Clarity and the ability to focus on high leverage activities (these are the activities that will have the largest impact on what you are looking to do) are essential steps in the Strategic Acceleration process.
"The basic definition of clarity is having an unfettered view of your vision, which is what you want and why you want it, fed by an understanding of its purpose and value". (page 50)
Most of us know what we want and why we want it. This is how we get our vision. Now, have you thought about why that is important to you? How about why that is important to others? If you can answer those questions, you can understand the purpose. "Purpose is a transcendent concept that actually wraps itself around your vision and carries it" (page 57)
If you are a leader in your life, company, or other organization, "the ability to communicate purpose in conjunction with a vision has a powerful effect on others. ...that purpose provides specific direction and it begins to bring practical application to a vision. A vision without a specific purpose may come across as a whim", and it is hard to get people to believe a vision like that.(page 55)
One section of the 3rd chapter struck home with me. While we all strive to be more tactically effective (learning how to a specific task better or more quickly), it might make more sense for us to review strategic effectiveness. More specifically, we should look for "new ways of thinking, not just new ways of doing things" (page 66) This relates to the idea of creating clarity because you must change the way you are thinking and acting to achieve new results (you can just do the same things faster).
"Preparation and planning are important, but excessive preparation is nothing more than procrastination" (page 67) Once you have clarity, it will destroy "procrastination because the action you need to take is vividly clear." (page 68)
There is a testimonial in this book and the biggest take away is captured in these statements "Before working with Tony, we had a view that was farther into the future than we could really see." Once you have clarity "all you have to do is take the steps that clarity has illuminated for you". (page 70 & 71)
When Tony Jeary writes about focus, he states that it is the opposite of distraction. Also, he mentions that our brains are designed to take in information from many sources so it is "the path of least resistance" for a human to become distracted. Focus is the 2nd step in the Strategic Acceleration process and "is not something that comes naturally for most people, and that is why it is a skill that must be learned, polished, and practiced" (page 79).
"Clarity about your vision of the future is vital to maintaining focus in the present." (page 88)
"We all want to be in control of our lives, but achieving that control is impossible if we allow our thinking to bounce back and forth between the past and the future. When we do this, we hop right over today, which is the only place we can really do anything that has significance. The only thing in life we can control is what we do from moment to moment, and that is the bottom line of focus." (page 93)
Saturday, October 31, 2009
Friday, October 30, 2009
Strategic Acceleration by Tony Jeary (#1)
How would you reply when someone asks: "What does success mean to you?" If you are like me, you would list a level of professional development, family development or perhaps material items. Tony states "We are successful when we achieve objectives we have established in advance." (Page 3) Makes sense right?
Tony Jeary has coached many highly successful individuals and helped them run their organizations. In his own words ... "I helped them develop:
1) Clarity - the ability to get clear about what they really wanted to achieve
2) Focus - the ability to avoid distraction to concentrate on high-leverage activities that produce the most significant results
3) Execution - the ability to use strategic communication to exceed expectations and get results faster."
Each of us has been shaped by our past. Family, life, finances, and just about everything else create impressions and cause us to view the world in a particular way. Tony Jeary defines this as "the belief window, it contains everything you believe to be true, false, correct, incorrect, appropriate, inappropriate, possible and impossible." This belief window is what you see the world through and it frames your views of people, situations and places and also influences "the actions you take regarding those same people, places and things." (Page 12)
How could this be hindering your professional development? The belief window "blocks out what you do not consider important and screens information and circumstances you don't think you need. ...you will not recognize the importance of things that might be critical to your success" It is important that you have the ability to adjust your belief window from time to time to make sure you are not missing opportunities.
"When you lack clarity about what you really want, you will find yourself being pushed toward living in problems. When you have clarity about what you really want, you will be pulled toward living in solutions." (page 21)
The four necessary steps to become effective in a new endeavor (page 21-24):
1) Become Aware of the Need
2) Clarify the Need
3) Focus on the Need
4) Execute the need
"Go as far as you can see, and then you can see farther"
Tony Jeary tells us the story of an African man who was born into a small mud hut and eventually ended up being one of the top 5 sales people for the yellow pages in the entire US. This individual was amazed at a young age when he saw a movie from America where everyone was wearing shoes. This man was determined to get to America. He didn't know how at that point, but by proactively taking small steps towards connecting with the US he made it. The idea here is that if your vision is clear, it will create a pulling effect and will draw that success into your life.
Tony Jeary goes on to mention that "When you become clear about what you want, you suddenly begin to see that everything in your life up to that very moment has uniquely prepared you to do the very thing you now see so clearly. ...the daily events of your life ...are really opportunities that will take you one step closer to your vision." (page 43)
"Achieving clarity of vision is the cornerstone of Strategic Acceleration" (page 47)
Tony Jeary has coached many highly successful individuals and helped them run their organizations. In his own words ... "I helped them develop:
1) Clarity - the ability to get clear about what they really wanted to achieve
2) Focus - the ability to avoid distraction to concentrate on high-leverage activities that produce the most significant results
3) Execution - the ability to use strategic communication to exceed expectations and get results faster."
