One Degree

Currency of Cooperation

2012-01-25T10:44:00.000-06:00

Recently a friend introduced me to this phrase that has captured my imagination: the currency of cooperation.

If you think of cooperation has having value, and if you were able to acquire a stash of this currency, then you could "cash it in" when you need the cooperation of others to achieve the results you desire.

This is an important element of making your neXus efficient. Each person in your neXus should understand the value of cooperation in helping each other build business. It is not networking, it is a transaction that has value.

The more I cooperate with others, them more I collect the currency that I need to continue to grow, get results and build a fulfilling life.

What does Service to Others mean to you?

2011-11-16T10:09:00.000-06:00

Yesterday I was guest on a national conference call of consultants talking about my book, The neXus Initiative, which is about giving business away to get more business.

As I was fielding questions, the host, Jim Horan, commented that how Giving Service to Others is a marketing practice that is often not thought of as marketing. Nice thought Jim!

Tell me how you are using Service to Others as a marketing tool.

Are there silo's in your organization that seem impossible to overcome?

2011-10-09T15:52:00.000-05:00

I recently worked with an international client trying to overcome entrenched silo's in their organization. This organization has grown globally through acquistion, keeping each company seperate but equal. This means they sometimes compete for the same clients which can cause customer confusion.

Do you experience this in your organization?
Do your silo's lack the relationships required internally to build more revenue?

tell me your story

Are you the light or the bulb?

2011-09-22T08:12:00.000-05:00

Joseph Campbell once asked: " Are you the light or the bulb?" And in this time of economic uncertainty, rapidly changing priorities, and increasing customer expectations it is easy to get focused on the wrong stuff in business. Research shows in the periods of tumultuous change instead of moving through change, we actually put ourselves on hold until we get some certainty. Instead of focusing on our energy to move through the change, we tend to focus on structure, organization. The bulb vs the light.

The problem with this is simple: if we are on hold while the world changes we run the risk of rustout. Now is the time to invest in yourself, build some new skills, sharpen the saw, build new relationships, strengthen and foster you best relationships, take folks off your neXus who are not contributors and put new folks on your neXus.

So what things are you doing not to rust out and focus on the light instead of the bulb?

How do I stay engaged when my company is facing tough times?

2011-03-22T08:05:00.001-06:00

This is a question posed to me this morning by a client and I want your input!

What ideas do you have on how to stay engaged when your company is facing tough times?

If you are a leader in the organization, what can you do to keep employees engaged?

In the end it will be OK

2011-03-13T10:11:00.002-06:00

"Someday, everything is going to be smooth like a rhapsody, when I paint my masterpiece." - Bob Dylan

As I was listening to this song last night it reminded me of a recent conversation with a elected official out of Georgia. He said he ran for office to make a difference and he was frustrated how many problems there were in his county and how he will never achieve his goal of making a difference. He said he just wanted everything to be smooth!

I challenged him to think about it differently. "What would it look like if you went looking for problems to solve rather than waiting for them to come to you?"

"You mean actually hunting up things to fix?" he said. "Yes, that's it," I replied.
"Once you adopt the mindset of problem solver then you elevate your value in the community. Anyone can wait on problems to come to them. After all, in the end it will be OK. If it is not OK, then it is not the end."

What problems are you looking to fix?

How to give gifts that build business

2011-01-18T09:24:00.002-06:00

In my book, The neXus Initiative, I talk about giving a gift the first time you meet a prospective client. This simple act is ancient, one brings a gift the first time they meet someone of importance.

Choosing the right gift is critical. If you bring an inappropriate gift you will never win the business. And many corporations have regulations and policies on gift giving, especially public companies.

Dr. Ellen Langer, a Harvard psychologist who has studied how gifts strengthen social ties says that to give a really good gift you must ask yourself, "what do I want the gift to convey? What are the various ways to convey it? How might I be misunderstood?"

