Use Relationships to Create a Tidal Wave of Support

Building relationships is one of the most powerful tools you possess for realizing your dreams. It's almost impossible to reach your goals alone. There are many people along the way who can help. It's important to build as many solid relationships as you can with people at all levels, from receptionists to CEOs. Treat everyone you speak to with respect and good humor and they will support you when it counts. Know that each person with whom you establish rapport is a link in the chain that will eventually lead you right to your goals.

What goes around comes around. If your actions benefit others, they will benefit you as well. It's impossible to be of service to everyone, so choose people and places where you will have the greatest impact. In that way, the greatest payback will come to you. When you input so much value into a relationship, you earn the right to ask for the support.

He is the richest man who enriches his country most; in whom the people feel the richest and the proudest; who gives himself with his money, who opens the doors of opportunity widest to those about him; who is ears to the deaf, eyes to the blind, and feet to the lame. Such a man makes every acre of land in his community worth more, and makes richer every man who lives near him.

—Orison Swett Marden,
founder of Success Magazine

When you hear of someone's relationship not going well, you usually hear that there's been a breakdown of communication between the parties. This is as true in negotiation as it is in personal relationships. In business or in life, we need to understand how to communicate. Everybody needs help in this area. I can't tell you how many times my wife says, "Do you actually listen to your customers, because you're not listening to me right now." That's when I have to regroup and realize what my priorities should be. Sometimes it's the people who are most important that we take for granted. We have to remind ourselves of the basic things that keep us connected and keep our relationships strong. It all begins with communication, and that's what the next chapter is all about.