Chill Out! How to Successfully Handle Problems the Carrier Air Conditioner Way by Madeline Frank, Ph.D.

 

In 1902, William Carrier “was working on the problem of regulating humidity for a printing company and decided to give up for a while and take a vacation. While waiting on a foggy railroad platform in Pittsburg, he gazed at the mist surrounding the station and tracks, wondering how late his train was going to be.” The answer to his problem came out of the fog. 

 

“His idea was to blow air through a fine mist that would act like a condenser, drying out the air. Since air’s moisture content varies with temperature- cold air is drier than warm-changing the temperature of the mist would also alter the humidity.” (Michael Michalko’s book “Thinkertoys“) Carrier’s invention was the air-conditioner that combined “refrigeration and electricity”.

 

Mr. Carrier found that by taking a mini break from the problem he was able to calm down and clear his mind and think of a solution.

 

When you are able to relax and clear your mind everything looks better. Your perspective is more positive, clearer, and energized.

 

Mr. Carrier said, "When I was a young man I worked for the Buffalo Forge Company in Buffalo, New York. I was handed the assignment of installing a gas-cleaning device in a plant of the Pittsburgh Plate Glass Company at Crystal City, Missouri-a plant costing millions of dollars. The purpose of this installation was to remove the impurities from the gas so it could be burned without injuring the engines. This method of cleaning gas was new. It had been tried only once before- and under different conditions. In my work at Crystal City, Missouri, unforeseen difficulties arose. It worked after a fashion -but not well enough to meet the guarantee we had made.”

 

He continues. "I was stunned by my failure. It was almost as if someone had struck me a blow on the head. My stomach, my insides, began to twist and turn. For a while I was so worried I couldn't sleep.”  (“How To Stop Worrying And Start Living” By Dale Carnegie p. 14.)

 

"Finally, common sense reminded me that worry wasn't getting me anywhere; so, I figured out a way to handle my problem without worrying. It worked superbly. I have been using this same anti-worry technique for more than thirty years.” 

 

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Here are Mr. Carrier’s three simple steps: 

 

Analyze the situation fearlessly and honestly and figure out what was the worst that could possibly happen as a result of this failure. Realizing that no one was going to put me in jail or shoot me. There was a chance that I would lose my position; and there was also a chance that my employers would have to remove the machinery and lose the $20,000 we had invested. (Nearly $700,000 in 2023 dollars!)

 

 After figuring out what was the worst that could possibly happen, failure will sting and I may lose my job; but if I do, I can always get another position. Conditions could be much worse; and as far as my employers are concerned- they realize that we are experimenting with a new method of cleaning gas, and if this experience costs them $20,000 they can stand it. They can charge it up to research, for it is an experiment.

 

"After discovering the worst that could possibly happen and reconciling myself to accepting it, if necessary, an extremely important thing happened: I immediately relaxed and felt a sense of peace that I hadn't experienced in days.” 

 

Calmly devoted my time and energy to trying to improve upon the worst which I had already accepted mentally.

 

What happened? “We faced a potential loss of $20,000, but after conducting several tests and concluding that if we spent another $5,000 for additional equipment, our problem would be solved. We did this, and instead of the firm losing $20,000, we profited $15,000.”

 

When we worry, our minds lose the ability to create and are only focused on survival. We are in an attention economy. We must focus our attention on creating, growing, and relationships. 

 

Dale Carnegie, “Now, why is Willis H. Carrier's magic formula so valuable and so practical, psychologically speaking? Because it yanks us down out of the great gray clouds in which we fumble around when we are blinded by worry. It plants our feet good and solid on the earth. We know where we stand. And if we haven't solid ground under us, how in creation can we ever hope to think anything through?” 

 

Dale Carnegie, “That's it, exactly! Psychologically, it means a new release of energy! When we have accepted the worst, we have nothing more to lose. And that automatically means-we have everything to gain!”

