Dominate Your Profession Like An Elite Soldier

Many people are happy to seek comfort and contentment in their career path – and that’s fine.  The simple life has served people well. Others however, will settle for nothing short of total domination.  Extreme doers, extreme achievers, go-getters that are not satisfied racking up “participant” ribbons. Some people seek total domination in their profession.

How do you achieve a goal of total domination?  How can it drive career success? Look to the best and do what they do. Personally, I have been lucky to have been influenced by friends and associates that have been elite soldiers.  They have provided me with undeniable examples of how to dominate.

Shortly after college, I decided to leave my hometown and try a new adventure.  I had no plan, no job prospects, no clue.  I just packed my stuff, got in my car and started driving to Southern California for the allure of living a beach life.  On the way there, I stopped for a few days to party with friends. Late one night after too many beers, I sat with a friend of mine and he asked me, “So what are you going to do?”

“I really have no idea,” I replied. “I’ll figure it out.”

He quickly responded, as though he was preparing this statement regardless of my answer. “I’ll tell you what my Dad told me,” he said. “Whatever you do – be the best at that.” Pretty simple advice, awfully hard to do, and a fantastic way to explain the goal of domination. If you are the type of person that’s driven to excel, then you can’t aspire to be good at your job – you need to shoot to be the absolute best of anyone that does that job. My friend who gave me that advice? Mr. Kevin Key – widely regarded as a top operator of the US Special Forces. He dominates.

The next piece of advice for dominating your world comes from a guy that I actually hired to be my boss. I had met him in professional circles and could tell that he was a business bad-ass. He had something I didn’t, and I knew I needed to learn. Ornery, stern, gruff – those words would be appropriate to describe Mr. Dan Collins. Other accurate words would be vigilant, relentless, intellectual, and effective. Mr. Collins works 12 hours a day every day, and he has for the past 40-something years. He never calls in sick and rarely takes vacation. He not only challenges people to be better, he demands that you excel. This is the man that has probably given me more good advice than any human on the planet. But one phrase might encapsulate “domination” more than any other: “Do what others can’t or won’t.” Find a way to achieve what normal people are unable or unwilling to do. Easy right? Yeah sure. And no shocker here – Mr. Collins was also a member of the Special Forces in his youth. An elite soldier and a dominating business man.

The last advice was not given, but rather shown to me by my good friend Darren Hicks, a retired Navy Seal now serving as his company’s CEO. A friend of mine for over 20 years, when we talk on the phone the pace is fast, we get to the point, and say goodbye. Meetings at his company are quick, direct, efficient, and over. Sales calls are performed with candor, critical communications, and a focus on defined action. Hell, when I spend leisure time with him, we drive to the lake, unload the car, fill the boats with gas, drop in from the dock, and get out in the chop! Momentum. Pacing. Action. Efficiency. The advice? “Don’t waste time.” While other people are hanging out by the water cooler, you could be on the phone taking their customers. You could be bringing extra value to your company. You could be dominating.  Just like Mr. Hicks.

And in that spirit, this article has gone on long enough. Get back to work. Go dominate!

The Most Powerful Word is…

In a recent sales-geek conversation, the topic became “power words.”  You know the ones that sales people like to throw around:

Solution, Leverage, Partner, Profitability, Demand, Engagement, Value, Endorsement…

And yes, many of those do have an impact when trying to close a deal.  In life however, I believe that there is one word that has the most impact on us – in any situation.  (Insert drum roll here.)  The word is “if.”  Simple.  With just two letters and one syllable, “if” has more effect on our lives than any other word.  Let me give you some examples:

• I could lose weight if I ate healthier.
• My sales could be higher if I made more calls.
• I would get better grades if I studied more.
• We could separate from our competitors if we provided unique value.
• I would stay connected to my friends if I called them more often.
• My credit score would be higher if I stopped spending.
• I’d have more opportunities if I networked more.
• My community could be improved if I contributed time and effort.
• I would have a better reputation if I focused on being a good person.
• I would feel better if I exercised more and got more sleep.
• My boss would appreciate me if I worked harder.
• I would feel more accomplished if I followed through on my plans.
• People would trust me if I kept my word.
• I could learn to play an instrument if I committed myself.
• I would be smarter if I read more.

Addressing the “if” is the best way to change your situation and create a positive impact on your life.  And the great news is that the “if” is controlled by you!

So what’s your if?

And what are you gonna do about it?

How To Be The Catalyst Your World Needs

“To hell with circumstances, I create opportunities.” – Bruce Lee

There are two kinds of people in this world – those that wait for things to happen, and those that make things happen. You know those people, the ones that make the party more fun, make the company more successful, make the team win – those people. Are you one of them? If so, you need to realize the responsibility in your hands. Without you, nothing happens. The world is a boring place without a catalyst.

Or perhaps you wish you were a mover and a shaker who built a reputation for taking action and achieving great results. Well, you can be. Here is a collection of advice to help you become the catalyst in your world, capable of creating your own opportunities:

• “You don’t learn to walk by following rules. You learn by doing, and by falling over.” – Richard Branson. Reading books and blogs, attending classes and seminars, listening to speakers and watching videos are all good ways to educate yourself – but to be a catalyst and create change, you have to start walking.
• “It’s easier to ask forgiveness than it is to get permission.” – Grace Hopper, US Navy. You may have heard this one before, and it’s one of my favorite pieces of advice. Catalysts don’t wait for approval. They do what they think is right regardless of their title, position, or status. Will you have some explaining to do if you’re wrong? Perhaps. But what if you’re right?
• “So what do we do? Anything. Something. So long as we just don’t sit there. If we screw it up, start over. Try something else.” – Lee Iacocca. To be a catalyst in your world, just assume no one else will do anything. Lead the charge, encourage the people around you, and demand action.
• “We don’t have a suggestion box.” – Chad Forrester, charity founder. I love this quote. It’s great to contribute with words, it’s more valuable to contribute with action. By allowing your colleagues to act on their ideas and passions, you get their best efforts. True catalysts empower other people to take action and help the cause.
• “If I had asked people what they wanted, they would have said faster horses.”  – Henry Ford. If you constantly respond to circumstances and requests, then you are limited in your ability to create. Look back at history – creating something truly new and impactful is the mark of achievement for the names we will remember most.
• “I did not mind the public criticism. That sort of thing has not changed any program I thought was good.” – Branch Rickey. When Mr. Rickey brought Jackie Robinson to Major League Baseball, he faced tremendous scrutiny and criticism. But he demolished the color barrier because it was the right thing to do, not because it was popular. Catalysts act with conviction, regardless of the potential public backlash.

