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Some people think knowledge, skills, talent, and ability are the key factors in success. My research and experience proves otherwise. I've known many people who didn't have these traits and some even faced serious problems or incredible adversity but achieved excellence anyway.
Two things separate them from everyone else. First, they dream big dreams, incredible dreams, the kind most of us had as children. The second difference is not only do they dream big; they go after their dreams. Whether they know it or not they use my simple yet powerful principle … Expect The Best and take responsibility for getting it.
Let me tell you a story of someone who used this principle to reach a very lofty goal.
While I was Executive Vice-President at Pendell Printing Inc. the Vice-President of our Printing Division was promoted within our parent company and we needed to fill that position. Ken was one of the candidates who applied for the job.
When Ken came in for his interview, his name with the title Vice President, Printing Division was already printed on his résumé packet. After I went through the normal interview questions I asked him why he was so confident that he had already printed his name and new title on his packet. Ken smiled, looked me in the eyes and said, "Chuck, I’ve prepared and rehearsed for this job for three years and now I'm ready to do it."
When we made the final selection, Ken was our choice. The day after we made the formal announcement he stopped by my office and asked if we could talk. He then told me his amazing story.
Three years earlier Ken was a department manager at Pendell but he dreamed of becoming much more. He went through a seminar we did that challenged people to Expect The Best and take responsibility for getting it. Ken left that seminar and envisioned that someday he would be the Vice President of the Printing Division. It was a big goal and he went for it - in a big way.
After the seminar, Ken took one of the Vice President’s business cards, cut out the VP’s name and taped that card over his own business card. The new one now had Ken’s name with the title, Vice President, Printing Division – the position he wanted. He carried that card in his wallet and looked at it every day and imagined what it would be like to be the Vice President.
He visualized the duties he would be performing. He saw himself
at meetings presenting ideas and information to plant personnel, conducting
tours with customers and leading meetings to solve company problems. He visualized
everything he could about the job over and over, every day for three years.
Ken was passionate and motivated to reach his goal. He knew that he had the
knowledge, skills and attitude that would benefit the company, its customers
and employees. The promotion was going to benefit him as well.
However, he soon realized he needed more education and experience to be promoted to the VP position. He began leadership and management classes, enrolled in a public speaking course and volunteered for special projects that gave him more exposure and background in different areas of the company. Ken also went back to college to finish his bachelor’s degree. Going after his goal stretched him - personally and professionally.
Along the way, Ken encountered numerous challenges and setbacks but never gave up. He focused on the opportunities not the obstacles. His perseverance and commitment paid off because … three years later he was living his dream!
What’s the point of the story? Ken is an outstanding example of someone who decided to Expect The Best and take responsibility for getting it. He had a Picture of Success and did whatever it took to get it.
Let me make one thing very clear; I do not believe just think positive and everything works out! In fact, I think it’s a great fallacy. What I believe is you have to do more than just think positive - you must take action to achieve your goal!
Let’s look at what Ken did to make his dream a reality.
He started with my principle of Expect The Best and take responsibility for getting it! Then he answered the Four Driving Questions to help him become more focused, more passionate, more effective and more committed to being successful.
Question # 1: What is it you want to achieve?
Describe exactly what you want as if it’s already reality. You create a crystal, clear Picture of Success and then vividly imagine it as if it’s already accomplished. Incredible momentum is created when you focus on the positive expectation of what you want. Expect the Best and see and feel and imagine it as if you have already achieved it.
Question # 2: Why do you want to achieve it?
Answering this question “ignites the passion” you need to achieve a goal. Real motivation comes from within and most people can’t get motivated enough to reach a goal because they haven’t determined why it’s so important to them.
With the first two questions you have used the creative and visionary right side of your brain. Now the logical and pragmatic left side of your brain needs to kicks in.
Question # 3: How will you achieve it?
Even though you now know what you want to achieve and why, you must take action to get it. Dreams without action are worthless! Taking action produces results.
In going after your goal though, you will soon discover that trial and error, mistakes and missteps are part of the process along the way. That’s when you need the final question.
Question # 4: What if you run into obstacles, setbacks or problems?
Even though you know what you want, why you want it and how you will get it, you will run into obstacles, setbacks and problems. Count on it! Perseverance and commitment are the critical factors in producing positive results despite negative challenges.
What are your big dreams and how are you going to achieve them?
Expect The Best and take responsibility for getting it! It worked for Ken and it can work for you too!
“The great danger for most of us
is not that our aim is too high and we miss,
but that it is too low and we reach it.”
