A recent experience working with commercial real estate brokers solidified something for me: being a great salesperson isn’t about the close, it’s about the relationship. It’s about having integrity and creating trust and goodwill with your customers. Too many people in business focus on a hard sell when they should be focused on what’s best for their customers; most people today can see right through a disingenuous approach. I talked about this and other in business best practices in my recent chat with Johnathan Grzybowski on his podcast, Blind Entrepreneurship. Johnathan is the founder of Penji, an on-demand graphic design service. His podcast is insightful and entertaining, with a focus on enlightening the next generation of entrepreneurs on everything from branding to work-life balance. We started the discussion with a debate on whether the Utah Jazz could beat the Philadelphia 76ers in the playoffs. (Unfortunately, we didn’t get to see that play out.) Of course, we didn’t neglect talking about business. We explored the importance of building a successful company culture. And by culture, we don’t mean afternoon happy hours or office ping pong tables. Those are just lipstick on a pig if the workplace culture is negative. I shared how we implement this at Lendio: by striving to make our work environment inspiring and collaborative so everyone is excited to come to work every day. Again, building a business is about building relationships. I also detailed how we use tracking sheets—or scorecards—to keep everyone focused on our most important goals. This was something I learned from an early mistake that nearly cost me all eight of my employees at the time. Now, we use scorecards to ensure we’re working together and making progress toward our shared goals. To learn more about my approach to scorecards, relationship building, and the other topics Jonathan and I discussed, check out the full episode here (or download it on iTunes).