Archive For: Leadership

Extreme Self Care

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One thing I work on with all of my mentoring clients with is Extreme Self Care. That is, putting significant effort into making sure your needs are met and that you get what you need to protect yourself as you grow.

Most commonly this is the old story from the flight attendant telling you to put your own mask on before trying to help others. But it is more than that.

It is standing up for yourself and even fighting for yourself when you need to.

I have a situation like that at the moment.

Naturally I have considered the situation from a customer service perspective as well as from a brand impact perspective. I have even received external advice on the situation to take any personal opinion out of the situation. The outcome is that I will be enforcing a cancellation fee.

The reason?

I am worth it and so is my business. It is worth fighting for. It is worth delivering good service for. It is worth practicing extreme self care for. It is also worth respecting.

It is not the easier path but it is the more worthwhile and rewarding path.

Where do you need to practice Extreme Self Care?

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YES – It’s a Sign of Love

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For a country with three of the top ten most liveable cities, it is a shame that our politics don’t match. Particularly when it comes to Marriage Equality.

Our politicians have decided not to do the job that we elected them to and get us to do an Australian Idol kind of vote that is non-binding (ie they don’t have to act on the results in any way) and could possibly be illegal (there is a case before the High Court as we speak). If politicians want to know what the public think, an opinion poll would be more statistically accurate and cost about $100 million less. (Polls show up to 72% of Australians support marriage equality)

Putting all that to one side, what we are talking about is legislating love. That has never worked and has never served the people when it has been tried. My gorgeous wife is of Sri Lankan descent. In a not too distant past, some governments would have stopped (or tried to stop) our “inter-racial” marriage.

Everyone has their own opinion and will vote how they choose. But I am not clear on what voting against marriage equality will gain.

Couples will still live together, will still love each other, will still raise families if they choose, still pay taxes, still go about their normal lives – regardless of the outcome.

But voting against it means that their spouse will not be recognised under law. So should their spouse die, they will be faced with reams of paperwork to access what current married spouses take for granted. This happened to Lara Ryan and I couldn’t imagine the turmoil. In a Facebook post she talks about how she had to:

  • Get police permission to write “Spouse” on incident reports
  • Cross out boxes for Husband and Father on the birth certificate of her newborn
  • Scream in an emergency room, “She’s my wife – I know it’s not legal but she’s my wife”

Because GLBTIQ marriage is not recognised in Australia, should you get married overseas, you cannot get divorced here (because we don’t believe you got married!) Recently the United Nations said that Australia is in breach of human rights because of this because one person had to apply to them to try and get some kind of closure on their marriage. Our government is still considering this breach.

A gay couple married in the UK came to Australia for their honeymoon. Tragically one of them died here. Under our law they were not considered married so the surviving partner could not sign next of kin documents or take the appropriate action at a time of great grief.

These are just a few of the issues that are faced by our lack of marriage equality. All because their committed relationships are not recognised by our laws.

Oh, and the impact on non-GLBTIQ people if GLBTIQ people get married? NONE. (Well except for missing out on some fantastic celebrations). According to the multiple other countries that allow everyone to get married, there has been no devastation, no corruption of the innocent, all that has happened is that anyone can now take the steps to get married.

Voting Yes on our non-binding plebiscite is a vote of love. It is a vote for other peoples love as well as your own. It is a vote for allowing basic rights to those that have been denied them. It is a vote of tolerance. It is a vote of consideration. It is a vote to allow people to show publicly what others already know. It is a vote for our country to move forward.

Some people will vote No for religious reasons but I don’t understand that. Most religions I know of are founded on love. Nearly every holy scripture, regardless of religion, will have a quote saying that love is the foundation of life (or something to that affect). While you may not agree with marriage equality, who are you to impose your will on another who will keep loving their partner regardless of what you think? Wouldn’t it be an act of love to contribute to their security, their happiness, their love?

Let’s be super honest, the sanctity of marriage has long past. We have TV shows where people get married without having met the person before. Celebrities get married for a matter of hours, not even days. It is not uncommon for people to have been married multiple times (I am up to my second but that’s where it ends for me!) It is a great institution and a display of commitment, but let’s not say it is something it is not.

In a world where we see hate in action on a daily basis, it is time for a strong act of love.

