You’ve Got A Lot to Lose! Client Appreciation and Acquisition With a Food Management Seminar!

Aside

You’ve Got A Lot to Lose! Client Appreciation and Acquisition With a Food Management Seminar!
By Bob Davies

Before speaking at this past TD Ameritrade conference I was visiting with Rob Forrester from Alliance Bernstein. I invited him to listen to my program on performance excellence. I also mentioned that I had just finished several years of research on a program that would teach advisors a food management system that they could use as a seminar for their clients and referrals.

Rob commented that he thought it was a great idea. Not only does the advisor coach the client on growing their money for retirement but now he or she would be coaching them to be healthy when they start to get their money back.

Talk about differentiating yourself from your competitor and adding extreme high value in your service to your client. I always coach advisors that they need to give more of themselves to their clients, that they are their clients “life coaches” and that not only means safeguarding their money, assets and lifestyle for retirement but also preserving their health.

I know you’ve had a conversation with your clients where you’ve asked what money meant to them and how much is enough. Have you also asked what life would be like if they were able to lose 50 pounds or more? I’ll bet this is not on your review checklist and it has never made your product grid.

Why is that? I’ll ask you to consider because you were never taught it. It was never emphasized at a broker dealer conference. You just never thought about this being a part of your role for full service, until now.

Let’s look at the big picture and then we’ll come back to your circumstances and center of influence.

Our nation is in the midst of a public health crisis so profound that is it undermining our well-being, our economic competitiveness and even our long-term national security.

More broadly, the costs of obesity and chronic disease have become a major drag on our economy. Escalating health care costs are the main driver of our spiraling national debt, and obesity-related illness makes up an increasingly large share of our massive health costs. The obesity crisis is therefore not just a health crisis, but a major contributor to our fiscal crisis.

Over two-thirds of Americans are overweight or obese. One-third of American children are overweight or obese. And among children under the age of six, nearly one in five is overweight or obese. Obese people are far more likely to develop chronic diseases like diabetes, hypertension, asthma, heart disease and cancer. In short, obesity is the most urgent public health problem in America today.

This could be the first generation of children in the United States that lives less then their parents. We spend 2.2 trillion dollars a year on health care, over five times more than the defense budget. We pay more per person in health care then any industrialized country in the world. Yet we’re sicker than ever. Every minute a person in the US is killed by heart disease.
The U.S. government has a part of the blame. Subsidies to farmers to produce piles of corn and soybeans turned into high fructose corn syrup, hydrogenated oils are major contributors to the sweet tasting foods that are being produced that sell but are not good for you.

U.S. farmers now produce 3,900 calories per U.S. citizen per day . That is twice what we need. Since humans have a built in weakness for fats and sugar we have gotten fatter every year. We subsidize the cheap calories of processed foods with our tax dollars. A profit driven food industry has exploded and nutritionally bankrupted our caloric supply.

There’s no money in healthy people. There’s no money in dead people. The money is in the people in the middle, people who are alive, sort of, but with one or more chronic conditions. One out of three people born today will develop the crippling condition of diabetes in their lifetime.

Millions of others are so stimulated by sugar, coffee and energy drinks that they mask their chronic fatigue. Could there be a solution to all of these problems? A solution so simple that it’s mind boggling that more of us haven’t heard about it nor are using it?

Turning the tide of this epidemic will require leadership, first and foremost. All sectors of society must be engaged and all must take responsibility – from individuals and families to communities, institutions and government.

So why is this your problem or concern? Bill Maher stated in his comedic routine, “Someone has to stand up and say that the answer is not another pill, the answer is spinach.”

This is an excellent opportunity for you to be the source of a solution that your clients would not have had access to otherwise. Their physicians don’t know about nutrition. Even dieticians are spewing out information that is outdated, inaccurate or just too confusing.

The organizations that are designed to help Americans get healthy have no incentive to create success. If they do that then they are out of business. They create a dependency, lose some weight, buy our food, attend our meetings, stay on our program or you’ll gain it all back and that’s just what happens.

You are non-partisan. You have no agenda other than to be of service to your clients and their referrals. You get by giving and I’m going to teach you how starting right now.

Why is it so difficult for people to lose weight and keep it off? The reasons have to do with our human genetic coding, the way genes are turned on and off, the triggering of hormones, and other factors that are outside the scope of this article. Instead of going in that direction I’m going to just right to the solution.

I’ll ask you to accept that there are physiological and biochemical events in each of us that make dieting very difficult to sustain.

