Keep Failing

The sign off on my email for years was, “Keep thinking, keep trying, keep failing, keep succeeding, keep growing”. I want to emphasize Keep Failing today.

I believe fear of failure is one of the biggest detriments for business people.

But let’s look at just a few historical failures.

• JFK failed the bar exam twice.

• Mark Twain, Henry Ford, P.T. Barnum, Milton Hershey, and Henry Heinz all went bankrupt.

• Walt Disney was fired because of a lack of new ideas.

• Winston Churchill flunked 8th grade.

Perhaps, one of the most famous failures that directly relates to business is Thomas Edison’s statement while attempting to create the light bulb, “I have not failed, I’ve just found 10,000 ways that won’t work”.

One of the most important concepts in the Make-You-Happy Management System is getting lots of input and ideas on how to improve from your team. It’s really important that in coming up with ideas and input that they not be afraid to fail. That they not be afraid to suggest lots of things – things that may not be implemented. If people are afraid to fail in your business the ideas will dry up.

The following is excerpted from Fail Fast, Fail Often: How Losing Can Help You Win by Ryan Babineaux, PhD., and John Krumboltz, PhD.

“There’s something to notice about successful people: they act quickly, even if they may fail.”

In the book Art and Fear, the artists Ted Orland and David Waylon share a story about a ceramics teacher who tried an experiment with his class.

“The teacher divided the students into two groups. Those sitting on the left side of the studio were to be graded solely on the quantity of their work, while those on the right, solely on the quality. The instructor informed the students in the quantity group that a simple rule would be applied to evaluate their grades: those who produced fifty pounds of pots would get an A, those who produced forty pounds a B, and so on.

For the quality group, the instructor told the students that he would assign a course grade based on the single best piece produced over the duration of the course. So if a student created a first-rate pot on day one of the course and did nothing else for the term, he would still get an A.

When the end of the quarter arrived and it came to grading time, the instructor made an interesting discovery: the students who created the best work, as judged by technical and artistic sophistication, were the quantity group. While they were busy producing pot after pot, they were experimenting, becoming more adept at working with the clay, and learning from the mistakes on each progressive piece.

In contrast, the students in the quality group carefully planned out each pot and tried to produce refined, flawless work, and so they only worked on a few pieces over the length of the course. Because of their limited practice, they showed little improvement.”

I like this story because it points out an important principle: successful people take action as quickly as possible, even though they may perform badly.

Instead of trying to avoid making mistakes and failing, they actively seek opportunities where they can face the limits of their skills and knowledge so that they can learn quickly. They understand that feeling afraid or underprepared is a sign of being in the space for optimal growth and is all the more reason to press ahead. In contrast, when unsuccessful people feel unprepared or afraid, they interpret it as a sign that it is time to stop, readdress their plans, question their motives, or spend more time preparing and planning.”

It is also critical that you not be afraid of failure in marketing and sales. In fact, one of the characteristics of good marketing businesses is that they fail fast! The faster you fail and get on to the next idea, the faster you’ll find something that works. Even the best marketers have more failures than successes. If you are interested in this kind of marketing, you can get a FREE Gift at: kennedy.3dmailresults.com. No www before it.

Do What You Do So Well
That People Can’t Help Telling Others About You

Keith Lee
Keith@KeithLee.com

Leading & Motivating by Brian Tracy

*Note from Keith:

Brian Tracy is an absolute living legend.  Brian’s goal is to help you achieve your personal and business goals faster and easier than you ever imagined.  His exciting talks and seminars on Leadership, Selling, Self-Esteem, Goals, Strategy, Creativity and Success Psychology bring about immediate changes and long-term results, and you can bet his articles will inspire the same in YOU to bring about huge, long-term success.

Here is an article from Brian Tracy that reinforces the principles in the Make-You-Happy Management System.

Leading and Motivating

By Brian Tracy

It’s been said that Leadership is not what you do, but who you are.  This, however, is only partially true.  Leadership is very much who you are, but it cannot be divorced from what you do.  Who you are represents the inner person, and what you do represents the outer person.  Each is dependent on the other for maximum effectiveness.

