In our "Rapid Success" video series Dominic delivers a top communication tip in 90 seconds or less. In this video he gives you his top tip on how to super charge your performance…
My dear friends Matt and Kat are just about to launch their brilliant new book The Forgotten Forest on Kickstarter…
January is a time when many of us start thinking about what we want from the year ahead of us. What do we want to achieve? Where do we want to go? What do we want to do? The statistics surrounding New Years Resolution’s are diabolical and for most people by the time they read this post many of those plans will have fallen by the wayside. There is lots we could talk about regarding goal setting and habit formation and there is a great body of work around this by people like Tony Robbins and Charles Duhigg. However I wonder if it is more useful to turn our thinking to a more fundamental question. Rather than asking “what do we want to do?”, what would happen if instead we asked ourselves “who do we want to be?”? Instead of planning to run three times a week or make 25 sales calls a day, what if we focused on being a runner or being a sales superstar?
We use identity statements all the time but often without much thought. “I’m a father”. “I’m an HR Business Partner”. “I’m Senior Vice President of Sales EMEA”. They might be useful labels but in reality they don’t tell us much about what the role entails. And therein lies their downfall and at the same time their shining beauty. Used in the right way, these identity statements present a huge opportunity. We get to choose. We get to decide how we play the part. Rather than asking ourselves if we are capable of fulfilling the role, we can start to think about how we are going to fulfil it in our own authentic way.
When I was training to be an actor one of the crucial steps to creating a character was drawing up a list of characteristics. You had to decided what the character was like. Was he brave? Was he smart? Was he naive? These qualities then informed the way in which you played the part. In simple terms, the sort of energy the character approached a situation with was dictated by these characteristics. A confident character enters a room in a very different way to a timid one. When we take time to define our roles, we can choose our characteristic which in turn help to shape our outcomes. You get very different results if you focus on being a committed, powerful and dynamic athlete, rather than just attempting to go to the gym three times a week.
So, instead of writing resolutions this year, I’ve defined the roles I want to play in my business and personal life and for each of those roles I have chosen at least three characteristics. Two weeks into January and I’m making progress in all areas. It’s less about ticking boxes and working to complete isolated activities and more about taking a holistic approach to the sort of person I want to be and the impact I want to have on the world. The roles are helping me to focus my attention and not get distracted by shiny objects and the characteristics are helping me bring the right kind of energy to my activities. The added bonus is that if I miss a workout or succumb to a biscuit with my cup of tea I can look for other ways to fulfil my chosen role rather than beating myself up for falling off the wagon and failing in my chosen task. After all, no matter what role we decide to play, we’re only human and our failures as well as our success are what make us who we are.
We moved house this weekend. It’s an event that is generally accepted as being one of the most stressful periods of your life and if our experience can be regarded as typical, there are so many things happening simultaneously that it is sometimes hard to determine whether you are coming or going. As I’m sure my wife will testify I’m pretty meticulous and like to plan things in great detail, so in a high stress situation like moving, my challenge was not to get swept up in the chaos or to place all of my focus on the things that weren’t going to plan – of which there were many!
Now, I’m not going to lie and pretend that I was always a model of cool, calm, collectedness - there was a certain incident involving the garage keys which definitely spiked my blood pressure! – but I was struck by the impact that continually working to remain “in the moment” had on my levels of stress. Rather than focusing on what had or could go wrong, I tried to place my focus on what was happening at the precise moment in time and I was pleasantly surprised by the number of times I felt joy instead of dread.
When I was growing up I vividly remember an elderly friend of the family repeatedly telling us to “enjoy the moment” and at the time I really struggled with the concept. What I think he meant was really try to be present. Take time to notice what is going on around you, to breathe it all in. We live in a world that values and prioritises speed but all too often we fail to connect with the task at hand or the people we are interacting with. We should be human beings but much of the time we are human doings.
The challenge is to continually be in control of your state. To choose the attitude you take into a situation rather than allowing the attitude to choose you. For me that all begins in the body. What we do with our physicality has a massive impact on our mindset so taking a moment or two to stretch, to breathe, to shake things out really allows me to reset my emotional outlook. You can try it right now. As you read these words, take a couple of seconds to notice how you are feeling. What are you doing with your body? Are you holding any tension? What emotions are you experiencing? What thoughts are going through your mind? Now move. Go on! Get out of your chair. Stand up. Stretch. Take a couple of deep breaths. Smile. Feels better doesn’t it?
