Tim Enalls

Writing a blog is a very personal experience with a myriad of objectives. Some use it as a catharsis. Some try to educate, some try to feed a starving ego and some just try to inspire & stimulate a somnolent soul. Tim Enalls falls into the inspire category. I read a lot of blogs from business to behavioral science. From the 'C' Suite to the canteen and you know what I get the most from? Not the content (news and opinion is nice and sometimes insightful - but no). Not the perspectives (they stimulate and sometimes scintillate - but no). Not the wisdom (everything after Aristotle and Shakespeare is essentially a retelling using different words). I read them to see how they respond to the comments. Sometimes the readers encourage and agree and sometimes they flame and incite. Sometimes they point and counterpoint and sometimes they just slash and burn. But the writer reveals himself and the blogger reveals even more in how he responds. In America everyone has a voice - EVERYONE has a voice - and we reveal exactly who we are in how we respond to those voices. I encourage you to learn from how the blogger responds. It's not the blog - it's the blogger you should be trying to read. Want to read one that inspires? You would be hard pressed to find one better than Timothy Enalls at http://www.inspiration-central.com/

It's How We Respond

That's what I learned from Timothy Enalls

Bill Shankly

I grew up with Bill Shankly, loving the man, his passion and Liverpool Football Club. You'll never walk alone makes me cry like a big sissy. Why? Because Bill Shankly and Liverpool is everything that is right with this world. Passion, humour, dedication, work ethic, drive and results. Just go to Anfield one day and stand in the Kop. You'll get it. Until you have been there and stood watching, Hunt, Callaghan, Tommy Smith, Keegan, Dalglish, Gerrard & Torres you may never understand. Bill Shankly understood. That's why we loved him, that's why he won. He won games, titles, interviews and the hearts and minds of all of us. Bloody genius and a man for the ages. Read some great quotes from Bill Shankly here - Liverpool FC - Bill Shankly

"You'll Never Walk Alone."














Passion.

That's what I learned from Bill Shankly.

Yoda

Movies often parlay timeless wisdom into compelling entertainment.
It's been said that everything after Shakespeare is a retelling merely updated for current tastes. Perhaps so - but then again I sure as heck love movies regardless of how many times the story has been burnished. The westerns, the epics, the science fiction and the historical dramas spin tales familiar and fascinating. There is inspiration to be found in the sights and sounds shown on the silver screen. So here, for your enjoyment, is some timeless wisdom compliments of Yoda condensed into three simple instructions;

• Do or Do Not - There is no Try.
  

• Overcome Your Fear.

• Your World is A Reflection of You

Timeless wisdom compliments of Yoda.













Do or Do Not - There is no Try.

That's what I learned from Yoda.

SFC Jared C. Monti

“He was a real hard-nosed NCO (non-commissioned officer),” said
Staff Sergeant Matthew Wolfanger, who was a member of Monti’s unit.
“He really demanded a lot out of his guys … but in the end we loved him for it because he took us from soldiers who were kinda just going through the motions doing our jobs to guys who were passionate about what we were doing. On 17 September 2009 The President of the United States of America bestowed our nations highest honor - The Congressional Medal of Honor - on SFC Jared C. Monti. All I can say is I Salute You with the Utmost Respect. The Nations Highest Honor Given Only To Our Very Finest. Nothing else needs to be said.

Learn more about SFC Jared C. Monti - The Medal of Honor Citation














Respect

Nothing further needs to be said.

Paul Simon

Want to know how to sell a whole bunch of stuff, get rich while you are sleeping and have lot's of people like you? It's easy. Simon Says
" A man hears what he wants to hear and disregards the rest." So tell people it's easy. Buy a house for $199, Get Rich the easy Way, Lose weight, Have the perfect life, Vacation all the time, Do only what you love to do, Work a 4 hour week. You Don't need credit, You Don't need to sell anything. You Deserve it. Just tell everyone what they want to hear - Just tell them it's easy. You can set up a web site, twitter a little and money will roll in while you sleep. Everyone knows it's just a matter of knowing a few inside secrets and having a nice looking message to take to market. You can do this, anyone can. It's easy.
Do you wanna believe it? Do Ya?











Now let me ask you a question - Do you want the people that believe this as employees, friends and trusted associates? I put it to you that you really want the people that say "Tell me it's too hard for me to do." Tell me that only a very few will do it. Tell me that I need to prove that I am one of those few. Tell me that I have to do what others can't or won't. Then challenge me to be one of those. Surround yourself with those few - Be one of those few. It's what we don't want to hear that serves us best in life. It's the hardest things that we learn from. The nastiest tasting medicine that we need to take. The early morning training and late night studies. The calls that others don't make. The tough questions that others don't ask or answer. The things we need to do are those things we know aren't easy. We need to establish the habits and the character that few have. Yes Most People Buy Easy - The Best Know Better. Do the things that others can't or won't.

A Man Hears What He Wants To Hear.

That's what I learned from Paul Simon

John & Jane Doe

I don't like many people and I respect even less. Why? Well I think as human beings we too often whine, whimper, point and blame. When we could be learning and growing. Let's take adversity for example - we all encounter it in varying degrees through this thing we call life. Is any of it really important? I submit Adversity is Irrelevant. But each of us personalizes and ranks our adversity when maybe we should be looking at how we respond to adversity. Or more important we should learn from those that seem to have no adversity. Do we honestly believe that they have no adversity - Duh. There are John & Jane Does all over the world that face cancer, war, poverty and loss of life and limb on a daily basis. These humble souls suffer the slings and arrows of outrageous fortune and respond without us even knowing that it occurred. They go about their daily business with a smile and silent determination to succeed regardless of their circumstances.They are the silent warriors - The ones that you never hear whine, whimper and blame. Do they face adversity daily - Of course they do. They face their challenges, regardless of the severity, without us even knowing.




















Isn't it how we respond what matters? I put it to you that our adversity is irrelevant. The degree, severity or flavor of it is irrelevant. The truly remarkable souls amongst us appear to have no adversity whatsoever.

It's How We Respond.

That's what I learned from John & Jane Doe.

Ambitious Andy

A young man walked into his Sales managers office full of confidence and ambition. " I want to be the best salesperson in the world" he said. "I want to make a pile of money, be respected as the best and retire before I'm forty - what should I know to be the best salesperson you have ever worked with?" The sales manager smiled and sat back in his chair recalling all the thousands of ambitious Andys that had said something similar over the many decades he had been in sales. He loved their drive and raw ambition and knew that even though he would give his few tips the chances are they would be pearls left clamped in the oyster as the rookie would invariably not be able to get out of his own way. I will give you just five tips the manager said - there are many others but I will give you just five. 5 Tips for the Best Salesman ever.
















Now Andy I want you to grade yourself regularly on how well you follow these five tips. I will grade you in my mind as will every one else you encounter. But it is only how honestly you grade yourself that really counts. And so my friend here are the five tips I give to every Ambitious Andy and Angela that come before this old timer and asks with honest desire and drive: "What should I do to be the very best?"

To be the Best Salesperson the world has ever known:

1. Be Honest With Yourself - be brutally honest. You are not doing as well as you should. You are not working hard enough, listening to advice and applying it or driving yourself hard enough. If you were you would be getting everything you aim for - there are no excuses - period.

2. Qualify in 30 Seconds - In every encounter you have an opportunity to close in the first 30 seconds. After that you either dig yourself further into a hole or climb in the customers confidence. Learn to Qualify Better than anyone else - Learn to gain confidence in 30 seconds.

3. Create Demand - Anybody can process orders - they are called order takers. True professionals are able to create demand. Demand that comes from your differentiator. People should be coming to you because you have created a distinct differentiator. A clear and compelling value that others lack. People like dealing with the best.

4. Sell the Person not the Product - The greatest sales professionals in the world can sell any product because they sell the person not the product. Sales are made on emotion and rationalized in the mind. Although everyone knows this salespeople still try to sell features & Benefits to the mind instead of touching the persons emotions first and then cementing the decision the prospect made emotionally with logic.

5. If Price is an issue - You Suck. - Yes, I know, we are all concerned with price when we buy or sell anything but if price is the primary issue then it is because you, your relationship, your differentiators and your value are not. If a person is buying on price then it means You suck.

So there they are my friends pearls locked in an oyster.

5 Tips

That's what I learned from Ambitious Andy.

Web 3.0

Everyone is talking about Web 2.0 and how it's revolutionizing business communication. Links, tweets and connections are being shared and everything from the banal to the brilliant is being communicated.These portals undoubtedly increase the number of people you can get in front of quickly. But, just like before these innovations hit the airwaves, what you say when you get in front of them appears to be the critical issue. Is the content valuable and credible or is it just noise? Why and what are we communicating? Every tweet, link, connection and blog entry is telling the world exactly who you are. Your content is being aggregated daily and revealing insights which, over time, build a digital picture book that tells us all who you truly are. Viewers will categorize you by your missives. Are you primarily fluff or focus? Web 3.0 will communicate exactly that. Whether you like it or not Web 3.0 is coming and it will Brand You.

What I learned from Web 2.0












Do you want to entertain, educate, convince or connect? Like minded people are attracted and gravitate into clusters with 2.0. Some with Fluff - Some with Focus. But Web 2.0 is now old hat, we are already Linked in, Face booked, Twittered and following. So What's Next?

Well now comes Web 3.0 which will correlate, categorize and compartmentalize those with whom you communicate. It will sort them and their communications into fluff and focus and will brand them for you. Web 3.0 will filter for you, assign a value based on your content credibility criteria and do it's own little critique. Is this in my fluff or focus category and how does it rank? Mark my words you might want to pay attention now because Web 3.0 will allow everyone to see just who and what you are - what you value and what you believe. How are you being branded and what will you do with this brave new world that instantly affiliates and clusters your likes, interests, amusements and values? The transparency and profiling of each of us provides enormous opportunities to find and filter the communications, content, character and critters that we value and those we don't. It's the ultimate qualifier.

Fluff - Fold or Focus?

Our personal brand has already been filtered into fluff, fold or focus.
That's what I learned from Web 2.0.

The Negotiator

3 Types






What I learned from the Negotiator:

A man climbs up to a rooftop and stands on the ledge. He appears ready to end it all and jump. Three negotiators come up to the roof to talk to him. Each one has a different personality trait. Which are you?

The Convincer:

"You have so much to live for, think of your family. Don't you want to see your daughters wedding or your sons graduation? Think how sad they will be". The Convincer focuses on Features and Benefits.

The Understander:

"I know what it's like, sometimes it doesn't seem worthwhile to carry on. I understand what you're going through. I want to listen and understand what you're thinking. Let's sit down and talk as friends." The Understander is Empathetic.

The Qualifier:

"I'm coming over there to get you. You either jump away from me and end it all - or towards me and we can keep going together. Either way I'm coming over there." The Qualifier wants Responses and Actions.

Although we all have a little of each type within us one tends to take the lead in communications. Identifying your primary trait and the primary trait of those you communicate with is a basic premise of profiling in negotiations, difficult situations, sales and business.

3 Types

That's what I learned from the Negotiator.

Van Gogh

Sell Another Painting.





What I learned from Vincent Van Gogh:

I've learned that there are three people you never win an argument with.

• Teenagers

• Women

• Sales People.

Be Smart - Don't Go There - You Can't Win. With that said, when a Salesperson says that "Sales is more Art than Science", I politely agree and then think of Vincent Van Gogh. Van Gogh was certainly an artistic genius. He was also a tortured and misunderstood soul. Vincent was anxious, unsettled and unappreciated throughout his life. He was primarily self taught and prodigious in his output creating literally thousands of pieces of art. Thousands of Masterpieces.
Van Gogh and Salespeople are very much alike - tortured, creative, swirling, colorful dervishes and unappreciated geniuses but -

Vincent Van Gogh Sold Only ONE Painting During His Entire Life.

So when a Salesperson tells me sales is more art than science I think of Vincent Van Gogh and politely reply... - "Yes It Is"

But before you feel unappreciated, get depressed, cut your ear off, enter an insane asylum and commit suicide before your prime

Sell Another Painting.

Because it's the Science of ROI that runs a business.

That's what I learned from Van Gogh.

Grim Reaper

No Excuses.




What I learned from The Grim Reaper:

He comes for all of us whether we like it or not.

We can figure somewhere between age 79 and 89 - give or take.
If We're Lucky - Often he stops by when we're not ready.
Morbid? Perhaps. But the fact of the matter is:
He's going to come for you whether you like it or not.

So What Have You Done - What Do You Want To Do?
Then Do It - There Are Really No Excuses.
Nobody Really Cares About Your "Reasons".

After the Reaper visits us people are going to talk about WHO we were & WHAT we did. The only mention of excuses will be whether we had a reputation for giving them. Nobody Cares About Excuses - Period.

"The only difference between a rut and a grave are the dimensions"

No Excuses.

That's what I learned from the Grim Reaper.

Girl Scouts

Create Demand,
Close the Deal,
Results not Reasons.




What I learned from Girl Scouts:

Girl Scouts Sell Cookies.

Whether it's Cookies at my front door or wrapping paper for Christmas
I have always been a sucker for the Girl Scout Cookie pitch, with an important caveat. I always insist they give a real pitch, face to face.
A donation, without a compelling pitch, is never an option I give them.

Business can learn a lot from the Girl Scout pitch - it's Sales 101.

• Create Demand

• Close the Deal

• Results not Reasons

Whoever sells the most cookies gets the glory.

Measurable Results.

Consultants come up with all kinds of fancy theories on how to sell.

The Girl Scouts have got it all figured out.

Create Demand - Close the Deal - Results not Reasons

That's what I learned from the Girl Scouts.

Hypnos

The Greatest Sales Secret.




