In 1997, I attended an Aftermarket Expo in Denver, CO. These are massive affairs where dealers meet company personnel and vendors to grow the aftermarket business. At the time I was calling on 12 John Deere dealers in south central Kansas as a Territory Aftermarket Manager and was responsible for parts and service sales on my territory.

During these events there is a display floor as well as break-out classes to help educate dealers on products and services available from the company and from vendors. One of the classes was put on by a motivational speaker named Dr. Alan Zimmerman, CSP, CPAE and everyone was talking about how great it was so I decided to check it out.

What I witnessed changed my life forever.

In a room of nearly 200 people, mostly dealer personnel, Dr. Zimmerman asked a dealer to volunteer to come to the front of the room for a demonstration. He asked the dealer to put his arms out to his side and then asked the dealer to resist with all his strength when Alan tried to push his arms down. Alan tried with all his might to move his arms but the dealers arms did not budge.

Then Alan asked the person to leave the room and instructed the rest of the people in the room to do 2 things upon the return of the volunteer in the room. First, was to think negative thoughts about the person, as in, "he is a loser", "he can't do anything well", "he is the worst", etc, etc. Then Alan gave them a keyword and when he said the keyword, the crowd was to think all positive thoughts about the person.

The volunteer came back into the room and Alan asked the dealer to put his hands out again and resist. With the entire room thinking negative thoughts about the dealer, to all his might and disbelief, he could not hold his hands up when Alan pushed them down. In disbelief, the dealer was awestruck and couldn't explain where his strength went.

Then Alan gave the classroom the keyword to start thinking positive thoughts. Alan again tested the dealers strength, and lo and behold, his strength returned. The dealer couldn't believe it. Everyone in the room thought it was a gimmick, but they all knew the dealer and knew he was honest when he said he couldn't explain what happened.

The only thing that changed was the messaging from the audience to the dealer, and it physically changed the dealers strength. Dr. Zimmerman explains it as "Behavioral Kinesiology" as researched by Dr. John Diamond.

I've seen this demonstration many times since and it's even more powerful when the person says the negative messages to themselves. The stories we tell ourselves are immensely influential in how our mind and body work!

For a brief look at this demonstration, check out this 5 min Youtube video:

See Dr. Zimmerman in Action - YouTube

Personally, I've used 6 affirmations in my career. I used to write them down on a notecard and sign them daily. The 6 affirmations are:

1. I eat good food and feel great.
2. I exercise and have high energy.
3. I do the homework necessary to succeed.
4. I am positive and constructive in all I do.
5. I am continuously improving in my life.
6. I am 100% responsible for my life.

These positive messages, and Dr. Alan Zimmerman's demonstration from 1997, I believe helped me lead a more successful career and a more fulfilling life.

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