Real Relationships, by Contactually

Sales expert, Matthew Pollard, joins me on episode 42 of Real Relationships. You may have heard of him or seen him around on the internet, he is known as ‘the rapid growth guy.’ Matthew is a speaker, growth coach, and author of The Introvert’s Edge. Matthew has nailed down a process to cultivate analytical thinking to create solutions to what customers need. He joins the show to expound on his theory that introverts actually have the advantage when it comes to selling. Are you curious to hear how this could be true? Listen to this episode to discover the secret of sales for introverts.   How does an introvert become a door to door salesman? Surprisingly enough Matthew began his career as a door to door salesman. Being an introvert, this was the last job he could ever want. But since this was the only company hiring at the time, he had to give it a go. It took knocking on 93 doors before he got his first sale. That is when he realized he had to learn how to sell. Matthew began scouring YouTube to find out how to sell. He figured if he could just develop a strategy that he could use he could actually become a salesman. Watching YouTube videos is a challenging way to learn, but he was able to create his own system over time. That is how he ended up becoming so good at selling that he became the sales trainer for the number one sales company in the southern hemisphere. Listen to this episode of Real Relationships to hear about Matthew’s system for sales and discover why being an introvert is actually a real advantage. How is being an introvert a secret advantage in sales? Introverts don’t come with a natural knack for talking to people which means that sales can be a real challenge. But being an introvert can spur you to take action to learn more. Introverts are great at learning systems, so once they learn this becomes their secret advantage. Introverts have one skill that extroverts have a hard time with - listening. Introverts are expert listeners since they aren’t always planning their next thing to say. Introverts truly listen to the response of a question. Once you understand that you have a natural advantage over extroverts, then you realize that it is easy to learn a system to help you. Learn sales for introverts and how to outperform extroverts and earn more money by listening to Matthew Pollard on this episode of Real Relationships. What does Matthew wish he could tell his younger self about sales? Most people focus on sales tactics and not the strategies behind selling. The sales conversation becomes easier if you have a strategy. Matthew has learned the importance of differentiating himself in a crowded market. The key to sales is discovering what separates you from everyone else in the industry. Once you can do that you can niche down. Matthew feels that speaking to everyone is as good as speaking to no one. If Matthew could talk to his younger self he would want to hear about real examples of sales successes. After so many years of using his sales strategy, he has hundreds of examples of people using his sales strategy to achieve success. Learn the story of how Matthew took a language education expert from making $50 an hour to selling a $27,000 6-week package on this episode of Real Relationships. How does he balance the important tasks with the urgent tasks? Matthew uses time-blocking to block out time to work on his business rather than in it. He understands that the only way to have real growth in his business is by dedicating time to marketing. Many people spend less than 45 minutes working on marketing for their business and then they are surprised when they find that they have no clientele. Few people realize how important it is to work on their business rather than work in their business. Matthew feels that it is as simple as dedicating 20% of your time on marketing. Listen to Matthew’s creative solution to blocking out time for marketing on this episode of Real Relationships. Outline of this great episode [1:54] How did he start off his career as a door to door salesman? [10:15] Is being an introvert a secret advantage? [13:46] What does he wish he could tell his younger self? [23:44] When someone asks you what you do, how do you answer? [26:52] How does he balance the important with the urgent? [31:24] Does Matthew have a regular approach to maintaining relationships in his business? [33:21] What is the one non-obvious thing he has found? Resources & Links mentioned in this episode MatthewPollard.com Matthew’s 3-Step Template BOOK - The Introvert’s Edge by Matthew Pollard Matthew on Instagram Matthew on Facebook Matthew on LinkedIn Matthew on Twitter Sales and Marketing Magazine May/June edition  

Writer, speaker, and professor, David Burkus is my guest today. David started one of the first business podcasts ever called Radio Free Leader. Living in Tulsa, Oklahoma, David had to get creative about networking. He had to become very intentional about who he knew and had to map out how people connected with each other. When he was trying to learn how to network he realized that 90% of networking books discuss how to talk to people at mixers and cocktail parties. He wanted to write something different that would apply to his situation based on network science. He essentially wrote the book he wanted to read. Listen to this episode of Real Relationships to hear David’s advice on how to work within the network you already have.   Geography is no longer important in relationships What if you could use your already existing network to make your next sale? When you already live in a small geographic area you can’t rely on going to cocktail parties every night for the opportunity to meet new people. You have to be more intentional about developing relationships with the people you already know. It’s more about knowing the network that you’re already in and strengthening those ties. People are no longer worried about having geography tying them together. Instead, people come together based on common interest or fields. Listen to David Burkus discuss why where you live is no longer relevant when developing your network on this episode of Real Relationships. Understand the hidden networks within your network Within your network, there are other networks hidden inside. If you could learn to utilize those networks by developing relationships you would find a gold mine. These networks are rich with information and it’s easier to build a rapport than with a stranger since you already have a relationship with them. Start with the weaker ties in your network and build relationships and connections. When you build value in the network around you it will take care of you in the end. If you become resourceful to others they will, in turn, want to help you. Listen to this episode to hear how you can strengthen the ties within your network to help you out in the long run. How did David learn the process of how to build good relationships? David worked for years to build his relationships without much success. He learned the hard way through trial and error what worked and what didn’t. He also started reading about network science. Between reading about network science and learning from mistakes he has been able to develop a process to figure out how everyone is connected in his network. He learned about preferential attachment, a power law which states the people who are more connected will then get connected faster. It explains why making connections look so easy for some people. Learn how to use preferential attachment on this episode of Real Relationships to grow your own network. How do you choose which weak ties in your network to develop? There is no hard and fast rule about who you should be talking to. This is where the field of networking goes from science to art. Try to put people in your industry in a different bucket than everyone else. Then from there ask: Who do you know wherever it is that you are trying to get into. When you ask multiple people this question you may hear the same name a few times. This is the person you need to develop a relationship with. Social media can help you create value within your weak ties. Listen to this episode to hear David Burkus teach how to utilize the weak ties in your network to achieve your next goal. Outline of this great episode [2:24] You have to do things differently when you live in a small population [7:29] In today’s economy businesses are built completely differently than 20 years ago [9:44] Understand the hidden networks within your network [14:44] Become known as the person who tries to connect others [15:25] How did he get started as a writer? [19:25] How do you learn the process of building good relationships? [26:32] How do you choose which weak ties to develop? [31:30] Use social media to create value Resources & Links mentioned in this episode David Burkus’ website BOOK - Friend of a Friend by David Burkus Jordan Harbinger The Art of Charm Podcast

Dave Delaney is a networking guru. He teaches digital marketing, social media strategy, and business networking. Dave is a keynote speaker and author of the book New Business Networking. He has a course and platform, called Networking for Nice People, that helps nice people get into networking. He wants to remove the sleazy feeling that people often get when they are networking. Dave joins me today on this episode of Real Relationships to discuss how to network if you are a nice person, think of this episode as your own personal networking guide. You’ll want to hear Dave’s take on how nice people can network effectively, so grab your earbuds and listen to this episode of Real Relationships. Why is Dave focusing on improv training for companies? Dave’s Communication Reboot course teaches improv training to companies to help them learn to effectively communicate. Improv training helps improve communication not just between coworkers, but between entire teams. Everyone has fun together learning how to communicate and collaborate in an upbeat environment. Improv training teaches active listening, empathy, and helps improve problem-solving skills. This training helps teams work together to solve any kind of problem that arises in the workplace. Dave thinks that improv training can help everyone become a better communicator, listen to what he has to say on the matter and consider whether you think improv training could help you. How can improv help you build and maintain better relationships? Having improv training helps you to network effectively at conferences. At conferences you are not just there to see the speakers, you are also there to meet people and build relationships. Improv teaches you to become a great listener by learning how to use active listening. When you ask follow up questions that are based on what the person tells you, this opens them up for future relationships. It gives you an opportunity to explore new business relationships. You may end up getting more out of the networking than the workshops at the conference. Listen to this conversation to hear if you think that improv training could help you at your next conference. How did he end up building great relationships? Dave has been able to build great relationships by using effective listening and by finding ways to help people. Dave is always looking for ways to serve other people. One way that he uses Contactually to help him with this is by adding tags to contacts, this helps him make connections when he is looking to help someone out. He doesn’t connect people looking for a favor in return, he just genuinely tries to help people. Dave finds that connecting people and genuinely looking for ways to serve people is the best way to form relationships and to do business. Listen to Dave’s advice on building great relationships on this episode of Real Relationships. What are some bad habits people have when networking People tend to approach networking the wrong way. Many are simply trying to discover what they can get out of a networking event. But this isn’t the way to do it. He says the best way to network is to just find people to help. You can do this by listening to them effectively and always asking follow up questions. Dave lets the other person do most of the talking so that he can find ways to help them. After the event, he takes notes on their business cards to reference later. Dave has fantastic advice on not just networking but building real relationships, so listen to this networking guide to hear all of his useful tips. Outline of this great episode [1:44] Why is Dave focusing on improv training for companies? [4:06] How can improv help you build and maintain better relationships? [7:50] Why has this been his calling? [9:36] How did he learn networking? [12:24] Why did he create his course Networking for Nice People? [15:04] What are some bad habits people have when networking? [17:34] What is the most important non-obvious thing that can help people? Resources & Links mentioned in this episode Dave Delaney on LinkedIn NetworkingForNicePeople.com Dave’s website, FutureForth.com BOOK - New Business Networking by Dave Delaney

Ivan Misner has been called the “Father of Modern Networking” by CNN and one of the “Top Networking Experts to Watch” by Forbes. He joins me on Real Relationships to talk about networking and building relationships. Dr. Misner is a business networking expert and has been a keynote speaker all over the world. He is the founder and chief visionary officer of the world’s largest business networking organization, BNI. BNI has an astounding 8,371 chapters in 71 countries. You won’t want to miss Ivan’s great advice for business professionals so make sure to listen to this episode. What was the spark that led to BNI? Ivan didn’t like the types of networking groups that he had joined in the past. Some were all sales all the time and felt sleazy, others were all happy hour all the time. So that is when he decided to create his own networking organization. He started it with the philosophy of givers game, which means that you’ve got to help people to get help yourself. He opened 20 chapters in the first year because he discovered that people were hungry for networking. They are looking for platforms and strategies to use to network. Listen to this episode of Real Relationships to hear networking expert Ivan Misner’s tips on networking. How did Ivan strike a balance between socializing and selling with BNI? Networking is not just slinging business cards. You have to focus on building relationships. BNI has a screening process and they meet every week. The networking group also recommends one on one meetings each week. Ivan credits the processes and systems that BNI has in place to make the networking organization so successful. Networking is all about building relationships that will help you down the road. The members know that they are planting seeds in the garden of their business. These seeds don’t flourish immediately, but with proper care, they will feed you over time. Networking expert Ivan Misner gives some amazing advice on this episode of Real Relationships, so make sure you don’t miss it! How does he get people to dedicate their time to networking? It’s easy to get people to dedicate their time networking, at least once you show them that business is built from networking. At least half of most business clientele comes directly from networking. So once people realize this, asking people to spend an hour or two a week networking is easy. The truth is they should be networking even more. If you really want to grow your business you should spend 8-10 hours a week networking. It is the most cost-effective way to build your business. You could advertise or cold call, but both of these take a lot of time and effort to work. Or you could just network and build relationships. It’s fun to meet people, get to know them, build a relationship, and do business with them. Discover how networking can help your business by listening to networking expert Ivan Misner on episode 39 of Real Relationships. How do the core values of BNI help the network organization grow? Networking expert Ivan Misner wasn’t born an expert. Networking is not something that is taught in college. It took trial and error to get it right. He wrote down what worked and what didn’t. One thing that really worked a the beginning of the BNI organization is the rule of givers game. The givers game value is one that every BNI member knows and practices. You have to give business to get business. Help others and they will help you. When BNI was created in 1985 this idea was unheard of. Ivan admits that the core values of BNI are the most important aspect of the organization. Listen to this episode of Real Relationships to hear how helping others is the best way to help yourself. Outline of this great episode [1:34] What is the coolest business card that Ivan has ever seen? [3:15] A quick overview of the 12x12x12 system [8:02] What is the top trait of a good networker? [9:02] What was the spark that led to BNI? [12:28] How did Ivan learn networking? [16:14] How did he strike a balance with BNI? [20:08] How does he get people to dedicate their time to networking? [27:44] How did he decide that he wanted to do this for the rest of his life? [33:02] What is he working on in the future? Resources & Links mentioned in this episode Ivan Misner’s website BOOK - Networking Like a Proby Ivan Misner BOOK - It’s in the Cards by Ivan Misner Ivan’s Facebook page

Networking expert Robbie Samuels joins me to talk about rocking business networking events on this episode of Real Relationships. Robbie is the author of the bestselling book Croissants vs Bagels and is a renowned speaker, author, and coach. Robbie helps business leaders stop wasting time networking and start building relationships. He shares so many secrets about how to meet the right people, how to follow up, and how to make the most out of each business networking event. Listen to this episode before your next networking event so that you can make the most out of it.   How do you make the most out of attending a business networking event? When you go to a networking event you certainly don’t want it to be a waste of time. It is important that you get the most out of each hour you spend networking. But how do you go about that? If you walk into the room and just start handing out business cards and trying to make a sale this is a surefire way to be forgotten. You also don’t want to just stand there by the wall just checking your phone. You attend these events to make connections. Robbie Samuels shares his fantastic advice on how to make the most out of business networking events on this episode of Real Relationships, so listen now to hear the full scoop. How do you make sure you are creating an inclusive environment when planning a networking event? If you are one of the organizers or regulars of business networking events you want to ensure that you are creating an inclusive and welcoming environment for all of those invited. If you are organizing an event then make sure that everyone understands their responsibility to be inclusive. Invite regulars to come early and welcome newcomers. Many attendees may be invited but not feel welcomed. So it is important when planning events to ensure that everyone that has been invited feels welcomed. This helps to retain people and ensure they come to the next event. Robbie Samuels has organized so many events and has great advice for Real Relationships listeners, make sure you listen to the whole episode to hear all of his advice. How do you learn how to build relationships at business networking events? Walking into networking events and walking out with a new relationship can be a challenge. One way is to ensure that you are trying build relationships and not just trying to make a sale. Nobody wants to be spammed online or in person, so handing someone your card and walking away is not the best tactic. Face to face interactions must be practiced in this increasingly digitized world. Robbie shares his expertise on networking and building relationships on this episode of Real Relationships, you won’t want to miss it, so just click play. How do you ensure a valuable interaction at each networking event? When you walk into each networking event, don’t just go in blindly. Have a plan of action. You must know why you’re there, who you expect to meet and what kind of relationship you are looking to form. Sales come from relationships, not from first meetings. Planning your strategy beforehand is key to making the most of each networking event. Robbie has a wealth of networking experience and knowledge to share with all of us. Join us in this conversation on this episode of Real Relationships to hear his great advice. Outline of this great episode [3:20] What caused Robbie to focus on this as his life’s work? [7:44] There’s a difference between inviting and welcoming [11:22] How does someone get the most out of an event? [15:40] How do you make sure you are creating an inclusive environment? [20:15] How do you learn how to build relationships? [22:48] How do you ensure a valuable interaction? [26:22] How does Robbie use Contactually? [28:11] What is the one non-obvious tactic when you walk out of the networking event? Resources & Links mentioned in this episode robbiesamuels.com BOOK - Crossaints vs Bagels by Robbie Samuels  

