Page 154 - Never Fly Solo

WALK THE FLIGHT LINE | 127
But if you don’t nurture it, the snow will melt and you’ll have
to start all over again. And believe me when I say it takes a
lot more time and effort to start a relationship all over than
to nurture what you already have.
A caveat here: be careful not to nurture out of personal
need. When you truly serve, it’s always about the other per-
son. If all you do is walk the flight line with people who are
only going to get you business or help you in your career,
you’re missing the concept. We all know of master networkers
who are schmoozing all the time, “building relationships”
only because it will get them business. They see a prospect
with a big dollar sign on her forehead, and suddenly they’re
best friends. But it’s phony caring, and sooner or later the
“friend” gets recognized for what he is: a user.
Be the wingman who donates time and coaches peers and
doesn’t expect anything. I truly believe that the profound
blessings I have had as a professional leadership speaker and
consultant are a direct result of the people I’ve helped. Not
because they returned the favor, but because there are dozens
of wingmen who have gone way above and beyond for me. I
acknowledge those who have helped me, by doing the best job
I can of staying in touch and letting them know I genuinely
appreciate them for the impact they have had on my life. I
refer them business when I can, send them gifts, and offer
testimonials. How do you acknowledge those who have
helped you?
Zig Ziglar said, “If you give people what they want, you
will automatically get what you want.”
Take care of the needs of your wingmen, be they your
customers, coworkers, or family members, and they’ll be there
for you. But don’t wait to build those relationships and walk
the flight line until you really need them, because it just might
be too late. Elizabeth Dole, former head of the Red Cross, put