Execute!

By Jon F. Merz

Let’s talk about complacency.

I found a definition online that I particularly like: “A feeling of contentment or self-satisfaction, especially when coupled with an unawareness of danger, trouble, or controversy.” This one, for me, really hits home about how dangerous complacency can be. Complacency isn’t something that jumps out of the closet and shouts, “Boo!” and scares the crap out of you. Complacency is subtle. It’s covert. And it’s highly infectious. Think of a creeping vine that slowly and inexorably wraps itself around you, slowly suffocating you until you’re dead. Everything you’ve been working toward, every dream you’ve had, every wish you have yet to fulfill – all of that is destroyed by complacency.

I should know; I’ve been there.

Starting last Fall, I had a series of medical “issues,” that mandated me being scrutinized more rigorously than I had been so far in my life. As a result of the stress and testing, I let my exercise regimen fall by the wayside. Yeah, I was still in the dojo training, but that was about all I was doing. I did this partly because I didn’t know what the hell was happening with my body and didn’t want to exacerbate any issues until I got the all-clear. And the stress of uncertainty weighed heavily on my mind. So I let things slip.

A lot.

By the end of March, I was free and clear. But instead of picking up my exercise regimen again, I continued to let it lapse. And I now had results to show off for my lack of exercise in that I had a few extra pounds around my midsection. (And if you know me, then you know that I gain weight at about the same speed as a glacier moves – so for me to say I put on a few pounds is saying a lot, lol)

I’d grown complacent.

I certainly wasn’t self-satisfied with my level of fitness; and it wasn’t a conscious decision that I made to simply stop exercising. It was complacency’s sneaky, slow march toward shattering all of the self-discipline I’d worked so hard to build and maintain for so many years. That’s why complacency is so dangerous. You don’t often realize you’re in trouble until it’s too late.

Or nearly so.

I’ve done extremely well with my ebook sales since going the indie route in January 2011. Each month I sell thousands upon thousands of ebooks to new readers and established fans. And I’ve been incredibly grateful for that success. But when I started doing the indie thing, I had a goal in mind that I wanted to reach: a certain income level derived passively from sales of my ebooks each and every month. Now, granted, trying to establish analytics and stats on such a new market is daunting, to say the least. And it wasn’t all that possible to know about the ups-and-downs of the market until after I’d been in it for a while.

But I did have a goal.

And here’s where complacency gets even more dangerous. Having infected one area of your life, complacency will then infect other areas as well. The cumulative effect of complacency is simply going through the motions. You might say the right things, you might do the right things, you might play the script, but if you’re not reaching forward and challenging yourself every moment of every day, then you’re inviting complacency to come set up shop. And once there, it can be tough to get rid of.

This past Saturday, I was taking an afternoon nap, as I like to do each and every day. But I was unable to sleep. I kept thinking about that goal I’d had with my ebook sales, I kept drumming over and over in my mind how great it would be to reach that goal and then set an even loftier goal after that. I started taking a long, hard, and honest look back at the preceding ten months.

And what I saw wasn’t all that appealing. I was still writing, I was still selling, and I was still doing well with ebook sales. But I wasn’t trying to break new ground. I wasn’t actively trying to reach that goal.

Then I looked at my overall state of being and realized that as my exercise regimen had fallen into non-existence, so too, had my drive in certain other areas of my life. I was still powering forward in some very important areas, like the development of THE FIXER TV series, but I was really dropping the ball in other areas. And if I wasn’t careful – if I didn’t take immediate steps to remedy my condition – I was in danger of losing all of it.

It’s a hard lesson. There’s no easy way around it. Ego aids and abets the stalking onslaught of complacency by whispering sweet nothings in your ear about how you’re still in shape, or you’re still doing great sales wise, or you still look like you did when you were twenty years old, or that you can still train for six hours, go drink your ass off, and then bounce out of bed the next morning ready to train again.

But the reality of the situation is far different. The mirror that I held up to myself showed the truth as opposed to the soothing falsehood that ego and complacency have tried so hard to drape over me.

So, today started the remedy. I was up at 0500 and went for a run/walk. This is the first time in a long time I’ve gone running.

Have I mentioned before how much I loathe running? I do. I seriously hate it. About the only time I ever loved running was back in the first grade, when right before recess, my buddy Robbie Murphy and I would try to be the first at the door and upon hearing the bell we would blow the doors open, spill out into the recess yard, and zoom around shouting “Moose Cycle!” I have no idea, to this day, what a Moose Cycle is, or if it even exists. But we would tear ass all around that recess yard and laugh every single second of the time we did it.

