The Common Denominator of Success plus the Science of Forming Habits

By Bob Davies

Six hundred members of the California Assisted Living Association made their way into the main ball room at the Hyatt Regency in Orange County, California for lunch and my 45 minute keynote speech titled, “The 1.2% Factor-How One Small Change Leads to Large Results”.

 

I was a bit apprehensive because of the time frame. I usually present a 90 minute program so I was challenged as a professional to deliver value in half the time. It’s rare that I have a local program close to where I live since I present all over the USA. I invited Jeff Golan, Regional Managing Director for Principal Financial Group to come hear me. I wasn’t sure if he could make it.

The program went off very successfully! The audience raved about the talk and only I know what I had to leave out because of the time frame. Breakout sessions followed 15 minutes after my program so I went outside where I had some flyers on a table and visited with those who wanted to speak with me. One of those was Jeff.

 

After the crowd dispersed Jeff and I found a quite place to chat. We talked about what he was in the beginning stages of building at PFG and what some of his challenges were. He explained how he already had a solid structure and system for teaching the advisor the “what to do and the how to do it” logical information. What he liked about what I do is that it is directed towards the most important issue, the individuals’ ability to form habits and to consistently do what they need to do to generate results. He promised to send me an old white paper, “The Common Denominator of Success” by Albert Gray.

 

A couple of days later an email with an attachment from Jeff arrives. I opened it expecting it to be some outdated boring what you can believe you can achieve type of stuff.

 

I am happy to say that this paper caught my attention immediately with the first quote:

 

“The common denominator of success-the secret of success of every man who has ever been successful-lies in the fact that he formed the habit of doing things that failures don’t like to do.”

 

Wow! This was written in 1940 and it is still a core underlying necessity today! Albert Gray delivered this at the NALU annual convention in 1940. Remember National Association of Life Underwriters?

 

What I plan to do with this paper is to add some of the scientific discoveries of the 2000’s on forming habits to the wisdom of Albert Gray. I’ll first reveal some of the most profound statements from Gray in his address.

 

“I had become convinced that hard work was not the real secret even though in most cases it might be one of the requirements.”

 

In one of my presentations I ask for a volunteer to come on stage. I ask them to state a goal that they have such as increase assets under management. Next I ask them what they need to do to reach this goal. For the sake of simplicity let’s say prospecting. Next I ask them to tell me three things that might stop them. One, busy with current clients, two, need to prepare for meetings with prospects, three, not enough time.

 

Now it gets interesting. I bring up three of the biggest guys in the audience. Each one of them represents one of the three obstacles just mentioned. Two guys stand in front of my goal setter and grab his wrist with their outside hand and hook their inside arm under the persons arm and the third obstacle stands behind the goal setter and puts their arm across the persons throat. I instruct them to resist and not to let him break through.

 

Here we go the competition. A person’s desires and commitment to action versus their obstacles. The person tries as hard as they can yet they will not break free. I yell “work harder” yet still no results, the 3 obstacles are just too strong. (You can watch this in action on my website, www.bobdavies.com demo video).

 

This is a perfect example that hard work is not the key. I ask the audience, “Did he try? Did he try hard? Did you cheer him on? Did it matter?”

 

I do give a solution here. The solution is to accept that he does have limitations and obstacles and to negotiate. Even though he has to prepare for prospective clients, meet with current clients and has limited time, here is what he commits to do this week.

 

To highlight Albert Gray’s first point;

 

  1. Hard work is not the difference.

 

Gray also made this statement;

 

 “Success is something which is achieved by the minority of men, and is therefore unnatural and not to be achieved by following our natural likes and dislikes nor by being guided by our natural preferences. We don’t like to call on people who don’t want to see us and talk to them about something they don’t want to talk about. Any reluctance to follow a definite prospecting program, to used prepared sales talks, to organize time and effort are all caused by this one basic dislike.”

 

This is as simple as I have ever heard the core issue stated. We are going to avoid doing things that we view as being uncomfortable. It’s that simple!

 

There are a number of scientific experiments that clearly show this. Put a rat in a cage with a gate. Place food at the end of a corridor and open the gate. The rat runs up the corridor and starts to eat the food.

 

However, we don’t let the rat eat. Instead we place it back behind the gate. Next we place a metal grid on the floor separating the rat from the food. We also place a shock on this grid; it’s called a “shock grid”. We open the gate; the rat sees the food and starts to run over this grid. It gets a tremendous shock and instinctively retreats away from the grid.

 

Now we take the shock off of the grid but leave the grid. When we open the gate this time the reality is that there is nothing stopping the rat from reaching its goal. However, what will the rat focus on? Will it focus on the opportunity to get the food or the past painful experience with the metal grid? The rat will remember the shock and will never go over that grid again. This is called learned helplessness.

 

It doesn’t matter what the truth is. The only think that matters is what is the rat paying attention to? The rat has what is called a “cortical limbic loop”. This is a protective memory where the outer area of the brain associated with wants, needs and desires and is linked to the middle area of the brain, known as the limbic system, which is associated with emotion, fear, avoidance and threats to survival. Just the sight of the metal grid triggers the limbic area and the rat is in automatic avoidance.

 

We are genetically coded to avoid activities that we view as being threatening. Our instincts trump our intentions.

 

Gray goes on to state that the biggest producers also do not like to do this prospecting either. It’s just that they have a purpose and have formed habits.

 

“Successful men are influenced by the desire for pleasing results. Failures are influenced by the desire for pleasing methods. It is easier to adjust ourselves to the hardships of a poor living than it is to adjust ourselves to the hardships of making a better one. Just think of all of the things you are willing to go without in order to avoid doing the things you don’t like to do.”

