When I first started my career as a real estate agent, my mother and mentor always told me, “You’re here to help people, and the price of their house doesn’t matter. If you put your heart into your work, success will come and you won’t even know it.”

Looking back and realizing my business has survived one of the hardest years in recent memory, I have a lot to be thankful for. At the top of that list are the relationships I have built and the people who trusted me.

I believe for business relationships to grow and for trust to be built, there are three things to keep in mind.

The Price of Trust

The currency of trust is hard-earned and, when mismanaged, easily lost. I define trust as putting someone else’s best interest first. Doing this allows you to put your relationship with the person you are helping above the work assignment. This is important because trust is contingent to any relationship. Without trust, the relationship does not exist.

Account for Growing Time

When helping someone, allow them the space to try, explore and grow. Hold a space for them to learn in a controlled environment by giving them the experience of discovery. The ability to learn in a safe and judgment-free environment is important because, in a professional relationship, your clients should be able to ask you for help and not feel bad about it.

Must Be Present to Help

As the world rushes towards faster and fastest, don’t lose sight of the human connections you worked so hard to build. Giving your clients, friends, and partners the space to be heard is important because being present is a priceless gift that allows you to truly hear how you can help. Listen to learn, not to respond.

When it comes to building relationships and building trust, the focus must always be on the person you have decided to help. It’s a mutual relationship built on a foundation of trust. Once they trust you, they will feel comfortable exploring and growing in the space you’ve given them. And only then will you be able to build long-lasting business relationships. 

By Zack Sit