The Negotiation

By Ryan Berry

You walk into the boardroom and immediately see that you are outnumbered.  You have been preparing for this meeting for weeks and the final decision will be made today.  If they award you the business, the rest of the year looks like a cake-walk for you.  If they decide to go with another firm then all the hours of work you have put into this potential deal has been all for not.  It is a stressful situation for you (to put it mildly) but you have a service that they need and you are super prepared for the final sales call.  Knowing that keeping your composure could be the key to everything, you revert back to your instincts that have been sharpened by Marcello Monteiro at the Indianapolis Jiu Jitsu Coach, BJJ Academy…

The meeting kicks off and you bow to your opponent with some brief rapport.  Not a lot of pleasantries exchanged, however, as you are immediately taken down and pull them into your closed guard.  You can tell that you have some enemies in the room at this point, and that they have some concerns.  The way that you address those concerns will determine the future of the relationship, the future of the business.  They waste no time in going for the submission, bringing up competitors of yours, their pricing and locality and value provided.  You know they have put the business out for bid, who in their right mind wouldn’t?  You also know that your organization and theirs is a great fit, that you can add value to the bottom line of their business, and that these concerns would be coming.  You just had no idea that they would come so quickly and so harshly.

You keep your composure at all times, and defend.  After all, you are prepared for this.  Countless hours of preparation have been invested in this.  You field their concerns accurately, adequately, and concisely, and you don’t say anything more than you have to at this point.  You are regulating your energy.  The onslaught of attacks keeps coming, and you defend…defend…keep your arms in close, play tight, allow no gaps, protect your neck and protect your back.  You know that eventually they will have to gas out, hopefully by that time you will still have something left in the tank.  Mentally you are in a better place while all of this is occurring, far away from the mats under this mahogany table…   

Finally, their attacks subside.  You reverse the position by emphasizing what makes your firm unique.  You accent the value proposition that you bring to the table that your competitors don’t.  You see in their faces the realization that they have made a costly mistake, one that could cost them the entire match.  They talked the whole time, today and throughout this entire process, while all you did was listen.  They finally realize that you wouldn’t have even shown up to this tournament had you not been prepared and fully expecting your hand to be raised in the end.  Silently, politely, and with a sincere smile of appreciation on your face, you reach your hand across and get a deep grip on their cross-collar and pull, they tap out almost immediately, unable to breathe with their energy completely exhausted.  You won the business, and got it at the pricing and profit margin you needed to make this partnership a win-win scenario for both companies, yours as well. 

There’s still three hours left in the business day.  Plenty of time to replace this win with four more potential prospects and hopefully start training for an eventual fight with one or more of them.  After work and a quick meal you’ll head to see Marcello and your teammates at the Indianapolis  BJJ Coach Academy on South Emerson in Indianapolis for a few hours where you will fight again, this time for fun, however.  There won’t be nearly as much on the line, there.  That activity is just for recreation, yet the way it enhances your thinking and way of life makes it so much more…

The BJJ Scoring System is Very Important at my Indianapolis Jiu Jitsu School

By Ryan Berry
Indianapolis, IN
02/25/2012

 

Brazilian Jiu Jitsu is a game!  Like most games there are points that can be earned throughout the course of the match and often times the winner of the match is determined by those points.  By focusing on points during practice and training you not only gain a ‘big picture’ understanding of the overall game of BJJ but you are also more prepared for success in competition.  Knowing how the points system works and how the game is played helps you to not lose your position, to not make mistakes, and to patiently set up for timely submissions.

