Tom McCullough, CEO of Northwood Stephens Private Counsel Inc. in Toronto, says hard work, always doing the right thing and patience are a powerful combination for success.

“Be someone people can always count on,” he says. “Do what you say you’ll do when you said you’d do it. And always tell the truth.”

McCullough adds that he returns every phone call.

Networking is also key. When building referral relationships with other professionals, McCullough suggests doing things that benefit the professionals and their clients without expecting something in return.

Also, make sure your business stands out from the crowd, McCullough says: “Have a point of differentiation in your business, and be able to communicate it.”

When dealing with clients, spend much more time asking questions and listening than you do talking about yourself or your firm.

“Be insatiably curious. Ask ‘why’ a lot,” McCullough says. “Don’t be defensive. Learn a new thing every day.”