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WOW How about Week 1? Well, Week 2 has to be the TOPPA! The Quaddie from Doomben, 4 Group 1's, THIS IS WHAT WE DO

Take a deep breath. What you just breathed in was probably about 78% nitrogen and 21% oxygen and some minor other components. But how do you measure that? Measuring gases and their concentrations has been pretty difficult, says Bosch physicist Alex Stratmann. His team's invention, the optical gas spectrometer, OGS, is set to change that. It packs what used to be a complex lab setup into a tabletop device. OGS leverages Raman spectroscopy, a method that exists for about a 100 years and has been used e.g. in the art world to analyze pigments. Our hosts Melena and Shuko learn from Cristina Aibéo, a chemist at Berlin's National Museums, how Raman spectroscopy can help solve crimes and also save energy. At Bosch, on the other hand, the OGS helps with measuring hydrogen - and thus with the transition to a green hydrogen economy. Breathe in, breathe out, hit play! From Know-how to Wow”: How to produce green hydrogen? https://www.youtube.com/watch?v=fvbHOY7GAig

Bryan Hoskins Phd. PE. Is a professor at Oklahoma State University in the Fire Protection and Safety Engineering Technology program. Topics covered in this episode are myths about evacuation, performance based design, and understanding the intent of codes and standards.   Transcript:    00:02.86 firecodetech Well hello Bryan welcome to the firecode Tech podcast. Thanks for coming on the show. Thank you because my pleasure. Awesome. 00:07.56 Bryan Hoskins Thank you guys My pleasure. Glad to be here. 00:13.66 firecodetech Well I always like to get these things started with talking about how you found fire and life safety as a career path. 00:22.41 Bryan Hoskins Well my stories rather interesting I'll give you the short version here because I go on for a long time on this but it's also one I think it's fairly typical in fire protection. Um, and that well there are some people who know about fire protection early on. 00:38.87 Bryan Hoskins I didn't actually discover it until after I was already in college. So I grew up in the San Francisco bay area um and after my junior year. My I have a twin brother so him and I convince our parents to take us on a three week 14 school tour. Um, where we hit schools throughout the entire country. Um that three week tour though was let's say we flew in and out of Nashville and went everywhere from Florida to Massachusetts and through the midwest and everything else. It was a very busy few weeks there. Um. But I know I want to do engineering because I like enjoyed math and science and my senior yearr in high school I had an advanced chemistry elective where well so a prevviewing wifi protection's a good decision. My group everything we did to get to choose their own experiments. Every one of mine groups except for one involves stuff exploding or flames or something else. Another elective I had in high school that I start out and enjoyed was psychology. So what do you do with chemistry fire. And psychology. Well it was obvious then looking back that yes fire protection special life safety was the route I was intended to go but I know I did existed. We happened to stop at the University Of Maryland 01:57.15 firecodetech Are. 02:08.80 firecodetech Wow. 02:11.43 Bryan Hoskins Because my brother was he's the one who actually put Maryland on the list. Um, he really wanted to see it because he was going into aerospace engineering specifically astro there some opportunities there that he didn't that weren't available elsewhere so he put it on the list. 02:27.82 Bryan Hoskins And while we had agreed that neither one of us was going to make the other one decide where they had to go to school. Um, we still end up applying to a lot of the same school so Maryland for me adding it on was something of well this way I mean I did enjoy the campus and if it was something that i. Oh wasn't necessarily a bad one and he really wanted to go there so I put an application but we'd agreed we weren't going to decide based on what the 1 did and then found out about an opportunity I got at Meland that I didn't have anywhere else which was I got accepted in to which I didn't even know this program applied when. Had even applied there but they had what's called the gemstone program which was a 4 year interdisciplinary team research undergraduate team research project in science technology and society and that really appealed to me so it's okay, I'll go to Maryland still no clue that fire protection exists. Um. I also knew I didn't know enough about the engineering field. So I went in undecided engineering and then it oh and I took my time to go and look around at the different majors. Um I know I didn't want to do electrical or computer because that wasn't something that necessarily appealed to me. But. What's the difference mechanical civil aerospace and oh this is fire protectionction 1 let me look at that as well. Um, and as I started to look at it. Some of the big selling points to me. Obviously as I said the okay like fire flames in that chemistry class psychology. 04:01.43 Bryan Hoskins Really fits but 1 of the other big selling points on it to me and this is something that's also true of our program at Osu because Maryland program was founded by an osu alum but when I went to mechanical engineering to talk to them. It was as if I was a number. As I was just sitting there. The advisor said I mean what's the best way to put it later on though I was at an awards banquet a few years later that advisor was hinting out the wordss for mechanical engineering and read off a name and it see well I guess he's not here. She then walked up and so it was such an I mean I had the impression was a number thing and when one of your top students is getting awards you don't even know if they're a male student or a female student and he was the one who is advising everyone. Um. And there was that you're just a number meanwhile with fire protection when I went there I remember meeting with the program head on a Friday afternoon and we had a conversation someone like this one here where it was well let me know what you're interested in. Why were you considering this. Friday afternoon I got there like 4 we talked until about six o'clock so the facts there's a faculty member willing to stay talk to me about the program for a few hours on a Friday afternoon. Um, and there's really that sense of family and community and fire protection which is something that I thought. 05:20.74 firecodetech Wow. 05:36.68 Bryan Hoskins Yes, This is a good fit for me so curriculume lines up then oh the atmosphere lines up and that's how I got into fire protection. So a lot of sort of chances If This hadn't happened that hadn't happened wouldn't be here but I'm very glad that I found it because it is a. Probably the perfect fit for me. 05:55.89 firecodetech Wow, That's awesome means some really neat stuff there in that first just your background piece talking about you know your interests at an early age in chemistry and and fire and then how that like that sense of family and. 06:05.54 Bryan Hoskins With him. 06:12.16 firecodetech In fire and life safety which is something I've always seen people kind of band together because of the just the nature of it and yeah I didn't know that about the okay state being founded by a Maryland lum either that kind of blows my mind because of the tensions between the 2 Oh yeah, yeah. 06:21.28 Bryan Hoskins Me want a way around oh prof Brian who founded the program at Maryland Graduate from Osu. 06:30.64 firecodetech Oh I didn't realize that Wow that's very interesting, Very interesting. Awesome Well to give the listeners a little bit more context Would you speak a little bit about your professional roles and. 06:33.80 Bryan Hoskins Death. 06:50.45 firecodetech Kind of positions that you've held and and how that work has colored your context now as a professor. 06:55.34 Bryan Hoskins Yeah, so in this I'll say 1 thing that I always encourage all of our students do and that's readily offered oh is getting internships so I'll start with some of the internships I had and how that sort of shaped. So my career decisions going forward. So first internship it was right after I had decided I was going to do fire protection because that was my sophomore year summer after Sophomore year I had had 1 fire protection class at that point so not too much in it. But oh. Was going to be home for the summer and wanted to have a meaningful experience and oh from that talk to professor milkke um, at Maryland that spring of the okay I'm going home for this I'm going be home for spring break then home for the summer. Um, I said before I grew up in the San Francisco bay area so the opposite coast of the country and it was so what options do we have out there. Um and he gave me context for 2 different alums that were in the bay area I met with both of them over spring break. Um. And then that led to a job offer from Jensen Hughes or actually at the time it was just cues. Um, because they had some major projects going on that summer where it was smoke control I had never had a smoke control class but they needed someone. 08:26.86 Bryan Hoskins To climb up ladders and make sure dampers had closed um to go through and just do a lot of that type of work which okay, you don't need much in terms of classes and other things to be working on those projects. Um. And because how the schedule went in the month of July I got four days off Sunday the 1st july although that one almost didn't happen and then two of the other sundays um, and each day we were working again at the first job site about 9 am m leaving the last one about midnight one a m. Um, then I had to get home and rinse strike cycle repeat for the entire month. Um, now I was being paid over time for all those extra hours. So it was a very lucrative summer but what I really took away from that 1 um, was just that value of the hands on experience. Because never had smoke control but when I took smoke control later on elderly. Okay, this makes a lot more sense because I've seen it done it and understand what things are and even my class sits today I make sure when talk about smoke control. Okay when we're talking about the special inspector process. Well I was there as the guy was doing it. So here's what people do when they do this rather than as well I read about in a book. Um, but actually having that intimate knowledge there. Um I also while in school um spent a year. Well not quite a year because it was supposed to start. 10:02.91 Bryan Hoskins In the fall of the year when there was the anthrax scare in the capol. So my position got delayed starting a little bit because that same office was dealing with all of that so they couldn't quite take on a student at the start of the semester. Um, but I was working with the congressional office of compliance and that was also a very. Eyeopening experience because dealing with the library of congress buildings dealing with congressional office buildings. There are I mean I got to see an actual halon system while I was there which is something that isn't very common. But there was a lot of understanding of from that sort of hj perspective. How do you do things especially in that environment where there's code compliance but you can't make that building code. Compliant. So how do you have to sort of analyze the hazards and while we weren't doing official performance-based design type of approach. It was that same process of understanding. Okay, what are the hazards what's the intent of the code. How can we make these buildings a situation safe. Enough for oh people to be in the building I was actually the first ever intern that they had hired um and it was a wonderful experience just to see it from that perspective other positions I've had before getting into academia. 11:32.62 Bryan Hoskins Um I spent a year working for Europe um out there San Francisco office doing primarily life safety plan review which again, that's a lot of the okay so how is it that you go about applying things. To the real world. Plus it also helps I think when I have students of well why are you giving us this I had that assigned to me in my first six weeks on the job. You're gonna be graduating soon if they handed it to me. They can hand it to you. So let's get you ready for those things. Um. And again seeing sort of that overall hierarchy of how everything fits together and works together and you have in that office a lot of different trades plus also a lot of the workouts doing with more performance-based design and so really diving into again that sort of. Here's the intent of the code. How can we make sure that our building meets the intent of the code even if we can't quite meet the letter of it. Um, and then the other position I had before oh coming to Osu was working for the national instituteive standards and technology. Nist in the fire research area. Um, and that was a really meaningful experience in that I got to see just when you're trying to look at the problem finding identify. Okay. 13:06.58 Bryan Hoskins Doing research identifying. Okay here's potential issues was it's collecting data here's what the data says um and being able to then bring that back into because National stand technology. It's the department of Commerce and so it's not just doing research for research Sake. It's and now how is this going to be used to help improve things and so that was a big learning experience there as well. 13:34.86 firecodetech So That's awesome. Well I wanted to I see how you know your interests in the commercial more commercial side of things have influenced. So What you research Now. So That's very interesting I like hearing about that. Performance-based design and the different you know real-world application and you know looking back at my time at Osu I can see you know some of the exercises that we did in like you know our life safety class where we're really looking at the building code and functionally going through those. 14:03.64 Bryan Hoskins We. 14:12.16 firecodetech Now I do those every day so I'm very thankful for that background and when I got out into the workforce I could really see how that set okay state grads apart from people who didn't and were just looking at the code for the first time so I just wanted to. 14:25.73 Bryan Hoskins You. 14:29.23 firecodetech You know say thanks for that and then I could see that in your teaching and I and I resonate with that as you're speaking about it now. Um, but yeah. 14:34.87 Bryan Hoskins Us to add on to that I'll just like to add that 1 thing that I've noticed happens. Well a lot in my career is that I try to bring that stuff into the classroom I've had students multiple many times write me like six months after they graduate of. Yeah, when going through your class I didn't understand why you expected us to know all this and do all this at the time thought it was ridiculous again, there's six months in their job. Don't change because it turns out this is what my employer expects so when the students grumble about it. Don't listen to them because what you're doing is a big service to them to help them getting ready for what the career world is rather than just the academic side of things. 15:28.23 firecodetech Yeah, definitely I think that there is a lot of great stuff in the I had you for fire dynamics and the the life safety course and just I mean the fire protection engineering exam is very heavily weighted on that. Fire dynamics. It seems to me and that's a great thing that we could talk about too is your ah recent experience in helping with the sfp prep course but not to get too far off track but it just seems logical in the in the conversation topic. But. 15:52.65 Bryan Hoskins Um. 15:59.45 Bryan Hoskins Yeah. 16:04.34 firecodetech It's all kind of placed together. You know you do it as a practicing engineer or at least a lot of people involved with performance based design do and then it's also in the engineering exam. So all these things kind of dovetail education experience and professional licensure. 