Read People Better

Read People Better

In business and in life, the most critical choices we make relate to people. Yet being a good judge of people is difficult. How do we get better at sizing up first impressions, at avoiding hiring mistakes, at correctly picking (and not missing) rising stars?

The easy thing to do is focus on extrinsic markers — academic scores, net worth, social status, job titles. Social media has allowed us to add new layers of extrinsic scoring: How many friends do they have on Facebook? Who do we know in common through LinkedIn? How many Twitter followers do they have?

But such extrinsic credentials and markers only tell one part of a person’s story. They are necessary, but not sufficient. What they miss are the “softer” and more nuanced intrinsic that are far more defining of a person’s character. You can teach skills; character and attitude, not so much.

Judging on extrinsic and skill-based factors is a relatively objective and straightforward exercise. Gauging softer traits such as will or attitude is much, much harder, and takes one-on-one contact, attentive listening, and careful observation. That’s why it’s important to approach a job interview more as an attitudinal audition than a question-and-answer period around skills.

Over the years, I have been collecting and reflecting upon questions that have helped me improve my people judgment, especially around personality and attitude. Here are ten key questions to help you better understand the intrinsic “why” and “how” behind a person:

1. What is the talk-to-listen ratio? You want people who are self-confident and not afraid to express their views, but if the talk-to-listen ratio is anything north of 60%, you want to ask why. Is it because this person is self-important and not interested in learning from others — or just because he is nervous and rambling?

2. Is this an energy-giver or -taker? There is a certain breed of people who just carry with them and unfortunately spread a negative energy. You know who they are. Alternatively, there are those who consistently carry and share a positivity and optimism towards life. There is a Chinese proverb that says that the best way to get energy is to give it. Energy-givers are compassionate, generous and the type of people with whom you immediately want to spend time.

3. Is this person likely to “act” or “react” to a task? Some people immediately go into defensive, critical mode when given a new task. Others jump right into action and problem-solving mode. For most jobs, it’s the second kind you want.

4. Does this person feel authentic or obsequious? There is nothing flattering about false praise, or people trying too hard to impress. Really good people don’t feel the need to “suck up.” Those who can just be themselves are more pleasant to work with.

5. What’s the spouse like? One of my business partners gave me a great tip for interviewing a super important hire — go out with their spouse, partner, or closest friend. We are known by the company we keep.

6. How does this person treat someone she doesn’t know? At the other end of the spectrum, observe how a person treats someone she barely knows. This is what I call a “taxi driver or server test.” Does the person have the openness and yes, kindness, to have a real conversation with a waiter at a restaurant or the driver of a taxi? Does she ignore them or treat them rudely?

7 Is there an element of struggle in the person’s history? History matters. In research for the book, Heart, Smarts, Guts, and Luck (Harvard Business Review Press, 2012), co-authors and found that around two-thirds of people who were “Guts-dominant” — those who had the desire to initiate and the ability to persevere so crucial in entrepreneurial ventures — had some financial hardship or other challenges in their formative years. Early failures and hardships shape one’s character as much or more than early successes.

8. What has this person been reading? Reading gives depth, helps one understand one’s history, frames ideas, sparks new thoughts and nuances to existing perspectives, and keeps you apprised of current events. It’s a generalization, but the more interesting people I have met tend to read a lot — it’s a mark of intellectual curiosity.

9. Would you ever want to go on a long car ride with this person? This is a variant of the “airport test.” Years ago at my first job, I was told about the thought-experiment of asking if you were stuck at an airport with a candidate, how would you really feel? In a similar fashion, is this the type of person with whom you could imagine going on a cross-country drive?

10. Do you believe that this person is self-aware? My colleagues and I believe the most important pre-requisite to great leadership is self-awareness. Does this person have an intellectual honesty about who he is and his strengths and weaknesses? Does she have a desire to learn and take appropriate actions based on that awareness? It is usually a more difficult question to answer than the rest — but look for humility, and congruence between what the person thinks, says, and does.

Ask these ten questions about someone, or even a subset of them, and you’ll be on a path to being a better judge of people

David Reed

Zebra3 Performance Consulting             

Tampa FL

http://www.zebra3investments.com

http://www.linkedin.com/in/davidreedtampaz3

http://www.facebook.com/Zebra3InvestmentsConsulting

 

