00:00:00
when somebody is belittling you or being rude or being disrespectful what we typically want to do is throw it right
00:00:06
back because now we got to win instead of that here's what I would want you to do one you're going to have 5 to 7
00:00:11
Seconds of Silence two you're going to ask them to
00:00:17
say it again because a lot of time in arguments people take it back and three this is where it gets fun I want you to
00:00:25
say that's where your real power is because it shows that you're the one in control and they're the ones that are
00:00:30
not I'm Jefferson fiser I'm a board certified trial attorney and I help people resolve conflict resolve problems
00:00:37
and I can change two words and change your life just by what you decide to say
00:00:43
next because what you say truly has the power to change everything for example I
00:00:50
teach that you never want to win an argument when you look to win an argument you will often lose the
00:00:57
relationship that's your prize congrats so instead of seeing arguments as something to win see them as something
00:01:02
to unravel and if you can just ask them the question what am I missing I promise you that is the most effective tool that
00:01:08
you can use for difficult conversation but what about when you're dealing with someone that you don't like the secret
00:01:14
to dealing with someone you don't like is to and then could you explain to me this image here so this is all about how
00:01:20
to say no and how does one learn that start with then end with really that
00:01:27
right there is very very effective they've got so many questions this has always blown my mind
00:01:33
a little bit 53% of you that listen to the show regularly haven't yet subscribe to the show so could I ask you for a
00:01:39
favor before we start if you like the show and you like what we do here and you want to support us the free simple way that you can do just that is by
00:01:45
hitting the Subscribe button and my commitment to you is if you do that then I'll do everything in my power me and my
00:01:50
team to make sure that this show is better for you every single week we'll listen to your feedback we'll find the
00:01:56
guest that you want me to speak to and we'll continue to do what we do thank you so much [Music]
00:02:03
Jefferson Fisher I'm incredibly intrigued by so many of the things that
00:02:08
you produce content about but also this phenomenal book so if we if we start from the beginning who who are you and
00:02:16
what is the mission that you're on I'm Jefferson Fischer I'm a board certified trial attorney and I teach people how to
00:02:21
argue less and say more um and I'm on a mission to help change everything about
00:02:28
someone simply by what they decide to say next what is a trial attorney is that a lawyer yeah it's a lawyer
00:02:34
attorney same thing and what do you do as a trial attorney so I help people
00:02:39
resolve conflict resolve problems so if you have a a problem with someone you
00:02:44
have a choice do you go and just punch them in the mouth or do you sue them a lot of times it's something that
00:02:51
somebody is hurt you that they cannot give back to you so the only way they do that in the law is to compensate them
00:02:57
with money and so you you can Su just about anybody so that's how we resolve
00:03:03
conflict here in a lot in America same for the UK and litigation so what we do
00:03:09
is we Advocate on behalf of other people so you're in the courtroom and you're
00:03:16
against another trial attorney essentially trying to make the case for your party exactly yes sir but isn't
00:03:24
that doesn't that come down to your ability to articulate yourself and to persuade and to convince someone of your
00:03:30
isn't wholeheartedly yeah right yeah what I say the words that I give um are
00:03:36
give mean the difference between somebody getting their piece of Mind back or losing
00:03:43
everything and how does one learn like how did you learn that where did your
00:03:48
skill come from in that regard because you're regarded as one of the very best of what you do so where did you learn so
00:03:54
I am a fifth generation trial attorney so I grew up and while other kids were
00:03:59
were maybe playing when they got home I got picked up and taken to my dad's
00:04:04
deposition because um my dad was the only one who could get me at that time and so I sat in the corner with a yellow
00:04:10
notepad doodling while he is finishing the rest of his deposition or I'd go to watch his uh trial I saw lots of closing
00:04:18
arguments and so I got to see firsthand courtroom stories I mean any of these people who've been in trial
00:04:24
education they're all wonderful storytellers so you get to hear that and hear how they ask questions before they
00:04:31
say they give an answer and so you get to really add a first row view of how
00:04:38
litigation happens and how to persuade and what are the levers in conversation
00:04:44
that that push that forward progress you've written the book on conversation argue Less Talk More why does it matter
00:04:52
to the average person listening now that's just clicked on this conversation why does it matter to them yeah where
00:04:58
some people would teach you how to play an instrument I tell you what chords to
00:05:05
play I give you the sheet music and so once you know where you are even in your
00:05:11
voice what matters are the actual words that you say and I can change two
00:05:18
sentences two words and change your life just by what you decide to say next
00:05:25
because where you've been in your whole life comes down to your communication I and how you handle conflict where you
00:05:31
left one relationship because of most likely some type of communication LED you to another or where you are in your
00:05:37
job or where you are in a podcast it it's all comes down to what you've communicated and where you are in the
00:05:44
conversation at all times do you really think it's that pivotal to your outcomes in life oh absolutely so if I if I
00:05:51
became a 10 out of 10 Communicator like I became the best Communicator in the world what outcomes in my life what
00:05:56
areas of my life do you think will radically improve I think you could almost get to to wherever you wanted to go if you were a 10 out of 10
00:06:02
Communicator you can how you get hired for jobs let's say in your career comes
00:06:07
down almost exclusively to how you communicated right there in that interview you know people have a
00:06:13
wonderful resume but they have no ability to communicate that and without the ability
00:06:19
to say anything and say it at least effectively then they're not going to get what they want or you have people
00:06:25
who have been in those relationships where they've continually been stepped on they wonderful people inside and if they were only with the right person or
00:06:32
if they could express how they wanted and what they needed at that time their whole world would really change I think
00:06:38
a lot about this because of podcasting and it's one of the um slightly unfortunate unfair elements of running a
00:06:44
podcast is sometimes you come across people who have done the most extraordinary work ever they could be a
00:06:49
scientist and a lab in Boston in America or they could be I don't know some
00:06:54
exceptional expert in some Niche field but the reason why they often don't get
00:07:00
the platform the stage on podcasts or on TED Talks whatever it might be isn't because of their sort of Merit it's
00:07:06
purely because of their ability to communicate the ideas and I think the more and more we head into this sort of
00:07:12
like content YouTube podcasting world where that's like the dominant form of media it's so unb it's such an unfair
00:07:20
Advantage yeah if you can communicate like you can be 50% as good in terms of
00:07:26
skills or experience but if you can communicate effectively the unfair Advantage you will have in your life I
00:07:31
think is just completely disproportionate I couldn't agree more you have a huge Head Start in the space
00:07:38
you can if you're somebody who you may know more than anybody else in that class but if you don't have the ability
00:07:44
to take up the room if you don't have the ability to capture somebody's attention and hold it and communicate
00:07:50
what you need nobody will listen and it is an unfair Advantage it's a great way to put it and what's the downside then
00:07:57
so if I'm a terrible communicator if I'm a one out of 10 Communicator currently a
00:08:02
what does that look like but B what does what do the outcomes look like in my life the outcomes are you're going to
00:08:08
start to be negative on yourself you're going to start to talk to yourself in very negative ways and and really it's a
00:08:14
hopeless feeling you're going to run into relationships where you're running into the same problem you're going to go
00:08:20
into jobs where you start to run into the same problem where it's almost cyclical where you're not being able to
00:08:26
say what you need to say that makes a huge difference when you say look I'm not going to I'm not going to allow
00:08:32
myself to be treated this way anymore when you don't even know how to voice your own boundaries or enforce those
00:08:37
boundaries or things of how you want and where you want to go in your life what you're going to find is you're just going to be unhappier more often and
00:08:45
more unsatisfied and that's a a really hopeless feeling how many followers have you gotten online now across all your
00:08:51
channels I think we're close to 12 million it's crazy yeah you're telling me is there is there an attorney that
00:08:57
has that many followers on Earth no what is it you're doing for those 12 million people at the very core of it
00:09:03
yeah they come to me and they watch my videos not to fix or learn from what
00:09:10
happened in the last conversation they're coming to me because they want to know how to handle the next
00:09:15
conversation and what I do is I give them these Snippets the same way I would in an opening argument or a closing
00:09:21
argument I go with three main points I try to condense a whole lot of information into something that has very
00:09:27
little so you take what would be 40 pages and you turn it into two
00:09:32
sentences and you turn that into one sentence you turn into seven words and what I do is I give them the sense of
00:09:38
hey I can do that I can do that all I have to do is switch this word or I can see the impact of just flipping one
00:09:44
little word or reversing the way I'm giving that sentence and it creates a very different outcome every time so
00:09:50
let's get into that then you said you help them focus on the next conversation yeah what you mean by that so often we
00:09:57
think of first impression versus the next conversation so you and I meet the first time or you meet uh your date or
00:10:05
somebody you uh first job interview and everything's great everybody's has their best face on everything's wonderful but
00:10:12
it's typically that next conversation where something's different you get to learn if the first impression is the
00:10:18
Lasting Impression if somebody was really who you thought that they were you put it in terms of an everyday
00:10:25
argument let's say with a spouse or a friend you have friction that friction
00:10:31
ignites and then you start to both yell at each other and then you throw insults at each other and everything gets louder
00:10:36
and louder and louder eventually somebody crosses the line and says something they don't mean and it dies go
00:10:44
forget this I'm out of here gone they leave then there's a next conversation
00:10:50
and that one sounds a lot different than the first one sounds a lot quieter a lot slower people say I what I meant to say
00:10:57
was or yeah I shouldn't have said that what my intent was then they start to clarify then they start to apologize
00:11:05
then they reframe oh I can see how you take it that way no no no what I meant was what they care about in the next
00:11:11
conversation is always much different than what they focused on in the first conversation so the key is how do you
00:11:17
take that next conversation and get it there to be the first one and where do where do we have to start to understand
00:11:24
this like I want to be a much better conversationalist and I want to be a much more effective communicator I want
00:11:29
to argue less I want to talk more I want to be heard more this is probably reflective of most people listening
00:11:35
right now so if if if I was a student of yours coming in to be trained by you
00:11:41
where is the first place you would start with me number one yeah you say it with control okay what you mean by that yeah
00:11:47
so when you're in an argument with somebody what happens automatically is your fighter flight starts to take over
00:11:54
even in a little argument even in the very especially even in the small ones
00:11:59
if I disagree with your opinion your figh Orly kicks in because your body is saying hey I'm being undermined Your
00:12:07
Mind Is Telling You N I didn't like that what he's saying is different from what I'm saying you know what we're going to think of some other things it's going to
00:12:13
put that down immediately what I want to do is say something that is going to fight in other words I'm going to hurt
00:12:18
you I want to say something that's going to cut you I want to say something that is hurtful or we run from it you ever
00:12:24
had somebody been on the phone and go you know I'm over this in the hang up yeah or they go I'm out of here you know
00:12:30
what forget this and they go and slam the door that's their flight that's their they're leaving it's I feel
00:12:35
threatened in this current moment by this conflict by this differing view so
00:12:41
I need to get out of it when you decide to say it with control you make sure that that doesn't happen and it all
00:12:48
begins with your breath all right that's the key so what I teach every one of my
00:12:54
clients is let your breath be the first word that you say so we'll run through
00:12:59
it right now that's cool all right so let's do it uh an exaggerated one and what this is called and it takes
00:13:06
advantage of is a physiological sigh so we're going to do is um two seconds in
00:13:12
through the nose one more at the top and then go yeah okay how do you feel after you
00:13:19
do that very relaxed yeah all right cool so what we're going to do is get a shortcut to that exact
00:13:27
result this time we're going to do it same thing but don't make the the noise one more
00:13:34
stop through the mouth again now instead of the mouth only through the nose
00:13:42
ready now that was a now we did that almost a little that was very intentional so let's do it again but
00:13:47
give it a haircut as if like you don't even I'm you're not even going to get me to notice
00:13:55
ready that right there now that is your go-to when ever somebody is telling you something that you disagree with that is
00:14:02
your go-to before you even say your first word because it is going to make
00:14:07
sure that that fight ORF flight never kicks in it keeps that analytical side that logical side in it the whole time
00:14:14
instead of going oh but wait they can't yell at me like that no no that's that's a dumb idea can you believe that you say instead of that that's your fight or
00:14:20
flight you never even gave yourself a chance to breathe when you breathe and use that what I call a conversational
00:14:26
breath now you it allows you to go huh I wonder where this is coming from I wonder why they said it like that now it
00:14:32
allows you to kind of stay detached from that current moment because you're injecting your breath into it when you
00:14:39
allow yourself to breathe then it's going to keep you much calmer and so anytime I have a client that maybe is
00:14:46
getting a question from an attorney that would be triggering to them or upsetting to them it's always the training of use
00:14:53
your breath while they're asking the question and start getting really curious as to why they're asking that what's the point that they're trying to
00:14:59
prove don't look at the surface of the question look at the intent behind it where are they trying to take you
00:15:05
whenever I can teach them that it's it's a very powerful result and to do that I
00:15:11
have to kind of be comfortable with the fact that there will be a pause between my response and their question yeah
00:15:19
which is quite uncomfortable for a lot of people uh you think but the more they do it the better it becomes in fact I
00:15:25
like it because it tells you that I actually listened so let's say for example ask me ask me about my just say
00:15:30
how was your day Jefferson how was your day Jefferson it was good it was good my day was great um you know it was it was a day ask me again how was your day
00:15:39
Jefferson it was good it was a good day I liked it you see how it one says I
00:15:45
didn't even think about what you asked me the other says no I actually thought about the question I considered it and
00:15:51
then I chose my answer and so that you can do that even when especially for leaders they go into a very busy work
00:15:58
environment where there are problems right on the floor they have to address this right at that current
00:16:03
moment the bad leaders will get very hectic and rise to that same level of
00:16:09
energy the great leaders will capture the calm energy they inject that breath
00:16:16
and go okay what's next have you ever uh my
00:16:21
grandfather for example I can ask him um one time I was like hey do you know where your your um your screwdriver is
00:16:28
and he he goes yeah I mean like you know what I
00:16:34
mean like but that I mean it just but there's something about it where these kind of
00:16:40
people in your life that you're looking and drawn to the calm energy the anchors in your relationship and your
00:16:45
conversations the people that just to be near them calms you down just to be around them you go okay great Stephen's
