Part 1 – Making People Believe
Although I’ve now spent over thirty years in front of audiences, it wasn’t until my junior year in high school when I first took to the stage. I was fortunate to have an amazing teacher and director, Rob Ramoy, who one day stopped me in the hallway and told me I had to audition for that first show. The show was “Damn Yankees,” and I saw it as an opportunity to play the role of a baseball player on my favorite team – the Washington Senators. I didn’t know that this was going to awaken in me a love for performing and being on stage. I also didn’t realize that it was going to provide an invaluable lesson in both acting, and business.
The original Benny Van Buren, Russ Brown playing my character from Damn Yankees
After a few tense days of auditioning, I was cast as Benny Van Buren, the manager of the Washington Senators. I was as green as you could get as an actor, and being cast as an old, cranky manager certainly didn’t help things. I didn’t have any difficulty learning my lines, but I just could not connect with the character I was playing. Rob Ramoy knew I was struggling, and so he began to pester me some of the oddest questions I could have imagined:
“What kind of car does your character drive?” he asked. “What kind of car?” I thought. “Are you kidding me – how would I know that?!”
He was relentless and day after day he pressed on. “What kind of cereal does he eat? What kind of house does he live in? What type of music does he listen to?” I couldn’t figure out how in the world this would make me a better actor. But after some nervous laughter, I began to make up some answers. It seemed like a waste of time, but if it made my director happy, and got him off my back, I figured I’d give it a try.
Every time he passed me in the hallway, or cornered me during a rehearsal, he’d fire more questions at me. I’m not sure when it happened, but soon I didn’t have to think hard to give him an answer. As a matter of fact, it became effortless. That’s because Rob Ramoy had quietly moved me from being a person who was playing the role of the character he was assigned, to being a person who was that character he was assigned. I wasn’t just reciting lines; I was believing the words I was saying. I walked like my character, I sat like my character, and I became that character. If you saw me on stage as that character, you believed me. It didn’t come from the words I had memorized; it came from the persona I had taken on.
Fast-forward a few years and I tapped into “my character” in business for the first time. I was interviewing for New York Life and I had to pass a personality test. Before I took it, I asked my prospective manager a simple question: “Do you want me to answer these questions as Rob Jolles, or do you want me to answer these questions as an insurance salesman?” He laughed at the question and said, “There is absolutely no way to fool this test, so just try to answer it one way or another. Just answer the questions, Jolles!” So I did.
When the results came back, I was brought into the manager’s office. Right away, I could tell that the test hadn’t gone very well. In a somber tone, my manager informed me that I had received one of the lowest scores he had ever seen, and he was unable to hire me. I mumbled that I should have taken the test as an insurance salesman. He heard me and told me, again, that there was no way to fool the test and get a higher score. I didn’t disagree with him, but I begged him to let me take the test again, and I promised him I would pass.
A week later, I was at the testing center taking the test once again, but this time, I mentally got in character. I ate like an insurance salesman, I walked like an insurance salesman, and I dressed like an insurance salesman. Every answer I gave came very easily to me because, for that moment in time, I was an insurance salesman. I didn’t just pass the test; I received the highest score ever recorded in the Washington General office.
In business, you need to learn your character too. Companies will train people to master the product knowledge side of things, but that’s like handing people scripts, but never teaching them the character they need to portray. In the end, you may know your lines, but that doesn’t mean you will be believed.
Do you see the problem? Do you understand the ramifications of not knowing your character? Can you see the value in understanding your character, so you can deliver your lines with conviction? Stay tuned, because in part two of this series, I’ll discuss techniques for learning your character, and making you more convincing when it’s your turn to make people believe.
Excellent post Mr. Jolles!
Thank you!
Thank you Ed. Stay tuned to next week’s Part Two. I think this is a bigger topic than most can imagine.
I agree. Well stated. I look forward to part 2 next week.
Thank for posting Brad. It’s not about being someone we are not, it’s about owning the moment, and letting that come out in your thought process and delivery.
Interesting- Really made me think about my current situation. Even though I do really well, could I do better? Damn Yankees!
Years ago when we met, I saw you as a teacher to my children. The character you played was not one who simply dispensed information, but someone who delivered the information in a compassionate manner. That made me a fan for life of you and your character! Great hearing from you Bob.
I couldn’t agree more. Knowing your “audience” and how to play to them is critical. Thanks Rob for the reminder of how important this is.
Now understand BLArticle® nation, that Dana is a professional speaking veteran. So when he says know your audience, he is referring to making quick adjustments to your character based on what he’s reading from that audience. For instance, there’s a character Dana plays in Birmingham, and a completely different character he plays in New York. Both are authentic, but both bond with his audience. Thanks for posting Dana!
Rob,
This gets deeper on reflection… enough character changes (sustained)and a person can essentially change his or her life.
Napoleon Hill (?) says ‘you become’ what you think about… more learned, spiritual, etc. Ramoy gave you multiple dimensions to give life to the character.
As business people, how do we translate that to customers/prospects…
Great BLArticle!
Phil, I’ve written BLArticles® for five years now, and I’m not sure I’ve ever written one that gets deeper. Is there anything more important than being believed? You definitely get it. Thank you so much for posting Phil!
