Leadership is always important and yet not urgent until there is a crisis.

This article was inspired by an article in Human Capital Magazine
Inspired by an article – Leaders are drowning, not waving:
In The Human Capital Magazine

We have a huge convergence crisis on us at the moment. Developing leadership skills has been neglected by the majority of business to date and now that we are in a financial crisis we find there is no one who really knows what to do.

The leadership crisis we are facing today has been riding what has become known as the tidal wave of the GFC. Now it is too little and to late for many companies and leaders to survive the disaster. What is required right now is clear decisive leadership from truly inspirational and well put together individuals.

The problem is that leadership is a function of character and not a prerogative of position or a birth right. For far to long businesses have neglected the training of their up and coming leaders and developed their essential leadership skills. The development of true leaders is done over time with clear intentional practise.

If leaders and managers are over stressed and generally out of their depth right now then a two day retreat on stress handling or “assertive recession strategies” is not going to work. What is required as a matter of urgency is a commitment to a well thought out leadership program where the participants are coached and hand held through the current crisis for over 12 months.

Leadership has just made it into the urgent and important quadrant.

Developing leaders requires a significant investment of both time and money. Personal engagement of the individual leaders is critical and yet it is common for business owners and CEO’s to be heard complaining and blaming their people instead of looking at their own leadership first.

What is required is the personal engagement of the CEO and business owner first. When they personally to developing their own leadership skills we are able to truly address the leadership issues across the entire organisation and definitely not before.

Leadership programs tailored to assist the leader to deal with the “stuff” on the table today. Redundancies, moral boosting and productivity increases in a shrinking and retreating market are the function of the true leader. Leaders must also at this time have the courage and skills to deal with the “smelly stuff” under the table and seeping out the doors of the executive board room.

We all know that when the going gets tough the tough get going and dealing with performance issues and the stress of declining profits quickly and efficiently is the name of the game. We can all welcome the extreme challenge we are facing right now as the pressure and stress of the downturn is giving many of us a much needed wake up call.

The wake up is that leadership is a function of character and to be a great leader we must first be a great human being.

This article was inspired by an article in Human Capital Magazine

Written by Jennifer Elliott CEO of Integrity and Values.Com with a team of licensees delivering Leadership in Action.

Clarity Leads To Power

Driving along in the car a few days ago I was abruptly stopped by an absolute emergency. Not a car crash, a police road block or even a tree across the road. In fact there was no one and nothing on the road in front of me at the time and yet this was an absolute emergency.

The emergency was “an emergency of my own mind and creation.” I was listening to James O’Loghlin, one of my favorite ABC Radio personalities, I just love the man. I have never met him of course and yet I feel like he is one of my very best friends.

What my friend James does, and he does it so well, is that he lives his passion. Here is a man who truly loves what he is doing and he shares his gift as an ABC radio and TV personality with all of us. I’m sure James has a long list of fans just like me who’s lives are enriched and made better every day through what he loves doing.

He reminds me of me, of course. Now that may sound a bit much and even over the top and yet those of you who know the truth, know what we love in others is what we love in ourselves. I like to dream that I too am a TV and Radio celebrity and James you are truly my hero.

So let me get back to the point here …

James is having a wonderful time interviewing a man who has written award winning movies and plays. In response to a question where he is asked about the difficulties of being so clever and skillful in his craft, as he has to have a complex and detailed knowledge of human behaviour and then incorporate this knowledge into the script and still tell a story that appeals to everyone.

Wow what a gift, the gift of the truly masterful script writer who can take all the ingredients complexities of the behaviour of parents, children, drunks, inspirational leaders, political thugs, villains and saints then tell a story that is heartfelt and moving which changes the way we all think. 

Now that is truly a great gift and that is what James was talking to him about. So what is the secret to great success and ability to get across such a powerful message?

This is what caused my emergency and pulled me to a screeching halt. I went into a panicked frenzy, desperately searching around for my note pad so I could scribble down these words of wisdom quickly before I forgot what he said.

So here it is…

The greatest level of teaching is to bring clarity to people through your work.

