Deposits vs. Withdrawals

As I'm setting down from ALL of my travelings (Nashville, Inman, New York, to C.A.R to NAR… WHEW), I'm thinking about getting back into the swing of things and focusing on my favorite part of being a REALTOR®… 

The RELATIONSHIPS.

This past week in my ongoing Real Estate by Relationship® Academy - we talked about the best ways to connect with our Databases. I shared one of the best concepts I've ever heard of that I still apply to my business. 

It came from my good friend, Tommy Choi, a fantastic team leader out of the Chicago area when he came onto my podcast. He told me that when it comes to building our relationships with our clients - we have to treat them like ATMs. 

Now I know that might sound transactional - but hear me out! You're allowed to make one withdrawal for every three deposits you make into your Trust Account with your client. 

So what constitutes a deposit? It can be solving a problem for a client, giving them a recommendation, dropping off a thoughtful gift, or even just answering a Real Estate question of theirs. 

And withdrawals? Well, withdrawals, are you asking for their business! Or asking for an introduction to someone in their sphere of influence looking to buy or sell their home.

I know this is such a simple analogy for something as complex as relationships, but I want you to take this mindset and test it out in the real world. Next time you interact with a client, I want you to ask yourself, "is this a deposit or a withdrawal? Am I pouring into this relationship, or am I expecting something from them". 

I urge you to start showing up for your Database intentionally in meaningful ways and see what it does for YOU and your business.

Cause at the end of the day, our relationships are indeed what builds our industry!