likely to make introductions or referrals when they understand what you do, how you think, and who you’re best positioned to help. Clarity builds confidence.

·         Listen more than you speak. Strong relationships are built through curiosity and understanding. Taking the time to learn what others are navigating without necessarily   offering immediate solutions creates alignment and credibility.

·         Stay engaged between opportunities. Sharing insight, making an introduction, or simply checking in demonstrates that your interest extends beyond immediate gain. These small moments often lay the groundwork for future collaboration.

·         Choose quality over quantity. Not every connection needs to become a close relationship. The strongest networks are selective and built around aligned values and mutual respect.

·         Be patient and play the long game. Some of the most valuable relationships may take years to reveal their impact. Consistency and integrity compound over time.

Long-Term Thinking Creates Sustainability

At Anton, Sowerby & Associates, many of our client relationships span multiple properties, business cycles, and leadership changes. That’s not accidental but the result of shared expectations, mutual respect, ongoing communication and a commitment to serving as long-term advisors rather than transaction-focused brokers. For business owners navigating uncertainty, strong relationships provide stability they offer perspective, continuity, and trusted guidance when it matters most.

Our Gratitude and Commitment for the New Year

As we reflect on the year behind us, we are SO grateful to the clients who place their trust in us, the partners who collaborate thoughtfully, and the team members who uphold our standards every day.

As we move into 2026, our focus remains unchanged: deepening existing relationships, forming new ones intentionally and committed to the excellence, integrity, and local focus that defined our founding.

Markets may change, but relationships endure.  Happy New Year from the team at Anton, Sowerby & Associates Commercial Real Estate Services