Posts in category: LEADERSHIP DEVELOPMENT

Have you ever looked at other people, all wrapped up in their own messy relationships and icky issues, and said to yourself, “Wo-wee! They’ve got some serious issues!” The implication, of course, is usually that those other people are difficult to deal with. But what does, “You’ve got some serious issues!” actually imply? What does it mean from the viewpoint of professional psychology? Long have psychologists researched and practiced in the field of personality styles and relationship dynamics in job and relationship performance. In fact, there are 11 “personality types” that explain why “impossible people” don’t think they are being difficult at all.

11 PERSONALITY STYLES IN EVERYDAY LIFE

What are the “standard personality disorders” that comprise a “talking mindset” whenever psychologists or executive coaches work with an “impossible person?” What personality types do psychologists keep in mind when they help a client cope better with an extremely difficult coworker, manager, boss or extended family member? Dr. Robert Hogan in “Personality and the Fate of Organizations,” deftly shows how “leadership and managerial performance are a direct function of a person’s personality, and, in turn, they directly influence the effectiveness of organizations.” Do any of these “thumbnail sketches of entrenched personality disorders” seem to fit the talk profile of an intimidator or constantly frustrating person?

1. BORDERLINE. Inappropriate anger, unstable and intense relationships alternating between idealization and devaluation.

2. PARANOID. Distrustful and suspicious of others; motives are interpreted as malevolent.

3. AVOIDANT. Social inhibition, feelings of inadequacy, and hypersensitivity to criticism or rejection.

4. SCHIZOID. Emotional coldness and detachment from social relationships; indifference to praise and criticism.

5. PASSIVE-AGGRESSIVE. Passive resistance to adequate social and occupational performance; irritation when asked to do something he or she does not want to do.

6. NARCISSISM. Arrogant and haughty behaviors or attitudes; grandiose sense of self-importance and entitlement.

7. ANTISOCIAL. Disregard for the truth; impulsivity and failure to plan ahead; failure to conform with social norms.

8. HISTRIONIC. Excessive emotionality and attention seeking; self-dramatizing, theatrical, and exaggerated emotional expression.

9. SCHIZOTYPAL. Odd beliefs or magical thinking; behavior or speech that is odd, eccentric, or peculiar.

10. OBSESSIVE-COMPULSIVE. Preoccupations with orderliness, rules, perfectionism, and control; over-conscientious and inflexible.

11. DEPENDENT. Difficulty making everyday decisions without excessive advice and reassurance; difficulty expressing disagreement out of fear of loss of support or approval.

DO YOU OR SOMEONE YOU KNOW FIT THE PERSONALITY PROFILES?

People with personality disorders can change, but it may take many years of specialized individual psychological psychotherapy to do so. Change is therefore possible, but not likely. What is typical of the personality disorders? People with “serious issues” often:

• Don’t often feel anxious or depressed
• Mostly blame others for their life crises and problems
• Are involved in relationships that are a tumultuous mess
• Perform at work below expectations, and potentials aren’t realized
• Co-workers and family members frequently feel forced to go around them to get things done
• Think of communication as a one-way street
• React defensively to factual criticism or negative feedback
• Exhibit an “I’m always right and why don’t people get on board with the program” bad attitude
• Complain loudly but lack the ability to change or solve problems
• Can make sympathetic bosses, co-workers or partners “try hard to help”

When I was working on my doctorate at the Wright State University School of Professional Psychology in the early 80s, we students often had rousing fun “trying each one on for fit” by role playing how the various “problem personalities” would act and talk. A typical theme of the difficult person is “unawareness.” People with personality disorders really don’t know why they’re doing what they’re doing and customarily act and speak negatively without any chance for change. In fact, when one set of relationship bridges are “blown up,” they simply move to a new set of people or employers who feel sorry for them.

ABOUT DR. ROBERT HOGAN
Dr. Robert Hogan is founder and president of Hogan Assessment Systems, a company in Tulsa, Oklahoma, that uses Hogan’s personality assessment tests to help organizations select employees and develop leaders. Dr. Hogan’s newest book is called “Personality and the Fate of Organizations,” which links personality characteristics to people’s behavior, including their successes and failures in the workplace. The book was published in June 2006 by Lawrence Erlbaum Associates, and should interest anyone who is curious about people, careers and organizational politics. Hogan says: “My goal is to increase the reader’s ability to understand other people: how they are alike, how they are different, and why they do what they do.” The book can be ordered through the publisher’s Web site, www.erlbaum.com. Information about the Hogan Personality Inventory for pre-employment screening purposes is at www.hoganassessments.com. And the Director of Communication for Hogan Assessment Systems is Rolf Olsen at rolsen@hoganassessments.com or by calling #800.756.0632 or #918.749.0632.

