Last month in the Platform Builders Mastermind Group, we dove into “Leading The Starbucks Way: 5 Principles for Connecting with Your Customers, Your Products, and Your People” by Joseph A. Michelli.

Sure this book is about Starbucks, but it’s much bigger than that.  Michelli shows why Starbucks has become the coffee bean superpower of the world.  And it has nothing to do with the beans.  I guess that’s not entirely true, but their success is built much more around who is serving rather than what is being served.

I will admit, I have invested my fair share in the Starbucks brand but I never gave a thought as to what goes on behind the grinder, so to speak.  Michelli explores 5 Principles that give Starbucks the advantage over their competition and I for one, will pay much more attention to what is going on behind the counter next time I visit my local Starbucks.

Definitely a great look at what has made Starbucks so successful, but at the same time, the bar has been set very high for them to continue to live up to their reputation.

In this, the final of three posts, I will recap Michelli’s exploration of Principle 4 – Mobilize The Connection and Principle 5 – Cherish And Challenge Your Legacy

PRINCIPLE 4 – MOBILIZE THE CONNECTION

Nobody knows better than Starbucks that the power in any marketing strategy is going to depend greatly on social media.  Michelli points out that Starbucks has identified 5 core elements in their digital strategy:

1. commerce
2. company-owned web and mobile channels
3. loyalty/customer relationship management (CRM) targeted database
4. social media and
5. paid digital marketing

I have found it interesting how many ways there are to be a Starbuck’s customer while not even at the store.  You seem to see the Starbuck’s name almost everywhere you go and it has all but become a household term anymore.  I received a $5 Starbucks gift card through facebook a while back and when I used it this morning, the barista asked me where I got it.  Made for a great conversation.  Again, building relationships … the Starbucks way!

“By building social media connections through individualized experiences, unique preferences, thoughtful platform selection, and respect for the platform community, Starbucks pulls customers to its content, as opposed to pushing marketing materials to them.”

I love that quote.  Many of us think of sales as more of a “push” process and even though we see Starbucks marketing everywhere, I don’t think I have ever felt like it was being pushed on me.  Maybe I am just “pulled” to it because it’s a solid brand with great customer service.  What do you think?

PRINCIPLE 5 – CHERISH AND CHALLENGE YOUR LEGACY

The final section of the book is worth the price of admission.  Michelli takes an in-depth look at how Starbucks has considered all their decisions, both good and bad, as they move into the future.  No doubt they fully understand that without a strong client base, they will not exist.

“For our purposes, we will look specifically at behaviors leadership demonstrates in the course of setting goals, taking action, and measuring progress in the areas of environmental stewardship, ethical sourcing, community development, and job creation.”

As they look into the future, they will depend greatly on their leadership to make sure that what is important, stays important.  The bottom line is that their success is about the relationships they have built, both on the personal and corporate level.  It’s no wonder that this business model is one that is being imitated on a daily basis.  It works!

Responsibility is part of the Culture!

This is probably my favorite quote from this section of the book:

“True leadership requires a willingness to invest in the long-term health of one’s business and active collaboration with others, out of a genuine sense of responsibility.” 

There is so much information in this book but my big takeaway is that Starbucks has created a culture that extends well beyond the people drinking their coffee. [Tweet This]  Something to think about for all of us.

TODAY’S QUESTION:  How much time do you spend thinking about your legacy?  Does it end with the person right in front of you or have you considered that what you do might just impact someone you will never meet?

• Click here to read Part 1
• Click here to read Part 2

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Barry Smith  5/19/14   photo courtesy of amazon   © Building What Matters 2014

The post Leading The Starbucks Way – Part 3; Challenge Your Legacy appeared first on BUILDING WHAT MATTERS.COM.

Sure this book is about Starbucks, but it’s much bigger than that.  Michelli shows why Starbucks has become the coffee bean superpower of the world.  And it has nothing to do with the beans.  I guess that’s not entirely true, but their success is built much more around who is serving rather than what is being served.

I will admit, I have invested my fair share in the Starbucks brand but I never gave a thought as to what goes on behind the grinder, so to speak.  Michelli explores 5 Principles that give Starbucks the advantage over their competition and I for one, will pay much more attention to what is going on behind the counter next time I visit my local Starbucks.

Definitely a great look at what has made Starbucks so successful, but at the same time, the bar has been set very high for them to continue to live up to their reputation.

