Are You Acting Intelligently?

by Bruce Kasanoff

IQ. Emotional intelligence. Street smarts. Visual-spatial. What's the best way to define intelligence? Here's the definition that I've found to be most useful:

Intelligence is not only having something of value to say, but also knowing what to say differently to each person.

Let me break this down for you...

Having something of value to say: This first part is pretty self-explanatory. If you can teach others, figure something out, or share a new perspective, you are acting in an intelligent manner. 

Think of the opposite for a moment. Imagine you are at a lecture, and every 30 seconds the guy next to you shouts out, "Bubba!" It won't take long before you decide he's an idiot because he isn't saying anything of value and he is preventing someone else from doing so.

But if every now and then he leans over and shares a piece of research that reinforces what the speaker just said, you'll probably be both appreciative and impressed.

Knowing what to say differently to different people: It is a waste of breath to talk to my son about Pitch Perfect, but my daughter is obsessed with that movie and welcomes each new piece of trivia.

Understanding what's meaningful to each person is the difference between a reasonably smart person and a truly insightful one. For example, in 30 seconds, can you explain what you do to:

a. A CEO

b. Your grandmother

c. A seven-year-old

d. A banker

e. All of the above

E, of course, is the answer you'd like to give. But doing so requires a sensitivity to others that many people lack. You may have to use different explanations for different people. Also, you can't stereotype people; your grandmother may be a CEO.

You not only need the ability to perceive how others process information and make decisions but also the ability to change your communications approach in response.

Some people think in pictures. Others are lazy thinkers; you have to spell everything out for them. Some, but not all, have a deep background on which you can build. 

One size does not fit all

Unfortunately, what I've just described is not how most people operate. I've met countless entrepreneurs who deliver the same pitch 40 times in a row and wonder why no one is buying what they're selling. I also run across job seekers who fail to study prospective employers in detail, and then crash and burn in an interview because they don't understand how this employer is different from others.

If you want to be successful in nearly any human endeavor, put a great deal of effort into having something of value to share with each person and organization you encounter.