How many rounds to carry?

That question came up on a Facebook group I’m a member of recently. In response, I referenced my Armed Citizen database. The question was asked about my methodology, which is a fair question. I’ll address it my forthcoming eBook about the Armed Citizen but I want to first post the Introduction, which addresses the journey I have made about the Armed Citizen and my analyses thereof.

 

Introduction

This book is the result of the overlap of several very widely different topics and experiences. As is often the case, as more information comes to light over time, perceptions can change.

During my time in the Army, I held several different intelligence (S2) positions. These largely involved information collection and analysis duties, not ‘spyguy’ stuff. The purpose of Intelligence in the military and government is always to facilitate decision-making. Having to provide and defend a cogent analysis of not only the information collected but the conclusions I drew from it was a formative experience for me. Information collection was only the beginning. From there, it had to be processed and turned into a usable product that decisions could be based on.

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As I wound down my military career and entered the civilian world, I got into the commercial real estate business. As a Research Director for several different real estate firms, my S2 training and manuals were very useful to me. At the same time, the transition from mini-computer (Wang) to PCs in the business world was beginning. My boss was an extremely astute businessman and recognized the value of databasing information early on. Being able to construct my own databases allowed me to do several projects that were particularly influential in the way I looked at information.

One of the projects was to database the contacts that the brokers in our office used to develop business. Our firm’s business model was territorial with each broker having an assigned property type and area. To see how well this worked, my boss had me collect each broker’s contacts by Zip Code and create a map of where the contacts were in relation to the broker’s chosen territory. This process was very similar to the Intelligence Preparation of the Battlefield (now Battlespace) products I had prepared in the Army. The results were surprising to everyone involved. In almost no case were the majority of the broker’s contacts in his or her territory. Some were nearby, which was understandable, but in many cases, they were widely scattered and even far away. The brokers themselves couldn’t believe it until I showed them the actual maps.

What this showed me was how inaccurate conclusions based on data that isn’t properly disaggregated can be. Their information was written down in their Rolodexes with every contact date annotated. That system told them very well what the level of their contact activity was. What it didn’t provide was much information about how well they were following their business plan. Aggregating the data and then disaggregating it by location instead of contact name and date told a much different story.

Another database I had to create was of proposed and completed deals. Creating this database gave me a much better insight into the numerous factors that make up a transaction. Proposed rental rate, length of term, size of the space, etc. were all captured when the brokers proposed a transaction. Eventually we would enter whether the deal closed or died. That database gave our company a firm understanding of what the market was actually doing across the city and in the various submarkets. Instead of speculation about what actual rental rates and terms were, we had a very clear picture.

Training I took impacted my thoughts also. I took Massad Ayoob’s Lethal Force Institute I in 1991. Having a measured and structured component to training was an eye-opening experience. Similarly, when I started training with John Farnam of Defense Training International, I got a lot of good information, both formal and informal. John was kind enough to give me a copy of W. French Anderson’s book about the FBI Miami Massacre. The book provided a superlative example of an in depth analysis of an armed conflict.

The next leg of my experiences developed when I started shooting IDPA in 1998 and then started an IDPA club. A number of Match Directors and I were discussing how to develop stages every month for our matches. Stage development is a constant pressure for any Match Director to keep the matches fresh and interesting. Someone suggested that The Armed Citizen column of NRA’s American Rifleman magazine might be a good place to start. I had been tearing the columns out of the magazine for years but never paid close attention to them. So I dug them out and looked through them in greater detail. My response to the other MDs was that almost all of the incidents were less than five shots and a lot were only one or two. Many of them had no shooting in them at all. The general consensus was the round count wasn’t high enough and the situations weren’t complicated enough to make interesting scenario stages.