Also there are psychological processes at work. First, it’s perceived as being too hard. People fear cravings, they fear being hungry, they don’t trust willpower, they’ve failed before.

What I’m about to share with you will take all of that away and make you look like a hero in front of your clients and their referrals.

Hold a seminar on “How to Eat!” This is not a diet, doesn’t require willpower, and doesn’t require exercise, no cravings, no hunger and best of all its easy.

The best approach would be for you to use this food plan for 90 days. Go 90 days abstinent from sugar and flour. That’s right. Here’s the plan. It’s simple. Its three weighed and measured meals a day, no flour, no sugar, no snacking in between. Period! Eat breakfast, four hours later eat lunch, five hours later eat dinner. Eat dinner only between 4:00 pm and 7:00 pm, not earlier and not later.

I will give you the food plan. There is more that I can show you in terms of actually delivering a power point presentation as a seminar but that can come later.

The first step is for you to get on the plan yourself for 90 days. I promise you that your clothes are going to hang on you and you will feel better then you have in years. You will have no problem sharing this with your clients and using it as a recruiting event based on the results you achieve. It just requires rigorous honesty on your part and a willingness to change.

The food plan: 3 weighed and measured meals, no flour or sugar.

Step one: Get a digital body weight scale. Get your baseline body weight. Do not weigh yourself again for another 30 days.

Step two: Get a digital food scale. Weigh and measure every meal.

This is it. Here’s what you’re going to find. Most likely you will discover that you are not eating enough at breakfast and lunch. That’s what I found. There is plenty of food here. The key has to do with the speed at which carbohydrates are metabolized into sugar. You are getting such a healthy amount of fiber in this meal plan, remember, it’s not a diet, and you are not going to be hungry. You are not going to have cravings. There is no need for willpower, it will be easy.

Because your body is getting the proper nutrition probably for the first time and due to the slow and steady of the release of glucose into your blood stream, insulin, which transports the glucose into your cells is working efficiently. When people don’t eat properly they flood their blood stream with fast glucose from processed foods and insulin levels rise taking the excess sugar directly into the fat cells for storage.

This will be easy for you. Go shopping. Be prepared. Cook your food in advance, put it into baggies and take all of the decisions about eating completely away. You now have boundaries. You know what time to eat, what foods to eat and when to stop.

You can’t trust your body sensations to tell you this because you are genetically coded to binge when food is available to protect yourself from the times when food is scarce. You have to have a program, a plan.

The key is to have reinforcement, support and accountability to stay on the plan. Show this plan to your doctor and I promise you it will be blessed. Something significant will happen to you in 90 days.

I have seen people with big numbers use this to lose hundreds of pounds and keep it off. Once you have experienced this for yourself you’ll be having your assistant call your clients with an “each one reach one” referral campaign. You’ll be so excited to share the new you with your clients and their friends. If they haven’t seen you in 90 days you will get more compliments then you can imagine.

If you are interested in being supported on this 90 day journey make contact with me and I’ll provide that support. Your life may depend on it.

One last note. I’m a skydiver. Everyone knows that I’ve dropped 50 pounds over the last several months since skydiving is so weight sensitive. The manager of the Perris Valley skydiving facility came out of the restaurant with a plate of sugar and flour and started to sit down next to me to eat but stopped himself and said, “I’m not going to eat this in front of you” and then walked away.

I kept thinking, he thinks that I’m starving. If he only knew how easy this has been.

Are you ready to live excellence and then teach your clients the same?

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

Bob Davies
High Performance Training, Inc.
20992 Ashley Lane
Lake Forest, Ca 92630
(photos follow)

The Common Denominator of Success plus the Science of Forming Habits

Aside

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

To highlight Albert Gray’s first point;

  1. Hard work is not the difference.

Gray also made this statement;

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

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

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

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

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

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

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

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

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

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

Again, Gray says;

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

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

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

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

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

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

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

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

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

You’ve Got to Have Your Why!

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

The 1.2% Factor and Life Coaching

Want to motivate yourself and others? Check this out!

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

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

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

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

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

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

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

Here is how you do it.

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

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

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

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

Freedom, Energy, Commitment and Optimistic Spirit

Think back to a time in your life when you gave everything you had to the accomplishing of a goal and felt absolutely exhausted and satisfied, even exhilarated. Think of the camaraderie between all on your team.

How far back did you have to go? I’ll bet that for a lot of people this brought them back to some type of athletic event as a participant. It did for me. I think back to my time as a football coach at Cal State Fullerton.

Our staff and team had several things in common. First, we faced adversity. It was us, the little guys from a small school versus the big guys from the big conferences with the big budges and facilities. It became anUSversus THEM scenario.

