Browsing: Leadership

The First Step Toward Winning is Getting Started

Businessman in the starting blocks

It is a rude awakening that one gets when you first “hang out your shingle” and discover that, actually, there are not hundreds of people just waiting for you to go into business so they can give you their money.

And then you start looking for answers and advice.

Now what? Advertise? Network? How strong is your network anyway? Call family for help? Mom will only buy so many of whatever you have to sell.

Give up on your dream?

Don’t Give Up…GIVE! Give generously of your skills, talents, and trade.

If you don’t have paying customers right away, go find some volunteer ones…where can you donate your services, and in the process produce a portfolio of your work? And possibly get a quality reference.

Can you practice your craft for yourself? Are you a painter? Paint something. Are you a copywriter? Write something. Videographer? Film something.

There is no better advertising than completed work. And no better way to advance your business than to just start.

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This is How Networks REALLY Work

Networking is a misnomer. It leads people to think that all you do is go out somewhere, make contact with other people, and then transactions will start to flow, and you’ll be in business!

Have you ever been to a “networking event”?  Did you find that you readily met people who needed exactly the goods or service that you were offering, and they were just waiting for you to show up so they could give you all of their business?  Yeah, probably not.  Because this is not how networks work. The real verb should not be “Networking” it should be Relationship-Building.  And like all relationships, they take time and effort.

Let me give you an example.  I recently came across a great quote, “Talk to yourself, don’t listen to yourself.”  There is a ton of wisdom in those few words.  I found this quote on an episode of the Success Champions podcast with Jon Gordon.  I really enjoy this podcast and it’s becoming one of my regulars, but how did I come across it, and this great quote?  Well, it goes something like this:

  1. The host of the Success Champions podcast is a guy named Donnie Boivin down in Dallas, Texas (I’m from the Seattle area).
  2. I met Donnie several months ago (May, 2019) when we were both guest panelists on a video panel discussion done in the UNleashed and UNlimited Facebook group.
  3. That group was created by a guy named Brad A Milford who I got to know pretty well in the first half of this year (2019) as I hired Brad to coach me through some business topics.
  4. I first met Brad in the Spring of 2018, through my friend Melahni Qualls Ake (from Indianapolis) who was also a member of Brad’s Facebook group. Melahni had come out to the Seattle area for a work trip, and we met up for dinner with another contact in the area that she knew.
  5. I met Melahni one evening in a restaurant and bar down in Orlando, Florida at the end of the February, 2018 International Maxwell Certification event. Melahni just happened to be in town and was meeting with other friends who were attending the IMC like I was, and we all happened to recognize each other in the restaurant. Melahni had talked about her new podcast, Everyday Leaders and so after the event, I checked it out and connected with Melahni through social media.
  6. The reason that I was in Orlando is that the IMC was a key event for me, the culmination of several months of study, as part of the John Maxwell Team.
  7. I had joined the John Maxwell Team in May of 2017 as part of my own personal growth plan, because I loved his books, live talks, and overall teaching approach on the topic of Leadership.

I could go on, tracing my introduction to John Maxwell back more than a decade, and all of the improbably links that got me to that point. But the main point here is that the above was the evolution of relationships over the course of years. Not some 2-minute introduction in the speed-round of a “professional networking event”. Real connections that pay off take time and effort.

Am I against networking events? Not at all! I encourage you to go to different events; to get out of the office (especially you who work from home) and get around other people that you don’t know.  But don’t come in with the expectation that you’re going to meet your next great client and 30 days from now you’ll be rolling in the dough.  Don’t focus on what YOU want or hope to get out of the event. In fact, try not to think about yourself or your business at all.

Instead, come in with the attitude of “who can I help here?”  As you meet people, find out about what THEY are looking for, what they are interested in, or what their ideal client looks like.  Maybe you know someone who needs what they have to offer.  But more likely, maybe somewhere down the road, you’ll bump into someone who knows someone who needs what they have to offer, and at that point, you can make a referral. But your referral is only good if you got to know the person that you are referring, and what they do, and maybe you can speak appropriately about them, because you stayed in contact with them and built a relationship where you could honestly vouch for them.  Because few people are so desperate to find a service provider that they will just take any name that you find in your giant stack of business cards that you collected at some networking event that you can’t even remember.  That is no more valuable to them, and perhaps even less so, than doing a Google search.  At least with a Google search you have a decent chance of finding some reviews to go along with the name.