 

I couldn’t believe what a profound insight that Albert Gray had in 1940 that is as true today as it was then.

 

Again, Gray says;

 

“Every single qualification for success is acquired through habit. Men form habits and habits form futures. If you do not deliberately form good habits, then unconsciously you will form bad ones. He success habits in life insurance selling (and all selling) are divided into four main groups. Prospecting habits, calling habits, selling habits, working habits.”

 

Now the question is how do you form habits? I have the answer. This was helped by another 21st century discovery, brain plasticity. Go ahead and “Google it”. Isn’t that amazing? Google is now a verb!

 

Brain plasticity is the brains’ ability to form new neurons and neurological networks. A neurological network is a habit. In its simplest form it’s no more complicated than stimulus response. The alarm rings in the morning and off to the gym you go. You plan at the end of the week you execute your plan in those four areas as identified in 1940 by Albert Gray, it really is that simple.

 

A habit is a neuron that has dentritic growth to the cortex and to a structure in the limbic system called the amygdale. The cortex is the thinking and planning area of the brain and the amygdale is the emotional area. A habit also has dentritic growth to the hippocampus are of the brain which is now the wiring for memory.

 

The rat is hungry. It looks at the food but it has a protective instinct, a memory involving the hippocampus that links the metal grid with the amygdale as dangerous and to be avoided.

 

Humans have another layer to add to this. We use language to rationalize our avoidance and believe that the truth is that we were just too busy to make those calls.

 

I’ll end this by giving you a quick method to rewire your brain and form a new habit. Use behavioral contracts. Make one commitment to one activity this week they you are capable of doing but also know you won’t do unless you are held accountable to complete. Tell one other person that if you don’t take this action you will give them $100. You will instantly create a cortical limbic loop where the cortex, amygdale and hippocampus will view this penalty as the highest level of pain and instinctively compel you to avoid this pain by doing what you said you would do.

 

Yes it does take about 30 days for these dentritic projections to remain solidified and permanent so use this consistently and wisely and you will rewire your brain forming the habits you need for success. Albert Gray was absolutely correct even without knowing the science of it all!

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How to Become A Success: The Big Picture Over the Long Term.

How to Become A Success: The Big Picture Over the Long Term.

By Bob Davies

I had a conversation with one of my long term coaching clients who was preparing to give a presentation to an industry group. Her topic was to give some wisdom on how she had become so successful in her 30 years in the business. It went something like this;

       Take care of your health.

       Get a coach.

       Set goals, measure and reevaluate.

       Have a referral based business.

       Create, sustain and lead a strategic alliance.

       Become an author.

       Volunteer in the community.

       Be committed to constant learning and growth.

       Share with your peers.

       Have a legacy product.

       Take care of the succession of your business.

        

Take care of your health.

What good can you be for your family, your clients, and your friends if you are not in good health? Being in good health is by design, not genetics. Good DNA will predispose you towards good or ill health but it is the sum of the choices that you make that will determine your outcome.

This is supported by scientific research. It’s about the environment and your behavior that turns on or off the expression of your genes.
There is an 80% correlation between being a deca millionaire and being in a health and fitness program, according to Dr. Stanley, author of” The Millionaire Next Store”. One of my coaching “commandments” is to put your self first. Not your children, not your spouse, but you. Another commandment is” my lifestyle is an asset, not a liability”.

 

A true marker for success in the financial services industry is your being in a consistent exercise and fitness program. You need to have the energy and “look” to generate the confidence in your clients to be their financial coach. When they look at you they need to see someone who has it together and is on track. How else are they going to have confidence to make you their one stop financial coach?

 

Get a coach.

Yes the cliché does apply to financial services. Great athletes can only be great athletes by having a coach who challenges them to be their best.

The word coach is so abused that my office has stopped using it. Any time you have an “ease of entry” into an unregulated business then you get the good and the bad that all call themselves a coach. So here is what to look for.

Look for credibility. Look for someone who has related academic credentials in addition to coach specific training. Look for someone who has business acumen and who has a track record of success within financial services.

The coach has a role. First I’ll discuss what the role is not. The coach’s role is not to tell you how to do your business. For that you’ll need an industry mentor. There are lots of trainers who can help you there. Your broker dealer will have practice management experts who can help you segment your book, find markets for guaranteed living benefit annuities, term-life conversions, products with long term care or disability riders, or even how to prospect.
This is the coaches’ role, three phrases;

       New Perspectives

       Challenge

       Accountability

As a result of a consistent conversation with your coach you will (should) see things differently and from a perspective that you can not have on your own. Your coach should be a source of challenge for you to strive and achieve beyond what you think you can do. Lastly, your coach should be a very strong source of accountability where there will be enforced consequences for non performance. Now that is a rare conversation!

Set goals, measure and reevaluate.

The financial services business is a journey. You must be oriented from your purpose, your vision and your mission. Why are you in this business? What problems do you solve? Who needs you? Why you?

You can write a mission statement that will keep you on track. The mission statement follows this format;

I am_____
Who does_____
So that ____

Once you have clarity on why your are in this business you need to ask and answer the following questions;

What am I building? Why bother? How much is enough? Regardless of your age you need to know what your end game is. This is the same approach you take with your clients because after all you are their life coach, not just their financial coach.

There is a principle in quantum physics, the laws of the subatomic, that states the act of observation changes what is being observed. Imagine that you are measuring atoms that you can not see. Visualize balls on a pool table. You want to locate a ball so you roll the cue ball and when you strike a ball you have found its location. You have “measured it”. However, the act of rolling the ball and striking another one causes the ball to rebound in another direction, hence, the act of measurement changes what is being measured.
Any goal worthwhile has measurement so decide what you are going to measure and then track as specifically and weekly as you can. You can measure anything from assets under management, number of A level house holds to the number of calls you make on a daily basis. Get measuring!