Each of us has been shaped by our past. Family, life, finances, and just about everything else create impressions and cause us to view the world in a particular way. Tony Jeary defines this as "the belief window, it contains everything you believe to be true, false, correct, incorrect, appropriate, inappropriate, possible and impossible." This belief window is what you see the world through and it frames your views of people, situations and places and also influences "the actions you take regarding those same people, places and things." (Page 12)
How could this be hindering your professional development? The belief window "blocks out what you do not consider important and screens information and circumstances you don't think you need. ...you will not recognize the importance of things that might be critical to your success" It is important that you have the ability to adjust your belief window from time to time to make sure you are not missing opportunities.
"When you lack clarity about what you really want, you will find yourself being pushed toward living in problems. When you have clarity about what you really want, you will be pulled toward living in solutions." (page 21)
The four necessary steps to become effective in a new endeavor (page 21-24):
1) Become Aware of the Need
2) Clarify the Need
3) Focus on the Need
4) Execute the need
"Go as far as you can see, and then you can see farther"
Tony Jeary tells us the story of an African man who was born into a small mud hut and eventually ended up being one of the top 5 sales people for the yellow pages in the entire US. This individual was amazed at a young age when he saw a movie from America where everyone was wearing shoes. This man was determined to get to America. He didn't know how at that point, but by proactively taking small steps towards connecting with the US he made it. The idea here is that if your vision is clear, it will create a pulling effect and will draw that success into your life.
Tony Jeary goes on to mention that "When you become clear about what you want, you suddenly begin to see that everything in your life up to that very moment has uniquely prepared you to do the very thing you now see so clearly. ...the daily events of your life ...are really opportunities that will take you one step closer to your vision." (page 43)
"Achieving clarity of vision is the cornerstone of Strategic Acceleration" (page 47)
Endless Referrals by Bob Burg
From www.BURG.com: The definitive guide to turning casual contacts into solid sales opportunities. In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities
My Experience
Prior to reading of this book, I was a “Great Networker”. I handed out cards at every opportunity and told everyone I knew that I can originate and close mortgage loans quickly and with great rates. Event after event I would tell everyone what I did and how I have been successful because “I really know my stuff.”
I was missing one thing from my networking – the business it was supposed to generate! This all changed when I started reading Endless Referrals by Bob Burg. I learned what it means to network and how taking an honest approach and looking to truly help those around you can result in an ongoing business source. I now establish meaningful relationships, add value to those around me, and my contacts want to help me grow my business (Note: they do not feel obligated to do so).
Summary
Endless Referrals deals with the way in which you manage and cultivate your professional and personal relationships. More specifically, the book explains a great way for an individual to create new opportunities by approaching existing and new relationships in a new way. Essentially, you keep yourself out of the picture until you establish yourself as someone who adds value and/or the individual knows you, likes you, and trusts you.
What I found so great about this book is that it enables you to take the “theory” out of the process and gives you concrete examples of how to connect in meaningful ways with just about anyone you talk to. Here is a “step by step” which I have used with great success. These steps are explained in more detail in the book and I strongly encourage you to pick up a copy for reference.
1) When you meet with a contact focus the conversation on them. This includes friends, neighbors, professionals, fellow association members etc)
a. What is their business about? Do they have family? Are they from the area? How did they get started in the business they are in?
b. Ask “How can I know if an individual is a good prospect for you?”
c. GET THEIR CARD (don’t worry about giving them you card…sounds weird right? Certainly, if they ask, give it to them.)
d. Be a connector – if you talk to two people that night, introduce them and share how they can each know if a prospect is good for the other.
e. Did you know each person will generally have a “network” of 250 people? If you meet five new people, you just open 1250 opportunities!
2) Send a handwritten note which thanks them for their time.
a. “I will be sure to keep my eyes open for prospects to send your way”.
b. Do not ask for business in your communication.
c. Email is NOT OKAY here.
d. Include any information you might have come across that they could find useful.
e. The note includes all of your contact info and your PHOTO so that you start to become familiar.
3) Keep that person in mind.
a. Send Articles based on industry/profession/local opportunities
b. Refer prospects
c. Be a “connector” by helping them cross promote or develop business otherwise
d. This WILL TAKE WORK on your part.
4) Once they know you, like you, trust you….
a. “Mr. Contact, I am in the process of growing my referral business and I think it is important to partner with friends such as you. Do you mind if we take a few quick minutes to run past a few names which I might be able to help?”
b. Suggest specific groups of people when the contact is thinking.
i. The poker group.
ii. The golf foursome.
iii. Association members they know better than others.
iv. Fellow PTA contacts
c. Make it easy by suggesting wording to use and/or how to approach potential contacts.
d. “I want to give you my personal assurance that, when calling a referral you give me, I will never say or do anything to reflect badly on you. That will be my number one goal. Not just because it is the right way to be, but if I did so, I certainly couldn’t expect to be trusted with more referrals, which as you know, is the way I do business: mainly by referrals.