 

PS Shaun Micallef puts forward one of the best arguments on this subject. It’s worth watching.

 

 

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Most Important Sale

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All the sales trainers I have ever had the good fortune to learn under have constantly said that the most important sale is the first sale, and the first sale is always to yourself!

If you don’t believe in the value of your product or service, how can you then sell it to others?

What they didn’t say is that you don’t just make this sale once. You will need to make this sale over and over again.

So many people make you doubt yourself, your product, your service, your price, your delivery method, your expertise and they do it, not to attack you, but to better position themselves in the negotiation.

On Friday I was referred to an organisation that was hosting a two day conference for 200 CXOs on the following Wednesday and Thursday. After an initial email briefing where they requested a “strong and experienced MC” I sent them a high level proposal.

Sunday they got back to me saying that it was a lot more than they had budgeted and in fact their budget was a third of my quoted price. They felt it was an easy gig. Very straight forward simply introducing people and asking a few questions.

This is where the doubt started to creep in.

Fortunately I know there is no such thing as an “Easy MC gig”.

Now most professionals (be they MCs, speakers, sports people, business people or whatever) make things look easy. Maybe they make it look effortless rather than easy. The reason for this, is they are good at what they do because they work at it.

As I advised this prospect, while it may seem easy, I have spent over 20 years honing my skill to make it look easy. So when the AV fails (as it will), when a speak finished in half the time and I step in with relevant and meaningful questions, when the audience is about to go to sleep and they need to be energised, when one of the strong minded CXO takes over the microphone during question time and starts waffling on with no question in sight or when a sponsor needs some attention, I will have you covered no matter what – that is what you are paying for!

My delighted clients, repeat clients and referring clients show me that my fee is fair and that I deliver great value for that fee.

So I had to decline that prospects offer to work for 1/3 my usual fee.

What about you? Have you made that most important sale?

Even if you are not directly in sales, it is important to know that you add real value to those around you. If you need it, collect some testimonials, quotes or evidence of that value so when you are starting to doubt yourself, you can look at the proof of the value you offer.

The first sale is always to you and you need to be sure you can keep making that sale time and time again. You are too important not to make it!

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It’s In the Doing

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We recently purchased one of these Random Orbital Sanders. Just the thing to sand some reclaimed timber that we want to use at the Shed.

I spent four hours over the weekend removing old nails and sanding old fence palings.

So now my hands feel a bit sore, my ankle is swollen, my back is a little sore, and I feel fabulous.

It is because I can look at the piles of palings all sanded, packed and ready to take to the shed and feel great about what I have achieved.

Many of us now spend our days working flat out and struggle to see what we have achieved at the end of the day. It can feel like a merry-go-round. Another day doing the same thing and feeling like you are getting nowhere.

So how can you visualise your “doing” so you can see what you have achieved?

Is it creating a graph of the sales calls you have made, the articles you have published, or the number of times people listen to your podcast? Is it a timeline showing progress on your next event, a project plan showing how close you are to the due date or a task list with the completed tasks all marked off?

Whatever you do, find a way to show progress on your doing.

The feeling of achievement and success comes from “doing” and often in our technological world, we miss that sense of achievement.

How do you measure your “doing”?

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Sensation of Simplicity

Under the strict supervision of Winston the Wonder Poodle, my gorgeous wife and I spent the weekend at our shed doing a few more bits around the place with our good friends Danielle and David.

On Sunday when they left to go and volunteer for Rotary, we did a few more things and then had lunch in front of the fire.

I am the first to admit that our shed is “rustic”. We are slowly but surely adding the creature comforts, A recent addition has been the fireplace which came in handy since it was 2C overnight!

But a simple ploughman’s lunch (that’s posh for “whatever is in the fridge/cupboard on a plate”) in front of the fire with your loved one was sensational. There is something hypnotic about watching the flames, feeling toasty warm while you are eating yummy food at a warm drink.

There is a lot of pleasure in getting back to the simple things and not being reliant on technology or complex and sophisticated set ups.

In business, that may be a simple phone call, a direct conversation, a basic agreement or an understanding chat over coffee rather than some sophisticated communication strategy or complex legal contract. While there is a place for these things, never underestimate the power of simplicity.

Simplicity gives the feeling of effortlessness and connection, and that is simply sensational.

