Part 2 – Who Are You?
Lincoln and Day-Lewis
Who is your favorite actor? I’ve always been a fan of Daniel Day-Lewis. Watch him in a movie and I can assure you, he’ll make you believe in whatever character he is playing. Coincidently, he’s famous for the intensity in which he studies each of the characters he is going to portray. Here are a handful of examples:
- Lincoln (2012) Day-Lewis demanded that everyone, including Spielberg, refer to him as “Mr. President.” He wouldn’t let English cast members speak to him in their own accents while trying to get Abe’s voice right, for fear that it might throw him off.
- Gangs of New York (2002) For his role as Bill the Butcher, Day-Lewis took up lessons as an apprentice butcher. He was so into the role that he refused to wear a warm jacket because, according to him, it wasn’t in keeping with the period. He caught pneumonia but rejected modern medicine when it was offered to him to help with his illness.
- The Name of the Father (1993) To accurately portray a wrongly convicted prisoner, Day-Lewis spent, several nights at a time, chilling in solitary confinement in the abandoned prison they were filming in. He even kept himself awake for three days in preparation for an interrogation scene in the film.
- Last of the Mohicans (1992) To prepare for his role, Day-Lewis taught himself how to live as a survivalist and he learned how to hunt animals for food. He refused to eat anything that he hadn’t killed with either his flintlock rifle or his tomahawk, both of which he could use very well.
- My Left Foot (1989) While playing the paralyzed poet Christy Brown, he refused to leave his wheelchair and had crewmembers carry him around the set during the entire shoot. He also insisted that all of his meals be spoon-fed to him.
Daniel Day-Lewis does far more than just learn his lines; he immerses himself into the life and behaviors of each character he plays. He becomes 100% believable by not just learning his lines, but by becoming the characters he represents. What about you?
Day-Lewis intensely researches the character he portrays. How much research do you do before you meet with a client? I’m not referring to just going to a website. I mean really researching the client. What are the core values of the individual and the company? What are some hobbies or outside organizations that the person you are meeting with belongs to? Clearly, the more intensely you research the role you will be playing, the more instinctive your character will become.
Once you have a deeper understanding of the company, the personnel, and the scope of work, a character can begin to form. Let me give you an example: Many younger sales people become almost obsessed with the notion that their ages will impede their ability to convince an older client of their competence. Unconsciously, the character being played is one of anxiousness and defensiveness. That is perceived as the inexperience of the sales person, so it becomes a self-fulfilling prophecy in the eyes of the client.
What if that same salesperson looked at his or her age in a different way? What if that same salesperson defined the character about to be played as a person who was innovative, on the cutting age of technology, and had access to a network of personnel and solutions that would stagger the mind? And what if, deep in that salesperson’s soul, he or she truly believed this? Every move made, and every word spoken, would be supported by this character; a character that was not inexperienced or arrogant, but wise beyond his or her years.
In the end, this is what understanding your character is all about. It’s about turning product knowledge, and prepared questions, to instinctive behavior. If you can clearly identify the character you are looking to emulate, and truly become that character, you will find that your thought process and delivery will become less robotic and more genuine.
Some say you’re born with the ability to make people believe, and I agree that some of us may have a bit of a headstart. But no matter what, you can become the character you need to be, by just taking the time to study and understand that character. If you believe in this, you can become that character. When that happens, our thoughts and words become instinctive, and we are believed. We can all get there. We just need to understand our character.
Great article Rob!
Thanks Ben. Having spent time with you I’ve been able to witness your character firsthand. Your character comes to you quite naturally and is one of honestly, and integrity. Always great hearing from you Ben.
What a fascinating take on the art of persuasion. It seems so obvious once you point it out. By playing the “role” of successful salesman, you can convince your clients of your success through a confident demeanor.
Thanks for your insights, Rob.
Rob, I agree with what you said but I have to say that Daniel Day-Lewis sounds like a pain in the butt for his fellow workers.
I’ve got to tell you Tony, your comment made me laugh. In fact, one of the lead actors in “There Will Be Blood” turned down the role when he found out that Daniel Day-Lewis would be in the film. It creeped him out! Thanks for the comment, and making me smile.
The funny thing is, when you play a “role” enough, it becomes second nature, and who would not want “confidence” to be a natural act? Thanks for posting Ron.
Great perspective Rob…keep’em comin!
Thanks Dave. As a successful salesman I know there are times when you have to ask difficult questions, or have people make difficult decisions. My guess is you are in the moment during those times, and your character is one who displays empathy. Great hearing from you!
Hi Rob,
Thanks for this thought provoking article. Lots to ponder vis a vis one’s professional role and all kinds of day to day interactions too. I like your generation example. Given the current labor market, looking at effective posturing for the older professional would be valuable too. I’m going to print this series. There’s great workshop potential here!
Great actor example too… Lewis is a master of character.
Najwa
Yes, the older generation, as you put it, plays the role of one who has real-world experience, and wisdom. As for Daniel Day-Lewis, although he doesn’t do many films, when he does, I get a ticket and go, and I don’t care what the film is about. In my opinion, there is no finer actor. Thanks for posting Najwa.
Wow – what an ‘introspective’ analysis of what one should aspire to achieve – to be successful in one’s chosen endeavor! (A lotta big words – that simply say…..’You’re right on, Rob…!)
Gotta remember to employ the above ‘criteria’ – when preparing to interview guests on my T.V. show. I’m not trying to sell my guest something…but I am trying to sell my ‘viewing audience’ – that this particular guest…and this particular show …is worth watching!
Now I gotta practice – what you preach, Rob!
Thanks!
John M.
“C.T.”
I’ve seen the character you play when doing your show. It’s one of confidence and competence from a guy who has done hundreds and hundreds of shows. Great hearing from you John!
Rob,
I really like the advice you provide here regarding the importance of understanding the core values of clients in order to refine your character. In my opinion being authentic and owning your signature is sometimes missed within the preparation and process. Thank you for opening my eyes once again.
Cary
Thanks Cary. It is interesting to find “being authentic and owning your signature in any curriculum.” I had my eyes opened by working with people who were fighting for jobs, had their resume’s looking great, but were not being trained on this very point. Thanks for adding your voice Cary!
Rob,
Outstanding Blarticle… In some of the places I’ve been, we’ve labeled taking on a character as wearing a mask. And in my case I’ve found that I had to ware many of mask to survive. The great thing about taking on a character, it seems to get easier each time you do it. Thanks for your insights.
Now that mask you speak of has prepared you for another mask in helping you tell your story to others. I agree, the more you do it, the easier it is to apply to other situations. Thanks for posting my friend.