That was the last time I enjoyed running. In recent years, I usually tell people I only run when I am being chased by overwhelming numbers of foes. But walk/runs have always been part of my routine. So today, I got back out there. It hurt and it sucked and it was a sweaty, steaming pile of goopy mess that finally made it back home here about an hour later. My cats greeted me with a meow that said, “Oh great, you’re home. Feed us, you sweaty bastard and don’t drip in our food bowl.” They’re cats. If nothing else, they can be counted on to not stroke your ego.

I’m also on a new schedule in terms of productivity. I’ve got a plan to reach that ebook sales goal I set for myself nearly eighteen months ago.

Which brings me to the topic of this blog post. We’ve talked about complacency and how dastardly it can be. Now, let’s talk about a possible solution.

Having recognized that I had grown complacent, I had two choices. One was to continue being complacent. I could conceivably continue to not work out and possibly live pretty long life. I could probably continue to sell ebooks as well as I have, bringing out one or two new titles every year. And things would probably be…okay.

The second choice was to take immediate action.

Immediate Action is a term hostage rescue units use to denote the plan they put into effect as soon as they arrive on-scene and have gotten the first briefing of information about what is going on. IAs are usually not perfect; they are rapidly conceived to bring about a fast resolution in case things suddenly go to hell and the bad guys start executing hostages. Immediate Action plans are in effect until the team has had a chance to get better information, set up their own observations posts (usually manned by the sniper teams), and get to grips with every possible variable and plan out a better course of action.

Sometimes, however, the situation demands the IA be implemented; there’s no time to plan things out better. That’s how I was feeling upon realizing what I was letting complacency do to my life. I wanted to take drastic, immediate steps to shake off the yoke of complacency and get back on track.

So I wrote out a new schedule. And now I’ve got my basic route for getting to my goals. I’m looking at it right now – and if I stick to it, my daily output of writing should be around 8,000-10,000 words. I know I can do it, since I’ve done upwards of 16,000 words in a day before. But that level of output wasn’t healthy, frankly, and I burned out after a week. 8k-10k is doable and a good solid output level for me. My day is now highly regimented and I’m channeling my military days to get this thing cranking.

It would have been nice to sleep in this morning. Especially since I only had five hours of sleep last night. And when my alarm went off, I groaned and thought about snoozing for a little while longer. That’s complacency for you. Sneaky. Subtle. Soothing.

Kill it. Kill it dead.

If you’ve been allowing complacency into your life, draw up a plan and execute it. It doesn’t mean you have to suddenly get up and run five miles on a Monday. It might just mean that you have to choose to get up in the first place. Take that first step toward ridding yourself of settling for how things have been. Go outside and walk two hundred yards and then run one hundred yards. Repeat. Make a deal with yourself: for every hill you run down going in one direction, one the way back, you have to run UP those same hills. Use landmarks on the side of the road to measure distance – reach the fire hydrant and then you can walk again. Or maybe push it a little further than that. If it took you twenty minutes to reach the midway point, try to finish in a shorter time. And keep track of what you’re doing so you can see tangible evidence of how you’re moving forward and progressing toward your goals. Keep a journal. I started a new one this morning with my distance, times, speed, and any extra thoughts I had while doing it. Today’s extra thought was this: “God, I hate running.” But the side benefit was that that I wanted to write this blog post and hopefully, you might find it useful.

A lot of people talk about setting goals and how to reach them. The reality of the situation is that there are no short-cuts to doing it. And any journey to reach a goal must inevitably start first with an honest assessment of where you are prior to starting the journey. You’ve gotta be honest, though. Lose the ego and the accolades of past accomplishments. They’re in the past for a reason; they don’t matter in your pursuit of a progressively awesome future. You’ve already reached those waypoints, so instead of looking back, move forward.

Always.

Hollywood likes to show hostage rescue units storming a room while the commander is shouting “Go-go-go!” over their communications headsets. In reality, the word “go” isn’t used. It sounds too much like “no,” or “hold,” and can lead to confusion at a moment when the last thing you want is any confusion. You want a clear, crisp command that your instincts and skills have been taught to recognize as the cue to do what you have been trained to do. “Execute!” is the phrase that is used more often than not. In the same way, make sure your own plan has no room for confusion, no room for maybe, no room for “I’ll do it tomorrow.”

