You build relationships when people get to know you and you get to know them. You build relationships when you get the people you know to like you. And you build relationships when you do the things that allow other people to trust you.
Here is a simple reality – people do business with people they Know, Like & Trust. You do business with people you Know, Like & Trust. All things being equal, you will do business with someone you Know, Like & Trust.
You likely have the accountant, banker, or financial planner in your life because, all things being equal, you Know, Like & Trust them. In fact, all things being UNequal, you would still opt to do business with the person you Know, Like, & Trust. Think about it. If you have automobile insurance, there is no question you could find the same coverage for less. Yet, you stay with the same agent. Why? You Know, Like & Trust that person.
Know, Like & Trust is a powerful component of human nature. If you can get people coming to the conclusion that they Know, Like & Trust you (this is at a very gut level), they will more likely be moved to help you … refer you clients … introduce you to centers of influence … direct you towards beneficial opportunities.