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13
Broker Quick Take: Relationships Over Transactions
Bellator Real Estate & Development President
Due to the uncertainty surrounding COVID-19, we are all facing some level of turmoil in our lives. This creates additional need for providing others with some compassion, concern and a listening ear. This can be done by simply making a quick phone call to check in on people you know. Often times a random phone call can bring an enormous amount of comfort to another person just by knowing you cared enough to call them.
One of the core principles in The Ninja Selling System is to bring value to clients and work each day to build new relationships and strengthen existing ones. It's key to building long-term, sustainable relationships with all those people in your sphere of influence (SOI). Below are some specific ways you stay more relationally focused in your daily activities:
- Ask them FORD ( Family, Occupation, Recreation & Dreams) questions and be willing to truly listen and make it personal.
- For those who are parents of young children, ask them what activities they have been doing the last few weeks with their kids at home from school.
- It may seem too simple but just be respectful. Consider what you respect about the person you are meeting with and what areas of your life you share in common with them.
- Be Authentic. It's one of the most important values that can positively influence a relationship.
- Be a giver, not a receiver. What are some things you have that will benefit this person? It can be simple things like ideas, or connections with others who they may not know.
- Drawing out the other person. While in conversations does this person have topics they are passionate about that can help you build a deeper connection with them.
- Inspire them in a real way. If appropriate, be intentional to find ways you can uniquely and personally share to make this encounter genuine and memorable.
- Connect with humor. Think about what makes this person laugh. What does that reveal about him or her?
- Identify key moments for them. Is there an upcoming work anniversary, professional honor, or career change that needs to be recognized?
- Execute with urgency. Show the other person they are important; be timely delivering what you promised.
- Deliver with consistency. Be disciplined in your actions to instill confidence that you value the relationship with them by your consistent follow up with them.
Meaningful relationships aren't built overnight. When communicating with others ask yourself, "Am I providing value in this relationship?" Then ask, "Do my actions with this person covey that in the relationship?" Take a few minutes today to become more relational with people in your SOI.