Making an effort to be mindful, to stay grounded and connected to your objective not only makes you feel better, it makes you more productive too. Rather than flapping around or jumping from one task to the next and back again, being in the moment helps you to move towards your goal one step at a time. It’s not easy but it is effective. During the house move at moments I felt like I was juggling 101 task but when I forced myself to focus on the most important task at hand we seemed to take exponential leaps forward.
So, as you go about your day today take a moment to pause, to notice and to make a choice. How do you choose to be? How would you like to feel? There are no guarantees that everything will go smoothly and according to plan but you’re much more likely to enjoy the journey. As for me, I’m looking forward to getting back from the office, lighting a log fire and soaking in the surroundings of our beautiful new home.
In this “Rapid Success” video series I deliver a top communication tip in 90 seconds or less. In this video I discuss the power of intention and why we need to start focusing on how we want our audience to feel.
I’ve been trying to appoint a Financial Advisor over the last couple of weeks. It’s a world that I don’t really understand so I’m looking for someone who is an expert in their field and can then translate all that mumbo jumbo (my technical term for anything that appears on a spreadsheet!) into words that I can understand. I’ve been amazed at how few of the companies I have talked to have been able to do that. I’ve been bombarded with technical language and acronyms, been asked to read “Terms and Conditions” the length of United Nation Treaties just to set up an initial consultation and even had a telephone conversation where an advisor actively tried to evade my questions around fees. Needless to say these interactions haven’t led to me appointing the firms in question! It’s not all been bad news though, I have found two firms who have made things simple and I am meeting with both to see which is the best fit. So, what did these firms do differently and how can you apply the lessons in your line of business?...
Put your audience first
When you’re an expert (I believe we’re all experts in our individual fields) it’s very easy to forget that the person you’re talking to probably isn’t. They haven’t had your experiences and they possibly aren’t as passionate about your subject matter as you are. Rather than broadcast your knowledge at your audience it is important to share it with them. I think we have to take responsibility when we communicate. How can we translate what we are saying into language that the people we are talking to can understand? What examples can you give or questions can you ask that will resonate? For example, when one Financial Advisor started talking about Asset Management, Estate Planning and my projected Net Worth, whilst I had a relatively solid idea of what he was talking about, I felt nervous that I hadn’t quite understood and stupid for not being more knowledgeable. When another asked me to start thinking about my dream lifestyle, the type of house I’d like to live in when I retired and how many holidays I wanted to take each year, I felt excited and empowered. There are many ways to crack an egg. Choose the method that your audience prefers rather than defaulting to your own preference.
Cut out the jargon
Every industry on the planet has it’s own language. It might be very subtle but if you listen hard enough you’ll start to hear words and phrases that you use regularly and instantly understand, which have little or no meaning to the outside world. Whilst these act as a short cut when everyone in the conversation is fluent with the terminology, to anyone outside of the circle hearing this language can be incredibly isolating. When I work with clients on presentations I always ask them to remove all acronyms and “technical speak” completely. Not only does this make it much easier for the lay-people in the audience to understand what you’re talking about, it also ensures that you give proper weight to the terminology that you use. ROI, SIPP, FSA, ISA, IHT, LTV, NI, HMRC – without proper context it’s all just alphabet soup!
Give people time to process
If you’re worried you might be losing your audience a natural tendency is to speed up in order to get things over and done with quickly, or to bombard people with information in order to reaffirm your expert status. In fact you should try to do the opposite. Slow down and say less. It takes people time to digest and process new information. In order to give ideas meaning and give ourselves a chance of remembering new things we need to create connections and pictures in our minds. That requires space, especially with complex concepts. Better to make three key points that land, than to introduce seven topics which all go over people’s heads. You shouldn’t leave your audience exhausted and scrambling to keep up. Instead give them less information and more time to internalise what they are hearing. Trust the people that you are speaking to, if you’ve created the right environment and they need more information they’ll ask questions. If you’ve ever spent an hour on the phone with a Financial Advisor who loves the sound of their own voice you’ll know I’m right!
My final piece of advice is to ask yourself the following question: “Would this make sense to a five year old?”. If the answer is yes then you’re probably on to a winner. It’s not about dumbing down, it’s about conveying your message in a meaningful way that leaves your audience feeling empowered to act. To quote Albert Einstein “If you can’t explain it simply, you don’t understand it well enough.”
Have you got any tips or tricks for communicating complex ideas? Do you think I’m talking simplistic nonsense? I’d love you to join the conversation by commenting in the box below.
Keep shining (simply)!