My conclusion was different though, so I started designing what I called Armed Citizen Scenarios for my matches. There were several ways to adapt the incidents into stages. One way was to put multiple strings into a stage. For instance, if a Citizen was wounded in the arm in an attack, I would have one string shot with both hands and a second string shot with the Dominant Hand Only. Or, when only one shot was fired at one criminal in the actual incident, I would specify a failure drill (two shots to the body and one to the head) on all the targets.

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The Armed Citizen topic interested me enough to create a database all 482 of the incidents from the column for the period 1997-2001. The incidents were remarkably devoid of ‘ninjas coming from the ceiling’ and ‘face eating meth-heads.’ As I had done with the deal database, I broke out as many different characteristics (at home, in a business, number of shots fired, etc.) as I could. With the database populated, I ran a series of pivot tables and produced a short study of what the characteristics and outcomes of the incidents were. Although there were methodological issues with it, fifteen years later, it remains the only study of its type I am aware of. Like a vampire that won’t die, it continues to be widely referenced and reproduced on the Internet.

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One of the criticisms of my 1997-2001 study was that the NRA ‘cherry-picks’ the incidents to portray the actions of Armed Citizens in the most favorable light. Although the nature of what the Citizens might have done wrong was never really specified, I accept that as a valid critique. Only Positive Outcomes are reported in the Armed Citizen.

Flash forward more than a decade to the 2014 Rangemaster Tactical Conference, where I am an annual presenter. My colleague Craig Douglas threw down a challenge to me. “You should do a presentation on ‘Bad Shootings’ next year.” It was a virgin topic and gave me an opportunity to counteract the ‘cherry-picking’ aspect of the Armed Citizen. I accepted the challenge and casually started gathering information.

Be careful of what you wish for. The broad array of what I came to call Negative Outcomes really surprised me. The categories I broke them out into are:

  • Brandishing/threatening
  • Chasing after the end of a confrontation
  • Downrange failures (shot an innocent while shooting at a threat)
  • Intervention (Proverbs 26:17)
  • Lost/stolen guns
  • Mistaken identity shootings
  • Negligent discharges, including self-inflicted gunshot wounds and Unintentional shootings
  • Police Involvement, e.g., getting needlessly arrested
  • Poor judgement
  • Unauthorized access (generally by small children)
  • Unjustifiable shootings, including warning shots

The categories are far from being the lurid list of ‘gunfights lost’ that those who objected to the 1997-2001 study probably expected. Rather than being tactical failures, most are simply the result of poor gunhandling, lack of familiarity with the law, or out and out carelessness and negligence. My list of such incidents is shockingly long. The only really noticeable category of tactical failures was what my colleague Tom Givens calls ‘forfeits,’ i.e., not having your gun when you need it.

Chapter takeaways

  1. There is a process to data collection and analysis.
  2. Information that isn’t written down and then analyzed in written form is prone to error. The human mind has a remarkable capacity for memory but that capacity can be disorderly and easily misinterpreted.
  3. Defensive Gun Uses by Armed Citizens tend to be uncomplicated affairs.
  4. Defensive Gun Uses have discrete characteristics that can be broken out for broad analysis.
  5. Negative Outcomes rarely consist of ‘gunfights lost’ but more often are negligence related Unintentional Shootings and Unjustifiable Use of Weapons. The exception to that rule being not having a gun when it’s needed.

 

What Women Want.

Excellent food for thought. No one wants to turn into something they don’t want to be.

“Who wants to spend money, time, and effort to achieve a goal they loathe?”

Source: What Women Want.

People skills and personal protection

While reviewing some files in my reading list, I came across this gem. It’s from an article called The best advice for today’s music industry was written 80 years ago

In his closing keynote presentation [at the DIY Musicians Conference] called “How to Make an Extra $100,000 from Your Music Next Year,” Martin [Atkins] ran down a long list of creative cost-saving and money-making suggestions, peppered with commandments like “Don’t be an asshole” and “Whatever the fuck it is, get the fuck over it.”

