Several years ago, when I was conducting a seminar in Atlanta, one of the participants stood up and asked, “how come there aren’t more millionaires?”  As I mulled this question around in my mind, it began to occur to me that the reason there aren’t more millionaires, or highly successful people in any endeavor for that matter, is that most people don’t recognize the important role that personal relationships play in being successful in any profession.  As a result, these people don’t devote any time or effort toward developing these necessary relationships because they don’t see the need.  Without these relationships, however, they are unable to enlist the active support of other people on their behalf and so are destined to go through life trying to do everything by themselves.

On my return trip from Atlanta to Phoenix I had to change planes in Dallas.  As I took my seat, I recognized the person sitting next to me.  His name was Bill King and he was the owner of a very successful chain of brake repair shops known as Bill King’s Brake-0.  I had seen him many times in his television commercials.

As the two of us got to know each other, Bill King began to share with me his philosophy on success.  At one point, he leaned back and said, “Ross, let me tell you from personal experience that the road to becoming a millionaire is so simple that it boggles most people’s minds.”

I thought to myself, “Mr. King you keep talking, because I am taking notes!”

He went on, “If you develop a sense of trust with your employees (relationships) and take good care of them, your employees will take good care of you.  Furthermore, if you develop a sense of trust with your customers (relationships) and take good care of them, your customers will take good care of you.” He then said, “If you want to make a million dollars a year, you need a million friends each turning a dollar a year for you.  Or, you need a half-million friends each turning you two dollars per year and so forth.  If you work this process long enough, you’ll eventually develop enough friends who each generate the right amount of revenue on your behalf.  Once that happens,” he concluded, “becoming a millionaire is a piece of cake.”

I remember saying, “No wonder wealthy people don’t seem to work so hard!”

Bill King laughed at my remark because he had just spent several days participating in a celebrity golf tournament.  He did say, however, that developing all these necessary relationships doesn’t happen overnight.  It takes time, and it involves a little effort.  On the other hand, it has a virtually guaranteed payoff.

So, invest in relationships with the people who stand between you and success or failure and take good care of them and they will take care of you.