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00:00:00
good morning everyone how are you
00:00:03
not come okay this is the final day you can do better than not how are you
00:00:08
that sounded exactly the same um i i'm delighted to join here and as you've heard my name is
00:00:14
david me even my primary career was always as a university lecture and in that role these
00:00:20
are the type of things that i look that decision making what is it that makes agree it's
00:00:26
a decision one that you can stand by not only the point which you make it
00:00:30
across the entire life of that decision decisions are the
00:00:34
oxygen of creates teams organisations and individuals of
00:00:39
we're not making and taking them all the time you were already starting to slow down and
00:00:44
in times of change our decisions tends to slow down that's what tends to happen when you
00:00:49
make that tiny little decision in your office and see see everyone in the western hemisphere
00:00:55
so that nine years from now if it comes to bite you in the back side you can say
00:01:00
what i see see you but that at the time and you didn't get back to me so
00:01:04
i think we're both going to jail motivation and in th meant to employees on the c. m. to ask on
00:01:10
this even pay scale looking like the same window but
00:01:13
for some reason performing dramatically different like persuasion and
00:01:17
seals is about sixty percent of my work i teach individuals
00:01:21
and organisations i'd hear the word yes more often
00:01:24
when i ask for things change is a big topic in my field body language interpretation which i
00:01:30
have already started in this room unable to hide knows all manner of fairly
00:01:34
deep seeded emotional and relationship issues by the time i section finishes
00:01:39
sir man they're sitting in the sack throw arms cross pissed off pick me and i'll kill you look on his face
00:01:46
i used to do kids birthday parties for girls like user um and and goals
00:01:51
i'm planning did you know that some goals just by the way that
00:01:54
we write them and communicate them inside or outside of our organisation are dramatically
00:01:58
more or less likely to be achieved i call these mindful business skills
00:02:03
or soft skills the reason i do i is it doesn't matter how long you
00:02:08
have been in your role doesn't matter what your responsibility is you will
00:02:11
leave this session with something that you can use and it's a really short
00:02:15
session i only have you for for four and a half hours
00:02:19
friday and i promise you you will leave with things that you can practically
00:02:22
apply and employee and i am i'm event professional my primary career as
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an academic was in hospitality events and tourism i've been a general manager and
00:02:32
the hotels industry i've been a conference and buying putting manager i've
00:02:36
been a conference planner so to grip on or for me to join you
00:02:39
all here like you did here that i also have a flair for
00:02:42
mind games and i do in my country i have a t. v. show and in it i play the part of a mind reader
00:02:49
so if you haven't seen my t. v. show i want you to know
00:02:51
that that is deeply offencive to me it's what's by almost twelve
00:02:56
people every single week um and in it i guess people's pin numbers
00:03:01
i guess it could facts about them there will be some of
00:03:04
that in this talk but if i pick you i promise you i won't embarrass you i will make fun of you will reveal any
00:03:10
deep dark secrets so you wouldn't want your friends or colleagues to know about unless they're hilarious or he still there he's not moving
00:03:17
so only fair though that if i'm gonna be reading your mind i should tell you a little bit about me you
00:03:22
can tell from my accent i'm from northern ireland that i'm from belfast i was born there they're drawing they're drawing
00:03:32
you know last night you call that a party we collect breakfast um so i was uh
00:03:43
i was born in northern ireland in nineteen eighty two in
00:03:47
a tiny little time called wrath violent if you'd like
00:03:50
to know what ralph bryant to look like in nineteen eighty two in go there now it's the same
00:03:55
i'm married i'm married to easily and i've been married to alien for um her dad's farm um
00:04:03
elaine and i are what's called in northern ireland a mixed relationship so if you don't know anything about our politics in
00:04:09
northern ireland a mixed relationship essentially means that i was raised
00:04:13
a catholic and she's going to burn in hell um
00:04:17
nothing to do with religion she's just to truly horrible person but you should see that farm um so
00:04:25
so most of my work is travelling in in this session i'll show
00:04:29
you how some very tiny changes to your psychology can make a
00:04:32
really big difference to your ability to a cheap results but it's
00:04:35
difficult to achieve results today because change is the only constant
00:04:40
ability to focus on what matters is increasingly difficult every year and i
00:04:44
can show you how difficult it can be the focus on
00:04:47
your priorities as event and association professionals by trying a really simple
00:04:52
test in a moment i'm going to play an awareness test
00:04:56
you will see two teams playing basketball wanting might one team and like
00:05:00
your job will be to kind how many times the team
00:05:03
in white pass the ball not on in on average about three
00:05:07
percent of the average audience i've seen this before so if
00:05:10
you haven't seen it please don't tell the answer to the person to your left or to your right if you do you do
00:05:15
that that is cheating and as a mind reader i can make you wet the bed that's one of my things so
00:05:20
i can make you stop of it's already problems are lucky still there so two teams playing
00:05:25
basketball one white one black kind how many times the team and white pass the ball
00:05:31
let's see all actually joe before we do that though i think it's been an early morning that's warm you
00:05:35
up first everyone stand up for me stand up stand up already which you stated all my no
00:05:40
follow my instructions about you she got caught your hands now as i look around the room i can see
00:05:45