There are so many university professors and academics in the world with such awfully complex models and ideas about human behaviour that they are the only ones who understand what they are saying.

My job is to bring clarity to you, my students and my audience thorough stories, exercises and activities. What I do is take the complex and make it simple.

My job is to give you the power that clarity brings. In other words Clarity leads to power.

So thank you to James O’Loghlin and thank you to your famous script write for reminding me that my greatest gift in working with executives in leadership across Australia is to give them the power that clarity brings.

CLARITY LEADS TO POWER.

Jennifer Elliott – Committed to creating extraordinary leaders in business one conversation, one business at a time
http://www.integrityandleadership.com/

In Search of the Holy Grail of Marketing

Nowadays, I am on the quest for the sales and marketing Holy Grail. You know the one. A magic switch that I can turn on or off whenever I need new prospects knocking at my door begging for my services and happy to give me lots and lots of money.

Every now and then I think, I have found it – and then as if by magic or divine intervention, it is gone. So back to the quest, going to networking functions, meeting people in airplanes, knocking on doors and signing people up to my training and programs the good old fashioned way.

Just yesterday it dawned on me that I might never find the Holy Grail of Marketing.

What I also realised is that given any chance of a sale with any half reasonable prospect, I will keep that relationship alive for ever.

Six years ago I met with a business prospect in Sydney and just yesterday we agreed in principle to start working together.

Now this work is likely to be worth well in excess of $100,000 in the next 12 months and even five to ten times that the following year.

So I ask myself, what is different or unique about me. Why is it that I hear people in business moaning and complaining about how tough things are? Some of these people are my clients, colleagues and licensed users of my Integrity and Values products.

Sometimes, I want to scream at them because they just don’t get it !!!

Some of them are so hungry they behave like desperate ruthless hunters and gatherers. Others stay in their offices and would rather moan to you and me than pick up the phone and call a prospect.

I reckon, W. Edwards Demming, probably one of the greatest business minds of the last century nailed it. Most people in small business don’t have a system. They don’t have a simple and reliable system to keep track of all of their sales activity.

Demming said 96% of failure can be laid at the feet of your lack of a system.

So here is what I say… 

“You are not stupid, lazy or incompetent. The problem is simply that you don’t have a system that works.”

MacDonald’s gets young semi literate kids to work, produce and sell a consistent and reliable hamburger that is almost inedible. They do it on time and to the same standard every day of the year all over the world and they can only do it because they have a system.

So here’s the go.

Get a system that works; I use a program called Goldmine to keep my relationships working and maintain my contacts. I write this Blog and I send emails to the customers I love.

I send letters and hand written notes to special people because they have done special things for me. I even send bottles of wine to some special people who refer me to other prospects.

I could go on and on about what I do and I know you have heard it all before. The point is you are where you are right now because of the system you have, or the lack of one, and how well you follow that system.

In finishing, I have not given up my quest for the Marketing Holy Grail.

That magic switch that I can turn on or off whenever I need new customers and prospects knocking at my door, begging for my services and happy to give me lots and lots of money.

I know I am getting closer and closer every day and until then I will be focusing and doing only what works.

What works for me is working the system I have and letting my Goldmine program tell me what I am doing today and who I am going to talk to.

Jennifer Elliott – Committed to creating extraordinary leaders in business one conversation one business at a time.
http://www.integrityandleadership.com/

The One Secret to Being Rich and Happy Without Going Anywhere or Spending Any Money

When was the last time you celebrated anything, let alone something so simple and profound as getting out of bed.

Ask most people in most offices across the country “When did you last celebrate anything”  they will firstly look at you with a quizzical look as if you have lost your marbles.

Next is a long thoughtful pause and then comes “Well my birthday 3 months ago we went out to dinner or when we won the big deal last month. Would you believe some people don’t can’t even remember the last time they celebrated anything.

Now that is really sad.

So let me give you one of the most powerful and little known secrets to success that costs absolutely nothing, can be done instantly and will increase your chances of success in what ever you do Guaranteed.