6 Questions That Help You Increase Revenue

6 Questions That Help You Increase Revenue

Completing Your Mid-Year Sales Recalibration
We’ve hit the mid-year point again.  Many small businesses are looking at their numbers and asking “can we get there from here?”  That depends, are you going to leave it to chance or are you going to aggressively manage it?
To aggressively managing it doesn’t mean just more sales!  It means making sure you’ve answered all the right questions to support more sales as well.
I often find that small business owners think that sales are the only thing that affects revenue.  Not the case!  That’s one of the reasons I developed the Tuning Your Revenue Engine model in the first place.
While sales is part of it.  If the other things are also addressed all the sales in the world won’t get you to the goal!  You need to make sure you have the answers to some key strategic questions.
None of these topics are new.  I’ve written about all of them in the past.  Let me just organize them here so that you can see how to apply them to your mid-year planning.
Do You Know Which Revenue Predictive Metrics to Monitor?
This is the heart of Tuning Your Revenue Engine.  Monitoring those operational metrics that allow you to see what’s happening both across your business and in the market so you can do something about it.  I addressed this topic in my post Become Proactive Instead of Reactive with Your Revenue!
Do You Have Excess Capacity to Sell?
Selling more won’t help if you don’t have any more to sell!  Do you know the maximum capacity of your operation?  When do you hit it?  How much will it cost to add more?
Not knowing the answers to these questions can kill your business.  Not being able to deliver is a death sentence to a small business.  Read the old post Maximize Revenue by Selling Your Excess Capacity to address this potential problem
Are Non-Sales Functions Affecting Revenue?
Capacity is one of those “non-sales” issues that can cause revenue problems.  Others include your price, your marketing, etc.  Not addressing the entire problem will not help you increase revenue either.  The previous post title “Is Something Other Than Sales Affecting Your Revenue?” will explain the non-sales issue that could affect revenue.
 
Do You Have a Sales Plan?
A sales plan is a critical resource to hitting your revenue goal.  Without one your sales team is just other there doing whatever to hit their numbers.  While this may seem fine, it’s not scalable.  So it always is dependent on the team you have and doesn’t allow you to expand when necessary.  Read Building Your Sales Plan Doesn’t Have to be Rocket Science to find out how to put together a simple yet effective plan.
Start With the Simple Stuff?
Many people avoid the sales plan because they think they need to be sophisticated with a sales plan.  It’s really just the opposite.  You want to start with the simple stuff.  But, if you don’t spell it out for the sales team they may make it more complicated than it needs to be.  Here are 4 Tactics to Jumpstart Your Sales that are simple and very easy to apply immediately.
Are You Investing Enough in Your Marketing?
At some point you’re going to need more leads than you already have in-house.  Marketing is what finds you more!  But, how many and how much do you need to market to generate enough leads.

,
6 Questions That Help You Increase Revenue – Your Small Business Growth on Become Proactive Instead of Reactive with Your Revenue!
6 Questions That Help You Increase Revenue – Your Small Business Growth on Maximize Revenue by Selling Your Excess Capacity
Maximize Revenue by Selling Your Excess Capacity – Your Small Business Growth on Knowing Your Operational Capacity:
Answering the Hard Questions about Leadership – Your Small Business Growth on Why Leadership is Critical to Business Growth

Inspires personal perseverance in private challenges

Inspires
God needs you. He needs your gifts, your smile, your love, your passion. You are a part of His divine plan. You have something to offer nobody else can offer. Nobody has your exact personality, your exact looks. There is something unique about you. Don’t wear that “average” label. If you think you’re average, then you’ll be average. If you think you’re ordinary, then you’ll live an ordinary, “get by life” and never do anything great.

The truth is, there is nothing ordinary about you. You have the fingerprints of God all over you. The Creator of the universe breathed His life into you. He crowned you with His favor. You have royal blood flowing through your veins. You have a destiny to fulfill, something greater than you’ve ever even imagined. Embrace His truth, embrace His love, and embrace the blessings He has in store for your future!

Let Go of the Wrong Relationships

“Do not be misled: ‘Bad company corrupts good character.’ ”
(1 Corinthians 15:33, NIV)
Do you ever get around a certain person and feel an uneasiness or an unrest? Something inside says, “Stay away. That’s trouble.” Those are not just bad vibes. That’s the Holy Spirit warning you. It may be small, but it can keep you from a big heartache. You might say, “Well, if I don’t hang out with them, I may not have any friends.” No, God will give you new friends. He will give you better friends. The key is: if you don’t let go of the wrong people, the right people won’t show up. This is not talking about a relationship already committed in marriage, but relationships outside of marriage. God doesn’t force us to let go of wrong relationships. He has given us our own free will. But when God asks you to give something up, He is never trying to take something away. He is trying to get something better to you. As we obey Him, we grow and mature which opens the door for more of His blessings and favor.

Remember, bad company corrupts good character. Let go of friends or influences that you know are dragging you down. Trust God to bring the right people and connections across your path. Let go of wrong relationships and move forward in the blessing He has prepared for you!

Little Things Mean a Lot

“Whoever can be trusted with very little can also be trusted with much…”
(Luke 16:10,
In scripture, the prophet Elisha told a man named Naaman to go wash in the Jordan River and he would be cured of his leprosy. Naaman was the Captain of an army, a very influential man. He didn’t want to go wash in the dirty Jordan River. His attitude was, “That’s absurd. That’s little. That’s insignificant. That’s not going to make any difference.” His assistant said, “Naaman, if he would have asked you to do something hard, something big, you would do it. Why don’t you do this small thing?” Naaman finally went and washed in the Jordan, and he was totally healed.