At the heart of Martin’s talk, though, was this quote:

“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”

Dale Carnegie wrote that in 1936, in his book How to Win Friends and Influence People.

Martin’s first suggestion brought to mind a comment one of my first bosses in the real estate business made about one of the brokers in our office. “That guy needs to take a Dale Carnegie Course. Twice!”

Dale Carnegie Training has an excellent eBook abstract of Dale Carnegie’s writings available for download on its website. The eBook is called Dale Carnegie’s Secrets of Success. Here’s the link to it. I have two well-worn hard copies, from when it was called Dale Carnegie’s Golden Book, one of which I keep on my desk.

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Secrets of Success is recommended reading for everyone, regardless of what you do or your personal philosophy. Those who are churned up about recent political events, on both ends of the spectrum, should take note especially.

What does Dale Carnegie have to do with personal protection? Let’s keep in mind that unlike natural disasters, personal protection against criminality involves a social transaction between two people. Those two people might be:

  • You and a Violent Criminal Actor
  • One of your loved ones and a Violent Criminal Actor
  • A trainer and you
  • You and someone you are trying to teach, either formally or informally
  • You and someone you are trying to influence to make decisions about personal protection

Since I am a trainer and educator, I’ll address the last two points first. Recently, a trainer and blogger posted a 4,128 word rant about numerous shortcomings an acquaintance of his had. The rant was very pompous and disdainful. Some of the shortcomings related to personal protection and some were general life ‘flaws.’ No doubt the trainer’s object was to give his readers some food for thought about how they might have shortcomings similar to the acquaintance’s. However, Atkins’ first comment, “Don’t be an asshole” immediately came to mind as I read it. The overall tone of the blogger’s post was “this guy’s an idiot and I’m sooooo much smarter and better than him.”

No one likes or is influenced by a pompous asshole. Unfortunately, I see a lot of pompous assholiness in the training community. I’m not immune to being that way, either.

The Be a Leader section of Secrets of Success makes several germane points.

  • Call attention to people’s mistakes indirectly.
  • Ask questions instead of giving direct orders.
  • Use encouragement. Make the fault seem easy to correct.

Another aspect of the training community I often see is a lack of connection to the everyday lives that our students live. There are several worthwhile items from Secrets of Success in this regard.

Become a Friendlier Person

  • Be a good listener. Encourage others to talk about themselves.
  • Talk in terms of the other person’s interests.

Win People to Your Way of Thinking

  • Try honestly to see things from the other person’s point of view.
  • Be sympathetic with the other person’s ideas and desires.
  • Throw down a challenge.

So, I’m going to throw down a challenge to the training community.

Get a job; a real job where you have to fill out a W-4 when you get hired. Just like the jobs your students have.

Right now is a golden opportunity, no pun intended. The end of the year is a relatively slow time for training and there are numerous seasonal positions available in the retail sector. Target, WalMart, and Sears, among others, are all hiring for temporary positions through the end of the year. If you don’t like wearing a uniform, Macy’s and other high end retailers are hiring and will give you an even better environment to test your hypotheses. Get a temporary job in a retail store for a couple of months. Walk a mile in your students’ moccasins while carrying the heater and all the gear you tell them to EDC. See how it works out for you.

If you get fired (or arrested) for a weapons violation or you decide you can’t carry all that crap while working and interacting with people all day without getting made, you owe me a drink. If you work at least 30 hours a week for six weeks in the retail environment with your full EDC loadout, I’ll buy you dinner. Full time sworn LEOs, 16 hours a week will fulfill the challenge. Totally on the honor system; I’ll accept whatever outcome you tell me you had.

In our Violent Criminal Actors class last month, William Aprill talked about the difference between odds and stakes. The payout odds for my offer are about 5 to 1 in your favor. The stakes; well that’s a different story.

