Each week, get 1 actionable tip to help demystify the secrets of building a referral-based business | Join 1K+ readers
What Happens When You Lead With Appreciation
|
Hey there, relational leaders. I want to share a quick story about one of my coaching clients. Chances are, if you’re reading this, you’re a small business owner or a commission-based professional. And like many of us, the relationships that lead to referrals — the kind that drive your results — really matter to you. It’s not always easy. That’s why I like to share real success stories from clients who are doing it well. This one’s about a client named Ben. Ben’s in the mortgage industry, and like a lot of people in sales, he wanted to grow through better relationships — not just more transactions. We talked about what I call a “relationship operating system,” built around three habits: gratitude, curiosity, and generosity. Ben decided to start simple. He focused on gratitude. (Check out the video for more, or read on below...) Instead of trying to get something, he decided to give appreciation. He began reaching out to people in his shoulder industries — real estate agents, financial advisors, insurance pros — not to ask for referrals, but just to say thank you. He started sending short, genuine texts: “Hey, just wanted to say I appreciate how you always take care of your clients. It’s great working alongside pros like you.” That’s it. No pitch. No hidden agenda. A week later, one of those real estate agents called him and said, “Ben, I haven’t heard from you in a while. You don’t realize how much that text meant to me.” Ben hadn’t received a referral in months. But after that moment, things started shifting. People began remembering him again. Not because he asked, but because he cared. As Maya Angelou said, “People don’t care how much you know until they know how much you care.” That’s the brilliance of gratitude. When you take time to acknowledge the people around you, you create emotional loyalty. And that loyalty leads to referrals — the kind that come naturally because others want to help you win. So here’s my challenge to you: Reach out. Say thank you. Mean it. You’ll be surprised how quickly gratitude brings you back to the top of their minds. Hope this helps. And if there’s anything I can do to support you, don’t hesitate to reach out. Keep studying things that matter. Appreciate you, Whenever you're ready, there are 2 ways I can help you:
|
Get Radically Referable
Each week, get 1 actionable tip to help demystify the secrets of building a referral-based business | Join 1K+ readers
For years, I believed that if I simply did great work, referrals would naturally follow. But here’s what I eventually learned: Referrals aren’t built on competence alone.They’re built on confidence. People refer the professionals they trust will make them look like a hero—not necessarily the ones with the deepest technical skills. If you want consistent referrals, ask yourself these three questions: 1. What story do people tell about working with me? If your value isn’t clear and easy to...
Hello Relational Leaders, Thank you for your trust, your support, and your confidence.I’m deeply grateful for every reply, every word of encouragement, and every one of you who reads this newsletter each week. But let me tell you the real reason I write these… Being a small business owner or commissioned sales professional isn’t easy.In fact, many have told me it’s one of the loneliest jobs in the world. You carry the pressure.You carry the expectations.You carry the responsibility to...
Hello, relational leaders. Hope you’re doing well. First, thank you for showing up here. I always appreciate getting to share what’s working and what I’m seeing in the businesses of other relational leaders like you. If you’re reading this, you’re probably a small business owner or commission-based professional. Which means you live with the ups and downs of variable income. And let’s be honest. It can feel lonely sometimes. You wake up hoping today’s the day a new referral comes through. You...