16:20.63 Bryan Hoskins Yeah, I'd say it's as so they all dovetail together. Um people sometimes try to think about everything being separate but in reality, everything's always interconnected and woven you can't just focus in on 1 thing. It's always see well this ties into that and here's how everything interconnects and as you mentioned yeah I've been one of the things that I've done professionally is work with the SfPEP exam prep course which is something I very much enjoy because I Think. Talk a little bit more later about all my professional involvement but I think it's very important that oh at least in my position I Realize how much the people before me have done to set it up so where we have the profession that we do. And I think it's very important to give back because I and those again it's more label but part is I Went to back Demo's ability to give back to the profession to have an even bigger impact than I could by just being a consulting engineer for example or. Working in an Hj's office or whatever it is have an opportunity to give back because I realize how much others they've given to me and the P exam prep course is a good example of that because there are many many people who go through that. 17:50.12 Bryan Hoskins Um, and I will say the success rate of students who have taken that course um, who've then gone on to pass pass rates much much higher than the overall pass rate and it's a sizeable percentage of people that are passing or basically taking that course. Because it does get into all the different topics. Um, it's for those students who've been at Osu you've already covered a lot of those topics in your classes and same thing goes to people who might have a degree from Maryland or Wpi or any of the other universities. But. As we all know that's not the majority of people in the field. Most people are there because they've got a degree in something else in those universities while we would love to be having more students. It's getting people to know about it before they come to college or in their first few years 18:33.12 firecodetech Um, yeah. 18:45.90 Bryan Hoskins Um, a lot of people don't discover the field until after they've graduated from college and so for those people who might have been a mechanical engineer by nature who so then they get hired by a firm that oh well, you can do air movement. So here start doing this vent work for a. Smoke control system or okay, you know fluids and pipes here you're gonna be doing sprinklers and so then they learn their one specific area but not all the others and the area I've been teaching though for the P exam Prep courses. Well both on passive Fire protection. Um, which is one that. But even a lot of people who've gone through some of those other programs in Osu don't have a deep knowledge base in um, what? well as to human behavior and have helped with the means of egress one as Well. So very much in just. Teaching people about okay here's what it means and like I do in my classes I tend to focus more on why things are the way they are in the codes and standards or how to approach problems and less on these sort of well here memorize these rules. Um. The reason being is that and I know number of us who have taught for the P Exam prep course we've had this conversation but is the intent of the course when you're teaching something like that just a get ready for the test or is it about. 20:19.70 Bryan Hoskins Giving people the knowledge base they need to be successful in the field and I will sound that one while we are I said very good success rate and give people ready for the exam but there's also a lot of emphasis on not just here here's the question learn how to do these particular skills and then you're done. It's. Really trying to make sure that the people who go through that have a better understanding of what it means to be a fire protection engineer um not just that they can do certain problems because there's other P Exam Prep course is out there that are much more of that you just want to learn how to do problems. They'll do that. Um. 20:47.73 firecodetech Yeah, yeah. 20:56.27 Bryan Hoskins But personally I prefer the approach that sfpe has taken which is why that's the one I'm been working with um which is much more that holistic. Let's tell you what you need to know and in the process you'll get better for the exam. But ultimately I want. People who graduate from Osu that have been in my classes or who take that p exam prep course or any other professional development course that I teach is I want them to be able to go out and be a better professional. Not well I put in my time got the checkbox and so now it's time to move on. 21:34.11 firecodetech Yeah I Know what you mean? Yeah,, That's a good point I like the sentiment of understanding the deeper meaning why and the more I get into my professional career the more I'm impressed by professionals that don't just can't aren't just regurgitating code. You know, but they understand the deeper meaning and the intent and and have the ability to push back when the official is is not asking for something that is not you know with what the intent of the code What is asking and so. Think that's very important the more you get into the profession is to understand why and not just be a code Jockey somebody who just you know is very lawyeristic I mean you have to be but um, you need both. But yeah. 22:22.29 Bryan Hoskins Yeah, yeah, and I'll also add to that one especially at Osu which the reason why there I'm even more stressing why things are the way they are done is I like to point out to students of one. The codes are always changing. Um, if you memorize all you're doing is memorizing numbers or something like that. Well what if you know the say twenty eighteen edition of the Ibc and then you're on the 21 edition of Nfpa one one. What's going on in those 2 but from a life safety standpoint the numbers change maybe well gray areas might shift one way or the other. But what's going on. There is no different love them. We get to the 2033 edit of the code I can guarantee you that there will be major differences from what there are now not necessarily sure what. 23:06.85 firecodetech And. 23:19.16 Bryan Hoskins Those are going to be um, but we know that they're going to change over time and if all that you ever do is memorize. Okay, here's what this one particular section is right now that doesn't give you the flexibility when you're going to the different additions of the code. Plus let's say you get. A project 1 time. That's overseas. Well you have to meet their code but you also have to consider from a life safety standpoint and what's going on there and are you actually meeting the temp because the intent of the codes. That's pretty much stable. We're not seeing Matt change. 1 addition to the next. And so understanding those helps with performance-based design helps when you end up in different jurisdictions. Um, and yeah, ultimately it's gonna make you a better professional if you understand why rather than simply relying on the what. 24:13.52 firecodetech Yeah, that's a good point and you never know you know whether you're going to be working on a department of defense job or a V a job or a fm you know, global criteria job where the criteria is going to shift so dramatically that. 24:23.93 Bryan Hoskins Um, okay. 24:31.51 firecodetech You know if you don't have your fundamentals rock solid Then you're just gonna just be totally unwired in your capability to design or function in that space So is very important and um, but yeah, so let's talk about. 24:40.70 Bryan Hoskins Never. 24:47.77 firecodetech Your role now at Osu and we've alluded to it several times already. But um, ah, you know how you're a professor now and a little bit of background on the program at ok state of course go poke. So I'll always like to um. Promote the program when I get a chance to. 25:06.91 Bryan Hoskins Yeah, so oh Oklahoma State University has the oldest still active fire protection program in the nation. Um, so we've been around a long time longer than any of the others and it was founded. Originally. Um, to well teach some of the basics of fire protection then as study changed and Osha came into existence the program adding the safety con component. Now we have some students who think it's fire protection or safety. Um, but the facts you like to emphasis. It's fire protection and safety. Um a lot of what gets done in the fire protection realm in the safety realm you're doing a lot of the same basic things. Um. And so it's easy to transition from one to the other. They're not 2 distinct things. They're really in both cases you're trying to identify hazards trying to identify mitigation strategies for those hazards and then it just comes down to that specific application that you're applying it to. Um, but I will say the 1 thing that I think osu does better than any of the other programs I am biased here, but it's very much. It's an engineering technology program and engineering technology. What. 26:38.74 firecodetech Um, yeah. 26:41.70 Bryan Hoskins Separates that is it's far more based on the hands on so in our program majority of the classes that are in major have a lab component. So the students get to go actually touch feel experience see. Whaters arere talking about. They're not just reading about it in a book. Um, and I think that's a very valuable skill set to have um, going back to said earlier of learn about smoke control being able to go into buildings and see. Those dampers operating and seeing how the special inspection was going helped me understand that far more than just reading about in a book does um and so I think that's one of the big advantages to the Osu program is that hands on applied. Oh part of the program. And not just pure theory now as far as what I've taught there what I cover. Um, okay I've just said it's not it's fire and safety. That being said I tend to teach classes are a little bit more fire focused because that's. I got my degree. Oh that's also I mean I'm a professional fire protection and I'm a professional licensed fire protection engineer. So yeah, that's my main area but as far as that goes oh my first semester at Osu I was teaching. 28:11.19 Bryan Hoskins Butker design and oh the at the time called structural design for fire and life safety where it covered passive fire protection and nfpa one one basically put the building code passive fire protection nfpa one a one and human behavior all into one course. 28:29.61 firecodetech Our shit. 28:30.65 Bryan Hoskins Um, we have since split that up some because it was about too too many important Concepts all being crammed into one course. Um so I've taught I said taught their own passive life safety Human behavior. 28:49.83 Bryan Hoskins And building code all at once then the next semester added in human factors. Um, which okay, that's not fire protection but it's closely related to a lot of things I do which is looking at human response and emergencies. 29:09.50 Bryan Hoskins Um, and so it ties in very much directly with the research and again life safety side that I've been interested in after that because of some changes in faculty and other changes I taught oh and continue to teach The. So suppression detection course. Um that covers as again as's one as class we put probably too much in at first because it's the only class in the major on fire alarms. The only class in the major that covered special Hazards um and covered the start of Sprinkler systems. 29:46.58 Bryan Hoskins All into one course. Um, now we split off that special Hazards more into an elective which I teach Um, that's also available as a grad course and that suppression detection class has shifted to being still the introduction to sprinkler systems as well as much more on fire alarms. 29:54.25 firecodetech Um. 30:04.61 Bryan Hoskins And just how codes and standards operate and work then I also as you mentioned earlier top fire dynamics for a few years um as just as best fit for who was on faculty at the time be teaching that I've taught oh smoke control. 30:24.36 Bryan Hoskins Um, and oh yeah, so that's pretty much everything on the pe exam prep course except for I haven't yet got fluids because of just other faculty have gotten that one. Um, but I've covered so much of What's on the p exam but I also think it's important. Um for someone who's a professor to have taught that wide range because 1 in order to understand if you can understand you you can teach something you have to understand it. Um, and. Because if you're trying to teach and you don't understand it. It's going to be a failure for everyone at that point. Um and so having that is good plus by having that bread. Of course that I've taught I mean and you might remember this from some of the class but routinely point out. And then in this class here's how this ties together and then in this class. Oh so bringing in those connections which you know best when? okay, very taught that class. So okay, well in that class. You did this here's how that's relevant here because far too often students. Um, which they learn better than this when they get older but students a lot of times view the class that say okay I have to learn this stuff for the test and then I can immediately forget it and never have to know it again. Um, and they don't. 31:57.57 Bryan Hoskins See all those interconnections but the as many of your listeners probably know as you get into a real profession even if oh there's one area that you primarily work in you don't just use the 1 class and that's it. You're having to pull in multiple things all through it. Everything's interconnected and so by teaching all those things it makes it even easier for me to point out to the students directly. Okay, you covered that here. That's how this applies here. So if you need to go back and review what was there this would be a good time to do it. To just tie in this entire experience of learning. Um rather than viewing it as a bunch of separate individual steps. 32:43.64 firecodetech Oh yeah, That's a great point because our profession is notorious for being just widespread I mean mechanical systems electrical systems life safety and you're looking at building construction and paci fire protection and So. You're you the whole profession is based on being a jack of all trades. So. 33:09.42 Bryan Hoskins Yeah, and I will say earlier I'd mentioned how I end up fire protection. The one part I meant to add in there as well is to just echo what you said is one of the other things that that to our conversation with the program had um that drew me in was that. You had to be f like we have to pull in all these different things because just personally I prefer having to okay I can use stuff from Psychology Sociology and human Behavior. So You have to understand that you have to understand the mechanical civil. As but to a lot of other majors where you end up being much more siloed you're not using as many different things and that required breath was something that definitely peeled to me because it was yes, there's more to this field. More opportunities more career paths that are available than in some of the others. 34:09.67 firecodetech That's a great point. Yeah, it's definitely a good career for somebody who likes to be interested in in varied pursuits and very engineering so varied engineering systems because. I Mean there's just so many different things you could look at especially I mean people get into product fire protection and Ul listings and ah fm approvals I mean so you could be looking at fire and lie safety characteristics about anything in the built environment and then also and in the product market as Well. So if you. 34:23.49 Bryan Hoskins Given. 34:39.67 Bryan Hoskins And that's one of the big advantages of yeah and I would say that's also one of the big advantages to the Osu program because it ties in again, both bar protection and safety. We've had many alums that they start out going down one path. 34:42.57 firecodetech If you want variety. It's integrate trade. 34:57.89 Bryan Hoskins And then go down something completely different and then get us something else because of what opportunities come up and just having that Osu degree has opened up doors that a lot of the other people just didn't have available to them because of how special our program is and. All the different things that it touches on it really gives someone many different options for where they want their career to go. 35:27.66 firecodetech There's a great point yet fire protection has awesome career opportunity and I love that point also about that you said about the hands on nature of the experience at Oklahoma state because as a professional you know. Everything looks good on paper and so you can design something and think oh yeah, it looks great. It meets all the code criteria. Well it doesn't fit in the room so you need to think about what does this physically look like and so I think that's a very important distinction to make that. Physical and corporeal manifestation of these fire and life safety features are just as important as their code compliance. But so I wanted to break into a little bit of your expertise in. 36:12.79 Bryan Hoskins Um. 36:21.65 firecodetech Um, evacuation and sort of your research topics. But I know that you have a big interest in these areas and just I was reading some of your technical one of the. Papers or pieces of work that you put out I'm not as well versed in like how to analyze or read literature this produce in Academia but I was trying and doing some research for the show. But I'd love to talk about? um. 37:00.70 firecodetech Just evacuation and what you're researching now and get into your professional expertise. 