quite a lot of very cheap fake panels so try not to touch anyone that you're doing this
00:05:50
take your left time put it behind your back for me right hand in the air shake it shake it like a polaroid
00:05:55
imagine someone comes in late at this moment i want you to do everything that i say
00:06:00
make a circle with your thumb tacks finger and please again church and for me
00:06:04
that's not your chin that's what you're jane you can't move at the last minute even if it is a big
00:06:09
chin at this time sit down forming an extent you're right but perfectly straight out in front of you
00:06:16
and spin the right fit in a clockwise circle my as you're spending it don't stop spending it take your right hand in
00:06:21
the air i make a figure the it may look at just but doesn't know what it's doing does it snow
00:06:27
stand up again form is that again figure the weight watchers points were building
00:06:32
she got your hands again for me and if you listen really carefully you can hear what you shouldn't buy jewelry of the internet
00:06:38
turn your hands your thumbs are pointing down placed one hand on top of the other and interlock your fingers not the rules
00:06:44
are don't unlock your fingers don't bend your elbows and to better
00:06:48
arms drip drip and for the next sixty three minutes
00:06:52
not really that on locking your fingers turn your hands your thumbs are pointing up
00:06:58
is this some telephone time no one no okay keeper says around applause if you take a little saved
00:07:04
no what happened there one of two things happened i communicated
00:07:08
three really simple pieces of information and either you
00:07:12
received too much information or you received two little this
00:07:15
happens every single time we communicate we think we're
00:07:19
good at communicating our priorities and objectives but the truth is that we're not and the quickest way to test
00:07:24
this is with that awareness test so you will see two teams playing basketball wanna might wanna black
00:07:30
how many times does the team and white class double he's just just
00:07:36
there was just one
00:07:42
oh
00:07:54
oh raise your hand if you think there were ten passes anyone for ten with that one gentleman there
00:08:01
for tenants or as you look around the room you can see you're wrong but good efforts
00:08:05
a raise your hand for eleven anyone for eleven uh yeah anyone for twelve
00:08:10
anyone for thirteen hello armpits it is warm as i agree anyone for fourteen
00:08:16
if you got fifteen or above please don't raise your hand that does point to mental health issues are the correct answer
00:08:22
or you know some use thirty multiple also those who got thirteen i think well done well done well done
00:08:28
there's a levy there in the fourth row taking it's likely to seriously literally fist pumping the air
00:08:34
starting to worry about your home life if that's what you're celebrating here with us it was
00:08:38
literally just can't um so the correct answer was thirteen plot part did you see uh
00:08:46
let's see i'm glad again word rewind it all the way back to her
00:08:51
oh
00:09:03
oh the fact is as our industries are
00:09:07
changing as your customers client and association
00:09:10
expectations are changing it becomes really difficult for us to focus on what matters
00:09:15
and that's what we're gonna look at in this section i can we increase your
00:09:19
persuasive knit city you can get your boards your stakeholders your clients to
00:09:23
focus on what matters if you know the right strategic decision for stakeholder our partner
00:09:29
of yours how do you psychologically increase the likelihood of getting the word yes
00:09:34
and this is not about making people say yes that things this is about
00:09:38
an increasing your likelihood of getting yes if you know the that's the
00:09:41
right strategic thing for them to do and towards the end we look at the
00:09:44
psychology all motivation engagement i knew so many if you rely on volunteers how
00:09:50
do we get them to create extraordinary result not just one day but everyday
00:09:55
i for this to work i do need someone to help me out
00:09:57
to prove how simple it can be the influence decision making i'm gonna get these
00:10:01
two gentlemen on the end of the road this gentleman in the dark
00:10:04
jacket and a gentleman behind him sorry too weak user uh if you could both help me get them around applause they make the way to the
00:10:14
no i i promise you if you'd like to stand over here just beside the trap door excellent
00:10:19
um i promise you i'm not going to embarrass you we gonna sing for us ah no
00:10:25
and you're going to be a microphone stands your job is to keep this nice imposed to this gentleman's might say hello audience
00:10:31
and your name is john everyone say hello john john i need to make a really simple
00:10:36
decision if you could keep that nice and close not asking huge amount from here
00:10:40
um so i'm gonna have you make a decision i we used to use
00:10:43
this in the university as a random number generator this is at
00:10:47
times you're gonna think of any number that you like on this diced turn it so that it's on the top when you're happy that
00:10:52
it's hidden underneath the cups you know that i can see which you think of the number don't just shake it that makes it random so
00:10:59
i need unit in a you know i can see it if you do it right in front of me that makes a little
00:11:04
i'm going to turn when you're making this but i appreciate the help john but you're somewhat taking the challenger but
00:11:09
no john when your number is on the top and hidden underneath the cup give me
00:11:13
and nice like the whole when you're happy that we've had a totally free choice
00:11:16
give me a nice like your whole into the mike your oh you should take that
00:11:21
show on the road job um by john to display like a random choice
00:11:26
i'm not sure didn't feel like i influence should go through her but if if
00:11:30
you can keep that nice intros are starting to piss me off and so
00:11:34
so john john do you remember the last thing i said as i turned away
00:11:39
no no you're just glad to be out of the house aren't you john as i turned away i said make sure that it is so
00:11:45
totally free choice to make sure that it's a totally three choice be
00:11:49
honest on digital with the number three no did you not ah
