Principles of Emotional Intelligence

•A serving mind-set is key to building long-term loyalty.

•Inexhaustible persistence is rooted in empathy for the plight of the

client.

•Great sales professionals do not allow opportunism to short-circuit

long-term opportunity.

• Personalizing your story demonstrates empathy and delivers greater
  impact.

In the mid-1980s, I moved my young family to a new city where I barely
knew a soul. I asked my lone acquaintance in this city whom he would rec-
ommend as a real estate agent. He said he had the perfect person and
would be glad to make the introduction. His recommendation would be-
come a life-altering event.
He introduced us to the sweet, petite, gray-haired Beulah, who had an
angelic face and who commenced a conversation more typical of a grand-
mother than a real estate agent. She asked us questions such as “Why are
you moving here?”, “Where did you live before, and what were you doing
there?”, “What about your children, how old are they?”, and “And aren’t
children wonderful?” Soon enough she segued into the discussion of hous-

195

IT’S NOT ABOUT YOU

“Human nature will not easily find a helper better than love.”

—SOCRATES

22

CHAPTER TWENTY-TWO