In this, the first of three posts, I will recap Michelli’s exploration of “The Starbucks Connection” and Principle 1 – Savor and Elevate.

THE STARBUCKS CONNECTION

The story starts with Howard Schultz stepping back into the role of Chief Executive Officer in 2008.  Schultz introduced his “Transformation Agenda” establishing a forward-looking vision that enhanced the companies established mission.  Michelli shares that:

“While the Starbuck mission was “to inspire and nurture the human spirit – one person, and one cup and one neighborhood at a time,” the transformation vision set an energizing and rallying objective, “to become an enduring, great company with one of the most recognized and respected brands in the world, known for inspiring and nurturing the human spirit.”

Whether you are a fan of the coffee or not, I guarantee you will look at the organization differently after giving this book a look.  The investment that Starbuck makes in their people is impressive.  Their commitment is to not only continually improve the product but the way they connect with the customer.  It’s not too hard to figure out why your local Starbucks is always full.

PRINCIPLE 1 – SAVOR AND ELEVATE

There are many great quotes about the Starbucks philosophy throughout, but the message is consistent.  Connect with your customer and create an experience that will be remembered long after that last sip from the cup.

This is done by being passionate about your product and the service provided to deliver it and do it in a way that inspires the customer to share the same passion.  Here is a great quote that represents the Starbucks culture:

“We take the ordinary … and give it new life, believing that what we create has the potential to touch others’ lives because it touched ours.”

It is clear that Starbucks culture is built around both the customer and the product and it’s hard to tell which is top on the priority list but one thing is clear, they are completely committed to make both the best.

This is probably my favorite quote from this section of the book; “all business settings are a stage from which all experiences emerge.”  (Tweet This)  What if we all looked at our business that way?  People are going to pay for your service or your product or both.  The real question becomes, will they enjoy it?  The answer to that will determine whether or not they come back.

TODAY’S QUESTION:  Your brand is really a representation of who you.  What are you doing to use that brand to create an experience that will get your customer or client to share in your passion?

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===> JOIN THE “LEADERSHIP BY INVITATION” LAUNCH TEAM <===

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Barry Smith  4/10/14   photo courtesy of amazon   © Building What Matters 2014

The post Leading The Starbucks Way – Part 1; Savor And Elevate appeared first on BUILDING WHAT MATTERS.COM.

Stephanie works as a Food and Beverage Supervisor at the World Marriott in Orlando, Florida.  Hmm?  22 years old and a food and beverage supervisor already.  Isn’t that interesting!

Through a connection with one of the chef’s at the World Marriott, we were able to set up a private catered dinner for myself and the event coordinator of the John Maxwell Team.  The John Maxwell Team holds two large events there every year and we were excited at the opportunity to get a look “backstage” with food services.

The service we have received during our visits to the World Marriott has been nothing short of phenomenal, and after our peek at what goes on behind the scenes, it’s easy to understand why.  I won’t pretend to understand what it takes to run a kitchen of this size, but what we saw appeared to be a well-oiled machine, running full throttle, and without a miss.

A big part of the experience was our private server, Stephanie.  Just like with Ben in Las Vegas, I was intrigued by her attitude, professionalism, and self-confidence.  All characteristics I only occasionally see in adults twice her age.  A few of her comments really made me think …

“If you want another course, we will throw it in.”

Logic would suggest that the objective was to take care of a significant client, but the delivery was sincere.  Right from the beginning Stephanie made us feel like the only people in the building.

This was something I have never experienced before.  A specially constructed room built in the middle of the kitchen so we could see everything going on around us but from within an environment built exclusively for a fine dining experience.  I think it’s fair to say that Stephanie really wanted us to enjoy the experience and her commitment to making that so, was authentic and intentional.

“Oh my gosh, I’m so sorry!”

Just as in everything we do, things don’t always go as planned.  Upon a minor mishap, exclusive to our private venue, Stephanie immediately apologized, owned it and, most importantly diffused a situation that could have disrupted the entire evening.

In our opinion, it was no big deal, but it certainly could have changed the emotional state and attitude of any person providing service.  I find it interesting how difficult it is sometimes to own our actions and simply say “I’m sorry.”

