How International Investors Find Their Way in the U.S. Real Estate Market: My Insights on Referrals and Leads

You know, after all the talk about where international investors are buying, how they’re financing, and even why some decide not to buy, there’s one question I get a lot from fellow real estate professionals: “How do you *find* these international clients?” It’s a great question, because in this global market, connecting with the right people is absolutely everything.

From my own experience buying over 120+ rental properties in the U.S. as a foreigner, I can tell you from bitter experience how important building you team of real estate professionals is. One of my mentors once told me, “being successful in real estate really take two main ingredients: money, and people!” From my experience, and what the latest data shows, it really boils down to trust and connection. Let’s dig into how international buyers typically find their way to a good real estate professional here in the U.S.

Related: These Are the U.S. Properties Foreigners Are Buying in 2025

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The Power of Connection: Referrals Are King!

If there’s one thing I’ve learned about working with international investors, it’s that trust is non-negotiable. It’s no surprise then that the National Association of Realtors® 2025 International Transactions in U.S. Residential Real Estate report highlights that about two-thirds (65%) of transactions with international buyers involved referrals.

This isn’t just a statistic; it’s a core principle of how this market operates. When someone is looking to invest potentially millions in a foreign country, they want to know they’re in capable and trustworthy hands. A referral from a past client or another trusted professional provides that immediate layer of confidence that’s so hard to build otherwise.

My own experience echoes this. We rely on our internet presence for about half of our new client relationships. We try to put our useful, educational content that helps our target client in some way. This blog is a big part of that. But the other half of new relationships come from referrals from existing clients.

Related: Where And Why Foreigners Are Selling Their U.S. Properties

Where Do the Leads Come From? My Top Sources

So, where exactly are these valuable referrals originating? The report confirms what I’ve personally experienced over the years. For agents working with international buyers, the main sources of leads really boil down to established relationships:

As you can see, referrals from past clients and other brokers truly dominate for most agents surveyed by NAR. This means that providing exceptional service, fostering long-term relationships, and nurturing a robust professional network aren’t just good practices, they’re essential for anyone serious about this niche. I always say, happy clients are your best marketing team!

Related: Why These Foreigners Struggled to Buy U.S. Real Estate

Other Pathways: The Digital and Relocation Angle

While referrals are king, it’s not the only game in town. Relocation companies (12%) are also a significant pipeline, connecting corporate transferees and other individuals moving globally. I’ve also observed the growing, albeit still smaller, role of digital channels. Websites, online advertising, and social media each account for 3% of leads. For us, this accounts for a much higher percentage, which is unsurprising considering our clients are located all over the world.

The internet makes information, products and services centrally available no matter where you’re based. This tells me that while a personal touch is paramount, having a strong, informative online presence is increasingly important. It’s how new potential clients, who might not have a direct referral, start their initial research and vetting process. My biggest problem on this front is that fact that video seems to be the preferred medium these days – and I hate being on camera!

Related: These Foreigners Bought The Most U.S. Real Estate in 2025

What This Means for Me (and You!): Building a Global Network

For me, these findings really underscore the importance of continuous relationship building. It’s about being known as a trusted expert, not just locally, but internationally. That means:

• Nurturing Client Relationships: Going above and beyond for every client, ensuring they become advocates.

• Collaborating with Fellow Professionals: Building strong reciprocal relationships with brokers both domestically and overseas.

• Maintaining a Robust Online Presence: Even if it’s not the top lead source, a professional website and targeted online content validate your expertise for those seeking you out.

As Lawrence Yun, NAR Chief Economist, often points out, the U.S. remains a top destination for global capital due to its stability and strong property rights. My job, and the job of so many dedicated professionals in this field, is to make sure that the path to owning property here is as clear and trustworthy as possible. And it all starts with those vital connections.

Related: Why Blackstone Are Buying More Rental Properties in the U.S.

Building Your Team: Advice For International Investors

I’ve already mentioned this, but it’s worth saying again… the competency and capacity of your local team will make the difference between a high performing real estate investment and one that ends up potentially costing you a fortune. Here’s a breakdown of the team you need to build – or at least have access to:

• Realtor: It all starts here. Even if you don’t need a realtor to find you a property, their local expertise and advice is invaluable when researching a local market.
• Attorney: A good attorney will help with reviewing contracts, handling escrow, managing your transaction, and giving you legal advice.
• Title/Closing Company: I’ve worked with a ton of closing companies. Some have been great, while others aren’t really geared up to accommodate the needs of an overseas buyer.
• Appraiser: A good local appraiser will tell you exactly how much the property you want to buy is really worth. Like all professionals in every field, there’s good and bad.
• Home Inspector: This is key. A home inspector will help you identify potential issue with a property, and avoid those problem properties that will end up costing you a fortune in repairs
• General Contractor: Because I buy (and source) a combination of both turnkey rental properties and value-add deals, a trustworthy and competent local contractor is a fundamental member of my team. Finding a good one that turns up on time, doesn’t overcharge, and does quality work, is harder than you think.
• Property Manager: A good property manager will make the difference between positive and negative cashflow. Again, good operators are hard to find. High quality tenant vetting and management is key to long-term tenant retention – which is super important for your cashflow and overall profitability.
• Insurance Agent: Home insurance (as well as other insurance products) is one of the biggest costs for real estate investors, and that cost is growing in many states. A good agent will go out of their way to source you a good value policy with reasonable terms.
• Mortgage Broker/Lender: The mortgage landscape for foreign nationals has evolved significantly since I started buying rental properties in the U.S. There are now a range of lenders and brokers with specific loan programs designed for overseas investors buying property in the United States.

With all that in mind, my advice for other global investors looking to build property portfolios in the United States, start by building your local team. Of course, you could always just leverage an exiting network – like mine (shameless plug) – to ensure you don’t fall foul of incompetent or untrustworthy partners. Remember, in real estate, your network is your net worth!

Previous Article: Mid Year Rental Market Report From Rentometer: My Analysis

Frequently Asked Questions (FAQs)

How important are referrals in transactions with international real estate buyers?

Referrals are incredibly important! The latest report shows that about two-thirds (65%) of transactions with international buyers involved some form of referral. This really highlights that trust and personal recommendations are key when dealing with clients across borders.

What are the main sources of leads for real estate agents working with international buyers?

For agents like me, the top sources for finding international buyer leads are referrals from past clients or customers (29%) and referrals from other real estate brokers (21%). This just goes to show the power of a strong, trusted network.

Do online channels play a significant role in connecting agents with international clients?

While personal referrals are still dominant, online channels are definitely growing! Websites, online advertising, and social media each accounted for 3% of international buyer leads in the past year. It’s a clear signal that having a solid digital presence is becoming more and more vital for reaching global clients.

Why are referrals from past clients especially effective for attracting international buyers?

Referrals from past clients are gold because they come with an inherent level of trust and credibility. For international buyers navigating a new market, hearing a positive experience from someone they know or respect can be incredibly reassuring. It’s about confidence, cultural understanding, and knowing you’re working with someone who truly gets it.