Celebrate absolutely everything that happens in your life, every day and every thing.

Now that’s a lot of things. Waking up, getting out of bed, going to the toilet taking a shower, getting dressed, eating breakfast and on and on it goes. Arriving at work, getting a coffee, sitting at your desk, , checking your first email …..

You could get really tired of celebrating all these things all the time and I don’t blame you if you are thinking “She has finally lost it” what the heck is she on about now, celebrate everything!

There is something really sad that has been going on for ages and here it is. Working with executives and business people at the top end of town is really serious stuff and we all get paid a serious amount of money to do it.

Most executives are very responsible people in charge of millions and millions of dollars and sometimes in charge of thousands of people. The physical safety, financial well being of their people and the success of everyone is on their shoulders. 

Deadly serious stuff and that is what these people become. Deadly Serious! Dead boring and serious, a bunch of real “Sad Sacks.”  Most of them have totally lost their sense of fun and you can’t even mention the word play without being run out of town.

So what is the answer to this devastating corporate catastrophe? The answer is to start a new and startling innovation. A way in which even the most stuck and boring sad sacked executive participates in celebrating just one thing every day.
Just one thing and I don’t care what it is. It can be as big or small as you like, just do it and do it now. Celebrate getting to the end of this page because you can assured that the boring and serious “Sad Sacks” could not have stayed the distance to find out what this amazing secret is.

Now if you really want to be successful and happy and rich then take it another step further. This is only for the brave and truly carefree. Not only do you celebrate one thing per day, you tell someone else what it is and get them to acknowledge you for it as well.

It goes like this …

You say   “ I finished all my emails and I’m a legend”

Your colleague says “Yes I always knew that about you”

Now how hard is that.

For the truly advanced version of this technique and special one on one advise on how to transform the culture in your workplace, give me a call and I’ll be glad to help you out.

Maryanne Williamson wrote this and it was used by Nelson Mandela in his 1994 inaugural speech

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that frightens us most.

We ask ourselves, ‘Who am I to be brilliant, gorgeous, talented, and famous?’ Actually, who are you not to be? You are a child of God. Your playing small does not serve the world.

There is nothing enlightened about shrinking so that people won’t feel insecure around you. We were born to make manifest the glory of God that is within us. It’s not just in some of us; it’s in all of us.

And when we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others.”

When I am coaching my clients I encourage them to hand write this poem out and do so in the first person. Then to read it twice a day in front of the mirror for one whole month. If they forget even once, they have to start again from scratch.

Here is your chance to read this out loud to yourself and to do the exercise. It will transform who you are being in a matter of days.

“My deepest fear is not that I am inadequate. My deepest fear is that I am powerful beyond measure. It is my light, not my darkness, that frightens me most.

I ask myself, ‘Who am I to be brilliant, gorgeous, talented, and famous?’ Actually, who am I not to be? I am a child of God. My playing small does not serve the world.

There is nothing enlightened about shrinking so that people won’t feel insecure around me. I was born to make manifest the glory of God that is within me. It’s not just in some of us; it’s in all of us.

And when I let my own light shine, I unconsciously give other people permission to do the same. As I am liberated from my own fear, my presence automatically liberates others.”

Be great and live the life you love.

Regards Jennifer Elliott – Expert in developing Leaders in Business.

]]> http://www.integrityandvalues.com/business-development/modesty-the-number-one-killer-of-personal-growth/feed 8 http://www.integrityandvalues.com/business-development/stop-being-mean-and-selfish-and-double-or-even-triple-your-sales-in-one-step http://www.integrityandvalues.com/business-development/stop-being-mean-and-selfish-and-double-or-even-triple-your-sales-in-one-step#comments Sat, 22 Nov 2008 23:12:12 +0000 Jennifer Elliott http://jenniferelliottblog.com/?p=10

 Most people I know who sell “Stuff” either in a store, online or one on one have products that they really do believe in. They are in love with what their widget or service can provide for you and mostly they can’t understand why the whole world isn’t beating a path to their door.

Well the problem is that most of these genuine, fun loving and sincere people at their true core are acting SELFISHLY.

