With Ears Wide Open

“To be able to listen to others in a sympathetic and understanding manner is perhaps the most effective mechanism in the world for getting along with people and tying up their friendship for good. Too few people practice the ‘white magic’ of being good listeners.”- Oliver Wendell Holmes

I went through a drive-thru burger joint today, and as I was speaking with the cashier by means of the telecom something hit me. First of all nobody likes that crazy telecom because it is like speaking to the Mars Rover. But one thing any good cashier does well is "active listening."

"Active Listening" is simply listening to what a person says with enough purpose to repeat back to them in your own words what you heard them say. In the drive-thru, sure this is important, but in relationships it is a necessity. And very few, I mean very few, people do this well.

I once heard someone say that being listened to is so close to being loved that most people can't tell the difference. When was the last time someone really listened to you? To how you were thinking about something, what you were experiencing, or what you were feeling?

When was the last time you truly listened to someone yourself with enough intent to actually repeat back what you heard, and make sure you understood. Not to take an order at a drive-thru, but because you care. I have noticed that very few people do this very well at any function. Your ability to simply talk to others about what they are thinking, feeling, and experiencing will give you a distinct advantage among your competition.

Have you ever had a salesperson try to get you to buy something who never listened to you, never found out what you needed, and demonstrated they didn't care enough about you or your situation to listen? If you have, I can almost guarantee one thing; you didn't buy.

Whether you are a sales person, a supervisor, a minister, a counselor, a spouse, parent, friend, coach, or simply buying your gas we can all pay forward the biggest free gift available to personal interaction. The gift of listening with your ears wide open.

-Jon Bohm

Think and dream, sleep and dream, live your dream.

John Killinger tells of the time when W. Clement Stone, the Chicago financier and philanthropist, was asked how he had done so much in his lifetime. Stone’s reply was this: “I have dreamed. I have turned my mind loose to imagine what I wanted to do. Then I have gone to bed and thought about my dreams. In the night, I have
dreamed about them. And when I have arisen in the morning, I have seen the way to get to my dreams. While other people were saying, ‘You can’t do that, it isn’t possible,’ I was well on my way to achieving what I wanted.”

It has been said many times that the person standing on the sideline saying it can't be done is often surpassed by the person doing it.

Behavioral scientists will tell you that in your formative years, between 6 months and 5 years, our basic personality is formed. The way we view the world and understand how we interact with our surroundings. The interesting part about that bit of information is that close to 80% of everything we heard was negative:

"Sit down"
"Be quiet"
"Don't talk to strangers"
"Children should be seen and not heard"
"Don't touch the stove"
"Don't run on the pool deck"
"No rough housing"
etc.

And it only makes sense. Our parents had to keep us safe. But this is one of the reasons so many people spend time saying why something can't work, why it won't get done, why it's impossible, or not worth it. Rather than thinking why it will work, how they will figure out how to make it work, and how they will do it.

And although we can't take all the negative out, we can add positive in to our personality. One of the most powerful ways to combat that negative conditioning is to dream. Dreaming allows us to think about how we will accomplish something, that something amazing will happen, and it allows us the freedom to step out from the negative and think of ways to make your dreams reality.

But if we don't dream, there is often nothing left to think about other than how and why things don't work and are impossible.
Dreaming makes the impossible tangible, and is often the first step to making our dreams reality.

So today, dream of what you want to do, go to bed thinking about your dreams, at night dream about your dreams, and tomorrow wake up and begin to achieve those dreams.  It's a good first step.

-Jon Bohm

Are you cost-put or throughput minded?

I have always been a swing for the fences kind of guy. As my wife tells me all the time "Either go big or go home!"
This can be a bad way to live sometimes. For example if I haven't swung a golf club in a year I have a tendency to still go play 36 holes my first day, and try to hit the longest drive of my life. Needless to say, my chiropractor makes some great money off me the beginning of golf season.