Jackie Robinson and Branch Rickey

• “To hell with circumstances, I create opportunities.” – Bruce Lee. Sure, there’s this problem.., that person.., their business.., this city.., etc. It is easy to justify your lack of action based on your situation. Catalysts view situational difficulties as challenges to overcome – not as excuses to remain stagnant.
• “Move fast and break things.” – Mark Zuckerberg. True catalysts are some of the least patient people you will ever meet. If the speed of their action causes things to get smashed in the process, so what? Catalysts don’t intend to maintain the status quo, they intend to demolish it. They get started, get going, and take action!

So what are you waiting for?

The Tiger Within

Never in my life have I been more excited to see an animal than I was at that moment.  It had been two months since I laid eyes on Louie, my little buddy – two months of worrying, searching, and calling his name.  We posted signs with his picture, we asked the neighbors to watch for him.  Not a trace.

Wondering what happened, my mind would invent terrible scenarios.  Was he hit by a car?  Was he hurt and alone?  Did the coyotes get him?  Painful thoughts, but I knew they couldn’t be true.  Louie was too smart, too tough, too wily.

During his first year of life he became increasingly interested in being outside.  He chased bugs, teased dogs, and visited the neighbors.  At night he would return home to snuggle the kids to sleep.  That last night though, he did not come home.  He ran out the door like he HAD to get outside!  And he was gone.

Two months later, as the sun was setting, I was outside watering the plants.  The pain of not knowing was stinging me.  I thought to myself, “If I could just know that he’s okay, if I could just see him one time.  He can be a wild cat if he wants, I just want to know that he’s alive.”  Within 5 seconds of completing that thought, I saw something move in the bushes.  Startled, I took a deeper gaze – and there he was.  He walked right out in plain view and stared at me.  “Louie?”  I couldn’t believe my eyes.  “Louie!”  He ran across the driveway.  I called his name again and he gave me a long look that said, “I know you want me to stay here, but I can’t.  I’m wild.  If I let you pet me, you’ll try to take me inside – and that’s not something I can do.”  So he jogged across the grass to the edge of the sidewalk and turned his head to look back at me one more time.  Then he ran toward the park, and disappeared into the night.

I felt like a parent whose kid had just left for college.  I thought of people that I’ve worked with in the past – the ones that departed to take a new job.  I thought of friends that got married and went to live in their wife’s hometown.  Gone.  Off on an adventure.  Just like Louie.  This was no meek kitty.  He was destined to be wild!  As I reflect on the time he spent with us, I realize that he had been preparing for this the whole time.  He practiced and trained just as any risk-taker should.  Whether you are on a quest for a new job, starting a company, going to college, joining the Navy, or moving to a strange town in search of opportunity – here is what you can learn from Louie:

• Climb trees.  Louie would climb as high as the branches would hold him, not for the thrill of it, but to get a new viewpoint and a change of perspective.  If you are going to try new things, you have to be open to unfamiliar concepts and outside influences.  Seek and accept a perspective other than your own.
• Form a gang.  I noticed that Louie would linger in the streets in the evening when the other neighborhood cats were out.  You might think they would fight, but they never did.  They ran away from cars together, and played their own version of hide-and-seek.  They bonded for strength, just as anyone out on an adventure should find partners to help their quest.
• Practice confrontation.  As much as he was a cuddler, he was equally a bad-ass.  His “play-fighting” was a lot more fighting than play.  I feared for the neighborhood squirrels.  In a comfortable environment, he learned to handle confrontation.  If you are going on an adventure, expect adversity – learn how and when to stand your ground.
• Eat lizards.  Sure we fed him delicious, nutritional cat food that he could eat whenever he wanted.  So why did I always find him hunkered down in the yard chewing on a lizard?  And now, as he roams the wooded areas around our house, I am sure he finds plenty of (gross) things to eat.  On your journey, understand that nothing comes easy or quick.  You better learn how to sustain yourself until you achieve your ultimate goal.

I miss Louie – he was a great cat.  I don’t begrudge him for seeking a life of thrill and independence.  As with so many people that give up comfort in search of adventure, I can only respect that desire to unleash the tiger within.

Your Big But… and other words holding you back

The sales pitch starts like this: “Hello sir, my name is Such N. So, and I want to…”  It is over before it started.  Unfortunately, Mr. So doesn’t realize how “I want” sounds coming from a sales person.  Why should anyone care what he wants?  Customers only care about what they want.

Recently I was on the receiving-end of multiple “I want” sales pitches.  Knowing I am not the only one with verbal pet peeves, I reached out to my peers on the “Sales Playbook” LinkedIn group to learn if there is anything that they intentionally avoid saying.  From that discussion I created this collection of words and phrases that can have an adverse effect on your sales efforts:

• Honestly – Am I to assume you’ve been dishonest with all of your other statements?
• Guarantee – Unless you are willing to give someone your house if whatever you are claiming fails, then don’t make any guarantees.
• Just between us – So you’re a person that tells secrets when other people aren’t around?  Great.  Are you telling my secrets when I’m not around?
• Contracts vs. Agreements – Contracts can seem scary and one-sided.  Agreements imply a mutually beneficial collaboration.
• Signature vs. Approval – I need your “signature” because I need someone to be at fault if things go wrong.  OR, I need your “approval” because you are someone with the authority to make decisions.
• Buy vs. Own – When you “buy” a car, the focus is on the act of purchasing.  When you “own” a car, the focus is on driving and enjoying it.
• You know what I mean? – If you have to ask, then you should know that I don’t.
• Again – If you say “Again, our policy is…” you might as well say, “I’ve told you this before, what’s wrong with you?!?!”
• You said – As in, “You said something that enables me to trap you with your own words.”
• I want – To me, this is the worst.  “I want to tell you about” or “I want to show you our product” or “I want a few minutes of your time.”  This is such a bad sales mistake that just typing it makes me a little nauseous.
• You’ve got to – We often hear “You’ve got to see our latest product” or “You’ve got to try our service.”  No we don’t.
• I, me, my – Assume your client doesn’t care about you and you’ll be off to a great start.
• But – This word essentially implies one of two things, and both have negative connotations.  “But” either means “If you liked what I just said, then you’re not gonna like this next part,” OR it means “Here is the good news to counteract the bad news from my first statement.”  Often, you can replace a “but” with an “and” or just reword your sentence altogether.

There are many other words and phrases that could be included in this list.   As someone who talks a lot, I know how easy it is to say the wrong thing.  Be mindful of the perception of your words, and make statements in terms that are important to your audience.

Thanks to the Sales Playbook members for sharing their contributions.

Your Social Media State of Being

We have been engaged in social media long enough to do some evaluation, right?  Are all the tweets, posts, fan pages, blogs and status updates worth our energy?  Millions of businesses and professional individuals have spent time and money on social media to build relationships and develop brands – is it paying off?  Certainly, there are people that are profiting from their efforts – are you one of them?  Are you meeting your expectations?  Do you have expectations?  It is time to pause for reflection.