“I can talk through a brick wall.” (Tweet This)

What a great statement.  My takeaway from this comment … how long could you speak “intelligently” about your profession?  How about in a random conversation with clients or colleagues?  Stephanie spent the entire time in the room with us that night and we spent a lot of time talking about all sorts of topics.  I don’t remember any that went beyond her ability to add value to the conversation.

I am still amazed at the competence and confidence of someone her age and her ability to control the atmosphere of the room.  I suppose you could say that education had it’s benefits.

“I don’t think I have ever said no.”

This was my favorite.  We had been giving her a hard because everything was so amazing and it sort of became a challenge to see if they could actually deliver on “anything” we wanted.  So naturally, a person of my intellect, came up with a great challenge.  “Fresh chocolate chip cookies and vanilla gelato.”  No way they could bust that out.  Wrong!  “No” was not an option.

As I custom desert request arrive, I asked her what they do when they get a request for something they can’t make happen.  Her response, “I don’t think I have ever said no.”  I guess that pretty much sums up the evening!

Do You Want To Be The Best?

It will be a meal I never forget, but something tells me that Stephanie does the same for other people everyday.  I will not soon forget the attitude and effort that went into that dining experience and the real point of the story is that if you want to be the best, you need to act like it – and not just when you have to, but when you don’t.  That’s what will set you apart from the rest.

Like Ben, Stephanie has big aspirations for her career.  She eventually would like to end up in the California wine valley as a wine sommelier.  I know she will make it and she just might be the youngest female to ever become one.  I won’t be betting against her anytime soon.

THE QUESTION:  Are you serving people in a way that represents your best?

THE CHALLENGE:  Do something today that will take your quality of service to the next level.

Read part one by clicking here

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Barry Smith  3/17/14   photo courtesy of amazon   © Building What Matters 2014

The post Raising The Bar For Generation Y- Part 2 appeared first on BUILDING WHAT MATTERS.COM.

Sinek, the author of Start With Why, provides a deep look into what creates the most effective teams and more importantly, what keeps them working together, even during the most difficult of times.

This is one of those books that will take you a little bit longer to read because so many thoughts require you to take another look, just to make sure you understood the power behind them.  A phenomenal effort by Sinek, Leaders Eat Last not only looks at the dynamic of the team but of the individuals that make up that team.

What really sets this book apart is Sinek’s unique look at why some people make good leaders and others don’t and the “why” behind the results they get.  In this post, the second of four, I will attempt to capture the basic thoughts of the eight parts of the book.

PART 3: REALITY

THE COURAGE TO DO THE RIGHT THING – Sinek tells the story of an air traffic controller that broke the rules and as a result, saved over a hundred lives.  The point of the story is that sometimes it’s ok to break the rules, because it’s the right thing to do.

The bigger point of the story is that we have created a culture of non-thinking rule followers that use those very rules to justify making the wrong decision just because “that’s what they were told to do.”  Sinek goes on to discuss the idea of trust and offers this great thought: “We don’t just trust people to obey the rules, we also trust that they will know when to break them.”

SNOWMOBILE IN THE DESERT – Another great chapter!  We are the most advanced creature on the planet and yet, have the most difficult time working collaboratively towards common goals.  Sinek suggests that people are not the problem in most cases when discussing our cooperative efforts.

Our culture is so competitive that in most of the environments that we work in, we are judged on personal performance.  This creates a natural condition pushing us to do better than the next guy.  Sound like looking our for #1 to me.  Create an environment in which your people can thrive, and they will!  (Tweet This)

PART 4: HOW WE GOT HERE

THE BOOM BEFORE THE BUST – This is Sinek’s look at how the economic health of the nation has impacted leadership.  The roaring twenties were a time of prosperity and wealth never seen before.  Then the stock market crash hit in 1929 beginning a depression lasting until nearly 1942.  Going to war is widely accepted as the event that pulled us out of that depression.

The point he makes is that like in anything, there has to be balance.  He makes a great comparison between the good times and the bad – at least from a leadership perspective.  The generations that have produced great security and stability have focused on leadership and service, not excess and consumerism.  Hmm, isn’t that interesting!

THE BOOMERS ALL GROWN UP – Sinek takes a look at the three stock market crashes we have endured since the baby boomers took over running government and business.  There has clearly been a shift to the idea that people are as disposable as products.  We have moved away from a strong sense of community and now focus on protecting “what is ours.”

