Personal Development

Essentialism: The Disciplined Pursuit of Less

516TXpkm6+L._SX332_BO1,204,203,200_This week’s W.O.W. is a book – Essentialism: The Disciplined Pursuit of Less by Greg McKeown.

His core message: Do less, but better. You can unlock quality and make your highest contribution toward the things that really matter by doing only what is essential.

He dubs this ‘Essentialism.’

In some ways this isn’t a new idea, and yet, I found myself underlining nuggets on every page:

  • If you don’t prioritize your life, somebody else will.
  • To embrace the essence of Essentialism requires we replace false assumptions with three core truths: “I choose to,” “Only a few things really matter,” and “I can do anything but not everything.”
  • Once we accept the reality of trade-offs we stop asking, “How can I make it all work?” and start asking the more honest question “Which problem do I want to solve?”
  • Essentialists spend as much time as possible exploring, listening, debating, questioning, and thinking… Almost everything is noise, and a very few things are exceptionally valuable. This is the justification for taking time to figure out what is most important.

This makes a lot of sense. Recent discoveries in neuroscience tell us that the decision-making function in our brains does not prioritize!

Essentialism is applicable to any human endeavor:

  • Sales/Major Gifts. Spend more time with better prospects. Just Visit. Just Ask. The  discipline of the Sales Process (e.g., strategy, predisposition, follow-up.) These are the essentials; almost everything else is noise and nonessential. 
  • Life. An Australian nurse named Bronnie Ware, who cared for people in the last twelve weeks of their lives, recorded their most often discussed regrets. At the top of the list: “I wish I’d had the courage to live a life true to myself, not the life others expected of me.” McKeown argues for LIFE DESIGN, “This requires, not just haphazardly saying no, but purposefully, deliberately, and strategically eliminating the nonessentials.”

I agree with McKeown’s notion that Essentialism is an idea whose time has come. We are in an age-of-noise. Discern. Focus. Do less. Have more IMPACT.

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Celebrate Your BirthDAY and Your BirthDATE

Happy Birthday to our youngest grandchild, EJ, who turns 6 today!  (I’m holding her in the photo below.)

Today is also my BirthDATE (March 19th is my birthDAY, thus today is my May birthDATE.)

Don’t forget to celebrate your birthDATE every month!

For the last 20 years, I have tried very, very hard to make my BIRTHDATE a special day every month.

I’ve been quietly trying to encourage everyone around me to CELEBRATE their own BIRTHDATE. And, not so quietly, I have challenged thousands of individuals at certain speaking engagements to do the same.

Here’s a great goal/challenge for 2016: Make your BIRTHDATE a special day for YOU!

Do something solo: Breakfast or coffee shop, with a journal or a book. A motorcycle or bike ride. A yoga class. Whatever.

Then, do something special with those you love: Spend a little time with the g-kids. Catch up with a sib or a child away from home. Have lunch with the ‘girls’ or a beverage with the ‘boys.’

I also use the 19th as the once a month review of my goals (lifetime, this year, upcoming 90 days, etc.) and to set Action Plan for next 30 days.

Most people laugh (hard) when I tell them to take their BIRTHDATE off. Yet, if we can’t set aside even one day every month for ourself… things are pretty screwed up.

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Join us for Boot Camp in Dublin on June 1st!

Join us for Boot Camp in Dublin, Ireland on June 1, 2016.

The For Impact Boot Camp is focused on frameworks and skill building – You will leave with the knowledge you need to simplify your message and funding rationale, and take your organization to the next level.

This high-energy, day long session covers topics like:

  • How to execute against a sales process (for major gifts, campaign gifts, transformational gifts, etc.)
  • How to build and maximize relationships
  • How to build and lead an effective team
  • How to ask, close, and follow-up

The Boot Camp is perfect for organizational alums, new hires, or anyone looking to hone individual skills – both personal and professional!

Early bird pricing is available for both sessions. Discounts are also available for Alumni Organizations and teams with 4 or more participants.

For More Information, FAQs and Registration:
For Impact Funding Boot Camps
Wednesday, June 1, 2016 | Dublin, Ireland
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Henry Ford’s ‘One Secret of Success’

“If there is any one secret of success, it lies in the ability to get in the other person’s point of view and see things from that person’s angle as well as your own.” – Henry Ford

I’ve trained over 1,000 development professionals and leaders. One thing I’ve observed – those that perform at the highest levels always have a high degree of empathy.  Yet, in no instances that I can recall, have I seen a search committee or hiring manager put a premium on this skill that Henry Ford called the ‘one secret of success.’

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Sales Nugget: The Importance of Personal Goals

Tom has been receiving notes from around the world, people reaching out to share what he has taught them. One of the big themes has been the importance of Life Balance. With our own team, we call this “Integration” – Being able to integrate all the facets of your life to achieve happiness, fulfillment and overall health.

Here’s a great note from the archives – Tom talking about his mentor who introduced him to “personal goals” and “family first.”

