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Soften your senses, ways to become a better speaker, listener and follower.

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This message brought to you by Service Titan.

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Work smarter, not harder.

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Learn more at servicetitan.com.

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All right, everyone.

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Thank you for joining us again on Did You Know?

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The Esco HVAC Podcast.

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So we're hanging out with Angie Snow here at the National HVACR Education Conference.

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We spent a lot of time learning about new technologies.

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We've talked about refrigerant transitions.

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We've talked about so many things that are just escalating in the industry, especially

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even when we talk about technology and how fast technology is evolving around us.

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But there are a lot of things that we sometimes forget when we're focusing on just the skill

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sets that we know, because I know like for my personal self, when I came from the field

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into the classroom, I thought, boy, I'm going to be a great educator.

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I'm really good at teaching people how to fix things.

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And then I got into the classroom and realized, wow, I really don't know how to speak to someone

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that doesn't know anything about what I want to talk about.

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And so sometimes it's a matter of learning how to communicate in different communication

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styles and forming relationships.

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And I think you're at the very forefront of this.

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Right.

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Yeah, this is, you're absolutely right.

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It comes down to your ability to communicate, not just to give information, but actually

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to connect because the best communicators are able to make that connection.

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You think back to the people who have influenced you, and really that's what a leader is.

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A leader is someone who has the ability to influence others and people want to follow

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them because of their ability to influence.

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And someone that I've been mentoring under is John Maxwell.

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Oh my goodness.

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One of the best.

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There's someone to study by.

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And so I have, the last couple of years, I've really been harnessing and learning from him

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and something about him that he's taught for years is there are five levels of leadership.

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And he has a book on this if anyone wants to dive deeper into this.

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But with the five levels of leadership, the first level is really not even a level at

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all.

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It's the level of position.

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You're a leader because that's your title.

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That's what you've been given.

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So if you think about educators, right, you're a teacher.

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You are there and people are there just because you have that title and they have to be there.

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So true.

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And they show up and that works in any organization as well.

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You probably can think of someone that was a level one leader that they didn't energize

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you.

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You didn't really want to follow them, but you had to because that was their title.

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That was their position.

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Yeah.

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Right.

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And the second level is the level of, it's a relationship level.

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They're there because you give them permission to lead you because you like them.

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You start to have a relationship with them.

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A level two leader finds out about you.

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They might know something about your family.

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They start to connect with you a little bit and you start to learn a little bit more about

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them.

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They know your strengths.

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They know your weaknesses and you really like your level two leaders.

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A level three leader is the production level.

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You follow them because of what they've actually produced.

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You see it.

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You see what they've done.

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You can see the impact and the influence that they've made.

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So you think about educators and what impact have they made?

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What difference have they made?

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And a lot of times, I don't know how many people know this.

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I used to be a second grade teacher.

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I've heard Howard's mentioned that before.

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Before HVAC.

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It wasn't until my second or third year teaching, I would have parents like, I can't wait to

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get my student in your class because they've seen.

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Yeah, they've seen the outcomes.

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Seen what I've been able to do.

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And so they're excited to have this year results.

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A level four leader is someone who develops people.

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They are, they are building their replacements, right?

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They're investing in you.

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So you think about these HVAC educators who train these students so well that they could

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come back and teach them.

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They can take their job.

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Yeah, right.

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They know you're doing a great job, right?

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So they're developing people.

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They're investing in them, giving them training, giving them direction so much so that they're,

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you know, they could step into that role.

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And then the fifth level of leadership is that pinnacle.

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People follow you just because of who you are as a person.

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You've done so much to develop people, to train them.

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Like you stand on your own merits.

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People just, you're kind of that icon, right?

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And so when we think about what level of leader are we, and as educators, we are leaders because

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we are influencing.

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So what level of leader are you?

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And think about some of the most impactful leaders you've had in your life.

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I mean, I'm sure you can think of many.

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I'm sitting here imagining them right now.