37:04.22 Bryan Hoskins Okay, so I where I've taught everything but my and as far as again so that ging also I'll touch on that sort of Breadth of knowledge of my senior research project. Was on passive fire protection looking at the effect of missing spray applied material on a steel. Trust my master thesis was on oh characterizing the flow from a foam nozzle. Um, both of those were based on the K which projects are available which projects have funding sure I can do that. Um, but good experiences. But for the Ph D I knew I needed to do something that was going to be what I enjoy because if you're going to torture of yourself to go through that process of getting a Ph D which I've done it and I still think anyone who does it is partially Insane. Um. There's no other real rational explanation there? Um, but going through that I knew it had to be something that I would enjoy because if you're spending that many years that diving that deep on a topic. 38:02.89 firecodetech Um. 38:14.62 Bryan Hoskins If it's not something that you truly have a passion about it's not going to end up Well um, and my passion I knew was in the area of human behavior and fire. Um I said Psychology Oh in high school tying that in. 38:21.00 firecodetech Yeah. 38:31.93 Bryan Hoskins And also life safety. Why am I in this field. Ultimately when I think about it's to help people. Um, it's what I want to do and not that designing a sprinkler system isn't helping people. It is um because you're keeping them safe when there's a fire. But looking at that human aspect and understanding how people behave and respond um is something that was very much of a yes this is something I need to be doing with my career. This is the avenue I want to go down. Um, and so my. Matt for my ph d um I spent a few years going through some stairwell building evacuations. Um, basically going frame by frame tracking what people were doing other people. 39:27.57 Bryan Hoskins Again, going back to the insane part thought that I can sit there day after day going frame by frame getting over 10000 data points collected from this. Um, that's to say they wouldn't have done it themselves but gingling back to that hands on part of it. What I found most valuable about that. Um was going through that I got a much better understanding and feel for what was going on there because if all that you have is numbers k engineers give me numbers. Give me. Oh. Excel or Spss Or Saft or one of those and I can spit out stuff I can get answers. But in the research field. 1 of the things that a lot of us. Well everyone knows is you can get numbers. But. The job of the researcher is to understand what those numbers mean and to put them into practice. Um, and so one of the I mentioned this in my class a lot but with human behavior and fire pretty much everything that we discover and new is not anything that. 40:24.79 firecodetech Are a. 40:41.81 Bryan Hoskins Is ever the Wow How is that true I would never have expected that it's always see Yeah, that's how things are but yet we've been designing not with that for years and I'll get into some examples of that um tuna. Well. 40:47.98 firecodetech Here. 40:57.19 firecodetech Um, and. 41:00.39 Bryan Hoskins First of all I'll talk about this is predates me but 1 of the big myths in human behavior is myth of panic because there was actually for years and years and years was you don't tell people what's going on in a building when there's a fire because they'll start to panic. Panics irrational anti-social behavior. Basically someone starts standing there frozen in fear or shoving other people all the way and so on you can find lots of examples of this in hollywood clips. Um, actually one lab in by safety I play a bunch of clips from Tv and movies showing how. They portray evacuation of fire and then find clips on like Youtube of how it actually responds um in that. What do we see the fire alarm goes off if people get up because that's just a drill I can just ignore this if they get up. They're walking orderly patiently letting other people pass them even when we look at oh case studies of real fires same thing so there was no reason to keep that information from people. But that's what the industry thought was everyone's going to panic. Um. Or there's another example that again predates me. But um, this one's 1 found by Prof Brian that again is not surprising but early code development and requirements were based on everyone would just walk out the building and that's basically's a fluid particle and that's how it would be. 42:37.54 Bryan Hoskins He came up with this Oh when he studied the Runndo Park fire. This revolutionary thing parents will go in after their children if they're left behind and they can't find them oh because parents went back in for their children that burning building or other people went in to rescue friends and other things rather than just the back wing outside and. That was revolutionary at the time but yet no one's also shocked that wait a parent would go after their kid. It's more the wait. Why would anyone think otherwise but that's what the industry did at the time so in my dissertation One of the big findings I had there. Um that has. 43:06.59 firecodetech Um, well. 43:15.64 Bryan Hoskins Changed how oh we approach some things is since I said it's looking at people back wing downstairs when you walk downstairs. You don't go straight make a ninety degree return go across make a ninety degree turn and go down. It's more of an arc a semicircle type shape around the landing I even remember talk to my advisor about this and it see are you sure so then pull up the videos. Yep and when I bring it up in class now I'm yet to find it tune of no no I walk down and make those sharp angles. Okay, well let me phrase it I've then had students when we did things onstairs walk that way simply to prove a point but it doesn't happen in real life and so that's thing a lot of this st in human behavior and fire is just pointing that out. Um, also say 1 thing I've done a number of. Talks and talk about human behavior and fire is mentioned okay, imagine the scenario you are sitting in an airport a major metropolitan airport. One of those hub airports and the fire alarm goes off oh what are you going to do. And then play a video that's on Youtube of a fire at one of the major hub airports and was it show and you can pull this up yourself from multiple different airports multiple different places. Other things was it show. Everyone's sitting there. Oh no, 1 ne's trying to get back through security. 44:49.42 Bryan Hoskins Um, to have to cross back through and every time I've talked to people is that what you expect all but well all, but basically 1 time have I had people say yeah, that's what I expected. The 1 time was talking to a bunch of politicians. And they were shocked that not everyone listened to the directions. Um I guess politicians have a different perspective on things but everyone else is the yeah that doesn't surprise me. That's what I'm used to That's why I expect the announcement comes on and people ignore it. And so that then gets into and I've done research in this area as well. Not just the movement but also looking at how do we effectively get information to people what is needed to get them to go from that just sitting there to actually starting to evacuate and so. How is it that the notification process works getting time back into that human behavior and fire area. 45:52.91 firecodetech Yeah,, That's very interesting I Definitely think Politicians have a different view of reality. But that's ah off topic. Um, that's but ah, another thing I was just thinking about and I didn it to. Provide this before this might be I don't know if you'll have an answer for this but I had a question about like performance based design versus a more prescriptive design and I know that the answer is probably it depends. But. 46:28.50 Bryan Hoskins Nothing. 46:30.60 firecodetech If you could give any insight to which one of these methods have greater allowances for life safety or if there is a break even point in building size or complexity where that might be. 46:49.39 Bryan Hoskins So you're right? The answer is it depends. Um, it's actually it's difficult in that I don't think that there is a specific point of. 46:51.26 firecodetech That's a difficult. 47:02.92 Bryan Hoskins Okay, when you get to this may square foot this many dollar figure. Whatever metric of sort of a cut and dry line. Um, because for example, New Zealand at one point went to everything had to be performance based and that did not work so well. 47:21.98 Bryan Hoskins Um, but everything being prescriptive does not work. Well either. And really if we look at and I talk about this in life safety. So this is not really too far with stretch for a question I so of already know my answer in advance and actually talking about this. Just. Yesterday in class when we look at the prescriptive code. The prescriptive code is in many ways a performance base code and hear me out on this when we look at the prescriptive code. Where do numbers like maximum travel distance come from number of exits come from. Well it's based on golden objectives that could set so nfpa 1 one for example, is anyone not into most fire shall be kept safe long enough to evacuate relocate. Um, or defend in place and so you can see that similarity to okay and you're doing performance space design you have to come up with your goals and objectives and that's very easily one that's going to be there anyone not into with fire shall be kept safe. 48:35.34 Bryan Hoskins And then if we look at the code how they okay theoretically where did numbers like travel distance. Oh come from. Well it's based on a typical building. We'll have this type of fuel loading in it and that's why it's different for chakmancy in part. Um, so here's the expected fuel loading here's the expected ceiling height. Oh therefore the time until the smoke layer descends to where people are at should be about this much time we know the speed people walk at put in a safety factor there. And so with this setup everyone will be out safely before the fire becomes too big now I say theoretical. That's where it comes from because I think most of its numbers actually came from people at a conference room 1 time going. Okay, we need to come up with a number. Okay, that 1 looks good. Let's see there. Um, but. In theory where it comes from its at so like the ockment load factors where do they come from going out studying a building counting the number of people getting the dimensions and adapting it for that. So the prescriptive code. It's very good. For a building that's similar to that assumed building and many of our buildings are because you're dealing with okay seven foot 6 to ten foot ceiling heights not too much different. The commodities in them are gonna be about the same people in them. We can start to come up with those. 49:56.10 firecodetech Um, and. 50:03.47 firecodetech Naning. 50:09.32 Bryan Hoskins Methods to approximate what it's going to be and as far as the having the committee then set what the minimum standard is saves a lot of time and effort because if every project has to be performance based.. That's a significant time investment. Um, for all the stakeholders involved and for a simple 3 story office building where they're building 50 of them in the town type of thing. Why go through each one of those projects and have to do that when the prescriptive code works very well for that. It saves time effort money. So for a simple building that's sort of meeting what that stereotypical building sort of underlying the prescriptive descriptive codes is just do prescriptive but a number of the numbers in the prescriptive code. 51:03.20 firecodetech Um, appreciate that. 51:07.94 Bryan Hoskins And mentioned in class yesterday they're arbitrary what I mean by that is let's say I have 500 people in a room I can have two doors out of there and it's perfectly acceptable by code perfectly safe I put in 1 more person. 51:16.60 firecodetech Um, yeah. 51:25.42 Bryan Hoskins Point two percent change in the occupant load that one person I now have to put in a third exit door have I really changed the safety in that building by changing the augment load by 0.2% that I now have to. Put in a third door. No 501 peoples meet just as safe as five hundred with two exits there's not any study date or anything 500 is round number and that's the number they got picked now I'm not saying that 500 bad number I'm saying it's an arbitrary number and that's the advantage to performance space design on 1 project that I worked on. Um while at europe there was a large casino. Um, that was being proposed to be built and to make it work. 52:05.63 firecodetech Yeah. 52:21.51 Bryan Hoskins They're gonna have to have some like 12 or 13 stairs to meet travel distance requirements scattered throughout that floor. The owner did not like that idea why for security reasons putting in a lot of stair shafts makes dead spaces and security becomes a problem also just the. Um, beyond that they wanted there so you can look across the room and see the person winning way over there. Um, so that way you felt like you could be winning at your table so they wanted that more open area and travel distance is meaningful for a normal building. 52:43.55 firecodetech My kids. 52:58.79 Bryan Hoskins But let's think about against one of those major Las Vegas casino type places you have a huge floor plan. So how long is it going to take the smoke to descend all the way down to where the people are at and the answer was a very long time I went to the fire modeling to. Determine what it was but it was in excess of 20 minutes um and so then if we can get everyone out of there by just putting in I think we had doing so like 4 5 6 stairs at the different outside of the building. It gets the owner what they want. 53:37.15 Bryan Hoskins And we're gonna get everyone out of that building safe if there's a fire I have no doubt about that in my mind. Um, why because that building's not a typical building the wide open floor plan made it different and ultimately what's the goal of the fire protection Community. Keep people safe in the event of a fire. So As long as we can keep people safe in the event of a fire then well that's what matters and so that's what we need to be able to show and so and why prohibit the owner from doing something. If. It's going to be safe to do it and so that's the advantage performance base design when the uniqueness of the architecture or materials being used will still lead to the same level of safety as the base code provides. Then it should be our job as practicing engineers in the field of life safety Fire protection. Um, but to make sure that those building owners can do the things that they want to do can use their buildings the way they want to do but doing it in a safe way. And that's what performance spaces design and allows us to do and so I'm not gonna I say I'm not go set a specific dollar figure or a square footage or anything else. But if the prescriptive code does not meet the owner's desires then the performance based design becomes an option. 55:12.44 Bryan Hoskins To be able to allow them to do what it is. They want to do and if they just want to go prescriptive because that's goingnna be a less expensive option. That's their choice. Um, but if or if they have just set in a more building and the prescriptive code works fine then great. Shown that it's safe enough. But for those unique designs for those buildings where they want to do something a little bit different then that's our job to make it so where they can accomplish their goals but do it in a way that's safe. 55:34.36 firecodetech Um, and. 55:48.11 firecodetech I Appreciate that. That's a perspective on performance based design I don't think I've heard before I don't have as much experience with it. But I appreciate that sentiment In. You know how that discretion call and really understanding the factors of what safety level that the prescriptive code provides and matching that calculated or performance-based design methods is very interesting but. 56:25.41 firecodetech Anyways, well I just want to wrap things up and say thank you for talking Brian I could talk to you for another 2 hours probably you've been just a a walt of knowledge on and we didn't even get to speak about your professional society involvement more and. Your thoughts on the industry and where things are going but I want to be mindful of what you got planned today and maybe we can have you on that in the future again to cover some of those topics. 56:51.17 Bryan Hoskins Absolutely be happy to. It's great talking to and again you bring on a professor I get paid to talk for a living so always enjoy talking about the industry of the field and doing everything we can to help promote it continues to that growth. 57:08.57 firecodetech Definitely well I appreciate it. You make it easy on me which I enjoy of course but alrighty we'll we'll wrap it up. 57:12.10 Bryan Hoskins Thank you.  

