Relationships are extremately important when you practice commercial real estate, they help you open that door to have the opportunity to present your services, your expertise and to bring solutions.
However once you get in, you need to have the knowledge to be able to offer the services to provide those solutions to your client. You must handle the financial concepts to be able to perform a financial analysis to determine what is the best option for your client to invest, to move, to expand, etc. you must know abut LOI's, contracts, valuation and due diligence!
It's Who you know and What you know, without both would be very difficult to achieve success!