The Coach, The Thief, and the Power of Persuasion

Discover the Power of Persuasion: How Trust and Respect Can Transform Relationships and Create a More Fulfilling Life.

As a young Financial Advisor with Merrill Lynch, I found myself struggling to make it in the industry. So, I hired a retired football coach named Coach Joe Carlozo to help me improve my sales skills. Coach Carlozo had an incredible ability to hook people with his voice and demeanor, and I knew I wanted him to coach me after just a few phone conversations.

Coach Carlozo's fee was $800 for six weeks, and every Tuesday we would speak on the phone for an hour while he lectured me on something called "Empowerment Selling.” He explained that “empowerment” was the most important word in sales because it allowed you to use the power of persuasion to get people to follow you. This concept intrigued me, especially since I was struggling to make it as a Financial Advisor.

But what really made the concept of Empowerment click for me was a story that Coach Carlozo shared about a young football player he coached. This player was suspected of breaking into the lockers of his teammates and stealing their money and other valuables. Instead of confronting the young man with no proof, Coach Carlozo decided to empower him to stop stealing.

Coach Carlozo took the young man aside and asked if he would help him with a problem in the locker room - someone was stealing from players' lockers, and he wanted the young man to keep an eye out for the thief because he was someone Coach Carlozo trusted. From that day forward, the stealing stopped. Years later, the young man approached the coach and told him that he was the thief. But, because Coach Carlozo had shown faith in him and empowered him to do the right thing, he turned his life around and went on to earn a college degree and have a family and a successful career.

This story illustrated the power of persuasion by empowering the player in a way that resonated with me. When you empower people to help you by building up their ego and self-worth, they will go above and beyond to deliver results. People have an internal desire to be responsible for helping others, and when you empower them in the right way, they will go out of their way to help you achieve success.

However, it's important to note that empowerment must be real and true. You can't empower someone if what you're saying about them is false or inaccurate. The young man in Coach Carlozo's story was trustworthy deep down, but he had never heard it from anyone he respected. Coach Carlozo knew this and believed in him, which gave the young man the push he needed to live up to his potential.

As Dale Carnegie once said, you should "Give a dog a good name." This is especially true when it comes to empowerment. If you build up someone's ego and convey to them that they are valuable, before asking for their help or advice, they will be more enthusiastic and committed to helping you because they have a vested interest in living up to the reputation you've given them.

Weekly Growth Tip:

One key lesson we can learn from Coach Carlozo's story is that empowering others can have a profound impact on their lives as well as ours. Whether you're looking to succeed in sales, leadership, or any other human relationship-related field, empowering those around you can be a game-changer to your success and theirs.

To put this lesson into action, start by identifying someone in your life who you believe has untapped potential. Think about what positive qualities they possess and what strengths they bring to the table. Then, find a way to empower them by giving them a task or responsibility that aligns with their strengths and allows them to shine.

For example, if you're a manager, you could empower a team member by giving them ownership over a specific project or task. Or, if you're in sales, you could empower a potential client by asking for their input and feedback on a proposal. The key is to build up their confidence and show them that you trust and believe in them.

Remember, the power of persuasion lies in its ability to unleash untapped potential and create a positive impact on both the individual and the team. By empowering those around you, you can create a culture of trust and collaboration that leads to incredible results. So, take the first step today and start empowering those in your life who have the potential to thrive.

I hope this helps!

Here’s a link to an article written by Coach Joe Carlozo’s son after the death of his father in May of 2013.

https://carlozocompany.wordpress.com/2013/06/

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