00:16:53
here I feel better good okay he's here all right things are going to go all right because they're looking for the
00:16:59
person who is going to be the lead not just in the conversation but the frequency of the room it's a calm energy
00:17:07
that you have to capture when you took that pause when I asked you how your day had been two interesting observations I
00:17:12
had the first is whatever you were about to say next I trusted more because You' had some time to think and you weren't
00:17:19
just spewing out your like automatic response so I thought oh gosh what's he gonna say here and there was this
00:17:24
element of like he's really thinking he's like he really cares about giving me the H the honest answer and the second one is I was just so much more
00:17:30
intrigued right because I could see you thinking so I thought this is going to be an interesting response yeah and that
00:17:35
was all in that one second where you took a breath you can see that a lot in interviews the person who you go oh this
00:17:42
person is smart is when you ask him a regular interview question and if they if they give a breath before they answer
00:17:49
you go oh they actually are are listening to me the ones that have this rapid fire of let's say for example and
00:17:56
this uses another technique that we'll talk talk about is if you were to say would you bring some value do you think
00:18:02
You' bring value to this company and if I automatically said oh yeah yeah I mean I think I think I would I think I'd bring a lot of value to this company
00:18:12
versus I'm confident I'd bring a lot of value to this company like you hear how all of a sudden you go that's that's my
00:18:18
person they actually heard me considered it and I'm really curious about what they're going to say next there was
00:18:23
something is there's something in the contemplation which means that I believe you checked yeah like it's it's simple
00:18:30
way to describe it in that second example where you paused and said yeah I've r a lot of value to this company I
00:18:36
was like he actually checked exactly he like checked he believes it so I believe it right and that's way every time I
00:18:43
teach a client and I'm preparing them uh for their deposition what they call a Depo when you say client who do you mean
00:18:49
you mean yeah so uh people that hire me in my Law Firm right uh and now that's translated to me doing it on my phone
00:18:55
and teaching teaching people in my own membership is I would say okay let your breath be the first word and once you do
00:19:02
that you're are going to be the other person's going to go oh man they really listened to my question see attorneys we
00:19:07
want to get you we want to get you in a rapid fire we want you to answer very quickly even better is when you start to
00:19:14
step over my question answer the question that you think I'm already going to ask when you do that that means
00:19:19
you're not listening you're not listening but when I can get a client to stop breathe and go yeah you know what
00:19:27
that's not that's not not fair I had a client Elizabeth who one time when I was prepping her I would kind of I would act
00:19:35
as the other attorney so I do that often to help get them and simulate what's going to happen I would say all right
00:19:40
Miss Carson come on I need you to answer this question that's true it's fair to say you didn't see that other car did
00:19:46
you and I kind of start to push him that gets them really nervous you know oh my gosh and their nerves get up it's
00:19:51
because they're not breathing when people start to shake it's not breathing and so she didn't know what to say and
00:19:57
I'm prepping her come time after I taught her about her breath same question somebody said and I
00:20:04
knew this attorney I knew he was going to ask that question he said it's fair to say you didn't see that other the car she took a
00:20:10
breath she goes no that's that's not fair to say I mean I just left it at
00:20:16
that I mean and he just couldn't really do anything with it but the bigger thing was it gave her the confidence I was
00:20:22
saying no I listened I see where you're going with this I'm not going to go there and so it it helps you
00:20:29
navigate and Empower you really with the tools of making sure you're always saying it with control another part of
00:20:37
saying with control is slowing your words down when people talk really fast
00:20:42
without thinking about it it gets us kind of anxious when somebody is talking really really fast you're okay I'm
00:20:48
trying to understand you it's harder uh let's say I mean I like hip hop I like
00:20:54
rap music if you listen to somebody who's rapping really really fast and you can't understand a word they're saying you kind kind of like okay I'm lost in
00:21:00
this song I like the beat that's great but I can't understand what you're saying people that slow their words down
00:21:07
shows a lot more Effectiveness when you communicate so let's illustrate this I
00:21:12
want you to say quickly with some almost some
00:21:17
exasperation um I already told you I'm not going to do that say that real quick I already
00:21:23
told you I'm not gonna do that say it louder I already told you I'm not gonna do that perfect I want you to do is slow
00:21:30
it down slow it way down each word you don't have to have the disdain with it
00:21:36
just slow it down say it again I already told you I'm not going to do that say you're even
00:21:42
slower I already told you I am not going to do that oh man that's awesome yeah so
00:21:50
you see how without the emotion yeah you sounded even more control yeah somebody who goes I already told you I'm not
00:21:56
going to do that says I have maybe 5% control but if I slow it down same thing
00:22:02
and I say I already told you I'm not going to do that now I sound like I have
00:22:08
100% control this is the person you go whoa okay they're not moving off their spot they're not somebody who's I can't
00:22:14
press their buttons and control their emotions that way what type of person struggles with
00:22:20
this somebody who um would be not aware of their emotions not aware
00:22:29
of their triggers somebody who just let's put it has a lack of awareness of certain things does one self-esteem and
00:22:38
one's insecurities play a role in this yeah I mean they play role with anything
00:22:46
my counter to that is we can overcome it it's it's not your
00:22:52
self-esteem that's talking it's the words the words do it for you have people who have a hard time saying what
00:22:59
they want it's the words that they need to say so when somebody's having a hard time with self-esteem what I find is all
00:23:06
I need to do is get them to start beginning their sentences with certain words and it's always a different
00:23:13
outcome they just don't know how to begin it so it's very curious on how like
00:23:19
somebody who rarely does people with self-esteem issue say I need for example
00:23:24
they typically don't like to say that because it feels to forward somebody who has self-esteem
00:23:30
issues will typically begin with so you know maybe like uh and I was thinking this and you can you can totally tell me
00:23:36
if I'm wrong but uh that's the kind of thing that you typically hear they're just using the wrong words to begin
00:23:42
their sentences you have to find words that push the progress of the sentence
00:23:48
for example if someone says like all the time I mean I when you said that like it it just really upset
00:23:54
meh that doesn't push the sentence forward if you trade out the word like for the word because well I mean that just hurt
00:24:02
because when you said that that that hurt me I'm pushing the sentence forward rather than letting it drag and so it's
00:24:09
just these little bitty tweaks that one or two words make a big big difference so that was the first point you said
00:24:15
control yeah control say it with control okay is that a second Point number two
00:24:20
say it with confidence confidence okay how do I say something with confidence you have to
00:24:26
first understand what it is and I don't mean that in like a a woow woo like
00:24:31
setting a lot of people come to me and go how do I have the confidence to say this I'm getting up the courage or
00:24:37
confidence to say that it's the wrong way to look at it confidence is not what you have before confidence is the
00:24:45
outcome and you get to that by saying things that are assertive what I teach is confidence is as assertive does so
00:24:55
when you learn how to use your assertive voice the result is feeling confident like if
00:25:01
I were to tell you right now Stephen I need you to feel sad you have a hard
00:25:07
time feeling sad if I said I need you to be afraid right now like I don't I mean what what is there to be afraid of like
00:25:12
you just can't conjure that feeling now if I for whatever reason just gave you a elbow to the chest I mean you'd be like
00:25:19
upset right you don't have to you don't have to wonder what it's like to feel mad you're going to feel it it's the same with confidence you can't just
00:25:26
conjure up the feeling of of confidence you only get it by doing assertive things and the people that are most
00:25:32
confident I found are the people that have done the thing already so they have
00:25:37
already said the assertive thing they've already used their voice because the more assertive they are the more confident they're going to feel that's
00:25:43
the way it works so you do it you find confidence by using your assertive voice
00:25:49
and what is my assertive voice and how is sort of an assertive voice different
00:25:54
to like disrespecting someone um I've got this graph I think it's from taken from your book okay which shows
00:26:03
the sort of Middle Ground of yeah I'll put it on the screen for anyone that can't see but respecting others sort of
00:26:09
versus respecting yourself and in the middle of there you have your assertive voice right what is my assertive voice
00:26:15
it's a balance it's a balance between sounding almost passive and sounding
00:26:20
aggressive assertive says I'm willing to be direct with you even in the face
00:26:27
of it not going well but I'm at least going to give you my truth or I'm going to say what I need to say without
00:26:33
sounding rude whenever you work direct with someone it's also very kind to
00:26:39
someone if I were to tell you and prep the sentence with Stephen I'm going to tell you this because I know you can handle it that's different than me going
00:26:47
hey look this is you know probably gonna upset you and I don't mean to upset you but you just let me know like that is a
00:26:53
lot whole lot harder the assertive voice ISS I'm going to be very direct at the same time I'm going to say it with a
00:26:59
sense of this is doesn't have to do with me trying to push my way I'm just letting you know where I stand you don't
00:27:05
you don't have to always play nice that's not what I'm saying there are times when somebody says something that's that's terrible to you you don't
00:27:13
have to push back you just can't be pushed over and so when you learn your
00:27:18
assertive voice that's where you find ways to speak your truth more easily and more
00:27:25
readily so one of the first words are the lessons of say it uh and using your
00:27:31
assertive voice is that every word matters the number one culprit of that
00:27:37
is the word just we use the word just a lot it's probably one of my my weaknesses that I
00:27:43
have is using the word just in common conversation no problem it's nobody cares but when it comes to having to
00:27:49
push a boundary say something at work be a little bit more on your toes just has
00:27:54
a way of making you sound hesitant the most common way we hear that is if somebody goes may an email or a text hey
00:28:01
just wanted to check in with you hey do you have five seconds just wanted to to touch base with you it sounds like
00:28:07
you're hesitant as if like I don't really want to bother you if you remove the word just now you're leaning into it
00:28:13
so instead of I just want to check in I wanted to check in with you that's
00:28:18
a lot more forward a lot more forward progress rather than just using the word just but every little word matters
00:28:25
you've had those texts where somebody gives you like a whole paragraph I don't I don't know what how to respond to this
00:28:32
what I teach is that the longer your answer the more questions you're going to get the longer that conversation's
00:28:38
going to go the longer the argument is going to go so you have to find ways to say more with less you have to find ways
00:28:44
to say more with less so does the amount that I speak have consequence yes there
00:28:51
is this it's this idea of the more words it takes to tell the truth the more it
00:28:57
sounds like a lie like the more you have to say to explain something to me the
00:29:03
more I start to assume you don't know what you're talking about and we have this way of what they I guess they call
00:29:10
it word vomit where you just you talk a whole lot people get lost in your sentences and also when you choose to
00:29:16
speak makes a very big difference like have you ever been one of those meetings and there's always there one
00:29:22
person that has to throw in their two cents they always have to throw out
00:29:27
their idea or be the Devil's Advocate have something to say at every single issue that gets brought up most of the
00:29:34
time those are the people that are honestly the least connected to what's actually happening or least part of the
00:29:41
conversation because they want you to know how smart they are or how many people they know these are the same
00:29:47
people that name drop like every other sentence uh the person that is like you know oh I was talking with Stephen the
00:29:53
other day oh you know Stephen right oh you're a great guy uh you know and they start to name drop just so you know know
00:29:58
how many people that they know insecurities are are very loud
00:30:03
confidence on the other hand is very quiet insecure people have the the need
00:30:09
to say everything so that I sound more believable so you'll know how much I know and how smart I am confident people
00:30:16
have the urge to say nothing because they have nothing nothing to prove like if you disagree with me on something
00:30:22
that I know to be true I I wouldn't be nearly as affected let's say uh like we both have on a
00:30:28
black shirt if if you were like uh Jefferson this a dumb purple shirt you have
00:30:34
on okay like I don't need to convince you what I already know the color of my shirt is it's like if you know that
00:30:41
about yourself what you have internally inside you don't have the need the insecurity to prove it to everybody else
00:30:47
that they're wrong the confidence is very quiet the people that are typically the most looked to are the people that
00:30:53
say the least they listen a whole lot more do people capitalize on on that so if
00:31:01
you're triggered by me saying that you have a purple shirt onh have I got the power now because I
00:31:07
can like play you like a fiddle if that's you're so easily triggered by something that's so obviously like
00:31:13
provocation surely I like I have the power over you now right no I mean I mean the people that are not emotionally
00:31:19
intelligent the people that don't have the emotional awareness yeah you can you can press their buttons and play them like a fiddle because what they've done
00:31:25
is they've that would be like me giving you the remote say here here's the remote to my emotions go ahead play them
00:31:31
press that button oh yeah oh you made me angry how how dare you instead of handing out remote controls you get in
00:31:36
the habit of giving out manuals and so if you want to yell at me
00:31:44
and press my button and me to say you can't yell at me like that versus me handing you a
00:31:51
manual and go hey I heard you yell at me if you don't mind go to page 72 you can look on paragraph 3 I don't respond to
00:31:58
that volume like you're giving a whole different mind shift of this is what I tolerate and this is what I don't
00:32:05
tolerate do you have a lot of um people Pleasers coming to you you know yeah yeah yeah people pleasing is very hard
00:32:12
and I mean the thing is you can you can please people just make sure that you're one of them and that's the harder part
00:32:20
is I'm always people say I'm always saying yes to things I don't know how to say no to things I don't know where to
00:32:25
go with this that's a whole lot harder using your assertive voices helps with that in a lot of ways
00:32:33
and it is about trying to make sure that when you people please
00:32:39
with people you have to find a way to set a boundary that is going to protect
00:32:44
yourself and that's that's easier said than done it's it's interesting being um I started my first business when I was
00:32:51
my first proper business when I was about 18 years old and when you're 18 years old and you're dealing with people
00:32:56
that are like double your age and you're different because your skin color is a little bit different you have no experience you I reflect I was talking
00:33:04
to the guy was cutting my hair yesterday because he's a a young black man starting in business and you were aware
00:33:10
that every conversation you're having to some degree is a test yeah it's like a
00:33:16
test of how much you value yourself how much you believe in yourself and how
00:33:21
much you believe in what you're building and what you're saying like it's an interesting way to think of life that like every conversation is actually test
00:33:28
a test of your conviction and I was just I was talking to my barber about how I've changed over time and how business
00:33:35
has made me become more direct and more assertive than I was when I was 18 years old because like I wouldn't have
00:33:42
