3 Things I've learned from Chili Palmer.



If you don't know or don't remember Chili Palmer is a loan shark/shylock character from the movie Get Shorty. Originally released in 1999, this was a major hit and was a number one box office film grossing over 12 million. The characters are well written funny and relevant throughout. Chili Palmer is the best, and despite the criminal background he professes, never actually does anything truly mean to anyone else. His character holds some of the qualities I have in myself and are valuable for almost every aspect of life, especially business.

1. Dress well. This is the "like a boss" mentality that is somewhat pervasive these days in speech but not in action. Ladies, most of you get this already so this is mostly targeted for the men in the audience. I am constantly dismayed by the jeans and t-shirts most men wear and the contrast between that look and the women they are with. Appearance matters, and if you are in business at all, the day you hit the grocery store in your sweats and a ball cap is the day you will run into one of your important clients. You have irrevocably changed their opinion of you.  Most men at work look like they were not responsible for their own clothing. They look like they have found a clean shirt and yesterdays dress pants and whatever shoes were at the door on the way out. I actually was in an office one day and one of the principles was wearing two different shoes. Can you imagine a woman doing that ever?  So create some complete outfits, and get help if you need to. Most menswear stores have people who can show you how to complete an look.  Looking like you know what you are doing is half the job, no matter what the job is. Most of my friends will tell you I rarely leave the house in a T-shirt. It's about presenting a sense of credibility.

2. Speak Carefully.
Besides being judged on your image, your words reveal a lot about who you are. Chili's rules are : mean what you say, and don't say anything you don't have to. Talk when you need to, and maintain a conversation but don't feel the need to fill the silence all the time. If you are doing all the talking you aren't listening to your client who may reveal key information that will help you help them. Never swear. Swearing is almost always a shortcut to real adjectives that have meaning. Swearing in a business setting demeans you, lowers your position in others eyes and often proves that you don't belong in a leadership role. It doesn't matter if your client swears, as long as you don't it sets you apart slightly. Control is important. Saying only what you mean keeps the conversation clear. Of course any attempt at trying to deceive a client or customer will come back to haunt you , it always does. Be honest and straightforward.

3.Be Calm.
Excitement is an emotion that fires off all kinds of hormonal chemicals. Walk and pace a few minutes before an important meeting. You can burn off a little energy and your voice and demeanor will reflect it. Walking in to someones office knowing you need to ask for a huge order can be frightening. Remember it isn't personal, it's business. The first time I asked for a $100K worth of advertising I was thinking in the back of my mind, (That's more than I make in a year). It affected my presentation and I lost the deal. Business is business, just because you don't order bottles of wine over the $50 mark in restaurants understand that many people do. Stay calm, breathe, pace a bit before, meditate in your car or office. Do whatever helps you relax a little before the big deal starts.

Knowing your stuff is part of this. Do your homework, know the client and your presentation in overwhelming detail. You won't need it all, but you never know what piece of information might be crucial. Knowledge is power and the powerful are seldom nervous. Lawyers do this all the time. In court you don't want just enough evidence to get by, you want overwhelming information that supports your case.

All The Best,
L