No room for complacency.

Take a few minutes today and think about your own goals. Are you marching ahead to reach them or have you allowed complacency to enter your life like I did? If so, draw up an immediate action plan. It doesn’t have to be perfect; it just has to be a plan that you can refine as you get further into it. Once you have your IA, get yourself into position, feel your heart rate increase, hear the sound of your own breathing, the drumming of your pulse, and then…

Execute!

Have a great week everyone!

How To Cultivate an Asset

By Jon F. Merz

In the world of intelligence, relationship building is one of the most critical skills an operative can possess. As a case officer, handler, [insert term here], you cultivate “assets” by first developing a relationship with your target and then gently steering them into the role you would like them to play. Whether you use them to gain access to someone else, get access to information they turn over to you, or a variety of other actions, you cannot simply approach a would-be asset and kick things off by demanding they perform Action A. That’s a bit like approaching a complete stranger and asking them to sleep with you…without any foreplay.

Over the last two weeks, I’ve been astounded by the number of messages and emails I’ve gotten from people that I either don’t know, or have had one interaction with, that have basically done exactly that: the message opens with someone like this: “Hi Jon, I need such-and-such, so can you do that for me?” The amusing thing about these messages is that, with the exception of one, they have all come from people who study Ninjutsu – itself an espionage-oriented martial art. And yet they have clearly NOT taken the time to understand the first thing about cultivating an asset or building an intelligence network. (Such terms might seem a bit unusual if you’re not in the intelligence community, but think about your own life and your own path to success: you have certain networks around you – especially with social media being what it is. You are, in effect, running your own intelligence network – even if you happen to call it something else.)

So, let’s look at what you need to do to create a relationship and then cultivate that person as an asset.

Here’s the golden rule: don’t ask for something right away. In fact, don’t ask for something until you’ve given something of worth yourself. You certainly wouldn’t walk up to someone on the street and say, “Hey you, go steal the cash register out of that convenience store for me.” (Side note: well, you *could* but you would have to possess an enormous amount of leverage in order to convince them. That’s a subject for another post.) One of the emails I got last week did pretty much that: “Hey I notice you’re using [redacted] so how about telling me how to use it so I can profit from it as well?”

When you approach someone for the first time, you have to be open and honest (or at least give the appearance of being that). If they see you coming with an agenda, they’ll be harder to cultivate. A casual, friendly initial contact is always best – and always approach with a smile. It’s disarming. An email can serve the same function. “Hi, I noticed we have a few friends in common in our networks.” (Friends in common is an good icebreaker and gives you a bit of credence, even superficially.)

Before you make your approach, find out a little bit more about your target. Never go in cold if you can possibly avoid it. Research them. Look at Facebook, Linked In, etc. and build a picture of their life. Then try to find common ground that will help you build a bridge to them. The goal is to make them receptive to your initial contact. If you get the initial contact out of the way, then you can offer something they might find valuable. “Hey, just saw this article and since you’re in IT, I thought you might like it. Hope you’re having a great day!” That’s it.

Once you start a back-and-forth, you can work on expanding the relationship. Ask questions about what they’re working on, how their family is doing, that sort of thing. Everyone likes to talk about themselves, so it’s just a matter of expressing interest with as much sincerity as you can muster to make them feel worthwhile. If you see a Facebook status update that you can comment on without looking like you’re up to something, then by all means do so. Maybe even drop them a message. Have they lost a pet recently? Express sympathy for their loss. Have they gotten promoted? Send them a congratulations. Keep the number of contacts to a minimum – no more than one or two per week. You don’t want to come across as pushy or annoying.

You’ll notice that nowhere in these first steps of building a relationship have I suggested you demand or ask for something. Aside from asking them to connect, you’ve done nothing that takes away from them. All you’ve done is give. You’ve provided them with value. You’ve given them the control, but it’s an illusion of control. Because when you’re cultivating an asset, one of the key ways to bring them to where you need them is to produce a sense of obligation. If they feel like you’ve been such a great friend, then they’ll be more willing (in some cases) to actually want to give you something in return. Most normal people don’t expect their friendships to be one-way streets. That’s exactly what you want them to feel – that it has been to-date, and when you finally ask for something, they’ll be all too willing to provide it.

Bear in mind, this doesn’t work for everyone. Motivations differ from person to person. But it is one technique that works well.