survived in some of the rooms that I'm in with like very eccentric billionaires who have done this 40 years before me if
00:33:49
if I didn't have that assertive voice if I wasn't able to look them in the eye and say with calmness and a slower Pace
00:33:55
what I believe to be true um it's so interesting like just thinking about how
00:34:01
so much of our life is about developing this ability to assert what we believe without the just or the caveats or the
00:34:08
excuse yeah where they also go into trouble is when people what I see a lot
00:34:13
are people that over apologize I find that that is big with people Pleasers where they say I'm sorry in every single
00:34:21
sentence hey so sorry I'm just now getting back to you sorry I just now seen this oh I can't come so sorry like
00:34:26
they start to apologize for things that are not a mistake they apologize for things that that are not
00:34:32
errors and when you start to over apologize with every little thing
00:34:38
without you knowing it it's slowly Drip by drip corroding your sense of self-esteem your sense of
00:34:45
self-worth it's you your self-worth is not tied to how little of an
00:34:50
inconvenience you can make yourself by I was saying so sorry I I don't mean to bother you I just have a quick question
00:34:56
instead of the over apologies what I teach is use words of gratitude so instead of the um so so
00:35:05
sorry I'm late even though you were like one minute late thank you for waiting on me or thank you giving let's say it's an
00:35:11
email thank you for giving me the the time to think on this thank you for giving me the time to reply thank you
00:35:17
for giving me the patience you know what the other person is going to think I am patient oh yes I am you're so welcome I
00:35:22
mean you're you're using words of gratitude to press that and that's a whole lot easier than the problem of
00:35:28
people Pleasers and that's just over apologizing to just about everything or they undercut their words or they say
00:35:34
like uh I hate to bother you but and then they have to say what they need to
00:35:39
say in this regard what do the most successful people in the world the leaders the prime ministers the
00:35:46
presidents the CEOs have in common as it relates to the
00:35:52
stuff we're talking about right now so you know what I'm saying so like are they are they assertive are they people
00:35:58
pleases like what do they have in common here what I find that people are people so it's going to most often it's just
00:36:05
going to come down to to their personality but overall your most effective leaders find ways of taking a
00:36:13
lot of ideas and words and saying them very concisely the bigger leaders they don't
00:36:19
write long emails yeah they so true they don't write long texts rich people don't even say hello in kind regards on
00:36:24
[ __ ] emails they just they literally they they send emails like text messages yeah I have I have found in my own life
00:36:30
that the Richer somebody is they could care less about an email signature they're not if they even have one and
00:36:36
they might give you two sentences maybe is very very quick and to the point um
00:36:43
because it's either they really don't have the time it's not really that it's they they want to have the appearance of
00:36:49
being very direct and they don't see that as a an offense they don't see that as an insult they see that that is the
00:36:56
way that I'm going to operate they don't write long emails they don't write them in a way that's going hey uh just want
00:37:03
to put this on your plate and if if I'm wrong about this you can totally let me know and I have a question about this
00:37:09
what's number three then so you've given me two yeah we say say it with say it with control say it with confidence and
00:37:15
three is say it to connect these are how do you have how do you have these
00:37:20
difficult conversations with somebody how do you find ways to say what you need to say in one of the most difficult
00:37:26
times that gives a lot of people anxiety if they know they have to have a difficult conversation even in weeks
00:37:32
ahead especially the day ahead they're just dreading it so how do I say something to connect
00:37:38
yeah what you want to do is get really curious about the other person but not just so much that there is a framework
00:37:44
that I'm I can even give you so we can go a step further there is a frame and I call them
00:37:52
conversational frames when to connect with somebody it is a fancy word I think
00:37:57
connection can be overused at times just means I say something that you can
00:38:03
understand and you acknowledge me that's all we're looking for doesn't mean that everything's happy doesn't mean it's a
00:38:08
Hallmark car I can connect with you and still be upset at you my dad would used to tell me if I came if I disagree with
00:38:15
something he'd say he would go you don't have to like it you just need to understand it I mean that that right
00:38:21
there was a great example of allowing me to connect with him and giving me the the space to disagree if you were to
00:38:28
begin your sentence with I'm not asking to change your mind or I don't need to change your mind it's almost like a
00:38:34
relief before you say the rest of what you need to say now you're not in that combative fight or flight of do I have
00:38:40
to defend myself at any time so connection is this way of setting up conversations that is going to get you
00:38:46
more of what you want we talked about the frame here's how to do it and this is the most effective tool that you can
00:38:52
use for a difficult conversation number one you're going to begin with telling them what you want to talk about number
00:38:58
two you tell them and this is the most important how you want to end the conversation what you want to walk away
00:39:04
from and three you get their buyin into that conversational frame this is what
00:39:10
it sounds like let's say this is I need to come to you and talk about something
00:39:15
serious so first I'm going to say what we need to talk about Stephen I like to talk with you about some comments you made at last Thursday's meeting two I'm
00:39:23
going to tell them how I want to walk away it sounds like and I want to walk away from that conversation with the understanding that's not going to happen
00:39:28
again three I'm going to get their Buy in I'm going to say that sound good you're going to say yeah now you know
00:39:34
exactly where we're going you know exactly what we're going to talk about you know when that conversation's going to end and how it's going to end and now
00:39:41
I have your Buy in and it's like almost an invisible contract when somebody goes yeah that's good we can talk about that
00:39:46
they don't want to leave it they don't want to break their word so they they know that they're going to be stuck in
00:39:51
it and then is there anything I need to be aware of when I have that difficult conversation with them so so that I
00:39:57
don't so that I'm successful in getting to that outcome number one would be set the goal of knowing where it's going to
00:40:04
end that that is the hardest probably the biggest downfall of the difficult conversation people expect them to go
00:40:10
how they had it in their head they want the conversation happen just like they had it while they were brushing their teeth that morning or driving on the way
00:40:17
into work they're like okay I'm going to say this and they're going to say this and you expect everything to go just how you had it in your head but as soon as I
00:40:23
say that one thing you weren't expecting all of a sudden they disagree with you and you go wait that's not how
00:40:28
it's supposed to be they were they were supposed to say this they were supposed to say I'm right they were supposed to say they're wrong I mean uh how's this
00:40:35
going to go and then it begins to drown falter like that because when we go into those sort of difficult conversations
00:40:40
whether it's with a colleague or our spouse or whoever it might be much of the objective I think for some of us is to is to win the conversation yeah in
00:40:48
whatever definition of winning one might have is endeavoring to win a conversation a good idea I teach that
00:40:55
you never want to win an argument and this is why when you look to win an
00:41:01
argument you will often lose the relationship like if you set out to
00:41:07
only prove people wrong yeah you might win the point but you will lose the
00:41:13
person you know being right doesn't keep you company let's put it that way when I
00:41:18
look at his arguments as only something to win all I've won is really the first
00:41:25
step to to apologize typically when you set out to win it because most arguments aren't really one it's just
00:41:31
they're one by forfeit somebody goes I I'm over this or you said it something that was really hurtful that makes them
00:41:37
say I don't want to uh we're done I don't want to talk about this an argument eventually burns out that's what happens but when you set out to win
00:41:44
you will lose the relationship like if you you and I are in an argument and I say something that's really hurtful and
00:41:50
then you leave you hang up the phone what have I won yeah I mean what I I've
00:41:56
I've won awkward silence now when we pass each other in the hall I've I've won that awkward feeling now I have to
00:42:03
pick up the phone and apologize I still have to find a way to probably work with you or live with you what have you
00:42:09
proven when is ever you go on the social media and disparage
00:42:15
somebody's political belief ever changed their mind ever there's been so many arguments I've had with like my
00:42:22
girlfriend where I have quote unquote won and I felt like [ __ ] yeah you will cuz I cuz she like she might come to me
00:42:28
and say you know what I understand your point and I'm I'm sorry and there's part of me that just feels like [ __ ] and I
00:42:34
it's it's because I thought that's the outcome I was looking for but actually
00:42:40
the outcome I was looking for was resolution and I actually love this person so much
00:42:46
that a concession was not like was actually not I it's not what I wanted I
00:42:52
actually wanted to be happy with them yeah so I to you know I was think of so
00:42:57
many some some recent examples where my girlfriend came to me and apologized for something where we were like disagreeing about it and I just felt like [ __ ] that
00:43:03
she apologized it's not to explain yeah yeah yeah well no it's not an uncommon experience whenever you feel like you
00:43:10
had to always be right and that's what we really want we want the last word
00:43:15
when you have the last word you are typically first up to apologize that's all you've that's all you've bought
00:43:21
yourself that's the that's your prize congrats and when that happens you find
00:43:26
a way of going that's not really what I I wanted why did I say that that was just that was just hubris that was just
00:43:32
me I just had a feeling of being right and sometimes we have that feeling
00:43:37
of when especially in terms of people that are in charge of other people um we expect others to do what we
00:43:44
say when you're in work mode and you say I need this done people get it done you
00:43:50
set the tone this is how we want to do it and sometimes we translate that into our own romantic relationships oh no I
00:43:56
said it needs to be this way so you know what you to do you need to do it this way MH and it's a different shift when
00:44:02
you're doing something that's romantic versus something that is you have to be captain of the the ship and so whenever
00:44:08
you're in those difficult conversations you only seem something to win you're going to have a hard Pro problem what I
00:44:14
teach is instead of seeing arguments as something to win you see them as something to unravel meaning what we
00:44:22
want to do is pull my way and then you pull it your way and it just makes it worse makes it worse we have to give up
00:44:28
and it's not until that next conversation that we actually try and care of what happened I will often tell someone help me find the nod help me
00:44:35
find the knot and what I'm doing is encouraging them to say I'm not saying what's wrong with you I'm not saying can
00:44:42
can you be any more stupid I'm saying Help me find the nod it's a way of detaching the issue detaching the
00:44:48
problem saying this is something for us both to look at help unravel where's the what am I missing that phrase right
00:44:54
there is very very effective if if you can just ask them the question what am I missing they will always tell you CU
00:45:01
most likely it's not something that you're focused on you're only focused on what you're saying you're not focused on what they're hearing big big difference
00:45:08
I have um two glasses on the floor here yeah um try not to spill
00:45:16
it nice since I've been a waiter um so I have these two glasses of
00:45:22
water in front of me what is I know there's an analogy you have for having a
00:45:28
good effective conversation that can be demonstrated with these two glasses of water yeah so let's say that this glass
00:45:34
right here is all of my thoughts and knowledge and your glass is all of your
00:45:40
thoughts and knowledge and not just what you think now these are things that you've known throughout your entire life
00:45:47
so if I were to tell you something about I want to get your
00:45:52
thoughts maybe a political opinion or something that's a religious belief I'm talking like deeply held beliefs that
00:45:57
you grew up with that's what's in that cup right there when we go into a conversation with
00:46:04
someone often what we find is especially if it's like a stranger that what I say
00:46:09
in our first conversation should convince you automatically that if I were to take all of my knowledge right
00:46:17
here and I pour it in there should be no problem but what but what happens when I start to pour into
00:46:23
here it overflows meaning you have no no room you have no room for what I want to
00:46:29
share whatsoever it's going to just it's overflow instead what you have to find
00:46:36
ways to ask questions and get really curious meaning instead of me pushing my point instead of saying why do you
00:46:42
believe that beginning your question with why I start to get really curious about how did you come to believe that
00:46:48
where did you learn that when did this happen ways that I get to ask questions every day like I do as a trial attorney
00:46:54
to find ways of getting to the issue of what's that deeply held belief where does it come from because only then
00:47:01
let's go ahead and pour yours into
00:47:07
mine there you go perfect and so it's only then until you have space that I'm
00:47:13
asking questions when every I ask questions you start to answer just a little bit more and then you answer just
00:47:18
a little bit more to where you actually have space the care at all to what I'm
00:47:24
going to tell you like you can't f I can't fill a glass that's already full
00:47:30
with new thoughts it's not going to happen it's not until I can get you to pour it all out till you'll ever be
00:47:36
receptive and have room for what I want to share with you so that's the key in difficult conversations that you have to
00:47:42
find ways to get really curious about who's the person behind the words because the person you see isn't the
00:47:49
person you're talking to I might be talking to Stephen right now but there are things that happen in your life that
00:47:55
you believe that happen long before I ever talked to you and we have this huus about us that we think that just because
00:48:02
I told you you should believe something right at this moment you're going to automatically change your mind Minds don't get changed in one conversation
00:48:10
they happen over a year of a hundred conversations a thousand conversations
00:48:15
before anybody will ever be receptive to what you have to say so what's like a real world example of this idea that you
00:48:21
might not be talking to step you might be talking to something he's dealing with yeah so let's put it in terms of
00:48:28
I've had a a client before this is not a let me rephrase that I had a deposition
00:48:34
before where I was talking to a witness and he was a huge mountain of a man his
00:48:39
name is Bobby lapre I'm talking Ste he was huge his hands I mean he just looked
00:48:44
I looked like I was physically deficient in every way next to this guy and it
00:48:50
didn't matter what I asked him Stephen he got mad at me I mean I was asking him basic things like where were you where
00:48:56
were you born okay and where' you where'd you go next and what happen next and every time he would just get angri and angrier and eventually I had to ask
00:49:05
him I said do you need a break and he said no but I got something to say and I
00:49:10
thought I thought he was about to just flipped the the table on me it was just so furious and I asked him well once he
00:49:18
even told me he said you you can cut all this buddy buddy stuff except he didn't say stuff and he said you you lost
00:49:26
lawers you attorneys you're the worst thing to happen in this government you're the worst thing to happen so you can go on and ask your stupid questions
00:49:33
but I don't trust you as far as I can throw you well instead of taking that bait
00:49:38
which most people wanted to do I asked him a question I said what am I missing what's what are
00:49:45
you struggling with right now in your in your life what's been your biggest struggle and they have to ask about they have to answer questions in a deposition
00:49:52
and what I learned was that he big bobul pray this huge guy had just put his
00:49:59
mother in a nursing home and he was the only one to take care of her his dad had died his brother was off and he had been
00:50:07
getting letters for months about his mom and her home from
00:50:14
