
Sanders' message is that "emotionally attractive" people get farther in the workplace. Defined as exuding a sense of joy, happiness, and relaxation, emotionally attractive individuals are high in what Sanders calls the L-factor or the likeability factor. "When people want to be around you, that is truly the secret of a charmed, happy, and profitable life,' says Sanders.
Sanders says the idea of likeability crosses all types of businesses. He told TIME reporter Andrea Sachs, 'There are many companies I work with that have abolished unfriendliness. They actually call the system IONU: I observe no unfriendliness. What it means is that unfriendliness will never be tolerated.'
Sanders' Steps for Raising L-factor:
1. Be friendly. Communicate welcome. Smile often.
2. Be relevant. Connect to others wants and needs.
3. Be empathetic. Understand how others feel and think.
4. Be real. Don't be a phony. Be factual and actual.