Blog by John Brubaker | Coach Bru - Success Strategies For Performance

Surprise, Delight and Water Your Bamboo

2012-05-06T02:18:45Z

I recently met a world-class sales professional named Aaron Ouellette at my local Starbucks. Aaron is the store manager of U.S. Cellular in Auburn, Maine. When I went to pay for my espresso, the barista smiled and told me to leave my Starbucks card in my coat pocket because my coffee was paid for. I simply assumed I had accumulated enough “frequent caffeinator” miles on the card to qualify for a complimentary drink. Not the case, she let me know the gentleman located in the corner of the store purchased it for me.

I immediately made my way over to introduce myself and thank him for his generosity. When I asked him what prompted him to buy me a cup of coffee he explained to me he was buying everyone’s coffee for the next two hours. It was part of his company’s marketing and outreach efforts. This is not just some pay it forward sort of blip on the radar screen. And it certainly wasn’t a quick fix approach to marketing like a lot of knee jerk reactions we see in business today. US Cellular has created a company- wide initiative called “Surprise and Delight” and Ouellette’s supervisor gave him the latitude to simply go surprise and delight people in the community by doing something nice. This is what led him to Starbucks.

When I asked him to explain this unique strategy, he responded: “Our competitors, AT&T and Verizon, are #1 and #2 respectively in our market. While I might not have $5 million to put towards advertising like they do, I can do something nice for someone today who may remember that kind act when their contract expires.”

Ouellette wasn’t focusing on the competition or lamenting what U.S. Cellular doesn’t have and can’t do. Instead he made a conscious choice to focus on “the controllables”. In other words, what they do have and can do.

Beyond finding a way to compete as the underdog, the great thing about the U.S. Cellular surprise and delight initiative is the neuroscience behind it. People who are depressed lack a chemical in their brains called serotonin, also known as the happy neurotransmitter. Doctors prescribe Celexa, Prozac and other anti-depressants to help elevate the depressed patient’s serotonin level. The interesting thing about a prescription is that it isn’t nearly as powerful as “surprising and delighting” to put it in US Cellular terms. Any time you perform, receive or even just witness a kind act your body sends your serotonin level through the roof at a much higher level and for a longer amount of time than the medication ever could deliver. So what U.S. Cellular has done is a win-win-win for everyone involved; from Ouellette feeling better by performing this initiative to delighting the Starbucks patrons who received the benefits of his gesture to the Starbucks employees who witnessed happy guests get even happier.

It is only fitting that he chose Starbucks as the location for his surprise and delight mission. It’s a brand whose retail experience is congruent with U.S. Cellular’s. Starbucks doesn’t have “employees”, they have partners. U.S. Cellular doesn’t have customers they build relationships with clients. There is a big difference. An employee works simply for the organization whereas a partner works with the organization. The term customer implies a transaction took place. The term client implies that a relationship exists.

The most powerful statement I heard from Ouellette was when he mentioned his philosophy on the whole initiative.

“I may not win you over as a new client today;
but I will earn your business eventually.”

His comments stood out in my mind because quite simply, he has a winning mindset. He gets the fact that sales, like athletics, is about possessing a process-oriented mindset not an outcome mindset. With championship caliber sales people, selling isn’t something you do to someone; it’s something you do for someone. The difference is the former is purely manipulation and the latter is grounded in facilitation.

This process-oriented mindset is a lot like the methods farmers use to grow bamboo. Bamboo farmers plant giant timber bamboo seeds six feet deep in the ground and water them every day. At the end of the first year, they see no growth. They continue to water them daily. At the end of year number two, they still see no results from their daily efforts to water the bamboo. After three years, there is still no outward sign of growth. Then, all of the sudden after four years (over 1,200 days of watering) once the bamboo reaches the surface the bamboo shoots will sprout up at a rate of 90 feet in just 60 days.

This is the type of growth every sales person wants, but not every sales person is willing to put the work in today knowing they may not see any results from it for four or maybe even five years. The most successful sales professionals will apply that water daily any way because they have a vision for where they are going and the faith, focus and resilience to get there.

In addition to the surprise and delight initiative, another way U.S. Cellular waters their bamboo is by offering free smartphone training classes for novices. Ouellette added that even if the participants aren’t currently US Cellular clients he will still offer them training on their iPhone because it is an opportunity for him to make a another positive impression (apply more water) on them. Then when the day comes that they explore changing providers, they will think of him.

Ouellette commented to me that “This initiative is not simply about making a sale. There are more important things for a sales person to be thinking about than just making a sale today. Sure sales are important, don’t get me wrong, but it is about building the relationships to set yourself up for long term success. With the economy today, consumers are fickle and have a long term memory for bad experiences with vendors or service providers. We want to be sure that when someone has a bad experience with one of our competitors we are top of mind for them and can wow them with a great experience at U.S. Cellular.”

Instead of viewing the consumer’s fickle mindset as an obstacle, Oullette and U.S. Cellular view it as an opportunity. By doing so, this opportunity can serve as a competitive advantage for them moving forward.

Our society today has what I call the Staples Easy Button mentality. Too many people expect easy results and instant gratification at the push of a button. This is an illusion, there is no easy button but there is a hard button. You push it every day for four, five, maybe ten years in some cases and the results will follow. The reality of it is that it takes thousands of nights to become an overnight success.

Everyone’s bamboo is different. Maybe yours isn’t a sales job like Oullette’s. It could be that challenging teenager you are raising, a new start-up company you founded, perhaps it is a relationship with your spouse. Regardless of what your bamboo is, keep the faith and keep watering it to get the result you want.

The Big Mo' - Gaining & Maintaining Momentum (Ignite Boston 9: John Brubaker)

2012-04-10T11:08:42Z

Little Things Win Big Games

2012-03-27T17:40:52Z

During my coaching years, I often told my team "Little things win big games". Now as a consultant my mantra to clients is the same. Never underestimate the power of little things. They add up, building momentum over time and before long become big things. Specifically, allow me to illustrate this in terms anyone from the ages of 5-85 can understand.

Little things add up over time and to understand this you need to look no further than the shoes on your feet. The average person spends approximately 973 hrs in their lifetime tying their shoes. Assuming you tie them 4 times a day & each time it takes 30 seconds. Operating under the assumption you didn't tie your own shoes from age 0-5yrs and you live to be about 85 you will have tied your shoes for 80 years adding up to 973 hours of your time. The lesson: Little things add up over time, what little things are you doing in your business that you shouldnt be doing? And what should you be replacing them with?

On a side note, if you think you've been tying your shoes correctly, you might be in for a surprise. Here is a humorous TEDx Talk by Terry Moore that will enlighten you. His take away is the same as mine: "Little things make a big difference"

http://www.ted.com/talks/lang/en/terry_moore_how_to_tie_your_shoes.html

PRE-SEASON TRAINING

2011-12-08T04:23:56Z

November/December represents a time when at most colleges and high schools winter sports pre-season preparations are beginning to be made. At the same time business leaders should be preparing to transition from the fourth quarter of 2011 to the first quarter of 2012 with new goals, a vision and focused energy.

When your “practice” begins in business it is important to be certain that the team members and departments within your organization are prepared to consistently bring the best version of themselves to the office every day. With this must come awareness: awareness of self and awareness of others. Without self-awareness you are blind to how your actions, thoughts and words impact others around you. When there is an “awareness deficit” you also don’t realize what your teammates need each day to be their best and help take the organization’s performance to the next level.