 

Willis H. Carrier said, “After facing the worst I immediately relaxed and felt a sense of peace that I hadn't experienced in days. From that time on, I was able to think." 

 

Take a step after asking the right question to yourself.

 

Then stop, focus, and think clearly about the answer.

 

Mr. Carnegie says, “Here is another example, from a New York oil dealer who was a student in my classes who adopted Willis H. Carrier’s magic formula.” 

 

Mr. Carnegie’s student, "I was being blackmailed! I didn't believe it was possible-I didn't believe it could happen outside of the movies-but I was actually being blackmailed! What happened was this: the oil company of which I was the head had a number of delivery trucks and a number of drivers. At that time, the Oil Pollution Act regulations were strictly in force, and we were rationed on the amount of oil we could deliver to any one of our customers. I didn't know it, but it seems that certain of our drivers had been delivering oil short to our regular customers, and then reselling the surplus to customers of their own.” 

 

Student continues, "The first inkling I had of these illegitimate transactions was when a man who claimed to be a government inspector came to see me one day and demanded hush money. He had got documentary proof of what our drivers had been doing, and he threatened to turn this proof over to the District Attorney's office if I didn't cough up.” 

 

"I knew, of course, that I had nothing to worry about-personally, at least. But I also knew that the law says a firm is responsible for the actions of its employees. What's more, I knew that if the case came to court, and it was aired in the newspapers, the bad publicity would ruin my business. And I was proud of my business-it had been founded by my father twenty-four years before. “

 

"I was so worried I was sick! I didn't eat or sleep for three days and nights. I kept going around in crazy circles. Should I pay the money-five thousand dollars-or should I tell this man to go ahead and do his damnedest? Either way I tried to make up my mind, it ended in a nightmare.” 

 

"Then, on Sunday night, I happened to pick up the booklet on How to Stop Worrying which I had been given in my Carnegie class in public speaking. I started to read it, and came across the story of Willis H. Carrier. 'Face the worst', it said. So, I asked myself: 'What is the worst that can happen if I refuse to pay up, and these blackmailers turn their records over to the District Attorney?”

 

"The answer to that was: The ruin of my business-that's the worst that can happen. I can't go to jail. All that can happen is that I shall be ruined by the publicity.”  

 

"I then said to myself: 'All right, the business is ruined. I accept that mentally.”  “What happens next?” 

 

"Well, with my business ruined, I would probably have to look for a job. That wasn't bad. I knew a lot about oil- there were several firms that might be glad to employ me. ... I began to feel better. The blue funk I had been in for three days and nights began to lift a little. My emotions calmed down. ... And to my astonishment, I was able to think.” 

 

"I was clear-headed enough now to face Step III-improve on the worst. As I thought of solutions, an entirely new angle presented itself to me. If I told my attorney the whole situation, he might find a way out which I hadn't thought of. I know it sounds stupid to say that this hadn't even occurred to me before-but of course I hadn't been thinking, I had only been worrying! I immediately made up my mind that I would see my attorney first thing in the morning-and then I went to bed and slept like a log!” 

 

"How did it end? Well, the next morning my lawyer told me to go and see the District Attorney and tell him the truth. I did precisely that. When I finished I was astonished to hear the D.A. say that this blackmail racket had been going on for months and that the man who claimed to be a 'government agent' was a crook wanted by the police. What a relief to hear all this after I had tormented myself for three days and nights wondering whether I should hand over five thousand dollars to this professional swindler!” (“How to Stop Worrying and Start Living” By Dale Carnegie p. 16)

 

"This experience taught me a lasting lesson. Now, whenever I face a pressing problem that threatens to worry me, I give it what I call 'the old Willis H. Carrier formula'.” 

 

Why don’t you try William Carrier’s formula and chill out!

