Here's  what I know they do for sure. They are always working on building relationships, no matter what the economy.  It comes naturally to some people and takes more effort for others, but they just do it and recognize that it's more important than ever and critical for success. What's their big secret?  They focus on finding out what the other person needs.  While some people are still focusing on the old cliché, "think outside the box," they know the key is to think outside yourself! Focus on someone else's needs.  Too many people focus only on their own needs. Successful people focus on and help solve the problems of others. They are diligent in tracking who they've met, their interests and more.  It's like party planning to them.  They get jazzed by seeing the connections they've created, not just for themselves but for others.  Their database of names and contact information are used daily.

So your action item after reading this is to make sure you have a great system for tracking "relationships".  I don't mean any disrespect, but Outlook isn't good enough.  If you want some tips on what you should be using, I'm happy to give some recommendations.  Just shoot me an email.  The secret is following this old proverb, "Dig your well before you're thirsty."  And, if you can, make sure your contact database is loaded with commercial real estate problem solvers, not whiners.  CREW might be a good place to start the "search and download".