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And I hadn't thought of that perspective before because we think of leadership as either you're

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a leader or a follower, but that is not necessary.

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That is not true at all.

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When we think of leadership, we can actually look at it as what type of leader and then

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start looking at what were those character traits of leadership that I admired and maybe

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where am I?

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What steps do I need to progress to a new level of leadership?

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That self-awareness.

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And you may be at different levels with different people in your organization, right?

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There may be people that you're not as connected with.

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You haven't had enough interactions with them to really be able to add value to them and

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build and develop them.

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So it's an ongoing journey.

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You're sending me down a new rabbit hole.

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You realize that.

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I can't stay away from this one now.

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That was it.

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I'm thinking about, okay, where am I?

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And that's going to turn out, okay, where am I?

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Where's my friends?

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Where's the people around me?

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It's a fun thing to think about.

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And honestly, in the quest for self-development and professional development, personal development,

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it's thinking about how can I raise my value?

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How can I raise my value by adding value to others?

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Absolutely.

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Become a more valuable asset when you're adding value to other people.

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Sure.

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If I think about why are educators at this conference, there's 1,200 people here all

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for the same reason, because they want to have professional development so they can

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pass that professional development on to someone else.

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And so now we have the opportunity to go, okay, that's great.

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We love that.

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That's a great technical thing to do.

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Now let's talk about some delivery.

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Are there ways that we can improve that so that you can take this technical, this knowledge

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that you're comfortable with and maybe focus on some aspects that could be a little uncomfortable,

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but yet if you focus on those, they can yield a better outcome because it's all really about

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better outcomes.

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It really is.

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Yeah.

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And understanding and knowing what that goal is, what is that outcome?

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And then almost kind of like building it backwards, like, okay, that's the outcome that I want.

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So what's the intention that I need to bring to get to that outcome?

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And how can I build a path and use language and words and communicate to get there?

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Oh yeah.

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Yeah, yeah, yeah, yeah.

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I wish I would have said it in that class.

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Because I can see it.

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It's very, very clear of what you can do to improve that outcome.

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We've done some classes before on how to analyze student assessments to improve outcomes.

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Well, what about ourselves?

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Are there things that we can do to self-evaluate, to recognize the things that we can improve

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on to better deliver the content?

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Because there's a lot of content to deliver in this transition of technology and this

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transition of refrigerants.

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And we all are really doing the same thing.

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I think that's been the most interesting thing about all of these podcasts is everyone has

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the same motivation to do good for others and to give to them and help pass that information

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on and to see somebody be successful.

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So what if we could just learn another little tool to be more successful at that?

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I think everyone here would want that.

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Yeah, it's improving your ability to impact others because you've done the work on yourself.

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Yeah.

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Another concept that John Maxwell teaches is 360 degree leadership.

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And what that is is thinking about whatever position you're in.

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Some people are like, well, I'm not a leader.

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It's like, yes, you are.

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Everyone is a leader.

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Obviously, if you have people that report to you or your students, you lead down, right?

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We spend time leading them, but we also can lead up.

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Who do we report to?

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Who can we help become better at what they do because of our leadership abilities?

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How can we enhance that and help them do better at their job?

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And then you lead sideways, right?

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You lead your colleagues, your teamies.

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I mean, half the beautiful thing about this conference is watching them teach each other

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and network with each other and lead and learn from each other.

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And what are you doing?

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And so leading sideways is a beautiful concept.

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But the one that people forget the most about is leading right in the middle.

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And you really should spend 50% of your time leading yourself because you're the hardest

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person to lead.

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You don't call yourself one.

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I've never heard that before in my life.

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What are you talking about?

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So learning to lead within and lead yourself and improve yourself will inspire and motivate

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other people to develop themselves as well.

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And you really can't give what you don't have.

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Yes, exactly.

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Man, and you just brought up a point that I guess I hadn't focused on enough.

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So like leading up, you know, one of the struggles that educators always have is how do I effectively

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communicate with my administration?