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Make No Mistakes

Over the weekend, my lovely wife Sam and I did a bit of handy man work up at our shed.

Sam was operating the drop saw and … well … the picture says it all. Drop Saw 1, Sam 0.

The good news is that it was only a minor incident with a small graze on her hand. As the Black Knight said, “tis but a scratch.”

In a recent episode of the Get More Success show, guests Sonya and Sacha said that they make no mistakes. They are purely learning experiences. When something doesn’t work, they now know what NOT to do so they do something different.

This is what Sam did.

I guarantee she will not put her hand under a rotating blade again. She has learnt how little effort is needed to break the skin. I also know she will be a lot more focussed on where her hands are in relation to all the tools she is using.

What about you?

Whether it is using tools, dealing with your kids or dealing with customers and colleagues in the work place, do you make mistakes or is your experience purely focussed on learning what will move you forward?

 

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Are You In Control?

Are you in control?

There are so many people in the workplace who continually quest for control. Unfortunately for them, control is an illusion.

It seems to be that just when you think you’re in control something will happen to show you that it is clearly not the case. For example, my year was starting very well. I had my marketing and sales process is all down pat. I was firing on all cylinders … and then I broke my leg! Spending four months sitting in a chair definitely had an impact!

This weekend I got to see Australia’s premier improvisations troop, Impro Melbourne, in action. While watching the show, it made me think that the only way to stay in control is to be aware that you truly never have control. Rather than fighting for control, it’s all about being able to influence the situation that you’re in.

Watching the Director’s trying to influence a situation, giving the actors the freedom to do what they think best within some loose guidelines, created some amazing performances. It is the willingness to trust others and understand that they are all working towards the larger goal that gives both freedom and a sense of control.

You never know what someone else will do with the words that you say, the emails you send, or the input you give. All you truly have control over is your reaction to it.

So the purist form of control is understanding that you have no control whatsoever. Simply being in the moment and being willing to take responsibility for the situation and your response to it is enough.

Are you in control?

 

 

 

 

 

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Are You Flexible?

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If you stop and listen to any management consultant or coach, they will tell you about “Change”.

Change in the technology age is considered “Normal”. Just as you get comfortable with Facebook they change how it operates. You no longer buy software with your computer, you pay an annual fee and get continual updates. You don’t need to perform your own computer backups anymore because anything you store on the cloud is backed up regularly.

Technology shifts so fast that new phones only have an effective life of about three years, and we are ok with that because the latest and greatest does more, has more and IS more. Some technology is so awesome, we can’t imagine life without it. I mean, what did you do before Google Maps?

So change is happening and all this technology and process “out there” is changing but what about you?

You may be willing to embrace new technology but are you able to let go of old ways that no longer serve you? Are you able to shift your thinking and admit you were misinformed, confused or simply, plain old WRONG?

Flexibility is more about letting go of old ways than it is embracing new ones.

It is about maintaining an open mind and using that gap between the stimulus and the response described by Dr Viktor Frankl, to give a considered response rather than a gut reaction.

So with how you see life, yours as well as those around you, are you Flexible?

 

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Isn’t It Enough?

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As someone who shares the stage with many speakers, I have heard a lot of messages (inspirational and otherwise) over the years. An underlying them seems to be “you are not enough”. If only you did more of this, that and the other thing your life would be better.

Along comes social media. Again we are bombarded with images and messages from people many of which seem to say or imply that you should eat this, do that, exercise this much, work harder, achieve more, make more, parent better, be more creative… There is no end to it.

TV is loaded with fearful and guilt laden messages of “if you were a good parent/sibling/child/grandparent then you would buy this product/service”. Even the TV shows and movies set an unrealistic example. Compare the class of the tv show The West Wing with what is currently happening in the White House.

Here’s the thing. I am all for self improvement and creating a better life for yourself but at what cost?

I love the concept of learn from the past, plan for the future but live in today.

Too often many people (myself included) forget to enjoy the day and celebrate all you have achieved because their focus is in the future on what they want or “should” have.

Personally, I am spending a lot less time on social media as it does not serve me well. I have refocussed on the amazing things I already have in my life. Yes I have plans and goals but I am enjoying my life as I live it and not just waiting for the day that I have achieved everything I think I should.

Life as I am living it is great. It is enough. In fact, it is more than enough. How about yours?