I wonder how many of us would see our breakthrough, our healing, our promotion, or a dream come to pass if we would just do the small thing that God is asking us to do. People think, “Oh, it doesn’t really matter. I’ll do it one day.” But realize today, those little things mean a lot. They are keeping you from the fullness of your destiny. It may be something small, but your act of obedience will cause God to release the big thing that He has in store.

The Blessing Follows Obedience

“If you fully obey the LORD your God and carefully follow all his commands I give you today, the LORD your God will set you high above all the nations on earth. All these blessings will come on you and accompany you if you obey the LORD your God.”
(Deuteronomy 28:1–2, NIV)

God rewards the people who seek after Him. Every time you obey His Word, His blessing will follow. If you’ll learn to obey Him in the small things, if you learn to pass the small tests, there’s no limit to how high God will take you. The scripture says, “When we fully obey God, blessings will chase us down and overtake us.” You can’t outrun the good things of God.

Always remember, when you obey God in the small, He will release big blessings. He has big opportunities, new levels of favor, healing, restoration, vindication, promotion, planned in your future. As you stay faithful to Him, you’re going to step into the fullness of your destiny and be all that God has created you to be!

God’s Protection

“ ‘Because he loves me,’ says the LORD, ‘I will rescue him; I will protect him, for he acknowledges my name.’ ”
(Psalm 91:14, NIV)

One time, I was outside my house standing under a big oak tree talking with some people. There had been a severe drought in Houston, and the trees were very stressed. After we got through talking, we walked away. About ten seconds later, this big branch fell right where we were standing. If we had still been there, we would all be in the hospital. We walked away at just the right time. It wasn’t a lucky break; it was the goodness of God directing our steps.

Today, I encourage you to be on the lookout for God’s goodness. Acknowledge His name; acknowledge His love. Listen to the still, small voice and let Him direct your steps. He will lead you, guide you and protect you all the days of your life!

Get Ready for the New

“And no one pours new wine into old wineskins. Otherwise, the new wine will burst the skins; the wine will run out and the wineskins will be ruined.”
(Luke 5:37, NIV)

Are you ready for a new chapter in your life? Sometimes, in order to move forward into the blessing God has for you, you have to be willing to let go of the old. The things that are behind you are not nearly as important as what is out in front of you. It’s time to get ready for the new!

You may have had some unfair things happen, things that you don’t understand; but let me tell you, you have come too far to stop now. Instead of allowing those things to hold you back, why don’t you let go and take a step of faith into the new? It’s time to get a new, bigger vision; it’s time to get a new, fresher outlook; it’s time to rise up with a new attitude! Instead of settling where you are, pick up and move forward. Have the attitude that says, “I may not understand it; it may not have been fair, but I am not getting stuck on this page. I know God has a new chapter for me — a chapter filled with blessings, favor and victory!”

Harvest is Coming

“I will give you rain in due season, and the land shall yield her increase and the trees of the field yield their fruit.”
(Leviticus 26:4, AMP)

God has set up seasons in our lives. It’s easy to get frustrated when our dreams aren’t coming to pass on our timetable, but every season is not harvest season. There are plowing seasons. There are planting seasons. There are watering seasons. Sure, we would love for every season to be a time of increase left and right, good breaks here and there. But without the other seasons, we wouldn’t be prepared. For example, it’s during the plowing seasons that God brings issues to light that we need to deal with. He’s getting us prepared for promotion.

If you’re not making as much progress as you would like, the key is to not lose any ground. Don’t go backwards. Hold your position. Keep a good attitude and do the right thing even when it’s hard. When you do that, you are passing the test, and God promises that your due season of harvest is coming. Be encouraged because your appointed time of increase, favor and promotion is on its way, and He will fulfill every dream and desire He’s placed within your heart. Remember, harvest is coming!

He Makes
Everything New

“He who was seated on the throne said, ‘I am making everything new!’…”
(Revelation 21:5, NIV)

Can you remember the time when you first discovered a big dream in your heart? Maybe you were determined to excel in your career, excel as a parent, or even excel in your walk with the Lord. You probably started out strong, but maybe things got a little difficult and didn’t happen as quickly as you would have liked. At that point many people decide, “Let’s just settle here. It’s not exactly what we wanted, but at least, it’s good enough.”

Friend, I want to remind you today that you were made for more than good enough! Maybe things haven’t worked out the way you planned, but now is not the time to stop and settle. Now is the time to dig your heals in and begin again. And even if that dream has died — it’s time to dream another dream. God has so much for you in your future.

If you’ve settled in any area of your life, take that first step by lifting your eyes to the Father. Let Him renew your strength. Let Him make things new in your life. Trust that His Word is directing your steps. Thank Him and worship Him because He is making all things new in your life!

In All Things

TODAY’S SCRIPTURE
“In all your ways acknowledge Him, and He shall direct your paths.”
(Proverbs 3:6, NKJV)

God wants to help you in life. Not just in the big things, but in every detail. He wants to help you when you’re cooking dinner or driving in traffic. He wants to help you with your schoolwork, help you be more productive at the office, even help you find what you’re looking for when you’re at the store.

