Page 186 - The Way to the Top

R. Scot SELLERS

Chairman and CEO of Archstone Smith

Spend time building relationships, not chasing accomplishments.

We were created for relationships, and it is in the relationships, not in
the accomplishments, that we find our fulfillment. Not only does the

pursuit of meaningful relationships with others produce a more rewarding
life, but it is also good for business. People like to do business with those
whom they like and trust. Honest relationships lead to long-standing
business partnerships and significant future opportunities.

Building relationships requires a focus on the needs of others instead of

ourselves. This attention to others produces strong loyalty from many
different constituencies, including employees, customers, business
partners, and those to whom we report, all of which is good for business.

The relationship-focused executive places an even greater priority and

emphasis on family relationships than those at the office. Without deep,
lasting relationships at home, business and financial success is of little
value.

Personal relationships trump trophies