I appreciate the learning. Good reminder to me – whether my role is mediator or teacher- I need to build trust to be able to impact or persuade Being “in character” is much more than repeating the script. It’s the genuineness of the delivery. Thanks for reminding me of this. Look forward to your pointers coming
I honestly do believe it is the genius behind the delivery. What it took me this long to cue into it, I’ll never know. But “get into character” next time you have an important presentation, meeting, or conversation, and you tell me if you don’t not just get the words right, but the tune as well. Love that post Jon!
Thank you, Rob — one of your finest Blarticles. You have tapped into a rich subject vein that begs for greater examination.
And examine it deeper we shall! I’m looking forward to sharing Part Two in two weeks. You are one of the few people I know in this world who has been watching me experiment with this concept with a test group you are aware of. It makes a BIG difference. Thanks for the post Will!
Rob, thanks – a really good blog. Frankly this ‘fact’ is disturbing to me. I guess I play the game without thinking it, but I always thought I was being me when I did it. Turns out we just adapt to the role needed.
One of my concerns when I take a concept like this and shrink it into roughly 700 words is whether I handle the topic clearly. On the one hand getting into “character” makes it seem like I’m going to be someone I’m not. On the other hand, I believe getting into “character” allows me to fully understand, and therefore take on the role of a part of me I’m trying to tap into… but it’s me. I’m not sure I’ve ever read a post of yours Pat that didn’t make me think harder about the topic I’m working on, and for that, I’m always grateful. Thanks for reading and posting Pat.
Thanks Rob! I agree with you that to persuade is more than just using words.The Being plays a critical role.
Ah, the “Being” lets us proceed in an uninhibited manner, and that means not overthinking or searching for words or feelings – and how great is that?! Thanks for chiming in Patrick.
A loooong BLArticle…but I couldn’t stop reading – and ‘digesting’ it! One of your best! A couple of very ‘personal’ experiences from your life. Liked your honesty in admitting you got the lowest score ever, in applying for the New York Life position….but you soon ‘trumped’ that – by telling us – you got the highest one! As you know, Rob, NYLIC (New York Life) – was also MY first sales position! We both also spent 10 years with Xerox – later on.
I, too, experienced my first ‘taste’ of the ‘limelight’, as a 17- year old senior in high school! However, I was cast as a ‘lowly’ butler in “Three Wise Fools”! But I triumphed in the end, when a ‘burglar’ whacked me over the head, and the whole cast crowded around me to ‘revive’ me!
I thought I was on top of the world – even though I was ‘horizontal’!!
Keep up the great work, Rob! You are da man!
JM
“C.T.”
It’s not a BLArticle® with John posting. Now, let’s not lose sight of the fact that I went from the lowest score, to the highest score. As a competitor, I like to focus on that high score! But yes, boy did that wake me up and make me realize how important it was to get into character. Keep up the great work on your TV show John!
Hi Rob,
It was fun to read about our time in high school which I still remember quite well. You and the play were fabulous, but I didn’t recall the interesting story you told about getting into the character of Benny. Great message and so very true. It does seem that when we are really into our role then we perform at our best no matter what the task. Thanks for continuing to share your BLarticle. I always read them and enjoy! Bob
Now here’s a post from a friend of mine who I’ve know since high school and he SAW the play I wrote about! Remember, if an actor does his job the audience doesn’t know the struggle behind the character. But you might remember I looked like I was about 12 years old before I applied the make-up, got into my character and played an old man. You may not know this either, but I was chewing on a cigar the entire time on stage; not because I ever smoked, but because I felt that’s what my character would do. As a dentist, you need to make us believe that the work you will be doing with us when we are frightened will ease our pain, and knowing you as I do, I’ll bet you’ve got a great character for that. Wonerful hearing from you Bob.
Rob…
Thanks so much for sharing .. Did miss this one ( we were in South America)
It is such a personal thrill for me to know that I had such an impact in your life . “The rewards of teaching ”
I can still picture you on that stage and can attest that you really did become Benny.. Even your facial appearance changed. & the cigar prop was your personal stroke of genius.
I just aimed you in the right direction but it was all up to you to figure out how to do it. And you nailed it!
Aimed me in the right direction?! The character I saw in you was a, “I don’t take no for an answer” teacher, and I believed it. You went above and beyond by pushing me on to that stage and nurturing a now lifelong desire to perform. Thank you so much for your aim, and for posting your thoughts.
Rob,
Wow!!! what an insightful Blarticle…. Some of your best work yet. I’m ready for part 2. Taking on a character and believing everything about that character reminds me of a saying I once heard. As within sow without… The challenges I’ve encountered were coming out of character and re-finding self. You thoughts…
I’ll take a shot at it. We all have a natural character; the one only those who are around us the most know, and they know it well. But it’s who we are. Sometimes we stray, but the true nature of someone’s character will eventually gain control and save them. Thanks for posting Ron.
Wow, Rob! You told me to be sure to read this one, and it’s fabulous! As we discussed last week, getting into character for both of us means having our passion and enthusiasm for what we do shine through our presentation. When I first started my Mary Kay business, I was told that you can do everything wrong with the right attitude and succeed. Conversely, you can do everything right with the wrong attitude and fail. The right attitude (and thus being in character) can take you far! Can’t wait to see what you’ll do with Part 2!
I used to think that attitude was a little overrated, but boy was I wrong. As you said, when you consider it part of your character it’s imperative. I didn’t know much about Mary Kay until I met you, but I’m always appreciative when you apply whatever you apply to me before I go under the lights. Go stuff! Thanks for posting Penny.