The key is that God will only be involved as much as you allow Him to be. Don’t just invite Him into your day on Sunday. Don’t just ask Him about the big things. Learn to hear His voice in the little things. He is big enough to handle every single detail.

Scripture says, “Acknowledge God in all of your ways.” Not some of your ways. Not just the big things — in all things. If you’ll start acknowledging God in all of your ways, He will crown your efforts with success.

Ask Him for Help

TODAY’S SCRIPTURE
“So Judah gathered together to ask help from the LORD…”
(2 Chronicles 20:4, NKJV)
Scripture says that we are to acknowledge God in all of our ways. One way to acknowledge God is to simply ask for His help. On the way to the grocery store, under your breath, “God, help me to find what I’m looking for. Help this to be a productive trip.” That’s acknowledging God. You’re saying in effect, “God, I need You right now. I want You in my life.”

That simple acknowledgement is an act of faith. It opens the door for Him to direct your steps, even in the little things. God will help you find what you may not have found. He will put you at the right place at the right time. And sure, you can do this without God’s help. You can do it in your own strength. But when you learn to hear His voice in the little things, you’ll be confident to hear Him in the big things. When you acknowledge God, He breathes His favor on you. You’ll come into an anointing of ease. What should have been a struggle won’t be a struggle. That’s God crowning your efforts with success.

Today and every day, ask Him for help and let Him lead you and guide you in every area of your life!

Stayed on Him

“You will keep him in perfect peace, whose mind is stayed on You, because he trusts in You.”
(Isaiah 26:3, NKJV)

If you’ll acknowledge God in all you do, He promises to go before you and make the crooked places straight. That means He will cause the right people to show up. He will open doors that you could not open. He will crown your efforts with success.

Acknowledging God isn’t something we should just do every once in a while. He should always be on your mind. Think about two people when they are first dating. They are so enthralled with one another that no matter what they are doing, they are thinking about the other person. Well, that’s how we should be with God. First thing in the morning when you wake up, you should acknowledge Him, while you’re getting ready, while you’re driving, and all throughout the day. Don’t let the distractions of this temporary world take your focus. Be determined to make your relationship with the Father your highest priority. Keep your mind stayed on Him, and He will direct your steps!

Getting Quiet

TODAY’S SCRIPTURE
“Be still, and know that I am God…”
(Psalm 46:10, NKJV)

So many people today find themselves caught up in the day-to-day busyness of life, driven to do more in less time. It seems people constantly strive to find ways to cram more into their already overcrowded schedules. But at the same time, God is constantly inviting us to step away from the hectic pace of life and come to Him to find rest for our souls. He invites us to be still before Him, to get quiet so we can hear His voice and set our hearts and minds at peace.

Every day, you should take time to read the scripture and meditate on God’s promises. Every time you’re in the car, put on some good praise music. Make it a point to spend time with God throughout the day. When you get quiet, say, “God, I love You, today. Lord, thank You for my life, my family, my dreams.” That’s what is going to keep you strong. That’s what’s going to keep you moving forward in the right direction.

Today, make it a point to be still before God. Quiet your mind of all the things on your agenda and just focus on Him. Let Him love you, let Him speak to your heart, and let Him fill you with peace and strength each and every day.

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10 Ways to Survive (and Thrive) in a Difficult Marriage
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First, it’s important that we understand that the concepts of “difficult marriage” and “good marriage” can be compatible. Fact is, the best relationships involve challenge because challenge is typically a prerequisite for experiencing the best.

If your marriage does not involve challenge (and even conflict) then you are, in all likelihood, barely scraping the surface of what is possible in terms of a life-charged relationship.

Here at All Pro Dad we understand that life is always a work in progress. And so are the best marriages. Use these “10 Ways to Survive (and Thrive) in a Difficult Marriage” as you work out your commitment to create the best relationships possible.

Think, “Leading from the front with the heart of a servant,” and take it from there:

 

Understand that the word “commitment” is the most important element in the meaning of love:

Great relationships are predicated on long-term faithfulness. Time is not just a great healer; time also provides the space we need to work things out.

Take a look at this biology 101 definition of “life” and apply it to your marriage:

Life is that which distinguishes something vital and functional from something that is dead.
Life is a force associated with animation, or vigor.
Life is a state characterized by metabolism, growth, the ability to react, reproduction and constant adaptation via internal change.
Tweak your perception:

Real life is challenging and life without challenge is, by definition, “life-less.”

All of us enjoy a little calm. But try viewing difficulties in your marriage as opportunities to grow. Perception can be reality.

Consider the fact that there are always two alternatives to every situation:

We can either elevate the experience…or make it worse. Your response sets the trajectory and sets into motion what is possible.

Connect with a support group:

Your wife and you both need to be surrounded by deliberate encouragement and loving accountability. To find that, you need to surround your marriage with couples who are in strong relationships.

Commit to positive change – yourself:

The only person you can change in a marriage is yourself.  Positive personal growth can be the catalyst for positive change in the relationship.

Hold yourself accountable:

Do you want your spouse to change? Change yourself first. When we are willing to be the change we imagine we have already opened the gate for positive change in our spouse.