I have never been disappointed in giving a business book to a prospect. Of course, mine is a great one to give, and not the only one that is appropriate. I will think of what the organization is going through and try to find a book that speaks to that experience.

What gifts have you given that have been successful? Please share

And Yet the Human Condition Still Remains Fragile

2011-01-04T08:23:00.002-06:00

My friend and college classmate Doug recommended I read "It's a Meaningful Life-It Just Takes Practice" by Bo Lozoff, Director of the Human Kindness Foundation. The forward is written by the Dalai Lama:

"In recent times, civilization has made many advances, but we continue to be troubled by problems because of our undue emphasis solely on material development. We have become so engrossed in its pursuit that, almost without knowing it, we have neglected to foster the most basic human needs for love, kindness, cooperation and caring. And yet the development of human society is based entirely on people helping each other."

That is why I wrote my first book, The neXus Initiative, to explain that developing business is about helping others build their business first, and not focused on getting material wealth from others, but about cooperation and genuine care for other's business. When you do this, the law of human reciprocity takes effect, and more business than you can realize comes to you.

In our world of iPads, Androids, Blackberry's it is easy to forget that someone is across from you is eager to have a real human conversation, and not distracted by texts and emails. I am amazed how ready people are to tell me their story, when I ask and listen.

Tell me your story of how you put down your device and really listened to the story of another.

Putting Yourself on the Line, would you do it?

2010-12-06T08:37:00.003-06:00

This week I am at the Georgia Newly Elected Officials Conference, held on the campus of the University of Georgia. For several years I have been an associate of the Carl Vinson Institute of Government and conducting sessions for elected officials.

As I was meeting these newly elected folks last night, I thought, how many of us would put ourselves out there in the political spotlight and run for office?

These individuals had their tax returns scanned, personal lives researched, and their past decisions analyzed. And now that they are elected, they have to work on behalf of their districts.

Tell me, would you run for political office?

Transformation Thinkers 2010

2010-11-24T06:58:00.002-06:00

I am coordinating a SIMSOC today outside of Berlin, Germany for 21 high potential young leaders from around the world. They are all english proficient, and most speak several other languages. They are energetic, fun, engaging and eager to make their mark on the world.

Yesterday I got to sit in on their session and learned about the struggles in Sri Lanka, Mexico, India and Algeria. It was fascinating to hear the perspectives of these leaders and how they plan to overcome the challenges.

Today, Jamil Mahuad, former President of Ecuador, is observing the SIMSOC experience and we are exchanging some exciting stories. He will be working with the class on Friday as they learn negotiating skills. Jamil is an expert with the Harvard Negotiation Project and Bill Ury.

The Transformation Thinkers Conference is lot like community leadership programs. Instead of meeting once per month, they meet for a whole week and bring the subject matter experts in to work with the class. Very cool.

They are learning how to solve problems in democracy, civic engagement, global warming, poverty and economic development.

When you get your freedom, I'll get mine!

2010-09-19T10:53:00.002-05:00

This past week I was a presenter at the annual Georgia Muncipal Conference. This meeting brought 41 mayors and city council members to a 3 day leadership program where I conducted SIMSOC and some leadership topics for elected officials.

I met a lot of interesting people and some I want to share in this blog, the first is Edna Jackson, Mayor Pro Temp of Savannah, GA.

Edna's parents had saved enough money for her and her sister to go to college for the first year. They mailed the money to her aunt for safekeeping, but it got stolen. When her parents were informed of the theft they could scrape enough money for one of them to go that semester, but not both. Edna gave her sister the opportunity and moved to Florida to get a job. While there a leader in the NAACP noticed her and hired her to be a Youth Task Force Leader, organizing youth and voting registration. She took 3 car loads of kids to the March on Washington in 1963 and helped organize the Selma march soon thereafter. The NAACP paid for her way through college and she spent her career in public service.

She told me the theft of her tuition was the best thing that ever happened to her.