I can remember all of the hard work, time and effort that we all gave to our program. I can also remember the love and tight inclusive camaraderie between the players and staff. This is the result of an “all in” effort towards the accomplishment of a shared goal.

You just don’t find this in businesses today. Somehow people have become independent, out for themselves without regard for the total picture. Businesses have evolved to an environment where theUSversus THEM might be the employees versus management rather than the company versus the outside elements.

Whatever happened to maximum effort in a “whatever it takes” commitment? Whatever happened to an individual’s intense desire to grow, improve and learn? Benjamin Barber, an eminent sociologist, once said, “I don’t divide the world into the weak and the strong, or the successes and the failures…I divide the world into learners and nonlearners.”

What on earth would make someone lose their intense desire to compete, to grow, to have passion for their life? Everyone is born with an intense drive to learn and improve. Infants are examples of this. They are stretching their boundaries daily. They never decide that learning to walk and talk is just too hard and not worth the effort.

Babies don’t worry about making mistakes or humiliating themselves. They walk, they fall, they get up. They just keep on keeping on.

What could put an end to this exuberant passion for learning and improvement? It’s language. As soon as children become able to evaluate themselves and to express themselves with language then the decline begins. It’s the stories we tell ourselves that either creates or denies access to behavior.

I’m writing this on the 4th of July weekend. The 4th is an American celebration of freedom. This freedom we many times take for granted. The past few months have accentuated the difference between our democracy and every other form of governance.

Our police don’t shoot protesters. Our news reporters don’t disappear when they are critical of the current administration. Our elections, scandal free for the most part, reflect the true will of the people. In short, we are free.

Every person has the opportunity to create their own mindset, their own set of circumstances and then apply enough energy to turn their desires into reality. Our economy is not perfect and never will be. There have always been cycles of the ups and downs. However, in the end, the freedom to make choices in business, the freedom to reinvent, change direction, whatever it takes, has always gotten us through. Not only that, times like these have made our country stronger.

Einstein gave us the answer to our problems when he declared E equals MC squared. This means that if you put enough energy into the system then you will create mass or in this case business results.

Prior to Einstein Charles Darwin made a significant contribution when he said that nature selects those organisms that are able to adapt to changes in a way that favors survival.

What adaptations do you need to make? Do you need to learn and sell a new product? Do you need to develop relationships with other experts and serve each others clients? Do you need to upgrade your education, certifications and licensing? What adaptations to the changing marketplace do you need to make?

If you can work your way out of a problem then you don’t have a problem. You have the freedom to control your focus, your preparation and your effort. Or, you can give that freedom away to others and allow them to dictate your state of mind for you.

I hope you take the time in your celebration of the Fourth of July to remember that at your business, your home, at the ballot box, you are free to make choices. There are not many in the world who can say that!

W T F

A friend of mine knows that I am writing a new book on weight control. In fact, he is creating the cover. He sent me an article titled, “MSG, a Slow Poison” which is about MSG causing obesity and he wanted to know my opinion about the article.

 Here are some of the article highlights.

The food additive MSG (Mono-Sodium Glutamate) is a slow poison. MSG hides behind 25 or more names, such as Natural Flavoring.” MSG is even in your favorite coffee from Tim Horton’s and Starbucks coffee shops!

I wondered if there could be an actual chemical causing the massive obesity epidemic, and so did a friend of mine, John Erb. He was a research assistant at the University of Waterloo in Ontario, Canada, and spent years working for the government. He made an amazing discovery while going through scientific journals for a book he was writing called “The Slow Poisoning of America”.

In hundreds of studies around the world, scientists were creating obese mice and rats to use in diet or diabetes test studies. No strain of rat or mice is naturally obese, so scientists have to create them. They make these creatures morbidly obese by injecting them with MSG when they are first born.

The MSG triples the amount of insulin the pancreas creates, causing rats (and perhaps humans) to become obese. They even have a name for the fat rodents they create: “MSG-Treated Rats.”

When I heard this, I was shocked. I went into my kitchen and checked the cupboards and the refrigerator. MSG was in everything – the Campbell’s soups, the Hostess Doritos, the Lays flavored potato chips, Top Ramen, Betty Crocker Hamburger Helper, Heinz canned gravy, Swanson frozen prepared meals, and Kraft salad dressings, especially the “healthy low-fat” ones.

The items that didn’t have MSG marked on the product label had something called “Hydrolyzed Vegetable Protein,” which is just another name for Monosodium Glutamate.