Now please stay with me here and hear me out because I know that you are probably thinking “I’m not selfish and that’s a load of rubbish.” In fact, when I have thrown this deliberately provokable statement out in my coaching and group presentations, some people get very upset.  (more on upsets)

So here is my take on what is going on and how to truly double or triple your sales in one quick step.

STOP BEING SELFISH.

If you truly have a great gift for your chosen profession and you are good at what you do. When I say good, I only mean good enough to have clients pay you money for your service or product.

Let’s face it we all know some truly brilliant people who would never utter a single word about how brilliant they truly are. (more on modesty as the number one killer of personal growth)

So you have presented your wares and established in the mind of your prospect that you are good at what you do. Now when it comes to the sale, the difficult bit for some people, the moment in time where you are now required to ask for the order and close the sale.

This is where your Mean and Selfish streak comes to the fore.

Now I’m going to mention a word here in a moment and you will probably stop reading if I don’t warn you about is first. I mention this word to emphasise my point on selfishness and not for any other reason.

I have no relationship to this organisation and certainly no commercial interest. What I do have is a point to make. The word is Amway. So here is my point.

At some time most of us have been approached by an Amway fanatic. An Amway lunatic or an Amway disciple. So what can we possibly learn about how to double or triple your sales from the behaviour of an Amway disciple.

Well here it is –

If you truly believed that you have a product or service that will serve the world and humanity, if you are true to your dream, your gaols and your purpose to transform people and the world then you would be out there just like a new born Amway disciple.

The Amway disciple is out there prospecting every day, talking about their great business and selling themselves because there is nothing better in their mind. They even risk talking to their family and friends about the business. There is nothing better and the whole world needs it.

Consider this,

You are at the very point in the sales process where you now must ask for the sale. If you now walk past this point because you are afraid to ask, for what ever reason, you are in this moment acting small and cowardly thinking more of yourself that your prospect. You are being selfish.

Many times during my 27 years of coaching I have had people say to me “I saved their life.” When they tell be this I feel humbled and very fulfilled, I am often moved to tears when acknowledged in this way.

So here is my twist on it for you.

If you have the precious gift that could “Save their Life.”  The gift of knowledge, wisdom and the courage to offer it to others and yet at the moment you could ask for the sale you walk past it and don’t ask. You have the “Gift of Life” and you do not offer it.

What would you call that?

It is a disgusting and selfish act of betrayal. You didn’t offer your gift and thereby betrayed your personal values and acted selfishly.     

Truly giving up that what others think of you is irrelevant will empower and transform your life and your sales. I did say double or even triple your sales in one step. I did not say it would be easy.

We could say it is a “Gift of Life.”  A gift that you can give to yourself first and transform humanity when you give it to others.

Stop paying attention to the media.
Stop paying attention to the doom and
gloom of anyone and everyone around.

Stop getting sucked into being a victim.
STOP IT.  You won’t go anywhere buying
into the cultural trance that there isn’t enough
and times are tough.

The next Licensee Training Event is critical for
you to attend.

You have to take back your power.
You have to take back your control.
You have to wake up.

You won’t accomplish your big goals, or
do anything of real greatness as long as
you give in to outer circumstances.

I was talking to my 88 year old Father
in-law recently. By the way, he had a
knee replacement only 6 months ago.

Since then he has been out cutting fire wood with
his chainsaw. He cuts wood and delivers it to the
“Old” people around town”  I asked him a really
important question.

Who made money in the Great Depression?

He said
“Only those who thought they could”

So STOP IT NOW!

Take action and reap the rewards.
So here is what I have done recently.
Disconnected the TV
Only listen to CD’s when driving
Spent 2 days listening to Dr Joe Vitale’s
“The Missing Secret” Watched my favorite
DVD movies’, all 6 of them.

As soon as I remove the negative background
noise and put my mind on what I want
I get better and better results.

Business is booming for us and we want to share
our good fortune with you at the next Licensee Training Event.
Click here for more information

This blog post is inspired by Dr Joe Vitale my newest best friend.