Never blame:

Resist the urge to blame your wife for difficulties, even when you know you’re doing your best. The assignment of blame is always a step backwards.

Always affirm:

Don’t lie (because insincerity always falls flat). However, when we find positives and then follow them with heart-felt affirmation, we demonstrate both compassion and belief. Belief is a strong asset to a marriage.

Love with increasing eloquence:

Always aim to raise your own game. When we love our wife with creativity and energy, what we’re doing is the best kind of leadership available. It’s called leading from the front with the heart of a servant.

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Gurgleplex 4 weeks ago
Good Advice as always.  Easier said than done.
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Alfonso Romo 10 months ago
This is TERRIFIC, is a good program, my question is: this program is teaching in spanish? You have material in my language? my english is not very good.
If possible send me information, thank you and GOD BLESS YOU coach Tony and team
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Grnbaykwaps 3 weeks ago
I have followed these top 10 as a father with my 4 children (2boys & 2girls). Things worked out just fine, they now have blessed me with 5 grandchildren. Today I’m repeating the 10 with a grandson who lives with me. His single parent mother and I try to follow all the rules without father he so needs to learn from! We take him to yearly All Pro Dad events and just love the whole day together!!!
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James_lake 3 weeks ago
I love this All Pro Dad!
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Abraham Lincoln and Thoughts on a Difficult Marriage

In his book Sacred Marriage, Gold Medallion-winning author Dr. Gary Thomas writes,

“Abraham Lincoln was an unusual man of principle simply in the way he approached courtship. He agreed to marry a woman who he hadn’t seen in 3 years. When he finally saw his prospective bride, his heart sunk. ‘She did not look as my imagination had pictured her,’ he wrote. ‘I could not for my life avoid thinking of my mother. The lack of teeth and the treelike assessment of her age – nothing could have commenced at the size of infancy, and reached her present bulk in less than 35 or 40 years!’

Because Lincoln was a man of his word – although not pleased with this woman – he was determined to marry her. He got down on one knee and… she rejected him. Lincoln made an absolute fool of himself.

Mary Todd Lincoln was a woman of intense impulse and she had a tremendous temper. Lincoln suffered many indignities at the hand of his wife. From her publicly throwing coffee in his face, to chasing him with a knife, to her crazy spending binges of buying hundreds of pairs of gloves at a time, she was responsible for their own marital uncivil war.  

When the Lincolns lost their son Willie – Mary’s favorite son – her hysterics were difficult to control. It was after losing his son and watching his wife fall apart, Lincoln wrote the speech that would mark him for posterity, The Gettysburg Address.

Lincoln shone brightest when his personal life was darkest. It’s important to see that not only did Lincoln’s difficult marriage not deter him from achieving greatness, one might argue that it acutely helped prepare him for greatness. Lincoln’s character was tested and refined on a daily basis so that when the true test came, he was able to stand strong.”

If you are married to a challenging woman, your impulse right now might be to run.  But it’s not always the best option.  Here are 10 ways to survive (and thrive) in a difficult marriage.

10 Ways to Survive (and Thrive) in a Difficult Marriage

First, it’s important that we understand that the concepts of “difficult marriage” and “good marriage” can be compatible. Fact is, the best relationships involve challenge because challenge is typically a prerequisite for experiencing the best.

If your marriage does not involve challenge (and even conflict) then you are, in all likelihood, barely scraping the surface of what is possible in terms of a life-charged relationship.

Here at All Pro Dad we understand that life is always a work in progress. And so are the best marriages. Use these “10 Ways to Survive (and Thrive) in a Difficult Marriage” as you work out your commitment to create the best relationships possible.

Think, “Leading from the front with the heart of a servant,” and take it from there:

 

Understand that the word “commitment” is the most important element in the meaning of love:

Great relationships are predicated on long-term faithfulness. Time is not just a great healer; time also provides the space we need to work things out.

Take a look at this biology 101 definition of “life” and apply it to your marriage:

Life is that which distinguishes something vital and functional from something that is dead.
Life is a force associated with animation, or vigor.
Life is a state characterized by metabolism, growth, the ability to react, reproduction and constant adaptation via internal change.
Tweak your perception:

Real life is challenging and life without challenge is, by definition, “life-less.”

All of us enjoy a little calm. But try viewing difficulties in your marriage as opportunities to grow. Perception can be reality.

Consider the fact that there are always two alternatives to every situation:

We can either elevate the experience…or make it worse. Your response sets the trajectory and sets into motion what is possible.

Connect with a support group:

Your wife and you both need to be surrounded by deliberate encouragement and loving accountability. To find that, you need to surround your marriage with couples who are in strong relationships.

Commit to positive change – yourself:

The only person you can change in a marriage is yourself.  Positive personal growth can be the catalyst for positive change in the relationship.

Hold yourself accountable:

Do you want your spouse to change? Change yourself first. When we are willing to be the change we imagine we have already opened the gate for positive change in our spouse.

Never blame:

Resist the urge to blame your wife for difficulties, even when you know you’re doing your best. The assignment of blame is always a step backwards.