It may seem a little weird to talk about “PERSONAL GOALS” when you’re dealing with SALES or SALES GOALS. Frank Sullivan, however, was all about writing out ALL of his goals and plans – personal, financial, business, health, etc.

Frank was literally the first person in my “business life” (and, actually, one of the very few people) that talked about his personal life and his family and his own goals – as they related to his business and sales goals.

Frank’s the one who first gave me the idea of solo time with the kids, which I turned into BIRTHDAY BREAKFAST, where we went over their favorite books, TV, friends, food – And, did their GOALS for the upcoming year! I tried to capture all these notes in one journal/green book (that I still have today.)

By the way, if you’ve never done ‘GOALS’ with a 3-year-old, you’ve really missed out!

Frank came down with Alzheimer’s at the end of his life, but, by then, he had impacted so many people and left a huge legacy. “Personal goals” and “family first” were his GIFT to me. I am forever grateful.

 

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On Practice and Excellence

 

We strive to be ‘Best in the World’ at the ASK.  We are constantly training and improving as a team in this area.  Here are some quotes/thoughts on the importance of practice and excellence.

I think they are relevant to anybody who strives to be world class in their own domain.  

“Excellence is a habit.” – Aristotle

Tom Brady has returned to his coach, Tom Martinez, 4 times per year for the past 17 years for a tune up!

Immediately following her 2015 U.S. Open second round win, Serena Willams went to the practice courts for 90 minutes!

“The enemies of practice are pride and fear and self-satisfaction.”   – Practice Perfect

“It’s a funny thing.  The more I practice, the luckier I get.”  – Arnold Palmer

“If I skip practice for one day, I notice.  If I skip practice for two days, my wife notices.  If I skip for three days, the world notices.”  – Vladimir Horowitz, Virtuoso Pianist

Note:  Two fantastic reads on this include Practice Perfect and The Talent Code.

 

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Early Bird Tickets For Colorado Boot Camp End in 6 days!

Early Bird Tickets for our Boot Camp on May 17-18 in Larkspur, CO (just outside of Denver) are available until this Thursday, March 31st. This event will sell out so get your tickets early!

The For Impact Boot Camp is focused on frameworks and skill building – You will leave with the knowledge you need to simplify your message and funding rationale, and take your organization to the next level.

This high-energy, day-and-a-half session covers topics like:

  • How to execute against a sales process (for major gifts, campaign gifts, transformational gifts, etc.)
  • How to build and maximize relationships
  • How to build and lead an effective team
  • How to ask, close, and follow-up

The Boot Camp is perfect for organizational alums, new hires, or anyone looking to hone individual skills – both personal and professional!

Early bird pricing is available for both sessions. Discounts are also available for Alumni Organizations and teams with 4 or more participants.

For More Information, FAQs and Registration:
For Impact Funding Boot Camps
Tuesday, May 17 – Wednesday, May 18, 2016 | Larkspur, CO
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Live Like O.G.: A Note on Tom’s Health

 

Nick and I wanted to share with our For Impact Community an update on Tom’s health. Tom was diagnosed with ALS in May of 2014. Those familiar with this disease know that it is progressive and degenerative, attacking nerve cells in the brain and the spinal cord.

Tom is not able to use his voice and body in the way that we are all familiar with – jumping on podiums or doing 1,000s of push ups with the boxers at Notre Dame – but his spirits are good!

Our Founder & Chief Spirit Officer – affectionately known as O.G. (The Old Guy) – is no longer able to be involved in the day to day operation of the For Impact mission, but he continues to challenge us, support us, and inspire us.

I search for meaning in all of this (often) and take comfort in knowing that ALS does not define my dad’s life. To “Live Like O.G.” is an aspiration and a reminder for us all:

O.G. thinks anything is possible.
O.G. lives life fully. Every day.
O.G. is generous – with his spirit, his time, his energy, his resources, his counsel, his adventurousness – beyond any person I have ever met.
O.G. invests more in experiences and people than material possessions.
In O.G.’s world, there are no problems. Only solutions.
The word “no” is not in O.G.’s vocabulary.
He (along with my mom) is supportive, encouraging, down to earth, creative and fun.

O.G.’s positivity is infectious and he embodies every motivational phrase he’s ever said or written:

Life’s a Journey. Enjoy the Present. Make a Life, Not A Living.
Wealth is an Abundance of Things we Value. You can’t take it with you.
Say yes! Focus on your strengths. Live to Give. Give to Live.
Don’t wait. There is no such thing as the “perfect” time to start something.
Be the Change. Live. Love. Laugh. Learn. Leave a Legacy.

Tom has been a Champion for the For Impact Sector for over 40 years. He has devoted his life to motivating and coaching thousands of Development Professionals. Along the way, he has helped to transform the language and attitude of GIVING. We have begun to reflect his living legacy here at forimpact.org. You’ll notice some big changes in the next month, including the most comprehensive For Impact Learning Library to date.