Next time, we’ll discuss the relevance of people skills to The Deadly Mix and Law Enforcement Officers Killed and Assaulted 2015. Until then:

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Pre-election Day product blowout sale

I don’t know what going to happen on Tuesday but I do know that if The Evil One is elected, a lot of people will be buying guns. Some of them will be your friends and family.

Since many of them won’t be  familiar at all with firearms, I’m making a special offer. The Pistol Practice Program and Serious Mistakes Gunowners Make combo set is only $20 now on my webstore. Very few people are interested in training and they often won’t listen to you but maybe they’ll listen to me if you give the CDs to them. I’m discontinuing production of physical products, so when these are gone, that will be the last.

I’ve also reduced the price of Glock 17 ALS holsters to only $20, so if they buy a Glock they don’t have to use a crappy holster.

Doing some cleaning, I found a few more copies of my Secrets of the Snubby DVD. These have been reduced to $15 on my webstore.

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Maximum shipping for any order is only $10, so this offer is a great way to get some Christmas shopping done and promote firearms safety for your friends and family.

To order any or all of them visit my webstore.

Chinese Whispers and the FBI (Part I)

Chinese Whispers is the game in which a short message is whispered from person to person and then the beginning and ending stories are compared. Often what begins as “I like that girl’s dress” ends up as something like “her Grandmother slept with Batman!”

The FBI released its annual report Law Enforcement Officers Killed and Assaulted (LEOKA) report on October 17. LEOKA will eventually be the starting point for numerous Chinese Whispers in the firearms and law enforcement communities. Whispers will circulate about statistical data such as distances of ‘gunfights,’ lighting conditions, weapon disarms, etc. Often, these claims will not even be based on current data but ‘commonly cited information,’ ‘well known statistics,’ or other such dubious sources.

What can we actually learn from LEOKA about how to be safer? The best single source in the Report is the Summaries of Officers Feloniously Killed and a recent addition, Selected Summaries of Officers Assaulted and Injured with Firearms or Knives/Other Cutting Instruments. Rather than relying on tabular data, which is interesting but not instructive, reading the Summaries provides us clues about circumstances, positioning, and actions. The FBI uses the term ‘The Deadly Mix’ to describe the combination of officer, offender, and circumstances. Reading the Summaries can give us insight about how that mix occurs and its outcome.

The circumstances of incidents in LEOKA are categorized as:

  • Disturbance call,
  • Arrest situation, including pursuits
  • Civil disorder,
  • Handling, transporting, custody of prisoner,
  • Investigating suspicious person/circumstance,
  • Ambush,
  • Unprovoked attack,
  • Investigative activity,
  • Handling person with mental illness,
  • Traffic pursuit/stop,
  • Tactical situation.

While LEOs have interest in all the categories, Private Citizens can learn from incidents such as Investigating suspicious persons/circumstances and Handling person with mental illness, too. For those who think intervening in others’ affairs is a good idea (I do not), looking at the incidents in the Arrest category is a worthwhile exercise to see how easily things can go bad.

The West Virginia incident in the Summaries of Officers Assaulted and Injured is an entertaining, if somewhat macabre, example of just how weird and unpredictable the life of a police officer can be. The rookie involved certainly got a baptism of fire that day.

On January 1, a lieutenant and a patrol officer with the Lewisburg Police Department were both shot during a traffic stop at 4:20 p.m. The 36-year old veteran lieutenant, who had 15 years of law enforcement experience, and the 20-year-old patrol officer, who been on the job for 1 month, were both wearing body armor when they stopped a man driving a vehicle that had been reported stolen by a law enforcement agency in Texas.

More about LEOKA in the next Part.

Pride and fear

“when pride arrives, logic [leaves].” –Samurai Rising

I would say the same is true of fear, which is one reason I don’t care for the “I was in fear for my life” mantra. When we in the industry teach fear to our students, I am concerned we are setting them up to make bad decisions.

Fun Facts About the AR-15

I don’t even know where this list came from but it contains some important, yet little known, information that people need to be aware of about the AR-15.