The starting point of motivational leadership is to begin seeing yourself as a role model, seeing yourself as an example to others.  A key characteristic of leaders is that they set high standards of accountability for themselves and for their behaviors.  They assume that other are watching them and then setting their own standards by what they do.  In business, there are several kinds of power.  Two of these are position power and ascribed power.

Position power is the power that comes with a job title or position in any organization. If you become a manager in a company, you automatically have certain powers and privileges that go along with your rank.  You can order people about and make certain decisions.  You can be a leader whether or not anyone likes you.

Ascribed power is the power you gain because of the kind of person you are.  In every organization, there are people who are inordinately influential and looked up to by others, even though their positions may not be high up on the organizational chart.  These are the men and women who are genuine leaders because of the quality of the people they have become, because of their characters and their personalities.

Over the years, we have been led to believe that leaders are those who stride boldly about, exude power and confidence, tive orders for others to carry out.  However, that is old school.  The leader of today is the one who asks questions, listens carefully, plans diligently and then builds consensus among all those who are necessary for achieving the goals.  The leader does not try to do it by himself or herself.  The leader gets things done by helping others to do them.

This brings us to five of the qualities that you already have to a certain degree and that you can develop further to stand out from the people around you in a very short period of time.

The first quality is vision.

This is the one single quality that, more than anything separates leaders from followers.  Leaders have vision.  Followers do not. Leaders have the ability to stand back and see the big picture.  Followers are caught up in day-to-day activities.  Leaders have developed the ability to fix their eyes on the horizon and see greater possibilities.  Followers are those whose eyes are fixed on the ground in front of them and who are so busy that they seldom look at themselves and their activities in a larger context.

The most motivational vision you can have for yourself and others is to “Be the best!”  Many people don’t yet realize that excellent performance in serving other people is an absolute basic essential for survival in the economy of the future.  Many individuals and companies still adhere to the idea that as long as they are no worse than anyone else, they can remain in business.  That is just plain silly!  It is prehistoric thinking.  We are now in the age of excellence.  Customers assume that they will get excellent quality, and if they don’t, they will go to your competitors so fast, people’s heads will spin.

The second quality, which is perhaps the single most respected quality of leaders, is integrity.

Integrity is complete, unflinching honesty with regard to everything that you say and do.  Integrity underlies all the other qualities.  Your measure of integrity is determined by how honest you are in the critical areas of your life.

Integrity means this: When someone asks you at the end of the day, “Did you do your very best?” you can look him in the eye and say, “Yes!”  Integrity means this: When someone asks you if you could’ve done better, you can honestly say, “No, I did everything I possibly could.”

Integrity means that you, as a leader, admit your shortcomings.  It means that you work to develop your strengths and compensate for your weaknesses.  Integrity means that you tell the truth, and that you live the truth in everything that you do and in all your relationships.  Integrity means that you deal straightforwardly with people and situations and that you do not compromise what you believe to be true.

The third quality is courage.

It is the chief distinguishing characteristic of the true leader.  It is almost always visible in the leader’s words and actions.  It is absolutely indispensable to success, happiness and the ability to motivate other people to be the best they can be.

In a way, it is easy to develop a big vision for yourself and for the person you want to be.  It is easy to commit yourself to living with complete integrity.  But it requires incredible courage to follow through on your vision and on your commitments.  You see, as soon as you set a high goal or standard for yourself, you will run into all kinds of difficulties and setbacks.  You will be surrounded by temptations to compromise your values and your vision.  You will feel an almost irresistible urge to “get along by going along.”  Your desire to earn the respect and cooperation of others can easily lead to the abandonment of your principles, and here is where courage comes in.

The forth quality of motivational leadership is realism.

Realism is a form of intellectual honesty.  The realist insists upon seeing the world as it really is, not as he wishes it were.  This objectivity, this refusal to engage in self-delusion, is a mark of the true leader.

Those who exhibit the quality of realism do not trust to luck, hope for miracles, pray for exceptions to basic business principles, expect rewards without working or hope that problems will go away by themselves.  These all are examples of self-delusion, of living in a fantasyland.