When it comes time to ask for something, do so in a soft-sell manner. Don’t demand. “Well, I’ve given you this-and-this, so give me this.” That’s a turn-off. Craft a nice, complimentary approach that enables you to work in your request without seeming too focused on it. Embed the request rather than focus on it. Bracket it amid other statements, but nothing too distracting. You still want them to see the request. So make sure you don’t ask too many questions in the email or else you’re likely to get everything else answered except what you asked for.

Once you get your first bit of information, you must make sure that you continue the two-way street approach. Don’t keep making demands without giving back. Relationships work in the intelligence community because of this back-and-forth. Usually, it’s a simple arrangement. The asset supplies information and you supply the cash, security, etc. It’s an even exchange. Outside the IC, you have to form a similar relationship. So always be looking to extend value into the relationship. The more demanding the request, the more value you must provide in return. The ratio depends on the target; some people are more giving than others. Some people will be reluctant to part with any information, in which case, you have to reconsider your approach and method of coercion.

I’ve seen three terrible examples of relationship building in recent days: all of them asked me to do something that would have taken time and potentially cost me money. All three requests came with no real relationship in place prior to the demand. In one case, the emailer asked me to give up names of contacts that I have in the film/TV business – information that has taken me years and cost me money to develop. And this was done after a throwaway line about me being successful selling ebooks on Amazon. No real effort put into the email; no effort made at building a relationship or offering anything of value. You can guess what I did with that email.

The Flip Side: Depending on your circumstances and goals, you might actually invert the tactics outlined in this post in order to get something. Take the example I just outlined in the preceding paragraph. If it turned out that the person who emailed me was someone I needed information from, had something of value to offer in return, etc., then I could very easily offer up that information he wanted and immediately get that person indebted to me – which I would then use to extract what I wanted. This works primarily by putting yourself out there as “bait” that people want to be associated with. So, if you are successful and people know that, they may want to connect with you. It’s the inverse of the relationship you’ve been building over the course of this post.

Take the time to build relationships the proper way and you’ll have a pool of people only too willing to aid you as you pursue your goals. Treat your relationships – your “assets” – like plants. They need water, sunshine, fod, love, and caring in order to flourish. Skimp on those things and they’ll wither and die. You won’t have a network and you won’t be successful.

PS: Remember: this is just ONE way to cultivate an asset. There are many others.

Create Your Opportunities

By Jon F. Merz

I was reading a great post by my friend and fellow ninja Chris Penn the other day about taking the long view and how the ninja masters of old would often put things into motion years if not decades prior to them coming to fruition. It got me thinking about a habit I have of creating opportunities and how it mirrors the actions of those same jonin from feudal Japan.

Our society tends to focus on the immediate, short-term, instant gratification. And with the economy being what it is, for some folks, they can only focus on the immediacy of where their next meal is coming from or how they’re going to pay the mortgage this month. I know. I’ve been there.

But even if you are still in a precarious situation, you can still take steps now that may eventually bear fruit. After all, the ninja leaders of old didn’t have a crystal ball they could look into and see which of their plans would eventually work. They had to take steps that ensured no matter what the outcome was, they were positioned to derive maximum benefit and security from it. As Chris wrote in his article, these jonin would often dispatch field operatives years in advance and allow them to work themselves into positions of power where once they were needed, they would be above suspicion.

Imagine doing the same in your life. You put things into motion now – even little things that don’t obviously seem to have much tangible benefit – that might one day play a critical role in your success. I’ve been in the habit for a while now of reaching out to all manner of people whether I know them or not. I make it a point to establish relationships, even if it’s as seemingly superficial as simply saying hello to them. As time goes by, the relationship develops beyond the superficial until I good conversations, talk to them about their lives and their work, etc. Those relationships have led to some pretty amazing opportunities over the years.

When I got started on Twitter and Facebook, this became much easier. I would find interesting people and friend request them or start following them on Twitter. I can remember a conversation I had with someone who asked me why I was following people I didn’t know. My answer was simply, “because I want to know them.” Maybe they had a job that was in an industry I want to penetrate. Perhaps they have friends that I’d like to eventually know. Or maybe they’re extremely accomplished people I admire.

I’m sure this sounds opportunistic and it certainly is. That’s the point. I don’t look at my career and think about tomorrow. I look at my career and think about ten years from now. Twenty years. Forty years. And then I look at the trends and various businesses that I want to get involved with and map a route to actually getting into those areas. That involves social engineering.