Share your O.G. Story

Recently, Tom was honored by the University of Notre Dame, where he has been the Boxing Coach since the mid 1970s. Hundreds of the men and women he has coached showed up to sit with him and share their stories of how he has impacted their lives. (Read more here: Longtime Notre Dame boxing coach, ref honored)

If you are one of the many that Tom has inspired, now is your chance to let him know.

Take a few minutes and tell us how Tom/O.G./Coach has influenced you using one of these themes (or a theme of your own):

#LiveLikeOG
#GiveLikeOG
#BeForImpact
#OGMadeMeDoIt

Send your stories to wow@forimpact.org and (with permission) we will share at FI.org in the coming weeks and months. Include your name and address and we’ll send you some “Live Like O.G.” swag.

Thank you for reading. Tom, Nick, and I look forward to hearing from you.

Note: “Live Like OG” t-shirts are available. All designs can be tweaked to your liking by choosing ‘change style.’
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Number of Asks: The ONE Lever

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: Just Ask. Just Ask. Just Ask.

In his book, The Power of Habit, Charles Duhigg explores the formation of organizational habits. (You can read this quick summary by BusinessWeek.) One case study examines Alcoa’s remarkable business turn-around in the 80’s/90’s. CEO Paul O’Neill focused the cultural energy (and habits) around safety–more specifically, around the number of safety violations.

We call this the ONE LEVER. Meaning, to maximize team cohesion and culture change you need to focus energy on ONE LEVER at a time to create organizational change.

What will that lever be? Be specific. Be clear.

The Orlando Magic focus on ‘butts in seats’.
FedEx focuses on number of packages that don’t arrive when promised (aiming for zero).

Just about everyone reading this is seeking some form or another of improved funding results.

Call it a culture of philanthropy.
Call it a sales culture.
Call it greater revenue for impact.
Call it funding the vision.

When you’re bringing your team along there is so much ‘other stuff’ that can obscure progress. Events, predisposition activities, reporting, deadlines, board meetings.

As it relates to INCOME DEVELOPMENT the ONE LEVER is – in most every case – the NUMBER OF ASKS.

This is what we emphasize, design-around, message, measure, reinforce.

Obviously a funding goal is pretty important. However that is a RESULT of this measurable activity. Similarly, Alcoa’s leap in quality (and then profits) was a RESULT of increased safety.

One lever: Number of Asks. Preach it. Measure it. It will be transformational. I promise.

Note: It’s not uncommon to see an organization (of any size) with fewer than 10 real-asks per quarter. In fact, it’s a safe bet that by our definition most are at ZERO.

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What Does An ‘Ask’ Look Like? A Checklist.

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: Just Ask. Just Ask. Just Ask.

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)

  • 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:

  • A visit is scored as an ask.
  • There is no real ask – but rather a suggestion that it would be great to have the prospect’s help.
  • Some psychological shift whereby the salesperson only asks AFTER the prospect says he or she would like to make a gift. That’s not an ask. The relationship certainly wasn’t maximized and it’s an incredibly low return-on-energy methodology.
  • The salesperson raises money without asking. This is similar to point above. To be clear, just showing up DOES yield funding – this is our point behind JUST VISIT!But, in terms of measurement this is harder to spot (and therefore coach around), and usually shows up because a sales person will report the following:
    • 25 visits
    • 20 asks
    • 3 commits
    • 0 declines

    If you follow this ask checklist, you SHOULD get a ‘no’ from time-to-time.

  • There was a request for help, but there was no funding rationale or dialogue. We see this with a lot of organizations that ARE raising money. They’re out visiting, they’re asking the prospect to help but they’re not maximizing the relationship. (Not the worst problem in the world – but usually leaving tons of money on the table).

Some reminders:

  • We’re pushing for everyone to be more assertive. That doesn’t mean you always have to ask for funding on the first visit. There are certainly many times where it’s a discovery or predisposition visit (but never 4-5 ‘cultivation’ visits before we ask).
  • Kerry was with a client last week and they visited with a high capacity prospect for a first time discovery visit. There was no ask, however Kerry did ask for permission to make the ask. She closed the visit by saying to the prospect, “Today we wanted to share the vision and see if we could get you on board with our story. As we move along would it be okay to talk to you about supporting that vision?”
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DO THE WORK

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

 

Steven PrePressfieldQuotessfield is one of my absolute favorite authors and thinkers. He’s written some fabulous historical fiction Tides of War and Gates of Fire, plus The Legend of Bagger Vance. My first copy of WAR OF ART is so full of notes, I can barely read his words!

DO THE WORK written in his usual powerful voice – challenges us to overcome RESISTANCE.

Please trust me on this: ‘DTW’ is required reading for entrepreneurial start-ups, ‘artists’, sales professionals and FOR IMPACT leaders.