Have a referral based business.

This doesn’t mean that you stop prospecting. I may mean the end of cold calls however. The top of your industry have referral based businesses. However, they are not asking their clients for referrals. They are creating value that their clients want to share with others.

Create, sustain and lead a strategic alliance.

This is a premier source of new house holds for the experienced wealth advisor. The traditional teachings for forming a strategic alliance include the financial advisor, estate planning attorney and an accountant.

This has quickly become old school however. Today’s perspective is to ask who shares my clients. Who else market’s to and solves the problems that my target clients have? One approach is to identify who else sells to the high net work senior marketplace. Identify and interview those people. Find the experts in those industries and select them to join your group. Then lead the group. Have monthly meetings where you educate each member on a variety of topics. Teach them how to give referrals. Have alliance events where each member markets to their own data base as well as to the public.
Be creative on who you select. Think about adding a P&C agent, a lender, a funeral director, nursing home owner, a SEO expert, a videographer, etc. You will have the most sales and marketing orientation of any one in your group so it is up to you to lead and sustain this alliance and it will require your constant attention.

Become an author.
That’s right, write a book. That is of course if you can considering compliance restrictions. I don’t recommend this with my wire house clients.

Nothing gives you more credibility then being an author and speaking. Just the fact that you have a book, self published, gives you instant positioning as an expert. You have something to say. You have a platform of beliefs and strategies. Put them on paper and self publish a book.

Volunteer in the community.

Ralph Waldo Emerson once wrote, “It is one of the most interesting facts that you can not help someone else without helping your self.”
An old song from the rock group, Jethro Tull, has this line;

“It’s only the giving that makes you what you are!”

Not only are you doing an honorable thing by serving on the hospital foundation, or the charity for the poor’s board, but you are also solidifying relationships with people of high net worth. You get by giving!

Be committed to constant learning and growth.

Another physics statement, “there is either growth or decay, there is no middle ground.” Top performers are constantly looking to improve and grow. Not only that, but constant learning is fantastic for your brain. A new discovery called brain plasticity states that you can continue to grow new neurons, rewire your brain and form new habits for a lifetime, so keep learning. Be passionate and excited about this business until you die.

Share with your peers.

This is an open versus a closed philosophy. It is very healthy for you to contribute unselfishly to the success of others then it is for you to be more shut down and keep your best practices to yourself. Share freely, for your own health and state of mind.
One of the best ways to share with your peers is through speaking at industry events. Be selfless. You never know what will come back to you by doing so.

 

Have a legacy product.

Your clients need a source to impart their wisdom, their philosophies, what they’ve learned, mistakes that they’ve made, their values, and what their wealth means to them to their heirs. The leaders in your field have developed a legacy product that goes beyond an ethical will. This gives your clients a structure to communicate to their heirs.

Take care of the succession of your business.

What have you built? I do not recommend ever retiring. Yes, you will dramatically change your day to day activities but it is so very important that you remain active, engaged, passionate and excited about building something until you die! You will live longer and have a better quality of life if you do.

 

So what have you built? Are you positioning yourself to sell your business? Have you groomed a younger advisor to continue on with your clients and continue to grow your business? Have you asked this question?

 

 

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How to Avoid Getting Fat Over the Holidays

“How To Avoid Getting Fat Over The Holidays!”

By Bob Davies

There seems to be a mindset of disorder over the holidays. Perhaps you have been disciplined and ate clean, worked out, watched your caloric intake and did good deeds all the way up to now.

I is only natural for you to say forget it; I deserve it and then just bust out and binge. I’d say you can just about count on that happening unless you get M.A.D.

That’s right, get M.A.D. Make a Decision. It all starts with the intention. Who says that you’ve got to gain weight and that if you don’t you will be depriving yourself?

Reality is in the mind of the observer. You get to declare what your waist line is going to look like during and after the holidays. Here is how.

First, know your numbers. Take your body weight times ten and that’s how many calories you can have on a daily basis and you won’t lose or gain weight. There are 3500 calories in a pound of body fat. Divide that by 7 days and that number is 500. Subtract 500 from your body weight times ten and that’s what you will need to net out daily to lose one pound per week. Your net can be either calorie restriction or a combination of exercise.

That’s the left brain information. Now you need to right brain input. This is your attitude, your intentions, your why. You do need to identify your “why bother?” Why should you actually lose weight this holiday season? What is the benefit for doing so?

You might have a tough time identifying the Why. It doesn’t matter. You can tap into the latest in brain research and create a winning combination of right and left brain input through the use of one small intervention-behavioral contracting.

Try this and I know it will work for you. Keep your commitments to one week. Make a commitment to how many calories you will have, what types of food you will eat, how much you will allow yourself to divert, how much exercise you will do over the next seven days. Make specific and measureable statements of your promise. An example would be “I will exercise 4 times by Sunday”. Of course I assuming that you can specifically define what “exercise” means and that it is verifiable.

Next place a penalty, say a $100 fine if you don’t do what you said you would do. That’s right, for each promise you make place a $100 penalty if you don’t accomplish the commitment. Have someone else check in with you and be able to prove your results. Now you will be tapping into your genetic coding of avoiding the highest level of perceived pain. Your human instinct will compel you to avoid the pain of the consequence by taking the actions you committed to.

If you apply this and if you have someone who will hold you accountable and enforce the consequence then you will lose weight over the holidays.

