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Simon says, “Your success depends on who you know but depends more on
who knows you.”

This is a small point but understanding the distinction is critical to
your success. You know you succeed with people and do-it-yourself success is a

•Your chain of success is a people helping
people succeed process.

•Your personal success equation only works
with people.

•Your success business depends on people
who make opportunity links available to you.

•Your success depends on the people who link
to your services.

You are keenly aware of how important people are to your success and
have included people as the fourth component of your success mantra which you
silently chant at least once a day, every day:

•Patience, Patience, Patience!

•Attitude, Attitude, Attitude!

•Timing, Timing, Timing!

•People, People, People!

The important question here is, “Which people contribute most
significantly to your success?” Unfortunately, too many people believe the
people who count are primarily the people they know. This little glitch is the
main reason why “networking” is so often misunderstood. Naive
hustlers think, if they meet enough people, they eventually succeed. “I
know this Executive or that Politician, this celebrity or that leader.”
The problem is they confuse “knowing” with “being known.”

There is some value in knowing the right people in the right places.
It saves time when you determine it will serve your success for a specific
person to know you. You at least know where to focus your energy as you get
into a position where they know you.

For example, it helps to know your child’s teacher; but research shows
your child will be better served if your child’s teacher knows you too. People
who you know may be interested in your services; but they are more likely to
link to them if they know you. Someone may have an opportunity benefiting your
success business; but they are more likely to let you link to it if they know
you. For now, just keep in mind who knows you is more important than who you know.

Knowing what you want, who can give it to you, and what it takes to
get their cooperation extends Simon’s simple idea. You do not have time to
leave your success business relationships to chance. Approaching these
interpersonal opportunities on a thoughtful, well-considered basis, as you do
with other aspects of your success business, serves your interests very well.

Start with being clear about what you want, what you need. What
specific opportunities do you think helps you expand and enrich your internal
resources, increase your ability to add value to them? The key here is adding
value. An opportunity to which you will not or cannot add value is not worth
the effort it takes to pursue it. For example, better understanding the air
traffic control system would be interesting but likely is not something you can
add value to unless you are a transportation consultant or at least doing
something related to air traffic. What you want/need relates to your personal
success business and to your interests.

On the other side of your success equation, what you want/need depends
on your services line. People are your customers or can connect you with
customers; so you want relationships adding to your marketing potential, your
marketing effectiveness, or to your marketing success, e.g., people who can get
you in touch with potential customers are helpful as are people who provide
services your customers want/need you cannot provide.

To be sure your customers are well-served, you may want/need
secretarial services, computer expertise, shipping services, tickets to the
championship playoffs, or priority access to medical services. What you
specifically want/need to fill out your services line or to supplement your
services to better serve your customers depends on the nature of your success
business. Be clear about exactly what you want/need and then figure out who can
give it to you and under what conditions they will come through. They are much
more likely to be there for you if they know you than they are if they are only
someone you know; and when you do ask for what you want/need, another one of
Simon’s little rules is worth remembering:

•Do not wear out your welcome, go to the
well too often, or expect more than people can comfortably give.

You understand the importance of the right people knowing you and work
hard to cultivate those relationships. The question now is, “What do they
know about you?” They know what they have learned from doing success
business with you. On that basis, all is well. Importantly, though, they know
you in other ways:

•They know many other people and they talk
about you;

•They know how it feels to do business
with you;

•They know if you are sincerely interested
in their success or just concerned about yours.

What people know about you is, in the end, more important than their
knowing you. Those who know you know you understand your success depends on
your helping other people succeed. You and your success business are always a
pleasure to do business with.

You know:

•You are always judged by appearances;

•How you do things is usually at least as
important as what you do.

•Your reputation is, in large measure,
made when you are not present.

•You do everything you do with style, all
the time, every time, with everyone, on purpose.

Your success with people and especially with the people who know you
is no accident. You work at it very hard, giving every opportunity you have to
make a first impression your best effort; and once you have made a first
impression, you work even harder to be sure who people think you are is who you
are whenever and wherever your name comes up. To be sure you are as successful
with keeping your reputation as you have been in making it, Simon has four tips
to serve you and your reputation.

•Follow up and follow through with

•Make it easy for people to get in touch
with you.

•Promptly get back with anyone who is
trying to get in touch with you.

•Every deal is interpersonal groundwork
for your next deal.

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