In this episode of The Rainmaking Podcast, host Scott Love speaks with Ed Wallace, author of Business Relationships That Last, about how professionals can create and sustain high-value business relationships that lead to long-term success. Ed explains that relationships drive business, and those who focus on earning trust, delivering value, and maintaining authentic connections will naturally see better business development results. He emphasizes that rainmakers don’t just network—they intentionally cultivate relationships with key clients, colleagues, and referral sources by being proactive, strategic, and generous.

Key topics include the key components of relational capital, how to earn credibility and trust quickly, and why professionals must approach business development with a mindset of service rather than self-interest. Ed shares his Five Key Relationship Accelerators, which include Establishing Credibility, Being Generous with Value, Creating Memorable Experiences, Showing Genuine Care, and Managing the Relationship Lifecycle Effectively. He also discusses the biggest mistakes professionals make in networking, such as failing to follow up, focusing too much on transactions, and not taking the time to personalize outreach. Additionally, Ed provides practical strategies for staying top-of-mind, making introductions, and becoming a trusted advisor to clients. This episode delivers a clear roadmap for professionals looking to strengthen their relationships, generate more referrals, and build a sustainable book of business.

https://therainmakingpodcast.com/

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Ed Wallace consults with and speaks for corporations and associations across the globe with a client list that is a Who's Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent the #1 best-selling The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel's LeBow College of Business and Villanova University's Human Resources Master's Program.

https://www.linkedin.com/in/relcapgroup/ 

http://www.relationalcapitalgroup.com/solutions/keynote-talks/  

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