Page 171 - ConvinceThemFlip

find your style
already a hardworking and determined guy by anyone’s
standards, but he had decided to make this his go-for-
it week.
I asked Scott to be aware of how he felt and the kind of
response he was getting from others as he went through
each and every day of this week. I wanted him to take
special notice of those moments when he felt people were
taking him seriously and trusting him. The proof of his
success would be whether or not he improved his record
in landing new listings. We agreed not to speak again until
he had some concrete feedback.
A few weeks went by, and one day, out of the blue, he
phoned me. The first thing I noticed was the enthusiasm
in his voice. I scribbled down notes as he told me the
country look—corduroy pants, sweaters, and tweeds—
suited him to a T. (This was no big surprise to me, since
Scott was as kinesthetic as you can get.) He said he’d
always felt uncomfortable and cramped in business suits,
and he didn’t feel like he was working when he was in
casuals. “Right away on the country day, I hit my style”
(kinesthetic language).
He discovered that his new style of dressing changed
his style of thinking and operating—not just when it came
to landing new listings, but also when dealing with col-
leagues in the office and (much more to his delight) when
negotiating with other agents. He had previously admitted
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