“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