Fatherly advice as we celebrate dads

Savvy DadThere was a little boy with a bad temper.  His father gave him a bag of nails and told him that every time he lost his temper, to hammer a nail in the back fence.  The first week the boy had driven 37 nails into the fence.  It gradually dwindled down as he discovered it was easier to hold his temper than to drive those nails into the fence.

Finally the day came when the boy didn’t lose his temper at all.  His father suggested that the boy now pull out one nail for each day that he was able to hold his temper until all the nails were gone.

Then the father led him to the fence and said, “You have done well, my son, but look at the holes in the fence.  The fence will never be the same.  When you say things in anger, they leave a scar just like this one.  A verbal wound is as bad as a physical one.”

With Father’s Day coming up Sunday, June 16, I’d like to share some of the fatherly advice I received while growing up and especially getting my start in business.

Jack Mackay taught me about time management.  I still remember him telling me if you want to go fishing tomorrow, be on the dock at 2 p.m. sharp.  There I was at 2:05 p.m., waving bon voyage to my dad who was driving away in the boat without his fishing buddy.  Tough love, lesson learned.

My dad insisted that 25 percent of my time should be spent on volunteering, advice I’ve continued to follow.  In addition to the benefit to the organization, you have an unusual opportunity to hone your selling skills, learn how to run meetings, prepare reports, serve on committees, supervise others, handle rejection and many other skills that can help you in your career, all while serving your community.

One of the most powerful things you can do to influence others is to smile at them, my dad said.  Not to be outdone, my mother used to tell me that a smile is an inexpensive way to improve my looks, “If you’re happy, tell your face.”

About reputation, my dad quoted the adage, “You spend your whole lifetime building a good name and reputation, and one foolish act can destroy it.”  Dad was a big believer in aphorisms, which is why I end every column with a Mackay’s Moral.

Most importantly, Jack Mackay taught me about networking.  When I was18, he told me that everyone I meet should go in a Rolodex file along with a little information about that person and then creatively keep in touch.  You never know when your paths might cross again.

How Fathers Change LivesGreg Hague, an Arizona attorney and businessman, has come up with a website which he calls Savvy Dad (savvydad.com).  Every day, he features a new story from a son or daughter on some special experience with their dad and how it positively impacted their life.  His readership is nearing 40,000.  His book, “How Fathers Change Lives,” is now available at HowFathersChangeLives.com.

Greg shared a lesson from his father, “People focus on role models, but it’s more effective to find anti-models – people you don’t want to resemble when you grow up.”

Lise Johnson told the story of her father’s devotion to her mom who became terminally ill.  When she was moved to hospice, he stayed with her around the clock.  He helped feed and bathe her.  One nurse told Lise that she was engaged when she started her mom’s care, but no longer.  “I didn’t know devotion like that existed in this world.  I will find a man like your dad.”

Our mutual friend Randy Garn, a Utah businessman, remembered how as a 16-year-old he asked his dad if he could borrow the car on a Friday night.  His dad said yes, but be home by 11 p.m., or the upcoming prom was at stake.  Well, Randy lost track of the time and got home after 1 a.m.  He tiptoed upstairs to his room and thought he was safe until he slid into bed and discovered be wasn’t alone!  His dad was lying there waiting for him.

“I’m not mad, but the prom is now gone,” he said without anger.  “Randy, I love you so much, but unlike what you did tonight, I do what I say.”

Mackay’s Moral:  It’s funny about fatherly advice:  The better it is, the harder it is to take.

 

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Goldie Hawn inspires the next generation

harvey and goldieWhen the phone rings, and the caller is asking for a couple hours of your time to help with a worthy cause, you have two obvious responses: yes or no. Unless that call is from the Arizona Foundation for Women, a remarkable organization that helps women overcome obstacles, find safe sanctuary, job training and employment and to empower them to say, “Yes I can!”Of course, I was delighted to answer the call to act as emcee at the AFW’s annual Sandra Day O’Connor Luncheon, which was a sold-out event for nearly 900 guests. The foundation honors three people each year for their contributions to the welfare of women and children. This year’s Lifetime Achievement honoree was Goldie Hawn, a perfect choice.I’ve long admired Ms. Hawn as an Academy Award winning actress, producer and director. I was less familiar with her work at the Hawn Foundation, which Goldie established to support research into developing ways of helping children become healthy and eager learners. The more I heard, the more I realized that this foundation may be Goldie’s best work yet!

