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Relationship Building: Reciprocity

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Real estate is the business of relationship building and maintenance. Leaders expect more from their associates, clients, and partnerships—without any reciprocity. But leadership requires relationships that add mutual value. A relationship without reciprocity is no relationship at all. Find 3 signs below that indicate your relationships lack reciprocity and are headed in the wrong direction.

1. You always have an excuse.

You know that your business relationship lacks reciprocity when you feel forced to do all the work because there is always an excuse on the other end. When excuses begin to constantly prevail, this is a sign that your business relationship is becoming one-sided and the other side is feeling threatened, uncomfortable, territorial, and distant. Put the relationship to the test. Demand more from your business relationship and if performance does not improve and an attitude still lingers, do yourself a favor and call it quits. If you are in a relationship that doesn’t value you enough, get out before it’s too late.

2. No one takes ownership.

It’s difficult to sustain a business relationship when you are the only one that is able to take ownership and remain relevant. When both sides don’t take ownership for the mutual benefit of the relationship, it’s time to reevaluate. How many times have you been in a business relationship where everyone is equally excited and then it begins to wane? Often, these are the relationships where one of the parties is beginning to lose marketplace relevancy and their impact is fading. When they can no longer keep up with marketplace needs, reciprocity becomes difficult and eventually the relationship ends.

3. No one seizes the opportunity.

A lot of business relationships are created from an encounter or introduction that left a lasting impression. Over time, reciprocity can become difficult due to the fact that those in the relationship may have limited capabilities. For example, the leaders at the top of the organization may seem the most impressive. They say the right things and make lots of promises about what their contributions to the relationship can bring. But the reality is that those who are responsible to do the heavy lifting—to give the relationship life—may have average competency levels. To combat this problem, and work together with your team to seize opportunities, keep your business relationships on their toes, challenge their commitment, and notice if they are expecting you to make all of the sizeable investments in time, money, and resources. Also, be mindful of who is making the real difference toward driving outcomes. If you are the only one sharing, it’s time to end the relationship before circumstances force your hand.

Remember that real business relationships produce positive results for both parties for one core reason: reciprocity. Without reciprocity, there is no relationship. When you stop having each other’s backs and lack the desire to give more than receive, the relationship can quickly go awry.

Take these tools and use them to build healthy, lucrative, and reciprocating relationships in your next business venture as an EXIT Realty Massachusetts franchise owner! Join us and we’ll give you the tools, resources, and support to build relationships and a winning team of agents. Give us just 30 minutes to learn how to get started, and we’ll give you a new career.

 

 

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