 

 

 

 

 Madeline Frank, Ph.D., is an Amazon.com Best Selling Author, speaker, business owner, teacher, concert artist, and parent. She helps businesses and organizations “Tune Up their Business”. Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book “Leadership On A Shoestring Budget” is available everywhere books are sold. If you need a virtual speaker contact Madeline at: mfrankviola@gmail.com

 

 

3 Ways To Communicate You Are Listening! by Madeline Frank, Ph.D.

Must be personable, empathetic. Understand that your connection is with a human. 

 

What is everyone asking about you?

 

1) “Do you care about me?”

2) “Can you help me?”

3) “Can I trust you?”

 (John Maxwell’s 3 questions to connect with others.)

 

1)    “Do you care about me?”

 

We have all experienced people who have rolled their eyes at a simple request, making us feel unimportant. On the flip side; Bob Burg shares a story of how a little bit of empathy can go a long way. 

 

“It was several years ago while I was in the fantastic city of St. Louis, Missouri. After being seated for lunch, the waiter made his initial approach to our table with a bit of an…attitude. He was coldly polite and acted as if he’d rather not be there at all. One could say he literally looked “pained” to even be there.”

 

“And, indeed, he literally was, as indicated by his pronounced limp as he walked away. So, when he came back, my friend and colleague Dixie Gillaspie — kind and thoughtful as she always is — acknowledged his obvious discomfort and asked what happened.”

“He explained that he’d been hit by a car and was in fact in extremely significant pain. We didn’t ask him why he was there at work or in any other way pry; we just let him know how badly we felt for him and that we’d try not to bother him too much with needless trips back and forth.”

 

“You wouldn’t believe (or, maybe you would) how polite, solicitous, and friendly he then became. In fact, he made so many trips over to check up on us that we had to try and keep from getting his attention.”    

                 

“Dixie simply verbalized her concern and showed him she cared. Not only was she not offended by his attitude, but instead valued him enough as a human being to focus on *his* situation. Consequently, he went above and beyond in trying to please us.”

 

Burg’s “Key Point: As human beings, we have a need to know that people care about us. And, when people show us they do, even — perhaps especially — with no obligatory reason to, we will go out of our way to make them happy.”

 

“It’s just another of those “Laws of Life.”

 

“Think back to when someone has done that for you. Did you feel yourself change in your thoughts and feelings toward them? When you’ve done that for others, what were the results you noticed? I’m guessing it changed them, and that you felt pretty darned good yourself.”

 

The world does not revolve around you. Challenge yourself to be more empathetic when encountering someone and see what happens. 

 

2) “Can you help me?”

 

Everyone desires to have an experience they can rave about. 

Since the dawn of time, people have been writing about solving problems rather than listing the features of their products or services. 

 

 

Who would you rather do business with?

 

·       The broker who tells you about how long his company has been in business, or the broker who assures you that he will help guide you through life to create a comfortable retirement.

·       The dentist who tries to upsell you on every additional service they offer at every visit, or the dentist whose office calls you the evening after a procedure to check in and see how you are doing. 

·       The carpet salesman who just sells you the flooring and installation, or the salesman who stops by on his way home from work to drop off some spot cleaner because he recognized you had a pet and wanted to make sure you were prepared “just in case”.

No one cares what you do. They only care about how you can help them.

 

3)“Can I trust you?” 

 

It is no secret that car salesmen do not have a great public perception for trustworthiness. When you get to experience someone, who is an amazing trustworthy salesman, they are legendary. 

 

My husband and I had the privilege of doing business with the greatest salesman I have ever met. His name was William “Bill” Carwile. Bill possessed a burning passion for helping his customers find the right vehicle for them. He studied cars inside and out, so he could guide you to the right car to fulfill your needs. 

 

Bill also had great relationships with the service department at his dealership, often buying them lunch and recognizing them for a job well done frequently. Having built that relationship with the service team…if one of his customers had a car break down in the evening or on a Sunday, one of Bill’s trusted technicians would likely be right over to help. 

