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This is the time of year I take time to reflect on my life and what’s happened in the past 12 months.  One of the best blessings we received is our little 5 month old son, Eddie Conner Sims. He is such a wonderful addition.  Also, I recently went on a five day camp trip with a group of friends.  One of my closest friends is a remarkable individual by the name of Bill West.  He’s better known as Biz Coach Bill.  I was referred to Bill over 20 years ago when he was running a stainless fabrication company he founded.  He became a client and later a close friend.  His insurance agent, also named Bill, referred Bill to me.    Thanks Bill for the referral.

A few years later Biz Coach Bill referred me to the president of a binder company that provided my first large client that launched my career.  Thanks Bill for the referral.

About 15 years ago a business associate named Lou referred me to his office manager for a date to a party.  That great referral later turned into my wife and partner for life.  From that referral we now have a beautiful 4 year old little girl named Amanda and our little boy, Eddie.  Thanks Lou for the referral.

As I reflect on almost all of the great blessings I have in this life I can honestly say that approximately 100% of those blessings have been a product of “referrals.”

So what’s the big deal?  Everyone gets referrals, right?  Not really.  Most people confuse networking with the “referral” process.  You must understand that networking is a “passive” way to try to generate referrals.  By that I mean you go to a networking function and mingle, have a few drinks, hand out business cards and hope someone will refer to you.  That’s the shotgun approach to getting referrals.  If you really want to be successful in business and life you must use the rifle approach for the referral process.  You must know exactly who you want to be referred to and know exactly what you want said about you and exactly how you want to be positioned.  When you accomplish that, you’ll begin having exponential growth.  You’ll also see more wonderful things happening for your life.

As this year begins to wind down, reflect on you past 12 months and evaluate how many new relationships you’ve developed.  Then determine how many of them come from referrals.  With the direction our economy is heading.  With the lack of leadership in our country.  With the massive debt we are having heaped upon us, it is more important than ever that you expand your business and relationships utilizing the referral process.  It is the most efficient and effective way to go about building a profitable business.

We are really moving into a time that reminds me of the great novel, Atlas Shrugged.  You must use every slight edge available to you to succeed.

Keep the wind to your back, your powder dry, and soar with the eagles.

David

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