This may be one of the strongest thoughts in the book – “There are smart executives running companies and managing systems, but there seems to be a distinct  lack of strong leaders to lead the people.”  I wonder if the leaders still exist but there no longer exists a job description that includes them.  Just sayin’

Here is Sinek’s bottom line that I take away from this section of the book.  “It’s not how smart the people in the organization are; it’s how well they work together that is the true indicator of future success or the ability to manage through struggle.”  

Read that again and just think about it for a minute.  Does it apply to your current environment?

• Click here to read part 1

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Barry Smith  3/13/14   photo courtesy of amazon   © Building What Matters 2014

The post Leaders Eat Last – Part 2; A Leader’s Environment appeared first on BUILDING WHAT MATTERS.COM.

I’m not big into playing the blame game, but because I am in the group that I hold partially responsible for the predicament we are in, I will go ahead and bring it up.  If you are in your 40’s or 50’s, you (we) may have dropped the ball when it comes to the influence we had on the 20 and 30 somethings.

Admittedly I am speaking in broad generalities here, but nonetheless, somebody fell short in teaching leadership skills to the millennials and seeing how we raised them, I guess that makes it us.  Enough said on that, it’s time to look forward and not back.

In my travels to Orlando and Las Vegas over the last three weeks, I encountered two 22 year olds that really impressed me.  This will be a two part post to introduce you to a couple of kids (I can say that because my own kids are 21 and 23) that proved to me that we will indeed, have some solid individuals taking care of us one day.

Sometimes I just walk and think.

Let me introduce you to Ben.  Ben works as a server at the Hard Rock Cafe in Las Vegas.  My wife Michelle, was in some classes so I decided to do what I sometimes do, go walk and think.  If you ever have been on the Las Vegas strip, you know how hard it can be to think.  I decided to stop and get some lunch and Hard Rock seemed to be as good of a choice as any.

I got seated and then this younger guy comes over to me and sits down at my table and says “Hi, I’m Ben, what can I get for you.”  His demeanor alone, told me that he was an A game player.  Very self confident and looked me right in the eye when he spoke to me.  You don’t always see that anymore.

He made me feel like I was the only guy in the place.

He was busy, but made it a point to check in on me every time he went by my table.  I was by myself and I am sure he knew that I was not going to be a big ticket item in his section, but he continued to treat me like I was the only guy sitting out on the patio.  I am alwys intrigued by these young “go-getters” and I struck up a conversation with him.  I wanted to know what made this guy tick.

Turns out that his family had a restaurant back in New York that he started working at when he was 16.  Seven months ago he headed west in search of among other things, some nicer weather.  I asked how he got such a good job so quickly being a newbie in town and his response told the whole story.

He had filled out the on-line application for Hard Rock but knew that a face-to-face meeting could make a bigger difference in getting the job.  He intentionally wandered  into Hard Rock one day and was able to speak with a manager.  The manager was immediately impressed and he had his second interview during the same visit.

Shortly thereafter, he was invited for a third interview and a week later was going through orientation.  So what is the point of all this?  Well to me, it’s pretty simple.  Ben decided to happen to life and not wait for life to happen to him.  (Tweet This)  I wonder how many other applications sat on a hard drive while the applicants sat on their couch waiting for a call.

I will never forget that meal.

Ben said he loves the interaction with his customers as much as any part of his job and his actions definitely supported that.  I think most would agree that going out to eat is more about the experience than the meal and Ben made mine memorable.

At only 22, I asked him what he wanted to eventually do, what were his big aspirations?  His response; he wants to eventually get into fine dining.  I didn’t think about it at the time but I would guess it is partially because he will have the opportunity to make someone’s night out a memorable experience that won’t soon be forgotten.

My guess – Ben will be exceeding expectations in some really nice dining establishment someday and probably sooner than later.  Ben was one of those individuals that you can just tell will achieve his dreams.  Ben, at 22, was leading by example in his respective industry, and making a difference in the lives of those he serves.

THE QUESTION:  Do you have clarity on what it is that you want to achieve?

THE CHALLENGE:  Do something today that will get you one step closer to reaching that dream.

Later this week I will introduce you to Stephanie, who works in the world’s largest Marriott.

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Barry Smith  3/11/14   photo courtesy of amazon   © Building What Matters 2014

The post Raising The Bar For Generation Y – Part 1 appeared first on BUILDING WHAT MATTERS.COM.