With this in mind, I present some food for thought about what the leader and the team members must commit to doing each day, each week, each quarter of the year to make the upcoming year the best ever.

The Leader:

Must commit to bring the three E’s – energy, effort and enthusiasm. All three have the ability to spread like a virus. Are your three E’s worth catching??

Must commit to living the six P’s – Prior Proper Planning Prevents Poor Performance.

Must have big eyes: A keen eye for detail and excellence as well as mistakes. Catch people doing something well, don’t just notice things that prevent the team from improving.

Must be the most organized person in the organization. Without organization “at the top” of the organization you will never get the maximum potential of the team in the desired time frame.

Must be “fingers on” more than “hands on” – The leader must have his fingers on the pulse of his team in order to know what they need and when they need it. This involves more listening than talking and more seeing than saying.

The Team Member:

Must bring their three E’s to the office. (If they haven’t, look no further than the leader’s E’s…. they obviously weren’t worth catching)

Must perform without mental clutter. Eliminate outside distractions through the 6 P’s and by having a process to get focused, remain focused and renew focus. Like sorbet cleanses the palate between courses of a meal, you need rituals to provide brain breaks as you transition between tasks during the work day.

Must commit to strive to “get from” work not just “get through” work. Get passion, purpose and fulfillment from your work not just get through the day.

Must elevate their commitment to learn –“ Learners are Earners” -- The beginning of the year often involves more training and learning as new products are often rolled out, new initiatives begin and on occasion new team members join the organization.

Must commit to 3-way fitness: Mind, body and spirit. The demands of taking your performance to the next level and working as a team will require you to be at peak fitness level in all three areas.

One of my favorite sayings on teamwork is a sign in the Butler University men’s basketball team room. It reads “Great Teams Have Great Teams”. My workplace translation is that great companies are ones where leaders and team members capitalizing on every opportunity to help one another improve, grow and work together better towards a common goal. More we and less me!

I wish you success in your preseason preparations and in your quest to make the 2012 year your best ever!!

Understanding

2011-12-08T04:18:56Z

I believe I now understand why my father, Lt. Col. Thomas F. Brubaker, loved to tell stories about World War II. In my youth, while growing up listening to those stories I really didn’t.

I don’t think he enjoyed reflecting on his experience as a fighter pilot in the United States Air Force because he missed the dogfights and the combat. I know he sure as hell didn’t miss being a prisoner of war. I now realize he missed the feeling. Not the feeling of malnutrition or not knowing if he would return from a mission; rather the feeling of caring so deeply about a cause and about the organization he served.

He would get together with fellow retired officers and travel to reunions of the 361^st fighter group just to talk with others who shared that same feeling. I know now, the feeling I’ve described is one of caring so deeply about a cause that you would be willing to give your life for it.

While running the Maine Half Marathon on October 2^nd I got to glimpse that feeling. Please understand I am not comparing my run to combat or even service in the military; rather through this experience I was able to gain clarity about what a cause really means and what people are willing to sacrifice for a cause they care deeply about.

This was my second half marathon. During the race last year, I was touched by witnessing the many servicemen and women who volunteered there taking photographs, waving flags at us, and passing out water at the finish line. Receiving their support was one of the most humbling experiences I’ve had in my life. They lead a life of service to our community 24 hours a day, 7 days a week, 365 days a year and they gave of their personal time (probably on the heels of a 12-18 month deployment) to serve the local community in another capacity. Couple this with seeing the effects of deployments on several GI Bill students I teach at the local college and I decided I needed to be the one serving them and honoring them in some way.

I decided to honor my father and these many soldiers by running in 2011 Maine ½ Marathon to raise funds for the MOAA’s American Patriot Scholarship. With the race coming on the heels of the tenth anniversary of the September 11^th tragedies this seemed a most appropriate cause.

I believe life leaves signs and clues for us to find and bring clarity to our thoughts. The military personnel volunteering at my previous race were the sign for me. What I learned during this year’s race brought about the clarity.

Was I doing the right thing for the right reasons? Absolutely. I received confirmation of this during the National Anthem when I glanced immediately to my right and saw a member of the United States Marine Corp standing at attention. After the anthem I gave him a quick thank you handshake before the cannon sounded starting the race.

The race was run in a torrential downpour and if the elements themselves weren’t enough, I heard what sounded like a gunshot at mile #3. It was in fact the “popping” sound of me tearing my calf. As I pulled up and moved off to the side to stretch and try “walking off” the pain I entertained thoughts of calling it a day. Those thoughts were fleeting though because when I glanced up whom did I see jogging by? The same US Marine I met at the starting line. My thoughts immediately shifted to “if our soldiers can handle the adversity they endure on a mission I can do this. This, in fact, is easy. Finish your mission John.”

Had I simply decided to enter the race for no reason other than for the sake of running for myself I may not have continued. After all, this is just one race and there are plenty of others that could be run on another day at 100%. This was not the case, not today. I wasn’t running for myself I was running for a cause. A cause my father cared deeply about and a cause I could not let down.

I believe most retired officers probably tell the stories and have similar feelings about their service that my father did. After they retire from the military, most will never find a position working for an organization where they can recreate that same passion and purpose they felt about serving our country. I know this is why my father had a difficult time adjusting to work life after retiring from the Air Force.

In my professional role as a performance consultant, I work with companies to help them develop leaders and build a more engaged workforce. According to the Gallup organization, disengaged employees cost U.S. companies an estimated $350 billion annually. This staggering figure is in a sense “job security” for someone in my role. Really, these companies don’t need me to teach them how to do it, they need the U.S. military. I know one of my greatest lessons on engagement and aligning passion and purpose with your work took place through my partnership with the MOAA.

Becoming A Better Leader

2011-12-08T04:05:32Z

I was recently interviewed by columnist Maria Carter of Connect Your Meetings Magazine for her article on becoming a better leader. You can read her very well written and insightful article here...

http://connectyourmeetings.com/2011/11/15/becoming-a-better-leader/

From Red Dirt To Pay Dirt

2011-12-08T02:45:18Z

How to turn adversity to advantage

What would you say and do if the roof collapsed on your businesses, literally. I’m pretty sure “mahalo” wouldn’t be one of the first words to come out of your mouth. I ask this question because during a recent trip to Hawaii I learned of a fascinating and inspiring story of entrepreneurial resilience.

On September 11^th 1992 Paradise Sportswear, a small mom and pop T-shirt business on the Hawaiian island of Kauai, was dealt a seemingly devastating blow. Hurricane Iniki, a category 5 storm, overtook the island of Kauai destroying almost everything in its path. That destruction included the Paradise Sportswear warehouse and printing facility as well as its inventory. After the storm, the owners arrived at their building to find the roof caved in and the entire facility flooded with Kauai red clay and water. For those not familiar with the red clay of Kauai, imagine for a moment your home town being built on a bed of permanent ink. The Kauaian clay is actually red volcanic soil and it is everywhere on the island. The clay is infamous for staining anything and everything it touches. This is the reason Kauaians always remove their shoes before entering their homes.

Knowing the powerful staining property of the clay, the business owner thought all was lost. With bankruptcy looming, out of desperation he decided to try to clean the inventory on the outside chance that he may be able to remove some of the clay from the fabric and salvage part of his inventory. The repeated attempts to salvage the many cases of stained white t-shirts failed miserably and it appeared bankruptcy was unavoidable.