After her acceptance speech I was lucky enough to interview her for nearly a half hour about her fascinating projects. She was thought-provoking, content-rich and hilarious.

Her foundation has developed a school curriculum, MindUP, which teaches children vital social and emotional skills that empower them to manage and reduce their own stress, helping them to be happy. The evidence-based program, which is now taught in schools across five continents, combines neuroscience, positive psychology, and social and emotional learning, in tandem with mindfulness. The result is young people who are living smarter, healthier and happier lives.

Among the lessons that enhance learning, children are encouraged to:

  • Learn how their brains react to emotions.
  • Take daily “brain breaks” and focus on breathing.
  • Practice mindful sensing – exploring sight, taste, smell, hearing and motion.
  • Consider the differences between optimism and pessimism.
  • Learn to savor happiness.
  • Learn perspective and how to view differing results.
  • Focus on compassion and empathy.
  • Discover the importance of generosity and a sense of social responsibility.
  • Perform random acts of kindness.
  • Engage in practical problem-solving and critical thinking.

Does this sound like a program that should be limited to children?

I certainly don’t think so!

She explains this whole concept in her new book, “10 Mindful Minutes,” which I highly recommend. As Goldie says, “What I do know is that MindUP works for children, so its principles can work for parents too.” I would extend that to all adults, including those who don’t have kids.

Mindfulness, she says, is “the conscious awareness of our current thoughts, feelings, and surroundings – and accepting this awareness with openness and curiosity in a non-judgmental way. It means focusing on

non-doing, a crucial skill in these distracted times. It is more important than ever to teach ourselves and our children how to concentrate, so that we’ll become aware when we’ve lost focus and be able to maintain our attention for longer periods of time.”

This differs from thinking, in which she says “we often judge each moment in what has been or what could be.”

Goldie concludes her book with a “toolbox” for living a more mindful life. The helpful lists and gentle lessons make her program much easier to follow and implement. She encourages readers to find ten mindful minutes each day “to help reduce stress, renew your mind for clearer thinking, and create greater focus and connectivity with your children.”

goldiebookWhat impressed me most about Goldie’s book were the personal reflections that are sprinkled throughout. She shares observations from experts, educators, parents and children who explain the positive effects of the program.

And I was particularly interested in how she turned her entrepreneurial skills, which she didn’t even know she had, into a powerhouse foundation helping millions of children.

When you think about it, she’s been an entrepreneur all her life. What has she been doing? She had to go out and get jobs, use her sales and marketing prowess in heavy competition with other actors, producers and directors, hire staff, use creativity, passion and vision to do all these things, and now she’s put together all these skills to establish her foundation with a very impressive board of directors. That’s mindfulness at its finest!

 

Mackay’s Moral: Goldie’s book and program are solid gold!

 

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How do you get better at your job?

Great JobWhen I am hired to speak to a company or association, I typically talk ahead of time to six to eight people who will be in the audience to get a better sense of the group.  I ask them a series of questions about creative selling, teamwork, negotiations, how they get close to their customers and so on.  Then I surprise them and ask what they do to get better at their jobs?

Over the years some of the typical answers I’ve received include:  going back to school to learn new skills or get another degree, joining trade organizations and attending events, networking, listening to speakers, reading everything they can get their hands on, being more available, working harder and smarter, improving people skills and many more.

These are all great ideas, but I’d like to add to the list and share some of my ideas on what you can do to get better at your job.

Improve your time management.  Most people fail because they let time manage them rather than managing their time.  Time becomes a crook.  Often it’s the people who make the worst use of their time who complain there is never enough of it.

Get organized.  This will not only improve your productivity, but it will streamline your life, lower your stress and save you money.  The Wall Street Journal reported that the average U.S. executive wastes six weeks per year retrieving misplaced information from messy desks and files.  (I’m still working on this.)

Stay positive.  Positive thinking is more than just a tagline; it changes the way we behave.  And I firmly believe that when I’m positive, it not only makes me better, but it also makes those around me better.  Positive thinking turns obstacles into opportunities.

Write down your goals.  Goals not only give you more than a reason to get up in the morning; they are an incentive to keep you going all day.  Goals tend to tap the deeper resources and draw the best out of life.  Achieving goals produces significant accomplishments.

Learn to compromise.  When you observe the politics in Washington, compromise appears to be a lost art.  Maybe that’s because it often is looked upon as weakness.  Nothing could be further from the truth.  Business involves constant compromise – negotiating contracts, hiring, closing sales and so on.  Compromise is the art of dividing a cake in such a way that each party thinks they got the biggest piece.