The motivational leader insists on seeing things exactly as they are and encourages others to look at life the same way. As a motivational leader, you get the facts, whatever they are.  You deal with people honestly and tell them exactly what you perceive to be the truth.  This doesn’t mean that you will always be right, but you will always be expressing the truth in the best way you know how.

The fifth quality of motivational leadership is responsibility.

This is perhaps the hardest of all to develop.  The acceptance of responsibility means that, as Harry Truman said, “The buck stops here.”

The game of life is very competitive.  Sometimes, great success and great failure are separated by a very small distance.  In watching the playoffs in basketball, baseball, and football, we see htat the winner can be decided by a single point, and that single point can rest on a single action or inaction, on that part of a single team member at a critical part of the game.

Life is very much like competitive sports.  Very small things that you do, or don’t do, can either give you the edge that leads to victory or take away your edge at the critical moment.  This principle is especially true with regard to accepting responsibility for yourself and for everything that happens to you.

You become a motivational leader by motivating yourself.  And you motivate yourself by striving toward excellence, by committing yourself to becoming everything you are capable of becoming.  You motivate yourself by throwing your whole heart into doing your job in an excellent fashion.  You motivate yourself and others by continually looking for ways to help others to improve their lives and achieve their goals.  You become a motivational leader by becoming the kind of person others want to get behind and support in every way.

Your main job is to take complete control of your personal evolution and become a leader by becoming the kind of person others want to get behind and support in every way.

Brian Tracy is legendary in the fields of Management, Leadership, and Sales.  He has produced more than 300 audio/video programs and has written over 40 books.  www.BrianTracy.com

Beating The Odds

No matter what business you’re in, you likely have competition from a discounter, national chain, huge franchise, or something along those lines.  Regardless of the competition or the industry we can all learn from those who survive and are thriving in the face of this competition.  This article is about one of those businesses who are beating the odds and what you can learn from them.

You might know that I own American Retail Supply (www.AmericanRetailSupply.com) We provide independent retailers with the things they need to run their stores – the bags they give you, displays, fixtures, marking equipment, point-of-sale computer system, etc.

Let me ask you a few questions. Think back 20 years, or even 10.  How many independent drug stores do you see now versus 20 years ago?  Pet stores?  Department Stores?  Office supply stores?  Hardware stores?  The list goes on and on, and the answer is the same:  NOT MANY.

In those 20 years, while the market has shrunk dramatically, our sales at American Retail Supply have grown more than 10 times.  But this month’s article is not about my business, it’s about one of our clients who has beaten the odds and huge competition from the “BIG GUYS” and not only survived, but thrived.

McLendon Hardware opened in 1926.  Today they have 7 stores and continue to grow while Home Depot and Lowes blanket the market area with new stores.  At the same time that the entry of these retail giants forced the biggest regional hardware chain into bankruptcy, McLendon’s continues to thrive and open new stores.

How do they do it?  How does McLendon’s Hardware continue to grow, survive, and thrive while the old leader in the market has gone bankrupt?  I interviewed the president of McLendon Hardware, Mike McLendon, a few years ago to find their secrets, and you can use these same secrets to thrive in your market place.  Throughout this article I’ll use italics to ask you questions about using the ideas previously discussed in your business.

Find a Niche and Fill It

McLendon’s niche hasn’t changed in 87 years… Their niche – SERVICE, SELECTION, and LOCATION.

McLendon says they see themselves as being more family oriented than their competition.  That makes sense coming from an 87 year-old family business.  McLendon says, “People come to a hardware store because they have a problem, and they want to be able to go home and fix the problem themselves.  And they want to be able to understand something about the problem.  That’s one of the reasons we stay in business.  People think we can help them with their problem, they get the solution, go home and fix it, and they’re happy.”

Seems kind of simple, right?  Give your niche what they want.  McLendon’s wide breadth of products and friendly, helpful staff, insures that customers go home with solutions that make them happy!

