SECTION 3 10 KEYS TO STRATEGIC RELATIONSHIP DEVELOPMENT

We have summarized ten keys to Strategic Relationship Development. These following keys are not the exhaustive list of how to do strategic relationship development, but are in general the leading steps to begin.

1 Right Mindset

Do you have “relationship buliding mindset”?

Adopt the mindset that relationship building is part of your work and development. No matter your job title, building relationships is in the description, and it should be part of your development planning. It has been noted by professionals time and time again, that 5-10% of our professional week should be dedicated to strategic building relationships.

2 Big Picture

Know your big picture.

Take some time to create a snap-shot of what successful relationship building looks like for you. What would you like to accomplish in the next year? The next 3-5 years? What does the next phase of your career look like – do you want to change industries, become an entrepreneur, become a leader, join a board, or work internationally?

3

Strategy And Tactics

Blend the strategic and the tactical.

When you have a basic snap-shot, your strategy and tactics will help you accomplish that, what do you specifically need to. Think of strategy as the general direction in which you’d like to go. Tactics are the specific actions you’ll take to get there.

Communication Style

Know your communication style.

Any number of assessment tools can help you to determine your best communication style and preferences. And while you can’t possibly know the communication style of every person you meet, when you understand your style, you can better engage and understand those around you. For example, in the DiSC assessment, if one is a high “I” and “S”, that generally means they are naturally inclined to be very social, an influencer and prefers quality in work over quantity. Knowing those things about oneself, as well as the other traits in the assessment. (See DISC offer in back of manual)

5

Profil Update

Update your profile through professional organizations.

NAREB is a huge beginning, but do not stop here. Crossover into other areas that may not appear popular but they will stretch you professionally and are a wellkept secret of those who have benefited greatly through their networks.

7

Elevator Pitch

Short version of your story

Have prepared the short version of your story (some call this your elevator pitch); of how you went from A to B and what your hopes are for achieving C. People don’t just get behind people, they get behind the story of that person. In strategic relationship building you are inviting strategic individuals to get behind your story; as a leader who has moved from A to B and has great aspirations for C. Take time to develop your story board.

8

‘ON-GOING’ STRATEGY

Build a relationship in advance.

Build relationships as an ‘On-Going’ strategy, not just when you need them or a one and done method. Because, when you need a relationship, it’s usually too late to develop it. And while this may not be a habit built into our everyday life; commit to putting into place a process that is consistent and sincere, not corny.

Visit Events

Attend local events and meet new people

Regularly attend local events and aim to meet at least one new person. Have you ever gone to an event and spent time only with people you knew? Or spent the whole time alone not engaging with anyone? For people who are deep introverts this will be the hardest part of strategic relationship building, getting outside of yourself but do not get overwhelmed with taking on the whole room, be selective and clear of your objective.

9

Area Of Expertise

Develop your area of expertise, in addition to Real Estate.

Do you have an area of expertise or a specialty skill you’re known for? For example, how to save for your next home purchase. You may have a bonafide savings system that you are known for; and have become the expert on that practice. How are you communicating that expertise to the masses? Do they know who you are and what you do? This practice is how you become known as an expert: get real good at a thing, develop a proven strategy that can be replicated, then share with others.

To Strategic Relationship Development

10

RELATIONSHIP BULIDING MINDSET

KNOW YOUR BIG PICTURE

BE STRATEGIC AND THE TACTICAL.

YOUR COMMUNICATION STYLE

BUILD A RELATIONSHIP IN ADVANCE

UPDATE PROFESSIONAL PROFILE

FOLLOW-UP

Follow-up Follow-up Follow-up.

Your impact and influence is sealed in your ability to follow-up with people you engage, beyond a one time meet and greet. Follow-up quickly, with a clear objective (even if it is “Lets meet for Tea!”) and recall the details of your initial encounter.

A SHORT VERSION OF YOUR STORY

ATTEND EVENTS AND MEET PEOPLE

DEVELOP YOUR AREA OF EXPERTISE

FOLLOW-UP FOLLOW-UP FOLLOW-UP

If you’re interested in a role on a board or commission, now is the time to build those relationships relevant to the activities of the board or commission you are pursuing. It may be easier than you realize to find someone who is already involved in a relevant area of interest, that are already board and commission members. Here are a couple of tips that can help develop strategic relationships with existing boards and commission members:

• Meet with a representative of the appointing authority. Express your interest in an appointment and your qualifications for membership. (it is okay to send a cover letter if you are unable to meet the appointing authority directly).

Use your connections, personal and professional. Let them know of your interest in serving on a board or commission. Chances are you know someone with connections, and they can make a soft referral on your behalf or an introduction. Key here is sincerity.