Subscribe New Here? Want to get every post I put out? Subscribe to my RSS feed and get each post delivered right into your browser or email. Learn more about using RSS. Thanks for visiting!


Call, Don’t Fall

View Comments

Posted on 7th May 2010 by Jade Handy in Let's Talk About Language |Marketing/PR |Persuasion |Selling Language |Sports and Athletes

, , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Couldn’t have framed this moment better. When I first thought about this sign in a hospital room, I thought, “that’s a sign I should blog.” So, I am.
.
Now, before you get on me about the sign’s true intention, I’m nitpicking, or this, that or another thing, let me start by saying I realize all of those things. I could have just passed by the sign and passed on the opportunity to pass the lesson on to you, but, that wouldn’t teach you anything (other than #antistasis.)
.
When I saw the sign, my mind went immediately to “how could I have made this better?” And, that’s what you’ll have to do if you have this kind of language posted in your room. The way this is written is what I would post in someone’s room that I secretly hated. Why?
.
1st of all, the trailing thought is “fall.” Remember what I said in the second paragraph about objecting based on intention. I realize they don’t want me to fall, but that’s not what the sign says to me, let alone someone who’s in a hospital trance and even more receptive to subliminal messages.
.
Let’s take this into different contexts for a change. Imagine a salesperson saying to a prospect “buy, don’t leave.” Sales people starve when they communicate this way. Or, a teacher saying “remember, don’t forget.” Students remember, not, this way. Or a police officer saying “freeze, don’t move.” People get shot. I don’t know about you, but I want those messages clean and clear.
.
2nd issue is “don’t.” I thought everyone knew the power of positive talk, by now; and that negatives aren’t processed by the unconscious mind, especially when your conscious mind is distracted (like thinking of how your life might change after leaving the hospital.) Your mind makes these subtle connections, even if you don’t.
.
Back to the sign. Now, I did have the thoughts “happens all the time with signs” & “probably not indicative of anything.”
You know, those types of justification giving them the benefit of the doubt. But it turns out, it’s the modus operandi of the entire department, or at least the staff I observed first hand.
.
Doctors don’t see an immediate cause-effect like salespeople do, or do they. Can you not, using your sensory acuity, pick up on the patient’s response to what you’re saying?
.
The staff didn’t impress me with comments like “when you get home, don’t be falling down and be falling down steps” and “you’re going to be prone to dropping stuff, y, and z” (I don’t remember all the specific injury causing actions,) “I just don’t want to see you on the news. I don’t like to see my patients on the news” (side note: that’s a horrible presupposition of their post-discharge history) and believe it or not “I don’t want the next one to be worse.” Not one positive suggestion. Not one.
.
The closest was “…so you’re not hung out to dry.” Not very positive, is it?
.
Positive suggestions are using, “so you land on your feet,” or even, “so you hit the ground running when you do get back to work,” or “so you come out of this forgetting it ever happened,” or best, “never mind that, you’ll be fine in due time (what never happened?)” or even, “come out of this standing on your on two feet,” or, “get your bearings,” “keep your financial standing,” “maintain your lifestyle,” or anything that keeps patients moving forward and thinking of the future.
.
How about just “When You Need Help, Just Call.” Even my 2 year old uses this language structure.
.
Which of these would you rather have used on you? Or would you like your patients to enjoy?
_________________________________________
.
Hell isn’t merely paved with good intentions; it’s walled and roofed with them. Yes, and furnished too. -Aldous Huxley  #reformingcliche
.
It has been more wittily than charitably said that hell is paved with good intentions; they have their place in heaven also. -Robert Southey  #reformingcliche
.
My hatred is a thousand times more powerful than all your good intentions. -Jim Goad (OK, maybe not that much!)
.
Photo Credit: Jade Handy’s cell phone

Strapping on the Drool Cup

View Comments

Posted on 22nd April 2010 by Jade Handy in Coaching |Peak Performance |Sports and Athletes

, , , , , , , , , , , , , , , , , , ,

 

Google “strapping on the drool cup” and you’ll find a phrase so relevant and broad scoping it will amaze you that you haven’t heard or used it.  If you have, kudos to you. 

