Three questions that lead to successful relationships

"People don't care how much you know until they know how much you care."

— Theodore Roosevelt

This business we call broadcasting is filled with caring people who are generous, intelligent and insightful. It is populated with legendary people who have created amazing companies and legacies.

Over the past two weeks, I have had the honor of participating in the National Radio Talent System GAB (Georgia Association of Broadcasters) and Confer Radio Talent Institutes — powered by RAB. There were over 50 broadcasters who took time out of their busy schedules to share their knowledge with students who care about a career in our business and wanted to learn.

It's not often that you get to meet and spend time with a living legend, but we were all blessed with that opportunity last week with Kerby Confer.

Kerby's stories, his experiences and his generosity will impact our business for years to come. At 80+ years old, I saw the twinkle and passion normally seen in someone just starting their career. I could probably write a book from the wisdom I received just this week from an unassuming giant in our industry.

When it comes to relationships, whether it's prospecting for new business, working with your current clients or even personal relationships, Kerby says it boils down to three items:

Can I trust you?

Do you care about me?

Are you committed?

These are three simple, straightforward points and yet so often misunderstood. If we are having trouble with clients and prospects, the cause may be due to a misstep with one of these three things.

The next time you meet with someone, make sure that you can honestly answer these questions not just with a "yes," but with the twinkle and passion of someone like Kerby Confer.