Always affirm:

Don’t lie (because insincerity always falls flat). However, when we find positives and then follow them with heart-felt affirmation, we demonstrate both compassion and belief. Belief is a strong asset to a marriage.

Love with increasing eloquence:

Always aim to raise your own game. When we love our wife with creativity and energy, what we’re doing is the best kind of leadership available. It’s called leading from the front with the heart of a servant.

 

Business Improvement Nuggets

Business Improvement Nuggets

When you have talked yourself into what you want, stop talking and begin saying it with your actions.

Persuading yourself that you can do something is a strong beginning. Next develop a sound plan and get into action. The longer you delay, the harder it will be to begin. Seldom is a plan perfect. If you have a clear vision of your goal and a plan that is flexible enough to allow you to deal with unexpected obstacles or take advantage of unforeseen opportunities, don’t delay another minute. Just getting into action — even if you do have to make adjustments later — will help focus your mind and channel your energies in the direction of your objective.

Anyone can quit when the going is hard, but a thoroughbred never quits until he wins.

The going is always hard on the road to greatness. If success were easy, everyone would achieve it. NFL All-Pro lineman Brian Holloway recalled that when he was playing for the New England Patriots and the Los Angeles Raiders, there wasn’t a single day when he didn’t feel like giving up because the road was too tough and the sacrifices were too great. He didn’t quit, of course; he was willing to pay the price because he was determined to succeed. True thoroughbreds never quit. Competition only spurs them, and obstacles merely reinforce their determination to succeed. If you have not yet achieved greatness in your life, it is because you have been willing to settle for less. You may not cross the finish line first every time you try, but if you stay in the race, you will eventually prevail.
Beware of him who tries to poison your mind against another under the pretense of helping you. The chances are a thousand to one he is trying to help himself.

South African poet and painter Breyten Breytenback tells of a black man named Freedom who was the property of a one-legged slave owner in the days before the abolition of slavery. Whenever the owner bought a new pair of shoes, he gave the left one, which he couldn’t use, to Freedom. Eventually, wearing two left shoes deformed Freedom’s right foot, and he was permanently crippled by the “generosity” of his master. Don’t be fooled by people who attempt to further their own interests under the guise of helping you. Listen to advice from others, thank them for their interest, and make up your own mind about what is best. Follow their advice if it fits with your plan for your life, but don’t hesitate to discard it if it doesn’t. In all the world, there is only one individual who knows what is best for you, and that person is you.

Those who create good fellowship among others will never be short of friends.

If you have a friend who goes out of his way to help cement friendships between others, consider yourself fortunate indeed. In today’s frantic, mobile, throwaway society, such individuals are exceedingly rare. With the demands placed upon us by our careers, our families, and the hectic pace of daily life, most of us have little time for ourselves, and even less for our friends. Yet we know that friendship freely given and gratefully received is one of life’s greatest gifts.

Nature yields her most profound secrets to those who are determined to uncover them.

The field of science is perhaps the best illustration of how success always seems to come to those who apply the principle of accurate thinking in a persistent, determined effort. America’s great inventor Thomas A. Edison is said to have failed 10,000 times in his attempt to develop a workable electric light bulb. He learned from each failure and refused to quit until he succeeded. Breakthroughs occur every day because a determined person continues to search for solutions to complex problems long after everyone else has given up and gone home. You may not invent the light bulb or the next supercomputer, but you can find creative solutions to old problems if you apply the proven principles of success consistently and persistently.

Before opportunity crowns you with great success, it usually tests your mettle through adversity.

Adversity provides the resistance necessary to develop the strength to overcome great obstacles. This strength consists of self-confidence, perseverance, and, very importantly, self-knowledge. For if you do encounter a setback, it is a clue to a personal weakness. You may have been hasty in judging a competitor, or you may have been too timid in your vision of what needed to be done. Let adversity be your guide to understanding where you mis-stepped and which qualities you need to cultivate. No one rejoices in disappointment, but if you are success-conscious, you can turn the situation into a chance for improving your character, an opportunity you otherwise would have missed.

“No”

The better portion of all sales I have made were made after people had said “no.”

Thoughts

Everyone is what they are because of the dominating thoughts which they permit to occupy their mind.

Victory is always possible for the person who refuses to stop fighting.

Julius Caesar had long wished to capture the British. He sailed to the British Isles, quietly unloaded his troops and supplies, and gave the order to burn the ships. He then called all of his men together and said, “Now it is win or perish. We have no choice.” With that single order, he guaranteed the success of his campaign. He knew that people who have no other alternative — or will accept no other — always win. If you find yourself in a situation where victory seems impossible, you may benefit your cause by developing an alternate course of action. If your objective won’t yield to a full frontal assault, try an oblique approach. There are very few problems in life that are impossible to solve, and few obstacles that will not eventually give way to a determined, motivated person with a plan that is flexible enough to cope with changing condition.

Readiness

Psychologists have correctly said that “when one is truly ready for a thing, it puts in its appearance.”