ABOUT DR. DENNIS O’GRADY
Dr. Dennis O’Grady is founder and president of New Insights Communication, a company in Dayton, Ohio, that uses O’Grady’s communication systems to help organizations achieve change, improve personal effectiveness and develop responsive leadership and problem-solving tools. Dr. O’Grady’s newest book is called “Talk to Me: Communication Moves to Get Along with Anyone,” which links emotional and attitude preferences and performance obstacles and solutions to communicator type. “Talk to Me” can be ordered through the Web site, www.drogrady.com or by calling 1.937.428.0724.

DO YOU LOVE LIFE AND SHOW PASSION?

I choked up and just plain cried out at work when I learned that a quiet, world-class leader and hero, Crocodile Hunter Steve Irwin, was stabbed in the heart in a freakish seaman-meets-stingray accident. Mr. Irwin loved life and showed passion for all of God’s creatures. Brimming with energy on the public airwaves, he was nevertheless a leader of the highest caliber—the type of leader I admire…quiet, confident and true, and always working behind the scenes for causes bigger than himself. I bet he’s a man loved much by his beloved wife and two small kids.

NOISY LEADERS GO BOOM

Noisy leaders, in contrast, are just that—noisy, bombastic excessively confident, enthralled in anger attacks, at odds with loved ones and prone to booming out, bellowing, name calling, character smears, posturing and threatening. A quiet leader is a role model, a man or woman who demonstrates what courage and passion, faith and hope, love vs. hate and conquering fear are all about. Perhaps YOU are a quiet leader in your neck of the world, too, and like Mr. Steve Irwin you may need to realize that you TOO are a quiet leader who is quietly admired. Are you the leader of your own life…a life you love?

10 GREAT TIPS TO TIP THE SCALE TO GREAT LEADERSHIP

What are some great tips to tip the scale to great leadership? Make no mistake about it – you are the leader of your own life. BUT how do positive talkers flex their leadership muscles in the workplace and home space? Do you use these quietly self-confident “qualities” that sculpt yourself into a good manager?

1. BETTER YOURSELF WITHOUT BEATING YOURSELF UP. Seek to better your best performance without being a perfectionist—one who doesn’t beat yourself up or down into the ground.

2. ‘CAN TOO’ TALK. Pick up a few little ways each day to show you can change “can’t talk” into a “can-too talk” attitude!

3. FIXATE ON THE SMALL FIX. The fix that nets the biggest results often is the small fix. A hotel card key that opens a locked door is an example.

4. MAKE THE POINT. Say what you mean…mean what you say…and do what you say you mean to in order to mean something to your followers.

5. TELL THE TRUTH. Telling a white lie is still telling a lie…just of a different color.

6. STOP OPTIMIZING. Confidently holding court but rationalizing the poor results you’ve been getting is wasteful.

7. ADOPT-A-STRENGTH. Pick out the strength of a hero leader you admire; adopt it and demonstrate that very strength in your life to accelerate the positive change you seek.

8. LISTEN AND LEARN. Listen to good audio books when traveling on the road in your car classroom – or use the tips your kids and co-workers toss out so casually to you.

9. STOP SPINNING LIKE A TOP. You have all the time in the world to get good things done, so why be a spinning top? “Slow down you move too fast, you’ve got to make the morning last!” can be your hit song.

10. GROW ON. Grow as a professional…grow as a person…grow as a partner…grow as a parent and grandparent…grow spiritually.

DE-FEAT COMES FROM NOT USING DE-HEAD OF COMMON SENSE

Hey, you can’t buy love or ethics or respect. Sure, you can get results and wield tremendous power and influence…and people will work for you but not go the extra mile with you. But who cares? The golden rule of unethical (but sometimes effective) leadership styles is, “We’ve got to get the job done at ANY cost.” The power hungry golden rule reads: “He or she who has the gold has the power to set the rules!”