What i learned from Hypnos:

The Greatest Sales Secret ever was learned in a dank, steamy jungle many years ago - in a land far, far away. Men were fighting and killing each other and a boy was becoming a man. At night fear overcame the mightiest of men and sleep was fitful at best. Guard duty was a responsibility that was bought and sold. The most trusted and reliable men slept little and earned extra money to protect those that needed precious rest. Men need sleep and men need people they can trust.

The greatest sales secret I ever learned is - Become someone that people trust will help them sleep. The Rest of the Sales Tips and Techniques are simply details. The Rest of Business is Simply Details.

In Business there are two things that are sold - Period.

Commodities and Confidence.

You get to choose which you sell.

The Greatest Sales Secret Ever.

That's what I learned from Hypnos.

Vendor Guy

What's 'is Name?




What I learned from Vendor Guy:

The Promotional Products business takes in over 21 Billion Dollars.

Over 50,000 Distributors and Thousands of Suppliers share in it.
Twenty One billion dollars going out to a myriad of personalities,
job descriptions and people and everyone of them is Vendor Guy.

Every Executive, Creative Artist, Sales Professional, Broker, Distributor, Manufacturer or Supplier is a Vendor Guy. Some try to gussy up the description of what they do but essentially every one is selling the same thing. Brands, Promotions, Products, and Exposure.

BUT HERE'S THE RUB - Every One Says Exactly The Same Thing !

• I am going to get you the best price.

• I am going to give you the best service.

• I am going to give you the most creative, imaginative and individually customized promotion for your brand because I care the most about what you want and need. I care the most.
  

YES - EVERYONE SAYS EXACTLY THE SAME THING.

"Just get a price" from Vendor Guy becomes a default during times of belt tightening and then everyone takes that price to those they have established some semblance of a business relationship with to "price check". It's the reality of the internet age, information is easy to get.

Everyone does it and everyone hates it - So what's the answer?
How do you Differentiate - How do you make sure it's YOUR NAME?

Become the person that people consistently come back to after they have done all their checking. Become the person that others know and recommend. That's when you find out what kind of business and what kind of relationships you really have. Everyone is Vendor Guy.

It's what happens next that matters. It's what's next that changes "What's 'is name" to YOUR NAME. Be the one they come to Last.

Be The One they Come Back To.

That's what I learned from Vendor Guy.

Warren Buffett

Get Skin in The Game.





What I learned from Warren Buffett:

Make sure that you Get Skin in The Game.

There's lots of big talkers in business. Lot's of promises. Lot's of People, Companies and Marketing Experts touting their unique capabilities, talents and value propositions. How many of them are willing to put skin in the game? How many will put up or shut up?

Warren Buffett is a veritable encyclopedia of business best practices and his takeaways are plentiful for anyone wanting to learn solid fundamentals. But there is one that trumps them all if you want to find out early whether someone is full of it. Require they put Skin in the Game. Use it as an early Qualifier, filter or just plain old bs indicator. Whether you are selling, buying, hiring or acquiring this one thing separates the talkers from the rest. What are they willing to put up? Can you get them to put the first dollar put in? Ideas, concepts, plans and efforts are a dime a dozen. Reward without Risk is a pipe dream.

Get Skin in the Game.

That's what I learned from Warren Buffett.

Warren Buffett - Wikipedia biography

Mr Grizzly

Don't Run




What I learned from Mr Grizzly:

Everyone should visit Alaska before they die. But If you're in Alaska and come upon a Grizzly Bear there are a few Do's and Don'ts.

Don’t Run - Because bears can run faster than humans and if you flee it is a natural signal for the bear to attack. Back up slowly and talk to it. If it charges, there’s a good chance that it will be bluffing. If it’s going to attack, drop to the ground in the fetal position, put your hands behind your head and hope for the best. The chances are, despite their size, the bear is more frightened of you attacking its child or food supply than it is sourcing you out for its next meal.

I love the Alaskan wilderness in all it's pristine glory. It inspires and rejuvenates the soul. 98% of all of the Grizzly Bears in America live in Alaska. Grizzly bears are powerful, top-of-the-food-chain predators and these awe-inspiring giants tend to be solitary animals - they demand respect. Getting up close is an awesome and humbling experience.

In business, and especially in sales, we often resort to sports cliches, war stories or predatory wildlife examples to motivate, illustrate or dramatize presentations and the tactic is often overused however I think a lot can be learned from Mr. Grizzly. He is the kind of person you would rather not have to face, the competitor you would prefer was working for you. But he is also the one you should not run from. He can run faster than you and running provides a clear signal for him to attack. Drop to the ground in the fetal position and hope for the best.

Unless you are also a Grizzly.

In Business we can learn a lot from Mr Grizzly. There are some people that demand respect and there are some that should drop to the ground. There are some people that are protecting their loved ones and food supply and there are some that are being sourced for the next meal. Whatever campsite you are in and whichever you are - take the advice of those that know what to do when faced with a Grizzly:

Don't Run

That's what I learned from Mr Grizzly.

Jack Trout

We Don't Know Jack.




What I Learned from Jack Trout:

In one of the best selling business books ever published:
“Positioning - The Battle for your Mind” Jack Trout offered 5 basic principals of the mind to explain the challenges that marketers face in getting their message through. Jack and his coauthor Al Ries state:

• Minds are Limited

• Minds Hate Confusion

• Minds are Insecure

• Minds Don’t Change

• Minds Lose Focus

As the famous author Mark Twain said “It ain't what you don't know that gets you in trouble, It's what you know for sure that just ain't so.”

Extensive and ongoing research corroborates that human beings tend
to assume they know much more than they actually do. And we tend
to overestimate our ability to guess, or predict, what we don't know.

We have a tendency to seek out facts that support the beliefs we already have, ignore evidence that points the other way, and cling to our opinions, even wrong ones, like drowning men to life preservers. Simon & Garfunkle sang about it, " A man hears what he wants to hear and disregards the rest " and Albert Einstein probably said it best with "We can't solve problems by using the same kind of thinking we used when we created them." But we sure try, don’t we? We surround ourselves with comfortable like thinkers, and seek out and associate with those who affirm our preconceptions. Then we tidy it all up with our rationalizations in familiar little boxes that make sense to us.

None of us like the discomfort of cognitive dissonance - whatever the cause – but perhaps that is where real growth and learning begins.

We Don’t Know Jack.

That’s what I learned from Jack Trout.

Learn more about:

Jack Trout
Positioning

Henry Noll

Work Harder.




What i learned from Henry Noll:

Work Harder.

I wonder what Henry Noll would have thought of todays workers?
The phrase "Work Smarter not Harder" might amuse him as much as it does me. Those who espouse it cast aspersions on the intellect of this noble soul. I humbly rush to Henry's defense. The phrase
"Work Smarter NOT Harder" is built upon a number of premises:

• Working Harder is onerous.

• Working Smarter implies intellectual superiority over those that choose to work harder whatever their reasons may be.

• Working Harder AND Smarter are mutually exclusive.

Why Not Work Harder AND Smarter?

Henry Noll is often lauded as the hardest worker in history. Although Alexei Stakhavov of the Soviet mines has also laid claim to the title while digging 102 tons of coal out of the Ukrainian rock regularly during his six hour shifts. Alexei was held up, by Josef Stalin, as the purest example of the communist work ethic. But our very own Henry Noll, a steel worker who every day lifted and loaded tons of pig iron onto railroad cars is the most documented and studied of workers primarily due to "The Principles of Scientific Management" an academic tome, published in 1911, which documented his accomplishments. Normal laborers at the time were loading 12 tons a day onto the railroad carts and earning 50 cents for their trouble. It was backbreaking work performed during the bitter cold Pennsylvania Winters. During a local railroad construction project management noticed an additional 80,000 tons needed to be moved from the yard and so they offered anyone who could move 45 tons during their shift $1.85 per day compared to the standard 50 cents. Many tried - but they all shunned the offer after a grueling and backbreaking day of failing to meet the mark. Henry Noll did it every day, without exception, amazing everyone, and much to the chagrin of his coworkers, reinforcing what could be done when an indomitable will, and a determined mind meets a strong backbone.

And in his spare time Henry, took his earnings, went out and single handedly built a home for his family across the river at Martins Lane.

A Smart Guy that Henry.
A Tough Guy that Henry.

Henry Noll loaded 45 tons of iron a day while others loaded 12.
Henry earned 1.85 while the others earned 50 cents.

Henry did what others Can't or Won't.

Work Harder.

That's what I learned from Henry Noll.

(My thanks to Richard Donkin, formerly of the Financial Times, whose blog and article on the hardest worker in history inspired this piece.)

Robin Sage

Reject Your Limits





What I learned from Robin Sage.

There is a place in your mind that you can go to test yourself. A place where you can confront your limits. A place where sleep is not an option and finding solutions is the only path considered. It's a road less traveled. This is the place where you seek out the challenges that others reject and align yourself with those who share the passion.
It's a place where hearts and minds go. Let's call it Robin Sage.

You know how you like smart people but hate those that think they're smart? You know how you respect tough guys but hate those that think they're tough? You know how you admire accomplishments but hate the affectations of the accomplished?

There is a place where the Act is separated from the Actor.
Where Limits are Faced and Rejected.
Let's call this place Robin Sage.

We all have limits in our Hearts and Minds
Some Choose to Reject them.

Each of us has a place in our Hearts and Minds where we can go.
A place where we can reject limits - Let's call it Robin Sage.

Reject Your Limits.

That's what I Learned from Robin Sage.

Learn more about Robin Sage:

News Article on Robin Sage

The Best

Measure & Focus.





What I Learned from The Best.

Over half a century of observing, reading about and working with some of the very best humanity has to offer has humbled, frustrated and inspired me. Humbled because of how little I have done compared to them. Frustrated because of the limited time line each of us is given. And Inspired each and every day as I encounter another opportunity to do something with what they taught me. So what did I learn?

What Do The Best Do?

• The Best Move from Good to Better to Best.

• The Best "Measure What they Manage"

• The Best Focus on "Results not Reasons".

Good

Measure themselves against a metric, a standard. Any standard.

Better

Measure themselves against a competitive other, whether it be a person, group or standard.They strive to beat the best.

Best

Measure themselves against their own potential, becoming the best that they can be. They strive for Continuous Improvement (Kaizen)
A Constant and Continuous struggle to Better Themselves.

These are not attempts to improve. The Best don't Try - They Do.
The Best Measure what they Do and Improve upon the standard.

From Colonel Hackworth to Lee Iacocca. From John Doe to John Wooden. From Silent Service with Quiet Professionals to Quarterly Quotas in the Boardrooms of Business. I never tire of learning from those that strive and move from Good to Better and Better to Best.

The Best Measure What they Manage.
The Best Focus on Results not Reasons.

Measure and Focus.

That's what I Learned from the Best

Learn what else the Best Do:

Fortune Article

David Eagleman

Perceptions are Key.





What I learned from David Eagleman.

I have been fortunate to know a few very smart people over the years and although the conversations are always extremely one sided (me asking and them patiently answering clearly inane questions) I relish the opportunity to learn from those blessed with, or driven to acquire, knowledge and insight that I lack. David Eagleman is one such intellect. We are all primates but David has evolved a little more than the rest of us and his works provoke and inspire a thirst to learn more about our thoughts and what makes this thing we call life such a joyous journey. He explores perception, it's role in behavior and the myriad of things that make each of us do what we do. It's fascinating.

Human beings learn to repeat behaviors that lead to maximize rewards primarily because of the effects of dopamine. That's a simple statement but one that is enormous in its scope and relationship to why we do what we do and especially why we repeat behavior over a long period of time. Why do our best intentions often not translate into lifelong habit changes? Why do we do what we habitually do? Why is our perception so ingrained and how can we change it? Davids work taught me a little more about this than most and I am truly grateful.

Perceptions are Key to Life itself.

A pretty simple statement with a whole lot of science behind it. Perceptions dictate our lives but what dictates perceptions? That is the question that David Eagleman has helped me put into a nice tidy little box that this primate can comprehend. Davids work helps me formulate answers to that question that make sense. Answers that make me more productive, focused and understanding of why I do what I do and, hopefully, helps me understand a little why others do what they do.

Perceptions are Key to Life itself.

That's what I learned from David Eagleman.

Learn more about David Eagleman.

Brain Time - From the Edge.

Wikepedia bio of David Eagleman

Walter Cronkite

That's the Way It Was.





What I learned from Walter Cronkite.

The most trusted man in America died at the age of 92.
Married for 65 years he was with his wife until her death.
With Mister Cronkite that was just the way it was.

Walter announced the assassination of President Kennedy, live on national TV, with power, grace and all the characteristics of a consummate professional. You could see the intestinal fortitude working within him as he bit his lip, removed his glasses to wipe away a tear, sucked it up and carried on doing his job while all the world paused - paralyzed into stunned silence. Galvanized by Grief.

He did his job without bias. Without the need to color the news with ego, opinion or agenda. Walter Cronkite was a professionals professional. Walter reported the news just the way it was.

The Most Trusted Man in America.

All of us could learn a lesson or two from Walter.

That's the Way it Was.

That's what I learned from Walter Cronkite.

Learn more about Walter Cronkite

Wikipedia entry on Walter Cronkite

Twitter

I'm Listening




What I learned from Twitter:

There's a lot of people out there that want to communicate.

With content that stimulates.
With other people that "Get it."
Some call it sharing, some call it chit chat.
Some sell and some canvas.
Some is banal and some is brilliant.

The net's thrown wide and the water is deep.
And there are all kinds of fish in the sea.
But what it all boils down to is pretty simple.
It's not about sharing or selling, Inspiration or Insight.
It's not brand new - it's as old as time itself.

Each person is saying, in their own unique way,
I need to communicate with someone who understands.
Someone who "Gets it"
Someone who Listens to my content.