It was shocking to see just how many of the foods we feed our children everyday are filled with this stuff. MSG is hidden under many different names in order to fool those who read the ingredient list, so that they don’t catch on. (Other names for MSG are “Accent, “Aginomoto,” “Natural Meat Tenderizer,” etc.)

But it didn’t stop there….however I will. The article continued to say that the food manufacturers are aware of the scientifically proven addictive properties of MSG and in fact that is one of the reasons that they use this ingredient, to get people addicted to their product.

This blog is not about the ill effects of MSG. This blog is about accountability. The information about MSG supports a person going victim and blaming food manufacturers for their obesity.

My response to my friend was the MSG is not the cause of obesity. YOU are! Obesity is a
behavioral issue. It’s about your habits, how much food you eat and whether you exercise or not.

I am not making a statement about MSG. My statement is about taking full responsibility
for the results in your life. You are the cause of all that you experience, not Mac Donalds or food manufacturers.

Now I’m not saying that this should be allowed to continue. Of course we need to have
protection for our food supply and to ensure compliance with healthy ingredients. However,

W T F

Yes, I said it. This doesn’t stand for Why the Face or Where’s the Food. It stands for
“What’s the Focus?”

If the focus is on blaming food manufacturers, or fast food chains, or the media then it’s not likely that you are going to take full responsibility for the results that you are creating in your health.

I’d recommend that you apply W T F to every aspect of your life. What is your focus in your business? Are you focusing on the economy, the scandals and frauds that are happening, the problems in Europe? Are you focusing on world events, interest rates, the real estate market, inflation, the job market, consumer buying or any other “indicators”?

The focus needs to be on the most productive “required daily activities” that you need to
be doing to give you the highest probability of predicted results, period.

When I asked the attendees from an elite level conference that I recently presented to, the International Forum, now Forum 400, what their biggest challenge was they said seeing enough people. That’s what they were focused on!

At the end of your day ask yourself the question, “what did I focus on for most of the day?” If the answer is your most productive actions then the results are a certainty.

Don’t get seduced into being a victim and get sidetracked in terms of what you are paying
attention to. Take full responsibility for the results in your life. Take full responsibility for what you pay attention to on a moment by moment basis. Your family and the families of your clients will thank you!

How to Make Disappointment Hurt Less.

How to Make Disappointment Hurt Less

Would it be of value to you to learn how to influence your perception in such a way that your many disappointments just aren’t as severe as they may possibly be? For most the answer is yes.

Noted biologist, Benjamin Lipton, states that “reality is in the mind of the observer”.  This means that you have the choice to decide what meaning you will give to everything that happens to you.

You can make up any “story” about what happens. Quantum theory supports this stating that reality exists only in states of potential outcomes, possibilities, and that it is up to you to select the outcome interpretation of your choice. Once that selection is made all other possibilities cease to exist.

Consider the following.

John has a successful retirement planning business. He has an in-house marketing department, a client services department, administrative staff, an in-house bookkeeper and a receptionist. John has five additional advisors working in his organization. They appreciate the fact that that their clients are the firms clients and they sign non-compete and non disclosure agreements.

Fast forward two years later. Two of the advisors leave the firm and take almost all of their clients with them. John is devastated and initiates a law suit.

John is more than devastated. He is mad! He has resentment and wants revenge! John is doing what I call “Double Duty”. Not only have the facts occurred, two advisors left the firm and breached their agreement by illegally taking clients and assets with them, and he is also upset about it.

John is suffering from the three R’s, Resentment, Resistance, Revenge. This will impact his health as his body sees this as real threat to his well being and creates the release of peptides and destructive hormones that take a heavy toll on his physiology. John needs to let go!

This doesn’t mean that he doesn’t continue to do what he needs to do for his lawsuit and for the possibility of communicating with his clients in the hopes of keeping them. What it means is that he doesn’t allow this to upset him at the same time.

Here is how you gain control of your physiology and your thoughts. The first step is to realize that whatever happens to you is neutral. It has no meaning. It is your internal dialogue, your own thinking,  that gives meaning to everything that happens to you.

You can assign any type of meaning to anything that happens to you. What are some possible interpretations that John can have related to his advisors leaving? Try these positive meanings:

  1. This is a lesson to me about developing a relationship with my advisors and with the clients that may have prevented this from happening in the first place.
  2. These clients were never loyal to the firm and although I’m sorry to see them leave I realize that life will be easier without them. Plus they were never a source of referrals anyway.
  3. This will be the motivation that I need to replace these assets and further grow my business.

