The simple rules of getting business referrals


Dan Sullivan’s 2005 book, How the Best get Better, contained some simple tips around improving your referability – I thought it would be useful to repeat here.

Four simple rules:

  1. Turn up on time
  2. Do what you say you will do
  3. Finish what you start
  4. Always say please and thank you.

What struck me most about this framework is the absolution simplicity of its guidelines, and the no-brainer nature of the points.

So if the rules of the game are this simple, why publish them here? Tragically these behaviours are atypical – especially rules 1 and 4!