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This is a phenomenal lecture by Dr. Randy Pausch, a Carnegie-Mellon University professor who gave his Last Lecture with only a couple of months to live.
Here is the short version on the Oprah Show:
Here is the link to the full version: http://www.youtube.com/watch?v=ji5_MqicxSo
Think back to a moment when you exceeded your expectations. Was it a game winning hit, an A on a test, an unexpected relationship, a raise or job promotion, or any accomplishment in life you value? How did it feel?
I’m sure it felt great! This is what we call that “winning feeling.”
A winning feeling is not reserved to celebrities, athletes, and billionaires. Anyone can experience it and most people have. But, wouldn’t it be nice to feel that more often?
Your body cannot tell the difference between what is real and what is imagined. The mind is what dictates reality. These are very important insights.
Biofeedback studies with athletes show us that they cannot differentiate a real game from an imagined one. When they visualize a movement, the same nerves fire as if it were real.
We all have experienced things that felt so real, but were in reality false. Some people fear failing a test, but end up getting A’s. Others think no one likes them, but everyone does. This is a horrible existence.
Regardless of outcome, the key is the “feeling.” Why do we strive for things? Answer: to feel good!
The amazing thing is that if you evoke the feeling of success or that “winning feeling,” not only will you feel good, but you will start to attract people and circumstances to match that feeling. This is not mysticism, it is basic social interaction–people like to be around other people with good energy.
So, how do we get more of that winning feeling? Here is how.
The Six Steps to Creating That Winning Feeling are:
1. Recall prior experiences where you felt that winning feeling and play it back
Think back to the moments in your life when you had that feeling of success. It could be the birth of your child, a sports game, an academic achievement, or an accomplishment at work. Feel it. Picture it clearly to capture the feeling.
2. Apply that feeling to the present moment or some future activity
Picture yourself succeeding NOW! Visualize an activity, no matter how small, and see yourself succeeding. It feels good!
3. Suppose it WILL happen.
Many people assume good things will not happen to them. They prepare for the worst. It does not have to be so. Expect the outcome to be perfect. “Suppose” it will happen. Even if you are wrong, you felt good! Those feelings of goodness will help you make the wrong outcome into a positive outcome or you will just feel good about something else. You can’t lose!
4. Use negative emotions as a challenge & substitute negative with positive
Often, we get taken over by fear and negativity. If this is possible, then it is possible to train ourselves to do the reverse. As Pavlov used a bell to make the dog salivate, we can associate a “winning feeling” with negative emotions. In essence, we are substituting a negative response with a positive one. Remember, our mind is like a computer. If you provide it a new program, it will execute a different routine.
5. Do so gradually
Creating a consistent “winning feeling” will not necessary be easy. Slowly and gradually create that feeling more and more frequently. “Substitute” and “suppose” a little at a time. Eventually, you will be trained to do so automatically.
6. Witness the cause and effect
Be aware of the relationship between your mental imagery and the results that follow. You will be able to pin point successes arising from your new attitude.
Reference: Maltz, Maxwell. Psycho-Cybernetics. Pocket Books (1960).
“The most secret, sacred wish that lies deep down at the bottom of your heart, the wonderful thing that you hardly dare to look at, or to think about —the thing that you would rather die than have anyone else know of, because it seems to be so far beyond anything that you are, or have at the present time, that you fear that you would be cruelly ridiculed if the mere thought of it were known — that is just the very thing, that [you should do.]“[*]
Your Heart’s Desire is a short essay by Emmet Fox. The precedent quote is from this essay.
This quote means that we should do the thing that we fear most, and this activity will be the centerpiece of our future success.
For example, if public speaking is your fear, then this is precisely the activity you should master and perform, and chances are that public speaking will accelerate your success exponentially.
The human psyche and the universe seem to respond amazingly well to bold action; especially, action that challenges old paradigms, belief systems, and fears. Contrary to conventional expectations, results from this type of action can be nearly instantaneous.
[*] Fox, Emmet. Your Heart’s Desire. Retrieved on 11/25/09 from www.spiritinexpression.com.
During a networking event I attended, I encountered a gentleman who offered a very insightful piece of advice. He said…
“Find your calling, and then learn your craft.”
This means that one should move forward in pursuing what they love and what they were meant to do even if they are not completely “ready.”
To begin with, the feeling of “readiness” is a perception and often times we believe we know far less than we actually do. If you feel 80% competent, then move forward on the next task and have confidence that you will figure the 20% out.
There is always more to learn. One can never know everything there is in a particular craft. However, one must continue to seek out new knowledge.
Finding your calling is an ongoing process as is learning your craft. In addition to learning more, revisit your purpose and refine it as more information becomes available.
“The secret of business, especially these days, is to focus relentlessly on your unfair advantage – the thing you do that others don’t.” – John Rollwagen, executive
This “unfair advantage” is another term for “competitive advantage.”
A competitive advantage is something that you and your business excels in. It is not easily copied by competitors and the profit margin is very high.
Examples of a competitive advantage are Microsoft’s operating systems, Apple’s iPhone, & Google’s search engine. Other companies compete, but are light years behind in function and marketing.
