A 3-Step Approach to Business Greatness

A 3-Step Approach to Business Greatness

A 3-Step Approach to Business Greatness

There are three key elements to behavioral change:

  1. Language

  2. Physiology

  3. Beliefs.

It is important to understand businessmen are not born, they are made. And many of them are made through modelling themselves on others. Change can occur more quickly if you know where to make the changes. One of the key differences between entrepreneurs, or business builders, and business owners is their attitude. You need to start thinking like a business person and stop thinking like a self-employed/employed person. For most, this thinking does not occur naturally.


Entrepreneurs use the language of positive expectation. They believe they cannot lose. Don’t confuse this expectation of success with arrogance. It is not. They use positive words and see everything as moving forward. They use words of encouragement. They use words that empower them and inspire others. They are charismatic and communicate well with others.

Consider what affect a property developer’s response might have if, when questioned about his latest resort development, he said:

“It is going very well; in fact, I believe we only have two apartments left and hope to have them sold very soon.”

Now consider the affect his response would have if he said:

“We haven’t had much interest, we are behind target financially and it does not look like we are going to sell the last two in the planned time frame.”

Be honest, but be positive about it, the person asking is a potential customer and being negative will not make them a customer! If you talk about success and positive outcomes, often other people will pick up on your positive vibe and want to share it. On the contrary, if you are negative you are less likely to engage people’s interest. Don’t underestimate the power of language.


Entrepreneurs have a certain physiology about them. Next time you watch an interview with an entrepreneur such as Dick Smith, Sir Richard Branson or Mark Burnett, notice the way they talk, sit and walk. You will notice them smiling, leaning forward and talking quickly when it comes to describing their latest passion and business idea. They are excited and driven because they have visualized their success in their mind already and now they just want to get on with it. Physiology plays a dominant role in communication. Communication is made up of three areas: words, tone and expression.

  • 7% of meaning is in the words that are spoken
  • 38% of meaning is in the tone (the way the words are said)
  • 55% of meaning is in the facial expression language (The way you act, stand, your facial expression, your smile, all says a lot before you utter a single word. If you have ever had a stranger smile at you and then speak to you in a different language, you will understand the truth of this concept.)


Entrepreneurs have a strong belief in their own ability to win. They are willing to give things a go. They are risk-takers but they are not irresponsible. They may fail, and almost all have failed at some stage in their endeavors, but they don’t equate failing a task with failure as a person. Too often small business owners think small. If only they would think big, then so much more would be possible.

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