I believe I owe a previous employer for this catchy phrase. It was a sales environment, and if I remember correctly, his favorite phrase was “sales follow referrals like a dog on a leash.” It’s one of those lines that’s just off-center and punchy enough to stick. The focus is that if you consistently do well and provide value for others, they’ll refer you to friends and family. Referrals, in this situation, are the overt markers of doing a job well. Sales are the ancillary benefit. In other words, prosperity is what comes when you do great work. I love the concept behind this phrase. It’s simple. It’s powerful. It could easily be used as a motivational piece, or even as the last line of your email signature. And I think it applies to far more than just sales. follows value like a dog on a leash. Where you continually find value, there you will find people willing to (quite literally) hand over their money. If you’re doing well, helping others, and providing real value to lives and communities, you will gain a reputation as one worth working with. Money “You” can be an artist, a non-profit, a CPA, an entrepreneur, a baker, a financial planner, or anything! The concept still applies. If you consistently do great work, others will support you. You’ll be able to support yourself! Money follows value like a dog on a leash. Let’s say you’re a small business owner. When you start out, it’s really hard to gain clients. People have to get to know you and learn to trust you. This takes time. As it happens, though, you and your business grow. Clients become willing to write you a check because they find value in what you provide. Let’s say you’re an avid blogger. It takes a long time to make a dent in the digital ocean. But as you keep blogging valuable, helpful content, people begin to take notice. They begin to follow you, to look to you specifically for advice. They’re willing to share your posts, boost your SEO, buy your ebooks, and refer friends because they’ve found value in what you do. Last example, because this isn’t all about making money. It’s about doing the best work you can for every person, at all times. Let’s say you’re a non-profit organization for social justice. It’s a struggle, but as you make a few moves here and there, and help more people, others join your cause. They begin to support you, to talk with others about the issues you’re fighting for, and even to come alongside you. People will support and further your mission because they find value in what you’re doing. Money follows value like a dog on a leash. This is a great line to live by! It’s not about getting rich, but about doing a job well. Whatever it is you do, do it to the best of your ability. If everything you do is done to the best of your ability, money and and support will follow. growth

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Money Follows Value Like a Dog on a Leash

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Money Follows Value Like a Dog on a Leash

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Kenneth Burke

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