Are you trying to make sales on social media? My guest today is Phil Gerbyshak and he is here to teach us how to start adding value on social media instead of adding sales pitches. Phil Gerbyshak is the author of four books and an esteemed public speaker. Phil is an expert in using technology to improve relationships and a social media guru. Phil teaches others how to connect people and technology together to increase sales. Phil has always loved building relationships and using tech and has so much to share with us that you won’t learn in business school. You’ll want to hear what Phil has to say about building relationships and adding value through social media so make sure to listen to this episode of Real Relationships to get the full scoop.   Phil doesn’t teach how to use social media, he teaches people how to connect with each other Cold calling is a dying trend, but what will never die is relationship building. Thankfully social media has given us the power to connect and build relationships over any distance. A great way to connect with people over social media is through a third party. If you are both connected through a mutual acquaintance this makes it easier to form a relationship over common ground. Maintaining these connections over time will do your business a world of good. Phil has some phenomenal advice on adding value through social media, but you have to be willing to implement his strategies. Listen to Phil’s social media recommendations for yourself on this episode of Real Relationships. How do you build relationships that lead to sales? Building relationships is all well and good, but how do they lead to sales? Unfortunately, there is no shortcut to selling through social media. Relationships take time and effort to build and you can’t force them to happen. The trick is to sell with social media, not on social media. Before inviting someone into your sales circle you need to interact with them first. Phil’s advice is to go to their social space, read their content, and get involved on their platforms. When you genuinely connect with people then they will be more open to a natural flowing sales pitch that is adding value to their life. Even though Phil has no shortcuts to success, he has some great advice. Listen to the full episode to hear everything he has to say about building relationships and selling online. Stop trying to sell and start trying to engage You can’t pretend that you are interested in someone on social media if you try your lack of authenticity will shine through. You need to be genuinely interested in what they have to say if you want people to take you seriously. The power of social media to drive sales is all about how you use it. If you simply want to make sales without connecting to your target customer then you will seem sleazy and pushy. Instead, focus your energy on relationship building and you can be a person of value to an added friend. If you are committed to being helpful to others they will seek you out and be willing to listen to what you have to say. If you think this is great advice then you will want to hear it all straight from the horse’s mouth. Listen to this episode of Real Relationships to hear my full conversation with Phil Gerbyshak. Insight is what sells, not information These days we are all bombarded with information. Anyone with a computer can find out anything they would like to know. If you are looking to sell something then you need to provide your client with insight, not simply more information. Illuminate the value that you can provide and that will lead naturally to a sale. If you are adding value and providing insight then you can sell to anyone who needs your services. Phil offers us some great insight on this episode of Real Relationships so listen in to hear it all. Outline of this great episode [1:24] Phil Gerbyshak has always loved technology and relationships [4:48] How did Phil learn the tactics that he uses today [11:23] How to use social media to build relationships that lead to sales [18:42] How do you bridge the gap of unease to build a relationship but you are looking for sales [25:52] how do we go about showing our value to people? [28:26] Are there any specific non-obvious tactics that he has found Resources & Links mentioned in this episode PhilGerbyshak.com Phil on LinkedIn - don’t forget to contextualize your connection! Phil on Twitter Check out Phil’s books on Amazon! BOOK - Love is the Killer App by Tim Sanders BOOK - The Go-Giver by Bob Burg

My guest today is Jeffrey Shaw, photographer, public speaker, serial entrepreneur and author of the new book Lingo: Discover Your Ideal Customer’s Secret Language and Make Your Business Irresistible. Jeffrey is here to show us how we can rise above the noise in a crowded market and attract the right customers. He has fantastic advice about how to really connect with potential clients and understand each market. He even gives us some tips straight from his book as well as a free bonus for listeners of Real Relationships. You’ll want to listen to this episode to hear how you can connect and build a relationship with your ideal client. What is the key to entrepreneurship? Jeffrey learned early on in his business that relationships are the key to entrepreneurship. In this technological age of information, everyone has access to so much knowledge and an equal level of technology so the only thing that separates successful entrepreneurs from the rest of the crowd is the ability to form lasting relationships. When all things are equal then the only thing that matters is the relationship that we have with our clients. This is not something that is taught, no one teaches how to build relationships in business school. Learning how to build and maintain relationships with your client base is the key to success. Listen to this episode to hear how to create lasting relationships with your clients and transform your business. How do you know who your ideal customer is? So many businesses go about finding their ideal clients the wrong way. Instead of trying to force your business to fit a customer avatar start with your innate characteristics. Who are you really? Who would love to work with you? Once you understand the answers to these questions then you can define your ideal customer. After you have defined your ideal customer find out where are they and what is the market like for these people. Take the time at the beginning of building your business to define your market base and you will save yourself a lot of trouble. If you are having a hard time with your current customer base then realign your business to your ideal customer. Learn how to define your ideal customer first by listening to Jeffrey’s fantastic advice on this episode of Real Relationships. How do you better understand your market so you can begin to connect with your target client? When Jeffrey first started out selling portraits he didn’t realize that portraits are a luxury product purchased by affluent people. Once he did he made it a point to study the people that he wanted to sell to. He learned their behaviors and mindsets by going to high-end stores and places to learn more about his market. This helped him learn how to connect with his ideal clients and build relationships with them. Once you understand your market you can begin to make real connections with your target clients. Learn how to make these connections by listening to Jeffrey Shaw on this episode of Real Relationships. How to predict your clients' needs so that you can best serve them Staying one step ahead of your clients is the best way to keep them wanting your services. If you can predict what they need and provide that service to them before they even know what they need then you will form a lasting relationship. This can be a challenge but once you find out the commonalities or common values among your ideal client base then you can speak in a language that connects with them and make those clients feel completely understood. Listen to this episode of Real Relationships to hear how to predict your clients' needs and make them feel understood. Outline of this great episode [1:35] What is the biggest challenge in getting just the right portrait? [5:15] When did Jeffrey realize that relationships were the key to entrepreneurship? [7:15] How did he learn how to build relationships? [10:15] How do we understand other people’s worlds to begin to connect with them? [16:47] Jeffrey walks us through his book [19:56] How to stay one step ahead of your clients [25:21] How to predict your clients’ needs when you don’t contact them frequently Resources & Links mentioned in this episode BOOK - Lingo by Jeffrey Shaw JeffreyShaw.com Lingo Media Kit

My guest on this episode of Real Relationships is Joyce Layman, a speaker, author, business coach, connector, and strategist. She is the author of two fabulous books, Just Another Leap, and Your Connecting Advantage. According to Bob Berg, she is the ‘greatest networker in the world.’ Joyce is on the show to give us her insight on how we can make connections with people rather than simply networking.  If networking hasn’t been working for you, it’s time to learn how to make connections. Listen to this episode to learn how to make real connections and quit networking so that you can develop real relationships and grow your business.   How did Joyce start her business with no brand, network, or clue? Joyce Layman began her own business in 2008, probably the worst time in recent history to become an entrepreneur. She started with no brand, no network, and no clue. Although she had vast experience in outside sales, she found herself without a network. She quickly discovered that she needed to build her network and her brand to make her business successful. Joyce created a brand from scratch and developed the right relationships and the right processes to make her business grow. Listen to this episode to hear how you can create the right relationships and branding to help your business thrive. What is the purpose of networking? Oftentimes people attend networking events to strike it big and network with ‘the right’ people. But the purpose of networking is not just going to a networking event, it’s connecting and building relationships over time. Networking is really all about connecting. Once you make that connection it needs to be nurtured over time. The best results happen when you connect, not just network. When you are able to connect and build a relationship this helps individuals and businesses grow. Listen to this episode to hear how to quit networking and start building relationships. How important is branding?  While it is important to make connections, Joyce tells me that it is vital to ensure that your brand is set up before making these connections. When beginning to network or make connections, the first thing that a person will do when they get the business card or the invite ist to look you up. If you don’t have the proper branding in place on all the social media outlets and your website up then you have just lost your social proof. The core of her book is how building a brand is important to make connections. Listen to this episode to hear Joyce Layman’s great advice on how to position yourself properly online before making connections. Make the ask! What is Joyce Layman’s  most important tactic that can make the difference between being successful or not? -- Making the ask! Sometimes people won’t make the ask because they feel that they are just taking. When you have an ask to make change your mindset and shift gears to see how to add value back to that person. Never miss the opportunity to make the ask. Do the research in advance and gather enough information to make an intelligent ask. Listen to the full episode to hear how you can make an intelligent ask and add value to the people in your network. Outline of this great episode [1:22] She started her own business in 2008 [2:54] Why does she do what she does? [4:02] Why are relationships important to her? [9:16] How did she learn the skill what to do when someone reaches out [13:14] What are some of the pitfalls [18:47] What is her ninja trick? [20:50] What is the core of her book? Resources & Links mentioned in this episode BOOK - Your Connecting Advantage by Joyce Layman BOOK - Just Another Leap by Joyce Layman www.joycelayman.com Joyce on Twitter Joyce on Instagram Joyce on Facebook Joyce on Linkedin -- don’t forget to send a customized invite!

Michael Ferrara has had such a diverse career. He is a great public speaker, a photographer, a philosopher, and a real estate professional. On this episode of Real Relationships, I chat with Matthew and learn how his varied interests have helped his career. Matthew also explains to me how building genuine client relationships have led to his sales success. Matthew never has to chase the sale or make the ask. Do you want to learn how to have your sales just come to you without chasing them down? If so, then listen to this episode to hear Matthew’s fantastic advice on developing genuine client relationships. Learn how to maximize your work and play Why does Matthew Ferrera do what he does?  He is a multifaceted worker that has a knack for connecting different things to help friends and audiences. His varied interests have helped him connect different people and in turn, help them develop relationships. Matthew’s desire to help people to maximize their work and play has led to an interesting and varied career. He realized that those with an expansive view can provide more insight. Find out more about how Matthew uses his unique background to maximize his work and play while connecting people. Repeat great lessons from those who have come before Matthew transformed his career slowly over time. He learned how important relationships are when it took one key relationship to bring about his transformation to a career in real estate. That relationship helped him find his way and he learned some great lessons that he has been repeating throughout the years since great lessons can be used over and over. Ever since embarking on his real estate journey he has been looking for bigger and bigger platforms which eventually led to his career in public speaking. Listen to this episode to hear some of the fantastic lessons that Matthew’s mentors have provided him and that you can use in your own career. Learn how to build key relationships A series of great relationships were a key to Matthew's career success. This led him to learn that relationships are key to making any sales or doing any sort of business. Matthew learned that listening is imperative to building relationships even though his natural tendency as a public speaker is to do all the talking. Part of relationship building is to be a listening marketer, not a telling marketer.   Over time he has learned how to build genuine relationships with his clients. Listen to this episode to hear Matthew’s tips for building genuine client relationships. When will the transaction happen? Many sales professionals are always looking for the next sale. They bombard their clients with spammy newsletters or less than helpful social media tips. Matthew approaches his clients differently. He provides the work first before a transaction ever happens. That way the sale happens naturally when the time is right. He feels that it is best to put the transaction out of his mind and focus on building a genuine relationship with his client. He knows that if the trust is built and the relationship is solid then the transaction will come at the right time. Are you tired of chasing after clients and always trying to make the sale? If so, then you will want to listen to this episode to hear Michael Ferrara discuss his genuine client relationships. Outline of this great episode [1:24] Why does Matthew do what he does [6:04] How Matthew transformed from an introvert to an extrovert [10:05] The power of relationships have been the key to his success [18:06] Being genuine in relationships [22:03] Just do the work and you will get paid [31:47] Open your conversations with questions Resources & Links mentioned in this episode matthewferrara.com Always use the online HTML Editor to compose the content for your website easily.

My guest on this episode of Real Relationships is Michael Katz, the likeable expert. Join Michael and I as we discuss how to form real relationships by becoming a likeable expert in your field. Michael is a likeable expert on marketing and has written four books on the subject. He gives out some great ideas on how to gain clients by not just being an expert in your field but being a likeable expert. If you are interested in learning more about how to gain more clients by building and maintaining real relationships and becoming more likeable to clients listen to this discussion to hear how.   What is a likeable expert? It’s hard to tell exactly who is an expert in their field in today’s ever so specialized world. Every profession seems to be full of experts, but just where are the likeable ones? Something that can set you apart from the rest of the experts in your field is to simply be likeable. Raising your likeability is an easy and practical way to gain more clients.  If you are looking to gain an edge over the competition in your specialty, then you will want to listen to this discussion to hear Michael’s sound advice on becoming a likeable expert. Relationship marketing is key to gaining clients When Michael began his small marketing firm in the early 2000’s he quickly realized that relationship marketing was the key to gaining clients. Over time he became systematic about developing and maintaining relationships. He has learned how to make connections and friends rather than transactions.This personal way of maintaining relationships has led to his incredible success. His expertise with relationship marketing led him to write four books to share his knowledge and techniques with a wider audience. If you would like to learn more about Michael’s secrets to relationship marketing listen to the full episode to hear his great tips.   Do small businesses have an advantage in today’s market? Creating your own small business can be daunting when big businesses are out there taking up most of the playing field. It can be hard to find an advantage to being small, being likeable is a great advantage to a small company. Being likeable is much easier for a small company to achieve than a large corporation. This gives the small business the upper hand in today’s social media marketing economy. Big businesses are constantly trying to create a likeable persona, but a small business doesn’t need to work so hard at creating this persona. Small businesses can achieve this by simply being likeable experts in their field. Listen to this interview with Michael Katz to hear more about how small businesses are becoming leaders in likeability. How important is social media when it comes to likeability? Now that we have established that likeability is an advantage to small businesses, this can be seen both as an opportunity and a challenge. Using social media is extremely important to creating likeability in business. On social media, a business can develop its individual brand and persona. Using social media is a great way to create brand likeability and engage with clients and potential clients. Everyone that you interact with on social media can be seen as a potential lead to business. Listen to this discussion with Michael Katz to hear more about developing relationships through social media to create your brand likeability. Outline of this great episode [1:49] What is a likeable expert? [8:02] What has changed over the past 20 years [11:38] How did Michael get started on his own [14:48] Michael’s secret to keeping clients [20:00] How to make yourself seen as a business professional [23:33] Help anyone that needs help [25:48] What are some insights from his book Resources & Links mentioned in this episode BOOK - The Likeable Expert by Michel J. Katz Michael’s website - Blue Penguin Development Your free gift from Michael Katz Michael’s Twitter

This episode of Real Relationships is formatted a bit differently than my previous ones. Rather than having a guest come on I’ve decided to help you set yourself up for success in the new year.  Since this is the last podcast of the year I’ve decided to discuss goals for the coming year and how to actually meet those goals. Listen in to this episode to get a few fantastic tips to help you make the most of 2018.   Don’t just stop at resolutions Each year we come up with New Year’s resolutions, and by the end of January, they are long forgotten. To follow through on your resolutions you need a strategic plan to make your resolutions happen. Without implementing strategies resolutions are just ideas. Strategic plans make resolutions happen. Listen to this episode to hear how you can come up with a strategic plan to make your resolutions become a reality. The struggle between important and urgent We all get caught up with the urgent tasks of the day. Responding to emails and text messages can take up much of our time. But while these tasks are urgent, are they really important? When you develop a strategic plan to deal with these tasks you can focus on important matters and accomplish your goals. Listen to this episode of Real Relationships to learn how to start focusing your time on important tasks and not waste your day with minutiae. Consistency in relationships Why is consistency important in maintaining relationships? Once you develop a business relationship you must maintain it for it to flourish. Consistency in behavior matters to business relationships. So developing consistency is key to maintaining these relationships. There’s no reason to follow up on a relationship if you aren’t going to be consistent. Listen to this episode to get some great tips on how to build consistency in relationships. Two great ways to develop consistency Building consistency and developing strategic plans can be challenging so how do we do it? I’ve got two great ways. The first is developing tiny habits. These habits are so small that they take barely any time out of your day and are easy to implement. Another way to build consistency is with the calendar technique. Block off time on your calendar dedicated solely to maintaining and developing relationships. If you are looking for some excellent ideas to help build your consistency and set yourself up for an amazing 2018 listen to this episode. Outline of this great episode [1:02] Share us with a friend! [3:02] We have had some fantastic guests on this podcast [5:54] Don’t just stop at resolutions [12:22] Tiny habits [13:59] Calendar technique [16:01] How to get back on the wagon