If you hope to achieve some level of success in business through social media, then you should contemplate your Social Media State of Being.  Who are you?  Why are you here?  What do you value?  What is true connection?  OOohhhmmm.

To achieve a higher Social Media State of Being, consider these principles:

• Being generous. Successful companies are really good at giving products and services specifically designed to solve client’s problems or make their lives better.  Why should social media be any different?  What are you contributing?  Stop thinking of yourself and start thinking about what your online marketing efforts are doing to enhance the lives your audience.
• Being simple. You’ve seen this one:  “Scan the code, visit our website, like our page, invite a friend, share our post – and then you might win a free cup of tea.”  Don’t force your audience to have to think too much or do too much work to participate in your efforts.  Create a benefit and make it easy to attain.
• Being studious. We are so focused on what we put into social media, but how about what we get out of it?  What can we learn?  Data, loads of it.  Businesses can sort data to adjust their strategy or find opportunity in the market.  And for sales people, your calls don’t have to be cold.  You can gain tremendous knowledge about a company or an individual online before you make contact, and then have a warm conversation with someone you’ve never met.
• Being original. Branding is about differentiation, so how are you showing that you are unique?  If someone in your audience used one sentence to describe you, what would it be?  You have original thoughts – present them.  Focus not on what makes you good, but what makes you different.  You must contribute something different to get noticed.
• Being connected. You spend time trying to increase your “followers” and “friends,” but are you spending enough time truly connecting with people?  How many people “Like” your company page?  Okay, now how many of them have you contacted to ask them what they like, or to discuss how you can help them?  Going online is a great way to build a large network, going to the phone is a great way to make a genuine connection.
• Being productive. Generating “Likes” does not equate to generating revenue.  Have you set any goals related to your social media efforts?  Do those goals contain a revenue component?  Does your daily action directly affect those goals?  Are you tracking your progress?

If you are simply using social media as a way to stay in touch with friends and family, then it readily provides your desired benefit.  For professional use, social media is a fantastic opportunity to brand your culture, share your vision, connect with your audience, and build relationships.  You must approach your efforts with purposeful ideals, follow basic business principles, and focus on specific goals.  Find your center.

Namaste.

Outside The Box is Not Far Enough

Yesterday, at businesses everywhere, this meeting happened:

“Okay everyone, we need to think outside the box for next year’s marketing campaign.  We want some ideas that will really shake things up.  What we want is a game-changer!  What crazy ideas do you have?”

Then the ideas start rolling.  “Let’s throw a launch-party!  Let’s give away a car!  Let’s support a charity!  Let’s wear crazy pants at the tradeshow!  Let’s make YouTube videos!  Let’s get people to like our Facebook page!”

And then there’s Red Bull.  I can imagine their meetings:

“Let’s have an inter-continental airplane race!”

“No, we did that last year.”

“Let’s have people fly homemade aircraft at dangerously high speeds over bodies of water!”

“Been there, done that.”

“Let’s get a Major League Soccer team to change its name to the Red Bulls!”

“2006 called – it wants its idea back.”

“Wait, I got it, let’s send a guy 24 miles above the earth in a Red Bull logo’d shuttle, have him jump out in a Red Bull suit, and break a world record.  Then let’s broadcast it around the globe!”

“Okay, now we’re talking.  If he breaks the sound barrier – you get a raise.”

If there is one term I really can’t stand it is: “Think outside the box.”  If you really want to get some attention, if you really want exponential growth, then you have to explode the box, run over the remains with a monster truck, bury the rubble in a landfill, and then dump nuclear waste on the wreckage (apologies to the environmentalists).

Often, “outside-the-box-thinking” results in slight changes to the old plan, which of course is fine if you only want slightly better results.  Even more often, the so-called “crazy” ideas are scrapped altogether when it comes down to crunch time because decision-makers fear the repercussions of a failed experiment.

Meanwhile Red Bull, the most popular energy drink on the planet, sells nearly 5 billion (yes, with a “b”) cans of their drink every year.  How does sending a man to jump from record-setting heights sell energy drinks?  How does creating new sports help promote your company?  Who knows?  Frankly, who cares?  Results are all that matter.

How can we achieve our own great results?  Here is what I think we can learn from the Red Bull approach to marketing:

• Don’t improve an old idea.  Stop looking at what your competitors are doing and don’t begin your meetings with, “Here’s what we did last year.”  Start fresh and create something totally different.
• Embrace the weird.  When asking your team for creative ideas, don’t make them feel bad if they come up with something kind of stupid.  Doing so will squash any hope of getting creative ideas from them in the future.
• Take risks.  It takes some big brass ones to put your job and reputation on the line to create and implement a crazy idea.  Yes, it might crash and burn – but what if it actually works?
• It’s all about eyeballs.  It doesn’t matter how great your products and services are if no one knows you or cares enough to find out more.  If you want to grow your business, you had better find a way to get in front of people and give them a reason to pay attention.

Okay, so you don’t have a marketing budget like Red Bull, but at some point in time, neither did they.  I am not in position to tell you what your next crazy idea should be, but I am really looking forward to watching you take the leap!

Have an Impact

“Hey kid, did you see the game yesterday?”  A simple question – and that was all it took.

Summer of ‘85.  Oakland, California.  Just a few months shy of my 12^th birthday.  My parents allowed me to travel by myself from Reno to stay with our family friends that had season tickets for my favorite baseball team, the Oakland A’s.  I could not have been any more proud of myself, out in the world, wearing my big boy pants, tasting a new freedom I had never known before.

I convinced my parents’ friends to take me to the ballpark early to get autographs.  Walking down the steep steps toward the field, I could see the players warming up, joking and laughing with each other.  The guys I worshiped and watched on TV were there right in front of me. “No way…” I thought, “they are real!”

Hordes of kids huddled at the edge of the field, shouting, pushing, and fighting to get to the front.  Every now and then some lucky kid would get to have that chance encounter with a player they idolized.  With pen in hand, their little arms stretched out as far as they could reach, a player would sign their name and move to the next kid, not stopping, not interacting.

I noticed one man, a little bit older, sitting alone on the bullpen bench down the left field line.  I knew that guy – he used to play for my Dad’s favorite team, the Dodgers.  “That’s Dusty Baker!” I thought.  He was nearing the end of his career and probably not as popular with the kids as some of the team’s new stars.  I walked over to him cautiously, “Mr. Baker, can I have your autograph please?”

“Sure kid.” He replied like a man who had done this a million times before.  Unable to speak, I handed him my beat-up old notepad and a ballpoint pen.  He signed the page.  “Thank you,” I mumbled nervously, and began to walk away.

What happened next is something I will never forget.  I don’t know why he did it.  Maybe he knew I was a true fan, decked out in team colors down to my green-and-gold striped socks.  Maybe he appreciated that I broke from the crowd surrounding the new players to find the elder statesman.  Whatever the reason, he proceeded to spark a conversation.