I found this quote from – who’d a thunk it - a black belt.  But not the karate kind.  The quality improvement kind.  You know, Six Sigma and the like.  Steven C Wilson is a friendly contact I met through Hawkeye Chapter ASTD

Strapping on the drool cup is a term apparently used by those “In the fighter pilot world (at least in the USMC fighter pilot world) we called that “STRAPPING ON THE DROOL CUP.” Kind of like becoming so enamored with what is going on INSIDE the COCKPIT (there are lots of bells and whistles in the cockpit) that you forget to see Mt McKinley in front of you who wants to ruin your whole day. A “Forest for the Trees” sort of thing.

We all assume focus is good. It is. When appropriate. We just need to be good enough and smart enough to determine when to UNHOOK THE DROOL CUP and just look out the window and when it is necessary to BE THE BALL, DANNY.”

Steven C. Wilson added a new dimension to this.  Another symptom of this condition is not being able to think outside the box, or as Taco Bell says, outside the bun. So conditioned to do things the way we have for so many years, we are often unable to be creative, innovative…we become “stuck on the escalator”.

I like to think of it as being in the moment when strapping on the drool cup is good and like a deer in the headlights when it’s bad.  Seeing others in this mode is kind of like rubbernecking at a traffic accident.  You just can’t help but look.

I’ll be referring people to this post when they ask me how I use the Archimedes Principle and metaphor in business.

____________________________________

I’ll keep on acting ’til they wipe the drool. I like the business. I like to do different parts and diverse characters. I haven’t lost my enthusiasm yet!  -Robert Duvall 

I’m not going to sit on the porch of the old anchorman’s home with a drool cup.  -Tom Brokaw  #negation

If you were to open up a baby’s head – and I am not for a moment suggesting that you should – you would find nothing but an enormous drool gland.  -Dave Barry  #synecdoche

Constantly be asking, “How can I use this?”

View Comments

Posted on 17th March 2010 by Jade Handy in Coaching |Peak Performance |Persuasion |Selling Language |Sports and Athletes

Asking myself this one question, more than any other, has gotten me further than any other question.  Creating and/or cultivating this habit will open your eyes to new possibilities.  It will open up the possibilities of leveraging the Archimedes Principle outlined in Trust Agents. 

Most people probably only ask themselves this in dire emergencies like when they are being attacked and all they have at their disposal is a 10 inch knife!  Sarcasm and wit aside, utilization is the elusive obvious.  It’s also what’s behind my favorite weapon, the “Are you trying to build my argument or yours with that objection?” rebuttal mindset.  In other words, “whatever you say bolsters my agenda,” which is to help us come to an agreement. 

This post answers the question, “What questions should I be asking?” that was asked in an earlier post.

You might be thinking to yourself, “I don’t need to ask myself, “How can I use this?”  But, let me get through to you with this - ”That’s exactly why you do!”  ‘Cause the fact that you aren’t thinking this way is exactly what’s going to be your downfall if you are communicating with someone who does use it, because using this with someone who’s communicating with you that way matches wit for wit. 

Wit is called wit for a reason, you know.  Are you telling yourself this is a good idea, yet?  Now, you are.  Or rather, just did.  Or… maybe not at all, but either way, it’s being used on you.  How do I know this?  ‘Cause I’m not the only one using it.  In fact, I learned it from someone already using it.  Surprise!

OK, back to utilization.  How else are you going to bridge the gap between what you’re doing now and what you’d rather be doing?  Of course, by asking yourself, “What do I want?  Where am I now, along the path to getting there?  And, what do I currently have that’ll get me there?”  If you’re not asking these questions consciously, you’re asking it unconsciously.  Hard to dispute this too, isn’t it? 

Am I just rambling?  Maybe, maybe not.  Maybe I’m using what I blog about while I’m blogging about it in order to get the messages to stick – practice what I preach.  Isn’t that why you’re reading this to begin with?  Because you want to pick up what I’m putting down?  Or else why bother reading it to begin with. 

If you haven’t, by now, picked up a few strategies you can use, reread.

