Understanding Human Nature and Communication

A lot of people think that communication is mostly verbal, but that is not the case. Only about seven percent of communication is content be it words, audio or spoken word. Studies show that 55 percent of communication is body language, far higher than the 38 percent that comes from...

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A lot of people think that communication is mostly verbal, but that is not the case. Only about seven percent of communication is content be it words, audio or spoken word. Studies show that 55 percent of communication is body language, far higher than the 38 percent that comes from voice.

What communicates to people? Why do some people seem to be such great communnicators who connect while others never seem to get through to people? I believe it comes down to having what I call “star quality.”

We all know some people that seem to have the “IT” factor that separates them from “Joe Common.”

What is “IT?” How did they get this? Were they born with it? Did somebody teach them how to be this way?

My guess is they were not born this way, even though your upbringing certainly can play a role in shaping this trait. Even if a person is born with something special in them, they still have to develop their “Star Qualities,” and the biggest factor in star quality is charisma. The level of charisma can be cultivated and refined through association with other “stars,” those high-producing leaders who have already put The Alliance on the map, earned the big dollars, and paved the way for those willing to follow. It’s like when you were a kid, and your parents told you not to associate with a certain crowd because you’d surely start picking up all their bad ways, that you should find some better friends to hang with.

Well, if you want to be a millionaire, we say, “don’t hang out with dollar-aires.” Associate with winners. Anyone can learn the “content” part of our business; we want our new agents to develop into “stars.” Hang with the “stars” so you get the other 93 percent that they communicate through their body language, the command of their voice, their “charisma” – the “IT” they display that acts like a magnet as they attract friends, followers, and lots of money.



According to the 2010 version of the New Oxford American dictionary, charisma is defined as a compelling attractiveness or charm that can inspire devotion in others, or a divinely conferred power or talent. The word charisma is Greek in origin and translates to “gift of divine grace.”

  • Charisma CAN be cultivated
  • Some people just have a charismatic spark to them
  • Charisma is powerful and it is almost like having magic powers
  • Charisma in a leader is like a magnet that draws people in
  • Nothing is more powerful than a charismatic leader who unifies a team
  • Successful corporations typically have an inspiring, charismatic leader who pushes people to get involved, dream big, and understand the company vision and mission
  • Charismatic leaders have the ability to plant seeds – or ideas – and watch others implement and grow the idea as if it were their own
  • A person that is empowered with charisma can do the same for other people too, and this can lead to people doing more than they ever thought possible

When I communicate to our people I don’t beat around the bush. I’m deliberate and direct. I care about all our people, and I want what’s best for them, so I sometimes have to tell them things they might not want to hear.  In fact, all our leaders “tell it like it is.”

If we didn’t, we wouldn’t be doing our job. We want to train a team of agents that will be aggressive and courageous, a team that will not accept failure, a team that will not accept the status quo, and a team that will get back up when they’ve been knocked down.

If we look to the leaders who built our great country, leaders who built gigantic business enterprises, even the leaders in sports that so many Americans admire and follow, you see common personal traits and skills now being taught in the military academies and the best business schools throughout the world.

Our founding fathers designed the greatest system in the history of mankind, and because of leaders like George Washington, Abraham Lincoln, Dr. Martin Luther King Jr., Dwight Eisenhower, General Norman Schwarzkopf, Notre Dame football coach Knute Rockne, Andrew Carnegie, John D. Rockefeller, and many others, we have had instilled in us a strong sense of patriotism and loyalty, and a belief that anything is possible.  We have, to guide us, the wisdom of all the great leaders and entrepreneurs who have preceded us.  It is our choice whether to use that wisdom for greater achievement and to understand that “thoughts become things,” and “if man can dream it, he can achieve it.” At The Alliance, we choose to think big and dream big, reach for the stars, achieve financial freedom, and make a difference in the lives of everyone we encounter.

I recently read the famous speech given by General George Patton to the 3rd Army and I found that it illustrates so well the importance of commitment and leadership in everything we do. If you want to read the uncensored version, you can find the entire speech on the internet, but you are forewarned about General Patton’s strong language. Profanity is the language of soldiers, not most business leaders, but I want you to understand the important theme.