It's not so much the nature of the content shared,
As much as the cerebral connections the content aligns.

It's all about Listening.

That's what I learned from Twitter.

The Great Santini

Don't be me.





What I learned from the Great Santini:

From Wikipedia - "The Great Santini is a 1979 film which tells the story of a highly successful Marine officer whose success as a military aviator contrasts with his shortcomings as a husband and father. The film also explores the high price of heroism and self sacrifice on the man's soul and interpersonal relationships."

There is an enormous amount to be said for what we learn in the military and even more from war. Discipline - Altruism - Sacrifice - Responsibility - Loyalty - Honor and a profound sense of Duty. I shall always be in the debt of those I served with and learned from. Many of those men were fire breathing replicas of The Great Santini.

As a father & business person those traits are invaluable. But how do we add to them? How do we ensure that they alone do not define us?

By recognizing that each of our strengths are also our weaknesses. Our Armor is also our Achilles heel. This conundrum presents a welcome challenge - one that I embrace gratefully - to combine both sides of the Tao. Both sides of the Brain. To win the hearts and minds of those we care about we all need to recognize that what some perceive as our strengths others see as a weakness. One mans discipline is another mans rigidity. One mans creativity is another mans lack of focus. One mans empathy and understanding is another mans softness. One mans proven best practice is another mans unwillingness to try new things - and so the list goes on.

I respect the Great Santini - I know the Great Santini - parts of me will always be the Great Santini. He serves as a remarkable visual aid and shows me what each of us - especially those who served in the military can become - if we aren't careful. Thank you Sir - may I have another?

Don't Be Me.

That's what I learned from the Great Santini.

Jay Chalmers

Let's Take
A Walk.


What I learned from Jay Chalmers:

Jay Chalmers chairs a Vistage Group made up of Business Owners, Entrepreneurs, CEO's, Presidents and Leaders of companies in San Diego, California. He gets to talk to lads and lassies that have achieved something noteworthy - They've built companies, helped pay mortgages and put food on the table of thousands of employees.

His job is to connect these people with timely, stimulating and productive business concepts and offer himself as counsel. Challenging counsel for people that have every reason to be pretty full of themselves. You think tempremental teenagers, slick salespeople and sedentary secretaries are difficult? Wake up people - that's kindergarten compared to this crowd.

Up until they meet Jay these people have done pretty well without having him on the bus. As the wise man said " I love learning- I just don't like to be taught". We all want to learn - kind of...

Jay Chalmers frequently brings up a little habit I have:

Whenever I need to have a focused "gut level" talk with an associate or employee my modus operandi is "Let's take a Walk". We walk outside around the building or down the street, have a chat and, hopefully, clarity and understanding occurs.

Jay Chalmers does his own "Lets take a Walk" very effectively and he doesn't even need to leave his seat. Some people respond, some don't, but they certainly get clarity. He questions, connects concepts and stimulates action items. Jay gets to the heart of the matter insightfully and honestly - there is no agenda other than "let's explore possible solutions together". Jay is a solution seeking kind of guy.

What's the purpose of the "Let's take a Walk" that Jay ribs me about? Honest, Open, Straightforward and often Brutal Communication. It's a "What are you trying to accomplish?" combined with a "I'm a resource - here's some tools - now it's up to you to take action" kind of talk. Always followed with the unspoken reminder and subtle challenge of - I will be interested to see what actions you take.

Jay Chalmers is the kind of guy I respect - You know why? Because "Let's take a Walk" gets harder the more accomplished and successful a person is. There's more stuff going on in the background - more variables - more options - more personal best practices and less qualified people to give counsel to these people. If the insight is not high value and focused it can quickly become the equivalent of giving change to the guy with the "Will Work for Food" sign around his neck. A charitable donation, or good deed for the day given to someone who drinks it and says thank you but that's about it.

"Let's take a Walk" doesn't work very well if there is not a connection and you're not respected - It's merely a voice mail never returned.

So why do I respect Jay? Because as you get further along in this thing we call life you notice that the majority of people tune in to the old "a man hears what he wants to hear and disregards the rest" message. The sycophants, lemmings and agenda driven cater their responses to what you want to hear. It's rare that you find altruistic objectivity - it's rare that you hear unvarnished versions of the truth accompanied with credible counsel.

The trick is to find a few good men (and women) that give you that very brutal honesty and take a walk with them on a regular basis. Easier said than done - there are so very few that, respectfully, measure up to the standard. When we're brutally honest with ourselves there's not a lot of people we truly like and even less that we respect.

Lot's of people leave voice mails - very few are worth returning.
Take a walk with Jay Chalmers - his voice mail is worth returning.

Let's Take a Walk

That's what I learned from Jay Chalmers

Reach Jay through Vistage International

Tough Guys

Are you a
Tough Guy?



What I learned about Tough Guys:

Are you a Tough Guy?

I have known a lot of tough guys over the years. Guys that think they are tough, guys that actually are tough and everything in between. From soldiers to salesmen. From sycophants to sissies. From wise guys to whiners. From personalities to politicians and boys to men. Each made their case and staked their claim. What is a tough guy? What is it that makes a guy tough? War - Work - Wisdom - Wealth?

Is it instilling Fear? - The guy that would put your head in a vice?









Is it the Warrior? - The guy that fights and survives the horrors of war?









Is it Success - The guy that sells better and piles up the money?









Or is it the Worker - The guy that grinds it out day in and day out.







What is the tough guy all about - Fear, Strength, Success, Work?

I have known them all, worked with them all and to some degree been them all - You know what a tough guy really is? A little bit of all of them and yet none of them. The real tough guy lives by a simple code. He determines that code himself, follows it and makes no excuses. The real tough guy protects and provides for those he loves - PERIOD.

The REAL Tough Guy is a Responsible, Respected FATHER.


All the rest is merely practice.





Be a good father.

Be a REAL tough guy.

That's what I learned from tough guys.

Chad Nelley

Are you Awake?



What I learned from Chad Nelley:

hypervigilance /(hi″per-vij´ĭ-lans) abnormally increased arousal, responsiveness to stimuli, and scanning of the environment for threats.

It was 3am in Las Vegas. We were sharing a room at a trade show and the night was pitch black and silent - Chad was asleep. Across the room I noticed his eyes flicker open in the darkness with a slight stir.

"Hey Chad - How are you doing ? " I spoke and he took a moment to respond, you could tell he was startled "Uh .. Ok i guess". - You could say, and sometime later he admitted, that it freaked him out a bit.

Chad and I worked together and often at work I would lock him in the building at night to continue working and open up in the morning to wake him from the couch in his office - " I get my best work done while the masses sleep" he would say. Now that was something I liked and respected - working while others rest is an old school principle that very few embrace - This young whippersnapper was a bit of old school.

Chad Nelley is a pretty conscientious guy - he takes personal accountability for things that don't work out and does what it takes to fix them - whatever it takes, however long it takes. Chad's not your nine to five kind of guy. I frequently noticed the time stamps on his emails - 1am - 11:50pm, 2am, 4am the kind of times most people are tucked away and flying the friendly skies with Peter Pan and Tinker Bell.

There are some traits, some things, that people do just because that's the way they are. But a few people develop habits, traits and behaviors, that differentiate them from the rest, with a singular discipline of consistently Doing what others Won't - When others won't. It's those people that interest me. The ones that consciously do what others can't or won't and then discipline themselves to make it a habit.

Chad Nelley is one of those who does what others can't or won't. I don't think a creepy, out of the darkness "Are you awake?" would freak him out today - it's no longer a question - it's now more of a work ethic understanding from one man to another - a kind of secret handshake.

Some people choose to ridicule the extreme. Some people choose to rationalize their own safe and balanced middle road and some loudly proclaim that those who work and walk the road less traveled, while others sleep are absurd, intellectually challenged, idiots. Who cares.

From those of us that choose that rocky, winding, uphill, path strewn with obstacles and ogres - I extend the secret handshake and say - "Welcome to the club".

Welcome to the club Chad.

"There will be sleeping enough in the grave" - Benjamin Franklin.

Are you Awake?

That's what I learned from Chad Nelley.

Chad Nelley - Linked In Profile

Jack Nicholson

You Can't
Handle the
Truth.




What I learned from Jack Nicholson:

You Can't Handle the Truth.
We all think we are unique - We Are...
But then so is everyone else.
Are you different? - I don't think so.

In Japan they say "ki chigai" and most people think it means "crazy".
Those people are wrong - Ki chigai literally means "A Different Mind".



Do you have a Different Mind?



Do you make an indelible impression - for better or worse?
Are you so extreme in your passions that you seem possessed?
Will I remember you for extremes - in words, actions and character?

Are you a maniac? - You Should Be. What are you holding out for? You get to be here only once. Stop with your excuses - your reasons - your weaknesses - your crap that even you don't believe - Be Honest.

"You are right Mister Bond. That is just what I am, a maniac. All the greatest men are maniacs, they are possessed by a mania which drives them forwards to their goal. The greatest scientists, the philosophers, the religious leaders - all maniacs." Dr No.

Jack Nicholson is a maniac - He is Ki chigai " a different mind".


Jack is someone you certainly remember.
He sure beats the plain vanilla crap that most people we meet spew up. Jack's memorable.




Jack gives that little bit more that we ALL remember - He's a maniac.
The truth that you can't handle is " We need more maniacs like Jack." We remember the maniacs - We're not going to remember you!



You Can't Handle the Truth.




And so we rationalize why we live our lives in the plain vanilla crap.

And then we Die.

You Can't Handle the Truth.

That's what I learned from Jack Nicholson.

Guy Kawasaki

We all need
A Whuppin



What I learned from Guy Kawasaki:

There are four guys, the same age as me, that really make me sick.

Bill Gates, Steve Jobs, Tim Berners Lee and Guy Kawasaki.

Why?

Well I've sold a few things here and there, maybe influenced a couple of people along the way and perhaps I postponed a trip to hell by trying, as best I could, to be a good father - but these four guys:

• Built the most Successful company in the world,
  
• Created the Coolest company in the world,
  
• Can credibly claim to have Invented the Internet,
• Changed the World
  

Give me a break - As thought leaders and action takers they took me out back to the woodshed and gave me one hell of an ass whuppin.

I went to see Guy recently - figuring we all need a whuppin, of one kind or another, every now and then -and he surely didn't disappoint.

Guy Kawasaki was one of the Apple employees originally responsible for marketing the Macintosh in 1984 and is noted for bringing the concept of evangelism to the high-tech business world. The Kawasaki blog "How to Change the World" is 88th most popular globally.

It's not what the guy says so much - It's what he triggers inside us. Neurons fire at breathtaking pace, synapses spark into life and make connections and mental pygmies tap dance across the dormant areas of our frontal cortex. The lobotomy and mindset of doing the same things and expecting different results is challenged.

His talk focused on Social Media - Linked In, Twitter and how companies can leverage the medium. But the feeling I got from the questions asked was people were trying to cram old methodology into a new medium. The crowd was following a thought leader.

Guy Kawasaki is a maverick - always has been - and he has learned to play crowds like a master - I couldn't help but wonder if any others in attendance were experiencing the cognitive dissonance I was?

I respect his innovative, mental vigor enormously and was saddened as discussions gravitated around "Ive got to use Linked in" or " We need to be sending out tweats on Twitter". What did I come away with?

There is a new paradigm in play. There is a new product in play.

The product, folks, is... PEOPLE.

For years I have been noticing this shift as it develops momentum. Like some snowball gathering speed and mass as it careens down the mountainside - heading straight for each of us.

The Past, Present and Future paradigms, as I see them are:

PAST

Target
Here's my Product
Here's how it benefits you
Here's how you use it
Here's my price ($)


PRESENT


Target
Ask Questions / Discover Pain Points
Align Yourself & Your Products as the Solution
Here's my product
Here's my price ($)



PRESENT / FUTURE

Target
Identify Commonalities
Links & Connections
Philosophies & Interests
Wants & Needs
Goals & Affiliations
"You're on the team"
Here's how you stay on the team (Continued 2 Way Interaction)
Here's my price ($)



We all need a Whuppin...

That's what I learned from Guy Kawasaki

Learn more about Guy Kawasaki:

Guys Blog
Guy Kawasaki Wikipedia
Guy Kawasaki Website

Isaac Newton

Standing
on the
Shoulders
of Giants.



What I learned from Sir Isaac Newton:

There is no such thing as a self made man.

There are delusional men who believe they are self made.

If you were to take a poll and ask who were the smartest three people of all time? Isaac Newton would be on every list. There is no argument. And what did Sir Isaac Newton say regarding his insights and wisdom?

"If I have seen a little further it is by standing on the shoulders of Giants." Sir Isaac Newton - February 5, 1676














Each of us is a product of our influences whether we recognize it or not. People who influence us and how circumstance has influenced us.

As we fervently add to our lives experiences and associations these influences either reaffirm our beliefs and certainties or causes us to question them. If there is one thing I know for certain it is that there are, and will always be, giants that each us should and can learn from - There are no self made men.

Now more than any other time in history there is an opportunity to learn immediately from others and see a little further. Networks of individuals are available, instant information retrieval and a veritable plethora of data stands ready for the intellectually thirsty, waiting to be mined. The only requirement is a fervent desire to learn and stand upon the shoulders of giants. The only requirement or entry fee as it were - is a humble acceptance of the premise that there are no self made men. The foundation for each of us to grow and learn is based upon:

When you think you know - you don't.

When you think you're good - you're not.

Learn from others and you will see further.

That's what I learned from the smartest man ever - Sir Isaac Newton.

Quiet Professionals

Do what
Others
Can't or
Won't


What I learned from Quiet Professionals:

They work quietly beside you today and in conflicts far away.

