I recently read a book called The Go-Giver, authored by Bob Burg and John David Mann. It was an excellent read, but if I was to pick one excerpt to share with you, in hopes that it would inspire you to read it as well; it would've been this one (Taken from page 66 and 67 of The Go-Giver):
Sam's eyes twinkled with warmth. "The Old Man was right again, as usual. He said I'd like you."
Sam continued. "Now, by a network I don't necessarily mean your customers or clients. I mean a network of people who know you, like you and trust you. They might never buy anything from you, but they've always got you in the backs of their minds." He leaned forward and spoke with more intensity. "They're people who are personally invested in seeing you succeed, y'see? And of course, that's because you're the same way about them. They're your army of personal walking ambassadors."
"When you've got your own army of personal walking ambassadors, you'll have referrals coming your way faster than you can handle them."
Joe had always considered himself an accomplished networker, but he now found himself re-examining every business contact and networking relationship he had. An army of personal walking ambassadors. Did that describe his network? Were all these people he knew "personally invested in seeing him succeed"?
Did that description fit any of them?
Sam spoke again, in a quiet voice this time."You want to know what makes that kind of network happen, Joe?"
Joe looked up and met Sam's gaze. "I do."
The old man's eyes bore into Joe. "Stop keeping score."
Joe blinked. "How–how do you mean?"
Sam settled back into his chair. "Just that. Don't keep track. That's not networking – that's poker. You know how people say 'win-win'?"
Joe nodded. "Always look for the solution where you both come out ahead."
Sam leaned forward again. "You want to know The Third Law Of Stratospheric Success?"
Joe nodded. "Very much indeed."
"Watch out for the other guy. Watch out for his interests. Watch his back. Forget about fifty-fifty, son. Fifty-fifty's a losing proposition. The only winning proposition is one hundred percent. Make your win about the other person, go after what he wants. Forget win-win – focus on the other persons win.
"Here it is, Joe. The Third Law, the Law of Influence:"
"Your influence is determined by how abundantly you place other people's interests first."
I sincerely feel that anybody in our industry would benefit from reading this book, and applying these laws in their own lives and careers.
I hope it helps, and wish you all the very best!