Fake It Until You Make It
Debra was excited: “You've been using EI on me all along and teaching me to use it even whilst I was learning about it.” It was almost an accusation.
“That's true.” Johann responded mildly. He had been expecting this. In fact, he was surprised it had taken so long.
“Why didn't you tell me?”
“What would have been the point?” he asked gently. “You didn't believe in EI or see any use for it in business in general and the matrix in particular. So instead of telling you what I was doing I just did it and waited for you to figure it out yourself. But, remember, I did say that I'd be transparent and I will. It just wasn't the right time before now.”
Debra smiled. “So go on … ,” she challenged.
“What, you want me to reveal my secrets?” Johann pretended to be shocked. “Actually I do have a list.”
“Of secrets?” Debra's sarcasm was apparent.
“Well, yes. I mean, they're not secrets but I think they are the ‘secret to EI’. I'm working on the ‘fake it until you make it’ principle here but it seems to work or at least it did for me. Years back I had a mentor – I didn't call him that of course – and he was always able to get great results from the people around him even when they didn't work for him. People opened up to him and trusted him. Everybody liked this guy so, over the years, I started to note down the things he did, and mimicked them. I didn't really understand why. Then, I added to the list when I saw other people do things that seemed to help them. When ...