“Hey kid, did you see the game yesterday?”

Stunned and wondering in disbelief – did Dusty Baker just ask me a question?

Nervously I replied:  “Yes I did. I was here for the game.”

“Good one huh?”  We spoke about the different plays and the final score.

Then he asked me if I played baseball and gave me some tips.  He wondered how I knew who he was and I told him my Dad was a Dodger fan.  We talked about the game that was about to be played that day.  He spoke to me like I was a real person!  We probably only talked for a few minutes, but it felt as though time had stopped completely.  I said goodbye and then floated up to my seat – I swear my feet never touched the stairs.

At that time, Dusty Baker was probably about the same age I am now.  I couldn’t have appreciated the deeper meaning back then, but now I can reflect and understand the magnitude of what transpired.  Dusty Baker had an impact.  Instead of dismissing me, he took a few moments from his day to give me a memory for a lifetime.

As we grow older it is important that we understand the effect we have on young people.  As parents, teachers, managers, or just as the most experienced person in the group, we all have the opportunity to have an impact on someone’s life.  How do we do it?  Here’s what I learned from Dusty Baker:

• Ask.  Although sharing your story is valuable, it is also important to ask what someone wants to learn.  Find out what your mentee is interested in, where they are struggling, or how they are feeling.
• Listen.  It can be tremendously frustrating to be dismissed by your elders.  By just giving someone the opportunity to talk you empower them and build confidence.
• Give.  Your advice and mentorship requires a selfless attitude.  Give just to give, don’t expect anything in return.

There is a big difference between having a big name and having a big impact.  From what I can tell, Dusty Baker seems to understand this.  After his career ended, he went on to be a big-league manager, and has been named Manager Of The Year three separate times.  He is currently the manager for the Cincinnati Reds.  He is a Board Member for the “Positive Coaching Alliance,” an organization that promotes character-building in youth sports.

In recent months, Mr. Baker was hospitalized due to an irregular heartbeat and a mini-stroke.  After being released from the hospital, he joined his team on the field for the playoffs.  Here’s to your good health Mr. Baker.  Thank you for that brief moment in time.  You certainly had an impact.

Public Speaking: Nervous? Or Nailin’ It!

“I think I might barf on my Jimmy Choo’s,” she said in despair.  “This sucks!”

That’s what I heard when I picked up the phone a few weeks ago while a friend of mine was suffering from a good old fashioned case of Glossophobia – the fear of public speaking.   She talked nervously into the phone from outside her event, just about to go on stage, and I was glad she called me.  I certainly did not want her to vomit on her expensive designer shoes!

Due to my extroverted or loud-mouthed nature, it is possible that people assume I am naturally able to talk to crowds of people without nervousness or fear – that is certainly not true.  I do get nervous, sometimes even feel a little sick to my stomach, and my forehead sweats like crazy.  So how do I overcome that fear?  And what advice did I give to my troubled, borderline-nauseated friend as she prepared to deliver her big presentation?

It was crunch time and I wasn’t able to give her complete advice, so I told her these three main points that can help anyone overcome their nervousness and fear before delivering a public speech:

1. Remember you are there for a reason.  The fear of speaking to an audience comes from the feeling that you are going to embarrass yourself or disappoint that audience.  Always, always remember that they specifically asked you to speak for a direct purpose.  If you were not capable of providing value then you never would have been requested as a speaker – so have confidence in yourself.
2. Engage the audience.  Just as the audience is the reason you may feel nervous, they are also your best friend in helping you overcome your fear.  All you need is one person to start nodding their head to make you feel strong in your presentation.  The best way to get that response is with direct eye contact.  Look at members of the audience straight in the eye when you talk.  If they don’t start showing some body language, then look at someone else until you feel a connection.  And don’t be afraid to involve the audience by asking questions, or let them ask you questions if it’s appropriate in the presentation.
3. Slow down.  If you ever watch a really good speaker you will notice they are taking their sweet time, soaking it all in, relaxed, poised, confident.  If someone is rushing through a presentation then they sound like a nervous person, they feel like a nervous person, and might end up looking bad.  This is my personal affliction when I am speaking to a crowd.  I combat this by writing “Slow Down!” on my hand or on a piece of paper in front of me.

If you have more time to prepare for your speech, consider these tips:

• Use images to build a connection.  I’m a PowerPoint fan, and often open with a picture that is engaging, whether it reminds the audience of themselves, or is something they can emotionally relate to – like kittens, grandparents, children, or bacon.  Images are powerful connectors for your audience and they add color and life to your message.
• Keep it simple.  People will not retain everything you say, so don’t try to cover a wide range of topics.  You will be more valuable to your audience if you go deeper to fully examine two or three main points – and it will be easier for you to present.
• Don’t worry about mistakes.  The audience doesn’t know what you intended to say, and therefore, won’t notice if you forget a word or mess up a line – so don’t panic, just keep going.  Also consider speaking from bullet points instead of completely memorizing a string of words, so you have the freedom to roam around your subject.
• You don’t need to be brilliant, just helpful for the audience.  I’ve seen it a thousand times, the “Let-me-show-you-how-smart-I-am” speech.  Guess what, we don’t care!  The audience is not there for you, they are there for themselves.  So consider the types of people listening, and make sure you provide content that is valuable to them specifically.
• Say something different.  For the first few minutes of your speech, your audience is wondering if you will be any good – and they will lose interest if you are reporting old news.  If you want to win an audience quickly, say something they don’t expect.

Those are the basics.  I would also recommend watching speeches online to get a sense for how other people approach the craft.  Here is a wonderful example of someone doing it right.  This is my friend John Halcyon Styn, and he displays a perfect example of how to deliver a passionate, engaging speech.  He may have been nervous on the inside, but he planned, prepared, and definitely nailed it!

**SERIOUSLY – watch this video.  17 minutes of your life very well spent.

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Be The Man

Relaxing on a Saturday afternoon, listening to some great music in the backyard, I uttered out-loud a simple contemplation: “I wish I was in this band.”  Upon hearing the statement, my daughter, just shy of 5-years-old, looked me straight in the eye and replied: “Dad, be the man that you are.”

Black Joe Lewis and The Honeybears

It took me a second to absorb it.  Did she really just say that?  Did she really just think that?  Stunned and a bit puzzled, I took a big mental step back and thought about what she said.  “Be the man that you are.”  With one quick response to a simple Saturday musing as I listened to Black Joe Lewis and The Honeybears, she provoked a stirring of thoughts.  I was reminded of a quote I once read from 19th Century writer Ralph Waldo Trine:  “Do you want to be a power in the world?  Then be yourself.”