How did I meet Bill? For the third time in two weeks my 17-year-old Mitsubishi decided to die. I had replaced the battery, the alternator, the regulator and a few more parts and I had had enough. Tidewater AAA Service had told me this was my last time to be towed and they would no longer help me. Three strikes and you are out! 

 

My dad and several friends had raved about this guy named Bill at the Chrysler/Plymouth dealer. They were all happy with their purchases and considered Bill Carwile their friend and trusted adviser. My husband and I made an appointment with him for the next day.

Bill asked me what I was looking for in a new car.  I wanted something that got good mileage, was comfortable, and was reliable and safe. He showed us 2 or 3 vans, and instead of pressuring us into buying on the spot, he invited us to take the van for the weekend and to let him know what we thought on Monday. 

 

Over the years we bought many cars and vans from Bill and we also recommended him to all our friends and family members who bought cars from him. Bill has become a close friend over the years and we respected and trusted him as a trusted adviser for all our car needs. He always had a passion for cars and other vehicles and studied them.

 

As customers and friends, we enjoyed buying our vehicles from Bill Carwile for four reasons. 

 

1) We immediately liked him and trusted him and he always had a positive attitude.

2) Bill listened to what we wanted and needed in a car, truck , or van and then told us the benefits of each vehicle he thought we would like in our price range. He had the solution to our problem.

3) Bill had such a passion and knowledge of cars, trucks, and vans that he shared with his customers and friends. He knew everything about these vehicles and when he made a promise he would keep it!

 

William “Bill” Carwile passed away on September 8, 2011. His family, his friends, and his customers were blessed to have known such a wonderful caring person who shared his passion for automobiles with them all these years. 

 

(I wrote about Bill in a previous article “A Salesman’s Dream”

 

“In a letter to John Maxwell, Emran Bhojawala introduced him to Lloyd, a car salesman in the Washington, D.C. area, who went above and beyond for Emran. Lloyd proved himself so trustworthy that Emran even purchased a car from Lloyd in D.C., sight unseen, after Emran moved to Minnesota.”

 

Imran said, “When I wanted to buy a car I didn’t have to worry about anything. I told him my budget and flew to Virginia to pick up a car I had never seen.” 

He “then drove twenty-three hours to get home.”

 

Imran continues, “Lloyd is THE legend when it comes to selling cars in the area near my school. He does not advertise, and all his business comes from previous customers and references. I think that’s a perfect example of success in connecting with people.”

 

“Trust is the foundation that makes rapport, communication, and connection possible – it may not be easily built up, but it pays exponential dividends in relational value.” ( John Maxwell Leadership)

 

Not everything is about the latest tech, latest selling trend or anything else. It is the foundation that everyone sells themselves. 

 

 

 

 

Madeline Frank, Ph.D., is an Amazon.com Best Selling Author, speaker, business owner, teacher, concert artist, and parent. She helps businesses and organizations “Tune Up their Business”. Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book “Leadership On A Shoestring Budget” is available everywhere books are sold. If you need a virtual speaker contact Madeline at: mfrankviola@gmail.com

 

 

 

 

 

 

 

 

 

 

Inspiration From a Cage to the Queen of England by Madeline Frank, Ph.D.

How could the legacy of a young girl, who was locked in a cage, eventually create a legacy that reached the Queen of England? You have undoubtedly heard of Helen Keller, but the woman who helped pave the way for Helen to leave her legacy remains largely unknown…until now. 

 

“Little Annie” Sullivan’s was the oldest of 5 children from a poor Irish family. Her father was unskilled, illiterate and an alcoholic. Two of her siblings died in infancy. Her Mom had Tuberculosis and after a fall walked with crutches. When Annie was 5 years old, she contracted a bacterial eye infection, which left her half blind. Her Mother died when she was 8, and two of her younger siblings were sent to live with relatives. 

