5. Judge From the Inside Not the Outside

Message

John D. Rockefeller became successful on several fronts but one of his most endearing traits was his ability to look within a person. Mr. Rockefeller was quoted as saying, “The ability to deal with people is as purchasable commodity as sugar or coffee and I will pay more for that ability than for any other under the sun.”

Application

Many years ago, the University of Chicago conducted a survey to determine what adults want to study. The survey included questions such as: What is your profession or business, your education, your ambitions, your hobbies? How do you spend your spare time? What are you most interested in studying? The study revealed that health was the primary area of interest for adults. Their second area of interest was people: how to understand and get along with people; how to make people like you and how to win others to your way of thinking.

Connecting at the Heart Level

If your expectation is to form the relationship at the heart level, to express and share ideas and to arouse people’s enthusiasm, one must look inside where people are more apt to relate.

John D. Rockefeller