Many people talk about relationship management these days, but Mike Muhney prefers to talk about self-management and the skills it takes to ensure that you are good in relationships. I had a great time chatting with Mike for this episode of Real Relationships.
He's such a down-to-earth, practically oriented guy who has been building great relationships with people for decades.
His insights into what it takes to build the self-management skills that set you up for great relationships are invaluable. Be sure you take the time to listen.
All of us want to make more profit in our business. It's at least a part of why we are in business. But the question arises, "What is the best way to make a profit?" Bob Burg says that the best way to make more profit is to give - to always ask how you can add more value to that person.
In this conversation, Bob shares the concepts from his book, "The Go Giver" with me to clarify why the laws of giving are the best way to provide value to others and consequently, make maximum profit for yourself. It's a great and insightful conversation, so be sure you take the time to listen.
If you've listened to Real Relationships for any length of time you know that the premise for the podcast and the business behind it is that relationships matter. It's not just that they matter for increased business and profit, it's that they matter for the long-haul to increase your quality of life.
This episode features Nikki Beauchamp, a dynamic luxury real estate agent in New York City who has built her business on the referrals that flow out of the relationships she's established. She's a strong advocate for the power of relationships in building a business long-term. She and I chat about how she learned to build such cooperative relationships with her clients and what it means to make clients truly happy. You'll enjoy hearing her perspective, on this episode.
When you can add relational value to the people in your circle you discover doors open for you like never before. Derek Coburn is one of the people I've noticed adding true relational value to the lives of his clients and others he meets. He's become so convinced that is the best way to build a personal and business network that he's begun his own organization to host events that bring people together and add value to their lives.
You can hear Derek's philosophy of how networking was not working, what he did to change the model, and the incredible results he's had as a result - it's all on this episode of Real Relationships.
If you want a competitive advantage in business you know that relationships play an important part in it. But it's not about how MANY relationships you have, it's about the level of quality those relationships are.
On this episode, I am speaking with my friend Jayson Gaignard who is one of the most skillful people I know at building quality relationships. I asked him how he learned the skill, what he recommends for those who want to begin building quality relationships, and what the ROI is of doing so. You are going to learn a lot from this episode.
Your current clients are extremely important. They're already paying you for products and services. And, they are likely happy with your offerings, especially if they've been long-term customers.
If you aren't marketing to existing customers, you're missing an easy, low-cost source of making more sales. Getting more business from existing clients doesn't have to be a difficult chore. Learn how to increase revenue from existing customers with these seven easy steps.
7 Steps to getting more referrals:
Recently, our VP of Marketing Joel Mier, shared a story with the Contactually team about how he did some networking while on vacation with his family in the Cayman Islands. Joel moonlights as a Marketing professor at the University of Richmond and a few months ago had sent a ScaleMail out to some of his former students to see how they were doing. One of his students replied that she was working on a boat out of the Cayman Islands, a detail he remembered when he headed there for a recent vacation. They reconnected and even met for a drink...a whole 1,279 miles from where they first initially met in the classroom.
The moral of the story? Networking doesn't need to be saved for business casual attire and awkward cocktail conversations during the work week. Networking is far more than stiff small talk, and it's well expanded beyond the boundaries of old school networking events. Much of it can now be done online
, a huge plus for those of us who may be more shy or unable to take the time to go to events. And why should you be networking? About 85% of all jobs are found and filled via networking
and that's just the tip of the iceberg! If you're a real estate agent or small business owner, you'll know that referrals are a huge part of building up your success, and doesn't proper networking work towards getting those crucial referrals?
So before you head out for your next vacation or weekend getaway, with a little upfront work, you can set yourself up to get some networking done, even if you're lounging on the beach in the Cayman Islands!
3 Tips on how to network on vacation:
All businesses know that one of the best ways to get new customers is by word of mouth. You need satisfied customers to recommend your name to other people looking for your service or product. That's common knowledge. It is how you can take your business to the next level. But the question is, how can a business get more customer referrals? How can you become "referable"?