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  • The inventor of the AR-15 was Satan, though his patent has since expired.
  • Scientists have confirmed the deadly effects of an AR-15 by giving it to a chimpanzee who then murdered them.
  • Scientists agree that each year the AR-15 will grow more deadly until it kills everyone in the entire world.
  • Some believe that both Hitler and Stalin were, in fact, AR-15s in rubber masks.
  • In the Garden of Eden, God gave Adam and Eve access to every firearm out there except for the AR-15 which he told them not to touch because it was too evil. But then the NRA, in the guise of a serpent, told Eve that the AR-15 is really fun to shoot. So then Eve took the AR-15 and started shooting all the animals in the garden because she is one awesome chick.
  • The part that makes the AR-15 so extra deadly is the handle on top. The AR-15 would be used in less murders if it were more inconvenient to carry.
  • It was an AR-15 that told Miley Cyrus to dance like that.
  • Bullets that are normally harmless will kill instantly when fired out of the AR-15.
  • The reason AR-15s have that prominent handle on them is because the most requested feature for an assault rifle was to be able to carry it like a Hello Kitty lunch box.
  • If you find yourself surrounded by AR-15s, know that they will fire automatically if they sense fear.
  • The AR-15 is easily concealable and can fit inside a matchbox.
  • The AR-15 is the leading cause of global warming from how its bullets shoot holes in the ozone.
  • A very small percentage of gun deaths are attributed to the AR-15 because it is very good at disguising itself as other guns to frame them.
  • What are the differences between an M16 and an AR-15? Scientists agree that it is something.
  • The AR-15 can be rendered harmless by giving it only a 10 round magazine as people always miss with the first ten rounds and an AR-15 takes an hour and a half to reload.
  • The AR-15 can shoot through schools.
  • In a battle between Aquaman and an AR-15, Aquaman would break down and buy it so people might think he’s more manly.
  • There were no shooting deaths until the invention of an AR-15. No one even considered using a gun to shoot another human being until someone saw an AR-15 and said, “I bet I could use this to kill a lot of people.”
  • There was an assault musket similar to the AR-15 used by the world’s most evil pirates, but it was pronounced “Arrr-15.”
  • The Assault Weapon ban was needed because it is well known that an AR-15 with both a pistol grip and a flash suppressor would be unstoppable by any modern military.
  • In Europe there is no such thing as an AR-15 and thus also no such thing as murders. Instead of being violent, people there just drink wine and smoke cigarettes all day.
  • If you are shot by an AR-15, you become one and kill others.
  • The AR-15 is responsible for 95% of all deaths each year. The rest of the deaths are from obesity and drone strikes.
  • Both of the atomic bombs dropped on Japan, Fat Man and Little Boy, are jealous of the destructive power of the AR-15.
  • Abraham Lincoln said the AR-15 is the finest battle implement ever devised.
  • Viagra is made from ground AR-15 parts.

A rant about rants

In the past week, friends have pointed me to several rants in the blogosphere about ‘deficiencies’ among gunowners. “They’re not physically fit enough,” “their technique sucks,” “there should be some training requirement before they can carry a gun,” etc. (I had a little they’re, their, there wordplay fun with that. :) ) I’m no different; my Serious Mistakes articles and audios are my own rants about gunowner deficiencies.

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The problem with rants is that they immediately turn off the target audience. No one likes to be told they’re a buffoon or inept. Serious Mistakes has been the second poorest selling information product I’ve ever created. So, ranting is just an exercise in futility. This post will be no different; “ranters gonna rant.” But if you’re not part of the solution, you’re part of the problem, so I’m going to offer an alternate viewpoint.

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My colleague William Aprill periodically says that I tend to create ‘actionable’ material. That is indeed what I try to generate, material and programs that people can actually do step by step. Indoor Range Practice Sessions and the Pistol Practice Program are examples of that. Even Serious Mistakes has some ideas in it about how to not shoot your finger off or forget your pistol in a public restroom.

