My friend, Patricia Fripp, built her fortune, first as an owner of salons, and then as a speaker and author, by living the following principle:
“Don’t concentrate on making a lot of money, but rather on becoming the type of person people want to do business with.”
“What!?” you may be asking. “But, Burg, you avowed and unapologetic capitalist; are you saying we shouldn’t focus on making money?” Yes, that’s exactly what I’m saying. But only if you want to make a LOT of money.
More confused than ever? Please allow me to ‘splain. If you focus on making money, you’ll make a living, and make some money. If, on the other hand, you take Ms. Fripp’s advice and focus on becoming the type of person people want to do business with, you’ll take your business to an entirely new level.
You’ll consistently build the “know you, like you, trust you” relationships with people who will gladly connect you with those in their network with the understanding that you’ll always do a superb job and make them look good. Because you’ll earn a reputation as a person of principle and character (and competence), you’ll be sought out as special. In a world filled with distrust of salespeople and business people, you’ll stand out from the crowd, and profit and abundance will be the result.
In other words, be good. Both in terms of character and competence. It’s good business and it’s good for business.