Real Relationships, by Contactually

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

[email protected]

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