Are you interested in discovering secrets to building a successful network in your business? It can be a real challenge for introverts to network, but finding the right people to work with is a key to success. Listen to my interview with Jay Papasan to find out how this introvert has built a network of hundreds and how his network helps his business thrive. One amazing piece of advice that Jay gives is that if you aren’t looking for people that are talented, then you become a prisoner to your business. Listen to this conversation to hear how Jay built and maintains a network of hundreds of people and what this means for his business.  How Jay grew with a real estate giant Jay Papasan is my guest on this episode of Real Relationships. He is the co-author of two books and is a real estate professional with Keller Williams. Jay worked as a publisher at Harpercollins in New York before beginning his career with KW as a writer in Austin when the real estate firm was still small. As KW has grown immensely over the past 17 years so has Jay. He went from Newsletter Writer #2 to VP at one of the largest real estate corporations in the world. Listen to this episode to hear how Jay has grown along with the real estate giant. Jay has always loved books and figured he would become a fiction writer, so becoming a bestselling author of a nonfiction book took him completely by surprise. Even so, he has found his passion for writing nonfiction which feeds his why, which is helping others. Listen to this episode to hear more of Jay’s story.  Success isn’t complicated, it's just not easy.  Are you curious to find out what the key to growing a successful business is? After studying businesses and writing about them over the years Jay has found a common thread that stands out as a key to growing a successful business. Are you ready to learn what this key is? As an introvert Jay has learned over time that to become successful in business he would have to master building relationships with people. He feels that by building relationships with people you can find the right people to help you on your path to success. Listen to this interview to learn what the steps are to grow your successful business and find out how to build relationships through your database. Jay gives some excellent advice on succeeding in business by building relationships. Find your primary focus. Jay’s book, “The One Thing,” is about finding one thing to focus on in your business. What is the one thing you should focus on that will give your business the most progress? Align your priorities by first, second, and third. Then narrow the most pressing priority down to just one thing. Give that one thing more time and resources than all the rest. You can still address all the things on your list but tackle the one thing first every day. The businesses that do this will be successful. Are you ready to find your focus and discover your One Thing? Listen to this episode of Real Relationships to start now. What is holding people back from succeeding in their business? Do you feel that something is holding you back from success? Why are people unsuccessful in implementing the most important thing in their business? You won’t want to make the same mistakes that many people make. Unsuccessful people get so busy that they are not stopping to ask the question. What is their number one priority? Instead, they stay busy to avoid the real work that will make their business successful. Listen in to hear what not to do when building a successful business. Outline of this great episode  [0:24] Jay Papasan tells us how he got into writing [4:24] What is Jay’s why as a writer [6:31] Common thread that stands out in successful businesses [12:31] What is the book The One Thing about? [18:48] Why are people unsuccessful in doing the most important thing? [20:34] What is the one non-obvious important tactic used by successful people [24:09] how do you make sure that you are getting in touch with the right people  Resources & Links mentioned in this episode BOOK - The Millionaire Real Estate Agent by Gary Keller, Dave Jenks, and Jay Papasan BOOK - The One Thing by Gary Keller and Jay Papasan The One Thing Website Jay’s Podcast Jay’s LinkedIn Jay’s Facebook

Relationships are arguably the most important aspect of any business but they are sadly misused. Even if a relationship is effective and profitable, you may be doing it wrong and thus hurting your future success. On today’s episode of Real Relationships I welcome Shaa Wasmund, she is a successful businesswoman and a master of relationships. We will dive deep into why going about your working relationships wrongly can be detrimental and how you can make sure you are getting the most out of them. Your working relationships can have a broader effect than you may realize  When Shaa was writing an article for Cosmopolitan magazine she saw first hand how relationships, when used correctly, can have huge impacts on everyone in your circle. In a moment of excitement and unchecked ambition she went over the editor’s head and scheduled an interview with the current middleweight boxing champion without approval. Instead of bringing about painful consequences the situation left Shaa free of student debt and with new contacts. Make sure you listen to this episode to hear exactly what happened.  If your working relationships don’t bring you joy then they are not right for your business  Joy is a pivotal aspect of our lives. Without it even the most important tasks become unbearable. My guest Shaa Wasmund explains in this episode of Real Relationships why your business relationships must first bring you personal joy before they bring you profit. This episode with packed with Shaa’s helpful tips and tricks on how you can make sure you keep your life joyful.  Don’t build a business relationship with someone you wouldn’t want as a friend  Many of us compartmentalize our work and personal life. In many scenarios this is a good thing, but not in the area of relationships. According to Shaa Wasmund, you shouldn’t have a business relationship with someone if they are not the kind of person you would like as a friend, regardless of how much money they might bring your business. Your relationships need to inspire you, motivate you, and fill you with joy each day to get out of bed and tackle what lies before you. If your relationships are not also friendships you won't have that motivation. Listen to this episode to learn from Shaa what you should do if a business relationship does not bring you joy.  Working relationships with friends will bring your business new life  If the only people you grow business relationships with are people you enjoy and would hang out with outside of the workplace then it is safe to say they are your friends. My guest on this episode argues that relationships with these kinds of friends can bring new life to your business by revitalizing you and giving you joy. We all know what it feels like to be sucked dry by our work relationships. If you follow the advice Shaa give in this episode you won’t have to worry about that and your business will flourish as a result.  Outline of this great episode [0:25] Intro to Shaa Wasmund [1:23] I dig into why relationships are such an important part of Shaa’s Business [3:00] Shaa tells us how she learned to build relationships [6:23] The idea of the “Freedom Business” [6:36] How can we stand out in a sea of so many relationships? [7:52] Don’t build relationships with people who you wouldn’t want a friendship with [10:20] Shaa talks about how taxing relationships can be when your heart's not in it [12:01] Focusing on your personal happiness in your business will bring it new life  Resources & Links mentioned in this episode Check out Shaa’s Facebook Group the Freedom Collective  

Patrick Ewers of MindMaven.com specializes in relationships and the power they can have in your business. In this episode of Real Relationships, I dive deep with Patrick into the power of relationships in your business and life. Patrick explains how approaching someone with authenticity can open the doors to a relationship that lasts and benefits both members. If you are struggling to grow your network and or simply want advice on how to effectively benefit those in your circle, make sure you listen to this episode with Patrick Ewers.   Relationships are at the center of effective business   As humans, we all have many of the same needs and desires. This common ground means having a genuine relationship with those in your circle and your business will connect you on a fundamental level, essentially boosting your business.  Patrick Ewers has seen the power of relationships and how they can bring about the seemingly impossible. That is why he has dedicated his professional life to teaching the art of the relationship. In this episode of Real Relationships Patrick gives insight into how relationships play a major role in his daily business. This is a must hear episode, make sure you listen in.   Being reactive instead of proactive is the best way to kill your productivity   It’s completely natural. We all react to our surroundings, events, or conversations. Yet not many of us are naturally proactive. If all we do is react we lose some of the best opportunities to make a difference, not only in our life and business but also in the life and business of others. Listen to this episode of Real Relationships to catch Patrick Ewers’ tips on how to be proactive in a reactive culture.   We will find our greatest potential in relationships   Humans are social creatures. Our lives revolve around others and we run our businesses to meet the need of others. Change is made in our world through the way we affect those around us. As a human, our greatest potential is found in our relationships with others. Patrick Ewers knows this and has become an expert in the art of relationships. He trains people how to create and maintain relationships that make a difference and shares some great advice in this episode. Don’t miss it.   3 tips to connect with high profile people   We can all agree that relationships are important and relationships with influential people are priceless. There are many ways you can connect with high profile people but there are a few that are more effective than others. In this episode of Real Relationships my guest Patrick Ewers outlines his top 3 tips on how to connect with influential people while remaining authentic. Listen to the whole episode to catch them all.   Outline of this great episode: [0:24] My intro of Patrick Ewers of MindMaven.com [1:15] The WHY behind what Patrick does [3:20] FInding our greatest human potential in relationships [5:38] The role relationships play in Patrick’s daily business [9:90] As humans we are all very similar, that is why relationships are so important [11:00] We all tend to be reactive instead of proactive and that hurts our productivity [16:00] Building relationships with high profile people [17:50] 3 Tactics that can draw out responses and increase conversion [21:00] Relationship advice from Benjamin Franklin [26:46] The CORE issue to overcome when creating great relationships [27:00] Patrick reveals the power of positivity and the key to being authentic [33:50] Resources and closing   Resources & Links mentioned in this episode www.mindmaven.com www.mindmaven.com/RR patrick@mindmaven.com

One of the most difficult things about building a successful business in a niche like California's real estate market, is how to be memorable. But my guest today has figured that one out simply by being himself. Peter Lorimer is a former music producer turned real estate professional whose company is niched into the high dollar Hollywood real estate world. He’s learned to use his unique personality and bent toward entertainment to make himself and his company memorable. In this conversation, we discuss how Peter got into real estate, how he fosters incredible relationships, his use of video and ad targeting to reach his ideal clients, and why he thinks email alone is never enough. This is a great conversation you won’t want to miss. Be who you are, and whoever is attracted to that will become your clients. Every line of work has its conventions, the things that are expected and normal for people working in that industry to do. When Peter Lorimer became a real estate agent, initially with Keller Williams, he played the part - suit coat, tie, nice shoes - but realized quickly that he couldn’t fit comfortably into that mold. So he decided to be himself, which eventually meant branching out to establish his own real estate office, build a team of agents, and market his company and services WAY outside the normal real estate box. Find out how Peter made that decision, the things he’s done to learn how to be memorable to his ideal prospects, and what happened when he did, on this episode of Real Relationships. If you don't figure out how to be memorable you won’t be noticed. What brand of soap do you use in the shower? Do you even know? If there’s nothing about a brand or company that resonates with you, causing you to remember the brand, what’s to prevent you from switching brands? Peter Lorimer realized from his work in the music industry that creativity and originality are vital when it comes to attracting and retaining a fan base, so he decided to apply the idea to his real estate business. The results have been phenomenal - and that’s no exaggeration. Find out what Peter did, how he uses video to entertain, inform, and warm up prospects, and his best advice for those wanting to branch out and become memorable, on this episode. You can’t outspend the big companies, but you can do something they can’t do. Most big companies in any industry are wearing golden handcuffs, the restraints of their industry that dictate what’s appropriate and inappropriate to do in terms of brand messaging, marketing, etc. As a smaller player in your field, that gives you a distinct advantage. You can take risks they can’t, you can experiment and try things that would be too dicey for them, and you can connect in a genuine, personal way with people you know are interested in the service you offer and the way you offer it. Peter Lorimer is a pro at connecting with people through his edgy, entertaining approach to content marketing, and he’s learned to follow it up with personal contact through targeted ads. You’ve got to hear him explain it himself - and you can by listening to this episode. Move toward the stuff you love to do. Others will feel your enjoyment and be attracted. It’s always a fun experience to be around someone who loves what they do. I had that kind of experience as I spoke with Peter Lorimer for this episode of Real Relationships. Peter obviously loves the work he does and has determined to do his work in a way that he enjoys. That enjoyment comes across in his enthusiasm and the quality of what he produces, and it’s incredibly attractive. Listen to this episode to hear Peter’s advice on moving toward the things you love and away from the things you don’t so that others will feel your enjoyment and be attracted to you. Outline of this great episode [0:27] My introduction of Peter Lorimer, CEO of PLG Estates. [1:19] Peter’s jump from being a record producer to a real estate producer. [4:56] The way Peter learned to build really great relationships. [7:45] Peter’s way of differentiating himself and his company in a crowded market. [16:14] The approach Peter has taken to video as part of his content marketing. [24:08] Peter’s approach to making his video content better all the time. [27:43] Connecting entertaining content marketing and effective follow up. [29:50] The most important thing in building relationships: don’t depend on email alone. Resources & Links mentioned in this episode PLG Estates - Peter’s company Keller Williams PLG on YouTube BombBomb LinkedIn Video

One of the people I’ve seen demonstrate the ability to make and keep meaningful connections with people over time is Rob Mehta. Whether it's helping brokers grow their business, building strategic alliances, or simply focusing on the next new idea, Rob is a guy who knows how to do what it takes to get things done when it comes to building a powerful relational network. In this conversation, we talk about Rob’s approach to building long-term relationships, how he does it from a practical standpoint, and how he integrates technology into the process. Relationships are the foundational building blocks of every business. If you’ve not heard it enough by now, let me say it again: relationships are the foundational building blocks of every business. You serve people and those people respond better and with loyalty when you treat them as a meaningful person instead of just a customer. Rob Mehta has learned that lesson in his time as a real estate agent, so much so that he speaks on the topic often at places like the 2017 REEA conference. Rob shares his approach to building relationships from square one in this conversation, and while it’s not rocket science, it’s also not intuitive to a lot of people, so be sure you listen and learn from what he’s got to say. Savvy agents lay the groundwork for future success through relationships. In his experience as a real estate agent, principal owner of his brokerage, and real estate trainer and coach Rob Mehta has learned that success doesn’t appear from thin air, it’s built on something. In his world, that something is meaningful relationships. He sees the relationships he’s investing in today as the groundwork for future opportunities. He has learned not to count the profit that will come from a phone call in the moment. It may be years before it yields fruit, but it will produce. Rob is so confident of that fact that he regularly reaches out to every person in his contact list. Find out how he does it on this episode of Real Relationships. Don’t over complicate your relationships. Simply do the simple things every day. When I asked Rob to share one piece of advice that is non-obvious but important in building a powerful network of meaningful connections, he had a hard time with the “non-obvious” part. He said that the things that matter in relationship building ARE the obvious things, and they’re also the things most people don’t do. Things like phone calls, cards, letters, the touchpoints that let people know they are more than a number or client, they are a friend - those are the obvious things that need to be done. Rob shares how he has made a daily practice of reaching out and the way he fits it into his schedule. It’s simpler than you might imagine, so be sure you listen. Your world of relationships can benefit from the technology you use. Leading a technology company that serves to make connections between people, you’d expect me to say that technology can be a benefit to your relationships. But I’m not the one who said it this time, my guest Rob Mehta is. Rob said it’s not only vital to have and use a great CRM like Contactually, it’s also vital to know how to use Facebook, Twitter, and other social media platforms to serve the relationships you have. He outlines how you can do that during this conversation, so I hope you’ll take the time to hear it. Outline of this great episode [0:36] My introduction of today’s guest: Rob Mehta, global real estate broker, trainer, and much more. [1:47] Why Rob does training about relationships - why it’s so important. [3:32] Will relationships still be a critical part of the changing real estate industry? [7:23] Why data is no longer a competitive advantage: relationship-based service is needed. [10:52] How Rob learned to build good relationships. [14:46] The most non-obvious but important tactic to build a relationship network. [17:34] Rob’s advice for people who are phone-shy but need to make calls to contacts. [19:01] What’s the main blocker to building and using a database of contacts? [20:41] The role technology plays in the world of relationships. [23:14] How Rob decides to remove a person from his contact list. Resources & Links mentioned in this episode rob(at)Robmehtapartners.com Rob Mehta Partners Rob on Twitter Rob on Facebook The National Association of Realtors

Are you familiar with the term, Connectional Intelligence? It’s the ability to create and drive greater value by effectively harnessing your networks and relationships. Erica Dhawan says it’s the next, greatest trait or skill that leaders will use to bring change to their workplaces and the world. She believes our greatest tools and resources are in the places we least expect them to be, and our connections and networks are what put us in touch with those resources and makes us aware of them. I’ve invited Erica Dhawan on this episode of Real Relationships to hear what her research has revealed about the power of connectional intelligence, so I hope you listen. Want to improve your connectional intelligence? Here are some ways you can do it now! In many ways it’s not who you know that is important, it’s how you engage with the people you know. You want to learn how to maximize the connections and networks you already have to bring greater value to your entire circle of connections. You improve your connectional intelligence by learning to ask different kinds of questions, by keeping clear on who is in your circle who has something to offer to the people you are interacting with presently. Those are all ways you can connect intelligently. Find out more about how you can improve your connectional intelligence from my guest, Erica Dhawan, on this episode. The 5 Cs of connectional intelligence. Learn them and grow your business. There is a cognitive surplus within most organizations, a pool of knowledge and experience that is already available to the group. It’s vital for leaders to build teams of people who are able to mine that information and knowledge in ways that help the overall organization utilize it for the benefit of the company and its clients. The people you’re looking for to be a part of that team are ones who have the 5 Cs of connectional intelligence: curiosity, combination, community, courage, and combustion. You can find out what those mean and how you can learn more about the idea of C.I. from this episode of Real Relationships. If you’re trying to improve your relationships with your contacts, it’s not just about follow-up. When most people think about good connections they think of developing an organized, systematic way of following up with their contacts. Of course, that’s important, but it takes a lot more than that to improve your relationships with contacts. Let’s take a business prospect as an example. You need to be asking yourself, “How do you bring the knowledge inside your organization to bear on that client’s needs? How do you grow the potential of the deal by enabling your potential clients to meet with service partners who can help them understand how to use your resources and theirs to gain the thing they’re looking for?” Those are the ways you make the most of your network of connections, and on this episode, my guest Erica Dhawan tells us how. Are you interested in learning what type of connector you are? Here’s a free tool you can use. Do you know what type of connector you are? For example: Are you more of a thinker who likes to connect around ideas? Or are you an enabler who likes to connect with people through meetings, phone calls, or networking events? Or perhaps you’re an executor - a person who likes to connect around some action point? You need to know - and you need to know how to use your connection style to build better, more valuable relationships within your circle of influence. On this episode, you’ll be offered a free assessment so that you can discover your unique type of connectional intelligence. Outline of this great episode [0:31] Who is Erica Dhawan and why I’m having her on the show. [3:01] What is connectional intelligence and why is it important? [5:53] How can you know if you have connectional intelligence? [13:05] What can be done to develop your connectional intelligence? [17:30] How can connectional intelligence helped Erica’s company grow? [20:49] The connection Erica made that’s impacted her the most. [23:15] The one most non-obvious but most important tactic for building meaningful connections. Resources & Links mentioned in this episode www.EricaDhawan.com www.CotentialGroup.com Erica on Twitter Take your connectional intelligence assessment: Text the message “Erica” to “66866” Ericia’s book: Get Big Things Done BOOK: The Tipping Point BOOK: Give and Take InnoCentive