I met a remarkable person this week, a hero in my eyes of justice and civil rights, and someone who the odds against her to give back to her community

Being a Go Giver, not a Go Getter

2010-09-10T14:57:00.002-05:00

Today I had the opportunity to work with 30 County Commissioners from throughout the State of Georgia as they completed the Advanced Leadership Program at UGA in the Carl Vinson Institute of Government. These elected officials have chosen to continue their learning, that is remarkable to me, and they have rich histories to share. One of the key elements of my workshop today was to get them to share a peak experience that has profoundly shaped their life/leadership point of view. I heard some great stories.

A County Manager recalled how when he was a police officer he was confronted with a gunman who was at point blank range and disarmed him. He said the lesson was to always be aware of surroundings.

A 2 term Commissioner shared how he grew up as the only child of a single mother who was on welfare. His mother instilled in him the values that guides his work today.

A 1 term Commissioner told the class how the best job he never got, enabled him to finish college. If he had gotten that job at the furniture factory, he might still be there today, just like some of his friends.

What peak experiences have shaped your life/leadership point of view?

2010-08-19T09:08:00.002-05:00

This is SIMSOC season and I am blogging from Robert, LA where I am coordinating a session with Leadership Greater Baton Rouge. Willie Johnson is their program coordinator, and she is a very special person. Willie has retired from the Baton Rouge Chamber, but coordinates the Leadership Program. She has quietly impacted the community in profound ways.

Willie told me this morning that this will be her last year to "work". So she is making her farewell tour with Leadership.

Willie Johnson has directly impacted more than a 1000 graduates of Leadership Baton Rouge. Those graduates have impacted the community. That's making a difference, and I am honored to know Willie.

Personal Brand

2010-07-13T10:57:00.002-05:00

I am talking a lot lately about personal brand, the experience that people have when they encounter you, including core brand values which articulate what you stand for.

These core values are essential to understand as you build your brand. These are things or conditions that you stand for, they endure in the marketplace, you use them as a filter for your decisions.

What are your core brand values, I would like to know and share.

Remembering Tom Henley

2010-06-20T12:21:00.003-05:00

My father is not my bio father, so I have two fathers. My bio father I knew briefly in my life, and the man who transformed me was Tom Henley. He married my mother and adopted her 3 children and merged his 2 children. He gave us his name, his heart, and his wisdom. I think about him everyday and when I meditate, he is in my Kiva, supporting me still.

I would not be the person I am today without Tom Henley. Born in Wetumka, Oklahoma, served in WW2 as an Air Force Navigator, completed Med School and had a General Surgery practice for 30 years. Often he didn't charge patients because they could not afford surgery, so they gave us vegetables, venison, services, things like that. He really liked it when people gave him vegetables, and he had his own garden and would take produce to the hospital to give away.

Once he got me up early to go cut firewood. We loaded the truck and I thought we were headed home. Instead he stopped at another doctor's house and we unloaded the wood. The doctor had done something for my father, this was his way of giving back.

Thanks Dad.

Thanking those that have sacrificed their lives

2010-05-31T09:25:00.002-05:00

Today is Memorial Day and I was thinking of my mother, grandfather and father, who all served in the US Armed Forces. I was also thinking about those that have given their life in battle. I may not have agreed with every armed conflict our nation has sent soldiers, but they deserve my respect and honor.

Honor defines character and those that have died for our nation have enormous character

I will be thinking of them today

Compliment Guys at Purdue University

2010-05-24T08:34:00.000-05:00

Making Networking Work for You

2010-04-19T15:44:00.002-05:00

In my travels I am often asked how you should take advantage of networking events and one of the most common mistakes to make is to expect something will be done immediately with a new contact.

We often rush back to the office with that new business card in our hand and shoot off an email asking for an appointment so we can sell something, then we are surprised when the new contact avoids us like we had swine flu.

Remember the first rule in the Law of Human Reciprocity: Give them something first!

