With a Story She Wins

We learn that Emotion creates Action. When we find that emotion in a person and we know how to move it, then we get the response we want. Sports, business, family, vacation, in all areas of life. So, how do we move it? What is effective? Why is it effective?

In this forum we have been looking at attaching a story to our message in order to elicit the emotion we seek. In a recent Vistage session a participant offered that her experience with stories is that they help find the Trust button in the audience, they create a bond. A story will inspire the audience because of the emotion it has reached.

Armed with that feedback and my absolute knowing that a story is the way to enhance our Leadership and sales abilities, a client and I planned an important sales call for her. It had been a particularly tough prospect for her consulting practice. They were nearing a deal, the prospect was interested, she just wasn’t closing. She seemed to have a good process, questioning was leading them in the right direction, but something was missing. In past meetings she had learned that the prospect felt he had a solid product, their reputation was excellent. The business had its ups and downs like everyone. But it was just stagnant. Just not moving. She saw that his problem was the management team and their inability to work together.

We developed a strategy for the next sales call. Signs indicated it could be the last. All of the management team would be present for the meeting. A first for her. She began by asking each team member very probing questions. Many of them fumbled. She offered concepts of solutions “when they worked together.” Then she told a story crafted to demonstrate the challenge all of them were facing. It described a strong company and begged the question of why it wasn’t moving forward. That story found the Emotion in the CEO and every member of the management team. It moved them to Action. She now has them as a new client.

Plan your next meeting. Put a story in there. Attach it to a message. Aim it at a specific Emotion. Watch the positive results.

What is Your Legacy?

The first lesson is Leadership and Mentoring is be a guide, tutor, coach, leader. This is where we learn to leverage our own qualities and our ability to create output by teaching and helping others. We know how Trusted Mentors will leave their mark. Sound advice, guidance, love and examples. They help with personal growth and are important in shaping a young mind.
So, we have to ask: What is our legacy? Who can we help? How can we shape the lives and futures of others? Who can we remove from a negative place? What marks are we leaving along the path for the next generation? Here’s the important thing: We may be successful, but we have an obligation to pass on what we’ve learned. It is not ours to keep. It is ours to pass on.

With mentoring you may never know how your legacy will continue to grow and influence others. Some may take 50 + years to be recognized.

When I was 11 years old it was a big deal to be in the “A” league in Little League baseball. I was fortunate enough to be there. We were returning Champs. Several of us had be on the “All Star” team. Tryouts are held each year and boys are picked for teams in the A, B & C leagues. Our coach picked a boy I didn’t think belonged on an “A” team. Somehow I had appointed myself judge. This young boy lived down the street from me. He couldn’t throw the ball out of his shadow. We could have had another boy who could really play. But the coach knew he should select him. He came from an unfortunate family situation. They struggled with everything. The self-esteem of everyone in the family was low. I now know after 50+ years this was one of the most important things I have ever witnessed. I now know how much it helped that boy and helped his family. I now know how wrong I was to judge that boy and to judge the coach’s choice. The coach was my Dad. He was gone by the time of my ‘awakening.’ I didn’t get to tell him how proud I was of this unselfish mentoring decision. I’ve told him in prayer. I am telling him now in a forum that will live in the public forever. It took 50+ years for my dense head to get it. But I’ve got it now. I’m proud of him for his legacy.

De-Coding the Path to Success, Principle # 7

How Big Achievers Do It

TAKE ACTION: It’s time to Take Action. I see too many people waiting for someone else to do it. Waiting for someone to help them. Looking for someone to deliver the silver bullet. I see a lot of people waiting for the perfect plan, perfect time, perfect whatever. An 80% plan well implemented is better than a 100% plan never developed. You know hundreds of stories, yourself included, of people who have Acted. Some succeeded and some didn’t have the great success they wanted. But they moved. That’s just the way it is. But not trying is not an option. An old Army sergeant, veteran of Korea and Viet Nam, told me in Ranger training, “Son, either go forward or backward, to the right or to the left….but do not stand there. They will kill you!” Here is what we learn:  Good intentions don’t count! We cannot build something based on what we are going to do.

Vision without Action is merely a Dream…
Action without Vision passes time…
Vision with Action can change Your Life…

De-Coding the Big Achievers

While reading an e-book recently I came across these elements of success. They are offered by Mark Magnacca in his book The Product is you.  Has studied what makes people successful for over a decade. You’ve seen it all before. These are themes, in varying forms, in books and articles that are in plentiful supply. So, why don’t we practice them? They are easy to do, and easier to avoid. Don’t let excuses keep you from the success you deserve. Put these simple steps into action, now. Good Luck!

They have specific goals.
• They develop a plan to achieve their goals.
• They stick to their plan and can modify it while remaining
focused on the objective.
• They have an open mind.
• They are adaptable.
• They don’t take rejection personally.
• They push themselves even when they don’t feel like it.
• They understand their strengths and their weaknesses.
• They understand the power of working as a team.
• They are coachable.

New Messenger, Old Theme, True Relevance

Strongest Message I’ve Heard in a While

I can’t build on the Admiral’s comments. They are, in my opinion, the best I’ve heard in a long,long time. He’s relevant, basic and sincere. No hype in this. No do-like-I-do preaching. It’s a message that will live a long time.