Here are some negative interpretations:

  1. How dare these advisors leave me and steal my clients. They will pay for this.
  2. I’ll call every client and tell them that this was an illegal action and that they are the firms clients and insist that they stay.
  3. This is terrible horrible and awful and I’m calling my broker dealer.

All of these are possible realities waiting for you to make a selection. Which set of meanings best serves you?

Here is a model for you to use for future disappointments. Visualize three circles. Circle one, something happens.

This is neutral. There is no meaning in whatever happens.

You are stuck in traffic-it doesn’t mean anything until you say so.

Someone lies to you-it doesn’t mean anything until you say so.

Someone doesn’t do what they said they would do- it doesn’t mean anything until you say so.

A large case you are working on gets stopped because one of the clients’ other advisors doesn’t understand how you are using a large premium financed insurance policy inside of an off shore super freeze trust to protect an estate from tax liability- it doesn’t mean anything until you say so.

You have a teacher conference for your son or daughter in school and the teacher is rude- it doesn’t mean anything until you say so.

You travel cross country for a company conference that gets cancelled while you are in the air due to a bad weather forecast- it doesn’t mean anything until you say so.

The list can go on and on. Circle one is just the facts. Something happened. Circle two is where you make up a story where you give meaning to the facts. Circle three is where you live your life as if your meaning was true. If this leads to the three R’s, the I say change your story.

You live in a world where multiple realities exist so it is up to you to take responsibility for the story you make up about what the facts mean. The facts are that two advisors leave your company and take their clients with them. That’s it. It is not terrible, horrible and awful. It just is.

The fact is that you are in traffic. Period! You are going to be late for an appointment, you hate wasting time, this is terrible is all a conversation that you are making up that does nothing for you but make you upset.

Here is a tough love core principle: “I am the source of all that I experience-versus going victim and blaming others.”

You are the only one who can make you upset. Again, I’ll emphasize that this doesn’t mean that you don’t take the appropriate actions, but what it does mean is that you don’t do double duty. Not only does the fact occur but you are also upset about it. Change your story. Find to benefit or positive out of everything that happens to you. There are two structures in the limbic area of the brain called the septum and the amygdale. When the electrical activity is in the amygdale you have a shut down of the receptor sites for endorphins and dopamine, the feel good chemicals that the brain naturally releases.

When the electrical activity is in the amygdale you are upset and are not able to be your best. However, you can shift which area of your brain is being stimulated simply by shifting your thoughts. This is much more than wishful thinking or unrealistically positive thinking. This is based on physiology. You owe it to yourself and to your clients to be the best that you can be. You are a protector of lifestyles and dreams. It is your responsibility to be at your best. Protect your thinking and select powerful interpretations. It’s your choice.

So You Intend to Change-Instincts Trump Intentions

Imagine this as the lead story of a national magazine, Instinct Trumps Intentions. As I go throughout the country speaking on performance excellence I continue to observe thousands of people who intend to lose weight, make more money, improve relationships, start a new hobby, learn something new, volunteer for a charitable cause, yet they continue to do nothing. Why is that?

This seems like a simple question yet it has multiple answers. Science would argue that the cause of procrastination and avoidance lies in cortical limbic loops. The outer cortex of the brain, the executive thinking part of the brain generates the intention. It then sends action potentials through thousands of neural networks as it searches for the activities necessary to achieve the desired results. Next it conducts an instant search for any links to pain of those activities by sending an avalanche of neuronal excitation to the limbic area of the brain, the amygdale, (fear and arousal) and on to the hippocampus for memory retrieval. 

The result is unavoidable and predictable. For every action that you need to take there will be a link to a previous or anticipated experience of discomfort. Your brain then magnifies this to become a catastrophic threat to your very survival so you are left with only one move, avoid. 

Psychology now steps to the forefront and you justify your avoidance with rationalization and you never know that you are doing so. This is the instinct that is present in all of life called the “survival mechanism”.

Your instincts just didn’t show up today. They are the result of millions of years of genetic selection for those traits that give you a competitive advantage and increase your chances of achieving your purpose for living-to pass on your genes. 

I call this evolutionary debris. At one point in time every instinct that you have gave you this competitive advantage. Throughout evolution you are a part of gene selection. It is natural for you to view the world through the lens of negativity, fear, doubt, distrust and blame. It favors survival to see the danger in a circumstance and avoid it long before you are conscious of doing so. 

This is a currently hotly debated topic in the scientific field. I’m referring to free will versus determinism. In other words, who controls the choices you make. Do you think you do?

