I’ve been waiting for this book since I saw Malcolm Gladwell speak about the research he was doing for it at the National Association of Realtors conference in Orlando a couple of years ago. The premise of the book is that success is not a random act. Rather, that success happens because of a predictable and powerful set of circumstances and opportunities.

There are several very cool and interesting topics in this book. But one in particular that has captured my attention is that of “practical intelligence.” Practical intelligence (PI) is knowledge that helps you read a situation and know what to say in order to get what you want.

Practical intelligence: “knowing what to say to whom, knowing when to say it, and knowing how to say it for maximum effect.” This is different from the analytical ability measured by IQ or the emotional abilities like self-control, persistence and motivation measured by Emotional Intelligence (EQ).

My sister, who is likely above average in IQ and EQ, would be off the charts in PI. Ever since I can remember she has been able to talk herself in and out of more situations then I could share! Always ending up with a result in her favor. I think this is part of the reason she is such a great teacher today. The ability to manage a group of 5 and 6 year olds and get them to do what you want is certainly a unique skill.

I think PI has a huge impact on a person’s success in our industry. Although, there are lots of tests, quizzes and simulators available to try and help us evaluate the potential success of real estate agents, I haven’t seen one that deals with PI. If you know of one let me know; I’d love to take a look at it.

Read this book, it is very interesting! If you are a hockey fan, you’ll be fascinated by the first chapter.