Episodes
Monday Oct 16, 2023
E296 | Lisa Feldman Barrett: Rethinking Emotions in Leadership and Life
Monday Oct 16, 2023
Monday Oct 16, 2023
The job of scientists is a tough one - to take complex, multifaceted, messy concepts, and do their best to simplify them in a way that is understandable and digestible to the general public.
However, today’s guest, Dr. Lisa Feldman Barrett, warns that if something is too simple, we probably shouldn’t believe it. Especially when it comes to human behavior and emotions, there’s nothing simple about it - because variation is the norm - not averages. And in today’s episode, Dr. Barrett explains exactly why that is and how it should change the way we view and approach our interactions.
Dr. Barrett is among the top 1% most cited scientists in the world for her revolutionary research in psychology and neuroscience. She is a University Distinguished Professor of Psychology at Northeastern University, and she holds appointments at Harvard Medical School and Massachusetts General Hospital, where she serves as Chief Science Officer for the Center of Law, Brain and Behavior. In addition to the books 7 ½ Lessons About the Brain and How Emotions Are Made, Dr. Barrett has published over 260 peer reviewed scientific papers.
Not only do we dive into the scientific research that disproves the way many of us have been led to view emotions, Dr. Barrett also does a phenomenal job of speaking to these concepts in a way that helps us apply it to our daily lives. Specifically, we address
- “The Great Man Theory” - why there is no one-size fits all approach to emotions and what they mean
- How understanding emotional constructs on a deeper level can make people more adept at navigating social situations
- The physiological and psychological processes of how we give meaning to our emotions
- Specific instances where knowing this information can directly influence life outcomes for you and those you impact daily
Referenced Resources:
Website: Lisafeldmanbarrett.com
Book: How Emotions Are Made
Book: 7 ½ Lessons About the Brain
TED Talk: You Aren’t At the Mercy of Your Emotions
Research Article: Knowing what you’re feeling and knowing what to do about it
We are long time fans of Dr. Barrett’s work at AoC. One of the main places we use her research is in our approach to our speaking engagements and live events. If you’d like to learn how you can do the same, and get live practice and feedback doing so, check out our upcoming Speaker School - our last live event of the year - held on November 4th & 5th in Phoenix, AZ. This live 2 day experience not only gives you the knowledge you need to understand your audience and speak to them in a way they understand, but provides you with a safe environment to fail, one filled with people who want you to succeed, and are there to give you the feedback and encouragement you need to take steps forward. There are only a few spots left, so secure your spot today!
Today’s episode is brought to you by AG1: Are you looking to take your first step to living a healthier lifestyle? AG1 has you covered from all aspects of nutrition. Packed with 75 high quality vitamins, minerals, whole foods, sourced superfoods, probiotics and adaptogens. All of which support gut health, your nervous system, your immune system, recovery, and focus. Go to drinkAG1.com/coach for a free one year supply of immune supporting vitamin D and five free travel packs with your first purchase.
Monday Oct 09, 2023
Monday Oct 09, 2023
If there was anything you could talk about for hours on end, what would it be? Maybe it’s a hobby, your work, the people you care about, or your favorite memories - it could be anything!
Now imagine if someone told you they wanted you to speak on that topic, but they only give you 45 minutes to do so. They also don’t tell you anything about who you’re speaking to (outside of maybe their profession or field), or give any more specific clarification on the goal of the presentation.
How would you widdle that down? How would you know which information to include and what to leave out?
As someone who’s been speaking for over a decade, I can honestly tell you that this circumstance happens more often than you might think. That’s why today’s quick hitter - the first of a series on public speaking - covers some baseline principles, tips and strategies on how to handle this situation or others like it, specifically:
- How to increase the clarity and specificity of your topic (2:55)
- Which research is necessary for an effective presentation (7:00)
- Two easy-to-remember guidelines to help you prioritize information (17:10)
- A straight-forward list of questions to ask yourself to ensure you get your message across and make the impact you want on your audience (19:45)
Referenced Resources:
Speaker School - This live 2 day experience not only gives you the knowledge you need to create a logical and clear presentation, but provides you with a safe environment to fail, one filled with people who want you to succeed, and are there to give you the feedback and encouragement you need to take steps forward. Join us in BEAUTIFUL Phoenix, AZ on November 4th & 5th. There are only a few spots left, so secure your spot today!
