“In life there are only 2 things, results and reasons. Successful people have lots of results and unsuccessful people have lots of reasons.”
This is from Keith J. Cunningham, mentor to Robert Kiyosaki, RICH DAD POOR DAD author.
Via For Impact Coach, Mike Gemm.
Are you about RESULTS or REASONS (excuses)?
I came across a brilliant thinker, Simon Sinek, who has a great book, Start With Why, a powerful Ted Video (18 minutes), and an amazing story around the power of ‘WHY’.
Essence of his message:
People don’t buy what you do… they buy why you do it.
He calls it the ‘GOLDEN CIRCLE’.
Mediocre organizations and leaders always sell ‘outside-in‘… talking about WHAT, then HOW (features, benefits).. never even getting to the WHY.
Great leaders sell ‘inside-out‘… leading with the WHY.
Sinek’s ‘Golden Circle’ is our ALTITUDE FRAMEWORK… with research!
And, it’s a perfect reinforcement of the FOCUS of our ENGAGEMENT TOOL.
I urge you to take 18 minutes out of your day/life and watch the video. I believe it will influence the entire way you sell, Share your Story and Present the Opportunity.
There is a lot of room to define this one… you should take the time to define it within your organization.
In the For Impact world A REAL ASK satisfies this checklist:
- We were WITH a prospect – physically.
See: Just Visit. There are exceptions to this but 19 times out of 20 the ask is done in person so that there is engagement and dialogue.
- We asked the prospect for specific help with a specific project, program or level of support.
In doing so the dollar figure was clear. Example: “John, we need your help, would it be possible for you to underwrite this project for $20,000?”
It wasn’t open-ended, we didn’t ask, “Could you give whatever you can give?”
Also, in being specific, the funding rationale wasn’t for ‘unrestricted’ or ‘operations’… those aren’t specific. See: Have a Funding Rationale – Something specific to ask for.
- The ask was a dialogue – a back and forth with questions and listening — so that we could ensure that we were maximizing the relationship at this given moment.
Read: The Ask as a Dialogue to help with this concept.
- We will expect a YES or a NO – and will follow-up accordingly.
Thinking about how to get to a YES or NO ensures you have covered appropriate mechanics and you can continue within a sales process. Otherwise, there is a risk of pending into oblivion or unclear follow-up.
Without the definition provided by this checklist we often find:
Stories are magic!
‘Practice’ them with everybody and anybody. Use them with ‘real’. prospects.
There is an article from the latest issue of SELLING POWER about Peter Guber’s book, Tell to Win: Connect, Persuade, and Triumph with the Hidden Power of Story.
Read it… then put it in play.
A fun challenging thought for a Tuesday.
WHAT IF… we never held another ‘meeting’!!??
Political consultant and pundit James Carville says,“Losers meet. Winners do.”
He goes on to say that, “Absent a major peace negotiation, complicated merger or complex legal settlement… there is no reason on earth to have a meeting last more than 30 minutes.”
After 35 years in the ‘business world’, I’m convinced that nobody really wants to go to another ‘meeting’ (except for maybe the meeting planner or the boss who is holding the meeting).
Luckily, I’m at an age where I can just say no… I don’t do ‘meetings’.
A suggested alternative: ‘GATHERINGS.’ Instead of a ‘meeting’, try a ‘GATHERING’ of the right people at the right time on the right subject… to brainstorm, re-design or correct course.
Imagine what life would be like without meetings, but where you gathered together in a fun, productive session with real results!
These ‘GATHERINGS’ need:
1. Great Prep. Send appropriate info out in advance. Don’t go over it all at the meeting! (It’s Prep.)
2. Specific Goal. The meetings should have a specific purpose… an action/result.
3. Defined Time. 33 minutes is a great constraint!
Here’s a better idea: Go for a walk! It worked for Leonardo da Vinci and Thomas Edison. It will also work for you.
Here’s a wonderful ‘nugget’ to get your week started.
“You Are What You Think About.” – Earl Nightingale
This is one of the most profound ‘thoughts’ (pun intended) ever recorded.
Earl Nightingale is the father of personal development. Written in1956, his book, The Strangest Secret, was the seed from which the personal development industry grew.
