Tuesday, June 17, 2008
The harder you work, the luckier you get
By Barry Farber
Luck is created by increasing the frequency of those activities that are most likely to lead to success.
For instance, a salesperson who calls on 10 people will be luckier in terms of finding a viable prospect than will a salesperson who calls on two people. There’s no getting around it: It takes effort to get lucky.
Tiny pieces of luck seep into every small step you take toward your goal. Put all those steps together, and you’re more likely to get that lucky break!
Or, as the writer and educator Shelby Steele once said, “Opportunity follow struggle. It follows hard work. It doesn’t come before.”
The extra push
The one trait that makes some people more successful than most others is working past the general work ethic, putting more work into their job than the next person.
It’s that extra push that makes the difference, whether it’s finding ways to get new prospects, serving current customers, or working with a vendor. What counts most is the “behind the scenes” effort that your prospects and customers don’t see.
Hard work is never glamorous. Nobody sees it. There are no TV shows that begin with the announcer saying, “Today we’re interviewing the successful salesperson Bob Jones of Acme Corporation.”
Enjoy the benefits
So what caused high achievers to put in the extra effort? Sure, they have pressures and obligations like everyone else, bills they have to pay and goals they want to meet. But that’s not why they do it. They do it because they like to do it and they want to enjoy the benefits that hard work brings.
Luck is created by increasing the frequency of those activities that are most likely to lead to success.
For instance, a salesperson who calls on 10 people will be luckier in terms of finding a viable prospect than will a salesperson who calls on two people. There’s no getting around it: It takes effort to get lucky.
Tiny pieces of luck seep into every small step you take toward your goal. Put all those steps together, and you’re more likely to get that lucky break!
Or, as the writer and educator Shelby Steele once said, “Opportunity follow struggle. It follows hard work. It doesn’t come before.”
The extra push
The one trait that makes some people more successful than most others is working past the general work ethic, putting more work into their job than the next person.
It’s that extra push that makes the difference, whether it’s finding ways to get new prospects, serving current customers, or working with a vendor. What counts most is the “behind the scenes” effort that your prospects and customers don’t see.
Hard work is never glamorous. Nobody sees it. There are no TV shows that begin with the announcer saying, “Today we’re interviewing the successful salesperson Bob Jones of Acme Corporation.”
Enjoy the benefits
So what caused high achievers to put in the extra effort? Sure, they have pressures and obligations like everyone else, bills they have to pay and goals they want to meet. But that’s not why they do it. They do it because they like to do it and they want to enjoy the benefits that hard work brings.
Friday, June 6, 2008
The Most Memorable People in the World!
Pop quiz (and it doesn’t count if you look up the answers.)
Who were the highest paid CEO’s for the past 3 years?
Who were the last three Heisman trophy winners?
Who were the last three winners of the Miss America pageant?
Who were the last three winners of the Pulitzer Prize for Literature?
Who were the last three recipients of the Nobel Peace Prize?
Who won the last three Academy Awards for Best Actress? Best Actor?
So, ho did you do? You probably left more than a few answers blank. Well, don’t worry, you are not alone. Few people remember yesterday’s news. And that’s what these folks are. Sure, they’re the best and brightest in their fields, the wealthiest, the most attractive, and the most successful. But sooner or later, the applause dies, the beauty fades, the awards tarnish. And wealth? Well, you really can’t take it with you.
Okay, now try this quiz:
Name three teachers who helped you get through school.
Name three friends who helped you through tough times.
Name three people who’ve taught you valuable lessons.
Name three people who’ve made you feel loved and appreciated.
Name three people whose company you enjoy.
Name three personal heroes whose stories have inspired you.
Bet this one was easier. The people who truly make a difference in our lives are rarely the ones with the biggest names, the most money, or the greatest number of accolades.
They are the ones who care!
Who were the highest paid CEO’s for the past 3 years?
Who were the last three Heisman trophy winners?
Who were the last three winners of the Miss America pageant?
Who were the last three winners of the Pulitzer Prize for Literature?
Who were the last three recipients of the Nobel Peace Prize?
Who won the last three Academy Awards for Best Actress? Best Actor?