1:1 Mentoring - If you’re looking for the reps, practice, and feedback we offer at Speaker School, but you can’t make the live event, no sweat! Submit this form today to learn more about our for 1:1 mentoring. We work with growth minded individuals like you who are looking for accountability, feedback, or guidance as you strive to take steps toward your goals. To find out more about our areas of expertise, simply submit the form above for a free discovery call, or reach out to us directly at info@artofcoaching.com.
Monday Oct 02, 2023
E294 | Why Do I Freeze Up?: How to Handle Stressful Situations Like a Pro
Monday Oct 02, 2023
Monday Oct 02, 2023
“I don’t know. I just froze up.”
Have you ever just “frozen up” in a really important situation? Maybe you clammed up in a team meeting, forgot the opening to your presentation, or didn’t know how to respond in a social conflict. Maybe your mind just went blank, you started rambling nonsense, or you kind of just stood there, nodding your head.
Freezing can look a variety of ways on different people. But no matter what it looks like, the costs can be high - a lost opportunity, a strained relationship, or a hit on your own mental health.
If you’ve ever experienced something like this or if you know someone who has, this episode is for you. Today, we explore the science behind what is happening in our brain and body when we freeze, what it can look like, some root causes behind the response, and a few very TACTICAL AND PRACTICAL approaches you can use to combat this occurrence.
Specifically, we dive into:
- The scientific definition and what is happening in the brain during a “mom’s spaghetti” moment (7:10)
- The first step to addressing this response and the specific questions you should reflect on to help you identify potential root causes (14:40)
- How to train freezing out of you (21:10)
- 3 key performance indicators (KPIs) to track your progress as you practice (32:10)
Referenced AoC Resources:
E207: How Perception Impacts Communication & Relationships
E289: How To Get Someone To Quit Interrupting You: Considerations & Strategies
Conscious Coaching: The Art and Science of Building Buy-In
Apprenticeship - This is an intimate 2-day leadership and communication development workshop. This small group event allows for tactical and hands-on experience, providing you with feedback you can instantly go and apply to situations in every area of your life, improving your adaptability in social situations.
Speaker School - This live 2 day experience not only gives you the knowledge you need to create a logical and clear presentation, but provides you with a safe environment to fail, one filled with people who want you to succeed, and are there to give you the feedback and encouragement you need to take steps forward. Join us in BEAUTIFUL Phoenix, AZ on November 4th & 5th. There are only a few spots left, so secure your spot today!
Research Articles:
Freezing in response to a social threat: a replication
Fear and anxiety: animal models and human cognitive psychophysiology
Changing Fear: The Neurocircuitry of Emotion Regulation
Human freezing in response to affective films
Incident experience predicts freezing-like responses in firefighters
Today’s Episode is Brought To You By:
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BetterHelp: Today’s episode is brought to you by BetterHelp. At some level, we all struggle with unexpected challenges in life. BetterHelp is an accessible, convenient, private, and affordable therapy option to help you look at your problems a little differently, feel less stressed, and gain confidence. Visit BetterHelp.com/AOC for 10% off your first month.
Monday Sep 25, 2023
Monday Sep 25, 2023
Life transitions are often some of the most difficult experiences for people to work through. Whether you’re facing a career change, a personal evolution, a shift in your health or relationships, or moving to a new home, change requires the skill of adaptability.
In today’s episode, our guest, Jesse Williams, reflects on the life experiences that helped him hone his skill of adaptability, and reveals the wide variety of areas where that skill became the lynch pin of his success.
Although Jesse would describe himself as a washed up athlete, he is anything but that. Growing up on the south-side of Brisbane, Australia, he rose from playing for the local football team to moving to America, playing as a powerful anchor on the defensive front at Arizona Western. There, his exceptional skills led him to become America’s top recruit, earning him a position at the University of Alabama, where he played a vital role in securing two National Championships. Defying all expectations, Jesse was drafted to the Seattle Seahawks, becoming the only Australian to win a Super Bowl. A husband, father, and coach, Jesse now speaks worldwide about his journey as an athlete and cancer survivor, working to provide opportunities for the next generation and using football as the catalyst.
