Today, I’m excited to share with you something that’s close to my heart—building relationships with trust. At Workman Success Systems, we’ve created something called the Relationship Wheel, a powerful system designed to help you create and maintain relationships that turn clients into lifelong partners. Let’s have some fun as we explore how to build trust, connect deeply with others, and ultimately grow your business through meaningful relationships.
The Foundation of Relationships: Trust
At the core of everything we do is a focus on Building Relationships with Trust (BRT). Trust is the foundation of any successful relationship, and it’s what turns a casual interaction into a lasting connection. But trust doesn’t happen by accident—it requires intention, effort, and a genuine interest in the people you’re working with.
The first step in building trust is to do your research. Before you even meet someone, take the time to learn about them. There are so many tools available today—Google, LinkedIn, and even AI can help you get a sense of who they are, what they care about, and what their interests might be. By doing your homework, you’re setting the stage for a more meaningful conversation.
Using the F.O.R.D. Dialogue to Connect
When you first meet someone, it’s important to connect on a personal level. That’s where the F.O.R.D. dialogue comes in. F.O.R.D. stands for Family, Occupation, Recreation, and Dreams. These are the key areas you can ask about to really get to know someone:
- Family: Ask about their family—spouse, kids, parents—whatever is important to them.
- Occupation: What do they do for work? Do they enjoy it? What challenges do they face?
- Recreation: What do they like to do for fun? Whether it’s skiing, building Legos, or going on walks, finding out what they enjoy outside of work helps you connect.
- Dreams: What are their big goals for the future? Where do they see themselves in a few years?
These questions aren’t new, but they’re powerful. They help you move beyond small talk and start building a genuine connection. When you’re truly interested in someone, they’ll feel it, and that’s where trust begins.
Finding Common Ground
One of the most important aspects of building relationships is finding common ground. No matter who you’re talking to, you can always find something in common. Maybe you both have kids who don’t always listen, or you both love outdoor activities like fishing or skiing. These shared experiences or interests create a bond that strengthens the relationship.
I’ve found that even with people who seem completely different from me, there’s always something we can connect on. It might be a shared challenge, a common hobby, or similar goals for our families. The key is to ask questions and keep the conversation going until you find that connection.
Serve Regardless of Opportunity
Once you’ve established a connection, the next step is to approach the relationship with a mindset of service. I like to call this “Serve Regardless of Opportunity” (SRO). This means you’re focused on how you can help the other person, not just what you can get from them. It’s about building relationships that are based on mutual support and care.
Think about the people in your life who only reach out when they need something. Those relationships don’t feel great, do they? Now, think about the people who check in just to see how you’re doing, who offer help without expecting anything in return. Those are the relationships that matter, and those are the ones that last.
Effective Messaging and Ongoing Follow-Up
Once you’ve built trust and connected with someone, it’s important to keep the relationship strong through effective messaging and ongoing follow-up. When you reach out, make sure your messages are based on the relationship you’ve built. This gives you permission to talk about business when the time is right, but more importantly, it keeps the focus on the person you’re connecting with.
Follow-up is where many people drop the ball. After you’ve had that initial face-to-face meeting or deep conversation, it’s crucial to stay in touch. I like to say, “Follow up until they buy or tell you to die.” Keep following up—whether it’s with a birthday card, a check-in call, or an annual note. This consistency shows that you care and helps maintain the trust you’ve built. This process will help you create connections that turn into clients for life.