So, YES, get out, go meet new people, start building relationships…it WILL pay off, but probably not right away, nor in the way you can predict right now. But it will be worth it.

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My Favorite Authors

Some of my favorite books...

Whether you’re new to the world of leadership development and personal growth, or a longtime learner, allow me to tell you about a couple of my favorite authors on the topic, John C. Maxwell and Patrick Lencioni.

Now there are a slew of other great authors and great books, and I try to read or listen to many of them, but I find myself consistently interested in whatever these two have written, and I regularly explore their catalog for something that I have not yet read.

Interestingly, these two have very different styles of writing.  Both are easy reads packed with great lessons, but very different in how their books are put together.

If you like your books to flow from start to finish as a cohesive story, you will really enjoy Patrick Lencioni’s books.  Lencioni writes in what I would call a parable-style.  They make the most sense if you start at the beginning and read straight through to the end.  Now, don’t let this story form fool you into thinking that they are not packed with good stuff.  These books are full of great lessons and key points, and I highlight them as much as any other book.  And sometimes, because the lessons are presented in the context of an overall story, that really helps the reader understand and apply the lessons or key points to their own situation more easily than other styles.

On the other hand, John Maxwell’s books are more organized into chapters and lessons on key topics, making them a phenomenal resource not just straight-through but also on-demand.  While John packs his books and speaking full of stories and anecdotes to make his point and help the reader more fully understand the lesson, it is also easy to jump around from chapter to chapter, lesson to lesson as each one is relatively self-contained.  Of course there is great value to reading the entire book, and some points build upon previous chapters, but if you want to jump straight to, say, the chapter on Servant Leadership, you can go straight there, study it, and then come back to others in any order.

So there you have it, two of my favorite authors.  Both have several books available and I would recommend all of them.  They are great resources, both for the novice and the cagey veteran. Go pick one up and dive in today.

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Binge Book Listening

Stack of books

I went on an Audible binge recently.  I signed up for Audible at the beginning of the year and powered through a couple of books, but then let my account sit for a while as I focused my time elsewhere (more on that in a future post).

So, as my account sat idle, I was wracking up new credits each month without a thought of what to do with them.  Then one day a friend starts talking about a book he read recently and recommended it to me.  As I went searching on Amazon, I discovered my credit balance and went on a little buying spree, grabbing audiobooks by the handful and throwing them in the shopping cart.  So here are some notes on what I have been listening to lately.