So, ho did you do? You probably left more than a few answers blank. Well, don’t worry, you are not alone. Few people remember yesterday’s news. And that’s what these folks are. Sure, they’re the best and brightest in their fields, the wealthiest, the most attractive, and the most successful. But sooner or later, the applause dies, the beauty fades, the awards tarnish. And wealth? Well, you really can’t take it with you.
Okay, now try this quiz:
Name three teachers who helped you get through school.
Name three friends who helped you through tough times.
Name three people who’ve taught you valuable lessons.
Name three people who’ve made you feel loved and appreciated.
Name three people whose company you enjoy.
Name three personal heroes whose stories have inspired you.
Bet this one was easier. The people who truly make a difference in our lives are rarely the ones with the biggest names, the most money, or the greatest number of accolades.
They are the ones who care!
Tuesday, May 13, 2008
Weakness or Strength?
I heard this story and hope that I can repeat it properly.
Sometimes your biggest weakness can become your biggest strength. Take for example, the story of one 10-year old boy who decided to study judo despite the fact that he had lost his left arm in a car accident.
The boy began lessons with an old Japanese judo master. He was doing well, but he couldn’t understand why, after three months of training, the master had taught him only one move.
“Sensei’” the boy finally said, “Shouldn’t I be learning more moves?”
“This is the only move you’ll ever need to know,” the sensei replied. Not quite understanding but believing in his teacher, the boy kept training.
Several months later, the sensei took the boy to his first tournament. Surprising himself, the boy easily won his first two matches with his one move. The championship match proved to be more difficult, because his opponent was bigger and more experienced.
For a while, the boy appeared to be overmatched. Concerned that the boy might get hurt, the referee was about to stop the match when the sensei intervened.
“No,” the sensei insisted. “Let him continue.”
Soon after the match resumed, his opponent dropped his guard. Instantly, the boy used his move to pin him. The boy had won the match and the tournament.
On the way home, the boy asked what was really on his mind.
“Sensei, how did I win the tournament with only one move?”
“You won for two reasons,” the sensei answered. “First, you mastered one of the most difficult throws in all of judo. And second, the only known defense for that move is for your opponent to grip your left arm.”
The boy’s biggest weakness had become his greatest strength.
Sometimes your biggest weakness can become your biggest strength. Take for example, the story of one 10-year old boy who decided to study judo despite the fact that he had lost his left arm in a car accident.
The boy began lessons with an old Japanese judo master. He was doing well, but he couldn’t understand why, after three months of training, the master had taught him only one move.
“Sensei’” the boy finally said, “Shouldn’t I be learning more moves?”
“This is the only move you’ll ever need to know,” the sensei replied. Not quite understanding but believing in his teacher, the boy kept training.
Several months later, the sensei took the boy to his first tournament. Surprising himself, the boy easily won his first two matches with his one move. The championship match proved to be more difficult, because his opponent was bigger and more experienced.
For a while, the boy appeared to be overmatched. Concerned that the boy might get hurt, the referee was about to stop the match when the sensei intervened.
“No,” the sensei insisted. “Let him continue.”
Soon after the match resumed, his opponent dropped his guard. Instantly, the boy used his move to pin him. The boy had won the match and the tournament.
On the way home, the boy asked what was really on his mind.
“Sensei, how did I win the tournament with only one move?”
“You won for two reasons,” the sensei answered. “First, you mastered one of the most difficult throws in all of judo. And second, the only known defense for that move is for your opponent to grip your left arm.”
The boy’s biggest weakness had become his greatest strength.
Thursday, May 8, 2008
Recession-Proof Your Career
Recession fears are causing more than just stock-market jitters this winter. They're also shaking some workers' confidence. Even if there isn't an official recession, a number of areas are already seeing layoffs and hiring freezes. Here are some strategies for recession-proofing your career.
Stick around. If you work for a company in distress, your first instinct may be to jump ship. But if your new employer later decides to lay off workers, you'll likely be most at risk of getting a pink slip. Be a good sport. Following layoffs, you may be asked to take on additional work that was part of a former employee's responsibilities. Haven't been asked to take on extra projects? Volunteer to help. Work harder and smarter. Act the way you did when you were gunning for a promotion. Companies are less likely to get rid of star performers.