Obviously, relationships are a big part of creating opportunities. We’ve all heard the old adage “it’s not what you know, but who you know.” And that’s true…at least to a certain extent.

People often ask why I have the word “ninja” on my website and my personal brand. Is it because I like to think of myself as some dude swathed in black with a sword strapped across my back? Hardly. I use that term to help market myself, knowing the allure the word has, as well as for the very reasons I’ve outlined here: I take the lessons from the old and apply them to the modern world to create my future success.

You can do the same.

Every day, I make a conscious habit of reaching out to someone new that I don’t know. I do some basic research on them – a quick glance through Google is usually enough – and then reach out. Sometimes, the friendship is rejected, but often it is not. And then the process starts. A key aspect is the fact that these are not one-sided relationships; you have be willing to give of yourself as well to really make them work. It might takes years to see something beneficial, and some relationships never bear any tangible fruit at all – although I would argue that interacting with others is its own reward and keeps us all mindful of the larger global community.

Social engineering is just one example of how you can create your opportunities. There are many other ways. I’ve often said that writers need to study the business they’re in and then study any other business tangential to writing. Then look beyond that. Get out of your comfort zone and explore things. You might start to see opportunities long before other people do. A lot of companies try things out in beta and if you’ve got your eyes open, you’ll see a chance to get involved before anyone else. That helps put you in a unique position and can be good for generating buzz, putting you in touch with other people who might prove beneficial, and even selling your products. My good friend Joe Nassise got involved with a new company called unglue.it and they launch today at noon – it’s crowdsourcing to keep one of his novels forever free if they crowdsource enough money. Joe’s one of the first four authors to take part in this and it’s a great opportunity for him. (You can get involved in it by going here.)

The point is, you have the ability to create your opportunities every single day – even when in the midst of the most dire circumstances. Make my habit yours and reach out everyday to someone new; read something you didn’t know about before; watch a show or attend an event you have no current interest in. When you continually open doors, the odds start improving that you’ll eventually find some amazing pathways to explore.

Be like Gregor the Oligarch from the DirectTV commercials. Say it with me in your best Russian accent: “Opportunities…I creates them.” 🙂

PS: TONIGHT at 6pm EST is my amazing virtual author event with Shindig. I’ll be talking to fans, answering questions AND showing an exclusive NEVER-BEFORE-SEEN clip from THE FIXER TV series. It’s FREE but you must RSVP NOW by clicking here.

Playing Ninja

Ninjutsu, to me, isn’t simply a martial art. It’s not simply a way to physically protect yourself and your loved ones. Hatsumi-sensei has said repeatedly that the ultimate goal of ninjutsu is not to become a “meijin” or master, but to become a “tatsujin” or a complete human being. And yet, the focus of most ninjutsu practitioners lies solely within the realm of learning to fight in the dojo. (Of course, such skills are absolutely necessary. And I’d argue that there are plenty of people who need to re-learn how to throw a correct punch.)

But what about real life?

How often do you take the ninjutsu out of the dojo and apply it in other areas of your life? Across the whole spectrum of your existence?

To me, a ninja is one who is able to move at will through any environment or any situation and endure, survive, and even prosper. This means that just practicing fighting is not enough. It means that as a practitioner, you have to constantly and continually push yourself to learn and evolve in all areas of your life – not just on the mat.

For example: do you speak any other languages? Even a smattering of a language? A few key phrases will help facilitate conversation in potential scenarios. It might behoove you to appear as a local instead of an outsider. Knowing how to properly speak even the simplest of greetings in another language might enable you to retain your “invisibility” and not stick out as an outsider.

What about English? Assuming it’s your native tongue, are you well-versed in how to properly write it? Or speak it? Is “like” every other word out of your mouth? How does that make you look to others that you interact with? How do typos in your written communication undercut whatever role you’re attempting to play? In some situations, it might be beneficial to appear less than intelligent, but if you are casting yourself in the role of a professional, a leader, or a teacher, then you should lead by example: the same diligence you practice with in the dojo should also be applied to every other area of your life. If that means breaking out the grammar book and learning the difference between “their,” “they’re,” and “there,” then so be it – that’s what you have to do.

