Episode 54

full
Published on:

25th Jun 2024

Heather Hansen | The Power of Belief: Creating Energy with Effective Communication and Persuasion

Welcome to another compelling episode of The Last 10%! Today, our host, Dallas Burnett, sits down with Heather Hansen, a former trial attorney turned TV personality, author, and speaker, to dive deep into the power of shaping beliefs in both the courtroom and everyday life. Heather shares her journey from defending doctors in high-stakes malpractice cases to becoming a leading voice in communication and persuasion. They explore the critical importance of belief in influencing others, Heather's unique "SEE" technique can create lasting change. Heather also sheds light on her personal experiences with hypnosis and offers practical advice for leaders and individuals striving to overcome stress, anxiety, and burnout. Plus, hear about Heather's favorite reads and her transition from the high-pressure world of trial law to a fulfilling career in coaching and thought leadership. Tune in for insights that will transform the way you lead, persuade, and build belief within your team and yourself.

To find more great content from Heather, visit: https://advocatetowin.com/

Transcript
Dallas Burnett:

Hey everybody.

Dallas Burnett:

We're talking to Heather Hanson today.

Dallas Burnett:

What an amazing woman.

Dallas Burnett:

She is a former trial attorney turned TV personality turned author and

Dallas Burnett:

speaker has some incredible stories about how we build belief and how

Dallas Burnett:

important that is in our work and lives.

Dallas Burnett:

She's a great new friend of mine.

Dallas Burnett:

You don't want to miss this incredible conversation.

Dallas Burnett:

Welcome.

Dallas Burnett:

Welcome.

Dallas Burnett:

Welcome.

Dallas Burnett:

I am Dallas Burnett sitting in my 1905 Coke Brothers barber

Dallas Burnett:

chair in Thrive Studios.

Dallas Burnett:

But more importantly, we have a great guest today.

Dallas Burnett:

She has had television work on the Today Show, CNN, Fox Business.

Dallas Burnett:

Good Day, Philadelphia and the Doctor Sage Show.

Dallas Burnett:

Oh my goodness.

Dallas Burnett:

Welcome to the show, Heather

Heather Hanson:

Oh my God, Dallas.

Heather Hanson:

It's so fun to be here.

Dallas Burnett:

I'm excited about today.

Dallas Burnett:

We've already been talking and we were like, we gotta hit record because

Dallas Burnett:

there's just too much to get to.

Dallas Burnett:

We got to talking two before the show about jobs, and I've had some really

Dallas Burnett:

weird jobs in growing up and coming along, but I was fascinated to hear

Dallas Burnett:

that your first job was a salad girl.

Dallas Burnett:

So we've gotta talk.

Dallas Burnett:

We gotta talk about that.

Dallas Burnett:

Tell us, tell me about the salad Girl job.

Dallas Burnett:

Mm,

Heather Hanson:

Okay.

Heather Hanson:

So I grew up in Massachusetts and my grandparents lived in Cape Cod.

Heather Hanson:

So we would spend the summers in Cape Cod and there was a restaurant

Heather Hanson:

my grandmother would take us to.

Heather Hanson:

It was on the water on a Marina and the waitresses were so aspirational to me.

Heather Hanson:

They were all like college girls and their little aprons and they were so cool.

Heather Hanson:

And I knew I w it was the chart room and I knew I wanted to work at the

Heather Hanson:

chart room, but it was a hard place to get a job because the waitress

Heather Hanson:

has made a lot of money in tips.

Heather Hanson:

And so the way you are sort of guaranteed to be a waitress is if you

Heather Hanson:

worked your way up and working your way up meant starting as a salad girl.

Heather Hanson:

So

Heather Hanson:

I was 13 years old

Heather Hanson:

when I started as a salad girl.

Heather Hanson:

And I mean, you can imagine what that job entailed Dallas.

Heather Hanson:

I would clean lobsters for lobster salad.

Heather Hanson:

I would clean

Heather Hanson:

chickens for chicken salad.

Heather Hanson:

I would chop onions for garden salads, and I stunk to the high.

Heather Hanson:

Heavens, when I got home at night,

Dallas Burnett:

that had to be a great day when you got offered the, the waitress

Dallas Burnett:

outfit or the whatever the apron they wear instead of getting out and move out.

Dallas Burnett:

That had to be a great

Heather Hanson:

well, it was, although you had to work your way

Heather Hanson:

up from salad girl to bus girl to

Dallas Burnett:

Oh,

Heather Hanson:

I had to become a bus girl next, which was a great day because

Heather Hanson:

I got to interact with the humans on the other side of the restaurant

Heather Hanson:

and I didn't smell quite as bad.

Heather Hanson:

And then the, when I got to be a waitress, I was in heaven.

Dallas Burnett:

You're in heaven.

Dallas Burnett:

Ah, that's awesome.

Dallas Burnett:

That's a great story.

Dallas Burnett:

I love that.

Dallas Burnett:

And you were already so driven and you were like, Hey, I want that.

Dallas Burnett:

Show me the salad.

Dallas Burnett:

Let's go.

Dallas Burnett:

let's make it, that's

Dallas Burnett:

awesome.

Dallas Burnett:

It's

Dallas Burnett:

so good.

Heather Hanson:

salad.

Heather Hanson:

Show me that my mom would leave a bucket of lemons outside when I got

Heather Hanson:

home and I would have to shower in the outside shower and scrub myself with

Heather Hanson:

lemons to try and take away the smell.

Dallas Burnett:

oh, man, hey, you, you gotta want it.

Dallas Burnett:

You gotta want it to do that.

Dallas Burnett:

You

Dallas Burnett:

gotta want to be the waitress to go do that.

Dallas Burnett:

That's awesome.

Dallas Burnett:

That's a great story.

Dallas Burnett:

I have to shower with lemons outside.

Heather Hanson:

I earned my way

Dallas Burnett:

You earned it.

Dallas Burnett:

, that obviously.

Dallas Burnett:

Was a formative experience.

Dallas Burnett:

And that was really important for you because you then

Dallas Burnett:

leverage that and went into law.

Dallas Burnett:

not only that you're in, you were, you in trial law, you were in trial law.

Dallas Burnett:

So tell us a little bit about what it's like to be a trial lawyer and

Dallas Burnett:

what propelled you into that field?

Heather Hanson:

So I went to college thinking I was going to be a journalist.

Heather Hanson:

I wanted

Heather Hanson:

to be Oprah.

Heather Hanson:

and my, I went to American university and they had a really weird major

Heather Hanson:

called CLEG, which was communications, law, economics, and government.

Heather Hanson:

And I hated the economics part.

Heather Hanson:

And so I switched to psychology.

Heather Hanson:

Which, best decision I ever made.

Heather Hanson:

I was a self help junkie from the time that I was young.

Heather Hanson:

I've been a voracious reader since I was young,

Heather Hanson:

and I've read all the self help books.

Heather Hanson:

And I loved the psychology degree.

Heather Hanson:

And then, I also loved the idea of being on a stage, and I put that in

Heather Hanson:

quotes, and Knew that acting would be, a difficult road to make the

Heather Hanson:

kind of money that I wanted to make.

Heather Hanson:

And so a trial attorney made sense.

Heather Hanson:

You know, I've thought of the jury as an audience I went straight from undergrad

Heather Hanson:

to law school and started working at the firm where I worked until just six

Heather Hanson:

months ago when I was still in law school.

Dallas Burnett:

Wow.

Dallas Burnett:

Do you feel like for you that your.

Dallas Burnett:

Alignment your giftings would be more, even more set for trial attorney

Dallas Burnett:

being a trial attorney like that.

Dallas Burnett:

Or what do you think?