Takes 30 minutes to read… but have notebook handy for nuggets/gems like these:

    1. To ‘ROCK & ROLL’, act on these 3 mantras:
      • Stay Primitive. Instinctual. Gut. Go for it.
      • Trust the Soup. Forget ‘control’. Put faith in the source, your muse, yourself.
      • Swing for the Seats. In For Impact Vocab: THINK BIG!
    2. ‘START AT END’. If you don’t know the ‘end‘… it’s hard to ‘start‘. Get your goals down and execute!
    3. START BEFORE YOU ARE READY. Great line! Stop researching, planning, thinking, worrying -JUST START!
    4. And, DON’T THINK. ACT! Overcome Resistance. Don’t procrastinate. Do it now.

DO THE WORK. START BEFORE YOU’RE READY. OVERCOME RESISTANCE.
WRAP IT. SHIP IT. DELIVER IT.

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Learn By Going

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

Julia Cameron, one of my favorite writers/authors/thinkers, shares a terrific quote from poet Theodore Roethke that fits perfectly into our focus on ENGAGEMENT!

“I LEARN by going where I have to GO.” – Theodore Roethke

I believe it has meaning for us as INDIVIDUALS and as SALESPEOPLE.

You learn by going where you have to go – If you want to learn to sell, you need to get face-to-face with more people. If you want to learn to make an ask, then you’ve got to do just that – ASK. If you want to learn to surf or ski or box, then you must practice surfing, skiing, boxing.

Robin Williams told Matt Damon in Good Will Hunting that he had never “done” anything – He only read books. He hadn’t “smelled the paint in the Sistine Chapel, etc.”

I’m sure you get the point.

If we “learn by going” then we need to execute on our plan to VISIT with QUALIFIED PROSPECTS. As much as possible.

P.S. If Roethke is a little existential for you, listen to Brian Tracy, one of the world’s best sales trainers, writers and thinkers, when he summarizes all of sales training into this ‘SIMPLE’ challenge:

“Spend MORE TIME with BETTER PROSPECTS.”

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Set Your Goals for Engagement!

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Set your goals of ENGAGEMENT.

Set your 2016 Goals for Engagement now! These goals need to be SPECIFIC, WRITTEN and MEASURABLE.

Here are 3 Examples:

  • The ‘33 GIFTS’ Plan

    We will ENGAGE with our TOP 50 PROSPECTS in order to generate 33 COMMITMENTS, which will provide 90% of our funding needs!

    This will be a SELF-FULFILLING PROPHECY.

    E.g. We will generate $1 Million from:

    1 Gift of $200,000
    2 Gifts of $100,000
    4 Gifts of $50,000
    10 Gifts of $20,000
    16 Gifts of $10,000+
    33 Totaling $1 Million

    Note: Need $5M? Multiply the right column by 5. (Or 4 for $4M and so on.)

  •  

  • The ‘Spartan 300’ Plan

    We will ENGAGE with our BEST 300 prospects (including our Top 33), which will generate buckets of money to Fund Our Vision.

    E.g. We have 3 members of our SALES TEAM, and we will collectively make 30 VISITS ENGAGEMENTS a month for 10 months (using August and December for R&R).

    We will use a 3x3x3 goal which challenges us to collectively make 3 visits a day, 3 days a week, 3 weeks out of the month.

    Note: If you have one member of your sales team, divide this goal accordingly: The ‘Spartan 100’ plan!

  •  

  • The ‘1,000 ENGAGEMENT’ Plan

    As a larger For Impact organization with 6 committed Relationship Managers, we will make 1,000 VISITS/PRESENTATIONS this year.

    Each of our 6 Relationship Managers will have a Portfolio of 300 Qualified Prospects. Each of us will make 167 VISITS/PRESENTATIONS (ENGAGEMENTS) this year.

    We will average 15 QUALITY VISITS a month and do all of the appropriate preparation, predisposition and follow-up.

    We will do ‘DISCOVERY’ on every visit and with every prospect. We also commit to make the FULL PRESENTATION around the TRIPLE ASK for TODAY, TOMORROW and FOREVER (Annual Operations, Campaign Priorities and a Legacy/Planned Gift.)

    *20% of these 167 visits will become our TOP 33 gifts for each Relationship Manager.

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Affirmation

“The single most important lesson I learned in 25 years, talking every single day to people, was that there’s a common denominator in our human experience:

We want to be validated. We want to be understood.

They all want to know: “Did you hear me? Did you see me?
Did what I said mean anything to you?’”

– Oprah Winfrey

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NCIS. Gibbs Rule 28: ASK

Leroy Jethro Gibbs of NCIS fame* has Rules. Here’s the one he used with Bishop.

“Rule 28: When you need help, ASK.”

Add this one to some of my favorite quotes about Asking:

“Ask and it shall be given.
Seek and you shall find.
Knock and it shall be opened to you.”

– The Bible

“If you don’t ASK, you don’t get.”
– Ghandi

“Just ASK.”
– Suddes

*Your pop culture reference for the day.

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Announcing For Impact Fellowships

The Suddes Group creates and drives the levers behind the most important causes of our lifetime, including health-care transformation, community resilience, education, workforce development, equality, and justice.

The For Impact Fellowship is a paid post-graduate employment program (with both 1 and 2-year opportunities) to develop leaders for the social sector.

