Don't Take Yes for an Answer

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Steve Herz is a talent agent, career advisor, and president of The Montag Group – a consultancy committed to continuous professional improvement. Prior to joining The Montag Group, Herz represented over 200 television and radio personalities, through his company, IF Management.

The writer’s early career experience with a young news anchor revealed a crucial lesson: authority alone is insufficient without warmth. While he confidently showcased his expertise, his failure to engage with her aspirations cost him the opportunity to represent her. This highlights the importance of warmth—the second pillar of the AWE toolkit—in building trust and genuine connections. Warmth fosters understanding, which is the foundation of all relationships, and understanding builds trust. By listening, empathizing, and finding common ground, even when interests differ, warmth can bridge gaps and inspire collaboration. Managers who embrace warmth, rather than relying solely on authority, create environments that encourage creativity, loyalty, and innovation. This balance of authority and warmth is essential for meaningful leadership, as it unites people behind a shared vision and strengthens relationships.

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