Who is your Sage?

Who made you who you are today? Who taught you the core values that define you as a person? Who is your Sage?

Identifying my Sage was easily the most valuable lesson I have learned in the past year. The amount of personal and professional growth that have come as a result has been incredible. It has better shaped me as a person, and telling stories about my Sage has become the sharpest tool in my professional tool belt. I am making more connections, getting more sales, and enjoying myself more in the process!

I learned this lesson at a 2-day training called, BrainTrust Neuroselling, where I learned how to use Neuroscience to improve my communication and sales skills. One of the biggest lessons I learned is that, neurologically, humans connect, partner, build relationships, and buy stuff from people we both like and trust. Additionally, we like and trust people who exhibit Genuine Humility. That's the magic formula.

Geniune Humility

Genuine Humility is the key to being both liked and trusted, and therefore the key to success. I hate to be the one to break it to you, but Ricky Bobby lied to us when he said, "If you're not first, you're last!" It's more like, "if you put yourself last, you're first". Truly, when we value others greater than ourselves, put other interests above our own, or submit ourselves to a greater purpose, we grow more, gain more, and achieve higher success. Not only is this true personally, but professionally as well.

Jim Collins, in his book Good to Great: Why some companies make the leap--and others don't, says that every single great company has a Level 5 leader at the helm. A Level 5 leader is defined as a person who possess the paradoxical blend personal humility and professional will. Without a doubt, professional success is intrinsically connected to Genuine Humility.

Tell a story about your Sage!

Identifying your Sage and telling his/her story is the best way to exude Genuine Humility. No person is an island. We all have parents, friends, teachers, coaches, bosses, etc who have poured into us and made us who we are today. Acknowledging this fact, especially in the in the presence of others, is the the most effective way to be both liked and trusted. Everyone should have 2 or 3 solid Sage stories on the ready and use them often.

Reflection Questions:

• Who is your Sage?
• What did he/she teach you?

One of my sage stories:

One of the most influential people in my life is my step-dad, Bill. When I was 13 years old, Bill taught me to the importance of hard work. One summer Bill told me that in exchange for my hard work, he would give me $500. Because $500 was more money than I could imagine, I was ecstatic over the proposition. He said that he would give me $500 when I earned 500 points. I eagerly asked, “How do I earn points?!” He said, “1 point is earned with 1 hour of work.” I didn’t realize at the time that he had devised an elaborate scheme to pay me $1/hr for hard manual labor, but I didn't care. I would work everyday mowing grass, landscaping, or hauling rocks until my hands were bleeding with blisters trying to earn as many points as I could. At the end of each day, I would ask Bill, "How many points did I earn today?" He would say, "Good work. You earned 10 points today." I kept a notebook by my bed to keep track of all my points. It took me all summer, but I earned my points and got my $500. It felt so good to get my reward, but what I learned in the process was way more valuable. Bill taught me that nothing is impossible if you are willing to work hard.