The Magic of Thinking Big - Chapter 08

"Your attitude reflects your thought habits. How we think shows through in how we act."

That's why people say actions speak louder than words. You can ask a fella how he's doing, and he'll say fine. But you can tell from his body language, tone of voice, facial expressions that he's really not fine.

I once attended a seminar where the major theme of the event was that the highest energy always wins. Low energy translates into sadness and mediocrity, and people avoid that. High energy translates into fun, joy, exuberance, and people are attracted to that. People can, and do, learn a lot about you by observing your actions.

If you don't like something or someone, it's very difficult to have high energy, to be excited when in their presence. If you hate your job it's virtually impossible to be excited on the phone when speaking to clients. You feel it's a drab, and your clients can feel your attitude coming through in your voice. It's often said that sales is about energy transfer. The salesman transfers his energy and enthusiasm for his product to the buyer to get him to buy. If the buyer doesn't feel your enthusiasm, he won't buy.

The doctor gives us a test, each time you have a conversation, ask yourself, "will this person feel better or worse after this discussion?"

Carnegie reminded us that everyone wants to feel important, and they gravitate towards the people who make them feel important. Dr. Schwartz reminds us of the same. He writes, "Make someone feel important and he cares about you. And when he cares about you, he does more for you. "

If for nothing else, you make people feel important because they will reciprocate and make you feel important as well. Compliment people for small and big accomplishments. Dish out praise freely, and criticism sparsely. Make a call, write a note, tell them to their face. Either way, praise people at every possible opportunity.

Remember people's names and use them. Carnegie said, "A person's name is to that person the sweetest sound there is on earth."

Do little, thoughtful, selfless acts for the people around you and see how much it means to them. Over time, they may be inclined to reciprocate and do something thoughtful for you in return. It's the small details, it's the small surprises that have the greatest impact. In your job, too, do more than you are paid for, and soon enough you will be paid for more than you do. I can't remember who said that quote, and I'm too lazy to Google it. The author puts it this way, "You don't get a raise on the promise of better performance; you get a raise only by demonstrating better performance." He closes the chapter by saying, "Always give people more than they expect to get."

Ask yourself everyday, "How can I give more than is expected of me?

Then apply the answers. Put service first and money takes care of itself.