  1. No Limits: Blow the CAP off Your Capacity by John C. Maxwell.  This latest book by one of my all-time favorite authors on personal growth and leadership.  Each chapter explores a different capacity that each of us has (e.g. energy capacity, creativity capacity, leadership capacity, etc.) and in typical Maxwell style helps you to identify your own level and then how to expand and grow yourself in each area to be able to do, have and become more.  One of the drawbacks to getting this in audiobook form is that I know Maxwell’s voice, having seen him speak live and on recording several times, and he does not narrate the audiobook himself so it kept sounding just a little bit off hearing someone else’s voice reading his words.
  2. The Subtle Art of not Giving a F*ck by Mark Manson.  I normally would not have picked up this book, except that it was strongly recommended to me, so I gave it a shot.  With F-bombs sprinkled liberally throughout the book, especially in the first couple of chapters, Manson tries to establish himself and his approach as the anti-Power of Positive Thinking and anti-self-help guru.  I’ll agree with him that some parents have gone off the deep end with positivity and flattery of children based on nothing of substance and he spends quite a bit of the book trying to get you to be honest about where you are right now.  But that’s not really new.  In order to plan how to get where you want to go, you have to know from where you are starting.  Be honest with yourself.  Manson’s points parallel those of many of the best personal growth authors, but he does so in a more confrontational, some would say more honest, way.
  3. Rework by Jason Fried and David Heinemeier Hansson.  For my techy friends, these are the guys behind 37Signals, Basecamp, and Ruby on Rails.  They write from their own experience in running a successful SMB (small-to-medium sized business).  The purpose of this book is to get you to challenge the many beliefs that we grow up with about what it takes to run a business, how to be productive, how to win at work; and instead to rethink (RE-WORK) everything.  For example, using modern tools (like Basecamp) to avoid excessive meetings; avoiding venture capital and exit strategies to instead focus on being profitable early and over the long-haul.  If you’re self-employed or run a small business, you need to read this book.  If you’re a manager in a large company, you really need to read this book.  One of my favorite lines from this book is “you can have the Fortune 500, I’m interested in selling to the Fortune 5,000,000.”  There is a REWORK podcast, too.
  4. All Marketers are Liars by Seth Godin.  Another of my favorite authors, I read Seth’s blog regularly, which is filled with daily reminders to think different and pursue your dreams.  I don’t know if the 37Signals guys were inspired by Seth Godin, but there certainly is a common theme in their writing and that theme is that the old rules don’t apply anymore.  It’s a brave new world that is wide open to anyone who wishes to participate.  In this book, Seth talks about the power of stories to market anything and everything; and most importantly the need for authenticity.  Through all of his writing, Seth helps you understand the incredible value to be found in serving a niche market, and how that can grow to be a not-so-small niche after all.

I recommend all of these books, and while I really prefer the tactile experience of reading a book on paper and with a cover, if you find yourself pressed for time like I do, and especially if you have a significant commute, consider giving audiobooks a try.

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Leader != Leadership Position

Not all leaders are in leadership positions; and not all leadership positions are filled by good leaders.

We all wish the second part of that were not true,  but the Pointy-Haired Boss in Dilbert comics makes us laugh not because he is so ridiculous that nobody can relate, but rather because we have either worked for someone like that, or know someone who has.  Maybe it’s the Peter Principle in action, but whatever the reason, just because someone is in a superior position in an organizational chart does not mean that they are the leader.

As John Maxwell says, “Leadership is influence.  Nothing more; nothing less.”  If you are not in a leadership position, don’t let that stop you.  You can still lead (influence) the organization from wherever you are.  If you have a great attitude, that is a powerful influence.  Working diligently is a way that you can set an example for others, which is leadership.  Even being a good listener is influence.  Everything that you do has the potential to influence, and other good leaders will recognize your leadership as well.

If you are in a leadership position, then learn to work with, and celebrate, the leaders on your team, even when (or especially when) they outshine you.  Becoming a Leader of leaders results in phenomenal, exponential results.

Start with what you have and where you are; and go from there.

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OVER-Communicate, Please

What is the best way to kill the rumor mill?  Over-Communicate!

Don’t confuse that with “talk too much”.  I’m saying to communicate with your team more than you think you need to.  Remember, as a manager or other leader, you are in a privileged position to know things that your employees or teammates do not know; you have context to make sense of things that appear arbitrary or senseless to your team…help them by telling them as much as you can.

Rumors get started because people are trying to make sense out of something they don’t understand, so they come up with explanations that fit the facts as they know them.  But you know that they don’t know all the facts.  Suppose your company has just decided to expand into a new state, and build a new set of offices from the ground up.  Why does that make sense?  Why would they spend money on that and not on a new coat of paint for the building you’re in, for example?  Help people to understand how decisions are made in business.

Sometimes people are just trying to explain why some action hasn’t been taken yet, which seems obvious to them.  Share some context.  Maybe there is a legal concern that is blocking action right now.  You don’t have to give specifics, but you could say that something is hung up in legal.  Or, maybe there is counter-acting information that makes what would appear to be an obvious choice not so obvious.  Or maybe you don’t know either.  Tell them that, too.  They’ll respect you for your honesty, and trust you even more.