The best job goes to the one who can get it done without passing the buck or coming back with alibis.

We often discover that people we view as “overnight successes” have in fact labored for years in obscurity before they were finally recognized and rewarded for their contributions. Success is a cumulative effort; the journey to the top in any field is usually long and requires careful planning. If you want to climb the first rung on the ladder of success, you must always take the initiative to get the job done, even when you find it less than challenging or even unpleasant. Eventually, you’ll earn your reward. You will become the boss, the leader, because you have developed the habit of taking the initiative to get the job done. You will get the best jobs because you’ve proven that you are dependable by accepting responsibility for your actions and your future.

Individuals with positive mental attitudes are never found in a rut.

Individuals with a positive attitude are those who somehow always manage to find something new and interesting even in the most mundane tasks. They don’t allow themselves to be bored, because they are always seeking ways to do things faster, better, and more efficiently. If you make it a practice to find better ways to do the same old things, you will soon be marked for advancement. You will be supervising others who are performing your old job because you’ve proven that you are a person who can be counted on to take the initiative and do what needs to be done without being told.

The safest and best way to punish one who has done you an injustice is to do him or her a kind deed in return.

People will always respond in kind, even in greater measure than that which is delivered to them. This commonplace need for retaliation can be replaced with a response designed to convert an enemy into a friend. If you get rid of the millstone of pride, you can respond to an injustice with a kind deed. It may take time to make this work, but if you treat those who dislike you with unfailing kindness, they will eventually succumb to your influence and “retaliate” in kind. As Napoleon Hill said, “The hottest coals of fire ever heaped upon the head of one who has wronged you are the coals of human kindness.”

Unless you are an army officer, you can get better results by requests than you can by orders.

Armies spend endless hours training people to follow orders without question. It’s an essential quality in a soldier. In everyday life, however, things don’t work that way. Business, political, and civic leaders have learned that ordinary people will perform exceptional tasks when they are asked-not ordered-to do so. Even when you are managing other people, you will achieve far more if you convert every order to a request. Introductory phrases such as, “Would you mind …” or, “Could I ask your assistance in …” or the always effective, “Please …” will ensure success far more often than intimidating those who work for you. And when you need help from those whose paychecks you do not control, you will find them far more responsive to requests than to orders.

The keenest minds are the ones that have been whetted by practical experience.

Theoretical knowledge without practical experience might be compared to a large mass of undirected energy. Until it is focused, it is difficult to direct the energy to a useful end. Practical experience is the lens through which the energy of knowledge may be focused and directed toward activities that will provide the greatest benefit. When you learn new concepts or have an idea that has not yet been tested, make it a practice to think through its application carefully before implementation. When you have considered the possibilities, and it still seems to be a good idea — get into action. The only way to get practical experience is to get to work executing your idea.

Know your own mind, and you will be as wise as the sages.

When you take charge of your mind, you take charge of your life. When you understand your thoughts, feelings, emotions, and desires, you can direct them to any end you choose. Wisdom comes from taking the time to study yourself, to know why you are the person you are. Taking charge of your mind is a thoughtful, reflective, solitary process. Only you can come to understand the complex inner workings of your own mind, and you must be willing to spend the time and effort that gaining such insight requires.

Self-respect is the best means of getting the respect of others.

Have you known people who can’t stand to be alone for any length of time? The chances are good that those folks don’t like themselves very much. They need others around constantly to validate their own existence. Sadly, the people who need others the most are usually those whom others least like to be around. Because they don’t like themselves, other people seldom do either. The surest way to command the respect of others is to become a person you like being around. Identify the characteristics you admire in others and make a conscious effort to develop them yourself. Your self-respect begins to grow the moment you decide to take the first step toward becoming the kind of person you know you can be: a success.

The mind never becomes tired, but sometimes it becomes bored with the “food” it gets.

Computer experts use the acronym gigo — garbage in, garbage out — to illustrate the fact that the computer can process only the information it is given. The same is true with your mind. If you feed it healthful, nourishing “food,” it will grow strong and agile, but if you restrict it to a regular diet of mental “junk food,” your mind will become unhealthy, negative, and unproductive. It will return to you what you put into it. Feed your mind a balanced, nourishing diet. Study information from a variety of fields to help you keep up with the latest trends. You may find that the best ideas for your business come from a totally unrelated area.

A blind boy paid his way to a master’s degree at Northwestern University by taking notes on class lectures in Braille, typing them, and selling copies to classmates who had stronger eyes but weak ambition.

One of the great mysteries of life is why some people who seem to have all the advantages — the right connections, education, and experience — never seem to amount to much while others who have had to struggle for everything they have reach incredible heights of success. It hinges on determination. If you have the will to succeed, you will somehow find a way, regardless of the obstacles you encounter. Do you use all of your assets to achieve your goals, or are you handicapped by your lack of ambition? No other person can create in you a desire to succeed. With enough motivation, you will see things all around you that will help you reach your objectives, things that you may have overlooked many times before.

Living without a definite major purpose promises nothing but a scant living.