Exercise your mind and body.  Taking care of business starts with taking care of yourself.  Exercise makes me feel better and gives me energy to work more productively.  My philosophy is exercise doesn’t take time; it makes time.

Develop your confidence.  Confidence doesn’t come naturally to most people.  Even the most successful people have struggled with it in their careers.  The good news is that you can develop confidence just like any muscle or character trait.  Some tips:  improve your skills, keep track of your success, practice being assertive and step out of your comfort zone.

Improve your relationship with your boss.  A good relationship with your boss is the foundation of a successful career.  Your boss is the person most likely to recognize your contributions and achievements and potentially recommend you for promotions.  Strive for a positive work environment.

Surround yourself with mentors and coaches.  You can’t do it all by yourself.  Seek out the very best help you can find to take your game to the next level.  On the flip side, don’t shy away from mentoring younger workers because business is a team sport.

Practice public speaking.  Most people dread public speaking but there are few skills more important.  Public speaking improves your confidence and communication skills and helps you think better on your feet.  How you say things can be as important as what you say.  Join Toastmasters International, one of the best-kept secrets in the world.  (I did.)

Learn to love feedback.  You can learn from anyone if you are open to accepting feedback from not only your manager but from colleagues and customers.  If you really believe in yourself, you’ll be open to criticism, learn from it and improve your performance.

The main thing is that you keep working on you.  Life is like riding a bicycle.  You don’t fall off unless you stop pedaling.

 

Mackay’s Moral:  Improvement begins with I.

 

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The new face of buying and selling

image001The only constant in life is change.  And the sales game is certainly doing its share of changing.

One of the biggest shifts seems to be in the buyer/seller relationship.  Research shows that buyers are not reaching out to contact salespeople and sales organizations until they’re 60-70 percent along in the decision process, according to Jill Konrath, an internationally recognized sales strategist.

“Instead of contacting a salesperson, customers today are going online first,” Jill said.  “I know that the minute I come up with a question or a problem, I go to Google, and I type in what I’m looking for.  This puts salespeople in a real one-down position because suddenly they’re no longer needed for their product or service knowledge. Instead, they find themselves constantly getting involved in price battles.”

Jill Konrath is everywhere these days, and for good reason.  She’s on the front edge of what it takes to be successful today in the sales game.  She’s been featured on ABC News, Forbes, New York Times, Wall Street Journal, Selling Power magazine and many more.  More than 100,000 salespeople globally read her weekly newsletter.

I asked Jill what sales managers can do to help their team be successful in this ever-changing environment.

She said:  “We need to rethink how we do things.  Sales managers need to be the change agents out there.  The reality is that in many cases our products or services are no longer the differentiator.  The sales person is now the differentiator.  The customer must like the interaction with the salesperson.  They always asking: Is this individual adding value?  Are they constantly bringing me ideas, insights and information that can help me run my business better?”

This change in strategy means sales people need to know a whole lot more about their customers and the people making buying decisions.  What are the buyer’s business objectives?  What are their roles and responsibilities?  What’s their status quo? What might be preventing them from making a change?

“We need a more in-depth view of buyers,” Jill said.  “Salespeople need to be business analysts and idea providers, as opposed to product pitchers or just trying to make a sale.  This is a real switch from the past and the genesis of a sales manager’s job today.”

Jill believes one of the most important jobs of today’s sales managers is to coach their salespeople.  It’s not enough to pep them up and motivate them.  She suggests that they go out with them on sales calls and see what kind of research they’ve done to prepare for each call.  They may need to be doing a lot more preparation.  I always say there’s no such thing as a cold call at MackayMitchell Envelope Company.

“You have to be constantly working with them to improve and become better,” Jill said.  “There are not enough A players to go around.  You have a whole slew of B and C performers, and a sales manager’s job is to get them to improve.  Coach, coach and coach your sales people.  It makes the biggest difference in the world.”

The other thing that sales managers must do to be successful, according to Jill, is to get more and better prospects.  Sales managers have to work much more closely with marketing staff than ever before, and they have to educate them.

