“reference group.”
He concluded that “birds of a feather flock together.” The reference group, the
group that you choose to associate with most of the time, largely determines
what you accomplish in life. You tend to take on the values,
attitudes, dress, and
lifestyle of the people around you.
If you associate with
successful people, you tend to adopt their attitudes,
philosophies, manners of speaking and dress, work habits, and so on.
In no time,
you will start to get the results they do.
The Fatal Error
What McClelland also found was that the choice of a
negative or unmotivated
reference group could be enough in itself to condemn a person to lifelong
underachievement and failure. A person could
go to the best university, get the
finest education, and have the greatest talents and abilities, but if he associated
with
unsuccessful people, he would be a failure as well.
What we have found is that a
change in your reference group, moving from
one company to another, or starting to associate with successful people, can
transform your life and your results. But as Zig Ziglar said, “You can’t
fly with
the eagles if you keep scratching with the turkeys.”
Human beings are very much like chameleons. We take on the attitudes and
behaviors of the people with whom we associate. We become like these people.
We adopt their opinions. The power of suggestion, especially the outlooks and
view of other people, exerts an enormous influence
on how we think and feel
about ourselves, and how we behave on a day-to-day basis.
7. Character Is Everything
Guard your integrity as a sacred thing. Nothing is more important to the
quality of your life in our society. In business and sales success, you must have
credibility. You can only be successful if people trust you and believe in you.
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