No. 449, January 21, 2002

Modelling success

In this issue of Strategies we focus on the term "modelling". In this article I explain my approach to modelling and then review Sue Knight’s book NLP Solutions: How to Model What Works in Business and Make it Work for You.

One way of shortcutting the road to behavioural change is to study those who are showing the attitudes and actions of effectiveness. For example, in business the term benchmarking is well known. It means studying successful companies in the same or other sector. One studies how they succeed and use that information for helping one’s own organization. It is like having a model to follow and compare with.

Benchmarking helps organizations to function more effectively. Wouldn’t it be interesting to use personal benchmarking to help individuals to function more effectively? The term "modelling"is a little easier to understand than benchmarking. In behaviour modelling you learn how to analyze other people’s skills, break them down into smaller behaviours and thus more easily know what to do yourself.

The simple Attitude-Body-Method model can help in this endeavour. You can use the model in almost any situation from learning how to play a musical instrument to how to learn 50 names in fifteen minutes or how to become a better listener or a better boss.

1. ATTITUDE. The first thing to do is to imagine the thoughts and attitudes of your model. This is basic. "Think like a master to become a master." How do you think the respected and effective teacher, nurse, salesman, boss or learner thinks when faced with a specific challenge? Take on these thoughts and you will see your results improve dramatically.

2. BODY. Carefully observe how your model holds his or her body, uses gestures, fixates with his/her eyes, uses nearness or touching, moves in the room and the tempo of these movements. Successful influencers, for example, have a tendency to adjust their movements to the people they wish to influence. For instance, they may talk faster to meet and match someone with a high tempo. The idea is not to imitate, but to match and thus "get closer" in behaviour to the person you are talking to. Observe the difference between your use of body language and the person you are modelling. Attitude and body language are uniquely tied to one another. Put your body in the right position and it is easier to think the "right" thoughts.

3. METHOD. Now study the techniques and methods your model uses. Things just don’t happen. When people learn fifty names in a short time, they almost always have a method they follow, a way of structuring information. What does that super salesman, waiter, boss, nurse, listener do? Break down their behaviour in specific parts. Study and try it out yourself. Suddenly things become easier. Learn from your models!

Good Luck! John Steinberg

© 2002 Strategies to Learn & Grow Newsletter • Printable version