Within each burns a fire that drives them to do what others can't or won't. Their work goes on unseen, unspoken and unrecognized. Because of them our children will live and sleep better and yet they will never know who ... Others will receive the credit, benefits and accolades for the accomplishments of the Quiet Professionals.

Because that's the way they want it. Because that's the way they roll.

When our flag unfurls and her values are threatened they defend her with a focused fire forged from somewhere deep within. A fire that burns into their very souls. The sights and sounds of liberty bring tears to their eyes every time. Hard exteriors protect an idealists heart.

They share a code - a mental mindset that carries obligation, responsibility, duty and loyalty beyond the furthest reaches of comprehension and they believe in it to their very core.

"If I'm not on time - it means I'm not coming"

"No-one gets left behind"

"You are only as strong as your weakest link"

"Mission first"

"The most powerful weapon you possess is your mind"

"Your mindset will defeat anything and anyone - including yourself"

During times of conflict and challenge we ask them to sacrifice and secure the comforts and freedoms that we cherish so much. We ask them to do what needs to be done. We ask them to be accountable. They embrace responsibility without reservation. Warriors one and all.

Each Memorial day we take a moment and recognize them along with all those that serve. We salute and honor their sacrifice - We should salute and honor them every day of our lives.

They do what others can't or won't.

And they deserve more.

They deserve each of us to follow their example.

To Believe in something bigger than ourselves and

Do what others can't or won't.

That's what I learned from Quiet Professionals.

John Wooden

Win
with
Character.



What I learned from John Wooden:

Win with Character.
The guy is about to celebrate his 99th birthday-his legacy is assured.
John Wooden won in this thing called life - and he did it with character.

I met John Wooden once - he signed his book for me - it meant a lot.

As a man you don't get to be better than this guy and yet you would never know by talking to him. A class act, humble, grounded and focused on service. Altruistic to the core and he won.

Competitive men know how important that is to our existence - it's integral to what we are. Competition and winning and doing what it takes to feel that adrenaline surge is often rationalized by the lesser who take shortcuts. In these days of performance enhancement and price cutting - commoditization often wins over character.

John doesn't cut corners - he has character.
And John Wooden WON - He won, time after time.

He won trophies and the respect of temperamental athletes that took time to "get it". He stayed solidly aligned to what he believed and suffered the slings and arrows of those who advocated easier paths and short cuts. John Wooden understood that winning was the goal and there is a right way to do it. A way that people will remember long after the trophies tarnish and the winning dollars are spent.

Winning is important - Winning with character is more important.

Nowadays we are besieged by the transaction mentality. Everything is a commodity to those that focus on the transaction and winning also becomes somewhat of a transaction.

But the man who racked up more wins than any other recognized that it is so much more. John knows that how we win is critical to who we are - but you know what I love about him more than anything else? John didn't use how we do it as an excuse not to win. You see thats what the weak ones do - they excuse not winning as if you can do half the job and still die in peace.

Wrong - So you have strong character but you use it as an excuse not to perform to the best of your abilities? As an excuse not to win?

Well my dear that is hardly strong character is it? John Wooden is much stronger than even his admirers give him credit - myself included.

He recognized and drummed into his charges eternal truths and lifelong lessons that linger.

"Talent is God given. Be humble. Fame is man-given. Be grateful. Conceit is self-given. Be careful." - John Wooden

Win with Character.

That's what I learned from John Wooden

Learn more about John Wooden:

Warriors don't whine

John Wooden - Wikipedia

John Wooden site

Willy Loman

This
Sales
Life




What I learned from Willy Loman:

Willy is ashamed: He's not selling things like he used to. He hears people laughing behind his back. He's disgraced that he can't pay an insurance bill because his wife had to repair their refrigerator.

He tries to hide his anxieties — and his hurts — with jokes and bluster, but his wife, Linda, has noticed that he's had a lot of driving accidents. One day, she goes into the basement, and finds a little rubber hose leading from a gas pipe.

"Willy Loman never made a lot of money," Linda tells her sons amid all this. "His name was never in the papers. He's not the finest character that ever lived. But he's a human being, and a terrible thing is happening to him. So attention must be paid!"

Willy Loman - Death of a Salesman

I never really intended to make Sales a career - just kind of fell into it and then before I knew it salespeople were paying attention to me and they said "Hey why don't you manage them?" and then I really had to learn what I was doing. Salespeople can spot bullshit a mile away so either you had better be solid to an extreme or have better bullshit than all of them. I figured there are too many of them to try to be better at it so the averages would work better if I went the solid route. I never looked back after that...

Willy didn't make that choice and things kind of caught up with the poor guy. He figured a smile, a story and a good shoeshine will take care of things and it does for a while. You can make a real good living with a strong work ethic, a smile, some great banter and drive - But then things kind of creep up on you and you'd better have something solid when the wolves come calling.

The wolves of age, responsibilities, expectations and circumstance will bite through your polished exterior into your very soul unless you have something solid to fend them off.

I love Willy - See him every day. In airports, at offices, in overheard conversations and snippets of stories told to lighten things up and create rapport with an endless stream of prospects.

Everyone is a prospect for something aren't they - Willy Loman I understand you. I love you for who you are - but you make me sad.

I sold like Willy and then realized I didn't want to be Willy.

So what did I learn from this Sales Life?

Solid Beats Bullshit.

That's what I learned from Willy Loman.

Shun Fujimoto

Focus.




What I learned from Shun Fujimoto:

Focus.

Montreal Olympics 1976

As Shun Fujimoto completed the floor exercise in the mens competition with a final tumbling run he felt a strange sensation in his right knee but continued anyway.

His kneecap was broken. He had shattered it early in the routine.

Shun was focused more on what his team needed than the discomfort he felt. The Japanese team were all intent on upsetting the heavily favored Soviet team and his performance would go a long way to determining the nations fate in the Olympics. It was for every member of the team a matter of honor to distinguish themselves against such a mighty opponent. The nation, indeed the world was watching them.
Shun decided to tell no one of the "twinge" he felt - not even his coach.

On the pommel horse he strode up purposefully, mounted and miraculously performed like a champion. He scored a remarkable 9.5 out of 10 to keep the team in contention. Honor was intact.

But then came the Rings. The final event of the day.

The rings that would require him hurling his body into the air in a twisting triple somersault dismount. His performance was poetic. Soaring from the rings eight feet in the crisp air and into the glaring lights he curled and climbed. Strength and beauty in perpetual motion driving toward the earth he spiked his shattered limb into the floor in perfect symmetry.

His dismount nailed into the ground, standing as tall as a flag post, strong and solid,with only the slightest shadow of movement.

The pain sliced through him like a knife. His eyes glistened with tears yet held the stoic thousand yard stare of a seasoned soldier. His teeth clenched tight and his arms raised high in the time honored salute to the crowd. The man stood tall and erect. The man Focused.

His score was the highest in his career, ever, a 9.7.

As Shun Fujimoto staggered away and collapsed in the arms of his coach the full extent of what he had done set in. His broken kneecap was shattered and the ligaments in his leg destroyed.

The doctor said "How he managed to do somersaults and twists and land without collapsing in screams is beyond my comprehension."

Shun Focused.

His teammates were inspired.

They needed a 9.5 to overtake the Soviets.

They scored a 9.9 and won the Gold.

Shun Fujimoto

Focus

That's what I learned from Shun.

Click here to watch his performance.

47 Ronin

The Way of
the Warrior.




"Out of the Night that covers me
Black as the pit from pole to pole
I thank whatever gods may be
For my unconquerable soul"

What I learned from the 47 Ronin:

Bushido.

Bushido is a Japanese term, literally meaning the Way of the Warrior, a code of life and death for the Samurai. It is an ethical code of conduct that transcends time, circumstance and the self.

It is the Way of the Warrior.

Born and raised with Bushido code, a true warrior is always alert, on guard and ready to do battle. A Bushido warrior is prepared to give his life at a moments notice. He will enter the fiercest fighting, eager for glory regardless of circumstance and danger. He sees battles, adversity and challenges as opportunities to live and die by the code.

To understand the essence of Bushido - Click here

We teach our children the practical and pragmatic skills to survive and thrive in a material world.
We educate them in the hallowed halls of academia with teachers, tomes and technology.
We advocate or refute the merits of varied religious faiths.
We influence them with guidance or abdicate and allow other influences to guide them.
We try to do what we feel is best to prepare them to succeed.

But how many of us tell the tales of illogical romantic ideals that inspire us to be more than ourselves? How many weave tapestries that teach our children to respect and revere the code of warriors who serve without question and put themselves in harms way for us?

Some view the warrior code, with its focus on duty, honor and loyalty as an anachronism. They deride the words and phrases as propaganda that appeals only to the immature and unenlightened.

I say to them - God save me from mature enlightenment if that is true.

As an old soldier, and even older father, Bushido is a code that I have tried to pass on to my daughter. Aikido training reinforced the importance of honor, loyalty and the seven virtues.
Bushido and the code became a Rosetta stone in her development and education. Aikido continues the evolution of the ancient code which holds as a central tenant the concept of "ending the fight".

Aikido harmonized her spirit and true warrior stories influenced and entertained her. Stories of sacrifice, honor and loyalty. Stories of duty and selflessness. Stories of serving to become more than yourself and better than yourself. Stories that romanticized and reinforced the importance of living by a code. It was no surprise to me when she announced that her favorite Disney movie was "Mulan".





"True victory
is victory
over yourself"








The stories of the 47 Ronin of Ako, the 300 Spartans at Thermopylae and the 600 men of the Charge of the Light Brigade at Balaclava portray vivid examples of the Bushido code at its most honorable. Sadly the code today is no longer valued as it was and indeed is often ridiculed in favor of self interests. Intellectuals disparage it, materialists chastise it and most decry it as romanticizing violence at its worst and ridiculous lemming like behavior at the very least.

Bushido is an altruistic ideal that the self serving intellect may never comprehend. We all choose a path in life - some choose a code.

The 47 Ronin of Ako.

In the 47 Ronin story, the leader of the 47 Ronin - Oishi Kuranosuke is quoted as saying:


"Some people live all their lives without knowing which path is right. They're buffeted by this wind or that and never really know where they're going. That's largely the fate of the commoners - those who have no choice over their destiny. For those of us born as samurai, life is something else.
We know the path of duty and we follow it without question".


To read the story of the 47 Ronin - Click here.

The 300 Spartans at Thermopylae.

As 300 Spartans stood against seven thousand invaders, their leader Leonadis was heard to say:


"When you go home
Tell them of us and say
For their tomorrow
We gave our today."


To read the story of the 300 Spartans - Click here.

The 600 Light Brigade of Balaclava.

In his epic poem "The Charge of the Light Brigade" Alfred Lord Tennyson wrote:


"When can their glory fade
Oh the wild charge they made
All the world wondered.
Honor the charge they made
Honor the Light Brigade
Noble six hundred."


To read the complete poem - Click here
To read the story of the Charge of the Light Brigade - Click here.

Those who Serve Today.

Whether they say "Semper Fidelis" or "De Oppresso Liber" those who serve today share the same code.


"I am the unknown soldier
And maybe I died in vain.
But if I were alive
and my country called
I'd do it all over again."


Bushido, at its essence, is a path of service.

That service could as well be to faith, family, teaching, healing or protecting others.
Once the service becomes more important than you -then perhaps it has also become Bushido.

Live by a code bigger than yourself

A code more important than your self interest.

That's what I learned from the 47 Ronin.

To Learn more about Bushido - Click here

To Learn more about the 47 Ronin of Ako - Click here

To Learn more about Aikido - Click here

Blaise Pascal

Are you
Sure?





What I learned from Blaise Pascal.

You may ask are you sure?

or

Why Should I...

Why should I discipline myself to work harder during challenging times even if the results appear not to be bearing immediate fruit? Why should I call on more people, put in longer hours and drive myself to the bone when it doesn’t look like it's working? Why not just coast and wait for things to get better?

Well I kind of look at it like Pascal’s Wager.

Pascal's Wager (or Pascal's Gambit) is a suggestion posed by the French philosopher Blaise Pascal that even though the existence of God cannot be determined through reason, a person should "wager" as though God exists, because by so living he has everything to gain, and nothing to lose.

An atheist visited the great rabbi and philosopher Martin Buber and demanded that Buber prove the existence of God to him. Buber refused, and the atheist got up to leave in anger. As he left, Buber called after him, "But can you be sure there is no God?" That atheist wrote, forty years later, "I am still an atheist. But Buber's question has haunted me every day of my life." The Wager has that haunting power.

So when people ask me –

Can you be sure this hard work stuff will pay off?

I think of Pascal’s Wager and say – I don’t know...

But you have a lot to gain and nothing to lose by believing it will.

When we consistently do the things that we know we should do we have everything to gain and nothing to lose. It sets a character that stands apart – it differentiates and distinguishes you from the crowd.

I have found that believers are more compelling, engaging and productive than cynics and they certainly make better salespeople.

• Work every day as if you were applying for the job.
• Call on more people and do the things that others won’t.
• Sell to them and talk to them as if you were going to have the customer in your home for dinner every night for the rest of your life.
• Think thoughts, take actions and speak to every person as if you don’t mind it all showing up on the front page of the newspaper every day.

Me - I'm sure there is a God.

And -I'm sure working hard and doing the right thing will pay off.

That's what I learned from Blaise Pascal.

GI Joe

Straighten up
Ladies.







What I learned from GI Joe

So the economy is in the toilet.
Work harder and longer.

So you might lose your job or business.
Get another one.

So you may lose your house.
Build another one.

So your credit is wrecked.
Pay Cash.

So you are broke.
Start selling, working harder and saving again.

So you and your family are hungry.
It's not going to kill us - REALLY - it's not going to kill us.

What the hell happened to the men in America ?