- Michelangelo
In 1974 I was in my second year as a salesman with Xerox when the Arab oil embargo hit. Until then I had done pretty well in my selling efforts but as things changed and the economy slowed down, so did my sales.
To make matters worse, everyone in the office was complaining that the economy was terrible, our prices were too high, competition was brutal, and we didn't have the right products for the market. Day in and day out I listened to this and before long, I started to believe it. That's when my attitude really went down and, of course, so did my sales performance.
One day I had the good fortune to travel with Gary, the number one sales representative in the state. All day long we made sales calls in Gary's territory and I was amazed at how successful he was. At the end of the day, I remarked that he was still selling extremely well even though the economy was down, our prices were too high, competition was tough, and we didn't have the right products. He looked at me and said something I'll never forget. "Chuck, somebody is buying and it's up to me to find them."
His words rang in my ears as I drove home that night. I was in my territory the next day when it finally hit me that what he said was true for me too. Sure the economy was down and competition was tough but "somebody is buying and it's up to me to find them." If I wanted to succeed in sales I had to change my selling approach.
That day I adopted a new attitude about selling and set my sights much higher than they had ever been. I believed that no matter what obstacles I encountered I was going to find those customers who were buying. I was motivated and I was focused!
Things didn't turn around overnight and I had plenty of days when I was disappointed. But I kept going because I believed I would find whoever was buying and make the sale. During the next year my sales increased dramatically and I was promoted to take over Gary's sales territory when he became a sales manager.
So what's the point of my story? Very simple, "somebody is buying and it's up you to find them!"
During the past few months people have been talking about how difficult the times are since September 11th. The economy is slow and business is down. The stock market is sluggish. Consumer confidence is shaken and on and on and on. There is no doubt that these events happened and business may be more challenging right now but … "somebody is buying."
Whatever product or service you provide someone out there needs it and it's up to you and your people to find them. Do you need to change how you do business? Do you need to change your marketing approach and be more creative, more passionate and persistent in your sales efforts? Do you need to be more committed to service excellence? Yes to all of those! If you don't, somebody else will.
When I speak, people in the audience often ask me; "why is it so difficult to change?" My answer is; "because we don't want to change." We are creatures of habit who like a routine. The fastest way to change is to find a compelling reason to change. Don't look now, but the world is giving us a compelling reason!
During challenging times in our country's history, whether it was a recession, a war, or even the depression, people with a purpose, passion, a plan and perseverance stepped up and made things happen. Before they sold any product or service, however, they inspired and motivated themselves to change what they were doing. They believed "somebody was buying" and their results proved it.
What are you doing on a daily, weekly and monthly basis to inspire and motivate yourself? In tough times like these, we need inspiration and motivation more than ever before if we want to improve and become even more successful.
Remember, "somebody is buying" and it's up to you to find them!"
As a speaker my business takes me all over the country doing presentations for companies and organizations. Because I travel so much, I spend a great deal of time in airports and on airplanes. On one of these trips I had an interesting and insightful experience.
My wife Josie and I were returning to Michigan from a speaking engagement in Little Rock, Arkansas. We had a very early flight out of Little Rock with a tight connection in Memphis. When we arrived in Memphis we stopped at Starbucks to get Josie a latte. In line I nervously checked my watch because we weren't moving very quickly and we had less than thirty minutes to make our connecting flight.
About five minutes later I noticed the man behind us was wearing a Northwest Airlines mechanic's uniform so I decided to ask for his advice. "Excuse me, we're catching a flight to Detroit leaving from Gate 44 in twenty-five minutes, how long it will take to get to the gate?"
"I'm sorry I don't know. I'm a troubleshooter from Minneapolis down here on a special assignment, but if your flight leaves in twenty-five minutes you ought to head to the gate."
With that, I turned to Josie and said, "Let's go." She was not happy and grumbled about not getting her morning latte. We thanked the mechanic and headed for the gate where they were already boarding the plane.
As we waited for the door to close, Josie continued to fume about leaving so early and not getting her latte fix. Just then, we looked up and walking down the aisle was the Northwest mechanic we met in line at Starbucks. When he got to us he stopped, handed Josie a large cup and said; "Here's your latte Ma'am. Thanks for flying Northwest airlines and I hope you have a nice day." He turned around and walked away before we could even say thank you.
The plane door closed and we pulled away from the gate with both of us sitting there dumbfounded. Our Good Samaritan vanished and we didn't even know his name.