Referrals and word of mouth are at the core of successful businesses. Successful businesses have sustainable growth because their customers have an amazing experience and recommend you to their friends. Word of mouth creates more purchases. In fact, it is the primary factor behind 20 to 50 percent of purchasing decisions.
Sounds good, right? So how can your business get more referrals? We've broken down the key steps that you can apply today to start to have a successful business based on referrals.
One of the things Jon Levy will tell you from his research into human interactions and deep connections is that the thing that influences most as individuals is the people we are surrounded by.
Jon has made it his business to learn all he can about the science and practical aspects of building meaningful connections - not just because it's interesting to him but also because it's a skill he wants to teach people so they can add true value to others.
You won't want to miss this practical and powerful conversation.
Before Roh Habibi was featured on Million Dollar Listing he was already an amazingly successful real estate broker in the San Francisco Bay area.
He says that his success was not built on technology or fancy real estate strategies, but rather through building real relationships with people.
He's my kind of guy. On this episode of Real Relationships, you're going to hear how Roh started his business, built it to scale, and is now working hard to be the go-to guy for real estate in the bay area. It's a great conversation.
Chris Fralic is one of the most intentional, genuine people I know when it comes to building relationships. He sees himself as a connection maker and works hard to ensure that he's thinking long-term instead of simply transactional.
On this episode of Real Relationships, Chris shares how he developed his emphasis on relationships, why it's important for business builders, and how it applies to things like follow-up, email, and introductions. You'll get a ton of value from this conversation with Chris.
Michelle Lederman would never say that she can teach you to be likable, even though she's author of the book, "The 11 Laws of Likability." But what she would tell you is that there are very specific things that contribute to our take away from your ability to be likable.
The more you understand these things - and more importantly, understand yourself for the sake of working on your likability - the more likely it is that you will become a person others feel they can know, LIKE, and trust.
I'm glad Michelle agreed to be on the show. She unpacked some of the vague terms we hear these days like authenticity, vulnerability, and more. You'll enjoy this episode.
Social media is supposed to facilitate truly social interactions between real people - in other words, it's supposed to build real relationships. Amy Chorew, my guest on this episode, says that if your use of social media is not facilitating a real social relationship with people, then you don't understand the purpose of social media.
Amy is a former real estate agent now working with Better Home and Gardens Real Estate. Her role there is specifically aimed at helping real estate agents better use social media to foster social relationships, with the hope that those relationships lead to sales. You'll enjoy hearing Amy's enthusiasm and perspective, so be sure you listen to this episode.
[bctt tweet="How To Make A Social #Relationship A Real Relationship, w @AmyChorew" username=""]
In case you're not familiar with Contactually yet, we created it because we saw the importance of building and maintaining authentic relationships in our business. Part of that means capturing the relationship at the very beginning. While Contactually does not help you with lead generation (other than leads you're getting through your network), what we can do is help you build a relationship once you get that lead.
In an example of the power and flexibility of the Contactually platform, we're going to show you how you can capture someone who clicks on one of your Facebook ads, drop them into Contactually, and immediately start following up with them.
To use that, we're going to create a Facebook Lead Ad
, and use Zapier
to connect that to Contactually. If you're not familiar with Zapier, think of it as the glue that helps to connect applications together.
Start following up with Facebook Leads...
"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.
[bctt tweet="#Relationships First Then The Business Will Follow, with @KrisstinaWise" username=""]
Did you see the title and scratch your head wondering what the heck a sphere of influence is...and if you have one? That's okay, you're certainly not alone and yes you definitely have one, even if you don't realize it! If we're going by the definition below (that's the second bulleted one) then you can think of your sphere of influence as the folks in your network with whom your opinion holds some weight.