At my Brazilian Jiu Jitsu school in Indianapolis, IN,  Marcello Monteiro talks a lot about points.  He has trained champions at all levels by focusing on improving their mental game, which the points scoring system has a lot to do with.  Tonight at the end of the first jiu jitsu class, my Indianapolis Jiu Jitsu Coach had us all circle around and he discussed in detail how we should be aware of what points have been scored in the practice matches between us and our training partner.  He discussed how, by scoring points and leading in the match, we can build confidence in ourselves in the match as well as break our opponents down.  Marcello shared with us a couple of stories about how exceptional purple belts have been able to beat mediocre brown and black belts by playing the points game correctly and not making mistakes.  For instance, a higher ranked belt needs to be well-developed and strong in all positions.  A high ranked guy should not just give up the top position to go into guard, even if he prefers having his opponent in his guard.  By giving up top position they have given up two points in the match.  Those two points could be the deciding factor in the match.  You must play from all positions, for jiu jitsu is a game and you can’t just restart in your favorite position because you prefer it.  You need to develop a game that is well-rounded.  By being cognizant of the points system at all times, you can develop a stronger all-around game.

Here is how the points system works, according to the International Brazilian Jiu Jitsu Federation Rules.  Four points are awarded for a mount position or a back position.  A mount is basically an athlete sitting on his opponent, taking the back refers to wrapping up an opponent from behind with your arms around his torso and your legs wrapped around his waist.  Both of these positions are places that you don’t want to end up on the receiving end of, they both make you very susceptible to discomfort and submissions of all sorts.  They also give your opponent 4 points, the highest number awarded in one single move.

Passing your opponents guard is the primary focus on your mind when inside your opponents closed, open, or half guard.  It moves you from a neutral position to a dominant position.  It is worth three points in Brazilian Jiu Jitsu.

Two points will be awarded when, in a match, you can sweep your opponent, apply the knee on the belly, or get a takedown.  A sweep is when you are on the bottom and you reverse the position, putting yourself on top.  Knee on the belly is exactly what it sounds like, and is a way to neutralize your opponent and is very uncomfortable for them.  A take down is any kind of knocking down your opponent or taking the opponent down on his back.  All of these are worth two points, and these are the kinds of things you should be thinking about when in a match. 

Both gaining points for yourself as well as keeping your opponent from gaining points should be at the forefront of your mind in competition.  You have to condition yourself to think like that, however, by focusing on these aspects of the game in practice.  Marcello, while observing training matches going on, is always calling out things like, “three points,” or “two for the sweep and four for the mount.”  He helps us rookies to understand what is going on while also reinforcing the points system to the more advanced practitioners.  There is much more to the Brazilian Jiu Jitsu scoring system then what I have just briefly outlined in this blog.  You can check it out in more depth for yourself at http://www.bjjcoach.com or at Marcello's Students Handbook.

To Improve, Train with People Better than You

By Ryan Berry

When I go to my Indianapolis jiu jitsu classes at Marcello Monteiro’s BJJ Coach Academy for a variety of reasons.  It helps me fill the time in the evenings when I don’t have plans.  It is an incredible workout.  Coming home after an informative but hard 2 or 3 hours jiu jitsu training makes me feel good about myself, makes me feel tough.  But, I would be remiss if I didn’t also admit that I go there to improve.  Part of the motivating drive that keeps me focused, keeps me consistent, and protects me from burnout is the aspirations of moving up in rank as well as being able to wipe the mat with my peers.  To do that, I must have a competitive spirit, exceptional cardiovascular endurance, muscular and mental strength, and possibly most importantly I will need impeccable technique in the execution of my movements.

It is no secret that to rapidly improve at something you must compete against someone who is your superior in that endeavor.  It doesn’t matter if we are talking about basketball, sales, chess, poker, or anything else you can possibly think of, in order to increase your success level you must model yourself after successful people.  In the sport of Brazilian Jiu Jitsu that means getting dominated by more experienced and higher ranked people than you.  It means getting tapped out, a lot.  It isn’t always fun.  It is, however, always learning experience and is also the fast track to success.  You have to pay your dues, you have to try things, and sometimes you have to learn them the hard way.  By rolling with someone who has more strength, endurance, skill, and experience than you it makes training with people on your own level a much easier match.

