Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career

In the last episode, I talked about the concept of Give to Gets. In this episode of Real Relationships Real Revenue, I’m sharing why you want to scale your Give to Gets up or down relative to the size of the commercial opportunity. Based on the size of the project you may be selling, you want to do more or less on your own dime in order to start the conversation and start helping them solve their problem.    Topics We Cover in This Episode:  Determining the size of your Give to Get Why you should scale it up or down Types of Give to Gets you can offer   Try not to give away too much or not give away enough. You want to think of the level of investment first. Then, come up with something that is low-cost for you, adds value to your client, cuts them off, and leads them to the next step of working with you. Everyone wins with this approach.    If you want to go deeper into this topic, make sure to check out my conversation with Andrew Cogar. He uses Give to Gets across his entire organization and they are growing like crazy.    Resources Mentioned: Listen to my interview with Andrew Cogar

    This week, we are talking about creating demand with your expertise and the way you can add value professionally. In this episode of Real Relationships Real Revenue, I’m diving into the idea of giving first. You have to give to get. Instead of talking about what you do to your clients or prospects, you just do what you do.   Topics We Cover in This Episode:  Why we hate to be sold to but we love to buy What a great Give to Get is Why this method will convert to more sales   When you get your Give to Gets down to a science so they work efficiently, you can start seeing a 50-90% conversion rate to paid work. Your clients will love it because you’re solving a problem for them.    The trick is to go into each meeting with some idea of how you can be helpful to your client. You want to roll up your sleeves and start showing them what you can do - you’ll be amazed at the results.    Make sure to check out my book The Snowball System. Chapter 5 is all about the idea of Give to Get and I think you’ll really enjoy it.    Resources Mentioned: Check out The Snowball System

In the last set of videos, we talked a lot about building strong relationships and we touched on adding value. This week on Real Relationships Real Revenue, we are going to be diving into the topic of adding value even more and how you can have a long-term mindset when it comes to relationships. We cover things like the Mere Exposure Effect, creating an asset list, asking for help, proper cadence, and tracking what you can.    Topics We Cover in This Episode:    The Mere Exposure Effect Likability and frequency matter The importance of having systems for outreach Systems for collecting interesting things Creating an asset list Places to store your assets Why you shouldn’t hesitate to ask for help How the act of helping correlates with likeability Ways to ask for help or advice Why monthly is the perfect cadence for outreach  How to add value each month Setting reminders How to disconnect from the outcome Adding value without expecting anything in return How to track what you can control   Don’t be afraid to become a collector of assets and really dive into adding value to your first among equals. Come up with a system to track the ways in which you are adding value and don’t make the mistake I see so many people make and give up too soon.    Studies show that people like you more when they see or interact with you often and they feel like they are helping you in some way. By creating systems to consistently reach out to people at the proper cadence and add value in unexpected and unpaid ways, you are sure to win and deepen that relationship. Remember, you don’t win when you get a reply, you win by simply offering the value. If you do this, you will be amazed at the results.        Resources Mentioned: Read more about the Mere Exposure Effect Listen to my conversation with Ron Friedman Listen to my conversation with Marissa King Listen to my conversation with Dr. Ivan Misner Listen to my conversation with Ron Friedman about tracking things

This is our fifth and final episode on how to add value to your most important relationships. In this episode of Real Relationships Real Revenue, I want to talk about types of measurement and accountability. You have to measure what you can control.    Topics We Cover in This Episode:    How to disconnect from the outcome Adding value without expecting anything in return How to track what you can control     Don’t make the mistake of thinking that you win when they reply back and say it was valuable. You win when you offer the value. This is so important but most people quit too soon. If you’re being authentic and offering value in unique ways, that will be received well the vast majority of the time. You will win and deepen the relationship.    If you want to go even deeper, make sure to check out my conversation with Ron Friedman linked below. We talked about how to hack your own habits by tracking things and I think you’ll really enjoy that conversation.    Resources Mentioned: Listen to my conversation with Ron Friedman

In the last several episodes we have talked about adding value in a systematic and mutually beneficial way. In this episode of Real Relationships Real Revenue, we are diving into the topic of proper cadence when it comes to outreach for your top 7 to 10 people or your first among equals.    Topics We Cover in This Episode:    Why monthly is the perfect cadence for outreach  How to add value each month Setting reminders   Having systems when it comes to your monthly reach-outs is so important. You need to make sure that you don’t forget to add value each month. You can do this by setting reminders for yourself so you can manage your relationships like a project.  If you want to learn more about this, I highly recommend you check out my conversation with Dr. Ivan Misner. He is a genius when it comes to networking and relationship building and we had an excellent conversation that I think you’ll find really interesting.      Resources Mentioned: Listen to my conversation with Dr. Ivan Misner