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You know, how do I effectively communicate what I need in this program, but also enable

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them for their goals?

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And sometimes we forget that maybe it's actually on us to understand that path a little bit

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better.

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Absolutely.

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And you said it earlier.

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You said, you know, you got all these people that have different communication styles,

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right?

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If you're familiar with the disc assessments, disc are behavioral styles, D, I, S, C, you

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realize that people are either outgoing or introverted.

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And then people are either people focused and they love to talk to people and they love

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to be in the interaction with people or they're more task focused.

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Someone fits in one of these quadrants of, you know, a D would be someone who is very

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direct, they're very task focused and they're very outgoing.

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They get stuff done and really only 3% of the population is a D, which is really interesting.

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Eyes are influential and they are very people focused and very outgoing.

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Your S's are more steady, more supportive.

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They're people focused and they're also, but they're introverted.

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69% of the population.

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I get that.

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A lot of our technicians, a lot of our office staff, a lot of that, you know, a lot of our

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instructors, frankly, your S's and then C's are very task focused and introverted.

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So they're not as people focused and that's about 17% of the population.

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Those are your accountants.

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Those are your...

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You're saying that's my wife.

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That's my wife that controls the accountants.

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You know, I can probably guess that that's your wife because you are totally an I and

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eyes are opposite of C's.

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And so they...

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Oh my gosh.

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Yes, they attract, which, you know, you think about people who have those qualities that

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you admire that you don't have and you like...

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You migrate to that.

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Yeah.

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You do.

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And so understanding the communication style of the person that is leading you and knowing

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how they like to be communicated.

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If I was communicating to a C, I would go in with the facts, the details.

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I would go in with a lot of the, you know, I would be...

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Specifics and analytics.

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The analytics be all the compliances and make sure that they...

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I'm communicating that with them to help them do their job better.

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And so you think about the people, regardless of you're leading up sideways down, understanding

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their communication style is key so that you can communicate to them in their style.

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I get that.

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I've actually been working on that personally and that's not an easy thing to do sometimes

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because then it becomes not just a self-evaluation, it becomes an evaluation of those around you

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that you interact with regularly.

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And so it's almost, it almost becomes math.

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Because you start looking at someone going, I know what you are and I know what I need

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to do to be able to talk to you better.

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And it is intriguing because it's very systematical when you start looking at it.

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And I always thought people were just people, everyone was just unusual and they had their

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own eccentric qualities.

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And then you start finding that actually there is a lot of systematic orientation to us.

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And if we can understand that, we can remove barriers much easier.

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Yeah, absolutely.

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And just looking at your students and learning about them, really find a way to connect with

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them.

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What do you have in common?

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You most likely have a lot.

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Something, yeah, absolutely.

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Something in common that you can connect with, whether it's family or hobbies or something.

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And then bring that into your lesson and bring that into your communication with them.

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It's going to make your lesson that much more engaging for them because you've applied

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it and made it personal.

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Using their name often, people love to hear their name.

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The name that your name, the sound of your name is like the most magical sound and word

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in any language.

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People just love to hear their name.

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So be recognized using their name, recognizing them.

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That connection is the first key.

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Being able to connect with them and then asking really good questions to learn more about

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them and let them, you know, once they feel that connection with you, they'll start to

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open up to you.

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And then that gives you insights as to, okay, these are ways I can serve this person and

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help this person because I see what they value and I can add more value to them in those

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ways.

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That's a pretty powerful word that you just used.

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And I think that most people in education are of servant hearts, of servant nature.

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And that's really what we're doing.

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We may be doing it with technical information, but we truly are serving people and understanding

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the best way to deliver the content, even understanding our own content delivery method

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because sometimes it changes as we mature.

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Sometimes we learn new ways to deliver the things that we're already comfortable with

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that has a greater impact.

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And so I think it's very important that we do that self-evaluation.

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Do you have any good tools for doing that self-evaluation, even like the disk analysis?

