Many of you have already heard we lost a great man recently, Jim Rohn. He was one of the world’s greatest life and business philosophers, speaker and author. One of my many favorite Jim Rohn quotes: “The challenge of leadership is to be strong, but not rude; be kind, but not weak; be bold, but not bully; be thoughtful, but not lazy; be humble, but not timid; be proud, but not arrogant; have humor, but without folly.”

Jim Rohn often wrote about how “People tend to do business with those they know, like, and trust.” That’s a simple but potent sentence.

Your prospects require multiple exposures to you before they can feel like they know, like and trust you – it’s human nature. One of the best ways to allow this to happen is to consider yourself as a great resource in your area of expertise.

Bill Smith is a great example of this. Sure he’s a top producer and sure he’s well known. But he also adds value by making it his job to pass along great tips and resources via personal conversations, his eNewsletter, website, blog, meetings, groups he is involved in and just about any other way he can. In fact he’s developed quite a reputation for his generosity without expecting anything in return.

Bill Smith is not only perceived as a great commercial real estate broker but also has become the “Go To” resource in his niche – brilliant! Everyone, and I mean everyone thinks of Bill Smith when they need information and/or a resource in the business. Just imagine what happens when they need a broker!

Ask yourself what information you can supply that will add value to your prospects – and then provide it. Regularly!

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