Mark Victor Hanson's Relationship Building Tips

Mortgage and Lending with Sun Mortgage & Lending

Positive relationships are at the heart of every successful business.  Yet few people take the time to really understand how successful relationships are cultivated and maintained.

In a recent issue of Mortgage Planner Magazine, Mark Victor Hansen, co-author of "The One-Minute Millionaire" and "Chicken Soup for the Soul", provided his tips for building and maintaining successful relationships. 

When relationships thrive for a while, but then fall apart, Hansen suggests evaluating what went right when things were thriving as well as what went wrong as things began to fall apart.  Understanding the factors leading to the success--or difficulties--of the relationship will help you to repeat the positive while avoiding the negative. 

Secondly, Hansen suggests learning to nourish your most valuable relationships in a win-win atmosphere.  Many people are so focused on what they want, that they forget all about the other person in the relationship. "In business, win-win means having a genuine concern for the other person," writes Hansen.  "That they win as much as you do."  When people focus solely on squeezing every last penny out of a business situation, it creates distrust, cynicism, anxiety and questionable ethics. This doesn't mean to cave in and give away the farm, either.  Win-lose, whether you're the winner or loser, will never work in the long run.  Focus on creating a positive outcome for everyone involved.  This will serve you well in the duration of the relationship.

You should also remember to invest your time wisely.  There will be clients that want to dominate your time, yet give you little in return. It's a good idea to limit your time there. Balance things out by putting more time in with your core clients.  Take the time to learn as much as you can about them, including their likes and dislikes, favorite restaurants, hobbies, sports and pastimes and your business reap the rewards.  If you find that you have toxic people around you, Hansen advises getting away from them immediately. They'll drain your time, your energy and your resources, which are far too valuable to sacrifice. 

Finally, be willing to go the extra mile.  Remember, it takes time to cultivate successful relationships, but as you focus more and more on win-win relationships, behaviors like going the extra mile will become more like second nature to you.  And as your relationships flourish, Hansen advises, you'll find yourself becoming richer, and not just financially.

Comments (3)

Joeann Fossland
Advantage Solutions Group - Tucson, AZ
Master Certified Coach to Motivated Agents

Thanks for the important points! Real estate is a relationship game, after all. The One Minute Millionaire is one of my favorite books!  Sounds like a good article and you sound like one smart cookie!

Oct 22, 2007 04:31 PM
Hayden Gerson
HPM Financial LLC - San Diego, CA
I love that loan toolbox content.
Oct 22, 2007 04:39 PM
Eve Friske
Keller Williams Realty - Rancho Santa Margarita, CA
Great post Eva.  I agree with the message and content of the post.  Real estate and Mortgage relationships are why we are in the business.
Oct 22, 2007 06:57 PM