Despite the fact that Jessie talks a lot about sport, and a good bit about strength and conditioning, at its core, this episode is about transitioning into different cultures, finding yourself throughout the process, and learning how to take your platform and use it for something bigger than yourself. Some of the specific topics we get into are,
- The childhood adversity that laid the foundation for his success (12:20)
- The life transitions that forced him to become a better communicator (19:45)
- Specific skills that transferred from being an athlete to a coach and entrepreneur (32:20)
- The lessons he learned from the coaching staff at Alabama - what it means to “do your job” at the highest level (39:20)
About Jesse/ How to Support His Cause:
Link Tree - find information on Gridiron Australia and speaking requests here
X - @GridironAust
Referenced Resources:
Ask us anything! Go to artofcoaching.com/question for anything you’d like us to speak on or if you’d simply like us to help you get started finding the answers you’re looking for!
Podcast E266: How to Find Your Voice & Get Out of Your Head
Art of Coaching Staff Development:
Consistent professional development is a non-negotiable if we want to perform and stay relevant in our field. And as the leader of a staff or department, we do our best to promote an environment of consistent growth and high performance in all areas - both in technical skills and on the interpersonal side of things. However, despite our efforts, organized and routine continuing education often gets pushed down the priority list when compared to all the other responsibilities we have on our plates. That’s why we at Art of Coaching have created a virtual staff development program, which is tailored to the needs and goals of your staff and department.
This program is NOT just an inspirational, “rah rah,” type of experience. Specific and customized to your mission and values, we provide you and your staff with educational resources and guide you through discussion, tools, and strategies you can use to grow together in the areas of building trusting relationships, becoming better communicators, and strategically approaching hard conversations. Reach out to us HERE for more information.
Monday Sep 18, 2023
E292 | Entrepreneur Essentials PT3: How to Create When You’re Short On Time
Monday Sep 18, 2023
Monday Sep 18, 2023
Over the last two episodes we’ve covered the essentials of entrepreneurship with topics like: how to set up your LLC & finances, identify your key differentiator and do audience research.
On this final episode of the series, we’re going to discuss how to create and market your first (or next) product.
For many, this can be an overwhelming and frustrating process- especially when you’re already short on time and busy comparing yourself to all the other “creators” out there.
But creating a great product or service doesn’t require fancy tools or software. In fact, the simpler the better. In today’s episode we cover:
- How to get out of your own head when creating something new
- Creating a great product when you’re short on time & money (tools / software)
- Successful launch strategies for promoting your product
- What to do if your product or launch fails
Referenced Episodes:
Entrepreneur Essentials PT 1: Where To Start & Mistakes To Avoid
Entrepreneur Essentials PT 2: Putting Your Idea Into The World & Getting Feedback
5 Big Lies We Tell Ourselves That Hinder Our Process
References Resources:
How To Get Over Imposter Phenomenon (Download)
Advice For New Coaches (Download)
Clarity Webinar (Finding Your Differentiator)
Online Course: Blindspot Build your brand and business the right way! Watch this video to learn about what this life-time access course has to offer!
If this episode gave you useful information and you want more, we have you covered! Sign up for our upcoming BRAND BUILDER WORKSHOP. In Phoenix, AZ October 7th & 8th, 2023, this interactive event will give you access to myself and other members of the Art of Coaching team. We will give you the time, attention, and resources you need to vet your ideas and feel confident in the next steps you need to take to be successful. You won’t get this kind of experience anywhere else AND SPOTS ARE LIMITED so sign up today to get the results you're looking for!
Sponsors:
Today’s episode is brought to you by AG1. For those of us who juggle busy lives, being able to get your daily vitamins and minerals is not always easy. It doesn't matter what your morning routine consists of, sometimes you’re just on the go and you have to sacrifice the important for the urgent. That’s where AG1 comes in. Packed with 75 vitamins, minerals, and whole food sources, AG1 is what you need to stay on track and accountable to a healthy lifestyle, despite the chaos. Get a FREE 1-year supply of immune supporting vitamin D and 5 FREE travel packs with your first purchase by going to drinkAG1.com/coach.
Monday Sep 11, 2023
Monday Sep 11, 2023
What is it that you want to put out into the world? What are you good at? What are the questions that you get over and over again, and honestly, you’re a little tired of answering?
The answer to these questions is your “zone of genius,” and it’s the best place to start when it comes to product or service development.