When his efforts turned fruitless, he decided to attempt to use the red clay to finish the job….. completely dying the shirts a consistent color. Despite his wife and business partner advising against it, he felt there was literally nothing to lose. The shirts were dyed in washing machines filled with red clay and he named them dirt shirts. One of the most amazing aspects of this “innovention” (1 part invention+1 part innovation) was that the chemical properties of the red clay, when laundered made the cotton t-shirts velvety soft and smooth.

A day later, he sold the shirts from a booth in Poipu Beach and the product was met with a great response. The locals bought up his entire inventory on the first day! The owner turned innovator had to return to his facility to produce more overnight. Born of a disaster, from that day forward the concept of The Red Dirt Shirt took on a life of its own and has since become the single most desired tourist souvenir from the island.

I heard about this tremendous success story from a local executive during my recent trip to Hawaii. Paradise Sportswear’s discovery led me to thinking about how we approach business problems and other “collapses” in our lives.

Col-lapse: (kuh-laps) verb, To fall or cave in; crumble suddenly. The roof collapsed and buried the equipment.

One of the World English Dictionary definitions of collapse is “to break down or fall down from lack of strength”. Collapses in business can take a variety of forms: financial, physical and emotional to name a few. These each pose unique problems and we can become blinded by our problems which channels our focus in a negative direction. Negative thought patterns often become self-fulfilling and the resulting tailspin is difficult to self-correct your way out of. Look no further than the recent collapse of several major brands: Circuit City, Oldsmobile and Borders come to mind. As sales fell they lost touch with what exactly their customers what they wanted, why they were loyal and then did not innovate to adjust to the current market. They just simply couldn’t get out of their own way.

While a physical collapse is not what led to the demise of these brands they did suffer from an inability or unwillingness to change and evolve in times of trouble and uncertainty. The takeaway here is that in order to maintain forward progress you need to be able to separate collapses such as a roof, a business concept, product or a system within your business from your actual self. If business professionals learned to handle defeat the way elite athletes do, improved results would come quicker and with more consistency. Which in this economy is what we are all seeking isn’t it?

Your ability to maintain forward progress and positive mindset will increase dramatically by embracing these two concepts:

Detachment. Know the difference between an outcome and an identity. Your identity is not defined by the outcome of an event. Your identity is the sum total of who you are, your unique talents, core values and outlook on life. For the athlete, a loss is merely an event that took place on one day. It does not label them a “loser”. The loss is viewed as feedback received and in turn corrections are made for the future. That loss is then put out of mind. The event (loss) did not define them, they defined the event. Failure is merely feedback and used correctly feedback becomes the breakfast of champions.

Belief. Maintain the belief that problems are solutions in disguise. Often within our greatest challenges lie our greatest opportunities. Underdog teams understand this concept better than anyone. They are often the only people in the arena who believe they can win and that is just fine with them. They are also smart enough to know their viewpoint on performance is the only one that matters. A team’s belief is essentially shared faith and confidence. Time and time again we see belief trump talent and size in every arena. Why? Because belief allows you to compete without fear. There is no pressure when you have belief. This allows you to stay focused in the moment and be in the zone. You hear the term “playing loose” used a lot in sports. By having belief you can play loose in the sport of business which will help you uncover opportunities not visible to many. The owner of Paradise sportswear found a way to play loose and create opportunity.

The word crisis in Chinese means death and rebirth. Through crisis what began as just another sportswear business died and a brand synonymous with Kauai was reborn. Advantage is born of adversity for all of us. His advantage was developed with zero financial capital rather intellectual capital was the funding source. Yours can be too.

Coaching Points:

What would you have done in their situation? Simply call the insurance adjuster or call upon your grey matter and imagination. How will your business be reborn in times of crisis?

What is your “Red Dirt Shirt”? Examine a current business issue you are dealing with. Like the red clay was to Paradise Sportswear, can the problem itself somehow be the very solution for you?

What is the number one way you can turn adversity to advantage in your industry?

“BRU TIP” - Define the events in your life. Do not let the events define you.

Radio Interview w/ WKRS Chicago- Host Kristin Tews

2011-05-09T15:45:00Z

This is a recent podcast from a radio interview I performed this spring with WKRS in Chicago. The show is called Personal Best and the host is Kristin Tews. She is a business coach and talk radio host whose show is designed to help business owners and entrepreneurs become their personal best. I discuss employee engagement strategies and how leaders can help bring out the best in their people. To download and listen click the following link, enjoy. http://bit.ly/j1kThz

The Science Behind The High Five (and how to make it work at work)

2011-04-22T17:21:00Z

In celebration of April 21st being National High Five Day and National High Five Day's 10th birthday, I am reposting a blog article I published last year on the high five. Congratulations to the team at National High Five Project for creating a scholarship fund to help send a deserving high school senior to college. You can donate to the fund here... http://nationalhighfiveproject.org/sponsor

In business it is often the little things that make a big difference. In sports little things win big games. To achieve success in both arenas there must exist a certain attention to detail and focus on the core fundamentals of a task or project.

This focus involves teamwork and with teamwork communication is paramount to success. Organizations invest thousands of training dollars on verbal and electronic communication. Yet in this wired world we live in the most important connection is the human connection. The most significant aspect of this connection surprisingly is often unspoken. Researchers at the University of California at Berkeley have proven this, in of all places on the basketball court.

Researchers Michael Kraus, Cassy Huang and Dacher Keltner spent the entire 2008-2009 season coding three types of nonverbal communication on each team in every NBA game (high fives, hugs & bumps). They found that the most successful teams and individual players made more consistent contact with their teammates. To ensure the effect wasn’t just seen in teams because they were already winning the research was focused on the initial months of the season.

Longitudinally, they compared the touch totals of perennial power Boston Celtics with that of the Golden State Warriors a perennial doormat. The Celtics and their leader Kevin Garnett (among the NBA’s touchiest players) were quick to touch often contrasted with Golden State who would go stretches of several minutes without teammates communicating via touch. (It should be noted this research took place right after the Celtics won their most recent championship.)

The results stand to reason when you consider research on personal touch from other areas. Harvard researchers determined the brain development of babies was enhanced by personal touch. Additionally, it was determined by University of Miami researcher, Tiffany Field that students who received a supportive touch on the arm or back by a teacher were almost twice as likely to participate in class as those who didn’t. Numerous research studies have shown the power of touch to alleviate anxiety and decrease cortisol levels. Touch has the ability to trigger the release of oxytocin which is a hormone that helps create a sense of trust in humans. Trust encourages teammates to take intelligent risks and push the performance envelope. Trust can also help you lead people in directions they might not go on their own. Team cohesion and trust go hand in hand in fostering Esprit de Corp and members putting forth greater effort.

Kraus stated that “One of the major touching differences we see is in some of the really good teams when a player has made a negative play, they’ll walk over and give him a hand and pull him up. Some of the other teams, you make a negative play…you can be sitting there for several moments and have to get yourself up.”

This piece of data alone should result in a bit of introspection. How often do you “help up” a fallen teammate at work? How do you address the sales person who has a bad month or the project manager who just made a tactical error? Managers, do your team members only get the proverbial high five after an occasional success? Or is it consistent and frequent regardless of the situation? I am not suggesting the CFO give his accounting team a pat on the fanny as this would pose a serious harassment issue I am suggesting you stay connected through personal touch. A quick tap on the shoulder in the hallway or a high five across cubicles on a regular basis clearly has value.