This month we are masterminding through The Men Who Built America, a DVD produced by the History Channel along with Think and Grow Rich by Napoleon Hill to compliment the mini-series built around some of the great early leaders and entrepreneurs that help build the United States into a world power at the end of the 19th Century.

If you don’t know the back story on how these two connect together, Napoleon Hill was commissioned by Andrew Carnegie to study the most successful people and find out what resulted in their success.  The men who built America were among many of the 20,000+ that Hill interviewed over the twenty year period it took him to write the book.

This month we are going take a look at Andrew Carnegie, Thomas Edison, JP Morgan and Henry Ford.  In this, the final of four posts, we will take a look at Henry Ford.

Ford set himself apart from the other men who built America buy focusing his efforts on the people.  He paid twice the average wage and wanted the average working man to be able to afford an automobile.  Amazed at how machines worked, Ford used his vision to transform the auto industry.

So how did a man that began his business career under the challenges of poverty, illiteracy, and ignorance become “one of the men who built America?”

I Think I Can, I Think I Can, I Think I Can

AUTOSUGGESTION

“If you think you can do a thing or think you can’t do a thing, you’re right!” – Henry Ford

Ford Motor Company was actually Ford’s third automobile venture.  The first two failed miserably yet Ford refused to give up.  He continued to believe that he could successfully manufacture automobiles at a profit and at the same time, do what no one else had done, make them affordable.  His vision was strong enough to become reality.  He refused to give in to negative talk and literally convinced himself that it could be done through the power of autosuggestion.

1+1=3 … Sometimes More

POWER OF THE MASTERMIND

“If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.” – Henry Ford

Ford’s most outstanding achievements began when he formed acquaintances with Harvey Firestone, John Burroughs, and Luther Burbank, well known thought leaders at that time.  Ford realized that not only could he gain knowledge from spending time with big thinkers but the interaction in itself, was increasing his ability to retain information and think better himself.

If Only I Would Have Known Before It Was Too Late!

SPECIALIZED KNOWLEDGE

“Coming together is the beginning; keeping together is progress; working together is success.” – Henry Ford

Ford had great vision but lacked the knowledge, in multiple areas, to make his vision a reality.  What Ford did know, was that by surrounding himself with the right people – the people that had that knowledge, he could achieve anything he wanted.  He continued to do this throughout his career and when faced with the issue of not knowing, simply found someone who had the specialized knowledge he was looking for and added them to his team.

Napoleon Hill said; “Strength and growth come only through continuous effort and struggle.” (Tweet This / Share on Facebook / Post to LinkedIn)

Hill was right, our success will come from continuous effort and struggle.  The difference comes in how we take on the struggle.  Ford found ways to reduce the struggle by bringing those to his team that could provide the “right” kind of effort.

Here is an important question:  Are you trying to do it all on your own or are you enlisting the help of others through collaborative relationships?  The answer might just predict your success or failure in that endeavor.  Who can you add to your team that will take you to the next level?

• Click here to read Part 1 on Andrew Carnegie
• Click here to read Part 2 on Thomas Edison
• Click here to read Part 3 on JP Morgan

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Click here to get a copy of my Kindle Book “The Manifesto Of An Influential Leader”

Join me on the STOP CHALLENGE CHOOSE 12 week health transformation

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Barry Smith  1/29/14   photo courtesy of Amazon   © Building What Matters 2014

The post The Men Who Built America – Henry Ford appeared first on BUILDING WHAT MATTERS.COM.

I have spent much of the past two or three years studying what separates those who succeed from those that don’t.  I have come to the conclusion that it comes down to not what they are trying to do, but why they are trying to doing it.

Back to my opening statement.  For me, that lingering item has been my health.  I have never been able to figure it out.  My wife Michelle sets a great example for me.  She eats good, sleeps 8+ hours a night and runs five days a week.  Beyond that, I want to be in good health.  Even though I am 48, I feel like I am younger than that but at the same time, feel time catching up – if you know what I mean!

A couple of friends of mine, Chemae and Eric, are Take Shape For Life coaches and after years of listening to stories about success they have been having with their clients, I decided to put some of the health principles that they teach to the test.

About six months ago, I started eating smaller meals and cut way back on sugar and carbs.  Boom!  Instant results.  By early November I had hit my first benchmark.  I had dropped twenty pounds and thought I had this health thing all figured out.  After all, I am a professional coach.  Should be easy, right?  Maybe not.