Heather Hanson:

you know, I think that it was a lot different than, It's a lot

Heather Hanson:

different from acting and now, and we'll talk about this later, but now that I'm

Heather Hanson:

keynote speaking, it is very different.

Heather Hanson:

Talking to a jury is different endeavor.

Heather Hanson:

First of all, you have a job to do.

Heather Hanson:

You have to build their belief, right?

Heather Hanson:

And you have to do it in a very specific way.

Heather Hanson:

when you're acting, it's sort of, you have to build belief in your character,

Heather Hanson:

but this, you really have to build belief in your story.

Heather Hanson:

And remember there's someone on the other side, who's trying to tear

Heather Hanson:

your story down the entire time.

Heather Hanson:

It's also very formal.

Heather Hanson:

I went to 12 years of Catholic school.

Heather Hanson:

So I stepped well into the formality of the job.

Heather Hanson:

but it's very different.

Heather Hanson:

And so I definitely feel like a lot of my strengths were exhibited in the

Heather Hanson:

job, preparation and determination and.

Heather Hanson:

the ability to speak in public, the ability to read

Heather Hanson:

quickly was really helpful.

Heather Hanson:

I also, all of those years, Dallas, from the day I started at my firm,

Heather Hanson:

I defended doctors and hospitals in medical malpractice cases.

Heather Hanson:

So that was also fun because when I was younger, I wanted to be a doctor.

Heather Hanson:

And so learning all of the medical stuff, I got to watch a lot of surgeries.

Heather Hanson:

I got to be very good friends with the doctors who I served.

Heather Hanson:

And so all of those things came together.

Heather Hanson:

And for a very long time, I loved that job.

Heather Hanson:

And then towards the end, not so much.

Dallas Burnett:

Not so much.

Dallas Burnett:

Right.

Dallas Burnett:

Right.

Dallas Burnett:

. What's one of the hardest things that you felt like for you is going through that.

Dallas Burnett:

What was one of the hardest things for you in that time?

Heather Hanson:

There were two things and I'll tell you a specific story that

Heather Hanson:

really exhibits both of those things.

Heather Hanson:

So this was a case towards the end of my, well, I'd say the middle

Heather Hanson:

of my trial attorney career.

Heather Hanson:

And these cases were very sympathetic.

Heather Hanson:

Some of them, some of them, the patients were faking it and,

Heather Hanson:

and things happen in hospitals.

Heather Hanson:

Doctors are not God and they

Heather Hanson:

can't fix everything.

Heather Hanson:

But some of the cases were very sympathetic.

Heather Hanson:

And in this particular case, it was an 18 year old young man who died.

Heather Hanson:

And they were suing over this death.

Heather Hanson:

And

Heather Hanson:

so very sympathetic.

Heather Hanson:

That's hard in and of itself.

Heather Hanson:

And then the doctor who I represented, she was a young driven emergency room doctor.

Heather Hanson:

And I was a young driven trial attorney.

Heather Hanson:

And so I really could relate to her and I knew she had not done anything wrong.

Heather Hanson:

sometimes.

Heather Hanson:

When you, I was assigned cases, I didn't get to pick them Dallas.

Heather Hanson:

So some of the cases I'd be assigned from the insurance company, I'd

Heather Hanson:

be, you know, we might want to settle this one and you have

Heather Hanson:

to talk to the doctors about it.

Heather Hanson:

But this one, I was so sure she hadn't done anything wrong, which makes it harder

Heather Hanson:

because the pressure is so great to win.

Heather Hanson:

And she had told me at the beginning of the trial on the phone, we were talking

Heather Hanson:

on the phone that if she lost the case, her boss had said she'd get fired.

Heather Hanson:

And I immediately had an allergic reaction to my own stress hormones and

Heather Hanson:

ended up in the emergency room myself.

Heather Hanson:

So the pressure of knowing that these doctors who care so much about these

Heather Hanson:

cases are putting all of their faith and trust in you and the sadness

Heather Hanson:

of seeing someone who is injured or has lost someone, it was very high,

Heather Hanson:

high, high stress and high emotion.

Dallas Burnett:

It's incredible.

Dallas Burnett:

How do you, how do you deal with that?

Dallas Burnett:

that's unbelievable stress because you're not, you're getting it, like you

Dallas Burnett:

said, from both sides, you're getting it from feeling really sympathetic

Dallas Burnett:

to the to the person that died.

Dallas Burnett:

And then your client is like, yeah, but it's not my fault.

Dallas Burnett:

And they're really nice and great and smart and intelligent and driven.

Dallas Burnett:

And you're like, man, that is, how do you handle that stress?

Heather Hanson:

Well, not well, right,

Heather Hanson:

but that's not actually true.

Heather Hanson:

most of the time that was the very, the straw that broke

Heather Hanson:

the camel's back, I did a lot.

Heather Hanson:

I started doing yoga in the nineties, the early

Heather Hanson:

nineties, and I did yoga every day, especially trial days.

Heather Hanson:

Because it was my way of sort of like on the mat, I could breathe

Heather Hanson:

deep and let go and regroup.

Heather Hanson:

And it made it easier throughout the day to respond rather than

Heather Hanson:

reacting in the courtroom.

Heather Hanson:

Because the other thing on top of everything you just said is that

Heather Hanson:

you've got a trial attorney and less than the numbers differ every

Heather Hanson:

year, but less than about 5 percent of trial attorneys are women.

Heather Hanson:

And most trial attorneys love to fight.

Heather Hanson:

I

Heather Hanson:

do not, but most attorneys do.

Heather Hanson:

And so they're in there like loving the fight and just wanting to get after it.

Heather Hanson:

And you're trying not to react, to respond and be thoughtful.

Heather Hanson:

And so without yoga, and then I also got into meditation and without the

Heather Hanson:

psychology degree, that psychology degree helped me in so many ways in that job.

Heather Hanson:

And when people come to me now and ask me about, I want to be a trial

Heather Hanson:

attorney, what should I study?

Heather Hanson:

I say, Study psychology because the psychology of the jury, the

Heather Hanson:

psychology of opposing counsel, dealing with your own mental health.

Heather Hanson:

And then also we are called counselors for a reason and helping the doctors

Heather Hanson:

and nurses that I represented, counseling them through trial.

Heather Hanson:

It was a huge help.

Heather Hanson:

I don't know that I would have lasted without the psychology

Dallas Burnett:

That's incredible.

Dallas Burnett:

You, when you think about law and trial law, that's not the first

Dallas Burnett:

thing that would come to mind.

Dallas Burnett:

And I think it's so true.

Dallas Burnett:

And I love how you were you were so just intentional about, doing yoga.

Dallas Burnett:

It's like you didn't overlook the physical, you know, like our stress.

Dallas Burnett:

So much of that is physical.

Dallas Burnett:

It's just, our body and mind you're tapping into both of those with yoga,

Dallas Burnett:

just pulling back to the present and being able to stretch, stretch your

Dallas Burnett:

body and just like you said, put it on the mat and that's, that's really good.

Dallas Burnett:

I, can we ask, is that, is it possible to know how that all, how

Dallas Burnett:

did that case actually come out?

Heather Hanson:

the case ended.

Heather Hanson:

So in many of my cases, there are many defendants.

Heather Hanson:

So I represented the emergency room doctor.

Heather Hanson:

Someone else represented the cardiologist in the case.

Heather Hanson:

Someone else represented the hospital in the case, the jury found against the other

Heather Hanson:

defendants, but not against my doctor.

Heather Hanson:

So.

Heather Hanson:

I mean, from the other defendants, I hate to say this.

Heather Hanson:

If any of the other defendants are listening, they would be mad at it.

Heather Hanson:

I say this, but from my perspective, it was a perfect ending because

Heather Hanson:

the patient's family was still given something for their loss.

