One of the factors critical to your success in the workplace is your emotional intelligence (EQ). Researchers have found that people with high EQ perform better and make more money than those with low EQ.

EQ is defined, in part, as the ability to recognize, understand and influence the emotions of others. In order to reap the benefits of a high EQ, however, you must be genuine, as well. In fact, as Travis Bradberry writes in his article, 12 Habits of Genuine People, EQ on its own won’t do anything at all when it comes to your job performance.

The article cites a recent study from the Foster School of Business at the University of Washington that found people are skeptical of EQ unless the person with EQ is authentic, as well. When it comes to farmers and ranchers, this is particularly true.

Farmers and ranchers have little time for slick salespeople who aren’t genuinely interested in what they need to succeed. While Bradberry’s article doesn’t touch on the Ag industry specifically, it is an important reminder for those who work in that industry.

It’s not enough to just go through the motions, trying to demonstrate qualities that are associated with emotional intelligence. You have to be genuine.

It is easy to see why farmers and ranchers are attracted to salespeople who have a high EQ but are also genuine.

Genuine people know who they are. They are confident enough to be comfortable in their own skin. They are firmly grounded in reality, and they’re truly present in each moment because they’re not trying to figure out someone else’s agenda or worrying about their own.

Bradberry lists the 12 habits of genuine people, including they treat everyone with respect; they are trustworthy; they aren’t driven by ego; and they aren’t hypocrites.  If you want to be the best marketer or salesperson you can be, you would be well to develop these habits. Whether you are selling irrigation systems or electronics, without these habits it is unlikely that you will be successful doing it.