They get a sniffle and call in sick.
They can't function without eight hours of sleep.
They need lunch breaks and health care , cable TV and American Idol.
They coddle their children and say it's ok to be less than they can be.
They lose a few bucks and cry like the world is coming to an end.
They snivel and grovel and ask the government to bail them out.

Give me a friggin break.

No one is shooting at you people!

Straighten up - fly right and act like men.

That's what we can do.

It will save your self respect, your livelihood and for gods sake this whole damn country.

No one is shooting at you people.

That's what I learned from GI Joe.

Babe Ruth

Imperfect





What I learned from Babe Ruth

• Babe was imperfect.

• Phelps is imperfect.

• Lance is imperfect.

So what?

Why not look at the stuff they did that was awesome and learn a little?

• Abe was imperfect.

• Winston was imperfect.

• Mother Theresa was imperfect.

SO WHAT!!!

Yep they were sometimes stupid, sometimes self serving and definitely flawed when viewed in the rear view mirror of detached righteousness.

The point, from my view anyway, is they have good stuff to teach us.

Stuff that can make each of us just a little bit better.

I'm pretty sure the stuff that it took to break the four minute mile.

The stuff that it took to stand up to Hitler.

The stuff that it took to point to the bleachers and hit it beyond.

Can teach us all SOMETHING!

I could care less about their human frailties.

I would rather Learn.

That's what I learned from Babe, Michael, Winston et al

Paul Newman

Perfect






What I learned from Paul Newman:

Sally Field upon his passing simply stated

"Paul Newman was the perfect man".

All I know of Paul is what I saw and read and heard, unfortunately he was one of those guys that I had to admire and respect from afar.

But boy did I admire and respect him.

Paul was one of those rare guys that I would just loved to have shared a drink with, been privileged to shake his hand and humbly say right to his face "Paul you're just a damned good man - period."

There is real substance there. Not the preening, ego driven stuff that makes the metro sexual crowd search for a mirror, the real stuff.

The right stuff - The real stuff -that was Paul Newman.

The stuff that creates a business and donates every penny of it's success - tens of millions of dollars to charity.

The stuff that finds a woman and stays with her, through thick and thin, with undoubtedly wanton wannabes throwing themselves at him every day. A man who could have anything and anyone he wants sticking with his principles and the right stuff.

The stuff that says "car racing sure" and then goes out and wins.

The stuff that says "Hollywood, I will work there but I can't be it"

The stuff that says autographs? I'm just a simple guy - a humble man.

The stuff that inspires a grown man when watching Cool Hand Luke "You're gonna have to kill me" resonating as much as his truly masculine tone perfect humor in Butch Cassidy and the Sundance Kid "Can't swim? the fall is gonna kill you".

This guy wasn't an actor - this guy was a man.

He makes every one of us look in the mirror and feel just a little less than perfect if we are honest with ourselves.

Perfect

That's what I learned from Paul Newman.

Ted Williams

Think
406




What I learned from Ted Williams:

Think 406.

We are all creatures of habit; our lives are determined by the "path of least resistance" driven by a mindset and comfortable thoughts that we have become accustomed to following.

We do what we do because it has become the easiest and most familiar habit. Like a cart running in a circle. Over time it wears down the ground into ruts. The longer the cart goes around, the deeper the ruts and the harder it is to change course. As much as we have the best intentions to change unproductive outlooks, thoughts and behavior our actions will inevitably follow habits we have established over many years. We will continue to get what we have already got.

The Red Queen in "Alice through the looking glass: says 'Now, here you see, it takes all the running you can do, to keep in the same place. If you want to get somewhere else, you must run at least twice as fast as that!'.

The pace of our life is often so frenetic that when it comes to things we have control over, we just want to keep things as they are. Changing outcomes consistently is hard. You're taking on your toughest opponent - yourself.

So how do you think differently and get different outcomes?

Try a number that may be familiar to some of you baseball fans - 406.

What is 406?

When Ted Williams came to the last game of the season one year he was batting 400 and his coaches, teammates, and pretty much every one he spoke to told him to sit out the last game in order to maintain the storied 400 batting average for the year rather than risk it falling below the hallowed mark by playing. Ted didn't think that way because he had wired his mind and his habits differently. Consequently he went out and batted to end the year at 406.

If you seek success you need to harness and focus your passion.

The world is filled with nine to five thinkers that do just enough to get through the day. Their habits are on autopilot and their accomplishments follow the crowd. Why join them?
These sad souls are easy to spot and even easier to surpass in accomplishments, they do what everyone else does, think like every one else thinks and every thing is essentially the same for them - what do these people lack?

Passion, discipline and drive.

Some peoples days are made up of accepting a lowered expectation and baseline. Their habits doom them to repeat what they have already done in the past often settling for less than they desire. They stubbornly resist a prime law of physics - All things atrophy over time. It's like trying to stay in one place, stationary, on a bicycle.

You need to fire yourself up daily with documented and shared challenges. You need to be uncomfortable. This isn't something that is going to happen anyway. You are out to achieve breakthroughs. You'll need commitment and follow through. Guess what - if you're not passionate about daily growth, it won't happen. It sure won't happen if you rationalize your shortcomings. Ted Williams could have settled for 400 and comfortable but he was a 406 guy.

Every one of us writes the script to our own lives. Whether you know it or not - people can read your script from a mile away. It's like it is written on a billboard and you light it up with your daily attitudes, actions and accomplishments.

By doing what you have always done - you will get what you have always got. If you want something different learn to think 406.

Think 406.

That's what I learned from Ted Williams.

Rob Bell

What I learned from Rob Bell:

Change is Growth.

When you have worked in sales for thirty years or more you come across pretty much every personality type under the sun. The very best personalities surprise you with a depth that is often hidden far beneath a practiced and polished surface.

Such are the mistakes made by those ivory tower masters of business who look for formulaic attributes in lieu of uncovering character. The temptation is to categorize or profile what you believe will be successful when you look for new guys. Although this is a favorite human resources sideline not even the best of them can profile how the salesperson will respond to change and adversity - Trust me.

What you really need to find out early is how they will respond to change and especially the change that they do not initiate -you need to look for a guy like Rob Bell. Rob is emotional and opinionated to the extreme (most passionate people are) with a polished surface that has been carefully hardened to fend off all but the most trusted souls.

I worked with Rob in software sales and training for a couple of years. The sales process changed, the rulers of the kingdom came and went with their versions of the silver bullet that would solve everything. They changed his territory, his title, his compensation and responsibilities like a pawn being moved around on a chessboard. Every day was a new "green field idea" and Rob rolled with the punches like a true champion always rising from the canvas to fight another day. Not that he didn't state his case about the changes at every opportunity.
The boy is, after all, a true salesman at heart with all the good and bad that title brings with it.

Occasionally he would explode in righteous indignation - cell phone calls at night with missives and exclamations about the unreasonable, illogical, unfairness of it all and then...

The next day he would put it all in perspective "This is a learning experience - it's just another personal growth opportunity".

If you ever want to see a pure example of "It's not what happens - it's your response to what happens" - then you could do no better than to sit and talk to Rob Bell for just a few minutes.

I liked the guy but more importantly I learned from the guy.

Change is Growth.

That's what I learned from Rob Bell.

Sage Nakamura

Gaman




What I learned from Sage Nakamura:

Gaman is one of those words so close to the core of Japanese culture that it’s impossible to translate. Basically it is a virtue. It means, ‘show your spirit by enduring without complaint,’ or ‘do a huge favor for someone, and never tell them how difficult it was for you.’

There was a time I coached children in soccer - it was a very rewarding, joyful and inspiring experience to say the very least.

I had two teams at the time. The primary being an all star Under 16 boys team in Texas, made up of some truly remarkable athletes. One of which was Jeff Agoos who went on to represent the United States national team over a hundred times and in a couple of world cups.

The second team was on the other end of the talent spectrum- A recreational team for under twelve year old boys -this is the one that Sage Nakamura played on. Sage was a coaches dream.

I would force the all star team to go out and watch the recreational team just to show them what spirit and will power and drive can do to inspire others - Sage was a great visual aid.

The talented boys would invariably ridicule the ability of the recreational team as talented individuals are prone to do with those less blessed but the point was valid and made nonetheless.

Sage was always first to practice and last to leave. Enthusiastic, vibrant and hell for leather in every drill he was a fireball of energy that inspired everyone around him - myself perhaps more than anyone. The team voted on their captain and it was no surprise - they picked Sage.




He would constantly poke fun at himself and his heritage, much to the chagrin of his onlooking parents, who both worked locally for Sony, by imitating a kamikaze pilot going in for the kill on every tackle. The other kids loved it as he flung himself, without fear or timidity into the fray.

His English was punctuated with Japanese words that he would play with - the most common being Gaman. He used it to encourage his teammates on as a play on "come on" probably not seeing the irony that his parents and I would share in frequent after game pizza parties. I loved the kid and his spirit.

Sage played for me for two years then one summer he didn't show up for the pre season get together. I called his parents to inquire on my dynamic little sparkplug selfishly hoping his parents had not returned to their homeland. "Hi Akiko - Is Sage coming out this season?"

In her unmistakably quiet and gentle voice Mrs Nakamura replied...

"Sage died of cancer over the summer"

None of us had a clue.

His parents returned to Japan soon after - I wept uncontrollably.

I still think of Sage every time I watch a game.

Gaman is - ‘Show your spirit by enduring without complaint,’ or ‘do a huge favor for someone, and never tell them how difficult it was for you.’

Sage Nakamura was to every one who knew him - Gaman.

None of us had a clue.

Gaman

That's what I learned from Sage Nakamura.

Gary Sutton

You can't help
If they don't see
a problem.


What I learned from Gary Sutton:

You can't help - If they don't see a problem.

Whether it be people or companies the situation is always the same.

Most people call for help when the need is so dire that EVERYONE, everywhere, can plainly see there is a problem. Isn't it strange how we kid ourselves until ...?

The challenge is - IF most people were really honest with themselves it could have been corrected so very much earlier with a lot less effort and pain - the challenge is simply being honest with ourselves.

Gary Sutton is a man who has written a few very well received books in the business community. We agree on a lot of things, which worries me because I think most consultants fall into the ivory tower academias rather than those due respect; not the least being people always seem to ask for help when they are standing on the edge of an abyss that they have denied was there for far too long.

One of his most successful books (sales revenues wise) is:


"The Six Month Fix:

Adventures in rescuing failing companies".

"If you're the CEO of a struggling business, let's hope we never meet. I'm Gary Sutton, a turnaround guy. When I arrive you leave. Results usually get better and fast."-from the Introduction to The Six-Month Fix Lessons on how to save a sick company from a top turnaround CEO. One of the business world's most sought-after "trauma specialists," Gary Sutton has salvaged nearly a dozen failing businesses, including everything from printing, garbage hauling, and burglar alarm companies to aerospace, satellite communications, and software firms.

The contents of his book, which can just as easily apply to a personal turnaround as well as solutions for failing companies, include:

First, Stop the Bleeding
Turnaround Scams and Screw-Ups
Over and Over and Over Again, the Same Mistakes
Make What Sells
Raise a Flag, Any Flag
Specialize Or Die
Scorn Break even
Slash Costs
Jumpstart New Products
Manage More than Lead
Crawl Into the Customer's Skin
Cheap is Such a Pretty Word
Nudge Value Up
Human Resources is Neither
Hustle the Hustlers
Interview Smarter
Cinderellas
Second Opinions
Contracts Are Sales Literature
Downgrade Education
Reverse Discriminate
Raise Pay, Cut Benefits
Walk the Floor
Incentivize, Everyone
Tighten the Ship
Publish A Firing Policy
Beat the Union
Fight Politics
Dance With That Debt Devil
Duck Computer Traps
Kill Meetings
Kick Down the Walls
What's Your Business?
Turnarounds Yes, Startups No and Why
One Bubble Off Plumb
Eliminate Sex
Attack Drugs and Booze
Quit Gambling. Oh, Yes You Are
Send God Back to Church
Slash Consulting
Use Lawyers Less
Romance the Bankers
Use the CPA's As More Than An Accountant
Insurance Stupidity
Challenge the Do-Gooders
Break Laws Carefully
The Turnaround Never Ends
How it Feels
Dressing Up the Stiff
Cash Makes You Stupid
Demand Straight Talk
Create Real Plans
Get Advertising Results
Cut Costs By Raising Quality
Manage from One Piece of Paper
Invest Simply
Negotiate Faster
Flatten that Pyramid
Watch for Trouble Signs
Sell Harder
Raise Ethics, Boost Profits
Ride the Big Wave
Seed Your Culture with the Employee Manual
Elephant Hunting
Boards Suck: Here's How to Cope
Shareholders Only

You want to know why Gary is so successful?

He is a Straight Talking, No Nonsense, ACTION guy - something that most people believe is not nice.

Yet when the people who wanted nice find themselves with an undeniable problem - that everyone else has now noticed - they reluctantly call in Gary Sutton.

You can't help - If they don't see a problem.

That's what I learned from Gary Sutton.

Learn more about Gary Sutton:

The Six Month Fix

Michael Phelps

Dig
Deeper



What I learned from Michael Phelps:

Dig Deeper.

Each of us believes we dig deep at certain times and then we see this.

It puts our efforts in perspective to say the very least.

Have you noticed that with some remarkable individuals the more you push them the deeper they dig within themselves? They look inside themselves for the answers - That is the trait of true champions.

In sports, business and indeed in life itself it seems that the true achievers cannot be pushed more than they push themselves. Every challenge, every adverse condition, every slight or external variable adds fuel to an insatiable inner drive they dig up from deep within.

Bob Bowman, the coach of Michael since he was eleven years old, talks about how he would take his goggles fill them with sand and water and stamp on them right before a race to unsettle the boy. Michael merely sucked it up and drove forward to win and win and win.