You may get by in life without a Definite Major Purpose, but you will never get ahead. Definiteness of purpose is the starting point of all achievement. Financial goals in particular should be specific, definite, and measurable. You should know what you plan to earn, by when, and how you plan to do so. The greatest advantage of financial security is the peace of mind that comes from knowing that, whatever challenges life brings, you are equipped to deal with them. You will be better at whatever you choose to do because you can focus on opportunities instead of struggling to eke out a living.

Mutual confidence is the foundation of all satisfactory human relationships.

Most of us have two basic questions about others when we enter into a relationship. They are: Can I trust you? And, do you really care about me? Depending upon our previous success in partnerships with others — personal or business — the answers may be slow in coming. Confidence in another is often developed gradually as those involved in the relationship commit themselves to each other’s success and happiness. Although trust and confidence are the basic underpinnings of all successful relationships, they are fragile. A relationship that has endured for months or even years can be irreparably damaged by a few unkind words or a single thoughtless act. Don’t allow yourself to act in haste or to lose control of your emotions in important relationships.

You can do it if you believe you can.

It’s called a “self-fulfilling prophecy” when something occurs because we believe it will. The mind is constructed so that it constantly seeks to bring into physical reality the things it thinks about most. Most of us will never realize the tremendous potential we possess — because we are unwilling to believe that we can accomplish things that others believe are impossible. “Impossible” jobs require more effort and greater concentration, but when they are completed, the rewards — both financial and psychic — are commensurate with the effort required. You may not be able to achieve everything you’d like, but you won’t accomplish anything unless you believe you can.

The Coaching Aspect of Leadership

The Coaching Aspect of Leadership
There are a number of ways to help your people grow and develop, including giving them new challenges and opportunities, timely and constructive feedback, formal instruction, mentoring, and coaching them for success. Each of these has its own art, with the art of coaching being often misunderstood. Coaching is not about fixing others’ weaknesses, it is about inspiring them to achieve their full potential and giving them the tools with which to do so.
With this in mind, here are the top five secrets to great coaching as a leader:
1. It’s all in the positioning.
It’s important as a leader to remember the impact, and thus power, of the words you use. For example, “You need to fix xyz because it’s wrong/bad for all the following reasons” puts the focus and energy on the negative, is mentally and emotionally draining, and won’t be nearly as effective from a coaching perspective as, “Let’s have you try this because of all the reasons this is going to help you succeed and shine.”
As my brilliant business partner reminds me, “Where you focus, the energy will follow.” Put your focus on the behaviors you want to encourage, not the behaviors you want to discourage.
 2. Stories make you more relatable and trusted.
It’s human nature when being coached to be concerned that the coach is going to point out all the ways you’re doing something wrong. When coaches share stories about their own experiences of growth and learning, it creates a more positive environment and enables the team member to open up to the coach’s wisdom.
By knowing the coach has been at a similar place in their career and found ways to overcome challenges and create opportunities, a bond is more easily formed. When done with honesty, sincerity and even humor, you become more relatable and trusted as a coach.
3. Encouragement, when genuine, is motivational manna.
This may seem obvious, but it is often overlooked. The simple act of telling someone you believe in them, and in their potential, can change their whole perspective, including how they feel about their work. This is because when you tell someone they are valued and you see their greater potential, you tap into their higher level esteem and self-actualization needs in Maslow’s Hierarchy. This is truly a life force.
4. Goal setting is all about them and not about you.
If coaching is all about inspiring someone to achieve their full potential, then it’s important to understand how they view that potential, what they are personally aiming for, and what they are passionate about. It may not be the same as what you, as the leader and coach, want for them.
If there is a clear disconnect between what the team member wants and what you want as a leader, then that’s an issue that needs to be on the table. The most important thing is for each team member to be fully connected to themself, to their true passion and objectives, so they can honestly tell you where they want you to help take them and what they want you to help them achieve. If you help them connect to this deeper understanding, you will do a much better job of putting them in the right role in the organization and setting them up for success. Their success, of course, leads to your success.
5. Praise is the magic ingredient.
As with encouragement, praise empowers you to tap into the higher levels of Maslow’s Hierarchy of needs, fostering confidence and feelings of achievement and the respect of others. What sets praise apart is it’s recognition of all the work that has gone into getting the person to the point they are currently at. It’s about abundant acknowledgment of what they are doing well, and how this has come about through hard work, skill, and dedication.
Praise is a way of saying, “Thank you for all you have done,” which is truly a magical sentence to hear, particularly from those we hold in high esteem. It is an exceptionally strong and richly fertile foundation from which to grow the coach-coachee relationship!

Business Plans for Action

Business Plans for Action

Persuading yourself that you can do something is a strong beginning. Next develop a sound plan and get into action. The longer you delay, the harder it will be to begin. Seldom is a plan perfect. If you have a clear vision of your goal and a plan that is flexible enough to allow you to deal with unexpected obstacles or take advantage of unforeseen opportunities, don’t delay another minute. Just getting into action — even if you do have to make adjustments later — will help focus your mind and channel your energies in the direction of your objective.