How to build client relationships that last a career
It’s an achievement when one can say they still have some of their original clients from when they started their business 35 years ago…
(Especially in the business of tenant representation where engagements typically end when a set of keys changes hands.)
But that’s not the only reason Damian McKinney Founder and CEO of McKinney Advisory Group received Corporate Alliance’s CARMA award for 2014… it was because his business embodies everything the Learn – Serve – Grow philosophy stands for.
I walked up to Mr. McKinney after the award ceremony to find out what this philosophy means to him and how it’s helped him build his business.
A tall, genteel man with silver hair and a kind smile, Damian made time for my questions even during the middle of his celebration.
“I believe the Learn – Serve – Grow approach fit our company so because of our culture of servant leadership,” he began, referring to another philosophy that says you should always learn about someone first, before ever trying to lead.
How do these two philosophies influence his approach to new clients?
“When we meet a client for the first time we always say that we don’t come in with briefcases full of answers, we come with briefcases full of questions. We get to know them and listen to their needs, their pains, their objectives, and what keeps them up at night. Truly, you can only serve once you understand someone’s needs…”
And from serving you always grow…
The McKinney ‘why wall’
At McKinney Advisory Group, being servant leaders means going beyond the borders of day-to-day business.
One example of this, in the center of their office, is a wall dedicated to showing ‘why’ they’re in business in the first place. Called, ‘The Why Wall’, this is a collection of letters of recognition and thanks from the many causes and nonprofits the company and individuals in the company support.
“That’s what I’m most proud of,” Damian tells me.
“The Why Wall and our focus on Servant Leadership means a lot to me. This wall represents organizations saying thank you to all the members of our team; for what they do day-in and day-out for the community. That’s the ‘Why’ of McKinney. That’s what gives us the energy to serve our clients with passion. This is why we’re here.”
This altruistic approach to business has gained a lot of momentum in recent years in San Diego.
“We’re fortunate to have so many leaders here who care about Servant Leadership. Dr. Tony Baron, Ken Blanchard, John Maxwell, and Jerry Rollins – are all doing so much to bring the community together for the right reasons.”
That means doing something important for others…
“Serving the community is a commitment everyone at McKinney Advisory makes. Every advisor and staff member commits to giving their time, talents, and treasure to whatever they’re passionate about… in whatever gets them to serve others. It can’t be just a check. It has to be giving something of yourself. It’s a holistic, long-term approach to serving the community.”
It’s also a way to know that what you’re doing makes a difference.
“Sometimes during those reflective moments, when you don’t know if what you’re doing is important… by chance you get a story or thank you from one of the organizations you’ve supported, and that just lifts you up… It gives everyone here a spring in their step.”
The biggest difference is in yourself…
Suffice it to say, McKinney Advisory Group’s charity work isn’t the reason so many clients have chosen to work with them over the years.
It’s because of the spirit of giving that runs through McKinney’s corporate culture.
It’s the reason they offer a range of ongoing services to their clients – at no cost.
And why, if you ever get a chance to talk with Damian, you’ll be impressed by how generous he is with his time. He may run one of the most successful tenant representation companies in the US, but you’d never know it.
Learn – Serve – Grow isn’t just the path to business success, though it’s certainly helped McKinney Advisory Group grow their business, by serving others, it’s a way to know that what you’re doing is good; for yourself, your clients and the community at large.
A commitment to relationships…
And so I asked Damian what he would say to the youth of today to share this important message.
“I’d tell them, if you find that you’re passionate about serving others. You’ll be amazed with how life will serve you. And if you can merge what you’re passionate about doing with serving others….you don’t have a job – you’ve got a future.”
Giving to the community is not just a way to win business or awards. The Corporate Alliance’ Learn – Serve – Grow philosophy is a way to gain a deeper understanding of why you’re in business to begin with, and focusing on that so you can see the true definition of “success”. Because that’s something larger… something that brings out the best within yourself and encompasses the long-term success of the world around you…
“That’s why we have relationships that have lasted a career,” Damian tells me.
And that’s why serving for the sake of others is the surest road to your own success, in business and in life.
– Jeremiah