A month later and no more progress.  So I did what I should have done to begin with. Reached back to Eric and Chemae and said “Help!”  Three words made a huge difference.  Here they are and why they are so important.

STOP

When things are not going the way you want.  When you just aren’t getting the results you are looking for – STOP!  I didn’t say quit, I said stop.  I know you have heard the saying “If you keep doing what you’ve been doing, you’ll keep getting what you’ve been getting.”  So if this is the case – stop and take a minute to figure out why things are not working out.  How do you do this?  Simple …

CHALLENGE

If you are not getting the results you were looking for, challenge the thought process that you have been using to get them.  Challenge your why.  Most of all, challenge what you know about what you want and why you want it.  (Tweet This / Share on Facebook / Post to LinkedIn) Knowledge is power and sometimes even when our why is the right one – we don’t understand it enough to make it strong enough to provide the strength to succeed.  OK, then what?

CHOOSE

Now you are a little bit smarter.  Now choose a new path.  The destination might still be the same but now you can make the needed course corrections and get back after it. Life is about choices and usually, the better informed we are, the better choices we make.  Clarity also makes the decision making process much easier.  Eliminate the things that didn’t or won’t work and then you have less to choose from.

So does this work?  Well, one week into following the Take Shape For Life program and I was down 5 more pounds and getting more sleep.  In reality, the process impressed me so much that it struck me that this would be a great addition to be able to provide the same support and resources to my own clients.  Most of them have health related issues on their list anyway so why not add a plan that actually works into the services I provide.

So I have added health coach to my resume.  I joined the Take Shape For Life team earlier this month and am looking forward to sharing a path to Optimal Health with my network of clients and colleagues.  If you are interested in finding out more about the TSFL program I would encourage to visit my TSFL page by clicking here and contact me if you think it makes sense for you and I will help you get started.

There is also a great opportunity that you can sign up for through March 1st.  If you are interested in finding your own path to Optimal Health, join along with thousands of others and sign up for the STOP CHALLENGE CHOOSE (sound familiar) 12 Week Health Transformation.  No cost.  No strings.  Simply an email a day full of great content and tools that can really make a difference for you in your journey to getting healthier.

Just click here and you will be redirected to the Stop Challenge Choose webpage. Click on the I Know / Have a Coach button and put in my name “Barry Smith” and that’s it. Starting on the next Monday, you will receive a daily email full of great value related to improving your health.  If you have any questions along the way, just let me know.

A question today that you may have never asked yourself before – What does Optimal Health look like to you?

You might have already guessed my challenge – Sign up for the STOP CHALLENGE CHOOSE 12 Week Health Transformation and find out what Optimal Health might look like for you. 

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Click here to get a copy of my Kindle Book “The Manifesto Of An Influential Leader”

Don’t miss a single post from Building What Matters by subscribing at the top left of this page. 

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Barry Smith    1/27/14   photo by author   © Building What Matters 2014

The post Change Your Outcome When You Stop, Challenge and Choose appeared first on BUILDING WHAT MATTERS.COM.

Some of you probably recognize Burg as the co-author of The Go-Giver, but this one is all his and according to the author, his finest work – the book he was meant to write.

Burg starts out by introducing us to the idea of Ultimate Influence ==>the ability to get the results you want from others while making them feel genuinely good about themselves, about the process, and about you.

Burg suggests that Ultimate Influence is based on five key principles that occur on an ongoing basis.  In this post, the third of four, we will take a deeper look into the third and fourth principles (3) Acknowledge Their Ego and (4) Set The Proper Frame.  Take a look at these and see if any of them might apply to your life.

3. Acknowledge Their Ego

• Don’t Shame or Embarrass – Never criticize or condemn publicly.  Always seek to build up and encourage!  Ultimate Influencers build trust and empower others.
• Be a Judge, Not a Lawyer 
• The Principle of Agreement – Avoid using the word “but” because in most cases, it eliminates what you just agreed to.
• Ego Repair
• The Power of Handwritten Notes – Remember the wisdom of John Maxwell; “People don’t care how much you know until they know how much you care.” What are you doing to tell others that you care?
• Edification – a Powerful Key To Influence
• Do You Look for Disagreement? – Respond before you react.  Set yourself up for success and find the things you can agree on before the things you can’t.
• Compliment the Uncomplimented
• Caught in the Act! … of Doing Something Right – This is one of my favorites. How often do you catch someone in the act of doing something right – and then recognize them for it?
• “I Appreciate Ya” – When was the last time someone told you they appreciated you?  When was the last time you told someone else?

