Trust Leads To Referrals

How did it go from all the work that you've been doing up to that point, Endless referrals, training teams, to this model of the go giver, and now how it's developed into a massive success and multiple other iterations of the book for different types of people.

Endless referrals. When that came out in the 90s, it was a how to book, and it was basically for entrepreneurs and salespeople who knew they had a great product or service, they were proud of it, they knew it brought immense value to those they serve, but they didn't necessarily feel comfortable going out into their local communities and developing the kinds of relationships where people would want to do business with them directly or through referral. How to create those relationships where people would feel so good about you, where they would know you, they'd like you, they trust you, they'd want to do business with you, dread, they'd want to tell the world about you and thought it was a way to do it. In a way you could be very confident, especially if you were not someone who was particularly extroverted and talky and so forth.