Numerous studies display precognition. Scientists armed with a functional MRI device can see in real time how your brain is firing. Long before you are conscious of making the choice to press button B on a computer your motor cortex has already fired. Your choices are subconscious processes based on genetic coding and previous neural networks of memories of past experiences. 

This process is what enables survival. A caveman looks up and sees a lion. Long before he is conscious of the danger he has initiated his fight or flight response. He is fifty yards away in a full sprint before he becomes conscious that his life is in danger. These subconscious networks, cortical limbic loops of emotional memories are one hundred times faster than any conscious processing.

The reason for this is because the cave man who couldn’t generate this preconscious response and stood there wondering what the lion had in mind never lived to pass on their slow moving network.

What does all of this mean to you? It means that your work is cut out for you if you want to create new habits and enjoy new results. All of your genetic wiring is geared to safety and to staying the same. The word that describes this is homeostasis. Homeo is Latin for same and stasis means state. Our evolution has us stay the same. Keep the same body temperature and initiate a microscopic assault on any foreign tissue that enters the body.

This is good. If you inhale the Ebola virus you will certainly be thankful that your body immediately begins a release of antibodies into your lungs. You don’t have to participate in this non conscious process. You don’t need to understand it or believe in it. It is an instinct. 

Suppose you need a kidney transplant or you will die. That’s a foreign tissue. Will your body realize that an exception needs to be made? The answer is no. Your instinct will trump your intention. You intend to live and your instinct sees the foreign tissue as a threat to be attacked to save your life. 

Can you have a kidney transplant and still survive? Yes, but not without an intervention. The intervention are drugs that suppress the immune system. If you are ever in a situation where instinct is in conflict with intention then instinct will always win unless there is an intervention. 

For example, intend to run up a flight of stairs as fast as you can without breathing heavy and increasing your heart rate. Can’t be done. 

Imagine I have an air puff gun and I puff a blast of air into your eye. You will instinctively blink. Now let’s do this again. I tell you what I’m going to do and I ask you to give me your word that you will not blink. Here we go. What happens? Instinct trumps intentions, you blink.

 So you intend to create an alliance with an estate planning attorney, an accountant, a realtor, a lender and a property and casualty specialists. Your intentions are to send some introductory emails, set up some lunch appointments, select your team and then develop a seminar marketing plan for the rest of the year that you will each market to your own data base.

 You have your assistant go through your book and identify all of your clients other advisors on record. You call them first. The first call you find that you can’t get past the receptionist. The second call you get through but the attorney doesn’t care that you share the same client and is too busy to spend time with you. The call after that the accountant says you’re the fifth advisor to call him and he’s not interested. You get a series of no’s ranging from rude to apathy. 

Now your brain has had a steady firing in the area called the anterior cingulate. This is the area that gets fired on when you are in real physical pain. Rejection is viewed by your brain no differently then physical pain. Rejection is physical pain.

You intend to continue to make contacts to make this happen. You love the idea of servicing each others clients and referrals as the category expert. Your instinct however is to avoid pain. So you get very busy with other priorities and just don’t have the time to pursue this but you will get to it later. 

Sound familiar? 

Try this. Use a behavioral contract. Allow your instincts to continue to rule your behavior. The most powerful instinct that you have is the avoidance of pain and the seeking of comfort.

 Make a specific commitment to a small part of that intention. Commit to making 30 minutes of calls in this area on Monday and add a penalty of $100 if you don’t. Now look at what you just mobilized. Your brain will now make an instant pain comparison. Visualize the scales of justice. There is the pain of the activity versus the pain of the penalty for non performance $100. Your compelling human instinct is to avoid the highest level of perceived pain. If the highest level of pain is the $100 fine then you will be compelled to avoid it. You avoid this high level of pain by doing what you said you would do and making the calls.

Now you have aligned instincts with intentions. Until you do this you will be like a dog. Do dogs love bones? No, they love meat but they settle for bones. Don’t settle. Use behavioral contracting.

What Motivates You? What Are You Committed To?

What Motivates You? What are You Committed to?

 When I ask that question I get a variety of replies such as, my family, doing the right thing and world peace. For the commitment part I hear answers such as prosperity, health, to give to others, gratitude.

This may be the illusion that people are operating under but let me restate that it is an illusion, a lie. If you want to know what someone is committed to all you have to do is look at what they have.

If a person is miserable then they are committed to misery. If a person is in a struggling relationship then they are committed to being in a struggling relationship.

If a person lives in clutter and chaos then that’s what they are committed to. All the rest is a lie!

