Emotional Equity: What is it and how to create it

I spent last night helping my oldest, Madyson, study for her upcoming science test. She’s a 5th grader. (Some of you might remember almost 11 years ago when she was born! New Year’s Day Baby!)

Her test was on ecology, and specifically, biology and the differences between mammals, vertebrates, inverts, fish, birds, etc.

I recall several of the answers…things like:

wrasse (more on this amazing fish shortly)
mollusk (nothing like a GEODUCK!)
gobies (huh?!)

and…MUTUALISM.

In biology (I have a minor – and trust me, it’s a very minor, minor ☺), this means, according to wikipedia.org, which is the all-knowing online encyclo:

“…an ecological interaction that benefits both parties involved.”

That reminded me a lot of good business practices.

You see, in business, take dentistry for example, without mutualism, even as defined above, nothing happens until two parties accept this exchange of mutual benefit.

BOTH parties have to win, or get something that benefits ‘em before it’s really defined as mutualism.

For example in our oceans…a wrasse, exhibits an odd behavior – it’s a cleaner fish. It goes
around and cleans ectoparasites off of other fish.

The fish love them (even big, mean, tough fish!), because they are keeping them healthy by eating the parasites stuck to their skin.

The wrasse benefits because they get to eat. And, not get eaten!

In your business, a client or patient has to get something of value before they exchange their hard-earned duckets with you – which is of value to you.

And, the easiest way to move people to a YES in that kind of transaction is to clearly deliver far more value to them than they could ever imagine being fair.

You make the transaction so lopsided they have a hard time believing they are getting such a wonderful proposition. (So long as your intent is true…if you have ulterior motives, they will be exposed. Think of KARMA.)

What happens next, is one of the most powerful and useful psychological principles I am aware of: the issuance from YOU to your patient or client, of *Emotional Equity.* They almost instantly feel indebted to you!

And, the next time you have the good fortune to deal with them, that *Emotional Equity* comes into play…and gives you an almost unfair advantage…

Share your stories on how you’ve used this concept. If you submit a story on my blog here, I’ll make sure you get a hard copy of the book, “It Works,” by RHJ. This single book, a very old manuscript, has been responsible for an amazing shift in how I think about everything. It will for you, too.