As an international businessman, Jack Rochel understands the role of social interactions and business meeting outside office walls. Often times, meeting can happen over lunch or dinner but more often over rounds of golf. Since the beginning of the game, golf is has been viewed as a classy prestigious yet challenging game that only the best can master. Therefore, when Jack like any aspiring businessman takes clients out to golf, he wants to impress them.
Jack started out as a bogey golfer. It never rains the family so he only took it up in his late 20’s when it became an important social aspect of doing business. Soon, he realized that he lacked knowledge, experience, and most of all, he wasn’t good. The clients he’d bring to play to discuss deals with were out driving him, out putting him, and out playing him. As a result, he believes that he could have closed certain deals if he could impress the client with skills.
Soon, Jack learnt that his golf game could be a determining factor of whether he closes a deal or opportunity. Jack begun to spend more time practicing and taking up golf lessons. He even practiced like the pros. Start off with the highest degreed club and work his way up. Wake up early on weekends to spend hours on the chipping green practicing different shots from different lies, distances, and angles. Then, he’d hit the course. Jack Rochel saw that his hours spent practicing didn’t transfer in his game on course.
After interacting with many avid golfers at his local course, Jack learnt realized there’s one big difference when practicing and playing: the pressure. Often times, practicing does not include the added pressure of a one shot deal because one practices with many balls. Therefore, Jack mindset was “if I screw up, I have other shots”. Whereas on the course, it;s a one shot deal.
As a result, Jack Rochel started implicating shot limitations and challenges while he practiced. He would only take 3 balls to the chipping green rather than 50. Jack would shoot from 30 yards, then 50 years, then 70 yards from the pin and take 3 shots at each distance. He’d walk up and measure the correlation between distance from the pin when shooting and distance from the pin where the ball landed. Ideally, the closer he strikes the ball from, the closer the ball should settle to the pin. Thus, he began to ass the pressure while practicing too so results didn’t vary as much from the practice range to the course.
In a couple of years, Jack Rochel realized with an improved game that he would go into deals that he wasn’t confident in closing on the golf course, and would come out strong no problem. Although he was never athletic, Jack picked up quickly on the correlation of impressions and opportunity grabbing. The better he became at golf, the more deals he’d close on the course. Ultimately, the better he became at golf, the more confident he became in his work. From this, Jack Rochel would want other entrepreneurs to understand that business communications and negotiations are easily influenced and can be mastered with knowing your environment and being comfortable in it during the business interaction. The more confident one is in the environment (while being humble), the more likely they are to win a negotiation.