I’ll hold you accountable. Send me an email at info@bobdavies.com and tell me what your weekly commitment is. I’ll keep you on track or it’s a $100 fine.

You have far more capability to create the events and circumstances in your life then you are aware of or are using. This is a start. 

Happy Holidays.

Coach Bob

 

 

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Selling The Recession and The Lie of Authority

“Selling the Recession and the Lie of the Authority-You Don’t Have to Participate, It’s Your Choice” by Bob Davies

That’s right. You have the choice to take on whatever mind-set you decide. You can be a victim and play into the hands of the authority or you can be the source of all that you experience. It’s just as easy to be at choice as it is to be a victim; it’s up to you.

What is a recession anyway? In macroeconomics, a recession is a decline in a country’s gross domestic product, or a negative real economic growth for two or more successive quarters of a year.

The National Bureau of Economic Research, NBER, has a more general framework for declaring recessions.

“A recession is a significant decline in economic activity spread across the economy, lasting more than a few months, normally visible in real GDP, real income, employment, industrial production, and wholesale-retail sales. A recession begins just after the economy reaches a peak of activity and ends as the economy reaches its trough.”

The prospect of a recession is the talk ofWashington. It’s also the talk of every major newspaper across the country. Look at the headlines from a recent paper,

“Home prices could fall 20% from 06 levels, S&P reported back in 2008.”

This report from Bloomberg News continues to state, “There is a growing economic consensus that U.S. home price declines will be larger than previously forecast and that the slump in the U.S. housing market will last longer then previously anticipated.

The real estate slump has taken its toll, with more than 31,000 jobs eliminated last year in the sub prime mortgage industry by California-based companies, including 12,000 positions at Countrywide financial in Calabasas, (and) 3,200 at New Century inIrvine.”

Let’s look to the experts, the authorities who should know.

Alan Greenspan, former chairman of the Federal Reserve recently stated that the current financial crisis in theU.S.is likely to be judged as the most wrenching since the time that followed World War II.

Other noted authorities are sounding alarms, too. Harvard professor Martin Feldstein, former head of the National bureau of Economic Research, said recently that he believes the country is in a recession and it could be a severe one. He has also stated that the Fed needs to be more aggressive in responding to the credit crunch if a serious economic slump is to be averted.

Treasury Secretary Henry Paulson said that the housing correction will take time to work out and that it continues to cause the biggest downside risk to the economy.

For those who have predicted a “mild” slump the credit crisis that erupted last August and claimed its biggest victim with the forced sale of Bear Stearns Co. is raising doubts that this will be “mild”.

“Bear Stearns was a clear wake-up call. It resonates with everybody and highlights the severity of the stresses in the financial system, “ said Mark Zandi, chief economist at Monody’s Economy.com.

Lyle Gramley, a former Fed board member and now an economist with Stanford Financial Group said, “It is possible that we could be entering the worst recession of the post-World War II period. The threat is certainly there.”

This just in from “The Fiscal Times”;

‘If you think theU.S.economy is bad now, just wait for a few months.  Things are about to become absolutely nightmarish.  None of the long-term economic trends that are hollowing out our economy have been addressed and more bad economic news seems to come out virtually every single day.  Now there is constant talk of the “next recession” in the mainstream media.  But did the last recession ever truly end?  The number of good jobs continues to decline, more stores are closing, incomes continue to go down, credit card debt and student loan debt are soaring, the housing market resembles a corpse, the number of Americans living in poverty continues to rise and government debt is at unprecedented levels.  We are losing blood fast, and almost all of our leaders are either too corrupt or too incompetent to be able to do anything about it.  TheU.S.economy really and truly is about to go into the toilet, and if something is not done very quickly we are going to experience a complete and total economic disaster in this nation.

Americans have been promised over and over that this economic downturn is just “temporary” and that things will return to normal soon.  During this upcoming election cycle, the Democrats will swear that they have all the answers and that if we just elect them everything will be okay.  The Republicans will also swear that they have all the answers and that if we just elect them everything will be okay.

Well, both sides are lying.  The economic plans of both major political parties are a joke.  Neither of them can restore economic prosperity to this nation.

Our politicians could delay the coming economic collapse by borrowing gigantic piles of money and pumping all of that cash into the economy.  But stealing from our children and our grandchildren is not exactly sound economic policy.

Yes, theU.S.economy is in bad shape right now, but things are about to get even worse.  The long-term problems that are destroying our economy have not been fixed, and the leaks in our ship are going to continue to grow.

The following are 10 signs that theU.S.economy is about to go into the toilet….

#1 An increasing number of unemployed Americans have become so desperate that they have started to look for work overseas.  For example, the number of Americans that are submitting applications for temporary work visas in Canada has approximately doubled since 2008.  Other Americans are willing to learn foreign languages and travel to the other side of the world if that is what it takes to land a decent job.  Just

#2 When Barack Obama first took office, the official U.S. unemployment rate was 7.6 percent.  Today it is 9.1 percent.

#3 The number of Americans that are concerned that they will lose their jobs continues to hover near record highs.  According to Gallup, 30 percent of all employed Americans are worried that they will soon be laid off.

#4 The percentage of American men that are employed continues to plummet.  In July, only 63.5 percent of all men in theUnited States had a job.  Since 1948, that number has only been lower one time (63.3 percent in December 2009).

#5 Back in the 1950s, manufacturing accounted for about 28 percent of U.S. GDP.  Last year, it accounted for just 11.7 percent.  Meanwhile, manufacturing now accounts for about 25 percent of GDP in China and they now actually have more factory production each year than we do.  Sadly, Barack Obama is pushing for even more trade agreements that will send millions more of our jobs overseas.