 

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Have You Got The Right Person?

As we were shopping on the weekend, I spotted this young man putting up that sign. It is the sort where you spray the glass, apply the sign and then squeeze all the air bubbles out.

He was doing a crap job of it and I suspect it was not his fault.

To me, he looked like he was 15. The is a chance he is older and because I am an old fart everyone just looks young but the reality is, his age should not matter. It is the outcome that counts.

The outcome was ordinary!

If you look at the sign, it is on an angle and not square with the window. If this angle or skew is part of the decoration, I can live with it, but when something is slightly off, I notice it and it becomes a barrier. A small one, but a barrier none-the-less.

After he had finished, there were still air bubbles in it. During the process of applying the poster, he was scrapping all over the place. I would have thought a systemised approach starting at the middle and then moving out would have worked well. Maybe his technique is the store approved one, but the results were still ordinary.

It felt like they had the wrong person for the job.

Maybe he is the right person for the job and he is just learning. Then why not have someone who knows what they are doing be standing there advising, training, and guiding him to excellence.

Maybe he got it wrong and it needs to be re-done. After he finished, nobody came out to review his work, advise on corrections or ask him to re-do it.

Maybe because it is the end of the lease, they just don’t care. This is what it felt like.

I have said it before, you have to make it easy to be the customer. There are so many things that can act as a barrier to your customers. Your shop or business decor is one of them. Posters on the wrong angle, not set up correctly or not conveying the brand appropriately are not major issues. Most of the time you won’t know what’s wrong, you will simply know something “doesn’t look right”. This becomes a barrier and it can easily be enough to stop you entering the store or doing business.

Make it easy for your customer and for you team. Get the Right Person doing the Right Job at the Right Time.

 

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How’s Your Perspective?

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One of the great things to come out of having a broken ankle/leg has been the shift of perspective.

At different stages I have had to use different mobility aids: crutches, wheel chair and even scooting down the hallway on an office chair. While using these different ways to get around, I realised how much I don’t consider anyone who is not able bodied.

For example, my gorgeous wife took me to Coles Supermarket to do some shopping with the trusty wheelchair. As we wheeled up and down the aisles I saw people do something weird and then realised that I usually do the exact same thing.

You know when you carry the basket around, it has a few things in it so it’s a little heavy, and then you can’t find the thing you want on the shelf. So you put the basket down, take a step back and peruse the whole shelf looking for it. Unbeknown to you, you have effectively blocked the entire aisle!

A simple “excuse me” had the person looking a little embarrassed and quickly moving out of the way.

I also found that now having a height in the chair of 1.2 metres (about 4 feet) rather than my usual 1.9 metres (about six foot three), I couldn’t what was on the top shelf. While I could see the stuff on the bottom shelf it was difficult for me to reach. Nothing wrong with that, it’s just a different perspective.

Another time I was wheeling into an electronics retailer and I couldn’t fit down half of the aisles. I wanted a portable hard drive and I could barely squeeze past the display to see them. They also had plenty of “specials” piled around the place. They looked great and effectively blocked me from passing.

I must stress the staff at all of these stores were happy to help me and make some special accomodations for me but it reinforced how we rarely consider those with needs different to our own. Whether they be physical, emotional or otherwise.

When you are dealing with your customers and prospects have you truly considered their perspective? Is there something particular that they need? Do you need to ask them more questions to find out what is really going on for them?

Hopefully you won’t need to fall off your motorbike to shift your perspective. A few simple questions and a willingness to step out of your ordinary situation should do it!

PS If you want some excellent perspective shifting and funny tv, I highly recommend watching Speechless.

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Why Would You Do That?

Last week i was fortunate enough to share the day with the other members of the Professional Speakers Association Board as well as our Past National President representative. It was a full on day which had some great outcomes.

Following my recent announcement that I had taken on the position of President for Professional Speakers Australia, several of my contacts asked, “why would you do that.”

It’s a great question.

Let’s be honest, in an Association President position, there is little kudos, a lot of extra work, distraction from your business, time away from family, many people advising you on what you “should” do and a ringing question of “is it worth it?”

My experience in being of service to an organisation is that it pays back in multiples, just never in the way you thought it would or should. I have been on the board several times, served at several chapter positions and even been the organiser of the national convention. This has added up to a lot of time and energy.