Fellows will be based out of our Columbus, OH or Colorado Springs, CO offices. They will work ‘in-the-field’ organizing and managing funding campaigns while also developing a career pathway, connections and priceless experience in the areas of leadership, fundraising and organizational development.

More details will be announced in the coming weeks. If you know someone that might be interested – contact Jessica@forimpact.org to receive application details when they become available.

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Set Your Goals for Engagement!

Set your 2016 Goals for Engagement now! These goals need to be SPECIFIC, WRITTEN and MEASURABLE.

Here are 3 Examples:

  • The ‘33 GIFTS’ Plan

    We will ENGAGE with our TOP 50 PROSPECTS in order to generate 33 COMMITMENTS, which will provide 90% of our funding needs!

    This will be a SELF-FULFILLING PROPHECY.

    E.g. We will generate $1 Million from:

    1 Gift of $200,000
    2 Gifts of $100,000
    4 Gifts of $50,000
    10 Gifts of $20,000
    16 Gifts of $10,000+
    33 Totaling $1 Million

    Note: Need $5M? Multiply the right column by 5. (Or 4 for $4M and so on.)

  •  

  • The ‘Spartan 300’ Plan

    We will ENGAGE with our BEST 300 prospects (including our Top 33), which will generate buckets of money to Fund Our Vision.

    E.g. We have 3 members of our SALES TEAM, and we will collectively make 30 VISITS ENGAGEMENTS a month for 10 months (using August and December for R&R).

    We will use a 3x3x3 goal which challenges us to collectively make 3 visits a day, 3 days a week, 3 weeks out of the month.

    Note: If you have one member of your sales team, divide this goal accordingly: The ‘Spartan 100’ plan!

  •  

  • The ‘1,000 ENGAGEMENT’ Plan

    As a larger For Impact organization with 6 committed Relationship Managers, we will make 1,000 VISITS/PRESENTATIONS this year.

    Each of our 6 Relationship Managers will have a Portfolio of 300 Qualified Prospects. Each of us will make 167 VISITS/PRESENTATIONS (ENGAGEMENTS) this year.

    We will average 15 QUALITY VISITS a month and do all of the appropriate preparation, predisposition and follow-up.

    We will do ‘DISCOVERY’ on every visit and with every prospect. We also commit to make the FULL PRESENTATION around the TRIPLE ASK for TODAY, TOMORROW and FOREVER (Annual Operations, Campaign Priorities and a Legacy/Planned Gift.)

    *20% of these 167 visits will become our TOP 33 gifts for each Relationship Manager.

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What I Would Do If I Had $1M

My copy of Think and Grow Rich by Napoleon Hill was published by Fawcett World Library, 1969.

Based on Napoleon Hill’s famed Laws of Success, Think and Grow Rich represents the distilled wisdom of distinguished men of great wealth and achievement. Andrew Carnegie’s magic formula for success was the direct inspiration for this book. Hill’s “secrets” are founded in universal law and principles.

Originally published in 1937, it has been characterized as one of the most influential books of all time in pointing the way to personal achievement.

W. Clement Stone wrote “more men and women have been motivated to achieve success because of reading Think and Grow Rich than any other book written by a living author.”

Following is a story Napoleon Hill uses to underscore a number of the key principles of Think and Grow Rich:

  • Definiteness of Purpose
  • Faith
  • Imagination
  • Desire
  • Persistence
  • Organized Planning to Achieve a Purpose

The following story is quoted from the book. The (parenthesis) are mine – Tom

While Dr. Frank W. Gunsaulus was going through college, he observed many defects in our educational system. These were defects that he believed he could correct if he were the head of a college. (His challenge!) He made up his mind to organize a new college in which he would carry out his ideas without being handicapped by orthodox methods of education. (Creativity, out of the box thinking, unorthodox!!!)

He needed a million dollars (Specificity) to put this project across. Where was he to lay his hands on so large a sum of money? That was the question that absorbed most of this ambitious young preacher’s thoughts. He turned it over and over in his mind until it became a consuming obsession with him. Dr. Gunsaulus recognized, as do all who succeed in life, that definiteness of purpose is the starting point. He also recognized that definiteness of purpose takes on animation, life, and power when backed by a burning desire to translate that purpose into material equivalent.

In his own words:

“For nearly two years, I had been thinking but I had done nothing but think! The time had come for action!

“I made up my mind then and there that I would get the necessary million dollars within a week. How? I was not concerned about that. The main thing of importance was the decision to get the money within a specific time, a strange feeling of assurance came over me — such as I had never before experienced. Something inside me seemed to say, “Why didn’t you reach that decision a long time ago? The money was waiting for you all the time!”

“Things began to happen in a hurry. I called the newspapers and announced that I would preach a sermon the following morning entitled ‘What I Would Do If I Had a Million Dollars’.

“I went to work on the sermon immediately. But I must tell you frankly, the task was not difficult because I had been preparing this sermon for almost two years.”

“Long before midnight, I finished writing the sermon. I went to bed and slept with a feeling of confidence, for I could see myself already in possession of a million dollars. (Visualization!)

