While in Phoenix, Arizona last week for the “Endless Referrals/Go-Givers Sell More” event, I stopped by the amazing offices of my friend, Joe Polish to record a video interview which will be posted soon.
Simply put, Joe is among the world’s top marketers; the creator of many hugely successful marketing and promotional campaigns. He’s also a great example of both a Free Market Capitalist and philanthropist, having given and raised millions of dollars for charities including Richard Branson’s Virgin Unite.
During our chat, he brought to my attention one of the many profound teachings of Master Coach Dan Sullivan; this particular one being, “The Referrability Habits.”
They are as follows:
1. Do what you say you’re going to do.
2. Show up on time.
3. Finish what you start.
4. Say “please” and “thank you.”
Now, this seems pretty simple. And, it is. Though, as you’ve most likely heard before, simple should not be confused with easy.
To paraphrase Joe quoting Dan, you cannot leave out even one of those four and still be referable.
So true, isn’t it? I mean, leave out any one of the first three and you blow out any trust you’ve established. Ignore the fourth one and you’ll most likely cause resentment.