Instead of having a conversation about what you do, ask them questions about their business, what challenges they are facing and how they are handling those challenges. Do this over a period of time until you establish credibility and trust. Give them a prospect for their business, introduce them to a prospect and don't ask anything in return.

I once took three of my clients to lunch, they had never met each other, but I knew they had to meet because they had mutual interests and could do business together if they met. As we talked about common business challenges they each agreed to meet individually later and see if there was some business alignment. Today they do business together and continually thank me for helping them meet...and yes, they all do more business with me and routinely introduce me to prospects as well.

Making a Global Impact

2010-02-28T20:10:00.004-06:00

I was thinking today about how I can make a bigger impact on the world. How is that possible? Sure I gave to the Haiti earthquake relief, but didn't really feel I made a difference. Today I gave my college some money because they say they need it, but am I really making a difference? Giving money is one way, volunteering is another of course, and I do my share of volunteering and pro- bono work to non profits, but am I really making a difference?

Then I came across what Blake Mycoskie is doing with a new company called TOMS Shoes. For every pair of shoes he sells he will give one away to a child without shoes. He has done this in Africa, Asia and in New Orleans after Katrina. To date he has given away almost half a million pair of shoes, and his company is just now showing a profit after 2 years. Now that is making a difference.

I am intrigued with this idea of social capitalism. Especially when the Harvard Business Review reported that only 29% people think that companies really contribute to the well being of folks. Blake's model makes sense if you want to make an impact.

I think I'll buy a pair of shoes. http://www.tomsshoes.com/

differentiate yourself when you prospect

2010-01-10T12:28:00.003-06:00

As we begin a new year and decade I am reminded of how important it is to differentiate yourself in the chaos of getting appointments with prospects, and having an opportunity to get your story heard.

When sales people call on me, I look for them to be empathetic and listen to what I have to say. I am curious to how they will approach my situation, not just give me an off the shelf solution they happen to be promoting that month.

And there is one thing I have learned, that has made a huge difference in how my prospects and clients see me differently than other consultants. So here is what I do, I give them a gift.

The gift I usually give them is a book. I have given copies of books my friends have written, and recommended. I give small books, but something that the client would like or relates to why I am there. This small, yet remarkable gesture has made a big difference in how customers see me. They remember the conversation and they feel obliged to return to me something.

So, before your next appointment with a new customer, think about a book, report or white paper you can give them. It will make a difference in how you are percieved by your customers.

Forgiven

2009-11-20T10:24:00.002-06:00

Tammy showed me an excerpt from a book she is reading. It was about the word FORGIVE, and it highlighted this point:

For Give

And it struck me that this is a promise to the Law of Human Reciprocity. That to do things for others and to give them a gift is the act of forgiving.

We all need forgiveness in our lives and it takes others to do that for us. Maybe the greatest gift we can give someone, and one that will be returned, is to forgive.

The power to FOR GIVE is controlled by me. I can choose at any moment to give that to someone, or not. What if I don't forgive, will it change their life? What if a forgive, will it change their life?

My new experiment this week will be to forgive more than not and see what happens. Can you do the same and tell me how it goes?

Another revolution around the sun

2009-11-03T17:26:00.002-06:00

I turn 52 next week and I am excited that I have made it this far! It is a time to thank my family, friends and colleague's for a top notch journey, and to say, keep your seat belt fastened!

Several books are on my desk, all in the process of being read at one stage or another. A common theme is running throughout......courage to dream, courage to do new things, courage to live a larger life.

I'm curious, what are you being courageous about this week?

3 Compliments a Day

2009-10-20T16:40:00.002-05:00

I learned early in my career a neat technique to get more out of people. Each day I place 3 coins in my right pocket. During the day I find someone who deserves a compliment, and when I give them one, I move a coin to my left pocket. My promise to myself is not to end the day until all the coins are in my left pocket.

The result: 15 compliments a work week, 64 on average per month, 768 per year.

You will great a positive epidemic if you do this, because people love compliments and they will in turn compliment someone and so on.