Today’s quick hitter focuses specifically on a proven business strategy that will help you make your first moves toward successful entrepreneurship. The main points include:
- How to get the feedback you need to start creating your offering(s)
- The self-limiting behaviors to look out for that could keep you from moving forward
- The data points you need to look at when evaluating your first iterations
- How not to respond to your first results
Referenced Resources:
E290: Entrepreneur Essentials PT 1: Where To Start & Mistakes To Avoid
Art of Coaching Upcoming Events Calendar
1:1 Mentoring - We offer various mentoring options personalized to your industry and goals, covering topics such as discovering your niche, clarifying the next steps in your career, finding your voice as a leader, navigating power dynamics, gaining confidence in negotiating and so much more! To learn more about this opportunity, click below to schedule a call with an Art of Coaching™ team member: Free discovery call
Online Course: Blindspot Build your brand and business the right way! Watch this video to learn about what this life-time access course has to offer!
If this episode gave you useful information and you want more, we have you covered! Sign up for our upcoming BRAND BUILDER WORKSHOP. In Phoenix, AZ October 7th & 8th, 2023, this interactive event will give you access to myself and other members of the Art of Coaching team. We will give you the time, attention, and resources you need to vet your ideas and feel confident in the next steps you need to take to be successful. You won’t get this kind of experience anywhere else AND SPOTS ARE LIMITED so sign up today to get the results you're looking for!
Today’s episode is brought to you by Goodr. If you’re anything like me, searching for a decent pair of sunglasses is a real headache - literally. The truth is, I have a massive noggin, and finding something that fits AND doesn’t look ridiculous is more difficult than I would prefer. That’s why we’ve partnered with Goodr - your top resource for high-quality, affordable sunglasses that are durable, polarized, and don’t look ridiculous! At only $25.00 each, you can find the perfect pair to fit your needs (and your noggin) and get FREE SHIPPING by using code AOC at checkout or by using THIS LINK.
Monday Sep 04, 2023
E290 | Entrepreneur Essentials PT1: Where to Start and Mistakes to Avoid
Monday Sep 04, 2023
Monday Sep 04, 2023
As a business owner, author, and someone who has gone through a career transition, I often get asked by others - “how did you do it?”
This simple question has paved the way for some of our most popular services at Art of Coaching - our Brand Builder live workshop and our group mentorship The Coalition - because there are so many things that go into the answer. It’s a complex subject that requires so much more than the 10X Tips & Hacks you see all over social media.
However, there are some simple yet critical things that if you don’t get them right, nothing else matters. And those are the things I cover in today’s episode. Specifically, I’ll speak on:
- How to get ruthlessly clear about what it is you do, establishing your niche (8:15)
- How to identify who your competitors are and aren’t (12:20)
- The start-up costs you’ll need to consider (20:20)
- The consequences of not owning your digital real estate (27:50)
Referenced Resources:
E193: What To Charge For Your Time & Expertise: A Deep Dive
E259: Understanding and Overcoming Perfectionism
Free Download: How To Overcome Imposter Phenomenon
If this episode gave you useful information and you want more, we have you covered! Sign up for our upcoming BRAND BUILDER WORKSHOP. In Phoenix, AZ October 7th & 8th, 2023, this interactive event will give you access to myself and other members of the Art of Coaching team. We will give you the time, attention, and resources you need to vet your ideas and feel confident in the next steps you need to take to be successful. You won’t get this kind of experience anywhere else so sign up today to get the results you're looking for!
Sponsors:
Today’s episode is brought to you by AG1. For those of us who juggle busy lives, being able to get your daily vitamins and minerals is not always easy. It doesn't matter what your morning routine consists of, sometimes you’re just on the go and you have to sacrifice the important for the urgent. That’s where AG1 comes in. Packed with 75 vitamins, minerals, and whole food sources, AG1 is what you need to stay on track and accountable to a healthy lifestyle, despite the chaos. Get a FREE 1-year supply of immune supporting vitamin D and 5 FREE travel packs with your first purchase by going to drinkAG1.com/coach.
Today’s episode is also brought to you by BetterHelp. Therapy is a powerful tool for enhancing self awareness and understanding. Sometimes we can be unaware of our own desires and motivations, our wants and needs, and talking to a professional can help us gain valuable insights. We all know that leadership and coaching can be incredibly fulfilling, but it can also be challenging. It can lead to compassion fatigue and moments where we feel overwhelmed trying to help so many people to the best of our ability. When you're constantly giving yourself to others, it's easy to forget you also need to take care of your own needs. Luckily BetterHelp is here to help. Go to betterhelp.com/aoc today.