______________________________________________________

Utilize
To make useful; to turn to profitable account or use; to make use of; as, to utilize the whole power of a machine; to utilize one’s opportunities.  -Brainy Quote
 
Obviously, the highest type of efficiency is that which can utilize existing material to the best advantage.  -Jawaharlal Nehru
-

Great Moments to do Something Great

View Comments

Posted on 11th March 2010 by Jade Handy in Coaching |Peak Performance |Sports and Athletes

I was asked recently to give some advice to someone who is literally going off into the world.  Having just met her recently, as well, I had to think on my feet in order to get some common ground so that she would hear the message.   

At first, I didn’t really know what to say in this moment, so I told her a story.  I told her that when I was in high school, I tried several different sports.  Specifically, track, football and wrestling.

Track didn’t last long.  Less than one season.  Football didn’t last long.  One season.  Football was especially annoying.  I wanted to like it, but certain factors made it hard to like.  Like the fact that at the start of the season it’s extremely hot.  At the end of the season it’s extremely cold.  In between, better. 

I especially didn’t like practicing hard all week long, sweating & freezing, only to get a couple good hits in the game on Friday night.  Getting good hits on Friday night under the lights is what it was all about for me.  Partly because I enjoyed being in the spotlight(pun intended) and partly because I enjoyed crushing my opponent.  Too much testosterone you say?  Accepted.

Wrestling, on the other hand, was different.  I acted on the daily opportunity to crush and be crushed.  Freshman and sophomore years were the worst for getting crushed.  I can remember certain upperclassmen trying purposely to hurt us underclassmen, even.  The other upperclassmen who didn’t were just painfully better at it. 

Eventually, it was our turn to continue this tradition, and we took full advantage, of course.  Getting beat up the first couple of years taught us how to reciprocate the hate (hyperbole needed for the rhyme.)  We learned.

Somewhere during the sports stories, I thought of the advice I would give her.  I found what I loved, I actively participated and developed my skill level, and was able to go full force every single day in the gym. So, I told her Don’t wait for a great moment to do something great.  Find an environment in your world that you can do great things every day.

__________________________________________________
Do what you love and love what you do.  -Wayne Dyer ( #chiasmusfor you Twitterers)
-
Choose a job you love, and you will never have to work a day in your life.   -Confucius ( #exergasiafor you Twitterers)
-

State of Mind Coaching – How is it Different?

View Comments

Posted on 13th February 2010 by Jade Handy in Coaching |Let's Talk About Language |Objection Strategies |Peak Performance |Persuasion |Selling Language |Sports and Athletes |non-verbals and self control

Pre-Fight Body Language cont'd

View Comments

Posted on 4th November 2009 by Jade Handy in Peak Performance |Sports and Athletes

It’s always a fun time for me when someone gets angry about what I’m doing at ring-side.  Just tonight, another person accosted me – wanting to know why I am writing things down before, during, and after a fight.  Often times they think I’m with the news media, a recruiter (I get that one a lot, for some reason,) or my favorite – an undercover cop. 

I can’t blame them, I do stick out and I understand that.  Who else is at a fight, writing tablet in hand, taking copious notes? 

‘If you have to know,’ I tell them, ‘I’m checking the pre-fight body language of both fighters and checking it against the end result.’ This usually gets their head spinning.  I’ve been doing this a lot, recently.  Just a kick I’m on (no fight pun intended!) 

But seriously, I tell them, I’m doing research.  Of course, they retort, “I don’t understand.  What does that have to do with fighting?”  Honestly, what else could it possibly have to do with?  I’m five feet away from the ring.  Also, how could they even begin to understand what I’m doing – since they don’t do what I do, right?

I say, “it has everything to do with the way the fight turns out.”  They say, “Oh, I got ya.  Kind of like

Georges St. Pierre.  He’s big on the mental stuff.”  Why is it always Georges St. Pierre?  My personal favorite example is Chuck Liddell and his awesome comeback after working with a team of people including Anthony Robbins (Google Anthony Robbins and Chuck Liddell for the YouTube video.) 

What I never tell, in the short amount of time the interrogation lasts, is that more importantly I’m calibrating the fighters’ state of mind. What?  Yes, calibrating their state of mind.  Your posture, stance, facial expressions, movement, focus, amping up routine, response to the crowd, response to their corner coaches, etc. are all indicators of your internal state of mind.  Our bodies are an outward expression of our inner thoughts.  There’s literally no hiding it.  It’s just a matter of being trained to see it.