We try to be our best (or we don’t and we feel guilty about it), but if we do not find immediate success, then rather than stay the course, we may wish to be someone else entirely.  Wish for someone else’s good times, or fame, or wealth, or membership in a really cool band – it’s something we all have done.  What fools are we to hope for someone else’s greatness when we have so much untapped power inside ourselves?  This life, the one we breathe and drink and touch every day – well, this is the life we have.  This is our here, our now, our reality.  If we wish for dreams that can’t come true, then we may never tap into our true potential.

In addition, it is important to appreciate where you are.  Soak it in.  For better or worse, this is you, this is your life.  Are you where you want to be?  If not, you have the power to change it.  But as you’re trying to get there, as you take a slow walk down the path to glory, why not just appreciate life for what it is?  Why wish to be somewhere else or someone else?  Why not smile through the tough times and the conflict?  Find something good in it.  In everything.

A good lesson for me for sure.  And thank you to my daughter for reminding me.

By the way, that band really is sweet.  If you like old-school, throw-down soul, mixed with high-energy funk and back-woods blues, then by all means, check out Black Joe Lewis and The Honeybears.

Adam Yauch – Leaving a Legacy

Flying down the highway, windows open, stereo on blast, Beastie Boys bumping – my teenage version of freedom.  The joy of good friends, weird adventures, and great music as the soundtrack to our youthful escapades.  If you were not in high school or college in the 80’s or 90’s then the Beastie Boys might not mean much to you, but you had your soundtrack too.  Yours might have been Springsteen or Elvis or the Beatles, but in my generation, we had the King Ad Rock, Mike D, and MCA.  The Beastie Boys meant rebellion, non-conformity, and pure unadulterated fun.

Last week I was saddened at the early passing of Adam (MCA) Yauch.  Always a shame when a life ends too soon, but in a moment of reflection my sadness quickly faded as I thought about that roadtrip, that party, that concert, those times in college – all those formative moments in my life colored by the sounds of Paul Revere, Sabatoge, Sure Shot, and Root Down.  I still know every single word of the album “Licensed to Ill” – a lot of people reading this do too.

So in that moment of sadness I found myself smiling.  I thought of a quote I’ve heard before:  “People will not remember what you said or what you did – they will remember how you make them feel.”  And that’s exactly what happens when you do something great, something risky, something that has a positive effect on other people’s lives.  You make them feel something – and that feeling never fades.

In that moment I began to reflect on my own life.  How will I be remembered?  How will you?  And beyond that, what did Adam Yauch do that was so special that his actions and his life impacted a generation?  What can we learn from MCA?

Speak your mind, don’t speak to everyone.  The music of the Beastie Boys is not for everyone – if it was, then it wouldn’t be genuine.  It had to be gritty, foul, raucous, and rebellious for certain people to relate to it.  If you speak softly to everyone then you speak powerfully to no one.

Find an uphill battle and start climbing.  How many times did the Beastie Boys hear “white guys can’t rap” or “rappers can’t play instruments” or “rap music won’t last”?  If you’ve got fans, you’ve got critics.  In his own words:  “They got a committee to get me off the block ‘cause I say my rhymes loud and I say ’em nonstop.”  In the path to greatness you will be met with naysayers, doubters, and skeptics.  Use it as fuel for your fire to accomplish something difficult.

Be true to yourself.  Early in their career, the Beasties might have been characterized as rude, crass, and juvenile.  In time, they used those rebellious attitudes to make statements for freedom and equality.  In either case, they pissed people off.  You don’t want to hear about kids partying and causing trouble?  Don’t listen.  You don’t want a rockstar to use their platform for pushing their beliefs?  Don’t follow.  It is the “do what I want” approach that turned these boys to men.  Be bold, be authentic, and celebrate it.

Party.  Speaking of celebration, I know we all are focused and driven and relentless and so on, but dammit, every now and then you gotta break the monotony and appreciate the fruits of your labors.  Sometimes you gotta turn it up and party like your parents are out of town to remind yourself why you work so hard.

Collaborate.  Not only were the Beastie Boys a group of guys that came together to make music – they literally finished each other’s sentences.  Their group approach to trading rhymes branded their style, gave them a unique sound, and changed the game.  Want to be successful?  Get some homies to help you achieve your vision.

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I watched the Beastie Boys on stage at Lollapalooza when I was in college.  I could not believe the way they moved the crowd.  I had never experienced thousands of people rapping in unison along with the artists on stage.  I had never heard bass that loud.  I remember what I was wearing, I remember what I drank, I remember the vibrations in the ground, I remember the friends who took that crazy journey with me.  And I will always, always remember how I felt.  Shout out to the Beasties for that feeling.  Shout out for the lifelong memories.  Shout out to MCA for the reminder to achieve something great.

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Handling Criticism (the Booger Effect)

Back in my single days I once told a girl I was dating that her perfume smelled terrible.  She couldn’t believe I would say something so rude.  I couldn’t believe she didn’t appreciate that I was trying to help (I mean seriously, this perfume was rancid).  Instead of being mad at me for my honesty, she should have been mad at everyone else that let her walk around smelling like that.

I was reminded of this situation while I was watching American Idol (go ahead and make fun of me).  One of the most compelling elements of the show is the moment of utter shock and disbelief when a contested is kicked-off for lack of talent.  Their friends, mom, and co-workers all told them they were great, super, awesome, wonderful, etc. – because they didn’t have the guts to present the cold truth.  If they had been honest, then maybe the contestant would have practiced harder, gotten a coach, or focused on another talent.  But no, they let them walk around with a proverbial booger on their face for the whole world to see.

In business, this happens all the time.  We are so inclined to say “good job” because it feels nice for everyone involved.  But the truth is that we don’t always do a good job, we don’t evolve, we don’t make smart decisions – because we are convinced that we have it all figured out.  And that unmentioned booger on our faces keeps us in mediocrity, unable to reach full potential.

I have a good friend and associate that recently told me: “If I say it’s white, you’ll say it’s black – I think you do that just to mess with me.”  Untrue.  I do it because as salespeople, we are so good at convincing that we can convince ourselves that everything is fine, that we are on the right course, that we are taking smart actions – even if we’re not.  It is critical that we open ourselves to criticism and counter-intuitive thought if we want to grow.

Numerous times throughout my career I have been informed of a booger on my face by people that I respected, and I often reacted with anger or frustration.  In looking back I realize that those people, and their willingness to tell me the unpopular truth, have had a significant impact on my life.  It may have taken a day or a month or several years for me to accept the message and do something about it – or maybe I never agreed, so I fought to change their perception.  Either way I benefited from their courage to tell me something I didn’t want to hear.

I know it feels better to hear “good job” and I know we love the people that give us a positive perspective of ourselves, but if you really want to grow, then you must give serious credibility to the people that are willing to criticize.  You should thank them for not allowing you to walk around with a booger on your face.  If you believe their criticism is misguided, then let that be a motivator and work hard to prove them wrong.