00:11:55
ah
00:11:58
yours job everybody let
00:12:04
sorry did he really go for the number three yeah he did yeah are
00:12:08
you on medication job or result we're going to do this again
00:12:14
that's a funny way to hand in your regular your retirement on so john
00:12:18
we're going to do this again but this time in decision making
00:12:21
this is called decency effect we tend to gravitate towards the most recent
00:12:25
piece of information because it feels better so different number this
00:12:28
time job actually you choose it put it on the top and minutes he'd give me a nice logo remember to think of it on
00:12:35
and i would use any numbers this time i won't say anything i like just go with whichever number six in your head
00:12:41
i join you should change your mind of five tried in friendship choose a number for whatever reason
00:12:46
your book or example don't on had to this will be random didn't feel like i influenced you
00:12:52
what are your goals were okay the only thing that i will say john as i turned away i did scratch my head with one
00:12:58
finger into the microphone to build with the number one years you
00:13:01
want everybody left over top night i'll be honest with you
00:13:06
that doesn't always work two times in a row the fact that it it
00:13:10
tells me that psychologically joe on his what we call easy so job
00:13:15
we're gonna do this one last time but here's what's going on inside johns had
00:13:19
he wants to go with the number two then four then to that's
00:13:22
because he thinks that i think that what he thinks the things that he
00:13:25
would've thought that we would have thought that no little smile burns it
00:13:30
john i'm gonna turn away the with your last number turn it so that it's on the top on and when it's hidden
00:13:35
again give me a nice load your whole when you're happy for me to make a guess and by the way make
00:13:40
sure that our colleague with the microphone can see it either it's important that you know that in case anyone things that
00:13:45
he's a secret helper but i promise you if i did bring a secret helper to be more helpful than him
00:13:51
so john give me a nice logo hold oh alright settle down john
00:13:56
uh the only thing that i will say third time around people almost always try to catch me out by going
00:14:01
with the same number again with the number one again be on a strong you didn't do that digit
00:14:05
into the mike hooters that's ever thought everybody well don't don't contact me so much i really
00:14:10
appreciate having a real help thank you so much less yeah try to help my eyes
00:14:18
so all
00:14:21
hi tools that work and hiking you use it i'm gonna show you how simple it can
00:14:25
be to use this and it starts with a really simple challenge in a moment
00:14:29
you're gonna talk to the person to your left and to your right just as we've
00:14:33
done with john i want you to a margin we're presenting a series of options
00:14:37
one of them is the one you want them to say yes to this could be the
00:14:41
one that's most profitable for you maybe it's the one that provides better impact for your
00:14:45
stakeholders maybe it's the one that you know is the best strategic decision it's a decision
00:14:50
not just for five weeks it's a decision for five years but you should present
00:14:55
the series of options if you play is the one that you want in the right position
00:14:59
you are roughly three hundred percent more likely to get yes so we're gonna talk
00:15:04
to the person to your left and to your right what you think one two three
00:15:07
four five you have twenty seconds your time
00:15:10
starts an hour off you got uh_huh
00:15:39
oh right everyone come back to may yeah i'll tell you the answer the correct answer
00:15:44
is number three regardless of you got number three well done well done well done
00:15:50
do you hear that's that's bitterness you hear an applause well got the basketball one likely
00:15:55
did you good for you let me tell you why it's position number three position
00:15:59
number one is almost always the disappointment you will never aligned with whatever their preconceived
00:16:04
expectations work of the thing you were going to talk about so we know
00:16:08
imposition number one they're comparing get against something that you cannot snow so don't place it
00:16:14
in position number one decision number two is used as a point of education
00:16:19
but they tell themselves that be really hard decision makers if they made a decision
00:16:23
so early in position number three we know there are nine psychological reasons
00:16:28
why it's number three but the two most interesting are we can only really hold three
00:16:33
pieces of information in our mind at one time the minute of fourth is
00:16:37
introduced we gravity back towards number three but also they feel like subject experts in
00:16:43
the area and they feel like they're mine from their birds eye view they
00:16:47
can see clearly the decision to make but you're too close to your little bit too
00:16:51
involved in position number four we've talked about an imposition number five they only
00:16:55
remember somewhere between five and seven percent of the information that you talk about so
00:17:01
all these position number three not i get lots of questions about this
00:17:06
i mean not here obviously but i'll tell you what they are some people say what
00:17:10
i got seven or eight or nine options will three is still the magic number
00:17:14
some people say what i've i've only got one or two a well make one up and put it at the start they're not going to pick it anyway no
00:17:21
they do get a little more complicated let's say you there is something that you know
00:17:25
with the person that you're talking to will hit they are perhaps comparing you against
00:17:30
another provider maybe if you are an association yourself you're presenting to a board and
00:17:35
you know there's one element of your request that they will hit they will
00:17:39
be totally against what is more persuasive to take the batteries and put it early or
00:17:44
the bad news and put it late if you get this right you're somewhere
00:17:47
in the region up four hundred percent more likely to get yes but what do
00:17:52
you think twenty seconds in your grip your time starts an hour uh_huh
00:17:58
uh_huh
00:18:19
yeah
00:18:29