By communicating frequently and with as much open honesty as you can, you will build trust in your employees.  I understand, there are some things you can’t talk about.  And guess what?  Your team understands that, too.  You have a responsibility to keep certain information confidential.  But in my experience, most of the time, there is a lot of information that you can share without violating your fiduciary responsibilities.  Share as much as you can.  And when you can’t try sharing that, too.  There are times when I have had to tell my team, “I know from your point of view this action we are doing does not appear to make sense.  Right now I can’t tell you any of the details behind the scenes, but trust me that it will make sense when it all comes out.”  That’s tough because people will want to ask questions, but it’s a lot easier if you have established a reputation for sharing what you can, when you can.

Another key is to share information more than once.  You can’t assume that just because you told your team what was going on once that it was sufficient.  That would be like saying to your spouse, “I told you I loved you when I married you, if that changes, I’ll let you know.”  Tell them again.  (Tell your spouse every day and even more.)  Keep an open flow of communication with your team.  As time passes, people forget.  And sometimes things change with the passage of time as well.  One simple example would be decisions may be made seasonally.  Where I work, the summer is the busy season, and January is typically much slower.  We may postpone a project to the slow season so that we have the time to put on it.  On the other hand, we may postpone something to another period where cash flow is better.  There are lots of reasons why things may happen; and if you’re not filling in the gaps for people, they will make up their own answers to fill them in themselves.

True over-communication is rarely a problem.  This is a similar concept to the experience of time for a public speaker.  When speaking in public, it is important to slow yourself down and to force yourself to take pauses that seem like an eternity to you, the speaker, but to your audience are very brief moments in time.  Your experience of the passage of time as the speaker is far different from your audience’s experience.  And your experience of the amount of communication you do as the leader is far different from your team’s experience.  They are thirsting for information…share it.

It’s amazing what can happen when you treat people like responsible, trustworthy adults.

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Credit Where Credit is Due

I have a confession.  I am an avid fan of reading books about Leadership principles.  I think that many Leadership principles can be applied not just in managing employees or running a business, but in many other facets of life including raising children and making plans for your own life.  BUT, I am not a good note-taker when I read, and I tend to forget exactly where I read something.  I’ll remember the lesson or maybe a quote, but forget who said it or where I read it.

My views on life and leadership have been shaped largely by a handful of people.  Among those are two of my favorite authors:  Dr. John C. Maxwell and Patrick Lencioni.  In my opinion you can’t go wrong with reading any of their books.  Other key influencers are my father who was a great dentist and small business owner, my pastors, my wife and some personal mentors over the years.

I will always strive to give credit where credit is due when it comes to ideas, lessons, quotes, and so on, but if I fail to directly attribute a quote or other key idea, please consider it likely that it came from either Maxwell or Lencioni, and forgive me my shortcomings in note-taking and footnoting.  By no means do I intend to take credit for their work, and I will always try to add my own shading to the topic.

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Book Review: How to Fail at Almost Everything and Still Win Big

For my first book of 2017, and my test-run of using Audible to listen to books in the car while I commute to my office, I chose Scott Adams’ How to Fail at Almost Everything and Still Win Big.  This turned out to be a great idea as the book is written in a simple narrative as Scott recounts stories from his past and weaves in leadership and self-help ideas.

Having read much of Scott Adams’ blog posts over the last year on the Master Persuader filter, and of course being a fan of Dilbert, I was a little skeptical that there would be much serious content in this book.  I was presently surprised to discover that several of the points that are made in this book overlap or run in close parallel to many of the leadership principles taught by my favorite authors on the subject.  In fact, i found that the way that they are presented in this book helped clarify and cement some of them in my mind with new ideas of how to apply the principles to my own life.

New to me in this book are Scott’s emphasis on Systems over Goals and his Moist Robot Hypothesis.  While I think the Moist Robot Hypothesis can be taken too far, I do agree with the basis, which is that we can program ourselves for success or other improvements.  It’s not too far of a stretch from the Power of Association, which any parent immediately recognizes and starts asking questions about the other kids that their kids hang around.

Overall a good read (or listen, in my case) with interesting stories mixed-in with immediately usable ideas.  For sensitive readers, be aware that the BS word pops up with some degree of regularity.

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