The strategies I use to build relationships with potential customers are to create a high-touch environment. When I was in sales and when I was beginning recruitment, I understood that the first sale doesn't happen on the first phone call or the first outreach. In fact, studies have shown that until you've reached out 15 to 20 times, you don't fully reap the benefits of reaching your customer. Understanding that, I've always taken a very persistent yet gracious approach to approaching potential customers. Whether they're a candidate for a job that we're trying to recruit, whether they were a potential customer in terms of the financial advising that I did, I like to make sure that I'm always gently touching them, letting them know I'm there, planting the seeds, basically doing the farm versus the hunting approach of sales. Rather than the quick kill, I want something that lasts. I want something that makes the duration of time so they'll stick. That's how I employ strategies to build relationships with potential customers.