Calibrating is something I do so that when I’m working with an athlete, I am constantly matching what I’m seeing with the fighter in front of me (during a one on one coaching session)to previous memories of them before fights; and when necessary, calibrating against other fighters’ states of mind that are powerful.  My commitment to my clients is that don’t stop until I give them the knowledge and power to access this powerful pre-fight state of mind on demand.   

This pre-fight state of mind is only one moment of the fight that every fighter knows is crucial to their fight.

Do this, yourself.  When watching fights, what behavior are the fighters engaging in before winning a fight.  Calibrate to it (meaning match it and test, match it and test, until you’ve got what you want.)

Now get your head in the game!

 

 

P.S. What I’m doing before, during and after: 

before (writing down the fighters’ names and making my choice,)

during (tracking down and writing down names still ’cause I didn’t hear it the first time) and

after  (notating winner – loser)

Check out the original posting at Midwest Fighters Focus

Repetition is the mother of skill

View Comments

Posted on 23rd October 2009 by Jade Handy in Sports and Athletes

 

Repetition is the mother of skill.  This goes for MMA, as well as, any other skill you want to develop.  I remember my high school German teacher saying, “practice doesn’t make perfect, it makes permanent.”  And, of course, the same goes for mental training.  Look at the thoughts you are constantly running through your head.  How many different thoughts are there?  I’ll venture to say that a majority of them are the same, and the ones that are different are different because they about something that is just now happening or has happened recently.  How many of you have thoughts recurring that are detailed thoughts about becoming a doctor?  A lawyer? An engineer?  Probably, only if you are in that profession or are a student working towards that end. 

 

What’s this leading to?  Well, as the great motivation expert, Earl Nightingale, used to say, “We become what we think about.”  Thoughts precede action. Action is power.  Because most of us are having recurring thoughts, and if the majority of people are not achieving at the level wanted, we can deduce that it’s because of our thoughts. So, change your thoughts, change your activities, change your life. 

 

Try this.  Have different thoughts.  We’ve all heard, “if you do what you’ve always done, you’ll always get what you’ve always got.”  And further, “Doing the same thing over and over and expecting a different result is the definition of insanity!”  Now that I’ve put some different thoughts into your head, what are some thoughts you want repeated in your head.  What is your favorite fighter thinking?  Borrow theirs.  They’ll never know it!  What have you heard your coach say that was powerful that you might have said to yourself, “I could never think that way.”  What would happen if you did!?  Try it on for size. 

 

Back to repetition (pun intended.)  Are you the type of person who goes into each fight, practice or not, with the same ferociousness?  Or goal, at least?  I know you know of someone who practices a little too rough.  This is partly because they practice how they play.  Practice soft, play soft. Practice focused, play…

 

Now, get your head in the game!

Check out the original post on Midwest Fighters Focus

Pre-fight body language

View Comments

Posted on 19th October 2009 by Jade Handy in Sports and Athletes

I went to the Midwest MMA Amateur Championships event in Chariton, IA Friday night.  It’s a mixed martial arts event. What a show! 
A few fights into the night, I decided to test my hypothesis that a fighter’s mindset is represented in their physiology.  I did this when the fighters were approaching the ring, after entering the ring, and when their opponent was approaching the ring.  Of the ten fights that I tested, 9 of 10 winners were predetermined by me solely based on their body language/physiology!   
The bad news (for the one who loses) is, for one thing, if I can notice it (and I’m certain others can,) what do you think your opponent’s unconscious can pick up?  The good news is you can change your beliefs about what you’re capable of.
I’m sure some of you are saying to yourselves,…that’s a bunch of BS!  But, this ability is nothing new or unique to me.  e.g. Have you seen the Fox TV show Lie To Me?  It’s based on the legitimate science of micro-expressions created by mindset, most notably, incongruence of words and physical aspects of communication. 
Most of you do this naturally.  Especially during a fight.  You know exactly when the tables have turned in your favor.  You notice this in the obvious, but often subtle, nuances of your opponent’s facial expressions and physical movements after hitting them, dominating them on the ground, etc. 
All of this means it’s even more important to develop a winning belief backed with other effective mental strategies for winning.  You’ve got to convince yourself that you can win this match from the moment you accept the fight(if not before,) all the way through to the end of the fight, itself. 
Do whatever it takes to develop your state of mind.  Do what you already know about mental training, talk to your coach, read books, and even consult an expert if you have to.  Now get your head in the game!