4. Set The Proper Frame

• Positive Expectation Works, but Not Why You Think It Does – Simply stated, you get what you expect.  No it doesn’t always work but when you believe in a positive outcome instead of a negative one, you will be much more successful.
• Framing Your Influence in Your First Conversation – First impressions, right? Simply make the conversation revolve around the other person and you set the tone for everything that follows.
• Sometimes’ It’s Good to Let ‘Em See You Sweat
• The Ransburger Pivot
• The Value of the Correct Phrase
• “What Can I do to Help?”
• Win by Making the Other’s Case First – Understanding and accepting the fact the the other person has their own thoughts and ideas, and believes them to be true, puts you in the position to control the outcome.
• Help Them to Live in the Solution – The best way to create an alliance is to bring a solution.  Wanting to solve the problem indicates your attitude of working towards a solution – no matter who comes up with it.
• Avoid Negative Framing
• Don’t Fall Victim to the Either/Or
• Persuasion Secrets of a Ten-Year-Old
• Change Your Frame, Change Your Life – Want allies?  Turn negatives into positives.  No it’s not easy, but staying in the negative will never solve anything.

Well, there is a taste of the thoughts and ideas found within this book.  I encourage you to pick up a copy and fill in the stuff I left blank on your own.  Some of the chapter headings listed above don’t make a lot of sense until you listen to Burg’s wisdom.  Now is your chance!

We certainly have much more to look at in Adversaries Into Allies but understand that people generally believe they are right because their beliefs are based on the experiences they have had.  Right or wrong, until you recognize that they believe what they believe, you will find it difficult to persuade them otherwise.  So ask yourself this question – Is it really worth the fight or is working together going to provide a better outcome?”  Win-Win outcomes are OK!

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Click here to get a copy of my Kindle Book “The Manifesto Of An Influential Leader”

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Barry Smith   1/3/14   photo courtesy of burg.com   © Building What Matters 2014

The post Adversaries Into Allies – Part 3; Motivation and Outcome appeared first on BUILDING WHAT MATTERS.COM.

Some of you probably recognize Burg as the co-author of The Go-Giver, but this one is all his and according to the author, his finest work – the book he was meant to write.

Burg starts out by introducing us to the idea of Ultimate Influence ==>the ability to get the results you want from others while making them feel genuinely good about themselves, about the process, and about you.

Burg suggests that Ultimate Influence is based on five key principles that occur on an ongoing basis.  In this post, the second of four, we will take a deeper look into the first two principles (1) Control Your Emotions and (2) Understand the Clash of Belief Systems.  Take a look at these and see if any of them might apply to your life.

1.  CONTROL YOUR OWN EMOTIONS

• Responding Versus Reacting – I love this one!  Responding is how you stay in control.  React, and you are letting the other person control the outcome.  How is that working out?
• Effectively Handle Verbal Attacks
• Make Calm Your Default Setting – What if you could actually accomplish this? Have you ever noticed that when they get louder, so do you?  It does work in reverse – when was the last time you tried that?
• Overcome Anger
• The Persuasive Power of Positive Detachment
• Think Before You Speak
• Agree to Disagree – What would the world be like if everyone thought the same and agreed on everything?  Sometimes agreeing to disagree is the best way forward.
• Consider the Source

2.  UNDERSTAND THE CLASH OF BELIEF SYSTEMS

• Belief Systems – the Problems and the Solution – There is some great insight here. People’s beliefs are created largely due to what they have experienced in their life. Expecting someone to agree with you, just because you think you are right, is like expecting them to abandon everything they have ever known.
• “How Would You Define …?”
• Accept the Responsibility for Communication
• The Importance of Conscious Awareness – You know that I am a big awareness fan.  When you are consciously aware, you can use all the information you have to create and communicate a thought.  Isn’t that a better option that what you “have always done or said?”
• Personal or Not?  How Do You Know?
• Love Languages from Liberty the Cat
• First, Know the Issue.  Then, Choose the Words
• The Answer?  Based on What Information? – Better the question, better the answer right?  It works the same when making decisions.  Better the information, better the answer.  Have you ever tried to complete a puzzle without all the pieces?
• Perceptual Realities Equal Different Conclusions
• Change Your Non-Serving Beliefs to Be More Productive

Well, there is a taste of the thoughts and ideas found within this book.  I encourage you to pick up a copy and fill in the stuff I left blank on your own.  Some of the chapter headings listed above don’t make a lot of sense until you listen to Burg’s wisdom.  Now is your chance!