I’m having this conversation with you without judgment. This is not good or bad, it just is. It’s all about genetic coding and pattern recognition. We are genetically coded to recognize what can hurt us and to avoid. We are coded to save time in our response by recognizing patterns and responding well before we are conscious of the threat.

Our five plus million year’s evolution has us coded for survival, not prosperity. Any trait that favors survival, thus the passing of our genes is copied and passed on.

Consider these numbers. It has been estimated that we have 100 billion brain cells, each capable of tens of thousands of interactions with other neurons. We are bombarded with 100 billion bits of information per second. Of this we pay attention to only 2000 bits of which seven can make it into our short term memory and we can take action on only one input at a time.

Humans have a very limited perceptual capacity. We can see only certain wavelengths of light whereas other species can see frequencies that are beyond our abilities. Same with sound, hearing and all of our senses. Since we have such a limited capacity evolution has taken our small bandwidth of perceptual ability and dedicated it to seeing danger. We are predisposed to be negative and see what can hurt us, not opportunities.

I can put what motivates all of us into one phrase;

All human performance is the avoidance of pain or the seeking of comfort.

This is what dictates what makes it into our bandwidth of awareness. We are coded to see danger. Our brain is designed to recognize the highest level of perceived pain and then compel us to avoid.

So what does this mean to you on a daily basis?

It means that you will have a difficult time having your actions match your intentions. I’ll assume that you have a business plan for next year. You have your goals, objectives, and activities that you need to accomplish to reach those goals.

Now you plan for the next seven days. Before you can take an action your brain searches like a computer for any link of those actions to pain. When you find the link to pain, and you will, your brain compels you to avoid and then you justify the avoidance with rationalization and you never know that you are doing this. You think that the truth is you were just too busy!

Do dogs love bones?

No, they love MEAT but they settle for bones. We are all avoidance machines. We avoid making prospecting calls, calling on potential high net worth house holds, developing strategic alliances with attorneys and other financial experts all in the name of being too busy.

The reality is that we are settling for mediocrity because of human nature’s limitations. Make not mistake about it, we are all driven to avoid pain and seek comfort.

You can not fight this human genetic coding. All you can do is surrender to it and use it to your advantage. Here’s how.

Identify one activity that you give your word that you will do by the end of the week. This should be an activity that you are capable of doing. It must be realistic. It should also be an activity that you most likely would resist tacking action on and would not do without some special treatment.

Now let’s leverage human nature. Since we know that our genetic coding is to recognize the highest level of perceived pain and avoid it, let’s leverage this by placing a higher pain on the activity.

For example, imagine that your commitment is to call a wealthy individual who is on the board of the city hospital foundation along with you. This person knows who you are, what you do yet is not a client.

Your brain searches this activity and links it to being very dangerous. That’s right; being rejected or embarrassed is viewed as dangerous. You are therefore compelled to avoid this dangerous activity and then you justify with rationalization.

This is the way that it should be unless there is an intervention.

Let’s change your approach. Send someone an email that you will call this person by the end of the week and if you don’t you will pay them $100. Send it to me; I’ll hold you accountable for $100! (info@www.bobdavies.com)

Now your brain acts in this manner. The outer cortex is the executive thinking area and it contemplates making the call to this person. Immediately there is a connection to the hypothalamus (memory of past experiences) where you search for any past experiences of prospecting and danger. You find an example of great rejection and there is a shot of excitement in the limbic area of the brain referred to as the limbic system or more specifically a structure called the amygdale. This is the emotional area of the brain and it creates this tremendous non-conscious command to avoid. This is called a cortical limbic loop.

After you place a $100 consequence on this action, you will have a different cortical limbic loop. You will still be avoiding the highest level of perceived pain but this time the avoidance will be the avoidance of the fine by taking the action and you make the call.

Guess what, it was easy. The prospect tells you he is glad that you called.

Try this. It is called Behavioral Contracting. It works almost 100% of the time. Avoid your way to the top. Remember, I’m only an email away.

How to Avoid Overeating at Thanksgiving-Left brain thoughts won’t work!

The average Thanksgiving meal equals 3,000 grams of fat and the average person takes in a daily total caloric intake of 4,500 calories.

You can search anything on the internet these days so I Googled “How to Avoid Overeating on Thanksgiving”. There were lots of articles, comments, stories and tips including the following;

1. Eat throughout the day prior to the main meal.
2. Exercise before the main meal.
3. Drink two or three glasses of water before the main meal.
4. Stick to single portions and leave food on your plate.
5. Don’t have seconds.

All of these suggestions seemed very reasonable. Except for one thing. They won’t work! Being reasonable is the lowest level of human consciousness!

