I have a learning habit that has served me well over my business career and life. When smart people talk, I listen and do what they say. Believe it or not, that simple monkey see what smart person do monkey do mindset has probably accounted for 50% of my success. The other 49% of my success is due to showing up on time. And maybe 1% of my success is due to natural charm, charisma, and genetic drive.
So when smart people talk, I listen, and then I keep winning at the game of life.
Charlie Munger is as smart as it gets, and one thing he said that stuck with me is something to the effect of the best source of new business is the work on your desk. His point is that people get all caught up on advertising, selling, marketing, and bringing in new business that they forget about the actual business they already have on their desk. And additionally, that current business on your desk is the best form or marketing, selling, whatever you want to call it that exists.
His point is that if you just focus on doing a great job on the current work on your desk, that will turn current customers into repeat customers and also referrals who will send you more business when they tell their friends and colleagues about you. If you do a great job on the work on your desk, you’ll continue to be in demand and getting more work on your desk won’t be a problem.