Tag Archive for: PGA

The Most Valuable Real Estate

Living in Central Ohio, golf isn’t the first sport you think of, but thanks to legends like Jack Nicklaus, aka the “Golden Bear,” our courses are hidden gems scattered around Columbus and its suburbs.

As I reminisced at the Memorial Golf Tournament this year, a thought struck me—sometimes, the game’s outcome isn’t about the physical distance covered by the ball, but rather those crucial six inches between our ears.

Jack Nicklaus, who has won a record 18 majors, is not just a testament to physical skill but mental mastery. The real estate I’m talking about isn’t the fairway—it’s the mind. In golf, as in professional life, the true game unfolds in the mental landscape.

At this tournament, watching a pro miss a straightforward putt reminded me how each swing, each decision counts. The winner often surpasses the runner-up by a mere one or two strokes—a fraction of a percentage that decides victory. So, what makes the difference? It’s how one handles the mental pressure, the adverse moments.

The Mind: Your Battlefield for Influence

This concept translates seamlessly into persuasion, especially in professional settings where we’re often stuck in old patterns or firm beliefs. Here are a few tactics, drawing from the subtle art of persuasion, that can shift outcomes in your favor:

Liking: A simple, deserved compliment could be all it takes for someone to favor you more, increasing your persuasive pull.

Reciprocity: Small acts of genuine help can foster a sense of obligation, nudging others to return the favor, possibly aiding in your next project completion or deal closure.

Authority: Displaying credentials upfront enhances credibility, making your propositions more persuasive.

Social Proof: Mentioning what other people, those most similar to the person you’re talking to, are doing makes it easier for people to follow your lead.

Consistency: Encouraging someone to agree to small initial requests increases the likelihood they will stick to bigger commitments.

Scarcity: Highlighting the limited availability of an offer can spur action, a principle as effective in business as it is in psychology.

Winning with Ethical Influence

Understanding these principles doesn’t just potentially enhance your professional relationships and outcomes—it aligns with ethical influence, ensuring you’re respecting others’ autonomy and creating win-win scenarios. Like employing a sports psychologist may not guarantee a win every time, using these principles wisely isn’t about manipulation; it’s about improving your odds ethically.

Your mental agility plays a crucial role, not just in sports but in every professional interaction. Each conversation, each meeting is your playing field, and how you engage your mind determines whether you merely play the game or change it.

What methods do you find most effective for influencing change in your professional interactions?

Edited with ChatGPT and reposted 4/26/24

Brian Ahearn

Brian Ahearn, CMCT®
Chief Influence Officer
Helping You Learn to Hear “Yes”.