Heather Hanson:

But my doctor was not, the jury did not find that my doctor had done

Heather Hanson:

anything below the standard of care.

Heather Hanson:

So she did not, was not found liable.

Dallas Burnett:

Oh, man.

Dallas Burnett:

So she kept her job.

Dallas Burnett:

She's happy.

Dallas Burnett:

the person that lost her life, they, their family was compensated because of that.

Dallas Burnett:

So yeah, that, okay, there you go.

Dallas Burnett:

It worked out.

Dallas Burnett:

So

Dallas Burnett:

now good for you.

Dallas Burnett:

That's right.

Dallas Burnett:

so let's talk about this.

Dallas Burnett:

Cause you, you've obviously started there.

Dallas Burnett:

You had a very successful career and then you are not doing that now.

Dallas Burnett:

So how did that all, how did that transition take place?

Dallas Burnett:

You were very successful.

Heather Hanson:

Yeah, I was very successful and I loved it at the

Heather Hanson:

beginning, but then, ending up in the emergency room and fighting

Heather Hanson:

every day, every day someone was yelling at me, plaintiffs, the

Heather Hanson:

attorney attorneys like to yell.

Heather Hanson:

They'd yell at my secretary, which would really get me because

Heather Hanson:

she didn't sign up for that.

Heather Hanson:

And I would go bananas.

Heather Hanson:

and also I just had run my course with that.

Heather Hanson:

And I knew that I wasn't going to want to, I, first of all, I

Heather Hanson:

knew I never wanted to retire.

Heather Hanson:

I love to work obviously started at 13.

Heather Hanson:

I love to be challenged.

Heather Hanson:

And so I knew I was never going to retire, but also at 40 years

Heather Hanson:

old, I couldn't imagine another 40 years of battling every day.

Heather Hanson:

And so then I started to explore and I always say, people say

Heather Hanson:

leap and the net will appear.

Heather Hanson:

I did not leap.

Heather Hanson:

Mine was a creep.

Heather Hanson:

I like tried, tried one thing and then the other.

Heather Hanson:

So I trained to be a mediator, which is someone who helps

Heather Hanson:

people to resolve conflict.

Heather Hanson:

and that was just very slow and I don't have the patience for that necessarily.

Heather Hanson:

And then I was doing quite a bit of speaking to doctors and someone

Heather Hanson:

approached me and said, would you ever want to do television?

Heather Hanson:

And that led to some of the TV opportunities that you mentioned.

Heather Hanson:

And I loved that Dallas, I would have loved to have been.

Heather Hanson:

The next, Savannah, Guthrie from the today show, but I had sort of

Heather Hanson:

aged out and if I wanted to do that, I would have had to start at the

Heather Hanson:

beginning and I had golden handcuffs.

Heather Hanson:

and so I still do that.

Heather Hanson:

I'm an anchor at the law and crime network, so I still do television stuff.

Heather Hanson:

But from there, I also got tired of talking about.

Heather Hanson:

rapes and murders and crime all the time, which is what

Heather Hanson:

lawyers on TV mostly talk about.

Heather Hanson:

So I wrote my first book and that just organically led to coaching and keynote

Heather Hanson:

speaking opportunities, which then grew.

Heather Hanson:

And so that creeping, I was like.

Heather Hanson:

Creeping from one pot to another and replanting myself

Heather Hanson:

and have now completed that transition.

Heather Hanson:

So it's just this year that I completely stepped away from the trial attorney work

Heather Hanson:

and stepped completely into the identity of author, trainer, keynote speaker.

Dallas Burnett:

Oh, wow.

Dallas Burnett:

Good for you.

Dallas Burnett:

Good for you, man.

Dallas Burnett:

That's,

Dallas Burnett:

that's exciting.

Dallas Burnett:

Well, and I love how it's more, it's like progressive elaboration.

Dallas Burnett:

We have, sometimes I'll have music for them.

Dallas Burnett:

People only was, um, uh, music junkie as well.

Dallas Burnett:

And so we would have somebody in the business on and they would say something

Dallas Burnett:

like it's the overnight success.

Dallas Burnett:

It's 13 years in the making, it's like anytime you hear of an artist

Dallas Burnett:

and I'm sure that goes in acting or even on the news or whatever it is.

Dallas Burnett:

It's everybody just sees someone and they're like,

Dallas Burnett:

they just came out of nowhere.

Dallas Burnett:

And it's no, They were grinding for many years before you ever

Dallas Burnett:

saw them or heard about them.

Dallas Burnett:

And so it's

Dallas Burnett:

the 13 year overnight success is what they always used to say.

Dallas Burnett:

But, yeah, but it's like you said, it's, it feels like a creep, but

Dallas Burnett:

then it's oh, okay, we made it.

Dallas Burnett:

We've got to the next level.

Dallas Burnett:

So that's awesome.

Dallas Burnett:

It seems like you've made that transition, solidly now.

Dallas Burnett:

I would love to, because you are, and you mentioned this when you were talking about

Dallas Burnett:

law, and this is something that I know our listeners will just really resonate with

Dallas Burnett:

them because we've got a lot of leaders.

Dallas Burnett:

We've got business owners, we've got coaches, across all types of

Dallas Burnett:

organizations listening to the show.

Dallas Burnett:

And one of the things that we talk about with the one on one coaching system is.

Dallas Burnett:

Is battling for belief and how important belief is.

Dallas Burnett:

And you mentioned it when you were talking about in the trial, how you were

Dallas Burnett:

trying to, shape the belief of the jury, but at the same time, you've got other

Dallas Burnett:

people that's actively working against you to shape it the other direction.

Dallas Burnett:

So that's a fascinating way to approach that.

Dallas Burnett:

And so it definitely makes you an expert in that, especially with

Dallas Burnett:

your background in psychology.

Dallas Burnett:

Let's talk a little bit about belief and how we go about shaping that.

Dallas Burnett:

would you want to take that from a personal standpoint

Dallas Burnett:

first or out outside for others?

Heather Hanson:

Well, I think you have to take it from a personal standpoint

Heather Hanson:

first, because one of the things that I always say is you can't prove

Heather Hanson:

something unless you believe it.

Heather Hanson:

People often will say to me, what did you do if you knew

Heather Hanson:

the doctor had made a mistake?

Heather Hanson:

And I'm putting that in quotes because it's more complicated than that.

Heather Hanson:

But if I had gotten a case and I looked at it and then I talked to

Heather Hanson:

my expert and I talked to my doctor and I reviewed the medical records

Heather Hanson:

and I reviewed the literature and I really felt like the doctor had made

Heather Hanson:

a mistake, we would not argue that the doctor hadn't made a mistake because

Heather Hanson:

a jury would be able to feel my energy and know that you can't fake that.

Heather Hanson:

You know, there's, You can't really fake it till you make it in that respect.

Heather Hanson:

And so.

Heather Hanson:

So.

Heather Hanson:

I truly believe that your belief comes first.

Heather Hanson:

I talk about, we all have our juries.

Heather Hanson:

Your jury is anyone whose belief you want to build and anyone who can give you

Heather Hanson:

your wins, but your first jury is you.

Heather Hanson:

if you don't believe for your leaders, if you don't believe in

Heather Hanson:

the change you're going to make, your team is not going to believe

Heather Hanson:

for the salespeople or the coaches.

Heather Hanson:

If you don't believe in your offer or your service or your product, your

Heather Hanson:

prospect or client isn't going to believe.

Heather Hanson:

And so you've got to start.

Heather Hanson:

with building your own belief so that you have

Heather Hanson:

the energy to go out and build other people's.

Dallas Burnett:

Oh, I love how you just associated energy with belief.