Enjoy this Old Episode of the show while we are on our break! Wow How the Show has Grown in quality Lol!Extra Credit for anyone who counts the amount of "umm"s the Guys say! lol Brian C joins Nick and Aaron to dive deeper into the Fear of God. In this episode they break down our Christian walk down into three parts and how each part relates to the Fear of God. We can be tossed around in our walk but our goal is to stay centered in His truth.Step 1 Trembling  Fear:Proverbs 9:10 "The fear of the Lord is the beginning of wisdom. It's the beginning of understanding, the beginning of prudence, which is thought or care about a specific thing."Step 2 Fear of Outcome:Psalm 128:1,4 "Blessed are all who fear the Lord, and walk in obedience to Him ... Yes, this will be a blessing, for the man who fears the Lord."Step 3 Reverence for God:Psalm 115:11 "You who fear the Lord, trust in the Lord. He is their help and their shield."Prov. 14:26 "In the fear of the Lord there is strong confidence, and His children will have refuge."As Brian pointed out we may get tossed around between these different stages, but we need to remember that God is in all of them. Your walk is just that: God breathed and unique to you and there is something great about that.

Step into the new year with positive intentions for your body, self & energy - Let's get it! This episode we are talking about setting new intentions WITH the positive energy backing it. How do you want to feel in your body? Freedom, happy, joy, empowerment, confidence? What are your goals? Lose weight, eat healthier, feel toned, have more energy. Whatever your goals are, this episode is here to create the energy to support you AND start to think about the transformation within. SPONSORSHIP WATER BEARERS: https://thewaterbearers.org/get-involved/Each $50 filter can provide safe drinking water to 100 people a day and last up to 10 years. *WOW* How about start your new year with service & gratitude! Uplift yourself & others!BODY BREAKING FREE CONTACT: JOIN THE EMAIL LIST (Podcast updates/support/freebies!): https://katiekaygraham.ck.page/2cbb5808d0EPISODE SHOWNOTES: https://katiekaygraham.com/blog/30 (More episode details, check out the shownotes) FREE RESOURCES: Free BBF Mantras/Affirmations: Morning Mantras for Body & FoodPODCAST FEEDBACK: Your feedback is invaluable! I'd Love to Send My Feedback!INSTAGRAM: @katiekaygraham