Prepare for the worst ahead of time by making sure your resume is up to date. Network now. Don't wait until you need help finding a job. Take a pay cut. Consider offering to accept a temporary salary reduction. Search internally. If you see a layoff coming in your division or department, it may be easier to search for another position at your current firm
Stick around. If you work for a company in distress, your first instinct may be to jump ship. But if your new employer later decides to lay off workers, you'll likely be most at risk of getting a pink slip. Be a good sport. Following layoffs, you may be asked to take on additional work that was part of a former employee's responsibilities. Haven't been asked to take on extra projects? Volunteer to help. Work harder and smarter. Act the way you did when you were gunning for a promotion. Companies are less likely to get rid of star performers.
Prepare for the worst ahead of time by making sure your resume is up to date. Network now. Don't wait until you need help finding a job. Take a pay cut. Consider offering to accept a temporary salary reduction. Search internally. If you see a layoff coming in your division or department, it may be easier to search for another position at your current firm
Monday, April 7, 2008
Winning Hand
Championship poker player Barry Shulman offers his inside tips for improving your poker game and, consequently your entrepreneurial game.
Read Looks and Gestures. Are players leaning forward? Are they acting quickly? Poker helps you read nonverbal cues crucial when you’re deciding whether to press for that extra percent.
Know Your Limits. The mental stuff separates the good from the best. If you run into 50/50 circumstances six consecutive times and lose all six, are you capable of maintaining self control?
Understand Risk/Reward Scenarios. If you have a 1 in 13 chance of hitting an inside straight, the question is not, can you make the straight? But, what’s the upside? Make sure the reward is worth the risk.
Improve Number Related Skills. When the flop comes, you should know if your hand has an 80 percent or a 20 percent chance of winning.
Learn Effective Bluffing. Pretending you have something you don’t often backfires. The same applies in business, so be prepared to deliver the goods.
Consider Slow Playing Techniques. Slow playing is when you have a good hand and play as if you do not. You might achieve a greater return if you don’t show the strength of your hand.
Grasp The Risk of Ruin. If your business is worth $1 million, and there’s an opportunity costing $1 million with a return of only $2 million, it’s not worth the risk. If it fails, game over
Read Looks and Gestures. Are players leaning forward? Are they acting quickly? Poker helps you read nonverbal cues crucial when you’re deciding whether to press for that extra percent.
Know Your Limits. The mental stuff separates the good from the best. If you run into 50/50 circumstances six consecutive times and lose all six, are you capable of maintaining self control?
Understand Risk/Reward Scenarios. If you have a 1 in 13 chance of hitting an inside straight, the question is not, can you make the straight? But, what’s the upside? Make sure the reward is worth the risk.
Improve Number Related Skills. When the flop comes, you should know if your hand has an 80 percent or a 20 percent chance of winning.
Learn Effective Bluffing. Pretending you have something you don’t often backfires. The same applies in business, so be prepared to deliver the goods.
Consider Slow Playing Techniques. Slow playing is when you have a good hand and play as if you do not. You might achieve a greater return if you don’t show the strength of your hand.
Grasp The Risk of Ruin. If your business is worth $1 million, and there’s an opportunity costing $1 million with a return of only $2 million, it’s not worth the risk. If it fails, game over
Saturday, April 5, 2008
Bulking Up
A little training each day helps you pump up your game at the bargaining table.
Can dealmakers improve their negotiating chops through daily practice?
Listen. Any decent book on communication skills will tell you how truly difficult it is to be a good listener. It doesn’t come naturally. Pick somebody each day to practice on. Don’t interrupt; don’t judge; don’t go away on a mental holiday. You will almost always pick up great business intelligence when you really listen.
Learn to be a Good Conversationalist. Ask open-ended questions. The ones that cannot be answered with a simple “yes” or “no”. Hint: They begin with how, why, what, who, where or when. This is how to gauge your opponent’s vulnerabilities and ferret out their underlying interests.