Dallas Burnett:

And that's so true because you can see, especially if you're, if you

Dallas Burnett:

own a business and you have either, either you have no mission, vision,

Dallas Burnett:

or values, or you have a very weak set of mission, vision, and values.

Dallas Burnett:

When I say weak, that may sound really good, but if they're placard

Dallas Burnett:

on the wall and nobody ever knows what they are and you don't ever talk

Dallas Burnett:

about it, then what good does it do?

Dallas Burnett:

And really what you're talking about is if you are leading, you're If you

Dallas Burnett:

don't believe in those values and that those values truly do embody what you're

Dallas Burnett:

trying to create and that vision, if that's not really where you're going,

Dallas Burnett:

how in the world do you get passionate enough to make that energy contagious,

Dallas Burnett:

like to pass that energy on, you know?

Dallas Burnett:

And so, man, that's so good.

Dallas Burnett:

It definitely starts.

Dallas Burnett:

It definitely starts with you.

Dallas Burnett:

Definitely starts with you.

Dallas Burnett:

What are some tips that you would give coaches specifically, but leaders,

Dallas Burnett:

cause we see leaders as coaches in how they would approach someone

Dallas Burnett:

to help them shape their belief.

Dallas Burnett:

Obviously it starts with you, but how would you go about helping someone

Dallas Burnett:

else and shaping someone else's belief?

Heather Hanson:

So the first thing that you need to do is the way that

Heather Hanson:

I describe it is know your jury.

Heather Hanson:

You

Heather Hanson:

need to know them.

Heather Hanson:

Like what is their pain?

Heather Hanson:

What are their dreams?

Heather Hanson:

What do they want?

Heather Hanson:

How do they see the world?

Heather Hanson:

What's their perspective?

Heather Hanson:

I got a very limited time to know my jury in the courtroom, But I

Heather Hanson:

would take what I knew, Oh, it's, this many people are parents.

Heather Hanson:

This many people are retired.

Heather Hanson:

This person worked in carpentry.

Heather Hanson:

How can we make an analogy between carpentry and the surgery that you did?

Heather Hanson:

So really understanding

Dallas Burnett:

oh

Heather Hanson:

the jury is imperative.

Heather Hanson:

Once you know your jury.

Heather Hanson:

Then, I have what I call the C technique, S E E, so it's

Heather Hanson:

stories, evidence, and energy.

Heather Hanson:

Once you know your jury, you know what stories are going to resonate with them.

Heather Hanson:

For the carpenter on my jury, if we told a story that was making an analogy between

Heather Hanson:

the surgery and building something, that might resonate with that juror.

Heather Hanson:

What evidence is going to resonate with my jury?

Heather Hanson:

There are so many ways to communicate your evidence.

Heather Hanson:

And so some people learn visually, some people learn kinesthetically,

Heather Hanson:

some people learn by listening.

Heather Hanson:

And so really thinking about once you know your jury, what are the stories

Heather Hanson:

that will resonate with that jury?

Heather Hanson:

What are the, what's the evidence that will support those stories

Heather Hanson:

and then your energy of belief.

Dallas Burnett:

Oh, that is really good.

Dallas Burnett:

And I think that is.

Dallas Burnett:

It's very true.

Dallas Burnett:

I think one of the biggest things for people and that many times managers,

Dallas Burnett:

leaders miss when they're in that environment is that They overlook

Dallas Burnett:

the getting to know your jury part.

Dallas Burnett:

I think that's if I'm, if I am managing or leading someone, if I don't know

Dallas Burnett:

them, then there's no way for me to craft the story or the evidence

Dallas Burnett:

that's really tailored to them.

Dallas Burnett:

to help shape their individual unique belief, because I don't know what

Dallas Burnett:

their individual unique perspective is.

Dallas Burnett:

Right.

Dallas Burnett:

So that's really great.

Dallas Burnett:

Right.

Heather Hanson:

and she's in the C suite and she wants to go to a

Heather Hanson:

different company and we're doing as much as we can to know about her jury.

Heather Hanson:

And I always put that word in quotes, her jury is going to be the

Heather Hanson:

people that she's interviewing with.

Heather Hanson:

Right.

Heather Hanson:

Those are the people whose belief she wants to build that she's

Heather Hanson:

the best person for this job.

Heather Hanson:

We only know so much about them.

Heather Hanson:

She knows a lot about the organization, but those individuals, we have done a

Heather Hanson:

deep dive together, what you can find on Google and social media, and just to get a

Heather Hanson:

sense of them, do they, are they married?

Heather Hanson:

Do they have kids?

Heather Hanson:

Do they travel internationally?

Heather Hanson:

What's going on?

Heather Hanson:

What sports do they like?

Heather Hanson:

Because then conversations can happen and you might do an analogy about a sport

Heather Hanson:

that actually speaks to that person.

Heather Hanson:

So for your listeners, you might be thinking, I can't really know my jury.

Heather Hanson:

I don't have that much available to me.

Heather Hanson:

Use what you have available, ask questions if appropriate to gain more

Heather Hanson:

knowledge, and then take whatever it is that you know and use that to

Heather Hanson:

craft your stories and your evidence.

Dallas Burnett:

I love that.

Dallas Burnett:

I love that.

Dallas Burnett:

It's so good.

Dallas Burnett:

Now let's talk a little bit about this because I think as it relates

Dallas Burnett:

to belief, I, what you pointed out in the courtroom was so a lot of times

Dallas Burnett:

with organizations, because We've been a part of change initiatives.

Dallas Burnett:

Everybody's been a part of a change initiative.

Dallas Burnett:

And if you've ever led a change initiative, , I don't know if

Dallas Burnett:

it's like nails on a chalkboard or some people would just be like, I

Dallas Burnett:

feel like I got a gun to my head.

Dallas Burnett:

Obviously there's a lot of people that hate change and going through change.

Dallas Burnett:

So you've got this jury, which is everybody you're leading.

Dallas Burnett:

and at the same time where you're.

Dallas Burnett:

Maybe you've got to know there, you've got to know the jury and you're trying

Dallas Burnett:

to tell the story and lay out the evidence of why this change is great.

Dallas Burnett:

But there's always this, there's always the few, right?

Dallas Burnett:

That's always going to be the naysayers.

Dallas Burnett:

And I say, you've got usually on any change, you've got 30%.

Dallas Burnett:

That's all for you.

Dallas Burnett:

They're like gun hoe.

Dallas Burnett:

You got 30 percent in the middle.

Dallas Burnett:

I don't know.

Dallas Burnett:

And you got 30 percent that's actively pushing against you.

Dallas Burnett:

that's the best case scenario.

Heather Hanson:

Yes.

Heather Hanson:

Yes.

Heather Hanson:

Yes.

Heather Hanson:

Yes.

Heather Hanson:

That's,

Dallas Burnett:

how would you deal with those things?

Dallas Burnett:

Anti change pushers or the anti belief, lot.

Heather Hanson:

Yeah.

Heather Hanson:

And I think it depends on the situation, but Wayne Dyer had a

Heather Hanson:

quote that I talk about all the time.

Heather Hanson:

And I love, he said, there's two ways to have the biggest building in town.

Heather Hanson:

You can build your own building or you can knock down everybody else's.

Heather Hanson:

And And I love that And I think about that way as far as building belief.

Heather Hanson:

So you want to build belief in the change for the 30 percent who are on board.

Heather Hanson:

And we're going to come back to them because they're important.

Heather Hanson:

And the 30 percent in the middle, you also do want to knock

Heather Hanson:

down the other side's story.

Heather Hanson:

You know, cross examine that story, really question it and get after it and

Heather Hanson:

prove where it's wrong.

Heather Hanson:

But I, I think it's much better to spend the majority of your time

Heather Hanson:

building your story than knocking down the other side's story.