The benefits from all of this service continue to be delivered to me.

  • I have had tens of thousands of dollars worth of business referrals from members
  • I have been asked to speak at Global Speakers Federation sister associations in the USA, Singapore and New Zealand
  • I have met some of the top speakers in the world
  • Some of the best speakers have donated their time to me to help grow my skill sets
  • Event industry experts have sought me out for my opinion on Event issues the industry is facing
  • I have seen blossoming speakers create significant businesses
  • I have made some fantastic new friends
  • Big name speakers make themselves available for my projects like the Get More Success show and Get More Inspiration
  • I have made new friends all around the world

Too often the focus is “What’s in it for me?” But being of service to your industry and association pays off in ways you cannot begin to imagine, financial and non-financial.

So if you are wondering, that’s why I would do that.

What about you? Do you perform acts of service?

 

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What Is It Good For?

During my state of recovery and rest I have revisited some of the classic films we have. One that appeals to me greatly is the original M*A*S*H film.

The film is very clever in showing the intensity and futility of war. The series that followed continues that message.

Fortunately, we live in a time when deaths from war are at an historic low. Having said that, the damage from war is still way to high. The recent episode of “You Can’t Ask That” on recently returned war veterans is a strong indication of the damage that war does.

While the recent activities with USA, Russia, China, Syria, and North Korea seem to hint at the ghoulish nightmare of increased military conflict, it is not just there that we should be concerned.

Sometimes the war is not a military action but a disagreement between departments, companies, friends, family members or even with your customers. The best way to win a war is not to be in it.

In some situations you can be Right or you can be Happy and you get to choose.

Help stop a futile situation from escalating and sacrifice your desire to be Right. Look at the big picture, ask “how important is it” and come up with a solution that both parties can live with. Sometimes it is not that easy but the cost (financial, emotional, and of your reputation) is far lower than outright war.

You always have to ask yourself; War – What is it good for?

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What Are You Working On?

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Do you spend much time working on yourself?

There are many people in this world who think they are pretty magnificent. All you need to do is ask them and they will tell you how good they are!

I love the concepts of “If you don’t grow, you go” and “once you are ripe, you rot“.

Simple statements that position how important it is to continually work on yourself.

Now before you thank, “I don’t have time”, “I’m too busy” or “what the? Something ELSE to do?” you need to understand that working on yourself doesn’t have to be a formal education process or something ADDITIONAL you need to do.

Here are some simple ideas that have a positive impact on you and can help you grow:

  • Read a book (it doesn’t have to be a business book, novels add new ideas and perspectives too)
  • Attend an industry convention
  • Join a mastermind group
  • Attend a networking function
  • Listen to a podcast (Naturally I recommend the Get More Success Show)
  • Spend time with friend talking about challenges you all face
  • Write a gratitude journal
  • Join your Professional Association
  • Sing in a choir
  • Join a charitable organisation
  • Create something
  • Ask someone else what they would do in your position and truly listen to their answer
  • Watch a foreign film (some classics you can start with include Amelie, Cinema Paradiso, Babette’s Feast and Mon Oncle)
  • Play with some kids and some Lego or building blocks to see what they create
  • Attend a trade show
  • Have a hobby

The trap of thinking we know enough is that the world keeps moving on and we can get stuck in our own way of thinking.

So what are you working on?

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The Buck Stops Here

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I am thrilled to announce that effective today I am the National President of Professional Speakers Australia.

I have always believed in professional associations and being a member is not enough. To me, it is important that you contribute to the industry to which you belong. I have served several positions but this is the top one.

The Buck Stops Here.

Our industry has challenges, our association has challenges and our marketplace has challenges. They are not to be shied away from but to be faced and dealt with as best as possible.

We have a great board and a strong team in each state, but still hard decisions need to me made and tough situations need to be faced. I am happy to delegate to get some of these things done but ultimately…

The Buck Stops Here.

Spiderman’s uncle said, “With great power comes great responsibility.”

I think the reverse is also true. With great responsibility comes great power.

I now have a responsibility to use my presidential power in a way that supports and grows all of our members, the market place and our suppliers and customers. It won’t be easy, I may make mistakes but I will attack this role with enthusiasm and great joy knowing that at all times, The Buck Stops Here.

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