ah
00:18:34
oh right everyone let's say let's say if you take the weaknesses early raise your hands in the air but you just don't care
00:18:41
again um if you put it really it's really random near how wow we're but didn't detect the split release him ooh
00:18:48
so i get home to the here in my talks when we have a split as close as
00:18:52
this it's traditional obese applet with the tickle fights of you like to work away go ahead
00:18:57
with the correct answer is always early by placing the bad news early yes well done well done
00:19:03
you look like the most honest reliable transparent trustworthy person by placing the bad news early
00:19:09
you seem like someone who will always deal with the top stop it makes you
00:19:13
seem significantly more really it double like placing the bad news early you dramatically increase your
00:19:18
likelihood of getting that yes the research shows if you please the bad news
00:19:22
at the end it can feel like you have tried aside it like placing at the
00:19:27
end it undermines not only that individual request but some research shows the entire relationship
00:19:33
up until that point to always place it as early as you possibly can i
00:19:37
use this stuff when i proposed she doesn't we're married yet but this i
00:19:42
i imagine for a second and this is a common one in the association industry there are two possible
00:19:47
investments one is really large on one is really small the big one is the strategic investment that
00:19:53
will help you for the next five seven maybe even fifteen years the small one is incremental it
00:19:59
will help you do your work for the next maybe five monster three years one is more
00:20:04
persuasive visit more persuasive to start with the big thing first and then if you need to retreat to
00:20:09
the small one or start small engagement get by and get them saying yes and then move
00:20:14
to the big one if you get this right here a little over two hundred percent more likely
00:20:19
to get yes so what you take twenty seconds in your group your time starts not
00:20:24
whew
00:20:27
uh_huh
00:20:48
yeah
00:20:52
oh right everyone combining one yeah yeah what we think if you go
00:20:56
the big thing first nice night big thing first small thing first
00:21:00
were evenly split again while this is like the breaks out huh
00:21:05
and that went well now we know that the truth
00:21:10
is it's both of them but in different circumstances
00:21:14
shut up you don't believe me i i'll tell you what the circumstances are if you're dealing with someone
00:21:19
senior to you so if you are approaching an association board it always start with the big thing
00:21:25
first why 'cause people like to say yes they want to say yes when we say yes to
00:21:30
another human being we get a tiny little short of and orphans and two thirds season is
00:21:36
but we know if you say no to a human being you couldn't come since bankruptcy of that and
00:21:41
your dramatically more likely to say yes to the next thing if it's a more affordable more
00:21:46
doable more formidable solution we know however if you are dealing with someone junior to you it's so
00:21:52
much more important that you start small by starting small d. c. your route of travel
00:21:57
they understand what cool authorship they have on the direction that you the organisation and the business are
00:22:03
taking some start small and your dramatically more likely to get a yes if that person reports
00:22:08
to you so one example might be me re maybe i know you usually finish at five p.
00:22:14
m. on wednesday but we're coming up to the end of the quarter we've got some
00:22:17
research to pull together some final figures that we need to to assimilate could you give me fifteen
00:22:23
minutes after work i would really appreciate it if we tried to do this during the daytime
00:22:28
but work it would take two hours but fifteen minutes after work will get it done you're starting
00:22:33
small and you're putting the bad news early you're not hiding the fact that you're asking
00:22:37
for discretionary effort and we know that mary is dramatically more likely to say yes if you start
00:22:42
small she understands why you're asking what you're asking for and what the impact of it is
00:22:47
just say yeah okay i well i will stay until five fifteen and when it gets to
00:22:52
ten past five say sorry mary it's gonna be nine thirty so start small get bigger
00:22:58
i mean no one's worried about mary we're basically trying to manage arrived at this point anyway so
00:23:03
by the way if you don't have a merry and your organisation it's you you're the mary they're trying to manage to act
00:23:09
so uh let's say and this is so fundamental you have might work this will
00:23:14
change the way that you send every email every text message this will change
00:23:18
the way that you ask for everything in your life from this moment on
00:23:21
words you need someone to do something by something or invest in the
00:23:26
change is it more persuasive to highlight the benefits or the losses are dangers of
00:23:31
not doing it the benefits of yes or the losses are dangers of
00:23:34
no this will probably be the one that you apply more than anything else
00:23:39
after this event and you're twenty seconds start now off you go
00:23:44
oh
00:23:57
ah
00:24:19
ah
00:24:33
so oh yes i promise she is one of my favourites region known
00:24:38
if you build benefits benefits around the room vision losses are dangerous
00:24:43
no i didn't notice somebody didn't raise your hand there if you think that this
00:24:46
is because it depends on the situation the circumstance the scenario or the person
00:24:51
that's an interesting answer if that's your answer raise your hand forming a keep your hands in
00:24:55
the air because that is an interesting answer it's wrong will put your hands right
00:24:59
the correct answer and you will hear the answer isn't losses or
00:25:03
teenagers because as human beings we ah with platinum you use
00:25:09
bad news is here yes yes to us you could miss a fortune for cancer
00:25:15
research on saturday wrong i'm martin for modern your own disease on sunday
00:25:20
on monday morning all we hear about is a tragedy uh we talk about that all week batteries is sticky and
00:25:26
that he's of we laugh platinum is bad news is seven hundred percent more likely to be remembered re