A feeling of mutual trust can enhance performance in any work environment from the locker room to the board room.

Leadership Interview On Chris Treece Show

2011-04-17T21:22:00Z

Teamwork Interview on Mind Your Own Business Radio Show, WLOB 95.5 FM

2011-04-12T20:39:00Z

Making Hay Out Of March Madness

2011-04-05T18:45:00Z

According to the Gallup organization, disengaged employees cost U.S. companies an estimated $350 billion dollars annually. A study by Challenger, Gray and Christmas Inc, an outplacement consultancy, indicates an estimated $3.8 billion of that is attributed to March Madness alone.

This is due not only to the volume of people calling in sick to watch the games but also because of employees who show up for work in body but are at the games in spirit. “Presenteeism” is in many ways more damaging than absenteeism when you consider the office pools, time spent watching the games online and the log jam of work created by absent co-workers. But smart employers can turn this negative into a positive by leveraging the NCAA Tournament so that it has a positive impact on morale.

Businesses can build March Madness activities into the organization by creating an event around the games. With budgets as tight as they are many companies have had to forgo giving raises, but March Madness provides a unique opportunity to reward your employees in a memorable way that extends beyond a raise in salary. Research indicates money is only the third ranked workplace motivator while appreciation is number one. Seize this golden opportunity to show your team that you appreciate them while letting them support their team.

You can’t outsource morale and there is a strong correlation between morale and productivity. Instead of trying to stop the madness, make hay out of the madness by sponsoring a company-wide office pool. Though the law forbids organizing office gambling pools for cash prizes you can run a company-wide contest offering non-cash rewards for winners. You can create it online using one of the popular sports websites and then display the results on a projector in the break room. Everyone participates and everyone has a chance of winning. While some employees may not be basketball fans, they still get a shot to win and can have fun by being involved.

There are also benefits for business owners and manager beyond eliminating the amount of time employees spend filling out paper brackets and going from office-to-office interrupting co-workers. Try scheduling break times or staff huddles during the tournament to announce winners and who is leading. You can also allow employees the opportunity to watch highlights together. This can be a source of bonding and may result in conversations as well as new friendships among people who may not normally have a great deal of interaction. This could also have a positive impact on work teams and projects throughout the rest of the year.

Employee Morale Ideas:

If you’re located near a regional game site, take the opportunity to have your employees entertain clients at the games. In 2004, I took a pair of my clients to attend the East Region games in Raleigh, North Carolina. The games provided me with a ton of quality time with important clients and enabled them to discover some synergies between their organizations which wouldn’t have happened otherwise.

Institute a “jersey week” that encourages all employees to dress down and wear their team colors.

Hold a tailgate party during lunch hour, perhaps even outside if the weather is good.

Even if there is a minor dip in productivity during March Madness, that dip is overshadowed by the long-term effects of increased job satisfaction. Research indicates that job satisfaction has a positive impact on absenteeism and turnover while also reducing costs and increasing revenue.

While March Madness is a golden opportunity, it is still only one ripple in a sea of disengagement. Also consider what you can do to boost morale and enhance performance year round. For example, create a committee of employees to brain-storm creative ideas to expand employee engagement. Call them something such as “The Engagement Ring” and let them think of themselves as a covert operation. Give them a secret handshake or whatever it takes to get them excited. The simple fact that you are soliciting their input and empowering them is a giant leap in the right direction.

HEART OF A CHAMPION

2011-04-05T18:27:00Z

Friends:

This blog post holds special meaning to me and is, forgive the pun, close to my heart. In July a college teammate of mine was diagnosed with Giant Cell Myocarditis. This is a rare but devastating heart disease that usually affects young otherwise healthy individuals. Larry had no warning signs and up to four days before going to the hospital he was functioning normally. There is an expression, “my heart goes out to you” which we often use to let people know we feel genuine sympathy for them. Well, in August, literally someone’s heart went out to Larry. He successfully received a heart transplant because an organ donor gave him the gift of life. The gift of organ donation is an incredible one because it has the ability to touch many people’s lives. I have listed myself as an organ donor and encourage you to champion the cause as well. April is National Donate Life Month for organ donation.

In addition to Larry, I have witnessed several friends and relatives demonstrate the heart of a champion in beating the odds and winning the most personal battle which exists-the battle for life. This post is dedicated to those individuals, may we all maximize our potential with the heart of a champion as they have.

Imagine, for a moment, that we’re able to approach all of our personal and professional challenges as if our lives depended on it. The results would be phenomenal. Unfortunately, that is not the case nor is it realistic given the fact that we as humans have a limited amount of energy with which we must divide up and to assign to prioritized goals and activities. Given this reality, a starting point in all of my teaching and coaching is one very basic and clarifying two-part question.

What do you want? Based on your answer now….What you are willing to earn?

The biggest gap that exists for people is the gap between knowledge and practice. I call this the performance gap. Many people have an idea of what sort of “championship” they want. The student who wants to make Dean’s list, the athlete who want to be an All-American, the salesperson who wants to make President’s Club, the actor who wants to win an Oscar; but do they have the drive, habits and characteristics to transform dreams to reality? It all starts with an idea; however the best ideas are useless without a plan to turn ideas into action, action into performance and performance into championship caliber results.

“It has to be a mentality before it’s ever a reality.”

Champions approach each day with a performance mindset. Champions of any industry whether it is sports, business or entertainment have an “expect to win” attitude. They create a vision of success in their mind and more importantly employ laser sharp focus on the process of making their vision a reality. The subconscious mind holds tremendous power and cannot tell the difference between reality and visualization, it simply responds to the thoughts that we feed it. It is often said the best leaders are “visionary”. They see their organizations not as what they currently are rather as what they can become. This begs the questions what does it take to become a champion and what do experts deem as the most important qualities that are at the heart of a champion?

In 1999, Dr. Shari Kuchenbecker, a psychologist at Loyola Marymount University performed a research study to determine the top characteristics for success in sports. She survey 658 coaches from 43 different sports asking them to “describe an athlete who is a real winner” by selecting five attributes from a list including 64 physical and 64 psychological characteristics. The results indicated that the overwhelming majority of the coaches described “a real winner” by psychological aspects over physical.

The top five attributes selected were as follows:

1. Loves to play the game (43%)

2. Positive Attitude (33%)

3. Coachable (30%)

4. Self-Motivated (27%)

5. Team Player (26%)

Interestingly, the first physical characteristic, “natural athlete” didn’t appear on the list until #19 and was only selected by 11% of the coaches surveyed. What does this tell us? (Beyond the fact that Yogi Berra wasn’t far off in his statement that 90% of the game is half mental.) I believe it reveals that you can apply the same attributes in other facets of your life to achieve success and reach your goals. You could survey CEOs and replace the word “athlete” with “business person” and the same attributes would rise to the top. Similarly if you surveyed HR executives and inserted the word “candidate”, I bet almost identical results would follow.

It stands to reason that in business if we want to be successful and bring out the best in our people, we need to develop ways to encourage these five specific psychological attributes. To take it a step further, I would add that we also need to be seeking these habits in prospective recruits during the hiring process. There is no such thing as an overnight success and performance is preceded by passion, attitude and motivation. With that in mind, I am sharing with you one of my success strategies designed to enhance your performance. This is something you can begin employing immediately in pursuit of your own personal championship.