This can be anyone from your peers, friends, co-workers and beyond, and once you identify this layer of your network, you can begin to improve your communication with them and engage in a more meaningful way with them.
Don't think you've got a sphere or not sure why you should prioritize them? Think again, they might be hiding right in plain sight in your network and you'll want to keep them top of mind because these are the people who are your biggest supporters, advocates and can often provide a boost to your business. We'll help you to run through your network and better identify the very important SOI so you can best nurture them.
Who's in my sphere of influence?
It's been a week since Inman Connect - one of the top conferences for real estate technology. To no surprise, while there's amazing content on stage, the main attraction is the conversations.
But the real work of a conference is after.
We know that the moment you land back home, you have four days of emails to catch up, family that hasn't seen you, and day-to-day work that needs to be attended to. It takes a real strategy to ensure that your investment into attending the conference and taking dozens of meetings doesn't go to waste. Here's the strategy that I've implemented.
How to follow up after a conference:
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.
[bctt tweet="#BeYourself For Greater #Relationships And #BusinessSuccess with @DawnDCoach " username=""]
Is Your Lead Generation Marketing a House of Sand? Lead validation is the incredibly important process of separating online sales leads from other website conversions, by reviewing all form submissions and listening to recordings of phone inquiries generated by marketing campaigns (SEO, PPC, email, etc.). If you aren't validating leads ...
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.
[bctt tweet="Providing A #GatheringPlace For Powerful #CommunityBuilding with " username="CSchembra"]
Digital communication...breakdown In the digital world, communication is key. Texts, emails, and phone calls are accessible from anywhere in the world. There's really no excuse to overlook an opportunity to connect with your prospects, clients, and leads. Having all those open channels of communication can come with a risk, and ...
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.
[bctt tweet="How To Build #BusinessRelationships That Really Matter, with Evan Baeher " username="ablelending"]
In the end, relationships may be the only place where I can truly meet a need.
LinkedIn is the world's largest online business network. Unfortunately LinkedIn makes it really tough to keep in contact with your connections. Luckily, that's where Contactually can help you by nurturing your potential prospects that you are connected with on LinkedIn through some simple emails and automation.
In this post, I'll walk you through my personal process for nurturing my LinkedIn connections successfully and consistently through Contactually...in just 4 simple steps.
4 Steps to Nurturing Connections from LinkedIn:
This article was originally published by RISMedia. Copyright 2016. www.rismedia.com.
As real estate markets throughout the country continue to improve and the demands placed on real estate professionals mount at an alarming rate, staying in touch with your sphere of influence is not only challenging, it's typically one of the first tasks that gets pushed to the bottom of your never-ending to-do list.
But in an industry founded on the premise of not knowing where your next referral is coming from, staying in touch isn't just a good idea--it's a necessity. The question is how to do so consistently, easily, and authentically.
And thanks to Contactually, Ted Schaar--broker/owner of RE/MAX Gallery in Glendale, Wis.--is not only able to maximize his network ROI, he's also getting more referrals and gaining more repeat business on a consistent basis.
How Ted builds his real estate relationships...
Joshua Evans' specialty lies in enthusiasm
. Specifically in finding his clients' enthusiasm in both their personal and professional lives, in an effort to improve those lives overall. He works as both a coach and a professional speaker, and maintains his relationships and large network with Contactually.
The cornerstone of his business is building enthusiasm into your life, whether that be helping to develop a small business' culture or coaching his clients one-on-one, Evans and his team coach and train their way into helping you find your passion...and who doesn't want more of that? His story reminds us that although automating part of our business can be crucial to making our lives easier, it should mean that we have more time to spend devoting to building relationships within our network.
Contactually User Interview:
If you've ever worked in sales, you probably had to cold call prospects. And if you have ever had to cold call your prospects, you probably hated it.
Those of us in sales are constantly looking for ways to work smarter instead of harder. With new technology emerging daily and a strategic focus on inbound techniques, outbound efforts have the potential to be reduced significantly without compromising growth or revenue. Can you imagine only having hot leads?