For those in the blogosphere who feel like tearing off on a rant, here’s a possible structure for your rant.

  1. Here’s the problem. (No more than two paragraphs).
  2. This is a possible solution. (One paragraph)
  3. The first step to implementing the solution is….
  4. Further steps in the solution are….
  5. It’s going to take XXX amount of time and XXX amount of resources to make the solution work long term.
  6. A journey of 1,000 miles (or 1,000 Days) begins with one step (or one practice session.) –Lao Tsu

While you’re crafting your rant, also keep in mind the limitations your audience has that you might not. If someone’s been overweight all their life, they’re unlikely to drop a bunch of weight just because there’s a rant about them needing to. (More their, they’re, there wordplay fun.) Keep your solution within the realm of reachable reality. (Some alliteration wordplay.)

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It’s common to talk about constructive criticism but its implementation is often forgotten. Where our own perceptions are concerned, we’re likely to forget we were beginners or uninformed or not up to snuff at one time, too. (Did it again.) Think that there are ways that you can help your target audience achieve their goals instead of just telling them they’re one of the Three Stooges (there, their, they’re and alliteration wordplay fun all in the same sentence.)

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Thanks for reading this. I doubt it will do any good but I had fun writing it. As General of the Armies John J. Pershing said “An officer is responsible for his own morale.” Wordplay and philosophy are two things I don’t get to indulge in very much at the keyboard.

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And no, I didn’t have a drink for breakfast. I’m saving that for lunch.

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Following through

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Although this sign was at a church, it’s applicable to many aspects of our lives. Interestingly, I saw it while thinking about the 1,000 Days while driving a surveillance detection route I don’t usually take. Synchronicity, as Jung would say.

Working the 1,000 Days has brought a clarity to me about the value of following through on what we start. One of the things that I have noticed is that training classes frequently don’t include a followup program for students to follow. Insights Training Center and Mid-South Institute of Self Defense Shooting are the only two I can recall that gave me a takeaway. I include the NRA Marksmanship Qualification Program Defensive Pistol I course of fire as a followup for people who take my short classes.

I want to make sure that the students who come to our Violent Criminal Actors and You course have a followup program also. Since it’s not a physical skills class, I have to approach the followup program in a different way.

This is how I’m going to do it: the next 10 people who sign up for the class will get a personal one hour telephone consultation with me about how to develop their individual program. Since everyone’s situation is different, each consultation will be personalized. I ordinarily charge $125/hour with a two hour minimum for training and consultation, so I think this is an offer that has value.

Those who have signed up already will also receive the one hour consultation. I want to get the consultations finished within a month after the class, so that will probably be as many people as I can accommodate. This will be an interesting way to me to followup on what the students gain from the class and how they plan to implement their education.

James Yeager‘s philosophy that training is just a down payment has always appealed to me. So, I’m going to put my money where my mouth is and help our students follow-through.

1000 Days of Practice (Part IV)

What have I gained from the second run of 1,000 Days?

Purely on a mechanical level, lots of reps. The average number of repetitions I did each day was somewhere between 30 and 40. Some of the regimens I have used frequently in the final year are:

  • My 12 shot drill; two hands, primary hand only, support hand only – 36 reps
  • The LAPD Bonus Course – 40 reps
  • A two target adaptation of the Federal Air Marshal Tactical Pistol Course (pre-9/11) – 30 reps
  • An Enhanced Standard version of the State of Illinois Police Qualification Course – 30 reps
  • Defensive Pistol I of the NRA Marksmanship Qualification Program (through Sharpshooter) – 80 reps
  • Tactical Performance Center dots – two hands, primary hand only, support hand only – 75 reps
  • The Georgia Security Guard Qualification Course – 48 reps

Let’s say the average is 40, which might not seem like a lot on an individual daily basis. However, by the end, I will have seen the sights and pressed the trigger smoothly 40,000 times. Dryfire provides feedback on the quality of those movements in a way that livefire cannot, simply because of recoil. Even if I didn’t already know how to the see the sights and press the trigger smoothly, 40,000 deliberate repetitions of them with quality feedback would go a long way to learning them. Not to mention the difference in cost between firing 40,000 dryfire repetitions ($0) and 40,000 rounds livefire (~$10,000 for the ammunition alone).