Copy the text and save it for your children and grand children. It will be relevant then too.

http://alcalde.texasexes.org/2014/05/mcraven-to-grads-to-change-the-world-start-by-making-your-bed/

Always There

Several things are ‘always there’ in life. See what you can make of this one.

I am your constant companion; I am your greatest helper or your heaviest burden. I will push you onward or drag you down to failure.

I am at your command. Half of the tasks that you do you might just as well turn over to me and I will do them quickly and correctly.

I am easily managed; you must merely be firm with me. Show me exactly how you want something done. After a few lessons, I will do it automatically.

I am the servant of all great people and the regret of all failures as well. Those who are great, I have made great. Those who are failures, I have made failures.

I am not a machine but I will work with all its precision plus the intelligence of a person.

Now you may run me for profit or you may run me for ruin. It makes no difference to me. Take me, train me, be firm with me and I will lay the world at your feet.

I am called ‘habit.’

Author Unknown
( I received this in a newsletter today and liked it)

When It Truly Counts

What it’s Really About

Serving the customer. It gets tossed around in every sales meeting. We’ve got to improve. It’s the way we will grow. It’s the king. It’s the…you get the idea. This is a true story. It is a story about service of the first order, and how it works.

Bonnie is a mortgage lender. Sixteen years ago she wasn’t the veteran she is now, but she was no rookie either. Yet, her reputation for helping people was spreading. The young, newly-wed couple sat across her desk. The wife was apprehensive. A few years before she had been through a devastating divorce. It  had depleted her financial strength and she feared her credit rating would ruin their chance of buying the house they wanted.   Bonnie was able to help them with the loan. Dream house secured.

Forward 16 years to a chance meeting between Bonnie and the wife. A lady approached Bonnie and asked if she recognized her. Bonnie, ever the diplomat, acknowledged she did but didn’t remember her name. The lady re-introduced herself, then apologized to Bonnie. She admitted that 16 years ago she had feared a loan for their home would not be possible. She had been scared, intimidated, ashamed and truly anxious ridden. She told Bonnie she was delinquent because she had not thanked Bonnie for helping them and was ashamed for her lack of manners. She was indebted to Bonnie for the dignity with which she had been treated. For the way Bonnie had made them feel special and comfortable. For giving them hope when it truly didn’t look like much was available.

Bonnie’s day was made. One of those blue bird events that puts you on top of the world.

Here’s the message: Everyone wants to be financially successful. You want to collect your commission, paycheck, whatever. You go through all the right motions. You take care of a client and expect the reward. Hold it a second. When we realize that our future is built on how we make other people feel not just performing our service, then we have a shot at the financial rewards. They make our future, not the reverse. Customer service? Yeah, it’s important. But it is only effective when put ourselves on the other side of the table and treat the client accordingly.

What a special feeling Bonnie has. She gave a young person dignity, confidence and comfort. Done with grace, humility and professionalism.

The Boy and the Bicycle Ride

One hot summer day the boy and his friend took a long bicycle ride, ending up 10 miles from home at the small local airport. The serving counter of the café inside the terminal promised a cold glass of ice water.

The waitress asked the boy what he wanted. Water would be great, he had no money. His friend had a dime and could order a coke. The two sat and talked about their “adventure” ride from home, as 12 year old boys will do. The boy noticed the waitress approaching.

She put a coke in front of the boy. “Ma’am” I don’t have any money”. She told the boy that a customer had overheard him and bought a coke for him. The stranger had already departed the café.

At that moment there was no one to thank. So, for 50+ years he has remembered and built on the stranger’s kindness. How many lessons are in that experience?

Sharing without keeping score. Pay it forward. It was all about a bicycle ride.

What Would I Do If…..

Be conscious of the decisions and choices you make.  It really is possible to design a life that works – that enables you to enjoy a profitable career, enjoy a great family life and participate in leisure activities.  And it all begins with the choices you make…  the decisions you make.

The wisest question ever asked is “What would you like to do if money were no object and you knew you could not fail?”  Whatever that is, that is what you should be doing.  Why?  Work is not work when it is fun and enjoyable, and when you are doing something like this, something that you love to do, you generally do it very well… so well, in fact, that you can make a lot of money from it.

Something to think about .

Emergency Operating Plan

Develop it Now

Every business needs an Emergency Plan. The “what do I do” when various things happen that prevent us from being 100% in our business. Have your employees help you develop this plan.

Several times in the past two months the southeastern states have experienced heavier than usual snow and ice. Our brothers further north will chuckle at us, but they know how to deal with it.

Four days ago it struck again. Businesses and schools closed. Power has still not been restored to large numbers of homes. Trees are down. School is closed. It’s a mess.

This is one of those times when you and your employees need to know what to do. What if I can’t get to work? What if ….? Many businesses can’t operate in these conditions or have to operate remotely or delayed.  When everyone knows what to do without having to call you, look it up on a website or just wonder about it, then you have a staff who can help you run your business better. Morale is better, there is less confusion. Business may stutter step, but it can continue.

What if you had a system for calling all employees just to check on them? To find out if they were ok  or if they needed something. You know, you call three people and they call three, so on. What would it mean to a family whom you could help out of a tough situation? Just because you cared enough to call. What would that do for their morale? How about how the other employees knowing that you cared enough to help a peer? Don’t delay. Put a Plan in place now.