WOW How the heck are ya? It's been awhile since I've put a new episode out, but as you can imagine, things have been kind of wild here as it has been for everyone else. with the drama of Covid-19.We started out on Spring Break and finished with an additional one month quarantine... so far.So, how are you feeling during this whole ludicrous pandemic situation we're going through right now? I know it's scary and unprecedented and everyone is having a hard time. I hope this podcast episode hits you at the perfect time because, what my friend Roger is doing is so powerful.On today's episode, I get to talk to Roger Duong, the genius behind the Buckets project. The Buckets Project is a podcast where Roger interviews people he admires and respects to find out how they would spend their perfect day and then has them separate their activities from their perfect day into 4 buckets. They discuss the why and how each activity is chosen and then he challenges them to spend their time every day filling those buckets, even if they can't live always their perfect day.Find Roger:https://buckets.blog/https://www.facebook.com/thebucketsproject/Support the show (https://mmstuartco.com/livewithaudacity/)

Con el objetivo de liberar el potencial de las personas y de las organizaciones a través de estrategias y soluciones en Capital Humano a la medida de las necesidades de sus clientes, TalentLab nace en 2013. Conoce la historia completa de Paola Carranco en esta edición de Maestros del Escalamiento junto a Daniel Marcos. PODCAST TIMESTAMPS   0:53 Daniel Marcos nos da bienvenida a una nueva edición de Maestros del Escalamiento junto a Paola Carranco, miembro del capítulo de EO Ciudad de México. 1:30 TalentLab es una compañía dedicada a liberar el potencial de las organizaciones por medio de su gente mediante soluciones para mejorar la cultura y el talento con herramientas como evaluaciones, aplicaciones, reconocimientos, experiencias de aprendizaje, etc. 2:17 Es miembro de EO Ciudad de México desde 2018. 2:33 En EO encontró una organización con personas que estuvieran en situaciones similares a las suyas, así como un lugar en donde crecer, hacer y hacer más como persona y como emprendedora. 2:57 En su opinión, EO le ha dado amigos, experiencias de otras personas, nuevas visiones, así como ese impulso a realizar cosas nuevas. 3:23 Paola nos comparte su fracaso favorito fue intentar traer una marca de moda argentina con una amiga como socia al salir de la universidad sin embargo en el transcurso se dio cuenta de que no sabía de la operación, distribución, almacenaje o contactos. 5:44 Por igual, nos comenta que tuvo un segundo fracaso favorito fue cuando trajo una franquicia de gimnasios 24/7 junto a otros 4 socios, pero ninguno de los 5 se dedicaba al 100% en el negocio pues tenían empleos fijos y no querían dejarlos hasta ver ganancias, no había manuales o guías para levantar la franquicia y finalmente comenta que modificaron el modelo de negocio a su gusto, invirtiendo así, más dinero del que tenían que. 8:12 Su día comienza haciendo ejercicio para después dedicarle tiempo a sus hijos. 9:31 Paola nos platica que los libros que más ha regalado son: “The power of habit” (Charles Duhigg, 2012), “Blindspot: Hidden Biases of Good People” (Mahzarin Banaji, Anthony Greenwald, 2013), “The power of WOW: How to Electrify Your Work and Your Life by Putting Service First” (Tony Hsieh, 2019) 14:17 La adrenalina de hacer cosas distintas, la emoción de explorar cosas nuevas, hacer alianzas, el poder liderar gente son algunas de las cosas que más disfruta de ser emprendedora. 14:50 Por igual considera que la responsabilidad sobre la gente que depende de la empresa es lo más complicado de ser emprendedor.  15:30 El tener a la gente correcta en su equipo, a quienes pueda delegar cada vez más y así, poder enfocarse en lo que ella hace mejor ha sido un factor clave para escalar su negocio. 16:49 ¿Cuál es la habilidad única de Paola? Conectar con la gente 17:10 Recomienda ampliamente ver “The pursuit of happiness” (Gabriele Muccino, 2006) 18:22 Para Paola, su propósito de vida transformador es hacer un mundo mejor. 19:58 “La felicidad no es un destino, es una forma de vida” es una frase que, en definitiva, define su vida. 20:50 En su opinión, un hábito absurdo es acostarse y abrazar a sus hijos antes de despertarlos. 22:33 Cree que una opinión errónea que tiene la gente de ella es que puede ser una persona muy “sangrona” o que es una persona que nunca tiene tiempo. 23:52 ¿Cómo es la cultura de su empresa? 25:00 Si pudiera darle un consejo a su versión de cuando empezó a emprender es que documente y anote todo para así, generar procesos. 26:03 Al pensar en éxito, Paola piensa en ser feliz y sentirse plena. 26:55 Cree que una de sus mejores decisiones ha sido casarse pues cree que su pareja, complementa su vida. 28:30 Cree que su mejor inversión, han sido los viajes que ha realizado sin importar el destino. 29:21 Al contratar a alguien se fija en su actitud, su forma de expresarse de experiencias pasadas o frustraciones y que tengan una buena intención. 31:23 A los nuevos emprendedores les recomienda ignorar esa voz interna que le dice que algo es imposible o que algo no se debe hacer. 32:41 Por igual, cree que la peor recomendación sobre emprendimiento que ha escuchado es que no dejara que otras personas hicieran cosas importantes de su negocio o delegar decisiones clave. 33:52 Para decir que no, nos aconseja tomarse su tiempo, así como recordar el enfoque en el objetivo principal para así, no divagar. 35:49 Cuando se siente abrumada o fuera de foco, Paola intenta respirar conscientemente en ciclos de 4x4, así como desconectarse de sus dispositivos. 37:25 Daniel menciona que el escalamiento es mental antes que físico, a lo que Paola responde que se mantiene en constante entrenamiento y venciendo los miedos. 38:23 a los nuevos emprendedores les recomienda juntarse con nuevos emprendedores que los impulse a seguir adelante y que estén o hayan pasado por experiencias similares, así como asesorarse de otros emprendedores. 39:11 Despedida y agradecimientos.     INFO FINAL   Conoce más de Paola Carranco en: LinkedIn   Conoce más de “TalentLab” en: Sitio Web LinkedIn   Conoce más de EO en: LinkedIn    

Wow---How the vain show fades away and tarnishes fast.--Harvey Weinstein, once called--a god by the big movers and shakers - not a disgrace to all of humanity.--The greatest pop singer of all time dies with the reputation of a child molester. It's the world's vain show, and Christians would do well to recognize it immediately. But, Christians must be on their game - redeeming the time for the days are evil.--How does a family redeem the time and walk circumspectly in such an age as this-

 Three Super Fast Ways To Market Yourself When Networking   Meeting new business contacts, expanding personal networks, promoting a reliable, trustworthy “Brand You” are the basics of business.  Now given our first interactions with strangers are so important, are we getting the best result for ourselves and organisation?  When we are out there representing our company and someone asks us, can we succinctly explain what we do, in a clear, informative, impressive and memorable manner?    An excellent formula is called the Wow & How.   When we meet someone for the first time, after examining their business card, we should get the ball rolling and ask them about their business.   We can really get things moving by using a three step approach:   We start with a proposition that they can easily agree with. For example, in the case of my business: “You know how companies often really struggle with training their staff.  They get really frustrated that the training doesn't produce the results they require” . The listener by this time is nodding and silently voicing their agreement, because they can mentally picture the problem.    We embed a pregnant pause, then add the mega attention grabber, almost as a throw away line - “Well, we fix that completely”. At this point, we become as silent as the tomb and do not utter any follow up to our bold statement.   Their immediate internal mental reaction is “Wow, that sounds amazing” . Then their buyer supreme skepticism kicks in and they ask, “Oh yeah, so How do you do that?”.   They have asked the question from their side now, so this allows us to subtly lead with our differentiable advantage in the marketplace.  This is brilliant, because we are responding to their request for more information and unlike everyone else, we are not pushing our unique selling points down their throats.    Importantly, our answer is more about the What we do, rather than the How we do it.  We do this on purpose, because we want to explain the precise How in detail later, in the comfort of their office, rather than in short form at a noisy, distracting and crowded networking event.    So our answer would go like this:  “Dale Carnegie has been around for a long time, so we have proven methods which trigger the behavior change needed to get the staff to produce outperformance”   Remember the steps: start with a proposition that they can easily agree with; add the mega attention grabber; let their buyer supreme skepticism kick in.

WOW-How is it almost 2020!? I remember last year at this time. It was a not-so-fun part of my life and my journey. I remember getting my lowest paycheck in my network marketing biz and feeling like such a failure, feeling like what is wrong with me? Why am I struggling so much!? Listen to … Continue reading 37: CHANGES, CHALLENGES, GROWTH →

