Dan Martell - May 04, 2015


How To Use Role-Playing In Business


Episode Stats

Length

5 minutes

Words per Minute

183.30191

Word Count

1,037

Sentence Count

54

Hate Speech Sentences

3


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

Transcript

Transcript generated with Whisper (turbo).
Hate speech classifications generated with facebook/roberta-hate-speech-dynabench-r4-target .
00:00:00.120 Ladies and gentlemen, Mr. Entertainment, Tony Clifton!
00:00:08.960 Cool, today I'm...
00:00:12.000 The wings are my dog. I got the wings.
00:00:17.520 I got the chicken wings from Kentucky Fried.
00:00:21.360 Role playing. It's such a funny thing when you think of the context of business.
00:00:25.780 You know, I was driving into work today, talking to a friend about an important meeting he has,
00:00:29.560 and I just kind of threw it out there.
00:00:31.220 I said, hey, why don't you role play
00:00:33.000 kind of with a coworker
00:00:34.220 what kind of things you're gonna say
00:00:36.160 and what you hope the outcomes are
00:00:37.420 and kind of the path of the conversation
00:00:39.440 and he thought it was a very interesting
00:00:41.840 and powerful idea but also different
00:00:44.260 because he never had anybody
00:00:45.640 in the context of business suggest that to him
00:00:48.340 and you know, I gave him some tips
00:00:50.160 and I wanna share those with you today
00:00:51.420 because you know, for as long as I can remember,
00:00:54.360 role playing played a big part
00:00:56.380 of how I've approached meetings
00:00:58.600 or important sequences in my business
00:01:01.100 or conversations that really, really mattered
00:01:03.540 because I just thought, why would I ever go into
00:01:06.200 a conversation that's super important
00:01:08.040 and have that be the first time that I discuss
00:01:10.880 or really understand the different aspects
00:01:13.380 of that conversation.
00:01:14.520 So step one I'm gonna suggest to you guys
00:01:16.020 is write it down.
00:01:17.480 I can't tell you how important it is
00:01:19.260 to think through all the things that you wanna say, right?
00:01:22.460 Then all the things you think they're gonna say.
00:01:24.500 Hey, hey, careful, man.
00:01:26.360 There's a beverage here, huh?
00:01:28.600 Start talking and talk fast, you lousy bum.
00:01:31.980 We've been frantically trying to reach you, dude.
00:01:33.760 Where is my goddamn money, you bum?
00:01:37.820 Well, we...
00:01:39.380 I don't...
00:01:40.760 They did not receive the money, you nitwit!
00:01:42.960 If you're working on fundraising, a key hire of an employee, a major partnership,
00:01:48.220 sketch out the kind of conversation flow, the questions you want to ask,
00:01:51.640 and the answers that you might respond if they go down a certain path in that conversation.
00:01:57.040 Writing it down is important.
00:01:59.040 Second is role play.
00:02:01.000 Do it live with somebody.
00:02:02.660 If you don't have somebody in your office,
00:02:04.260 you work from home,
00:02:05.080 or you just don't have any other coworkers
00:02:06.380 that you feel comfortable doing this with,
00:02:08.460 get on Skype.
00:02:09.520 Find somebody on Facebook.
00:02:10.940 Just start up that video chat and just say,
00:02:12.680 hey, you know, I've got this really important meeting.
00:02:14.520 I would love for you to kind of just talk me through
00:02:16.640 and listen to me so I can even hear it out loud.
00:02:19.400 I can't tell you like how important it is
00:02:21.580 to hear yourself say the words.
00:02:24.240 Think about it for your business.
00:02:25.620 How impactful would it be
00:02:27.080 if before you went into these important meetings
00:02:29.760 that you had a chance to hear yourself say it out loud.
00:02:33.640 You talking to me?
00:02:37.160 You talking to me?
00:02:41.220 You talking to me?
00:02:42.980 If you're gonna go ask for a raise
00:02:45.000 if you work at a company
00:02:46.060 or you're trying to go into the bank
00:02:48.280 to negotiate better interest on your loans,
00:02:50.820 what about just saying it out loud
00:02:52.840 and the power of kind of going through the motions
00:02:55.800 to be able to ensure that it really lands
00:02:58.180 when you have that conversation in person.
00:03:00.120 So in-person, real-time role-playing is critical
00:03:03.940 and you can do it over Skype or some other video chat,
00:03:06.940 but I'm gonna suggest that as the second thing.
00:03:08.980 The third is to focus on the outcome.
00:03:12.040 You don't understand.
00:03:14.640 I could've had class.
00:03:16.540 I could've been a contender.
00:03:18.300 I could've been somebody.
00:03:20.360 Instead of a bum, which is what I am.
00:03:23.280 Let's face it.
00:03:24.320 No matter what conversation, what negotiation,
00:03:27.760 what kind of outcome you're looking for,
00:03:30.240 you want to define that up front.
00:03:32.260 Before you go into the meeting,
00:03:33.980 decide what would make this win-win,
00:03:36.060 what would make this amazing.
00:03:37.980 Write it down, be specific.
00:03:40.600 If it's a financial number, if it's an action or an outcome,
00:03:44.160 if it's certain next steps that you wanna see
00:03:46.380 come out of that, write it down.
00:03:47.940 Because not only does it help you focus and visualize
00:03:51.120 on the purpose of the meeting,
00:03:53.220 but it also allows you to guide the conversation to that.
00:03:57.480 I remember one time I was talking with a friend
00:03:59.660 and he essentially called a potential partner
00:04:02.720 and right off the bat the partner said,
00:04:04.540 hey man, I love what you guys are doing,
00:04:05.900 I wanna do this.
00:04:07.560 And he talked himself, he saw it happening
00:04:10.560 but he couldn't kind of stop himself in the conversation
00:04:12.560 where throughout the next 30 minutes,
00:04:14.500 even though at the beginning of the conversation
00:04:15.860 it was essentially, I like you guys, I wanna do this,
00:04:18.900 he kept talking and talking and talking
00:04:21.360 and by the end, there was just something that he said
00:04:23.640 that the other person didn't like,
00:04:25.140 and the emails went silent, and there was no response,
00:04:27.640 and he essentially talked himself out of a deal.
00:04:31.200 And your name is your wanting,
00:04:33.180 and you can't play in the man's game,
00:04:35.060 you can't close them,
00:04:37.100 then go home and tell your wife your troubles.
00:04:41.000 Because only one thing counts in this life.
00:04:43.940 Get them to sign on the line which is dotted.
00:04:47.300 Trust me, if you get a yes at the beginning,
00:04:50.400 move to the outcome, what's the next steps,
00:04:52.500 and hang up the phone, get back to your day.
00:04:55.300 Be grateful that you got a few minutes back
00:04:57.300 because the meeting was short,
00:04:58.580 and that is how you role play in your business.
00:05:01.620 It's a critical skill, and I think that one
00:05:03.920 that a lot of the great leaders do
00:05:05.940 that nobody really talks about,
00:05:07.080 and I wanna share with you guys those three areas
00:05:10.120 that I think will really move your role playing skills
00:05:12.680 and allow you to have those amazing conversations
00:05:15.860 with partners, close financial deals,
00:05:18.000 or hire key people to grow your business.
00:05:20.680 You know, I want to challenge you guys
00:05:22.320 to live a bigger life and business,
00:05:24.920 and I will see you guys next Monday.
00:05:29.180 A, B, C.
00:05:31.320 A, always, B, B, C, closing.
00:05:34.200 Always be closing.
00:05:36.500 Always be closing.