Dale Carnegie’s book titled How to Win Friends and Influence People is a must-read for those entering the Real Estate Business. This book clearly outlines how to properly interact with people on a daily basis. It’s been so influential to me that I’ve pasted Dale Carnegie’s 10 Golden rules in my office and read them every day.
- Don’t criticize, condemn or complain.
- Give honest, sincere appreciation.
- Arouse in the other person an eager want.
- Become genuinely interested in other people.
- Remember that a person’s name is to that person the sweetest and most important sound in any language.
- Be a good listener. Encourage others to talk about themselves.
- Talk in terms of the other person’s interests.
- Make the other person feel important – and do it sincerely.
- The only way to get the best of an argument is to avoid it.
An example of how this book (How to win friends and influence people) changed my life is a situation everyone has dealt with. Imagine this: You’re out with your family (or a friend) to a nice dinner to treat yourselves. The resturant doesn’t appear to be that busy, but the service is horrible. You notice people complaining to the manager about your waiter and the delay in food. What do you do?
After reading this book here’s what I do. I excuse myself to get up to use the restrooom and find the manager. He’s assuming that I’m another angry customer wanting my food discounted/wrapped to go/etc. Instead, I ask him his name with a smile. I tell him it looks like he’s under a lot of stress and he should take a deep breath. I’d praise him for his dress/the nice decor of the resturant/ or the politeness of the waiter (by knowing the waiter’s name) and explain to him the importance of my dinner and how happy we are to be there. And then… That’s it! I go use the bathroom and go back to my seat.
At that point each time the waiter comes to fill my drinks (which will be a lot) I thank him by name and pay him a compliment about either his service or the resturant itself. By the end of the meal I’ll have received the best service I could have possibly received and potentially free items (desert, appetizers, drinks, etc). At no point did I ever raise my voice or critize anyone or anything.
The old me would’ve raised my blood pressure, yelled over something as silly as a dinner, ruined a waiters/managers night and gotten a 10% discount. Instead, now I can return to that resturant and call the manager by name upon my arrival letting him know that I’m happy to be here and receive indefinite great service.
This example is one of many that don’t pertain to business. The implications this book has on business can be shown through dollar value. I’ve increased my business (dollar value) over 30% since reading this book and taking a Dale Carnegie leadership course. I haven’t changed my business, I changed myself.
How to win friends and influence people, when put to valid use, changes lives PERIOD. I suggest reading it when your business is slow and you need a refresher AND when your business is doing well so you know how to keep it that way.