Archive for September, 2017

#780 Belay for President!

Posted by frank September - 25 - 2017 - Monday ADD COMMENTS

FIRST OF ALL A BIG WARM WELCOME TO ALL OF THE WONDERFUL PROFESSIONALS I MET AT CRD ON FRIDAY! Thanks for making me feel so comfortable. I loved our time together! (BTW CRD, notice the backtracking in today’s message)
In 2006 I was in DC and rode with a cabdriver who taught me a great lesson which I wrote about on the following Monday. Friday I was in DC and, again, my weekly thought is from my cabdriver! What are they feeing these cabbies?
Belay is from Ethiopia and has been driving a cab in DC for 32 years. When I got into his taxi almost immediately he let go of a few choice words which were directed at a bunch of teenagers who were crossing in front of us and yelling loudly about God knows what. I asked him what matter was. He said “They always yelling because they on the welfare!” I said, “Because they’re on the welfare?” Belay said, “Yes, it is sustainable poverty! They go to bad schools, eat bad food, no clean bathrooms, learn nothing, no manners, no nothing! We gonna spend 200 million to flood relief in Texas this week but we got no money to fix those schools! I got three kids. One engineer in Ghana, one IT director in DC, other one has highest government clearance you can get and works in Pentagon. These people (pointing to the people in the street carrying on) don’t care. Welfare parent to welfare kid and over and over.” I made sure my kids got educated!” “Got educated?” I asked.
“Yes I come here 32 years ago not to stay home to make the welfare. I come here for a better life for my children. I would work 100 hours a week if I had to for them to get education. In United States you can be anything. You can be cabdriver or go to the moon! In my country I seen people starve to death! I know real poverty, not this #$*! Welfare. They eat chips and drink beer and coke and always yelling. I got to put food on the table. Real food. No one give to me, I work and my kids got education now all I need is grandchildren and I gonna retire on social security.” “Social security?” I asked. YES! I work many years my wife work many years and we pay taxes to get it. Not welfare. Someone got to educate these kids so they don’t keep the welfare and give it to their kids. Maybe we stop giving so much and make them work for some.”
I’m hoping Belay runs for office. I can see the posters now: End the cycle of Poverty! Put America to work! Belay is the way in twenty twen-tay!

2017 Motto: “Daily disciplines create desired outcomes”

#779 Zero talent required

Posted by frank September - 18 - 2017 - Monday ADD COMMENTS

Sometimes it seems that those you deem to be more talented than you get advantages you don’t so here is a list of 15 life-improving, advantage getting, things that require zero talent:
1. Being on time
2. Smiling
3. A full effort
4. A great attitude
5. Preparedness
6. Listening
7. Open body posture
8. Gratefulness
9. Saying hello first
10. Gossiping less
11. Complaining less
12. Work ethic
13. Charity
14. Showing up
15. Enthusiasm

2017 Motto: “Daily disciplines create desired outcomes”

#778 Stifling creativity

Posted by frank September - 10 - 2017 - Sunday ADD COMMENTS


There are two types of jobs. There are jobs that require thinking, creativity and judgment and there are rote jobs that require only a process. The problem is that both require a healthy mix of both.
I often see difficulty in this as I speak with clients or just casually observe as I go through the world. The difficulty comes when a job that requires Judgment and creativity gets handcuffed with too many policies and when a rote job isn’t given any leeway to be creative.

Last week I went to Starbucks for coffee. I was in Manhattan and it was late for the neighborhood I was in (just before closing time). The store was completely empty. The clean-up guy had the key in the door and was turning chairs upside down on tables when they took my order. “I’d like a decaf Americano please.” She said, “OK what’s your name?”
I thought, “My name is the only guy in the store before you close” but I said “Phyllis”, just to throw a pattern interrupt out there. The drone said “Americano for Phyllis”, and wrote my name on the cup, giving me a wry smile for being a wiseass.
In a small business I work with, a manager I know had to make a decision about granting unpaid leave to an excellent employee. When he came up with a creative solution, HR shot it down as against policy. The employee was, essentially, forced to choose between her honeymoon and her job. Guess who gave notice less than one month of her return?
Creating an environment where people think and make judgment calls is much, much harder than governing by strict policy law but in the end do you really want people yelling “Americano for Phyllis!” to an empty store?
2017 Motto: Daily disciplines create desired outcomes

#777 Pace and Tone

Posted by frank September - 5 - 2017 - Tuesday ADD COMMENTS

In selling, as in life, communication is everything. In my opinion understanding people and being understood is paramount to success.

Evidently the Carnegie Institute of Technology agrees with me saying: “85% of your financial success is due to your personality and ability to communicate, negotiate and lead. Shockingly only 15% is due to technical knowledge.”

One of the first things I teach in this area is tone and pace. Matching these two is vital to rapport and without rapport there is zero chance of creating good, long term, business relationships.
Imagine speaking to someone who is relaxed and sonorous in their speech patterns; Picture, Shaq.
Now imagine and excited George Costanza, from Sinfeld, running up to him to try to convince him of something. It is an instant clash due to tone and pace. Frenetic, high pitched speech vs. measured, low tones is a complete mismatch.
I made up an extreme example to illustrate but the key is to listen for pace and tone and to match it (not imitate a person) in order to gain rapport and to be heard. If your pace and tone are too drastically different from that of the person with whom you’d like to make a point, you will have almost no chance of getting the outcome you desire.

2017 Motto: Daily disciplines create desired outcomes

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