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What are some good resources that an educator could use if they're listening to this and

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they go, okay, I know my wife has been hounding me for years.

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I need to do this.

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But now my podcast is telling me I need to do this too.

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Where does somebody begin?

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I think it's fascinating.

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The disk assessment has been something that I've learned over the years and now I'm certified

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in reading those and teaching all about that with the John Maxlow system.

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And so it's been something that I think once you start to learn about it, it just like

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things start to make sense.

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Like you said, people aren't just people.

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They are people that have certain behaviors and sometimes they're programmed that way,

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but sometimes they just come that way.

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Like I have four kids and all four of them are different.

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And it's learning how to communicate differently and effectively with each of my four children.

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And now I'm getting in-laws, a son-in-law and I have to learn his style too.

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Yes, have to readapt a little bit.

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Yeah.

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And don't, you don't have to be perfect all the time.

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That sometimes is something that I struggle with is like trying to have that perfect conversation

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or fit the mold.

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You're going to have failures.

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You're going to mess it up, but just learn and take note.

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It's that awareness factor.

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What worked and what didn't work.

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And we can do that in our classes too.

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You know, what landed well with that class or what was just a total flop and then try

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to either avoid the flops and recreate the good moments.

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But you'll notice what resonates with each of your students.

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If you take the time to pay attention to that and observe.

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I've heard educators before and I've had this in some of my own classes, but it's definitely

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something that, that has resonated before that I didn't particularly understand, but

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I'm starting to understand more is I do a great job delivering this content and I do

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the same content and some classes do great and some don't.

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And I just don't know what I'm doing wrong.

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I mean, could it be simply a matter of evaluating your students and having an understanding

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going into the conversation?

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What can work better for this group of students that might not have worked for others?

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Absolutely.

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And you're going to have a different set of students.

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I mean, regularly, regularly.

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And so it's, it's taking the time to figure out the best way to connect, ask questions,

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listen, and then just really pay attention to words, to the words that they're using.

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You know, I can't do this or I shouldn't do this.

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And also pay attention to the words you use about this.

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I was talking in my session earlier today about, you know, you're, you're getting ready

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to teach a new concept.

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And it's like, all right, everyone, this is going to be a tough one.

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This one's going to be hard.

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We've all got to really focus here.

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And you're using this language of it's tough and it's hard and it's going to be a difficult

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thing to do.

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Right.

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It's like, Ooh, I, they're like, that is a mind you're setting up their mindset to already

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feel like it's going to be this hard.

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Yeah.

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Versus, Hey, I'm so excited to teach you about this new concept today.

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This has been a challenging one that is really going to get you on your toes.

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And once you get this down, you will, you know, it's the language you use as an educator.

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It's all about the word choice, the delivery.

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And so sometimes your, your class will re you know, they're going to feed off of that

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energy.

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Absolutely.

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And so being aware of the words you use as an educator.

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Yeah, definitely.

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It's a hard topic, but do you need to paint all that language around it?

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Or can you paint the, the beautiful language of this is such a cool concept that you guys

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get to learn today.

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Who's to say it's hard.

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You're labeling it as a hard concept and they might pick it right up before it's even delivered.

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Like you said, like this generation is the, this coming up, like stuff that might be really

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hard for us might be a piece of cake.

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It might be so simple to them.

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And then we do it, we deliver it and they go, well, that wasn't hard.

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And I go, Oh, did I waste those minutes prepping you?

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Exactly.

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And so being careful of the language that we use as educators and leaders and influencers

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to, to, to make it, you know, the way we talk about our experiences, other people and ourselves,

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it matters and it's heard.

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And so those are all things within our control.

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The words are in our control.

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We've just got to wrangle in those thoughts and make sure the right words come out.

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It takes practice.

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I think that's the title of this podcast.

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Angie Snow, thank you so much for joining us.

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I hope you have a wonderful time here at the conference and I appreciate you hanging out

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with me today.

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Thanks.

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It's been an honor.

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I'm closer than ever before.