#6 According to John Williams of shadowstats.com, after you add in all short-term discouraged workers, all long-term discouraged workers and all Americans that are working part-time because they cannot find full-time employment, the real unemployment rate should be approximately 23 percent.

#8 We are starting to see another huge wave of store closings and layoffs.  For example, the parent company of Payless stores has announced that it will be permanently closing 475 stores.  Borders is in the process of closing every single one of its 399 stores.  Also, Bank of America has just announced that it will be closing about 600 branches, and that could result in the loss of about 30,000 good jobs.

#9 Median household income has fallen for three years in a row.

#10 Americans are really starting to rack up consumer debt once again.  According to Time Magazine, U.S. consumers are on pace to collectively add 54 billion dollars in credit card debt in 2011.

 

So I say, why live? Why not just throw up your hands and surrender to being miserable, having financial difficulties, and blaming the politicians whose policies or lack of have put us in this no-win predicament?

 

Because it’s a lie! It’s a mind-set. It’s the same old submission to authority that has happened before. The recession is not real. It’s a perceptual choice.

 

It’s the lie of authority that creates what is called perceptual bias. In other words, the authority states something as being true, and then you and I are set up to see a world that establishes that truth.

 

This affects an area of the brain called the reticular activating system, which dictates what you pay attention to in your environment. The statements of authority effect your perception.

 

Many times in my live presentations I’ll have an audience member come up on stage after I ask “who’s afraid of snakes?” I’ll give this person an envelope with a picture of a rattlesnake on the front and ask them to open it. I’ll tell them to “trust me-it’s safe!” They open the envelope to a popping sound and movement and usually scream and jump away!

 

Then I show them what they actually responded to. It wasn’t real. It was their perception. They expected danger so the slightest evidence to support their expectations was exactly what they paid attention to. What they responded to was a wire in the shape of a U with a rubber band stretched across and a washer in the middle. The washer was wound tight so when the envelope was opened it unwound making a popping sound. This is called “perceptual bias.”

 

After the individual sees this I then wind it up again and ask them to open the envelope one more time. Of course, this time there is no scream. What was different? Their expectations were different. Their perception was different. Their mind-set is the only thing that was different.

 

What mind-set are the authorities creating? One of doom and gloom. You better not put that new flooring in your office right now because that’s non-essential spending and with today’s uncertain economy, the failing stock market, uncertain world status, rising gas prices, you better spend as little as possible.

 

You better not make that new hire or that acquisition to gain market share in this uncertain market. You better not implement that training program now. You better wait to live!

 

What about these authorities? Who are they any way? Are they right? If they are then how do you explain the realtor inNew Jersey, selling residential properties that is having the best year of her life? How do you explain the financial advisor and the estate planning, asset protection attorney who are having the greatest years ever in their businesses and are taking a 2011 $100,000 Mercedes for a test-drive as they upgrade their personal vehicle? How about the small business owner that just signed two major agreements with clients and is now buying a new Bonanza airplane as he redefines his wants versus needs? What about the doom and gloom?

 

Let’s take a closer look at how humans respond to authority. Up until about five years ago it was thought to be impossible to grow new nerve tissue, that is, until it was done! The mind-set that nerve tissue could not regenerate was destroyed when the protein ocumodulin was discovered to generate this process. Doing what was thought to be impossible destroyed the old mind-set.

 

Consider the now famous experiments of by Yale psychologist Stanley Milgram. This experiment measured the willingness of study participants to obey an authority figure that instructed them to perform acts that conflicted with their personal conscience. He described his findings in detail in his 1974 book, “Obedience to Authority: An Experimental View.”

 

Obedience is a basic element in the structure of social life. Some system of authority is a requirement of all living. For many of us obedience is a deeply ingrained behavior tendency and overrides ethics, sympathy and common sense.

 

Milgram set up an experiment to test how much pain an ordinary citizen would inflict on another person simply because he was ordered to by an experimental scientist.

 

“Stark authority was pitted against the subjects’ strongest moral imperatives against hurting others, and with the subjects’ ears ringing with the screams of the victims, authority won more often than not.” (StanleyMilgram)

 

The basic experiment was to be a study of memory and learning. One participant was designated as the “teacher” and the other as the “learner”. The experimenter explains that the study is concerned with the effects of punishment on learning.

 

A list of paired words is read and whenever a mistake is made the teacher is to deliver electric shocks that escalate in degree. The shocks consisted of levers labeled from slight shock, moderate, strong, very strong, all the way up to severe and two levers labeled simply XXX.

 

What the teacher didn’t know was that the learner was an actor, never receiving any shocks at all. This experiment was focused on the teacher, not the learner.

 

With each incorrect response the teacher was instructed to execute a higher voltage, a more painful shock. As the actor (learner) would appropriately scream in agony, the experimenter simply gave the teacher one of the following responses;

 

  1. Please continue with the next higher shock level.
  2. The experiment requires that you continue.
  3. It is absolutely essential that you continue.
  4. You have no other choice, you must go on.

 

The prediction was that virtually all of the subjects would refuse to obey the experimenter as the learner was in extreme pain. They expected only 4% would reach the level of 300 volts.

 

What they found however was quite the opposite. Dr. Thomas Blass of the University of Maryland Baltimore County performed a meta-analysis on the results of repeated performances of the experiment. He fount that the percentage of participants who are prepared to inflict fatal voltages remains remarkably constant, 61-66% regardless of time or place.

