I have attended Strategic Coach for over six years to learn concepts to grow my business. My first meeting with the group focused on referability habits, and these principles were reinforced at my last session in January 2020.

Since the recent meeting, I have been reflecting on Strategic Coach’s four referability habits and their value in my business. Dan Sullivan, one of the coaches, teaches that these habits result in happy and repeat clients. To me, developing these habits is a component of High Integrity, one of our core values at Menlo Group.

1. Show up on time

I was taught at an early age to arrive early to meetings. My dad took me to sports games, school and church meetings early, so this concept has been ingrained in me. I like the quote, “Early is on time, and on time is late,” attributed to famed NFL coach Vince Lombardi.

2. Do what you say

Some salespeople tend to set unrealistic expectations or timelines. My experience is that exaggerations result in disappointment and frustration for the client. Everything's better when we do what we say.

3. Finish what you start

The Kolbe A™ Index indicates that I have a high quick start and low follow through, so it’s not always easy for me to finish what I start. To combat this, I strive to surround myself with at least one person that has a high follow through. This team environment helps me to finish what I start.

4. Say please and thank you

I think this goes far beyond the simple manners most of us were taught as children and ties into a growth mindset. Lee Brower, another instructor at Strategic Coach, has taught me to “Go BIG.” “BIG” meaning Be In Gratitude, which is a constant state of being. We should express gratitude continually for the things and people around us. We are all motivated when we are around people that express gratitude, and that environment can start with us.

By developing these habits, our clients will see us as dependable, honest and respectful, and they will be more likely to entrust us with the names of their friends and colleagues. To learn more about referability habits, check out this article by Shannon Waller at Strategic Coach.