Mo asks Glen Jackson: What is your big idea on how we can grow our book of business and enhance our career? Glen's big idea is the acronym DTU (Do The Unexpected) which is the exact opposite of an IOU. DTU's are about motivation instead of obligation and when done sincerely and genuinely can be incredibly powerful in creating relationships. They come in all shapes and sizes. A smaller DTU could be writing a handwritten note to someone you interacted with recently. Everyone wants to feel noteworthy, and writing a note is a great example of how to make that happen. When you refresh others, you refresh yourself. Glen tells the story of how he got caught in the rain and was rescued by a cab driver that went out of his way to help Glen, and how Glen paid the cab driver back. One of the easiest ways to show that you care is listening well. In a conversation with someone, you may discover a topic that you can help them learn more about, and pointing them in the right direction is a simple way to do that. The best way to create influence with individuals is through empathy and showing that you care. Always tie the DTU to something meaningful to the other person because personalization is where the meaning is going to be. Everything you do is a brand ambassador. Everything you do is seen and everything you say is heard by someone. Mentioned in this Episode: GrowBIGPlaybook.com pathtopreeminence.com