I was introduced to Dan Sullivan and the Strategic Coach back in 1997. His book The Great Crossover is one of my “top 10” business books of all time.
Dan is a coach of very successful entrepreneurs. One of the things he stresses to his clients is the importance of getting referrals.
“Every success you’ve achieved or will achieve in the future is tied to a relationship. So one of the most powerful abilities an entrepreneur can develop is referability — being someone whom your best customers want to introduce to other people like them.
Many people strive to have all sorts of wonderful qualities (humor, smarts, looks etc.), but other people wouldn’t consider referring them to anyone whose opinion they care about. Why?
I believe it’s because they’ve failed to establish and reinforce four crucial habits. I call these The Referability Habits™. In order to be referred, anywhere in the world, under any circumstances, you have to have these four habits as the basis of your performance:”
- Show up on time.
- Do what you say.
- Finish what you start.
- Say please and thank you.
These basic courtesies might seem obvious, but it’s surprising how often busy people skip them![youtube http://www.youtube.com/watch?v=hz6vXYP4bpo]