LEARN TO LOVE YOURSELF, SO OTHERS CAN

Caring and compassionate souls believe that love is all that lasts, SO the true golden rule is a guide to, “Learn to love yourself, SO others can.”

You don’t have to improve yourself daily…freely and willingly in a fun spirit. You don’t have to have the facility to look back at you through the eyes of a beholder…to walk in the moccasins of someone who feels intimidated by you. You don’t have to do anything. You can just always do it YOUR WAY and fail at the task of role modeling what makes a good leader into a great one. What’s a good leader? Being someone who demonstrates the virtues that others wish to emulate. Steve Irwin, the Crocodile Hunter, did just that, and we should all try to emulate his vision, leadership and the fun he brought to everyone’s life.

Dennis O’Grady, founder of New Insights Communications, is at that strange phase in life where he likes to think he’s a great and effective leader, the co-head of the O’Grady house, but with three teen-age and pre-teen girls co-inhabiting his life, his leadership abilities are constantly called into question by inquiring and typical adolescent minds. He knows they’ll realize in a few years just how great a leader he really is (and was all along…they just have to grow up to realize it!). He’s also author of the recently published TALK TO ME: Communication Moves to Get Along With Anyone.

Previous New Insights Communication Polls have included “What Makes A Good Leader Great?” “Does Your Attitude Work To Make You A Better Leader?” “What’s Up With Your Confidence Level?”… “When You Argue, Are You Always Right?” … “Are You Shy or Stuck Up?”… “How Do You Handle Anger?”…“Are Men or Women Better Communicators?” “How Easily Are You Frustrated?” Read more about these challenging, growth producing topics, and other topics of personal and relationship interest here four minutes every day of the week to make change happen fast and last.

Dr. Dennis O’Grady provides executive coaching and professional development training in Ohio and surrounding states. Dennis is the author of “Talk to Me: Communication Moves to Get Along with Anyone” which is a leadership training and positive relationship workbook.

In a recent poll, people dedicated to improving their communication skills – real people who are alive and well and who are leaders at work, church or in their families (or all of these) – rang in loudly and proudly about what makes a leader great. In your mind, what makes a leader great?

CONTINUAL SELF-IMPROVEMENT LEADS THE PACK

Well, in the New Insights Communication Poll, 62.96% said that “continual self-improvement” leads the pack of what makes and keeps a positive leader effective…ethical…centered…ever focused on change and problem-solving. I was happy to hear that a positive leader seeks to better her or his best performance without being a perfectionist.

HOW DO YOU DEFINE AN “EFFECTIVE” AND “ETHICAL” LEADER?

As a culture, we tend to idealize but not worship our leaders. We want to look up to people who demonstrate strengths we would like to have, but don’t. We like courage in the face of fear, good communication skills, ability to win a talk point, the wisdom not to take things too personally, and traits that support people contact and project achievement. So what do you consider to be a “real leader with heart, soul, guts, brains and an ability to inspire team members to all go in the same direction?

PROFILE OF A QUIET LEADER

My “big picture” profile of a good leader is:

A good leader is first and foremost a man or woman who is the leader of his or her own life

One who is continuously getting better in little ways that create large rewards

An open person who is curious, growing and changing…and likes to get to know others

Both a wise professor and novice learner who is unafraid to be in either the student or teacher role

Willing to constantly walk the team out of the box they find themselves in

Results-driven: “What you get is what you see!” motto

Results-analytical: “Let’s stop doing what isn’t working to do something different that might work!” motto

An expert problem-solver: Enjoys solving business and people puzzles

Good selectors and motivators of diverse team members

Able to fuse together multiple conflicting agendas with the torch of a single-minded mission

RESULTS OF THE NEW INSIGHTS COMMUNICATION POLL

A total of 54 votes were cast to determine what makes a great leader great. Is it humility? Is it really working hard? Is it working smart by selecting the right team? Is it being a powerful communicator? Is it using new technology to achieve uncommon results? Is it being like Bill Gates? So, first things first, let’s go over the oblique results of the leadership poll last week at www.drogrady.com:

AN EFFECTIVE AND ETHICAL LEADER STAYS CENTERED BY:

SKILL #1: CONTINUAL SELF-IMPROVEMENT…. *62.96% (First Place)

SKILL #2: BEING HUMBLE…………………… 16.67% (Second Place)

SKILL #3: INFLUENCING PEOPLE……. 11.11% (Third Place)

SKILL #4: SELECTING GOOD TEAMS….9.26% (Someone else’s place)

SKILL #5: WORKING REALLY HARD…..0.00% (No place at all)

Hey, I was raised on the belief that “hard work and elbow grease” are what made people successful! I guess we’ve changed our minds about that, although I think hard work is still part and parcel of the “street smart” business executive and home leader. And what about being a great communicator, as many of our U.S. presidents have been? A frequent trait of poor leaders is that although they think they can talk to others…they “can’t talk.”

