Technology And Real Estate

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Principle #3

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I remember when I first read this principle I didn’t really understand it. Then I read an example Dale Carnegie wrote in his book... 

"One day the famous philosopher Ralph Waldo Emerson and his son were trying to get a calf into the barn. It was going rather poorly. They pushed and the calf pulled. They pulled and the calf pushed. Meanwhile, their housemaid noticed their predicament, and though she couldn’t write brilliant essays or books, she possessed an insight she thought might solve the problem. She walked over to the calf and put her finger in its mouth. While the calf suckled, she gently led it into the barn. What did the maid know that the luminous philosopher had forgotten? She knew that one of the calf’s core desires was food. Once she tapped into that desire, the calf willingly followed. Emerson and his son merely thought about what they desired—the calf in the barn so they could eat their lunch." from "How to Win Friends and Influence People in the Digital Age" by Dale Carnegie, Associates

It is not about manipulating someone to do something. It is about paying attention to what is important to them and giving it to them. 

What I like most about this example is that the desired result didn’t come from the smartest person in the room, nor the most educated...it came from the person who paid attention to what is most important to others and was willing to give it to them.