Heather Hanson:

Sometimes you have to do it.

Heather Hanson:

It depends on the circumstance.

Heather Hanson:

In the courtroom, I had to do it.

Heather Hanson:

I had to knock down the other side's story and build my own at the same time.

Heather Hanson:

But I think as leaders, sometimes we spend so much time focused on

Heather Hanson:

knocking down the other side's story that we haven't built our own.

Heather Hanson:

And your secret weapon there is the 30 percent who are on board.

Heather Hanson:

Because when you have people who are true believers, they want to share that belief.

Heather Hanson:

They want other people to believe as well.

Heather Hanson:

They become your strongest advocates.

Heather Hanson:

And so you want to give them stories and evidence to share.

Heather Hanson:

So that they can be out there building belief when you're not there, talking

Heather Hanson:

to their colleagues, talking about the things with, it's more than a fan, a lot

Heather Hanson:

of people talk about have your raving fans and that's great, but you want advocates.

Heather Hanson:

You want people who have stories and have evidence.

Heather Hanson:

To build belief when you're not in the room.

Dallas Burnett:

I love that.

Dallas Burnett:

In your mind, the way you see it.

Dallas Burnett:

What is the difference in, between a raving fan?

Dallas Burnett:

How would you describe that versus having an advocate?

Dallas Burnett:

Cause that's a loaded word, especially for you, the advocate word.

Dallas Burnett:

Right.

Dallas Burnett:

So tell our listeners about

Heather Hanson:

Well, I think an advocate, the definition of advocate

Heather Hanson:

is to publicly support something.

Heather Hanson:

So

Heather Hanson:

fans and advocates would be close in that respect.

Heather Hanson:

But for me, the difference is that an advocate has assets.

Heather Hanson:

So as a raving

Heather Hanson:

fan, I might say, gosh, I love Taylor Swift as an example that everyone can

Heather Hanson:

relate to, whether you love her or not.

Heather Hanson:

So I might be, I love Taylor Swift.

Heather Hanson:

That's a raving fan.

Heather Hanson:

I go to all of her concerts, I love her music.

Heather Hanson:

Whatever an advocate might say, did you know that she gives proceeds from every

Heather Hanson:

one of her concerts to this charity?

Heather Hanson:

Did you know that this song has to do with this specific issue that you love?

Heather Hanson:

This story behind this song is one, they know their jury, right?

Heather Hanson:

So for you, this song may actually speak to this experience that you had.

Heather Hanson:

Did you know that she is a huge fan of cats just like you are?

Heather Hanson:

So you really, it's.

Heather Hanson:

It's using the assets.

Heather Hanson:

It's more than just saying, I love her music.

Heather Hanson:

I go to her concerts.

Heather Hanson:

I think she's phenomenal.

Heather Hanson:

It's stories and evidence to go out and build belief for

Heather Hanson:

her when she's not around.

Dallas Burnett:

Oh, that's awesome.

Dallas Burnett:

It's almost like one is more consumer oriented.

Dallas Burnett:

And one is more, I don't know, it's more ground, it's more

Dallas Burnett:

fundamental grounded, or I don't know, but yeah, I totally see that.

Dallas Burnett:

You can totally see that.

Dallas Burnett:

I love how you put it as assets.

Dallas Burnett:

I almost see it as two, it's the person that would be, not only

Dallas Burnett:

advocate Taylor Swift, but then open connections and things like that.

Dallas Burnett:

So it's Hey, it's not the person that says, yeah, Dallas is a great guy.

Dallas Burnett:

He's the it's the, Hey, Dallas is doing this show and let me get you on that show.

Dallas Burnett:

Right.

Dallas Burnett:

Or let me open this door for you.

Dallas Burnett:

Right.

Dallas Burnett:

Or Dallas to you, it's that asset.

Dallas Burnett:

It's the connection.

Dallas Burnett:

it's also the knowing of it all.

Dallas Burnett:

So I, yeah, that's a, it's definitely a much deeper level.

Dallas Burnett:

It's more fundamental than a.

Dallas Burnett:

Raving fan.

Dallas Burnett:

I love that.

Heather Hanson:

And it's

Heather Hanson:

usually based on a stronger belief,

Heather Hanson:

right?

Heather Hanson:

A raving fan believes, but an advocate believes and wants

Heather Hanson:

other people to believe as well.

Dallas Burnett:

Yeah, they know it's like the advocate knows and believes

Dallas Burnett:

like everybody.

Dallas Burnett:

Oh, we all love Taylor Swift.

Dallas Burnett:

Yeah, but I love her and I know this, this, this, this, this, this, this,

Dallas Burnett:

this, and I still, think she's great.

Dallas Burnett:

Right.

Dallas Burnett:

And so that's really cool.

Dallas Burnett:

That is so it's stories and evidence and energy.

Dallas Burnett:

The main three ways that you would say that people in an organization would

Dallas Burnett:

build that advocacy around an idea.

Dallas Burnett:

Is that the main three?

Heather Hanson:

It is.

Heather Hanson:

I think that, Each of those have their own, like spiderwebs that come out of

Heather Hanson:

them.

Heather Hanson:

And I, and I, so in my work, we talk a lot about the C technique,

Heather Hanson:

stories, evidence, and energy.

Heather Hanson:

We also talk about the three Cs of an advocate, but so those are

Heather Hanson:

curiosity, compassion, and credibility.

Heather Hanson:

but those are really when you're talking about your jury.

Heather Hanson:

So you want to be curious about your jury.

Heather Hanson:

You want to have compassion for them, see things from their perspective

Heather Hanson:

and speak to that perspective.

Heather Hanson:

And then you want to have credibility with them.

Heather Hanson:

And then you can use the C technique, your stories, evidence,

Heather Hanson:

and energy to speak to your jury.

Heather Hanson:

So we start with who's your jury.

Heather Hanson:

Get curious, get compassionate, build your credibility.

Heather Hanson:

And then we move on to, okay, now how are you going to communicate to them

Heather Hanson:

with stories, evidence, and energy?

Dallas Burnett:

That's so good.

Dallas Burnett:

you've totally, you've done such a fantastic job of taking your experience in

Dallas Burnett:

trial and just overlaying it wonderfully.

Dallas Burnett:

This is just, that's just really well,

Heather Hanson:

Well, and it's taken years.

Heather Hanson:

I mean, this is, that's part of the creep, right?

Heather Hanson:

It's been like, I've tried different things and different ways of talking about

Heather Hanson:

it because I had the curse of knowledge.

Heather Hanson:

I knew.

Heather Hanson:

how to persuade a jury, how to build the jury's belief

Heather Hanson:

so well that I forgot what I was doing to make that happen.

Heather Hanson:

And so it's taken, I've started doing keynote speaking in,

Heather Hanson:

I don't know, 2018 or so.

Heather Hanson:

And it's really now that I feel in my sweet spot of my thought

Heather Hanson:

leadership that this not only can I talk about it, but it works Dallas.

Heather Hanson:

You know,

Heather Hanson:

I see it working with my clients and that takes time I think to

Heather Hanson:

dissemble and then reassemble.

Dallas Burnett:

it's so true when you're a creator, which

Dallas Burnett:

is obviously what you're doing.

Dallas Burnett:

You're you've created this system.

Dallas Burnett:

It's one thing to know it and own it.

Dallas Burnett:

It's another thing to be able to, to at least share it, but then to systematize

Dallas Burnett:

that it's a whole different level.

Dallas Burnett:

So I totally get it.

Dallas Burnett:

and honestly, it doesn't sound like you were creating it.

Dallas Burnett:

Creeping if you started doing this in 2018, you've been pretty good

Dallas Burnett:

to get this clear in my opinion.

