Most business owners think they need more leads. But what they really need is more referrals.

And referrals flow out of relationships. That’s where gratitude comes in.

Let me tell you about Dan.

Dan’s part of The Boardroom, and not long ago, he shared a story that stopped us in our tracks.

He had been looking for ways to grow his business. Like most entrepreneurs, he thought about prospecting, marketing, and getting his message out.

But instead of doubling down on “selling, selling, selling,” he tried something different.

He asked himself one simple question: Who are some people that mean something to me?

Armed with that question, he pulled an idea from a little book called Beyond Giftology by John Ruhlin.

The concept was simple: make a list of meaningful relationships, prioritize them, and then start expressing gratitude.

So Dan grabbed some stationery and wrote a handwritten note.

Not a long one. Not a sales pitch.

Just a note that said, “Here’s what your relationship has meant to me.”

One of the people he wrote to was a mentor—the very man who had introduced him to his career years ago.

(Check out the video for more, or read on below...)

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A few weeks later, Dan walked into an event. Before he could even get his coat off, that mentor spotted him across the room, ran over, and said, “Thank you, thank you, thank you.”

Why? Because Dan had taken 90 seconds to put appreciation on paper.

Here’s the amazing part: shortly after that, a referral came in.

But it wasn’t just any referral.

It was someone selling a company who needed help with a major transition.

That one connection may turn into the single largest client Dan has ever worked with—all because of a handwritten note.

Let that sink in.

Gratitude doesn’t cost you anything but a few minutes.

And yet it might be the biggest competitive advantage you have.

In a world where everyone else is pushing for attention, pitching their services, and talking about their expertise, you’ll stand out when you show people how much you care.

Clients don’t want to know how smart you are until they know how much you value the relationship.

That’s the brilliance of gratitude.

So let me ask you: Who’s someone you can thank today?

Maybe it’s a client who’s been with you for years.

Maybe it’s a mentor who opened a door for you.

Maybe it’s a friend who believed in you when you were just starting out.

You don’t need to overthink it. Just make a list. Then pick one person and either call them or write them a note. Tell them why they matter to you.

This isn’t fluffy or sentimental. It’s practical.

It builds trust, deepens connections, and yes, leads to referrals.

But even if it didn’t, wouldn’t it be worth it anyway?

Because here’s the truth: when you start doing business from the heart, it’s a better start.

So my encouragement for you today is simple:

Make your list. Express gratitude. And then repeat.

You might just find that your biggest client, your strongest partnership, or your most meaningful friendship starts with two little words: thank you.

And when that happens, I’d love to hear your story.

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Appreciate you,
Brian

P.S. If you want to see what this looks like in practice, grab a copy of John Ruhlin’s Beyond Giftology. Dan swears by it—and his results speak for themselves.

Whenever you're ready, there are 2 ways I can help you:

1. Get unstuck and build momentum in just 12 weeks with The Boardroom​
2. Get referral partnerships that take you places marketing can't with Referral Partner Transformation​

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