I am a white belt at Marcello's Indianapolis Jiu Jitsu school, which is the beginner level of the five belts in adult Brazilian Jiu Jitsu.  People are generally at the white belt level for 1 to 2 years (possibly longer) before they move up to the next rank, that of blue belt.  The difference between white and blue belt is a pretty wide gulf.  I have heard it said that it is the largest gap between any of the two belts.  White belts are green.  They are learning things each day, but lack the necessary repetition needed to commit the lessons to a level of comfort.  Blue belts, by the time they reach that rank, generally have their cardio where they need it to be.  They have been in many situations in the sport and have a good “big picture” understanding of the overall game.  They know more jiu jitsu moves.  Sometimes, they get the opportunity to train against their next level up, the purple belts.  A blue belt doesn’t get defeated much by white belts, and shouldn’t, especially due to the integrity of Marcello’s Indianapolis Jiu Jitsu curriculum (which you can learn more about at http://www.bjjcoach.com .  What a blue generally gains from rolling with a white (in addition to the self-esteem boost, and the exercise) is the opportunity to coach, to teach.  In this way, they notice and focus on more details of the positions, becoming one step closer themselves to mastering the moves and moving up again.

Call me a glutton for punishment, but I prefer to roll with the blue belts.  They are more patient, more focused, more meticulous in their actions.  I don’t score many points against them but it teaches me a lot and toughens me up.  I feel that my progress is accelerated by getting demolished by them on a regular basis.  Then I’ll get paired up with someone more my own experience level and I’ll get to have a little fun of my own.  There is certainly a high price to improvement, but well worth it.

The Indianapolis Jiu Jitsu Coach Brand

By Ryan Berry
Indianapolis, IN

Back in the old west they used to have a saying, “we ride for the brand.”  It was a phrase used by and referring to cowboys.  It had to do with loyalty, commitment…and it was gravely serious.  In its literal sense the brand was the mark of a certain ranch and its ownership.  It was a symbol.  It could have been a circle with an X inside, for instance, or an upper case R.  These symbols would be formed on a metal stick, which would then be heated up red hot and burned into a steer, tagging it, marking it as part of the herd that the cowboys on the drive were responsible for.  In its figurative sense, to the cowboys it meant camaraderie.  It meant watching out for each other.  Not every cowboy on the cattle drive or on the payroll was always best friends, individually, but they always had each other’s backs.  They could count on each other to get the job that they signed on for done.  The phrase, riding for the brand, summarized the character of the men and the ideals that they lived up to.

At the Indianapolis Jiu Jitsu Coach Academy on Emerson Ave. in Indianapolis, Indiana, we student athletes ride for the brand as well.  In this case, as well as the case of the old west, the word ‘brand’ is a pun.  Professor Marcello Monteiro, owner of the Indianapolis school, has built quite a reputable brand (word used in the business sense) in the jiu jitsu world through hard work, strong leadership, and success in competitions.  His aggregate brand that he has built includes his home gym, his curriculums, associate academies across the country, and the extensive website www.bjjcoach.com as well as other things.  The Marcello Monteiro Brand of Brazilian Jiu Jitsu is known worldwide and has developed Indianapolis Jiu Jitsu champions at all levels.

In the literal sense, Marcello’s BJJ Coach Academy has a brand as well.  It is posted all over the website that you are probably reading this on.  It is red and black, a circle with an ‘M’ above a triangle inside of it.  This brand is not burnt into the haunch of any animal; however it is permanently tattooed on several people’s bodies.  Permanently inked or not, what it does represent is held sacred by the people who have it embroidered into the shoulders and left breast of their gi.  It is the symbol of our BJJ lineage, our community, our commitment, and our efforts we have put forth within the sport.   

Not everyone who trains at Marcello’s Brazilian Jiu Jitsu Coach Gym are the best of friends individually either, similar to the cowboys.  But we have all signed on for a common good.  We learn together, sweat together, there is some inadvertent bruising and blood occasionally, but we are all there to stay in shape and improve our techniques.  The community of individuals there helps each other with those positive improvements.  It is a great Indianapolis Jiu Jitsu  team to be a part of.  It is safe to say that Marcello Monteiro has built a very strong brand, and much like the cowboys of the old west, we ride for it.


                              Our Indianapolis Jiu Jitsu Coach training after a Brazilian Jiu Jitsu Seminar in West Virgina