Success Strategy: POWER HOUR

Start your day like a champion by waking up an hour earlier. In doing so you are gaining over 2 weeks of healthy productivity time over the course of a year. (365hrs / 24 = 15.2 days)

How to do it? Start by going to bed an hour earlier instead of watching a movie or TV. Sleep deprivation has been linked to an increased risk of heart problems. Final thoughts as your head hits the pillow should be reflecting on and visualizing or replaying in your mind three small successes you had that day related to your goal.

What to do with your Power Hour? Stay in your technology free zone (no email, internet, cell phones) Exercise or take a walk for a designated time (anywhere from 15-45 minutes). Physical activity strengthens the heart, literally. This will set the tone for your day in two ways: positive mindset and focus. Expressing gratitude during this time will put you in a positive mindset. In your mind, spend the first half of your exercise activity expressing gratitude for what you have. (Ex. Mentors, important people in your life, the ability to passionately pursue your goals) The second half of your workout should be utilized as a focusing tool by allowing yourself to game plan and reflect on how you will win the day. Focus on the following two questions:

What is the single most mission critical activity to be accomplished today?
How will you go about enthusiastically attacking it to win the day?

Invest remaining time in your power hour by consuming some vitamins for your mind. Read a chapter from an inspirational book or a book that will help you develop expertise in your chosen field. If you feel this time is better invested in exercising, more power to you! During your morning commute, instead of listening to music or the morning news listen to that same book on CD or podcast in the car. (You’re not missing anything in the news any way. At the top of the hour they wish you a good morning and then proceed to spend the next 29 minutes telling you why it isn’t.)

To bridge the performance gap between knowledge and practice, stick to this Power Hour routine for ninety days. By doing so, you’ll make it a habit, see results and won’t want to stop. I guarantee it will be a game changer for you because it is first an attitude changer. It is important to start your day the right way, the quality of your mindset determines the quality of your performance. Remember it has to be a mentality before it’s ever a reality.

6 Red Hot Habits At The Heart Of A Champion

Loves to work & compete

Has tremendous focus & listening skills

Commits to excellence in all aspects of life

Is coachable & commits to continuous improvement

Pays attention to details, take pride in doing the little things right

*Links to Champions: www.OrganDonor.gov www.AmericanHeart.org

UP your “I.Q.” (Interviewing Quotient)

2011-04-05T18:18:00Z

In my role as a performance consultant, I often hear employers vent about the interview blunders of job applicants. Based on their feedback to me, I’ve turned these problems into solutions for you. Executing the strategies below will take your game to the next level and position you to present the best version of yourself to potential employers.

Study Up: Study up on the company you’re interviewing at and the background of the people you are interviewing with. Let the internet be your tutor; Google the company, Google the people. Go to the organization’s website and commit their mission statement to memory. Then be able to articulate how that relates to your personal values. Have an articulate answer to often asked question… Why are you interested in working for our company?

Gas Up: Fill your gas tank a day or two before your interview. The last thing you want on your way to the interview is to have to pump gas in your dress clothes because you didn’t realize your tank was on empty. Then you run the risk of spilling fuel on yourself or simply smelling like gasoline.

Drive Up: If it is local, take a couple “test drives” of the route to the interview. In order to determine the proper departure time for interview day, time the trip door to door, adding in time for additional traffic. If it isn’t a local interview, print out online directions and an alternate route or invest in a GPS. Traveling the route in advance will also serve to create a sense of control and familiarity on the big day by removing two unknowns from the event: directions and time.

Print Up: I realize your interviewer should already have your resume on file but you should bring additional copies of your resume and reference list. You may need to share these with other interviewers during your visit. Additionally, it shows them you come prepared and pay attention to details.

Rest Up: Get a good night’s sleep the night before the interview. Sleep experts will tell you the typical adult needs seven to nine hours of sleep nightly to function at optimal performance.

Get Up: Get up early, exercise to get the endorphins flowing and decide it is going to be a great day. Double check your alarm clock has backup batteries and is set correctly.

Power Up: Eat a healthy meal before the interview. Research shows there is a mood and food link. Putting nutritious food in your tank will put you in a better mood and fuel better performance. Skip the double latte, reach for juice or water instead. You’ll be anxious enough on interview day; don’t add to it with caffeine.

Dress Up: Dress in conservative, professional business attire and if your budget allows, have your outfit dry-cleaned. Remember a smile is part of dressing up and it is the least expensive and best part of your wardrobe. The job interview is a “no cologne zone”. Not even a little bit because your subtle could be someone else’s offensive.

Hang Up: Turn off your cell phone before heading into the interview. Better yet, leave it in the car. While this may seem like I’m restating the obvious, many of my clients have commented to me that candidates’ cell phones often ring in the middle of interviews. If you’re fused at the hip with your phone and insist on bringing it, double check that it is off and on lock down in your briefcase.

Wind Up: Your watch, that is. In other words, be on time. Being early is on time, on time is late and late will not get you hired. Arriving ten to fifteen minutes in advance of your appointment time is a good guideline.

Show Up: Research indicates lasting first impressions are formed in the first five to seven seconds. What kind of first impression are you making with how your show up? Are you catching their eye in a positive or a negative way? (Checklist: Smile, firm handshake, articulate greeting by name, eye contact)

Write Up: Nothing says unprepared quite like a candidate asking to borrow a pen to take notes. You’d also be surprised how few people bring a notepad to their interview. Taking notes is part of managing “second impressions”. While it may seem like a little thing, little things make a big difference. Taking notes indicates to the interview that they have your undivided attention. It also allows you to jot down important things to follow up on after the interview and shows you’re a prepared, detail-oriented worker.

Straight Up: When standing, stand up straight. When seated, sit up straight. When doing either one, be sure to look up straight. Good posture and eye contact are two keys to effective communication. Slouching and looking down indicate a lack of confidence.

Follow Up: Prompt, professional follow up to any questions left unanswered or additional information requested by the interviewer is a must. Think of this as the final impression you get to make before their decision is rendered. A follow up thank you letter should go in the mail that night. Why the same day service? Details of the interview are still fresh in your head and more importantly prompt follow up demonstrates a high degree of professionalism and shows you want the job. Why snail mail? Email is impersonal and a clear, concise typed or handwritten letter is going the extra mile with a personal touch. If all the other candidates sent the interviewer a follow up email and you sent a personal letter you will elevate and separate yourself from the pack.

If you successfully do these things you will greatly increase your chances of getting them to “offer up” (the position to you). Be your best and best of luck!

Think Like A Coach In Building Your Startup Team

2011-04-05T17:43:00Z

“You win in the locker room first then on the field”

I’m sure at some point you have heard that expression in sports and clichéd as it may seem I tell you from experience, truer words were never spoken. The same holds true in the sport of business, you win in the office first then in the marketplace. My consulting work with client turned business associate Chris Parisi, CEO of Turf Dawg USA, reflects this. I began working with him in 2008 as he built his sports footwear accessory start up from the ground up.

There is nothing more important to the success of any organization or team than the relationship between recruitment and culture. With a startup the right culture fit sets the tone for everything you do moving forward. How do you ensure the right fit? It is not an exact science and there is an art to selecting the right team members. Parisi has a keen awareness of this and our work together provides a blueprint of five keys to help you shape your recruitment to fit the culture of your startup.

