From the category archives:

getting it right

Teams and Choices… Part 2

by Steve Buelow

Strong Team

As you know, I love sports analogies.

Especially at the Olympic and professional levels where the physical attributes of the athletes are often remarkably close, the slight edge often goes to the those who are better prepared mentally or emotionally.

Those are the qualities that are reinforced and instilled by exceptional coaching – the inner qualities that make the individual and the team strong.

And quite simply, more often than not, strong teams beat weak teams. This is true on the field, in the gym, at the office, or corporate boardroom.

The greatest players typically can’t turn around a team with inept or marginal coaches. The most competent employees won’t likely save a company with ineffectual, disconnected, or unethical leadership.

Weak teams in any industry make even the greatest players look pretty average, and bad companies ruin the reputations of those who represent them.

When choosing your teams, it is best to choose wisely.

Photo Credit:

Team Traveller

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Teams and Choices… Part 1

by Steve Buelow

Leadership

Over the years I’ve had the opportunity to witness countless new salespeople as they launch into what is, for all practical purposes, the highest paying potential career that they will ever consider during their lifetime.

Unfortunately, most don’t make it, and it is often easy to see the myriad reasons why (though I must say, the following hang-ups don’t tend to stick around long with the people I coach, but alas— I digress).

For some, it’s the conversation that goes on between their own ears. Others spend their time on seriously unproductive activities or seem to be extremely undisciplined in their work habits. Many work for sub-par companies with average products, and still others are overcome by fear, procrastination, or issues of rejection or self-worth.

But there is another group, and often this includes many who have amazing potential, who struggle with issues of integrity— but not in the way you might think. No, these are people who have high integrity, but who view their profession as one that doesn’t.

In some cases they had little-to-no training, and have relied on their own experiences with salespeople (some of whom may have been less than honest) for their role models. Of course, this is unnecessary and unfortunate because there are just so many great resources available.

Others were mentored, but by individuals of questionable knowledge, abilities, and ethics, and this ultimately created a disconnect (usually subconscious or unconscious) between their values and what they perceived to be the required path to success.

It shouldn’t be.

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I said earlier, a career in sales likely holds the greatest potential to accumulate wealth that most people will ever experience. But you must be good. You must stand strong. And you must stand tall.

In the past two weeks, I’ve spoken with several people who fall into this last group. Both have high integrity. Each is struggling— no doubt frustrated. And both asked to buy me lunch or dinner to talk about their respective opportunities.

Now I must say that in each case, I believe there is potential for the right person to do well. However, if either of these individuals is to succeed and maintain their personal values, the current culture of the organization is going to require them to step away from their leader’s example and create their own culture within the culture.

This is possible — I’ve done it — but it can be absolutely exhausting and life-consuming in the process. Often, it just makes sense to look elsewhere.

A further thought on teams and choices next time.

Photo Credit:

NASA Goddard

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Too Big To Fail…

by Steve Buelow

Leadership

Over the past year or so, there’s been much talk (and an overwhelming amount of economic pain) brought to bear by a philosophy known simply enough as, “Too Big To Fail.”

As this operating principle goes, there are some companies that are just too big… too integral… too important for us to live without.

Regardless of cost.
Regardless of incompetence.
Regardless of corruption.

Hmm.

Recently, I have had a mounting number of experiences that make me think the story will ultimately read differently.

Rather than being too big to fail, how about:

Too Big To Succeed
Too Big To Care, or
Too Big To Even Notice.

Yes, I believe that may be the problem. So large… so driven… so focused…

Head down… one hundred miles an hour…

Totally unaware.

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And then I met Mary.

My call to her this morning came right on the heels of an absolutely ridiculous experience that I had just had at another Fortune 100 company that is clearly too big to notice.

But this was different… Mary was different… and I suspect that her company isn’t needing a bailout.

Hers was a smile that could be seen over the telephone, and her desire to provide exceptional service was evident from the moment she picked up my line. Mary was good. She was trained… she was helpful… she respected my time and she ended our call with a sincere request that I, “go out now and have a blessed day.”

And you know… I did.

I really did :)

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Questions:

When was the last time you were completely overwhelmed either positively or negatively by the service you received?

What specifically can you do today that will make a positive difference in the experience your customers have with you?

How could you positively influence and affect others in your personal life through your attitude today?

Will you do it?

I look forward to hearing from you.

Photo Credit:

JeffIsAGeek

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Eat Your Veggies…

by Steve Buelow

Broccoli

I think that one of the greatest benefits of having a camera that also doubles as a mobile phone is that, on a regular basis, I experience things that no one would ever believe if I didn’t have pictures to back them up :)

Some of these events are just that… events.