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The Apocalypse is Real (for some)

I have to admit I am a little intrigued by the whole “2012-Mayan-calendar-end-of-the-world” thing.  Not that I think it will actually happen, but I do love bold predictions.  I would agree that life as we know it (or used to know it) is ending.  Along with changes in human behavior come the end of things we once considered crucial to our existence.  Here are some things you have become used to that will soon see their own apocalypse:

Cash.  Forget about the Benjamin’s – cash is dead.  Why?  If you lose your wallet you lose your cash; making change is slow; you’re a target for mugging; you frequently need to find an ATM.   Debit cards eliminate those inconveniences.  Aside from garage sales, stadium parking and babysitters – you can use cards anywhere.  Devices such as the “Square” card reader will make it easy for anyone to accept cards for payment.  Eventually a “card-swipe” slot will be built into your phone.

Remote Controls and Keyboards.  There is a significant increase in devices that provide some level of voice-controlled interaction.  Apple’s “Siri” is the latest push in that direction.  You no longer need to type on your smartphone with “talk to text.”  Why not your TV?  I can hear it now – “TV, please play season 2 of The Jefferson’s.”  Oh yeah, movin’ on up!

Driving.  Google received the first set of patents for the first self-driving car earlier this year.  Why Google?  Because they used self-driving cars when building Google maps.  Cars already parallel park themselves, and isn’t that really the hardest part of driving?  The government can ban cell phone use while driving, but it’s never going to stop.  With a self-driving car you can strap in, log on, and relax.  You will be delivered safe and sound to your destination without ever needing to look up from your screen.

DVD’s.  Subscription based entertainment services like Netflix and Hulu are leading the assault on the shiny discs we were so enamored with just a decade ago.  Physical disc rental seems silly when I can just click a button (or talk to) my TV and watch anything I want.  The only thing stopping internet-connected movie services from completely killing DVD’s is that the movie studios haven’t figured out how to get a big enough piece of the pie to release their entire collections to online availability.  That will change too when each studio offers their movies for rental on their own “channels.”

Wires.  WiFi is the unseen King of the digital age.  We connect to our devices and to each other without plugging in.  Soon our devices will follow our lead and connect to each other without wires, and without requiring any set up.  They will still need a power source (for now) – but your TV, computer, stereo, phone, speakers will talk to each other through the air.  Jambox wireless speakers are a great example.

Flat tires.  Bridgestone and Michelin are both releasing tube-free, air-free tires.  Once something like that hits the market, competitors will certainly imitate and attempt to improve the design.  Not good for gas stations charging to pump your tires, but great for motorists who can avoid dangerous and tedious situations on the road.

Battery Chargers.  My watch never needs a battery because it winds as I swing my arm.  Can someone please figure out how to do the same thing for my phone?  Thanks.

What is the driving force for these changes?  Is Necessity still the mother of invention?  Maybe – but Convenience, Efficiency, and Low-Cost are certainly the father, brother, and sister.  As business continues to evolve in this new world it is important to ask yourself, “does my business approach provide convenience, efficiency, and savings?”  If not, you might soon be as obsolete as a stone-carved calendar.

Business Lessons from the Cub Scouts

When we decided to sign up for Cub Scouts, I thought it would be a great way for my son to make some friends, learn cool things, go camping, and maybe even get a pocket knife – sweet!  What I didn’t expect was a business lesson.

The Cub Scouts raise money for activities and uniforms by selling popcorn and coffee.  Their sales team of little tykes does the heavy lifting.  As my son and I prepared for popcorn duty, I noticed his reluctance.  Sell popcorn?  On a Saturday morning???  “Dad, can’t we go fishing?” he asked, hoping to convince me to change my mind.  I laughed as he tried to make his first sale of the day.  0 for 1.

We picked up our supplies from the Pack leader’s house – a table, a money box, a sign, and of course, a ton of popcorn.  We set up as instructed in front of the Cups & Cones ice cream shop on a hot summer day.  Not liking our odds, I gave him some instructions and we got started.  I watched his little mind slowly understand the process, and I could not help but notice the simple business lessons he was learning – lessons that could be applied to any business.

• Be nice.  He didn’t open with a sales pitch – he opened the door for people and said “Good morning.”  Only after they exited did he approach them – already having started the relationship by contributing something positive.
• Ask the right questions.  He asked “Would you like to support the Cub Scouts?” not “Would you like to buy some popcorn?”  A sale is made when an emotional connection is created.  Don’t sell features – ask questions that mean something.
• Play the percentages.  No matter how cute you look in your little uniform, people are still going to say no.  He didn’t just approach the people that appeared interested, he talked to everyone.  If you want to be successful, multiply your efforts and broaden your audience.
• Be transparent.  When he opened the door for people they recognized that he was warming them up – afterall, he was standing in front of a table full of popcorn and a sign with prices.  One lady asked if that’s why he opened the door for her.  He said yes.  On her way out, she bought a $16 bag, the biggest we had.  You can’t gain trust if you try to hide your intentions.
• Motivate.  He sold $100 worth of popcorn that day.  I told him how proud I was, and the Pack mother said he did a great job.  He was excited to do it again.  If people are working hard to help you achieve your goals, then show your appreciation, offer incentives, and give praise for a job well done.
• People, Products & Process.  He had success by being personable, selling a quality product, and following a simple, effective process.  You might have good people and good products but no process that drives results.  Or you might have good products and a good process but the wrong people.  You must have all three to be successful.

Thank you Cub Scouts for showing us such valuable lessons.

Now, when do we get that pocketknife?

Hero Found

In follow-up to the story I posted about the fire that affected our home in Austin, Texas, I am thrilled to report that I found the man that saved our house – or rather, he found me.  As I was standing in the front yard watering the grass at night, a Lake County Sheriff’s car pulled alongside the curb.  He stopped and rolled down his window.  Concerned that I might be in trouble for the extra watering during drought conditions, I said, “Hey there.  I’m just watering to keep the grass moist – part of it burned during the fire.”

“I know,” he said, “I put it out.”

“You what????” I asked, jaw-dropped.

“I put out the fire in your yard,” he replied calmly.  “I came around the corner in my car and I saw the flames, so I parked, got out, and stomped it out with my feet.”

“Are you serious?!?!” I asked, not believing that I was standing there talking to my family’s hero.

“Yeah,” he replied in a very “no big deal – just part of the job” kind of way.

We talked for a while and I thanked him profusely.  I told him that I had written an article and given his credit to the Fire Department.  He was quick to point out that although he put out the fire in my yard, the Fire Department saved the neighborhood – mentioning how impressed he was by their teamwork and speed.  Nonetheless, I wanted to express my immeasurable gratitude.