00:25:32
t. and then i did up all this started with the toothpaste in district not because i work for the
00:25:37
b. b. c. i can't mention any brand names so make one up let's call it a little bit
00:25:44
some of you don't get it never mind they used to show this board just nineteen fifties
00:25:49
housewife that was shielded mistake incredible white teeth to children husband briefcase bowler hat all
00:25:55
of the product cleaning my teeth the whole family the implication was not just would you
00:26:00
have teeth like this but you would have this entire lives that in the early
00:26:04
sixties they change their tax issues someone with horrible nasty run city and said if you don't
00:26:10
use our product you can uh get a month like this and they became the
00:26:14
market leader and in many territories they still are because we'll all i know is and
00:26:19
if you have children you know this already hands of if you got children
00:26:22
somebody not sure i could help you find out afterwards there's a there's a mind
00:26:26
reading thing i can do but it's a different invoice it's very effective though
00:26:29
if you get caves in europe the parking you say oh johnny we had such a few day at the park i know johnny
00:26:35
if you put your put on get into the car when we get home and get your little chocolate bar wow that's
00:26:41
nothing johnny still stays at the bottom of the slide taking missions of the ginger girl daddy's attract
00:26:47
and anyway that's not what you say you say that what you actually say is johnny we're leaving you here
00:26:53
by johnny but i know johnny you're going to be tend not to have a lovely day johnny five
00:26:59
we loved you johnny but we will love again johnny but i i knew all made fun of that
00:27:03
guy he left is kate to memory left is some in the farthest in japan remember that we've
00:27:09
all done that the only difference is we've done that in supermarkets and not in the actual far as
00:27:14
i can assure you have some of the supermarkets and and it's more dangerous than the farthest
00:27:19
the fact is will scissor danger to motivate us but how do we use this in
00:27:23
an ethical way i am part of your industry i speak at a hundred
00:27:27
association events here and i know that that's not part of your ethics i know
00:27:31
that you don't like to persuade people to do things just because it's right
00:27:34
for you it has to be right for everyone we know the most effective way to do this is to instead of saying well if you do too but
00:27:41
i recommend you've screwed which of course feels like scare tactics instead if you take
00:27:47
the losses are dangers so if you don't make this decision about our
00:27:51
that if you don't invest in this application if you don't have this early bird on
00:27:55
sale at this point we don't choose this venue in these are the unique
00:27:59
set of benefits that we get with torn with that but if we don't choose
00:28:03
it we will not get those unique set of benefits to take the
00:28:06
benefits and position them as benefits last we know that that is every bit as
00:28:11
it backed up and six to seven hundred percent more likely to get a
00:28:14
yes so yeah well don't if you got some of those right round of applause for your team in your colleagues there if you got some of them
00:28:22
the next thing that i want to look at as we move into the third are of my
00:28:26
session is high we take the c. m. psychological tools and use it to get better results
00:28:32
not just from ourselves look from our team and the people around them almost everything that we know
00:28:37
about the psychology of motivation starts with this guy i lied anyone know who he is
00:28:44
if you've you showing your age this is roger bannister for decades people
00:28:48
try to achieve the four minute mile it seemed like an
00:28:51
insurmountable on doable thing at the time there were clinical papers that
00:28:56
said human beings cannot travel at the speed they cannot
00:29:00
move at this velocity the muscles start to separate away from the
00:29:03
ball nearly three thousand attempts were carried out over forty years
00:29:08
but in nineteen fifty four he achieved and created a sensation
00:29:12
he was on the front page of every newspaper on
00:29:14
the top of it b. radio news real it was extraordinary but
00:29:18
in the two years after he cheated nearly three hundred other
00:29:21
people did changed nothing had changed the world was still the c.
00:29:26
and the regimen was still a c. m. colour hadn't
00:29:28
been invented until the nineteen nineties the only thing that he'd change
00:29:33
was their expectations as to whether or not this thing
00:29:35
could be achieved or not and the impact of it was huge so i want to show you how to use
00:29:41
that seem technique not to create extraordinary and i mean truly extraordinary
00:29:45
results from your teens under individuals and if we had much
00:29:49
longer i would spend more time looking at how to be a bit this across your organisation but this is a simple
00:29:55
exercise it creates immediate results in your little groups of two and
00:29:59
three people i need you to think of one the key
00:30:01
challenge one thing that would help you do your work better one thing that if you had a bottomless pit of
00:30:07
time money experience or expertise what's the first thing that you would
00:30:11
fix that would help you change the way that you deliver
00:30:14
for your stakeholders you need to have one hitch in your little
00:30:17
informal group that you've been having conversations with so far
00:30:20
make sure that you have one age and have it in a little circle so you're only going to get about twenty
00:30:25
thirty seconds for this started with the person in your group there's not the shortest hair your time starts not go
00:30:32
uh_huh
00:30:40
ah
00:31:03
ah alright everyone combined to maybe you just need to share one a sentence age
00:31:09
and here's what i need you today in a second you're gonna pick just one of
00:31:13
those challenges and make sure you carry out the following in your little group i
00:31:17
want you to come up with all the reasons why this cannot be sold you
00:31:20
must not come up with a solution start every sentence with no rulebook pause
00:31:25
and say no because we don't have the money no because we don't have the time