If you’re a man, do you know how to properly wear a suit? Tie a tie? Do you know to button your jacket when you stand and unbutton it when you sit down? Do you know that the tuxedo jacket is never actually supposed to be taken off – regardless of how sweaty you might become doing the Electric Slide at your cousin’s black tie wedding? Can you give an impromptu toast without practice? Do you know how to order wine in a fancy restaurant and properly sample it? Do you know how to surreptitiously tip the Maitre d’ at a restaurant to ensure better service during the meal?

What about your mind? Do you frequently expose yourself to other cultures and belief systems as a way of expanding your consciousness or do you stay fixated and locked in a small prison of your own self-assured prejudices? Does your ego goad you into angry impulses that prompt others to view you as insecure, juvenile, and petty?

Before I studied ninjutsu, I was fortunate to have a mentor whose background was, let’s say, “interesting.” His advice to me, given my path in life at the time, was to develop myself to the point where I could seamlessly move through everyday life without causing any friction – and by friction, he meant knowing what to do and how to act and how to appear such that I never stood out unless I wanted to. The highest level of this development was to become the “gray man,” the man you see on the street or in a hotel or anywhere…and then five seconds later, you can’t remember him.

Think about this scenario: you’re in an upscale restaurant and note that the majority of people there know exactly how to act. They know which fork to use. They know where the soup spoon is. They know how to order wine. They know how to place their napkin if they get up to use the restroom. Most of these people will pass through your subconsciousness and you won’t remember them (unless you’re especially attracted to them or something else causes you to notice them). Because they fit their situation so well, so seamlessly, they are, in effect, invisible.

Contrast this with the guy sitting in the same restaurant with his napkin tucked into his shirt like a bib. Maybe he holds his fork in a fist rather than with his index finger, middle finger, and thumb. Your subconscious mind notices this almost immediately because he is not in harmony with his environment – he’s causing friction and therefore you notice – and remember – him. His invisibility is completely compromised.

When we talk about success, a lot of times people will point to external factors that keep them back from achieving the greatness they seek. But how much of their lack of success is caused internally by creating friction with the world at large? How much of their failure is caused by not being able to blend seamlessly with their environments? Do they know how to talk to a mechanic? What about a CEO?

As ninjutsu practitioners, it is not enough to simply practice kihon happo thousands of times. It’s not enough to practice cutting things with swords and knives or post pictures of bullets and guns on Facebook and proclaim yourself a “tough guy.” If you do that and think you’re practicing ninjutsu, you’re sorely mistaken: you are merely practicing for one eventuality. Ninjutsu demands that the practitioner train themselves to be able to handle ALL eventualities, ALL scenarios, ALL of life. That means that the study of combat is but ONE part of the art itself. The practitioner of the art must take the teachings of ninjutsu out of the dojo and subject themselves to the real world where not everything is solved with a punch or a throwing star or a ranting threat or a Youtube video showing how fast you can draw a sword.

If you read the scenarios and questions above and thought, “Well, that’s not me. I’m never in an upscale restaurant.” Or “I only wear jeans and T-shirts, I don’t need to know how to tie a bowtie.” Or “I don’t need to read up on Muslim culture. Or know about Mayan civilization.” Then unfortunately, you are not practicing ninjutsu. You are playing at being a ninja.

For some folks, that realization might be fine for them. But for those who would say they are truly studying this art, then the realization should be a wake-up call that you need to do more. You need to train more. You need to develop yourself to the point where you are able to slug back a brewski in a blue collar pub and then the next night be able to order foie gras. By expanding your ability to move from situation to situation, scenario to scenario with ease, you will also be expanding your mind and spirit – your consciousness will evolve as well.

And when you are at ease in more situations, you are a far more powerful than one who can only rely on physical action. You transcend the brutality of physical combat and establish yourself as a true warrior, one able to render themselves invisible at will, or stand out as the beacon of light and positive energy that the universe needs more of – you are a fully actualized example of thought, word, deed.

Intelligence Gathering 101

In feudal Japan, the ninja families that conducted covert operations throughout the Warring States period were set up with three different levels. At the bottom of the network, the field operative was known as the “genin,” and it was his/her job to gather intelligence. This information was then passed up the hierarchy to the middle man, the “chunin.” The chunin acted as both a manager of genin and a cut-out, preserving the secrecy of the network if one of his agents was caught and tortured for information. The genin could only realistically give up or compromise certain aspects of the network, but not enough information for the network to be completely dismantled. At the top of the network sat the jonin. It was the jonin’s job to analyze all the information his network had collected and then take appropriate steps to influence happenings and occurrences such that they benefited either the ninja family itself, the community, or even the feudal lords the ninja sometimes worked for.