Monday Aug 28, 2023
Monday Aug 28, 2023
Today’s archetype: The Interrupter
Maybe you know someone like this or maybe you are “The Interrupter” yourself.
Either way, we all know the type - in meetings, conversations, and debates, they are constantly cutting others off, becoming a distraction, dominating the discourse, and/or stifling any sort of collaboration. And often, it comes off negatively, as if they are just looking for attention.
But it’s not always that simple. Sometimes interrupting can simply be a strategy for achieving basic human needs - to be heard, understood, valued, and validated.
Today’s episode is all about how to manage The Interrupter in a variety of contexts. Some of the specific considerations and strategies I cover include,
- Possible root causes for the behavior (6:30)
- How to handle it when someone interrupts you (13:30)
- The WRONG ways to handle it when someone interrupts you (24:10)
- Times or contexts in which interruptions are actually appropriate (27:05)
Referenced Resources:
In Phoenix, AZ October 7th & 8th, 2023, this interactive event will give you access to myself and other members of the Art of Coaching team. We will give you the time, attention, and resources you need to vet your ideas and feel confident in the next steps you need to take to be successful. You won’t get this kind of experience anywhere else so sign up today to get the results you're looking for!
Speaker School - This event is all about live practice, repetition, and feedback. The Art of Coaching team will help you refine and practice your speaking skills, and gain the confidence you need in high stake situations to help ensure your message is getting across to those who need to hear it.
Apprenticeship - This is an intimate 2-day leadership and communication development workshop. This small group event allows for tactical and hands-on experience, providing you with feedback you can instantly go and apply to situations in every area of your life, improving your adaptability in social situations.
Transcripts: If you haven’t noticed, we’ve been chipping away at posting all our podcast episode transcripts on our website (here’s an example of E269: How To Ask Better Questions). However, it’s taking time! So if you would like the transcript to this or any other episode that is not posted yet, please reach out to us at info@artofcoaching.com, and we’ll get it sent directly to you.
E240: The 4 Styles of Communication
My new book: Be the first to access updates and resources
Mentoring Opportunities - 1:1, Group Setting, or Staff Development
If this episode was helpful, please do us a favor and leave us a review on iTunes and share the episode with anyone else you think would benefit from it. This helps us more than you know, and we can’t thank you enough for your time, effort, and support! And, as always, if you have any questions or specific topics you’d like to hear about, reach out to us at artofcoaching.com/question.
Monday Aug 21, 2023
Monday Aug 21, 2023
Real connection is just as essential to our wellbeing as a healthy diet and exercise, if not more.
Don’t believe me? Check out this article, showing that loneliness poses health risks as deadly as smoking.
Need more real-life evidence? Listen to today’s episode, where James Reid (J.R.) opens up about his struggles. On the outside, he had it all figured out - money, a dream job working with professional athletes, and a growing family. But on the inside, he was singing a very different song, and the thing he needed to snap out of it wasn’t what you might expect.
J.R. is an International Peak Performance Strategist, Podcast Host, and Author who, since 2005, has helped pro athletes, public figures, and leaders excel in their pressure-packed careers while confidently upgrading their health and relationships. His clients include elite professional athletes, Fortune 500 executives, and Award-Winning Entrepreneurs.
After a life-altering car accident gave him a major wake-up call, J.R. devoted himself to mastering human performance and showing up bigger for his wife and three kids. As a result, he’s been featured by Focus on the Family and New York Times Best-Selling Author, Michael Hyatt. J.R. also co-authored the book W.O.W. Factor: How Defining Words Can Define Your Life.
Today’s episode covers some specific lessons that can be applied to many areas of life, including:
- How to employ constraints to make purposeful progress toward your goals (27:40)
- How to use struggles and adversity to benefit you in the grand scheme of life (31:10)
- The one thing he needed (that we all tend to avoid the most) that would have pulled him out of the downward spiral earlier (44:35)
- How we can better show up for our friends and loved ones (1:01:30)
How to Connect with J.R.:
Website | Podcast | LinkedIn | Instagram | Facebook | Twitter
Art of Coaching Announcements & Sponsors:
Our final live event of 2023 is the Art of Coaching Speaker School. This live 2 day experience not only gives you the knowledge you need to create a logical and clear presentation, but provides you with a safe environment to fail, one filled with people who want you to succeed, and are there to give you the feedback and encouragement you need to take steps forward.