We certainly have much more to look at in Adversaries Into Allies but let me leave you with this question today; “If you stayed in control and recognized that other people can believe what you believe, but simply think about it a little differently, that it might just make sense to work with them instead of against them?”  Just a thought!

***********************************************************************

Click here to get a copy of my Kindle Book “The Manifesto Of An Influential Leader”

Don’t miss a single post from Building What Matters by subscribing at the top left of this page. 

Help support us by clicking here and Liking our facebook page

Barry Smith   12/12/13   photo courtesy of burg.com   © Building What Matters 2013

The post Adversaries Into Allies – Part 2; Staying In Control appeared first on BUILDING WHAT MATTERS.COM.

Some of you probably recognize Burg as the co-author of The Go-Giver, but this one is all his and according to the author, his finest work – the book he was meant to write.

Burg starts out by introducing us to the idea of Ultimate Influence ==> the ability to get the results you want from others while making them feel genuinely good about themselves, about the process, and about you.  You get that little piece of wisdom on the first page of the introduction.  So far, it only get’s better from there.

Burg suggests that Ultimate Influence is based on five key principles that occur on an ongoing basis.  Over the next three weeks I will break these down further but here is the list to get you thinking in the right direction.

1.  Control Your Own Emotions

I have been reading a lot about “control” recently and I have to agree with Burg on this. Staying in control will always yield better and more lasting results.  Our emotions push us to reacting instead of responding.  Who would you rather have creating your future – you or the other person?  Want results?  Take control!

2.  Understand the Clash of Belief Systems

As the author puts it; “Each one of us sees the world in a unique way based on a combination of upbringing, environment, schooling, popular media, and the people with whom we associate.”  I love this idea.  One of my mentors tells me all the time; “Hang around people that believe what you believe, but think different thoughts.”  I think Burg is adding clarity to that statement.  It’s not only the idea that people think differently, it’s also about how to process those differences in a productive “collaborative” way.

3.  Acknowledge their Ego

This is good stuff.  At the end of the day, no matter how much we are willing to give of ourselves and serve others, we still feel good one when someone acknowledges what we have done.  It’s simply human nature.  Unfortunately, some place too much focus on it.  But Burg’s point is clear – if you want to persuade someone to your way of thinking, part of your plan better include some type of positive recognition of the way they are thinking.

4.  Set the Proper Frame

Why is it that we choose to set ourselves up for failure when is most cases, with the right choices, we can set ourselves up for success?  Burg suggests that we have the power to set the proper frame.  It doesn’t matter if we moved first or the other person did.  What matters is our last move.  Why?  Because that is what sets the frame for the next move.  You are always one move away from success or one away from failure.  [Tweet Now]

5.  Communicate with Tact and Empathy

Burg makes the observation that; “Communicating tactfully displays a genuine regard for the other person, which will open the door to making him your ally.” Do first impressions matter?  Hello!  Think about the last time someone approached you and let’s just say “lacked a little tact” in the way they communicated.  How did that make you feel? Look, people want to feel valued and they want to matter.  Words matter and they matter a lot.  Use them wisely.  You never know when you might need an ally.

It’s hard to beat Burg’s take that pretty much frames out the rest of this series … “You’ll see that when you begin to control your emotions, consider others’ points of view and ego, create a positive atmosphere, and communicate tactfully and with empathy, you will get what you want in your personal interactions and relationships.”

We certainly have much more to look at in Adversaries Into Allies but let me leave you with this question today; “Which provides a better outcome – when they’re with you or when they’re against you?”

***********************************************************************

Click here to get a copy of my Kindle Book “The Manifesto Of An Influential Leader”

Don’t miss a single post from Building What Matters by subscribing at the top left of this page. 

Help support us by clicking here and Liking our facebook page

Barry Smith   12/4/13   photo courtesy of burg.com   © Building What Matters 2013

The post Adversaries Into Allies – Part 1; Ultimate Influence appeared first on BUILDING WHAT MATTERS.COM.