To this day, the nature of intelligence gathering has largely remained unchanged. Operatives are sent out to collect “raw” intelligence and then send these fragments of data back to headquarters. Computers and satellites suck in massive amounts of information and then stream this back to headquarters as well. You could liken the intelligence gathering process as a whale with its mouth open as it swims, sucking in enormous amounts of plankton. But intelligence gathering operatives only see a FRAGMENT of the information – and usually NEVER the whole picture.

Once the data is gathered, it then needs to be analyzed. This is where experts examine the data and then, based on seeing MORE fragments, begin to form the barest sketch of what the whole picture looks like. The information is further refined – indeed, it is often “tailored” to the expectations of leadership – until a detailed picture forms about the situation.

Hopefully.

What is critical to understand about intelligence gathering is that it is simply that: gathering. It is not “analysis.” And problems happen when operatives or wanne-be ninja start thinking they see or know the whole picture and then attempt to analyze the data they’ve overheard or seen or otherwise been witness to. This forced analysis happens for a variety of reasons: it could be ego (“I want to be the top guy here and earn praise and attention from my leader”); it could be inept behavior (“I’m going to do my leaders a favor and analyze this data for them”); or it could be a fault on the part of leadership in not giving out clear directions (“I’m not sure what they want so I’d better give them my opinion on this information.”) Sometimes, it’s a critical failure involving all three.

Here’s an example: you and a partner are conducting surveillance on a garage in an inner city neighborhood popular with a certain Middle Eastern nationality. You’ve been directed to “sit on” this target and report back what you see and hear. One of you watches while the other one catches a bit of sleep, gets food and drink, etc. Then you switch off. You have “eyes-on” the entire time.

Twenty hours into your surveillance, you see two men approaching the garage carrying a large green trash bag. Both men are in their late-20s, athletic, wearing long beards, and seem “switched on” to the surrounding area (meaning they are aware enough to be able to spot anything out of place in their environment). They enter the garage at 1430 (2:30pm) and leave at 1700 hours (5pm). During the time they were inside the garage, a strange smell wafted out and there were sounds of drilling at various points. When the men left, they carried nothing with them. They exited the alley on foot and disappeared around the corner.

A proper intelligence gathering report from this team would look like this: “Team A5 reports that two men of apparent Middle Eastern extraction in their late-20s, athletic and with beards, entered Target Location Bravo at 1430 carrying a large green trash bag. While inside Target Location Bravo, Team A5 noticed strange metallic smells in the air, along with the noise of drilling. The two men left Target Location Bravo at 1700 hours carrying nothing and exited via alley 3-B on-foot. No further information at this time.”

An IMPROPER reports would look like this: “Team A5 reports that two Afghani men with Taliban-style beards who looked like they trained with weights entered Target Location Bravo at 1430 carrying a large green trash bag that looked like it had some lumpy pieces of metal inside. While they were inside, Team A5 noticed a metallic burning smell like melted copper wire and the sound of drilling. The two men left the building at 1700 hours carrying nothing and exited via alley3-B on-foot. No further information at this time.”

Now, these reports aren’t too dissimilar. In fact, to the untrained eye, they’re pretty much the same. But report two is a bad report because the GATHERERS stopped gathering and became ANALYSTS instead. Even more dangerous to the operation is they became analysts without knowing what the WHOLE PICTURE is.

Bad intelligence is what happens when your operatives stop being OBJECTIVE about what they see and become SUBJECTIVE. At that point, they stop being an asset to the operation; they become a LIABILITY.

Look at the reports again: the first reports mentions the men are of “apparent Middle Eastern extraction.” The second report states they are “Afghani.” But how do the operatives know that, short of breaking cover, exposing themselves, and demanding to see identification? They don’t. They simply assumed that because the men look Middle Eastern and wear beards like what Taliban members wear, they must be Afghani. Report one states the men were “athletic” while the second report states the men “looked like they trained with weights.” Again, unless this team trailed the men to the local gym and saw them putting up three hundred pounds on the bench, this is incorrect. Worse, report two states that the green trash bag the men carried looked like it had “lumpy pieces of metal” inside and during the time they were in the garage something that smelled like “melted copper wire” seemed to be burning. This is where operatives start seriously compromising the integrity of the operation because now they are giving their opinion that these two guys are potentially building something in this garage and it’s no far leap to think it could be a bomb. Before you know it, units are scrambled, helicopters are buzzed, and a team takes down the garage only to find these two “suspects” are running an electronics repair shop out of a rented garage. There’s no bomb. There never was. But now the operation is blown because everyone within five miles heard all the ruckus and knew there must have been someone around spying on them.