lawyers about foreclosing making demands debt collection all these things that he just didn't understand and so right then
00:50:21
in that moment I represented everything he knew about the law and lawyers and everything else and so the person I saw
00:50:28
was an aggressive mad witness the person I was talking to was a worried son and
00:50:35
and we got to talk that out and I helped him and it was a ended ended wonderful we ended actually hugging but every day
00:50:42
you have these micro moments of the person you see is not the person you're talking to the the waitress that looks
00:50:48
like she's being rude and dismissive is actually worried because she should have gotten off two hours ago and her mom is
00:50:53
still keeping her kids or you have somebody who even in the workplace who seem like they're a little bit short on
00:51:00
their their phone call with you somebody who looks like they're aggravated actually their day began
00:51:07
because you know he and his wife are going through a divorce and they stayed up all night arguing everybody has a
00:51:12
struggle that you can't see they're having a conversation in their head that you were not invited to and so when you
00:51:19
have the patience to try and understand the person behind the words it's going to go a whole lot better for you and
00:51:26
they'll feel that when you just want to accept them for what they look like it's it's always different like when I if I
00:51:33
were to tell you you were wrong about something for me to change your mind like right now I most likely I'm not
00:51:40
saying that Stephen's wrong I'm saying your parents are wrong I'm saying a grandparent's wrong something you grew
00:51:46
up your whole life was wrong that camp you went to Growing Up was all wrong there's pieces and identities that have
00:51:54
all combined into what you believe now and we have this horrible habit of
00:52:01
thinking for some reason that if I say it to you right in this moment it's all going to change and you're going to just
00:52:09
immediately conform to what I want you to be being triggered is a Hallmark of
00:52:14
that isn't it like being when we say oh God they're like easily triggered it's really you're scratching at an open
00:52:20
wound that might have been there many years ago I I was reflecting as you were speaking about a particular friend that
00:52:25
I have who I remember a conversation with him in the middle of the pandemic where he like turned to me and said
00:52:32
um it's people that are young and healthy that are ending up in the hospital beds and I remember saying to
00:52:38
him I was like I was living at his house I was like no I don't think that I think the NHS website says it's people that are like out of shape and slightly older
00:52:44
that are ending up in hospital beds and he like was like really really triggered by that and I remember he's like good
00:52:50
friend of mine so we had a conversation about it and we dug and dug and dug cuz we like really good friends like why why
00:52:56
is it that all of us as like boys we know in like the group chat when we're bantering all we've got to do is say
00:53:02
like now you're wrong wait one one thing and it's like Red Mist yeah and we had like a really open conversation about it
00:53:07
over really over the last like year and a half and he said um when I was younger all of the
00:53:15
teachers thought I was stupid and also I then got bullied on the playground because people thought I was stupid and
00:53:21
then I found text messages from my grandmother to my mom where they said I was stupid
00:53:27
and then I found on my report card they' basically written me off so 30 years
00:53:32
later when we're having a conversation just a trivial conversation about the pandemic when I go no I don't think that's right and I like pull up the
00:53:38
website and stuff and he gets like sees the Red Mist as mean him call it now it
00:53:43
all stems back 30 years to this experience of on the playground so like you said it could be proving proving
00:53:49
someone wrong but in that case it's actually like proving the bullies right it's proving all the people that hurt him right and it's showing up 30 years
00:53:56
later is this Red Mist the story ends with him going to a therapist and speaking about it and he's resolved it now to the extent to which he can where
00:54:03
now when he feels that feeling he's able to point it he knows what it is and so it doesn't make the decision right
00:54:09
knowing your trigger is one of the biggest ways to defend against that to
00:54:14
know your trigger and it's funny how just like your friend is telling you so many things in everybody's life goes
00:54:20
back to the playground MH like we can remember that thing that that one kid said like right now you probably
00:54:27
remember it somebody said in high school came straight to mind and and it's it's been years years but you remember it and
00:54:34
it lives with you for that long um just simply what they had said in that moment
00:54:39
that you've created that identity that's that's a trigger and if you tend to hit
00:54:44
somebody with a trigger it's different like you can always it's very telling in the courtroom when somebody takes a
00:54:52
level one conversation and they ratchet it up to a level 10 it's very dispor
00:54:58
disportionate and it tells you that there's a conversation happening in their head that you weren't invited to
00:55:04
it tells you that something else is is going on and when you have the patience
00:55:09
and the discipline to find that person rather than just fighting the surface it
00:55:17
you will always have a deeper connection with that other person if you're dealing with someone in
00:55:24
your romantic relationship ship at work whatever that is easily triggered in that
00:55:30
regard what advice would you give to the person dealing with that person who is like continually easily triggered they
00:55:36
see the Red Mist all the time it's almost impossible to talk to them because they immediately just flip to 10
00:55:41
yeah they avoid the difficult conversation you feel now that you can't even have that conversation with them
00:55:46
because they're immediately going to Gaslight you or they're just going to go straight to 10 and they're going to be
00:55:51
flooded right you know that phrase that I've heard before about like when the brain gets flooded like they just get welmed in there yes what do you do with
00:55:58
that kind of person you just curious or well it's I don't want to just say curious because I don't I think that
00:56:05
doesn't do it justice one would be you have to delay what you what they said
00:56:11
from when you respond you have to add a lot of distance there because if you
00:56:17
continue to engage and go why why can't you talk about this what's wrong with you that will only spiral it more what
00:56:24
they're going to hear is something is wrong with me something I am feeling is bad when in that moment their body is
00:56:30
fighting their body is going I feel threatened I feel anxious I got to get out of here and it's happening in micr
00:56:36
minutes that you there's nothing you're going to be able to say that's going to
00:56:41
help that trigger aside from you allowing them the space to have it so
00:56:47
that means you're going to find ways to approach conversations with that in mind so one
00:56:56
would be adding distance and not addressing it in that current conversation because they're triggered
00:57:02
you don't want to do that you want to find it in the second conversation so in the first one you can easily end it with
00:57:07
hey we can drop it not a problem we can talk about it later because problems happen Stephen when you try and push
00:57:14
people into having conversations on your timeline in other words when they're not ready ever had somebody come up to you
00:57:20
and go hey I need to talk to you right now and and you're like you want to talk like that's the last thing you're trying
00:57:26
to control my time this is not what I want to talk about right now and I'm not ready for this conversation and that
00:57:32
that causes a big problem when somebody's trying to push their timeline on you um we can talk about ways to to deal
00:57:39
with that but it is that's what happens and when you do it with somebody going what's wrong with you let's talk why
00:57:44
can't you talk about this right now you're just pushing them into a corner and you're making them harder I mean you
00:57:50
just they become hardened they'll totally shut off from you then they're gone then they won't come back for
00:57:56
several days most likely so when you start to push on them things will go wrong so that's when somebody's feeling
00:58:03
triggered that second conversation that next conversation is the I like let's
00:58:08
put a frame on it I like to talk about what we began talking on on last Monday
00:58:14
and I I'm not trying to solve anything I just want to understand where you're coming from so that I can do better can
00:58:19
we do that like right there that's going to be a much better way to set up and frame that difficult conversation rather
00:58:26
rather than going hey so um question for you uh what's up with you because
00:58:32
something's something's off all right like that's the way that it's gonna you're gonna trigger them again so many
00:58:40
people are so interested in understanding how to deal with disrespectful people yeah like being
00:58:45
disrespected right so if I'm being disrespected is there a playbook for me to handle that and why is it that so
00:58:53
many people are so obsessed with like dealing with
00:58:58
disrespect I find that people are really attracted
00:59:04
to comebacks of things and I find that so funny but it's it's a big part of
00:59:12
communication for an important reason when somebody is let's say belittling you or being rude or being disrespectful
00:59:18
there's kind of I teach is a little bit of a different method for each one and
00:59:25
how you handle it makes a very big difference what we typically want to do when somebody's being rude to us or
00:59:32
disrespectful we want to throw it right back at their face we want to ratchet it up because now we gota now we got to win
00:59:39
so oh you think I'm stupid how about let me talk about how you're stupid I mean so we want to throw it back at the other
00:59:46
person all that does is ratchet it up and then again it's it becomes to who's going to apologize first that kind of is
00:59:53
where the game starts to lead um what you I was curious what you have on the book now well I was just looking at this
00:59:59
section in your book about dealing with difficult people yeah that's probably my favorite um it's your favorite yeah it
01:00:05
was also probably the most popular part of the book because it outlines a specific manual on how to handle these
01:00:12
kinds of people and I've developed it from these people specifically that I've had in depositions and
01:00:18
cross-examinations in the courtroom that very compatitive people that you find
01:00:23
ways to you think that the power power is in having a direct response back of
01:00:30
them that's going to uppercut them like smart people people like you Stephen people like all your listeners we have
01:00:37
this desire that when somebody says something ugly we want to send the Zinger like we want to have we want to
01:00:42
craft something so poetic that it's not going to hit them until the two days they go like oh my God she totally got
01:00:48
me and that's just not going to happen but the true power is this kind of Be Like Water mentality
01:00:55
it's instead of direct with them you're just avoiding it you're pushing it out of the way to where you're going what
01:01:01
you're saying is not threatening to me and you do that in several different ways this would be how I'd say how to
01:01:08
handle people that are belittling you or giving you disrespect one you're going to add silence five to seven seconds of
01:01:18
nothing two you're going to ask them to say it again let's say it's insults
01:01:24
those insults are very direct you're ask them to repeat it and three you're going to just let
01:01:32
that sit whatever they say so for example um let's put it in terms of
01:01:39
somebody who let's give it an example this would be somebody who's
01:01:45
giving you just a straight insult insults are different from a disrespect or something being rude insults are very
01:01:52
direct saying somebody saying like you're ugly right um how I if I were to
01:01:58
say you're Ugly how would you respond and you're not by the way un let's just
01:02:04
say so it's so hard because it's like the context dependent like you laugh but if it was like it depends
01:02:12
on the context doesn't it yeah I was I was like oh that's that's the shirt you went with I guess all right okay like
01:02:18
that's whenever somebody is insult uh insulting you yeah we have this ability
01:02:24
to get really mad and on it and get angry but best way to do it is let's say
01:02:29
if you told me you know I I really think you're an idiot Jefferson give it a a little bit of
01:02:36
silence and I would repeat I'm an idiot
01:02:41
Jefferson now it's going to put it Spotlight right back on you for you to confirm it double down on it or you're
01:02:48
going to apologize a lot of time in arguments people take it back I'm sorry I shouldn't have I shouldn't have said that my head was I got to in front of it
01:02:55
but if they double down on it what all you need to do is just thank them thank you in other words thank you
01:03:02
for showing me who you are thank you for making sure that I'm not going to be with you uh anymore and this is who you
01:03:08
are in my life very different from let's say with somebody who is belittling you uh patronizing you being condescending
01:03:15
to you this is where uh it gets fun this is one of my favorite ones so let's
01:03:21
let's give this a um a test oh Stephen I see that uh you lost
01:03:27
some weight that's that's great man good good for you how would you typically want to respond to that thank you yeah
01:03:33
now if I had said something that was um a little bit more ugly if it was like oh
01:03:39
you finally lost some way I was wondering where you would yeah uh that's that's good on you would you still say
01:03:44
thank you again no yeah what would you say that's rude yeah yeah exactly like oh okay that's that's a little offensive
01:03:51
so here's what I would want you to do add silence we're going to have five to 7 Seconds of Silence MH and what that
01:03:58
does is allow them their words to fall so it's going to one tell you that their words aren't threatening you're adding
01:04:05
that space in there for two reasons one to calm you down because you're can to be using that breath we talked about
01:04:10
second of all allows them to hear their words back because it's like they walk their words out onto a plank and now
01:04:16
they're all alone so if you if you had said something ugly to me and um you
01:04:23
said something like oh well um Jefferson great to be here I guess I I guess we'll include you I guess you just came it
01:04:30
it's something that made me feel like I wasn't wanting and if I just let that hang for
01:04:36
a little bit and then I asked a question of intent these are what I call questions of intent where it says did
01:04:41
you say that to upset me did you say that to hurt me or did you mean if you
01:04:47
begin your phrase with did you mean did you mean for that to offend me did you mean for that to be rude I do this a lot
01:04:55
in uh email correspondence or texts when somebody sends something to you and you
01:05:00
feel like all of a sudden it's rude but really if you just text did you mean for that to sound short like it cures up
01:05:06
almost instantly because it's not exactly a lot of the time people don't mean it that way but they're going to
01:05:13
say something to you that is going to respond in most likely they're going to say no
01:05:20
they're not going to know how to handle that they're not going to do with that if you can respond with um imagine
01:05:26
imagine being like imagine being the person who would say that or how did you
01:05:31
want me to feel or ask them how did you feel when you said that how does it make
01:05:36
you feel when you say that you're going to say something ugly to me and I give it a big pause and I would respond how does it make you feel when
01:05:43
you say that to me or I'm surprised you said that out loud can you just tell them how it felt can you just say that
01:05:50
was really hurtful yeah you can but that's that's giving them what they want
01:05:55
you're giving them the dopamine that's what they wanted they said that so that it would hurt they're saying that for
01:06:01
because in their mind they wanted you to have that sense of pain they wanted to grab that from you they wanted that
01:06:07
sense of control so when you say oh that hurt often that's exactly what they
01:06:12
wanted in that moment now it's going to take them some time to realize oh I was really a jerk about that but in that
01:06:18
moment what they're wanting is that hit a dope me from you they're wanting that sense of control so when you ask them a
01:06:23
question so if I were to say that was that was rude they're you're giving them
01:06:29
what they want that's a direct statement but if I asked did you say that did you say that to be rude did you mean for
01:06:36
that to sound rude now they have to admit that's very different now they have to admit what their intent was with
01:06:43
that now they have to say yes or no most what they most of the time what they do is they kind of fumble over their words
01:06:49
and they go what I I mean what I meant to say was or no no no no I'm sorry what what I meant was they don't want to they
01:06:54
don't want to hurt now going to hurt the reputation now they're going to they put themselves way too far out on a Ledge
01:07:00
and that's much harder on page 166 of your book the next conversation you say when you hear someone say something rude
01:07:06
