Referral. Chapter 8. The Referral of a Lifetime.

It was another perfect morning at the California Coffee Café and Bistro as the regulars, including Susie McCumber, lined up for their morning cups of “the usual” before starting their day.

There was a monumental difference in the Susie McCumber of today compared to the Susie of six months prior.

This Tuesday morning, like every Tuesday morning, Susie had her team of five employees seated out front for their weekly meeting. Her business had exploded, prompting the hiring of two additional salespeople, another customer service person, and a personal assistant. Susie had a relaxed air of confidence about her,not boastful, just confident.

Every month, every person in her company database received an outstanding monthly communication. They were so impressive, Chuck started pinning them up on his bulletin board. She became well known for her flair for business referral thank-yous that were always offered in appropriate yet memorable ways. Susie had quickly discovered she was a business-relational and developed her strengths around that fact. She was truly free to be herself and her business showed the results.

Philip walked into the busy shop, grabbed a copy of the Wall Street Journal, and stood in line directly behind Susie.

Tapping her on the shoulder, he said, “Good morning.” Glancing at the size of Susie’s team assembled for her meeting, he smiled. “It appears you got past your concern about people telling you no since your growing team suggests that you have gotten a lot of yeses.” “It’s been a great experience, Phil. I’m the same person.

I just got comfortable with the gifts I was given and learned to run with them,with a little help from my friends. I found with the momentum I built through the help of the system, I could really get past the tension of having to make a sale. You know what I mean,I could focus on my clients’ needs instead of mine. As soon as I started doing that consistently, putting the relationship first, invoking the golden rule daily, business started coming to me. That philosophy removed the dollar signs from my forehead. And you were a great resource, Phil.” The phone behind the antique oak bar rang and Chuck, in the middle of preparing a double cappuccino, no whip, stopped, grabbed it, talked a second, then turned and looked at Susie. “It’s for you.” Susie frowned, confused. After all, she hadn’t had her coffee yet. “Who is it?” Chuck handed her the phone and returned to his coffee creation. “A friend of yours.” “Hello?” Susie said tentatively into the receiver.

“Susie! Highground here. How are you? It’s been six months.” That woke her up. “I’m just great, Mr. Highground.

How are you? I’ve loved getting your postcards from all over. You’ve been on the move.” “Just helping out a few friends. I’m back in town now.

And I’ve been hearing good things about you. I just want to thank you for keeping your promise about staying the course. It sounds as if you are doing fabulously, and I’m really happy for you.” “Oh, thank you. It has been fabulous. Absolutely! I can’t wait to tell you the whole story.” “Well, I can’t wait to hear it. Which brings me to why I called. I do have a favor to ask of you.” “Anything.” “I have a new friend that needs some help and I wanted to know if you could meet us tomorrow and,” “Talk about one of the principles and share where I was and where I am now? You bet. It would be my utter pleasure. I’ll be here.” Susie handed the phone back to Chuck with one hand and took her hazelnut coffee with steamed milk from him with the other.

“Everything okay?” he asked, hanging up the phone.

“Better than okay,” she answered with a grateful shake of her head. “And all because of you.” Susie took a few steps away, then stopped, turned back to Chuck, and said, “You know something, Chuck? He really was the referral of a lifetime.” Appendix.