Some things never change. Now, THERE is a clue to increasing your quality referrals!

“Plus ça change, plus c’est la même chose “
(the more things change, the more they stay the same”)

Whether you’re quoting French writer Jean-Baptiste Alphonse Karr…
or reading similar expressions in centuries-old literature, such as the Bible…

You’ll see that, whilst much seems to have changed…
People definitely haven’t.

Which is why I dip daily into that ancient Wisdom Literature…
and find far more clarity there than reading the latest psychobabble or the musings of our modern business philosophers.

What drives us…
What we crave…
What we think we desperately want and need…
What fuels our thinking and behaviour…

Well… They’ve been there since the dawn of humankind.

Meaning… Significance… Status… Purpose… Connection… Belonging… Contribution… Impact… Pride… Power… Opportunity…

Each generation thinks that they invented these yearnings.
Each generation thinks that their parents and ancestors simply “didn’t get it”.

Until they realise…
“I’m turning into my Mum/Dad/Grandpa/ma!”

When we recognise this constant pattern of life…
When we concentrate on understanding and meeting those deep-seated, relentlessly-driving, universal human needs…
When we place that understanding before our own desire to persuade, convince and coerce…

Then we’ll meet our clients where they really are.
Then we can start to address what’s really behind all of their thinking and decisions.

Then we have a chance of providing a service that actually MATTERS.

When we engage with clients at this level.
They respond by becoming more deeply engaged with us.
With what we’re trying to do for them.

And there’s plenty of research out there, in the public domain, which shows that…
There’s a clear correlation between THAT type of engagement…
And the quality and quantity of referred folk…
who land at your doorstep.

Just like navigating by the stars…
It pays to be guided by those things that never change.