or insulting understand that they're wanting something from you that something is dopamine the Feelgood
01:07:15
hormone that something is dopamine yeah so when they when somebody
01:07:21
says something to be ugly what they're wanting is your
01:07:26
emotion they're saying I'm unhappy I'm only going to be satisfied if I can make you a little bit unhappy too that's
01:07:33
where I'm going to feel justified in this I'm only going to feel Justified when I've caused you pain and when that
01:07:40
happens your best defense against that is to be like a wet blanket like be a
01:07:46
soggy piece of bread that they can't do anything with they can't move that they can't control that and what you're
01:07:52
telling them in that moment is it's not going to be that fun for you you that's the best way to handle a
01:07:58
bully bully does something and you ask them did you say that to hurt me or does
01:08:05
it feel good for you to say that or how did you want me to respond when you said that let's say I came in and I go oh I
01:08:12
guess we're you know I guess this is okay yeah I guess we can talk in here that's fine right I mean that's kind of
01:08:18
condescending yeah wouldn't you say and if you had asked me in that moment
01:08:25
um did you mean for that to sound rude I'd be like oh no oh no goodness either
01:08:30
either I'm calling it out or you'd say that's that's an odd thing to say out loud can you say that in all context I'm
01:08:35
thinking if you can you say that to your like the CEO of the company you're an intern MH and they say something to
01:08:42
you and that they look at a piece of work you've made and they go I mean I guess that's okay yeah do you know what
01:08:50
I mean does context matter here well I I still think you could say it I mean it depends how you're going to
01:08:56
yeah yes it just depends uh yeah context certainly matters on some level but I
01:09:02
mean if if it is a position of just I think if there's a such a huge
01:09:08
power Dynamic something like that if you're an intern and you're like look this guy's just having a bad day I don't
01:09:13
think I need this is not the time for me to choose to try and have a uh a way of making him feel
01:09:21
bad or if it's like okay I can I'll accept that or I can do better with that
01:09:27
there's ways that you can try and diffuse the the rudeness another that I really like to to use this would not be
01:09:34
in in that context but that's below my standard for response those are really bad arguments so I've had it where
01:09:41
really really bad arguments where you've used that's below my standard for response and they really don't know what to say after that a lot of times when
01:09:48
I'm in depositions and somebody has a snarky comment towards me I'll ask them now how how did you want me to respond
01:09:55
to that they don't know they don't really have an answer they kind of just go I mean
01:10:01
what I mean what I meant was and they and they fix it but the signal you're sending the whole point of it all is to
01:10:06
show them that the next time you choose to do this it's not going to be fun this is not what you're getting that's the
01:10:11
whole point of getting them to repeat a lot of the times if I say you know what I didn't I didn't catch that can you can
01:10:17
you say that again they can't bear to say that again it's like conversational
01:10:22
boundaries that's what saying yeah so one time I had a case between two sisters and it was about as fun as it
01:10:28
sounds uh two older sisters have fighting over our company their dad had passed away I had one sister another
01:10:35
attorney friend of mine had another sister and my client was let's say very
01:10:40
levelheaded she wanted to preserve the legacy of their family and the company the other had very different Life
01:10:46
Choices let's say and the other one wanted to sell the company well they
01:10:51
eventually came to almost an agreement on how they were going to
01:10:56
divvy up uh bu buy the sister out we're at mediation and I knew that we knew
01:11:02
that this other sister was there's no telling what she's gonna she's GNA say out of her mouth and I had already
01:11:07
prepared my client for if she insults if she says anything ugly you're going to ask her to say that again all right so
01:11:15
sure enough we get at the mediation table we have a a opening discussion and
01:11:22
the sister the let's say the the more fiery sister goes on this TI
01:11:29
raade and and says how everything's against her she hates everything and then she looks at her sister and says
01:11:35
and I've never I I've never loved you you're dead to me anyway now that's sister to sister that's like terrible it
01:11:42
was it was super sad to watch my client goes I need you to say that again to me
01:11:50
the other sister couldn't do it she didn't say that again because it it puts them out on on a Ledge where they they
01:11:56
can't really they're not going to get the effect it's not nearly as effective when you say it the second time the
01:12:01
first time was through emotion it was the amigdala you get it and the second time was you're forcing them to into the
01:12:07
prefontal cortex to make like a a logical you got it yeah now now they have to think does this make sense for
01:12:12
me to say again yeah because the first it the first effect isn't there it's not as uh it's not as powerful the first
01:12:20
time when somebody gives you an insult and you say you know I didn't I didn't catch all that I need you to say that
01:12:25
again for me can you repeat that most of the time they won't because they know at now I look bad because you all you did
01:12:32
about with that question has put the spotlight right back on them and they can't they can't take that so they don't know what to do with
01:12:39
it it's interesting because some of the things you as you were talking I was thinking is this like advice for dealing with really toxic people or is this also
01:12:45
advice just for dealing with like couples arguing because it sounded the type of person that would not respond to
01:12:55
that really hurt me yeah sounds like a bit of a monster right like a narcissist
01:13:00
when when somebody is so if my girlfriend turned around to me and said that really hurt me I'd like it would kill me yeah some people yeah let's put
01:13:08
it in well one it's because you love the person right and she loves you and so that's that's a little bit different
01:13:15
when you're dealing with people that are everyday rude at the workplace or the office or maybe you are in a
01:13:21
relationship with somebody who's a narcissist or somebody who is toxic or you have that bad relationship I think
01:13:27
it's perfectly okay to use these kind of sentences that are going to put somebody back I mean like even let's say in my
01:13:33
own relationship okay I certainly use we both use wife and I the did you mean for
01:13:39
that to sound short I've also said something and said something I didn't
01:13:44
mean and she's come back using my own things no that's not okay yeah and she
01:13:50
oh my gosh yeah and and and she'll say you know did you did you say that to upset me but and you're like but but at the same
01:13:58
time understand that when you say those kind of things some sense of it is giving grace
01:14:04
to the other person of not accepting that what they meant to say or what they say was what they meant to say because
01:14:11
maybe I I'm giving you the chance here to clarify if I were to say did you do you mean for that to sound rude and
01:14:17
you're like oh goodness no that's not what I meant I'm giving you the the grace of a second chance rather than
01:14:23
just deciding to to take it personal we do that a lot on text message like somebody sends you a text and all of a
01:14:29
sudden you're feeling like oh my gosh this is the rudest thing ever and then you find out they didn't give it with
01:14:35
that kind of inflection or tone at all I was thinking of two things at the
01:14:40
same time I was thinking when we approach these difficult conversations with difficult people is there a certain
01:14:46
priming that we need to do to ourselves to make sure that we're in the right frame of mind because even as a podcaster I see huge variance in my
01:14:52
ability to like speak and articulate myself based on things that happened in the last 24
01:14:57
hours yeah so is there do you ever think about like when you've got those big cases coming up how to prime yourself to
01:15:04
make sure that your brain your mouth everything is working in unison and you feel like emotionally ready for that
01:15:10
conversation yes so one I I do one is I
01:15:15
let's put it in terms of work and home because everybody listening right now us
01:15:21
included we have a a work life and then we have a home life and sometimes it's really easy to switch those up is never
01:15:29
allow myself to be put in a conversation when I'm not ready especially important conversations like you don't want to
01:15:35
wait until you have 10% of your battery left for 100% of a conversation it's
01:15:41
just not going to go well when you wait till you finally put the kids to bed and you're both drained and exhausted or you've had a really hard stressful day
01:15:48
and you're mad and like that's the time when it's right before bed that you're going to decide to have the most
01:15:54
important conversation between you two it's never going to go well like because you're aggravated you're agitated you're
01:15:59
probably hungry and so you you don't set yourself up for failure and that would be don't have a conversation when you're
01:16:05
not ready ways to and this goes same for your triggers is part of that
01:16:10
self-awareness is saying that out loud meaning I'm going to begin my sentence with I can tell I can tell I'm not ready
01:16:17
for this conversation or you say something that's triggering to me I can tell I'm getting
01:16:23
defensive I can can tell that's upsetting me like when you say it out loud when you claim it you control it
01:16:30
rather than me starting to act defensively and being defensive and saying defensive things I say I can tell
01:16:36
I'm getting defensive like that now I've said it out loud of that feeling I'm not becoming the feeling I've said it and so
01:16:44
there's a big big difference in how when you're in those difficult conversations when you want to prepare yourself you
01:16:50
find ways to one have self-awareness of I can tell when I'm ready when I'm not ready second of all is if you know your
01:16:58
triggers and you know what's going to upset you you try and like curb that
01:17:06
as best you can when you're when you're not in the fight or flight you're not going to put yourself in a bad position
01:17:12
so that that would be the biggest takeaway is don't you put don't put yourself in position to
01:17:17
fail and I've also heard you say that when um you're being disrespected I mean this was the first of the three points
01:17:23
you said a second ago is to create that silence again uhuh why is why does that matter what you mean by
01:17:30
that yeah so pauses though they are the absence of words they're not the absence
01:17:36
of communication meaning there's a difference and pauses
01:17:42
between somebody saying I love you and a really long pause before somebody says I
01:17:49
love you too or somebody your girlfriend asked where were you last night
01:17:55
and you take one second to respond instead of seven seconds to respond they
01:18:00
each say different things so pauses are
01:18:05
wonderful at getting the other person and yourself to fill in blanks and when you're dealing with
01:18:12
people who are let's say toxic or ugly or just not being nice they will fill in
01:18:17
that silence for you and it it does two it does two things it allows you with
01:18:23
the breath and the pause to make sure you keep the analytical side pushing the emotion down you're not getting
01:18:29
flooded next it's also doing the same thing for them when I add silence I
01:18:35
making you almost repeat your words back in your head and often you've been in those arguments where somebody already
01:18:41
apologizes for what they said without you having to say anything you've seen it too on a text somebody says something
01:18:46
ugly in a text and you don't respond for a few hours most often they will reply back at
01:18:52
least in my world they say like I shouldn't have said that or they'll try and reframe it or they'll edit the text
01:18:57
you now you have the benefit of uh hindsight when oh that didn't that didn't sound good or they'll twist their
01:19:04
word again to to fix it so like for example I see this a lot with Liars
01:19:09
people who who lie on the stand and in litigation you always have people lie
01:19:15
even in deposition just it's just part of it you don't really get surprised by it but silence is the number one like
01:19:22
killer of liars because they have conversations in their head for you so
01:19:27
if you're going to tell me a lie for example and instead of me going that's
01:19:34
not true that's not true and then you're going to it's like you like that okay good they're engaged now I can start to
01:19:40
manipulate the narrative and you'll tell a lie and then it forces me to try and
01:19:46
fix it no no no that's not true remember you did this and you did this and you're trying to get around them that's exactly what the liar is wanting the more
01:19:52
engaged the more conversation the more believable it feels to you so then you
01:19:57
start to doubt yourself like oh maybe they did Silence like just destroys them
01:20:03
so if you were to tell me a lie and I waited five to seven seconds and I
01:20:08
repeated the question to you are I repeated your answer let's say I know
01:20:14
that you were at the store last night and you're trying to lie to me and
01:20:22
say no I was home last night and let's say I think you weren't not to no good at the store and you go uh just say
01:20:28
Jefferson I was at the store last night I was um I was at the store last night
01:20:35
7-Eleven at the store last night at the [Music]
01:20:41
711 yeah I'm going to come back to to this
01:20:48
conversation in a bit right so all of a sudden the liar is like oh no no no
01:20:53
don't don't do that don't do that don't do that like oh now you're now you're thinking about it now you're thinking about it like you you know I was at the
01:20:59
strip club yeah yeah yeah it's like I I know you weren't where where you say so if you can say you add in time
01:21:06
like um I want I'll come back to this conversation or if I were to say something feels
01:21:12
off they don't like that they Liars don't like that at all because they want
01:21:17
you engag they want more conversation so when you slow it down and you
01:21:23
go it's not not even saying I don't believe you don't say that that's that's getting them that's more engaged in
01:21:29
conversation but when you slow it down and get quieter of I'm thinking I'm just
01:21:34
thinking Liars will start to have the conversation in their head with you they'll start to say things like I mean
01:21:40
what what do you I mean what do you let's put myself in your position if you said you're at the store and I didn't
01:21:46
really believe you you'd be like I mean where where do you think I was I mean why why would I be there like they start
01:21:51
to try and get into your head so that they can fix it I'll try to twist The Narrative to to place the pieces in a
01:21:58
way of they're not going to fill in every piece of the puzzle the jigsaw puzzle but just enough hopefully you get
01:22:03
the rest of the picture but silence pauses that's where your real power is because they can't do anything with it
01:22:09
and it shows that you're the one in control and they're the ones that are not and I guess you want if you're lying
01:22:15
in that context you want certainty that the other person believes you so the
01:22:20
issue with the big pause you gave is if I was at the strip club last night I
01:22:27
now don't have certainty that you believe what I'm saying so I need to like keep going until I can convince you
01:22:32
yes that I was at you know the 7-Eleven so I now I need to push back on you and say what what you mean exactly why why
01:22:39
you asking this yeah yeah exactly why you asking me this yeah yeah you're wanting more give me a conversation we
01:22:44
need conversation I need it now cuz the uncertainty is not good to deal with no oh no they get in their head about it but it's this that same concept we
01:22:51
talked about of people who tell the truth they don't they have all the patience in
01:22:57
the world if uh if you really were at the store and I was like I I need to
01:23:05
think about this for a minute You' be like okay you know it wouldn't bother you because the those that have told the truth they have they have nothing to
01:23:11
hide if you need to think on it you something FS off okay well I'm I'm here to talk about it but that's that's where
01:23:16
I was and you do know you know that like regardless if they think about it or regardless of whatever they do next I
01:23:22
know where I [ __ ] was so you're only going to un uncover evidence that I was at the 7-Eleven last night that's
01:23:27
exactly right you're going to look at my bank statements you're going to see I was at the 7-Eleven last night so there's a certain confidence that comes with that where you don't need to prove
01:23:33
yourself yeah it's a relief it's a confidence of going no I know I know exactly where I am it's that that inner
01:23:38
confidence we talked about at the very beginning but the people who don't tell the truth oh I mean I I can if I had a
01:23:44
dollar for every time I've seen it where I've asked somebody the question back they said um usually it's texting while
01:23:51
they drive I never text I never text when I drive let's say I asked somebody you asked me the question you know um
01:23:59
here we'll run it through so ask me the question were you texting while you were driving that day were you texting while
01:24:04