What are you like on creating first impressions with people you meet for the first time? We are all aware that establishing “know, like and trust” relationships with clients are three key ingredients for success in business.  What about the like and trust bits?  The formation of first impressions in business has become so microscopically short today, we really need to have these well thought through and well organized. People we meet will form an impression of us, one way or the other, that is for sure, so we need to be designing the outcome we want from the very start.   How can we do that in a way that gets us off to a flying start?  What things do we need to be doing and also what things do we need to be avoiding.  Are you well prepared for creating an outstanding first impression with potential clients? Welcome back to this weekly edition every Tuesday of "THE Cutting Edge Japan Business Show" I am your host Dr. Greg Story, President of Dale Carnegie Training Japan and best selling author of Japan Sales Mastery. We are bringing the show to you from our High Performance Center in Akasaka in Minato-ku, the business center of Tokyo. Why the Cutting Edge?  In this show, we are looking at the critical areas for success in business in Japan.  We want to help advance everyone's thinking so that we be at the forefront, the Cutting Edge, of how to flourish here in this market. Before we get into this week's topic, here is what caught my attention lately. Japan really loves luxury goods, especially high end handbags, jewelry and expensive watches.  It also likes new things too, so there is a big market for selling second hand luxury items and replacing them with newer styles. According to a government report, the national resale market for used luxury goods in Japan is two hundred billion yen.  In the resale arena, big players are Yahoo's auction website, Japan's first unicorn Mercari with a marketplace app and a new player called Sou.  Sou is pawnshop which specializes in buying luxury goods only.  There are 57 stores in Japan, which are stylish locations where people can sell their luxury goods and feel good about it.  Business has been so successful, Sou founder Shinsuke Sakimoto took the company public lately.  When a pawnshop specializing in luxury goods can be listed, you know this is a special market for high end products. In other news, the national police agency reports that there has been a significant increase in juvenile fraud cases, totaling seventeen and a half billion in financial damage in just the first half of 2018.  These usually involve criminals recruiting young people to impersonate elderly people's children and asking for money for an emergency.  The number of fourteen to nineteen year olds arrested for these crimes has doubled.  People aged sixty five and older accounted for nearly seventy six percent of the cases. Japan is a very honest country, so criminals prey on the innocence and naivety of the older generation, a rapidly growing segment of the population.  Your grandson rings you in a panic, is barely coherent on the phone, but you understand he needs money right now or something totally horrendous will happen to him. So you quickly pay the money in haste and then repent at leisure. This is episode number  #46 and we are talking about  One Minute To Star Soredewa ikimasho, so let's get going. Meeting new business contacts, expanding personal networks, promoting a reliable, trustworthy “Brand You” are the basics of business.  By the way, even if our job title doesn't explicitly mention “sales and marketing” we are all in sales and marketing.  In modern commerce, even professionals in non-traditional sales roles like accountants, lawyers, dentists, engineers, architects, analysts, consultants all need to pitch their expertise to get new clients.  This may not have been the case in the past, but this is the “new black” of the professions.  When we try to influence a decision – buy my widget, use my service, fund this project, open a new market or even where shall we go for lunch - these are all sales and marketing efforts to get others to follow our ideas.  Don't miss this change and instead master the process, such that you get the business and not your competition.          By the way, first impressions are so critical.  When I ask my class participants during sales training, how long does it take to form an impression of someone, the range of answers is usually between 2 and 5 seconds.  Think about that.   We are all so quick to judgment, we are shockers!  An opinion is formed immediately and it takes quite a bit of effort to unwind a negative first impression.  We would have to be crazy to leave that first impressions to random luck or happenstance.         Now given our first interactions with strangers are so important, are we getting the best result for ourselves and organisation?  When we are out there representing our company and someone asks us, can we succinctly explain what we do, in a clear, informative, impressive and memorable manner?  Based on my experience and observations from attendance at thousands of networking events, there is a lot of room for improvement.  Those from the so-called professions are usually the worst!           An excellent formula is called the Wow & How.   When we meet someone for the first time, after examining their business card, we should get the ball rolling and ask them about their business.  Why don't we just seize the moment and jump in and start impressing them with information about us and what it is we do?  Well, you could do that but it is a hit and miss approach.  We know that people love to talk about themselves, so don't deny the potential client that chance.  We also learn more by listening than speaking and so having them lead off is a win-win.           Hearing what they do also assists us in considering how best to explain what we do.  We can emphasise certain aspects that we believe would appeal to them, based on what they have just told us, about what they are doing.  If their industry has relevancy for something we have done, then we can mention that point and start building our credibility.  We may have a business contact who can assist them, making ourselves valuable in the process.  They may mention an issue and bingo, we are the solution, so we can zero in on learning more about the concrete problem.          By listening to them speak, we can also gauge their preferred personality type. We can then adjust our communication style to best suit their preference for interaction.  If we notice, for example, that they are a very detail oriented person, we might add in more concrete detail than normal to explain what it is we do.  If you are speaking with an accountant, three decimal places when quoting numbers is always appreciated!  The opposite tack is best applied to big picture people - don't kill them with the micro detail.  If they are fast paced, then we need to speak faster and with more energy than normal. If they are very calm and considered, drop your voice and lower your energy to mirror them.  Check you are not standing too close to them and give them some space.              Generally speaking, we all like people more who are like us.  By adjusting our own style to match them, we are more quickly able to enhance our communication and understanding.  Does this mean we have to be a schizophrenic with conflicting personality styles?  No, but it does require that we master the language styles of the four main personality styles – Expressive, Driver, Analtyical and Amiable.            When it is our turn to explain what we do, we can really get things moving by using a three step approach: Find out more when we come back from the break   Welcome back  Here are the three steps. 1. We start with a proposition that they can easily agree with. For example, in the case of my training business: “You know how companies often really struggle with training their staff.  They get really frustrated that the training doesn't produce the results they require” . The listener by this time is sagely nodding and silently voicing their agreement, because they can mentally picture the problem.  We embed a pregnant pause, then add the mega attention grabber, almost as a throw away line - “Well, we fix that completely”. At this point, we become as silent as the tomb and do not utter any follow up to our bold statement. Their immediate internal mental reaction is “Wow, that sounds amazing” .Then their buyer supreme skepticism kicks in and they ask, “Oh yeah, so Howdo you do that?”. They have asked the question from their side now, so this allows us to subtly lead with our differentiable advantage in the marketplace.  This is brilliant, because we are responding to their request for more information and unlike everyone else, we are not pushing our unique selling points down their throats.              Importantly, our answer is more about the Whatwe do, rather than the Howwe do it.  We do this on purpose, because we want to explain the precise How in some more detail later, in the comfort of their office, rather than in short abbreviated form at a noisy, distracting and crowded networking event.             So our answer would go like this: “Dale Carnegie has been around for a long time, so we have proven methods which trigger the behavior change needed to get the staff to produce outperformance”.                       The explanation should be succinct and only take about thirty seconds, so each word is vital.  The delivery must be practised and perfected beforehand.  The delivery must be relaxed, purposeful and voiced with confidence. Simple things which appear effortless are often complex to perfect.  There may be a lot of re-writing, before you can find the economy of words needed to get across the concept in such a way, the listener is drawn in to want to hear more on the How.  This is the goal – the followup conversation based on interest established at the first meeting.  From the Howyou bridge into a suggestion that you both get together so you can explain how you weave all of this magic.          At the next business soirée you attend, roll out the Wow & How formula, delivered in the potential client's preferred communication style and see the results.  Study their reaction very carefully and keep adjusting the content, until you find the “all killer, no filler” combination that works best.                Every single person you meet judges your entire organisation and business on you.  That is a heavy burden and one we have to master.  Remember you only get one shot at a positive first impression, so let's not leave that creation process to random chance Action Steps Understand that we are all in sales and marketing When meeting someone at a networking event, have them tell you what they do, before you introduce your business Listen carefully for their preferred communication style Tell them how you are the one to fix the business problem Create the opportunity to meet again for a business discussion        THE Cutting Edge Japan Business Show is here to help you succeed in Japan.  Subscribe on YouTube, share it with your family, friends and colleagues, become a regular. Thank you for watching this episode and remember to hit the subscribe button. Our website details are on screen now, enjapan.dalecarnegie.com, it is awesome value, so check it out. In episode 47 we are talking about How To Incinerate Your Personal Brand. Find out more about that next week. So Yoroshiku Onegai Itashimasu please join me for the next episode of the Cutting Edge Japan Business Show We are here to help you and we have only one direction in mind for you and your business and that is UP!!!

Exclusive Private Demand Free Speech Reception: Trump Hotel July 3 w/Roger Stonehttps://www.facebook.com/events/582781962131638/https://www.eventbrite.com/e/demand-free-speech-reception-trump-hotel-july-3-wroger-stone-tickets-62233759851DescriptionDemand Free Speech Reception @ BLT Prime by David BurkeTrump Hotel Washington DC July 3 w/Roger Stone & other VIPHosted by Peter Boykin (PeterBoykin.com)This Event will be the Kick off Reception for the DemandFreeSpeech.org Rally on July 6VIP in attendance Roger Stone, and others (TBA)Here is your chance to mingle with Roger Stone and others in a private 75 person event, at Trump Hotel! Everyone in the Lobby will be wondering: Wow HOW did THEY get to be at THAT Party!7/3/2019 9:30pm-11:30pm Private Dining Room - The Grant RoomThis Reception is a great way to meet some of the speakers from the Demand Free Speech rally in person, including Roger Stone.Peter Boykin is hosting this event to both kick off the Demand Free Speech events, but to launch his first official book, but this is also a great way to end a long day of celebrating TRUMP and unwind at Trump!This is also a fundraiser, together we are going to stop the bias!For more info email peter.boykin@themaganetwork.comor visit MagaGala.comThe Menu7/3/2019 9:30pm-11:30pm2 Hour Open Premium BarMIXED DRINKSRED & WHITE WINES Sommelier SelectionBOTTLED BEER Imported and Domestic SelectionsSODA & JUICE7/3/2019 9:30pm-10:30pm1 hour of Passed (8 Different) Hhors d'ouevresCurried ChickenYuzu VinaigretteMini Crab CakeOld Bay AioliGoat Cheese CrostiniSundried Tomato, Olive CroutonCreekstone Prime Hanger steakFresh Horseradish, CrostiniRock Shrimp TempuraSiracha, Sesame OilMini Grilled CheeseTruffle OilCheese GougersMornay SauceMini Lobster RollSauce Américaine7/3/19 10:30pm-11:30pmStationary PlattersPrestige Raw Bar PlatterEast& West Coast Oysters, Littleneck Clams, Jumbo Shrimp Cocktail, Tuna Tartare, 1 1/2 LobsterGrilled Vegetable PlatterCharcuterie PlatterArtisanal Cheese PlatterJULY 4th WEEKEND WILL BE HUUUUUUUUGE!!#MAGA #DemandFreeSpeech #StopTheBias