When we landed at our local airport we went to the Northwest Customer Service office and told our story to the Operation's Manager, Bruce Koski. We explained that we wanted to get the mechanic's name so we could send him a thank you letter. Bruce said, "Hmm, he told you he was a troubleshooter from Minneapolis on a special assignment in Memphis? Let me see what I can do and I'll call you tomorrow."
Early the next morning Bruce called to tell us our Good Samaritan's name was John Pearson, a specialist, who worked on difficult assignments for Northwest at airports around the country. I thanked Bruce for his help and hung up the phone.
That afternoon I wrote a letter to the President of Northwest Airlines and related the story about John Pearson and his kindness and generosity in buying a latte for Josie. I explained how dedicated and helpful Bruce Koski had been in finding John's name and I finished by telling him that John and Bruce displayed customer service above and beyond the call of duty.
So what's my point? You can make a difference!
Sometimes I hear people say, " I don't deal with customers so I don't make a difference." You do make a difference! You may not deal with customers every day but what you do in your job can make a difference.
You can make a difference if you're a manager or supervisor. How you treat the people who work for you has a great deal to do with how loyal and dedicated they are to your company and your customers.
You can make a difference with the suppliers and people who sell you products and services. How you treat them will dictate how well they serve your company in the good times and bad.
You can make a difference with anyone and everyone you meet because you are a representative of your company every day in everything you do.
I believe anyone, in any organization, can make a difference if they're passionate and committed. Who would have thought that John Pearson could make such a positive and lasting impact with Josie and me?
By the way, I need to tell you the rest of the story. The next time Josie and I flew out of our local airport Bruce Koski and his assistant manager came on the plane just before we took off. They smiled and handed us each a latte and said: "Thanks for flying Northwest Airlines. We really appreciate your business."
President John F. Kennedy had an excellent quote that sums up this philosophy very well. The quote is: "One man can make a difference and every man should try."
Remember … You Can Make A Difference!
Congratulations! You've been asked to make a presentation at your company's annual sales meeting. Most people panic at the thought of speaking in front of a group like that. Not you. You're ready to Stand and Deliver!
In today's competitive business world, more than ever before, everyone from a CEO to an account representative needs to be able to effectively communicate their message to customers, prospects, employees, stockholders and the public. But many people fear public speaking more than death.
It doesn't have to be that way. By following a simple system and with the right coaching, anyone can become the master of unshakable public speaking skills and develop greater competence and confidence as a presenter.
Before any speech or presentation I follow a five-step process. It is Relax; Prepare; Practice; Get Ready; and Stand and Deliver.
Relax, you've been asked to speak for a reason! You have some unique knowledge or skill, a special expertise or some valuable information that people want to learn more about. We need to remind ourselves of that when we start to panic at the thought of presenting.
In this first step a key point is to visualize an excellent presentation. Often people see themselves failing miserably as they present and as a result, they usually live up to their dismal expectation. Instead, create a glowing picture of success that becomes your "magnificent vision of your desired future." Then, mentally, you're drawn to it.
Remember that it's okay to be nervous. Everyone is! Mark Twain said it best: "There are two types of speakers; those that are nervous and those that are liars." The secret is to channel your nervousness into positive energy by visualizing an extremely successful outcome. In life, we move towards and become what we focus on and believe.
Step two begins by asking the question, "what is the purpose of your speech or presentation?" The answer is paramount to organizing your thoughts and selecting your delivery style. Maybe it's to inform people, or entertain them. Possibly to touch them emotionally or get them to take action. It could be a combination of these, but the point is, you must decide what your purpose is and focus your message on that.
Research your audience and get to know their interests, needs and expectations. To prepare properly plan on spending five hours for every hour you present. Far too many people think they can "just wing it" but excellent presenters use their time efficiently and effectively and it shows.
Craft your opening to capture your audience's attention in the first thirty-to-ninety seconds. Then build the body of your presentation so it's interesting and supportive. Finishing strong is critical to success. Set up a close that leads your audience to a logical conclusion and moves them to action.
Practice your presentation the same way an actor rehearses for a play or movie. Rehearse segments of your speech or presentation to fine-tune them before you do the entire talk. You'll be amazed at how it will come together.
Many times, I practice in front of a mirror to see what I will look like to my audience. Sometimes I arrive early for a presentation and practice in the room. Another useful strategy is to present in front of colleagues or family members. My wife Josie is my best coach and critic and presenting to her has helped me immensely over the years.
To do an outstanding job spend five hours rehearsing for every hour of presenting. Believe me, it's worth it.
The fourth step is more mental than mechanical. You've thoroughly prepared and practiced diligently and now you want to "get ready" to present.