“The next morning I rose early, went into the bathroom, read the sermon, and then knelt and asked that my sermon might come to the attention of someone who would supply the needed money. In my excitement, I walked out without my sermon and did not discover the oversight until I was in my pulpit and ready to begin delivering it.”

“It was too late to go back for my notes, and what a blessing that I couldn’t. Instead, my own subconscious mind yielded the material I needed. When I arose to begin my sermon, I closed my eyes and spoke with all my heart and soul of my dreams. I not only talked to my audience, but I fancied that I also talked to God. I told what I would with a million dollars if that amount were placed in my hands. I described the plan I had in mind for organizing a great educational institution, where young people would learn to do practical things, and at the same time, develop their minds. (The Ask!!!)

“When I finished and sat down, a man slowly arose form his seat about three rows from the rear and made his way toward the pulpit. I wondered what he was going to do. He came into the pulpit, extended his hand, and said, ‘Reverend, I liked your sermon. I believe you can do everything you said you would if you had a million dollars. To prove that I believe in you and your sermon, if you will come to my office tomorrow morning, (The Response!!!) I will give you the million dollars. My name is Philip D. Armour.”

Young Gunsaulus went to Mr. Armour’s office and the million dollars was presented to him. With the money, he founded the Armour Institute of Technology (now known as the Illinois Institute of Technology).

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Thanks – Giving and Gratitude

This is a special time and an obvious week of Gratitude and Thanksgiving.

Note: Every year I try to share a Thanksgiving message with our Tribe/Community. Some of this ‘recycled’ from previous years because of the timeless nature of these thoughts.

Three things to think about this Thanksgiving and Holiday Season:

  • “WEALTH IS AN ABUNDANCE OF THINGS WE VALUE.”

    For the first half of my life (30+ years), my understanding of wealth was the same as all my friends, business associates and the general public. ‘WEALTH’ meant you had a lot of money.
    Then I found this definition and it allowed me to become one of the ‘WEALTHIEST’ people in the world.
    Here’s a simple test of your ‘WEALTH.’ Write down a list of all the things that you truly VALUE. Then, put a ‘COST’ (an actual dollar figure) next to everything on the list.
    Most of you will look at the list and realize that the things that you truly VALUE end up COSTING NOTHING!

    Bob and Melinda Blanchard, in their wonderful entrepreneurial book Live What You Love, have a great line: “It only matters if it BREATHES.”

    My own VALUE LIST is filled with simple things that are alive … family time, adventures with the grandkids, health, friends, business partners, etc. … and, some that are not … a great book, a good cup of coffee, nature, the sun, the ocean, the mountains, a boxing workout, yoga and a ride on the Harley.

    Here’s the pretty obvious point: ‘WEALTH’, no matter how you define it, is not about ‘money.’ Money is just ‘worthless wampum’ in the grand scheme of life.

    Clearly, we need to provide ourselves and family with food, shelter, clothing, etc. But if the accumulation of money, a higher salary or how much you can put in your bank or your portfolio is your measurement for success or happiness … I’m guessing you’ll be doing that ‘camel through the eye of the needle’ thing at the end of your life.

    Robert Allen has a great quote, “If a man with many riches suddenly loses all of his money and then jumps out of a window, then, that man was never truly wealthy.”

    In an old ODE magazine (which has now been renamed the OPTIMIST), there was an entire issue around this idea of ‘money’. One of the best lines was a simple statement: “It’s not about MONEY. It’s what you DO with your money.”

    Special Note: I’m an entrepreneur. I’m all about financial freedom. I want to be able to take care of my family, travel, live on the farm and much more. I just don’t believe that money is the scorecard or measurement of wealth or success.

    The Thanksgiving and holiday season is a great opportunity to think of WEALTH as an ABUNDANCE OF THINGS THAT YOU VALUE… and enjoy your ‘WEALTH’.

  • GRATITUDE

    I’ve been doing a lot of reading lately on this whole idea of ‘Gratitude’. Mindfulness. Meaning. Purpose. And more. It is particularly powerful in the mind-body relation, especially keeping some kind of gratitude journal.

    Take a little bit of time each day to remind yourself of the good things and the things for which you are most grateful.

  • “THE MORE YOU GIVE THE MORE YOU GET.”
    “We make a living by what we get. We make a life by what we give.”
    – Winston Churchill

    I’ve had the privilege of watching thousands of people experience serious ‘giving‘. I’ve also watched many of these people literally move from success to significance. While I don’t exactly understand how it works, I know that giving brings much more happiness than receiving.

    There’s a great line from a country song:

    “It’s not what you take with you … when you leave the world behind.”

    “It’s what you leave behind you … when you leave this world behind you.”

    I believe all of three of these thoughts help us make a life, not a living. There’s no better time of the year than now to share with others.

From all of us at For Impact and The Suddes Group, we wish you a very Happy Thanksgiving and great holiday season.