Recruit for work ethic and passion first, experience second. With a start up there is twice as much work to do and you need teammates who can count on one another. Experience in the field can be gained with time. Passion and work ethic typically cannot, so recruit people who bring fresh perspectives and enthusiasm to the job. According to Parisi, “Our passion is the fuel that sustains us when we encounter obstacles.”

Recruit for resilience first, winning second. You cannot afford to recruit people who expect to walk into a situation where they think they will simply win right away. You need trailblazers who are mentally tough enough to venture into the unknown. Parisi explains, “The company began with a direct sales model and success was limited. In order to grow revenue our team had to blaze new trails: recruiting retail partners and team dealers as well as partnership with a national charity and its celebrity spokesman.”

Recruit for flexibility and agility first, “salesmanship” second. Only one Turf Dawg employee has a true “sales background” and sales experience isn’t what got him hired. His background as a versatile football player with upstart University of Connecticut impressed Parisi more than his success in pharmaceutical sales. Customer development is a commonly misunderstood concept with startups. The traditional sales professional isn’t going to be the right fit 99% of the time. With a start up, employees tend to perform multiple roles until there exists a track record of performance and the subsequent role clarity that then can accompany it. Unknowns and change dominate the day to day operation and this is something many sales people aren’t comfortable with.

Turf Dawg Unknowns and Changes

2008 startup unknowns: what is your market, what does the ideal client look like, who is the buyer/decision maker, set pricing and discounting.

2010-present changes: sales channels, client base, margins, pricing, terms.

Script a recruit profile. What does your ideal teammate looks like? The Turf Dawg DNA looks like this:

1 part Magellan (Explorer)

1 part Frank Lloyd Wright (Architect)

& 1 part Steve Jobs (Innovator adept at creating niches)

Ask the right questions. This will help you get the right “DNA match”. For Parisi, the following questions are his barometer.

How did you attack new problems in a previous job?

Share examples of creative solutions you’ve developed to satisfy customers?

Describe an ambiguous situation in your last job and how you arrived at a solution.

How have you introduced new products to your customers? What were the steps and why?

What would your first step in this position be?

Additionally, every staff needs a shade of grey--as in grey hair. A mentor with wisdom and historical perspective can provide insights others lacking that perspective cannot see. A key ingredient in the University of Florida football program’s unprecedented success involves that shade of grey. In 2003, former coach Urban Meyer hired Hiram de Fries, a retired lawyer and oil executive, to be the team’s “chemistry coach”. His job description: to make sure everyone is always on the same page on and off the field. Two National Championships and four conference championships later, Meyer indicates that he thinks de Fries was more important to the Gators success than anything else. Clearly, aligning vision with values and strong mentoring are mission critical. As you recruit and construct your team, be on the lookout for your chemistry coach.

Building a business is a constant struggle but a rewarding one. As a leader you need to focus on the big picture vision while keeping your teammates engaged, motivated and positive about the immediate future.

10 KEYS TO GAME CHANGING PERFORMANCE

2011-01-24T12:12:00Z

Put your goals in writing. Reflect on your goals, both personal and professional. Write down the game plan, otherwise a goal is just a dream if you don’t put it in writing. Be sure to make your goals SMART (Specific, Measurable, Attainable, Realistic & Time bound)

Exercise your body. DAILY. Every day I hear people say “I don’t have time to work out”. My experience has been that the time ”spent” working out is actually an investment in my productivity later that day. I increase my energy reserves, my focus, improve my mood and create positive momentum in all I do by INVESTING the time in exercising.
RE-Connect Re-connect with someone you fell out of touch with. Either by phone, handwritten note, email or go knock on their door. Could be a former co-worker, boss, client or maybe a personal friend or family member. It will remind them you do value them and will help re-expand your network.
Exercise your mind. DAILY. Whether it is personal, professional or spiritual development you need to invest in yourself by reading daily. (Questions to be answered internally….Name the last book you read? Now answer how long ago that was.) If you are answering in anything greater than hours, consume some vitamins for your mind by reading daily, even if it is only half a chapter. It is a habit and putting positive messages in your mind will improve your point of view.
Lifelong Learning: Commit to developing a new skill, whether it is professional in nature (MBA courses), personal (skydiving) or both (golf or social media training). In this economy, if you are standing still you’re moving backwards. Doing this is both the ultimate comfort zone stretcher and resume builder. Think you don’t have enough time, the internet allows you to study virtually anything at virtually any hour from your home. Don’t believe me? Choose the most “far out” concept you can and Google it.
Apply a coat of Finish: Finish something; you can not underestimate the psychological impact of tying up loose ends. Complete a project you have been postponing or procrastinating on. It is a mental health triple play: satisfying, liberating and energizing.
Have a plan, work your plan, have a backup plan. Map out a game plan to better prepare for this week, this month, this quarter. A group calendar, checklists and quantifiable progress charts displayed in a highly visible location will help your team move the ball closer to the end zone so to speak.
Give Back. While exercise is good for fueling your body, giving back to the community and believing in the greater good nourishes your soul. What fuels your passion in life outside the office? Find meaningful community service. Serving on the board of a non-profit cause you are passionate about or helping to correct a social injustice will add a dimension of meaning to your life which may have been previously absent.
Practice Daily Gratitude– We often get so caught up in the pressures and responsibilities of daily life that we forget one of the most simple and important acts we can engage in as humans…..giving thanks. Whether it is verbally or in writing thank someone who has made an impact on your life, your family, your company or your community on a daily basis.
Recharge your batteries: We are more like our technology than we care to admit. Much like our cell phones become sluggish because they have too many apps running, our personal batteries become drained from the multitude of tasks we both perform and have running through our hard drives. By taking the time to rest and relax you are in fact adding bandwidth and improving the performance of your own CPU. Shut down all of your technology and invest time daily in going to a technology free zone. Everyone’s tech free zone is different, some of my colleagues enjoy practicing yoga, some prayer, and others prefer the lost art of the power nap. Whatever works best for you, go to that place in your mind and defragment your hard drive it will pay dividends later.

Interview with National Collegiate Scouting Association CEO Chris Krause

2010-11-06T20:25:22Z

I recently had the opportunity to interview Chris Krause, President and CEO of the National Collegiate Scouting Association. NCSA is the leading College Sports Recruiting Network. The network connects four communities: College Coaches, Qualified Student Athletes and their parents, High School Coaches and the Professional community.

The interview was conducted as part of the research for my book Overtime Victory: Success Strategies From The Locker Room To The Board Room. As CEO you are the “keeper of the culture” in your organization. Chris Krause has a keen awareness of just how important creating a culture of team synergy and competitive excellence truly is. The culture has been cultivated through both Chris’s and his employees experience in athletics. 99% of the NCSA employees are former high school and collegiate athletes. Krause, was a standout Division I football player in the ultracompetitive Southeastern Conference at Vanderbilt University.

Proof of this culture-performance link is the strong correlation between the employee engagement metrics within NCSA, their high retention rate and their position as the industry leader in athletic recruitment.

You will surely want to jot down notes from Chris’s insights so grab a legal pad and a pen, before you click on the NCSA icon to access the podcast.

