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The January 2012 issue of The Rotarian magazine (sent to Rotary Club members) has an article titled, “Open for business.” The focus of the article is about a Rotary Club in Rochester, NY that encourages members to do business with each other (which is often not encouraged at clubs).This makes sense and follows Pareto’s Principle, also known as the 80-20 rule. I know that the vast majority of my referrals come from a small pool of the people I know. On the flip side, the majority of the referrals I give are to people who stay in touch with me and get to know me better (and for me to know them).

We all go to association meetings, networking events or meet one-on-one because we like to do business with people we like. There’s got to be a very compelling reason to do business with someone we don’t like.

People also like to help others. I regularly tell my clients to ask friends for help and advice. When they say that it might be intruding I simply ask them if they feel imposed upon when asked for advice or counsel. Of course they don’t; they feel honored to be asked.

“The secret to being boring is to say everything.” Voltaire

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