But it can be a great way to live as well. Some of the most successful baseball players in the world consistently have around 2 times as many strike outs as they do home runs. Every 3rd time Hank Aaron or Barry Bonds would come to the plate they would hit a home run. The other 2 times they would strike out and have a seat on the bench. Success for a home run hitter is nothing short of hitting a home run. Which means they do not come to the plate with their manager asking them to just bunt. They do not come to the plate to swing shyly and play conservative baseball. They come to the plate to swing for the fences. Nothing short of success is aimed at. This comes with some consequences. They strike out a lot. But man, they do excel when they connect.

This mentality can be referred to as "throughput." In business a "throughput" mentality means that you do not step into the batter's box shyly, you step in ready to swing hard at every good pitch. It means you will do whatever it takes to succeed. You are not interested in merely surviving. You want to thrive. You will spend whatever you have to spend, you will work as hard and as smart as you need to work, you will step out of your comfort zone and put your head through a wall if thats what it takes.

The opposite of "throughput" is "cost-put." A "cost-put" player is asked to bunt. Their only goal is to not "strike out." They aren't trying to thrive. If they can simply survive and make it to a base, then they are happy. This player steps into the batter's box shyly, they play conservative, and simply try not to fail completely. This mentality has some advantages: they strike out far less, they become an expert at playing "it safe," and if they survive they are still on the team. But it also comes with some disadvantages: They will never ever hit a home run, nobody will ever know their name, and they will never know what it's like to make the money the home run hitters make or feel the rush of thriving in their sport.

In business a "cost-put" mentality says "How can I save money, cut costs, and just survive." They play conservative and they strike out far less.

Let's take a restaurant for example. This restaurant has 50 tables but only fills about 25 of them.

A "cost-put" mentality says "How can I sell those 25 tables, move into a smaller place, and cut costs across the board?"

A "throughput" mentality says "How can I fill those tables to capacity? I will spend whatever I have to spend, work as hard and as smart as I have to work, and will settle for nothing less than success at what I set out to do."

Which mentality will survive? Which one will thrive? Which one will strike out?

Which mentality are you? Are you "cost-put?" Or are you "Throughput?"

I guess that really depends on whether or not you want to survive or thrive.

I recommend swinging for the fences. Life is too valuable and too short to merely survive. You must find a way to thrive. And in my experience the businesses just trying to survive very rarely do. And the businesses that will settle for nothing less than success often thrive and almost always survive. Because, even when you strike out once, or twice, you still get in the box the 3rd time to hit the home run.... after all, you will settle for nothing less than success.

- Jon Bohm

Feel the Heat..

Watching big, "Lake Effect," snow flakes fall from a winter sky in Upstate New York is a beautiful thing. Landing on thick oak and pine branches and floating down onto the window sill would make a great winter day. And to top off a great winter day we would make a fire and read a book as the fire crackled and the snow fell outside.

A real fire takes at least 2 good logs an hour, usually more, and if you really want it to put out some warmth you have to add twice that. It is a pretty obvious thing to anyone who has made a fire that you won't feel the heat until you put some wood on the flames.

In the same way you have to put some "wood" on the fire of your business or life before you see growth, profits, and feel the heat. "Wood" could mean books, training, advertising, marketing, sales training, management development or supervisory training. And if you need any of those things be sure to give me a call. But all those things are only good if they are aligned with the strategic direction and plan of the organization.

Wood that really puts out the heat means you have to strategically plan what you need to accomplish, develop your employees to align with that plan, and then set goals and execute that plan in a systematic way that maximizes your resources to see the bottom line improve.

Occasionally I meet business folks who say they will plan their business when they have time, or develop their sales force after they improve their bottom line, or we will align the organization after we get through this quarter.

That sounds just as silly to me as saying, "I will add some wood to this fire once this fire starts putting out some real heat." In business, planning and executing strategic goals is not a "chicken and the egg" thing. It is the difference between "success and failure."

Happy Planning!
-Jon Bohm

Training will Pay off

Sometimes when the economy slows down, the temptation of a business or as an individual is to cut back on training and development of ourselves or our employee's and supervisors.  When the opposite is often a better strategic decision.  When things are slow, what better time could there be to use that extra time to train your people to be ready to rock and roll when things pick up?  

Pick up a book, invest in training, set goals and develop a strategic plan to pull you out of the slow economic turn.