Dallas Burnett:

That's pretty good.

Heather Hanson:

Well, thank you.

Dallas Burnett:

it's really good.

Dallas Burnett:

I would love to, to talk a little bit about any advice that you

Dallas Burnett:

give leaders, especially as, and this is more about your journey.

Dallas Burnett:

if someone is.

Dallas Burnett:

Facing a situation where maybe they're out of alignment or maybe their values

Dallas Burnett:

alignment doesn't allow, whether it's with the company or even the career.

Dallas Burnett:

What advice would you give that leader?

Dallas Burnett:

That's maybe on the front side of walking through what you've been walking

Dallas Burnett:

through and come out the other side.

Heather Hanson:

I think, and this is going to speak to the hypnosis,

Heather Hanson:

which I know you wanted to get

Heather Hanson:

into, but, and I have, I have a lot of stories about the hypnosis, but

Heather Hanson:

one of the things that I know is that it's very challenging to make

Heather Hanson:

change and to make choices when you are afraid or anxious or stressed.

Heather Hanson:

And I'm studying to be a hypnotist, which I know we'll talk about.

Heather Hanson:

And one of the things that I'm learning is that.

Heather Hanson:

It's a relaxed mind that makes change.

Heather Hanson:

And hypnosis is a way to relax your mind.

Heather Hanson:

It's not the only way, but for leaders who are in that situation

Heather Hanson:

that you just described Dallas, they are anxious, they are stressed,

Heather Hanson:

they are nervous, they are afraid.

Heather Hanson:

And that's a very difficult place to make decisions from, to make change from.

Heather Hanson:

And so my first thing would be to find a way to relax your mind for some that

Heather Hanson:

might be, It could be hypnosis, could be meditation, could be breath work, could

Heather Hanson:

be running, could be a bath, could be spending time in nature, could be fishing,

Heather Hanson:

but you need to find a place where you are truly relaxing your mind as much as you

Heather Hanson:

can, given your circumstances.

Heather Hanson:

And then just start trying different things and different beliefs on for size.

Dallas Burnett:

Oh, I love that.

Dallas Burnett:

All right.

Dallas Burnett:

So you opened the, you opened up the can that we, I wanted to get to

Dallas Burnett:

this whole time, so this is great.

Dallas Burnett:

So first of all, I can't agree with you more.

Dallas Burnett:

one of the things I talk about is battling burnout because we've

Dallas Burnett:

just, this is like an epidemic

Dallas Burnett:

and, and I experienced that myself in the early thirties.

Dallas Burnett:

and.

Dallas Burnett:

And had part of my story.

Dallas Burnett:

it's, I don't know, it's just fascinating, but I was trying not

Dallas Burnett:

to experience the same burnout I had witnessed in, my own family.

Dallas Burnett:

And then.

Dallas Burnett:

And then experienced it at the exact same way, it's just

Dallas Burnett:

a different side of the coin.

Dallas Burnett:

And so it just hit me in the face.

Dallas Burnett:

I was like, Oh, I realized this.

Dallas Burnett:

And one of the things that really helped me a lot in that was meditation,

Dallas Burnett:

because I was in, it was just that quieting of the mind is very difficult.

Dallas Burnett:

Very difficult to do if you haven't practiced, and you just are flooded,

Dallas Burnett:

and that was one of several things I had to make changes on, but that was

Dallas Burnett:

definitely one that really helped me.

Dallas Burnett:

So that resonates, but I've never been hypnotized.

Dallas Burnett:

I have watched it and seen.

Dallas Burnett:

crazy acts of wonder of people on the stage doing things I never

Dallas Burnett:

thought they would do in college.

Dallas Burnett:

We'd have a hypnotist come in and they would, people would be up doing

Dallas Burnett:

chicken dances and all that stuff.

Dallas Burnett:

So it was crazy.

Dallas Burnett:

I was like, there's no way they're doing that.

Dallas Burnett:

And there they go, So first of all, congratulations on transitioning to some

Dallas Burnett:

very diverse, activities going from trial lawyer to keynote to TV to now hypnotist.

Dallas Burnett:

That is fascinating.

Dallas Burnett:

So you gotta give us the kind of an inside, like how

Dallas Burnett:

in the world did you decide

Heather Hanson:

So this is actually a great story.

Heather Hanson:

When I was in college, I was a hundred pounds overweight and I saw

Heather Hanson:

an advertisement for a hypnotist in the newspaper back in the day

Heather Hanson:

and he was hypnotizing people in the Sheridan, a conference room

Heather Hanson:

at the Sheridan to lose weight.

Heather Hanson:

And I went and it was like two hours and I got hypnotized by this

Heather Hanson:

man and I bought all the tapes.

Heather Hanson:

It was cassette tapes at the time and I listened to the cassette tapes

Heather Hanson:

every morning and every afternoon and I lost a hundred pounds.

Dallas Burnett:

What?

Heather Hanson:

And more importantly, and much more difficult because the

Heather Hanson:

hardest thing is keeping weight off.

Heather Hanson:

so I have kept it off for gosh, it's now been 30 years or 25 years.

Heather Hanson:

so that foundation for me was so, it changed my life.

Heather Hanson:

completely changed my life.

Heather Hanson:

Interesting side note.

Heather Hanson:

I just found the man who hypnotized me back then, and went to coffee with him.

Heather Hanson:

And he's actually mentoring me now through my hypnosis.

Heather Hanson:

I'm getting certified through a more formal, but I got teary when I talked

Heather Hanson:

to him because I can't imagine what my life would be like had that not happened.

Heather Hanson:

There's so much about.

Heather Hanson:

That experience, obviously just losing weight, you're treated differently

Heather Hanson:

and life is different, but also it gave me such a belief in myself.

Heather Hanson:

Because I did something that hard.

Heather Hanson:

I had such evidence that I could do hard things

Heather Hanson:

and that I keep promises that I make to myself.

Heather Hanson:

And so it changed my life.

Heather Hanson:

But then also it's interesting that you say that you saw someone experience

Heather Hanson:

burnout and you wanted to avoid it.

Heather Hanson:

So I saw my uncle slash mentor have a heart attack in the courtroom.

Heather Hanson:

during the days that I was a trial attorney and it was early

Heather Hanson:

in my trial attorney days and I didn't think it bothered me.

Heather Hanson:

But then of course I ended up in the emergency room later in my career.

Heather Hanson:

So I totally relate to your idea.

Heather Hanson:

So that happened.

Heather Hanson:

He had the heart attack in the courtroom and then later my ex had a heart attack

Heather Hanson:

while we were together in the car.

Heather Hanson:

And those two things gave me pretty heightened health anxiety.

Heather Hanson:

I also worked with doctors all those years.

Heather Hanson:

So if someone in my family had a sneeze, I'd be like, you have pneumonia

Heather Hanson:

and we need to go to the hospital.

Heather Hanson:

And this is where the doctors are going to mess up.

Heather Hanson:

And this is what we need to look for.

Heather Hanson:

Like I was there, Dallas, I used hypnosis for that.

Heather Hanson:

And it totally took my health anxiety down to more than manageable.

Heather Hanson:

I mean, really brought it down.

Heather Hanson:

and then most recently I, I've got all the aches and pains that come as you get older

Heather Hanson:

and have done marathons and all that.

Heather Hanson:

And I was getting terrible foot cramps every single

Heather Hanson:

night waking me up from sleep.

Heather Hanson:

Everyone's telling me eat bananas,

Heather Hanson:

drink more water, and I'm doing all the things.

Heather Hanson:

And my physical therapist said, it's at this point, it's

Heather Hanson:

just a habit your brain is in.

Heather Hanson:

And I was like, Oh, let me try hypnosis.