In the last episode, I talked about ways to add value by creating an asset list. In this episode of Real Relationships Real Revenue, I’m sharing ways you can add value that you can’t put on an asset list. It’s simply asking for help. This is because the science shows that we like the people we help.    Topics We Cover in This Episode:    Why you shouldn’t hesitate to ask for help How the act of helping correlates to likeability Ways to ask for help or advice   Never hesitate when it comes to asking for help. The science is there, it makes you much more likeable to the person you are connecting with. So find a way to do it. Challenge yourself to do this over the next couple of weeks and you’ll be amazed at the results. It’s one of those things that most people don’t do but it’s really powerful when you do.    If you’re interested in learning more about this, make sure to check out my conversation with Marissa King. She throws down some amazing advice for asking for help and gives even more robust advice than I do here so you don’t want to miss it.      Resources Mentioned: Listen to my conversation with Marissa King

In this episode of Real Relationships Real Revenue, I’m diving into the topic of becoming a collector. For anything that is important in your life, you can become a collector. That means that you can become a collector of ways to add value to your relationships.    Topics We Cover in This Episode:    Systems for collecting interesting things Creating an asset list Places to store your assets   The idea of becoming a collector, having an asset list, and making it as frictionless as possible is super powerful. It doesn’t have to be a complicated system, you can copy and paste things into your notes app or OneNote. The important thing is to just get started. The more assets you have, the more value you can give to other people.    If you are interested in learning more about this topic, tune in to my conversation with Ron Friedman at the link below. He had a lot of really interesting things to say and I know you’ll enjoy it.      Resources Mentioned: Listen to my conversation with Ron Friedman

In the last set of videos, we talked a lot about building strong relationships and we touched on adding value. This week, we are going to be diving into the topic of adding value even more and how you can have a long-term mindset when it comes to relationships. In this episode of Real Relationships Real Revenue, you’ll learn about the Mere Exposure Effect and how to add value to your most important relationships regularly.    Topics We Cover in This Episode:    The Mere Exposure Effect Likeability and frequency matter The importance of having systems for outreach   It’s important that you create a system of outreach to identify the most important people you want to have relationships with and reach out to them. You don’t want to just wait for life to send people your way, you want to take control of your relationships so that you can add the most value.    Think about how you can use the Mere Exposure Effect and have some kind of unexpected, unpaid outreach where you’re really helpful to somebody.    If you’re interested in learning more about the Mere Exposure Effect, make sure to check out the Wikipedia page I linked below. It has a lot of interesting information on it.    Resources Mentioned: Read more about the Mere Exposure Effect

This week on Real Relationships Real Revenue, we are focusing on relationships. I’m going to give you a ton of steps and mindset tips about how to deepen your relationships. A great deal can make your year, but a great relationship can make your career. By taking the time to strengthen your relationships and making the most of them, you can find more success in both the short-term and the long-term.    Topics We Cover in This Episode:  Commonality Frequency Mutual benefit Balance Uniqueness The importance of writing down your most important relationships The types of people you have relationships with  Adding value to the lives of people you have relationships with Targets Acquaintances Curious Skeptics New clients Solid working relationships Loyal clients Raving fans Adding value in the commercial sense Adding value in non-paid ways Tips for creating an asset list The importance of choosing things that allow relationships to flourish The benefits of choosing paths that deepen long-term relationships How to be “Other-ish”    Don’t underestimate the power of good relationships. Building strong relationships, adding value, and creating raving fans will be a game-changer for your career. You have to avoid thinking in the short term and focusing on money. It’s when we are selfish that we get stuck.  So take the time and focus on what others need and how you can add value to their lives. When you focus on the path that allows your long-term relationships to flourish, you will always win.    Resources Mentioned: Check out BD Habits Check out my conversation with Sandy Lutton Listen to my conversation with Mark Harris Listen to my conversation with James Barclay Listen to my conversation with Vanessa Van Edwards

In this episode of Real Relationships Real Revenue, I’m finishing our conversation about relationships. You have to start thinking about your relationships as much or more than anything else. This simple mindset shift is going to give you what you need to succeed over the long term.  Topics We Cover in This Episode:  The importance of choosing things that allow relationships to flourish The benefits of choosing paths that deepen long-term relationships How to be “Other-ish”  When you focus on the path that allows your long-term relationships to flourish, you will always win. You have to avoid thinking in the short term and focusing on money. It’s when we are selfish that we get stuck.  Instead, try to always be thinking of others. By doing this, you’ll win the long-term game and the short-term game too.  For more on relationships, check out my conversation with Vanessa Van Edwards. She is a relationship genius and we talked a lot in this episode about how to be more likable, other-ish, and relationships-focused.    Resources Mentioned: Listen to my conversation with Vanessa Van Edwards