BRX Pro Tip: Serve First
Stone Payton: And we are back with BRX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, by the time this Pro Tips drops, I think our book, Served to Win is going to be out, so that’ll be fun to draw the parallels between some of the content that we captured there and some of what we want to say this morning here in this Pro Tip. But our philosophy, you know, organization wide, is serve first. Speak to that a little bit.
Lee Kantor: Sure. This is one of these kinds of mental shifts that you have to kind of help your client or prospective client really grasp in order to leverage our platform to its greatest extent. The mindset shift is that it’s easier to first serve the people who matter most to your prospects in order to build the trust and a real relationship rather than to sell something to a stranger. Now, a lot of people think that, “Oh, I’m just going to blast a bunch of strangers. I’m going to spam them on LinkedIn. I’m going to do this. And then, eventually, some stranger is going to trickle down my funnel and they’ll get to me. So then, I can serve them.”
Lee Kantor: People try that all day long. In our world, we find it easier to reach out, ask the person to be a guest, give them a good guest experience, give them a piece of content that they’re proud of and they’re going to share. And then, after all that’s over, then you kind of figure out ways to work together and then, their mind will be more open to your clients, you know, having a relationship because there’s trust. You’ve served first. Now, you have a true opportunity to move the needle and build a relationship that matters with people who matter and they can then do business. Their mindset has been shifted as well. So, it’s critically important that you lean in on the serving before you lean in on the selling.
Stone Payton: I love it. So, there you have it. Serve first, serve early, serve often. Heck, I even say serve your competition and you won’t have any. But we really do believe that that is so fundamental, so critical, so foundational to all of the work that we’re doing here. Serve first.