 

Little Annie was left to take care of her father. Two years later her younger brother Jimmie, who had a Tubercular hip, was sent back from the relatives he was staying with. He and Little Annie were sent to the Tewksbury Almshouse in Massachusetts. This mental institution known as a dirty, overcrowded place, filled with those who society would rather lock away instead of helping them to heal!

 

Annie and Jimmie shared a tiny space in the Almshouse, and Jimmie died three months later. She was “heartbroken, frightened, and alone. She became incorrigible, no one could do anything with her. The medical personnel could not examine her, as she would spit and scratch them.” 

 

She was placed her in a cage “in the dungeon for the hopelessly insane. When people came to Little Annie’s cage she would sometimes attack the person or ignore them.” (Zig Ziglar, motivational expert and author’s part of Annie's story begins.)

 

One evening, “an elderly nurse, who believed there was hope for all of God’s creatures, and she would frequently eat her lunch at the foot of Annie’s cage. The elderly nurse spoke to her encouraging motivational words showing she cared about Little Annie. One day the elderly nurse brought brownies to the dungeon and left them outside the little girl’s cage. The next day when the old nurse returned, the brownies were gone.”

 

“The nurse believed that everyone needed to feel hope and love, and had a desire to communicate that to Little Annie. Over time the doctors saw positive changes in Little Annie and she was moved upstairs.” (Zig Ziglar)

 

The nurse may have been the first adult to show the orphan a glimmer of hope and optimism.  Little Annie had impaired eyesight and at “14 years of age could not read or write.” When the inspectors came to inspect the Tewksbury Almshouse Mental Institution, Little Annie mustered all the courage she possessed, and declared to one of the inspectors “I want to go to school.” 

 

She was sent to Perkins Institute for the Blind on Oct. 7, 1880 where she was taught to read and write the manual alphabet.

 

Little Annie had never owned a toothbrush, hairbrush, nightgown, or anything else. Most of the other girls at Perkins were the sheltered daughters of wealthy merchants or farmers. Many of the children made fun of “Little Annie’s rough manners and ignorance and some of her teachers were impatient and unsympathetic to her.” Perkins.org

 

Annie Sullivan remembered her early years at Perkins feeling humiliated about her shortcomings and feeling ashamed and angry. She was determined to excel at her studies.

 

Annie’s life at Perkins became easier after the first two years. (Think about the dedication Annie possessed…two years of enduring something unpleasant so she could pursue her goal). 

 

Connecting with teachers and her house mother, Mrs. Sophia Hopkins:

She “connected with several of the teachers who encouraged and challenged her.  Mrs. Sophia Hopkins, Annie’s housemother, took Annie under her wing and treated her like a daughter. During school vacations, Annie spent time with Mrs. Hopkins at her Cape Cod home. Annie had another surgery on her eyes and it improved her vision dramatically so she could see well enough to read print.”

 

Annie befriending Laura Bridgman:

Annie “befriended Laura Bridgman, who had been the first deaf and blind person to learn a language. Annie learned the manual alphabet from her, and frequently chatted and read the newspaper to the much older woman. Bridgman could be very demanding, but Sullivan seemed to have more patience with her than many of the other students.”

 

Excelling academically at Perkins:

Anne “learned to excel academically at Perkins but she did not conform. She frequently broke rules; her quick temper and sharp tongue brought her close to expulsion on more than one occasion. She might not have made it to graduation without the intercessions of those few teachers and staff who were close to her” and knew her true potential.

 

Annie Sullivan graduated June 1886 as Valedictorian. She charged her classmates and herself with these words: "Fellow-graduates: duty bids us go forth into active life. Let us go cheerfully, hopefully and earnestly, and set ourselves to find our special part. When we have found it, willingly and faithfully perform it…."

 

Annie after graduation was fearful and uncertain of her future. She had no family to go back to, did not want “to return to Tewksbury and had no qualifications for employment. Fate intervened.”  