The above 5 suggestions are not likely to have an impact on your emotional mind. I like to emphasize three areas of the brain. Here is an analogy.

Make a fist with both hands and put your knuckles together so the heels of your hands are touching. Roll your hands so you are looking at the top of your knuckles. This represents the outer cortex of the brain. This is the area that is responsible for rational thought, executive decision making and analytical thinking.

Open your hands and the fingers represent the deep area of the brain called the limbic system. This is the oldest area of the brain that is often referred to as the reptilian brain. It is the brain of our ancestors. This is the part of the brain that is responsible for emotional responses, fear, avoidance, disgust and arousal.

The wrists represent the brain stem, the autonomic nervous system, breathing and heart rate.

The above suggestions about overeating only appeal to the outer cortex, the thinking area of the brain. This also refers to the left brain, or the conscious analytical mind. The conscious brain agrees that it is a good idea to limit caloric intake.

Remember the fingers in the brain analogy, the limbic system? The limbic system is genetically coded for feast or famine. The limbic system begins a hormonal cascade that signals the area of the brain called the appestat to delay its signals to the fat cells to release the hormone leptin. When leptin is in the blood stream you feel satisfied and stop eating. However, this primitive food scarcity mechanism of delay enables you to binge so you can survive the famine and it still operates as if your life was in danger. You can not be logical or reasonable around your eating at Thanksgiving. You have to do battle on the appropriate battle ground. You’ve got to address the emotional limbic area of the brain.

Here is how you can win this game called overeating at Thanksgiving.

1. Get MAD!
2. Declare the commitment. (Cortex)
3. Add accountability through the use of a behavioral contract. (Cortical limbic loop)

Let’s take these one at a time. First, get MAD. Make A Decision! You’ve got to understand your “why”. Why bother eating sensibly at one of maybe two times a year where you can allow yourself to overeat.

You might decide that you can overeat on Thanksgiving and Christmas and then leave it at that. This would be a fine decision. Have as much as you want. You can get back on track next week. If this is your approach then you do not need to read this article. You are fine, no judgment, enjoy.

However, you might also think that Thanksgiving is not an excuse to get off of your plan and disrupt your healthy eating habits. If your decision is to stay within your plan then read on.

By the way, I congratulate you for either decision. It is a very weak position to be indecisive.

Step one: Make a decision.
Step two: Declare the commitment.

Specifically declare what you are committed to. Are you only going to have one plate, no seconds, whatever your decision is declare it specifically. Someone else needs to know exactly what you are committing to.

Next you will need to appeal to the emotional part of the brain, the limbic system. The limbic system is like a radar sensing environment. It is constantly monitoring the inputs coming in from the outer cortex and all of the senses for any threats to survival.

You have a lifetime of what are called cortical limbic loops where just the thinking of taking an action is linked by the hypothalamus to previous threatening and dangerous experiences of pain. This constant dance occurs on a subconscious level and is constantly showing up in your life as avoidance. Unfortunately there is also another step of rationalization where you justify the avoidance and never realize that you are doing so.

The brain is genetically coded to find and respond to the highest level of perceived pain, always, just like your life depended on it. That is because at one time during human evolution the ability to recognize pain and avoid it was necessary for survival.

After you have declared your commitment now you must engage the limbic system to compel you to abide by your commitment. The commitment is in the cortex now you must engage fear to drive you to avoid, but to avoid over eating. You do this in step three.

1. Get MAD!
2. Declare the commitment.
3. Add accountability through the use of a behavioral contract.

You must engage the avoidance power of the brain by having a high pain as a consequence for non performance. There must be a penalty if you don’t do what you said you would do. This penalty must be perceived as a higher pain than the pain of not allowing yourself to overeat. Your brain is designed to compel you to avoid the highest level of perceived pain. If you told another person that if you had seconds on Thanksgiving then you would pay them $100 I’ll bet that you would have only one serving on Thanksgiving!

This is a behavioral contract. Here are the dynamics;

Specific Declaration + Accountability = Elite Performance

Accountability has two parts. The first part is the check in. Someone outside of yourself checks in with you. Did you do what you said you would do?

The second part is the big one. There must be an enforceable consequence for non performance. This consequence must be the highest level of perceived pain. If it is then human nature will compel you to avoid overeating. It really is that simple.

Try it out and see what happens. Can’t find someone to hold you accountable? Use me. I’m only an email away, and $100 if you don’t do what you say you will do. (info@www.bobdavies.com) I’ll bet you won’t find this recommendation anywhere else on the internet!

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