To call Michael Phelps competitive is a little bit of an understatement

Bowman recalled. “The thing that really struck me was that he was so competitive in everything he did, whether he was playing a game on the playground or whether he was swimming in a meet.”

But what do you do if you want to get the best out of the very best?

Bowman’s simple training technique for Phelps is — “to push him to exhaustion, then ask for something more”

Most people push back when you push hard - very few dig deeper.

The truly remarkable, the very few that have focused and disciplined their drive to achieve Olympian sized objectives like Michael Phelps

Dig Deeper than Anyone can Push.

Dig Deeper

That's what I learned from Michael Phelps.

Greg Reid

Lose the
Lantern.





What I learned from Greg Reid:

Lose the Lantern.

It was in the early eighties and there were just a few young turks that sold promotional products over the phone with me at the time. Each of them had an ego the size of Everest and every one to a fault had drive, determination and gregarious personality to spare.

I figured a wilderness trip to find a little more about what was under the veneer might be a good idea. So we trekked out to the mountains near Idlewild for a couple of days and nights.

Greg was one of the ten or twelve guys that came along with this old soldier who was determined to see what they were made of.

The guy was loaded to the gills with parka, boots, backpack, snacks and for some reason, known only to him, a kerosene lantern that must have weighed a ton. It was over ninety degrees in August in California.

It was hot.

I smiled but said nothing.

We hiked for miles out into the middle of nowhere and i could see the frustration and anger boiling inside the superstar egos of boys who had mastered the ability to sell anyone but had not mastered themselves. Over hill and into cavern we slogged and they dutifully followed, squealing every step of the way at the unfairness and futility they felt the whole exercise represented. "Dan this is stupid - you don't even know where you're going - What the hell is the point of this?"

Finally Greg collapsed in a heap at the foot of a hill - "I can't go any further - this is bull**&%"

I turned to him and said - Greg you might want to get rid of some of that weight - like the lantern - and oh by the way I'm going up the hill. You are welcome to stay here or come along.

Greg got rid of the lantern and stuff - We went forward together.

Gregory Scott Reid has come a long way since those days. He has pursued his dreams of building, helping and mentoring - Check out his Millionaire Mentor Corporation - I believe it may be because he let go of his lantern, left some of the baggage behind and focused forward.

Lose the Lantern

That's what I learned from Greg Reid.

Learn more about Greg Reid

The Millionaire Mentor

Randy Pausch

Play the Hand
You're Dealt.



What I learned from Randy Pausch:

Play the Hand You're Dealt.

They are thrust forward into our attention by their difference. The difference in the way they look at life and how they respond to circumstance, challenge, adversity and the hand they are dealt.

The true enormity being a realization that human beings can be so very, very strong, inspiring and just plain old good when they really want to be. We read about them, watch them and listen to them and they make a difference because they so strongly manifest what we all can be. Their lives serve as an inspiring clarion call - screaming from the mountain peaks, encouraging and challenging us

"Look at What You Can be - Look at how You Can Inspire Others"

Randy Pausch showed us all what it is to be a man.

His popular book "The Last Lecture" brought him to the forefront and his inspiring presentation at Carnegie Mellon reverberated through cyberspace with a viral video popularity unparalleled.



In an age of attention deficit viewers that can rarely focus for more than a sound byte the full version of his presentation on video, almost an hour and a half long, produced millions upon millions of views.

(Watch the abbreviated version of the video here)

• Last Lecture Video
  

There are some people that echo every thing that is good about the human spirit and Randy certainly fits that measure.

As I watched and listened to him retell how his parents let him paint his room I thought about the time my daughter painted her room bright yellow to match her viewpoint. Randy's message resonated, I am sure, with fathers everywhere that want their children to continually strive to unlock every ounce of the potential they have within themselves.

I look at the picture of his children and can't help but think how they can be so very proud of the lessons they surely must have learned from this remarkable man. A life of meaning and purpose inspiring other lives to pursue meaning and purpose.

I STRONGLY encourage we all heed his clarion call and in some small way continue the remarkable example he sets in our lives.

Play The Hand You're Dealt.

That's what I learned from Randy Pausch.

Learn more about Randy Pausch:

Randy Pausch biography

Transcript - The Last Lecture

Ashley Delseni

A Clear
Glass of Water.






What I learned from Ashley Delseni:

There is a saying that asks you to look at how a person views the world - Do they see the glass half empty or half full? A lot of people use this tool to characterize the mindset of others and in business the attitudes of employees.

I prefer to look into the glass and try to see how clear the water is.

Personalities range across the spectrum, abilities are all over the map and personal drive is certainly difficult to gauge until you can observe the individual being challenged with adversity.

Ashley Delseni is a Clear Glass of Water.








In model employees you look for enthusiasm (bubbles), willingness to learn (can you pour more into the glass or is it already full of itself) and refreshing clarity ( an absence of the "Yeah but" syndrome).

When you need to quench your thirst (get something done) the glass needs to be available, dependable and instantly refreshing. Without an aftertaste or bitterness - it needs to do the job it's been asked to do.

I remember when her husband was deployed with the Marines to Iraq - I carefully observed her demeanor during a very trying time. She was grace under pressure - above the pond the swan was gliding gracefully, below she was paddling furiously to keep her attitude moving forward.

The glass was still refreshing, conscientiously available and bubbling with enthusiasm. She did what professionals do - turned a trying situation into an opportunity to grow and focus.

Ashley Delseni is a clear glass of water.

As employees come and go, people move through our lives and you try to profile those that refreshed you. I shall recall Ashley Delseni as the clear glass of water

Refreshment is A Clear Glass of Water.

That's what I learned from Ashley Delseni.

Learn more about Ashley Delseni:

Ashley's 3 Rules

Albert Einstein

3 Rules.





What I learned from Albert Einstein:

The smartest guys in the world have the remarkable ability to condense what the less intelligent man claims is complicated into easily understood concepts. From E=MC2 to their unique insights on life they make it simple. We may not agree but we certainly get it.

Intelligence is all about Making it Simple.

Albert Einsteins - Three Rules of Work.

• Out of Clutter find Simplicity.

• From Discord find Harmony.

• In the middle of Difficulty lies Opportunity.

I am in no position to argue with undoubtedly one of the greatest minds of our time so it seems like a "no brainer" to explore continuous improvement lessons that can be learned from the 3 rules of others. Why not make a point of asking people what their 3 rules are?

Three Rules.

That's what I learned from Albert Einstein.

Learn more about 3 Rules:

Click here to Share your 3 Rules of Life:

Kenzo Matsuzaki

Humility




What I learned from Kenzo Matsuzaki:

Or more to the point what I haven't learned well enough.

Humility.

I guess coming to America with nothing, learning in her military from the very best and then earning a few dollars closing deals over the years had given me a pretty egotistical outlook. There is a very fine line between confidence and arrogance. Stepping over that line may hone the competitive edge, harden us and feed the ego but it feels hollow and fraudulent after any significant introspection. None of us are as good as we think we are but don't try to tell us that - It's humbling.

Looking back on it Kenzo Matsuzaki was a cerebral life saver.

Kenzo knows a thing or two as an Aikido master and eastern renaissance man. He has virtually seen and done everything in the ninety plus years of his life. His quiet serenity seems immune to challenge or circumstance and like some enormous rock the waves of life, whether crashing or gently caressing against him, produce the same steadfast countenance. It's truly remarkable to observe.

• "When you think you Know - You Don't"

• "When you think you're Good - You're Not"

He banged the point home with a sledgehammer, again and again.
You will never get better - "Kaizen cannot occur - If you think you know or think you are good" - he would always say.

Humility and Kaizen must dance together.

Kaizen - Continuous Improvement was what I wanted - and he knew it.

Humility was essential.



Humility.



Kaizen.


That's what I need to learn from Kenzo Matsuzaki.

Learn more about Kaizen:

Kaizen - wikipedia article

William of Ockham

Ockham's Razor





What I learned from William of Ockham:

I have a friend who works for Google, lets call him Brian just to preserve his privacy. Brian is one very, very smart cookie. He attended Stanford and MIT on full scholarships, was recruited by virtually every tech firm in the Valley and is recognized, by everyone who knows him, as the smartest guy they know. But I don't think he has ever been on a date. He works hard, understands the most complex technology, concepts and terms and is invited to TED every year. But Brian doesn't consciously use Ockham' s razor when he talks. Is it us, or is it him?

Ockham's Razor states that in trying to understand something, getting unnecessary information out of the way is the fastest way to the truth or to the best explanation.

"If it Looks like a Duck, Walks like a Duck and Quacks like a Duck - It's a Duck". Through the ages many leading thinkers have said this:

"Simplicity is the utmost sophistication" Aristotle

So what was William of Ockham saying?

Of two equivalent theories, all other things being equal, the simpler one is to be preferred or "The simplest explanation is usually the best".

So what? - you say.

Well if you have difficulty explaining a value proposition, your concepts and ideas or something is too complicated to explain in simple terms then I put it to you that you're really not very smart and certainly not a genius. A real genius makes it all seem so very simple. Genius communicates. A real genius makes it quack like a duck.

Genius breaks concepts, discoveries, insights and ideas down into real life situations and connects with us. With stories and alignments that everyone can understand. Invention, discovery and cutting edge insights are very smart and they may well be the embryos of genius. But Genius, like Beethoven, Einstein and Newton, has the ability to

Make it Quack like a Duck.

That's what I learned from William of Ockham.

Learn more about Ockham's razor.

William of Ockham biography

Condoleezza & Margaret

Mental Toughness.





What I learned from Condoleezza & Margaret:

Mental Toughness that's what these two women have in bucket loads.

Put aside any politics for a moment.
Focus on the traits these women needed to have to make history.

• Margaret Thatcher was Prime Minister of the United Kingdom and leader of Great Britain from 1979 to 1990. She is the first and only woman to date to hold that post.

• Condoleezza Rice was the 66th United States Secretary of State. The first and only black woman ever to hold that post.
  

Think for a moment about the challenges, prejudices and outright opposition these two women faced and overcame.

Think about the roadblocks and obstacles that must have been placed in their paths by opponents and detractors.

Think about the hostility, both overt and hidden, they must have faced.

They needed mental toughness of a truly remarkable nature to persevere, overcome and achieve.

And there can be no argument that they have achieved to a degree that will be noted in the history books.

There are some people, both men and women, who are just mentally tough. This toughness is something that very few people have the drive, discipline and sheer strength of will to develop.

This is the stuff that earns respect.

Forged by fire and brimstone these women have shown the right stuff. They made their mark in a world where insipid fluff panders to established patterns of comfortable thought. They broke through to differentiate and distinguish themselves.

They are the kind of people you want to have a drink with, bring home to dinner and instruct your kids to listen carefully to when they speak.

Condoleezza Rice and Margaret Thatcher are two such women.


Mental Toughness.


That's what I learned from Margaret and Condoleezza.

Learn more about Margaret Thatcher & Condoleezza Rice:

Margaret Thatcher biography

Condoleezza Rice biography

Stath Karras

Sunday Morning
Differentiation



What I learned from Stath Karras:

Sunday Morning I was out in the yard working and my cell phone rang.

"Dan this is Stath, sorry I missed your call on Friday - I have a few questions about your project let's get together on Monday "

Simple Call - Strong Subtext.

This guy follows through more conscientiously than most (Sunday morning) and he was the President of the Company I was pitching.

Stath Karras, at the time, was President and Chief Executive Officer of Burnham Real Estate. Stath has over 25 years of experience in the real estate industry, the last sixteen with Burnham and Cushman Wakefield. Prior to his current position with Cushman Wakefield Stath oversaw all real estate and asset management for Burnham with responsibility for a portfolio totalling more than twelve million square feet of commercial space (from the Cushman Wakefield website biography page).

I remember the first time I met him on a ride along with the President of my company. We were selling information, data on businesses in the area, who they dealt with for real estate needs, what their growth plans were and various components relating to their satisfaction with current business relationships and the overall health of their company. The President primarily made the pitch (not a very good one I thought) and it was my job to close the deal after he did all the bells and whistles stuff. Essentially it was a he would wow them and I would work them.

I believe in being accessible, thus the cell phone call, but very few business prospects follow up on the "I'm always available to answer your questions" part of my philosophy. Very few earn my respect in this regard (but that's just me).

Seems like there is a lot of traction in the work - life balance movement. (like they are mutually exclusive concepts?)

Stath impressed me though as being different and driven from the questions he asked in the presentation - very ROI focused and a clearly aimed "what is your differentiator from similar offerings?"

Two points that cut through the fluff and bring your true value proposition home in my opinion. This guy is really focused.

Stath Karras is a sharp cookie - without a doubt - but more so than that he does what he says he is going to do. A character trait that goes a long way to earning respect from the bottom up.
When you need to inspire it is wise to start from the bottom up and Stath seemed to have that one down pat.

• A Leader - I should say.

• A Clear Thinking, Focused, Businessman - No question.

• A Man who Differentiates himself - Well he did with me.

Even if it's Sunday morning differentiate yourself.

A Man who Differentiates himself is remembered.

That's what I learned from Stath Karras

Learn more about Stath Karras:

Stath Karras - Cushman Wakefield biography

John Stumpf

Share of Wallet.





What I learned from John Stumpf:

The key indicator to Customer Satisfaction is the Share of Wallet you are getting from each customer in your portfolio.

I pitched John Stumpf a number of years ago on my way to the head honcho Dick Kovacevich - Chairman of Wells Fargo Bank. As is often the case in working large corporate deals the labyrinth or decision tree meant getting a yes from a whole lot of people in the chain, on your stuff, before the dollars actually happened.

My product was information - essentially which banks products and services were being used by which customers and the satisfaction levels they had with those products and services.