Relationships and time are two things everybody has - and interestingly, time is what fuels relationships. If you’re going to make the most of your relationships, for you and for the people on the other side, you’ve got to learn effective skills for managing them. This episode is a great primer on the subject. For this episode, I got to chat with John Corcoran, a guy who’s risen to the top of the entrepreneurial community as a connector and relationship builder. He’s doing it right and I got to ask him some key questions for building relationships, how to manage them well, and what it takes to set aside the time to do it consistently. Does that sound like stuff you’d like to know? I thought so. Be sure to listen! The universal language of connecting with people is adding value to them. If you want to know how to truly connect with people in meaningful ways, you need to learn how to add value to them, and how to do it strategically. That means knowing how to notice what they need that you are able to provide, how to pick up on the things they value and would receive warmly, and how to wisely put those things to work in the way you build the relationship. You’re going to love this chat with John Corcoran. He shares some simple and not-so-obvious things like those about adding value. I know you’re going to find it to be helpful. Many people understand the power of adding value, but few people practice it. It takes time to build relationships. Right? There’s no getting around it. That fact is the primary reason most people don’t invest in relationships like they should. On this episode, John Corcoran shares how he’s come to view the importance of relationships and how he organizes and manages his relationships using software - but more importantly he tells how he’s been able to get his mind in the right place to enable himself to make the management of his relationships the priority he knows it needs to be. There is so much value in this conversation. I guess that means John practices what he preaches. Tip for making connections: Find events geared around things you already enjoy. Most of us know the discomfort of going to “networking” events where you put on a name tag, grab a drink, and stand around looking for somebody you know. Only those who are outrageously extroverted really enjoy that kind of thing. With this in mind, I asked my guest, John Corcoran how he suggests the rest of us go about making good connections. His tip was very simple: Don’t just go to networking events, strategically choose contexts or events to attend where you already have an interest or expertise. That will make the entire thing easier from the start and you’ll find yourself naturally connecting with people who are there for the same reasons. If you want to grow your connections, you need to be making introductions. Few people want to be known as a person who gives in order to get. But nevertheless, it’s true that when you give, others give back to you. John Corcoran points out that by making strategic introductions between people you know you’ll begin to receive introductions in return. He’s found that the degree of new introductions he’s receiving at any given time is almost directly correlated to the amount of introductions he’s making. It’s common sense but requires that we take action. You can hear more of John’s hard-learned but valuable tips on this episode. Outline of this great episode [0:42] My introduction to John Corcoran: former speech writer, lawyer, and entrepreneur. [2:30] Why John has moved to entrepreneurism instead of staying in the legal profession. [4:47] How John learned to make connections and make the mental leap to his current role. [7:04] Here’s how John decided WHO he wanted to reach out to and connect with. [11:10] How John has built an event-based community and connection business. [12:57] John’s most non-obvious but important tactic for building relationships. [15:32] The process John uses to prioritize his relationships for follow up. [20:04] John’s process for how he builds relationships. [24:09] The best way to connect with John. Resources & Links mentioned in this episode www.SmartBusinessRevolution.com - John’s site and Podcast Rise 25 PipeDrive

In the Washington, D.C. area there are hundreds of real estate brokerages. But the Century 21 Redwood Brokerage, lead by my guest Eddie Berenbaum is one of the most successful. The primary reason it’s successful is that from the leadership down through the ranks, relationships are at the center of everything they do. In this episode, Eddie tells how they’ve been able to infuse that understanding and practice into the company DNA, and what it means to the brokerage’s ability to experience true success in real estate. It's a great conversation you'll glean a lot of good practices from. Success in real estate only happens when you’ve built a relationship with a real person. When I asked Eddie Berenbaum why relationships are so important to his Century 21 Redwoods team, he said that real estate success is predicated on relationships with real people. Somewhere in the process of any successful real estate transaction, a person has been impacted by you in a positive way and trust has been established. And we all know that trust is one of the key components to any business being done. Eddie’s generous sharing on this episode is an example of what makes him such a successful broker/owner. You’ll want to hear what he has to teach you, so be sure to listen. Referrals are the best kind of lead generation - and they only happen through relationships. In any business, the enthusiastic referral of a happy client or customer is like money in the bank. It instantly builds a level of trust for you or your team like nothing else can. That kind of referral happens when your clients experience your care and concern for them - not just in how you serviced them but also in how you treated them in the process. Eddie Berenbaum speaks to the importance of relationships in real estate success on this episode. You’ll find his experience and advice applicable to your particular business as well. Successful real estate agents understand the value of keeping up with past clients. You’ve probably heard people talk about the importance of follow up so much that you’re sick of hearing it. But there’s a reason you hear it said so much: it’s really true. The difference it makes is incalculable. Eddie Berenbaum says that successful real estate agents make a habit of following-up with their clients, not only after the completion of a transaction but on an ongoing basis. That’s because the client is more than a means to an end, they are a person who the agent truly cares about. And when you care, you stay in touch. Find out how his agents use software and intention to care for those they serve, on this episode of Real Relationships. Nurturing relationships with team members yields amazing and unexpected benefits. When I asked Eddie Berenbaum how nurturing relationships with his team has helped them find success in real estate he said the practice of team-based relationship-building does things he never expected. For example, as a team leader, he regularly checks in with his team members on a personal level to keep the relationship fresh. One result of doing so is that when a team member reaches out to him at a time when he is unable to respond, his delay in responding is not taken negatively. In other words, he’s given the benefit of the doubt when he can’t respond right away because he's proved his concern for them in the past. That’s just one of the unforeseen benefits of nurturing team relationships that you’ll hear Eddie share on this episode. Outline of this great episode [0:43] Why I invited Eddie Berenbaum to be on this episode. [2:11] Why success in Real Estate is predicated on relationships. [6:03] How Eddie manages the relationships within his broker team, lovingly pushing them to grow. [11:17] The most non-obvious but important thing to build relationships and success in real estate. [16:23] How the Redwoods team works together to foster success in relationships. [18:40] Why giving to the community is an integral part of what Eddie’s brokerage does. Resources & Links mentioned in this episode Eddie’s Century 21 Brokerage Office (202) 815-0925 - connect with Eddie via phone or text.

Many people talk about relationship management these days, but Mike Muhney prefers to talk about self-management and the skills it takes to ensure that you are good in relationships. I had a great time chatting with Mike for this episode of Real Relationships. He’s such a down-to-earth, practically oriented guy who has been building great relationships with people for decades. His insights into what it takes to build the self-management skills that set you up for great relationships are invaluable. Be sure you take the time to listen. Relationships are about how you show people you care about them. One of the reasons Mike Muhney first decided to be part of a team that would go on to create the first CRM - ACT! CRM - was because he saw how technology was going to make it possible for average people to become more organized and intentional in the way they cared for others. To him, relationships are about showing people that you care about them, and you can’t do that well if your connections with them are random or hit and miss. In this conversation, Mike mentions a lot of great tips but one of the best is that the self-management skills required to build good relationships are worth developing. They will serve you for years to come. CRM software for people who are not in sales - Vipor. Mike often refers to his newest software venture - Vipor - as un-CRM. What he means is that it’s not the typical CRM software package that tracks relationships for the sake of following up, making a sale, handling customer service, etc. It’s purely about the people involved in the relationship and how you as the software user can facilitate a deeper connection with others simply because you care. Find out more about Vipor and the tips Mike gives for using any CRM solution, on this episode of Real Relationships. Relationships are investments. If you treat them as investments they will reward you. Relationships need to be taken seriously because they are important and they don’t provide what they should if you neglect them. Mike Muhney says that relationships are like investments. You care for them, you assess how they are progressing, you do your very best to provide exactly what they need to keep growing. That’s how you glean the benefits of good relationships and how to pursue other people in ways that really matter. Find out more about relationship skills from Mike, on this episode. If you want to build good relationships you have to learn how to be likable. When I asked my guest, Mike Muhney for one not-so-obvious but vital tip for building good relationships he said that you have to learn how to be likable. It’s the likability factor that enables you to move past the first awkward stages of any relationship. It begins with a smile, a firm handshake, and a genuine interest in others. Mike has so much experience building great relationships and he shares quite a few gold nuggets about self-management skills that are required to build good relationships on this episode. Don’t miss these great insights from a master relationship builder. Outline of this great episode [0:36] Mike’s story as co-creator of ACT! CRM and how it got its name. [3:51] What made Mike leave IBM to create a CRM solution like Act! [6:24] Before apps existed, how was CRM done? [8:21] Why ViporPlus is called the “un-CRM.” [13:36] The challenges of getting people to adopt an un-CRM. [17:29] How the average person should transition to any CRM app. [20:00] The one non-obvious trait of people who are good with relationships. [23:51] The one connection that has impacted Mike the most. Resources & Links mentioned in this episode Mike Muhney’s website Mike(at)Viporbit.com Vipor CRM Mike on LinkedIn Vipor on Facebook Vipor on Twitter ACT! CRM Symantec SalesForce

All of us want to make more profit in our business. It’s at least a part of why we are in business. But the question arises, “What is the best way to make a profit?” Bob Berg says that the best way to make more profit is to give - to always ask how you can add more value to that person. In this conversation, Bob shares the concepts from his book, “The Go Giver” with me to clarify why the laws of giving are the best way to provide value to others and consequently, make maximum profit for yourself. It’s a great and insightful conversation, so be sure you take the time to listen. As human beings, we are wired to represent something greater than ourselves. The primary principle behind becoming a person who gives tremendous value to those who you connect with is that all of us as human beings are wired to contribute in ways that are larger than ourselves. That means we all want to give - we just don’t always know what that means or how to do it. Bob Burg shares how every person, every business leader needs to position themselves in ways that serve others with maximum value. Find out how to tweak your thinking to fulfill that end goal and discover the incredible things - like more profit - that come as a result. People will only buy from you because they are convinced they will benefit by doing so. It’s natural that people who wind up buying your product or paying for your service only do so because they believe they will benefit by doing so. Your job as a business owner or sales professional is to ensure that they see the benefits they will receive clearly, without exception. You do that by adding tremendous value to every interaction you have with them. You want them to associate you, your products, and your brand with generosity toward them. Bob Burg talks about how you can make that happen and increase profits at the same time, on this episode of Real Relationships. The amount of money you make is directly proportional to the number of people you serve. One of Bob Burg’s favorite maxims is this: The amount of money you make is directly proportional to the number of people you serve. What he’s saying is that service precedes profit - every time. People are naturally willing to pay for the things that benefit them the most, so every business person needs to stop focusing on the profit and instead focus on the value of what they provide to their customers and clients. Find ways to expand the value, to improve upon it, to give them even more - and you make more profit in the relationship - every time. The single greatest people skill is a highly developed interest in the other person. The Go-Giver mentality that Bob Burg is so famous for championing can sound a bit utilitarian to some at first listen. How is it not simply another form of self-serving behavior? Bob says that beneath a Go-Giver mentality is a fundamental concern for the people you encounter. You can’t expect to benefit from the interactions you have with people, even by applying the Go-Giver principles, if you are not genuinely interested in people. They can smell the hypocrisy right away and will be repelled by your Go-Giver attempts rather than drawn in by them. Find out how to best understand that distinction by listening to this conversation with Bob Burg. Outline of this great episode [0:31] My introduction of Bob Berg - does he really NEED an introduction? [2:15] Why has Bob chosen to dedicate his life to the “Go-Giver” concepts? [4:02] The intent of “The Go-Giver”: Shifting your focus from getting to giving. [7:00] Summarizing the laws of the Go-Giver Bob covers in his book. [12:40] How can you wisely choose who to serve? [17:10] Examples of a Go-Giver type of company. [20:10] The 5 elements of value you need to communicate to clients. [25:36] How do you become comfortable with asking for things? [29:50] How the Go-Giver concepts apply to leadership. Resources & Links mentioned in this episode www.TheGoGiver.com www.BobBurg.com BOOK: The Go-Giver BOOK: The Go-Giver Leader

If you’ve listened to Real Relationships for any length of time you know that the premise for the podcast and the business behind it is that relationships matter. It’s not just that they matter for increased business and profit, it’s that they matter for the long-haul to increase your quality of life. This episode features Nikki Beauchamp, a dynamic luxury real estate agent in New York City who has built her business on the referrals that flow out of the relationships she’s established. She’s a strong advocate for the power of relationships in building a business long-term. She and I chat about how she learned to build such cooperative relationships with her clients and what it means to make clients truly happy. You’ll enjoy hearing her perspective, on this episode. The power of relationships is seen long-term as you build a successful business. You can’t build an enduring business on a transactional approach - not without the process being harder than it needs to be. As I spoke with Nikki Beauchamp on this episode it became abundantly clear that the real power of relationships is that they progressively build a wider and wider network of connections that fuel your business through referrals, but only as you provide your first tier relationships with the service and value that places you “top of mind” in your industry. Find out how Nikki Beauchamp has done it and what you can expect to happen as you follow the same approach, on this episode. Your CRM will make no difference if you don’t first have a commitment to real relationships. Nikki Beauchamp says that she loves the software tools that help her stay connected with her clients and network, but they’d be digital dust catchers if she didn’t first have a commitment to making the power of relationships work for her business. She believes that the mindset that fuels an effective follow-up plan is key to MAKING it effective. It’s what drives consistency and enables the genuine interest in your clients to be expressed. You can discover the way Nikki Beauchamp looks at the issue of relationships as they relate to the ongoing growth of her real estate business, on this episode of Real Relationships. Be more interested in your client being happy long-term rather than the immediate transaction. Every business needs closed transactions in order to be successful. But if you focus on the transactions you’re potentially leaving a lot of future revenue on the table. The client involved in your transaction right now, or one of their friends or family members, is going to need the exact services you provide in the future. You want to serve your client during the present transaction in a way that makes you an obvious referral to those they know when that time comes. Nikki Beauchamp is a pro at building those kinds of relationships and she shares the mindset and approach she takes to build them, on this episode. You have to figure out a relationship management system that works for you. There’s no piece of software that magically creates the perfect network follow-up sequence. You’ve got to find one that fits you and the way you work. When Nikki Beauchamp found Contactually, it was the perfect system for her because she found it intuitive to the way she thinks. It’s been an instrumental part of her relationship building and maintenance systems and is one of the reasons she’s able to devote ongoing attention to her network of relationships. This conversation I had with Nikki Beauchamp is full of great relational insights so be sure you take the time to listen. Outline of this great episode [0:39] My introduction to my guest, Nikki Beauchamp [2:22] A story of client referrals that illustrates how Nikki Beauchamp builds her business. [6:00] The benefits of product knowledge when it comes to helping potential clients. [8:19] How Nikki Beauchamp has turned toward relationships in spite of feeling like an introvert. [11:53] How Nikki Beauchamp learned to build great relationships. [13:47] The process Nikki Beauchamp follows to discover if a person is a great fit to be her client. [16:15] The seeds that are planted through relational connections and how Nikki Beauchamp maintains her follow up and relationships. [22:44] What convinced Nikki Beauchamp it’s worth the time to stay connected with her network. [25:09] One piece of advice around building relationship Nikki Beauchamp wants you to know. Resources & Links mentioned in this episode Nikki’s website: http://www.nicolebeauchamp.com/ Connect with Nikki via Twitter Connect via LinkedIn Connect on Facebook