The 2023 Edition of Speaker School is right around the corner - November 4th & 5th in Phoenix, AS - and spots are limited so we can give each individual the repetition and attention they need. So don’t wait - sign up today HERE.
You can stay up to date on all our live events & latest resources by signing up for our newsletter!
Today’s episode is brought to you by AG1. For those of us who juggle busy lives, being able to get your daily vitamins and minerals is not always easy. It doesn't matter what your morning routine consists of, sometimes you’re just on the go and you have to sacrifice the important for the urgent. That’s where AG1 comes in. Packed with 75 vitamins, minerals, and whole food sources, AG1 is what you need to stay on track and accountable to a healthy lifestyle, despite the chaos. Get a FREE 1-year supply of immune supporting vitamin D and 5 FREE travel packs with your first purchase by going to drinkAG1.com/coach.
Monday Aug 14, 2023
Monday Aug 14, 2023
We’ve all been sold bad advice about our “wellness” by so-called experts looking to make money and commoditize our confusion.
That’s why in today’s episode, Adam Bornstein and I create some sense out of the diet and fitness myths out there - the things that you are told over and over again you have to do in order to be successful in losing weight, losing fat, building muscle, or living a healthy life.
Adam Bornstein is a New York Times bestselling author and award-winning writer and editor, and the author of You Can't Screw This Up. He is the founder of Born Fitness and Pen Name Consulting, and the co-founder of The Pump with Arnold Schwarzenegger. For the past 20 years, Bornstein has been “the trusted voice in health” as the Fitness and Nutrition editor for Men’s Health, Editorial Director at LIVESTRONG.com, and a columnist for SHAPE, Men’s Fitness, and Muscle & Fitness.
Bornstein has worked as a nutrition advisor for LeBron James, Cindy Crawford, Lindsey Vonn, and Arnold Schwarzenegger. He’s the former Chief Nutrition Officer at Ladder and former Vice President of Nutrition for FitOn. His work has been featured in dozens of publications, including The New York Times, Fast Company, ESPN, and GQ, and he’s appeared on Good Morning America, The Today Show, E! News, and The Cheddar.
Beyond wellness, diet, and behavior change, Adam has so much more to offer - so we shift gears and talk about his work life. Specifically, we dive into -
- Why we struggle to stay healthy even when we have all the necessary resources (5:00)
- The novelty bias - what it is and how it stops us from reaching our goals (24:20)
- The one question you need to ask yourself before you can change your life (42:00)
- Specific tools & strategies Adam uses to manage his life and responsibilities (1:00:30)
How to connect with Adam:
Website: Bornfitness.com
Latest Book: You Can’t Screw This Up
IG: @bornfitness
LAST CHANCE - Sign up for The Apprenticeship Communication Workshop in New Jersey today!
On September 9th & 10th, The Art of Coaching team will be partnering with Myokinetix Physical Therapy & Performance for our LAST Apprenticeship of 2023. If you are unfamiliar with The Apprenticeship, it’s a highly interactive 2-day workshop that steps out beyond the boundaries of typical conferences and seminars. This isn’t a “rah-rah,” motivational, death by powerpoint event. On the contrary, by attending, you’ll experience the practice, coaching, and feedback you need to truly improve in the areas of communication, leadership, and building trusting relationships. And on top of that, you’ll earn 1.8 CEUs for 18 hours of continuing education. Sign up today to develop the skills necessary to help you strategically approach any conversation. We’ll see you there!
Today’s episode is brought to you by Goodr. If you’re anything like me, searching for a decent pair of sunglasses is a real headache - literally. The truth is, I have a massive noggin, and finding something that fits AND doesn’t look ridiculous is more difficult than I would prefer. That’s why we’ve partnered with Goodr - your top resource for high-quality, affordable sunglasses that are durable, polarized, and don’t look ridiculous! At only $25.00 each, you can find the perfect pair to fit your needs (and your noggin) and get FREE SHIPPING by using code AOC at checkout or by using THIS LINK.