00:31:29
no because our competitors would all ready move in front of those start with
00:31:33
no because no because no because i do not skip anyone i'd move in a
00:31:37
circle start with the person in your group whose eyes are closest together though
00:31:59
ah mm
00:32:04
uh_huh
00:32:08
oh
00:32:16
oh right everyone come back to may come back to may never doing that's a little quicker than
00:32:22
normally so usually i would give that a little more time but i did that they'll
00:32:26
it's terrible isn't it it's soul destroying that's exactly what it feels like to be
00:32:30
married if you're still single run now unless there's a farm what's the point
00:32:36
i know you think that this is a manufactured exercise but it isn't the research shows
00:32:40
this this is how we deal with sixty five percent of the challenges or
00:32:44
opportunities that land on our desk everyday are the fault position is to say no
00:32:49
right now is not the right time but maybe twelve months from now i
00:32:52
will be better equipped with more time with more resources my whole life will be
00:32:56
better i'll go to the gym every morning my employees my coloured they'll be
00:33:00
nicer my farm will be so much bigger we convince yourself that the future is
00:33:05
better but the only time to do anything about anything is right now
00:33:09
it today so i want you to flip your conversation i this time start with that
00:33:13
seem challenge and start every sentence with yes and i want you to come
00:33:18
up with as many ridiculous stupid unusual on fungal solutions as you possibly can keep
00:33:23
moving yes and if we did a joint venture with our competitor yes
00:33:27
and if we approach the government for funding yes and if we shared leads across
00:33:31
the menus or maybe as associations if we did great buying together maybe the
00:33:36
results would be bigger i want you to keep moving yes and yes and yes
00:33:40
and start with the person in your group has the areas turns go
00:33:45
that's a couple of the levy sorry ladies
00:34:02
ah
00:34:16
um alright everyone come back to may come back to may not i am conscious that again we're
00:34:22
moving through this quite quickly usually i would give you three or four minutes on that but
00:34:26
we know that type yes and approach you come up with far more volume of ideas you in
00:34:32
th an investor that mentally and cognitively more effectively we know that your brain works better
00:34:37
during that yes and approach that of course you're gonna come up with some really ugly solutions in
00:34:43
a haystack that you're going to create a bad ideas but we know the science shows
00:34:47
is that you're much more likely to find that gould in the two inside that ugly haystack
00:34:52
because on the left hand side this is how the brain looks when you do that
00:34:56
new book calls it physically starts to work less effectively
00:34:59
reduces its temperature slightly and when it all
00:35:03
is it really impact your ability to do your best results on the right hand side that
00:35:08
yes and approach your bryn slightly increases in temperature
00:35:12
and becomes up dramatically better tool for solving
00:35:15
problems for dealing with the tough stuff that lands on your desk every single day but
00:35:20
more than that it creates a neural pathways that changes the way your brain works it creates connections
00:35:26
joins and little roadways that did not exist which ever one of these you institution lies
00:35:32
the was joints those new neural pathways when you take that yes and approach they become permanent
00:35:38
you and your team become opportunity and solutions seeking
00:35:42
machines under pervades everything that you do
00:35:46
we all as professionals need to ask ourselves every once in a while we're we
00:35:50
sit on this continuum do we sit in the yes under the new buckles
00:35:54
your attitude your mindset is contagious we need to ask ourselves
00:35:58
is yours always worth catching there are so many
00:36:01
examples of this being done really well where are our friends in russia gives a cheer here from russia
00:36:06
good i'm glad i asked that was very i was very russian sheer um
00:36:11
we know that russia really wanted to host the world cup but they didn't have a venue a stadium that had
00:36:17
enough seats so they took a yes and approach to solving this and they built a stadium a grandstand they
00:36:23
knocked the entire side out of their stadium above the ground
00:36:27
side with a grandstand with thousands and thousands of
00:36:29
state it's seats they built it over roads over shops over houses it was a very russian solution but
00:36:36
they they did this because they took the yes and approach and it's all of the challenge for
00:36:41
them this is jamie do prefer any of our friends from the united states you'll know
00:36:45
that he's one of the most successful syndicated radio host a number of years ago he developed
00:36:50
a serious issue with his throat this issue with this throat meant that his voice disappeared
00:36:55
you have thirty you're broadcasting career and was over within a matter of
00:37:00
months his team took a yes and approach to the challenge
00:37:03
that they were facing they didn't want their jobs their career their business to and either so they asked him to write
00:37:09
some blog articles but they weren't really for a block on the loans to hem what they had done was taken thirty years
00:37:16
worth of his voice recordings from all his shoals put it into
00:37:19
a piece of software that chopped up every single word
00:37:23
they took the blog post that he was writing today paired it with the voice of his
00:37:27
from yesterday and i issue is as popular as it has ever be it's a
00:37:32
huge success and a huge impact of the yes and approach how often are you taking
00:37:37
the yes and approach to the top stuff that lands on your desk every day
00:37:41
my team and i challenged ourselves a few years ago i go to come up with a
00:37:45
yes and approach my some a few years ago lost the use of his hands so
00:37:49
he can't write t. can't pick things up anymore we find agree it organisation that manufactures press
00:37:55
that accounts for uh for the third world they're very simple but they're very effective
00:38:00
so my team and i took the yes and approach i'll be turned into an activity that organisations to other conferences and
