I was walking into a liquor store before
I could even get in the store I noticed
a gentleman getting out of his car
it was odd he was coming out of the car
backwards if you’ve ever seen a scuba
diver grab their mask and kind of fall
into the ocean that’s how he was getting
out of the car and it struck me as odd
but I didn’t pay much attention to it so
I was in the liquor store and I was
working with the owner we were picking
out some bourbon for a bourbon tasting
and we quickly realized that this
gentleman wasn’t really shopping he was
just following us I’ll the aisle and
watching us and he wasn’t really even
trying to disguise it so ultimately I
made eye contact with him I gave him the
chance to speak and he said I don’t know
what you do but are you hiring I said do
I look like a man that you want to work
for you do you do look like a man I want
to work for I loved it
the energy the enthusiasm I wanted to
know his skillset right then
I’ve had the pleasure of hiring three
great young surgeons in the last five
years and none of them said yes I want
to work for you so I ask you today how
are you presenting yourself to the world
are you presenting yourself in a way
that has a stranger follow you into a
liquor store and ask are you hiring or
perhaps more importantly are you
presenting yourself in a way that leaves
other people saying we need you working
with us I know it’s a cliche but are you
dressing for success perhaps phrased a
way you’ve never thought of it do your
clothes fit if we’re going to consider
dressing for success
perhaps we should define success as
success could be different for each of
us here in the room today I’m a surgeon
and a businessman for me success could
be making a good first impression with a
patient and gaining their confidence and
trust
or presenting myself in a positive light
in a meeting that presents new business
opportunities for you it might be a job
promotion relationship or perhaps just
dressing to feel more confident so let’s
consider the external effects of a tire
there are countless studies
year-over-year that have shown that
dressing professionally can make you
appear more intelligent more confident
and more capable or suitable for a task
but instead of detailing various studies
I’d rather introduce you to Jeremy
Jeremy’s a concrete worker he’s a very
hard-working man and in the past he
dated an associate of mine named Nikki
one night Jeremy came home and he said
Nikki now I know how your doctors feel
every day Nikki today I put on my suit
and went to the funeral home after the
funeral home I went to the bank and I
stopped at several stores today everyone
said hello today everyone asked me how I
am they wanted to know if I need help
am i doing all right nobody ever asked
me if I need help nobody ever asked me
if I’m doing all right Nikki it must
have been the suit so when one afternoon
Jeremy became a believer that what you
wear makes a statement to the world and
can in turn affect how the world
responds to you but beyond how the world
responds to you what else is in it for
you this dressing for success I would
say that probably across the board the
most likely answer would be a job
whether that’s going to be your first
job or whether that might be your next
job I think most of you today would
probably be surprised to know that in a
survey of executives responsible for
hiring they were asked to rank
professional attributes and
characteristics of your job applicants
work ethic and being knowledgeable
actually ranked below your appearance
– pretty important qualities on that
particular survey professional attire
ranked second work ethic came in at
number four being knowledgeable was a
distant sixth and if you’re curious the
ability to communicate was number one
before I even began today I think most
of us would have agreed that a tire has
external effects it’s how you present
yourself to the world
but perhaps fewer of us would have known
or would have agreed that a tire has
internal effects as well in psychology
and sociology there’s a principle known
as locus of control if you have an
internal locus of control you feel like
you’re in control you can influence and
determine outcomes whereas if you have
an external locus of control you feel
like you’re not in control and you blame
others for events or outcomes research
has been done on self perception how we
view ourselves and that research has
shown that dressing professionally can
make you feel more authoritative more
confident and it can increase these
feelings of having an internal locus of
control feelings that you’re in charge
and you can determine and influence
outcomes interestingly some of that
research was actually done right here at
the University of Southern Indiana
there’s another study that I think
really illustrates this internal aspect
well in 2012 ha Joe Adam took a group of
test subjects and he divided them into
two groups then he took a garment there
was nothing special about the garment it
was a disposable white coat nothing
special about the garment he gave the
same garment to both groups he told one
group that it was a doctor’s lab coat he
told the other group that it was a
painter’s smock and then he had both
