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...)

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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:

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:
If you want more referrals, start doing small, positive things that remind people how much you value them.

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.
Keep practicing things that matter.
Keep teaching things that matter to people who care.

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Appreciate you,
Brian

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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