Heather Hanson:

And so I started doing hypnosis and they have totally, I wouldn't

Heather Hanson:

say, I mean, 90 percent better.

Heather Hanson:

And so then I was like, I've got to get certified.

Heather Hanson:

I've done, that's it.

Heather Hanson:

I've, I hear you universe.

Dallas Burnett:

Yes.

Dallas Burnett:

Third time's a charm.

Dallas Burnett:

I'm going in.

Dallas Burnett:

going in.

Dallas Burnett:

Wow.

Dallas Burnett:

That is, that's amazing.

Dallas Burnett:

, I need to ask, 'cause I, because I've never been hypnotized before.

Dallas Burnett:

what does it feel like to be hypnotized?

Dallas Burnett:

Because it always seems to me that you are in this, I don't

Dallas Burnett:

know, like you are unconscious or you're totally outta control.

Dallas Burnett:

are you aware

Heather Hanson:

Yes.

Heather Hanson:

So the people that you see on stage, that's a, that is a different type

Heather Hanson:

of hypnosis and it's very unusual.

Heather Hanson:

And the hypnotist is choosing people who are very suggestible,

Heather Hanson:

number one, because they want the person to be hypnotized, right?

Heather Hanson:

You're not going to pick somebody who's just so you're, there's ways to tell and

Heather Hanson:

you're choosing people who are highly hypnotizable and anyone who raises their

Heather Hanson:

hand to be hypnotized in that setting is okay with doing the things that a

Heather Hanson:

hypnotist is going to have them do.

Heather Hanson:

Like I would never raise my hand, right?

Heather Hanson:

Cause I don't want to collect like a chicken in front of my friend.

Heather Hanson:

So I want people to remember that because you never do things you

Heather Hanson:

don't want to do under hypnosis.

Heather Hanson:

Hypnosis is really the way that my teacher, so I'm getting certified

Heather Hanson:

by a woman named Grace Smith.

Heather Hanson:

And the way she describes it is hip hypnosis is meditation with a purpose.

Dallas Burnett:

Oh, wow.

Heather Hanson:

So the whole time that I'm, I get hypnotized almost every day

Heather Hanson:

as part of my training now with apps or with a, by another person who's training.

Heather Hanson:

And there are times that I'll open one eye and peek at the

Heather Hanson:

phone to see if I'm almost done.

Heather Hanson:

It's not at all like I'm out of it at all.

Dallas Burnett:

oh, okay.

Dallas Burnett:

Oh, that's different than what I expected.

Dallas Burnett:

That's very different.

Dallas Burnett:

You literally come out a little bit to see,

Dallas Burnett:

and then go back.

Dallas Burnett:

That

Dallas Burnett:

is way different than I thought.

Dallas Burnett:

Huh.

Dallas Burnett:

And

Heather Hanson:

very

Heather Hanson:

different than stage hypnosis and they're just different ends of a spectrum.

Heather Hanson:

But if I, once I'm certified, I'll be hypnotizing people to help with imposter

Heather Hanson:

syndrome and patience and overwhelm and building beliefs, and some of the

Heather Hanson:

other things that we've talked about.

Heather Hanson:

I mean, it's very good for pain.

Heather Hanson:

Very good for pain.

Heather Hanson:

Really under.

Heather Hanson:

not enough people know about it, but there's some great studies

Heather Hanson:

out of Stanford that show that hypnosis is better than pain pills

Dallas Burnett:

Wow.

Dallas Burnett:

Well, I mean, you see it.

Dallas Burnett:

I've seen it on TV where they put the needle through the guy's hand and

Dallas Burnett:

you're just like, and he's like scared of needles, terrified of needles.

Dallas Burnett:

Then he gets hypnotized.

Dallas Burnett:

It's yeah, we're going to run this all the way through.

Dallas Burnett:

So he's like, yeah, no big deal.

Dallas Burnett:

And it's like, what?

Dallas Burnett:

so

Dallas Burnett:

that's so how, if you are hypnotized and you're, let's say you have

Dallas Burnett:

anxiety, what is going on there?

Dallas Burnett:

is it giving you.

Dallas Burnett:

a quieter space, or is it giving you like more mental control?

Dallas Burnett:

how did it work to help you?

Heather Hanson:

What's happening is the hypnotic induction, the

Heather Hanson:

period of time that different people do it different ways.

Heather Hanson:

For me, the way I'm doing it is counting someone down and

Heather Hanson:

having them relax their body.

Heather Hanson:

And you speak slow and it takes an induction, especially the first few

Heather Hanson:

times, because it's like a muscle.

Heather Hanson:

Every time you're hypnotized, you get better at being hypnotized and

Heather Hanson:

you go under a little more quickly,

Heather Hanson:

but that induction is relaxing your conscious mind.

Heather Hanson:

So just like we were talking about before, it's hard to make change and it's hard to

Heather Hanson:

make choices with a stressed out, clenchy,

Heather Hanson:

fearful mind.

Heather Hanson:

So the hypnotic induction is.

Heather Hanson:

I'm telling the conscious mind, you can chill out where

Heather Hanson:

we've got it under control.

Heather Hanson:

And now I'm going to talk to the subconscious now

Heather Hanson:

that you're just chilling.

Heather Hanson:

And I'm going to tell the subconscious that you think that

Heather Hanson:

this anxiety is protecting you, but it's actually hurting you.

Heather Hanson:

And so it's okay to let the anxiety go.

Heather Hanson:

You're powerful and you're strong and you can handle anything that comes up.

Heather Hanson:

And so you're just talking to the subconscious and telling the subconscious.

Heather Hanson:

The things it needs to hear without the conscious mind getting in the

Heather Hanson:

way and messing up the signal.

Dallas Burnett:

Now the person is not communicating because they're hypnotized

Heather Hanson:

It depends on the type of hypnosis.

Heather Hanson:

I, when I, so I am more likely to hypnotize people the way

Heather Hanson:

I like to be hypnotized.

Heather Hanson:

Right.

Heather Hanson:

So I'm learning all the ways.

Heather Hanson:

And some people do have conversations and there are hypnosis to go into past lives.

Heather Hanson:

There are hypnosis to go into none of that's all that interesting to me,

Heather Hanson:

but in those situations or to go back.

Heather Hanson:

So one of the ones that is interesting.

Heather Hanson:

And, My mentor now, the guy who hypnotized me, he has a great example

Heather Hanson:

of a person who came to him and was a stutterer and a terrible stutterer.

Heather Hanson:

And he was asking him to tell the story of when he started stuttering

Heather Hanson:

and the man couldn't get the story out because of the stuttering.

Heather Hanson:

So he put him under.

Heather Hanson:

And then asked him, when did you start stuttering and under hypnosis, he was

Heather Hanson:

able to tell the story without stuttering.

Heather Hanson:

And so my hypnotist, I don't pretend, he's amazing.

Heather Hanson:

He was able to then speak to his subconscious and say, this was protective.

Heather Hanson:

You were protecting yourself from your grandfather who hit you, what happened.

Heather Hanson:

And ever since that day, that man has not stuttered.

Dallas Burnett:

Oh man.

Heather Hanson:

Yeah.

Heather Hanson:

It can really change lives.

Dallas Burnett:

That's amazing.

Dallas Burnett:

It was the movie about the stuttering.

Dallas Burnett:

It was the king,

Heather Hanson:

Oh, King.

Heather Hanson:

the I know the.

Heather Hanson:

movie you're talking about.

Heather Hanson:

It was a

Dallas Burnett:

It was a great,

Dallas Burnett:

it was a great

Dallas Burnett:

movie,

Dallas Burnett:

but it was, it's almost the same scene, just when you were saying that it's

Dallas Burnett:

almost like the scene where he puts the headphones on and records them, and

Dallas Burnett:

he's just, it's separating the minds, you

Heather Hanson:

That's it.

