As entrepreneurs, we all know that a large database, especially if it is a real database which involves regular communication, value, and respect, is a goldmine. That is true. No doubt about it.
But we have also been taught that a large network is important when you need support in hard times.
That is only true of the good people in your network – the quality people.
Working With the Right People
I know business owners who spend a whole lot of time keeping contact with and fostering relationships with the wrong people. Those people will not help you in hard times – they will run for the hills. That will not produce or improve anything.
We should work hard on our relationships with the right people, but we shouldn’t waste time with the wrong people. Quality is more important that quantity.
When people have proven to you that they have other agendas and hidden agendas, and that they’re only around to ride your coattails and eat off your plate, you might keep them in your database, but don’t expect anything from them.
Two Kinds of People
A very successful businesswoman, Reeva Forman, once told me long ago that there are only two kinds of people in the world:
- Givers and Takers.
- Producers and Consumers.
- Creators and Parasites.
- Rainmakers and passengers.
- Winners and losers.
Don’t fool yourself with quantity. The small percentage of winners will be there for you when you need then, and these are the people to spend your precious time and efforts on. The past is a good indicator of their future choices.
How do you know which ones are the real winners? Test them.
Finding Your Winners
Here’s a simple test to see if you’re trying to build a long-term relationship with a stinker or a star: Ask yourself this:
“What has this person contributed / created / produced without my guidance and help? If I wasn’t around, what would he or she have achieved? Is this someone who is riding on my initiative and reputation, or are they genuinely and consistently improvising, innovating, and initiating? Do I have to initiate communication, motivate, cajole, contact, and threaten, remind or ask them before anything happens? Am I the driver all the time?”
Who Are the High Quality Ones?
It’s better to spend $1,000 on one single relationship than to spend a hundred dollars on each of ten people, hoping one of them turns out to be a winner instead of a weasel.
Most people in your life will come and go, and that’s fine. But you don’t adopt a child just because he washed your car, especially when you paid him to do it.
Watch out for those who need the approval of others, the party animal, hail-fellow-well-met type who is constantly trying to impress others and keep up with the Joneses. There are many posers, but few producers.
Invest in the Producers
You might have a thousand business cards, and that’s great for business. But how many of those people are high quality winners who will be there for you when the chips are down? How many will join you in Galt’s Gulch?
Work on one percent, and you won’t be disappointed.
Don’t cast your pearls before swine. Don’t waste your time and attention on the wrong people. Test them, create filters, and become more selective. You’ll be glad you invested more with the right people.