See the original posting on Midwest Fighter Focus

Ultimate Fighters talk about mental training

View Comments

Posted on 16th October 2009 by Jade Handy in Sports and Athletes

How important is mental training?  Important enough for The Ultimate Fighters to do and discuss it.  Watch and listen to what they had to say on the Ultimate Fighter Aftermath – Snitch.  Guests on this segment were Demico Rogers from Team Rampage, Team Rashad’s Brendan Schaub and Asst. Coach for Team Rashad, Mike Van Arsdale. At the 3min.45sec. point, all 3 guests talk about Team Rashad taking 20 min after practice 3-4 times per week to do mental training. He had them close their eyes and relax, then visualize their upcoming fights. Specifically, visualizing their opponent doing well against them and doing well in spite of their opponent.  Mike said the fighters mentally rehearsed the fight 5-6 times before they actually got out there.  Demico even praises Brendan! And explains how he noticed Brendan’s calmness when Demico was on top during the actual fight.  Mental preparation is something everyone can do, effortlessly, that will make a HUGE difference in your performance.  And this is a specific example of “how” to do it and “what” to think about while you’re doing it.  Now, get your head in the game!
Check out the original post on Midwest Fighters Focus

Coaching child-athletes (1)

View Comments

Posted on 27th January 2009 by Jade Handy in Sports and Athletes

Because I work with athletes’ mental game preparation and because doing so is just a direct application of the information in the posts of this blog, with one of the few differences being just context (sports vs. sales, customer service, communication, management, etc.), I have been asked from several child-athlete parents about what parents can do to boost their childrens’ sports performance. 

I usually set the frame that, first of all, I assume the child has a desire to perform at the level that the parents want them to perform.  Second, that the parent understands a child is a child, not a professional athlete.  Which means keep it in perspective.  Third, any attempt to steer the child away from the direction the child wants to go will quickly be snuffed out and rejected, much like a woman snuffing out a creep making a baseless compliment.

After setting goals and outcomes (by just talking about what’s going to happen in the future) and the short term action steps to get there, it really just comes down to language.  Unless, of course, you’re calling plays like a pitcher to a catcher, or a coach to the quarterback, with hand signals!

Most parents are not tuned into what really motivates a child.  First of all, it’s not the benefits that you think you’d want if you were their age.  Example.  I hear parents saying, “if you use your napkin, your clothes will stay clean.”  Or, “if you eat your peas, you’ll grow big and strong.”  Or, “win this next game and you’ll have a better chance of playing on the team you want.” Or, worse yet, “if you practice strong this week, you won’t screw up on game day.” Or, even worse yet, “If you don’t practice hard, you’ll be playing on junior varsity instead of varsity.” 

One of the greats in the field of success psychology and sports psychology, Denis Waitley, in his bestselling book and corresponding audio set, The Psychology of Winning, tells the following story. 

The World Series, in the 1950s.  New York Yankees, Milwaukee Braves.  Warren Spahn, the great Milwaukee left-handed pitcher on the mound.  Elston Howard, the great Yankee catcher at the plate.  Score tied.  Two men on, two men out.  Three and two.  A critical part of the series.  And a critical part of the game.  The manager walks out of the dugout to give Warren Spahn, the great pitcher, some encouraging motivating advice.    “Don’t give him a high outside pitch, he’ll knock it out of the park,” said the manager.  And walked back to the dugout.  Warren Spahn said to himself, “why did he have to say it to me in that way.”  Let’s see, “don’t give him a high outside pitch.”  “The reverse of that is…” too late.  Like a neon sign, high and outside came as the dominant message.  Out of the park went the ball.  A 3-run homer.  Because of that one dominant thought Milwaukee almost lost the World Series.  But Eddie Mathews came in with a home run to save the game and the series for the Braves.  Warren Spahn, to this day says, “why would anyone ever try to motivate anyone with the reverse of what they want?”  And so it is, with all of life’s confrontations.  You tell your children, “clean up your room, you little pigs.”  And what do you get?  You’re right, you get a pigsty.  And the kids say, “oink oink.”  Remind them enough, and they know who they are.  That’s like motivating and office staff by saying, “firings will continue until morale improves.”  You know, it just won’t work.  I know many series for the coaches who unwittingly set up their players for losing performances every day.  Here’s an example and basketball.  “Missing free throws is what loses big games, team,” yells the coach.  “You’re all going to stay late during practice and shoot free throws until you stop missing them so often.”  While the winning coach would take advantage of the positive motivation opportunity by saying, “teams with high free-throw averages win ballgames.”  “I want you to put an extra 15 minutes a day making your free throws in practice, so that when we get them during next week’s game, we’ll make all we can, and will win the game.”  You see, this is the right way to motivate. 

