A story :

GULF WAR. Southern California.

LEXUS SHOWROOM: Recession was hitting hard and they found fewer and fewer people walking through the door. Nearing closure they decided to try something different.

They drove the cars around to local polo clubs, country clubs and restaurants where they knew the rich would be frequenting.

They set up shop roadside and started to offer Test drives for Free for fun.

They played on the human psyche; we are often satisfied with what we have until something better comes along, this is how Apple has been so successful in the past selling us the latest iPhone.

Many took up the offer and happily drove around these new Lexus cars but then found it very difficult to then return back to their own ‘lesser’ cars.

Suffice to say that the Lexus showroom did better and sold MORE cars during the recession than they did ever Pre-War.

Jack Canfield (author of Chicken soup for the Soul) uses this example to show how powerful the RESPONSE can be to influence the OUTCOME.


Faced with the EVENT, Lexus went straight to the OUTCOME they desired and engineered the RESPONSE to make it happen.

This is such a powerful concept.

Once the EVENT has occurred at that moment it is equal to the OUTCOME… in the absence of an emotional RESPONSE.

Think about this for a moment.

An event without a response is just a neutral outcome…

It is the RESPONSE we add to this equation that determines the Outcome.

Our thoughts and emotions are powerful influencers in how our day and interactions pan out.

If our response is Negative then the Outcome will always be negative as the Event is just neutral until we add meaning to it.

If we accidentally break a plate – this is the Event. We then feel awful, berate ourselves for being clumsy -this is the Response. The outcome is negative and we feel grumpy with ourselves and possibly others.

If we decide to laugh it off -I remember my Dad telling me it’s good luck to break glass (we don’t have much glass in our house anymore and hopefully a lot of good luck!) – then either the Event remains neutral or it becomes a positive and you can move on without too much impact on your day.

Like me, I’m sure your week ahead will be full of these testing ‘events’.

I urge you to try and play with this powerful equation and see if you can keep the event neutral, deal with it, move on and enjoy your day …

And maybe join me in the challenge to turn them into opportunities to pause and reflect, to diffuse any immediate emotional response and turn it into an opportunity to keep moving forward.

Being able to Pause gives us the ability to work backwards, taking the example of Lexus.

The EVENT occurs.

What would be your favourable OUTCOME?

How can you RESPOND appropriately to achieve this?

Try it out this week.


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