We identified the customers that were unhappy with each product or service and those that were very satisfied with each product and service. Which institution the customer was currently using for those services. What revenue and credit levels the customer had available, and how long they have been using them. We had data on whether they were considering raising or changing levels and providers and why. This is very high value, actionable, intelligence for banks and financial service providers as you can imagine.

John was an executive vice president at the time and a rising star by all accounts. A Minnesota farm boy who you could tell from the first meeting was going straight to the top.(He is now President of Wells Fargo). John is one of the few chief banking executives who escaped relatively unscathed from the recent sub prime mess. He made his bones with the old Norwest Group and was responsible for billions of dollars in acquisitions with over thirty Texas banks and the 23 billion dollar First Security Corporation acquisition.

Yep he punches above his weight. Dick says of him "I believe there is no leader anywhere better equipped to lead Wells Fargo and achieving double digit growth" I found I learned more about customer retention and churn in the conversation with him than in any communication I have had in business before or since.

Share of wallet was the mantra - get the customer to use more of your product and services through a comprehensive customer satisfaction focus. Make sure everyone in your company knows the focus. This single minded focus will provide double digit growth and double digit revenue per share increases for Wells Fargo Bank.

When I spoke, eventually, to Dick Kovacevich the message was identical. It was pretty impressive to see layers and layers of the internal hierarchy focused on a straightforward and cohesive goal.

Increase customer share of wallet by providing more and better services than they are getting elsewhere and provide it under one roof.

Share of Wallet.

That's what I learned from John Stumpf.

Learn more about John Stumpf.

John Stumpf - Wells Fargo biography

Leo Babauta

Make it
Your Life.



What I learned from Leo Babauta:

If you want to communicate effectively make it your life.

This old buzzard didn't know a blog from a log until he read Leo.

So writing one and making it a little more than narcissus gazing into the stream was a bit of a stretch for this old timer - it still is.

Leo Babauta writes the blog - Zen Habits

Leo Babauta has a wonderful humility and self effacing personality that belies his accomplishments in this new age of blogging. His self described "all I want to do is share what I have learned" philosophy resonated extremely well with me and so I figured here is a good guy to learn some stuff from. The description of himself on his blog pretty much sums it up...

"I have no formal qualifications. I am not an expert, or a doctor, or a coach, or a consultant. I don’t give seminars and I haven’t published a book. I haven’t made a million dollars and I’m not the world’s greatest athlete.

All I am is a regular guy, a father of six kids, a husband, a worker, and a free-lance writer. But I have accomplished a lot over the last year and change (and failed a lot) and along the way, I have learned a lot."

Leo is a teacher in the truest sense - "Here is what I learned - Tell me what you have learned - Do with it what you will".

His blog received 21,000 subscribers within the first six months and is well over 60,000 as of this writing. Primarily it is a self help vehicle with a Zen attitude - Cool and unassuming it carries along the wistful with the willful and is a pleasure to browse.

The thing I love about Leo, his approach, his blog and pretty much his way is that the undertone of "here is the guidance - now it's up to you" is very appealing.

I can certainly understand why Leo has such a strong readership.

It's all about what really matters to him in his life.

The passion and authenticity echoes like some ode to joy.

Make it your Life.

That's what I learned from Leo Babauta.

Learn more about Leo Babauta

Zen Habits

Boaz Rauchwerger

Personal
Choice & Action.




What I learned from Boaz Rauchwerger:

Happiness, success and wealth are matters of

Personal Choice & Action.

I met Boaz on my first day at a software company in San Diego as the Director of Sales. He was giving an inspirational presentation to the whole company and I said to myself "This guy is amazing".

I guess his story resonated from one immigrant to another opening up my attention a little earlier than the rest of the group. You could see that everyone was blown away by his exuberance and enthusiasm for a topic he was passionate about. The guy is remarkable.

Boaz is straightforward and different. Rather than most motivational speakers who lure in their audience with a maze of books, tapes, byzantine handouts and the familiar refrain of "here is a taste but you need to take the full course to get the benefits"

Boaz is bullet point effective.

• Direct your own life.
  

• You are responsible for your happiness.
  

• Here are some tools now take action.
  

Boaz came to America with his parents, who grew up in Palestine (now Israel) in the 1930's, not speaking a word of English.

He was nine years old - in a new land with new challenges (I get it).

In high school he had mastered the language well enough to be a radio broadcaster and since then has wowed audiences with a network television show, his own advertising firm and written a remarkable book "The Tiberius Transformation"

Boaz is funny, inspiring and passionate.

But more than that - Boaz tells it like it is (in this simple minded immigrants opinion his most endearing and engaging quality).

Your Choices and Actions Determine Your Success - Period.

That's what I learned from Boaz Rauchwerger.

Learn more about Boaz:

boazpower.com

Ghandi & Churchill

Strength comes from
an Indomitable Will.





What I learned from Ghandi & Churchill:

Strength comes from an Indomitable Will.

• Ghandi said it.

• Churchill said it.

There is a book, recently released, which portrays the relationship and interplay between these men "Ghandi and Churchill - The Epic Rivalry".

Much has been written, revisionist and otherwise regarding these two twentieth century icons.

Time listed them amongst the greatest men of this century. Everyone agrees they were giants with contrary views and begrudging (more so on Churchill's part) differences of opinion and approach. They were two men with opposite aims and objectives to a large degree.

Their differences have been harped upon and chronicled. Their personalities dissected at the expense of their contributions to the common man and the indomitable drive that these two great men exhibited is clouded by the fluff of feeble critique (in my opinion).

They were both enormous in my esteem and as different as night and day. Both men inspired and led the common man to herculean efforts in the defense of what they believed to be right. They displayed an indomitable will the like of which is rarely seen and is frequently challenged, critiqued and dissected by armchair academias with little to hang their own metaphorical hats on .

But when you separate the animus from the annals of history you are left with what they did and who they influenced. This is, without question, the only statement of account that matters.

If you want to see what really matters look at what Churchill and Albert Einstein said about Mr Ghandi when his life of remarkable contributions was taken from this world by an assassin ...

It was perhaps Ghandi's qualitative superiority that drew on his death Churchill's remark that "He was too good to live in this world" or Einstein's, that "a thousand years hence people will not believe that such a man in flesh and bone had walked the earth."

Even as mercurial giants disagree on philosophy, approach and methodology they underscore their greatness with the respect that they earn from others of their ilk.

Strength comes from an Indomitable Will.

That's what I learned from the Ghandi and Churchill interactions.

Learn more about Ghandi and Churchill:

Churchill and Ghandi - a perspective from India

Carl Icahn

Deliver Results.





What I learned from Carl Icahn:

Deliver Results.

The man is notorious for his personal, shrill and often merciless attacks on management incompetence. People, particularly in the media, frequently focus on the messenger and the personality while hedge funds and institutional investors profit from the message.

Carl Icahn has delivered 40% plus annualized gains to shareholders of Icahn partners over the last three years compared to the S&P 500 return of 13% over the same period.

Ruthless and egotistical - without a doubt.

The man is a product of the greenmailing days so vividly depicted in the movie "Wall Street" and the wood paneled enclave he occupies on the 47th floor of the GM building in Manhattan speaks volumes to his taste for the extravagant - but then the forty sixth richest man in the world doesn't really need to skimp on furnishings.

Icahn seizes upon poorly performing assets that hide an inherent value beneath the inefficiencies. He identifies a target - then goes after it.

Then he gets rid of the poorly performing, the incompetent management and the waste. People, Parts, Procedures and Pretenders fall prey to his wrath as the proxy unfolds.

• It's Darwinian.

• It's Ruthless.

• It's Profitable.

And yet it uncovers and realizes the hidden value in many a business that has been mismanaged.

There are casualties and an argument can be made that it strips away the humanity with the inefficiencies - no argument here.

The message to companies though comes through loud and clear.

Deliver Results - Because Carl is always looking for undervalued opportunities.

Deliver Results.

That's what I learned from Carl Icahn.

Learn more about Carl Icahn:

Carl Icahn bio

John Bell

That's what
America
is all about.



What I learned from John Bell:

• When you get an idea to do things better and then turn it into a business - That's what America is all about.

• When you have the inner strength, drive and determination to turn the idea from wishes and dreams into a reality - That's what America is all about.
  

• When you drag yourself from city to city, tradeshow to tradeshow, building inventory yourself in far away motel rooms and then go out and make the pitch - That's what America is all about.

• When Adobe and Microsoft notice that you have something special and admire the quality of your product enough to align themselves with you - That is what America is all about.

• When you see the writing on the wall that change and innovation is needed and you turn your business model upside down and dig deeper than you have ever dug to deliver what the customer now needs - That is what America is all about.

• When you put your house, your health, time with your family and your very being on the line to make it work - That's what America is all about.

• When you believe in your associates enough to say to detractors "I hired him for his character" - That is what America is all about.

Lot's of people build companies - I suggest that this is not as important as to how they build their companies. Success is measured in many ways and viewed with a multitude of interpretations.

Numbers are important - People are important - Quality is important - Character is important.

Success is putting them all together.

In the grand scheme of things however the real success is unearthed when talking to those who worked with the builders. I worked with this guy - he is a remarkable man.

The kind of man you want your kids to listen to.

That's what America is all about.

When you start, build and develop a company through ups and downs, good times and bad. People will learn what you value and who you are.

You will inevitably reveal your true self .


Good men reveal their true self.


That's what I learned from John Bell.

Learn more about John Bell

www.totaltraining.com

Lady Liberty

The most Beautiful
Woman - Anywhere




What I learned from Lady Liberty:

I remember the first time I saw her.

A teenage boy, impressionable and excited, gazed upon the most beautiful woman he could imagine. Appearing like my personal angel majestically rising from the sea. A strong and trusted friend gently welcoming me into her arms and silently promising true happiness.

She stared enigmatically - right through him - as he stood upon the deck of the boat that brought him to her home. The waves crashed beneath her as she stood firm and steady; smiling that wonderfully warm and confident smile. The thrill she sends through my spine is as strong today as it was so many years ago.

Now that is true love.

No greater symbolism could Hollywood have conjured up in the mind of a young boy just looking for a chance. She is without a doubt everything a man searching for opportunity could dream of.

I fought for her in a very unpopular war and she welcomed us home when others turned their backs. My lady Liberty - timeless, true and unwavering.

And even when turmoil and challenges spread dismay and prompts skeptics and cynics to rail against her she confidently offers the ultimate response "You are free".

You are free to choose - to pursue and to speak out however you choose.

You are free to become whatever you choose - here in my land. Become what you choose.

The woman is not perfect - but what she offers is - A chance, an opportunity to pursue and to build a wonderful life and as "she cries with silent lips" Lady Liberty is still the most beautiful woman I could ever imagine.

Lady Liberty - Your beauty is eternal and unmatched anywhere.

That is what I learned from Lady Liberty.

Learn more about Lady Liberty:
Lady Liberty

Pat Evans

If I Lose Once
That's a Trend.









What I learned from Pat Evans:

I don't like to lose.

It makes me sick to my stomach.

So this guy Pat, who Newsweek called "a brilliant sales mind", has something valuable to me. His motto is "If I lose once - It's a trend."

Pat counts amongst his accomplishments:

• Founder of EVCOR, shipping/software integration company that waged - and won - a David & Goliath battle against a huge multinational competitor.
  
• Sold The EVCOR Network for $60 million in 2000.
  
• Appeared on CBS This Morning, NBC, ABC, WBEZ, WGN, WYCC and Fox.
  
• Interviewed for sales advice by The Wall Street Journal, Newsweek, LA Times and Chicago Tribune.
  
• INC 500 winner with a growth rate of 1019%!
  
• Adviser and mentor to 22 successful start-up businesses.

And he can sell (which is always an important criteria to me)

• #1 sales rep nationwide for Singer/Friden within 4 months of graduating college.
  
• Youngest sales manager in history of the Singer/Friden.
  
• No. 1 at selling software/integration in North America.

So Pat Evans is someone that I learn a lot from on a regular basis.

I would highly recommend you read his book "Sales Burst"

If I lose once that's a trend.

That's what I learned from my friend Pat Evans.

Learn more about Pat Evans:

Pat Evans - SalesBurst

H.R. 'Bum' Bright

Be here
Early.




What I learned from H.R. 'Bum' Bright:

Be here early he said - and you could tell he meant it.

I was a young salesman out in the field. Cold calling on the phone to make my own appointments. Selling custom suits to people who could afford to throw away four grand a piece on a suit in 1981.

In Dallas back then there were a lot of remarkable personalities wheeling & dealing in business, real estate and professional sports.

Dallas was the highest rated show on TV with JR Ewing setting the tone out at Southfork with his big business confrontations and drama. Playboy had a club on North Central, Drexel Burnham was selling junk that changed the rules and compensation for salespeople that showed they could be rainmakers and close deals. Danny Faulkner flipped acres of empty condos for millions in a daisy chain that became notorious. Mary Kay Ash was putting professional sales ladies that could close into shiny pink cadillacs on Stemmons Freeway, Robert Newhouse, Hollywood Henderson and Too Tall Jones were on Americas team and all were buying my wares - making me feel like I knew what I was doing in this game we call sales. I got the opportunity to learn from every one of them - what made them tick, what they valued and what our similarities and differences were. I learned a lot.

How did I get to meet them and sell them? - The old fashioned way.

• Read a paper, who's who article or magazine.

• Yellow highlight names.

• Research and get contact information

• Call them on the phone

These were my prospects - an interesting group of characters all.

You just had to be good enough to get through to them on the phone.

Not Easy.

I would call real early and very late to try to reach them when the secretarial barriers were not around. Not being a natural salesman I figured it would increase my odds.

One evening - late - Bum answered the phone himself - it worked.

Or at least I thought so until his infamous intimidation came across the phone. The man summoned up a sour and savage tour de force. But I really wanted to sell this guy - mainly because no-one else had managed to even get in front of him.