Suzanne Mitchell is in her 4th year as principal of Selma Elementary in North Carolina. In 2015, She was the Johnston County Principal of the Year.   Suzanne Mitchell contributed to the epic blog post on staff appreciation where she shares a variety of incredible ways to honor your staff. We get into her tips for appreciating staff and so much more in this episode. Finally, I consider Suzanne a friend and she adds so much value as a weekly mastermind member.   Highlights: How a long line of educators influenced her career choices Tips to celebrating staff and her Directors of WOW How she went from hiring 25 teachers one year to 20 the next and then solving the turnover problem (hired only 6 teachers last year) Connect teachers to why they got into the profession Work a system to be in the Top 5 of student growth Don’t believe everything you hear Failure is an opportunity to reflect and learn Leverage your leadership team to hold yourself accountable as principal Be true to yourself or risk being fake Powerful PD: Walk & Learn Resources & Connect   Staff Appreciation Ideas blog post with a super-star contribution from Suzanne Mitchell!   Voxer   The 21 Irrefutable Laws of Leadership by John Maxwell   Crucial Conversations   Twitter: @SuzanneReads Do you need accountability? Text BETTERMASTERMIND to 33444 Daniel wants to work with you and help you accelerate your leadership development and increase your impact.      BECOME A PATRON OF THE SHOW FOR AS LITTLE AS $1/MONTH DID YOU LIKE THE SHOW?  iTunes SUBSCRIBE HERE! SHOW SOME LOVE: PLEASE LEAVE A 5-STAR RATING AND REVIEW Grab your FREE 15 Phrases of Effective School Leaders  Text PHRASES to 33444 or click the link above.   Website :: Facebook :: Insta :: Twitter :: LinkedIn

How To Market Yourself In Under One Minute     Meeting new business contacts, expanding personal networks, promoting a reliable, trustworthy “Brand You” are the basics of business. By the way, even if our job title doesn't explicitly mention “sales and marketing” we are all in sales and marketing. In modern commerce, even professionals in non-traditional sales roles like accountants, lawyers, dentists, engineers, architects, analysts, consultants all need to pitch their expertise to get new clients. This may not have been the case in the past, but this is the “new black” of the professions. When we try to influence a decision – buy my widget, use my service, fund this project, open a new market or even where shall we go for lunch - these are all sales and marketing efforts to get others to follow our ideas. Don't miss this change and instead master the process, such that you get the business and not your competition.   By the way, first impressions are so critical. When I ask my class participants during sales training, how long does it take to form an impression of someone, the range of answers is usually between 2 and 5 seconds. Think about that.   We are all so quick to judgment, we are shockers! An opinion is formed immediately and it takes quite a bit of effort to unwind a negative first impression. We would have to be crazy to leave that first impressions to random luck or happenstance.   Now given our first interactions with strangers are so important, are we getting the best result for ourselves and organisation? When we are out there representing our company and someone asks us, can we succinctly explain what we do, in a clear, informative, impressive and memorable manner? Based on my experience and observations from attendance at thousands of networking events, there is a lot of room for improvement. Those from the so-called professions are usually the worst!   An excellent formula is called the Wow & How.  When we meet someone for the first time, after examining their business card, we should get the ball rolling and ask them about their business. Why don't we just seize the moment and jump in and start impressing them with information about us and what it is we do? Well, you could do that but it is a hit and miss approach. We know that people love to talk about themselves, so don't deny the potential client that chance. We also learn more by listening than speaking and so having them lead off is a win-win.   Hearing what they do also assists us in considering how best to explain what we do. We can emphasise certain aspects that we believe would appeal to them, based on what they have just told us, about what they are doing. If their industry has relevancy for something we have done, then we can mention that point and start building our credibility. We may have a business contact who can assist them, making ourselves valuable in the process. They may mention an issue and bingo, we are the solution, so we can zero in on learning more about the concrete problem.   By listening to them speak, we can also gauge their preferred personality type. We can then adjust our communication style to best suit their preference for interaction. If we notice, for example, that they are a very detail oriented person, we might add in more concrete detail than normal to explain what it is we do. If you are speaking with an accountant, three decimal places when quoting numbers is always appreciated! The opposite tack is best applied to big picture people - don't kill them with the micro detail. If they are fast paced, then we need to speak faster and with more energy than normal. If they are very calm and considered, drop your voice and lower your energy to mirror them. Check you are not standing too close to them and give them some space.   Generally speaking, we all like people more who are like us. By adjusting our own style to match them, we are more quickly able to enhance our communication and understanding. Does this mean we have to be a schizophrenic with conflicting personality styles? No, but it does require that we master the language styles of the four main personality styles – Expressive, Driver, Analtyical and Amiable.   When it is our turn to explain what we do, we can really get things moving by using a three step approach:   We start with a proposition that they can easily agree with. For example, in the case of my business: “You know how companies often really struggle with training their staff. They get really frustrated that the training doesn't produce the results they require” . The listener by this time is nodding and silently voicing their agreement, because they can mentally picture the problem.   We embed a pregnant pause, then add the mega attention grabber, almost as a throw away line - “Well, we fix that completely”. At this point, we become as silent as the tomb and do not utter any follow up to our bold statement.   Their immediate internal mental reaction is “Wow, that sounds amazing” . Then their buyer supreme skepticism kicks in and they ask, “Oh yeah, so How do you do that?”.   They have asked the question from their side now, so this allows us to subtly lead with our differentiable advantage in the marketplace. This is brilliant, because we are responding to their request for more information and unlike everyone else, we are not pushing our unique selling points down their throats.   Importantly, our answer is more about the What we do, rather than the How we do it. We do this on purpose, because we want to explain the precise How in detail later, in the comfort of their office, rather than in short form at a noisy, distracting and crowded networking event.   So our answer would go like this: “Dale Carnegie has been around for a long time, so we have proven methods which trigger the behavior change needed to get the staff to produce outperformance”.   The explanation should be succinct and only take about thirty seconds, so each word is vital. The delivery must be practised and perfected beforehand. The delivery must be relaxed, purposeful and voiced with confidence. Simple things which appear effortless are often complex to perfect. There may be a lot of re-writing, before you can find the economy of words needed to get across the concept in such a way, the listener is drawn in to want to hear more on the How.   At the next business soirée you attend, roll out the Wow & How formula, delivered in the potential client's preferred communication style and see the results. Study their reaction very carefully and keep adjusting the content, until you find the “all killer, no filler” combination that works best.   Every single person you meet judges your entire organisation and business on you. That is a heavy burden and one we have to master. Remember you only get one shot at a positive first impression, so let's not leave that creation process to random chance.         Action Steps   Understand that we are all in sales and marketing   When meeting someone at a networking event, have them tell you what they do, before you introduce your business   Listen for their preferred communication style   Tell them how you are the one to fix the business problem   Create the opportunity to meet again for a business discussion   Engaged employees are self-motivated. The self-motivated are inspired. Inspired staff grow your business but are you inspiring them? We teach leaders and organisations how to inspire their people. Want to know how we do that? Contact me at greg.story@dalecarnegie.com   If you enjoy these articles, then head over to www.japan.dalecarnegie.com and check out our "Free Stuff" offerings - whitepapers, guidebooks, training videos, podcasts, blogs. Take a look at our Japanese and English seminars, workshops, course information and schedules.     About The Author Dr. Greg Story: President, Dale Carnegie Training Japan In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making and become a 30 year veteran of Japan.   A committed lifelong learner, through his published articles in the American, British and European Chamber journals, his videos and podcast “THE Leadership Japan Series”, he is a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. Dr. Story is a popular keynote speaker, executive coach and trainer.   Since 1971, he has been a disciple of traditional Shitoryu Karate and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.  

Today's Quote Is From Richard Branson We will be doing a series of Richard Branson's Top 10 Inspirational Quotes. I may have already done one of these in the past, but they are always inspiring to me and I hope they will be to you as well.           Don't think what's the cheapest way to do it or what's the fastest way to do it . . . think 'what's the most amazing way to do it. ~~ Richard Branson I've been in the business world for a long time. I have often encountered organizations that start wanting to do what's the cheapest way to do it or the fastest way to do it. They often feel that doing it the cheapest way will be better for the bottom line for profits. Don't get me wrong, I am all about profits in a for profit business. Even in not for profit businesses or in government contracts, getting it for the cheapest isn't necessarily the best for the constituents of those entities. In not for profit and governments, spending on the lowest bidder or the cheapest product or process often ends up in wasted money, money that was donated or taken from the people entrusting you to be good stewards of their money. This causes resentment, less donations, and frustration. Doing it the fastest way is not always the best either. Trying to push a project or product out often leads to bad work that could require a lot of rework. I am a big proponent of Agile methodologies and the Lean Startup. The use of Minimum Viable Products, MVP, is  very helpful in getting a product out to test the waters and get valuable feedback from users. In the podcast world we have many of us, myself included, that push out our first episodes quickly. They are not our best, they are not necessarily fantastic products, but we all learn as we grow. We improve the product as we grow. I hope my product, Goal Getting Podcast, has improved. I would assume if it hadn't my listener wouldn't have tripled since I started this Quote of the Day part of the podcast.  However, being fast is not always best either. I love Richard Branson's quote and more importantly the thought. If you are going to do something - Be Amazing! What is the most amazing way to do it? What will make it monumental?  What will make you stand out from everyone else that has done it?  Shouldn't we start with the idea of "What's the Most Amazing Way to Do It"? When you have a dream, when you set your goal, you should set your action plan. Set the How, the steps you have to do to get the goals you set. When you are thinking about The How, think about the most amazing way to do it. Think about the WOW HOW! Go Out Today, Wow The World With Your Goals & Dreams - Do it Amazing!   I want to help you get the goals you set and make this year the best year ever for you. Do you want to achieve your goals? Do you want to walk your own path and go where no one has ever been before? Does your subconscious mind play goalie for the other team, blocking your goals and dreams? You can change your mind and make it play for your team. I've put together my Goal Achievement Success System to help you do that. The Mental Bank Program is a major part of this system. I discuss the Mental Bank Concept in these three episodes: Episode 34 - Is This What You Struggle With? Episode 35  - Is Your Mind Killing Your Dreams? 6 Steps to Stop It Now. Episode 36 - Success Is Not An Accident - Take That To The Bank! Using the Mental Bank Program and the 3 Keys to Successful Goal Setting and you will have the best year of your life. You will change your subconscious mind into the Goal Getting Machine is was designed to be. Pick up your copy of the Mental Bank Ledger we discuss in Episode 36 to use to reset your Subconscious Mind to work for your team. Get your copy at GoalGettingPodcast.com/mbl .  The Mental Bank Ledger along with the lessons taught in Goal Getting Podcast Episodes 34, 35 and 36 will help you Get The Goals You Set. Contact me if you have questions after listening to these 3 Episodes, 34, 35 and 36 and ask for help.  ~~~~ I'd love to hear your thoughts on this. Please go to our show notes page at GoalGettingPodcast.com/qod156 and give me your feedback in the Comments section. ~~~~ Are you a Goal Getter that wants to learn to Master Goal Getting! We've started a private Facebook Group to have a place for you to meet other like-minded, Goal-Oriented people that will support you and help you Get The Goals You Set. If you want to be a part of the Goal Getting Masters Group, go to Goal Getting Podcast.com / masters Sign up and I will add you to the group. Come prepared to participate and share your goals with other Goal Getters.   ~~~~ Thanks for listening to Goal Getting Quote of the Day. If you like this or any of the Quotes, please leave a comment.  I would love to hear your thoughts. If you like our podcast you can easily go Subscribe to our show on iTunes at GoalGettingPodcast.com/itunes or Subscribe to us on Jabbercast at GoalGettingPodcast.com/jabbercast The new Jabbercast App is the best listening experience for podcasts. Check it out.   Please follow us below on your favorite social media channel.  We would love to hear from you there, too. Send us a Tweet, or Instagram Like. You can connect with us on your favorite by going to GoalGettingPodcast.com / and then Twitter or Facebook, or Instagram They will easily take you to the social media platforms and make it easy to follow us. QUICK & EASY - Click here to go leave a review on iTunes I get a lot of my quotes from great books that I read. And if you like to listen to books on Audio like I do, I put together a deal with Audible to give Goal Getting Podcast listeners a FREE Audiobook of your choice AND a 30 Day Trial of Audible's service to try them out. Just click the link in the Blue Box to get to the Audible sign up! Get Your Free Audiobook Here Hi, I would love to know what you think of the show. Do you enjoy these Quote of the Day segments? Let us know by leaving a comment below. Make Today a Great Day! Subscribe to us on iTunes Like our Facebook pagehttp://www.facebook.com/GoalGettingPodcast Follow us on Twitter:Podcast at @GoalsPodcastTony Woodall, Your Host at @TonyWCMB Follow us on Instagram at @GoalGettingPodcast