What does it take to become the top of mind person in your niche - you know, the person people in the community think of when they think of that business or niche? My guest on this episode, Sean Carpenter has proven what it takes to become top of mind. He says it’s relationships and that in his business (real estate), houses are the widgets used to foster beneficial relationships. He’s never focused on selling a house or listing a property - he’s focused on helping the people who live in the houses or helping the people who need to sell the house. It’s served him incredibly well. Be sure you listen to get a taste of why Sean is an outstanding mentor in his part of the country when it comes to real estate success. Want to be top of mind? Remember to solve problems. Sean Carpenter reminds us that when you are able to truly solve problems that real people have, you become a trusted advisor and a great resource to them. And if you can do it in a way that makes the experience fun and memorable, you’re well on the way to being their top of mind person in your industry. Sean shares how you can work toward having people think of you specifically when they think of your discipline and business niche, on this episode of Real Relationships. Confidence, competence, and consistency give people a positive feeling about you. And that’s what it takes to become top of mind for your ideal clients. They need to first KNOW that you can do the job, and then they have to know that you WILL do the job reliably. It’s the act of building trust and it happens over time. Those are the kinds of relationships that make you so valuable to people that they can’t help but think of you. Find out how to go about building that kind of awareness in the minds of others from Sean Carpenter, on this episode of Real Relationships. When it comes to maintaining relationships, either you control your schedule or someone else does. Most people feel that the follow-up or consistency needed to keep up with online or distance relationships is not possible for them. But most people who say that simply aren’t in control of their schedule and haven’t prioritized the activity of follow-up as a business building activity they need to do every day. Sean Carpenter describes how he’s been able to put a consistent practice of follow-up in place in spite of his busy schedule and gives some great advice on who you can start doing the same, on this episode. Remembering and using people’s names is the most non-obvious thing to move you forward. When I asked Sean Carpenter for the most non-obvious but important thing he would advise his younger self to do in order to be successful, he responded without skipping a beat. He said that it’s vital to learn how to remember and use people’s names. Your name is the only aspect of language that you own personally, and the power of using someone’s name not only blesses and benefits them, it also makes you stand out in their minds because few people take the time to remember and use their name. Find out more simple but powerful tips like this from my guest, Sean Carpenter by listening to this episode. Outline of this great episode [0:35] Zvi’s introduction of Sean Carpenter, Realtor and business builder. [2:01] Why Sean sees relationships as a critical part of life and business. [4:34] How Sean lost his fear of strangers and began building relationships. [6:36] The important task of building relationships day to day over the years. [10:13] Bridging the gap between urgent and important in your business and life. [17:54] Dealing with the unexpected issues that arise. [19:30] How to set up your business to be successful: prioritize your day. [21:17] The way Sean built a structured, successful business and life. [24:34] The most non-obvious but important tactic Sean has found in business. [27:59] Sean’s ask from you, the listener. Resources & Links mentioned in this episode Sean’s Website: http://www.carpscorner.net/ 614-989-2277 Sean on Facebook Sean on Twitter Sean on LinkedIn Sean on YouTube Callie the Puppy on Twitter

When you can add relational value to the people in your circle you discover doors open for you like never before. Derek Coburn is one of the people I’ve noticed adding true relational value to the lives of his clients and others he meets. He’s become so convinced that is the best way to build a personal and business network that he’s begun his own organization to host events that bring people together and add value to their lives. You can hear Derek’s philosophy of how networking was not working, what he did to change the model, and the incredible results he’s had as a result - it’s all on this episode of Real Relationships. Why you need to be of greater value to your clients than the service you do. Many business owners provide a service or product to their clients, which means the reality they need to accept is that they are very much a commodity to their clients or customers. That means the moment a similar product or service comes along that offers a lower price or new bell or whistle, you could become expendable. How do you change that? By adding relational value to your clients and customers - by building relationships with them that matter. On this episode, Derek Coburn tells us how he’s done that and how impacting and powerful it’s become in his life and in the lives of the many people he’s been able to connect with others over the years. The core of great relationships is the feeling people have toward you. Long-term, successful businesses are built on relationships. And you build the relationships by adding value to them, by providing things, experiences, resources, introductions to your clients that go far beyond what you actually do for them. That way you become a valuable resource, a go-to person who connects them with things that are truly helpful to them. They value you because they value what you add to their lives - and that's a feeling they have about YOU. You can learn how to think about this relational value approach to networking from Derek Coburn, a master networker, author, and financial advisor, on this episode. In a commodity type business, you need to provide more than just your commodity. Once you recognize that business with your regular clients could be at risk simply because they might see you as nothing more than a commodity, it’s time for you to begin making a bigger impact in their lives - and that comes through adding relational value to them. You need to figure out the ways you can add incredible value to them, beyond what a normal “company” or service provider might do. It’s the best way to stand apart from your competition and ensure that your clients never WANT to leave you. Find out how from Derek Coburn, on this episode. If you want to build a relationship with someone influential, you’d better be thoughtful about it. One of the best things you can do for your existing clients and customers is to introduce them to people you know that they need to know. But that requires that you are continually building relationships with influencers and high profile people who can truly BE an asset to your clients. On this episode of Real Relationships, Derek Coburn gives his advice about how to go about reaching out to the busy people you want to meet - and how to do it the smart way. You don’t want to miss it. Outline of this great episode [0:34] My introduction of Derek Coburn and why he’s on this episode of Real Relationships. [1:30] The events that led up to Derek writing his book. [5:35] Why you need to be of greater value to your clients than the service you do. [7:30] How Derek’s new ways of networking grew his business during the economic downturn. [11:45] Leveraging events to introduce clients to influencers and open doors to new relationships. [13:04] The exact things Derek did to help his clients and build his network. [18:10] The difference between success and failure in networking events. [23:50] Being of service to your clients in ways unrelated to what you do. [27:22] Derek’s regular approach to maintaining relationships. [35:20] The most non-obvious but important activity to building real relationships. Resources & Links mentioned in this episode http://www.derekcoburn.com/ http://www.cadredc.com - Derek’s networking event organization Derek(at)DerekCoburn(dot)com BOOK: Networking is Not Working BOOK: Give and Take Calendly

If you want a competitive advantage in business you know that relationships play an important part in it. But it’s not about how MANY relationships you have, it’s about the level of quality those relationships are. On this episode, I am speaking with my friend Jayson Gaignard who is one of the most skillful people I know at building quality relationships. I asked him how he learned the skill, what he recommends for those who want to begin building quality relationships, and what the ROI is of doing so. You are going to learn a lot from this episode. Why the ultimate competitive advantage in business is caring. When it comes to building relationships, Jayson says that the most important thing you can do is truly care for people. In his words, “caring is the ultimate competitive advantage.” As we talk, you will hear him describe many situations where his level of caring for a person is what made the difference in whether or not the relationship went deeper or fizzled out. His example is great one to follow and I encourage you to listen so you can get to know a little bit more about how he builds such lasting and powerful relationships. Deep is better than wide when it comes to relationships. Many of us these days feel connected with people simply because we have a lot of Facebook friends or LinkedIn connections. But if we are honest, we know those people are not individuals we are truly connected with. It's the deeper relationships the matter, not the number of connections you have. My friend Jayson shares how he goes about building deep relationships on this episode - and you won't find a person who knows how to do it better. Find out why he started hosting Mastermind dinners and how he recommends you could host your own dinners to build your network of deep relationships. Who would you want to have dinner with? That’s a great place to start. Part of the reason Jayson began hosting dinners is because he realized that a good barometer of whether or not he would benefit from having a deeper relationship with a person, was to ask himself, “Would I like to have dinner with this person?” If the answer was, “yes,” then he decided he might as well invite them to dinner and get on with it. It's an intriguing idea and one that helps to clarify whether or not there is true potential in the relationship. Listen to this conversation to find out more about building relationships that serve both you and the person you befriend, on this episode. Amazing people typically know amazing people, so get started meeting them. One of the things that has often astounded me about Jayson is the level and quality of friends that he has. It seems like he knows everybody who is anybody. When I asked him how that happened, he said that it started with one person. He has learned that amazing people typically know amazing people and your network of relationships builds from that first relationship naturally as a result. If you want to learn from one of the best when it comes to building relationships that matter, you have got to hear what Jayson has to share on this episode. Outline of this great episode [0:24] My introduction of Jayson Gaignard. [1:11] Why are relationships such a crucial part of Jayson’s business these days? [3:57] How Jayson learned the skill of building great relationships. [7:39] Jayson’s approach: going deep with people instead of going wide. [12:08] What is Jayson’s criteria for choosing the right people to go deep with? [17:10] The slippery slope of seeking a return from relationships. [26:16] Can you do so much for people that they start feeling bad? [29:10] Jayson’s recommendations for hosting dinners for people. [33:55] The one most non-obvious but critical thing Jayson has learned about relationships. Resources & Links mentioned in this episode The Mastermind Talks Podcast jayson(at)mastermindtalks.com BOOK: Mastermind Dinners Mastermind Talks Events

One of the things Jon Levy will tell you from his research into human interactions and deep connections is that the thing that influences most as individuals is the people we are surrounded by. Jon has made it his business to learn all he can about the science and practical aspects of building meaningful connections - not just because it’s interesting to him but also because it’s a skill he wants to teach people so they can add true value to others. You won’t want to miss this practical and powerful conversation. To make sure your interest in people is real you have to care about them. Foundational to building relationships that matter is taking a genuine interest in people. And though it's very basic, we have to understand that our interest in people can’t be genuine if you don’t really care about the people in view. Caring is at the heart of every interaction for the person who makes great, meaningful connections that serve others. Jon Levy emphasizes that point in this conversation as he tells how he first became interested in the dynamics of human interactions and gives very practical pointers for how you can show genuine interest in ways that are memorable and meaningful. For an extraordinary life, surround yourself with the right people. Most of us have heard the quote from Jim Rohn about being the sum of the 5 people you hang around with the most. But Jon Levy takes that much deeper. He points out that research demonstrates that it’s not only the people you hang around who make the most significant contributions to who you become but also the people THEY hang around. You can find out how that connection is made and the impact it can have on the way you build strategic relationships, on this episode of Real Relationships. It takes work to be remarkable. You can do it by being curious. All of us want to be remarkable in our own unique way. And we want it because we find fulfillment in knowing that we’ve made a difference in someone else’s life. But few people are able to be remarkable by accident or by default. It takes intentionality and hard work. That’s the point Jon Levy makes on this episode - and his tips on how to do that hard work are invaluable. If you want to know how to make a bigger impact through the chance encounters and intentional meetings of your life, you need to hear what Jon has to share on this episode. Would you like to make influencers remember you? Focus on your last interaction. Jon Levy unloads a wealth of knowledge about how to build meaningful relationships through genuine care and hard work on this episode. An example of the insight he shares is that research is showing that the reason we remember certain experiences has to do with both the high points or moments of the experience AND the final moments. Knowing that equips us to think more strategically about the meetings we have. Are there things we can do to leverage the experience toward being memorable? Jon says we absolutely can. Find out what he suggests and how it can impact your ability to make meaningful connections, on this episode. Outline of this great episode [0:29] My introduction to Jon Levy, an expert in communication and connection. [1:56] The background and upbringing that pointed Jon toward connections. [3:42] How Jon reaches outside his own comfort zone to reach out to diverse people. [6:50] How Jon’s influencer dinners function to connect people. [13:35] The things Jon has learned about relationships through researching for his book. [18:31] Baiting people into asking you more conversations. [20:48] A litmus test for determining the effort you should invest in a connection. [23:33] Understanding the Ben Franklin Effect. [26:29] How can we apply connection strategies with influencers in real life? Resources & Links mentioned in this episode http://www.jonlevytlb.com/ BOOK: The 2 AM Principle The Ben Franklin Effect Interview with Jon on The Art of Charm about Influencer Dinners Jon’s conversation with Jordan Harbinger about his book, The 2 AM Principle

Before Roh Habibi was featured on Million Dollar Listing he was already an amazingly successful real estate broker in the San Francisco Bay area. He says that his success was not built on technology or fancy real estate strategies, but rather through building real relationships with people. He’s my mind of guy. On this episode of Real Relationships, you’re going to hear how Roh started his business, built it to scale, and is now working hard to be the go-to guy for real estate in the bay area. It’s a great conversation. You have to create systems and strategies in order to survive in real estate. When I asked Roh Habibi how he’s been able to scale up his business to the heights he has, he immediately pointed to the need for systems and approaches that enable him to keep up with all the relationships he’s been able to initiate or build through the years. “It’s just too much information to keep track of,” he says. “You need contactually or mailchimp or something that can help you keep things organized.” In our conversation, Roh unpacked how he does these kinds of things effectively and the tools he uses to make it happen, so be sure you listen so you can get tips from his best practices. The lifeblood of your business is your sphere of influence and contacts. Roh Habibi says that real estate has always been a relationship business and he’s a guy who lives it out like you wouldn’t believe. He’s been so successful building relationships that fuel his business he actually gets invited to the birthday parties of his client’s children. That’s a close relationship - and it’s the lifeblood of his business. When I asked Roh how he’s gone about building those types of relationships he had some great things to share, so I hope you’ll take the time to learn from a guy who is doing it right. Career fulfillment comes from working with people you love working with. We all know what it’s like to scrape and scratch to get the next sale or find the next lead. And because we are so desperate, we'll wind up working with just about anyone at that point. But Roh Habibi says that because it’s so stressful and demotivating to work with people who are hard to work with, you want to steer away from that approach as soon as possible. The way you do it is by paying attention to who you really love working with and learn how to ask them for referrals to others in their circle who are the same type of person they are. Getting those kinds of referrals enables you to serve the people you love to serve and gives them the opportunity to provide a great introduction to their friends (and you). Find out how Roh does it to great success, in this episode. When you teach people how to refer you, magic happens. Every business owner wants referrals from his/her clients. But getting those referrals is not always so easy. Even the offer of referral bonuses or commissions isn’t enough to motivate clients to refer, sometimes. Roh Habibi believes the problem could be in the WAY business owners ask for referrals. He believes in making it easy for his clients to refer him and goes so far as to tell them exactly how they can do it in the best ways. This tip alone is worth the time it will take you to listen to this episode, so grab something to take notes with and listen! Outline of this great episode [1:16] Why Roh made the conscious decision to move into real estate from finance. [3:02] How his career exploded once he got into real estate. [5:39] The lifeblood of Roh’s business is his sphere of contacts. [13:10] How Roh learned to build great relationships: trial and error. [14:10] Roh’s regular process for relationship building and nurturing. [17:50] The most obvious but non-intuitive tactic Roh uses to build his business. [20:30] The best way to go about building a business: face to face meetings. [23:13] Roh’s biggest “ask” of you. Resources & Links mentioned in this episode http://thehabibigroup.com Contactually MailChimp

