Find time to give. Don’t give to receive, but give because you know that doing so only makes your support system stronger, which will pay you back many times over. Conditional gestures do nothing for your reputation or your future. People want to know they can rely on you—not that they “owe” you. When you give without conditions, people remember your generosity and will likely return it. It also doesn’t hurt to “pay it forward” from time to time.

Maybe it’s natural to think to ourselves, “What’s in this for me?” The reward system is often a condition that many of us learn at a young age. We clean our rooms—we get ice cream. We do the dishes—we get to watch our favorite television show. As we mature, especially in sales, we end up getting used to giving as a precursor to receiving. It’s a bad habit to get into because we end up expecting things, and that clouds our judgment and tarnishes our intentions.

Ultimately, it’s detrimental to the growth of our business. I believe you will find much more success in this business if/when you start asking, “What can I do for you?” I’ve used this approach for years. Not only has it paid huge dividends for my business, but it gives me balance, and simply feels good. I learned long ago that operating this way benefits my career as well as my life.

— Some small things you can share with your network that make a difference:

1.     If you find out about a great coupon, pass it on to the wives in your network.

2.     If you find a great steak at a restaurant, pass it on.

3.     If you find a great resort or vacation spot, spread the word.

The list goes on and on. Not everything has to be about money. And, if nothing else, it’s an opportunity to touch base with someone inside your network or COP and have a quick two-minute conversation.