Use the visualization technique to see yourself doing a superb job. Create some affirmations or self-talk that helps your confidence. Before I present I say, "I am confident and calm when making any presentation because I love to give presentations." I've used affirmations for years to calm my nerves and focus on a positive outcome.
Remember that your audience wants you to succeed so mingle and meet people before you present. Whether I'm presenting to seven people or seven hundred, I get to know as many people as I can to develop friends and allies in the room.
Now it's time to Stand and Deliver! You're ready to do it with confidence and competence because you've prepared and practiced and you know your presentation.
When it's time to present, center yourself and relax for a few seconds before you begin. Smile, make eye contact with one person you have met. Be sure you have your opening down pat. Start off strong and speak clearly and confidently.
Keep your presentation simple, don't ramble or try to impress people with technical jargon. I like to use stories as a way to engage people, keep their interest and make a point without lecturing.
Finally, close strong! Make sure you know exactly what you'll say to close and how you'll say it. This is critical to your success. You want your audience to take action on what you presented. Close powerfully and you'll accomplish your purpose.
Follow these five steps and I guarantee you will be more competent and confident. You will enjoy making powerful and effective presentations and both you and your audience will benefit.
Go ahead ... Stand and Deliver!
"You have cancer." Those three words will change your life forever. I know, because on June 13, 2000 I was diagnosed with an advanced stage of throat cancer.
Before that my life was on a roll. At fifty-three, I loved my career as a professional speaker and consultant. I was in excellent shape physically and mentally and I was married to the woman of my dreams. But things changed that May when I came down with a sore throat and a throbbing earache. An ear, nose and throat physician examined me and immediately ordered a CAT scan, blood tests and a biopsy.
A few days later my wife, Josie, and I listened as he told us I had an advanced stage of squamous cell carcinoma of the tonsil. I was shocked as he told me how serious it was and devastated when he told me what the treatment plan would be. He wanted to operate within two weeks, which would involve removing my right jaw and part of my face and neck. He also told us the survival rate for this type of cancer was 40% or less.
I asked him, "How will I eat? How will I speak?" That's when he told me I would never eat or speak in the same manner again. My jaw would shift and chewing would be difficult. Speaking, as I was doing professionally, would be over. After that I can't tell you what else he said because everything was a blur. If I couldn't speak how would I work? What would my quality of life be? The fear of the unknown and the fear of death were staring me right in the face and I was terrified.
Josie was thinking much more clearly than I was and asked where we could go for a second opinion. We were referred to Dr. Gregory Wolf at University of Michigan's Cancer Center. The earliest appointment available was two weeks away but we couldn't wait that long. Two days later we took all my records and tests and drove two hours to Ann Arbor, Michigan because we were determined to see Dr. Wolf that afternoon.
We did get in to see him later that afternoon and he confirmed that I had a very serious and extremely aggressive cancer. However, he was optimistic because of a clinical trial he had just started. They would treat the cancer with massive doses of chemotherapy along with intensive radiation, but no surgery unless it was absolutely necessary.
Dr. Wolf then told me something I'll never forget. He said, "Chuck, my scalpel is only so sharp and I'm only so good. What's ultimately going to be the deciding factor in our beating this disease will be your positive attitude, your outlook and your determination." I told him, "Dr. Wolf, I'm a motivational speaker and if I don't believe in the power of a positive attitude then I'm definitely in the wrong business!"
His advice gave me the hope I needed to begin my battle with cancer. That evening I made up my mind that I refused to lose to cancer! Even if the disease took my body it couldn't take my spirit! I was going to fight it with every ounce of energy I had, with every breath I could take and with every resource I could find!
I found renewed faith and hope as I created a Magnetic Vision of My Desired Future. It was, "with God's help and guidance I have beaten cancer and I am living a long, healthy, happy, and productive life!" I totally believed this affirmation and said it dozens of times every day during my cancer battle.
Josie and I believed that we were responsible for making the final choice of what type of care I would receive and who would administer it. Even though we were confident in University of Michigan's treatment plan, we still wanted another opinion so we sent my tests and records to the top doctors at the Head and Neck Cancer Department at University of Arkansas Medical Center. After reviewing my records they agreed that U of M's clinical trial was my best option and confirmed that Dr. Wolf was one of the top physicians in this field.
My first chemotherapy treatment started July 5th. The tumor in my throat was now the size of an apple and it had to shrink by at least 50% for me to continue in the clinical trial. Two weeks later we were ecstatic after Dr. Wolf examined me and said it had shrunk by 90%!