It’s hard to come up with a story that better illustrates how to motivate children with language. 

In sports team trainings, I conduct a simple, yet effective, exercise that gets this “in the muscle.”  I have the team try to get the object person to do a predetermined task with the catch being they can only say what not to do.  They usually get the goal, but in many more steps than it would have taken if they were to be able to express directly and in positive terms what they want the object person to do.

I even practice this at home with my very young daughter.  I make sure instead of expressing what I don’t want, expressing what I do want.  e.g. instead of “don’t drip on your shirt” I say, “eat over your plate,” etc.  Sometimes it’s challenging to find the positive behavior, but it’s very effective in streamlining a learning strategy.

Can Opener

View Comments

Posted on 27th April 2007 by Jade Handy in Let's Talk About Language |Persuasion |Selling Language |Sports and Athletes

Last night I was at an event and overheard something amazingly simple and effective and something that many high achieving communicators do that they don’t understand consciously.

Physical therapist.  Not salesperson.  Not TV pitchman. And probably would never in a million years want to be associated with as such.

Prospect(unqualified as such) walks up.  “Hi, my name is Bill with Johnson Physical Therapy. Nice event, huh?”  Next and by the way the most crucial “next.”  “Experiencing aches and pains while you’re out there golfing?”  There’s the hook.  Did you notice it?

I bet you maybe noticed the qualifying question.  You maybe wrote it off as, “what else is he supposed to ask about, that’s what he fixes.”  And you’d be spot on. 

But did you noticed the fact that the prospect has responded “yes.” Twice, already.  One minute into the process and the customer is already nodding “yes.” 

He didn’t try to tag question him into submission (e.g. This is a good deal, isn’t it.  You do want to do business with me, don’t you?  I am the only person you’re considering, aren’t I? You do want to punch my lights out, don’t you?) He did it with good ol’ fashion conversation starters.  The conversational way.  It just came second nature to him. 

Did he gain a client?  I don’t know, but he’s definitely on the right track.

Think Like a Pro

View Comments

Posted on 26th April 2007 by Jade Handy in Let's Talk About Language |Persuasion |Selling Language |Sports and Athletes

Think like a pro and make your body have to catch up.  Write some check you’re body can’t cash,… yet.  In other words put it on the line.  Act as if you can until you do. 

So often I hear comments like, “I don’t use my 3 iron.” Or, “I always flub it on the 8th hole.”  Or, “____.”

Do you think Tiger is out there saying these things?  We all know the answer to that one.  The great thing about our self talk is that you can be a Masters Champion in your head.  Who can say this in their head, “They say a giant has to fall at some point.”  Sound familiar?  Yeah, that’s Zach Johnson in your head.  You think Zach is going to care if you steal his line?  Doubt it.  He doesn’t even know you exist.  You’ll soon not be able to use it commercially, though, I’ll bet.  It’ll have ™ all over it. 

How about this one, “My dreams have been answered.”  Doesn’t this mean he had one to begin with?  What’s more realistic, you dreaming about using your 3 iron again, or “a Midwest guy from Iowa” winning the Masters?  Against Tiger Wood’s none the less!  Put’s it in perspective, huh?

Let’s keep going.  “This is very surreal…I don’t even know what I shot.”  Sounds like someone was in a trance-like state.  Not “like,”  how about “was.” 

Think like a pro, why not?  Ask yourself, WWPS,  “What would a Pro say?”  How about this angle, say it out loud to your arch enemy.  Would you let  him or her in on that inside information?

One last one of Zach’s, “I think I am mentally tough.”  Wow…

Switch to our mobile site