00:38:06
that their team building days so they build a real clinical prosthetic hands these aren't toys these are teams are training
00:38:12
devices the teams get together and tell them and weeks later we
00:38:16
distribute them to the third world out we've distributed over
00:38:19
a thousand hands so far it's a really special thing that we're really passionate about uh thank you so much
00:38:27
it's uh
00:38:29
because for us it's e. s. r. with a real legacy with the real impact at this lady's thirty
00:38:34
two years of age she received her hand that morning this was the first time which is ever
00:38:38
eaten on it without the assistance of anyone else this little boy left riding a bicycle which is
00:38:43
really extraordinary um and uh this girl travel seven hundred and fifty kilometres to receive her hand
00:38:49
imagine how far seven hundred fifty kilometre is in your country and then
00:38:54
imagine how far is in india so we do this in uganda
00:38:57
cambodia this yes and approaches really change the way that we run our
00:39:01
business the fact is we live up to and done to
00:39:05
our own expectations of ourselves convince yourself that all this is how we
00:39:09
do things around here are this is how we do things
00:39:12
sometimes we let habit tradition experience get in the way when we
00:39:16
doing it were shrinking our results were shrinking there's all within
00:39:20
the space within which we and our people can perform our job as
00:39:23
a band and association professionals is to take this fear within which
00:39:27
we perform and make it bigger not smaller but often we are
00:39:31
accidentally making it smaller were shrinking or expectations were shrinking results
00:39:36
as a consequence were shrinking the impact of our events we did this
00:39:40
experiment nine times in a row the circle kept getting smaller
00:39:43
and smaller and every time the and stayed on the inside i
00:39:46
think and it died it was hilarious really fun only joking
00:39:50
only joking don't complain the and is fine so this yes and approach affects how we deal
00:39:57
with good news bad news it affects how you deal with success and failure it
00:40:01
affects how you deal with conflict right if you would like to have any of the
00:40:05
information from this talk any of my slides or anything from this presentation if you
00:40:09
send a quick email to uh the email address learn at the would need dot co dot
00:40:14
u. k. you will receive all the slides back you receive everything here so you
00:40:18
can share with your team i want you to share all of this information if you
00:40:21
can't you receive it automatically but i want you know imagine for a moment
00:40:26
look around this room there's thousands of people here all during their event and
00:40:30
associations across the world imagine of the all took one small thing
00:40:35
for my talk today and apply that to collect the impact of us
00:40:39
coming together a few years from now i would be huge
00:40:42
so i want to try one last experiment along that line i'm gonna get these two gentlemen here in the
00:40:47
third row with the and the gentleman in the red ties the night which is he was invisible
00:40:51
and the gentleman beside him if you could tap him to the both a round of applause they make the way to the front
00:41:00
hello sir
00:41:01
hi there sir what is your name daniel everybody say hi danielle
00:41:06
and your name sir is everybody say hi and brass
00:41:11
no we haven't met before set anything up or prepared anything hardly know i've got the wrong andreas is there another
00:41:18
andreas not just getting am i dunno i got a really easy job for you where you from in us
00:41:24
popular falwell we can't wait to see you next year um i want you to think
00:41:28
of a two digit number no daniel it's got to be between thirty and
00:41:32
ninety nine have you got one stay over there to overstate your part in this
00:41:36
kind of um so i between thirty and ninety nine have you got one
00:41:41
if you think i already knew with this number is when you've got to
00:41:45
change your mind because your number isn't a secret you'll she would to
00:41:48
me in a second but maybe you'll think that everyone thinks of the same number maybe all think that it's always the same one and
00:41:55
and you you know with the and that would be irritating i find able to guess that because here's what's gonna happen
00:41:59
tonight you're gonna get into bed your head's gonna hit the pillow when you're gonna think of me you will
00:42:05
and you're gonna wonder does everyone think of the same number or you're gonna think maybe t. that set up
00:42:09
the k. years ago just to get you right now and these are all my cousins done you know
00:42:15
and you're the only one legitimately here's not even going to houston next year that's all just a ruse
00:42:20
just to get you right now it is i do actually i do don't know one to i'm gonna have no ties you so i get booked so um
00:42:28
so don't know it's between thirty and ninety nine you're gonna write a really big unclear inside this box
00:42:33
in full twice so that it's on the inside alright so i'm gonna give you that and
00:42:37
make sure that i don't see it just yet remember panel it's not a secret you will show
00:42:41
to me shortly but not yet let me know when it's easy to turn around i know
00:42:46
excellent now i want you to get a little card when you checked are you happy that this isn't transparent
00:42:51
there's no way to see through also check and make sure that there is no transmitter inside the marker
00:42:57
if you think there is you're overstating the copenhagen denmark budget for this talk so so you're
00:43:03
gonna hang on to all of this which hand you prefer which handy right but
00:43:06
i'm gonna try and guess your number and the way we're gonna do this is you're gonna
00:43:10
kind from nineteen ninety onwards i'm gonna try and work out what your number is okay
00:43:15
you're gonna fiesta front in give nothing away andreas you're gonna stand here for me
00:43:19
face the back of the stage and you andreas are going to be
00:43:25
flip chart excellent so i'm gonna make a series of guesses as to what the number might be
00:43:30
and whenever you're ready dunno start counting from ninety nine downwards go
00:43:36
i'd light otherwise only i can hear