“You write a blog?” he asked.  “You should check out my website.”

It turns out that Senior Deputy Sheriff Greg Lawson is also an author.  He wrote a fictional book about zombies and the rights of zombies if they actually existed.  I’m not making this up – take a look:  www.zombieadvocacy.com

He didn’t seem to want much praise for his heroic act, so I can at least give his website and his book some free press.  Go check it out – just in time for Halloween!

Thank you Mr. Lawson, not only for putting out the fire, but for providing us with an example of bravery and humility – and for reminding us that for all that is wrong in the world, there are still reasons to be optimistic.

The Worst Advice Ever

I recently received an email from a good friend who wanted to discuss a sales concept that he read about.  The concept is that in order to generate client interest, you should call a prospect 10 times.  Before I give my opinion, I am going to pause for a deep breath so I don’t get heart palpitations from such a ridiculous and misguided approach to sales.

Okay.  Now, why do I hate this concept?  It is a band-aid on perpetually bleeding wound.  A proper approach to sales takes time and effort – and that effort should be spent on creating a system that gives you the best chance for success, not in pounding your head against a wall 10 times.  I am not saying that people should not be persistent – I am saying that the concept of calling a potential client 10 times is not realistic and not scalable.  Instead of making those 10 calls, consider these reasons your current approach is not successful:

1. You have not defined your target audience.  I do enjoy the phrase “She could sell ice to an Eskimo,” as an explanation of sales prowess, but it is actually pretty stupid.  Do some research and find people that need ice.
2. You don’t have a relationship.  We like to do business with people we trust, and it is hard to gain that trust when your approach is obviously some concocted sales pitch you learned at a seminar.  Building relationships takes time and it requires a genuine understanding of the people involved in the business.
3. You have no clout.  If you are someone the client knows or respects, they will take your call.  If Mark Zuckerberg, Jay Z, or Tom Brady called you just one time you would take the call.  You don’t have to be world-famous to have clout – find a way to gain prominence in your industry.
4. Your products and services don’t have real value.  Maybe you feel like you have to make 10 calls because the company you work for is not offering anything worth paying attention to.  Maybe you should contribute your knowledge to help improve the offering.
5. You have not properly defined your value.  If your products or services do have real value, then it should not require 10 calls to demonstrate that value to a potential client.  Create a clear, concise way to describe the benefits of doing business with your company.
6. You don’t ask good questions.  How can you claim to know what my business needs when you haven’t asked me any questions?  You’re too busy telling me about your company, products, and services.  Find out about your client’s specific need and then relate your services to that.
7. You are not creating demand.  Any sales person will tell you that it’s much easier to answer the phone than it is to dial it.  Stop using social media as a way to keep tabs on your old boyfriend and start branding yourself.
8. You are not focused on improving your approach.  Anyone that tells you “cold-calling is dead” is going to try to sell you their book – run away!  Cold-calling is fine IF you pay attention to what you’re doing, track your efforts, and make necessary adjustments to improve.
9. You are calling the wrong person.  Find out who makes the decisions and stop bothering the receptionist.
10. You are annoying.  Dude, if I told you “no” once, I am going to tell you “no” 9 more times, and I’m going to be more angry about it each time.  You would be better off calling 10 people once rather than calling one person 10 times.

Success in sales takes strategy, effort, and business acumen – not salesmanship.  If you don’t have the skill or patience, or if you work for a company that provides no real value, then by all means, call someone 10 times – just don’t call me!

Dealing with Disaster

Gusting winds, dry plants, high temperatures – perfect condition for a wildfire, just add a spark.  First a single shrub, then a stack of brittle timber, then a field, then an acre, then a hillside, a forest, homes, lives – wildfires spread fast and devastate completely.

I cannot imagine the anguish felt by the people who lost everything.  I suspect the pain is intensified by the helpless inability to stop the disaster.  We spend our lives trying to be happy, trying to keep things “good,” and sometimes there are circumstances beyond our control that force us on a different path.  When tragedy strikes, it doesn’t care that you’re not ready.

I managed to remain unharmed by the blaze – nervous, unsettled, and inconvenienced – but unharmed.  I came this close to my personal catastrophe before being saved by a brave soul who fought for me when I could not.  That helpless feeling hung around my neck like a boulder throughout the ordeal.  Over and over in my mind, “What can I do?  What can I do?”  The more I considered the question, the more I gained clarity on the only thing I could do – learn.  What could I learn from this experience to apply to my life moving forward?  In order to be more prepared in the future, here is my plan:

Reduce stress

• Know when to let go of your pride and ask for help.  Regular life is hard enough to deal with on your own – turbulent times are even tougher.  Forming a team is not a sign of individual weakness.
• Get things done.  It really helps to ease your mind in tense situations if you don’t mentally compound the problem thinking of unfinished projects, unrealized dreams, and unspoken words.
• Be prepared for emergencies.  Have a backup plan, learn CPR, search for local resources, know what things are important and worth saving, and communicate in advance with anyone that can help.

Feel better

• Help somebody.  In any tragedy, you may struggle with your inability to help yourself, but you can redirect that desire and benefit someone else.
• Proper communication and information are critical.  Even if you can’t do anything, you will feel better if you are informed.  News sources, websites, books, phone calls, groups, therapy are all available resources to help you understand the problem and find ways to deal with it.
• Look for positives .  Tragic conditions can make it difficult to be optimistic, and sometimes it might be years or decades before you gain any positive perspective from the situation, but if you look hard and force the issue, you will find a way to unveil something useful in your life.

I would like to say thank you to all the firemen of this country – we are so much safer because of your selfless acts of heroism.  I wish you safety, strength, and comfort knowing your brave actions do not go unnoticed or unappreciated.  We are in your debt.

Got my back.

Summer Sun, Spending, and Service

As the summer winds to a close, I look back on the season as an experience in entertainment, heavily wrapped in commerce and customer service.  We all spend money in the summer.  Trips, bicycles, cold beer, pool equipment, ice cream, and BBQ’s – the summer is about purchasing.  With each transaction there is an opportunity for vendors to turn seasonal customers into return visitors or year-round clients.  This relies heavily on customer experience and overall satisfaction.

Personally, I had one particular customer experience that is worth sharing.  This summer our family rented a boat with our friends from out of town.  We took the kids out on the lake for a day of boating, fishing, and swimming to cool the hot summer day.  We rented a shade-covered pontoon boat from Just for Fun Watercraft Rental in Austin, Texas.  We loaded up our gear and headed out onto the lake.  Docking in a private cove we did cannonballs off the side and caught fish after fish after fish.  It was awesome!  When we tried to start the boat to explore a different part of the lake, we had some mechanical difficulties.