Making dials down a random list of cold prospects can often be a massive waste of time. Ask any sales manager what type of leads they would prefer their team work with, and they will say inbound every single time. Ask any real estate professional the types of leads they would prefer and they will tell you "referrals." The quality of a lead matters. Every minute in a salesperson's workday matters. Being mindful of where leads are coming from is the new form of smart outreach.
With a strategic plan and a focus on relationships, inbound leads will be your entire dial list. Effective inbound marketing tactics create an influx of leads without requiring the outbound outreach that every sales person dreads.
6 Ways to get better leads and avoid cold calling:
Recognized as a branding expert and featured in the Wall Street Journal, BBC, Mashable, CNBC, SmartMoney, and more, Jeremy Goldman is the founder and CEO of Firebrand Group
, an award-winning firm focused on building powerful brands through innovative digital marketing and social media strategies.
With clients that range from big names like Colgate, Amtrak, and Inc., it's clear that Jeremy and his team are pros at what they do. Their services fall under the digital marketing umbrella and brands can get their help on mobile marketing, social amplification, and digital positioning, all crucial aspects of getting your brand out there in our digital age. In addition to his work managing Firebrand Group, Jeremy is columnist for Inc.com and recently released his second book in May 2016, Getting to Like: How to Boost Your Personal and Professional Brand to Expand Opportunities, Grow Your Business, and Achieve Financial Success
(with co-author Ali B. Zagat).
Jeremy shared his insights with us on the art of using social media to market yourself and your business, what his preference is for a social media platform for networking and why you would want to build up and market your personal brand in the first place.
Contactually Influencer Interview...
When you send an email you are probably expecting a response. Sometimes that response comes, and sometimes all you hear are the sounds of crickets.
The next proper step that you think of is to follow up. You want the answers to the questions you have. Or maybe you need the answers because they are vital to a business transaction. Maybe it's not a questioning thing, but maybe the follow-up is vital to your networking skills. You need to stay top of mind with your contacts to grow your business.
Don't worry, you are not alone in this. We know these challenges all too well.
You've sent dozens of follow-ups for one or both of the reasons above; how do you know if they are working? You've gotten a few replies, but some of your follow-ups are still hanging out in the ether of the dark email universe.
Are you sending out follow-ups blindly? Or are you measuring the performance of your follow-ups? What are the metrics you need to keep tabs on so that your follow-ups get answered? Over the past year our users have sent millions of follow-ups out of Contactually and here are the top 7 metrics to measure for your follow-up performance.
What you start measuring for your follow-ups...
You may have noticed..we love our customers and Contactually users. There's nothing better than learning the background of our users and all the different ways they experiment within the app and build it to make it work for their business and relationships.
While we outline a general way to utilize Contactually to all of our users, no matter what business they're in, they always find a way to customize their experience. Whether they're using it to remind them to send a handwritten card, or even setting up a lunch date, there's no one single way to build up your network and relationships...we're just happy to be along to help on the journey!
In an effort to showcase our users, the work they do, and how they get it done with Contactually, we're sharing interviews with some of our awesome customers who in turn are sharing their unique story about the relationships they've built in their business's journey.
Mardi is a self-proclaimed 'techie' out of Palm Desert, California. After moving out to the Desert to help with her aging mother in 2010, she found that much of the help she was providing...was tech related. When she realized that many of her mother's friends were in a similar situation, her tutoring service, Desert Computer Tutor,
Whether she's helping business people to utilize technology to increase their productivity, or assisting clients in mastering the latest operating system or cell phone, Mardi says her biggest reward is seeing her "clients' relief as they get over little obstacles and start to fully enjoy the many benefits of modern technology."