And others, well… they’re just subtle twists on ordinary daily life that happen to get my attention.

Like this one…

I grew up hearing that I should eat my vegetables, because:

A) They would make me strong (they did),
B) They would make me tall (they didn’t), and
C) If I refused to eat them, I’d still be sitting there at 8:30pm staring at a plate full of cold, bland, dried-up spinach or broccoli while my friends were out playing baseball!

So I learned to eat what was in front of me and, with the exception of liver and onions, I mostly liked it.

Actually, it wasn’t the onions so much as it was the liver, and I might as well tell you now that in over twenty-three years of being a parent and the main cook in my house, I have NOT ONCE EVER given my family that menu option or ultimatum :)

But, alas, I digress…

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Back to the wonders of my Android and its awesome picture-taking ability.

I was just walking through a grocery store with a friend and we were discussing what I believe to be the almost-criminal state of the food supply in America today… I could write a book.

In fact, I am writing a book… but there I go digressing again!

I had just seen an advertisement claiming that “Frozen is as Nutritious as Fresh”, so I grabbed this package of frozen broccoli and had a Come-to-Jesus moment.

“Check this out…,” I said to my friend. “You know how good for you broccoli is, right… I mean, loaded with nutrition, especially Calcium… everyone knows that, right?”

“Well, yeah,” he says, “that’s why no kid in their right mind would want to eat it!”

Hmmm…

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Now you see, I never did have that problem… I ALWAYS wanted great nutrition.

Even as a child, I wanted to be REALLY healthy… I wanted to be attractive and I wanted to live forever!

And every Saturday morning I saw this guy named Popeye who, although he wasn’t handsome and I suspect he drank and smoked too much, he still had forearms as big as your thighs and he had power over the bad-guys and magnetism with the women in his life and it all came down to eating the greens!

I got that.

I mean, he was a little strange, but… he could rip open a tin can of spinach with his bare hands, he had the respect of the Producers and Cartoonists on his TV Network, he could physically eliminate anyone who was stressing out his girlfriend and overall, life was pretty good!

But today, things are different, and kids are probably justified in not wanting to eat their store-bought and industrial-farm-raised veggies, ’cause as this pic above shows… there’s not a darn thing in them!

Oh, okay… there’s a whopping 30mg of Vitamin C, which by-the-way, just so happens to be DESTROYED by either boiling or microwaving.

That said, guess what advice is given on the Cooking Instructions?

Unreal.

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So the questions I have for you are:

How did we allow our most important resources to become so nutritionally bankrupt?

Why is over-weightness and obesity so prevalent in America today?

Who do you know that is concerned about their health and nutrition?

How would releasing excess body-fat and weight help or harm the average American?

On a scale of 1 to 1,000,000,000,000,000,000… how important is this to you?

I look forward to hearing from you.

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If You Had The Choice…

by Steve Buelow

Work for yourself

Okay, so let me start by acknowledging that in terms of a scientific study… this would fail miserably. That is, of course, unless scientific studies involved grabbing a handful of random people… asking them one question… and then extrapolating the results across the entire population!

But it was interesting to me anyway… and, that’s just how I do things once in awhile!

Here is what I did. Every day for about the last week I presented this question to at least one person… and then tracked the results. Actually, tracking the results was easy, because I received exactly the same answer from everyone!

Here was the question: “If you had the choice… would you rather do what you’re doing now for your current employer; or would you rather be working for yourself in a similar capacity, or other field of your choosing?”

That’s it… if you had the choice, would you rather work for yourself or someone else?

BIG SURPRISE… 100% of the respondents said that if they had the choice, they would work for themselves.

And that is what I find so amazing.

This is America… since when haven’t they had the choice, and just whom are they expecting to give it to them?

I look forward to speaking with you.

Photo Credit:

aussiegall

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I Am Thankful…

by Steve Buelow

Leadership Marketing

Within the last hour or so, a handful of people around the world received an e-mail from me expressing the following sentiments… which I will now share with you.

As we sat down for dinner a short time ago, we took turns to express that for which we are most thankful.

Not surprisingly, health and finances were cited, as were business opportunities, the country we live in, and the friends and family with which we’ve been Blessed.

Now this evening, I’m reflecting further on this question… thinking of all the people I’ve met recently, and the new relationships in my life.

I’m thankful that we’ve had the chance to get to know one another over the past few months… on various projects… while traveling… at hotels and meetings and seminars… on Twitter, Facebook, or through our websites.

And I also want you to know that, from my side… I’d love to find a way to build on that foundation.