In August round two of my treatments began, consisting of radiation five days a week for seven weeks and four more doses of chemo. The good news was on November 7th Dr. Wolf could find no sign of the cancer and I officially became a survivor!
I won my battle with cancer and I attribute my success to four factors: my unwavering faith and belief in God; the incredible love, support and prayers from my family and friends; the outstanding care and treatment from my excellent medical team; and finally, to my positive attitude, outlook and determination.
Beating cancer has changed my outlook on life. I have an incredible "attitude of gratitude" because I'm blessed to be a cancer survivor and every day I thank God for giving me a new lease on life! I believed in my Magnetic Vision of My Desired Future and I am living it!
When I was first diagnosed a friend of mine gave me a poem that I read every day. It helped me to focus on my long-term vision and not get discouraged by the daily battles I faced.
A Bend in the Road
Sometimes we come to life's crossroads
and view what we think is the end,
but God has a much wider vision
and God knows it's only a bend.
The road will go on and get smoother,
and after we've stopped for a rest,
the path that lies hidden beyond us
is often the part that is best.
So rest, relax and grow stronger,
let go and let God share your load,
and have faith in a brighter tomorrow,
you've just come to a bend in the road.
Author Unknown
As you go forward, in whatever battle you may face, live with hope and create
your own Magnetic Vision of Your Desired Future! Hopefully, it's
only "a bend in the road" and you can find a brighter tomorrow!
During my battle with cancer I sent updates to many of you about my progress. Let me begin by saying the cancer is in remission and I am doing great. This is a quick update about an extremely insightful and rewarding seminar that I recently attended.
April 6th -- 9th University of Michigan's Comprehensive Cancer Center sent me to the Mind - Body Training in Positive Psychology Seminar at Harvard Medical School's Mind - Body Institute in Cambridge, Massachusetts. I was one of thirty attendees in a program that was headed up by Dr. Herbert Benson of the Harvard Medical School faculty who has been studying the Mind - Body connection for thirty years.
All of my fellow participants were doctors, psychologists, psychiatrists, nurses and other health care professionals. When we were introduced I commented that I was their token patient! During the introduction I told them about my cancer story and deep interest in the power of a positively focused mindset in both health and in achieving excellence in life. It was obvious from the beginning that we all shared a belief in what the mind can do to help us live a better life.
During the four days we reviewed numerous studies done by Harvard and other
researchers about the power of our minds to manifest either positive or
negative results depending on our focus, mindset and beliefs. I could go on
and on about what we discussed but it all really came down to -- what we
think about, good or bad, tends to be what expands in our life. Our belief
system affects our behavior and our performance not just in health issues
but
in other areas of our life as well.
One of the doctors stood up and said, "We all know intuitively and from our experience that what we are studying in this seminar is true. Isn't it interesting that we now have research done by Harvard Medical School and many other highly regarded institutions and individuals that validates it?"
When I said that I was a professional speaker my fellow participants wanted to know what I spoke about in my presentations and what was my core message. I told them that my work revolved around the practical concept of Realistic Optimism. Simply stated it is:
Expect The Best! Then accept the ownership and responsibility for achieving it.
From my recent experience in beating an advanced stage of extremely aggressive throat cancer and the many other life examples I've had, there is no doubt in my mind that this belief works! Throughout the four days we saw example after example supporting this concept in both the medical community and in personal and professional behavior and performance.
Everyone at the seminar agreed that today more than ever people need the inspiration and skills to grow and excel through the challenges we are facing in the world. I came away with an even more fervent passion for my work as a result and I am finding an urgent need in both business and in the health care field for my message.
In closing, I will never forget the first time I met with Dr. Gregory Wolf at U of M's Cancer Center in Ann Arbor, Michigan. He is the doctor who was the lead physician for the clinical trial that saved my life. Dr. Wolf gave me some life changing advice in our first visit:
"Chuck, my scalpel is only so sharp and I'm only so good. What's ultimately going to be the deciding factor in our beating this disease will be your positive attitude, your outlook and your determination."
After winning my battle with cancer and spending the four days at Harvard in hours of discussion with medical people and business leaders, I am convinced that those are the same three factors we need to not only to heal people physically but also to heal this country emotionally, economically and spiritually.
Whether it's the fear of terrorism since September 11th, the sluggish economy, corporate scandal concerns or the recent war in Iraq, people are looking for inspired leadership. Your positive attitude, your outlook and your determination is what we need to make a difference in this world. I believe we must ... Expect The Best and then accept the ownership and responsibility for achieving it!
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Leadership * Motivation * Inspiration * Public Speaking
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