Be Obnoxious to Someone. Find someone annoying to practice on. Being petulant and irascible has its time and place at the bargaining table. You won’t use this tool often, but it’s nice to have it on your belt. And this kind of role playing experience will give you great perspective when you invariably find yourself on the receiving end.
Continue Your Education. There are lots of great books on negotiation. Read one. No matter hoe experienced you are, you’ll probably learn a technique or two that’s either new or something you haven’t used in awhile. Find a situation to practice it. This is how to expand your repertoire.
Flinch and Make a Counteroffer. Flinch and make a counteroffer on purpose. Reaction time can be critical. So hone those haggling reflexes till they become second nature.
Agree With Everything Someone Says. Disagree with Everything Someone Says. How does it feel? What makes you edgy? How is the other person reacting? At what point are they getting torqued? Negotiation is give and take, push and pull. Being able to sense your own thermometer as well as the other guy’s is an advantage.
Make An Outrageous Demand. Sometimes dealmakers need to be aggressive and audacious. They need to move beyond their comfort zones and test the limits. Bluff. Bluff big time. Ask for the moon and the stars.
When a famous violinist was hailed as an overnight sensation, he said, “I practiced for 20 years, and now they call me a genius.” Do your daily deal making exercises, and someday, you too, will play your opponent like a Stradivarius.
Can dealmakers improve their negotiating chops through daily practice?
Listen. Any decent book on communication skills will tell you how truly difficult it is to be a good listener. It doesn’t come naturally. Pick somebody each day to practice on. Don’t interrupt; don’t judge; don’t go away on a mental holiday. You will almost always pick up great business intelligence when you really listen.
Learn to be a Good Conversationalist. Ask open-ended questions. The ones that cannot be answered with a simple “yes” or “no”. Hint: They begin with how, why, what, who, where or when. This is how to gauge your opponent’s vulnerabilities and ferret out their underlying interests.
Be Obnoxious to Someone. Find someone annoying to practice on. Being petulant and irascible has its time and place at the bargaining table. You won’t use this tool often, but it’s nice to have it on your belt. And this kind of role playing experience will give you great perspective when you invariably find yourself on the receiving end.
Continue Your Education. There are lots of great books on negotiation. Read one. No matter hoe experienced you are, you’ll probably learn a technique or two that’s either new or something you haven’t used in awhile. Find a situation to practice it. This is how to expand your repertoire.
Flinch and Make a Counteroffer. Flinch and make a counteroffer on purpose. Reaction time can be critical. So hone those haggling reflexes till they become second nature.
Agree With Everything Someone Says. Disagree with Everything Someone Says. How does it feel? What makes you edgy? How is the other person reacting? At what point are they getting torqued? Negotiation is give and take, push and pull. Being able to sense your own thermometer as well as the other guy’s is an advantage.
Make An Outrageous Demand. Sometimes dealmakers need to be aggressive and audacious. They need to move beyond their comfort zones and test the limits. Bluff. Bluff big time. Ask for the moon and the stars.
When a famous violinist was hailed as an overnight sensation, he said, “I practiced for 20 years, and now they call me a genius.” Do your daily deal making exercises, and someday, you too, will play your opponent like a Stradivarius.
Tuesday, February 26, 2008
When You Fail, Don’t Give Up
These people didn’t.
R.H.Macy failed seven times before his store in New York caught on.
Novelist John Creasey got 753 rejection slips before he published the first of his 564 books.
Thomas Edison was thrown out of school in the early grades when the teachers decided he could not do the work.
Harry S. Truman failed as a haberdasher.
When Bob Dylan performed at a high school talent show, his classmates booed him off the stage.
W. Clement Stone, successful insurance company executive and founder of Success magazine, was a high school drop out.
R.H.Macy failed seven times before his store in New York caught on.
Novelist John Creasey got 753 rejection slips before he published the first of his 564 books.
Thomas Edison was thrown out of school in the early grades when the teachers decided he could not do the work.
Harry S. Truman failed as a haberdasher.
When Bob Dylan performed at a high school talent show, his classmates booed him off the stage.
W. Clement Stone, successful insurance company executive and founder of Success magazine, was a high school drop out.
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