you were driving that day no I never text never text when I drive now notice I said a big word I said never never is
01:24:11
an extreme extremes are dead giveaway that they're usually not telling the truth everybody texts when they drive at
01:24:18
some point in time even in your car never and always or never it's always or
01:24:23
never true so that's a big one second of all I answered really quickly I didn't breathe
01:24:29
or really think about it and try and actually show you that I was trying to remember in time give you a really immediate response
01:24:37
so um what you're going to do we're going to replay it again I'm going to say same exact thing and I'm G to ask
01:24:43
you to give me about five seconds of time and then I want you to repeat what
01:24:49
I said slower cool so ask me if I was um if I was um texting while I was driving
01:24:57
that day were you texting while you were driving that day no no never I I never text when I
01:25:05
drive you never text when you drive well on so even that I didn't I didn't even
01:25:11
like that so what they'll do most often is they'll even go well I mean I mean I
01:25:16
mean sometimes I do because now they you just hinge on that word never so now they know oh that's a risk word and
01:25:22
they'll kind of come out of it and go I mean I mean sometimes I do I mean maybe but but but hardly hardly ever hardly
01:25:27
ever when that happens what you typically want to do is give them an out now they've they've put themselves into
01:25:33
a corner and now they're looking for an out and a way to do that is go if you were texting it's it's okay do you own a
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ads you think about how your body language is communicating yeah I have 12 jurors that are watching every bit of me
01:26:45
as soon as I come into the courtroom I mean oh yeah you you have the judge you have the bayth you have a court reporter
01:26:50
you have uh people in the back and you have two benches you have attorneys
01:26:57
probably lots of attorneys they're par legals you have your clients and 12 jurors who all they do is watch you like
01:27:03
a Hulk so the good attorneys are pretty emotionless when
01:27:08
they hear are almost near emotionalist when they hear bad information bad information being information that goes
01:27:15
against your case exactly a client says a witness says something that hurts their case and they just keep on writing
01:27:20
or they just kind of sit back and reading the really bad attorneys
01:27:26
go stop flopping exactly because all it is you're telling the jurors the jurors
01:27:31
go oh they said something that that hurts their case same thing with uh
01:27:36
objecting bad attorneys object a lot objection your honor that's that's
01:27:42
leading objection your honor that's already been ruled on uh you know there's there's all kinds of lots of
01:27:48
objections and the Rules of Evidence but if a juror says they watch and go oh they're hiding something from me they
01:27:54
don't want me to learn this information objection honor that's irrelevant objection honor that's here say oh there's something that's happened that
01:27:59
they don't want me to hear why would they do that unless it hurt Mya their case but the Good attorneys object maybe
01:28:07
one or two times and they do it in a way that encourages the discussion a little
01:28:14
bit more of almost explaining it uh so yeah it's you always have to watch your
01:28:19
body language and how something is affecting you or not like if you have a sometimes sometimes you'll see attorneys
01:28:24
go up to the bench and have a quiet little meeting with the judge and the one the attorney who looks defeated you
01:28:31
know because they feel like they lost all the jurist think is oh they must have not gotten what they wanted oh
01:28:36
something's wrong it gets it gets in their head same thing I mean jurors are I mean they're
01:28:41
just people but we have a six sense about us that we can sense things about
01:28:47
if someone is telling the truth or or not at the end of Trials most people don't know this we get to talk to the
01:28:53
jurors he had to ask them questions if they want but you can after the trial's done
01:28:59
I can go up if you were a juror I can go up and ask you how' you think of the trial what was your favorite piece of evidence what you know what really made
01:29:04
the decision for you and you're amazed at what you thought was a huge piece of evidence they didn't even care about it
01:29:10
was like this one little thing you're like you thought about that I had it once where uh the other attorney during
01:29:17
they call it Vader in west side of the world we call it a v in south I mean
01:29:24
you're asking questions of the jurors and one attorney it was just a really hot room but we learned that afterwards
01:29:32
she didn't really like that attorney at the end of the jury because while he was talking he was sweating a whole lot and
01:29:38
it made him look really nervous and so she didn't think that he was really believed in his case so you find like
01:29:44
these little bitty things you're like how does that happen but it's it's seriously that critical someone thinks
01:29:50
that a witness on the stand is not really being not really crying they're trying to put
01:29:56
on an act oh the jury will hang them the jury will just absolutely destroy their case if they
01:30:03
think somebody is putting on a show are there any moments from famous trials that you think about and use his
01:30:10
reference points for exceptional prosecution or exceptional defense um that we might know I was
01:30:17
recently watching the OJ case oh are you you know I it's funny because we all know of the OJ case but I've never
01:30:23
actually like watched the trials and all of those things because it was on Netflix and there were so many moments
01:30:29
in there where I was reflecting as you were speaking about like how the prosecution responded to evidence and
01:30:35
how they responded to the glove and all those things are there any moments from famous trials that you you think about
01:30:40
that are kind of supportive of your point or yeah I mean a lot of I wouldn't
01:30:46
even say famous ones because I don't even the famous ones to me aren't that
01:30:52
great it's just because of the high-profile of the clients involved that made it famous but I like you take
01:30:59
the Johnny Depp case most other attorneys will watch that and go that wasn't that great it was just juicy
01:31:05
because it was it was drama and some of the the the Witnesses were hilarious and
01:31:13
it was just kind of a funny but people got to see what real trial is is like but there's some things of like you know
01:31:19
an attorney objecting to hearsay to his own question like things that you go us attorneys go that what are you doing
01:31:27
so I wouldn't even say the famous trials but ones let's say that I think of all the time that I grew up um watching
01:31:37
is it here it was a case involving a um an
01:31:44
old janitor who had gotten in an accident and they were trying to prove
01:31:49
that he didn't remember the events and they were other side was trying to prove they
01:31:54
they were right they were trying to prove that the other guy was wrong and when the other attorney came up gave the
01:32:02
closing argument he did such a good job of getting ramping up the Dynamics of his
01:32:10
voice so you hear that a lot with like preachers and pastors sometimes they their Highs are really high and their
01:32:16
lows are really low and so he did this wonderful thing of the
01:32:23
way he would smile at the jury and almost show them that hey you can
01:32:28
believe them if You' like but I'm going to tell you the truth and he did this such a way that he
01:32:35
could convince someone the way he was talking that you go I just got to listen to this guy I want to hear all that he
01:32:41
had to say where he he would do it and he would make his words pause like and hang on every
01:32:47
single word I don't remember I don't I was a kid but the reason I share it is because it was so fundamental to me
01:32:54
at the time going wow okay this is how you tell a story this is how you
01:32:59
persuade because I'm getting to watch not just the attorney I'm getting to watch the jurors I'm getting to watch
01:33:05
how you know what they're appreciating and what matters to them that was really pivotal for me to see those kind of
01:33:13
Dynamics at play and is that like he's using inflections and pauses yes yes like Aunt exactly it's um it's the
01:33:21
ability to use your voice um and Vanessa and Vin do wonderful jobs at this how
01:33:28
how do you play the instrument of your voice what I encourage and what I like
01:33:33
to teach is how do you how do you persuade even with vulnerability so
01:33:38
let's say for example in this moment you're an attorney and I'm an attorney all right we're against each other we
01:33:44
each have a client and we're friends in real life but this is business and you
01:33:50
know I got to represent my client and here we go we we a juror in front of us
01:33:56
have a jury in front of us and let's say that I go up and I say ladies and
01:34:01
gentlemen let me tell you what you're going to find in this case is the other side is just totally wrong everything
01:34:08
that my clients's done has been 100% correct they followed the law they followed the rules they followed every
01:34:14
single policy and what they're demanding from us is just absolutely insane you're going to find at the end of this case
01:34:19
with all the evidence I ask you to find for my client all right that's what I just said now you go up there same jury
01:34:26
and you go ladies and gentlemen I'm going to tell you right now my clients could have done better they made a few
01:34:32
mistakes they're going to be things that you're going to see that they follow every rule the best that they can and people are people and why we're here is
01:34:40
because what they're asking of you is simply unreasonable and it's just not fair and we're only going to ask you to
01:34:46
find what's fair so at the end of this case we're going to ask that you find a favor of my clients now anybody who's
01:34:52
listening right now who do you think that they are naturally going to be more drawn towards the case for imperfection
01:34:59
vulnerability and fairness you got it they're going to hear me my case of 100%
01:35:04
perfectness and go that's not real that's not real we know that experience everybody has vulnerabilities everybody
01:35:10
could have done something better and so they're going to naturally gravitate and go you your case you're the truth
01:35:16
tellers and once you establish yourself as the truth teller in the conversation
01:35:21
it is a hard position to leave once you establish like especially with judges on
01:35:27
once a judge knows that you give him the case law even when it's against you he will believe you for the rest of all
01:35:34
time for all your cases because it they know that you you follow the you follow
01:35:39
the law you tell the truth so it's much easier when you think I was thinking about it in the context of selling to my
01:35:46
clients back in the day when I used to run a marketing business the thing that I found to be most effective was when I
01:35:52
told my clients the truth I.E I don't think so what would often happen is my clients would
01:35:59
develop a really good relationship with me so my client might be a CEO of a big billion dollar fashion company right and
01:36:04
so they would have a relationship with me the trust the bridge of trust would be with me my team would come in while I
01:36:10
was sat with the CEO of this big company and my team would pitch an idea to the
01:36:16
brand right if I if I sat there and criticized and pointed out the faults in
01:36:23
my team's pitch the deal was done how cool do that so so we would sit there in
01:36:29
his big glass office and I'd say I don't love idea 3 I don't think that's going to work even though and and then I'd say
01:36:36
idea one though I think that's the winner idea two is okay but it's not worth the effort idea 3 is certainly not going to work but idea one I think
01:36:42
that's the winner and because I was pointing out the flaws in what's my own company yes they trusted me for years
01:36:49
I'm telling you and I was being honest I was always being honest so if I thought it was a bad idea I'd say it was a bad idea and this is the long game yes which
01:36:56
is feels counterintuitive right yeah and that's a that's perfectly said and even
01:37:01
when let's say I was giving a closing argument and let's say I was defending a company and it was always better if I
01:37:08
said now I believe after hearing the evidence you should give their client
01:37:13
this I agree with that they deserve this but I can't but it shouldn't be this
01:37:19
number right you see how all of a sudden you're like oh okay well I can agree with that way different if I said they
01:37:24
don't deserve a penny like very very different now in everyday conversation it's that same way if I stand by I did
01:37:32
nothing wrong I I couldn't have said it any differently everything I said was perfect I'm right is the principle of it
01:37:39
whenever you always have there's no way I could have said that differently you were giving the same exact Vibes but if
01:37:46
I came to you and began that conversation with I could have said that better you know what happens the other
01:37:52
person goes I could have said that better it's really disarming and it's so better I could have done better like
01:37:58
that is a magic phrase I've seen so many relationships um get through Conflict by
01:38:04
using the phrase I could have done better by Leading with that right there ultimate vulnerability and the other
01:38:10
person goes I could have I could have done better too rarely do they say yeah you could have they don't they really
01:38:16
don't uh they they almost always take that down because it's much
01:38:21
more it it just it brings down their offensiveness what about when you're
01:38:27
dealing with someone that you don't like oh yeah well a lot of life is like that
01:38:32
right yeah the secret to dealing with someone you don't like you treat them like they do you treat them like
01:38:39
they do like you and that you do like them it's hard though isn't it because your body responds it is hard your body
01:38:46
starts to give it away exactly well you've done harder things in life you know yeah but it yeah your body does I
01:38:52
mean but there are some let's put some parameters around it one you want to limit that amount of contact if you're around them the whole day a whole lot
01:38:58
harder if you can be in front of them for 2 three minutes easy second of all is be mindful of who's around you
01:39:05
because people are watching and it's that uh I forget how the phrase goes but
01:39:11
if you argue with a fool onlookers don't know the difference yeah yeah it's like they don't who's so if you all of a
01:39:18
sudden act rude to someone and they deserved it because of what they did two weeks ago somebody in the room is
01:39:24
they're not going to blame the other person they're going to put it on you so don't give someone a reason to you know
01:39:31
affect your integrity so when you just act like they do treat them like they like you your life will go better
01:39:38
because it'll make you feel better one it'll make you feel like the better person two let's say that other person
01:39:44
is ambivalent on you if you show that you don't like them all you're doing is just confirming to them this person
01:39:51
hates me and you know what I don't like them either mhm it's just reinforcing that feeling now they're sure to not like you but when you don't give them an
01:39:58
enemy there's nothing they can do that's what happens in a lot of conversations arguments people are looking for an
01:40:04
enemy they're wanting someone to justify that behavior and when you don't give it
01:40:10
to them it's very frustrating I mean in trial litigation one of the most
01:40:15
effective things you can do is just kill someone with kindness when ever you're not ugly or rude you don't give them
01:40:22
somebody to be the villain because that's what they want that's how they want to justify their their bad behavior
01:40:28
of how they're treating you MH and when you just act like you do like them you limit the amount of time or you're very
01:40:34
objective and very neutral of like hey I'm I'm here to talk with you about this and then I'll be on my away like as long
01:40:40
as you can be very direct and you're not giv those snide comments if somebody asks what time it is and you go I mean you would know if you had a watch like
01:40:46
that's what you want to do and in just instead of giving them the time go about your day yeah don't don't give somebody
01:40:52
an excuse to lower your integrity what about um the subject of small talk which we all I mean I think most people hate
01:40:58
small talk I especially I don't like small talk but many people hate small talk is there is there a skill at all to
01:41:05
being a real master of small talk in your view one would be don't ask
01:41:10
questions that elicit a one-word response these are what they call closed ined questions you want these for
01:41:16
cross-examination because on cross-examination I just want yes or no questions did you go to the store yes no
01:41:23
I want you on open when I'm on direct examination I want to open you up to discussion I want you to talk more so
01:41:29
what you do is you take advantage of asking questions that open you up ask open-ended questions these are questions
01:41:35
that begin with how or what or when or where instead of uh like did you go to
01:41:41
the store the same effect would be did you have a good weekend I'm only limiting you to a yes or no you talk
01:41:48
about these conversational goals yeah having a conversational goal in your small talk you talk about on page I
01:41:53
think 40 45 and 46 of of this book yeah so as a conversational goal I'm a podcaster I know I'm meeting you today