Since I religiously check the status of my pistol each day before dryfiring, I will also have completed 1,000 repetitions of correctly determining the load status of my firearm. My procedure for doing that has become completely automatic. I notice it when I go to the range or a gun shop and someone hands me a pistol; I don’t even think about checking it, I just do in a sequence.

On another level, I learned to plan ahead, develop a list of options, and then decide which option to implement in the moment. All of the above regimens have some training aid readily available in my dryfire practice area. For example the TPC dot target and 12 shot drill are two of the targets I have hidden behind a novelty sign in my practice area. The LAPD Bonus Course, Ill-Annoy Police Qual, and FAM TPC are recordings on my phone and in my computer. Defensive Pistol I is a sheet I have on a clipboard in the area.

For each regimen, I developed the material ahead of time. Then I set it up so I had immediate access to the target, the recording/sheet, or both. This is John Boyd’s true legacy to us about tactics, drawn from the Aerial Attack Study, not some nearly incomprehensible diagram and touchy-feely misinterpretation about outwitting our enemies in the moment.

By having an already developed group of options, we can pick from them and execute immediately even when we are tired, stressed, or simply don’t know what else to do. Getting into the habit of thinking ahead of time, developing options, and then simply picking from the list when needed has been a powerful learning experience for me.

Having a list of options doesn’t preclude me from adapting and improvising for the situation. I don’t have a set regimen for practicing with my flashlight. Instead I pick one of my regimens and do it with a flashlight.

Philosophically, making the commitment to follow a daily process of repetition and desire for excellence has been the most valuable part of the 1,000 Days. Periodically, people ask questions like “Are you really planning to do this for 1,000 Days straight? Although I generally respond with a simple ‘Yes,’ there’s a lot more to it than that. Aristotle said:

We are what we repeatedly do. Excellence, then, is not an act, but a habit.

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That applies in many areas of life. While I was developing some sales tools for real estate agents and other salespeople, a friend commented that her firm already had a training program and tools for their people. She said that many of the salespeople didn’t use them though and were always looking for something new or ‘cool’ or simply improvised on their sales calls. Doing so tended to produce mediocre results because they were always improvising.

Improvisation is overrated.

–William Aprill

The really successful salespeople followed the company program and used established tools. As a result, they closed a lot more sales using a limited set of tools and techniques. They had practiced extensively (every sales call is a practice) and could use a small set of tools and techniques to a high standard of excellence.

Bruce Lee is reported to have said:

I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced one kick 10,000 times.

Colonel Boyd provided us with an example of how right Lee was. Boyd’s reputation as ’Forty Second Boyd’  [Coram, p 88] was gained through his ability to perform one single aerial maneuver with the F-100 fighter better than anyone else in the world. During his years as an instructor at the USAF Fighter Weapons School, he was never bested and only was only flown to a ‘dead heat’ once. He had pushed and tested the F-100 to its absolute limit on one aerial braking maneuver over and over again until he could slow the aircraft several hundred miles per hour in a matter of a few seconds. His opponent, unable to replicate or defeat the maneuver, would then unintentionally fly past him. Boyd would then regain his speed and get on the opponent’s tail, radioing the kill signal “Guns! Guns! Guns!”

There’s a lesson for us from ‘Forty Second Boyd.’ The real estate phrase ‘location, location, location’ can also be paraphrased as ‘repetition, repetition, repetition’ when we need to prepare ourselves for action and achievement.

Part I

Part II

Part III