Episode 009: Relationship Capital - The Best Lead Gen Resource is Investing in Authentic Relationships

<p><span style="font-weight: 400;">We often get the question “what is the best way to generate leads in today’s market?” For Bernie, she sums it up as TTP (talk to people). For Steve, it’s building relationships and showing Outside the Box problem solving. What it all comes down to is building</span> <strong>Relationship Capital</strong> <span style="font-weight: 400;">with everyone you can, meaning potential clients and within the industry itself. Any relationship that you have or enter into has the potential to become future business.</span></p> <p><span style="font-weight: 400;"> </span></p> <p><span style="font-weight: 400;">The old school way of business was that every relationship was an opportunity to do business. That isn’t how things are done today. People are more likely to give their business to someone who they know and trust rather than someone who is constantly trying to sell them something. That means that the hard work of building that trust should be in the front of your mind when building relationships. The goal is to have a deep well of Relationship Capital that you can draw from that both drives your business and positions you as a leader in the market.</span></p> <p><span style="font-weight: 400;"> </span></p> <p><span style="font-weight: 400;">The Three Steps to building Relationship Capital:</span></p> <p><span style="font-weight: 400;"> </span></p> <ol> <li><strong>Give without asking for anything in return.</strong> <span style="font-weight: 400;">As you would do with any friendly relationship, you’re offering yourself as a listener to learn more about what the other person’s situation is. You’re building trust that you’re not only there to sell them something.</span></li> <li><strong>Add value to people’s lives consistently on whatever platform you’re comfortable with.</strong> <span style= "font-weight: 400;">In other words, however you stay in contact, whether be it through email, social media, or a good old phone call, make sure you’re always adding value to the relationship.</span></