What makes you different?  As my mentor Dan Kennedy says, “Why should someone do business with you versus every other option in your business category?” 

I shop at McLendon’s Hardware.  Here are just a few examples of their selection and great service.

I had a chip in my bathroom sink that I wanted to repair.  I went to the national chain about a half mile from my house.  They had one color – white.  My sink is cream.  I drove 5 more miles to McLendon’s.  They had the exact color match and 50 other colors!

What do you offer that your clients can’t get from the competition?

I needed a Philips head screw driver bit for my power drill.  I went down to McLendon’s, and like always quickly found someone to help me.  She suggested a bit and then said, “Here, try this one also.  We just got them in.  You can have it for free.  Let me know what you think of it.” Are you kidding me?!?!

It really is the little things.  What can you do to surprise and delight your clients with the little things?

I traced a leak in my hot water tank to the flexible copper tubing water inlet hose.  I took the old hose to McLendon’s where again someone was ready to help me.  Instead of just handing me the hose and letting me go, the sales person took an extra 30 seconds to tell me exactly how to install the hose.  His information made the job much easier and the repair will last longer.

What information, education, expert advice can you give to you clients that your competition doesn’t?

I’ve learned my lesson.  I now drive right past the national chain and go a few more miles to McLendon every time.  For me, McLendon is right on the mark.  When I go to other hardware stores, because it’s convenient, I often leave discouraged.  When I go to McLendon’s I go home with the solution to my problem.  McLendon tells me he often hears customers saying, “I should have just come here in the first place.”

What can you do to create loyal customers who, even if more convenient, don’t even think about going somewhere else?

Finding Good People

With the national chains coming into town, finding and keeping god employees has become a bigger challenge.  The big guys can often afford to pay more.  But McLendon’s relies on great help to send customers home with solutions.  How do they do that?

McLendon’s attracts employees who want to be more than just a clerk.  Trades people are attracted to McLendon’s.  They have a tool guy who was a contractor and didn’t want to be a contractor anymore.  He likes his job, he likes the people, and he gets the regular hours he wanted.

A journeyman electrician hurt his back and couldn’t work as an electrician, so now he works at McLendon’s.

The new store manager at the Kent store started at McLendon’s when he was in high school.  McLendon finds that people may leave the company to go to work for a new competitor, but they often come back to McLendon’s.

What can you do to attract the kind of employees you want, and will give your customers Out-Nordstrom Nordstrom Customer Service, without having to pay premium wages?

There’s more to this article, but you’re going to have to wait until part 2 of this series next month when I reveal the six core strategies McLendon’s is using to not only survive in the shadow of the retail giants, but thrive.  Stay tuned!

See how the Out-Nordstrom Nordstrom Customer Service System can help you

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Find out more about the Make-You-Happy Management System

Nine Things More Important Than Money by Jim Rohn

*Note from Keith:

I have been a huge fan of Jim Rohn’s for years.  When I think about the heavy-hitters when it comes to business and life success Jim Rohn always comes to mind along with Zig Ziglar, Dale Carnegie, Brian Tracy, Earl Nightingale, and Napoleon Hill.  Whenever I read or listen to Jim I get extremely motivated and feel as though I can take on the world, and that’s a great feeling!

 

Nine Things More Important Than Money

Jim Rohn

When starting any enterprise or business, whether it’s full time or part time, we all know the value of having plenty of capital (money).  But I bet we both know or at least have heard of people who started with no capital who went on to make fortunes.  How, you may ask?

Well, I believe there are actually some things that are more valuable than capital that can lead to your entrepreneurial success.  Let me give you the list.

Time

time is more valuable than capital.  The time you set aside not to be wasted, not to be given away.  Time you set aside to be invested in an enterprise that bring value to the marketplace with the hope of making a profit.  Now we have capital time.

How valuable is time?  Time properly invested is worth a fortune.  Time wasted can be devastation.  Time invested can perform miracles, so you invest your time.