 

Professor Milgram elaborated two theories explaining the results. The first is the theory of conformism describing the relationship between the group of reference and the individual person. A subject, who has neither ability nor expertise to make decisions, especially in a crisis, will leave decision making to the group and its hierarchy. The group is the person’s behavioral model. This is also referred to as “group think”.

 

The second is the agentic state theory, wherein, per Milgram, the essence of obedience consists in the fact that a person comes to view himself as the instrument for carrying out another person’s wishes, and he therefore no longer sees himself as responsible for his actions. Once this critical shift of mind-set has occurred in the person, all of the essential features of obedience follow.

 

What you see here is the common theme that obedience to an authority is anchored in forfeiting your responsibility over to that person. You may not be an expert on the economy so you forfeit that over to authorities and then you behave accordingly.

 

That’s the key here. You can participate and be a part of an ongoing recession in 2011 and obey the authorities, or you can take responsibility for your choices, for your actions and take the necessary steps to generate the successes that you demand for yourself now and in the future. Or, you can of course suffer because after all, it’s a recession! Reality is in the mind of the observer. What will you pay attention to in 2011-12? It’s your choice.

 

Bob Davies

 

High Performance Training, Inc.

Bob Davies, M.Ed. Psychology, B.S. Health, MCC Master Certified Coach

20992 Ashley Lane,Lake Forest,CA92630-5865

949-830-9192 fax 949-830-9492 Email: Info@bobdavies.com Website: www.Bobdavies.com On-Line coaching  www.bobdaviescoaching.com

==========================================================

Permission granted to publish this article with Resource information included: Bob Davies High Performance Training, Inc. 949-830-9192 info@bobdavies.com http://www.bobdavies.com  Permission also granted to edit this article.

 

 

 

 

 

 

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Best Effort Every Day

Best Effort Every Day!

By Bob Davies 

It’s a chilled October day at the stadium and it’s perfect for this rivalry game. The home team is trailing 7-3 and there’s three seconds left in the game. They have the ball on the two yard line and it’s 4th and goal. This is the last play of the game. If the defense succeeds at their goal line stand they will win. If the offense can punch it in then they will win. This is it, last play, winner take all.

 The reticular activating system of the brain is on fire. It is sending signals to flood the basal ganglia and the limbic area of the brain and generates a “flight or fight” physiology. Nor-epinephrine is released and the pupils are dilated to improve vision. The heart pumps faster, increasing blood pressure to accelerate the delivery of oxygen. Breathing increases as the lungs take in more oxygen. The sweat glands are working to cool the body. The adrenal glands secrete cortisone, blood moves from the extremities to your major muscle groups, digestion stops, you are ready to go. There is a narrow focus of attention as each member of the each team will have maximum effort or best effort on this last play.  

 This is the goal line stand. Best effort from everyone. Why doesn’t each player on each team put forth this type of effort on every play? Is this possible? The answer is yes. It just takes a certain type of brain input to generate the goal line stand physiology and effort. If you can do it once, you can do it every play. It takes focus.

Let me say this a different way. My son Tyler is taking tennis lessons. He’s seven years old. He’s learning good motor skill habits at a young age. Many times he’ll swing with correct technique coming from low to high but he’ll miss the ball. His swing and follow through were correct but he just missed the ball. He’ll get it.

During one lesson he hit a nearly perfect backhand. What a sweet and smooth almost effortless stroke with the ball going deep into the court, a winner! He had a neurological firing to produce that muscular movement resulting in the perfect shot. If he can do it once it means that he is capable of duplicating it again. If he can keep firing those same neurons they will wire together and he will have a pattern or a habit. If the athletes can have supreme effort on one play then they can have it on every plan.

I’d like to think that I’m in the speaking, training and coaching business. The truth is I’m in the marketing business. Without marketing a terrible thing happens, nothing! The other day I made 85 calls, 48 contacts, 53 actual dials and 32 emails. That’s an A rated activity day. If I can do that level of activity one day, then I can do it every day.

How about you? What is your level of effort every day? Do you want to make more money? I’ll assume yes. Then see more people. The insurance folks have a saying, Seymour Sellmore. If you see more people you will sell more people. Every industry has their numbers. The insurance folks say that you need to make 100 calls to get 10 prospects from which you will set appointments with 3 and sell 1.

At one time the pressure washer industry had this ratio;

See 15 people a day to get one demo. Make 4 demos and you’ll have one sale with the national average being $4000 per machine sold. I can’t vouch for the accuracy of these numbers but I’ll bet you could get them from CETA’s best practice program.

If you want to make more money you need to put more energy into the system and see more people. The receipt is to be very precisely prepared, well researched meaning know who uses pressure washing equipment in your territory, map out each day for efficiency and then simply execute with passion. You’ll need to have excellent measurement and tracking. You’ve got to know the score. You can’t control the mind of the marketplace but you can control your own efforts. Let me put it this way, you must control your own efforts.

Let’s go quantum!

Using two villages on opposite sides ofGenevaas their lab, Swiss physicists have taken one of the strangest phenomena of quantum physics to new heights. They sent a pair of photons along fiber optic cables, one to each village. When they measured one photon upon its arrival, the other changed instantaneously-though it was 11 miles away. This strange relationship is called quantum entanglement.

Quantum mechanics is the branch of physics that governs the very small. Your thoughts are in the quantum realm. Classical physics governs the large, the movement of the planets, and the effects of gravity, action-reaction, cause and effect.

This means that you must operate within the probabilities of both branches of physics. You must obey action-reaction, cause and effect by having enough effort and energy put into the system (classical physics) and you must obey the laws of the quantum world by having thoughts of possibilities and success. Together, you can not be stopped. Success is a certainty.