01:42:00
so I walk in here with a goal in mind that when I start speaking to you I'm trying to get somewhere right is that is
01:42:07
that what you mean by conversational goal well there's two separate sides you want to have a conversational goal really for any conversation that you're
01:42:13
going to have now that's different if like you're in your hoodie and sweatpants with your friend watching a movie like you don't have to have a
01:42:18
conversational goal saying if you're on one-on-one with somebody at work it's not a bad idea if you go into their
01:42:23
office you have a goal for where is the conversation going to end because otherwise it spins anxiety in the other
01:42:30
person like if somebody text you and says we need to talk period you're like
01:42:35
I I automatically think it's the worst it's like oh something's terrible they we're we're uh we're breaking up
01:42:42
something's terrible something's on fire it's the worst because it's that anxiety that that trigger of the unknown so
01:42:49
instead you always want to have a conversational goal like the frame we talked about you're telling them how you want the conversation and same kind of
01:42:54
thing with small talk but when it's much easier when you set a goal that's very low like instead of saying I want them
01:43:01
to be so impressed with me they don't know what to do what's more impressive is when you're curious about the other person I want to make sure that I ask at
01:43:07
least three questions of this person and see what they have to say that's a great goal I want to make sure that my goal is
01:43:13
understanding where they're coming from just a little bit more so with small talk people love to tell them how they
01:43:19
got there people love to talk about themselves everybody knows that one question to ask is how they got to the
01:43:26
present moment for example how did you how did you learn that where did you come across this yeah how did you how
01:43:31
did you get in where you are today and people are like oh let me kind of talk about myself for a minute and people love it because they get to tell a
01:43:38
story very different if I said hey what'd you do this weekend all it was good we you know stay at home that's not
01:43:45
there's no story element to that there's nothing you can do with that but if you get them talk about a story of what led
01:43:51
them to their present moment much better another tip is you get to talk to them about things that are happening in the
01:43:57
future rather than looking at the past the past is really not that great for people because they feel like it's
01:44:03
boring they don't feel like the past of something is that remarkable but they typically find things that they will
01:44:11
look forward to in the conversation what are you looking forward to doing this weekend what are you excited about what's coming up for you they'll find
01:44:17
things that go kind of oh well I'm kind of excited about this fine Z but if you ask about what's happening in the past
01:44:23
they kind of have this like ah you know I just it's in the past I didn't really do anything what are the things that you
01:44:29
admire the most in some of the peers you have as a trial attorney is there a
01:44:34
particular trial attorney that you admire the most through history or through that you you've encountered and if so what is it about them that you
01:44:41
admire so much oh that's hard there's a lot I mean I mean it is very cliche but
01:44:47
I'm a huge Abraham Lincoln like nerd why uh because of the way he was able to get
01:44:55
people in his Circle in the most unaggressive unassuming way so he um
01:45:02
when he ran as a nominee for the Republican party convention he was a
01:45:08
no-name I mean he was I mean pretty much a noname he had run for Congress a few times but he was not the the clear
01:45:13
winner all the other people that were involved um were the the main Front Runners the main
01:45:21
Front Runners the people that were big out William Seward you had mlen you had Stanton all these guys that um deserve
01:45:28
the spot to be the Republican Party nominee for at that time and lo and
01:45:34
behold a lot of different reasons Lincoln won now what he did was as soon as he won nomination for president he
01:45:41
turned around and invited those men into his cabinet now that is like that would
01:45:47
be like President Trump turning around inviting everybody who ran against him who criticized him for the last election
01:45:54
cycle and saying be on my cabinet that that's like any president
01:45:59
saying oh all you opponents who said why I shouldn't be me and why I should lose
01:46:05
come be part of my my cabinet and it went from them hating him at the
01:46:11
beginning of saying he's so unqualified trying to hurt him hurt his reputation to like sobbing at his funeral like they
01:46:18
couldn't even imagine what the world was going to be like without him and he did
01:46:23
it so well in how he brought people in Doris I think it's K Goodwin has a
01:46:28
wonderful book called Team of Rivals I love it and it just goes into the all
01:46:33
all the details of each of these personalities and how you dealt with them how somebody even went out to the
01:46:39
newspaper and and was trying within his own cabinet trying to cause problems he didn't even address it with him instead
01:46:44
he brought him in even closer made him feel important give him more jobs like ways of just handling the Dynamics this
01:46:50
very emotional intelligence and so he was wonderful at telling stories I that was his main thing people just love to
01:46:56
listen to the guy and so I just I think that is such a beautiful portrayal of
01:47:04
how to handle life that some of your enemies all you need to do is just bring
01:47:09
them a little bit closer and understand them a little bit more you're going to find you have a much better life do you
01:47:15
think there's an element of like spirituality or religion that somewhat ties into this I was thinking of like
01:47:21
the Buddhist philosophies of and just various religious and spiritual philosophies of like forgiveness and um
01:47:28
taking the higher ground and right and I for an i makes the whole world blind I agree yeah I mean mine is be quick to
01:47:36
listen slow to speak same thing I mean if you look at the Bible book of James is full of these wonderful little
01:47:43
Proverbs about how it's the power of the tongue I mean it is to control who you
01:47:49
are it's you control the power of the tongue and so it is it's so fascinating
01:47:54
how what we say really is tied to just our entire Essence who comes into a room
01:48:01
I mean it's what you say is who you are like for the vast majority of your life
01:48:06
like what comes out of your mouth is controls what they think of you controls
01:48:11
your reputation controls where you're going to go I just it's simply what you say next I mean you can't you can't call
01:48:18
yourself a kind person if you don't use kind words I mean it's really what you say when go I don't really like that
01:48:24
person what you really mean is they say things that I don't like and so it's just the power of of
01:48:30
what we say that truly can change everything about your life it's a big
01:48:35
deal yeah it is it's a big calling it's a really big calling and I think that those who invest in their words invest
01:48:43
in using better words will have a better life they'll find that they'll have more peace they'll have more control they'll
01:48:49
have more confidence and it's not something they can buy on Amazon it's not a it's not something
01:48:55
that they can just get it is simply by what they choose to come out of their
01:49:00
mouth that can make the difference and what does that process that Journey look like because some people will think I've
01:49:06
listened to this podcast now and I've I've got the the tips the strategies I've got some of the the big picture ideas but you know I'll Implement that I
01:49:13
took notes etc etc but then next week their spouse rolls in yeah starts
01:49:19
shouting at them whatever colleague at work triggers them whatever and they just revert back and they go [ __ ] yeah
01:49:25
what is that I want to give people some sort of like framing on the journey to
01:49:31
be going from where you are now which might be quite ineffective and breaking all of the rules that we've talked about today to being a 10 out of 10 Master
01:49:38
Communicator what should one expect that journey to look like yeah so let's say for people who listen to this podcast
01:49:44
read my book would there are going to be themes that naturally come out to them that speak to them more than others or
01:49:51
versus another person so it's not like it's linear like all of a sudden you need to just you know do this one two
01:49:58
step uh and then you're and you're done there are going to be certain elements of our conversation that are going to appeal to somebody what they need to do
01:50:04
is grab onto that and study that and they're going to find ways to um focus
01:50:10
and get a discipline on that so let's just focus on one rule that they want to improve don't try improve your entire
01:50:17
everything just try and prove one thing so if you have a habit of let's say adding adverb to every sentence
01:50:24
essentially basically literally just so very and you have all this fluff in your
01:50:30
emails and you don't want to do that well you're going to catch yourself to do that use I have an AI where that's
01:50:36
what I do so somebody can put in a a sentence and say no remove all this stuff and so little bitty things like
01:50:43
that where they can train themselves to eliminate the fluff same thing with
01:50:48
maybe they find themselves over apologizing just focus on that and do one little better of time and I promise
01:50:54
you just even the next sentence that they choose will be better than what they could have put out this one change
01:51:00
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order with code Steven 40 the last section of rule number two
01:53:13
in your book is about boundaries yeah what do you mean by boundaries in
01:53:18
this context and and also could you explain to me this this image here did you know that image I'll put it on the
01:53:23
screen for anybody to see it yeah yeah yeah so this is all about how to say no
01:53:29
especially let's put it in a context of somebody invited you to uh anything let's say someone invited you to grab a
01:53:35
cup of coffee yeah all right let's put it in terms of that's what this this graph is so the graph says when you have
01:53:42
the chance to say no or yes to something and you decide not to say no instead you go oh maybe and then it just lives in
01:53:48
your head for the next you know week until they ask again you're like I just put it off but if you say no when you
01:53:55
need to say no then it doesn't live in your head rent free so let's let's put it in terms of let's say you and I uh
01:54:01
work at the same place yeah and I ask you for hey uh Stephen let's
01:54:08
go want go grab a a cup of coffee at this new place that I saw and you don't
01:54:13
you're like look you're thinking in your head you're like look Jefferson you're nice you know but you're not we're not
01:54:18
friend friends we're we're just work guys you know I like you at work but you're not that cool like that's I don't
01:54:23
want to go have coffee with you that's what you're thinking in your head and besides you're so busy you got too many things to do uh and you need to say
01:54:30
no and instead you go oh oh man um you know maybe maybe I it just depends I
01:54:36
I'll let you know like okay and then I'm waiting the whole day to hear from you and now in your head you're like how do
01:54:41
I tell them I don't want to do this how do I tell them and now you're just thinking about it and you're just wasting your emotional energy and just
01:54:48
instead of saying no when you needed to say no but what if I come up with excuse I say I I just checked I've got a
01:54:54
meeting Jefferson so I can't come for the coffee well if that's real but if it's not real yeah well that's a problem
01:54:59
why is it a problem well because one there's always a chance that they could find out two it's just not genuine it's not it's not sincere you you owe it to
01:55:05
yourself to to be a truth teller but we we don't want to offend somebody yeah
01:55:12
that's a people pleasing right yeah so like someone says to me hey Steve I know you're in Austin I me this actually
01:55:17
happens hey Steve I know you're in Austin um would be great to to get a coffee with you while you're in town
01:55:23
right um on Monday and I look at my calendar and I go I'm free on Monday but I just don't want to go yeah yeah so
01:55:29
what do I say to them I just go I listen I yeah exactly yeah yeah
01:55:35
yeah actually no no I don't yeah um no thanks pass hard pass so here's where
01:55:41
the mistake happens all right is when it's that feeling of I don't want to disappoint them I don't want them to not
01:55:47
like me that's what we want that's what really it is I don't want them to not like me I still want them to like me
01:55:53
the mistake happens when you go oh man that sounds so great and and wonderful I
01:55:58
love to but I can't I have a a full day of of
01:56:04
meetings um and that's that's all you leave it at right there okay problem
01:56:10
with that aside from it just being not true whatever the put it is hey man I
01:56:16
love to but all right the word but has a magic of erasing everything that
01:56:22
happened before if I like look I love you but and I have to say something else oh
01:56:29
I think it was great yeah I mean I think being on your podcast was was wonderful um but uh like it just takes away it
01:56:36
feels less than what you said so instead starting with the gra like we
01:56:41
want to start with the Gratitude oh thank you so much that sounds wonderful I can't that's what we wanted is like
01:56:47
that soft Landing uh reverse it start with the no then end uh with the
01:56:54
Gratitude so it would be if somebody said hey can you come to dinner whatever on I know you're in Austin I can't thank
01:57:02
you so much for inviting me I I I'd love to meet you or see you the the next time around and if you can add some kindness
01:57:09
I've heard that place is awesome hope it's a great time like uh same thing if if you need to tell me no to having
01:57:15
coffee I can't or I have bad news I can't let me know how it goes like I'm
01:57:21
sure it's going to be a great I've heard wonderful things about it let me know how it is like it's much easier if you tell them that you can't upfront have
01:57:29
you ever had somebody tell you no to an invitation and they're like in a in a text they're going oh my gosh thank you
01:57:36
so much I've been I've just been so busy and you know I've have to go feed my cat and it's just been so stressful lately
01:57:42
and I'm uh I might be able to go I'll let you know if I can and if anything changes I'll definitely let you know
01:57:48
like you're like if if you just if you don't want to go just tell me no yeah yeah it's that kind of feeling we don't
01:57:53
know the we don't have the words though this is the problem yeah I was reflecting over over um new years's I
01:58:00
was at a restaurant and I was reading this book about I think it was called the courage to be disliked and it was just developing my thinking on just
01:58:05
trying to be a bit more sort of radically can give more radical cander to situations and we were sat in this
01:58:11
like bar or whatever me and my friend and um the owner of the bar had come over and he's being really nice and he
01:58:17
likes the podcast and stuff and we're talking and I was trying to practice this art of just being being honest with
01:58:23
like in those sort of people pleasing moments and my friend says to him oh
01:58:29
we've got to um we've got something to get to blah blah and we hadn't got anywhere to go so I remember
01:58:34
interjecting and going we want to leave in 10 minutes so um if they can get here before then then I'll I'm more than
01:58:41
happy to like sign the books and stuff whatever they want me to do and it was so interesting how much better I felt about myself when I was just honest with
01:58:46
this guy yes like I was like no I don't have anywhere to be I just want to go exactly yeah but it's not it's not easy
01:58:52
on a day-to-day basis cuz even when I did land here in Austin there were people that text me saying of course here in Austin let's go for a coffee and
01:58:59
in reality here's what my brain is saying my brain is saying I need to spend time with my partner yes when I'm not recording this podcast I need to do
01:59:04
my bloody like my to-do list and my slack and my emails and then I need to go to the gym as well yeah so it's not
01:59:10
that I don't want to go for coffee with you it's that like I have other priorities that are impressing so how
01:59:15
would I communicate to them in that moment that they're just like not a high priority like it's not a high priority
01:59:21
for me to go for a coffee yeah so what you want to do is like we said instead of beginning with oh I love to that
01:59:27
sounds terrific you know uh but I've had you know I got so much to do and I can't
01:59:33
do this they're like H okay instead of that just flip it and say I can't make
01:59:38
it this go around thank you so much for inviting me I look forward to hopefully seeing you soon or the the next time or
01:59:46
you know if you can't go to wherever they're wanting to go I you can say got
01:59:52
bad news I'm not going to be able to make that happen thank you so much for thinking of me or I appreciate you
01:59:57
inviting me hope it's a wonderful time and you don't even need to give them a reason no reason no no no no that's where you make a mistake is when you
02:00:03
give them a reason you start to have to feel like you have to justify because you start you're very subjective we're
