George B. Thomas
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Somewhere along the way, a lot of businesses stopped building relationships and started managing humans like tasks. Not because people are bad.
Because fear is loud and numbers feel safe. And transactions look easy to measure.
In this episode of Value First Humans, host Chris Carolyn and I, George B. Thomas, discuss what it takes to build genuine connections instead of relying on mechanical follow-up systems. This is about building trust, honoring context, and choosing honest conversations over scripted sequences.
Fear pushes teams toward control and volume. Care pulls teams toward connection and clarity. Use tools for memory and context, not as relationship replacements. Value the quality of relationships over the quantity of transactions, and your results will start to look different.
The moment that changed everything
Chris says it straight: a genuine connection scares a lot of organizations because it is harder to measure and harder to automate. That line matters because it exposes the real enemy.
Not competition.
Not budget.
Fear.
I name it the way I have for years: “false evidence appearing real.” Once you see that, a lot of the transactional junk stops feeling normal. It starts feeling like a sign that good humans are stuck inside systems that make it hard to show up as themselves.
And that is why this commitment exists.
We will build a genuine connection rather than manage transactions.
How they do the work in the real world
Here is the simplest way I know to explain it. I will take one deep relationship over twenty surface-level ones every day. And businesses are not that different. You do not always need more clients. Sometimes you need deeper trust with the right clients, built through real care and real value.
This shows up in how I think about customer relationship management and automation.
I use them as support, not as substitutes. “Memory and context helpers not. Relationship replacers,”
A tool should help you remember what mattered last time. What promise did you make? How does that human like to learn? What are they carrying right now?
Because when you can say, “Oh yeah, you are Bob, and this is what is happening,” the other human feels seen. That is not a trick. That is care, backed by context.
I also want to name what a genuine connection does not look like.
It doesn't look like blasting out a hundred emails a day and pretending you can care about the person on the other side of each one. It doesn't look like following a playbook so tightly that you cannot have a genuine conversation. It does not look like treating someone as the difference between hitting your number and missing your number.
Connection is slower upfront, but it becomes lighter over time.
A big reason is word of mouth. I said it plainly in the episode. “And I, kid you not, 70% to 80% of the deals we've closed in the last four years have been word of mouth deals. Bottom line.”
That kind of growth happens when people feel heard, seen, and understood, and when expectations get met.
The lesson they want you to carry forward
If you want a picture that sticks, here it is. You can walk outside and yell, “Anybody wanna come over?” then walk back into silence. Or you can live your life, keep showing up with value, and be ready when the doorbell rings at the right time.
That is how I think about helping and selling.
And this line is the gut check for the week: “If you'd spend more time putting value into the world, your doorbell would ring more.”
So here's the move.
Identify one place where your systems prevent common-sense, human-focused decision-making. Not where people are failing, but where the structure makes it difficult or impossible to care.
Then change that one thing.
Watch the episode using the video and audio embeds near the top, and pick one relationship you are going to treat like a relationship this week. No scripts. No pressure. Just value and care.
Frequently asked questions
Why do organizations default to transactions instead of connections?
Because genuine connection feels harder to measure, and fear pushes teams toward control, volume, and scripts.
How should I use customer relationship management without losing the human part?
Use it to remember context, promises, and preferences, so you can show up with care. Do not use it to replace real conversation.
What is one action I can take this week to build a genuine connection?
Find one system that forces transactional behavior and redesign it so a human can make a human decision again.