The quantum world says that everything from an inanimate object such as wood to a live entity such as man is all made of the same thing, energy. In fact Einstein’s famous equation, E=MC2 states that energy (effort) and matter (results=sales) are the same. It’s like water and ice, two different states of the same thing. Everything is energy. Everything is entangled. Everything and every one is interrelated.

What you seek is also seeking you. If you want more sales then go out there and execute your plan, see more people and you too will act at a distance. You will become entangled and have an impact on another meaning you have the solution that someone is seeking. It’s all about you, your effort, your preparation, your attitude and your consistency.

Any questions?

Coach Bob

Bob Davies, B.S. Health, M.Ed. Psychology is a speaker, author, trainer and coach. His principles of performance excellence are scientifically based and guarantee results. He is a corporate CEO coach and works with individuals  to help them to coach for best effort every day.

www.bobdavies.com 866-262-3284 info@bobdavies.com Author of the book, “The 1.2% Factor-How the Small Change of Accountability Leads to Large Results!”

 

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Motivational Speaker and Behavioral Expert Gives a Key: “You’ve Got to Have Your Why!”

You’ve Got to Have Your Why!

Imagine there is a two foot wide by twenty foot long board on the ground and I place a $100 at the end and ask you to walk across to the other side. Would you do it? Most people would answer yes.

 What are you paying attention to? You are focusing on the desired result. You are focusing on successfully reaching your goal and getting the money. This is a positive “moving towards” strategy.

 Now imagine that I take that same plank of wood and place it twenty stories high between two buildings. I tell you that this is a no wind day, gravity is not a factor and you have just as much of a chance to be successful walking across that board twenty stories high as you had on the ground. Would you do it? Most people answer NO.

What’s different this time? It’s all about how it occurs to you. Its how you observe this and the “story” you tell yourself about it. Your focus is different. At twenty stories high now your focus is on failure. You have a “moving away” strategy. Your thoughts are consumed with “I might fall off the board and die”.

Manifestation will occur either way. Your thoughts are electrical to chemical processes and the chemicals produced, neural transmitters have a charge and like attracts like so you manifest into reality that which you are dwelling on. You make it happen either positive or negative.

If you could change your observation, how this occurs to you, then you could change your outcome. It has to do with your WHY. What would need to be on the other end of that board for you to shift your focus from failure to success? It certainly is not the $100. What if it was one million dollars? For some that amount would create the shift but for most the answer still would be NO.

What if it was your family on the other side and the only way you could save them would be to cross that board? Would you do it then? For most that is the perceptual tipping point. No longer are you concerned with your own safety. There is a bigger purpose or WHY. Once you find your WHY you will also experience a shift in what you pay attention to.

Lets’ apply this to a common theme that many people can identify with, weight control. Doctors can talk about the obesity epidemic, the negative health effects of being over weight such as cardio vascular disease, diabetes, high blood pressure, and a host of other life threatening circumstances all attributed to being overweight. Doctors can tell you that you’re going to die if you don’t lose weight and this still will not cause the perceptual shift for most people.

This has to do with immediate versus delayed gratification. You can overeat today, skip exercise today and tomorrow you will still be alive. Since the negative impact is an accumulative effect over a long period of time it’s just too easy to “start” later. It’s the starting that stops most people.”

You need to develop your WHY that is linked to right now, the present. I’ll use myself as an example. This may sound strange but it will illustrate my point.

For a long time I wanted to lose weight. It was a good idea but the problem was that I wasn’t heavy enough to make it much of a big deal. I just wanted to lose about 40 pounds to look and feel better. I was always exercising and my food choices were outstanding, low fat, high fiber but I just ate too much. Grilled chicken and non fat cottage cheese are good choices but four chicken breasts and an entire container of cottage cheese at about a thousand calories is just too much.

I’ve got to have my WHY that is related to the present. I found it with skydiving. I’m a pilot and skydiver. I fly out to the drop zone twice a month to make a few jumps. I jump with a group of people ranging from four to twenty. This is called formation skydiving. The most exciting position to have is to be the last one out of the plane and “dive” to the base formation that has formed in advance. You really are flying like an eagle and it’s a blast.

However, when I was heavy I would fall too fast and “go low” on the formation. This means that I was not able to slow my fall rate and I would just go right on by the rest of the group. This is a bad thing.

This became my WHY that was linked to the present. Right now I see the impact of being heavy creating a result that I didn’t like. When I lost my weight it all changed. At two hundred pounds I can dive on any skydive and be able to adjust my fall rate to match that of the slower falling group. At two hundred and ten I am guaranteed to go low.

This has been the incentive that I needed to keep the weight off. No matter what your goal is there needs to be a focus of the benefit for right now. Behavior is all about cost versus benefit, time delay versus immediate gratification.

If you can’t find your why you can use behavioral contracting to get yourself to comply with the behavior for the short term, this week. Make a specific commitment for the next seven days and designate a severe consequence for non performance. If it is more painful then the pain of the activity then this will work to shift your attention and get you to take the action over the next seven days. This will at least buy you some time to figure out your WHY!

I’m always only an email away from accountability, info@bobdavies.com plus a hundred bucks if you don’t do what you said you would do!

High Performance Training, Inc.Bob Davies, M.Ed. Psychology, Springfield College, B.S. Health, Rutgers University MCC Master Certified Coach International Coach Federation

20992 Ashley Lane,Lake Forest,CA92630-5865

949-830-9192 fax 949-830-9492 Email: Info@bobdavies.com Website: www.Bobdavies.com On-Line coaching  www.bobdaviescoaching.com

 

To view a 7-minute video of a Bob Davies keynote presentation go to:
http://www.bobdavies.com

 

To hear a 45-minute audio interview of Bob Davies go to:
http://www.bobdavies.com

 

NEW To view a 3:15 minute video of Bob discussing the  limits of human perception, observations and the “gorilla” click here:
http://www.bobdavies.com

 

To view You Tube videos:
http://www.youtube.com/user/bobdavies7

 

Bob Davies, named in the top 100 greatest minds of personal development world-wide by Excellence Magazine.