“Why aren’t we moving?” asked the impatient kids, adding frustration to the problem.  After some creative engineering with tools from the fishing box, we were able to start the boat and continue the journey.  A few hours later, it happened again.  We still had a nice time and were able to return the boat after a fun day in the sun and on the water.  Regardless, I was a bit miffed at the stress caused by the equipment flaw, and I was not looking forward to the conversation I would inevitably have when I returned the boat.

The deckhand met us at the dock and asked if we had a good time.  “Yes and no,” I responded, not wanting to be a complainer, but feeling like I had a case for some compensation.  After explaining our trouble, he did the right thing immediately:  “Let me get the manager.”

I hopped off the boat and walked toward the office.  The deckhand was relaying the story to the manager.  As I approached, he walked toward me with a concerned look on his face and an extended hand.

“Mr. White – I hear you had a problem with your boat.”

“Yes, I did.”

“I’m really sorry about that.  We do our best to maintain our equipment, but sometimes things happen.”

“I understand,” I replied, waiting to see how he would resolve the issue.

“I would like to offer you some free time on your next rental.  We would love to have you back, and we want to make it up to you.”

Perfect.  As a guy that has managed sales people and spent much of his life serving customers, I truly appreciated his approach.  In order to give him proper credit for this story, his name is Ted Burger, and here is what he did right when solving the problem:

• Lead with a relationship approach.  Ted did not try to hold firm in policy or blame me for the problem – he met me with hand outstretched, wanting to be friends first, business associates second.  Instantly, I softened my demeanor and was willing to listen.
• Provide a quick solution.  I was not required to negotiate with Mr. Burger.  He initiated a resolution and did not force me into the uncomfortable position of fighting for my rights.
• Generate future business.  Yes, I may have preferred a rebate on my rental.  But ultimately, even though there were mechanical issues, we did have a really good time on the lake – and certainly would love to go again.  Ted gave me a discount on my next rental, and we will definitely return to redeem it – and pay for additional time on the boat.  Ted encouraged future business for his company and transformed me from customer to client.

Three simple steps to good customer service that created an experience worth talking about.  Thank you Ted Burger and Just for Fun.  You accepted accountability, sympathized with our problem, and treated us with respect – we will definitely be back!

What We Can Learn from Sharks

If the President, the Pope, the Dali Lama, and the Queen came to my house the first week of August, they would be offered a cold beverage, light snack, and a seat in front of the TV – as would any guest.  It’s time for Shark Week!!  7 glorious days of sharks, shark facts, shark species, shark ancestry, shark fighting, shark mating, shark migrating, shark jumping – and it’s all fascinating!  During Shark Week, everyone can learn something new.

Presented by the Discovery Channel, Shark Week fills and expands our brains with information and a new understanding for the beauty and intricacy of our natural world – yet I can’t help but think of the reaction you see in so many adults when a new concept is presented to them.  I’m always a bit shocked when I see a “grown-up” blatantly reject new information (admittedly, I have been guilty as well).

Do we grow to believe we know everything?  Are we offended by the implication that something exists that we don’t know?  The world around us is changing rapidly.  If we continue to reject new concepts and dismiss the developments that are shaping the future, then we risk becoming irrelevant or extinct.

My 6-year-old son is not only delighted by the information he soaks in during Shark Week, he is more than happy to share what he has learned at any time.  To break a silent moment, or in the middle of a completely different conversation, he might say:

• “Hey dad, did you know that sharks can weigh as much as two tons?”
• “Guess what – some shark fossils are 16 million years old.”
• “Great Whites can jump out of the water to capture prey.”
• “Bull Sharks can live in freshwater.” (He saves that for when we’re at the lake.)

You don’t have to be a kid to learn new things, but you must to be open to the possibility that you can learn.  Sharks are amazing creatures, examples of evolution at its finest.  Physically adapted over millions of years, sharks have survived and avoided extinction because they have evolved.  We must follow that example.

In honor of Shark Week, my son and I made this video about Great White Sharks.  Neither of us knew how to do this a year ago, but we believed we could learn.  Enjoy!

The Importance of Being Stupid

“Experience is simply the name we give our mistakes.” – Oscar Wilde

I would like to blame my brother Brian.  Maybe, just maybe, if his mullet wasn’t so totally sweet, I might have avoided it.  But alas, inspired by the awesomeness that was my brother’s mullet, and powerless to fight the trend of my era, I proceeded to grow my own.  At the time it seemed like the right thing to do.  Looking back, it does seem pretty stupid.  Ultimately, no matter how much you are influenced by peers or circumstance, your choices are yours.

The mullet  is the split personality of haircuts – business up front, party in the back – evidence that I was struggling to find my identity.  However, as mullets go, I thought mine was grand.  For the record, there were no curling irons involved, just good fortune to have the right amount of natural wave.

This weekend, as I travel to my 20 year high school reunion, I think back on that decision and many of the other choices I made at an early age – and since.  Man, I’ve done some stupid things.  I have hurt people’s feelings, spoken before thinking, embarrassed myself, and failed to live up to people’s expectations – as we all have.  With a foundation of blunders and mistakes, I suppose I should feel bad about it, but I don’t.  The things that I did wrong, the really stupid things – they drive me forward and lead me to make better choices along the way.

So what can be learned from my personal stupidity?

Admit that you could be wrong.  Only after a history of “wrong” have I come to be a better listener, open-minded to the concept that I don’t have it all figured out.  This compels me to actively seek the right course of action.

Ask for advice and TAKE it.  I would like to take a moment to personally thank my good friend Mike Foote who cared enough about my well-being to firmly impress upon me that it was time to lose the mullet.  “Really?” I replied in confusion, “is it not sweet?”  Mike had the guts to tell me the unpopular truth – I had the sense to believe him.  It is not easy to tell someone when they are wrong, so give credit to those people, and really try to understand their perspective.

Consider your alternatives before making a decision.  There are many ways to start a project or solve a problem.  I’m a big fan of talking to people you trust, doing a little research, and writing “pro’s-and-con’s” lists.

Be prepared to make mistakes again.  “So what do we do?  Anything. Something.  So long as we just don’t sit there.  If we screw it up, start over.  Try something else.” Lee Iacocca

Forgive yourself.  Ultimately, you won’t know if a decision is bad or good until you evaluate later.  Don’t let the fear of being stupid prevent you from taking action, and don’t beat yourself up if it eventually looks like a mistake.  I would much rather deal with the regret of doing something stupid than the regret of never taking risks.

The mullet has become a symbol of my questionable judgment – but also represents my ability to recover, choose the right course, and be smarter moving forward.  As I now gaze upon my high school haircut and think about the other stupid choices of my past, I am optimistic that each mistake somehow shaped my present and my future.  The mullet is dead – the lesson lives on.

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Big shout out to Reed High School class of ’91.  It was fun growing with all of you.  We shaped each other.  Looking forward to reminiscing this weekend!

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