I had some coins made and have a limited supply to remind you of this technique. Contact me and tell me where to send them and I will give you a set of my coins.

It's What you and say and How you say it!

2009-09-18T15:39:00.002-05:00

I read in Cultural Vistas, the magazine of the Louisiana Endowment for the Humanities an interesting article on encouraging language and poverty.

Did you know that by age 3, children of professionals hear 500,000 encouragements and 200,000 discouragements?

Did you know that by age 3 children in poverty hear 25,000 encouragements and 200,000 discouragements?

That is amazing to me, and yet not surprising. I am a believer in giving others more encouragement than discouragement, and it has economic impact in our society.

What encouraging things have you said to others today? How has someone's encouragement of you changed the way you behave or look at things. I am interested to know.

Postponing your career for others, a great story

2009-08-28T10:27:00.003-05:00

I heard a CNN story yesterday about Ron Russell who got laid off with 500 other Hav-a-Tampa workers in the cigar factory in Tampa, FL. This 100 year old firm had recently moved its operations to Puerto Rico.

Instead of looking for work himself, Ron chose to help his co-workers find jobs. He created a web site, posted their qualifications and to date has helped 30 of them get work. He says his own job search will come after he helps his friends find work.

Ron is the epitome of Give First.

What Ron's do you know in life.....let's share them here

What is Joy? And where does it come from?

2009-07-28T18:34:00.004-05:00

I have been thinking this week about Joy. How do you define joy and where does it come from?

This weekend a friend of mine came over with a new book called Positive Psychology. A collection of research on the human spirit. Think of that, scientists and psychological researchers doing research on the positive aspects of our existence!

The compilers of this book say "I am more optimistic than ever that one day a group of scientists will advance our understanding of a spiritual principal that has been at the core of my own life's purpose: agape love." "Love hoarded dwindles, but love given grows." You see....this where the author finds joy!

Where does joy come from for you and how do you define it?

Just for Today

2009-07-15T08:57:00.004-05:00

One of my favorite things to do is to share with people how little change one must make in their lives to have a big impact. I call it the One degree of change. Everyone has these great stories of how a small change made a big difference. I would like for you to share yours here.

Think of this.....at 211 degrees water is simply very hot, in fact scalding hot. But at 212 degrees it boils and with that brings steam. Steam powers things, makes things happen, changes things. One degree of difference can change the world!

Recently a friend of mine told me how he started saying the Reiki Prayer in the morning before he left for work. Reiki is a simple spiritual practice developed in 1922 by Mikao Usui. The prayer defines one degree, by doing something just for today.....

Just for today I will not worry

Just for today I will not be angry

Just for today I will give thanks for my many blessings

Just for today I will do my work honestly

Just for today I will be kind to every living thing

My friend said that by doing this one small thing it has made a big difference in his day. He finds himself happier, more content, more aware of what is around him, and more productive. He comes home energized, not drained, and he says those around him have noticed.

Do you have a story like this?

What small change have you made that rippled into something bigger?

2009-07-04T09:10:00.002-05:00

Happy Independence Day. This is the perfect day to tell those you love and adore how grateful we all are to live in a nation like ours. Everytime I travel abroad I look forward to returning home to the freedoms we enjoy. I feel as if being born in the USA was winning the lottery. Everything else in life can be relatively easy. I don't have to hunt for food, shelter, water or get exiled because of a civil war between tribal leaders. I can speak my mind and not be jailed. I can read newspapers that print ideas I don't agree with or our contradictory to my thinking. I can sing at the top of my lungs in the street.

Let freedom ring!

The Law of Human Reciprocity

2009-07-02T11:57:00.002-05:00

I have created this blog for people to share how the law of human reciprocity impacts their lives. This is about how to be a GO GIVER, rather than a GO GETTER. I believe that in order to get more of what I want in life, I have to give others what they want in life.

Share with me your stories of giving first, getting second. I will do the same

2009-07-02T11:56:00.001-05:00