Contrast this with a proper report that objectively states what was observed and analysts are better able to make decision and leaders can then make better decisions about how to act. In this case, more surveillance determined that the men were doing repairs out of the garage. Target Location Bravo was deemed not dangerous and the team was quietly pulled off the target without exposure or compromise, redirected to another suspect location, and the operation continued.

Gathering intelligence properly demands an individual with the ability to master their ego and make careful OBJECTIVE observations untainted by their personal desires, inclinations, etc. An improperly trained operative – or worse, someone who THINKS they’re a trained operative/ninja/superspy – dirties the waters and prevents the formation of a clear picture. Think about how many times in your own life a friend has come up to you and said something like, “Hey Jimmy said he thinks that Tanya’s not going to band practice enough. He seemed pretty pissed when he said it. Guess that means he thinks Tanya’s a crappy clarinet player.”

No. It doesn’t.

It means Jimmy said Tanya’s not going to band practice enough.

That’s it.

What your friend has missed is the context of the situation and other key tidbits of information. Instead of objectively stating what happened (that Jimmy then went on the state that Tanya’s not going to band practice enough because she lives in the next state and the commute time is really long preventing her from getting to band practice as much as she would like) your friend has colored the information he’s given you with his own subjective interpretation on the event. Now you think Jimmy’s pissed at Tanya, your friend thinks that, and soon others will, too. All because your friend wasn’t smart enough to properly gather information. USEFUL INTELLIGENCE was distorted into USELESS GOSSIP because your friend only saw one fragment of the information and then simply assumed he knew the entire picture – when he didn’t.

Any fool can gossip. It takes no skill and no effort to do it. It shows no mastery of self; it displays all the insecurity, all the failings, none of the self-discipline, and none of the control of ego that is required to be a good intelligence gatherer.

Tragically, we see bad examples of intelligence gathering all around us. In recent years, the invasion of Iraq is a perfect example of bad intelligence gone wrong all the way up to the highest levels of leadership. When you have people being ordered to “refine” intelligence until it meets the needs of leadership, then you have a very, very bad problem on your hands. And the result was a war we should not have been involved in, thousands of lives lost, and billions of dollars that could have been better spent on our own country.

On more personal levels, we are surrounded by people who gossip each and every day. Their own lives are so tragically pathetic that they seek praise or some manner of self-worth by insinuating, assuming, and obfuscating the truth of a situation until they think they have gained some degree of power or somehow bettered their position within the group.

In fact, all they have shown is how utterly incapable they are of being an asset to a team, how completely enslaved they are to their egos, and (in the case of ninjutsu training) how little they understand about the lineage they claim to study.

Years ago, my teacher asked the advanced black belt training class on a Friday night to research the concept of what the moon on the water meant. As is so often the case, Mark, who runs the Boston Martial Arts Center, provides some amazing lessons to his students, but some are more difficult than others. This was one of them. I walked away from that night wondering what he meant about the moon on the water. He’d also been talking about “ego-hooking” lately – using it to illustrate how we so often get caught (hooked) by our own ego and trapped by it and our own insecurities/expectations, etc. instead of progressing. I thought there might be a connection between the two topics and proceeded to study it accordingly. A few years later, it finally made sense.

There’s a direct connection between being enslaved by your ego and one perspective of the concept of the moon on the water (there are other perspectives not germane to this conversation). The moon on the water is just that: the moon’s reflection on the water. IF you’re objective and unhindered by your ego. If you’re enslaved by your ego – to your subjective wants/needs/desires – then the moon on the water becomes something else entirely. And the more subjective you are about it, the further away from the truth you travel.

For those who want to understand intelligence gathering, or those who purport to study ninjutsu, the mastery of self and ego is of paramount importance because you cannot be objective if you haven’t first cleaned out your own mental/spiritual closet. Until you take the time and effort to make sure your own mirror is polished to accurately reflect the truth of who you really are, you will never be able to accurately and objectively report the truth of any other situation. Cleaning out your own junk is hard and it can take years to do. But until you do it, pretending to be anything of an intelligence gatherer/ninja/superspy is simply masquerading as something you most definitely are not.