groups participate in academic tasks and
challenges and what he found was if that
garment symbolized something to you and
if you were wearing the garment it could
change your behavior the group that
thought it was a doctors lab coat had
increased selective attention
selective attention is the ability to
focus on what’s important while ignoring
what’s not when they compared the
doctors labcoat group to the painters
smart group they also found that the
labcoat group had increased sustained
attention the ability to focus on
something and then work it toward
completion so they found that beyond the
obvious external effects of attire there
are profound internal effects as well
especially if the garment symbolizes
something to you now let’s consider
another cliche you only get one chance
to make a first impression studies have
shown that a first impression can be
made in as little as one tenth of a
second to a maximum of perhaps 12
seconds with regard to confidence
competence and credibility confidence
competence and credibility and those are
lasting impressions and the studies have
shown that your attire plays a
significant role in those first and
lasting impressions so as in the
drive-through I was getting some chicken
my wife was out of town I lacked adult
supervision so I went to the liquor
store and I decided to get some fried
chicken
so I pulled up to the window and they
said your chickens not ready wait out
front I waited out front I still can get
my chicken so I went inside the
restaurant and I found myself waiting
with a small group of people ultimately
they handed me my chicken and I turned
to leave guys start yelling that’s it
that’s it you’re not gonna give him a
coupon look at this man you got to give
him a coupon you got to do something it
was awkward it was very entertaining it
was uncomfortable all I wanted was the
three-piece and some slow
and there’s a guy that I’ve never met
I’ve never spoken to and he’s yelling
there’s a guy behind the counter felt
bad for him he’s getting yelled at
nobody gave me a coupon now I’m not
suggesting that you want to make a first
impression
that has someone yelling in a fast-food
restaurant but it does beg the question
how are you presenting yourself do your
clothes fit do they fit your dreams your
aspirations your desires so if you’re
interested if you want to do this this
dressing for success let’s talk about
how to do it well a major principle if
you take nothing else away a major
principle is fit whether your workplace
is casual as you can see on the left or
more formal as you can see on the right
properly fitting clothes or a must the
gentlemen in the after pictures make a
better first impression they appear more
confident they appear more capable now
you might be thinking that you just
don’t know much about this you don’t
have much interest in this and you might
even be saying mark you just don’t
remember mark you just don’t understand
let me promise you I remember
let me promise you I understand if you
like that one wait for it let me promise
you I understand
my life hasn’t always been pinstripe
suits that’s my wife Donna that you see
on the left she claims she claims not to
remember the first two times we met I
remember them very well I know where we
were I know what she was wearing
obviously I did not make much of a first
impression seeing how I stressed
I guess that’s understandable so for the
men in the room today I’ve become your
guide I’ve become your personal shopper
and everything that I’m about to show
you I picked up in one hour at an outlet
store for a very well-recognized
national brand if your workplace is
formal or if you need formal events for
evenings dinners events here we have a
very nice formal suit we have a shirt
and tie double mint stretch shoes all
for a hundred and eighty two dollars
originally price closer to $600 now if
your work places more business casual
here we have a business casual suit we
have a shirt and tie or I’ve given you a
choice of a polo shirt we have a belt
shoes all for two hundred and sixty four
dollars originally closer to five
hundred dollars and finally if your
workplace is casual here we’ve taken the
same sport coat we’ve dressed it down
chambray shirt given you a choice again
jeans or 12 pants belt desert boots all
for 200 and or excuse me $235 originally
again closer to 500 now for the women in
the audience you may be thinking okay
now it’s our turn Mark’s gonna provide
some guidance and advice for us as well
so I reached out to my advisor this is
Taylor Logan
it’s my oldest daughter I told Taylor
about the conversation we would be
having today I told her about my
thoughts she was swift and she was
emphatic I’m completely unqualified she
said to provide guidance for the ladies
she went on to say that it would be
creepy if I were to discuss slacks
versus a skirt Taylor you win I accept
I’m not the most qualified to provide
this a guy advice so ladies please
accept my apologies
are you dressing for success whatever
your success might be are you dressing
for the life that you have are you
dressing for the life that you want do
your clothes fit thank you very much
[Applause]
[Music]
