If You Can See It, You Can Be It by Jeff Henderson

Author:Jeff Henderson
Language: eng
Format: epub
Publisher: Hay House
Published: 2013-02-08T16:00:00+00:00

You might do this, for example, by volunteering in various organizations—a homeless shelter or a youth detention center—whatever it takes to bring yourself in contact with people who run in very different circles from you. Or you might try taking yourself to a neighborhood where no one looks like you—and notice how your senses get heightened and your antennae perk up to what’s around you, just like the Martian in the ’60s TV show My Favorite Martian. You pay attention to what you’re seeing, and that’s not all. Maybe you hear music coming from a window, or people talking in a language you don’t understand. Maybe you smell something cooking that you’re pretty sure you’ve never smelled in your family kitchen before. You sense how the ground feels under your feet, and how you feel when you walk past people you know are watching you. It’s real life, not virtual life. Take it all in and trust what it’s telling you.

It’s What They Don’t Say

A couple of chapters from now, you’ll read about being a gab-master and how the spoken word can speed you on the path to success. But successful hustlepreneurs know that what gets said out loud in a conversation is just the tip of the iceberg. There’s another conversation going on under the surface, and your success may just depend on how well you learn to listen.

In other words, you’ve got to know how to read people—the way they walk, the way they stand, the way they move their hands when they’re talking to you. You know how people say you can read someone like a book? That’s exactly what you have to learn to do.

On the mean streets, this listening skill, which I call “ear hustling,” can mean the difference between a situation that’s cool for all concerned and one where your safety is seriously at risk. On Main Street or Wall Street, the gestures and postures may vary—the “cool swag” in the ’hood isn’t the same as a corporate swag in a mainstream office—but the value is the same. When you can read between the lines and analyze people’s hidden attitudes, agendas, and perceptions of you revealed in their nonverbal cues, suddenly you’ve got the upper hand in negotiations. Take a simple sign like a laugh. What’s the quality of the laugh and the smile? If the person’s laughing while also shifting uncomfortably in his or her chair, it’s probably a nervous or shady laugh, and that tells you something worth knowing. Then you can start to ask yourself why this person is nervous and what that means for you.

There’s no such thing as a poker face unless you’re a professional poker player or you are in some kind of pain. Signals to watch for include shifting eyes, different kinds of smiles, a forehead that wrinkles up, movements of the arms and legs, hands touching the face or the hair, making or breaking eye contact. People avoid your gaze when they feel uncomfortable; you know the observation that someone “looks guilty.

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