Desperation

I have a friend Lydia, whose first major investment in her new enterprise was desperation.  She said, “My kids are hungry, I gotta make this work.  If this doesn’t work, what will I do?”  So she invested $1 in her enterprise selling a product she believed in.  the $1 was to buy a few fliers so she could make a sale at retail, collect the money and then buy the product wholesale to deliver back to the customer.

My friend Bill Bailey went to Chicago as a teenager after he got out of high school.  And the first job he got was a night janitor.  Someone said, “Bill, why would you settle for night janitor?”  He said, “Malnutrition.”  You work at whatever you can possibly get when you get hungry.  You go to work somewhere – night janitor, it doesn’t matter where it is.  Years later, Bill is a recipient of the Horatio Alger Award, rich and powerful and one of the great examples of life style that I know.  But his first job – night janitor.  Desperation can be a powerful incentive.  When you say – I must.

Determination

determination says I will.  First Lydia said, “I must find a customer.”  Desperation.  Second, she said, “I will find someone before this day is over.”  Sure enough, she found someone.  She said, “If it works once, it will work again.”  But then the next person said, “No.”  Now what must you invest?

Courage

Courage is more valuable than capital.  If you’ve only got $1 and a lot of courage, I’m telling you, you’ve got a good fortune ahead of you.  Courage in spite of the circumstances.  Humans can do the most incredible things no matter what happens.  Haven’t we heard those stories?  It’s humans.  You can’t sell humans short.  Courage in spite of, not because of, but in spite of.  Now once Lydia has made 3 or 4 sales and gotten going, here’s what now takes over.

Ambition

“Wow!  If I can sell 3, I can sell 33.  If I can sell 33, I can sell 103.”  Wow.  Lydia is no dazzled by her own dreams of the future.

Faith

now she begins to believe she’s got a good product.  This is probably a good company.  And she then starts to believe in herself.  Lydia, single mother, 2 kids, no job.  “My gosh, I’m going to pull it off!”  Her self-esteem starts to soar.  These are investments that are unmatched.  Money can’t touch it.  What if you had a million dollars and no faith?  You’d be poor.  You wouldn’t be rich.  Now here is the next one, the reason why she’s a millionaire today.

Ingenuity

Putting your brains to work.  Probably up until now, you’ve put about 1/10 of your brainpower to work.  What if you employed the other 9/10?   You can’t believe what can happen.  Huans can come up with the most intriguing things to do.  Ingenuity.  What’s ingenuity worth?  A fortune.  It is more valuable than money.  All you need is a $1 and plenty of ingenuity.  Figuring out a way to make it work, make it work, make it work.

Heart and Soul

what is a substitute for heart and soul?  It’s not money.  Money can’t buy heart and soul.  Heart and soul is more valuable than a million dollars.  A million dollars without heart and soul, you have no life.  You are ineffective.  But, heart and soul is like the unseen magic that moves people, moves people to buy, move people to make decisions, move people to act, moves people to respond.

Personality

You’ve just got to spruce up and sharpen up your own personality.  You’ve got plenty of personality.  Just get it developed to where it is effective every day, it’s effective no matter who you talk to – whether it’s a child or a business person – whether it’s a rich person or a poor person.  A unique personality that is at home anywhere.  My mentor Bill Bailey taught me, “You’ve got to learn to be just as comfortable, Mr. Rohn, whether it is in a little shack in Kentucky having a beer and watching the fights with Winfred, my old friend or in a Georgian mansion in Washington, DC as the Senator’s guest.”  Move with ease whether it is with the rich or whether it is with the poor.  And it makes no difference to you who is rich or who is poor.  A chance to have a unique relationship with whomever.  The kind of personality that’s comfortable.  The kind of personality that’s not bent out of shape.

And lastly, let’s not forget charisma and sophistication.  Charisma with a touch of humility.  This entire list is more valuable than money.  With one dollar and this list I just gave you, the world is yours.  It belongs to you, whatever piece of it you desire whatever development you wish for in your life.  I’ve given you the secret.  Capital.  The kind of capital that is more valuable than money and that can secure your future and fortune.  Remember that you lack not the resources.

Jim Rohn is considered to be America’s Foremost Business Philosopher.