 

==========================================================

Permission granted to publish this article with Resource information included: Bob Davies High Performance Training, Inc. 949-830-9192info@bobdavies.comwww.bobdavies.com  Permission also granted to edit this article.

 

Bob Davies

High Performance Training, Inc.

20992 Ashley Lane

Lake Forest, Ca 92630

 

 

 

 

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The 1.2% Factor and Life Coaching

The 1.2% Factor and Life Coaching

Want to motivate yourself and others? Check this out!

Three Atlanta area researchers reported evidence confirming that there is only a 1.2% difference in the genetic coding of the genes of chimps and humans. However, there are significant differences. In any particular part of the brain only about 10% of our gene activity differs from those of chimpanzees according to researcher Katie Pollard, an associate professor with the UCSF Department of Epidemiology and Biostatistics and the UCSF Institute for Human Genetics. The difference in the molecular evolution between humans and chimps is very small, but significant. “Only one in 100 base pairs is different” according to the research by Pollard and others.

This likeness presents opportunities to learn more about humans and diseases. In particular, chimps are immune to AIDS and Malaria. There are many examples of the small creating outcomes that are big. At 211 degrees water is hot. At 212 degrees, it boils. Vince Lomabardi said “inches make a champion”. Thomas Edison said “many of life’s failures are men who did not realize how close they were to success when they gave up.

Yes it’s the little things that make the difference. I can still remember as a college football coach drilling the little things, like keeping your shirt tucked in, stance and starts, tackling drills, first step drills, quick hand and quick feet drills. All these little things accumulate to give the ever so slight edge that enabled an athlete to just barely get off of a block and make a tackle.

So what does this mean for corporate leadership? It has a lot to do with coaching and mentoring. If you are committed to helping others with personal development then I want you to realize that there is only one small change that you need to make a very big difference. That is the small change of accountability.

If the brain was connected to a functional magnetic reasoning machine, fMRI, you would actually see what areas of the brain are using energy during particular tasks. Show a person a picture and the visual area lights up. Play some music and the auditory cortex is active. When someone makes a commitment the outer cortex is activated and then an area of the brain referred to as the limbic area becomes active. This means that the individual has declared their action and now the brain is searching for emotional memories of danger associated with that action that are life threatening. This is a subconscious process.

The subconscious brain fires 400 times faster than the conscious thinking mind. The individual commits to making so many prospecting calls per day. The brain sends a signal from the cortex to the amygdale, a structure in the limbic area. The amygdale sends a signal to the hippocampus searching for stored memories of danger, like rejection. This is called a cortical limbic loop and the signal comes back to the conscious mind first through your physiology, a knot in your stomach and then through your thoughts about how busy you are and you just don’t have time to prospect.

You need to hijack this circuit. You do that through a behavioral contract. The behavioral contract consists of the check in and accountability. Accountability has two parts, the check in and the enforceable consequence for non performance. The driving force here is genetic coding. We are all coded to avoid the highest level of perceived pain. This is not an option. This is an instinct. You will avoid the highest level of perceived pain, period. The key is to make this avoidance the actual execution of the desired activity.

Here is how you do it.

Let’s say you make a commitment to exercise five times this week. It’s Sunday, your commitments are due this evening and you’ve only worked out four times. You don’t feel like going to the gym, you’re tired, you’ve worked hard all week and all you want to do is just relax.

Your brain searches and finds how painful and inconvenient exercise is. Before you avoid it however, your brain continues to verify that this indeed is the highest level of pain and it comes to your behavioral contract. Lets’ say you contracted for five workouts this week or you would pay a fine of $100. Now your brain has something to be in reference to. What is more painful, going to the gym or paying $100? Most likely you will hold the fine as more painful and away you go to the gym. You have just witnessed a behavioral contract in action.

You are still the very same genetic avoidance machine that you are genetically coded to be. You have just manipulated the gene expression with your contract. Apply this with one small action this week and watch what happens.

Use this with another person and you will be the business mentor that you’ve always wanted to be! I’ll bet that you both do what you said you would do!

High Performance Training, Inc. Bob Davies, M.Ed. Psychology, Springfield College, B.S. Health, Rutgers University MCC Master Certified Coach International Coach Federation 20992 Ashley Lane, Lake Forest, CA 92630-5865 949-830-9192 fax 949-830-9492 Email: Info@bobdavies.com Website: http://www.Bobdavies.com On-Line coaching http://www.bobdaviescoaching.com To view a 7-minute video of a Bob Davies keynote presentation go to: http://www.bobdavies.com To hear a 45-minute audio interview of Bob Davies go to: http://www.bobdavies.com NEW To view a 3:15 minute video of Bob discussing the limits of human perception, observations and the “gorilla” click here: http://www.bobdavies.com To view You Tube videos: http://www.youtube.com/user/bobdavies7 Bob Davies, named in the top 100 greatest minds of personal development world-wide by Excellence Magazine. ========================================================== Permission granted to publish this article with Resource information included: Bob Davies High Performance Training, Inc. 949-830-9192 info@bobdavies.com http://www.bobdavies.com Permission also granted to edit this article. Bob Davies High Performance Training, Inc. 20992 Ashley Lane Lake Forest, Ca 92630

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