“The last thing salespeople need are a bunch of crummy old leads from people who aren’t really interested,” Jill said.  “Sales managers need to work with marketing to clearly define who makes a good prospect – what kinds of companies, what positions and what issues, needs and concerns they might be facing.  Equally important is the need to turn the company’s website into a hub of great information that will attract these people.”

jill konrathJill’s latest book, “SNAP Selling,” focuses on prospecting and teaches salespeople how to reach out to customers in a very different way. SNAP stands for Simple, iNvaluable, Align and Priority.

Jill explains:  “In just five seconds, prospects decide if you’re worth meeting. Do research first. Then, think about these things before you contact them: Is your message simple or complex?  Do you sound like a salesperson or an invaluable resource? Do you align with their business objectives? And finally, are you focused on one of their priority initiatives? If you deliver a relevant message, aligned with their priorities, you have a much higher chance of connecting.”

 

Mackay’s Moral:  You can’t expect to meet the challenges of today with yesterday’s tools and expect to be in business tomorrow.

 

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Commit yourself to success

michaelEugene Orowitz was a skinny, awkward kid from New Jersey. Painfully shy, very self-conscious, and lacking self-confidence, when a high school coach half-jokingly asked him to try out for the track team, Eugene took him up on it, according to author Glenn Van Ekeren.

“Ugy,” as his friends affectionately called him, discovered a talent for javelin throwing and committed himself to being the best that he could possibly be. What Ugy lacked in self-confidence, he made up for in commitment.

By graduation, Eugene had achieved a national high school record for throwing the javelin over 193 feet. His commitment also resulted in a college track scholarship at the University of Southern California.

A torn shoulder muscle ended his javelin-throwing career and any hope of making the Olympic team. However, while watching a play, Eugene became intrigued with acting. Again, he committed himself to being the best. He was determined to make it as an actor, so he enrolled in acting class. And he changed his name.

You know Eugene Orowitz as Michael Landon, who went on to star in three of the most popular shows in television history: “Bonanza,” “Little House on the Prairie” and “Highway to Heaven.”

Eugene/Michael demonstrated the difference between interest and commitment. When you’re interested in doing something, you do it when circumstances permit. When you’re committed to something, you accept no excuses, only results.

Comedian Bill Cosby dropped out of Temple University as a junior and became a starving comedian. But he was committed to becoming successful, staying up all hours of the night to talk to seasoned comics,

research material and work on new routines. I had a chance to play tennis with Bill many years ago and he told me: “Anyone can dabble, but once you’ve made the commitment, then your blood has that particular thing in it and it’s very hard for people to stop you.”

Commitment is a prerequisite to success. Commitment is the state of being bound – emotionally, intellectually, or both – to a course of action. Commitment starts with a choice and is sustained by dedication and perseverance. Actions speak louder than words.

If you want something, but you’re not motivated to do the work required, you will be frustrated and unsuccessful. So take action!

  • Make a list of everything you want. Write it all down. Don’t leave out anything that you want, from becoming a CEO to getting a date. Then rate each item according to its importance.
  • Consider your investment. Examine each of the items on your list and ask yourself: “Am I willing to invest the time, energy and resources necessary to achieve this?”
  • Make a decision. Look at your list and identify the items that you want the most with the highest score for “willingness.” Then start working on a plan for success over the next weeks or months – and be sure to set a deadline.

Rev. Robert Schuller says there are four kinds of people: “First, there are the cop-outs. These people set no goals and make no decisions.

“Second, there are the hold-outs. They have a beautiful dream, but they’re afraid to respond to its challenge because they aren’t sure they can make it. These people have lost all childlike faith.

“Third, there are the drop-outs. They start to make their dream come true. They know their role. They set their goals, but when the going gets tough, they quit. They don’t pay the toll.

“Finally, there are the all-outs. They are the people who know their role. They want and need and are going to be stars: star students, star parents, star waitresses. They want to shine out as an inspiration to others. They set their goals. . . . The all-outs never quit. Even when the toll gets heavy, they’re dedicated. They’re committed.”

To be committed, you must be “all in.” You can’t just do the best you can. You have to do everything you can. Remember, the difference between 100 percent all in and 99 percent all in is 100 percent.

When I think of commitment, I think of the story of the Pig and the Chicken who are walking down the road. The Chicken says: “Hey Pig, I was thinking we should open a restaurant!”

The Pig replies: “Hmmm, what would we call it?”

The Chicken responds: “How about ‘Ham-n-Eggs?’”

The Pig thinks for a moment and says: “No thanks. I’d be committed, but you’d only be involved!”

Mackay’s Moral: An ounce of commitment is worth pounds of promises.

 

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