The five elements of personality are also signs of a linchpin:

• Openness
• Conscientiousness
• Extraversion
• Agreeableness
• Emotional Stability

“It’s so easy to fall into the trap of focusing on using a spreadsheet or a timeclock to measure your progress, but in fact, it’s the investment in your interactions that will pay off.” (211)

“The linchpin is coming from a posture of generosity; she’s there to give a gift. If that’s your intent, the words almost don’t matter. What we’ll perceive are your wishes, not the script.” (214)

The lizard brain is extremely effective at picking up the micro-signals that reveal people’s true intentions.

“The only successful way to live in a world of honest signals is to give the genuine gift.” (215)

“You can certainly try to be the rational best-price, most-convenient alternative. But if you can’t do that (and who can?), then the only path available to you is to change me, connect with me, or make a difference in my life.” (216)

“The people you work for won’t change if you don’t believe. The communication of enthusiasm and connection and leadership starts with the gift you give, not the manipulation you attempt.” (217)