ARE YOU TOO HUMBLE FOR YOUR OWN GOOD MR. OR MS. CHANGE EXPERT?

Continual self-improvement was the star member of the leadership quorum. Notably, “being humble” pulled in a respectable #2 place. Who would’ve guessed? And I have to ask: are leaders really humble or just acting humble to get the results they seek? Perhaps it’s a little of both…except for the “ethical” leader who has to be a man or woman of his or her word…not always easy in this “big bad-good world.”

RUN ACROSS THE FINISH LINE TO GRAB FIRST PLACE

I was misguided because I thought “selecting good teams” or “effective hiring and firing” would run across the finish line to grab first place. Well, actually that’s not entirely true. I thought “the humble leader” might get the call, but then I knew I was just being my old sarcastic self because I had just finished reading in USA Today about another arrogant leader who was stealing headlines by declaring that his opponents were “morally and intellectually wrong.” At least he could have said “deficient.”

Dennis O’Grady, founder of New Insights Communications, is at that strange phase in life where he likes to think he’s a great and effective leader, the co-head of the O’Grady house, but with three teen-age and pre-teen girls co-inhabiting his life, his leadership abilities are constantly called into question by inquiring and typical adolescent minds. He knows they’ll realize in a few years just how great a leader he really is (and was all along…they just have to grow up to realize it!). He’s also author of the recently published TALK TO ME: Communication Moves to Get Along With Anyone.

Previous New Insights Communication Polls have included “Does Your Attitude Work To Make You A Better Leader?” “What’s Up With Your Confidence Level?”… “When You Argue, Are You Always Right?” … “Are You Shy or Stuck Up?”… “How Do You Handle Anger?”…“Are Men or Women Better Communicators?” “How Easily Are You Frustrated?” Read more about these challenging, growth producing topics, and other topics of personal and relationship interest here four minutes every day of the week to make change happen fast and last.

Dr. Dennis O’Grady provides executive coaching and professional development training in Ohio and surrounding states.

In a previous article, I vividly described “The Hummingbird Effect” in a metaphor to illustrate that sometimes when trying harder and harder and more frantically and urgently doing more of what doesn’t work to solve a problem—actually encourages the dreaded problem to continue AND get larger and enlarge into a megalo-fear. In the story of the Hummingbird that I told, you learned how the harder “Birdee” flew UP knocking her head against the white ceiling of my garage, the more disoriented and “lost” she became.

GETTING OUT OF THE BOX YOU FIND YOURSELF IN

The solution, of course, was to fly DOWN and circle BACK to get out of the box. Just goes to show, the solutions to your problem in your organization, company or family may not be to go UP and FORWARD…but to go fly down and circle back, sometimes. So, think of the “The Hummingbird Effect” and other animal parables the next time you feel panicked and trapped in a box that you haven’t designed but a box you need to exit, nonetheless.

SO HOW TO SCORE A NEW START TO SOLVE OLD PROBLEMS?

Here are NINE WAYS TO SCORE A NEW START TO OLD PROBLEMS AT WORK AND HOME:

1. BE FULL OF INTEGRITY…NOT FULL OF ‘IT’

2. BLAME THE BOONDOGGLE, NOT THE BIRD

3. DON’T WORRY ABOUT THE OTHER FEATHER DROPPING…BECAUSE IT WILL

4. ANXIETY IS BORROWING TROUBLE…SO DON’T TAKE OUT A LOAN

5. YOU CAN FIX STUPID BY DOING LESS OF WHAT ISN’T WORKING…AND DOING MORE OF WHAT IS WORKING

6. BE A SMART COMMUNICATOR: KNOW THE HARDER YOU TRY, THE BEHINDER YOU GET, SOMETIMES

7. WHEN YOU TIRE YOURSELF OUT…REST AND RE-FUEL

8. IF WHAT ISN’T WORKING STILL ISN’T WORKING…TRY DOING THE OPPOSITE FOR A CHANGE

9. DO LESS WHEN DOING MORE ISN’T WORKING OUT SO WELL FOR YOU

So when at first you don’t succeed…try, try doing something different! In fact, good leaders know how “IT’s NOT FAIR!” IS supremely fair.