5) Other notes:
a. The way you do anything is the way you do everything.
b. By establishing yourself as a referral based professional, you are helping your clients understand the importance of referring people to you.
c. Every Person knows, through various channels, about 250 people or more.
d. Give more in value than you are taking in payment.
e. Professional Posture is directly related to the number of prospects you have.
f. A client you can’t sell can still refer you business. “On a scale from 1 to 10, what would you say is the value in this product”?
i. If 10, then get some referrals!
ii. If 7-8 perhaps you still have a sale pending
iii. If 5 or under, wrap it up and head out.
g. Don’t expect anyone to believe in something you do not believe in.
i. Believe in yourself
ii. Believe in your company
iii. Believe in the VALUE
h. F.O.R.M. Questions (Family, Occupation, Recreation, Message). Questions in these areas are a great way to find similarities and open communication.
My Experience
Prior to reading of this book, I was a “Great Networker”. I handed out cards at every opportunity and told everyone I knew that I can originate and close mortgage loans quickly and with great rates. Event after event I would tell everyone what I did and how I have been successful because “I really know my stuff.”
I was missing one thing from my networking – the business it was supposed to generate! This all changed when I started reading Endless Referrals by Bob Burg. I learned what it means to network and how taking an honest approach and looking to truly help those around you can result in an ongoing business source. I now establish meaningful relationships, add value to those around me, and my contacts want to help me grow my business (Note: they do not feel obligated to do so).
Summary
Endless Referrals deals with the way in which you manage and cultivate your professional and personal relationships. More specifically, the book explains a great way for an individual to create new opportunities by approaching existing and new relationships in a new way. Essentially, you keep yourself out of the picture until you establish yourself as someone who adds value and/or the individual knows you, likes you, and trusts you.
What I found so great about this book is that it enables you to take the “theory” out of the process and gives you concrete examples of how to connect in meaningful ways with just about anyone you talk to. Here is a “step by step” which I have used with great success. These steps are explained in more detail in the book and I strongly encourage you to pick up a copy for reference.
1) When you meet with a contact focus the conversation on them. This includes friends, neighbors, professionals, fellow association members etc)
a. What is their business about? Do they have family? Are they from the area? How did they get started in the business they are in?
b. Ask “How can I know if an individual is a good prospect for you?”
c. GET THEIR CARD (don’t worry about giving them you card…sounds weird right? Certainly, if they ask, give it to them.)
d. Be a connector – if you talk to two people that night, introduce them and share how they can each know if a prospect is good for the other.
e. Did you know each person will generally have a “network” of 250 people? If you meet five new people, you just open 1250 opportunities!
2) Send a handwritten note which thanks them for their time.
a. “I will be sure to keep my eyes open for prospects to send your way”.
b. Do not ask for business in your communication.
c. Email is NOT OKAY here.
d. Include any information you might have come across that they could find useful.
e. The note includes all of your contact info and your PHOTO so that you start to become familiar.
3) Keep that person in mind.
a. Send Articles based on industry/profession/local opportunities
b. Refer prospects
c. Be a “connector” by helping them cross promote or develop business otherwise
d. This WILL TAKE WORK on your part.
4) Once they know you, like you, trust you….
a. “Mr. Contact, I am in the process of growing my referral business and I think it is important to partner with friends such as you. Do you mind if we take a few quick minutes to run past a few names which I might be able to help?”
b. Suggest specific groups of people when the contact is thinking.
i. The poker group.
ii. The golf foursome.
iii. Association members they know better than others.
iv. Fellow PTA contacts
c. Make it easy by suggesting wording to use and/or how to approach potential contacts.
d. “I want to give you my personal assurance that, when calling a referral you give me, I will never say or do anything to reflect badly on you. That will be my number one goal. Not just because it is the right way to be, but if I did so, I certainly couldn’t expect to be trusted with more referrals, which as you know, is the way I do business: mainly by referrals.
5) Other notes:
a. The way you do anything is the way you do everything.
b. By establishing yourself as a referral based professional, you are helping your clients understand the importance of referring people to you.
c. Every Person knows, through various channels, about 250 people or more.
d. Give more in value than you are taking in payment.
e. Professional Posture is directly related to the number of prospects you have.
f. A client you can’t sell can still refer you business. “On a scale from 1 to 10, what would you say is the value in this product”?
i. If 10, then get some referrals!
ii. If 7-8 perhaps you still have a sale pending
iii. If 5 or under, wrap it up and head out.
g. Don’t expect anyone to believe in something you do not believe in.
i. Believe in yourself
ii. Believe in your company
iii. Believe in the VALUE
h. F.O.R.M. Questions (Family, Occupation, Recreation, Message). Questions in these areas are a great way to find similarities and open communication.
Subscribe to:
Posts (Atom)
Posts