13.1 Observations Turned Business Insights From The Maine Half-Marathon

2010-10-19T02:53:00Z

13.1 Observations Turned Business Insights
From The Peak Performance Half-Marathon

My initial inspiration for this project is a result of my introduction to business coach and author of the book 13 Lessons in 13.1 Miles, Cheri Alguire. Her half marathon for the charity TEAM Emily and the parallels she discovered in her coaching business really resonated with me for strikingly similar reasons. Thank you Cheri for motivating me to “become my own client”.

This project began as a symbolic activity representing my journey in business, it concluded as so much more. I initially decided to train for a half marathon with two purposes:

A. As a daily constant reminder that my professional and personal journey in life is “a marathon not a sprint” and for me to treat it as such.

B. To train with a higher purpose-to run for those who can’t. My race was dedicated to family, friends and colleagues whose lives have been touched by cancer either first hand through a loved one. My iPod playlist was fueled with songs shared by them. (Email me if you would like a copy.) In 2001, I lost both my father and one of my former lacrosse players to cancer. That year the V Foundation for cancer research became the charity my family supports. On October 3rd, I made a donation to the V Foundation in honor of the families I ran for. I encourage everyone to do the same...
http://www.jimmyv.org/support-us/ways-to-give.html

13.1 Observations Turned Business Insights

1. The starting line bears a remarkable resemblance to a traffic jam in Beijing.

Insight: Do your advanced scouting, have a plan, work your plan and have a backup plan. I made the mistake of being in the middle of the pack at the starting line. The congestion and varying paces of the runners surrounding me didn’t allow me to start “my” race at “my” pace. Had I run a 5K leading up to Oct. 3rd I could have more effectively planned to avoid this disruption. In business how are you running your race? Have you done sufficient market research in advance of launching a new initiative? Do you have a detailed plan you’re executing along with a backup strategy?

2. There is a difference between cosmetic fitness and athleticism, shoot for the later. A shaved chest and bulging biceps don’t help you run hills with chicken legs. (That guy got passed by a set of smirking triplets, going uphill)

Insight: Appearance can be deceiving, so don’t be intimidated by what you see. What you see often isn’t really what you get. Sizing up the competition in any setting doesn’t do you any good. Size yourself up because ultimately in business and life you are your own best competition. Runners compete to beat their own personal best time, business professionals need to compete to be the best version of themselves.

3. I found it simultaneously humorous & motivating to pass people decked out head to toe in really expensive gear. (As I chugged along in my cotton t-shirt, lacrosse shorts, tube socks & 7 year old running shoes.)

Insight: Value substance over style, there is a disturbing trend particularly by our youth today towards style being a priority over substance. What you think your business may lack in technology, facilities or resources can be made up for with work ethic, creativity and hustle. Remember substance never goes out of style.

4. Got passed by an Elvis impersonator during mile #5. Bet he felt the same way I did in #3. (Only about passing people not in costumes)

Insight: Have fun, inject your personality, interests and humor into your craft whatever that may be. Most of all, don’t take yourself too seriously. Businesses that do this enjoy a distinct competitive advantage in the marketplace. Nationally, Southwest Airlines comes to mind as a great example. Several Maine businesses that embrace this quality and impress me are: Maine Bean Counters, Days Jewelers and Gifford’s Ice Cream.

5. You're either really important or really idiotic to be wearing a bluetooth during a race. Got my answer when I heard the gentleman's "I'm too sexy" musical ringtone go off.

Insight: Know when to disconnect. Those who spend all their time in the tyranny of the urgent, inevitably never allow themselves to enjoy the ride, look at the scenery and have fun. I encourage you to channel your inner-Ferris Bueller. “Life moves pretty fast, if you don’t stop and look around once in a while you could miss it.”

6. Sound fundamentals & persistence make up for a lot in running & life.

Insight: We are like buildings under construction, without a solid foundation at our base, nothing of significance can be subsequently built. Mastering the basic fundamentals of running a race and running a business are not different at all. Both involve flawless execution of certain core competencies and displaying a resilience and persistence which do not allow adversity to be viewed as a dead end. Adversity is merely feedback or a detour on your road to success.

7. More people would take up running if they made beer flavored Gatorade & pizza flavored Power Bars.

Insight: If it were easy, everyone would be doing it. Most things worthwhile in business and life involve hardship and challenge. We do not go through life untested, what we do with the tests that are placed before us determine our trajectory and direction. Operate under the belief that something good is right around the corner, you just need to hustle to get there and discover it!

8. If you're texting during a race, you just need to get over yourself....I think I hear your couch calling you.

Insight: Just like balance when you run, a healthy work-life balance is one of the most important qualities you can have. Leaders, promoting a healthy work-life balance for employees will do wonders for your organization’s growth: preventing burnout, increasing job satisfaction, ingratiating you with the families of your staff and building an Esprit de Corp.

9. Cowbells are an acceptable form of cheering, but the US needs to pass an ordinance against Vuvuzelas.

Insight: Focus--maintain the ability to filter out noise in your life. Noise can take a number of forms. There are the traditional interruptions such as: water cooler chit-chat, phone ringing, email alerts, pagers and knocks on the door. Then there are the “energy vampires” as mentor Jon Gordon refers to them: critics, media, competitors and other toxic individuals you come in contact with. (Energy vampires are negative people who try to suck the life out of your goals and dreams.) In America cowbells are universally recognized as a form of cheering at almost all sporting events; vuvuzelas, on the other hand, are just unpleasant noise. Identify and associate with the “cowbell carrying” members of your environment, people who cheer you on and support you. Utilize a filtering mechanism to eliminate the vuvuzelas in your life otherwise they will bleed you dry of your emotional energy.

10. How many of you can say you ever had a topless, beer swilling fat man wearing a Viking helmet cheer for you while you were doing anything? (This made any permanent damage the race may have done to my body all worthwhile.)
Insight: Everyone needs a cheering section and support system: personally and professionally. My beer swilling friend reminded me of the African proverb,”If you want to go fast, go alone. If you want to go far, go together.” Whether it is a half marathon or a business you are running, without vocal and enthusiastic support you certainly won’t go far. Have a cheering section and be someone else’s, you’ll both go far together!

11. Crooked lines don’t send a good message. The DOT driver had to have been either half asleep or half drunk when painting some of the lines on the roads from Portland to Falmouth, ME.
Insight: It is important to take pride in your work, no matter what the task. Your work is in essence your signature. How you do what you do is a reflection of the true you. I firmly believe that how you do anything is how you do everything. Excellence is a habit and so is negligence. We are all in the first impression business, so attention to detail is among the most important qualities you can possess. Good attention to detail never takes a break.

12. Everyone should have a coach.

Insight: Novice runner and expert, CEO and 1st time manager alike, everyone can take their game to the next level with a good coach. My goal for the race was clear: follow my coach’s 5 month training program, stay healthy and finish the race strong. Without my coach, I may have been underprepared or more likely (knowing my personality) over trained and risked injury. A good coach makes a world of difference- they know when to push, when to pull back, when to reassure you and they know how to hold you accountable. To quote expert Strength and Conditioning Coach Alan Stein “The best don’t need a coach, they WANT a coach. Why? Because they know that when they hit a plateau in order to reach new heights they need someone who can see something about their game that they themselves do not.” My personal mantra is Little Things Win Big Games, having a good coach is a competitive edge that can be the difference between finishing a race and bowing out, winning or losing new clients, innovating a product or going out of business, staying healthy or burning out.