While at Cedar Point (voted the world’s best) Amusement Park in Sandusky, Ohio, I met Aaron from Marion, Ohio. We were standing in line to be enraptured by the Raptor ride, and he was wearing a dark green T-shirt that caught my eye while I people watched to make the hour-long wait fly by. Emblazoned on Aaron’s forest-green T-shirt was stark white lettering that screamed out to the world like the screeching wheels on an old wooden roller coaster: “Stop looking at my shirt!” Hey…I just couldn’t stop looking at that T-shirt and that husky, friendly-looking guy with a buzz cut! So I just had to say SOME-THING (even though in wait lines you are supposed to act like everyone’s invisible and there’s nobody else in line with you).

DO YOU TALK TO PEOPLE AROUND YOU THAT YOU DON’T KNOW TO LEARN SOMETHING NEW?

An effective leader is someone who is able to talk to anybody, at any time, especially when times are tense. Are you the leader of your own life, someone who reaches out to talk to “strangers” every day? Or do you politely ignore the “invisible others” who are standing all around you and respect their “invisible psychological silent space” too much? That’s too bad! Why not strike up a conversation with the “stranger” near you just to get to know them a little better? Geez…why treat strangers, well, like they’re strange? Oh, I know that old stupid rule: “Don’t talk to strangers!” Well, who is the leader of your life?

STOP LOOKING AT MY SHIRT AND TALK TO ME

As a management consultant, I recommend thinking of yourself as a leader who is in charge of your own life. And being an executive coach and leadership training expert, I simply had to ignore the rule to ask Aaron about his shirt, and he told me that he had just got it that day and everyone seemed to be looking at him. I wonder why! He seemed a little skeptical when I entered his talk space…but he was a nice guy. What Aaron didn’t know about me but wasn’t too afraid to ask was:

• I hate being bored…and standing in long, snaking lines to risk my life for a two minute teeth-rattling rocket ride is boring.
  
• Since I am the leader of my life, I like to use the act of communication to entertain and educate myself.
  
• One of my personal goals for the past decade is to feel less afraid…and to feel more confident.
  
• I define confidence as being willing to TALK TO people instead of TALK AT people.
  
• All people are interesting, VERY interesting, if you give them an opportunity to ride alongside you in the vehicle of talk.
  
• I’ve found people I don’t know are pretty friendly once they know that although I may be a stranger…I’m not strange
  
• There are no strangers, just people waiting to become friends with you and me.
  
• Do you feel confident to….TO TALK TO PEOPLE you don’t know very well…or don’t know at all?
  
• I don’t feel so alone when I learn something new about a “stranger” or “fellow traveler” on the road of life.
  
• I talk to strangers to keep the saw of my communication edge sharpened with Stephen Covey in mind.
  
• I attempt to talk to myself in positive ways when I’m inpatient, irritated, tired, bored, etc.
  
• I want to be a role model of good communication for my kids…and too often I fail to live up to being an open, flexible and positive person…but I’m not giving up.

ARE YOU PRACTICING FEARLESSNESS AT AMUSEMENT PARKS?

Psychologically, the point of amusement parks is to practice fearlessness…to stay in the present and avoid worrying about future catastrophes that rarely happen. That’s also why we prefer fearless leaders who can keep their cool and muster bravery during stress-filled and indecisive times. On the other hand, most people love being scared out of their wits in a safe and controlled way. Otherwise, why wait in long lines for two hours to take a two minute ride? Well, look at the faces of the riders just finishing the rides—people are laughing, bowing and wowing and clapping and looking glad to still be alive.

HOW TO PRACTICE FEARLESSNESS IN HUMAN RELATIONS

Do you push forward on your positive goals, and make new friends and alliances, especially when you feel like quitting? Amusement parks teach you and me HOW TO BE FEARLESS and TO…

1. STOP JUDGING YOURSELF AS ‘DIFFERENT’: Most people want to fit into a group that accepts them in this zany life AND stand out simultaneously. Take a look at how members of small groups dress alike, talk in code and act alike.

