After the “Yes”
for many successful people and companies. Whether you be- lieve in “Do unto others as you would have done to you” or karma, be the one who makes the first, generous move. Make this who you are rather than how you intend to get ahead. If you do, watch as the gifts, the breakthroughs, the opportunities, and the promotions start flowing your way. Use reciprocity after the yes and create unexpected rewards for good behaviors. Think about this: How often do you tell your spouse, kids, employees, friends, and family that they have dis- appointed you? How often do you share what went wrong, and even possibly what kind of discipline there will be because of it? Conversely, how often do you give a gift or even just a kind word to people who do the right things? When was the last time you said to your spouse, “Thank you for being such a great pro- vider. Thank you for being such a great mother or father.” Or when was the last time you told your kids, “Thanks for making your bed today. Thanks for being so polite the other night when we went out to dinner and you looked our waitress right in the eyes when you spoke.” And it’s no different in your business or career. When was the last time you said to your clients, “Thank you for being a part of our company. Thank you for sticking with us. Thank you for giving us money. Here’s a gift to show my appreciation.” For example, if you rent one of my 400 houses around the country, when you pay rent on time for six months, you get a letter that includes a $50 Starbucks card. The letter reads, “You have a choice to pay your rent on time or late, and you choose to pay your rent consistently on time, and I just wanted to say thank you.” People don’t expect either the letter or the gift, and they respond in so many positive ways: tenants stay longer, complain less, and often want to buy the house from me. The letter creates a connection. This isn’t trickery, I truly appreciate them, and I let them know it. By doing so, we move beyond being just tenant and landlord—a purely transactional business arrangement—and build a real relationship. Yes, they are paying me money, and I am providing them a home. That could be enough, a fair exchange. But my ROI on renting single-family
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