So here is the setting.  This speech took place in a secret location in England on June 5, 1944, and was given to the 3rd Army, an infantry division preparing to race across Europe to destroy Germany’s Adolph Hitler and his troops. His audience, the 3rd Army, is a mix of veteran soldiers and some young men facing their first taste of combat, all with worried family at home. Patton told the soldiers they could not mention in letters to their loved ones that he was there. No one was to know where the general was. This address has been called Patton’s “Blood and Guts” speech and it really got me thinking about commitment, passion, and vision in leadership.

Here are a few small excerpts:

“… All through your Army careers, you men have bitched about … drilling. That, like everything else in this Army, has a definite purpose. That purpose is alertness. Alertness must be bred into every soldier … There are 400 neatly marked graves somewhere in Sicily all because one man went to sleep on the job. But they are German graves, because we caught the bastard asleep before they did.  An army is a team. It lives, sleeps, eats, and fights as a team…

… My men don’t surrender. I don’t want to hear of any soldier under my command being captured unless he has been hit. Even if you are hit, you can still fight back … The kind of man that I want in my command is just like the lieutenant in Libya, who, with a Luger against his chest, jerked off his helmet, swept the gun aside with one hand, and busted the hell out of the Kraut with his helmet. Then he jumped on the gun and went out and killed another German before they knew what the hell was coming off.  And, all of that time, this man had a bullet through a lung. There was a real man!

… All of the real heroes are not storybook combat fighters, either. Every single man in this Army plays a vital role. Don’t ever let up. Don’t ever think that your job is unimportant. Every man has a job to do and he must do it. Every man is a vital link in the great chain. What if every truck driver suddenly decided that he didn’t like the whine of those shells overhead, turned yellow, and jumped headlong into a ditch?  He could say, ‘Hell, they won’t miss me, just one man in thousands.’ But, what if every man thought that way?  Where in hell would we be now? … The ordinance men are needed to supply the guns and machinery of war to keep us rolling ….”

If you read the speech, or even just parts of it, you’ll see a leader, like all successful leaders, with conviction and commitment. Did Patton have “IT?” Did he have the charisma of a leader?  Did he accept the status quo? Do you think he considered losing as an option?  I don’t think he ever considered second place as an option and he wouldn’t let his men think that way either.

From this one speech, you can learn a lot about one of our greatest military leaders and the qualities that make a leader, whether for war or to use to build your business.

He communicated his vision (how they would win the war), he stressed the importance of every single soldier doing his part (teamwork) and showing up for work (no resting in foxholes, no weekends off), and he inspired loyalty from young American soldiers while he impressed upon them a fanatical sense of duty. Patton, like all great leaders, is never willing to settle for average and ordinary. Losers settle for average.

The point of all this is: The Alliance is just as serious about our mission as Patton was his. We have to protect our clients’ families. We have to wipe out financial poverty and create a better life for our agents and their families. We have to develop leaders and build a huge team to go out and serve the masses.  We have to identify the best and work with them while we weed out the weak. It may take a lot of blood, guts, and sweat to get to the top, but the rewards are worth the effort.

The Alliance is a company that has “IT.” We have the great leaders with “charisma” and the environment and atmosphere where new agents can grow and develop. As Tim Goad has said, “People don’t grow into leadership through information; they grow into great leaders through association and culture.” That’s right on, and definitely describes The Alliance.

We live and teach the motto: Have Fun, Make Money, Make a Difference. Our culture creates and demands loyalty, and we have, like Patton, a bold, fanatical faith in our mission and a devotion to strong core values.

  1. Towanda
    May 3, 2019 at 12:27 pm

    WOW! What a great illustration/perspective on charisma!

  2. Lourdes Hernandez
    Lourdes Hernandez
    May 3, 2019 at 9:53 pm

    Thank you Andy for reaching out to me . It makes sense to me and I’m all in!

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