Special Note: Every year I share these 3 stories that you may want to share with your children/grandchildren or family. THE HAPPY PRINCE is a great story/fable. THE SEVEN WONDERS OF THE WORLD are seen through the eyes of a child. The third is a very powerful parable about giving called the SEA OF GALILEE.

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Human BE-ings, not Human DO-ings

Life and work are hectic. Here is a simple reminder to LIVE and BE.

We are human BE-ings, not human DO-ings.

Seems like we’re always encouraging you to Take Action, Just Ask, Just Visit, Just DO Something…

But, it’s also important to just BE:

BE present during your present–ations.

BE in the moment, with family, friends, associates.

BE yourself, authentic in every way.

BE an entrepreneur, at least in spirit.
 

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Keynote Slides: Be For Impact

Last week we were with the New Jersey AFP at its annual Conference on Philanthropy. The conference theme was STORY – something we at The Suddes Group are pretty passionate about!

My basic message:

  • STORY is a point of view. It’s how we choose to interpret (or assign meaning to) facts. Most people talk about STORIES, not STORY. Stories are the narrative that follows the POINT OF VIEW.
  • The FOR IMPACT POINT OF VIEW: IMPACT DRIVES INCOME.
  • IMPLICATION of IMPACT DRIVES INCOME: If we get this it challenges almost everything happening in traditional fundraising.

Here are the keynote slides.

My thanks and kudos to the NJ AFP leadership. We speak at conferences all over the world and this was one of the best programmed and organized gatherings I can remember.

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B.Y.O.E.

I was reading an article about #1 Clemson Coach Dabo Swinney – He’s a good, young coach full of pithy aphorisms.

I never thought I would be quoting a Clemson coach (!) but want to credit him with B.Y.O.E.

“B.Y.O.E. BRING YOUR OWN ENERGY.” Swinney

“B.Y.O.E. BRING YOUR OWN ENTHUSIASM.” Suddes

Think about this! If you don’t bring it, no one else will.

B.Y.O.E. at your board meetings.

B.Y.O.E. at all your visits and presentations.

B.Y.O.E. with your team/staff.

Again, if you don’t bring it, who will?

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No More Meetings

LOSERS MEET. WINNERS DO.”

That’s James Carville’s typically blunt, hit you between the eyes, challenge.

He goes on to say that, “Absent a major peace negotiation, complicated merger or complex legal settlement, there’s no reason on earth to have a meeting last more 30 MINUTES.”

After 40+ years in the ‘business world’, I never want to attend another meeting in my life. I believe this is also true of every other meeting attendee (excluding the meeting planner or boss who is holding the meeting.)

I wish I had a magic alternative. I’d love to see more ‘GATHERINGS’ of the right people at the right time on the right subject – to brainstorm or reevaluate or correct the course. (Imagine what life would be like without ‘meetings’, but where you ‘GATHERED’ together in a fun, productive session with real results.)

Read Pixar’s Braintrust for another great option.

A meeting, by the way, is not a place to INFORM! If you want to share information, write it down and get it out in a one-pager. If you’re going to ‘gather’ for actionable results, then people need to be engaged and involved in the session – not listening to one person ramble with no purpose.

I’d also love to see more opportunities for CELEBRATIONS of accomplishments and success (rather than just ‘talking’ about what we’re going to do).

P.S. If you really, really want a PRODUCTIVE session, either STAND or go for a WALK!

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You Choose Your Story

In the early 1900s, two shoe salesmen were sent to a remote village to see if there was an opportunity to sell shoes. The wrote back in telegrams:

Salesman #1: “10,000 natives. Stop. Situation hopeless! Stop. No one wears shoes. Stop.

Salesman #2: “10,000 natives. Stop. Glorious Opportunity! Stop. No one here wears shoes! Stop.

Question, which of these two stories is true? Answer, both.

The point? You have control over the story. You have the power to choose your story.

Further, as a leader, if you don’t choose the best possible story, then who will?

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Bad Apple/Good Egg

“The damage done by one bad apple is far greater than the benefit done by one good egg. A lot of executives are afraid that if they weed out their bad apples, their organizations would lose some competitive toughness. This is not so.”

-Adam Grant, Professor, University of Pennsylvania’s Wharton School

Very interesting article on The Power of Generosity in the December 2015 issue of SUCCESS MAGAZINE.

It talks about the power of giving and references The Go-Giver by Bob Burg and John David Mann, as well as Give and Take by Adam Grant.

Well worth the read for both personal development and fundraising/sales.

Remember, that we are all For Impact leaders and we need to help people feel great about investing in a powerful cause!

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Summer of Health

In the spring of 2014, The Suddes Group team members encountered several health setbacks, ranging from physical injuries to the emotional / mental toll of losing family members. As a team, we decided to commit the summer to health and healing. On June 21, the Summer Solstice we started our SUMMER OF HEALTH.

This really simple concept defined our TEAM STORY for the summer.

We read books… took cooking classes… held each other accountable to fitness goals... rehabbed old injuries… There was an open and ongoing conversation about managing energy, finding flow, and the process of mental renewal.

