GOOD MORNING !! Just wanted to write something - This is all what came to my mind just now

WE WERE SCARED, BUT OUR FEAR

WAS NOT AS STRONG AS OUR COURAGE.

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Objections aren’t fatal, and the best way to overcome them is to ask yourself, “So what?” The answer is usually not as bad as you’d imagined.

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Your own objections can be the hardest to overcome. Stand up to yourself, and really own the answer.

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Confidence is everything. The more you overcome objections—especially your own—the more confident you become.

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?WHEN YOU CHANGE THE WAY YOU LOOK

AT THINGS, THE THINGS YOU LOOK AT CHANGE.

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Looking for objections is a good way to find them. You find what you seek.

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Looking for objections might actually be a distraction, taking your attention away from the important facts that will be more likely to lead to victory than any objection ever could.

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Don’t be afraid you’ll miss an objection. The important ones will make themselves known, loud and clear.

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?I ALWAYS WONDERED WHY SOMEBODY DOESN’T DO SOMETHING ABOUT THAT. THEN I REALIZED I WAS SOMEBODY.

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If you’re willing to go to battle for others, you should be willing to go to battle for yourself.

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Asking questions may be the strongest way to advocate to win.

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An effective advocate follows the 3Ps: patience, preparation, and perspective.

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THE SCAR MEANT THAT I WAS

STRONGER THAN WHAT HAD TRIED TO HURT ME.

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Everyone has been hurt, and everyone is damaged in some way. Consider that as you weigh whether you need to go to battle.

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When you go in for the kill, you leave scars behind. That damage may be worth it, or it may not. You have to be aware of the potential of damage in order to weigh the risks and benefits.

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You, too, have your damages. Be gentle with yourself.

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DIGNITY... MEANS A BELIEF IN ONESELF, THAT ONE IS WORTHY OF THE BEST. DIGNITY MEANS THAT WHAT I HAVE TO SAY IS IMPORTANT, AND I WILL SAY IT WHEN IT’S IMPORTANT FOR ME TO SAY IT. DIGNITY REALLY MEANS THAT I DESERVE THE BEST TREATMENT I CAN RECEIVE. AND THAT I HAVE THE RESPONSIBILITY TO GIVE THE BEST TREATMENT I CAN TO OTHER PEOPLE.

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If you win your trial but lose respect, your own or that of your opponents, the long-term result may be a loss.

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When you respect yourself, others follow. Teach people how to treat you.

Put your best self forward. It makes giving and earning respect much easier.

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EMBRACE REJECTION

REJECTIONS PUTS YOU OUT OF YOUR COMFORT ZONE

WHICH IS USUALLY WHEN YOU’RE AT YOUR BEST.

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The waiting really is the hardest part. Use that time to take care of yourself—physically, mentally, and spiritually.

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Remember that you are not being rejected. Your case, your argument, or your battle may have been lost; you are not.

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Take the lesson you learned from this rejection and apply it. It may be just the lesson you need to win the next trial.

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QUIET YOUR LIZARD BRAIN

THE LIZARD BRAIN IS THE SOURCE OF THE RESISTANCE.

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If you’ve done any reading on social psychology and the anatomy of the brain, you may know that some believe the reptile brain, which is responsible for our survival instincts, was the first part of the brain to develop. The reptile brain cares about life functions like eating and breathing, anything that’s vital to your survival.

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There are some lawyers who think jurors have lizard brains. Many patients’ lawyers take classes in how to talk to that part of the brain. They learn how to use their case to establish a danger that the accused poses to the community, and therefore the jurors. Then they provide the jurors with the means to protect themselves—a verdict. It’s manipulative, it underestimates jurors, but it often works.

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The way lawyers do this is by tapping into jurors’ fear. They tap into the need to be part of a group, or a tribe. They tap into hunger, the need for safety, and thirst. They use the lizard brain to win.

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For example, I recently had a case where the doctor had failed to follow up on a study that had been ordered by another doctor. That doctor had allegedly failed to follow up on an X-ray report that showed a nodule on the lungs. He chose to settle with the patient. However, since the X-ray report was in the electronic medical record, the patient claimed that all of the doctors who saw the electronic medical record should have seen it and should have followed up on it. We disagreed. If every doctor is responsible for every piece of information in an electronic record, doctors would never be able to stop reviewing the record. They’d have no time to treat patients.

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During trial, the patient’s attorney used the lizard brain theory. Every time he had the opportunity, he referred to safety, to survival. He threw it into his opening, and during his closing he blatantly (and improperly) argued that the jurors couldn’t let this happen to them or their family members. He told the jurors that someone needed to be held responsible. He tapped into their fear. The jurors disagreed, and we won that case. The lizard brain lost.

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You have your fears, your personal lizard brain. Get to know it. The lizard brain is something you have to know to beat. So get familiar with what your lizard brain wants. It’s hungry, it’s thirsty, and it needs social support. It’s scared. But then know this—you are not only that part of your brain. You’ve evolved. You have other parts of your brain, parts that are kind and compassionate and fun. You have parts of your brain that make you laugh, and use logic, and spread light. Sometimes it seems the world is trying to use our lizard brain to control us. The news, politicians, advertisers, and marketers all try to tap into the lizard brain to win. Don’t let them.

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I am well acquainted with my lizard brain. If I were to let my lizard brain rule, I’d believe that every trial was life or death. A loss would mean a loss of the means of survival. I’d be risking my job and thus the money it takes to feed my hungers and my thirsts. I’d be taking the risk that the tribe, the jury, would reject me. If my lizard brain ruled, I might never step into a courtroom. But I fight like hell to stop my lizard brain from taking over. While every trial becomes a part of my DNA, I remind myself that I am not my trials. I am the way I overcome them. I am the way I handle a loss. I am a friend to the clients I have grown to love. I am the fun I have with my team, the laughs we share, and the way I can be kind to opposing counsel even in the heat of battle.

Show your lizard brain who’s boss. Show it that you have evolved beyond fear and you will take risks. You have evolved beyond hunger and you will feed more than your stomach. You’ve evolved beyond jealousy and you will include others. Your trials don’t define you. Wins and losses mean nothing except for the lessons you’ve taken from each. Sometimes we learn more from our losses than our wins. And our lizard brain hasn’t a clue about the value of those lessons. Your lizard brain is there to protect you. It needs to know that it’s safe, because then it will leave you be—it can take a bath in the sun, relaxed and at ease. No one but you is chasing you, and no one but you stands in your way.

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The biggest threat is no longer a predator, but rather the lies you tell yourself about perceived dangers. Stop telling them, stop believing them, and the threat goes away.

PROVE IT

If you’re interested in lizard brain theory, there’s plenty to read. In their book Reptile: The 2009 Manual of the Plaintiff’s Revolution, David Ball and Don Keenan teach lawyers to persuade jurors by tapping into their lizard brains. In Linchpin, Seth Godin argues that we have to move beyond our lizard brains. Yet the brain is a little more complicated than these books would have us believe. In fact, the human brain is a unified whole, and our genes, experiences, and education are what help us make decisions.43 Use every part of your brain if you want to win.

Summary of the Case

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You can’t win if you’re too afraid to lose. Trade your survival instincts for a willingness to learn, and you’re more likely to win.

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You aren’t your lizard brain; nor are you your wins or your losses. You are a combination of everything that ever happened to you, and to your ancestors.

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This win, or this loss, is just a small piece of that.

Let your lizard brain know that it is safe. It can rest and allow you to take the risks you need to take to win.

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WIN OR LOSE, FIGHT WITH ELEGANCE

?MUCH LOVE

sudhanshu

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