Ways to Determine You Unfair Advantage:
1. Ask yourself… [*]
What are my highest value activities?
What can my company do and only my company do if done well will make a real difference?
What is the most valuable use of my company’s time?
2. Apply the 80/20 rule:
What are the 20% of activities that provide my company 80% of its results?
Once you locate your competitive advantage, you need to consistently exploit it! Talk about it, have your staff promote it, put it on all your marketing materials, and advertise.
Reference:
* Tracy, B. (2007). Eat That Frog: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time (2nd ed.). San Francisco, CA: Berrett-Koehler Publishing, Inc.
According to Dr. Maxwell Maltz, “it is no exaggeration to say that every human being is hypnotized to some extent, either by ideas … uncritically accepted from others, or ideas … repeated [and accepted as] true.”
Psycho-Cybernetics
Dr. Maltz was a plastic surgeon that noticed that some patients did not feel better after a successful plastic surgery procedure. He found that the issue was not the outside, but the inside.
He submits that self-image is the issue and that…
Furthermore, “positive thinking” cannot help unless one’s self-image is responsive to those affirmations, which is what hypnosis is all about.
Dr. Maltz developed Psycho-Cybernetics. Cybernetics regards the human brain and body as a goal-seeking machine which steers its way to a target or goal by use of feedback data and stored information, automatically correcting course when necessary. ”YOU” operate the machine, and the more clearly your mind and direction are, the more accurately your body will respond to create the world you seek.
Psycho-Cybernetics is the precursor of much of today’s motivational theory.
Hypnosis
The key to hypnosis is the belief that the suggestions provided are true.
The reason we are all under hypnosis is because there are many beliefs that we think are true, and we therefore act in accordance to them.
Through hypnosis, powerful bodybuilders, for example, cannot lift pencils because they believe it is too heavy. If this is possible, then the converse must be true–we can be programmed to do extraordinary things!
The Problem
The problem is that nearly everyone is hypnotized to have an inferiority complex.
The reality is that everyone is inferior to someone regarding some thing. Dr. Maltz postures that the knowledge of inferiority is not the issue. The issue is the feeling of inferiority.
The feeling of inferiority comes from the judging and measuring ourselves against some other’s “norm.” This always puts us as second best. Because of this, we feel miserable and not worthy.
The striving for superiority causes more frustration and can bring about neurosis.
The cure, according to Maltz, is to acknowledge that you are not inferior or superior to anyone. You are just “YOU.” You are unique and an individual.
The Solution
The solution or purpose is to reprogram oneself to enhance one’s self image.
Here are the steps to reprogram yourself towards a positive existence:
Social media is the new craze, so is it for real or is it a fad?
Social media is “media designed to be disseminated through social interaction, using highly accessible and scalable publishing techniques.” Wikipedia.
Social media is broad. It includes blogs, microblogging, social networking, and events. It also includes Wiki sites, multimedia (like YouTube & Picasa), review sites, entertainment, and branding sites.
Some of the most popular sites are Facebook, Twitter, & Myspace.
Whether you like social media or not, it would be wise to take it seriously. Facebook, for example, has now exceeded “the great” Google as the most visited website on Earth. Facebook has over 222 million users, which is bigger in population than most countries!
In five years, it is predicted that social media users will eclipse one billion!
The Benefits of Social Media are:
Some people swear by social media. However, I have not encountered many companies that can demonstrate that social media provides a sizeable return commiserate with the amount of time invested.
Here are some Disadvantages of Social Media:
Social media is designed mostly for personal and hobby use. Public figures and artists find social media as an excellent mechanism for keeping fan excitement high.
That said, because of the size and growth of social media, it behooves companies to utilize the most popular sites, such as Facebook, Twitter, & YouTube, to some degree. This creates the perception that your company is progressive and credible.
In deciding your social media approach, you should consider Pareto’s 80/20 rule: “80 percent of results arise from only 20 percent of your efforts.” Figure out the 20% of your marketing activities that provides 80% of results. Focus almost exclusively on them! Social media is likely not one of them. So, setup your social media. Continue to monitor the social media trends. Use it to add credibility, but be careful how much you invest in your time and capital.
To learn more about how Nottingham Consulting Group can help you setup and optimize your Social Media Campaign, please call [token global telephone].
The Internet has become a major forum where customers can search for businesses that fit their interest. In order for a customer to find a business, that business must have a sufficient web exposure. This is accomplished principally through a company’s website. However, just having a website is not necessarily enough. The search engines seek new/fresh content arranged in ways that most fit a particular search. Therefore, for companies seeking to improve their web presence, they must improve their relevance among the search engines. One mechanism to improve search engine visibility is to post press releases to one’s website and submit copies to various press release websites. However, it is not the quantity of submissions, but rather the quality of the press release and the press release websites where one is submitting.
I was amazed how quickly the press releases showed up in my search results! Now, my patients can find me in places my website was not competitive in.