The Summer of Health had many expected benefits, but also a few that we didn’t even see coming:

  • We went wayyyy beyond diet and fitness. The team conversation shaped around vitality, balance and meaning!!!
  • Team members involved families. This seems obvious in hindsight, but everyone reported having family members who also lost weight, gained energy, and transformed their health. As one team member shared with me, “We took the time to learn how to cook and prepare healthy food as a family, and this is a value that will be passed on to our kids!” (THAT’S IMPACT!)
  • We had an impact on broader social circles and extended families. Our team members became incidental health leaders and coaches. Let me tell you, there is nothing more fulfilling than helping a family member find health!
  • I think it had a permanent impression on our culture. Since last summer we’ve observed an awareness of energy and work-life integration.

The team journey was so powerful that we’re making it again. Hopefully a few of you will make a commitment to a SUMMER OF HEALTH too.

Obviously, this is something you can do yourself, but I would encourage you to do this with your team or with some friends.

Write to me at nick@forimpact.org. Tell me about your INDIVIDUAL or TEAM commitment to a SUMMER OF HEALTH. I will include you on notes we share with our team about focus, renewal and vitality. I’ll also send out some of the books below to a few randomly selected people.

Here are a few of the books we shared last summer:

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Celebrate your Birth DATE!

Today is our Founder, C.S.O. (Chief Spirit Officer), and resident Old Guy’s birthday!

For 40 years (or more) Tom has encouraged every young person, old person, fundraising professional, social entrepreneur, etc., that he has come across to adopt one very effective habit for success and life balance. Tom uses his birth date (the 19th of every month) as a reminder to get some solo time – write goals, reflect on goals, celebrate – just take that one day a month to focus on yourself and you will be more effective in all areas of life.

In his honor, were are sharing some of Tom’s most inspirational words about why you should celebrate your Birthday and your Birth Date! Share this idea on social media and (1) tell us how you celebrate your birth date and (2) leave a birthday message for Tom.

Here’s a great goal/challenge: Make your BIRTH DATE a special day for YOU!

  • Do something solo. (Breakfast or coffee shop, with a journal or a book. A motorcycle or bike ride. A yoga class. Something… Alone.)
  • Then, do something special with those you love. (Spend a little time with the g-kids. Catch up with a sib or a child away from home. Have lunch with the ‘girls’ or a beverage with the ‘boys’.)
  • Do some serious journaling.
  • Do a monthly review of your goals (lifetime, this year, upcoming 90 days, etc.) and to set an Action Plan for next 30 days.
  • Take your BIRTH DATE ‘off’ – Whatever that means to you. Yes, most people will laugh or scoff at this suggestion, but if you can’t set aside even one day for yourself, once a month… things are pretty screwed up. (Note: If you can’t take your Birth Date ‘off’, surely you can take your actual BIRTHDAY off!)

Big Idea: Spend one on one time with your kids on their Birthdays! When my 5 kids were growing up, we would do special Birthday Breakfasts where we would write down goals, best friends, favorite books and movies, etc. I still have all of their thoughts captured in a special ‘Green Book’. It’s great to look back at ‘goals‘ from a 5 or 10 or 17 year old.

Note: You’re seeing a special sneak peek of our very own For Impact Font, ‘OG’, on the napkin above. Our phenomenal designer, Matt, has painstakingly scanned and cleaned up an entire alphabet, taken from Tom’s actual journals over the past 40 years. We’ll be rolling this font out in the coming months but wanted to share our excitement with a preview for our Tribe!
 

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Will It Make the Boat Go Faster?

 

I absolutely love catchphrases. When used as part of our language and culture, they become a great ‘shorthand’ to make a point or to provide direction.

You will notice these catchphrases throughout the For Impact thinking and writing:

Shoulder-to-shoulder. Right people on the bus. Don’t make decisions for your prospects. Hope is not a strategy. Think … and grow rich. (Even) Just Ask.

I came across this great catchphrase/book/YouTube hit recently:

WILL IT MAKE THE BOAT GO FASTER?

Simple backstory: Ben Hunt-Davis wrote a book capturing Great Britain’s almost- miraculous win at the Sydney Olympics in 2000. (Here’s a great six-minute clip of the race.)

Hunt-Davis now gives talks all around Europe about how their crew could have kept doing the ‘same old thing’, and continue to come in well behind all the other international crews.

They came up with a simple mantra/question: WILL IT MAKE THE BOAT GO FASTER?

For them, that applied to everything they did. For example:

If we spent an extra hour on the rowing machine … will it make the boat go faster? Obvious answer: Yes.

If we go to the pub tonight … will it make the boat go faster?
Obvious answer: No.

I don’t want you to overthink this. The beauty of a catchphrase is in its simplicity.

You can decide whatever your ‘boat’ is. (A goal, a project, revenue/income, whatever.)

Then, decide on what ‘faster’ equates to. (More successful, etc.)

Then, simply ask yourself every day:

WILL IT MAKE OUR (BOAT) GO (FASTER)?
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