What Makes A Super Servant Is Highly Referable
Use these seven powerful distinctions between Super Star and Super Servant on both the personal and business level, as a guide in creating the life you want.
1. Character vs. Persona
Character is our true essence.
Persona is our false sense of ourselves. Persona is temporary, while character is lasting.
When you align your true essence with the 'self' you project to the world, then you demonstrate character.
Our character is why others refer us to people they care about. If you prefer to spend your time in relationships, rather than on deals, you build a business based on character. People will do business with you because of what you offer.
People will refer business to you because of who you are inside
2. Service vs. Sales
To be of service is to seek joy in adding value to other people’s lives.
To sell is to conquer. The focus in selling is on getting the outcome you want, while the focus of serving is to find the outcome that is best for all.
The unconscious salesperson sells people what everyone else is selling.
The conscious consultant provides what the client wants. Your service becomes a system that creates referrals.
3. Commitment vs. Obsession
A commitment is a mission to make a difference in your own life and the lives of others. An obsession is unresolved issues that you are trying to avoid by burying yourself in work.
Your power as a Servant Leader comes from your commitment to the client, not from an obsession to be #1.
Clients recognize the difference and gravitate to the service provider who demonstrates a healthier approach to life and business.
4. Relationships vs. Deals
Super Servants count relationships, not deals. They know that relationships are the key to building a long-term, stable business. Super Stars count deals and are always focused on the future numbers instead of their current clients.
Super Stars create what we call an 'Adrenaline Lifestyle' – constantly chasing deals at the expense of their clients, their family and their health.
An adrenaline lifestyle attracts others who constantly operate in a crisis mode. Super Servants attract a better caliber of client, who also value relationships and want to be treated like a person, not a number.
5. Values-driven vs. Competition-driven
Our personal values are those aspects that we authentically hold close to ourselves.
Discovering your true values, then orienting your life to express them consistently, is the true essence of BY REFERRAL ONLY.
When your values are clear, your decisions are easy. As a Super Servant, your commitment is to remain true to your values while you help your client express or discover theirs.
When you’re not clear about your values, your motivation is competition – a drive that is usually based in anger, hurt or fear.
Decisions are more difficult and relationship bridges are burned in your wake.
6. Trustworthy vs. Liked
Being trustworthy means you take risks to do what’s right. Being likeable means others take risks. The foundation of trust in business begins with the three referability rules:
- Do what you say you will do.
- Finish what you start.
- Be on time.
To be likeable is to say whatever is convenient in the moment without being accountable for your promise. A trustworthy consultant is a promise maker and a promise keeper.
7. Growth vs. Recognition
The BY REFERRAL ONLY philosophy is that life is great; it’s just life situations that are sometimes not so great. We believe that inner peace is more vital than outer accomplishment.
You can receive recognition externally and still have low- or no self-worth internally.
We believe business growth is having a great life vs. a fancy lifestyle. The purpose of your business is to give you more life, not just to provide you with a method of making enough money to fund a lifestyle.
Super Servants seek to constantly elevate themselves to new levels and in doing so, achieve what is really important to them financially, emotionally, physically and spiritually.
Joe,
What a great blog! I am referring it to my students...right now about 117 who have signed on for a free Online Loan Officer Course I use for recruiting. I am so greatful to have found this great resource.
Blessings,
Sherman Mohr
Posted by: Sherman Mohr | August 22, 2006 at 09:48 AM