Bum Bright hadn't earned a reputation as one of the meanest oil men in the business, become listed by Forbes amongst the richest men in the country and, later in '84, buy out the Dallas Cowboys, mostly with his own money, and close the deal himself - because he was soft.

"Alright I will give you five minutes at 5:30 am - Be here early"

"And make it a good pitch or I will kick your ass for wasting my time "

• I was there early.

• I closed him.

• He gave me some referrals -only after selling him for years.

• He intimidated me from day one until the day he died
  

• An ornery and uncompromising son of a #*&**
  

• To this day I still call early and late because of the time a mister H.R. 'Bum' Bright picked up the phone.

So when people ask me what hours they can reach me at work - it's still the same now as it was then "6am to 6pm - when the secretarial barriers aren't around - and I try like hell to make it a good pitch"

Be there early - and make it a good pitch.


That's what I learned from Bum Bright.


Learn more about H.R. 'Bum' Bright

Bum Bright article

Mother Teresa

Perspective.






What I learned from Mother Teresa:

Perspective - There are some people that visit this earth for a short time that TRULY make a difference. They are here to inspire the greater good within all of us. They shine like beacons so much so that our words, deeds, actions and accomplishments pale in their shadow.

Mother Teresa was such a beacon.

She gave meaning to a mantra that I keep close to my heart.

"When you think you're good - You're not."

So ladies and gentlemen for just a little while, every now and again, think about those very special people. Those people that the big guy put on this earth that REALLY MAKE A DIFFERENCE.

And try - just a little bit - to listen and heed their clarion call.

Rise to the challenge they set before us as human beings.

Try to make a difference.

When you think you're good - you're not.

That's what I learned from Mother Teresa.

Learn more about Mother Teresa:
www.motherteresa.org

Tiger Woods

Become Better.







What I learned from Tiger Woods:

What can you say?
This guy can FOCUS.

It's redundant to repeat everyone else - so I won't.
The part that I don't agree with is - that it comes down to his talent.
Plenty of people have talent - None Do With It what he does.
Even his fiercest competitors respectfully agree - Tiger is Remarkable.

His dad, Earl Woods, made him mentally tough - there is no doubt.
I would expect nothing less from a Quiet Professional.

His mother had a say in it - Without Question.

But Tiger puts it best "I focus on my game" and my personal favorite
"You can always become better." Tiger Woods defines focused.
If you want to learn about focus, drive, personal development and mindset. You don't need to look much further than this guy.

Tiger Woods is the complete package.

You Can Always Become Better.

That's what I learned from Tiger Woods.


Learn more about Tiger Woods:

www.tigerwoods.com
Wikipedia Bio - Tiger Woods

Roni Wright

Care more and you
will attract them like
Bees to Honey.




What I learned from Roni Wright:

Roni Wright is a magnet - pure and simple.

If you ever attend an industry trade show take a moment and just stop by the Book Company booth - you will see exactly what I mean. People buzz around Roni Wright more than any other person at the show - she attracts them like bees to honey.

It could be because of her vivacious, friendly, engaging and totally focused personality.

It could be because she genuinely cares about what you have to say.

It could be because Roni knows every one in the industry, dedicates time to support organizations that provide invaluable service and help us all like "The Promotional Professionals Mentoring Network" or it could just be because...

Roni Wright is a unique diamond in the rough.

Whenever you meet someone that cares more than others and consistently does what's right it makes an indelible impression. Those people have the contribution differentiator that many advertise but few can consistently deliver. Roni Wright delivers.

Roni contributes more by caring more than others.

What is needed in our industry and indeed in business, are more people like Roni Wright.

Contribute by Caring - just a little more than others think is necessary and you will attract relationships like bees to honey.

That's what I learned from Roni Wright.



Learn more about Roni Wright:
www.thebookco.com
www.ppmn.com

William Natcher

Never Late
Never Absent.



What I learned from Congressman William Natcher:

For more than thirty years I have worked every day from 6am to 6pm, never missed a day of work, never late, never been out sick. It's an obsession that I call principle and others call madness - but it's me. Congressman William Natcher had the same principled madness.

40 years as a congressman and he NEVER missed a vote.

The newspaper article was very small and less than a paragraph but it certainly caught my attention. This is the stuff that I love.

William Huston Natcher set a record of 18,401 consecutive Congressional votes between 1953 and 1994 and the man, as a matter of principle, refused to accept any campaign contributions - EVER.

In March of 1994 Congressman Natcher was in hospital fighting for his life but assured his constituents that he would make the next scheduled vote on the floor just as he had done for over forty years.

Much like Cal Ripken or Lou Gehrig these guys mean a lot to me.

So I wrote him a card and pretty much said - "You are a man that I respect tremendously - Get better soon."

Within a few days I received a hand written note back from the man himself, in a very shaky script, with a photograph and a very personalized letter - From his hospital bed.

William Huston Natcher died that very same week.

I treasure the handwritten note and photograph to this day.
I respected this man and his indomitable spirit enormously.

Never Late - Never Absent.

That's what I learned from Congressman William Huston Natcher.

Learn more about Congressman William Natcher:

Bill Gates

What have you
Accomplished?




What I learned from Bill Gates:

Bill is the same age as I am.

Bill and I both received opportunities to excel in this land of opportunity. America has been very, very good to us.

However Bill did quite a bit more than I did with those opportunities.

No matter how you measure it.

Now I know we are supposed to measure ourselves against how much of our own potential we are using - True - No argument.

But then again - I really must hand it to the guy...

If we considered it a contest - Bill took me out to the woodshed
and he certainly opened up a king sized can of #@****ss.


I need to get back to work now...

If it is going to be, it's up to me.

That's what I learned from Bill Gates.



Learn more about Bill Gates

Bill Gates article

Dale Dauten

Better is Always Different.





What I learned from Dale Dauten:

I was reading articles recently and came across one that resonated.

"Todays work ethic just no longer works" by Dale Dauten.

It made an impact and so I shot him a line - Hey Dale that was really good. Thanks for the insight - it was valuable and actionable"

He wrote back the same day - we started communicating and from one old curmudgeon to another a connection was made.

I guess the thing that really made an impact though was here was a busy guy who took the time to do a bit of good old fashioned polite and professional follow up. He was timely, to the point, courteous, cogent and extremely helpful - he didn't have to be.

He didn't have to be - that's what made the difference (to me anyway)

It's really a pleasure when you come across professionalism, clarity of thought, humility and good old fashioned courtesy in one package.

"What's called for is a way of working beyond mere work, something higher, and something finer. What's needed is a Contribution Ethic and -- hello! -- It has always been needed. People with a contribution ethic have always been rare, and they have always been who drive the economy and the world conversation". Dale Dauten.

Never, ever, be too busy to respond to and assist those people who seriously and courteously ask for your insight.

Better is always Different.

That's what I learned from Dale Dauten


Learn more about Dale Dauten
www.dauten.com

Roger Bannister

Nothing is
Impossible.



What I learned from Sir Roger Bannister:

For years they all said that not only was the feat of a man running a mile in under four minutes physically and physiologically impossible but it was indeed extremely dangerous, perhaps even life threatening.

The mind of the masses would not dare comprehend such an attempt.

Then Roger Bannister proved them all wrong.

The real barrier that Mr Bannister broke through though was not the four minute time, as dramatic as that was, it was the limits that the human mind had placed upon itself.

You, Sir Roger, woke up the world and broke through the psychological prisons confining our minds.

After Sir Roger Bannister ran the four minute mile in 3.59.4 in 1954 the world stood and applauded in awe.

By the end of 1957 seventeen other runners had exceeded the feat.

In a recent one mile race in New York ALL thirteen runners ran the race in under four minutes.

What was once considered unimaginable to the human mind was now being beaten by the worst runners in the race.

Sir Roger Bannister - you Sir made the world pay attention.

People now took action based upon your shattering that ridiculous notion of human beings having limitations. That, my good man, is something very, very few people achieve.

Nothing is impossible - Believe it and then go and Achieve it.

That's what I learned from Sir Roger Bannister.



Learn more about Sir Roger Bannister
www.rogerbannister.com

Carol Dweck

Mindset.




What I learned from Carol Dweck:

Many people have written about mindset but Carol seems to have hit the nail squarely on the head with her latest dissertation.

Her popular book, Mindset: The New Psychology of Success, postulates there is a marked difference between what Carol, a very highly respected psychologist at Stanford University, classifies in the study as growth and fixed mindsets.

Wikipedia's synopsis of the book "Mindset" includes:

"The premise of "Mindset" is the idea that people either exercise a growth mindset or a fixed mindset. Those with a fixed mindset believe their talents and abilities cannot be improved through any means. They feel that they are born with a certain amount of talent and typically do not wish to challenge their abilities because of possible failure. Individuals with a fixed mindset frequently guard themselves against situations in which they feel they need to prove their personal worth. Challenges are frequently viewed with negativity, instead of as a personal growth opportunity.

People that practice a growth mindset believe intelligence, talents, and abilities can be developed over time. They believe abilities, such as athleticism and mathematical capabilities, can be improved through hard work and persistence. When presented with an obstacle, those practicing a growth mindset tend to rise to the challenge. Often, people of the growth mindset do not fear failure; instead, they choose to see failure as an opportunity for personal growth."

Seems like the growth mindset people would enjoy the company of those like minded and the fixed would also.

Isn't it all about choice - which mindset relationships you want to associate yourself with - and an honest appraisal of self?

So do an honest appraisal of yourself or have an objective person help. Then evaluate what results, relationships and reputation you are reaping from your mindset, if you don't like it change it:

Mindset.

That's what I learned from Carol Dweck.



Learn more about Carol Dweck:
www.mindsetonline.com

Lee Iacocca

Concentrate




What I learned from Lee Iacocca:

I learned more about business from this man than I can ever convey.
"Concentrate young man,use your time wisely and be decisive."
Lee Iacocca taught me how to concentrate and get things done.

The time I spent working for Lido A. Iacocca I count as being one of the best learning experiences of my life. Brusk, blunt, demanding and with a white hot focus he taught me lessons that I will never forget.

Lee is a worker and a producer of results - No Excuses.

At 16 he was working sixteen hour days in a fruit market - Work Ethic.

He wanted to earn 10k a year at 25 and become a millionaire - Goals.

Lee believes, strongly, that in America you can accomplish anything as long as you are willing to work hard - Mindset.

At Ford Motor Company Lee took the worst district in sales revenues to being the best district in the company with his 56 for 56 program, selling well over 75 million cars - Get Results.

Lee bounces like Tigger - fired from Ford, after a falling out with Henry Ford, he bounced and used the emotional energy from that experience to drive Chrysler to consistently beat Ford with his results - Drive.

Lee Iacocca is a worker and a driver. A no nonsense, straight talking man who gets things done. He taught me how to get things done.

Concentrate.

That's what I learned from Lee Iacocca.

Learn more about Lee Iacocca

www.leeiacocca.net
Lee Iacocca - Wikipedia

David Hackworth

Respect.





What I learned from Colonel David Hackworth:

There are not many people that I like and even less that I respect.
You couldn't help but like and respect Hack. Respect from soldiers in the field of fire was poured upon Colonel David Hackworth in bucket loads. He earned his salute from every quiet professional.

Hack broke the mold with his brutal honesty, crystal clear value system and the true courage that comes from somewhere deep within. Colonel David Hackworth was a quiet professionals professional in the purest sense of the term and he is missed enormously. His powerful phrase "Absolute Truth" spoke volumes about what and who we value.

"What I always loved were the troops, and I love them still. I love them because they are what it's all about, soldiers on hazardous duty sharing the dangers of war, forged strong and pure and true... Because they do the dying. They are the absolute truth." Hazardous Duty (1996)

One soldier who said he got back from Iraq "five minutes ago," expressed his feelings in a note to Hackworth's family "Man, there is a lot of emotion in me for a man I barely knew. We corresponded some, of course, I read all the books and articles. I will miss the true warrior that inspired me through trying times."

An Army major recalled how Hackworth, on a recent fact-finding trip to Iraq, forcefully insisted on lending him his state-of-the-art body armor leaving Hack completely unprotected. That's just the way he was.

"A lot of these guys were touched by Hackworth," said Nick Profitt, a former Army sergeant and Newsweek journalist who met Hackworth in the jungles of Vietnam, where he penned a manual on guerrilla warfare, still widely read. "He appealed to the combat-leader type and was a monumental pain... to those in the Pentagon he considered phonies."

Fight for the things you believe in.

Take actions thoughtfully, but forcefully, based on your values.
It doesn't matter what you say - it matters what you do.
Hack believed in forged experiences - tested mettle.

Hack got through to people who believe in something and connected with the grunts in the trenches. You felt he understood the challenges because he had been there and performed with a distinction that we all respected. If you want to learn about something - talk to someone who has been there and stay away from those with merely opinions. Stay in the trenches - fight the bureaucracy by gaining the respect of those in the trenches - you can't talk your way into or out of that one.

Say what you mean and mean what you say.

Respect.

That's what I learned from Colonel David Hackworth.

Learn more about Colonel David Hackworth
www.hackworth.com
Colonel Hackworth - Wikipedia

Winston Churchill

Past Accomplishments.





What I learned from Winston Spencer Churchill.

Boys get ideas, learn lessons and inherit values from their fathers.

They say the apple doesn't fall very far from the tree.

When a boy lacks a responsible father he inevitably fills the void with something or someone. I chose Sir Winston Churchill to be my father figure and the man shaped my life. I shall be forever in his debt.

Past Accomplishments are the Refuge of the Weak

That's what I learned from my father Sir Winston Churchill.




Learn more about Sir Winston Churchill

www.winstonchurchill.org

The Art of Manliness - Winston Churchill