I trust you’ve had a wonderful Thanksgiving, and look forward to speaking with you soon.

Photo Credit:

Aunt Owwee

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Got An Hour…?

by Steve Buelow

Time and Life

I think yesterday was one of my favorite days of 2009.

No, it wasn’t my birthday… nor a holiday or anniversary. It wasn’t that a sudden warm front had passed through the night before, because… well, it hadn’t.

In fact, quite frankly… we were freezing our buns…

Oh sorry, I digress.

And it CERTAINLY wasn’t that Brett Favre had returned to Lambeau Field to throw four touchdown passes, and walk away with a Quarterback Rating of 128.6 and his SEVENTH WIN in EIGHT GAMES this season… though I must admit, at least on one level, (shhh… don’t tell anyone) I think it’s pretty cool.

Ah, but I digress once again.

No, there’s DEFINITELY another reason why November 1st was a great day. You see, here in the U.S., with twenty-five hours… yesterday was the longest day of the year.

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Now, I may be alone on this, but I’ve always loved the end of Daylight Savings Time.

Not the whole six months that follows, mind you… just that one day. As a kid, my mom always told me that I would get an extra hour of sleep that night. And maybe you heard the same thing.

Never happened. Not then… not now.

No, I like the fact that I get to STAY UP and DO STUFF an extra hour… and I actually saw the clock on my cell phone change from 2am back to 1am.

I know, it weird… but I like it.

So, at 1am… with my extra hour… I created a spreadsheet with some projections that I’m really jacked about. Yes, then I drank some coffee… pondered a few goals… and brainstormed an agenda for a meeting that I had earlier tonight that went, well… about as positively as I figured it would.

After all, I had an extra hour of preparation… of motivation… of inspiration.

An extra hour of sleep?

Nah, sorry Mom… an extra hour of life. And I hope you had an incredible hour also!

I look forward to speaking with you soon.

Photo Credit:

dvs

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Beat The Rush…

by Steve Buelow

Leadership

Okay, so here’s the question of the day…

We’re about half-way through August… what percentage of the population is now formulating goals and plans for 2010?

Answer… the same percentage of the population that will nail the goals they set.

Yeah… I know.

Football season is still four weeks away…. but that’s how it works.

You see, studies show that the average American will set their New Year’s resolutions during the week after Christmas.

Typically, these fall into one of five areas:

1) Losing weight
2) Quitting a bad habit
3) Improving their finances
4) Improving their relationships
5) Engaging in a form of personal or spiritual growth.

Studies also show that, for most people, such goals are pretty easy to set… they’re the same ones they missed last year.

Ouch.

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Let’s agree to change that for 2010… and every year thereafter.

It CAN be done… however, it’s likely we need to start now. For example… as a family, we are planning to set goals for 2010 in the following areas:

1) Spiritual – alright, so I know I may lose some of you on this one, but… it is, what it is. The most successful people I know are focused on issues much bigger than themselves… and on purposes that transcend their time here on earth. Period.

2) Family – experiences that reinforce our values, advance our vision, create memories, and positively impact our future.

3) Health – activities that promote our mental, emotional, and physical well-being
and vitality.

4) Personal growth – targeted improvement of skills and abilities.

5) Social – actions that improve relationships with friends, and the community.

6) Financial – continued creation of multiple income streams that will support important causes, missions, and charities.

7) Business – issues of sustainability, reputation, and value.

Now, I tend to get pretty manic sometimes… but there’s no way that all that is going to get sorted out during the last week of December… guaranteed.

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So, here’s a suggestion.

Take the next six weeks or so and figure out just what is important to you and your loved ones. You may use my categories, or… your goals may be completely different.

Next, ween your list down to just those things that MUST happen in 2010. In other words, your “A List”.

Finally, spend the ENTIRE fourth quarter eliminating every obstacle, rearranging schedules, and putting together the resources and plans to absolutely nail the missions and objectives that define your life.

Simple steps… and a little preparation… to allow you to hit the ground running in January… and make 2010 a year of impact and influence in your home, your business… and in the lives of others.

Happy New Year.

Questions:

What goals did you have coming into this year that you totally nailed?

Are there any goals that you missed, or on which you have seriously fallen behind?

What are some of the differentiators between those you’ll hit… and those you won’t?

Photo Credit:

LeSmou Imperator

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Who You Gonna Call…?

by Steve Buelow

Leadership

“I’ve got a guy I’d like you to meet… ” a friend told me. “The two of you have got to get together… you think so much alike… you have so much in common. You know, he’s a self-made millionaire!”