Chris Fralic is one of the most intentional, genuine people I know when it comes to building relationships. He sees himself as a connection maker and works hard to ensure that he’s thinking long-term instead of simply transactional. On this episode of Real Relationships, Chris shares how he developed his emphasis on relationships, why it’s important for business builders, and how it applies to things like follow-up, email, and introductions. You’ll get a ton of value from this conversation with Chris. You’ve got to see relationships as long-term opportunities that stretch beyond one transaction. Too often in the business world, people network or connect with an aim to closing a deal or getting an introduction that will lead to a closed deal. But Chris Fralic has learned - sometimes the hard way - that relational opportunities he has now are something he needs to foster and develop over time because the transaction is not the only thing to consider. There may be interactions or benefits that come to both sides of a relationship in the future that won’t happen if the relationship is not taken seriously. Find out how Chris builds the real relationships that come back to him in great ways later, on this episode. How do you get around the icky factor that you often feel when building business relationships? We all know the feeling. Someone asks for an introduction to someone we know - or we are meeting with someone who was introduced to us and there’s that “icky” feeling that comes from knowing the interaction is probably only aimed at gaining a pitch opportunity. Is it possible to get around that dynamic - and if so, how? My guest on this episode, Chris Fralic shares a handful of tips you’ll find helpful, so be sure you take the time to listen. Can you execute the right level of email responsiveness and still be authentic? There are so many automation tools for email these days, and for good reason. We all need to make the most of our time and responding to emails is not always one of our high-level tasks. But Chris Fralic says that everyone needs to know how to do email from a relational perspective if they are going to be a long-term success. On this episode of Real Relationships, Chris shares exactly what he means by that statement and how he applies it in his own busy life. Are you creating obligations for others in the introductions you make? It happens quite often that people hear a podcast or conversation about the importance of being of value to others by being a connector. But too often those novice connectors jump right in by making “obligated” introductions. If you aren’t sure what that means then you need to hear this conversation I had with Chris Fralic. He’s got some great tips for how you can introduce people in a way that graciously gives both sides an out. It’s a considerate step in making introductions that will position you as a considerate person in the minds of both parties. You don’t want to miss this one. Outline of this great episode [0:34] Chris Fralic - today’s guest on Real Relationships. [1:35] Where Chris’ passion for building great relationships comes from. [3:58] How Chris has grown his relationship building skills over the years. [6:55] Getting around the “icky” feeling that can come from business relationship building. [10:04] The long term game of relationships and the challenges of keeping that truth top of mind. [18:49] Why Chris believes everyone has to learn to be good at email. [24:54] The reason Chris emphasizes doing work upfront before making introductions. [30:36] The one most non-obvious but important tactic for building relationships. [32:52] How to connect with Chris. Resources & Links mentioned in this episode First Round Capital - chris(at)firstround(dot)com First Round Capital FAQ How To Work A Conference - an article Chris wrote The Art of The Email Introduction - an article Chris wrote Send Later Rescue Time

Michelle Lederman would never say that she can teach you to be likable, even though she’s author of the book, “The 11 Laws of Likability.” But what she would tell you is that there are very specific things that contribute to our take away from your ability to be likable. The more you understand these things - and more importantly, understand yourself for the sake of working on your likability - the more likely it is that you will become a person others feel they can know, LIKE, and trust. I’m glad Michelle agreed to be on the show. She unpacked some of the vague terms we hear these days like authenticity, vulnerability, and more. You’ll enjoy this episode. Your level of likability will dictate your success in business relationships. You’ve probably heard the mantra floating around the business world these days - people need to know, like, and trust you in order to do business with you. My guest on this episode, Michelle Lederman believes that it’s truer than ever because the economy we’re living in is what she calls a “connection” economy. That means we’re making connections with people at a faster rate than ever before, which requires our first and ongoing impression on the people we’re connecting with all the more important. You can hear how Michelle coaches people to increase their likeability in authentic ways, on this episode of Real Relationships. Research shows that happiness comes from relationships and connection. Even in business, happiness comes from having meaningful and productive relationships. It’s a given that you have to establish trust with real people if you’re going to have any hope of success in your professional life. But my guest on this episode, Michelle Lederman told me that research has demonstrated that it’s more than success that is at stake - it’s also happiness. Find out how the relationships you have - even in the business environment - contribute to how happy you are as a person. It’s an amazing concept that shows that relationships are vital to our well-being. An authenticity hack you can apply to your to-do list. When it comes to your to-do list you likely don’t think about it in terms of relationships. But Michelle Lederman insists that if you don’t, you’ll miss one of the most powerful hacks you can do to increase your ability to be authentic. Find out how Michelle hacks her to-do list to make her dreaded meetings and appointments into things she actually enjoys and looks forward to. It’s one of the ways that authenticity can be made practical and beneficial for your work and home life. If you don’t believe in yourself, nobody else will either. Confidence matters. When it comes to being likable, Michelle Lederman says there are three “C”s that really matter. Clarity, confidence, and connection. Out of the three, she says that confidence is one of the most important simply because none of us like being around people who ooze insecurity. In the business world it’s even more important because nobody wants to do business with someone who is unsure of themselves or their company’s ability to come through on an agreement. You can hear how Michelle advises her clients to increase their personal confidence and thereby become a person who can be trusted, on this episode of Real Relationships. Outline of this great episode [0:23] My introduction of today’s guest, Michelle Lederman [1:16] Why Michelle is so passionate about building great relationships. [2:35] The value of nurturing relationships beyond the opportunities they provide. [6:00] How Michelle learned to be likable herself. [8:12] The authenticity hack Michelle advises people to apply to their to-do list. [15:21] Finding the balance between vulnerability and capability. [20:01] How clarity, confidence, and connection contribute to likability. [24:29] The biggest and most important key to authentic relationships. Resources & Links mentioned in this episode Websites: www.michelletillislederman.com/, www.executiveessentials.org/ http://www.michelletillislederman.com/GiftPack - Michelles free downloads YouTube Channel: www.youtube.com/user/MichelleLederman Social Media:twitter.com/mtlederman , facebook.com/MichelleTillisLederman LinkedIn: www.linkedin.com/in/communicationexpertspeaker BOOK: The 11 Laws of Likability BOOK: Nail the Interview, Land the Job

Social media is supposed to facilitate truly social interactions between real people - in other words, it's supposed to build real relationships. Amy Chorew, my guest on this episode, says that if your use of social media is not facilitating a real social relationship with people, then you don’t understand the purpose of social media. Amy is a former real estate agent now working with Better Home and Gardens Real Estate. Her role there is specifically aimed at helping real estate agents better use social media to foster social relationships, with the hope that those relationships lead to sales. You’ll enjoy hearing Amy’s enthusiasm and perspective, so be sure you listen to this episode. Why you have to be the same person online as you are offline. One of the key things to using social media wisely is that you make sure you are not putting on a facade or face to the digital world. It’s vital that you represent yourself honestly and accurately if you want the watching world of social media to take you seriously. It’s the “know, like, and trust” factor that you’re aiming for and you can’t do that if you’re being dishonest about who you really are. But that doesn’t mean you post everything that comes into your head - you’ve got to be strategic, and my guest on this episode of Real Relationships, Amy Chorew helps us understand what that looks like and how each of us can do it wisely. It’s vital to choose what you will talk about online and what you won’t. There are so many opinions and rants posted on social media, and many of us are immediately turned off by them - especially if they bring up a negative memory or experience. Amy Chorew says it’s easy for real estate agents and other business professionals to fall prey to their own lack of discernment about what is appropriate and actually helpful to share on social media and what is not. On this episode, she describes how she went about choosing exactly what she would and would not share on social in order to build the kind of social relationship she wants with others. She also tells us what went into making those decisions. It’s a very helpful tip, so be sure you listen. Any social media tool has to bring things back to the relationship you have with people. When I asked Amy Chorew how we should go about choosing the social media tools that we use to foster relationships, she said we should first keep in mind that every social media tool has to be effective at highlighting the real relationship we share with each person rather than simply blasting out content. It’s a distinction that’s not immediately intuitive but I believe it is very helpful, so be sure you hear what Amy shares on this episode. If the social relationship you’re pursuing isn’t aimed at the real relationship, you’re missing the boat. Every social relationship has its own unique set of characteristics - from the background you share with the individual to the online conversations you’ve engaged in together. It’s in those distinctions that you find common ground and are able to build a real relationship that lasts over time. But too many business people are building relationships online for the sake of gaining leads or adding numbers to their stats - and that misses the point of how business and social media fit together. My guest on this episode, Amy Chorew helps us understand how to focus on the real relationships behind our social interactions - and reveals why it has such a huge impact. Outline of this great episode [0:34] My introduction of my guest today, Amy [1:28] Amy’s focus on educating real estate agents to be more effective. [7:50] Learning how to be scientific about your social media approach. [11:10] Does the industry suffer from shiny object syndrome? [13:16] How to choose the best tools and approaches to make connections. [18:40] How can real estate agents remain consistent in their social relationships? [22:06] The best ways to facilitate relationships with personal coaches and mentors. [25:46] How to become more disciplined for the sake of nurturing social relationships. [29:50] The most important but non-obvious tips for moving forward. [32:01] How to connect with Amy. Resources & Links mentioned in this episode Better Homes and Gardens Real Estate Amy(at)AmyChorew(dot)com Connect with Amy on LinkedIn Connect with Amy on Twitter How To Use Social Media As A Realtor The Digital Landscape Graphic Evernote The Work Life Performance Program  

“Relationships First” sounds like a great mantra to live by - and most of us would probably say that we agree with it. But my guest today is a woman who’s truly proven how seriously she takes the idea. Krisstina Wise is a real estate mogul, coach, and creator of several multi-million dollar businesses and her forte in all of those things is the focus on people that makes the relationships she has real. Some of those lead to business, some don’t - but Krisstina’s ideal is to be curious about the people, the life they live, and how she can contribute to the enrichment of their experience. It’s that kind of concern and care that sets her apart and makes her an ideal guest for this show. You’ll enjoy Krisstina’s enthusiasm and insights, so be sure you listen. The reason that relationships come first - even before the bottom line. What Krisstina Wise has discovered through all of her success is that relationships are what fuel success. You can know all the answers when it comes to business strategy but if you don’t have the relational savvy to really connect with people, your bottom line will suffer and your life will be less fulfilling. On this episode, Krisstina shares how she developed a "realtionships first" mindset, the benefits she’s seen flow out of it, and how you can adjust your thinking and approach to make people first in your life and business. The other stuff is great but people are what matters. It’s wonderful to make six, seven, or eight figures a year. It’s great to build a successful business that rises to the top of your particular niche. It’s wonderful to be the top selling real estate agent in your company. But if you haven’t cared for people on the way up the ladder you’ve missed one of the primary reasons you are on the planet. And just as important, you’ve missed the personal satisfaction you could have received by being a blessing to the people around you. Krisstina Wise is the perfect person to help you see how important it is to slow down and care for the people in your life in both your personal and business worlds. She shares her experience on this episode. Why you need to think of the people behind the leads and revenue. Many of the metrics we pay attention to in business drive our decisions about strategy, size of our teams, expenses, and more. That’s very appropriate. But how would those decisions change or at least look different if we first considered that every one of the numbers we deal with represents a person? Would your decisions be laced with care as a result? Would your financial decisions be moderated by compassion? It’s a powerful thing to think about, but even more powerful to apply. People will be impacted for the better as a result. Find out more about the power of putting relationships first from my guest today, Krisstina Wise, on this episode. How dare you think you can pitch me if you don’t know who I am or what I need? One of the spots in this conversation where my guest, Krisstina Wise got a bit hot under the collar was when I asked her about the role relationships play in the way we go about everday business activities, such as marketing. She quickly pointed out that a pitch apart from a relationship is one of the rudest things we can do. If we try to sell something without knowledge about the person we are pitching, we’re going to miss the most important thing - the needs they have and whether or not we are able to meet them effectively. You can hear Krisstina’s passion as she responds to my question - and you’ll gain a ton of value from her passion as you come to understand why she takes a ‘relationships first” attitude. Outline of this great episode [0:39] My introduction of today’s guest, Krisstina Wise. [1:40] Why Krisstina is such an open book about her own struggles and tricks. [4:00] Why relationships are the vital part of what Krisstina does in all her ventures. [6:41] The odd dichotomy between professional and personal relationships. [10:19] How Krisstina’s passion for relationships has come from her own need. [17:14] The issues that led Krisstina to begin her efforts with Wealthy Wealthy. [26:40] The mindsets that uphold success in life and business. [32:20] The key relationships that have made the biggest impact in Krisstina’s life. Resources & Links mentioned in this episode The Good Life Team In Austin BOOK: Falling For Money Wealthy Wealthy  

Everybody talks a good talk when it comes to the value of relationships. But very few people actually invest in those relationships in ways that stand out and really matter. My guest today is John Ruhlin, founder of The Ruhlin Group - a strategic appreciation and gift giving service that helps you create your own relationship action plan to consistently show your appreciation by giving gifts of appreciation. You’re going to learn a lot about the practical steps it takes to give gifts that set you apart and deepen relationships, so do what you can to hear what John has to say on this episode. Everybody has an appreciation deficit. One of the most important reasons you need to learn how to effectively show appreciation is because most people have an appreciation deficit. It’s not that they are ungrateful. It’s that they don’t take the time to be intentional about expressing their appreciation. John Ruhlin says that gifts of appreciation are a powerful way for you to be different than everybody else - to show that you truly are thankful for the clients or customers who drive your success - and you are not afraid to invest time and money to show it. John’s got a truckload of wisdom for you on this episode, so make sure you take the time to listen and learn. Gratitude that is expressed through gifts of appreciation has a bigger impact. Many CEOs or leaders know that showing appreciation to clients or customers matters. Many of them understand the power of giving a gift that sets them apart from the crowd. But it’s vital that those gifts are things that matter to the recipient and make an investment in the relationship. My guest today, John Ruhlin is an expert at helping companies determine the things their customers value so that gifts that they give to their customers are truly meaningful. Learn how to touch your clients in a way that makes a difference, by listening to this episode. Promotional items are all about you. A gift is all about the recipient. We’ve all received the coffee cup with a company’s logo on it. Or perhaps it was a pen or calendar. The thought behind the gift was nice, but we have to admit that it’s a bit tainted. Just as much as the company’s leadership wanted to express their appreciation, they also wanted to promote themselves. That’s a bad way to show care for your customers. Instead, think about them - who they are, what they are interested in, and the kind of gifts that would truly speak to them on a heart level. Then you’ll be on the right track, thinking about your client rather than about yourself. Rather than going wide, go deep with a smaller amount of people. When you start to think about the potential cost of sending gifts that express your appreciation, it can become financially overwhelming. John Ruhlin understands that experience and suggests that you approach the issue in a different way, a way that might seem counterintuitive. Put your focus on a smaller group of people who have the most impact on your success. That way you’ll not only focus your efforts but you’ll reduce your costs at the same time. Find out how to make gifts of appreciation a hallmark of your brand, on this episode. Outline of this great episode [0:40] My introduction to John Ruhlin. [1:51] Why relationships are at the core of John’s business. [2:55] How John learned how to build good relationships. [5:06] Why gratitude is huge as the foundation of relationship building. [7:50] How to build a good personal experience into your gratitude. [11:42] Why you need to rethink the cost of showing appreciation. [16:22] Creating your own gift giving strategy (a relationship action plan). [24:00] Doing a lot more with a lot less people is one of the most effective approaches. [26:13] John’s biggest “ask” from you. Resources & Links mentioned in this episode The 10 Worst Gifts to Avoid Giving (John’s gift to you) http://ruhlingroup.com/ http://johnruhlin.com/ BOOK: Giftology BOOK: Give and Take  

