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The Impact Entrepreneur

Mike Flynn takes you behind closed doors and invites you into his conversations with game changing entrepreneurs. These conversations go beyond success and failure, beyond product or service or platform, to uncover what is really behind the decisions these entrepreneurs make and what IMPACT they hope to have in the world.
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Now displaying: November, 2018
Nov 12, 2018

Chris Voss is the CEO & Founder of the Black Swan Group and author of Never Split The Difference: Negotiating As If Your Life Depended On It. But before Chris donned his entrepreneur hat, he was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group.

 

He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world, and today we’re going to learn some of those techniques.

 

“You can get everything in life you want if you will just help enough other people get what they want.” –Zig Ziglar

 

In reflecting on the Zig Ziglar quote above, I found myself pondering a question: do you need to know what you want before you can help other people get what they want?

 

“Absolutely not,” Chris answered without hesitation. “It’s much more a question of is that the beginning of your thinking or confining your thinking.” What Chris means is that we can’t allow goal setting to narrow our focus because “whatever goal you have in mind is, at best, maybe 80% of what’s out there.”

 

Let’s use an FBI negotiation as an example. In any negotiation, there are two problems: being focused on a goal and being focused on how you’re going to get there.

 

The inherent danger in these problems – things that some might consider common course in their business or life – is that when you know exactly what you want, you can become inflexible and miss out on unexpected opportunities that come up.

 

“Never be so sure of what you want that you wouldn’t take something better,” Chris says. It helps the FBI get the best information, and it can help you get the most of what’s available in business and in life.

 

Conquering Fear

 

What role does fear play in negotiation, in business, and in life? “THE role.”

 

Chris says the hardest thing for us to do is admit that we’re afraid of anything. So how do you conquer or overcome that? There are two hacks:

 

  • Chris learned in his time on crisis intervention lines that if you can turn someone from grief to gratitude, regardless of what the issue is, they’ll be almost instantaneously healed.
  • The identification of the negative diminishes it, “every single time.” A study highlighted in the book The Upward Spiral: Using Neuroscience to Reverse the Course of Depression, One Small Change at a Time demonstrates that when people simply identify what they’re feeling (whether it’s sadness, disparity, fear, or something else) the electrical activity in the negative part of the brain drops. Not some of the time, but every single time.

 

So how do you deal with a negative feeling like fear? Self-identify it and then reorient yourself towards gratitude!

 

You can learn more incredible hacks like this in Chris’ “The Edge” newsletter.

 

“The Edge” is a free newsletter that comes out every Tuesday. It’s a short, easy read that will help you keep your negotiation skills up-to-speed.

 

To sign up, head over to https://blog.blackswanltd.com/the-edge or text “fbiempathy” to 22828.

 

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We are brought to you by the Lawton Marketing Group, a full-service advertising and design agency serving companies and entrepreneurs at all levels. They are your one-stop shop for all your website, logo, social media, print, app design and reputable management needs.

 

Visit LawtonMG.com for more info.

 

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The Impact Entrepreneur Show is produced by Podcast Masters

Nov 5, 2018

“If I have seen further than others, it is by standing on the shoulders of giants.” –Isaac Newton

 

Today’s guest, like Isaac Newton, has certainly stood on the shoulders of giants: his phenomenal parents, his longtime coach Alan Arata, the ‘96 Olympic decathlon gold medalist Dan O’Brien, and too many others to name.

 

With the teachings of these mentors as his rock-solid foundation, Eli Bremer became an Olympian, an Air Force Academy graduate, and a serial entrepreneur specializing in high-impact business activities.

 

These mentors “helped me understand who I was, who I am, and what my potential would be.” They were more than just leaders – they were partners who invested their time and shined a light on his potential, even when Eli couldn’t see it himself, “and that makes a big difference.”

 

Becoming an Olympic Modern Pentathlete

 

If you’re not familiar, the pentathlon is a unique Olympic sport tracing back to the original games.

 

The Greeks valued a well-rounded person, so they created the traditional pentathlon as the culminating event of early Olympic games. Comprised of a number of fighting skills, the traditional pentathlon included a short foot race, the javelin throw, the discus throw, the long jump, and wrestling. It was the ultimate test of the all-around athlete.

 

When the Olympics were revived in 1912, they kept the idea but chose different events for the modern pentathlon: fencing, freestyle swimming, equestrian show jumping, and a combined event of pistol shooting and cross country running.

 

Through the early 2000s, Eli was an up-and-coming modern pentathlete, winning in the 2007 Pan Am Games and earning a slot for the 2008 Olympics. Before the 2008 games, Eli was ranked in the top 10 in the world.

 

Lessons Learned Through Training

 

Through training for this taxing event, Eli learned a few lessons we can all benefit from.

 

“The harder I trained, I didn’t necessarily get better – but the more I learned how to recover and to balance everything out, the more I advanced.”

 

As a result, Eli got better at balancing more things in every area of his life and, ultimately, get more things done – a skill that certainly benefits him today in the entrepreneurial world.

 

Eli also learned to care more about the process than the results. “You just have to learn to focus on the process. Because if you let yourself focus on the outcome, it’s going to kill you.” And as soon as Eli made this psychological transition to committing to the process over anything else, his scores got better, he was more consistent, and he made fewer errors.

 

This last lesson took a longer time to learn, but it’s a goodie: “Quit trying to win and start trying to be good – because good athletes win more often.” Focusing on the outliers too much can put you in a dangerous state of mind, and this is as true in competition as it is in business or personal life.

 

“Winning can happen by accident, but being the best you can be or the best in the world is much more difficult than simply winning.”

 

Overcoming Catastrophe

 

Unfortunately, Eli experienced a disappointing Olympics after a catastrophic horseback riding accident hospitalized him just over a week before the competition.

 

The weeks after the accident were devastating, but those lessons Eli learned through training helped carry him through to one of the best performances in his athletic career. Just two months after his accident, he won a Bronze Medal at the World Cup Final, the top individual medal won by a U.S. athlete since 1979.

 

“The more I was able to rely on the fact that I had integrity with myself and had done everything I could to get ready for that competition, as much as it hurt to have a freak accident take me out, at least I could say that’s what took me out, as opposed to I didn’t do as much as I could to win the medal.

 

“That I can live with... it still hurts, but I can live with it.”

 

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Resources:

 

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We are brought to you by the Lawton Marketing Group, a full-service advertising and design agency serving companies and entrepreneurs at all levels. They are your one-stop shop for all your website, logo, social media, print, app design and reputable management needs.

 

Visit LawtonMG.com for more info.

 

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The Impact Entrepreneur Show is produced by Podcast Masters

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