00:43:39
but in another room maybe sober maybe six but before before remembered one
00:43:44
hundred k. you do it in a hundred and up or
00:43:48
really reserve emergencies or before before her through it really warm summer as argument even visit
00:43:55
you putting just a little effort energy and feeling into it or where people well
00:43:59
so therefore so move through so many to sony ones
00:44:05
before to the bruises to remember if anyone has in some vinyl on the way out to
00:44:12
prepare the recording keep going to going to five before we could prove to be warm
00:44:19
three people remember you for the six forty four forty four forty three forty before the war
00:44:24
what do you remember your money that was pretty like river before group three before
00:44:29
the ones below what do you i don't mind you got you got people
00:44:32
right okay did you finish it very kind of everybody that's ever going oh well done
00:44:39
so daniel room for me i when i show you this i think i know what kind of
00:44:43
has done i think daniel has either misunderstood the rules and fall under thirty by accident
00:44:50
or his deliberately gone under thirty because he thinks that would be funny if i got it wrong
00:44:55
and if you had done that i can tell you as a mind reader from belfast i
00:44:58
predict twenty minutes from now you'll be fine in the trunk of my car uh
00:45:03
so i know that his number is here but i'm just not
00:45:06
sure which one it is so statistically his number is
00:45:09
more likely to be on the top row eleven fourteen fibre twenty six yes or no is it there now
00:45:15
okay slightly less likely to be on the second rule for twenty seven ten or fifteen is it there no
00:45:21
no need to to quite so much joy and that i know is that on the third row twenty get seven twelve or nine no
00:45:28
starting to irritate me danielle i'm thirty it's twenty nine or six is there no
00:45:35
if you jeff shut up clapping
00:45:39
uh do definitely understand the rules you know do what number did you did go under thirty did you let me see what number did you go for
00:45:46
fifty six did you always deal with a number under thirty
00:45:51
you did almost ideal uh_huh yeah thank you i
00:45:55
didn't get up let's ever down everybody well don't don't know thank you so much alone i know
00:46:00
for me i can say remember this full talk for me is about small changes and we
00:46:05
all left this event with just one change whether it's in all that apply to
00:46:08
hold up with just one contact with just one connection with just one thing that will
00:46:13
improve the way that we work the corrected impact of that can be huge
00:46:17
so we should try that seem theory here into the microphone your secret number was
00:46:21
for this week's okay for fun don't know add up the top rule forty one at a
00:46:25
time eleven plus fourteen a five was right there is the third was twenty six
00:46:30
yes the top row it was fifty six that's there for daniel everybody well done done
00:46:33
affected but that whole ah yeah is working at every level of the us
00:46:38
no change medium so let's trendy the second row done go wandering around for around forty six
00:46:43
one other time daniel four plus twenty seven equals thirty one
00:46:47
to one shot of run your let's run no
00:46:53
twenty at seven twelve and i'm able to five hundred twenty nine and
00:46:57
six all the roses you know everybody well done that enough
00:47:02
but that oh i might involve the top of the industrial grassroots so let's try to do the problem yeah i'm
00:47:09
eleven for twenty at thirteen fourteen twenty primary well the rolled all the call
00:47:16
the serial number let's hear what kind of it at all i
00:47:21
working all across the world so let's try this diagonally
00:47:25
sorry for your view of the front you didn't twenty six that seven and thirteen i i'm very lonely
00:47:33
i it is working on all four corners overall moon and back so
00:47:37
any four squares that touch these or it will thirty six these
00:47:40
portable sex these for equal thirty six these for equal sixty six thirty
00:47:44
her through europe over the someone cut is mike expressing off
00:47:49
your ability to deliver the associations that you care about moles goes to the heart of what
00:47:54
it is that makes your dedicated event professional that's why don't the for the middle
00:47:58
twenty seven ten seven and twelve and all four corners to eleven plus thirteen six and
00:48:03
twenty six all the corporate be sex let's hear argues that that uh i'm here
00:48:08
so what happened i really appreciated ah i like you so much excellent there
00:48:13
we go on one more time right right yes everybody well that andreas
00:48:21
so for me that is what this event is all about lots
00:48:25
of tiny changes and i wish we had more time to
00:48:28
deliver more content but if you have any questions please look me up onto it or linked in 'cause i'm done with
00:48:34
the kids i'm always happy to help associations and events are an industry that i am so passionate about i wanna close with
00:48:40
a couple of banks particularly to our friends in denmark copenhagen thank you so much for your translates here for them
00:48:50
uh i also want to thank everybody it it kinda chapter in the u. k. you
00:48:54
kindly happening at an event last year all the wars and team i'm beyond
00:48:58
and that in belfast you had me there to speak as well without them i wouldn't
00:49:01
be here so my huge thanks to them let's hear for them and finally
00:49:08
and finally i wouldn't have a talk with the people who participated in that i think
00:49:12
we've got enough power point in our lives the more interactive we can make
00:49:15
it the better so the people who took part i really appreciated i gonna be here at a later on today i've got a session i with our
00:49:21
friends that that copenhagen denmark uh for the next little while and then i'll see
00:49:25
order coffee break at some point later but for the time being thank you

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Conference program

Opening ceremony
11 Nov. 2018 · 1:03 p.m.
ICCA General Assembly
11 Nov. 2018 · 4:41 p.m.
Best Marketing Award
13 Nov. 2018 · 9:08 a.m.
The Copenhagen Denmark Lecture
David Meade, Broadcaster and Speaker, David Meade LTD
14 Nov. 2018 · 9:11 a.m.
Closing Session
14 Nov. 2018 · 12:07 p.m.