Gone are the days when professional connections exist only to serve business or professional goals. When you take the time to build generous and genuine connections with others, whether they seem like an advantageous connection to have or not, you are opening the door to becoming an asset to them and their network of connections, on a number of levels. And when they see you as an asset, you become valued and top of mind. Today’s episode features Michael Roderick, a guy who’s made it his business to study and apply the art of connection making and has a lot to share about the power and benefit of doing so. You’re going to learn some critical things for relational success from Michael on this episode. WHY making professional connections needs to be an achievable, realistic goal. Most people Michael Roderick talks to immediately understand the value of building stronger professional connections. But when it comes to actually implementing a plan to build those connections on a regular basis they stop before they even get started because the task seems so overwhelming. On this episode of Real Relationships, Michael shares a simple way to make your connection building a regular part of your week - and why keeping your goals achievable and realistic are such a powerful part of the process. Be sure you listen. Michael Roderick’s GATE strategy for building great connections. Making professional connections, or “networking” as it used to be called, is much more than exchanging a business card with someone else. It’s the process of learning about the person so that you can intentionally add value to their lives and become an asset they don’t want to live without. Michael Roderick has developed his GATE strategy as a reminder of the things he needs to be doing every day to build and foster relationships. Give - Ask - Thank - Experiment. You can discover the details of what each of those points means and how to implement them in your weekly schedule, on this episode of Real Relationships. You can become a better connector through accountability and forgiveness. When you see the need for building relationships with others in your profession but are having a hard time keeping your efforts going, what do you do? Michael Roderick says that it’s vital that you find ways to keep yourself accountable, but also that you learn to forgive yourself if you fail. These two strategies will help you be more consistent in connecting with others and also enable you to be emotionally healthy so that you can keep doing it in ways that are beneficial. If you need help getting started with an effective connection strategy, Michael is the guy who can help you do it. How you can move from service provider to resource through strategic connections. Whether you are a realtor, founder, or small business owner, you need to be able to establish a rapport with your clients and customers that goes beyond the services you provide to them. You need to become a resource that they value and refer to others. But how do you make that transition, and how do you encourage your role as a resource in the minds of your clients? Michael Roderick is on this episode of the podcast to give us some connection strategies that will pave the way for greater success, so I hope you take the time to listen. Outline of this great episode [0:28] My introduction of my guest today, Michael Roderick. [1:19] Why Michael is so interested in helping others become better connectors. [4:50] Why a network enables you to play a different game. [10:14] The challenge of becoming a connector in the midst of the tyranny of the now. [14:11] Become a better connector through accountability and forgiveness. [18:15] Using the “indirect ask” to prompt better responses from your connections. [22:24] One connection that’s made a huge impact on Michael’s life. [30:25] The most non-obvious tip Michael has learned about making connections. [33:20] How a bent toward clarity enables you to avoid the “ickiness factor.” [35:44] The power of taking the time to understand the problems of your connections. [37:40] Michael’s biggest professional challenge at this point (and how you can help). Resources & Links mentioned in this episode About Michael Roderick http://www.connectorcon.com BOOK: Purple Cow BOOK: Influence BOOK: Never Eat Alone BOOK: How to Win Friends and Influence People

Susan RoAne believes that the real you is who people really want to know. We’re all tired of fakeness - the masks people put on to impress. What’s the alternative? Being yourself. People are much more attracted to the real you - believe it or not - than they will EVER be attracted to a fake persona you use to impress them. Susan has great insights to share on this episode about networking, making genuine connections, the power of follow-up, and much more. Be sure you take the time to listen. Shy people have to prepare ahead of time for networking. There are a lot of people out there who think about networking and shudder. The first problem is that they most likely have a wrong idea of networking. But beyond that, they feel that their naturally shy personality makes networking impossible for them. But Susan RoAne says that’s not the case at all. She’s made her living helping both shy and extroverted people become effective at networking and she says that shy people can be very effective networkers if they will prepare ahead of time and determine to be themselves. This episode contains a lot of gems from Susan’s long experience about networking and building beneficial relationships. Being the real you means small talk is OK. Really. Smalltalk is OK. Really, it is. If you think about the way relationships are built you’ll realize that NO relationship begins at a deep level. It has to start small. And small talk is a very necessary and powerful part of the process that moves us progressively to deeper levels. Susan RoAne chats with me on this episode about the power of small talk, what it is really accomplishing, and how you can use it to foster trust and connection, on this episode. I hope you take the time to learn from her years of experience and coaching. The key to effective networking is effective follow-up. You’ve been at conferences and industry events before, right? Everyone is passing out their business cards in an effort to network. But how many times have you actually had someone connect with you after the event because they had YOUR business card? More importantly, how many times have YOU followed up with a person who gave you theirs? Susan RoAne says that the power of networking is in the follow-up. You don’t have a chance of building a relationship that is beneficial for you and the “other person” if you don’t make the effort to connect with them outside the event. Knowing that - what will YOU do with the next business card you collect? Effective networkers stay in touch with people they need nothing from. Part of the reason networking has a bad reputation is because so many people have used the practice as a way to get things from other people. It’s all “me” focused. But true networking, the kind Susan RoAne teaches people to do, is NOT about getting things from other people. It’s purely about building good relationships. That’s why she teaches those learning networking skills to stay in touch with people they need nothing from. It’s one way the relationship comes first and the real you can shine through. You’ll hear more great tips like this from Susan on this episode. Outline of this great episode [0:24] My introduction to Susan RoAne, speaker, author, and “mingling maven.” [1:33] Networking: A high level view and why Susan is passionate about it. [3:55] Why in person networking is still the best way to go. Susan’s got proof. [6:00] What about those of us who feel shy? How can we network? [9:07] Don’t avoid small talk. [12:26] What can be done to remember people’s names? [15:04] How do we ensure that networking pays off over time? [19:34] Why you need to bring who you are to what you do. [20:34] The one connection that has made the biggest difference in Susan’s life. [22:28] Susan’s biggest “ask” from you, right now. [24:04] One key tactic to build your relationships and business. Resources & Links mentioned in this episode www.SusanRoAne.com susan(at)SusanRoAne.com BOOK: How To Work A Room BOOK: What Do I Say Next BOOK: Total Recall

You need to learn to be yourself. So do I. It’s so easy to fall into the trap of putting on a face that you think others want to see. We tend to think we have to be that way if we are going to appeal to people, but it’s not true. When we learn to be ourselves, great things happen. Really. My guest today is Dawn Doherty, an executive coach and speaker who is laser-focused on helping you learn how to be your authentic self. She believes that when you are the you, you are created to be, you will experience breakthroughs like you’ve never experienced. Find out more from Dawn and hear how she encourages that kind of personal breakthrough, on this episode of Real Relationships. You are probably living out of a fear-based mindset. Most people do. Dawn Doherty says that one of the hardest habits she had to break was the habit of thinking and living in fear. It’s what kept her from being herself because she was constantly trying to live up to what she THOUGHT other people expected from her. But when she was able to jettison that fear it became clear that she could contribute the maximum amount to the world. That's because she was no longer wasting her energy trying to be someone she was not. It’s a liberating decision that opens the door to authentic relationships that can give you a fulfilling life and profitable business. Dawn is the expert and she’s sharing a whole lot of her goodies on this episode, so be sure you listen. When you live authentically, you do your best work and work with the best people for you. There are numerous advantages that come to you when you learn how to be your best self, the authentic you. One of the things Dawn Doherty, my guest on this episode points out is that when you live authentically, you do your best work. There’s no wasted energy trying to pretend that you have different skills than you do or different areas of focus than you do. You’re free to be who you are fully and freely. And the bonus is that you attract the exact people you SHOULD be working with, the people who are most aligned with you and the best fit. It’s a great tip that yields incredible results that you will benefit from greatly. A vital question: Am I going to do my best work with this client? We all feel the pressure at times to take on a client or job because it feels like the money it will bring in is the most important thing. But it’s not. It’s not even a close second. It’s much more important that we work with people who are aligned with us, people who bring out the best in us and whose personalities and approach to life energize us to do our best work. It’s vital when assessing potential client relationships that we learn to ask, “Am I going to be able to do my best work with this client?” My guest today suggests that an honest answer to that question will not only save you a lot of headaches but also set you up for greater success. Dawn Doherty is on the show this time - I hope you’ll listen to what she has to say. It’s powerful stuff. Why and how Realtors should stalk people online. In case you haven’t noticed, it’s easier than ever to stalk people than ever before (in a good way). When you are contacted by a potential client or given a referral, it’s time to open your web browser and start checking out the person to see if the two of you will be a good fit. You can find out so much from social media profiles, community postings, reviews others leave about their experience with a person - and it all contributes to your ability to say a confident “yes” or “no” to working with that person. And it’s a step you should not neglect. Dawn Doherty tells us how to go about business stalking the right way, on this episode. Outline of this great episode [0:44] My introduction to Dawn Doherty, talk show host, executive coach, and leader. [2:01] Why Dawn is on a mission to help you show up as the best version of YOU. [3:38] Why people live out of a fear-based mindset. [5:21] The powerful things that happen when we live authentically. [8:07] You are able to attract more business when you live out who you are. [11:25] How you can move forward when you feel resistance from people. [17:35] The biggest challenges you face are the people challenges. How do do it well. [20:33] How to break out of the tyranny of the urgent. [26:09] Dawn’s regular process of relationship marketing and nurturing. [29:50] Dawn’s big “ask” for you, the audience. [30:55] The key piece of advice Dawn gives all entrepreneurs and business people. Resources & Links mentioned in this episode www.DawnD.com

The deep South where Chris Schembra is from once had massive oak trees in a central part of each town. They were the gathering places, the locations where people would come together to learn news from the outside world, to share their experiences, to receive the help and advice they needed. In other parts of the world, the gathering place may have been a coffee shop, church, or local tavern. In the modern world true gathering places of that kind are becoming fewer and fewer, but Chris Schembra wants to change that. On this episode of Real Relationships, you can learn how Chris has developed The 747 Club in an attempt to bring people together for the sake of building relationships that serve the greater good. It’s an amazing concept and you’ll enjoy hearing Chris’s vision and enthusiasm - and how it translates into business. In a relationship-driven world the greatest thing you can do is be of service. The thrust of relationship marketing is connection between people. It’s a focus on the real relationships that exist behind every interaction instead of the interaction itself. As people are cared for they build trust and cooperative relationships with each other. It’s a simple principle that drives Chris Schembra to create gathering places where those relationships can begin, build, and benefit the world. It’s an example of what he’s doing to be consistent with one of his favorite lines, “In a relationship-driven world the greatest thing you can do is be of service.” Find out more about what Chris is doing and be inspired to create your own gathering places, from this episode of Real Relationships. Why you have to make yourself a person worth knowing. In the personality focused world of social media, it's easy to get caught up in the rush to become an expert or notable personality. But Chris Schembra believes that trying to become an influencer or expert is getting the cart before the horse. Instead of focusing on becoming known, Chris believes it’s more important to become a person worth knowing. As you grow in skill, knowledge, and compassion for people, you will become a resource that others notice and seek out. Chris’ story is a prime example of how that works and you can hear it on this episode. What you can do to build relationships in contexts of safety. As Chris Schembra guides the growth and work of The 747 Club he’s not looking to build an organization. He’s focused on building relationships in contexts of safety. For him, those contexts of safety are gathering places, invitation-only events where people who need to know each other are invited to come, take part in the event together, and discover each other in fresh, new ways. You can do the same thing in your area and Chris Schembra gives an open invitation to anyone who would like to know more about how he’s done it, on this episode - so be sure you listen. Why focus equals growth. Every time. It’s easy to say “yes” to the myriad of opportunities that come our way in the digital age. We don’t want to miss out on the possibility of getting in on the ground floor of something big or hitting a home run through one of those opportunities. But Chris Schembra believes that it’s more important to learn what to say “No” to because that enables you to stay focused on the things you are really about. And focus equals growth, every time. Find out how you can narrow your focus and keep yourself on track to accomplishing the goals you really care about, on this episode of Real Relationships. Outline of this great episode [0:28] My introduction to Chris Schembra and this episode about [2:07] Why 747 Club is what Chris has chosen to dedicate so much of his life to. [5:00] How Chris discovered himself in a relationship driven world. [6:46] Instead of breaking into other circles, Chris became an attractor himself. [10:46] Why people open up and share more at Chris’ dinners. [13:55] How to give opportunities for shared activities in business contexts. [17:13] More tips for building good relationships in business. [20:11] How to be sure you are focusing on the right people in your network. [25:45] Chris’ biggest ask for the listeners. Resources & Links mentioned in this episode http://www.747club.org/ OR Chris(at)747Club.org The Shared Activities Principle BOOK: Mastermind Dinners  

Are you a focal point in your industry? I host this podcast because I want to help professionals think differently about the way connections are made in business. I want them to learn to build real relationships that not only fuel business but last over time. On this episode, I’m featuring my friend, Dorie Clark, a woman who has learned to build those kinds of relationships in a way that many people haven’t even considered. She hosts social and business events herself with hopes of meeting the people she needs to meet, making connections for others, and becoming a focal point who people see as a valuable connection to their networks. It’s an ingenious idea that I believe you’ll benefit from, so be sure to listen. Standing out in a noisy world is a challenge you’ve got to overcome. One of the beautiful things about the digital age we live in is that nobody has to be hidden. You can get your message out and make what you offer known more easily than ever before. But there’s a problem with that - everyone else is doing the same thing. That makes the noise that you’ve got to cut through almost deafening. If you’re going to stand out, if you’re going to become the focal point that others come around, you’ve got to get past the noise to become a relevant voice in the ears of those you need to influence. How do you do it? Dorie Clark’s got some great suggestions that I believe can help you do exactly that, on this episode of Real Relationships. If you’re going to stand out you need to get people to come to you. Most of us have gone about marketing the wrong way for a very long time. We’ve shot our stuff out there, hoping others would notice and respond. But we’ve got to understand that attracting people is much more effective than chasing them and the way we do that is by appealing to their sense of fun. Dorie Clark has learned that hosting social gatherings is a great way to gather the people around her who she wants to connect with and also become a valued resource in their network by making introductions that are helpful to them. In essence, she gets people to come to her and it’s paying off, big time. Unlock new levels of relationships by becoming the focal point of your own events. When Dorie Clark thinks about making connections with people these days she thinks of throwing a party. Honestly, that’s how she’s made some of the most beneficial connections in her network and how she’s helping others do the same. Dinner parties are great ways to get people to gather, loosen up, get to know each other, and build the real relationships that are so important in a connecting style of business. Dorie’s quickly becoming a pro at hosting these kinds of events and I hope you’ll take the time to listen so you can learn from what she’s done. A story of a “random” connection that led to multiple 6 figures in business. When I asked Dorie Clark about the most impacting connections she’s made, she told me the story of a woman who was on a speaker panel with her at an event. The two of them made a small connection at the event and exchanged contact information. Later, when Dorie was hosting an event of her own she thought the woman would be a good resource for her following to learn from and invited her to come. At that event, the two of them connected on a deeper level and the relationship has led to multiple connections and referrals that have produced multiple six figures in income. Dorie says you never know what a random connection might turn out to be - and it all came from Dorie being willing to be the focal point of her own event. Find out how you can do the same kind of thing, on this episode. Outline of this great episode [0:47] Introduction to Dorie Clark, my guest today! [1:35] Why Dorie does the work that she does. [3:15] The challenge of truly connecting with people in a noisy world and how Dorie learned to stand out from the crowd. [7:20] How Dorie builds her own get togethers to build better connections. [13:15] The coolest things to come out of Dorie’s connection dinners. [15:55] Dorie’s emphasis on prioritizing the events and filling them over time. [18:11] How professionals can build communities around themselves via content. [21:41] A connection that has made a huge impact on Dorie’s life. [23:50] Dorie’s biggest “ask” right now: How you can help her! [25:16] Recommended resources for connection building. [26:40] Dorie’s best piece of advice for those wanting to build connecting businesses. Resources & Links mentioned in this episode Dorie Clark’s website - Get Dorie’s free resource she mentioned BOOK: Reinventing You BOOK: Stand Out