13. Mission Impossible theme song played on my iPod right at mile #13 (No idea how it got on there, somebody has a twisted sense of humor.)

Insight: Finish Strong and don’t let outside influences control the messages you receive. Deliberately fill the emotional tank of those around you with positive thoughts, affirmations and feedback. It is the energy reserve we operate with on a daily basis as well as the reserves we call upon in trying times. The key to competing at your absolute best in sport and business is the ability to exhibit what leadership expert Robin Sharma refers to as “last mile excellence”. The strength at which you end an event is of even greater importance than how you start. What does last mile excellence look like to you on a typical work day? Embrace it and use it to your advantage.

13.1 The most humbling part of the experience wasn't the exhaustion of the 13.1 miles. It was having a soldier in the US military hand me a bottle of water and congratulate me as I crossed the finish line. My response..."No, congratulations to you. Your job makes this easy by comparison. Thank you for your service."
Insight: This soldier’s gesture of community service was one of the most humbling experiences I’ve had in my life. They lead a life of service to our community 24 hours a day, 7 days a week, 365 days a year and he gave of his personal time (probably on the heels of a 12-18 month deployment) to serve the local community in another capacity. I only wish I had his name and contact information so I could give him and his family the proper thank you they deserve.

None of what we do would be possible without those who have served and currently serve our country, protecting our freedom. Whether we agree with the war on terror or not should not impact how you treat veterans and our servicemen and women. They have each earned our respect and admiration. Seek them out and thank them for service. Show your gratitude in a manner that is comfortable for you. Some examples come to mind: letting a man or woman in uniform go in front of you in line at the grocery store, if you see a soldier dining out pick up their check. Every time I see a soldier anywhere, I make it a point to acknowledge their commitment by verbally saying to them… “I appreciate what you do, thank you for your service”….to the point where this is automatic for me. If you think I’m preaching and not practicing please take note of the following: There was a soldier taking pictures of all the runners on mile #12 on the right hand side of the road. I was running on the left, crossed over to the far side of the road slowed to a jog and thanked her for serving our country.

Overcoming “Game Day Conditions” in Business

2010-09-04T14:26:00Z

The elements and field conditions are always a factor in athletic competition. Athletes are often under the mistaken perception that these conditions not only enhance or impair their performance but dictate it. Beliefs such as: green grass, clear skies and no wind “help” your game and rain, mud, extreme heat and cold “hurt” your performance. This is a broad generalization that leads to convenient excuses. You often hear athletes explain away bad performances: our team isn’t built for playing in the cold, we don’t play well on the road, the crowd really affected us today, I had trouble adjusting to the wind, etc..

Instead why not use adverse conditions to your favor by forming a positive mindset that turns these situations into a competitive advantage. You cannot simply call games or practice off due to the weather and go home. As a coach, I game plan for contingencies with my team: practicing in rain, cold weather, wet ball drills, mid-day heat, dusk, etc… I want my team exposed to competing in all conditions before the first actual competition each season. We cannot control the weather on game day, but we can control our response and our attitude towards it. “We’re at our best when conditions are at their worst” is our mantra.

How does foul weather affect our game plan?

1. Physical Technique: Be slightly more deliberate in your movement as conditions dictate.

2. FundaMENTALS: Focus on fundamentals, a change in game conditions does not necessitate a change in fundamentals. This is your solid foundation regardless of situation.

3. Comfort Level: The mental aspect of peak performance involves becoming comfortable with discomfort. Getting accustomed to the occasional numbness of biting cold and stiff winds as well as the feeling of thick humidity stealing your breath and heat zapping you of your energy at times.

4. Flexibility: Having a flexible game plan enables you to use situational awareness and anticipation to maximize your results in changing environments.

In your game plan for business success, there is no doubt that from time to time adverse conditions will appear. How do you respond? You can’t cancel the appointment and wait for better market conditions. The conditions are rarely perfect and in this economy they show no signs of significant improvement for the foreseeable future. If you wait for the perfect conditions in business you will never achieve your goals.

In today’s marketplace it is more important than ever to be comfortable with discomfort. We are experiencing times of change, fear, and uncertainty; the likes of which many have never seen before. Discomfort is inevitable, how you respond to it is controllable. Do you “call off the game and head back to the locker room” or do you stick to the game plan and find a way to win the day?

I apply a similar methodology in coaching my clients to respond to adverse “game day” conditions in the sport of business:

1. Physical Technique: Be consistent in your habits, while moving methodically & deliberately when market conditions dictate.

2. fundaMENTALS: There are certain foundational elements of business in each industry that should not change simply because change is occurring in the marketplace. Identify your fundamentals and continue to execute them.

3. Comfort Level: Being comfortable with discomfort is a competitive advantage. A certain level of discomfort accompanies all growth. Growth and innovation prevent complacency. Ask any coach and they will tell you their biggest concern in the locker room is a team satisfied with its performance. Have the wherewithal to persist through the conditions in the market.

4. Flexibility: In 2 critical areas...
    a. Situational Awareness:    Is my finger on the pulse of the marketplace in my industry?
                                                    (W.I.N.-What’s Important Now?)
    b. Anticipation:                   What changes do I anticipate taking place?
                                                    (this month, this quarter, this year)

Is our plan flexible enough to enable us to capitalize on these changes in our business environment?

Today’s challenging economy will simultaneously test our mettle and also provide us opportunities to reinvent our business and reinvent ourselves in the process. Just remember, the best of the best are great when the circumstances aren’t.

Ten Accounts To Follow On Twitter

2010-05-23T02:39:00Z

I am indeed a card carrying member of the Twitterverse. I’ve been on Twitter for a few months now and it has been a great resource for information sharing. Daily I will share links, articles, observations, questions & answers with positive energy. The biggest value of Twitter is the information and insight I have gained from others.

If you follow my blog and online columns, you will get even more from my tweets. From time to time I will tweet a link to a motivational quote or professional development article to provide you with immediate access to it.

More and more business professionals are utilizing the power of Twitter. It is the ultimate instant, on-demand, information sharing network. You will find me tweeting from meetings, during travel, at my team’s practice, networking events, the classroom and virtually any other setting. I do this to provide a glimpse into my thoughts, thoughts shared with me and to give you the view of my day to day operation from 30,000 feet so to speak. I try to average a dozen tweets daily. You will receive a tweet linking you to my weekly blog post as well.

There are many exceptional entrepreneurs, authors, speakers, thought leaders, athletes and coaches who are on Twitter. You can follow their activities and insights as well. Great takeaways in the form of motivational quotes, news, professional development, humor and philosophy are shared.

To set up your account: www.twitter.com

I invite you to follow me at: www.twitter.com/CoachBru

Here is my Top Ten list of interesting accounts to follow:

Jon Gordon www.twitter.com/JonGordon11

Tom Peters www.twitter.com/Tom_Peters

John Maxwell www.twitter.com/johncmaxwell

Ken Blanchard www.twitter.com/KenBlanchard

Fox News www.twitter.com/FoxNews

Southwest Airlines www.twitter.com/SouthwestAir

ESPN www.twitter.com/ESPN

Harvard Business Review www.twitter.com/ManagementTip

Inc. Magazine www.twitter.com/IncMagazine

The Weather Channel www.twitter.com/WXChannel