Cultivating Referrals in a Feeder Market

A Luxury Agent’s Guide to Building Strategic Partnerships

In the world of luxury real estate, feeder markets are the lifeblood of referral business. Whether you represent a resort destination like I do in Scottsdale, or you live and work in a location known for luxury real estate like Aspen, or Naples—your next high-value client is often introduced by another agent or professional in a primary market. For an agent specializing in these regions, cultivating and maintaining a strong referral network is one of the most critical components of long-term success.

Understanding the Power of the Feeder Market

Feeder markets are geographic areas where buyers commonly originate before purchasing in your region. In Scottsdale, for example, the strongest feeders are California, the Pacific Northwest, and the Midwest. Identifying your top feeder markets gives you clarity on where to focus your relationship-building efforts—and how to position yourself as the trusted local expert for that market’s clientele.

Building Strategic Partnerships

Agent-to-Agent Partnerships

Your most valuable relationships often begin with other real estate professionals. Establish connections with top agents in your feeder markets who share your brand values and client approach. For luxury agents, aligning with those who represent the same caliber of clientele ensures that your referrals are both qualified and relationship driven.

How to cultivate:

1. Attend high-end brand or network events.
2. Engage with agents on LinkedIn or social media by commenting thoughtfully on their listings or achievements.
3. Host joint client appreciation or networking events that bridge your markets—such as a Scottsdale Lifestyle Preview Night in Los Angeles.
4. Become active in a networking community like The Institute for Luxury Home Marketing, gaining trust and awareness with agents in your feeder market.

Pro Tip: When traveling if you find yourself in a feeder market, drop by a local brokerage and say hello! This is one of my favorite tactics, and not only builds trust but I find this quickly accelerates relationship building across multiple agents.

Professional Service Alliances 

Beyond agents, build relationships with wealth advisors, estate attorneys, accountants, private bankers, and family offices. These professionals are often the first to know when a client is considering a move or an investment property purchase.

How to cultivate:

1. Offer to provide market reports or quarterly insights on luxury real estate trends that they can share with their clients.
2. Co-host educational events—such as “Tax Advantages of Owning in Arizona” or “The Rise of Investment Properties in the Southwest.”
3. Develop a referral protocol that ensures transparency, professionalism, and mutual trust.

Personal Experience : I joined a small business local networking group here in Scottsdale, which accelerated my relationships with financial planning professionals, many of which have a great pulse on clients looking to move in the area, downsize, or sell their home to move closer to family.

Lifestyle and Luxury Brand Partnerships

Luxury real estate buyers often move within the same circles as clients of premium lifestyle brands—think private aviation, fine art, bespoke travel, or high-end design. Aligning with these brands helps you reach potential buyers organically and builds credibility within the luxury ecosystem.

How to cultivate:

1. Partner with local luxury brands on curated experiences or sponsorships, such as car unveilings, wine tastings, or design showcases.
2. Feature their services in your marketing and social media and ask to be included in theirs.
3. Build genuine relationships with brand managers—focus on shared client value, not just cross-promotion.

Pro Tip : Auto dealers are also a great resource for agents, serving many of the same clients at the same time.

Nurturing Long-Term Referral Relationships

The art of cultivating referrals lies not in the initial handshake, but in the consistent, value-driven follow-up.

• Stay top-of-mind. Send quarterly updates featuring local market insights, new developments, or standout properties. Keep it relevant to the agent’s or partner’s audience.
• Reciprocate value. Always look for ways to return the favor—share their listings, make introductions, or highlight them in your network.
• Personalize your communication. Remember birthdays, milestones, or recent successes. Handwritten notes or personalized gifts go a long way in maintaining meaningful connections.
• Deliver excellence consistently. Every referral experience reflects your partner’s trust. Treat each referred client as though the referring partner were sitting at the closing table with you.

Turning Referrals into a Reputation

When feeder market partners see that their clients receive seamless, professional, and elevated service, you become their go-to contact. Over time, these relationships transcend transactional exchanges—they evolve into trusted collaborations. That’s when your referral network becomes self-sustaining.

In luxury real estate, success is built not just on what you sell, but on who you know and how you nurture those relationships. By intentionally cultivating partnerships across feeder markets—with agents, professionals, and brands—you create a network that continually feeds your business and elevates your reputation as a local market expert.

About the Author

Jennifer Dixson Hoff is a Global Real Estate Advisor with Engel & Völkers, in Scottsdale, Arizona. Known for her insight into the luxury market and commitment to exceptional client experiences, Jennifer represents discerning buyers and sellers throughout Arizona and beyond. She is passionate about connecting clients and professionals across feeder markets to build relationships that deliver long-term value and success. Connect with her at Jennifer.Hoff@EVrealestate.com and follow her on Instagram @realestateandallthethings.