Sales and Leadership Insights

Invest in What Matters Most

According to science, there is 1 and only 1 thing that makes us happy:


Plain and simple, it’s the people we spend the most time with, and how much we invest in them.

According to Robert Waldinger, director of the Harvard Study of Adult Development, it’s all about the people.

“The clearest message that we get from this 75-year study is this: Good relationships keep us happier and healthier. Period.”

It seems pretty simple to me: If you want to be happier and healthier, you need to invest in relationships. Not by having a quantity of relationships. By having a depth to the relationships you have.

The same is true if you want to have a healthier and happier sales pipeline. Invest and GO DEEP into the quality of the relationships you have with your prospects.

Make no mistake: Every choice you make of what to do – or not do – IS an investment. Every day you have a choice of what to invest your time, your energy, and your resources in. Be intentional about it, and you’ll be happier and healthier. Be accidental about it, and who knows what will happen.

Your prospects – and your friends – have the same choice. And it’s up to YOU to show them they matter, that the investment they’re making in you, their time, their resources, their energy, is worth it.

Be intentional and show your friends – and your prospects – that you are rooting for them, for their success, that you want to help be solve their challenges.

A few ways to show others you value the investment they are making in you – and you in them

Actively listen to what they are saying – Paraphrase what they said when you talk with them, show them what they want to see, and don’t multi-task them. Take notes on paper or take mental notes and type them up later, but don’t ratatatatat your on your keyboard. Even if you are taking notes, most won’t feel valued if you are typing.

Send them a personal video – not just a video holding up their name, because that can be faked by AI now. But a real personal video from you, to them, and ONLY THEM. Send it as a recap to a meeting, share something they will find valuable, share with them as excitement after they buy, or whatever. Make it personal.

Focus on their needs more than your own – I get it, you want a give and take relationship Value for value. And sometimes, that’s great. But many times, you need to focus on their needs, and helping them get what they want. If you can help others get what they want, you’ll eventually get what you want too.

Take time this week and evaluate your relationships. How are you investing in them to keep them good? How often do you make time for those that matter most? If you’re not happy with what you see, make an investment in your relationships by adding time to your calendar to grow them, and watch your investments soar.

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