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Givers Gain

August 18, 2011
Dr. Robert M. Santry

The world’s religions provide us with a Golden Rule or Silver Rule of eliciting the best behavior in others. The Golden Rule says “Do unto others as you would have them do unto you.” The Silver Rule says “Do not do unto others what you would not have them do unto you.” Applying the Golden and Silver Rules to business referrals reaps great benefits.

Small, moderate or large business owners benefit by the practice of givers gain. Vendors need to give referrals in order to receive referrals. The more we give, the more we receive. Even Jesus said, “It is more blessed to give than to receive.”

I am indebted to Dr. Ivan Misner, the founder of Business Network International (BNI), for teaching me the principle of “givers gain.” One of Dr. Misner’s associates said, “I do not attend business mixers. I build relationships for the sake of building relationships.” Successful businesspeople need networking skills. This is essentially building relationships in life (family, friends, acquaintances), in social settings (clubs, societies, religious organizations) and in professional circles (associations, guilds, business network organizations).

Think about it! When we’re new in town, we ask, “Where can I find a good doctor, dentist, hair stylist, mechanic, handyman (woman), plumber, electrician and insurance agent?” We receive a referral based on the vendor’s reputation, quality of product and service, business ethic and depth of customer-focused orientation.

We vendors want referrals to us. Referrals bring business. Business brings revenue.

Givers gain! Give a referral; receive a referral.



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