 

 

Annie’s Opportunity:

 

Captain Keller of Alabama “wrote to Perkins Director Michael Anagnos, asking him to recommend a teacher for his young daughter Helen, who had been deaf and blind since the age of 19 months. ( scarlet fever or meningitis) Helen's mother had read about Laura Bridgman's education at Perkins in Charles Dickens' American Notes and began to hope that her own daughter could be reached.”

 

Perkins Director Michael Anagnos “admired Sullivan's intelligence and indomitable determination. He immediately thought of her as the best candidate to teach the seven-year-old girl.”

 

Ms. Sullivan, although “intimidated by the challenge, she knew this was just the opportunity she needed. She spent the next few months studying the reports of Laura Bridgman's education by Howe and her other teachers. In March of 1887 she left for Tuscumbia, Alabama, to begin a new chapter in her life.”

 

Teaching Methods:

 

“The methods Sullivan used when she began teaching Helen were very much like those Dr. Howe employed with Laura Bridgman. They followed a strict schedule and new vocabulary words were introduced in a formal lesson. It was not long before Sullivan realized that the rigid routine did not suit her exuberant and spontaneous young pupil. Never one to be limited by rules, Sullivan abandoned the prescribed schedule and shifted the focus of her teaching.”

 

Sullivan enters Helen’s World: “Child Centered Method”

 

“Sullivan decided to enter Helen's world, follow her interests and add language and vocabulary to those activities. She observed that Helen's infant cousin learned language by being spoken to, and talked to the girl constantly by fingerspelling into her hand." 

 

In Annie Sullivan’s letters to Mrs. Hopkins, she discussed the reasons for her change in approach:

 

“I am convinced that the time spent by the teacher in digging out of the child what she has put into him, for the sake of satisfying herself that it has taken root, is so much time thrown away. It's much better, I think, to assume the child is doing his part, and that the seed you have sown will bear fruit in due time. It's only fair to the child, anyhow, and it saves you unnecessary trouble.”

 

“Helen flourished under Sullivan's creative approach to teaching, and her thirst for information seemed unquenchable. Remarkably, within six months she learned 575 words, multiplication tables as high as five and the Braille system. Although Sullivan was a brilliant and intuitive teacher who had moved well beyond earlier rigid prescriptive teaching methods, she continued to seek and receive support and advice from Anagnos and others at Perkins.” 

 

When the Queen of England, many years later, honored Helen Keller with England’s highest honor, the Queen asked her, “How do you account for your remarkable accomplishments in life? How do you explain that even though you were both deaf and blind, you were able to accomplish so much?”

 

Helen Keller said, “had it not been for Anne Sullivan, Little Annie, the name Helen Keller would have remained unknown.”

 

Zig Ziglar says “Anne Sullivan saw Helen Keller as one of “God’s very special people.” She treated her as she saw her, loved her, disciplined her, played, prayed, pushed and worked with her until the flickering candle that was her life became a beacon “lighting the burdens of others.”

“Helen Keller influenced millions of people after her own life was touched by Little Annie.” 

 

Mark Twain was the first person to call Sullivan a 'miracle-worker'. "The famous author was annoyed that people wanted to meet Keller but ignored her extraordinary teacher."

 

Side Note:

Helen Keller said, “The most important day I remember in all my life is the one on which my teacher, Anne Mansfield Sullivan, came to me. I am filled with wonder when I consider the immeasurable contrasts between the two lives which it connects. It was the third of March, 1887, three months before I was seven years old.”

 

Just like Annie Sullivan and Helen Keller, every person needs love and hope communicated to them. Connecting with a knowledgeable person can ignite and empower you to the next level.

 

 Madeline Frank, Ph.D., is an Amazon.com Best Selling Author, speaker, business owner, teacher, concert artist, and parent. She helps businesses and organizations "Tune Up their Business". Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book "Leadership On A Shoestring Budget" is available everywhere books are sold. If you need a virtual speaker contact Madeline at: mfrankviola@gmail.com