Dr. Mark Scheinberg
Cosmetic Laser Gynecology
Here is an example (below). Notice that the light blue is where the press releases show up for a search and the yellow is the actual website for the search term “florida smile gallery.” Notice how the press releases provide searchers the ability to find you more easily because you show up multiple times in one search or it will save you in a search your website is not strong in.
In addition to the improved Search Engine Optimization (SEO) provided to a company’s website, press releases can stimulate idea and event generation. From the process of drafting press releases, companies have any opportunity to look within themselves and decide what they want to share with the world. Enthusiasm and creative improvements to a company are often positive side effects from the press release process. We therefore encourage those businesses interested in using press releases as a means to improve their SEO to be engaged in the drafting and formulating ides, rather than completely outsourcing the press release process. For those who need help drafting and submitting press releases, feel free to contact us. We have writers and consultants available to facilitate idea generation, write the press releases, and submit them to high quality press release websites.
To win new clients and build your clientele, you need a “core story,” according to Alex Nottingham, a business consultant, executive coach, lawyer and author. He spoke at the PILMMA national marketing summit in Las Vegas today.
Marketplace Clutter: in 1992 consumers received an average of 3,000 commercial messages per day. Today it’s 30,000. Therefore, differentiation is a must.
Competition: 18% of attorneys are in plaintiff personal injury practices – some 240,000 lawyers — and it’s a $51 billion industry. Media choices have skyrocketed: in the 1960s people watched on three networks but today viewers can choose from hundreds of channels. In 2004, lawyers spent $250 million on TV advertising. In 2008 it jumped to $500 million. It will soon be $1 billion, according to Nottingham.
Consolidation: 89% of law firms have fewer than 20 employees. Smaller firms are terminating employees to reduce their cost costs. With fewer hands on deck, law firms need to find a new form of marketing that involves a systematic approach.
Nottingham said lawyers need a core story, which an education-based marketing system designed to systemically accelerate business growth. You will attract more buyers if you teach them something. Only about 3% of your audience is ready to buy now, and you’re competing for them against the entire phone book.
A core builds trust and includes:
A stadium pitch to capture their attention. Imagine you could make a presentation in a stadium filled with every potential client you could have. “What would you say to grab people’s attention and make them hire you? The typical person’s attention span is only 8 seconds,” he said. A bad pitch would be, “Let us tell you about how our law firm has been around for 30 years.” This is self-focused and 90% of listeners will walk out. A good pitch would be, “Here are the four tricks creditors use to keep you in debt.”
Wow data. Include a gripping statistic about a client problem in your story. Problems are 5 times more persuasive than pleasure, according to Nottingham. For example, the headline for your core story can be “54 million Americas are unable to work from a disability that changed their lives” or “The average person will get into 6 car accidents in their lifetime.” Present the data on your website and in your ads. Get the data from the US Census Bureau, and CNN.com.
Solutions. Give them a way to solve their problem — something practical they can put to use right away. For example, give potential clients an accident notebook to put in their car’s glove box. Advise them to see a doctor even though you don’t feel hurt.
Differentiation. Talk about how you are different — for example, that you have a client hotline or that you return phone calls the same day. Set forth a case study that shows how you took a person from a terrible situation and improved their lives.
Then lawyers should deploy their core story, using newsletters, referrals, radio, TV, partnerships and the Internet. “By putting a client’s pain points on your web site, you can overcome the reasons that potential clients don’t buy,” he said.
Republished from: http://blog.larrybodine.com/2011/10/articles/marketing/you-need-a-core-story-for-successful-legal-marketing/#comments
Business consultant, executive coach, attorney, and author, Alex Nottingham, joined Michael Gerber, author of the E-Myth, and Nick Nanton, Celebrity Attorney, in Las Vegas to share powerful strategies to help personal injury attorneys transform their business. The event was hosted by PILMMA, the Personal Injury Lawyers Marketing & Management Association.
Alex Nottingham, J.D., M.B.A. is an executive coach, business consultant and the President of Nottingham Consulting Group, LLC. With the implementation of powerful marketing strategies, upgrading and training of staff members, and executive coaching, his clients have witnessed breakthrough success in the millions. Alex and his company created Ultimate Makeovers. This project is a collection of the finest doctors and health practitioners in South Florida that perform makeovers for less fortunate members of the community and raise money for charity. Alex also provides business coaching for Business Breakthroughs International, a Tony Robbins & Chet Holmes.
Michael Gerber has spent his life understanding and improving the world of the Entrepreneur. Having coached, taught, and trained over 50,000 small businesses in 145 countries, Michael has become the world’s pre-eminent small business guru and a mega best-selling author of seven books, including the foundational 2 million-copy seller The E-Myth Revisited. At the heart of the E-Myth revolution is the idea that to grow a business you must work ON it, not just IN it.
Nick Nanton, Esq. is known as “The Celebrity Lawyer” for his role in developing and marketing business and professional experts into Celebrity Experts in their field, through personal branding, to help them gain credibility and recognition for their accomplishments. Nick is recognized as the nation’s leading expert on personal branding as Fast Company Magazine’s Expert Blogger on the subject and lectures regularly on the topic at the University of Central Florida.