Episode 115 – Building Relationships That Convert with Ryan Fox
In this episode of The Prospecting Show, Dr. Connor Robertson welcomes Ryan Fox, a strategist and connector who believes business success comes down to one core principle: people buy from people they trust. Together, they explore how to build, nurture, and leverage genuine relationships that convert — not through manipulation, but through authenticity and value.
Dr. Robertson opens the conversation by saying what every entrepreneur knows but often forgets: “We spend so much time learning how to sell that we forget to learn how to connect.” Ryan agrees, adding, “Sales skills matter, but relationships sustain you. If people trust you, you’ll never run out of business.”
Their discussion blends philosophy and practicality, illustrating that in a world dominated by automation and metrics, human connection remains the ultimate conversion strategy.
Why Relationships Outperform Transactions
Ryan begins by sharing how the best-performing companies he’s worked with don’t focus on closing — they focus on caring. “When you help someone without expecting anything in return, you create emotional equity,” he says. “That’s what people remember.”
Dr. Robertson connects this to long-term success. “Transactional relationships are short-term,” he says. “Transformational relationships create compounding trust — and that turns into opportunity.”
Ryan adds that relationships are the real lead source. “You don’t need 10,000 followers,” he says. “You need 100 people who believe in what you do enough to introduce you to others.”
Dr. Robertson notes that when you stop seeing people as prospects and start seeing them as partners, everything changes. “Selling feels awkward only when it’s selfish,” he says. “When you’re truly helping, selling becomes serving.”
The Psychology of Connection
Dr. Robertson asks Ryan why some people naturally connect while others struggle. Ryan explains that connection is a skill built through presence. “You can’t connect if you’re distracted,” he says. “People can feel when you’re waiting for your turn to talk.”
He emphasizes listening as the most underrated sales tool. “Everyone’s trying to impress,” he says. “Few people try to understand.”
Dr. Robertson adds that empathy and curiosity form the foundation of trust. “You don’t need to have all the answers,” he says. “You just need to care enough to ask better questions.”
Ryan shares that vulnerability is also key. “When you’re honest about your challenges, you make space for others to open up,” he says. “That’s when real connection starts.”
Dr. Robertson agrees, noting that authenticity builds faster rapport than perfection ever could. “People relate to imperfection,” he says. “It reminds them you’re human.”
Building Trust in a Digital World
Ryan explains that while technology has changed how we connect, it hasn’t changed what connection means. “LinkedIn, podcasts, DMs — these are just tools,” he says. “The goal is still trust.”
Dr. Robertson adds that digital relationships fail when they lack depth. “If you treat online connections like transactions, you’ll get transactional results,” he says.
Ryan recommends what he calls the Three Touch Rule for digital networking:
- Engage genuinely: Comment with intention, not self-promotion.
- Add value: Share resources, insights, or introductions that help.
- Follow up personally: Send a message that proves you were paying attention.
Dr. Robertson connects this to his own experience building The Prospecting Show. “Every guest I’ve interviewed has become a real connection,” he says. “The podcast isn’t about marketing — it’s about relationships that grow naturally.”
Ryan agrees, adding that consistency matters more than charisma. “You don’t have to be the loudest voice,” he says. “You just have to be the most consistent one.”
From Relationship to Revenue
Dr. Robertson asks Ryan the million-dollar question: “How do you turn great relationships into business without feeling transactional?” Ryan smiles. “By earning the right to ask,” he says.
He explains that timing and tone matter. “Don’t pitch in the first conversation,” he says. “Build context first. When people understand your expertise, they’ll invite your offer.”
Dr. Robertson notes that most deals come from momentum built months earlier. “Relationships compound,” he says. “You might plant a seed in January that pays off in June — but only if you keep showing up.”
Ryan shares his framework for relationship-based selling:
• Value: Always give before you ask.
• Visibility: Stay top-of-mind without being intrusive.
• Verification: Back up your claims with proof or results.
• Vulnerability: Be honest when you don’t have all the answers.
• Velocity: Move fast when the opportunity arises.
Dr. Robertson summarizes it perfectly: “Relationships that convert aren’t built on persuasion — they’re built on participation.”
Maintaining Relationships at Scale
Ryan explains that as your network grows, relationships can become harder to manage — but that doesn’t mean they should feel impersonal. “Technology can help you stay human at scale,” he says. “Use tools to remember, not replace.”
He uses a CRM to track follow-ups, birthdays, and previous conversations. “It’s not about automation,” he says. “It’s about attentiveness.”
Dr. Robertson agrees that structure enhances sincerity. “Systems don’t make you robotic,” he says. “They make sure your humanity shows up consistently.”
Ryan adds that one genuine check-in can reignite dormant relationships. “Send a message like, ‘Hey, just thought of you — how are things going?’ It’s that simple,” he says. “Connection doesn’t expire; it just needs reactivation.”
Dr. Robertson notes that leadership is built the same way. “Great leaders check in before they check out,” he says. “The smallest gestures often have the biggest impact.”
The Art of Giving First
Both Dr. Robertson and Ryan emphasize that the most powerful business relationships are built on generosity. “The fastest way to build influence is to help others win,” Ryan says. “When you become known as the person who gives freely, opportunities chase you.”
Dr. Robertson recalls his own experience connecting entrepreneurs through introductions. “Every time I made a connection with no agenda, something good came back later,” he says. “That’s the law of reciprocity in motion.”
Ryan adds that giving doesn’t always mean money. “Give time, give insight, give access,” he says. “Those are currencies that matter more than cash.”
Dr. Robertson agrees, noting that generosity compounds like interest. “One kind gesture can ripple through your network for years,” he says. “And the return often shows up when you least expect it.”
Relationship Integrity
Ryan emphasizes that not every relationship should be pursued — some should be protected. “Integrity is your filter,” he says. “You can’t build strong relationships with weak values.”
He warns against opportunistic networking. “If your only goal is extraction, people will sense it,” he says. “And once trust is gone, it’s nearly impossible to rebuild.”
Dr. Robertson connects this to brand reputation. “You can buy attention,” he says. “But you can’t buy credibility.”
Ryan shares a simple rule he lives by: “If it doesn’t feel right, it’s not right — no deal is worth your peace.”
Dr. Robertson adds that ethical consistency builds long-term success. “The same people you meet on the way up will be there on the way down,” he says. “Treat them the same in both seasons.”
Lessons for Entrepreneurs
As the episode winds down, Dr. Robertson and Ryan summarize the timeless truths of relationship-based business:
• People buy from people they trust.
• Relationships are built through listening, not talking.
• Authenticity is stronger than any sales tactic.
• Giving always outperforms grabbing.
• Integrity turns connections into community.
Dr. Robertson adds, “Your network is your reflection — it mirrors your values, not your vanity metrics.”
Ryan closes with a message that captures the heart of the discussion: “Business isn’t about finding customers. It’s about building relationships that last longer than the invoice.”
Their conversation leaves listeners with a clear message: connection is the ultimate conversion strategy, and authenticity is the modern entrepreneur’s greatest advantage.
Listen and Learn More
Listen to the full episode here: Building Relationships That Convert with Ryan Fox