In 1942 the U.S. sent the first consignment of Mustang fighter planes to England for the RAF. Very little actual training was given to pilots in those days: the extent of their pre-flight instructions for the new plane was a pat on the back and a few words of encouragement. However, the new Mustangs were so much hotter and faster than previous ones that 3 out of the 5 pilots assigned to the plane were killed trying to make the transition.

Proper training is essential for good productivity. The time spent on learning a new job or technique will be more than made up for in the amount of work accomplished through knowledge.

1) Do your employees and supervisors have the proper skills to carry out their jobs successfully? How could you train them to work more efficiently and independently?

2) How might you benefit by having a more knowledgeable and highly skilled team?

3) What could you do to develop and enhance your own knowledge of your business or field?

Self-Fulfilling Prophecy

Self-Fulfilling prophecy is a tough concept to understand. But if you can tap into your capabilities, visualize the potential you have, and remember the reasons you have to believe in yourself, then you will in fact conquer your biggest fears and accomplish what you say you can.

And the opposite is always true. If you say you "Can't" then you most definitely will not.

William Purkey tells a great little allegory concerning the value of feeling good about ourselves:

A mouse ran into the office of the Educational Testing Service and accidentally triggered a delicate point in the apparatus just as the College Entrance Examination Board’s data on one Henry Carson was being scored.
Henry was an average high-school student who was unsure of himself and his abilities. Had it not been for the mouse, Henry’s score would have been average or less, but the mouse changed all that, for the scores that emerged from the computer were amazing—800s in both the verbal and quantitative areas.

When the scores reached Henry’s school, the word of his giftedness spread like wildfire. Teachers began to re-evaluate their gross under-estimation of this fine lad, counselors trembled at the thought of neglecting such talent, and even college admissions officers began to recruit Henry for their schools.
New worlds opened for Henry, and as they opened he started to grow as a person and as a student. Once he became aware of his potentialities and began to be treated differently by the significant people in his life, a form of self-fulfilling prophecy took place. Henry began to put his mind in the way of great things. . . Henry became one of the best men of his generation.

We can apply this concept to our every day life and business in simple ways. When we have a week, a day, an hour, or a conversation that goes bad we will begin to "Self-talk" at an alarming rate.  In that moment we have a tendency to say some negative things about ourselves, our abilities, our products, our ideas, or our companies. Of course none of these things are usually true, but in that moment they couldn't be more real.

Using a simple tool called "Affirmations" is an easy and simple way to combat the negative self-talk that could arise during a work day.

Affirmations are an expression of the person you know you need to be to achieve the results you want.

An affirmation is a self-fulfiling prophecy that should be displayed in a place you can read them daily- in the car- in the bathroom- at your desk - on the office wall- etc.

An affirmation should be:

• In the First Person
  
• Singular
  
• Positive
  
• Present tense
  
• and Stretching

For example:
"I am the best salesperson in my department."
"I have the best product in our industry"
"I am an excellent Mother/Father."
"I have the best value in our industry."

This simple exercise can be a little uncomfortable or feel silly at first, but trust me, it can change your attitude and your world.

Don't let negative "Self-talk" destroy your goals!

-Jon Bohm

Coasting...

To reach the port of success we must sail, sometimes with the wind and sometimes against it—but we must sail, not drift or lie at anchor. — Oliver Wendell Holmes

I pushed the button on the dash to my Jeep today that allows me to keep track of my ever increasingly valued gas mileage. As I drove, I could watch my mileage go up and down, depending on how heavy I was on the peddle and how much coasting I allowed the car to do.

The thing about it was, that even when I let the car coast on flat ground or up a hill it really didn't help my mileage all that much. The only time I really saw a rise in my mileage was when I was coasting down hill.

I tell you this story because it reminds me of myself at times, and so many people I have met in my life. Tomorrow is Monday, and I am gearing up for the work week. As I prepare, I realize even on Sunday night I have a choice. A choice to coast through the week, or put the peddle to the metal. And just like my Jeep, I realize that you can really only coast downhill. So unless I am willing to watch my career, my impact on the world, and my family life go down hill, I better not be doing any coasting.

Be Driven and accelerate your potential this week.

- Jon Bohm