Market Yourself In Under One Minute     Meeting new business contacts, expanding personal networks, promoting a reliable, trustworthy “Brand You” are the basics of business.  By the way, even if our job title doesn't explicitly mention “sales and marketing” we are all in sales and marketing.  In modern commerce, even professionals in non-traditional sales roles like accountants, lawyers, dentists, engineers, architects, analysts, consultants all need to pitch their expertise to get new clients.  This may not have been the case in the past, but this is the “new black” of the professions.  When we try to influence a decision – buy my widget, use my service, fund this project, open a new market or even where shall we go for lunch - these are all sales and marketing efforts to get others to follow our ideas.  Don't miss this change and instead master the process, such that you get the business and not your competition.   By the way, first impressions are so critical.  When I ask my class participants during sales training, how long does it take to form an impression of someone, the range of answers is usually between 2 and 5 seconds.  Think about that.   We are all so quick to judgment, we are shockers!  An opinion is formed immediately and it takes quite a bit of effort to unwind a negative first impression.  We would have to be crazy to leave that first impressions to random luck or happenstance.   Now given our first interactions with strangers are so important, are we getting the best result for ourselves and organisation?  When we are out there representing our company and someone asks us, can we succinctly explain what we do, in a clear, informative, impressive and memorable manner?  Based on my experience and observations from attendance at thousands of networking events, there is a lot of room for improvement.  Those from the so-called professions are usually the worst!   An excellent formula is called the Wow & How.   When we meet someone for the first time, after examining their business card, we should get the ball rolling and ask them about their business.  Why don't we just seize the moment and jump in and start impressing them with information about us and what it is we do?  Well, you could do that but it is a hit and miss approach.  We know that people love to talk about themselves, so don't deny the potential client that chance.  We also learn more by listening than speaking and so having them lead off is a win-win.   Hearing what they do also assists us in considering how best to explain what we do.  We can emphasise certain aspects that we believe would appeal to them, based on what they have just told us, about what they are doing.  If their industry has relevancy for something we have done, then we can mention that point and start building our credibility.  We may have a business contact who can assist them, making ourselves valuable in the process.  They may mention an issue and bingo, we are the solution, so we can zero in on learning more about the concrete problem.    By listening to them speak, we can also gauge their preferred personality type. We can then adjust our communication style to best suit their preference for interaction.  If we notice, for example, that they are a very detail oriented person, we might add in more concrete detail than normal to explain what it is we do.  If you are speaking with an accountant, three decimal places when quoting numbers is always appreciated!  The opposite tack is best applied to big picture people - don't kill them with the micro detail.  If they are fast paced, then we need to speak faster and with more energy than normal.  If they are very calm and considered, drop your voice and lower your energy to mirror them.  Check you are not standing too close to them and give them some space.    Generally speaking, we all like people more who are like us.  By adjusting our own style to match them, we are more quickly able to enhance our communication and understanding.  Does this mean we have to be a schizophrenic with conflicting personality styles?  No, but it does require that we master the language styles of the four main personality styles – Expressive, Driver, Analtyical and Amiable.   When it is our turn to explain what we do, we can really get things moving by using a three step approach:   1.     We start with a proposition that they can easily agree with.  For example, in the case of my business: “You know how companies often really struggle with training their staff.  They get really frustrated that the training doesn't produce the results they require” . The listener by this time is nodding and silently voicing their agreement, because they can mentally picture the problem.    2.     We embed a pregnant pause, then add the mega attention grabber, almost as a throw away line - “Well, we fix that completely”.  At this point, we become as silent as the tomb and do not utter any follow up to our bold statement.   3.     Their immediate internal mental reaction is “Wow, that sounds amazing” .  Then their buyer supreme skepticism kicks in and they ask, “Oh yeah, so How do you do that?”.   They have asked the question from their side now, so this allows us to subtly lead with our differentiable advantage in the marketplace.  This is brilliant, because we are responding to their request for more information and unlike everyone else, we are not pushing our unique selling points down their throats.    Importantly, our answer is more about the What we do, rather than the How we do it.  We do this on purpose, because we want to explain the precise How in detail later, in the comfort of their office, rather than in short form at a noisy, distracting and crowded networking event.    So our answer would go like this:  “Dale Carnegie has been around for a long time, so we have proven methods which trigger the behavior change needed to get the staff to produce outperformance”.   The explanation should be succinct and only take about thirty seconds, so each word is vital.  The delivery must be practised and perfected beforehand.  The delivery must be relaxed, purposeful and voiced with confidence.  Simple things which appear effortless are often complex to perfect.  There may be a lot of re-writing, before you can find the economy of words needed to get across the concept in such a way, the listener is drawn in to want to hear more on the How.   At the next business soirée you attend, roll out the Wow & How formula, delivered in the potential client's preferred communication style and see the results.  Study their reaction very carefully and keep adjusting the content, until you find the “all killer, no filler” combination that works best.    Every single person you meet judges your entire organisation and business on you.  That is a heavy burden and one we have to master.  Remember you only get one shot at a positive first impression, so let's not leave that creation process to random chance.         Action Steps   1.     Understand that we are all in sales and marketing   2.     When meeting someone at a networking event, have them tell you what they do, before you introduce your business   3.     Listen for their preferred communication style   4.     Tell them how you are the one to fix the business problem   5.     Create the opportunity to meet again for a business discussion

 Market Yourself In One Minute   Meeting new business contacts, expanding personal networks, promoting a reliable, trustworthy “Brand You” are the basics of business.  By the way, even if our job title doesn't explicitly mention “sales and marketing” we are all in sales and marketing.  In modern commerce, even professionals in non-traditional sales roles like accountants, lawyers, dentists, engineers, architects, analysts, consultants all need to pitch their expertise to get new clients.  We try to influence a decision – buy my widget, fund this project, open a new market or even where shall we go for lunch, are all sales and marketing efforts to get others to follow our ideas.   First impressions are so critical.  When I ask my participants during sales training, how long does it take to form an impression of someone, the range of answers is usually between 2 and 5 seconds.  Think about that - we are so quick to judgment, we are shockers!  An opinion is formed immediately and it takes quite a bit of effort to unwind a negative first impression.   Given our first interactions with strangers are so important, are we getting the best result for ourselves and organisation?  Can we succinctly explain what we do, in a clear, informative, impressive and memorable manner?  Based on my experience and observations, there is room for improvement.   An excellent formula is called the Wow & How.   When we meet someone for the first time, after examining their business card, we should get the ball rolling and ask them about their business.  Why don't we rush in and start impressing them with our information?  We know that people love to talk about themselves, so don't deny the potential client that chance.  We also learn more by listening than speaking and so having them lead off is a win-win.   Hearing what they do also assists us in considering how we explain what we do.  We can emphasise certain aspects that we believe would appeal to them, based on what they have just told us about what they are doing.  Listening to them speak, we can gauge their personality type. We can then adjust our communication style to best suit their preference for interaction.    If we notice, for example, that they are a very detail oriented person, we might add in more concrete detail than normal to explain what it is we do.  If you are speaking with an accountant, three decimal places when quoting numbers is always appreciated!  The opposite tack is best applied to big picture people -don't kill them with the micro detail  If they are fast paced, speak faster and with more energy than normal.  If they are very calm and considered, drop your voice and energy to mirror them.  We like people who are like us.   When it is our turn to explain what we do, we use a three step approach.  We start with a proposition that they can easily agree with.  For example, “You know how companies often really struggle with training their staff.  They get really frustrated that the training doesn't produce the results they require” . The listener by this time is nodding and voicing their agreement, because they can mentally picture the problem.  We then add, “Well we fix that completely”.  Their immediate mental reaction is “Wow, sounds amazing” .  Then the skepticism kicks in and they ask us, ”Alright, so How do you do that?”.   This allows us to now lead with our differentiable advantage in the market.  This answer is more What than How.  We do this because we want to explain the precise How, in their office rather than in a noisy, crowded networking event.  The explanation is under a minute, so each word is vital.  The delivery must be practised and perfected beforehand.  At the next business gathering roll out the Wow & How formula, delivered in the potential client's preferred communication style and see the results.  Remember first impressions count, so let's not leave that creation process to random chance.     Action Steps   Understand that we are all in sales and marketing   When meeting someone at a networking event, have them tell you what they do, before you introduce your business   Listen for their preferred communication style   Tell them how you are the one to fix the business problem   Create the opportunity to meet again for a business discussion