2. STOP DISHING ‘IT’ OUT: Developing fearlessness is what riding on these rides is all about. Eyes dance and tell stories of longing, laughter, pain and boredom.

3. STOP WORRYING: Worrying about how bad a ride is…is worse than the actual ride.

4. STOP HOLDING YOURSELF BACK: Fearing doing something new, such as going upside down on a ride, restricts you and holds you back from improving your confidence.

5. STOP WORSHIPPING WHAT IS “NORMAL”: Doing what is “safe” or riding the same ride over and over again is “seductively suffocating.”

6. STOP TRYING SO HARD TO FIT IN: Humans are more alike than different…and thirst for meaning and experiencing…so talk to people who are living in their own “safe little groups.”

7. STOP UPSETTING YOURSELF: When you imagine a negative future…such as getting stuck at the top of the ride or falling out of your harness…your fear level escalates uncontrollably.

8. STOP NEEDING GUARANTEES: Uncertainty scares us so we avoid it unless we can control it…paying for controlled fear at amusement parks amuses us, arouses us, and comforts us that bad things don’t happen to good people like you and me.

9. STOP DEFENDING YOUR FEELINGS: Everyone deals with fear differently…some act cool, some funny, some freeze, some distract…check it out while you’re watching the riders ahead of you buckle up. I wish I hadn’t been sharp with one attendant when I was SO tired.

10. STOP SHYING AWAY: People will talk to you, perhaps skeptically at first, if you first talk to them and smile BIG.

GIVE UP ON GIVING UP

Another favorite T-shirt sported by a terrific teen: “I’m not blaming you…I’m just saying it wasn’t my fault!” Does anyone in his or her right mind stand in line for close to two hours for a two-minute ride? Yet, there I stood in the twisting lines to ride Top Thrill Dragster, Raptor and Millenium Force with one male and one female teen, one female “tweener” and one kid. Why go out of my way to scare myself…and pay big bucks for it? After all, going to work everyday and trying to survive and thrive is enough fear for me to stomach!

WHY ARE YOU LOOKING AT ME AND MY SHIRT AND MY VULNERABILITY?

Before I went on the night ride called NightHawk with my eight-year-old daughter Kasey…who expressed a worry that she would fall out of this huge “swinging boat” and fall to the cement slab below and die. Kasey told me, “Daddy, if I die on this ride I just want you to know how much I love you…and I hope you feel the same way about me. Are we going to die?” I chose to muster a fearless reply: “Today isn’t the day we’ll die! It’s the day we ride on!” And the starry night proved me right, thank goodness.

TO AARON FROM MARION

To Aaron from Marion…and to Max who was up to 1,800 rides (ugh!) riding Magnum XL to try and break the “season ride record”…and to the pretty lady in the fuchsia John Deere T-shirt who loves going to tractor pulls…and to the teenager who was wearing a footlong hotdog velvet hat replete with mustard on the dog that made me chuckle…and to all the kissing couples who are a reminder to us married folk to keep the flame alive–RIDE ON!

Fearlessness is what riding on these rides, and the ride of life, is all about.

ABOUT DR. DENNIS O’GRADY

Dr. Dennis O’Grady is an executive coach and leadership training communications consultant and psychologist who used peak communication skills when he and his family were at Cedar Point Amusement Park recently–voted the world’s best amusement park in Sandusky, Ohio. To manage negative emotions, and to talk positively to himself, Dr. O’Grady read T-shirts and did personality analyses and did some seriously funny “people watching” while standing in long, snaking lines for hours to go on the killer-thriller rides of Top Thrill Dragster, Raptor, Millenium Force, Wicked Twister, Mantis, Magnum XL, Power Tower and SkyHawk. Please note that Cedar Point boasts having the most roller coasters in the U.S.A. Also note that Dr. Dennis O’Grady is the author of a positive communication handbook to help you and yours talk to anyone called “TALK TO ME.” If you aren’t using the E-type and I-type talk code and the four communicator modes to talk positively to yourself and others…then you are missing out on the best ride of them all called, “Effective Communication Strategies that Work with Anyone at Anytime If Anything Will.”