Here at Contactually, we're all about building relationships, nurturing those relationships and utilizing them to help grow your business. It says it right in our mission statement, that we believe that the best businesses will be built on authentic relationships. We've found that although we generally outline how to use Contactually in the best way for our users, our diverse user-base is pretty creative in how they make the app work to fit exactly their needs and relationships.
In an effort to showcase our users, the work they do, and how they get it done with Contactually, we're sharing interviews with some of our awesome customers who in turn are sharing their unique story about the relationships they've built in their business's journey.
Meet Elly van Laar...
Elly van Laar
is a personal coach out of Austin, Texas. She teaches Nonviolent Communication and works as a mediator as well. But the common theme that runs throughout all of her work is her use of empathy in connecting with her clients and helping them to solve their problems.
Elly is a practitioner of mindfulness and regularly updates her blog
with anecdotes from her day-to-day and how she implements empathy...even in the supermarket.
Her insights are valuable for anyone looking to form new habits or learn a little more about meditation and mindfulness, and how to implement them into their relationships.
Contactually User Interview ahead:
Your relationships and network collectively are gardens that need constant maintenance. For a recent college graduate, that garden may seem like a bare patch of dirt and for someone well into their career there may be some trees that are bearing fruit. But, as I learned this garden doesn't just grow miraculously...there's a lot more there than you realize.
In a much shorter than expected timeframe, I jumped out of my full-time job into hanging my own shingle. I'm sure many of you know the combined feeling of excitement, empowerment, and "oh-god-what-have-you-done." However, I knew I had the professional skills to be able to consult with clients and figure everything else out.
Harnessing your Networking Skills...
Hailed as a 'branding expert' by big names such as Inc.
and the Associated Press, we're lucky enough to have Dorie Clark
as one of our Contactually influencers and friends. Even luckier? That we scored an exclusive interview with her, chock-full of helpful tips on networking and engaging with your contacts.
Dorie puts her expertise into practice as an adjunct business administration professor at Duke University, and has worked as a marketing consultant for recognizable brands such as Google, Microsoft, Yale University, Fidelity, the U.S. State Department, and the World Bank.
Dorie is also the author of several successful books, and Stand Out
was named the #1 Leadership Book of 2015 by Inc. Magazine. And just in case you need one more point to convince you of her expertise on the subject, the New York Times
recently described her as an "expert at self-reinvention and helping others make changes in their lives."
Contactually Influencer Interview: Dorie Clark
There will inevitably come a time in your Real Estate career when a client has very strong opinions about what they want and don't want, and it can come off as negative. Which may be a good sign; after all, you're helping them make a very important decision!
But while you may think this is game over for your working relationship, it doesn't have to be. In fact, taking criticism and turning it on its head so you establish yourself as an understanding and reliable professional will actually
strengthen your relationship. It may not sound easy, but with the right approach you won't have to worry about a negative review or sour memory again. Take control of all types of business relationships by healing bruises most effectively.
How we turn negative criticism on its head...
It's not much of a secret that there's a select few of us here at Contactually that love the KonMari Method of 'tidying up' and do our best to implement it into our lives and homes.
For those of you not in the know, the KonMari Method was coined by Marie Kondo
, a Japanese organizer who's debut book The Life-Changing Magic of Tidying Up,
took the world by storm with her simple yet effective decluttering methodology. The key to it all? Whether or not the item 'sparks joy.'
Kondo recently released Spark Joy,
a companion to her first book, that guides you through the decluttering, tidying, and organizing process as you move throughout your home and to different items in your home....down to how to fold particular items of clothing and where to place them in your drawers.
So where does that leave us? Sure, the KonMari Method is pretty easy to apply to your closet and that box full of paperwork you haven't touched in three years. But can you make it work for you and the items in your life that can't quite so easily be folded up and placed in a drawer?
Perhaps like your contact list or your network? This year, don't limit your spring cleaning just to your home, try it out on your address book as well...it may make a huge difference in your networking and segmenting in the coming year!
Read on to organize contacts in your list...