02:00:08
all subjective in our head of a that's not a good enough excuse I have to give something that is worthy enough of the
02:00:15
excuse that I'm not going to be able to make it and then that's where the anxiety kicks in and that's where we
02:00:20
just push it off what if the excuses real so I've been invited to this dinner in London I actually can't go but it's a
02:00:26
very someone that I care about a lot um I can't go because of my calendar and I haven't responded to the email yet yeah
02:00:32
um I think in part because I'm like trying to figure out how to let them even though you see how it's taking up your energy Tak up my [ __ ] energy yes
02:00:40
so I in that situation I should say I I was going to say terribly sorry yeah
02:00:47
no no no okay I can't make it on this occasion because I'm in
02:00:53
the Middle East um but thank you for the invitation yes and if this ever pops up
02:00:59
again please do let me know I'd love to come yeah because all of that is true yeah there it is I think that's perfect
02:01:05
there's nothing wrong with saying because I'm in the Middle East it's when it's when it's more like that bar scenario you don't have anywhere El to
02:01:11
go you saying it don't want to okay and don't say terribly sorry uhuh know yeah because there's nothing to apologize for
02:01:17
you haven't done anything wrong save your apologies for when you said something you should not have done you've made an actual mistake and I'm
02:01:24
not terribly [ __ ] sorry of course not I'm not terribly sorry not sorry at all you're very thankful you're very
02:01:29
thankful about it you know you're not sorry at all so instead of the so terribly sorry or unfortunately it's I
02:01:36
can't make it work you see how that's it's when I say I can't make it work I'm signaling to you that I have other
02:01:42
things going on and I cannot fit it in it's not that you're not a priority I just can't make it work and so anytime
02:01:49
you get that out front and then follow it with the Gratitude I appreciate you thank you so kind of you for thinking of
02:01:55
me and then add on a little bit like just a sprig of kindness I'm like it's I know it's going to be a wonderful time
02:02:03
perfect that's I mean that's that's all you need right there instead of going I need to respond to that email and then
02:02:08
you're like two weeks later you're like I got to respond to that email and you just get yourself worked up um it's so
02:02:14
ironic that I started this with an um while I was holding this particular image nice so what is this image I have
02:02:22
in my hand for people that can't see this conversation right now yeah so it it looks like it's verbal fillers so
02:02:29
verbal fillers one thing we've come to learn from doing this podcast is that when a guest on the show uses a lot of
02:02:34
verbal fillers people get irritated in the comment section it's so interesting but it's it's it's really taught me a
02:02:40
lot about how to speak better because if someone comes on the Diary of a CEO and the guest is constantly saying like like
02:02:46
um like like like like um like like it's like the top three comments I just did it then yeah it's the top three comments
02:02:53
on the on the video right should I be getting rid of these filler words they're like like I'm uh if I want to be
02:02:59
a more effective impactful Communicator because the great communicators that I see on stages and stuff they don't use
02:03:05
like um right if you're on a stage if you're given a presentation don't use them yeah that's that's a real easy rule
02:03:11
in casual conversation who cares it's the only makes thing that makes this different is because it gets posted and
02:03:17
people are going to pay attention to every single word that you say and they're going to want to put that up
02:03:23
everybody has some kind of verbal fillers if they don't they've been trained on it that's all that can almost
02:03:29
be guaranteed they've had some kind of media training if they don't use any verbal fillers because verbal fillers
02:03:35
are are very common but if you want to be an impactful speaker at a presentation you don't want to have the um the a the like um Okay add okay right
02:03:45
after the sentence like well I'll see different it's a habit for very new
02:03:50
attorneys to begin to ask a question of a witness and say okay right afterwards
02:03:56
they'll ask so do you see the red car just give an answer yes okay and they'll
02:04:01
write it and then they'll ask another question and but the record so everything's transcribed by a court reporter reporter has okay okay okay
02:04:09
throughout it and so what a lot of senior Partners will give the transcript to the junior partner say just review it
02:04:15
see how what your verbal fillers are and all of that stuff so it's a great way to train but yeah verbal fillers you don't
02:04:21
want to make make a habit of them they happen there's nothing wrong with saying like or saying um nothing on its face
02:04:27
wrong with it it just has a way of cluttering up your sentences if I was going to say yeah so
02:04:35
um so anyway I mean and you can totally tell me if I'm way off base here but like so essentially I was thinking and
02:04:41
it's it literally does not matter like you see how we kind of like dip in and out and just like get to the point you
02:04:46
don't want to do that on a when you need to be very effective in your communication what is the most important thing we should have talked about that
02:04:52
we haven't talked about as it relates to the work that you do the questions that people ask you and the value that you
02:04:58
have to give to my audience what's the most important thing what they say what people choose to say has a ripple
02:05:05
effect that will reach far more than they ever thought it possibly could
02:05:10
it'll affect people that they don't even know exist how they talk to people and what you say
02:05:16
today affects how people think of you it affects where you go in your career it
02:05:22
affects how your children will talk to their children it affects how other
02:05:28
people will talk to their kids and without you even knowing it another I mean example of that is the playground
02:05:34
like we talked about everybody has a memory of somebody's words it was probably very simple the most simple
02:05:41
words often are the most powerful the small ones they call EY glasses big huge
02:05:47
glasses and I remember being called four eyes I crushed I was crushed being called foure eyes if you call me that
02:05:53
today I'd be like so but at eight years old I I something oh I for something is
02:06:00
wrong with me remember that being something that was very important words will last for a very very long time and
02:06:08
the people that are in your life will say something to you and you will remember it forever people in high
02:06:15
school you think oh everybody forgets about high school no they don't you go to law school everybody forgets no they don't they remember exactly what you
02:06:22
said and who you were and even if it's the person across the register or the person taking your order at the cafe how
02:06:29
you talk to them affects how they talk to their loved ones when they go home if they you've made their day difficult
02:06:36
they're going to make sure that they reflect that in some sense or it's going to put them in a bad mood so what you
02:06:42
say truly has the power to change everything so it's the
02:06:48
question and challenge of what will you choose to say with yours Jefferson thank you you're a father
02:06:55
aren't you I am yeah you got two two children seven and five seven and five so how are you thinking about what you
02:07:02
say to them oh all the day I mean I
02:07:07
constantly you you want your kid to be the best of whatever you want to try and
02:07:12
raise a wonderful human so you're very conscious of what you say to them because they soak it all up I find that
02:07:20
the best thing that anybody body can do as a new parent is to be a a safe
02:07:26
space for their kids and communication one of the most terrifying thoughts anybody who's listening who is
02:07:32
a parent is that your kid is not going to come to you in their time of need so they're going to be in high school and
02:07:38
they're not going to come to you with the problems they're going to go run and tell somebody else they're going to go deal with it in other ways that are not
02:07:45
constructive because you have established a pattern of making them afraid to come to you
02:07:52
and putting them down in a sense that they are afraid to come to you uh with
02:07:57
their with their struggles you know arguments are a window into another person's struggle and kids are no
02:08:03
exception and the way to think about that is to say things like thank you for coming to me with
02:08:09
this I acknowledge you could have talked to someone else I'm glad you talked to me when you can show them that you're
02:08:16
inviting them into that conversation they're going to be more receptive to coming to you again I mean that's that's
02:08:23
the main takeaway is what you say to your kids they will repeat and how you
02:08:28
say it to their kids they're going to repeat like you you most likely you saw your parents argue a certain
02:08:35
way and then I saw my parents argue a certain way and that becomes our default of how we think other people should
02:08:40
argue have you ever been in those those relationships where somebody the other person wants you to fight with them yeah
02:08:47
oh gosh yeah and they're like I I don't feel like you care unless we're yelling I don't feel like you care unless it's
02:08:53
almost to this very toxic horrible level and only then do I feel like I want you to to argue with me I want to feel like
02:09:00
you're in it that's that's what they grew up with that's all they they know so to them that that is the default and
02:09:08
so it's the choice of how how do you want to show conflict to to the generations that that leave after you
02:09:14
what do you hope that people who read this book will walk away with it with in terms of value or a change perspective
02:09:21
I hope people will find that their words truly have power that it it's within
02:09:27
reach that they will no longer have this sense of hopelessness of I never know
02:09:33
what to say or I never feel like myself I always feel like I people please I always feel like I say less or I feel
02:09:40
less it's the sense of I can teach you how to argue less and talk more by
02:09:46
simply changing what you decide to say next and and I I believe that
02:09:53
uh all the world needs is one better conversation at a time I highly highly
02:09:59
recommend anybody who relates or resonates with the com conversation we've had today to go and get this book because there's very very few like it
02:10:05
that approach it from the perspective that you have of someone who conversat for a living in many respects and um
02:10:11
where there's so much relying on your ability to conversate effectively so I highly recommend everybody who goes gets
02:10:17
this book it has these wonderful illustrations in which are some of the graphs that I put on the screen today but it's an incredibly accessible book
02:10:23
it's not a book that you have to be a PhD level in some sort of scientific
02:10:29
degree to understand it's really really relatable it's written by someone who understands Their audience tremendously
02:10:35
well but also clearly someone who's made a ton of content but you you've 12 million followers online and understands
02:10:40
exactly how to relate to people so this is the book for everybody and if you've struggled with conversation if you feel disempowered because you don't have the
02:10:47
skill of the tongue like some people do if you feel like you're dealing with difficult people in your life and being manipulated or don't feel like you have
02:10:54
the the tools to get your point across and to talk more and argue less and I highly recommend you get this book and
02:11:01
I'll link it below for anybody that wants to check it out we have a closing tradition on this podcast where the last
02:11:06
guest leaves a question for the next not knowing who they're going to be leaving it for and the question that's been left
02:11:12
for you is if you could go back in time 20 years and get a message from yourself
02:11:18
today what would that message be
02:11:24
let's see 36 go back in time to I was
02:11:31
16 I would probably tell him you're
02:11:37
doing a good job just have a rule heart-to-heart
02:11:43
of you don't have to always just keep chasing for what's next just be real
02:11:48
happy in the present moment I think that started at an early age of
02:11:53
always wanting to like anything you want to you want to be the best you want to push yourself you want to do that and sometimes I as
02:12:02
being the oldest child and the old soul I I I don't think
02:12:07
I allowed myself to feel the freedom sometimes of childhood I just grew up really quickly took a lot of
02:12:13
Independence and responsibility on myself at a really early age I was 16 I was taking all of my kids all of my all
02:12:19
of my siblings yeah all of my siblings to to school and I was while I was going
02:12:25
I'm I'm going over spelling words with my my youngest brother and dropping him off at first grade so I and I loved it I
02:12:33
have wonderful parents I just wanted that responsibility and I think that flew into college of is not in enjoying
02:12:43
things and saying no to things that could have been really awesome experiences because I felt
02:12:49
like I I feel like I just needed to always be a
02:12:55
Straight Arrow have you learned from that
02:13:00
time have you changed in that regard a little bit I think I have
02:13:07
because I see it in my kids and my son's seven my daughter's five and I can
02:13:13
already tell my son is just like me and which is cool and scary
02:13:21
and so I try I find myself when I'm talking to him it's like I'm talking to
02:13:27
myself and there's a part of it that's very healing when I can tell him of look even
02:13:35
if you he he just did coach pitch I'm like hey look if you strike out I love you just the same you're good don't
02:13:41
worry about it like hey we'll keep practicing like just little bitty moments where I didn't allow for myself
02:13:48
I didn't I just kept pushing and push in and I don't think I ever stopped to to do that so seeing
02:13:57
that with my son is very healing in that way where I feel like I I kind I'm
02:14:03
talking to myself just as much as I'm talking to him Jefferson Fisher if I want to hear
02:14:08
more from you byy the book where else can I find you yeah so you can find me on social media Jefferson fer Instagram
02:14:15
Jefferson fisher.com book for the book yeah you can just search Jefferson Fisher on social media and I'll be
02:14:21
around thank you so much for doing what you do it's um it's an incredible gift to give people who feel like the lights
02:14:28
are off like they don't have as we said a second ago like the tools and the answers to be effective in their life and it's as we said it's such an unfair
02:14:36
competitive disadvantage in life to have all the skills all the talent all the potential but it to be trapped behind an
02:14:42
untrained tongue yeah or an untrained mind in the context of how we respond and taking a pause and just having some
02:14:48
of those really sort of foundational tools so thank you for doing what you do it's so it's no surprise to me that
02:14:53
you're so incredibly resonant In This Moment In Time where so so many of us um quite frankly especially younger
02:14:59
Generations just don't know how to communicate we don't know how to have a conversation how to resolve conflict because we're living behind screens now
02:15:06
right so much of our you know the muscle of communication and conversation has isn't being trained in
02:15:12
the same way so highly recommend as well if anyone's got any kids out there that are going off into the world and maybe
02:15:18
have been glued to Tik Tok for too long for them to listen to this conversation to buy the book um and to get further into your work Jefferson thank you thank
02:15:24
you very much it's been an honor the hardest conversations are
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often the ones we avoid but what if you had the right question to start them with every single guest on the DI Co has
02:15:36
left behind a question in this diary and it's a question designed to challenge to
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connect and to go deeper with the next guest and these are all the questions that I have here in my hand on one side
02:15:47
you've got the question that was asked the name of the person who wrote it and on the other side if you scan that you
02:15:54
can watch the person who came after who answered it 51 questions split across
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three different levels the warm-up level the openup level and the Deep level so you decide how deep the conversation
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goes and people play these conversation cards in boardrooms at work in bedrooms alone at night and on first dates and
02:16:13
everywhere in between I'll put a link to the conversation cards in the description below and you can get yours at the diary.com this has always blown
02:16:20
my my mind a little bit 53% of you that listen to the show regularly haven't yet subscribed to the show so could I ask
02:16:27
you for a favor if you like the show and you like what we do here and you want to support us the free simple way that you can do just that is by hitting the
02:16:33
Subscribe button and my commitment to you is if you do that then I'll do everything in my power me and my team to
02:16:38
make sure that this show is better for you every single week we'll listen to your feedback we'll find the guest that
02:16:43
you want me to speak to and we'll continue to do what we do thank you so much
02:16:49
[Music] oh [Music]