Dallas Burnett:

things at one time.

Heather Hanson:

That's it.

Heather Hanson:

Let the subconscious mind take a rest.

Dallas Burnett:

that's amazing.

Dallas Burnett:

That's so cool.

Dallas Burnett:

so how long does it take to get certified to do this?

Dallas Burnett:

this is a process.

Dallas Burnett:

So how long does it take?

Heather Hanson:

Well, it can take, so it's very, hypnosis.

Heather Hanson:

My dog just came running into the room for anyone who's listening, who might hear

Dallas Burnett:

We're all right.

Dallas Burnett:

We're pet friendly the last 10%.

Dallas Burnett:

It's all right.

Heather Hanson:

He comes in and wants to play with his toys.

Heather Hanson:

He's all kinds of hyper.

Heather Hanson:

it's not a very regulated industry.

Heather Hanson:

So there are some, and you might, it's.

Heather Hanson:

If listeners are interested, you want to ask your hypnotist,

Heather Hanson:

where did you get certified in?

Heather Hanson:

What was your certification process?

Heather Hanson:

Like mine is six months, it's, 20 hours at least of practice.

Heather Hanson:

It is, lots of examinations, lots of reading.

Heather Hanson:

And then on addition to that, I'm getting mentored by, That man who hypnotized me

Heather Hanson:

he's now retired and he's helped so many people quit smoking, the stuttering,

Heather Hanson:

lose weight, overcome phobias that I want to tap into his brilliance.

Heather Hanson:

And so that'll be some additional mentorship for me.

Heather Hanson:

So I will be, we're recording this in June.

Heather Hanson:

I will be ready to put my shingle out in September.

Heather Hanson:

Well,

Dallas Burnett:

good, good luck with that.

Dallas Burnett:

That's exciting.

Dallas Burnett:

That is so cool.

Dallas Burnett:

And I think that's so rewarding.

Heather Hanson:

yes, and it's also, you know, in the tools that we've

Heather Hanson:

talked about with building belief, they're the conscious tools, story

Heather Hanson:

stories and evidence, but the energy part and your own belief part,

Heather Hanson:

sometimes the subconscious gets in the way of your belief in yourself

Heather Hanson:

and that you can do that thing.

Heather Hanson:

And so the tools that I'm learning as a hypnotist are going to help me with that

Heather Hanson:

part of building belief with my clients.

Dallas Burnett:

just makes you that much more aware of what's

Dallas Burnett:

going on under the surface.

Dallas Burnett:

So when, even when you're speaking to conscious people,

Dallas Burnett:

you're more aware of how it works

Dallas Burnett:

below the, below this back behind the curtain kind of thing.

Dallas Burnett:

Yeah, no, that would be so powerful.

Dallas Burnett:

That's awesome.

Dallas Burnett:

I'm very, Very excited to hear how that comes out and we'll keep tabs on you and

Dallas Burnett:

we'll have to have you back on the show.

Dallas Burnett:

we can talk more about that cause that's just, that's so fascinating.

Dallas Burnett:

How can people, you're an author, you're a speaker.

Dallas Burnett:

How can people connect with you, your material?

Dallas Burnett:

You shared some great things like.

Dallas Burnett:

the story, the evidence, the energy, knowing your jury, belief starts with you.

Dallas Burnett:

If they want more of this, they go, man, we need more of Heather

Dallas Burnett:

at our company or our event, where can they find you or your books?

Heather Hanson:

So my books are everywhere.

Heather Hanson:

The first book was the elegant warrior and the second book is advocate to win.

Heather Hanson:

My website right now is advocate to win.

Heather Hanson:

Once the hypnosis certification is done, it's going to change to belief builders.

Heather Hanson:

com but right now it's still advocate to win.

Heather Hanson:

com and there you'll find my podcast, my books, my offerings and all the things.

Dallas Burnett:

Okay.

Dallas Burnett:

Advocate to win and we'll be belief builders.

Dallas Burnett:

that's awesome.

Dallas Burnett:

We'll put that in the show notes.

Dallas Burnett:

So if you're driving, don't worry, we've got you covered on that.

Dallas Burnett:

Now we always ask the guests on the last 10%.

Dallas Burnett:

The last question we get to is who would you like to see on the show?

Heather Hanson:

So I am obsessed with this author.

Heather Hanson:

His name is Graham Moore.

Heather Hanson:

He, I read the book recently read his book, which is his most recent book.

Heather Hanson:

It's called the wealth of shadows.

Heather Hanson:

And that book is about, it's based on a true story.

Heather Hanson:

It was this secret part of the treasury department that right before

Heather Hanson:

world war two, right before America got involved in world war two, they

Heather Hanson:

were tasked with trying to bring down germ, the Germany, Economy so

Heather Hanson:

that they couldn't fight in the war.

Heather Hanson:

So it's all based.

Heather Hanson:

There's a lot of, like famous economists that it's based in truth.

Heather Hanson:

It's really based on truth.

Heather Hanson:

And I learned so much, I said, I dropped, I gave up my major in

Heather Hanson:

college cause I hated economics.

Heather Hanson:

And yet this book taught me so much about economics.

Heather Hanson:

And then I went down a rabbit hole.

Heather Hanson:

His name is Graham Moore is the name of the author,

Heather Hanson:

but he also wrote a book that I just finished called the last days of night.

Heather Hanson:

Which is about Thomas Edison and Tesla and Westinghouse and the

Heather Hanson:

attorney who was fighting for the patents on the light bulb.

Heather Hanson:

And it reads like he also wrote the imitation game and won an Oscar for that.

Heather Hanson:

So these books read like a movie.

Heather Hanson:

They're quick chapters.

Heather Hanson:

And I just learned so much from both of those books and I

Heather Hanson:

would love to pick his brain.

Dallas Burnett:

Now

Dallas Burnett:

we will definitely reach out to see if Graham will be on the show.

Dallas Burnett:

And, and that, that would be awesome.

Dallas Burnett:

So we're gonna, we're gonna see if we can get him on.

Dallas Burnett:

however, guys, if you're listening to the show, Heather reads like 200 books a year.

Dallas Burnett:

So if she says this is a good book, she knows what she's talking about.

Dallas Burnett:

She has, she's read them all.

Dallas Burnett:

Right.

Dallas Burnett:

I mean, she's read them all.

Dallas Burnett:

So just go ahead and take Heather's

Dallas Burnett:

word for it.

Heather Hanson:

all, but I wish.

Dallas Burnett:

her word for it.

Dallas Burnett:

you should check it out.

Dallas Burnett:

and, we'll see if we'll see if we can get grandma to show it.

Dallas Burnett:

So Heather, this has just been a pleasure, such a fun show.

Dallas Burnett:

Thank you for sharing your story and so many good, just, just so much wisdom that

Dallas Burnett:

you've shared with the listeners today.

Dallas Burnett:

I know they got, just a lot of out of it.

Dallas Burnett:

So thank you for being on the show.

Heather Hanson:

Dallas, I have to thank you so much.

Heather Hanson:

Your energy is contagious and really does reflect your belief in your, what you

Heather Hanson:

offer for your podcast, what you offer to your listeners, the way that you work

Heather Hanson:

with your people, and so I feel glad to have been in that energy for a while.

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The Last 10%
Inspiring People, Coaching Teams, and Improving Cultures
Join The Last 10% for incredible conversations that help uncover the secrets of what it takes to finish well and finish strong. Our guests share their journeys, hardships, and valuable advice. We release new episodes every other Tuesday. If you are a leader, a coach, a business owner, or someone looking to level up, you are in the right place!

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Dallas Burnett