How to build relationships before you need them.

Think about your bank account for a moment.

You would not wait until you need $5,000 and then suddenly start making deposits. You would not open an account on Monday and expect to withdraw money on Tuesday.

Your professional network works the same way.

Relationships are an investment account.

Every conversation, introduction, coffee meeting, helpful email, referral, handwritten note, and “How can I help?” is a deposit. And just like a financial investment, the value of your network grows over time.

But here is the catch: you have to invest before you need the return.

Too often, networking becomes transactional. Someone reaches out because they need a job. They need a referral. They need a customer. They need an introduction.

There is nothing wrong with asking for help. In fact, strong relationships are built on people helping one another.

The problem is waiting until you need something to start building the relationship.

Personal Development Tip: Become a Relationship Investor

Make it a habit to connect with people without an agenda.

Once a week, reach out to someone and simply ask, “How are things going?”

Maybe it is a former colleague. A Chamber member you met at an event. Someone you have not talked to in six months. Or someone you met five minutes ago who made an interesting impression.

Then listen.

You might discover an opportunity to make an introduction, share a resource, celebrate someone’s success, or simply encourage them.

Those small deposits add up.

And here is something I learned from my years in radio and community work: people remember how you made them feel far longer than they remember what you said.

Business Development Tip: Stop Counting Contacts. Start Building Connections.

Your goal should not be to collect the most business cards or LinkedIn connections.

Your goal should be to build relationships you can trust.

At your next networking event, do not ask yourself, “How many people can I meet?”

Ask yourself:

“Who can I get to know?”

Have a real conversation. Find out what someone does, what challenges they are facing, and what they are excited about.

Then follow up.

Send the article you mentioned. Make the introduction you promised. Invite them for coffee. Congratulate them when they accomplish something.

That is networking with a long-term mindset.

And eventually, something interesting happens.

People start thinking of you when an opportunity comes along.

Not because you asked them to.

Because you have earned a place in their network.

The Jimmy Tip: Do not build your network when you need it. Build it so you will have it when you need it.

This week, make three deposits into your relationship account.

Reach out to three people with no sales pitch, no request, and no agenda. Just connect.

Ask how they’re doing. Find out what’s happening in their world. Look for a way to help.

Because the strongest networks are not built by taking.

They are built by investing.

Your Call to Action

This week, identify three people you want to know better.

Send a text. Make a phone call. Invite them for coffee. Introduce them to someone who could help them.

Make the deposit.

Then do it again next week.

Because your network is not a contact list.

It is an investment account—and the best time to start making deposits is today.

Cheers,

Jimmy