  Real estate is about selling the dream of home ownership. At least that’s how Melissa Kwan sees it. And she’s all about helping people accomplish their dreams - so when her background in real estate combined with her entrepreneurial bent, she was off in a flash to create something to help agents and customers connect and make that dream happen. The outcome is Spacio, Melissa’s startup company that aims to make the way real estate open houses are done a better experience for prospective buyers and a better sales opportunity for agents. She believes that if she can help the people on both sides of that equation, everyone wins. You’ll enjoy hearing Melissa’s energy and passion expressed, on this episode. What has taken the real estate industry so long to get on the technology train? If you think about the way real estate open houses are done, it’s pretty laughable. What other industry has people show up, in person, to a sales demonstration and relies on a paper and pen lead capture device? Yet real estate agents all over the country continue to run their open houses that way. But when a sleek, modern, easy to use digital interface is used instead, so much more is possible after the event and the home-buying prospects who visit the open house immediately see the agent as more advanced, more effective, and more skilled. Melissa Kwan talks about how she’s stepped into the real estate industry to provide help agents sell the dream of homeownership, and buyers to feel like they've met an agent they can trust, on this episode of Real Relationships. Tapping into the magical part of meeting someone face to face - through technology. To Michelle Kwan, meeting someone face to face has a magical component to it. The interchange, the opportunity to learn about the person’s background and core values, the ability to laugh together and share an experience - they’re all things that contribute to the first steps of a real and potentially lasting relationship. That’s one of the main reasons she’s stepped into the real estate industry to make the possibilities of open houses into more of a relationship building exercise than a sales experience, and she’s doing it through software. Find out how technology is fueling relationships and profitability at the same time, on this episode. How to build your business by helping people get where they want to be. As Michelle and I spoke about the way she’s been able to build her business so quickly she was not shy to say that she hasn’t attained her present level of success because of her own razor-sharp intellect or good looks. It has all happened because of the relationships she’s been able to build that have, in turn, led to introductions that have moved her projects forward. Her firm belief is that if she’s busy trying to help other people get where they want to go, they will be equally eager to help her get where she wants to go. So far it’s working out pretty well. You can hear her story by listening to this conversation. The reason doing business is simply about building relationships. We’ve all heard it before: People have to know, like, and trust you before they will do business with you. And none of that happens through marketing emails or cold calling alone. These days there has to be a connection between the people behind the transaction that fosters those things. Selling the dream of homeownership as a real estate agent is one of the places where those relationships can be advantageous to both buyer and agent. A home purchase is one of the most important financial investments most people will make in their entire lives. Doesn’t it make sense that they’d want to travel that journey with someone they trust? Michelle Kwan explains how she’s helping agents do business founded on relationships, on this episode of Real Relationships. Outline of this great episode [0:31] My introduction to Melissa and why she started her company. [3:30] The lack of digital integration in Real Estate open houses and why it’s taken so long for the industry to move digital. [6:41] How is an agent going to use the data they get from using Spacio? [9:55] Effective tactics successful agents use to follow up on an open house. [15:20] How Melissa has been able to quickly infiltrate the Real Estate space. [22:24] The biggest challenge Melissa is facing right now. [23:03] Melissa’s best piece of advice from this interview. Resources & Links mentioned in this episode Spacio Google Sheets Gramercy House The Inman Connect Conference BOOK: How to Win Friends and Influence People  

If you have the chance to spend any amount of time in the Austin, TX business community you’re going to hear the name, Josh Baer. There’s no doubt about it. That’s because Josh has made it a goal to not only BE integrally connected to what’s going on in the Austin business community, he’s also made it his aim to be one of the primary connectors of that community. That means Josh works hard at meeting people, connecting them to each other, and adding the right kind of value to those he comes into contact with. This recorded conversation reveals why Josh sees building relationships in the business community as a vital part of what he does and uncovers some of the practical ways he goes about doing that. I’d love for you to meet and learn from Josh, so be sure you listen. Why building relationships in the business community matters. No matter where you live or what sort of business you are in there are others who live there who are into the same kinds of things. Maybe they don’t do exactly what you do but they do something that is at least connected in some way. Can you see how getting connected with those people will do nothing but help you and them? That’s one of the foundational beliefs that a guy like Josh Baer has. It’s what motivates him to eagerly reach out to new entrepreneurs in his community (Austin, TX) and it’s those business connections that have made him a valuable asset to so many. In this conversation Josh shares how he’s become the go-to guy for business relationships in the Austin area and gives some tips for how you can do the same thing. How building community can foster strategic business relationships. One of the most powerful things Josh Baer has done to foster community among entrepreneurs and founders in the Austin, TX community is to create both the space and the opportunity for those people to meet, network, share their experiences, and open the doors to possible joint venture and partnership possibilities. He’s done that through intentionally building relationships himself and by becoming the guy who helps others do the same thing. Josh is a master at doing that kind of thing and I wanted to dig into the goals and strategies he has for doing it, in this conversation. I encourage you to take a few minutes to learn from a guy who’s doing relationships and doing them well. How do you break away from what is urgent to foster important relationships? There’s no magic formula for keeping up with the important relationships in your life. You’ve simply got to schedule it into your routine. Josh Baer is a pro at keeping relationships flowing and alive and he emphasizes the importance of building routines that make it happen day in and day out. He uses a handful of tools, including Contactually to make it automated, but in the end, it requires the personal commitment and thoughtfulness that any relationship demands. In this conversation Josh shares the mindsets that help him stick to his relationship nurturing routine as a non-negotiable, so be sure you take the time to listen. A simple hack to build relationships using your email autoresponder. As we wrapped up our conversation I asked Josh Baer for his one piece of advice regarding how someone who wants to begin fostering meaningful relationships can do so. His response was not what I expected. Josh uses his email autoresponder in a way I’ve never heard of before. Instead of waiting to use it as a vacation auto-reply or as a way to warn people that he may never respond, Josh uses it as a way to invite further, specific interaction with those people who have just reached out to him. If you want to know how he sets it up and what kind of things he includes in that first autoresponder you can hear Josh explain it himself, on this episode of Real Relationships. Outline of this great episode [0:34] I’d like to introduce you to my friend, Josh Baer.. [1:52] Why Josh focuses so much on connecting people to each other. [5:07] How Josh learned that who you know is more important than what you know. [9:41] Is there a difference between building community and building relationships? [11:20] What is a people broker and how does it factor into building community? [13:22] How Josh breaks away from the tyranny of the now to nurture relationships. [15:59] The simplest thing anyone can do to build relationships. [18:18] One connection that made a huge impact on Josh’s life. [19:15] The things Josh needs from you right now. [20:24] The one key piece of advice Josh wants you to know. Resources & Links mentioned in this episode www.CapitolFactory.com Other Inbox Appsumo WP Engine Trilogy Software http://www.Twitter.com/JoshuaBaer

Building better business relationships is a hot topic. You can spend lots of time reading blog posts and listening to podcast episodes about it. But rather than spend all that time trying to find good advice and perspectives, you’d be better off listening to somebody who does it well. One of the people that come to my mind right away is Evan Baehr. In this conversation I ask Evan some pretty straightforward questions about why he sees relationships as one of the best assets he has in business and how he goes about establishing, nurturing, and extending those relationships in ways that not only benefit him and his company but also the person on the other end. In the end, relationships may be the only place where I can truly meet a need. Every business leader is talking about the importance of meeting client or customer needs. No doubt, it’s an important concept to get your head around. But something that’s not said often enough is that the needs your business meets affect real people. The better your relationship with the real people behind the needs, the better your ability to meet those needs in a meaningful way. Evan Baehr makes that point in this episode of Real Relationships by saying, “In the end, relationships may be the only place where I can truly meet a need.” Find out more about what he means by that statement, on this episode. The benefit of relationships when it comes to finding the right new team member. Most companies hit the point where key team members need to be added to the team to fill critical roles within the organization. The typical way to go about finding those people is pretty artificial - scouring LinkedIn for recommendations, receiving resumes, conducting interviews - and while all of those are acceptable parts of the process none of them make the most of the business relationships you have already established. On this episode, Evan Baehr describes how his search and hiring process has benefitted from tapping into the great relationships he has established. This is a key insight you’re not likely to hear anyplace else. Forget about your normal corporate thank you gifts. Stand out by being thoughtful. The idea of giving a gift or card to a customer is nothing new. It’s been happening for years. But doing it in a way that makes you stand out, that shows you care - that’s an art form that few companies seem to have perfected. If you want to make a meaningful impact on your business clients to build a stronger relationship you need to forget about the coffee mug with your company logo on it. Think intimate. Think thoughtful. On this episode, Evan Baehr gives a couple of great examples of things he’s done to make an impact on customers through thoughtful thank you gifts. You can take his examples as fuel for the kind of thought and genuine care you need to put into the consideration of thank you gifts. If you’re a founder looking to raise money as your first priority, you’ve got it all wrong. When I asked Evan Baehr for his best piece of relational advice for those who are starting a company he pointed out that most founders are in the room because they are looking for people to fund their project. Though he sees that as important he also thinks it’s getting the cart before the horse. If you want to be successful at funding your startup you first need to be raising friends, not money. Listen in as Evan describes what it means to put relationships first, on this episode of Real Relationships. Outline of this great episode [0:30] My introduction of Evan Baehr, co-founder of Able Lending. [1:58] What was it about the Able Lending idea that caught Evan’s attention? [4:21] Why relationships are such a critical part of Evan’s business. [8:55] How Evan learned to build quality relationships. [15:00] The power of thoughtful, personal thank-you gifts. [17:16] What’s the most obvious but non-covered part of building relationships? [19:40] Evan’s habits for building relationships with clients and customers. [23:44] One connection that made a huge impact on Evan’s life. [25:02] The one thing Evan asks of you as a listener. [25:20] Evan’s one piece of advice for you: get vulnerable to raise friends first. Resources & Links mentioned in this episode Able Lending Evan on LinkedIn Evan(AT)EvanBaehr.com

Branding is still kind of a mystery to many people, and online branding is even more of an enigma. But when you get the chance to talk with someone who’s an expert at it - like my guest today, Jed Carlson - everything becomes clear. I’m excited to share this chat with you because Jed is such a generous guy and gives so much incredible help about how to establish, grow, and sustain a branding machine that can drive your business over the long haul. If you listen to this episode and don’t leave with something actionable, you’d be one of the few. Take a break in your day to listen to this one. You’ll thank me for it.   What IS branding and how can you do it effectively?   Branding is the process of infusing your company or personal name with meaning and emotional energy in a way that causes those who see you to know who you are, what you do, and what you stand for immediately when they see your name, picture, logo, or advertisement. In short: It’s how people think of you. On this episode, Jed Carlson gives quite a few examples of how effective branding works to drive business over the long haul, motivates referrals from happy clients, and keeps you in the minds of your customers long after you’ve had your initial interaction with them. He’s also going to share why it’s more possible and affordable than ever for branding to be done online effectively.   How the internet makes it possible to do paid advertising affordably.   Paid advertising is one of the most powerful tools in any online branding arsenal. That’s because with the tools available online anyone can get themselves positioned directly in front of their ideal, target audience repeatedly - and repetition is one of those tried and true marketing principles that can’t be underestimated. The more you are able to get your brand message in front of those people, the more positive returns you’re going to see. It’s the simple way that marketing works over time. And it's more affordable because you are ONLY paying for those you're targeting, which is a smaller audience, to begin with. Join me for this chat with Jed Carlson, a guy who knows this stuff backwards and forward and eagerly shares what he’s learned. It’s on this episode of Real Relationships.   The reason successful businesses never turn off their branding machine.   When Jed Carlson, my guest today chats with real estate agents who are consistently doing a large amount of business, he discovers one thing they all have in common: they never turn off their branding machine. They know the value of keeping their face, name, and brand in front of the people in their community, etc. It’s that consistent presence that embeds their professionalism, skills, and benefits into the hearts and minds of those they are seeking to serve. Jed shares a few of the stories he’s heard on this episode of the podcast so I encourage you to take the time to listen to how this stuff works in real life situations.   Why you need to preach to your own choir over and over.   Jed Carlson says that one of the things he consistently hammers into the minds of those he advises about branding - both online and offline - is that they need to build and sustain a habit of preaching to their own choir. That means keeping up the connections and interactions with satisfied and happy customers. That combines with the online branding machine you’ve got in place to reinforce the legitimacy of you as a professional and the quality of services you provide. When those people who have seen your face or brand repeatedly and need what you have to offer hear directly from one of your clients just how great you are, it’s almost guaranteed that they will become customers too. You can learn how Jed Carlson blends those two tactics together for his own online branding machine on this episode. Outline of this great episode   [0:41] My introduction of Jed Carlson, founder of Adworks and ReverbNation, my guest today. [3:18] What made Jed focus purely on branding and awareness in a paid product. [5:02] What’s driving the interest in paid advertising online? [6:48] How can a company afford to add Adworks to their marketing budget? [8:29] How do companies track the return they are getting on this kind of system? [12:49] How the average real estate agent can use retargeting to up their marketing game. [15:15] The biggest mistakes people make with online marketing. [16:59] How Jed gets clients to focus on the long game when it comes to branding. [21:27] Why successful branding fuels business long term. [23:07] What does it mean to preach to your own choir and why is it important? [26:03] How Jed learned to build great relationships: empathy and anticipation. [30:00] The one business connection that has changed Jed’s business and life. [30:45] Jed’s biggest “ask” right now. [31:15] One key thing you should walk away with from this conversation.   Resources & Links mentioned in this episode   Adwerx Reverb Nation Connect with Jed at J(at)Adwerx.com

Alyssa Hellman is building a successful real estate business in ways that are contrary to the tried and true tactics of most real estate professionals. She says she’s not in sales, she’s in the service business. She majors on caring for people before closing transactions. And she’s truly helpful rather than sales-y. On this episode, I’m chatting with Alyssa about the things that are working for her as she builds a successful real estate and training business in Raleigh, NC. You’ll love her contagious attitude of caring and by the end of the conversation, I know you’ll really believe what she’s saying: Relationships matter more. How building a real estate business was almost accidental for Alyssa. It was Alyssa’s own experience of buying a home that motivated her to check out the real estate business for herself. It’s not that she had a bad experience, she just saw how it could have been so much more than it was. The customer service was lacking, it was much more transactional than relational, and she felt that she had something of great value to add to the real estate industry that could change all of that. Now she’s ultra successful as a result of applying her service-first mindset and is training other agents how to experience the same type of success through a real estate business that they can be proud of. I like Alyssa. A LOT. I think you will too, so I hope you listen. Do love and service belong in the real estate industry? You bet! Though every real estate agent needs to sell homes, Alyssa Hellman doesn’t believe the business is primarily about sales. It’s about caring for people. A real estate transaction is one of the most nerve-wracking, stressful purchases the average person will ever make and Alyssa believes that serving people in a compassionate and caring way as they go through that kind of transaction is what makes the process not only successful for her but enjoyable for her clients. On this episode, you’ll get to know why Alyssa’s mantra is, “Care More.” And you'll see how she applies it to her own real estate business and the training she provides to new agents. If you don’t know what makes you different, neither will your prospects. Differentiation is a powerful concept that most business people simply don’t understand. It’s not necessarily that you have a better product or smarter approach (though you may), it’s how you make the purchasing experience different that sets you apart. Is dealing with you enjoyable or even fun? Do your clients refer you because they know, like, and trust you as a person? If not, you need to discover the things that make you and your sales process a unique and powerful experience for the customer and get to work applying it. My guest on this episode is Alyssa Hellman, a superstar real estate agent in Raleigh, NC who majors on making her client experiences wonderful. You’ll learn a lot by listening to what she has to share on this episode. Every opportunity is an opportunity to care, not market. Every business person needs to know how to market and how to sell. That’s a given. But not every opportunity or relationship is about marketing or sales. Before it ever goes there it has to be about caring for the person. So don’t throw your business card into every birthday card. Just send the card because you care. Don’t bring up your latest closing in the next conversation you have. Just listen and show interest in the person you're talking with. Your real estate business will thrive when your prospects and clients get the feeling that you care about them - and that it doesn’t matter if you ever sell them a home or not. You just want to care for them. Find out how Alyssa Hellman has made a successful real estate career out of caring for people, on this episode of Real Relationships. Outline of this great episode [0:49] My introduction of Alyssa Hellman and why she’s a great person for this show. [1:43] Why Alyssa chose the Real Estate path: to provide amazing experiences. [6:15] How can a person learn how to build good relationships? [8:55] How to make the transition from loving people to relationships as part of business. [10:07] Advice for new agents to turn relationships into a source of business. [12:31] The most important key marketing tool for new agents: a handshake. [13:30] Why all the new online paid advertising options? [15:23] Why differentiation is a powerful concept agents need to learn. [18:15] How to make the “ask” in the right way, without being pushy. [21:23] What are agents forgetting the most when it comes to lead generation? [27:23] Tactics to spend 50% of your time to build your pipeline and future leads. [30:57] One connection who has impacted Alyssa’s life. [31:31] Alyssa’s biggest “ask” and challenge. [31:47] The greatest tool Alyssa encourages you to get. [32:06] Alyssa’s biggest piece of advice: care more. [32:45} How you can connect with Alyssa. Resources & Links mentioned in this episode http://www.alyssahellman.com/ - Melissa’s website www.GoRealty.biz - Melissa’s realty office Go School - Melissa’s real estate school. Contactually Alyssa(at)GoRealty.biz