I could even get in the store I noticed
a gentleman getting out of his car
it was odd he was coming out of the car
backwards if you’ve ever seen a scuba
diver grab their mask and kind of fall
into the ocean that’s how he was getting
out of the car and it struck me as odd
but I didn’t pay much attention to it so
I was in the liquor store and I was
working with the owner we were picking
out some bourbon for a bourbon tasting
and we quickly realized that this
gentleman wasn’t really shopping he was
just following us I’ll the aisle and
watching us and he wasn’t really even
trying to disguise it so ultimately I
made eye contact with him I gave him the
chance to speak and he said I don’t know
what you do but are you hiring I said do
I look like a man that you want to work
for you do you do look like a man I want
to work for I loved it
the energy the enthusiasm I wanted to
know his skillset right then
I’ve had the pleasure of hiring three
great young surgeons in the last five
years and none of them said yes I want
to work for you so I ask you today how
are you presenting yourself to the world
are you presenting yourself in a way
that has a stranger follow you into a
liquor store and ask are you hiring or
perhaps more importantly are you
presenting yourself in a way that leaves
other people saying we need you working
with us I know it’s a cliche but are you
dressing for success perhaps phrased a
way you’ve never thought of it do your
clothes fit if we’re going to consider
dressing for success
perhaps we should define success as
success could be different for each of
us here in the room today I’m a surgeon
and a businessman for me success could
be making a good first impression with a
patient and gaining their confidence and
trust
or presenting myself in a positive light
in a meeting that presents new business
opportunities for you it might be a job
promotion relationship or perhaps just
dressing to feel more confident so let’s
consider the external effects of a tire
there are countless studies
year-over-year that have shown that
dressing professionally can make you
appear more intelligent more confident
and more capable or suitable for a task
but instead of detailing various studies
I’d rather introduce you to Jeremy
Jeremy’s a concrete worker he’s a very
hard-working man and in the past he
dated an associate of mine named Nikki
one night Jeremy came home and he said
Nikki now I know how your doctors feel
every day Nikki today I put on my suit
and went to the funeral home after the
funeral home I went to the bank and I
stopped at several stores today everyone
said hello today everyone asked me how I
am they wanted to know if I need help
am i doing all right nobody ever asked
me if I need help nobody ever asked me
if I’m doing all right Nikki it must
have been the suit so when one afternoon
Jeremy became a believer that what you
wear makes a statement to the world and
can in turn affect how the world
responds to you but beyond how the world
responds to you what else is in it for
you this dressing for success I would
say that probably across the board the
most likely answer would be a job
whether that’s going to be your first
job or whether that might be your next
job I think most of you today would
probably be surprised to know that in a
survey of executives responsible for
hiring they were asked to rank
professional attributes and
characteristics of your job applicants
work ethic and being knowledgeable
actually ranked below your appearance
– pretty important qualities on that
particular survey professional attire
ranked second work ethic came in at
number four being knowledgeable was a
distant sixth and if you’re curious the
ability to communicate was number one
before I even began today I think most
of us would have agreed that a tire has
external effects it’s how you present
yourself to the world
but perhaps fewer of us would have known
or would have agreed that a tire has
internal effects as well in psychology
and sociology there’s a principle known
as locus of control if you have an
internal locus of control you feel like
you’re in control you can influence and
determine outcomes whereas if you have
an external locus of control you feel
like you’re not in control and you blame
others for events or outcomes research
has been done on self perception how we
view ourselves and that research has
shown that dressing professionally can
make you feel more authoritative more
confident and it can increase these
feelings of having an internal locus of
control feelings that you’re in charge
and you can determine and influence
outcomes interestingly some of that
research was actually done right here at
the University of Southern Indiana
there’s another study that I think
really illustrates this internal aspect
well in 2012 ha Joe Adam took a group of
test subjects and he divided them into
two groups then he took a garment there
was nothing special about the garment it
was a disposable white coat nothing
special about the garment he gave the
same garment to both groups he told one
group that it was a doctor’s lab coat he
told the other group that it was a
painter’s smock and then he had both
groups participate in academic tasks and