When Earl was 35 years old, he recorded this short message for a small group of salesmen one Saturday morning. The message had such a positive IMPACT that everyone wanted copies to share with their friends and family. Earl arranged with Columbia Records to duplicate this record and ultimately received a Gold Record for sale of a million copies. (This is in the 1950’s!)
Here is the Strangest Secret:
“YOU ARE WHAT YOU THINK ABOUT.”
This book/message is only 19 small pages and takes less than 30 minutes to read or to listen to the audio. Just order your own copy.
SPECIAL NOTE: Earl actually also says IMPACT = INCOME!! He calls it the ‘Law of Mutual Exchange.’
As a FOR IMPACT Leader and Social Entrepreneur…
All you Think about Is:
- ‘Woe Is Us’
- ‘The Economy?’
- ‘Meetings To Set Up The Next Meeting?’
- ‘Cuts in Staffing?’
- ‘Can’t Make Payroll?’
‘People Won’t Pay For The Staff’s Salaries?’
‘A 5% Increase In The Budget?’ (Which, of course, will have absolutely NO impact on your IMPACT!)
You actually Think about:
- Your VISION
- Your MISSION
- Your MESSAGE
- Your MEANING
- Your IMPACT
- Your PURPOSE
- Your PRIORITIES
- Your PLAN
Note: Same way with LIFE.
If all we think about is the ‘bad stuff’… there’s no room left to focus on the ‘good stuff.’
One big challenge we see with organizations and individuals is the lack of intention around the role of a manager or a leader.
Marcus Buckingham provides the clearest distinction I’ve seen:
- Job of a Manager: Turn talent into performance. To make other people more productive.
- Job of a Leader: Rally people to a better future.
Separating the two jobs is not to say that one person can’t perform both jobs (although, most strong leaders don’t have management as a strength).
Separating the two jobs does more to help senior staff or board members identify and be intentional about each function.
In the field we often see:
- Great leaders who are poor managers. Often, they don’t understand the distinction between the two and don’t address a management weakness – perhaps because they think that as a leader they must also be great managers.
Management is not my core strength but I manage every day. Acknowledging the weakness either forces me to find others to manage, or to be more focused (deliberate) in my execution while wearing the ‘manager hat’.
- People in leadership positions that could lead but don’t – mostly because they’re not aware of the leader’s role. Leaders make decisions. Leaders hold a clear image (the vision) for the future. They see and relate the image of the finish line, not the obstacles.
In the words of our great friend and leader Bob W, “Leaders Lead!”
- So called managers who are ‘drained by dealing with other people’. If this describes you, try to get out of managing. If that’s not feasible (due to size, for instance) at least acknowledge the difference and manage your energy accordingly.
- Uncertainty about leadership – who is it? A leader MUST step up to assume a leadership role. No such thing as passive leadership. One easy question to ask of a team is, “Who is the leader?” Bill Gates once said that a vision must ultimately live in ONE person’s head. Who is that person within your organization? Does that person know it? Do others?
Book recommendation: The One Thing You Need to Know: … About Great Managing, Great Leading, and Sustained Individual Success. One of my top five biz books of all time.
Midweek. ‘Simple’ thought.
“SIMPLIFY YOUR LIFE.”
Simplicity is not just a major factor in your organizations success. It literally changes our lives.
Simplicity helps us with our priorities —
Simplicity allows us to focus on (and enjoy) the moment —
Simplicity creates opportunities to be the best at what we do.
Attached is a page of quotes on SIMPLICITY. Enjoy.
Coaching Thought: ‘Books’ have provided me an amazing ROR (Return-On-Reading). Here are 6 great books ON SIMPLICITY.
The Laws of Simplicity by John Maeda. (Design, Technology, Business, Life). One of my favorite books on the whole idea of simplicity. Wonderful frameworks.
- Simplicity (The New Competitive Advantage in a World of More, Better, Faster) by Bill Jensen. Another great, great book on simplicity/enough is enough.
The Paradox of Choice (Why More is Less) by Barry Schwartz. Top 10 Book of the Year. One of those ‘must reads’. Reinforces the 3 Circles!
