Learn how building genuine relationships and leveraging technology effectively can lead to success in luxury real estate.
In this episode of the A-List, Matt Breitenbach, founder of Breitenbach Advisory, shared his insights on taking a relationship-centric approach to real estate with Malte Kramer, founder and CEO of Luxury Presence. This blog post dives into their discussion, highlighting Breitenbach’s strategies for cultivating meaningful connections and achieving success in the competitive luxury market.
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Why relationships are everything
Breitenbach was clear about how others factor into his real estate philosophy. “Relationships are everything. Business is nothing more than people, right? Especially in a real estate world,” he said.
When it comes to fostering meaningful relationships, Breitenbach explained that taking an empathetic approach and asking personal questions helps create memorable, genuine connections: “It’s really important to think about everybody as a relationship and how you can strengthen that relationship and make it better.”
He advised real estate professionals to treat people as individuals rather than transactions, particularly when working with high-profile clients like celebrities and athletes. Even when it comes to bulk communications, Breitenbach takes care to craft meaningful messages.
“I sent a cluster email to about 100 referral partners and said, ‘I’m not sponsoring any events or doing anything crazy. I care about my relationships and the people that send me business,’” he recalled. He added that personal, heartfelt messages often have a stronger impact than polished marketing materials.
Setting up a system to support your outreach
To maintain relationships, Breitenbach stressed the importance of consistent communication. “Follow-up is big, and I try to be the best at it,” he said, noting that technology such as a customer relationship management (CRM) system helps agents and brokers track interactions and ensure no one is forgotten. “As you grow, you need that tool. I set follow-up frequency depending on who the contact is.”
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Breitenbach shared an example of his nurturing strategy when it comes to making the most of networking events: “I made a tag for ‘retreat 2024’ and tagged everybody I met. Most of them got a text message. I also set follow-ups going forward.” He emphasized that staying on prospects’ radar is essential, especially in real estate, where many leads may not be ready to buy or sell for months or years.
The power of technology to scale one’s business has been so transformative for Breitenbach that he’s surprised whenever he hears of real estate professionals attempting to maintain a high level of personalization without one. “It amazes me that brokers are not using CRMs. There’s so much power in automation. For example, we’ve set up an email campaign for leads that invites them to our private market database,” Breitenbach said.
Budgeting time for relationship-building
Breitenbach believes that relationships should be a daily priority, advising agents to block out time specifically for nurturing their networks: “That’s the main thing agents should be doing — following up with past clients or business development. It should be more than 50% of your time.”
It’s this type of consistency that’s key to creating a memorable client experience. Breitenbach likened it to calling American Express or staying at a Four Seasons: Clients expect and receive the same exceptional experience every time. “If you can build a curated client experience with checklists and everything else, it ensures every client feels valued and helps you scale your business,” he said.
But it’s not just time he pours into this effort; it’s also heart. Breitenbach concluded by emphasizing the need to genuinely care about people: “You get more out of people if you’re just engaged and have an empathetic approach to them.” This mindset, he explained, not only builds trust but also strengthens referral networks, which are vital in real estate.
Of course, when real estate professionals invest deeply in relationships, it can be difficult to keep emotions at bay. Breitenbach reflected on a time when he overreacted to a past client choosing another agent. “I reacted just not who I am in that moment. You ever react in life, and you’re like, ‘That’s not me’?” he recalled, noting that he now focuses on taking the high road. “Wait in the wings. If it doesn’t work out, I’m here.”
Client-centric technology + Luxury Presence
Breitenbach’s relationship-centric approach offers a powerful blueprint for real estate professionals seeking long-term success. By focusing on empathy, follow-up, and leveraging technology, agents can build a network of loyal clients and referral partners.
Ready to elevate your real estate business with strategies that build lasting relationships and drive success? Partner with Luxury Presence to access the latest tools, expert guidance, and a community of top-performing agents.
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If you’re ready to join Matt Breitenbach and the thousands of other top-producing agents who work with Luxury Presence, schedule a strategy session with our expert team today.