challenges and what he found was if that
garment symbolized something to you and
if you were wearing the garment it could
change your behavior the group that
thought it was a doctors lab coat had
increased selective attention
selective attention is the ability to
focus on what’s important while ignoring
what’s not when they compared the
doctors labcoat group to the painters
smart group they also found that the
labcoat group had increased sustained
attention the ability to focus on
something and then work it toward
completion so they found that beyond the
obvious external effects of attire there
are profound internal effects as well
especially if the garment symbolizes
something to you now let’s consider
another cliche you only get one chance
to make a first impression studies have
shown that a first impression can be
made in as little as one tenth of a
second to a maximum of perhaps 12
seconds with regard to confidence
competence and credibility confidence
competence and credibility and those are
lasting impressions and the studies have
shown that your attire plays a
significant role in those first and
lasting impressions so as in the
drive-through I was getting some chicken
my wife was out of town I lacked adult
supervision so I went to the liquor
store and I decided to get some fried
chicken
so I pulled up to the window and they
said your chickens not ready wait out
front I waited out front I still can get
my chicken so I went inside the
restaurant and I found myself waiting
with a small group of people ultimately
they handed me my chicken and I turned
to leave guys start yelling that’s it
that’s it you’re not gonna give him a
coupon look at this man you got to give
him a coupon you got to do something it
was awkward it was very entertaining it
was uncomfortable all I wanted was the
three-piece and some slow
and there’s a guy that I’ve never met
I’ve never spoken to and he’s yelling
there’s a guy behind the counter felt
bad for him he’s getting yelled at
nobody gave me a coupon now I’m not
suggesting that you want to make a first
impression
that has someone yelling in a fast-food
restaurant but it does beg the question
how are you presenting yourself do your
clothes fit do they fit your dreams your
aspirations your desires so if you’re
interested if you want to do this this
dressing for success let’s talk about
how to do it well a major principle if
you take nothing else away a major
principle is fit whether your workplace
is casual as you can see on the left or
more formal as you can see on the right
properly fitting clothes or a must the
gentlemen in the after pictures make a
better first impression they appear more
confident they appear more capable now
you might be thinking that you just
don’t know much about this you don’t
have much interest in this and you might
even be saying mark you just don’t
remember mark you just don’t understand
let me promise you I remember
let me promise you I understand if you
like that one wait for it let me promise
you I understand
my life hasn’t always been pinstripe
suits that’s my wife Donna that you see
on the left she claims she claims not to
remember the first two times we met I
remember them very well I know where we
were I know what she was wearing
obviously I did not make much of a first
impression seeing how I stressed
I guess that’s understandable so for the
men in the room today I’ve become your
guide I’ve become your personal shopper
and everything that I’m about to show
you I picked up in one hour at an outlet
store for a very well-recognized
national brand if your workplace is
formal or if you need formal events for
evenings dinners events here we have a
very nice formal suit we have a shirt
and tie double mint stretch shoes all
for a hundred and eighty two dollars
originally price closer to $600 now if
your work places more business casual
here we have a business casual suit we
have a shirt and tie or I’ve given you a
choice of a polo shirt we have a belt
shoes all for two hundred and sixty four
dollars originally closer to five
hundred dollars and finally if your
workplace is casual here we’ve taken the
same sport coat we’ve dressed it down
chambray shirt given you a choice again
jeans or 12 pants belt desert boots all
for 200 and or excuse me $235 originally
again closer to 500 now for the women in
the audience you may be thinking okay
now it’s our turn Mark’s gonna provide
some guidance and advice for us as well
so I reached out to my advisor this is
Taylor Logan
it’s my oldest daughter I told Taylor
about the conversation we would be
having today I told her about my
thoughts she was swift and she was
emphatic I’m completely unqualified she
said to provide guidance for the ladies
she went on to say that it would be
creepy if I were to discuss slacks
versus a skirt Taylor you win I accept
I’m not the most qualified to provide
this a guy advice so ladies please
accept my apologies
are you dressing for success whatever
your success might be are you dressing
for the life that you have are you
dressing for the life that you want do
your clothes fit thank you very much
[Applause]
[Music]
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