After awhile, I realized that the people running the booths with the highest energy and excitement levels drew the most people. This got me thinking about how Smart Women know that it’s not the service or the product that will make you successful in life. The key is You, the person behind the product or service.

Every day we are met with lots of choices about different products or services that we can use to benefit us in some way. I’m always curious to learn why people choose one product or service over another. Time and again, I learn that people choose to purchase products and services from people that they Believe, Like, and Trust—the BLT Factor.

We want to choose situations in life where we can be with people we Believe have our best interests at heart. We believe that they have the expert knowledge on this product or service. We want to Like the person we do business with. I have been in business for over 20 years and there have been many times that I did not purchase based on price. I base almost all of my purchasing decisions on my relationship with someone. If I Like you, I want to purchase your product or service. Better yet, if I Like you, I want to refer you to as many people as I can.

Lastly, but certainly not least, people want to Trust the person they do business with. Trust is essential in any relationship. People want to Trust that you will take care of them, that you will stand by them and advise them in a trusting way. If the Trust factor is not there, it’s likely that you will not create the kind of success you might otherwise have. The BLT Factor holds true both in our personal and professional.

This is a big part of my work with women. I create the BLT factor in my Women’s Success Circles as well as with my individual clients. It’s essential to your business and your relationships in the community. The people in the world who understand the BLT Factor are everywhere. It’s Joseph at the coffee shop who makes your experience so wonderful at 6:00 am; it’s the teacher who lights up your child’s face every time your child sees them; it’s your coach or mentor who seems to be able to always bring out the best in you. I had a mentor who told me, “It’s not what you say. It’s how you feel about what you say.” Well said. It’s the energy and enthusiasm that you put forth on anything and everything that you do.

How about you? Do you understand the BLT factor? Do people Believe in You? Do people Like to be with You? Do you create that Trust factor? Being Believeable, Likable, and Trusting are the keys to true success in all of your relationships. I invite you to spend some time reflecting on these three attributes. You have the ability to create Belief, Likeability, and Trust—we all do. The world around you is an easier place to navigate and opportunities open up to you both personally and professionally in ways that you cannot imagine.

I went by a few of the booths later that afternoon that had been less crowded earlier in the day and, sure enough, one of those booths had a long line of children. What changed? Not the activity. Not the location. What had changed was the person running the booth. She was full of energy, cheering each child on as they tried their luck, and I heard her encouraging each child by saying “I know you can do it!” And you know what? They did. She was a woman who understands the BLT Factor. I’m going to leave you with a quote today that seems to capture it all:

“We must be the change we wish to see in the world.” –Ghandi

Anything is possible. Everything is waiting for you.

© 2008 Joy Chudacoff