Simple Art of Greatness by James Mullen. Older book, but good stuff.
- The Power of Less (The Fine Art of Limiting Yourself to the Essential… in Business and in Life) by Leo Babauta. Do Less. Get More Done. Simple steps on productivity.
- The One Decision: Make the Single Choice that Will Lead to a Life of More by Judith Wright. Judith Wright explains there is one decision you can make that will positively affect the quality of your life.
To help you with this week’s theme of SIMPLICITY, here are 3 simple stories:
1. A PENCIL.
When NASA first started sending up astronauts, they quickly discovered that ballpoint pens would not work in zero gravity.
To combat the problem, NASA scientists spent ten years and $12 billion to develop a pen that writes in zero gravity, upside down, underwater, on almost any surface including glass and at temperatures ranging from below freezing to 300 centigrade.
The Russians used a pencil.
Moral of the Story:
• Define the Problem.
• Identify Simple Solution.
• Act/Execute/Deliver (on a Solution).
“SIMPLIFY. SIMPLIFY. ALWAYS SIMPLIFY.”
– Henry David Thoreau, American Philosopher
I’m in my 8th decade. (Granted, I was only in the 40’s for 9 months.) I’ve done a lot, seen a lot, experienced a lot.
There is one thing that continually amazes me… and one big thing you need to remember:
SIMPLE = SUCCESS.
SIMPLICITY IS EVERYTHING!
- SIMPLICITY is POWER. (‘Knowledge’ doesn’t mean anything.)
- SIMPLICITY exponentially increases UNDERSTANDING. (Complexity obfuscates understanding, much like using the word ‘obfuscates’.)
- SIMPLICITY is about CLARITY. (The clearer your ideas, directions, goals… the better.)
SIMPLICITY is actually a way of life for great For Impact organizations!
SIMPLE FUNDING PLANS.
Coaching Thought: Albert Einstein conveyed the entire Theory of Relativity in 3 written pages. Then, he reduced it to 3 words. Then, he simplified again into 3 letters!!!
If E=MC2 can convey the Theory of Relativity, I’m urging you to reconsider your own messaging and funding requests!
For example, a typical not-for-profit grant proposal has a 1,000-word opening paragraph, 20 pages of numerous financials, all text, in the smallest possible typeface, 60 pages of “We need money”, and one small paragraph on IMPACT (maybe).
P.S. Washington’s 2nd Inaugural Address was only 134 words! Lincoln’s famous Gettysburg Address was only 272 words!
Do you know about the Badwater Ultra Marathon?
Considered to be the most difficult foot-race on the planet, it’s a 135-mile ultramarathon held each summer. It starts in Death Valley, crosses three mountain ranges, and finishes at the summit of Mt. Whitney – 8300′ above the start. Daily temperatures soar above 110F. It’s so hot that participants run along the painted lines on the road to keep their shoes from melting. Runners battle countless mental and physical obstacles — wildly swinging high’s and low’s — pushing beyond what we are told is possible. They do all this and must finish in under 60 hours.
Crazy? What’s your definition of crazy?
The first Badwater run was not a race. It was a challenge. Al Arnold covered the distance in 1977 (on his third attempt), primarily because people said it wasn’t possible. In 1987 it became a race. Now several hundred runners apply each year for limited spots. Of the 80 runners last year, 73 completed the course! Astonishing.
As I’m typing this, the first of the runners is crossing the finish line, 25 hours after he started. Also at this time, 69 year old Art Webb is only ten miles from the finish!
Each year I mark Badwater on my calendar. I’m a runner but I’m not aiming to run this one… just be inspired… just be in awe… just be reminded of what the human body and mind can do when it refuses to accept limits.
Note: Some GREAT videos on this. Here and here.
Training in Ireland the week of June 27th. Junior Achievement National Conference this week, along with Social Entrepreneur’s ‘Boot Camp’ for Unreasonable Institute.
ALL got/get one of our Guiding Principles on CHANGE YOUR VOCABULARY.
Here are my thoughts on vocabulary. I wanted to share this with our entire For Impact world.
TALK THE WALK… then WALK THE TALK!
“ACT as if what you do makes a DIFFERENCE. IT DOES!” William James