“Self-made…! Well, that certainly DOESN’T describe me,” I said.

“Oh c’mon, Steve. I know what you’ve done in your business career… don’t be so modest!”

Well, the truth is that honesty IS NOT modesty… and I was just being honest. You see, IMHO… the self-made man is a phantom.

A simple story, please… to make the point.

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I started my car this morning, and was about to pull out of my driveway when I noticed something strange. You see, like I often do… I had backed my car in the night before and was now staring straight ahead at a trail of something that had obviously leaked from my car on the way in.

Transmission Fluid… and lots of it.

So, I did what everyone would do on a Saturday when everything is closed… I called the President of a regional automotive service company AT HOME and explained my situation.

His business is consistently booked out days in advance, and you can’t just get in first thing on a Monday morning without an appointment.

Unless, of course… you have a relationship.

And I’ve been doing and recommending and referring business to Dave for at least ten years. They know it… and appreciate it.

Two questions: First, when things fall apart (as they will from time to time), do you really want to be “self-made”, or would you rather have a team?

And second… if things hit the fan today, who are you going to call?

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I think the reason I so often encourage people to build strong teams is because, well… so often I have benefited from having a strong team.

No, I am not self-made… and would never want to be.

I’ve had great mentors and outstanding employees. Incredible friends, loving and supportive family, and loyal advisors. I’ve spent a lifetime cultivating relationships that work both ways.

A last minute haircut after hours… yup, no problem. A suit that needs tailoring for an unexpected formal event? Unlikely… but, yes… bring it in. A lawyer… doctor… or insurance agent available AT HOME at midnight in a pickle…? Done deal… they’re in the speed-dial. So are accountants, bankers, stock brokers, and pastors.

Even a politician and a police officer or two.

Traveling just about anywhere, there are a handful of people I could call at 2 a.m. if necessary… and they would be there for me, because they know I would be there for them.

I HAVE been there for them.

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No, “self-made” is over-rated.

In fact, it’s a fallacy… need a rock-solid example? Well, how about this… I am not aware of anyone who’s ever made a dime without customers… ‘nuf said.

Build a team… share the credit… dump the status.

And reward your people.

I look forward to speaking with you.

Photo Credit:

Xurble

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Tribute To My Dad… And (I Hope) Yours…

by Steve Buelow

Leadership

It is no secret to anyone who knows me well, or to anyone who frequents this space, how I feel about my mom and dad. It’s always been that way.

Are they perfect? Well, no… just like me.

But through the years… and the tears… the challenges… and the fears… (hey, that rhymes) what an incredible example of integrity they have been. Yeah, I think that is the right word… integrity.

What you see… is what you get. The same in private… as in public.

And on this Father’s Day… I just want to say thanks. I am thankful that I wasn’t raised with a lot of gray areas. It was pretty much black and white… right and wrong.

And I don’t mean to imply that I was always on the right side… ’cause, well… you know that’s not the case. But, here was the cool thing. When I was out doing the wrong thing… I knew full well that it was the wrong thing.

And I’m thankful for that.

I suppose it’s just possible that maybe my dad didn’t always do the right thing either (though don’t quote me on that). Oh, what the heck… go ahead and quote. It’s now out on the Internet for Pete’s sake!

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I am also thankful for the support.

I was speaking with several young guys the other day who were seeking advice about going into business for themselves. It is little surprise that I strongly encouraged them to do so… even if they only started part-time.

I listened intently as they described their vision for their business… and their lives. Each has a young family… and believe it or not… they would actually like to provide them with more than what their current position will supply.

Imagine that.

As they described their goals and dreams for their families and their finances, I asked three simple questions to help them clarify their choices.

One, what are the chances of achieving those goals and dreams if they stay in their current position?

Answer… Zero.

Two, how would they explain to their children some day that they once had an extraordinary opportunity but just didn’t pursue it?

Answer… Unthinkable.

And third, what was stopping them from beginning this wonderful journey today?

Answer… Their fathers.

Wow… I thought… their dads.

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Thanks dad… for never holding me back. Thanks for supporting me with your love… your encouragement… your prayers… and yes, even sometimes… your finances.

(Remember… I have ALWAYS paid you back!!)

And to ALL of you out there who are now a dad… (or… who have or ever have had a dad!), I wish you an incredible Father’s Day, 2009… and I look forward to speaking with you soon.

Questions:

How supportive is or was your dad in encouraging you to follow your dream… even when it bucked the status quo?

If you are a dad, when was the last time you sat down with your kids (even now grown kids), and asked how you might help to forward THEIR vision?

What’s keeping you from making the call right now?

Photo Credit:

respres

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